When buying or selling property, working with a realtor is better than going it alone

Work with a realtor

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Mortgage broker Tracy Head advises her clients to work with realtors when buying or selling property because of the expertise they bring to transactions.

When I work with clients who say they are writing an offer on a private sale, I always talk about the benefits of working with a realtor.

Realtors do so much legwork behind the scenes that clients aren’t aware of. Most times it is challenging on my end when clients try to tackle the process of writing an offer on a private sale themselves. I joke and say I am going to charge them an extra fee because of the additional work it creates on my end. I don’t actually charge a fee to be clear but I am only half kidding.

When you start down the road of buying a home there are many new and unfamiliar terms you may hear. Whether you are working with a realtor or not, arguably some of the most important things you need to learn about are the “subject to” conditions to include in your offer to purchase.

When you write an offer to purchase a home, your realtor will offer guidance as to the conditions you include. Common conditions you will see are:

• Subject to arranging suitable financing

• Subject to a satisfactory home inspection

• Subject to arranging home insurance

• Subject to review of strata documents

• Subject to the sale of your current home

If you are purchasing a rural property or are in a unique situation you may also see:

• Subject to a water potability test

• Subject to an inspection of the septic system

• Subject to the seller finding a suitable home to purchase

These lists are not all-encompassing by any means.

The purpose of adding conditions to your offer is to protect you in case there are any issues with the home you are looking to purchase.

In previous columns I’ve written about the potential dangers of writing a subject-free offer. The high-level, quick position is that if you write a subject-free offer you’d better have cash on hand to buy the home.

I have worked with several clients over the last few months who have written private offers. We do absolutely everything ahead of time to try to ensure they will be successful with their financing.

These files stress clients more than you can imagine. They have to either find templates to fill out or pay a lawyer or notary to prepare the documents for them. Either way they need to quickly learn about the conditions I listed above and understand key dates involved in the buying process.

The clients need to deal directly with the sellers on any issues that may arise. When you are working with a realtor they handle these issues on your behalf. A knowledgeable realtor also helps avoid issues by taking any of the personal contact and emotions out of any potential areas of conflict.

Make sure you do your due diligence and have your ducks in a row as you move forward with an offer to purchase, whether writing an offer with a realtor or on your own.

Now that the sun has come out and the election is over, I’ve seen my clients more actively shopping, which is encouraging.

As always, my advice is to work with a realtor you are comfortable with and who knows your area well.

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.

Not all lenders are created equal when it comes to mortgages

Finding right mortgage fit

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When it comes to mortgages, there's more to it then just a good interest rate. says mortgage broker Tracy Head.

Just as no two clients seeking a mortgage are the same, not all lenders are created equal.

For the majority of clients getting the best interest rate is their primary concern. For me, as a mortgage broker, it is as important to find a lender that provides a smooth process from start to finish and excellent customer service once a mortgage is finalized.

What do I mean by that? When new lenders pop into the mortgage market, they often offer low interest rates or better compensation to encourage mortgage brokers to send files their way.

Sometimes, those new lenders are amazing and sometimes, not as much.

Once in a while, more established lenders will offer brilliant rates in order to increase the number of mortgages they have on the go. We see lenders float in and out of the competitive rate market based on how much money they have available to lend at any given time. While this can be great for clients, it can also be a nightmare.

If one lender offers rates much lower than other lenders, they end up flooded with applications. They may or may not have the staff—staff with expertise—to handle larger volumes and increased time pressures.

If I am working on a refinance with flexible dates, that isn’t necessarily a problem. If I am working on a purchase application with deadlines, it can become stressful for all involved.

On top of that, lenders have different processes for handling the legal paperwork that goes to your lawyer’s office. Some lenders handle everything in-house and have very responsive teams to handle getting the documents to your lawyer and addressing any changes that need to be made. Others hire third-party service providers to produce their documents and that adds an extra day or two to the process.

As a broker, I try to learn about my clients’ longer term plans and find the right fit lender-wise. I look at lenders’ policies for portability, pre-payment options, flexibility with respect to their guidelines, broker support and equally, as important client service experience after the mortgage finalizes.

Does the lender have a portal? Will it allow me, as a broker, to help my clients or do they require clients to work with them directly for any changes?

I sent applications to two newer lenders in the last month because they had fantastic rate specials available. Both files ended up being very stressful as we were down to the wire waiting for mortgage instructions to be sent to the clients’ respective lawyers. I prefer not to have to deal with last-minute stress on my files.

Rate is of course incredibly important to your long-term financial health. In my mind, a smooth process before and after your purchase or refinance is also important. There are many considerations that go into choosing the right package for my clients.

My recommendation one day may change the next, depending on both the client’s situation and what I am seeing behind the scenes with various lenders.

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.

When buying a home, a home inspection is important

Get a home inspection

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In an ideal situation, I have some time upfront to work with clients on their mortgage pre-approval.

I like to go over what to expect in terms of both the process and what to expect in terms of closing costs when they have an accepted offer on a home. We usually talk about potential expenses like the property transfer tax, an appraisal, a home inspection, home insurance and legal fees.

At his time of year, we also talk about upcoming property taxes for anything they are purchasing before July 1.

I think human nature is such that we want to minimize our expenses and make sure we are getting the most bang for our buck.

There are a few areas of cross-over where I anticipate a client’s realtor will be speaking to them about items like the requirement to organize home insurance and the importance of a home inspection. In practice, I think most realtors encourage their buyers to move forward with a home inspection because they want to ensure clients don’t buy any surprises that will create headaches down the road.

Sometimes clients buy privately and are not represented. In those cases, I always urge them to include a home inspection as one of their conditions. I have had clients question the need for a home inspection, particularly if they are buying a condo or a new build.

Two recent examples popped up that reinforce for me the importance of a home inspection.

I am working with a lovely first-time home buyer in the Lower Mainland. Her budget isn’t huge so she waited and watched for the right property to come up and for her offer to be the one chosen. The stars aligned for her last week.

Her financing was approved and all of the financing conditions were signed off by the lender. I was doing a happy dance for her and had a rude awakening the day her home inspection was done.

The home inspector found an ongoing leak in the kitchen that has created a “soft” wall, which is indicative of a bigger problem. On a surface level, the kitchen is beautiful and relatively recently updated. As a first-time home buyer with no family nearby, my client was thrilled by the aesthetics of the condo, then devastated by the potentially expensive work needed to repair and rectify the damage.

The second situation really caught me by surprise. I have clients on Vancouver Island who had their offer accepted on a brand-new home that has never been lived in. They chose to invest in a home inspection and we are glad they did.

It turned out that some of the larger windows were installed incorrectly and that created damage to the windows and a leak in one corner. Again, with a new build the temptation is often to skip a home inspection.

Yes, in this case any issues with this home will be covered by a warranty but having the home inspection done and being aware of the issues upfront gives the buyer a lot more power with respect to having those defects repaired quickly.

Now that I’ve driven that point home, it’s also important to know that not all home inspectors are created equal. Do your due diligence. Look at reviews, look at a home inspector’s qualifications and the length of time they have done home inspections and their experience.

Going with the cheapest option is not always the best option.

Buying a home is the biggest investment you will likely make. Trying to save a few hundred dollars upfront may end up costing you thousands of dollars and sleepless nights down the road. Save yourself the pain and aggravation of hidden issues in your home.

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.

Getting the best mortgage rate when rates start to drop

Mortgage rate drops

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Spring has arrived and with it comes a significant drop in mortgage interest rates.

Over the last few months, when I’ve chatted with clients who are renewing or planning to buy in the spring market, I have said in almost every conversation that by mid-March rate wars tend to start.

Regardless of what is happening in the interest rate environment as a whole, it seems by the third week of March lenders start sharpening their pencils.

Over the last two weeks, I started to see lender bulletins trickle in advertising quick-close rate specials (ie: for mortgages finalizing within 60 days) and rate drops across the board. One day last week, I had updates from six different lenders — before noon.

Why is that important to you? Not all lenders have the same policies with respect to dropping their rates once your mortgage has been approved. When you go into a holding pattern after your mortgage has been approved but before it has finalized, rates can change. If they go up, you are covered by the rate you have in place.

If they go down, how does your lender deal with your file? Some lenders won’t drop your rate. Some lenders will drop it once. Some maybe twice. There are a few lenders that will drop your rate an unlimited number of times up to a few days before your mortgage finalizes.

When I am choosing a lender for my clients, that is absolutely one of the most important things I consider. All things being equal, if I can place a mortgage with a lender that offers unlimited rate float downs I will.

I watch my calendar of upcoming closings and proactively reach out to those lenders to request better rates for my clients. It’s a win to be able to get the benefit of falling interest rates without having to change lenders.

If you are buying a home, renewing your mortgage or looking to refinance this is a key question you should ask your mortgage person. Find out whether they will adjust the rate on your mortgage and what the process is (do you have to request it?).

At the same time, find out how many times they are able to reduce the rate for you.

Regardless of the answer, I suggest touching base with your mortgage person or lender periodically up to the time your finalize your mortgage to confirm you are receiving the lowest rate they have available for you.

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.