Navigating Offers and Negotiations for Your NYC Condominium

Navigating Offers and Negotiations for Your NYC Condominium

Achieving the Best Deal: Strategies for NYC Condominium Offers & Negotiations

Introduction

We wrote this article to guide sellers through negotiations with strategies and insights to maximize their profits and ensure a seamless transaction.

We bring our professional experience and expertise to bear by delving into the nuances of dealing with offers and negotiations. 

Understanding the Offer Process for Your NYC Condominium

When selling your NYC condominium, the offer process is more than just waiting for someone to hand you a proposal. It’s about strategy, anticipation, and utilizing resources for the best outcome.

Typically offers are presented to your broker by the buyer’s broker or the buyer directly.  Most basically, an offer to purchase includes a proposed price, financing details, (if any), and proposed closing date.  The buyer should also include financial data to demonstrate their ability to purchase the property.

The Role of your Real Estate Agent in the Negotiation Process

Having a seasoned real estate agent by your side is invaluable.

We have over 40 years of combined experience in the NYC real estate market, and have negotiated hundreds of deals.  I taught classes in negotiation skills to other real estate agents in my office.  Our expertise is invaluable in the negotiation process. 

We act as your advisor, confidant, and sounding board during the negotiation process.  We further assist you by providing an outside perspective that’s unclouded by the emotional attachment to the property.

Finally, we do all we can in terms of “opposition research” to determine the position and mindset of the buyer in an effort to secure the best deal possible for you. 

Initial Offer and Terms

A real estate offer usually consists of several key components: the proposed purchase price, deposit amount, closing date, and contingencies such as financing or inspections. One significant element is the contract deposit, an upfront amount paid by the buyer to demonstrate serious intent.

Multiple Offers Scenario

When lucky enough to receive multiple offers for your condo, strategic analysis is critical. You’ll need to evaluate each proposal based on more than just the offered price—consider the buyer’s financing, proposed closing date, and contingencies too.

PRO TIP: The dark side of multiple offers

People are more motivated by not losing than they are by winning.

This is the driving force behind bidding wars.  Multiple offer deals regularly fall apart.  Typically the winners of the bidding war turn to each other the following morning and ask themselves:

“Are we the only idiots dumb enough to pay $50,000 over asking price?”

They withdraw from the deal, and when we call the second place bidder with the good news, they too immediately think something is wrong and they back out too.  And so on … like dominos falling. 

One the most difficult jobs we face is holding things together during a bidding war, and making sure the deal actually closes.  The best tool we have for this is communication – going over every scenario with the seller before there are even any offers. 

Responding to an Offer

Reviewing an offer isn’t just about saying yes or no—it’s about considering the entire package. Counteroffers are a vital tool when an initial offer doesn’t quite meet your expectations. They open a dialogue with the potential buyer and allow for adjustment of terms to reach a mutually agreeable sale.

Navigating the Contract Negotiation Phase for Your NYC Condominium

Once you’re past the offer stage, and have agreed on general terms, you’ll need to handle the contract negotiation phase tactfully to ensure the best outcome.

Preparing for Negotiations

Legal intricacies and financial considerations make the negotiation process complex. It’s where a real estate lawyer becomes invaluable. Moreover, knowing your bottom line—the lowest price you’re willing to accept—is a crucial guiding factor throughout this phase.

PROT TIP: Real estate attorneys in NYC work well together

You would think that contract negotiations often get down and dirty, but this is rarely the case.  The good news is that the NYC real estate attorney community is a small one, and most of them know each other. 

All the lawyers have their own set of riders and modifications they like to make to the standard contract of sale, and this stage of the selling process usually goes very smoothly. 

Key Negotiation Strategies

Negotiation is an art. It’s about balancing firmness and flexibility – standing your ground on important issues and making concessions where possible to facilitate a deal. Remember, both parties want a successful sale.

Dealing with Inspection and Appraisal Issues

While not as common as with freestanding homes, some buyers pursue inspections for condominium units in New York City.  Inspections and appraisals can lead to further negotiations. If the inspection reveals significant issues, or the appraisal comes in lower than the agreed price, it’s back to the negotiation table. Navigating these situations requires skill and understanding of the real estate process.

The Closing Process

After successfully navigating offers and negotiations, you’re nearing the finish line—the closing process.

Understanding the Timeline

From accepting an offer to signing the final paperwork, each stage of the closing process occurs in a specific order over a set period. Being aware of this timeline helps manage expectations and ensure a smoother process.

When we first sit down with you on a listing appointment, we like to go over the entire sales process, from listing the unit, to the closing table.  “No surprises” is our motto, and while there are always ups and downs in the process, knowing in advance what to realistically expect eases our client’s minds. 

Closing Costs in NYC

Closing costs are the final hurdle in selling your condo. These expenses, often split between buyer and seller, can include attorney fees, transfer taxes, and broker commission.

Your real estate attorney will go over these costs in detail.

Understanding these costs upfront avoids unpleasant surprises.

Conclusion

Successfully navigating offers and negotiations for your NYC condominium is a complex, multifaceted process. By understanding each phase and employing skilled professionals, you can effectively handle offers and negotiations to reach a profitable and satisfying sale.

Dina and I hope this article helped you learn more about the sales process, and as always, please feel free to follow up with either one of us to chat about your situation.  Thank you!

Where to next?

Continue on to the next article in the Selling Your NYC Condominium – A Step-by-Step Guide section: Closing the Sale: Final Steps for Selling Your CondoTo return to the previous article in the series, click HERE.

You can jump directly to the main page for all of our informative articles concerning condominiums HERE.

Do you have any questions?  Feel free to reach out to Michael and Dina to discuss your situation with you and address any questions you may have about real estate. 

Frequently Asked Questions

What should I consider when I receive an offer for my NYC condo?

Besides the proposed purchase price, consider the buyer’s financing, contingencies, and proposed closing date.

How can I effectively handle multiple offers for my NYC condo?

Evaluating each offer based on price, financing, contingencies, and closing date can help you select the most appealing offer.

What are some common negotiation mistakes to avoid when selling my NYC condo?

One of the most common mistakes is not understanding your bottom line. This could lead to accepting an offer lower than you’re comfortable with.

How do inspection and appraisal fit into the negotiation process?

If the inspection reveals significant issues or the appraisal comes in lower than the agreed price, these can lead to further negotiations.

What should I expect during the closing process when selling my NYC condo?

Expect to navigate through stages including final inspections, walkthroughs, and signing closing documents. Also, prepare for associated closing costs.

Michael Sussilleaux

Michael Sussilleaux

Licensed Associate Real Estate Broker

M: 917.647.1464

Dina Sussilleaux

Dina Sussilleaux

Licensed Associate Real Estate Broker

M 917.324.6158