Good homes in San Jose still get multiple offers, even in a slower market. Buyers assume the highest number wins. It usually does not. Here is what actually moves a listing agent and seller, in the order I have seen it matter.
1. Certainty of closing
A seller's nightmare is accepting an offer and watching it fall apart three weeks later. Show them it will not happen: a full underwritten pre-approval (not a pre-qualification), proof of funds, and a lender who calls the listing agent before offers are due. I make that call happen.
2. Contingencies — and how to shorten them safely
Instead of waiving inspections blindly, we do them before we write. In the South Bay most listings include disclosures and reports up front; I read them with you, bring in a contractor for a pre-offer walk-through when needed, and then we can offer with short or no inspection contingency because you already know the house.
3. Appraisal gap coverage
Promise to cover a gap up to a specific dollar amount, not unlimited. Example: “Buyer will cover up to $50,000 of any shortfall.” Sellers read that as strength; your downside stays capped.
4. Timeline and flexibility
A 21-day close, or a free rent-back so the seller can move on their schedule, is often worth more than $10,000 in price. Ask the listing agent what the seller needs. Most buyers never ask.
5. Then, and only then, price
We set your number by looking at the last 90 days of closed sales for similar homes, how many offers the agent expects, and what the house is worth to you five years from now. Then we decide the walk-away number before we write, so emotion does not make the decision at 9 p.m. on offer night.
What I will not let you do
- Waive the loan contingency without a fully underwritten approval.
- Offer an uncapped appraisal gap.
- Skip a sewer scope on a pre-1980 home.
Winning the house and regretting it is not winning. If you are about to compete on a home, send me the address and I will tell you what it will realistically take.
Tóm tắt tiếng Việt
Nhà tốt ở San Jose vẫn có nhiều offer. Giá cao nhất không phải lúc nào cũng thắng. Theo kinh nghiệm của Ken, người bán xem theo thứ tự:
- Chắc chắn đóng được deal: pre-approval đã qua underwriting, proof of funds, lender gọi cho listing agent.
- Contingency ngắn nhưng an toàn: đi inspection trước khi viết offer.
- Appraisal gap có giới hạn (ví dụ tối đa $50,000), không bao giờ không giới hạn.
- Thời gian linh động: close nhanh hoặc cho người bán ở lại miễn phí vài tuần.
- Cuối cùng mới tới giá — quyết định con số dừng lại trước khi viết offer.
Sắp phải cạnh tranh một căn nhà? Gửi địa chỉ cho Ken, Ken sẽ nói thật cần bao nhiêu để thắng.
