Congratulations on your decision to purchase a new home! It is important to select a professional real estate agent to work with you before you begin house hunting, so that your agent can help you define what kind of home and neighborhood would best suit your desires and needs. The finer the details on your wish list, the more effective your home search will be. To further define your needs, you may want to divide your lists into negotiable and non-negotiable items, so your agent can operate with some flexibility when scouting for homes on your behalf.

2. Get preapproved.

Now that you know what you want in a home and neighborhood, you need to find out what you can afford. The best way to do this is to get prequalification or preapproval for a home loan. Your real estate agent can refer you to a mortgage broker to begin the process. In most markets, preapproved buyers are preferred by sellers over those who are prequalified. Your preapproved status lets the seller know:

• You have gone through an extensive financial background check.
• A lender is willing to do business with you.
• The likelihood of unexpected obstacles regarding financing is minimal.

3. Let the house hunting begin!

Now you are ready to embark on your home search — an endeavor that can prove overwhelming if not approached with some forethought. The most efficient route is to allow your real estate agent to do the initial scouting for you. Using your wish list as a guide, he or she will alert you of new and existing listings that have strong potential. If these listings pique your interest, your agent will arrange home tours at your convenience. Many agents send alerts via email — sometimes as often as daily, depending on the available inventory in your market. Let your agent know how you’d like to receive these alerts, whether by phone, email or fax.You also can do some research on your own. Read local real estate publications, contact your local neighborhood associations, visit the local chamber of commerce, surf the Internet, or drive around your favorite neighborhoods. While these methods certainly can lead to your dream home, it’s important to note that 82 percent of home sales are the result of agent connections.* That means it’s more likely your agent will find your dream home through being in the real estate business than you driving around on the weekends.* National Association of REALTORS®

4. Make an offer.

When you’re ready to make an offer on a home, your real estate agent will help you determine the offer price by reviewing recent sales of homes similar in size, quality and amenities. With your input, your agent will draft a written contract that outlines what needs to be done by both parties to execute the transaction. If the seller accepts the offer, the document becomes a binding agreement, so it is imperative that you carefully review it with your agent and speak up if anything is not clear to you. It’s important to note that if the seller changes any aspect of the offer, it is not a binding agreement until the buyer agrees to the seller’s changes.

5. Strike a deal.

Sometimes, you get lucky and the seller accepts your offer as is. However, in most instances, the seller will make a counteroffer. This is where your real estate agent’s experience in negotiations will be invaluable. Keep in mind almost everything is negotiable when you are buying a house. This can give you a great deal of leverage in the buying process — that is, if you have adequate information and you use it in an appropriate manner.Some items you may negotiate:

• Price
• Financing
• Closing costs
• Move-in date
• Repairs
• Appliances and fixtures
• Landscaping
• Painting

Remain in close contact with your real estate agent so you can quickly review any changes from the seller. Remember: Bargaining is not a winner-take-all deal. It is a business process that involves compromise and mutual respect.

6. Prepare for the closing.

When an offer becomes a binding agreement, your real estate agent will help you tackle the checklist of action items that you, as the buyer, have agreed to perform prior to closing. Depending on how the responsibilities are divvied up in the agreement, this is typically when you will:

• Conduct a home inspection.
• Get an appraisal and finalize your financing.
• Secure title insurance.
• Shop for a home warranty.

Having these procedures done in a timely and professional manner is a must, as any delays could threaten a successful closing. A first-rate real estate agent should be able to serve as your “one-stop shopping” referral source for service providers. Your agent also should serve as your advocate, helping to coordinate activities and making sure the vendors have access to the property to perform their jobs.

7. Close the deal.

Congratulations! The moment you’ve been anticipating has arrived. The closing is where home ownership is legally transferred from the seller to the buyer. It is a formal meeting that most parties involved in the transaction will attend. Closing procedures usually are held at the title company’s or lawyer’s office. The closing officer will coordinate all the document signing and the collection and disbursement of funds.In advance of your closing date (24 hours at minimum), your lender will send a final closing statement that outlines your closing costs, if applicable. Your real estate agent will review this document with you to ensure its accuracy, as well as help you gather any necessary documentation that you’ll need to bring to closing.

1. Are you a full-time professional REALTOR®? How long have you worked full time in real estate?
2. What geographic areas do you specialize in?
3. Do you have a Website? What information can I find there?
4. How will you keep me informed during my home search and throughout the transaction?
5. Do you have a staff or a team? If so, what roles will they play in my transaction?
6. Will you show me properties from other companies’ listings?
7. Will you represent me exclusively, or will you also represent the seller? May I have that in writing?
8. How will you get paid? How are your fees structured? May I have that in writing?
9. What distinguishes you from other real estate agents? What is your negotiating style?
10. May I contact some of your recent clients as references?

A real estate professional will:

• Assist in determining how much house you can afford and help you get prequalified or preapproved for a loan.
• Simplify your search by helping you define home and neighborhood criteria.
• Screen new listings daily and alert you of homes that match your criteria.
• Keep you abreast of local market conditions, so you can make informed decisions.
• Gather in-depth detail on each home, schedule tours and point out the advantages and possible drawbacks of each property.
• Work with you in drafting an appropriate offer and serve as your representative when presenting it to the seller.
• Negotiate a contract that considers your goals and leads to a successful closing.
• Personally refer you to proven service providers, such as inspectors, appraisers, title companies, warranty providers, insurance agencies, attorneys, carpenters, movers and more.

IMPORTANT TO NOTE: Real estate professionals can represent the buyer, the seller or both. When agents represent both parties, it is called dual agency. In some states, dual agency affects the real estate professional’s fiduciary responsibilities to the seller. Keep in mind that real estate laws differ from state to state and even from locale to locale. For more in-depth answers, talk with a knowledgeable real estate professional and ask about local practices.

What do I do to get preapproved?

Getting preapproved requires that the lender review your finances, confirming pay stubs, tax records, credit accounts, bank statements and sometimes more. The preapproval amount will not only be a reliable estimate of what you can afford, but your preapproval also indicates that a lender is willing to do business with you, pending the purchase price, market appraisal and the underwriting process.

You can also get prequalified for a loan, which means that a lender has taken some information from you, and made a tentative decision without necessarily verifying any of the information. Prequalification provides you with a quick estimate of the amount you can afford, but is not considered as reliable as preapproval.

What should I ask when shopping for a lender?

Your real estate agent should have a mortgage broker they are willing to put you in contact with — this lender will be someone they have done business with in the past, and feel comfortable recommending. However, if you decide to do a little comparison shopping and look for a lender on your own, here are a few important questions to ask.

1. What loan programs do you offer and which one do you think is best for me?
2. How long will the loan approval process take?
3. What line items of the loan agreement  —  if any  —  are negotiable?
4. What is your policy for locking in interest rates, and will you honor a lower rate if it declines during the lock-in period?
5. Are there fees for prepaying on my loan?

• Urban, suburban or rural
• Commute time
• School districts
• Desirable neighborhoods
• Proximity to the airport
• Proximity to restaurants and retail
• Access to major highways and thoroughfares
• Access to public transportation
• Health care facilities
• Parks and recreation
• Length of time you plan to live in the home (Your agent should be knowledgeable about growth trends and projections that could affect your investment.)

Below are some basic pointers to prepare you for the journey ahead.

Selecting a builder

Shopping for a large production or custom home builder can be a daunting task. Start by defining what architectural styles appeal to you and then seek out the builders in your area who offer those styles. Due diligence is essential. Ask friends for referrals to get firsthand accounts; verify the builder’s state license status, if applicable; and check whether they’re certified by the National Association of Home Builders.

The builder representative and your real estate agent

A builder representative’s ultimate goal is to sell you a home. His or her role is to provide a wide range of information to help you in your decision-making, from building restrictions, roads and easements to inspections, warranties, rebates and upgrades. A real estate agent knowledgeable in new-home construction will be able to help you wade through all the data and point out the downsides and upsides of each line item. Your agent also can look out for your interests in reviewing the builder’s contract, which often contains more legal jargon than consumer-friendly language.

It’s all about timing

Market conditions greatly dictate a builder’s incentive to make a deal you cannot refuse. When a builder has inventory on his hands, his carrying costs start adding up. When this happens, a builder might be more amenable to strike a favorable deal, whether it’s throwing in upgrades or taking a bit off the asking price. A real estate agent can help you know when market conditions are right for these benefits. Also, watch for builder close-out sales. Builders promote these special events when a new subdivision is near completion but empty inventory still remains. 

A word about paying up

While there are always exceptions, most builders require a deposit when a purchase agreement is signed. They also require that the buyer pay for any upgrades prior to closing. If you back out prior to closing, unless the agreement states otherwise, you will lose that money. Make sure you understand every detail in the builder’s contract before signing it.

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Exterior

Type of property (house, condominium, town home, loft)
Age of property
Preferences in architectural style
Number of stories
Type of foundation
Roof construction
Lot size and/or location
Landscape preferences (fencing, built-in sprinkler system)
Pool/spa
Garage or carport

Interior

Number of bedrooms
Number of bathrooms
Minimum square feet
Central air/heat
Wiring
Electrical or gas appliances
Security system
Basement/attic
Fireplace
Kitchen amenities
Formal dining room
Home office or study
Laundry room
Flooring preferences:
How much renovation would you be willing to do?
Must your home accommodate any special needs?