4. Tougher financial requirements
Financing is a deal-stopper for many buyers. Lenders are edgy these days. They're rejecting a quarter of all mortgage applications.
A few years ago, the average credit score for a mortgage loan was 720. Now it's 760.
"Lenders appear to be willing to lend only to the cream of the crop of potential borrowers," says Molony of the NAR.
When Century 21 surveyed its agents recently, three-quarters said they'd lost at least one sale in the last six months because the buyer couldn't get financing.
To be fair, here's what the lenders are up against: With home prices still sliding in most markets, no lending agent wants to give you $350,000 today for a home destined to drop $50,000 in value within a year.
Your application gets even more complicated if you're self-employed. Without an employer — and pay stubs — a lender will want your last two years' tax returns. Fine, you'd think. But there's a hitch: Smart entrepreneurs and freelancers claim all tax deductions legally possible. You may have grossed $100,000 last year, for example, but you reported just $50,000 in taxable income. And that's not enough to support a request for the loan you want.
That's what's happening to a client of Robertson, the Silicon Valley, Calif., agent. His client, a self-employed dentist, wants to buy an office property in pricey Palo Alto.
"Her gross income is pretty substantial." But the net income she reports to the IRS is much less, Robertson says. "And with the tight (lender) income guidelines, she has not got enough to come close to qualify. A couple of opportunities have come up, and she hasn't been able to make them go because she hasn't got the loan."
Pre-emptive action: Get your ducks in a row before home shopping. Start a year ahead if possible. Clean up your credit score and squirrel away a big down payment. Apply for financing and get preauthorized before hitting the open houses.
5. Preapproved? We changed our minds.
Experts advise you to apply — and comparison shop — for a mortgage loan before shopping for a home. This is called getting "preapproved." Unlike a "prequalification," a quick check of your credit score and employment, preapproval is supposed to bind the lender to give you a loan at specific terms in a specific time period.
But lenders may preapprove you and later back out. More than a quarter of loans that are preapproved are ultimately rejected, Molony says.
Robertson tells of a seller whose townhouse recently attracted a buyer. The buyer made an offer and showed his preapproval letter from his bank, and everyone thought the deal was set to close.
The lender, however, pulled back after seeing the property. It was in a planned unit development with common spaces, homes, businesses and a homeowners association. The bank didn't like the ownership structure.
It can be harder to get financing on condos and townhomes. With shared property and homeowners associations, there's a greater chance of lawsuits or liens. "Some lenders just don't want to take the risk," Robertson says.
Luckily, he could point the buyers to a lender that had financed previous sales in the development. Still, the hitch delayed the sale, costing the seller about $500 to extend a rate lock on a mortgage so he could move up to another home.
Here's the reality about preapprovals: The term doesn't mean much. There's no standard industry definition, so the strength of your preapproval depends on the competence and experience of your loan officer. Also, you and the property must pass muster. So, even if you've submitted your loan application form for preapproval, until you've identified a specific home your application won't get the really serious scrutiny required for final approval. Even if the bank thinks you're good for the loan, the property you like might have boundary issues, legal problems, a property dispute with neighbors or any of a host of other problems.
Pre-emptive action: Ask your lender how firm your preapproval is and what else could be required. Your lender should say you've been preapproved under certain conditions and should name them. If you're buying a condo with a Federal Housing Administration mortgage — by far the most common mortgage these days because of low down-payment requirements and government insurance — shop for homes using this FHA list of approved condo developments.
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