Calculating Your Net Proceeds


When an offer comes in, you can accept it exactly as it stands, refuse it (seldom a useful response) or make a counteroffer to the buyers with the changes you prefer. In evaluating a purchase offer, you should estimate the amount of cash you'll walk away with when the transaction is complete. For example, when you are presented with two offers at the same time, you may discover you're better off accepting the one with the lower sale price if the other asks you to pay points to the buyer's lending institution.


Once you have a specific proposal before you, calculating net proceeds becomes simple. From the proposed purchase price you can subtract the following costs:



  • payoff amount on present mortgage

  • any other liens (equity loan, judgments)

  • broker's commission

  • legal costs of selling (attorney, escrow agent)

  • transfer taxes

  • unpaid property taxes and water and other utility bills

  • if required by the contract, cost of survey, termite inspection, buyer's closing costs, repairs, etc.


Your present mortgage lender may maintain an escrow account into which you deposit money to be used for property tax bills and homeowner's insurance. In that case, remember that you will receive a refund of money left in that account, which will add to your proceeds.


Counteroffers


When you receive a purchase offer from a would-be buyer, remember that unless you accept it exactly as it stands, unconditionally, the buyer is free to walk away. Any change you make in a counteroffer puts you at risk of losing that chance to sell.


Who pays for what items is often determined by local custom. You can, however, negotiate with the buyer any agreement you want about who pays for the following costs:



  • termite inspection

  • survey

  • buyer's closing costs

  • points paid to the buyer's lender

  • buyer's broker fees (minimal in this jurisdiction)

  • repairs required by the lender

  • home protection policy


You may feel that some of these costs are none of your business, but many buyers - particularly first-timer buyers - are short of cash. Helping them may be the best way to get your home sold.