Who Pays For What When Selling A Home?

A major question in every escrow is: “Who pays for what?” The answers vary by county ordinances and standard practices. What is listed below are “customary” practices.  All fees charged are governed by terms of the sales contract and other written escrow instructions. Note: on some FHA, VA or other government-backed loans, the buyer will pay some fees that governmental regulations will not allow you to pay.

Seller’s Generally Pay:

  • Real estate commission
  • Document transfer tax ($1.10 per $1,000 of sales price)
  • Notary fees
  • Property tax proration (to date of acquisition)
  • Special delivery/courier fees, if required
  • Document preparation fees
  • Document recording charges
  • Homeowner’s association statement fee and prorata dues
  • Home warranty (according to contract)
  • Work/repairs required (according to contract)
  • Matters of record against the property or seller (loans, tax liens, judgments, etc.) and fees required to clear them (statement fees, reconveyance/trustee fees and prepayment penalties)
  • Bonds and assessments (according to contract)

Buyer’s Generally Pay:

  • Title insurance policy premiums (lender’s and buyer’s)
  • Escrow fees
  • Notary fees
  • Property tax proration (from acquisition date)
  • Special delivery/courier fees, if required
  • Document preparation fees
  • Document recording charges
  • Homeowner’s association transfer fee and prorata dues
  • City costs
  • Home warranty (according to contract)
  • Inspection fees (according to contract)
  • Matters of record against the buyer including tax liens, judgments and fees required to clear them
  • Fire insurance premium for the first year
  • Assumption/change of records fees if the buyer is taking over an existing loan
  • Lender’s new loan charges
  • Interest on new loan from date of funding to 30 days prior to the first payment
  • Other prorations (rents, insurance etc.) if applicable

 

What Must Seller’s Disclose?

During the escrow process, you must inform the buyer of specialized conditions that affect your home. These may include the following conditions:

Lead Paint
Sellers of properties built prior to 1978 have the following obligations:

  • Provide buyers with a HUD pamphlet entitled “Protect Your Family From Lead in Your Home”
  • Disclose all known lead-based paint and related hazards and provide any available reports
  • Include a standardized warning as an attachment to the contract
  • Complete and sign statements verifying that requirements have been met
  • Retain the signed acknowledgement for 3 years
  • In addition, you must provide the buyers with a 10-day opportunity to test for lead

Natural Hazards
California law requires sellers to disclose, via a “Natural Hazard Disclosure Statement” or NHD, if properties are located in one of six predetermined “natural hazard” zones. (If the property is not within one of these zones, you, of course, have no such obligation.)

The six zones are:

  • A flood hazard zone as designated by the Federal Emergency Management Agency (FEMA)
  • An area of potential flooding after a dam failure (also known as an inundation area)
  • A very high fire hazard zone
  • A wildland fire area, also known as a state fire responsibility area
  • An earthquake fault zone
  • A seismic hazard zone

If an NHD is delivered to the buyer after both parties have signed the Purchase Agreement, the buyer will have three days to rescind the agreement. However, if the buyer received the NHD before they signed the Purchase Agreement, then they cannot use the NHD to rescind.

Mello-Roos Districts
Especially (but not exclusively) if you are selling a home in a newer area, you may be within a Mello-Roos tax district, and you must provide to the buyer a “Notice of Special Tax.” If this notice is delivered to the buyer in person, they have three days to rescind their offer. If it’s delivered via U.S. mail, they have five days to decide.

Basically, a “Mello-Roos Community Facilities District” is formed by a local government, district, or agency to finance public services and facilities including police and fire departments, ambulance and paramedic services, parks, schools, libraries, museums and cultural facilities.

Condominiums etc.
If you’re selling a condominium, townhouse or other planned development (for purposes of this discussion, we will call them all “condominiums”), there are the buyer needs to know about common areas (such as greenbelts and recreational rooms) and the homeowner’s association.

The buyer will be required to make monthly payments, known as regular assessments, to maintain common areas, as well as special assessments to replace a roof or repair the plumbing, as determined by the homeowner’s association (HOA.)

Condominiums also may have regulations regarding architectural requirements, limitations on pets, and age restrictions (i.e., senior housing). These must be formally disclosed to the buyer during escrow. You may provide this information via the following documents, to the extent that they exist and are available:

  • Declaration of Restrictions: Commonly known as “CC&Rs”, or Conditions, Covenants and Restrictions
  • Articles of Incorporation or Articles of Association Bylaws
  • All current financial information and related statements, including operating budget, estimated revenue and expenses, HOA reserves, estimated remaining life of major components (including roofs, plumbing etc.), and regular and special assessments
  • A statement describing the HOA’s policies and practices in enforcing lien rights or other legal remedies for default in payment of its assessments
  • A summary of the HOA’s property, general liability, and earthquake and flood insurance policies
  • On existing HOA’s, a statement describing any restrictions on the basis of age, such as authorized senior citizen housing

Many smaller HOAs will not have all of these documents, but must provide what they do have.

Seller Challenges When Pricing A Home

Why is it that some homes sit on the market for a year while others sell like hot cakes? Frustrated sellers will blame a bad market, while a good real estate professional will tell you that many times, a slow sale is often attributed to the listing price.

If a home is overpriced, buyers will stay away. But, if the price is competitive with similar homes in the area and “shows” better than the competition, it will have a better chance of being sold quickly.

The secret is perfecting a technique that’s as American as apple pie: comparative shopping.

Although comparing houses with different styles, square-footages and locations is challenging, real estate professionals still feel it’s one of the best methods to use when determining a home’s market value.

A responsible real estate agent will effectively evaluate a home’s worth through a process known as Comparative Market Analysis (CMA). Taking a look at assets, such as a swimming pool, bigger than normal living spaces, a fantastic view, adjacent city parks and other attractions, the agent will begin to compare your home with similar properties, called “comparables,” that have sold in the area within the last six months. Typically, it is a realistic price range that will ensure you top dollar and a reasonably quick sale.

However, factors such as the amount of time needed to sell your home can affect the agent’s price recommendation dramatically.

I can determine the typical duration that listings are on the market and can explain that the marketing “norms” vary with prices and properties. Based on this criteria, we will be able to sell your house for a price that both you and the buyer will be happy with. However, if you’re under time constraints because of unexpected job changes or moving agreements you’ve made on another property, this will narrow your chances of selling the home for top dollar in the market.

Assuming you have sufficient time to market the home, here are a few small steps you and your agent can take to finding the right price for your property.

The best comparisons can be made with similar homes that have been sold within the last 45 days as opposed to the standard six months. Any longer, and other factors, such as the economy, could cloud your view of how much your home is really worth.

Another good benchmark is to review the selling prices of homes that have just been sold and are pending closes. Most MLS services provide information on deals pending that most real estate agents should be able to share with you.

A good rule of thumb before setting a price is to make 20 comparisons of comparable properties within a one-mile radius of your house. Once completed you can feel comfortable that the price you’ve picked is a good gauge of the home’s worth and won’t discourage qualified buyers.

Being open and honest about what you see as the home’s greatest strengths and biggest weaknesses will also help your agent get a better feel for how to best evaluate (or assess) and market your home. Think of your home as if you were the buyer. If your home is listed at the right price, you’re well on your way to a speedy and fruitful sale.