Vanessa Saunders MBA MIMC - THE COMPLETE GUIDE TO BUYING A HOME

THE COMPLETE GUIDE TO BUYING A HOME

Vanessa Saunders MBA MIMC

Table Of Contents

How Real Estate Agents Help Home Buyers

Owning vs. Renting

Crafting Your Dream Home Wish List (a.k.a. Let’s Get Real)

Real Estate Horror Stories to Learn from

Searching for the Right Home

Buying a House: Negotiation The Deal

Shopping for a Home Loan

What to Know about Home Inspections

Products for Home Buyers

10. The Closing Process

11. Moving Day Madness And How to Tame It

About The Author

Hi, I’m Vanessa Saunders, and my journey into real estate is anything but typical. Like many of you, I’ve faced moments in life that demanded a complete reset. For me, that moment came after the tragic events of September 11, 2001, when my office at the World Trade Center was destroyed. At the time, I was serving as Executive Vice President of Global Marketing and Operations for The GPJ Group who sponsored my board position at the World Trade Centers Association. Before that, I spent over a decade at British Airways, where I worked as a Marketing Manager in the VIP Passenger Services Division. My career was built on delivering exceptional experiences, solving complex challenges, and working on a global scale—skills that would become the foundation for my next chapter. After 9/11, I needed a fresh start. I found it in real estate. What began as a way to rebuild turned into a mission to revolutionize an industry I quickly realized was stuck in its ways. After ten years as a Realtor and Broker Associate, I founded Global Property Systems (GPS), a company designed to challenge the outdated norms of real estate. Drawing on my international experience and connections, GPS grew rapidly, eventually opening offices across three continents. I specialized in global transactions, earning the trust of clients worldwide. But as much as I loved the business, I couldn’t ignore the flaws in the traditional real estate system—one that too often prioritized profits over professionalism. Determined to innovate, I enrolled at MIT, where I graduated top of my class with a certification in Blockchain Technologies, Business Innovation, and Application. For those wondering

what that has to do with real estate, the answer is simple: everything. Blockchain brings the transparency, security, and accountability our industry desperately needs. Today, I teach blockchain technology at the national level and speak at global conferences to help others see how innovation can make real estate better for everyone. In 2023, my husband and I turned the page to a new chapter, settling in the beautiful Lakes Region of New Hampshire. I joined Keeler Family Realtors as Associate Broker, drawn to their progressive, tech-forward leadership. In a state where real estate practices can feel decades behind, my mission is to modernize, streamline, and ensure clients experience integrity and innovation at every step. These days, I’m what some might call “semi-retired”—though I’m still deeply invested in introducing new technologies like blockchain, managing complex transactions, and helping buyers and sellers navigate one of life’s most significant decisions. My goal remains clear: to deliver trust, innovation, and results to an industry in need of change. Now, I’m proud to call New Hampshire home, and I’m honored to serve buyers and sellers in a place as special as the Lakes Region. If you’re ready to take the next step in your real estate journey, I’d love to connect. You deserve someone on your side who’s not only experienced but also truly looking out for you.

Preface: A Smarter Way to Move Forward

Every home has a story. Every buyer has a vision. In a world where real estate can feel overwhelming, I bring clarity, insight, and a tailored strategy to ensure your journey is seamless, smart, and successful. By analyzing market dynamics and understanding what truly matters to you, I go beyond the transaction. My mission is to connect the dots—uncovering hidden opportunities, anticipating challenges, and creating solutions that align with your goals. This isn’t just real estate. This is your future, your dreams, and your peace of mind. And I’m here to help you move forward—confidently and with purpose.

Let’s make your next chapter extraordinary.

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CHAPTER 1 How Real Estat eal Estate Agents e Agents Help Home Buyers

Let’s start with the elephant in the room: Real Estate Agents. Everyone knows one, right? Your neighbor, your cousin, your coworker’s best friend—they all seem to be “in real estate.” But here’s the harsh reality: just because someone passed a licensing exam doesn’t mean they’re qualified to handle what is probably the largest financial transaction of your life. Real estate isn’t a hobby or a part-time gig—it’s serious business. And if you don’t take it seriously, you could end up paying for it. Literally. So, before you jump into house hunting with your cousin’s friend who “just got their license,” let’s talk about why choosing the right agent is critical—and why technology and transparency are the game changers this industry desperately needs. Why You Can’t Trust Everyone With a Real Estate License Let’s get this out of the way: not all agents are created equal. Some are full-time professionals who live and breathe real estate. Others? They dabble on weekends between their other job and their kid’s soccer games. And let’s be honest: the latter group isn’t exactly breaking a sweat to master market trends, negotiation strategies, or cutting-edge tools like blockchain technology. The truth is, real estate has a low barrier to entry. Anyone can pay for a license, slap their face on a yard sign, and call themselves a Realtor. But it takes real skill, experience, and integrity to navigate the complexities of buying a home.

Why You Need More Than Pretty Pictures and Zillow Listings

Let’s face it: scrolling Zillow in your pajamas at 2 a.m. is fun. But here’s the problem: Zillow doesn’t know what’s lurking behind those charming photos. Mold in the basement? Structural issues? A neighborhood that floods every spring? Zillow isn’t going to tell you that. Even worse, Zillow and other platforms often make it seem like you don’t need an agent. But when it comes to negotiating, ensuring transparency, and protecting your interests, a good agent is indispensable. Think of them as your house-hunting bodyguard—because in this industry, you’re going to need one.

The Problem With Assisted Showings

Now let’s talk about Assisted Showings, one of those outdated practices that refuses to die in certain markets (looking at you, New Hampshire). This is when the listing agent insists on being present at every showing. Why? Allegedly for “security” and “better communication.” But let’s be real: it’s a tactic that can create more problems than it solves.

Here’s why Assisted Showings are problematic:

1. Outdated Lockboxes: Many of these properties use old- school combination lockboxes instead of secure electronic ones. A combination lockbox is about as secure as hiding the key under the welcome mat. 2. Scheduling Headaches: If the listing agent is busy (or claims to be), your showing gets delayed—or worse, never happens. 3. Privacy Issues: How can you discuss your honest impressions of a home when the listing agent is hovering in the corner, listening to your every word?

And here’s the kicker: if the listing agent makes it nearly impossible for your agent to schedule a showing, they may be trying to force you to go directly to them. Don’t fall for it. That kind of maneuver is about their commission, not your best interests.

Are You Bidding Against Yourself?

Let’s talk about bidding wars, the most stressful part of buying a home. How do you know if you’re truly competing with another buyer—or if you’re just being manipulated into sweetening the pot? The short answer: you don’t. Unless your offer is made through technology that tracks and secures every step of the negotiation process (like blockchain), you’re relying on the listing agent’s word. And let’s be honest: some listing agents have every incentive to prioritize offers that benefit them, even if it’s not the best deal for the seller.

Here’s what can happen:

1. A better offer (for the listing agent) comes in. Maybe it’s from a buyer they represent, which means they’ll get both sides of the commission. 2. Your offer might never even reach the seller, or if it does, it’s framed as “less appealing.” 3. You’re pressured to increase your offer, not knowing if the seller ever even saw it in the first place. This is why you need digital proof of what’s happening behind the scenes. A good agent will demand the seller sign off on your offer, acknowledging that they’ve reviewed it—even if they decline it.

No backroom deals, no shady tactics, just transparency.

Buyer Agency Agreements: A Necessary Evil

Thanks to recent legal battles like the Sitzer/Burnett case vs. NAR, Buyer Agency Agreements are now the norm. These contracts outline your agent’s responsibilities, how they’re compensated, and—critically—that they’re working for YOU, not the seller.

But before you sign one, ask these questions:

1. What services will you provide me? If they can’t articulate their value beyond “showing houses,” run. 2. What happens if the seller isn’t offering compensation? Make sure they’re clear about how they’ll handle this—because you don’t want surprises later. 3. Can I terminate the agreement? If the partnership isn’t working, you need an exit strategy. 4. Do you use technology like blockchain to ensure transparency in offers and negotiations? If they say no, ask why not.

The Case Against Going Direct to the Listing Agent

I get it. You’re frustrated. The listing agent is blocking your showings, and you just want to see the house already. But going directly to the listing agent is like trusting a fox to guard the henhouse.

Here’s why:

1. They Represent the Seller: Their job is to get the best deal for the seller, not you. Don’t expect them to advocate for your interests. 2. Lack of Transparency: Without technology to ensure fairness, you’re left wondering if your offer was even

presented—or if it was downplayed in favor of another buyer. 3. Manipulative Tactics: If a listing agent has made it hard for your agent to get in the door, they’re likely playing games to secure both sides of the commission. The takeaway? Don’t let frustration lead you to make a decision that could cost you in the long run.

Why You Need a Realtor Who’s Actually Good

Here’s the bottom line: not all Realtors are equal. The good ones will fight for you, advocate for transparency, and guide you through the chaos of buying a home. The bad ones? They’ll see you as a commission check and little else. Look for an agent who: • Uses technology to ensure transparency and fairness. • Knows the local market inside and out. • Puts your interests above their own, even when it’s inconvenient. Final Thoughts Buying a home is stressful enough without having to worry about shady tactics, hidden agendas, or outdated practices. You deserve better. Choose an agent who’s not afraid to embrace technology, fight for transparency, and call out the nonsense when they see it. Because at the end of the day, this isn’t just about finding a house—it’s about finding your home.

And you deserve nothing less.

CHAPTER 2 Owning vs. Renting To Buy or Not to Buy: That is the Question

Ah, the “American Dream.” For some, it’s owning a home with a white picket fence, a golden retriever playing in the yard, and the smell of apple pie wafting from the kitchen. For others, it’s a dream where you don’t have to unclog your own toilet at 3 a.m. and can call the landlord instead. Homeownership, they say, is the pinnacle of adulthood. It’s the ultimate badge of "Look, Ma, I made it!" and for many, the crowning jewel of a life well-lived. Statistically, 66% of Americans own their own homes—proof that the dream is alive and well. Or at least, alive. The other 34% are possibly still trying to save for a down payment while wrestling with avocado toast- related expenses. But why does homeownership strike such a chord with us? Maybe it’s the allure of financial security, the pride of owning a piece of land where you can plant roots—literally and figuratively—or the status of saying, “I’m a homeowner,” without adding, “...and also broke because I replaced my roof last month.” And then there’s the lifestyle factor. For the under-35 crowd, homeownership often competes with the flexibility of renting. But interestingly enough, millennials aren’t driven to buy homes because they’re starting families. Nope. Their number one reason? Owning a dog. That’s right, Fido gets more votes than future children.

By the time we hit our 60s, over 80% of us are homeowners, presumably because we’ve outgrown renting and enjoy the thrill of yelling, “Get off my lawn!” at neighborhood kids. But as retirement looms, some homeowners start dreaming of downsizing—or even renting again—because let’s face it, snow- shoveling and leaky faucets lose their charm after a while. Which is Better: Renting or Buying? Ah, the age-old debate. It’s like asking if pineapple belongs on pizza—there’s no universal answer, only what’s right for you. But before you dive into Zillow or start scoping out rental listings, consider a few key questions: • How long are you sticking around? Buying a house only makes sense if you’re planning to stay for at least four to seven years. If you’re thinking of buying and selling faster than a TikTok trend dies, you might end up losing money. • Is your house your retirement plan? For many, a house is their golden goose—a solid investment they hope will grow fatter with time. But remember, the real estate market can be as temperamental as a cat. It doesn’t always go up, and sometimes it hisses at you unexpectedly. • Can you afford it? This is a biggie. If your budget is tighter than your jeans after Thanksgiving dinner, buying might not be for you—yet. Don’t just compare rent to a mortgage. Factor in the hidden gremlins: taxes, insurance, maintenance, HOA fees, and the occasional surprise expense, like when your water heater decides to explode. And let’s not forget the emotional side: buying a house is like entering a long-term relationship. It’s thrilling, but also stressful, messy, and occasionally involves paperwork you don’t understand. Are you ready for that kind of commitment? Or are

you more of a “Netflix and chill” renter who values flexibility over permanence? The Granite State Rental Quirks Now, if you’re leaning toward renting in New Hampshire, it’s worth knowing the local rules of the game. Here’s how the Granite State handles the landlord-tenant tango: • Security Deposits: Landlords can only demand a security deposit equal to one month’s rent or $100, whichever is greater. So, while you won’t need to pawn your family heirlooms, you’ll still need to cough up some cash upfront. • Maintenance: Your landlord must ensure your rental is habitable. That means no rodent roommates, functioning plumbing, and a roof that doesn’t turn into a waterfall during rainstorms. But if you decide to host a DIY demolition derby in your living room, those repairs are on you. • Entry Rights: Landlords can’t just barge in like they own the place (even though, technically, they do). They need to give reasonable notice before popping by, except in emergencies. • Evictions: Forget the Hollywood drama of landlords changing locks on a whim. Evictions in New Hampshire follow a strict legal process, with proper notice and court orders required. • Rent Increases: If you’re on a month-to-month lease, your landlord must give at least 30 days' notice before raising the rent. So, no sudden surprises like finding out your rent now rivals your car payment. Overall, New Hampshire’s rental laws aim for balance. They don’t let landlords run amok, but tenants aren’t given carte

blanche either. It’s a game of checks and balances, with the state acting as the referee. The Upsides of Homeownership Owning a home comes with perks, like controlling your space, building equity, and having the freedom to paint your walls neon green without anyone batting an eye (except maybe your neighbors). Here’s the short list: • Stability: Your mortgage won’t randomly double because a landlord decided they needed a new yacht. • Tax benefits: Uncle Sam offers deductions for property taxes and mortgage interest. It’s like a small pat on the back for adulting. • Creative freedom: Want a disco ball in the dining room? Go for it. No landlord, no rules (aside from building codes, of course). The Downsides of Homeownership But let’s not romanticize it too much. Homeownership isn’t all sunshine and picket fences. It’s also clogged gutters, surprise roof repairs, and a relentless parade of bills. In short: • Maintenance: That leaky faucet? That’s your problem now. Welcome to the DIY club or the "call someone and cry when you get the bill" society. • Flexibility: Moving for a new job isn’t as simple as breaking a lease. Selling a house takes time, effort, and sometimes soul-crushing compromises. The Case for Renting Renting may not get the same applause as homeownership, but it has its moments. • Low stress: No lawn to mow, no roof to replace, no surprise raccoon infestation in the attic. • Flexibility: Need to move across the country for work?

You can do it without waiting six months for a buyer.

The downside? No equity, no tax perks, and any home improvements you make are a gift to your landlord.

The Verdict Ultimately, the decision to rent or buy is deeply personal. It’s about your goals, your finances, and how much chaos you’re willing to tolerate. But no matter what you choose, remember this: a home is more than just an investment or a roof over your head. It’s a reflection of your life, your dreams, and yes, your tolerance for leaf-raking. Owning a home isn’t just a financial decision—it’s an emotional one. It’s about planting roots, creating memories, and finding the one place where you can truly be yourself, whether that’s binge- watching TV in your PJs or hosting the most epic dog birthday party ever. So, whether you’re buying, renting, or just daydreaming, know this: there’s no wrong answer. Only what’s right for you.

CHAPTER 3 Crafting Your Dream Home Wish eam Home Wish List (a.k.a. Let’s Get Real) Congratulations! You’ve decided to buy a home. The next step? Figuring out what kind of home you’re after. Spoiler alert: wildly clicking through every online listing within your price range is not the winning strategy here. Instead, let’s focus on building a vision that’s practical, personal, and—dare I say it—attainable. Picture your dream house. It’s not just walls and a roof; it’s the sanctuary where you’ll sip coffee on Sunday mornings, survive Thanksgiving dinners with extended family, and maybe even host a dog birthday party (don’t act like you haven’t thought about it). It needs to tick both the "needs" and "wants" boxes. Needs vs. Desires: The Ultimate Showdown First, let’s start with the essentials. A good roof that doesn’t leak, plumbing that doesn’t gurgle ominously, and rooms that serve actual purposes—like bedrooms for sleeping and a kitchen for binge-snacking. These are your needs . Non-negotiables. Then, there are the desires . Maybe you’re dreaming of a chef’s kitchen with marble counters, a bathroom with a tub big enough to qualify as a small pool, or a backyard that screams, “Welcome to the neighborhood BBQ of the year!” Here’s the catch: most of us aren’t rolling in cash. Your budget will probably clip the wings of your castle-in-the-sky fantasies. And that’s okay! Life is about compromise. Prioritize what really matters to you and be prepared to let go of a few things. If you can’t live without a swimming pool, then every pool-less house 13

is out. But if you’re okay waiting to install that chandelier over the dining table, put it in the “later” pile. Make a List, Check it Twice This is where we bring order to chaos. Write down your must- haves and your nice-to-haves. Think of it like shopping for groceries—only instead of bread and milk, you’re deciding between “near good schools” and “has a sauna.” Start with the big stuff: • Location: Do you want the bustle of downtown, the quiet of the suburbs, or the peace of a house in the woods where no one hears you scream (metaphorically, of course)? • Size: How many bedrooms and bathrooms do you need? A guest room might be a “want,” but enough space for your family is a “need.” • Layout: Do you need single-story living, or is a split-level okay? Is a first-floor laundry non-negotiable? • Yard: Is it for the kids, the dog, or both? Does it need to be fenced? Pets: The Real Decision-Makers Let’s talk about the furry (or feathered) members of the family. If you own pets, their needs should absolutely be on your list. After all, they didn’t ask to be dragged into this decision-making process, but they’ll certainly have opinions. Does your dream home need a yard where Fido can frolic? Is wood flooring a must to avoid carpet disasters? Are there breed restrictions in the neighborhood? Some areas don’t allow certain dog breeds, goats, or even chickens. So, if fresh eggs and backyard clucking are part of your dream, double-check local rules before signing anything.

A Quick Note on New Hampshire’s Home-Buying Scene For those planting roots in the Granite State, location plays a starring role. New Hampshire offers four seasons of activities, catering to every lifestyle and budget. Love the outdoors? Summer by the lakes means swimming, boating, and evening bonfires under starry skies. Winter transforms the state into a snowy wonderland with ski resorts, snowshoeing trails, and cozy fireplaces. Springtime bursts with color, as nature wakes up and hiking trails offer fresh views, while fall? Let’s just say “leaf- peeping” here is practically a competitive sport. From charming lakeside cottages to mountain retreats and suburban family homes, there’s something for every budget. Whether you’re drawn to the quiet charm of the Lakes Region or the lively energy of New Hampshire’s ski towns, you’ll find a neighborhood that feels like home. Budget Reality Check Ah, the budget. The ultimate buzzkill. Before you fall in love with a home that’s way out of your league, sit down and figure out what you can realistically afford. And don’t just think “mortgage.” Factor in property taxes, insurance, maintenance, and your caffeine addiction. Also, be wary of homes that need “just a little work.” A $7,000 discount sounds great until you realize the roof repair costs $10,000. Do the math. Compromise: The Name of the Game Unless you’re part of the 1%, your house won’t have everything you want. And that’s okay! A pool can be added later, paint colors can be changed, and the unfinished basement is a project for next year’s tax refund. What’s important is that the house meets your needs now and has potential to grow with you.

Location, Location, Location! Your house doesn’t exist in a bubble—it’s part of a bigger community. Location is everything. It influences your daily life, your commute, your social circle, and even the schools your kids attend. Take the time to explore potential neighborhoods. Drive through them at different times of day. Are they bustling or peaceful? Do they have the amenities you want? How close are you to parks, grocery stores, or your favorite coffee shop? Remember, location is so important that many buyers are willing to sacrifice must-haves just to get into their dream neighborhood. Pools can wait. Finished basements can wait. Location? That’s forever. Final Thoughts At the end of the day, buying a house isn’t just about square footage and countertops. It’s about creating a home where you’ll live, laugh, and possibly cry over the occasional plumbing issue. So, make your list, dream big, and remember—compromise isn’t a dirty word. And when in doubt? Prioritize what matters most to you and your family—especially the furry members. Because at the end of the day, home is where the pets (and the heart) are.

CHAPTER 4 Real Estate Horror Stories to Learn from (And How to Avoid Becoming One)

You’ve seen the frightening stories on TV or overheard them from neighbors, but maybe you’ve never experienced one yourself. Be warned: the first time is one time too many. Congratulations—you’re in the market for a new home! Whether it’s your first, third, or fifteenth, buying a house is an enormous accomplishment. Unfortunately, home buyers—especially first-timers—can be unwitting victims in real estate horror stories that would make even Stephen King shiver. Let me share some cautionary tales and help you steer clear of the pitfalls. The Snake House Saga Let’s start with Ben and Amber, who thought they’d struck gold with a five-bedroom charmer on pastoral acreage. It seemed like the perfect nest for their growing family—until they realized it was already occupied. Hundreds of garter snakes slithered beneath the walls, returning each winter to their cozy hibernation spot. At night, the couple would lie awake, listening to the walls crawl. Their dream home turned into a horror movie, complete with a scene where Ben killed 42 snakes in one day . The couple eventually fled, filing for bankruptcy and leaving behind their nightmare. 17

Lesson learned: If the price seems too good to be true, it probably is. Always, always have a thorough inspection—and read the disclosure forms closely. “Snake infestation” isn’t just a scary story; it’s a dealbreaker. The Termite Surprise Ron and Jenna thought they’d found their perfect home: open living areas, high ceilings, a cozy fireplace, and a steal of a price at $235,000. Less than six months later, Jenna discovered tiny ants with wings in the bathroom. An exterminator confirmed their worst fears: termites. The infestation had spread to multiple bathrooms, and the total repair bill came to over $12,000. Lesson learned: Hire an independent exterminator to inspect for pests before buying. It’s a small price to pay compared to the cost of repairs later. New Hampshire-Specific Horrors: When Winter Bites Now let’s bring it closer to home—New Hampshire. With its four seasons of beauty come four seasons of potential home- buying traps. Winter Woes: You fall in love with a cozy colonial during the summer, only to find out in January that the heating system couldn’t warm a hamster. If you’re buying in winter, beware of homes where snow hides roof or drainage issues. Spring Surprises: Spring is lovely here, but it’s also when melting snow can reveal water damage or flooding issues that weren’t visible before. Pro tip: check basements for sump pumps and invest in a moisture alarm.

Lesson learned: Seasonal issues can be sneaky in New

Hampshire, so ask about them and inspect for them!

The Shady Agent Story Sue and her fiancé were excited to find their first home before their wedding. They hired an agent with glowing reviews—but only from sellers. He pushed them toward a home with a weak basement door, a bouncy bathroom floor, and flickering light switches. When they raised concerns, he brushed them off, saying they could “fix those problems later.” Big mistake. The weak door meant unfortified walls, the bouncy floor hid water damage, and the flickering lights revealed outdated wiring. The repairs cost them $27,000, far more than the $10,000 price reduction they had negotiated. Lesson learned: Not all agents are created equal. Choose one with a track record of working for buyers, not just sellers. Trust your gut, and don’t let anyone pressure you into ignoring red flags. The Moldy Sunroom Justin and Kate thought their home inspector had given them the green light, but soon after moving in, the basement flooded, termites appeared in the sunroom, and the discovery of mold sent repair costs skyrocketing. The inspector missed several warning signs, including a failing sump pump and improperly sealed windows. Lesson learned: Home inspections are vital, but so is choosing a qualified, detail-oriented inspector. Don’t skimp here—it’s your first line of defense.

How to Avoid Becoming a Horror Story • Get an Inspection (and Then Some):

Don’t just rely on a general home inspection. Consider

hiring specialists for pests, mold, and structural integrity, especially if the home is older or has known issues. • Read the Disclosures: Don’t skim this document! If the seller discloses a potential problem, don’t ignore it. Investigate further and get professional opinions. • Know the Seasons: New Hampshire winters and springs can reveal a home’s true colors—or hide them. Ask about snow load on roofs, heating costs, drainage, and basement flooding. • Choose Your Agent Wisely: A great agent works for you , not just for the commission. They’ll advocate for your best interests, not push you into a quick sale. Final Thoughts Buying a home is exciting, but it’s also one of the biggest financial commitments you’ll ever make. Taking your time to research, inspect, and ask questions can save you from turning your dream home into a money pit. Learn from these horror stories, do your homework, and remember: the perfect home is out there, but it’s up to you to make sure it doesn’t come with snakes in the walls or termites in the floorboards.

CHAPTER 5 Searching for the Rig or the Right Home ht Home Chapter 5: Searching for the Right Home Buying a home is thrilling—until it’s not. Let’s be honest, this isn’t like buying shoes that pinch a little, but you convince yourself they’ll stretch. A house? That’s a long-term commitment. Once the papers are signed, there’s no “30-day return policy” if you suddenly discover it’s not the home of your dreams. The key to avoiding regret (and expensive mistakes) is doing your homework before you even step foot in your first open house. Let’s walk through how to approach your search like a seasoned pro. Before You Start: Know Your Spending Power Before you even think about setting foot in a potential dream home, get real about your finances. Start with a mortgage pre- approval—it’s like your financial permission slip. This step ensures you’re not fantasizing about homes way out of your budget (looking at you, Pinterest board). But don’t stop there. You’ll also want to factor in the often- overlooked, sometimes conveniently “forgotten” closing costs . These include things like lender fees, title insurance, property taxes, and inspection costs. They add up fast and can throw a wrench into your budget if you’re not prepared. The goal here? Avoid becoming “house poor,” where your shiny new home leaves you too broke to enjoy life—or even furnish the place. Trust me, ramen noodles taste worse when you’re sitting on an air mattress in your empty living room.

Viewing a Home: The Right Way Many buyers think the first step is touring homes, but that’s jumping the gun. Before you schedule a single showing, you need to establish your criteria: • How many bedrooms and bathrooms do you need? • Do you want a yard? How about a garden or space for chickens (hey, it’s New Hampshire)? • What neighborhoods work for your lifestyle, commute, and budget? Once you’ve figured this out, your real estate agent can curate a list of homes that meet your needs. Then comes the fun part—house hunting! Schedule Time and Be Thorough When viewing homes, treat it like a serious project. Strolling through a house in five minutes isn’t enough to spot potential problems. Block out at least 45 minutes to an hour for your first showing, and set up a second showing for homes you’re seriously considering. Ask your agent to get any questions you may have from your first showing answered in the meantime. And don't forget to ask your agent for a current CMA to check the price range. A good agent will be able to do one immediately using their phone. Ask lots of questions, what are the school scores in the area etc. Your agent should have the answers at their fingertips. Research even suggests that buyers who spend more time evaluating homes are more likely to negotiate a better price. Oh and, while you’re at a showing don’t be shy: • Open cabinets, drawers, and closets. • Look behind furniture and under rugs. • Check crawl spaces, basements, and attics. Yes, you might feel like a snoop, but you’re about to make one of the largest investments of your life. It’s worth it. 22

Don’t Be Fooled by Staging Sellers' and some agents are pros at making homes look irresistible. They’ll light rooms just right, slap fresh paint over water damage, or strategically place furniture to hide flaws. Your job is to see past the fluff. Imagine the house as it would be when empty: are those shiny hardwood floors solid, or is the paint hiding cracks? What Comes with the Property? It’s not just about the house—it’s about what stays. Are the appliances included? What about light fixtures, curtain rods, or that cute backyard shed? Make sure you know what’s part of the deal and get it in writing. Including that pile of wood if you want it! Keep Emotions in Check It’s easy to fall in love with a house the moment you walk in. But beware: early attachment clouds judgment. Approach each home as a structure to evaluate, not as your future “forever home.” If the foundation is cracking or the roof is sagging, those rose- colored glasses won’t help you pay for repairs. Visit Multiple Times A single visit is rarely enough. If you’re interested in a home, tour it at different times of the day. A quiet street at noon might turn into a commuter nightmare at 6 p.m. Also, pay attention to neighborhood dynamics: • Is it family-friendly or bustling with nightlife? • Are there barking dogs or noisy neighbors? • What’s the vibe during weekends versus weekdays? Consider the Overall Context The house doesn’t exist in a bubble. Ask yourself: • Is it near essentials like grocery stores, schools, and

hospitals? • Is there a nearby train track or bar that could be a noise nuisance? • Does the neighborhood match your lifestyle, or will you feel like a fish out of water? In New Hampshire, location is everything. From the quaint charm of the Lakes Region to the vibrant cities, the state offers a variety of backdrops. Just make sure the one you choose aligns with your daily needs. Let Your Agent Work for You Don’t go rogue by touring homes alone. It’s not just a safety issue—unrepresented buyers can inadvertently make themselves vulnerable to seller pressure. A great agent will advocate for you, ensuring the process is smooth and the playing field is level. If you spot a listing your agent hasn’t mentioned, share it with them. They can arrange a proper viewing and help you evaluate the property objectively. The Condition of the Property Let’s talk structure. When touring homes, watch for these red flags: • Cracks: Hairline cracks in walls and ceilings are normal. Large or growing cracks? Not so much. • Mold: Look for discoloration, watermarks, and—most importantly— smell . Mold often gives off a musty odor before it’s visible. • Plumbing: Turn on taps and flush toilets. Weak water pressure or odd noises might signal plumbing issues. • Roofing: Check for missing shingles or sagging areas. • Basement and Attic: Look for moisture, leaks, or signs of poor insulation.

• Heating and Electrical: Ensure the HVAC system is functional and the wiring isn’t outdated.

The Exterior Matters, Too Don’t forget to evaluate the outside of the house: • Foundation: Water pooling around the foundation could mean drainage issues. • Siding: Look for cracks or signs of neglect. • Driveways and Walkways: Are they cracked or crumbling? • Landscaping: Overgrown yards might signal broader maintenance issues. Property History is Key Before making an offer, dig into the property’s past. Find out: • How long it’s been on the market. • Whether it’s been relisted or had price drops. • If there are any liens, unpaid taxes, or judgments against the seller. • If permits were obtained for improvements (and if they meet code). Your agent can access most of this information, or you can request it through a title company. Making the Decision Once you’ve done your homework, it’s time to decide. Remember: no home is perfect. You’ll likely need to compromise on some “wants” to get the right balance of “needs.” • Finances: If the home stretches your budget, consult your lender, but don’t overextend yourself. • Repairs: Minor issues can be used as negotiation points. Get professional quotes for repair costs and use them to bargain.

• Walking Away: Sometimes, the best decision is to let go. If the compromises are too great, trust your instincts and move on. Final Thoughts House hunting in New Hampshire is a journey—one filled with charm, challenges, and the occasional surprise. But by approaching it with preparation and clarity, you’ll find a home that fits your lifestyle and budget. Remember, this is one of the biggest decisions you’ll make. Take your time, ask the hard questions, and trust the process. Your dream home is out there—it just might take a few viewings (and a little patience) to find it.

CHAPTER 6 Buying a House: Negotiation The Deal

(a.k.a. The Game of Homes) You’ve toured open houses, sifted through listings, and maybe even walked a few neighborhoods. Finally, after what feels like an eternity (or maybe just a lucky first try), you’ve found the one . The home you’d love to call your own. Congratulations! Now comes the tricky part: negotiating the price. This is where dreams meet reality and where preparation and strategy matter most. Welcome to the art—and occasional science—of closing the deal. Before You Start: Know Your Financial Power First things first: know your budget and financial boundaries before walking into negotiations. This includes understanding your mortgage preapproval and factoring in the often- overlooked (and sometimes conveniently ignored) closing costs. These pesky fees can add thousands to your final price and include everything from lender fees to title insurance and property taxes. If you're unsure about your financial wiggle room, take the time to revisit your budget before diving into price talks. After all, you don’t want to end up “house poor,” where your beautiful new home leaves you too broke to enjoy life—or even furnish the place. 27

Why Having a PSA a g a PSA and CNS on Your Team Matters The home-buying process is an intricate dance of pricing, value, and negotiation. This is where having a Pricing Strategy Advisor (PSA) and Certified Negotiation Specialist (CNS) t (CNS)in your corner makes all the difference. • PSA Expertise: A PSA-certified agent doesn’t just look at the seller’s asking price; they analyze the property’s true market value using a Comparative Market Analysis (CMA), local trends, and a deep understanding of pricing strategies. They ensure you’re not overpaying—or missing out on a great deal—by helping you craft an offer rooted in facts, not guesswork. • CNS Savvy: Negotiation is an art form, and a CNS brings laser-sharp skills to the table. From reading the seller’s motivations to knowing when to push and when to compromise, a Certified Negotiation Specialist ensures every step of the process is strategic, professional, and in your best interest. Having these certifications on your team gives you a serious edge in today’s competitive real estate market, particularly in areas like New Hampshire, where seasonal shifts and local nuances can create unique challenges. How to Make Your First Offer the Best Offer When it comes to crafting your initial offer, preparation is everything. Remember, you’re not just responding to the seller’s asking price—you’re building an offer based on what the home is actually worth and what it means to you. Here’s how to nail your first offer: • Use a Comparative Market Analysis (CMA): s (CMA):Your PSA- certified agent will provide a CMA, which compares the

property to similar homes in the area. This is your starting point for determining whether the price aligns with market trends. • Factor in Repairs and Upgrades: Does the plumbing need replacing? Is the roof aging faster than a carton of milk? Adjust your offer to account for immediate expenses. Conversely, if the home comes with shiny new appliances or recent renovations, those might justify a higher price. • Research Local Market Trends: Is the market heating up or cooling off? Are new builds popping up like spring Once you’ve done your homework, your CNS-certified agent will help you submit the offer. The seller might accept, counter, or decline—but the goal is to start a conversation that leads to a deal. Negotiation Tactics: The Art of the Deal Negotiating is where strategy meets psychology. With a CNS- certified agent guiding you, you’ll have access to advanced tactics, such as: daisies? Understanding the market can help you anticipate what the seller might be thinking.

Understand the Market:

In a buyer’s market (more homes than buyers), you hold the power. Don’t be afraid to ask for lower prices, repairs, or even perks like the seller covering closing costs. In a seller’s market (more buyers than homes), leverage shifts. Be prepared to bid closer to the asking price or sweeten the deal with fewer contingencies. Find the Seller’s Motivation: Why is the seller moving? A job transfer or a tight timeline can make them more willing to negotiate. If the house has been

sitting unsold for months, that might also give you an edge.

Use Your Agent as a Buffer: Your CNS-certified agent isn’t just your guide—they’re your shield. Let them handle the back-and-forth. Not only does this keep things professional, but it also saves you from unnecessary stress. Play It Cool: Don’t let the seller see how much you love the home. Gushing over the property can weaken your negotiating position. Keep it professional and strategic. Avoid Common Mistakes During Negotiations Even seasoned buyers can fall into these traps. Here’s how to avoid them: • Be Nice: Politeness goes a long way. Criticizing the seller’s décor or pointing out flaws too aggressively can sour the deal. • Be Calm: Don’t act desperate or overly eager. Sellers can sense when you’re too attached and may push for higher offers. • Think Like a Seller: Imagine needing to sell the home in a few years. Does it have features that make it marketable? If not, use that as leverage. • Avoid Overestimating Repairs: Bid slightly lower than your maximum budget so you have room to negotiate post-inspection. But don’t expect the seller to agree to huge deductions unless the issues are significant. • Sign Carefully: Read every term and condition. Once you sign, renegotiating becomes difficult and often impossible without starting over.

What If There Are Multiple Offers? In a seller’s market, you may find yourself competing with other buyers. Your PSA and CNS agent can help craft a strong, attractive offer that stands out by: • Make sure you’re preapproved with a reputable mortgage lender. Many sellers prefer—or even require—buyers to work with an in-state lender who understands the local market and can streamline the process. Having that preapproval in hand not only strengthens your offer but also shows sellers you’re serious and ready to move forward. • Limiting contingencies while still protecting your interests (never waive an inspection!) • Showing financial strength with a solid down payment or earnest money deposit. New Hampshire-Specific Considerations If you’re buying in New Hampshire, a PSA and CNS can help you navigate unique local challenges, like: • Seasonal Markets: Lakefront and ski-town properties often see fluctuating demand based on the time of year. • Neighborhood Insights: From proximity to schools and hospitals to knowing the quirks of small-town living, having a local expert on your team ensures you’re well- prepared. Final Thoughts Negotiating the price of a home can feel like a rollercoaster, but having a PSA and CNS-certified agent by your side makes the process smoother, smarter, and more strategic. With their expertise, you can confidently navigate the twists and turns, secure a great deal, and walk away with the keys to your dream home.

Remember, the seller wants to sell, and you want to buy. With a

little patience and a lot of preparation, you’ll both get what you want—while your PSA and CNS-certified agent makes sure the deal works in your favor.

Happy house hunting—and good luck closing the deal!

CHAPTER 7 Shopping for a Home Loan or a Home Loan

Before you even start dreaming about open houses or falling in love with a Pinterest-perfect dream home, there’s one essential step you need to take: understanding your spending power. Determining how much home you can afford—not just on paper, but comfortably within your lifestyle—is the foundation of a smart home-buying journey. This step is so critical because no one wants to end up "house poor," struggling to cover their mortgage while sacrificing everything else. Proper planning upfront can provide peace of mind, and it all starts with securing the right home loan for your needs. Start With Preapproval Pre-approval isn’t just a box to check—it’s your golden ticket to the home-buying process. Sellers want to know you’re a serious buyer, and having a pre-approval letter on hand will confirm just that. It also gives you a crystal-clear picture of your budget, so you can focus on searching for homes in the precise price point. While you may have already started working with a Loan Originator, I strongly recommend getting a second opinion—especially if your real estate agent has a trusted, local, in-state licensed Loan Originator to recommend. Here’s why this is different from other recommendations, like choosing a home inspector. With a home inspector, you’ll want to make an independent choice to avoid any conflicts of interest. But with a Loan Originator, this is someone who will make sure you are financially viable and guide you through rates, 33

programs, and every detail you’ll need to secure the right loan. Your Realtor’s recommendation is likely based on years of trusted collaboration and proven success. That said, don’t just default to any "in-house" lender or a name given to you without research. Ask how long they’ve worked with the recommended Loan Originator, what their track record is like, and whether they’ve successfully navigated tricky situations. A second opinion never hurts—and could save you time, stress, and money. If you’re unsure where to start, reach out to me. I have trusted relationships with top Loan Originators who are empathetic to your needs, will care about your financial well-being, and work hard to find the best product for your situation. Explore Your Loan Options Shopping for a mortgage is like shopping for a car—you need to know your options before committing. Different loans are tailored to different situations, and it’s crucial to find the one that fits your financial goals and lifestyle. Here’s a breakdown of the most common types: • Fixed-Rate Mortgages: Offers stability with a consistent interest rate for the loan term (usually 15, 20, or 30 years). Great for buyers who plan to stay in their home long-term. • Adjustable-Rate Mortgages (ARMs): s (ARMs):Starts with a lower interest rate that adjusts periodically based on market conditions. Ideal for buyers who plan to sell or refinance within a few years. • FHA Loans: Backed by the Federal Housing Administration, these are perfect for first-time buyers with lower credit scores or smaller down payments (as low as 3.5%). FHA loans also tend to offer more flexible

underwriting guidelines. • VA Loans: Exclusive to eligible veterans and active-duty military members, these loans offer low or no down payment, competitive interest rates, and no PMI insurance. • USDA Loans: Designed for homes in qualifying rural areas, these loans often require no down payment and offer favorable terms. • Conventional Loans: Backed by Fannie Mae or Freddie Mac, these loans are designed to offer flexibility. First- time buyers can qualify with as little as 3% down. • Jumbo Loans: For buyers looking at luxury or high-value properties that exceed conventional loan limits. These require higher credit scores, larger down payments, and might have slightly higher interest rates. What About Closing Costs? Closing costs can come as a surprise if you’re not prepared for them. These fees—covering everything from appraisals to title insurance—typically range from 2–5% of the home’s purchase price. A strong Loan Officer will walk you through these costs upfront so there are no surprises. They’ll also help you understand how closing costs factor into your overall budget and whether there are options to reduce or roll them into your loan. State-Specific Programs: Don’t Miss Out Each state offers unique programs to assist homebuyers, including options for down payment assistance, closing cost help, tax incentives, or reduced interest rates for specific groups (like teachers, doctors, and first responders). Here’s the catch: out-of-state lenders often aren’t aware of these opportunities. This is another reason why working with a local 35

Loan Originator is crucial. They’ll ensure you’re not leaving money on the table by connecting you with programs that fit your needs. Understanding Private Mortgage Insurance (PMI) e (PMI) If your down payment is less than 20%, you’ll likely need to pay private mortgage insurance (PMI). This fee protects the lender in case of default but adds to your monthly costs. Make sure you factor this into your budget. Credit: The Deal-Maker (or Breaker) Your credit score plays a huge role in determining your loan options and interest rates. If your score isn’t where it needs to be, don’t worry—there are options that could work for you. An experienced Loan Originator will have trusted connections with credit repair specialists. These professionals can help clean up errors on your credit report, advise actions to improve your score, and put you in a stronger position to secure a favorable loan. Don’t hesitate to ask for their advice—it can be a game- changer. Think of a Loan as a Product Mortgages aren’t just loans; they’re financial products, and not all products are created equal. When comparing loans, don’t just focus on the interest rate. Look at: • Points: Upfront fees that lower your interest rate over time. • Origination Fees: The cost of processing your loan. • Loan Terms: Fixed vs. adjustable rates, loan length, and other features. A "no-fee" loan might sound appealing, but remember, those fees are often baked into higher interest rates. A good Loan Originator will help you weigh the pros and cons of each option.

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