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Real Estate Offers | What’s In and What’s Out

January 5, 2023 By Doug Francis

Changes in Latitudes Attitudes

This story may sound slightly made up, but the 2022 real estate market across Northern Virginia was full of fast-paced drama which is still kind of hard to picture. The brakes weren’t just tapped… they were slammed!

Or to create a picture for you, we went from a wild Category 5 hurricane to a windy Tropical Storm.

Last January, the market was a daily horse race for every new listing in town. (For example, I showed 10 homes in a snowstorm, and most received a contract immediately!)

By November, a couple of appointments to show a listing on the first day would be considered a good turnout.

As I see it, 2023 is going to be the year when an agent’s real estate negotiation skills will be essential. Last year once a contract was ratified, everyone was set to close. This year, I expect speed bumps.

One tip, clear communication prior to writing up and submitting an offer will be a key to success.


How real estate offers adjusted last year

Home Buyers – early 2022

Anyone looking to buy a home in January 2022 was standing by, waiting anxiously for the next “ding” or alert on their Zillow or Redfin App.

Almost every buyer’s lifestyle was frantic…

Dinner plans were canceled. Sunday morning meetings at 9:00 a.m. to see before the dreaded Open-House… only to find that time already booked by two other agents!

Everyone expected firm offer deadlines on Sunday night or Tuesday by noon.

10 or more competing offers were the norm.

Negotiation was non-existent as buyers waived inspections, included “as-is” clauses, and the much-dreaded “Escalation Addendum”.

Escalation amounts of 15% and more over asking, and that still wasn’t winning the house!

Home Buyers – late 2022

The reality of mortgage rate increases had set in, ugh!

As new listings popped up, they were now carefully judged in the App of choice.

Suddenly, a common sentiment was, “it’s Overpriced”. The photos looked like it needs work. Wrong this, wrong that.

No competing offers. Or possibly one other offer.

Every offer included some negotiation.

Essentially all real estate offers changed radically in just a few months to include all types of contingencies, an offer price below the list price, and even include a seller subsidy toward the buyer’s closing costs.


Home Sellers – early 2022

Anyone looking to sell was also watching the market very carefully doing research on their preferred App like Zillow or Redfin.

Interestingly, most sellers were also looking to buy somewhere else or had already found a new place out of town. Most of them had experience under their belts, having been outbid once or twice in their search.

They also had the understanding that our market was just as crazy.

(This simultaneous experience was helpful because my clients were able to grasp how important it was to make small improvements to excite buyers)

Setting an asking price or “List Price” was also interesting because nearby listings were often selling in days over their list price. Sellers did not want to underprice their homes, but it was essential to be seen as a good value and then let the market determine the final sales price.

Amazingly, home sellers had little to negotiate because their demands were met or exceeded by competing offers willing to do whatever it took to beat another competing offer.

Home Sellers – late 2022

The fast increase in mortgage rates from March to November definitely sidelined many home buyers. (fortunately, Northern Virginia is still drawing people for professional jobs)

Getting a listing into shape and professionally presented wasn’t the only essential marketing element.

Asking price became the essential element and important to determine before launching a home live on the internet. Artificial Intelligence (AI) automatic pricing tools (you know, in Apps) suddenly could not track this very human factor and was recommending poor pricing recommendations for homes.

Average days on the market until a contract was accepted increased to more than 25 days which was a sharp contrast to earlier in the year.

Buyers were only considering clean, updated homes in their ideal locations such as for schools, work, or lifestyle.

Offers were below the asking price and included inspection and appraisal contingencies.

Negotiations weren’t just on basic terms, they were often over home inspection items.


What’s Out in 2023

  • Free Seller Rent-backs
  • Waiving Home Inspection Contingencies
  • Waiving Appraisals
  • Sight unseen offers
  • Multiple Offers by Sunday
  • Escalation Addendums
  • Taking the house “as-is”

What’s In for 2023

  • Buyers take two or three showings before making offers
  • Relocating Buyers
  • Negotiating the Sales Price
  • Home Inspection Contingency
  • Financing Contingencies
  • A Full Appraisal
  • Voiding the Contract
  • Seller Rent Backs
  • 30+ Days on the market
  • 45 Day Closings

Moving forward…

With the 2023 Vienna real estate market just underway, I feel that our market is much more stable than in other areas around the country. Home buyers and sellers here may have to go through more to get the deal done, pricing will remain stable due to the supply of homes for sale remains low (too low).

If you are going to be involved in a real estate transaction this year, plan now how you will react to the many scenarios you’ll see in a negotiation. You can do this…

Filed Under: Blog, Home Buyer Tips, Home Seller Tips

About Doug Francis

A Realtor specializing in unique and new homes around Vienna, Virginia, Doug started writing a first-hand blog about his everyday real estate experiences a decade ago. In-depth, helpful and fun has always been the objective. Outside real estate, he was profiled in a commercial for Verisign's "Where the World Clicks" global ad campaign, and was quoted in Money Magazine's Best Places to Live article on Vienna (#3!). He's a Boston University graduate who feels morning coffee is non-negotiable.

Vienna real estate agent Doug Francis

When we bought our house, we were thinking about raising the kids, updating, and building an addition. With our kids now out of college, our plans are looking at our next phase, especially after seeing friends move away and adjust their lifestyles.

So, what’s next after 25 years? It’s a conversation lots of my clients are having with me as they plan to move to the beach, travel, or move closer to grandkids. Helping them see their future, sell their current home, and move ahead to their new plan has been an interesting new chapter.

My background… I am an active licensed agent in Virginia, work at TTR Sotheby’s International Realty in McLean, and sell homes in all price ranges. I donate to the Town of Vienna tree replacement fund, participate in a neighborhood citizens association, and try my best to stay in shape.

Let me help you too: Email doug@dougfrancis.com or call me at (703) 304-6827 to discuss your plans. Cheers!

6808 BROYHILL ST
MCLEAN, VA
Photo of 6808 BROYHILL ST, MCLEAN, VA 22101 (MLS # VAFX2137956)
$2,499,000
49
  • Lot Size
    16,989 sqft

  • Home Size
    6,708 sqft

  • Beds
    6 Beds

  • Baths
    7 Baths

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Case Studies

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102 JAMES DR SE
VIENNA, VA
Photo of 102 JAMES DR SE, VIENNA, VA 22180 (MLS # VAFX2150256)
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2511 BABCOCK RD
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Photo of 2511 BABCOCK RD, VIENNA, VA 22181 (MLS # VAFX2149442)
$1,295,000
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3,240 sqft

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8807 HIGDON DR
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Photo of 8807 HIGDON DR, VIENNA, VA 22182 (MLS # VAFX2149464)
$1,088,888
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610 MEADOW LN SW
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Photo of 610 MEADOW LN SW, VIENNA, VA 22180 (MLS # VAFX2149952)
$1,495,000
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626 HILLCREST DR SW
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Photo of 626 HILLCREST DR SW, VIENNA, VA 22180 (MLS # VAFX2149036)
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904 DALE CT SE
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Photo of 904 DALE CT SE, VIENNA, VA 22180 (MLS # VAFX2149540)
$1,795,000
Lot Size
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Home Size
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9838 CORAL BELLS CT
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Photo of 9838 CORAL BELLS CT, VIENNA, VA 22182 (MLS # VAFX2149568)
$1,200,000
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Home Size
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Beds
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10009 MURNANE ST
VIENNA, VA
Photo of 10009 MURNANE ST, VIENNA, VA 22181 (MLS # VAFX2149646)
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131 KINGSLEY RD SW
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Photo of 131 KINGSLEY RD SW, VIENNA, VA 22180 (MLS # VAFX2149584)
$2,525,000
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Beds
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3005 SPICE CT
VIENNA, VA
Photo of 3005 SPICE CT, VIENNA, VA 22181 (MLS # VAFX2148724)
$599,000
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Home Size
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Beds
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  • 102 JAMES DR SE
    VIENNA, VA
    Photo of 102 JAMES DR SE, VIENNA, VA 22180 (MLS # VAFX2150256)
    $2,199,888
    Lot Size
    10,019 sqft

    Home Size
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    Beds
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    Baths
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  • 2511 BABCOCK RD
    VIENNA, VA
    Photo of 2511 BABCOCK RD, VIENNA, VA 22181 (MLS # VAFX2149442)
    $1,295,000
    Lot Size
    14,811 sqft

    Home Size
    3,240 sqft

    Beds
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    Baths
    4 Baths

  • 8807 HIGDON DR
    VIENNA, VA
    Photo of 8807 HIGDON DR, VIENNA, VA 22182 (MLS # VAFX2149464)
    $1,088,888
    Lot Size
    10,455 sqft

    Home Size
    2,410 sqft

    Beds
    5 Beds

    Baths
    3 Baths

  • 610 MEADOW LN SW
    VIENNA, VA
    Photo of 610 MEADOW LN SW, VIENNA, VA 22180 (MLS # VAFX2149952)
    $1,495,000
    Lot Size
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    Home Size
    3,368 sqft

    Beds
    6 Beds

    Baths
    6 Baths

  • 626 HILLCREST DR SW
    VIENNA, VA
    Photo of 626 HILLCREST DR SW, VIENNA, VA 22180 (MLS # VAFX2149036)
    $3,600,000
    Lot Size
    23,523 sqft

    Home Size
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    Beds
    7 Beds

    Baths
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  • 904 DALE CT SE
    VIENNA, VA
    Photo of 904 DALE CT SE, VIENNA, VA 22180 (MLS # VAFX2149540)
    $1,795,000
    Lot Size
    10,455 sqft

    Home Size
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    Beds
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    Baths
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  • 9838 CORAL BELLS CT
    VIENNA, VA
    Photo of 9838 CORAL BELLS CT, VIENNA, VA 22182 (MLS # VAFX2149568)
    $1,200,000
    Lot Size
    20,038 sqft

    Home Size
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    Beds
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    Baths
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  • 10009 MURNANE ST
    VIENNA, VA
    Photo of 10009 MURNANE ST, VIENNA, VA 22181 (MLS # VAFX2149646)
    $3,300,000
    Lot Size
    21,780 sqft

    Home Size
    9,750 sqft

    Beds
    7 Beds

    Baths
    9 Baths

  • 131 KINGSLEY RD SW
    VIENNA, VA
    Photo of 131 KINGSLEY RD SW, VIENNA, VA 22180 (MLS # VAFX2149584)
    $2,525,000
    Lot Size
    21,780 sqft

    Home Size
    7,793 sqft

    Beds
    6 Beds

    Baths
    7 Baths

  • 3005 SPICE CT
    VIENNA, VA
    Photo of 3005 SPICE CT, VIENNA, VA 22181 (MLS # VAFX2148724)
    $599,000
    Lot Size
    1,307 sqft

    Home Size
    1,940 sqft

    Beds
    5 Beds

    Baths
    4 Baths

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Home sellers are often caught off guard when I explain that today’s home buyers will decide on their house before ever stepping foot in it. The days of spending hours driving around looking at seven, eight, or nine houses on a sunny Saturday are over. Yes, meeting at 9:00 a.m. to review the available listings […]

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About Doug Francis

I am a Realtor with TTR Sotheby's International Realty® just outside Washington D.C. in Northern Virginia. I have been a full-time Realtor licensed in Virginia since 1991, and cover a big territory specializing in the Vienna real estate market and custom homes for sale.

I have unique knowledge of digital real estate marketing, and my marketing starts here. My clients have been attracted to my results-oriented strategy for years, and I am accepting new clients for Fall 2023 right now.

Thanks for reading, and feel free to contact me at 703-304-6827 or email me at doug@dougfrancis.com anytime!

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TTR Sotheby's International Realty
6723 Whittier Avenue McLean, VA 22101

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