PROPERTY. FINANCING. YOUR BOTTOM LINE.
A good deal has
more than one number.
The price matters. So do the cash you bring, the payment you carry, the terms you accept and the money you keep.
The Broker Team · Updated September 22, 2026
Enrique Pelayo Jr., Owner & Designated Broker
Why work with a broker who understands financing?
Because an offer has to work on paper and at closing. Real estate and mortgage experience can help a broker recognize when a credit may be more useful than a price change, when financing conditions need attention, and when the timing creates extra costs. It supports better questions and clearer comparisons—not a guarantee of approval, savings or acceptance.
Enrique’s approach connects those pieces before you commit. Your selected lender confirms loan eligibility and pricing; your broker helps negotiate the real estate terms around your priorities.
For buyers: negotiate for the constraint you actually have
If cash at closing is tight, an eligible seller credit may help with allowable expenses. If monthly cost is the issue, compare the full payment under actual financing options. If reserves or condition are the concern, a cosmetic upgrade may matter less than protecting funds for a roof or other major system.
Discuss price, credits, repairs, dates, included items and contingencies together. A lower price is valuable, but it should not distract you from a risk or ongoing cost that outweighs the difference.
Price reduction versus seller credit
A price reduction changes the purchase price and may change the down payment and loan amount. A usable seller credit applies to eligible transaction expenses under the loan’s rules. It is not automatically cash back, a down-payment substitute or money you can save for later.
Compare both scenarios with the lender. Confirm the usable amount, closing costs, loan terms and appraisal implications. Program limits can depend on the loan and property; there is no one concession percentage that works for every purchase.
A simple illustration
Suppose two scenarios use the same $800,000 price, $160,000 down payment and $18,000 of closing costs before credits. If one includes a fully usable $10,000 seller credit and all else stays equal, the buyer’s cash requirement is $10,000 lower. The principal-and-interest payment is unchanged because the loan amount and rate have not changed. That illustrates the difference between a cash-to-close benefit and a payment reduction; it is not a listing or loan quote.
Try your own comparison ↗For sellers: compare what you keep and what you accept
Put each offer on the same worksheet: price less payoffs, agreed compensation, settlement costs, applicable taxes, concessions, repairs and carrying costs. Then consider contingencies and timing separately. A worksheet can show a dollar difference; it cannot calculate a reliable probability of closing from a preapproval letter.
Discuss whether a concession addresses a real buyer need, whether the lender can accommodate it and whether another term better serves your move. A larger headline offer with larger deductions may leave you with less.
Certainty has terms, not just a label
“Cash,” “preapproved” and “as-is” each leave questions. What funds are available? Which conditions remain? What inspection rights exist? When will the buyer take possession? Read the agreement rather than assuming a label removes risk.
Your broker should explain the tradeoff before asking you to accept it. A competitive offer does not need to rely on protections you do not understand.
Five questions to answer before negotiating
- What financial or timing outcome matters most?
- What are the full costs under each option?
- Which figures have been verified, and by whom?
- What protections, deadlines or obligations change?
- At what point would you choose another property or offer?
Your choice of lender stays yours
The Broker Team can coordinate the transaction with the lender you select. Real estate representation and mortgage services are separate arrangements. Ask about roles, compensation and any potential conflict before relying on advice across both services.
Bring the numbers. We’ll work through the tradeoffs.
Share the situation and the outcome you want. Enrique can help you decide what to investigate, what to negotiate and which terms deserve a firmer boundary.