I see this happen all the time in real estate negotiations...

A buyer asks for an $18,000 price reduction.

The seller agrees.

And everyone thinks the buyer “won.”

But honestly? A lot of times... they didn’t.

Because here’s the reality:

That lower purchase price often barely changes the monthly payment.

Interest rates are still the interest rates. The buyer still has closing costs due. And now they’re draining more cash out

of pocket just to get to the closing table.

That’s not always the smartest move.

Now let’s flip the scenario.

Same $18,000... but instead of reducing the purchase price, it’s structured as a closing cost credit.

GAME CHANGER.

A closing cost credit can help cover things like:

• Title and escrow fees

• Lender fees

• Insurance

• Appraisal costs

• Prepaid taxes and reserves

• Rate buydowns

That means the buyer keeps more money in their pocket after closing.

And in today’s market? Cash reserves matter.

A buyer who still has breathing room financially after closing is typically less stressed, more stable, and honestly...

more likely to make it through the transaction smoothly.

But here’s the part most people don’t fully understand...

If all of the credit isn’t needed toward actual closing costs, the remaining amount can often be used to BUY DOWN the

buyer’s interest rate.

And that’s where things get really powerful.

Because lowering the interest rate can reduce the buyer’s monthly payment significantly.

Sometimes we’re talking hundreds of dollars per month depending on the loan scenario.

That lower payment can:

• Improve debt-to-income ratios

• Help the buyer qualify easier

• Increase financing stability

• Create a stronger overall transaction

So while everyone is focused on the purchase price...

The smarter conversation is often: “What creates the strongest deal?”

Scenario 1 — Price Reduction

• Closing costs still come out of pocket

• Monthly payment may barely change

• Buyer drains more cash reserves

• Qualification may not improve much

Scenario 2 — Closing Cost Credit

• Closing costs may be covered

• Buyer keeps more cash in the bank

• Remaining funds may buy down the rate

• Monthly payment could drop substantially

• Financing becomes stronger

Same money from the seller. Completely different outcome.

And as a seller, this matters too.

Because stronger buyers create stronger escrows.

A buyer with financial breathing room is less likely to panic during inspections, appraisal issues, or lender conditions.

A buyer with a lower payment is often a buyer who closes more confidently and with fewer surprises.

That’s why sometimes the “highest” offer isn’t actually the best offer.

Structure matters. Strategy matters.

And this is exactly why having a knowledgeable lender and experienced agent working together is so important in

today’s market.

Especially here in Hawai‘i, where affordability, financing, insurance costs, and cash reserves can all play a major role

in whether a deal successfully closes.

If you’re buying or selling on the Big Island and want help understanding what strategies make the most sense in

THIS market — let’s talk.

Julie Wettstein is a trusted real estate broker specializing in buying and selling homes on the Big Island of Hawaii, with a focus on helping off-island sellers, second-home owners, and real estate investors navigate the unique Hawaii market with confidence.

With over 30 years of real estate experience, Julie provides expert guidance on pricing strategy, marketing exposure, negotiation, and the complexities of selling property in Hawaii—including HARPTA, FIRPTA, short-term rental regulations, and island-specific property considerations.

Known for her concierge-level service and strong negotiation skills, Julie helps clients maximize value while removing stress from the selling process—whether they are on-island or managing their property remotely.

If you’re thinking about selling your home on the Big Island of Hawaii or want a clear strategy to get top dollar in today’s market, Julie is a trusted resource for expert advice and results-driven marketing.

Julie Wettstein, Broker RB-21086
Island Homes by Scuba Julie
Big Island, Hawaii
(808) 345-6934
BigIslandDreamHomes.com
[email protected]