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In today’s Massachusetts real estate market, one of the biggest challenges buyers face is understanding the true value of a property.
Listing prices can vary widely depending on the seller’s strategy. Some homes are intentionally priced low to generate bidding wars, while others are listed well above market value in hopes of testing buyer demand.
To better understand how buyers can evaluate value in this environment, we spoke with Newton Realtor Alan Qiu of The Paradigm Team at Coldwell Banker Realty, who works closely with buyers navigating competitive transactions across Massachusetts.
Below are his insights on valuation, buyer representation, and what buyers risk when navigating the process without professional guidance.
According to Alan, one of the most important roles a buyer’s agent plays is helping buyers understand the true value of a home.
“We’re in a market where sellers are listing homes either way too high or way too low,” he explains. “If you don’t understand the value of a house, what are you basing your offer on?”
Alan stresses that buyers should not rely on the list price or online estimates to determine value.
Instead, a strong buyer’s agent will:
This analysis allows buyers to make informed decisions. If they decide to offer above market value to win a home, they do so knowingly and strategically rather than accidentally overpaying.
Alan views the recent industry changes positively.
“I love the new changes,” he says. “They make our industry more transparent and require us to have more direct conversations with clients.”
The shift has created a clearer understanding of how buyer representation works and how agents are compensated.
According to Alan, buyers now have the opportunity to choose their agent more intentionally and evaluate compensation based on the value that agent brings to the relationship.
From his perspective, this transparency strengthens the relationship between buyers and their agents and raises the professional standards across the industry.
Alan points out that buyers who go unrepresented often end up competing with money rather than strategy.
Successful buyers typically check a number of important boxes when submitting an offer:
“If you’re not checking all the boxes,” Alan explains, “the only way to compete with someone who is, is by throwing more money at the seller.”
An experienced buyer’s agent understands what successful buyers are doing and helps structure offers that are competitive without unnecessarily increasing price.
The more strategic boxes a buyer can check, the more money they may ultimately save.
The most obvious advantage of going unrepresented is the potential to save the cost of a buyer’s agent commission.
However, Alan encourages buyers to think carefully about whether they can realistically replace the value an experienced agent provides.
On a $500,000 home, a price swing of $15,000 happens frequently during negotiations. That alone represents roughly three percent of the purchase price.
If buyers misjudge value, misunderstand negotiation strategy, or structure their offer poorly, the perceived savings can disappear quickly.
According to Alan, the biggest loss is having a partner in the process.
Buying a home is often the most significant financial decision a person will make. Without representation, buyers lose a professional advisor whose sole responsibility is to guide them, protect their interests, and advocate for them throughout the transaction.
In complex and competitive markets, that partnership can make a meaningful difference.
Alan Qiu is a Realtor licensed in Massachusetts and New Hampshire and a member of The Paradigm Team at Coldwell Banker Realty. Based in Newton, he works with buyers throughout the Greater Boston area and focuses on data-driven valuation, strategic negotiation, and transparent client relationships.
1261 Centre Street
Newton, MA 02459
Mobile: 617-888-2542
Email: alan.qiu@cbrealty.com
The MKC Team represents the collective expertise, experience, and dedication of the professionals at MKC Associates Home Inspection. The team operates with a collaborative approach, combining decades of experience in home inspection, construction, engineering, property management, and related fields to provide reliable and informative content for homeowners and buyers.
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