Mortgage & Finance

Do we have sustainable growth in our market?

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It appears that based upon recent news about our market we can!  Sales of new condos rose to their highest first quarter levels in three years with 630 sales posted – last year there were just 316.  This allows the inventory levels to shrink which is good on all levels for real estate sales.  We have inventory levels of unsold condos that match inventory levels of 2003.  As new homes starts slow and as financing remains tough to obtain for builders and demand increases, look for conversions to become popular again if demand continues.

Additional good news is that the vacancy rates on apartments also have dropped locally and regionally and the month’s supply of rentals owned by individuals is also at recent lows of just 1.5 months.  As a result, lower concessions are being made to tenants as well – are increased rental rates next?  This should be attractive to investors who are savvy and want to take advantage of today’s lower house prices and see a great return on investment as long term real estate investors. 

There is also renewed interest in Harbor Station in Prince William County.  The board of supervisors is reporting that virtually every major developer is interested in the 2,000 acre parcel along the Potomac River which is anticipated to be a 20 year project.  A golf course, VRE stop as well as the right mix of retail and housing is planned for the mixed use development.  The last few years the project has been mired in financial disaster but it is now in control of the bank and Compass LLC and they are making quick decisions on moving the property forward for development.

We are also experiencing near historic lows in interest rates.  The Fed got out of the purchasing of mortgage backed securities and rates did not skyrocket as previously predicted they would by so many industry experts.  The Federal Reserve has vowed to keep the funds rate at 0 – .25% for the foreseeable future to keep mortgage rates low and keep the housing market moving forward.  This too will help allow us to maintain growth in the housing sector!

Unemployment rates continue to hover in the high 9% range nationally but we are well below that here locally and houses are where the jobs go at night.  As long as we continue to keep people employed – we will have strong housing numbers.  There is nothing that indicates we will lose jobs as we are insulated with DHS, the Federal Government, defense contractors, as well as the hospitality, technology, and communication industries coupled with their support services, we will be in good shape for some time.

The housing affordability index will reach 160 this year – the highest level since 1972!  This index measures what percent of households can afford to purchase a home based upon median income, median house prices and interest rates.  For more details visit: http://www.realtor.org/research/research/hameth

The HAFA program will also help facilitate more sales as it will streamline the short sale process which is approximately 25% of our market in most areas and even higher in suburbs further out from DC.  Additionally, foreclosures are higher in Maryland versus Virginia further suggesting we can sustain the growth we are experiencing.

These factors coupled with the fundamentals of our region – low unemployment, relatively affordable prices in relation to 2004-2007, excellent school systems, international and cultural attractions, and so much more will help us remain a viable housing market for many years.

It appears that the extension and expansion of the homebuyer tax credit has not had as much impact on the housing market as the original tax credit.  Builders are selling homes beyond the June settlement deadline and many sellers and buyers are unaware that the credit affects them despite our efforts and the efforts of media outlets and NAR.  The elimination of this program should have little effect on our market if everything else stays equal – consumer confidence remains high, jobless claims continue to decrease, and pending home sales continue to increase (up 8.2% – highest in 8 years) we will have sustainable growth in the housing sector.

Know the market, know the trends, and know how to communicate this to clients and you will succeed in any market.  Get it?  Got it?  Good! 

What’s on the horizon?

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Inventory levels on active listings are creeping up and they have been consistently increasing since the beginning of the year.  We have seen an escalation in the number of houses going on the market each week, week over week except one.  This is definitely something to watch especially as mortgage rates begin to rise.  We have seen a slight increase in interest rates – they have only increased 1/4% since last week this time but they are rising.  The good news is it isn’t as drastic as many predicted as the Fed eased out of buying mortgage backed securities but it is probably keen advice to give to your clients to lock in today and not play the waiting game here!  The saying is “rates take the escalator down but the elevator up”, don’t wait.

Another key factor to watch as inventory rises is the pricing of your properties…how is the activity at your listing?  Are you experiencing lots of buyers going through and have you had no contracts?  Have you had little to no traffic going through the house?  If so, the price may be high.  Check comps again, look at inventory levels in competing price points and the surrounding area.  How has the absorption rate been in and around your listing?  Do the research and price it properly today so you aren’t chasing the market tomorrow!  Many sellers hear the market has rebounded price wise in our area because of the recent article in the Washington Examiner and the brisk pace of sales recently but remember to caution them that the market is local and in many cases hyper local so be careful on pricing it a little high for negotiations.  Be the professional and let the numbers tell the story of the market.

So, what is on the horizon?

On Monday, upfront mortgage insurance on FHA loans goes from 1.75 to 2.25% – revise your buyer closing cost sheets as this will have an impact on their payments.  Seller contributions are reduced from 6% to 3% and down payments on FICO scores 580 and below are increased to 10%.

The short sale process – in some cases may get better after April 5th.  Home Affordable Foreclosure Alternatives program affects home sellers with Freddie Mac and Fannie Mae backed mortgages.  Not all properties qualify so check the websites of these GSE’s and see if the seller’s loan is with either one before proceeding or check www.makinghomeaffordable.com/contact_servicer.html to see who the loan servicer is on the property. 

Here are the guidelines accompanying the program: 

  • This program complements HAMP by providing a viable alternative for borrowers (the current homeowners) who are HAMP eligible but nevertheless unable to keep their home. HAFA alternatives are available to all HAMP-eligible borrowers who:   1) do not qualify for a Trial Period Plan;  2) do not successfully complete a Trial Period Plan;  3) miss at least two consecutive payment during a HAMP modification; or, 4) request a short sale or deed-in-lieu.
  • Property is principal residence.
  • Mortgage originated before Jan. 1, 2009.
  • Borrower is delinquent or default is foreseeable.
  • Borrower's total monthly housing payment exceeds 31 percent of gross income.
  • Unpaid principal does not exceed $729,750.
  • Homeowner demonstrates hardship. 
  • The program utilizes the borrower’s financial and hardship information already collected in connection with consideration of a loan modification.  The borrower must have applied for and been denied a loan modification prior to entry into this program.   Allows borrowers to receive pre-approved short sales terms before listing the property (including the minimum acceptable net proceeds).
  • Requires borrowers to be fully released from future liability for the first mortgage debt (no cash contribution, promissory note, or deficiency judgment is allowed).
  • Uses standard processes, documents, and timeframes/deadlines.  These deadlines include:  the borrower has 14 days from acceptance of services to return the Short Sale Agreement to their servicer in which they are granted 120 days to sell the house.  Once an offer is received, the agent must provide a RASS (Request for Approval of Short Sale) within 3 business days of receiving offer along with new buyer preapproval and all lien information to the servicer.  The servicer has 10 business days to accept the offer along with provisions to settle or deny the offer and they must provide an explanation of the denial.  Settlement must occur within 45 days.  The new buyers cannot “flip” or sell the property for 90 days and it must be an “arms length” transaction.
  • Provides the following financial incentives:
    • $3,000 for borrower relocation assistance;
    • $1,500 for servicers to cover administrative and processing costs;
    • Up to $2,000 for investors who allow a total of up to $6,000 in short sale proceeds to be distributed to subordinate lien holders, on a one-for-three matching basis.
    • Realtors cannot charge or receive commissions in excess of 6% and if the buyer or seller is a Realtor, they cannot receive a commission in connection with the transaction – including any side deals.
  • Requires all servicers participating in HAMP to implement HAFA in accordance with their own written policy, consistent with investor guidelines. The policy may include factors such as the severity of the potential loss, local markets, timing of pending foreclosure actions, and borrower motivation and cooperation.

There is opportunity here people…know the program and know the process and you can sell more houses!  On Monday, April 5th at 7:00pm Margret Kelly will be hosting a program with BOA on Equator and how the program works.  Watch it on RE/MAX University.

Also, in an effort to assist with the HAFA and HAMP programs, many banks have agreed to participate in the 2MP program.  The 2MP was designed to work in tandem with the Home Affordable Modification Program and is aimed at helping homeowners who have a second home equity mortgage.   The Treasury estimates, up to 50 percent of at-risk mortgages also have second liens associated with them.

To qualify for the program, homeowners must successfully complete a trial modification on their first mortgage. Then, if the servicer of the borrower’s second line in a 2MP participant, the servicer must offer to modify the second lien or accept a lump sum payment from Treasury in exchange for fully doing away with the second lien.

Her are the guidelines in which the 2MP program is designed to work:

  • Only second liens with corresponding first liens that have been modified under HAMP are eligible for a modification or extinguishment under 2MP.
  • Second lines originated on or before January 1, 2009 are eligible for a modification or extinguishment under 2MP.
  • A second lien may be modified only once under 2MP
  • A mortgage loan that is subordinate to a second lien (i.e.: third, fourth position loans, etc) is ineligible under 2MP. However, modification or extinguishment of such a subordinate mortgage lien in place of the second lien will not satisfy the servicer’s obligation under 2MP to modify or extinguish the second lien.
  • If a second lien is modified under 2MP, it is not eligible for payment of extinguishment incentives under 2MP
  • A mortgage lien that would be in second lien position but for a tax lien, a mechanic’s lien or other non-mortgage related lien that has priority is eligible under 2MP
  • A second lien on which no interest is charged and no payments are due until the first lien is paid in full (e.g., FHA partial claims liens and/or equity appreciation loans) is not eligible under 2MP
  • Borrowers may be accepted into the program if a fully executed 2MP modification agreement or trial period plan is in the servicer’s possession on December 31, 2012.

All servicers of eligible second liens may participate in 2MP. A servicer need not service the related first lien or participate in HAMP in order to participate in 2MP.

 

Here are some helpful links:

https://www.hmpadmin.com/portal/programs/foreclosure_alternatives.html

http://www.realtor.org/government_affairs/short_sales_hafa

http://sccrealestateuncensored.com/2010/second-lien-modification-program-2mp/

Interest rates

Interest rates are expected to go up but luckily it is not at the pace or severity that many had speculated.  The funds rate are set to stay at the 0 to .25% level to help keep mortgage interest rates low.  Once again, we are relying on Wall Street to step up and help create the secondary market to buy mortgage backed securities and keep rates affordable to consumers.  Let’s hope this short trend continues!

In our conversation with Paul Muolo at the quarterly meeting last week, he mentioned that there had only been one big purchase of bulk loans, well….there has been another large purchase this week.  To learn about the details, which is unbelievable to me, check out the article at http://www.dsnews.com/articles/print-view/fdic-finds-taker-for-490-million-in-home-loans-2010-04-01

More good news

First American Core Logic has estimates that the Washington Region will be floating – out from being underwater by2015!  This is ahead of 10 other key markets.   There study was based upon an annual 3.3% reduction in loan balances coupled with 3% appreciation over the next decade.  They had estimated that 11.3 million or 24% of homes with mortgages were under water in Q4 of 2009.

As discussed before, today, more than ever, it is extremely important to stay educated on the market, what is coming down the road and know how to make the appropriate adjustments to thrive in any market.  You gotta learn more to earn more.  Get it?  Got it?  Good!

Now, go sell something!

 

 

How do we determine the price?

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I recently posted a blog on Tips for Securing an Accurate Appraisal.  It brought to mind the different aspects of pricing in real estate.  It is one of the most important aspects when buying or selling a home in any market.  Keep in mind, in Northern Virginia, there are always people willing to buy and sell in any environment.  It is critical to analyze various aspects that determine the true market value but ultimate determination is what a buyer is willing to pay and at a price the seller is willing to sell.  Listed below are a few points variations of value.

 

-Appraised value:  this is the most subjective piece of the puzzle today with the implementation of the Home Valuation Code of Conduct.  It has taken what was once and almost a given to a tougher process to achieve “market value”.  As a “value add” part of listing process to our listing clients to help them achieve our sales price, we always meet the appraisers at the property to help support the value or sales price.  We include floor plans, surveys, comparable sales, market data and trends as well as statistics on the area that will help in the process of determining the property’s value. 

 

-Market Value – the truest form of value – what the buyer is willing to pay and the seller is willing to sell the property for under current market conditions.  Market value is determined by a particular purchaser’s and seller’s research of the market, market trends and data available at the time of the offering.  This is the value we hope to attain through the appraisal process once a contract is ratified.

 

-Tax Value – what the local governmental agency sets as their valuation for tax generation purposes.  These values are determined by market conditions and perceived value based upon an assessor’s opinion of what is happening in the marketplace and to raise funds in the appropriate jurisdiction.  These valuation occur on a regular basis from once a year to once every 5 years depending on the area.

 

-Perceived Value – This is the value a seller has in mind for selling their property for – it may be low, but often times it is high.  This value can come from past sales, perceived values of improvements made to the property or lack of improvements made that are necessary to achieve the value they perceive.  Additionally, this opinion can come from family, friends or neighbors and what they believe the seller could obtain in a sale.  On the flip side, it can be a purchase’s perceived value and their attempt to “steal” a house.  This value typically holds the least weight.  This value is also the hardest to overcome for a Realtor in many cases.

 

-Agent/Realtor Value – this value comes from market knowledge, market trends, analysis of demand in the price point, and in depth analysis of square footage prices, tax assessed value to net sales price ratios, and sales prices of comparable properties that have settled within the previous 90 days.  An experienced Realtor can be your most valuable asset in determining the right value for the house being considered.  If you have the right Realtor on your team – they are an invaluable asset. 

 

Hire a Realtor today!  Get it?  Got it?  Good!  Now, call us today 703-652-5777.

Looking to Buy a ‘Fixer-Upper’? The 203k Program Can Help Make It Happen

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Today’s real estate market presents a lot of opportunity for interested home
buyers—with the growing supply of foreclosure properties and short sales, there
are certainly some great deals to be had.

The problem in buying a “distressed” property, however, is that these homes are
often damaged due to lack of maintenance or prolonged vacancy. So while the
price tag might be right, the investment necessary to make the home livable
might just push buyers well beyond their budgets.

As a member of the Top 5 in Real Estate Network®, however, I have access to the
latest information on mortgage and financing options. One particular option
that is providing hope for many of today’s home buyers is HUD’s FHA 203k
program, a loan that enables buyers to not only secure a mortgage, but receive
the funds necessary to improve the home as well.

Here
are five facts about the 203k program to help you determine if it might be the
right fit for you:

1. The
FHA Section 203k program was originally introduced by HUD
in 1978 as a program to rehabilitate and repair single-family homes. The 203k
is a single mortgage loan that provides funds to purchase a home and make
repairs and improvements. A simpler version, the Streamline 203k, was
introduced in 2005. This version offers less documentation and lower loan fees
for renovations that don’t exceed $35,000.

2. In
today’s market, conventional financing, which often requires
20% – 25% down on a home and a perfect credit score, is often hard to come by.
However, with less-than-perfect credit and as little as 3.5% down, you can get
an FHA loan, such as the 203k.

3. The
203k approval process is a little more complicated than a
conventional loan. For example, you’re required to secure renovation costs from
an established, licensed contractor and deliver a package of the proper
paperwork to the lender to secure FHA approval. Make sure you work with an
agent—like a member of Top 5—who is well-versed in the 203k program, or who can
connect you with a lender that is.

4. The
203k loan is not just for foreclosure or distressed properties.
More than 80% of the homes in America were built before 1990—that’s over 100
million homes that are 20 years old or older—and almost every one is in need of
some amount of repair and updating. The 203k loan, therefore, offers advantages
for almost any home purchase.

5. The
203k loan is not just for home purchases but can be used to
finance a home improvement, as well!

For complete details on the HUD 203k program, you can visit www.fhainfo.com/fha203k.htm.
Please feel free to leave a comment or e-mail
me, since this information can be hard to digest and confusing.

Shopping for a Condo? Ask These 4 Questions before You Buy

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Condominium homes have always been, and will likely
always be, an efficient and economical route to becoming a first-time
homeowner. They can offer the comfort, prestige, and even luxury appointments
that apartment living may lack, often at a cost that is not much different than
rent. With the current first-time home buyer tax credit and the deadline for
the move-up tax credit fast approaching, I advise you move fast on any condo
purchase you may be considering.


With my experience as Member of the Top 5 in Real Estate Network®, I am well
aware that not all condominiums are the same, however, so make sure you ask the
following four questions before you buy:

What will you own?
Read the bylaws and be sure you understand what you will be responsible for and
what belongs to the condo association. Will you own the boat dock at the back
of your unit? Can you elect to build a spa on your patio? Generally, unit owners
own and are responsible for the interior of their condos, while costs for
outside maintenance including common areas and sewer lines are the
association’s responsibility.

Who lives there?
Are the majority of residents owners or renters? Owners generally take more
interest in proper maintenance and are more willing than renters to serve on
the association board and enforce complex rules and regulations–including the
regular collection of homeowner dues.

How effective is
the homeowner’s association? Do they have legal counsel,
reasonable funds and a capable, caring volunteer board? One way to judge is to
check with residents about restrictions, oversight and timeliness of repairs
and upgrades. Another is to take a hard look at the grounds and be wary of
signs of neglect.

What about special
assessments? The association should have the power to special
assess for needed, one-time large expenditures. Otherwise, things that need to
be done may never get done at all, leaving the complex vulnerable to disrepair
and lowered property values.


Don’t miss this great opportunity to become a homeowner or to downsize by
buying a condo (remember, the move-up tax credit does not require you to move
to a larger or more expensive home).

Notes from Scott’s Desk

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There are houses selling…2 contracts per listing of late – and
in different price points, $250,000 and $850,000.  The contracts came in close to list price even
though they were in competition.

Some agents like Equator, the new Bank of America short sale
portal – because of their quick responses and live chat, but some still have
repeated problems with acceptance of forms in particular formats.  Once in the final stage of approval, it takes
about 6 weeks to close, and they take precautions to stave off foreclosure.

Ask for 90 day short sale contingency approval – don’t pull
contract in final stages of negotiation, swap out contracts with same terms to
keep the ball rolling – you don’t want to have to go back to the beginning.

Short sale listings are finding agents – agents aren’t
pursuing them as much, they are just coming in.

Go back to database – reach out and talk to your people to
grow your business.  We are in a
relationship business – build those relationships deeper and your success will
follow. 

What will happen at the end of April when the tax credit is
gone?  No, what will happen at the end of
March when the Fed stops buying MBS?  The
market will slow…buyers will be back on the fence…financing is tough enough –
hopefully the restrictions on obtaining financing won’t get any worse…rates
will increase – buyers will drop out of market – will prices drop?  Message to send out: look at the positive
side of things…rates are great, inventory is available, prices remain low, we
know what loan programs are available…we need to list out true picture of the
market, it’s our job.

How do properties not listed as short sales end up in hands
of investors prior to courthouse steps?  Are
these investors negotiating directly with the seller or going to the trustee at
the steps or are they going directly to the bank?  This is a question our group would like to
know the answer too.

Appraisers are asking to have snow removed from the roofs of
properties…appraisals are coming in low…fewer sales make appraisals a problem
this time of year…appraisers aren’t going into the house in some cases…on FHA
loans, the lender has the option of using the first appraisal or ordering a
second one, if you are caught in a low appraisal situation with FHA loans on
your listings, switch lenders…

Housing starts rise in January 2.8% – RISMEDIA, February 22,
2010—Nationwide housing production hit its strongest pace in the last six
months this January, posting a 2.8% gain to a seasonally adjusted annual rate
of 591,000 units, according to figures recently released by the U.S. Commerce
Department.

According to the latest indexes (Zillow and the Feds “flow
of funds report) negative owner equity has dropped as prices have begun to
increase and between the 1st and 3rd quarters last year,
home equity rose by $1 trillion as a combination of increased home values and
principal pay down.  Although this news
was good for a lot of the country, the sand states (FL, AZ, NM & CA)
continue to be viewed as a high risk factor.

Josh Burruss of Potomac Mortgage Group mentioned the
upcoming FHA financing changes and dates to keep in mind to create buyer
urgency.

The following are some images from our monthly Real Estate Exchange in Gainesville. 

IMG_7864

IMG_7866 

IMG_7869     IMG_7872 

IMG_7877     IMG_7878

 

A Real Threat?

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The
question surrounding our market lately is shadow inventory and how will it
affect us.  Well in my opinion, it is a
very good question as it is a question I have been asking myself and our agents
for several months.  Over the past 18-24 months we have heard about
foreclosure being released into the market – it hasn’t happened as of
yet.  The latest indication from asset managers is that properties will be
released in the 2nd quarter of this year.  We shall see if it
occurs.

 

The
question I ask is for agents to look around their neighborhood for vacant
properties not currently listed for sale, and ask their neighbors and friends
if they see many unlisted vacant houses.  The answer I typically get is
no, there aren’t that many. 

 

We
ask how many of your friends or neighbors outside of real estate are unemployed
locally.  The answer, not many.  We ask our agents if requests for
BPO’s (broker price opinions) are on the rise, steady or going down – here you
get a very mixed bag but mostly we hear they are going up, but only
slightly. 

 

We
run MRIS numbers Friday mornings in Fairfax, Loudoun, Prince William,
Arlington, Fauquier, Alexandria City, Fairfax City, Falls Church City, Manassas
City and Manassas Park for resales only in the categories of actives, under
contract, settled the last 30 days, vacant, and rentals to help us determine
trends in the market.  As of this past Friday, there were 4,727 active
resales in these areas.  335 were listed as foreclosures, 931 were listed
as short sales and 41 were listed as undisclosed (which are more than likely
short sales) which represents 28% of the inventory.  These numbers are
below 2008 numbers when we experienced our foreclosure boom.  And, our
inventory numbers are down 54% from the same week last year and are down 70%
from 2 years ago.  Plus, we only have a 2.5 month supply of homes.

 

So
where will the shadow inventory come from is the question and I believe it is
foreclosures and unapproved short sales.  What dictates
foreclosures?  Unemployment is one of the biggest factors.  The job
loss to foreclosure ratio is 6 – 1.  I understand that unemployment in
Northern Virginia is around 4.2% which is very low.  Job relocation and
subsequent inability to sell.  Well national unemployment is over 10% and
companies are relocating here so we are seeing fewer relocations out of the
area.  Divorce is another factor – it is my understanding that they are
down because people are under water with values and can’t afford to finalize
divorces.  So it seems unlikely we will see a huge influx on inventory
from these areas but we do have two real threats in our future – Prime loan ARM
readjustments and the eventual unapproved short sales inventory being reentered
into inventory.  The only issue is we are unsure of the true number we
have here in our area and if it will have any significant impact.

 

We
will have “shadow” inventory but I don’t believe it to be a real threat to our
market as our inventory level is low and we should be able to absorb it with
the pent up demand we are experiencing with the home buyer tax credit expansion
and extension coupled with low rates and reduced valuations of properties.  Get it? 
Got it?  Good!

 

Now,
go sell something!

Are you ready for 2010?

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Well here we are, the first week of not only the New Year but the New Decade as well and if you haven’t already done so, now would be a great time to think about how you are going to be successful in 2000teens.  Obviously, in order to attain success, you must have a plan and decide for yourself the Status Quo is Unacceptable and get started on one today. 

One of the most important things to realize to set your plan of action in place and more importantly – in writing – for 2010 is to start!  It is essential to realize when you begin to think about your plan – make sure it is your plan and not someone else’s.  The goals are yours, timeframes to accomplish them are ones that you set, and if you do this you are more likely to accomplish them.  Your goals must be SMARTY goals – Specific, Measurable, Attainable, Realistic, have a Timeframe for accomplishment and they must be Yours.  In addition, as you work through completing your task, it is good to share your ideas with others help them and to get the creative juices flowing for yourself.  In our experience, the more open you are to sharing, the more successful you will be. 

Once you have an idea, write it down so you remember thought because every thought is important, you will need to set your priorities and put the plan to achieve your goals and attain your objectives in real estate in motion.  Areas to think about may be increasing your database, finding new customers, getting educated, becoming an expert on pricing/trends/the market, etc.  Keep your mind open and determine where your focus will be this year.  Will it be first time buyers?  Move up buyers?  Short sales?  Foreclosures?  New home sales?  Property management?  Are there any other areas of interest or specialties where you can excel and make money this year in our industry?

Also, as you move through this exercise, here are some tips to keep in mind as we move forward.  Be decisive – be focused – put your thoughts in writing – develop a plan of action – share with others.  At some point soon, select an accountability partner to review your plan and theirs regularly.  It has been noted through research a group ASTD had accomplished, when you commit and plan to accomplish something in writing, you are 50% more likely to achieve it – if you commit to someone else 65% – if you have an accountability appointment with that person 95% and with a group 99%.  Think about it!

As you go through the year – stay engaged and become the go-to source for real estate for your sphere.  There will no doubt be adversity and as the times and the market change, be willing to make the adjustments necessary in your plan to insure your success.  Forge ahead – take action, massive action to achieve the success you desire and we will do it all over again next year!  Now, let get started.  Get it?  Got it?  Good!

Still going strong…

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The market continues be strong for sellers looking to move up or move out!  Existing home sales spiked in October and November to the highest level since February of 2007.  Buyers are out in full force looking to take advantage of low rates, low prices and the tax credits that are available – there hasn’t been a better time in recent memory to take advantage of the real estate market!  Our biggest challenge today is inventory.  Our existing home inventory is at the lowest level since April of 2005.

Even with this outstanding news, it is critical to realize that it our market remains extremely price sensitive.  This means properties must be priced right, must be in the right condition and must show well (staged) if you expect to sell instead of just being for sale.  Buyers recognize when houses have a perceived value and are acting quickly when homes fall within this category.  If houses are priced at market value or a little high – they will collect days on market and help the other houses sell faster.  To assist our buyers and sellers determine if properties are priced properly we have developed a unique pricing model – The Home Pricing Wizard. It takes asking prices, under contract prices, sold prices, square footage prices, tax assessments and market trends to determine the right price for a home.   If you would like to learn more about our system or to see where the Wizard prices your home, feel free to call us today.

You still notice some reports out there that are casting a negative light on the housing market.  What you need to realize is that the news you see, read and hear is national news and not necessarily local.  As we have been telling you for years, real estate is local and even in some cases – hyperlocal.  However, some national news that may be of consequence to us and may affect our area is the mortgage delinquencies and how they are on the rise with “prime” borrowers.  This scenario is going to lead to our next wave of foreclosures both nationally and locally and will affect many in our area over the next few years.  Borrowers who have ARM’s that are set to readjust are most likely to be affected as they are unable to refinance due to declining housing values or they cannot afford the newly adjusted payments.  Keep your eyes and ears open and look for news on this as it will impact our market.

Again it’s a great time to buy or sell a home today.  Our team of knowledgeable and professional agents are happy to help you negotiate the best deal whether you are buying or selling a house in this competitive market.  Call us today!

The Numbers tell the Story

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As many of you know – and as my DISC profile told me Friday – I like numbers to support my case.  Well, the numbers I am going to share with you are facts you need to know to help you in your business and show us trends in the business:

 

33% of agents have been licensed fewer than 5 years – just 2.5 years ago at the RE/MAX Broker/Owner Convention, that number was 59%!  In my predictions for 2010 I believe we will continue to see even more agents drop out of the business because of the continuous changes that are occurring and the specialization that is required of agents to serve their clientele.

 

53% of agents have been licensed fewer than 10 years – again, from the same conference just 2.5 years ago, it was 78% of agents were licensed fewer than 10 years.  The lower this number goes, the better it is for us ethical and professional agents.

And, in my opinion, you have to own what you sell – 91% of Realtors own a home compared with the national home ownership rate of 67%.

 

In a survey of buyers and sellers this information was gathered…the 3 things buyers want from their agent:

 

1 – Find them the right home to purchase.  Do you know what this means?  You have to listen!  Check out my blog from earlier this week… www.scottymacsblog.com and while you are there, click the RSS feed in the lower right hand corner to subscribe to my blog site please – you don’t know what you are missing if you don’t register!  Oh yeah, it’s free!

 

2 – To negotiate the price.  Quick question…when was the last time you practiced your negotiation skills?  What new techniques have you found valuable?  Have you read any good blogs, books or magazine articles lately about negotiating?

 

3 – To negotiate the terms of the sale.  Hummmm sound familiar to #2?  Are you marketing yourself as a negotiator?  Do you have testimonials to back you up if you do?  When you meet with clients, do you have specific stories that relate to how you negotiated on behalf of a buyer in a particular situation?  Oh, by the way, listening is a huge part of negotiating!

 

Now, here is what the sellers say they want from their agent – see if you realize what is missing:

 

1 – Price the home competitively.  You have to know your comps, market conditions, and trends to know how to price accordingly.  Basically, do in depth research of the market to get it done for you seller.  What are the per square foot prices, pricing trends – are they up or down and how much, the correlation between tax assessed values and sales prices, number of competing properties, average days on market, and where to price it to get maximum exposure while on the market.

 

2 – Sell the home to sell within a specific timeframe.  Again, this requires you to price it to sell and what else?  Get it in the right condition and get it to show well…let’s see what is next!

 

3 – Find a buyer for the home.  Well, what do you need to know to do this?  You have to know where buyers go to find houses…other agents, and the internet.  Basically, you have to market your listings where the buyers go to find them.  Research the sites that get the most exposure, the most hits from buyers, what agents sell the most homes in the price range of the house you are selling, etc.  It’s not rocket science.

 

4 – Market the home to potential buyers.  As previously mentioned – you’ve got to know how to market on the internet – Social Media sites, your website, other real estate related sites, etc.  Also you need to know what they want to see when they get there – multiple pictures and in my opinion, videos.  Pictures and videos of the house, yard, views up and down the street, neighborhood, schools, and shopping centers – get creative!  Also, do your research on MLS and get your listings in front of Realtors who have buyers in your properties price range – get the word out!

 

5 – Find ways to fix up the home to sell it for more.  Have the listing pre-inspected to have the home in the right condition.  When buyers see one thing wrong, they begin to look for more things that are wrong and then pick at the price.  Have the home staged to have your stager recommend low cost items that get the biggest returns for your sellers. 

 

When houses are pre-inspected, staged and priced right – they sell in the timeframe your sellers desire.

 

So you ask, what was missing.  Well, in my opinion – negotiating.  If you can’t negotiate, you can’t get them to price it right or get them to get it in the right condition to sell it in the timeframe they want it sold within.  Also, you have to negotiate with buyers and agents to get your sellers what they want when they want it so learn how to negotiate and market yourself as a negotiator.  Have specific stories that tell sellers what you have done for others to get them what they wanted from the sale of their home.

 

The more you appeal to buyers and sellers through showing your experience in areas that are important to them, the more success you will have in our business.  Get it?  Got it?  Good!