Northern Virginia Real Estate

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!

A Perfect Storm

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I was
recently interviewed for the Washington Examiner newspaper about the extension of the tax credit of home
buyers – here is a synopsis of our discussion:

 

The
extension of the home buyer tax credit will definitely spur housing sales and
here’s why.  It brings into play move up buyers as well as extends the
first time buyer credit.  On the move up buyer side, you have to have
owned and lived in your principal residence 5 consecutive years out of the last
8 years to qualify but it will bring “new” buyers into our market place. 
Over the last year, we have seen little move up buyers as a result of lost
equity; uncertainty of perceived value in the market as a result of
foreclosures and short sales, and consumer confidence has been low because of
reports on unemployment and news on the recession.  Therefore, our market
has been primarily first time buyers and investors with a few relocation buyers
and even fewer move up buyers thrown into the mix.  It is a matter of
education on the REALTOR’s part as well as the media to get the word out on to
our move up market on what an advantage this is to them and why they should
jump on this tax credit.  We have a perfect storm for buying real estate
right now – the tax credit, historically low rates, and prices are affordable
in many areas – especially in the move up buyer price range.  There are a
few restrictions that apply but not many.  The purchase of the new home
must be a principal residence that would qualify for the capital gain tax
exclusion of $250,000 for singles and $500,000 for married people
definition;  the purchaser’s income cannot exceed $125,000 for individuals
and $225,000 for a couple filing jointly on their tax returns; the home’s
purchase price cannot exceed $800,000 and the tax credit is equal to 10% of the
purchase price up to $6,500; you cannot purchase the new residence from a
family member;  the tax may have to be repaid if you sell the acquired
property or cease to use it as your principal residence in less than three
years of acquiring the property; and lastly, it is for contracts written
between November 9, 2009 and April 30, 2010 that must close by June 30,
2010.  The contract and settlement dates will also help builders or people
who wish to build on land they already own if people react quickly as most
builders don’t have inventory/spec houses available and the typical timeframe
to build locally is 4 – 6 months.

 

The
extension of the first time buyer tax credit has been modified slightly but it
is for the better.  The main difference of the previous tax credit and the
new one is the income qualifications – they have been increased to $125,000 for
singles and $225,000 for married couples.  The tax credit is 10% of the
purchase price up to $8,000 so it applies to homes purchased up to
$800,000.  The tax credit applies to homes that are purchased between
January 1, 2009 and April 30, 2010 and they too must settle by June 30,
2010.  There is no repayment of the credit unless you sell with three years
or cease to use the property as your principal residence within the three year
time frame.  If you purchase in DC, you can only use the tax credit and
cannot piggy back the with the District’s first time buyer tax credit –
sorry!  As a clarification, a first time buyer is anyone – including
spouses – who have not owned a principal residence in the previous 3 years.

 

In both
instances, buyers may claim their credit on their tax returns by filling out
IRS form 5405 and documenting the appropriate deductible amount on line 69 of
the 1040 for 2009 tax returns or line 67 for 2008 tax returns.  They must
also provide a copy of the HUD – 1 form proving the completed purchase within
the appropriate timeframes allotted by the guidelines.  Additionally, the
homes purchased must be a principal residence and do not apply to investment
properties or second homes.

 

Today,
our biggest challenge is inventory.  As an example, inventory levels of
existing homes are down 57% from the same week last year in Northern
Virginia.  Our inventory levels are at April/May of 2005
levels– lots of buyers and not many homes to choose from make buying a home
tough in today’s market.  The reasons for the number of buyers in the
market match the aforementioned perfect storm for home buying – the tax credit,
low rates, and affordable housing prices.  We expect the credit to
continue to encourage buyers to enter the housing market through the extension
dates, then the typical spring market should take hold and the housing industry
will help carry us further out of the recession if conditions remain
stable.  There are questions lurking on the horizon in the housing market
that question stability – not everything may be so rosy.  The uncertainty
is over; rate constancy after the government purchasing of mortgage backed
securities ends at the end of March, 2010 and housing prices being suppressed
by the implementation of the HVCC and lastly, the effect of foreclosures moving
forward on housing prices.

 

It is our
job to get the word out and help our clients take advantage of this
unprecedented opportunity.  Get it?  Got it? 
Good!

 

Now, go
sell something!

Here We Go Again

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Platinum Club October

Asset managers are checking up on their listers to make sure
properties are being marketed properly. 
If you are listing foreclosure properties – tighten up if you want to
keep your listings!

2nd quarter is when the next “wave” of foreclosures
is to be released – here we go again!

3 month moratorium on foreclosures is more here say yet
properties are going to foreclosure in November.  Apparently, the banks are going to do away
“stages” of appraisals.

Ekko works well with short sales, S5 is OK –nothing above
the others, and Advanced Title gets them done.

Banks have stacks of short sales to work through – Bryan had
4 approved in the last week – 1 in 70 days, 2 in 3 to 4 months and 1 in 6
months.  It seems as if the Asset Manager
makes all of the difference not necessarily the bank. 

Take short sale listings to generate buyer s leads and close
them because chances are your listing
won’t close.  Short sales make the agents look incompetent.

Buyers are indecisive and becoming unrealistic – coming up
with excessive home inspection lists.

Upper bracket prices continue to fall and those buyers are
more cautious.  People are backing out of
remodeling contracts as well – the economy is their excuse of why they aren’t
moving forward.  National news and lack
of details about our market is making them uncomfortable in both scenarios.

Are there more listings coming on the market?  The answer is yes – inventory is low put it
on now.

Builder activity is on the rise.  One builder, Van Metre is up 40% and is
raising their prices – NVR posted a 50%
increase over last year’s sales.

We all believe Tax Credit for first time buyers will be
extended.  As previously discussed each
real estate transaction “touches” 29 different industries and generates $62,000
in capital to the economy.

We also believe that the loan limit will go back to $625,500
and remain there as prices are lower – we all have had fewer sales above the
$700,000 price range.  Also, the
government may want to diminish their exposure and not raise it back up.

Condo associations need to be proactive to get their
properties approved FHA after November 2, 2009 – no one has heard of any
associations taking the lead.  Be sure to
make sure the project is in process of approval prior to finalizing
contacts.  No more spot approvals with
FHA after this date.  Here
are the outlines of the program – lots of questions are still
unanswered.  Will this kill the condo
market?

What does all of this mean? 
Professional Realtors are more valuable and more needed today more than
ever.  Get it?  Got it? 
Good!

Now, go sell something!

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Great Opportunities and Great Information!!

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Quick update on upcoming important company functions:  www.demandsuccesstoday.com
is on October 28 from 9 – 12 – register today, Continuing Education with Champion Title on the new HUD-1 from 2
-4 at the Sully District offices on 0ctober 28th, and short sale training with America’s Home Rescue from 9 -12
in Chantilly.  Also, there is still time
to get in on our Annual Business Planning this weekend.

Due diligence in dealing with our transactions is more
important today than ever before. 
Recently we have had experiences with leased propane tanks, fuels and HOA
docs.  Read, and reread the contract to
know what to say when situations arise. 
Knowledge is power people!!

What do you need to do when dealing with short sales and the
HUD-1’s?  Add 9 months of taxes, and HOA
dues to whatever is past due currently so there are no surprises to the
noteholder when the approved HUD is 6 – 9 months old and the numbers don’t add
up.  Are short sales getting easier?  We don’t think so!

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Jason Smith

Foreclosure inventory is down

Sales are getting easier – when dealing with arms length transactions

Houses are staying on the market a little longer so urgency
isn’t as great

Inventory is stable over the last few months but still way
down from the beginning of the year, month’s supply is consistent, rental
market is tight right now as well.

Appraisals continue to be issues on all fronts.  We have experiences with appraisers who are
inexperienced and bring in numbers way too high or way too low – it continues
to be a crap shoot.

Pat
Cunningham

Condo sales – starting November 2nd – approved
condo rules are going to change.  Spot
approvals are going to more difficult

Rates have inched up about ¼ – ½ point over the last few
weeks – they will continue to rise

Flipping rules may come into play with conventional loans
when they require Private Mortgage Insurance. 
Be careful if you are selling a flip.

Wall Street Journal ad between NAHB and NAR was published
today.  The ad showed that $28 billion to
the economy because of jobs.  An average home
sale generates $62,000 and involves 29 different industries are effected by
each sale.  It is good for continuing
momentum

Homepath financing is for Fannie Mae owned properties and is
offering special financing options. 
Conventional loans, 5% down, no MI, no appraisal, rates are only ¼ to ½
% higher, investors can get in for 15% down and there are no income
requirements plus credit score only needs to be above 660.  Check out www.homepath.com.

No new news on keeping the loan amounts at $729,750 after
December 31st.

Agents shared details on various properties throughout the
area as well as buyers they are working with to try and get them into homes
prior to going on the market.

Our next exchanges will include a commercial agent and
appraiser to keep us up to speed on those aspects of our industry.  Keep learning so you keep earning.  Get it? 
Got it?  Good!

Now, go sell something!

It’s time to invest!

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What was the first thought that came into your mind?  Was it about the stock market?  Or was it about buying investment properties?   Perhaps you thought it was getting others to invest in the previous two areas of opportunities.  Now, what do you believe this statement is about?  What does invest mean?  Dictionary.com says it means :

1.

To put (money) to use, by purchase or expenditure, in something offering potential profitable returns, as interest, income, or appreciation in value.

 

2.

To use (money), as in accumulating something: to invest large sums in books or education.

 

3.

To use, give, or devote (time, talent, etc.), as for a purpose or to achieve something: He invested a lot of time in growing himself personally and professionally.

 Well, taking this into account, my intention was that it is time to invest in yourself and your business.  The top companies in the world invest in their people – you should invest in you as well!  If companies do it, why don’t you?

The real estate market, the economy and your business are not out of the woods yet.  Yes, some aspects of the economy are stabilizing but we have a long way to go – foreclosure numbers, default rates, and unemployment rates (although reported to have slowed) continue to rise.  Therefore, now is the time to invest in your business.  It has become obvious to me that during times like these, many agents get too involved “in” their business when in fact, if they want their business to soar to the next level, they should get involved working “on” their business – today.  It is time to reflect on what is working and what isn’t – where are trends in our area heading – who are key players in the industry and what are they doing – more importantly, what are you doing?  Are you attending training?  If not, why not.  If you are involved in foreclosures, are you going to conferences out of town to meet new people, strategize and get new accounts?  If not, why not?  If you are doing short sales, are you meeting with experts who are experiencing success in the business locally and nationally to learn more about trends and what they are doing to be successful?  If not, why not?  Are you taking advantage of the free educational opportunities your association is making available to you?  If not, why not?  Are you taking advantage of one on one opportunities with your broker, fellow agents or a coaching program to help get through the market we are in and are going to encounter?  Again, if not, why not?

These examples could go on for some time.  It is my belief that you need to get out of your house, get out from behind your desk and educate yourself or else you will be left behind – doing what you’ve always done and get the results you’ve always gotten will not propel you to success.  Times change, programs change, economies fluctuate and you need to as well if you want to succeed now and in the future. 

It is important not to confuse activity with accomplishment.  Determine what you want to accomplish and what you need to do to achieve what you set out to do.  If you get willowed in the mire of day to day activities, put blinders on to what is happening around you,  get out and network with others, and ask yourself how can you accomplish “big” things in your life.  It is my opinion you need to invest in you today.  Attend trainings, get coaching, attend business planning (it’s not too late), get a designation, attend mastermind sessions, go to real estate information exchanges.  Take the time to get educated – NOW!  Get it?  Got it?  Good!

Now go sell something!