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Category Archives: buyers

Posting from the Rain…

*** This is re-posted from my blog on Active Rain***

I heard voices…

And they were smart voices.

Wandering around in the Rain, there have been scores of bloggers pointing out that the federal government trying to “fix” the foreclosure crisis.  Now, Inman News is saying the same thing.   (the link will only be good until it goes behind the curtain)

Most families facing foreclosure today were on weak financial ground, he says, and “will defy every effort” at workouts. “Even extraordinary rewrites will beget re-default, the poorly maintained house creating deeper loss in the ultimate foreclosure, the troubled inventory overhanging the marketplace and preventing recovery,” Barnes writes.

And goes on to say…

In an effort to prevent foreclosures, consumer groups and Senate Democrats want to give bankruptcy judges the power to cram down mortgage loan modifications over the objections of lenders. (see recent blog post, and watch Inman News headlines Monday for details on how the cram down provisions in S 2136 have been rolled into a more sweeping foreclosure prevention bill, S 2636).

Supporters of cram downs say voluntary efforts by loan servicers to engage in workouts with borrowers haven’t done much to slow the pace of foreclosures, and that any increase in mortgage rates won’t be as drastic as the industry predicts.

Although Barnes didn’t address cram downs in his latest column, I thought it was interesting that he raised foreclosures and mortgage market liquidity in the same breath, and concluded that it’s the credit crunch, not foreclosures, that pose the biggest threat to a recovery.

They also point out…

Pavlov and Wachter’s December 2006 paper, “Aggressive Lending and Real Estate Markets,” looked at the use of ARM loans in 22 Los Angeles neighborhoods where prices fell more than 21 percent between 1990 and 1995. Perhaps not surprisingly, prices fell harder in neighborhoods where ARM loans were more prevalent. But the study’s most surprising finding was that it wasn’t the higher default rates on ARM loans that sent home prices plummeting, but their lack of availability during the downturn.

So, a lot of people that study these things are saying that the government, trying to provide relief is doing EXACTLY the wrong thing.  Of course, it is populist to go after the banks and talk about corporate greed and not personal responsibility.  (BTW, remember that those ideas are coming from both sides of the aisle).  Instead of helping people and getting us past this, it will only delay and increase the severity.

The cry of all of the people that aren’t being foreclosed are losing value is a valid one… but, is it not worse to drag the problem out and make it take a decade for price recovery than to let the market find its bottom and work through it in just two or three years?  Would those responsible borrowers and homeowners not be better served by the restoration of their equity sooner, rather than later?

Feel free to post links back to other blogs with arguments on both sides of this issue.  (Note:  I did not post links to A/R blogs that echoed this sentiment.  There are a lot.  I have read a bunch of them.  Feel free to post links to your blog.  I didn’t want to miss a good one… and there are many.)

Game on…

The news isn’t good

I just ran some numbers for my business coach. The numbers were absorption rates for 3+ car garage homes in Gwinnett.

I have been running these for a few months for homes in Gwinnett County, GA, in general, but I hadn’t run the numbers for 3+car garage homes… and they aren’t good numbers. This is going to get a little wonky, but please bear with me.

Absorption rate is this: If no more homes came on the market, and the sales pace continued at the same level, it would take ___ months to sell off the inventory. If the numbers get bigger as the time gets shorter, the market is still showing signs of slowing. They are. The only little bright spot is that they aren’t as bad as the last couple of months.

So, let’s get to some garage home numbers… I ran with several different price points.

         
  Price level 12 month rate 6 month rate 3 month rate  
         
  Under $400k 11.70 14.70 18.90
  $400k to $500k 18.20 23.60 32.50
  $500k to $650k 27.20 36.00 42.30
  $650k to $1m 25.90 34.50 40.50
  Above $1m 34.70 48.70 57.50
         
  All SFR 11.00 14.10 17.60

So, there are the numbers. There are a few things that I found interesting. Some good, some bad.

  • The under $400k homes are reasonably close to the average in Gwinnett.
  • Above $1m is pretty rough.
  • But, $650k to $1m is easier to work in than homes that are slightly less.
  • I would be a little happier if the garage homes were moving better… but I think I know part of the reason.

I think that what I am going to find is that when I break out the “All SFR (Single Family Residential)” by price range, that the numbers are going to be a little better for the lower prices, and unchanged for the higher prices. This is because at the lower prices, the garages push the price up in comparison to otherwise similar properties. But, when the prices got up, 3 or more car garages are average.

So, Lane, I’m getting bored…

Ok, give me a moment.  I’m going to cover this a little more on the next Gwinnett County Market Report.  But, there are a few things I want to leave you with… regardless of where you are located:

  • The Price is Right… it isn’t a game show, it is the #1 tool to sell your home.  If the price is too high, nobody even looks at it.  If it is too low, there isn’t negotiating room.
  • All the World is a Stage… and your home needs to be as well.  It MUST be presented in its best light, and arrangement.  Even if you have an eye for style, a stager has an eye for what buyers want.
  • This Little Piggy Goes to Market… and not only does it need to be marketed, but it needs to be marketed to the RIGHT demographic.  Golfers may not care about a 4 car garage… but car people will… in every price range.
  • One Step Beyond… is what it takes to separate one house from another.  Almost every real estate agent under 75 knows that 84% of buyers start on the internet… and 99.84% of sellers are there.  Obviously, that is no longer enough.  Interactive floorplans, virtual decorators, viral video and single property websites are what your competition might NOT be doing… so you should be.

I am developing a marketing plan that will knock the socks off of 94.3%* of the agents out there… but, there is only one way to find out more about it.  I can sit down and tell you.  Hit the Contact Lane button at the top of the page.

*94.3% is a totally made up and bogus stat…  :^ )

Leading indicators v. Trailing indicators

There are things that tip us off to the coming conditions, and then there are things that we look at to confirm what our gut has already told us.

Leading indicators are things like the stock market. Stocks tend to rise before the associated industries post their gains. Rumor, innuendo and press releases drive stock prices up or down before confirmation.

Wait for the confirmation and you will be watching the boat sail while you are sitting on the pier.

Trailing indicators are the things that confirm what we already thought. The stocks went through the roof, and then the company announces their profits. We see that homes sales picked up two months ago. The government announces a recession or a recovery or an uptick in consumer inflation.

Yesterday, in Forbes, Colin Barr noted that Homebuilders are the hot stock so far this year.

Shares of the S&P Homebuilders Sector Spider (XHB), the exchange-traded fund that tracks the biggest publicly traded companies in the residential construction business, have risen 7% this year. That gain is noteworthy on its own, given the 7% decline in the S&P 500.

But what’s even more dramatic is the huge rally that erupted in these stocks in the middle of last month, right before the Federal Reserve started cutting interest rates in a bid to stave off a possible recession. The homebuilders ETF is up 29% off its early January lows, while components Toll Brothers (TOL, Fortune 500), Lennar (LEN, Fortune 500) and Hovnanian (HOV, Fortune 500) are up 40%, 52% and 96%.

So, is this a leading indicator, or is it an anomaly. Maybe it’s just trolling for bargains.

If it is a leading indicator, the property bargains will start drying up. There is a lot of pent up demand from the recent slowing of sales. If not, the biggest questions are when will the recovery take place, and how much downside is there for the local market?

I don’t see much more than a couple of points for Atlanta and Gwinnett County… and I really don’t see that happening.

“Agents” buying buyers… Good idea?

Ok, let me just kind of wade into this one.  I’ll start by saying that Clark Howard and I will probably be on different sides of this issue…

There is a company that hasn’t operated in the Atlanta market yet, but they base a large portion of their business on buying buyers.  It goes like this…

If you are buying a home, they promise to refund a portion of the commission from the sale of the property to you upon completion of the sale.  In effect, it is free to the buyer money that came out of the pocket of the seller (because that is who paid the commissions).

While I am certainly a free-marketer, and have no issues with this company’s business model, there are a couple of flaws:

  • It only works in a full-commission environment… and they spend a lot of time trying to defeat that same full commission environment.
  • It doesn’t draw the highest quality agents.
  • The company flatly states that they can’t afford to spend the time to actually take the “client” to show properties, or even be involved in the search.  The “client” is left to seek out their own properties to view, and find a way to view them.

Let’s look a little deeper at these issues.

Beginning with the first, while telling their sellers that they just have to spend too much money, they give the money to buyers.  If sellers didn’t spend the money, this company couldn’t attract buyers.  So, if their wish to reduce commissions came true… their business model would fold.

On the seller side, I spend a lot of money marketing the property for my clients.  I also spend a great deal of time.  We can’t just enter it into the MLS, and then wait for the flood of offers…  On the buyer side, I spend a great deal of time.  Not just time with the client, but time spent locating properties, previewing properties to save them the time of looking at ill-suited homes, and time learning the contracts and changes… as well as time to learn how to deal with issues and other things that allow me to provide better service to clients.  Finally, with buyers I spend a fair amount of time researching properties prior to offers to make sure that the offered price is fair to the buyer… just offering a percentage of the listed price is NOT assessing a fair valuation.  If I reduce the money from these activities, I would have to reduce the time and activities in order to make it up in volume… Do you get good service at Wal-Mart compared to specialty stores?

Finally, to add a little more to the previous paragraph, and more deeply talk about the third issue…  There are plenty of places for consumers to search properties.  I have a search of all of the MLS listings on my search page.  There are plenty of other options as well… with some level of efficiency.  But, if I were to just send my clients out to see all of the properties on their own, how would they do it?  Drive by?  Open House?  Knock on the door and ask the owner?  How much time would be wasted in their search?

Or better yet, should they call up the listing agent and have them do all of the work… just so that this company can swoop in at the last minute and claim a portion of the sales fee?  That is what they recommend to their clients.

So, if you are looking for a lawyer to represent you in court… do you get the low bidder?  What about when you get your taxes done?  Is the firm that says they’ll do your whole tax return for $29 really the one that is going to make sure you are protected and that everything is accurate… and that you are getting all of your deductions?

Of course not.

So, while it looks great on the surface, real estate is a big investment.  It might be a little better to have someone that actually cares to consult.

You’re fired…

I’m not Donald Trump… and you probably aren’t either, but you might share something in common.

Back way before I started in real estate I was in the commercial photography business.   I was a photographer as well as a professional photo assistant.  I loved the work.  I had a pretty good client base for the assistant business, and was reasonably busy.  I also learned a LOT of things.

One of the things I learned that carried me well through that business, as well as during my time with Wolf Camera (I went from clerk to store manager to big mall store manager in about three years).   The little tidbit I learned was this:

I didn’t have to be fired.  They could just not call me back in.

I was a contractor.  I wasn’t an employee as a photographer or assistant.  To get rid of me, there were no forms that needed to be filled out.  There were no burdens of proof.  I didn’t need three warnings.  All my clients had to do was not hire me to work the next day.  They didn’t even need a reason.  At the end of the day, or the end of the shoot… I was not working for them any more, so they could just not hire me for the next job.

I would love to say that I always got the call back… but I didn’t.  Sometimes I was glad…  But, I did have some great people that I worked with, and they called me back time after time.  I added value to their business, and represented them well.

So, what does this have to do with the here and now?

It isn’t quite as easy as it was… but if you hire me to represent you in either the sale or purchase of a house, you can fire me.  I am confident in my abilities, and I don’t have a problem having an “out” in the contract that lets you fire me if I am not doing the job to your satisfaction.  Many agents believe that a six month listing contract or a six month buyer’s agency agreement means that they own the client for that time period.  While I don’t think any go into the deal thinking that they will just blow off their client later, it happens.

It won’t happen with me.  Or, you can fire me.

I don’t think you will…

(Just a note.  This was to be published on 2/11/08, but didn’t post.  I had to repost it and change the date.  Sorry for any confusiuon)

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