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Tag Archives: business of real estate

Wayback Wednesday… Title Insurance…

Abraham Lincoln, the sixteenth President of th...

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A couple of years ago I wrote a quick little primer on Title Insurance.  (Check out the link for more details…)  Title Insurance is one of the subjects I am questioned about regularly… even by buyers that have previously purchased 3 or 4 homes.

It can be confusing… there are two distinct flavors of Title Insurance, Owner’s and Lender’s.  And while sitting at the closing table, buyers are usually paying for a pant-load of other items.  Sometimes they draw a line and decide that skipping the Owner’s policy is a way to avoid spending another few hundred dollars.  Other times, they just give in and spend the money without knowing what they are buying.

Neither of those situations are good for the buyer.  Some buyers ABSOLUTELY need to have Owner’s Title Insurance.  For others, it is a luxury, or even a waste.  (Sorry, but if you have a loan, you WILL be paying for Lender’s Title Insurance… they will require it, and despite the fact that you won’t benefit, you get to pay for it).

Of course, I would be remiss if I didn’t remind you that I am not a lawyer, and I don’t even play one on TV.  You should always ask your attorney about the legal ramifications of a decision like this.  But keep in mind, the closing attorney is selling the insurance product, and they DO make money from it.  Some of the closing attorneys I have worked with have flat out told buyers that they would NOT answer questions about the suitability of the insurance product because of their conflict of interest.

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It’s About the Jobs…

selfmade image of U.S. Unemployment rate from ...

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Every time I say this, I annoy a lot of my real estate friends…  Real estate is NOT the solution to the economy.  It is a symptom.  Nothing more.

To put it simply, People without jobs are NOT buying homes.  People that are worried about their jobs are NOT buying homes.  and as long as those people aren’t buying homes, people that DO want to “move up” can’t… they need to sell their current homes.  As I write this, the unemployment rate is around 9%.  But, the BLS also says that the “real” unemployment rate (including people that are not filing for unemployment anymore) is closer to 17%.

And while I tend not to get too political on this blog, I will make a couple of statements…

  • Attacking job producers, like Gibson Guitars, is NOT going ot make entrepreneurs take the risks that they need to take in order to start or expand their businesses.  (If you didn’t know, they are not allowed by the government to import raw Indian Rosewood, but they ARE allowed to import the manufactured fretboards made from Indian Rosewood.  In effect, the government is telling them to set up manufacturing for those parts outside of the US rather than doing it in Nashville, TN).
  • Attacking companies like Boeing Aerospace for expanding in ways that the union (big money contributors to the Obama campaign) doesn’t like.  (If you didn’t know, the NLRB is trying to stop Boeing from opening an additional production facility in South Carolina.  They have continually been hit by union strikes in Washington state, and want to have a second facility in a “Right to Work” state… one which doesn’t force union membership).
  • Supporting companies like GE, rewarding the CEO with a Chair on President Obama’s “Jobs Council”… as the company inks a deal on expansion and job creation… in China, but not the US.  All the while, GE is holding money off-shore to avoid taxes.

The private sector WANTS to create jobs.  But, with the incredible growth of deficit spending (which squeezes private lending), and the incredible growth of regulation ($1.74T in regulatory costs to businesses), and the desire to increase taxes on those same business, and the increasing costs on the horizon from ObamaCare, businesses are not willing to take the risks.

The government doesn’t create permanent jobs, except for the people that they directly hire… and the government is already too big.  But they certainly have the ability to kill jobs in the private sector.  And until the government stops trying to kill jobs, there won’t be a recovery in real estate… 

No matter what Nancy Pelosi says about how Unemployment is a GREAT stimulus, people aren’t buying homes or cars or much else while they sit on unemployment… 

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Change to Local Market Reports

Image representing Zillow as depicted in Crunc...

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As a real estate agent, I run across a lot of cool tools.  Some of them are great for me to better read the markets and help buyers and sellers to accomplish their goals.  Other tools are great for consumers to use while making decisions about buying or selling a home.

I always recommend that both buyers and sellers look at the local market where they are buying or selling.  It has a tremendous bearing on whether prices are on the rise or falling, as well as what the competitive environment might be.  Looking at a solid CMA (Comparative Market Analysis) for the home (that they are selling or looking at buying) is a great start… but it doesn’t give the wide picture.

 

Map of Georgia highlighting Gwinnett County

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Many buyers and sellers turn to AVMs (Automated Valuation Models) to get an idea of the value of a home.  Probably the most well known of these would be the Zillow Zestimate.  I have written about Zillow and their Zestimates a few times.  Zestimates are amazing tools… within the bounds of their limitations.

 

While I would quickly point out that Zestimates are a very limited tool in regards to pegging the value of a particular property, one thing I will point out just as quickly is that the Zestimates have given Zillow an amazing database of historical and current home values.  And while individual Zestimates are seldom right, I feel that their compiled data is quite accurate (1 house is too small a sample size to be accurate, but 10,000 houses can make them very accurate in pegging the market in general).

I will be incorporating Zillow’s Local Area Indexes into my Market Reports moving forward.  I think that they are a valuable tool for you, the consumer, to better assess the market value of homes that you might be considering.  Look for charts like this one for various areas within Gwinnett as part of market reports.

Atlanta Metro Zillow Home Value Index

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Wayback Wednesday… Police Response, 15 Minutes…

Special Response Team of the US Mint Police

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Every job has it’s hazards, and one of the ones we face in real estate is the occasional police call…  and my last one was two years ago this week.  It was an alarm.  It has happened a couple of times.

It actually happened twice on the same house on different days.  I wrote the post, and then we went back out to look at the house a second time… my buyer was pretty serious about it.  The seller had actually changed the code between our visits.  So, even though I had left the information in the lockbox (per the Listing Agent’s request) it was wrong.  The seller also didn’t bother to tell the agent that they had changed the code. Gee… thanks.

On the second call, the exact same officer showed up.  He didn’t even stop the car.  Rather, he recognized us, made a radio call and just rolled by, waving to us out of the window.  I guess we had made him pretty comfortable with us on the previous visit.

Should I also mention that the house was vacant and cleaned out?  There wasn’t much to steal… but vandals could have had a field day stripping out copper.  I understand the fears on the part of the seller, but they were actually making it difficult to show their home.

For sellers, the piece of advice I would pass along is this…  Make your house easy to show.  Communicate with your agent if you are changing alarm codes, and trust your agent to have a fail-safe code if the normal one is lost. 

 

Picture of the

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For buyers, I would say this…  Stuff happens.  Keep a cool head.  Your agent should be cool under pressure, too, but ii helps if you aren’t flipping out.  

 

And for other agents…  You are the pro.  Don’t get flustered.  Getting angry won’t help.  No person involved in this little event woke up that morning looking to pee in your oatmeal.  Stuff just happens.  If it is an alarm, walk outside, relax, gather up any papers you might need and stay in view.  Keep your buyers calm and with you. 

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Pricing for Sellers…

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Image by lane.bailey via Flickr

When you are selling real estate, there are generally two competing needs that have to be balanced while deciding on a price.

Getting the property sold (low price).

&

Maximizing the price.

It’s a no-brainer that if you price your property at a ridiculously low price, it will sell very quickly.  We see some of those amazing deals pop into the MLS… the seller needs to get out of a property immediately and is in a position to be very aggressive with price.  Undoubtedly, an investor will swoop in and buy the property if a owner/occupant isn’t fast enough.

 

On the other hand, it is just as much of a no-brainer that if a property is ridiculously over-priced, it will hang out in the listings long enough to actually be stigmatized.  Even with a new MLS number and a new brokerage handling the property, it will have a cloud hanging over as buyers wonder why it has been on the market so long… wondering what must be wrong with it.

And yet… there is almost a mantra from some real estate agents that they will “sell your house for the most money in the least amount of time.”  Of course, it is an easy thing to say, and an impossible thing to prove…  but just look at the statement for a moment.  The least amount of time generally means the least amount of money.  And in order to maximize sales price, sellers have to be willing to wait a long time.  (Lightning could strike and a cash buyer could drop out of the sky and decide that they HAD to have the property, regardless of price… but not likely).

So, what is a seller to do?

  1. An unidentified seller in an unknown location....

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    Price competitively.  No matter what else, the price HAS to compete with the comps in the neighborhood and area.  In the unlikely event you can get a buyer to pay a price that is too high, the property will not likely clear an appraisal if the price is too high.  Heck, even fairly price properties get clipped by appraisers sometimes.

  2. Price on a “node”.  A node is where multiple price searches might come together.  Buyers tend to fall into habits of searching with common boundaries… $100k, $150k, $200k, etc.  Instead of pricing like the grocery store ($2.99), price ON the node…  $300,000.  That way, searches are much more likely to hit your property.  This can be tough sometimes…  but, the thing to keep in mind is that while it is common, pricing that ends in a $999, $900 or even a $950 should be avoided.  End on a round number, and the rounder, the better.
  3. Know that you may be expected to contribute Closing Costs.  This is more true for a $150k home than a $500k home, but many buyers will look to the seller to contribute to closing costs.  Bake it into the price, so that it isn’t a shock when the buyer asks for 4-6% to help them with closing.
  4. Don’t build in fat.  Seems to be the opposite of point #3, but it is what it is.  Don’t price too high thinking it is “negotiation room”.  Buyers are unlikely to offer if they think the price is too high.  Instead, offer up your negotiation room up front.  Tell the buyer that you are willing to contribute 5% (or whatever) towards their closing costs with a full price offer.
  5. Level with your Agent.  Talk with your real estate agent frankly.  Some sellers don’t want to tell their agent what they are willing to do because they assume the agent will use that knowledge to beat them down if they get a buyer.  However, with most listing agreements, the seller’s agent actually has a legal duty to look out for the best interests of the seller.  Simply put, it is an ethical breach, if not a legal one, for the seller’s agent to betray the interests of the seller.
  6. Don’t use the agent that tries to “buy your listing.”  No, I don’t mean one that puts down cash and offers to buy your property…  I’m talking about the agent that comes into the listing presentation with a price that is higher than everybody else’s.  They tell you that your house is worth more than it really is… and then usually say that they will “sell your house for the most money in the least amount of time.”  They want the listing… and the probably know it won’t sell for the initial offering price.  But they are pretty sure they can beat you down on the price later.  If not, they just won’t give much effort to selling your house… and mark it up as a loss.  Many of these agents are playing a numbers game.  If they take 100 over-priced listings, they can get some percentage of them to reduce price and sell.  Buy, listings that start off over-priced usually sell for less in the end.

There are a lot of things that sellers have to balance as they go through the process of pricing their homes.  It isn’t easy…  A good agent can help guide the way, but in the end, the sellers are the ones that have to live with the pricing.

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