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Posts tagged "honesty"

Wednesday, May 16th, 2012 ↓

The “Best” Deal?

[caption id=”” align=”alignright” width=”300” caption=”Buyers and sellers in the Plazuela de los Sapos, Puebla, Mexico (Photo credit: Wikipedia)”]Buyers and sellers in the Plazuela de los Sapo...[/caption]

It might be one of the most asked questions I get from both Buyers and Sellers…

Is this the “best” deal?

The problem is that there is almost never an answer.  It isn’t as simple as a mathematical equation… unless there are variables to include for things like emotion, comfort and other intangibles.  The other problem is that just trying to figure out if THIS is the best deal can change the answer to the equation.

People have a tendency to “dig in” when they are pressed.  Buyers or Sellers hit a limit to what they want to do, and often they hit that limit harder when  the other party is trying to test the limits.

We’ve all heard the story of the boiling frog…  If you put him in a pot of boiling water, he jumps out, but if you put him in comfortable water and slowly heat it, he will sit there and boil.

[caption id=”” align=”alignright” width=”300” caption=”boiling water עברית: מים רותים (Photo credit: Wikipedia)”]boiling water עברית: מים רותים[/caption]

It works the same with buyers and sellers.  If a Buyer sends an offer with a very low price (we’ll leave aside value v pricehere…) to start negotiations, the Seller often digs in and won’t accept an offer that they might have accepted had negotiations started from a more acceptable point.  Conversely, if a Seller starts with a list price that is too high, the Buyers may just not submit an offer… or they might pick the property apart and submit a lower offer than they might have otherwise.

Of course the thing to remember is that it certainly ISN’T the best deal if it never happens…

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Monday, Apr 9th, 2012 ↓

5 Keys To Finding THE Deal…

I can’t think of a buyer I’ve talked with in the last couple of years that has not been looking for “a deal”.  Of course, the definition changes for each individual, but there is always a “deal” component.

[caption id=”” align=”alignright” width=”300” caption=”New development near Drumrooske Pristine and ready to be occupied, but there is no rush of buyers in the current financial climate. (Photo credit: Wikipedia)”]New development near Drumrooske Pristine and r...[/caption]

There are a few keys that go into getting that deal, though…

  • Be READY.  Not just ready, but READY.  The first key to getting a good deal is to be ready to jump on it when it appears.  I have watched some great properties at excellent prices hit the market and get multiple offers on the same day.  Despite the idea that persists among buyers that this is a “Buyer’s Market”, if you are looking at properties under about $300k (depending on area and neighborhood), it isn’t.  That is borne out by the Market Reports, too.
  • Have your financing lined up.  I can’t stress enough that buyers need to pre-qualify.  Not a weak, “chat on the phone” for a minute kind of pre-qual, but a “pull credit reports and let the lender know EXACTLY what is going on” pre-qual.  Some lenders may refer to it as a pre-approval.
  • Be “In the Know”.  Sign up to get listings delivered every day.  If you don’t jump fast, the best properties will be gone.  When the property that meets your needs and desires hits the market, you want to know.  It doesn’t matter how approved you are if you don’t know the properties that are hitting the market.
  • Along the same line, being in the know means looking at property in order to recognize the deal when you see it.  There really isn’t a substitution for getting into properties and seeing what they look like, smell like and how they flow.  Pictures help… lots of pictures help more… but that isn’t a replacement for seeing some properties.  It also helps with the mental frame of mind to be prepared to make an offer.  If you have seen several properties, you may be less likely to wonder if the next property is going to be just a little better.
  • Avoid “Analysis Paralysis”.  Look at the deal.  Be ready when you recognize a good deal.  Make sure you are comfortable.  Pull the trigger.  I’ve watched a lot of buyers lose the house that they really loved because they wanted to think about it for just a couple more days.  It might still be there… or it might not.  The better the deal, the less likely it is to stick around.

Failing all of that, there is another thing which goes a long way toward getting a deal.  Don’t care about the house…  That is why investors get such great deals.  They offer and then move on.  If they get it, cool.  If not, still cool.  It isn’t about the house… it is about the deal.  Of course, they don’t actually live in the houses they are buying like that.

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Wednesday, Mar 14th, 2012 ↓

Unique Homes?

[caption id=”” align=”alignright” width=”240” caption=”french quarter architecture (Photo credit: abundantc)”]french quarter architecture[/caption]

Everybody likes unique homes… maybe not the same unique homes, but homes that are unique to their needs and desires.  But, when it’s time to move, a unique home can be a REAL challenge to sell.  In effect, it takes finding someone else that sees the same value in the property in order complete a sale where everyone leaves the closing table with a smile.

Financing a unique home can ALSO be a challenge.  Now, you don’t just need to find a buyer that has similar needs and desires for their home, but the appraiser needs to be able to justify it through the use of comparable properties.  Comparable properties might be pretty slim… since the very definition of “unique home” would seem to preclude comparable properties.

What makes a “unique home”?

  • Unusual interior features… maybe a 30 seat movie theater, 10 car garage, recording studio or maybe even a smaller house with a commercial grade kitchen.
  • Architecturally distinct… this can be something as “mundane” as a house that doesn’t fit the character of nearby homes.  A modern, minimalist home in a neighborhood of traditional homes would be unique.

  • [caption id=”” align=”alignright” width=”240” caption=”Falling Water (Photo credit: spike55151)”]Falling Water[/caption]

    Different type of lot… like a 10 acre lot tucked into a neighborhood with ½ acre lots, or a ¾ acre lot in an area loaded with 20 acre mini-farms.

  • Homes with historical significance… whether we are talking about a house like “Falling Water” (famous Frank Lloyd Wright design) or the Lalaurie Mansion (a famous home in the French Quarter of New Orleans, purchased a few years ago by Nicholas Cage) or even a home owned by a notable person from history.
  • VERY different homes… a house built to look like a shoe, or an earth-shelter home.  Lots of very high end homes fall into this, just because of the cost and limited market for them.

Selling a unique home involves a lot of challenges, both for the sellers AND for their real estate agent.

  • They may take a substantially longer time to sell than other homes.  They need to have the right buyer… and they have a much smaller buyer pool because of their unique attributes.

  • [caption id=”” align=”alignright” width=”300” caption=”Image via Wikipedia”]English: Thomas Jefferson's Rotunda at the Uni...[/caption]

    The sellers will often end up selling for much less than they originally hoped… even if they find the “perfect buyer” because of the problems that can arise during the appraisal and financing processes.

  • In some cases, especially homes with historical significance, there might be substantial restrictions on the buyers (can you imagine what would happen if someone bought Monticello, Thomas Jefferson’s home in Virginia, and then bull-dozed it because they liked the lot?)
  • The marketing costs and effort need to be much higher in order to have a good outcome.

There is a saying in real estate… Price fixes everything… but there are limits to that.  In fact, over the last few years we have actually seen properties that couldn’t be GIVEN away.  In Detroit, there were homes that were livable (not nice, but not caving in, either) that failed to sell for $100.  The value of the underlying land was less than the cost of removing the house… and there was no demand for the house.  The parallel in unique homes is that there might not be a noticable local demand for a house with that particular style.  To sell a specialized home to a general buyer often means that the unique features are completely discounted, or may even be a liability.

So, “price fixes everything” may actually not apply in the case of some unique homes.  Marketing might also not be able to overcome some obstacles.  However, to get the best outcome, a combination of aggressive marketing, realistic pricing, and a realistic timetable are the solutions.

I have dealt with several unique properties… garage homes being the most predominant.  The require a different type of service than many real estate agents are willing to provide.  There is a substantial portion of the real estate community that “plays a numbers game” when it comes to listings.  They figure that by listing a lot of properties, they will get a percentage that sell.  By lowering their marketing costs and concentrating on funneling more into the listing end of the equation, they will get more sales on the closing end of the equation.  They are much less interested in changing the equation to get a higher percentage fo the properties sold… and they have little patience for dealing with interesting and unique properties.

If you have an interesting property that you want to sell… or you are looking for an interesting property… around Atlanta, especially in Gwinnett County and around Lake Lanier, give me a call.

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Wednesday, Feb 29th, 2012 ↓

Wayback Wednesday… Price ≠ Value

This was actually one of my favorite posts… and oddly, I wrote it around the time of our last Leap Year.  However, it is possibly even MORE true now than it was then, back during the beginning of the crash, as things were unwinding.  At that time, foreclosures hadn’t accelerated, banks weren’t too worried about getting their inventory through the system, and they were still thinking THEY were the ones in control of their market.

[caption id=”” align=”alignright” width=”300” caption=”Image via Wikipedia”]English: To Let in Dover As the estate agent w...[/caption]

There is a HUGE misconception among real estate consumers.  Many want to connect “price”, like the asking price from the seller, and “value”.  They feel that if they can buy a property for 10%, 30%, 80% (whatever) off of listing price, that they have a “great deal”.  The problem is that there isn’t a magic number that makes a property a “deal”.  As highlighted in the original post, the lower priced property in a subdivision, with the same floorplan and amenities, might not be as good of a deal as a higher priced property.

As I mentioned at the beginning, it may be more true now than it was four years ago.  Then we were seeing some foreclosures, but they weren’t making up half of the market.  They were on the fringe…  Now, they are often the bulk of the sales.  But more importantly, sellers have capitulated…  And because of that, sellers knowing that they have to compete in the price arena with banks and short sales, they have priced for a fight.  The bonus is that they are often homes that AREN’T loaded with the possibility of hidden issues.  They haven’t been sitting vacant for months or years on end.  They often don’t have a myriad of “deferred maintenance” issues (that’s real estate agent speak for “not able to keep up with the maintenance”).

Of course, that isn’t always the case… but the message is just as true now as it was then, pay close attention to the total cost, not just the price tag… or the discount on the price tag.  Look at the value.

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Wednesday, Feb 1st, 2012 ↓

Wayback Wednesday… Long Distance Listing (or Selling) Agents

A couple of years ago I was dealing with this situation… actually cleaning up after it.

I had a client that had an offer on their house with an out of town agent (the agent was the buyer’s niece).  She was very nice, but she couldn’t be there for any of the 6 inspections we had, nor could she be there for the closing.  In effect, her clients were largely unrepresented in the sale… they were constantly asking me (the agent that is contractually bound to represent the best interests of the seller) how they should proceed or what would be in their best interest.

It came to a head at the closing…  The closing attorney got a bit testy with them for continually asking me to explain the forms to them.  He asked where their agent was.  They replied that their niece wasn’t able to come up from Valdosta.  He then asked if she was there for inspections or anything else.  One of them stated that she usually was able to help them via phone, but that often they had to rely on me.  The husband made a comment that I had declined answering some of their questions.  The attorney busted out laughing.  After a moment, he said that since I was contractually tied to the seller, there were few questions I could answer for them, and that I should NEVER have ventured an opinion about any issue they faced.  The wife chuckled and gave her husband an “I told you so” look.  The closing attorney held up the check that was going to their agent and asked what she had done to earn it…  She hadn’t answered their questions, she hadn’t shown the property, she didn’t even find it and send them information on it.

There are a lot of agents that tag their listings with language like “If I show this property to your client, commission will be X%” (generally about 1/6th of the offered split in the listing).  I don’t usually employ such language because I want to get the listing sold for my client, not punish other agents for not doing their job.  But, I understand the reason.

The bottom line is that employing an agent (whether on the buyer side OR the seller side) that isn’t in the area doesn’t result in solid representation.

Check out the original post here…

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Wednesday, Jan 25th, 2012 ↓

Wayback Wednesday… The Bigger Price Myth

This is one of those things that I hear about all of the time.  I face it all too often.  I go on listing appointments and either an agent before me, or one that comes later “buys the listing”.  Of course, not literally, but figuratively.

They tell the seller what the seller wants to hear… regardless of reality.  They tell the seller that they will sell the house for more money.  It is an appeal to the ego… and sometimes even defies logic.  But, it gets the listing.  Obviously, the seller generally wants to hear that their house is worth more.

It usually happens for one of two reasons… the innocent one and the not so innocent one.

The innocent reason is that the agent just doesn’t know any better.  Through inexperience or bad data or poor technique working with the data… or even misreading the market climate… they arrive at a price that isn’t really realistic.  And the window for a price is pretty small.  At 20% over real value, the house likely won’t be seen in the current market.  At 10%, many of the prospective buyers will dismiss the house even if they come look at it (most buyers won’t make a serious offer more than a few percent off of the list price).  Even at 5% over reality, many prospective buyers won’t offer… or they will push it to the back of the line.

The “not so innocent” reason is that the agent KNOWS that the sellers will list with them if they give a higher price estimate.  It is a LOT more common that most sellers would think.  In fact, there is an entire sub-industry in real estate involving strategies and support for these agents.  One of the popular strategies is to build in price reductions at predetermined intervals.  The sellers should ask a simple question… “If you are confident of the price, why would you build in price reductions?”  Of course, the market DOES shift, sometimes unexpectedly.

The idea, as stated in much of the materials supporting this strategy, is that the agent can tell the seller, “OK, we’ll try it at your price, but if nothing happens in 30 days, we’ll cut the price to ____.”  There is always the chance that there will be a buyer that will drop out of the sky, with cash (since the asking price might not clear an appraisal) and no desire to have an appraisal of their own done.  But… not that likely.  And that is where the issue I take with this as a deliberate strategy begins.  We know, from tons of studies, that over-priced houses generally end up selling for less, after spending more time on the market.

It goes like this…

  • The house starts off as over-priced, so it gets fewer, if any showings.
  • After a period of time, the price starts to ratchet down… but it has already missed that magic window (when a house is first listed) when the most buyers look seriously at it.
  • Since it has been on the market longer, the buyers that DO run across is wonder WHY it has been on the market so long.
  • Vicious cycle…
  • Price gets cut more to get showings.
  • When the offer comes in, it is lower than it likely would have been to start with.

Here is the post I wrote about this very issue a couple of years ago.

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Wednesday, Jan 18th, 2012 ↓

Wayback Wednesday… Over-Pricing and Under-Offering

If there were two issues I’d have to put at the very top of my question pile, there would be the ones…  In the original post, I started with the Sellers… so we’ll start with the Buyers this time.

Buyers want a great deal.  We all understand that, and as a real estate agent, I’m supportive.  Even the Sellers get it.  But there are two problems.  The first one I wrote about in a couple of years ago, here.  Buyers, in their zeal to get a great deal, offer too low to start with.  The find a property where the price has been cut to the bone, and then they offer WAY lower.

The problem there is that the seller, whether institutional, or a “regular” seller, doesn’t see the low-ball offer as being serious… then they attach the same feeling to the buyer that made the offer… they aren’t serious.  And the seller, if they send back a counter offer, reply with a counter offer that shows that… like maybe knocking $100 off the price.  Negotiations stall.  That doesn’t help them get the house… and it wastes everyone’s time, including their own.

A few years ago, when I originally wrote the post, there was blood in the water, so to speak, and it was still an issue.  Now, especially at the entry-level end of the market, that is NOT the case.  It is actually a Seller’s Market for homes that are priced well.  I am seeing an increasing number of listings selling for VERY close to list price within days.

Sellers want to get the most from their house.  It doesn’t matter if they are a corporate seller or someone moving to take advantage of a job opportunity… or even a seller doing a short sale.  Of course, just as the sellers aren’t terribly concerned with the needs of the buyers, buyers don’t really care about the needs of the seller to get top-dollar for their property.  And buyers aren’t looking at many over-priced properties. 

They know which properties are over-priced, too.  More and more, I’m seeing buyers that are VERY sophisticated in terms of knowing the value of a particular property, usually before choosing to look at it the first time.  If it isn’t priced within a few percent of where it should be, they probably won’t even look at it.  Not 10%… not even 5%.  More like 2-3%, closer on higher priced homes.

The end result, is that the home sits on the market for a while with few, or even no viewings, much less offers.  After a while, the sellers reduce the price, but by then the home is stigmatized.  The price drops more.  In the end, the home sells for less that it might have sold had the original price been more competitive. 

What about short sales?

They are the new wrinkle.  And I didn’t really address them the first time around.  But some similar rules apply…

Sellers, price realistically for the market.  Don’t worry about what the bank will accept, worry about a price that will get an honest contract.  Realistically…  Not too high OR too low.  Anything else is a waste of everyone’s time.

Buyer, offer realistically.  A rule of thumb I use on short sale offers is that if the offer isn’t going to be within a couple of points of the list price, don’t bother.  If the list price is insanely high or low, don’t bother.  If you can’t afford to sit on the offer, waiting as much as six months for the bank to get their act together, don’t bother.

I know that is harsh, but it is reality.  I actually have a partner that is VERY successful at getting short sales sold.  It isn’t easy or fun for anyone…  But, it might beat the heck out of some of the alternatives for the seller, and offers great opportunity for the buyer.

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Wednesday, Nov 9th, 2011 ↓

Wayback Wednesday… Smooth Sailing After Accepting an Offer?

[caption id=”” align=”alignright” width=”300” caption=”Image via Wikipedia”]Sumerian contract: selling of a field and a ho...[/caption]

Maybe… maybe not. Last year I had a pretty good post (if I do say so myself) about issues that can arise between Contract and Closing in a real estate transaction.

I wish it weren’t the case… but it is.  There are a lot of reasons that a sale can fall through between the time the seller accepts the offer and the buyer shows up at the closing table.  Some can be easily prevented and others are a little tougher to deal with.  For the most part, though, if both real estate agents do their jobs well and the clients on both side are transparent about any skeletons that might be hiding in the closets, everything should go pretty well.  But even then, there are some issues that can raise their heads at the last minute and derail everyone’s plan.

As listed in the post from last year…

Homes fall out of contract for a variety of reasons.

  • Inspection issues
  • Buyer financial problems
  • Buyer’s remorse
  • Appraisal comes in too low
  • Seller can’t produce title
  • Lender changes standards

And of course there are always strange and unique ways for sales to fail.

It used to be that the most common issue was something popping up in the inspection.  I’ve has buyers jump out of a sale because of an undisclosed issue showing up during inspections… although most of those have been with foreclosed properties (no Seller’s Disclosure statement).  But a couple of times it has been because of a problem that should have been disclosed by the sellers.

Right now, one of the biggest problems is something that was almost unheard of a few years ago… Appraisal coming in low.  I’ve been on both side of this one, and it isn’t fun for anyone.  The buyers begin to second guess their decision, the sellers are over a barrel (especially if the buyer is using FHA financing).  Perhaps the price really was out of market norms and the agents both failed to catch it.  Other times, the property is unique and the Appraiser failed to account for its uniqueness.  In other cases, a sale closes between the Contract and the appraisal that adversely affects the neighborhood’s values.

Of all of them, the one I get most annoyed with is Buyer’s Remorse.  The vast majority of the time, it should be completely preventable.  But sometimes there is a piece of information that comes available during the Buyer’s Due Diligence process.

Buyer financial problems should also be preventable… but sometimes, with (usually) borderline buyers, changing lender standards can jump in and create havoc at the last minute.

Check out the post from last year for more info on how to prevent sales failures between contract and closing.

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Wednesday, Oct 26th, 2011 ↓

Wayback Wednesday… Mortgage Thoughts from Ken

[caption id=”” align=”alignright” width=”300” caption=”Image via Wikipedia”]You don’t need a weather man Beeches obey the ...[/caption]

One of my Mortgage Guys, Ken Cook (not the Weather man), write a LOT about mortgages and the best ways to get the best deal and best chances of closing your loan on time and without drama…  a LOT!  He knows his stuff.  And he has NEVER delayed a closing with me because of issues with an approval (ok, there was a time when we had to go get lunch and we closed it after lunch…)

A couple of years ago I grabbed a few quotes from Ken and linked them back to posts he had about those subjects.  Here is a link back to the original post…

The subjects I included were…

  • Should you be “pre-approved”?
  • What do the different steps mean (pre-approved, conditional, cleared, etc.)?
  • How to make the whole process go smoother.

Ken knows his stuff.  I trust his opinion…

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Saturday, Jan 31st, 2009 ↓

Any Real Estate Agent can list MY house.. or write MY contract…

This post takes off on a theme introduced here. It is also the final planned post in the Misconception series.

It doesn’t matter if the agent is from Valdosta…

I commonly hear this one when the seller or buyer has a relative that is an agent in another area… but still in GA.  And we actually all go through this phase, I think…  The common quotes are as follows:

  • “My niece is an agent in Macon and she can write the contract for the house we want to buy… I’m going to let her earn the commission.”
  • “My nephew is an agent in Villa Rica, and I’m going to have him list our house.  He is on the same MLSs that you are.”

There are a couple of reasons that this doesn’t really work out well…  Let’s start with the buyer.

It is doubtful that they really know there area.  They don’t live around it, and they aren’t there all of the time… but perhaps they recently moved… that brings us to the mechanics of the transaction.  I generally have to visit the house several times to get answers to questions. Usually, before the contract gets written I will visit the house 2-4 times.  I may preview the home before I take the actual buyers.  Then I will take the buyers… and the buyers almost always want to visit again while narrowing their selection… and often, after deciding that they are going to offer in a particular home, they will visit again to make sure things are going to fit.

After getting the contract written and the negotiation done, there are usually some more visits.  At the very least there is one for the inspection.  Often it entails a couple of visits.  I recently had one the required me to meet with the inspector and 5 or 6 different contractors at various times.  I also needed to bring the buyers back to measure the house for furniture and other things.

If the Buyer’s Agent isn’t available for all of this, the Listing Agent ends up having to do it… and that means that they are no longer “cooperating” with the other agent, they are doing the other agent’s job.  It also means that often the Listing Agent is put in the position of counseling the buyer. Under GA Agency rules, that is a no-no.  The buyers have an agent, and the listing agent isn’t allowed to counsel them… and the listing agent’s job is to promote the interests of the seller (there are limits to that, but you should NEVER be counting on the listing agent to disclose damaging information that isn’t required).

The bottom line is that a “remote agent” isn’t doing their job or servicing the needs of their client by putting in a contract from a couple of hours away… even if they actually are familiar with the area.

And for sellers…

As long as the agent is in the same MLSs, it is awfully tempting to take a listing that isn’t close.  Atlanta is a VERY big area.  I have referred listing business in Midtown, Marietta, Powder Springs and Ellijay.  These are all areas that are served by the MLSs I belong to.  I could easily plop a sign in the yard and wait for someone to bring an offer… I can even design a website and a brochure and do other things to market the property…

But, I don’t have the connections to the other area agents.  I don’t have the ability to easily and quickly drop by the house to check the flyer box, let in prospective buyers (that are unrepresented, or their agent isn’t available… see above), or just make sure everything is ok.  But let’s say that all of those things can be taken care of…

The knowledge of an area that allows us to have a solid idea of pricing and strategy for a particular home requires “feet on the ground” experience.  A good local agent should be looking at homes in the area, tracking new listings and keeping on top of the changing competition.  As I said, Atlanta is a big area.  Right now there are more than 85,000 listings in the MLS.  At most, we can only keep real solid track of a few ZIP codes. I will list selected properties that are 30 minutes from me… but I have been tracking the areas for a while.  I visit the areas regularly.  I mostly list in Lilburn, but I am also inLawrenceville, Norcross, Duluth and Suwanee.  Even in those areas, there are pockets I would refer out to someone that is better able to meet the needs of the seller.

That is the bottom line.  My goal is to meet the needs of my buyers and sellers. It isn’t about getting my fingers in every deal I can, it is about getting involved when I can make a positive impact.  The goal is to make sure that we do what is right for the consumer…  sometimes that means passing business along to someone better able to help.

from LilburnDwellings

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