Category Archives: Real Estate Analysis

House Prices Will Decline in 2010

Despite the optimism for a better 2010, house prices are not going to rise, HELOC money is not coming back, and the giant house party of the 00s has come to an end. Properties like today’s are a symptom of our collective hangover.

Irvine Home Address … 34 CAPISTRANO Irvine, CA 92602
Resale Home Price …… $840,000

{book1}

The party’s over
It’s time to call it day
They’ve burst your pretty balloon
And taken the moon away

It’s time to wind up
The masquerade
Just make your mind up
The piper must be paid

The Party’s Over — Nat King Cole

People have not accepted the fact that the The Party’s Over. Even our government and banking oligarchs are trying to re-inflate the housing bubble to avoid the consequences of their greed and incompetence. The mainstream media is full of stories about the bottom for house prices, many are planted by the NAR or their shills, but these stories reflect a concerted effort to either sell overpriced homes or keep people paying oversized loans. Some reporters and bloggers are telling the truth, and today I want to examine why house prices will decline in 2010, and why I am only predicting a small decline in the aggregate median numbers.

Prices are too High

The basic argument as to why prices will fall is not complex; prices are still too high by historic measures. As a recent article quipped, “…we
still have a 30% fall ahead of us and, as you know, we have a 30% fall
behind us. Better send in your mortgage payment.”

Calculated Risk put it this way: “House prices are not cheap nationally. This is apparent in the
price-to-income, price-to-rent, and also using real prices. Sure, most
of the price correction is behind us and it is getting safer to be a
bottom caller! But “cheap” means below normal, and I believe that is
incorrect.”The efforts of the Federal Reserve and the GSEs to reinflate the housing bubble have made payments affordable, but only falling prices is going to make houses truely affordable by conservative metrics.

Mortgage Interest Rates will go up

This is also a simple argument; interest rates are nearly zero, and based on the long-term chart, it looks like rates must move higher.

Perhaps the best evidence for concluding interest rates have bottomed and will soon move higher comes from Ben Bernanke, Chairman of the Federal Reserve, who recently refinanced his ARM to a fixed-rate mortgage. Our central banker converted to fixed because he knows the FED is not going to push interest rates lower. Actions speak louder than words, and Ben Bernanke called the bottom in fixed-rate
interest financing without saying anything.

How high will interest rates go in 2010? Morgan Stanley thinks they could hit 7.5% in 2010. That would be an unmitigated disaster for the housing market.

Lenders would rather see Real Estate’s Lost Decade. They don’t care if real estate prices go up as long as debtors are making their payments, but further price declines will create more losses, and they would rather see a slow and orderly increase in mortgage interest rates to support prices. It probably will not happen that way.

Foreclosures will Increase

CNN Money recently published an article titled, 3 reasons home prices are heading lower, where the authors cited (1) foreclosures, (2) rising interest rates, and (3) the end of the tax credit. Rising interest rates was mentioned above, and tax credit props made my list of caveats as to why people may not want to buy now. Foreclosures and Shadow Inventory made my list of 2009 Residential Real Estate Stories in Review, and it is the biggest unknown facing the market — it isn’t unknown as to whether or not this inventory exists; it does, what is unknown is when this inventory will hit the market. This inventory may be released and push prices lower more quickly, or it may be withheld to stop prices from falling. The lending cartel may wish for a slow release, but the instability of the cartel will probably make for a quicker one.

The median declines less than the values of individual properties

The changing mix — more sales will occur at the high end — will serve to make the reported median higher, it will not reflect increasing quality in what people are getting for their money, particularly individual properties at the high end which is likely to fall much more than the 2%-5% I am predicting.

The high end is rather unique because current comps are so few and far between that is is difficult to accurately measure what those houses are worth. Our market is characterized by high end delusion with many more properties currently asking prices that only a few buyers can afford. The plethora of high-end inventory — when the actual distress is reflected in the market — will cause large declines in the values of these properties. This will reverberate through the housing market as people substitute up to better properties for less money.

The net effect of more high-end transactions at lower price points is that the median changes very little; people are still spending the same amount of money, but the quality of what buyers get for this money is much higher. We can see 10%-20% drops in the prices of high end properties without much impact on the median, and this is exactly what I believe will happen.

For evidence of these forces in the market, examine today’s featured (previously) million dollar plus property.

Irvine Home Address … 34 CAPISTRANO Irvine, CA 92602

Resale Home Price … $840,000

Income Requirement ……. $180,523
Downpayment Needed … $168,000
20% Down Conventional

Home Purchase Price … $1,127,000
Home Purchase Date …. 6/9/2006

Net Gain (Loss) ………. $(337,400)
Percent Change ………. -25.5%
Annual Appreciation … -7.8%

Mortgage Interest Rate ………. 5.33%
Monthly Mortgage Payment … $3,744
Monthly Cash Outlays ………… $4,910
Monthly Cost of Ownership … $3,690

Property Details for 34 CAPISTRANO Irvine, CA 92602

Beds 4
Baths 3 baths
Size 3,000 sq ft
($280 / sq ft)
Lot Size 4,090 sq ft
Year Built 2002
Days on Market 68
Listing Updated 12/31/2009
MLS Number S600110
Property Type Single Family, Residential
Community Northpark
Tract Bela

According to the listing agent, this listing may be a pre-foreclosure or short sale.

Beautiful home in Northpark gated community with main floor bedroom with full bath, berber carpet, customized ceramic tile, granite counter tops and much more. In addition, there are also fountains in the front and back entrance.

The owner of this home paid $1,127,000 and timed the peak of 6/9/2006. He used a $845,250 first mortgage, a $169,050 second mortgage, and a $112,700 downpayment. The second mortgage on this property is listed as a HELOC, so the lender loss is completely dependent upon how much the borrower took out. I assume the max as this was opened at the closing as a purchase money mortgage. Perhaps someone more knowledgeable can comment on the recourse implications of a purchase money mortgage HELOC. How much use disqualifies a HELOC for non-recourse protections? This owner is probably asking an attorney these same questions, and I suspect the answers will not be favorable.

Homeowners are extremely leveraged. Without a return on their investment, many will succumb to the weight of their debt service payments and wash through the foreclosure system.

Watch the foreclosure phenomenon here under the telephoto lens of the Irvine Housing Blog.

US Exports Housing Bubble to Canada

The Canadians missed out on the Great Housing Bubble, but they are inflating one in the aftermath. O Canada!

2 NEVADA Irvine, CA 92606 kitchen

Irvine Home Address … 2 NEVADA Irvine, CA 92606
Resale Home Price …… $749,000

{book1}

O Canada!

Our home and native land!
True patriot love in all thy sons command.

With glowing hearts we see thee rise,
The True North strong and free!

From far and wide,
O Canada, we stand on guard for thee.

God keep our land glorious and free!
O Canada, we stand on guard for thee.

O Canada, we stand on guard for thee.

O Canada — Théodore Robitaille

Over the last few weeks, I have been watching a growing body of newspaper reports that express a concern that Canada is inflating a real estate bubble. They are, and the local media has every right to be concerned and sound the alarm. Watching the response of legislators and realtors (coming tomorrow), the similarities between the two situations become apparent. Let’s hope they stop the process before the bubble gets very damaging to their housing market and economy.

What if the Housing Bubble never happened?

When I wrote the post, the History of Fundamental Value, I created the chart below to illustrate the impact Federal Reserve Policy is having on prices and affordability and provide a conceptual foundation for the FED’s reasoning when it comes to housing and the economy.

Comparison of home prices and value - Irvine California - 1997-2009

Obviously, the Federal Reserve is focused on lowering mortgage interest rates to soften the deflation of the housing bubble, but what impact would these policies be having on our real estate market if we didn’t have a housing bubble? To answer that question, we need to look at a housing market not impacted by mortgage policies of the United States, but still dependent upon the United States for capital flows and interest rate policy; Canada is the obvious choice.

The Canadian Housing Bubble

Prior to 2009, there was little talk about a real estate bubble in Canada because there wasn’t one. Prices in Canada have stayed relatively close to cashflow value for many years. Despite their over-reliance on adjustable-rate mortgages, their market has been a model of stability — at least it was until the implementation of new interest rate policies of the United States, a policy required by our own housing bubble (“It (expanding FHA) was
an effort to keep prices from falling too fast. That’s a policy.
” — Barney Frank).

When the Federal Reserve in the United States lowered interest rates, it caused affordability to increase about 20%.

Cashflow Value increased 20% in 2009

We also know what will happen when the Federal Reserve allows interest rates, particularly mortgage interest rates, to rise back to the level of the market; affordability will fall, and so will prices.

This is what Canada is facing, Canada housing market still ablaze in November:

OTTAWA, Dec 15 (Reuters) – Sales of existing homes in
Canada jumped 73 percent in November from a year earlier
to
just below the record high for the month, the Canadian Real
Estate Association said on Tuesday.

The robust figures were in stark contrast to those for the
overall economy, which is still struggling to pull out of
recession. [You think?]

“The report suggests that the Canadian housing market
remains on fire as the combination of low mortgage rates and
still favorable buying conditions continues to spur buying
activity,” said Millan Mulraine, economics strategist at TD
Securities.

The central bank’s promise to keep its benchmark interest
rate at rock bottom at least until mid-2010, combined with
renewed consumer confidence, has fueled a house-buying spree in
Canada that has surpassed all expectations and raised fears of
a housing bubble that could explode when rates rise again
.

The real estate market slumped during the recession but
escaped a U.S.-style meltdown. In fact, in some regions demand
and prices merely eased from soaring heights seen before the
downturn, a correction that some economists think was overdue.

Existing home sales rose 5 percent in the first 11 months
of this year compared with the same period of 2008, but were
below levels for that period in each of the three preceding
years.

Year-over-year gains were biggest in British Columbia and
Ontario at 165 percent and 77 percent, respectively.

The average national price in November rose 19 percent from
a year earlier to C$337,231
($318,142). Year-to-date, the
average price was up 4.4 percent from the same period of 2008.

More housing supply was coming on to the market, CREA said,
as sellers were lured back by the strong demand and price
hikes. Listings rose 5 percent in November from October, the
biggest monthly jump since January 2008.

Even so, the strong uptake meant that inventories continued
to be drawn down from year-earlier levels for the seventh
straight month.

($1=$1.06 Canadian)

How much more obvious can this situation be? Interest rates create a 20% increase in affordability, and during the depths of a deep recession, Canadians managed to make house prices go up 20%. Hmmm… I think cause and effect would indicate that prices have bubbled to match interest rates, and they will go back down when interest rates go up.

{book3}

Some in Canada see the problem, “However, there was some concern about the unexpected and
unsustainable nature of the two main sources of growth – utilities and
housing sales – even as Ottawa warned this week of an overheating
property market and recent real estate data shows the property buying
spree continued in November. “Neither a cold winter nor a hot
real estate market is a sustainable source of economic growth,” Erin
Weir, an economist with the United Steelworkers, wrote in a note.” There are many in California who would argue that you can sustain an economy solely on increasing real estate prices, particularly with HELOC access to the appreciation.

The fears Canadians feel about their housing market are well founded — not that the politicians will say so…

Canada Denies Housing Bubble

Is it the responsibility of politicians everywhere to deny the obvious and foster dreams of Bailouts and False Hopes? They seem to excel in this area, Canada minister sees no housing bubble at present:

“If we see — which we have not seen — but if we see clear
evidence of an upward bubble, particularly with respect to
insured mortgages, then we have some tools available which
we’ve used before and we can use again,” he said in his Ottawa
office.

We have tools. LOL! I feel totally secure knowing the government has a tool like this guy in charge of finances.

Flaherty said it was not surprising to see substantial
activity in the mortgage and housing markets given low interest
rates and the fact that people had held back on big investments
during the recession.

He said he was not as concerned about housing prices so
much as the ability of Canadians to service their debt.

“I’m more concerned about affordability (of mortgages) and
people not being lulled into a false sense of security, taking
out relatively low interest-rate mortgages, when we all know
that the mortgages rates have only one way to go over time —
and that’s up,
” he said.

Sorry to break the news to you Mr. Finance Minister, but you have inflated a housing bubble, and it will cause problems in your country as it did in ours. At least I give you high marks for choosing to do nothing about it. Perhaps the stooges in charge of our housing market can learn from you and do nothing further.

2 NEVADA Irvine, CA 92606 kitchen

Irvine Home Address … 2 NEVADA Irvine, CA 92606

Resale Home Price … $749,000

Income Requirement ……. $159,711
Downpayment Needed … $149,800
20% Down Conventional

Home Purchase Price … $710,000
Home Purchase Date …. 7/10/2003

Net Gain (Loss) ………. $(5,940)
Percent Change ………. 5.5%
Annual Appreciation … 0.8%

Mortgage Interest Rate ………. 5.26%
Monthly Mortgage Payment … $3,313
Monthly Cash Outlays ………… $4,300
Monthly Cost of Ownership … $3,270

Property Details for 2 NEVADA Irvine, CA 92606

Beds 4
Baths 2 full 1 part baths
Size 2,900 sq ft
($258 / sq ft)
Lot Size n/a
Year Built 1999
Days on Market 6
Listing Updated 12/23/2009
MLS Number 12132953
Property Type Single Family, Residential
Community Irvine
Tract Cb

GREAT HOME IN GATED HARVARD SQUARE. VERY OPEN & DESIRABLE FLOOR PLAN HOME LOCATED ON A QUIET CUL-DE-SAC STREET. LARGE KITCHEN WITH ISLAND ADJACENT TO OVERSIZED FAMILY ROOM. GOOD SIZE YARD.

ALL CAPS. Little info.

These owners appear to be attempting a breakeven exit, and with today’s interest rates, they will probably get their wish. There is a $568,000 first mortgage, and a $190,000 HELOC opened a year later. If they took out the HELOC and extracted their downpayment, they have little to lose other than their credit score… Oops, that is already trashed…

Foreclosure Record
Recording Date: 07/09/2009
Document Type: Notice of Sale (aka Notice of Trustee’s Sale)

Foreclosure Record
Recording Date: 03/30/2009
Document Type: Notice of Default

Las Vegas’s Housing Bubble

Since I was writing today about exported housing bubbles, I want to remind you that we have the textbook case of an exported housing bubble in nearby Nevada. Loose financing explains much, but California equity locusts made this happen…

Hard Landing Las Vegas

What will Canada’s housing bubble look like?

Will the Federal Reserve Take Over?

The Federal Reserve currently controls mortgage interest rates through its direct purchase of Agency debt. Now that we have given the Federal Reserve this ability, are they going to keep it?

6 LAKEVIEW 73 Irvine, CA 92604 kitchen

Irvine Home Address … 6 LAKEVIEW 73 Irvine, CA 92604
Resale Home Price …… $700,000

{book1}

Tear down these walls for me
Stop me from going underYou are the only one who knows
I’m holding back

It’s not too late for me
To keep from sinking further
I’m trying to find my way out
Tear down these walls for me now

These Walls — Dream Theater

Today, I want to start with a simple question: What would it be like if everyone in California won the lottery at the same time?

There was a scene in the movie Bruce Almighty where Jim Carry’s character is given the power of God, and with it the commensurate responsibility to answer prayers. In frustration, he answers “yes” to everyone. In the next scene you hear people lamenting how they won the lottery and had to split it with so many people very little was gained.

The combination of kool aid intoxication and lender greed results in access to appreciation through HELOCs and a near-lottery payoff for every homeowner in California. It is as widespread as everyone winning the lottery except: no dilution. In fact, it is the nearly the opposite of dilution — the activities of a few borrowers bidding up prices provides wealth for every homeowner in the area.

The Federal Reserve could make prices go up. They have already artificially increased affordability by 20% or more by lowing interest rates a full point below market value. If the Federal Reserve wanted prices to go up, there is no limit to how low they could take mortgage interest rates. It might be tempting if the Federal Reserve had a reason to do so.

If appreciation returns to California, and if lenders and investors repeat previous mistakes (give away HELOCs like crack to an addict), then the economic stimulus will be huge — It was last time — homeowners borrowed and spent their futures believing tomorrow would never come; it didn’t. People defaulted on HELOC debt and faced no restitution or retribution.

For those of us who did not participate in the bubble, our perception of events and the incentives of the system matters. We know from observation that next time we will face few consequences, and we will be bailed out if it gets really bad. This will change borrower behavior — our behavior — and not for the better.

Federal Reserve induced appreciation is moral hazard leading to a larger Ponzi Scheme.

{book4}

I don’t think our legislators really comprehend the problem. Government financing is a massive Ponzi Scheme, so even if regulators were to recognize the oft ambiguous signs of a Ponzi Scheme credit bubble, I doubt anything would be done. Legislators do not see bubbles as a danger, and they do see economic expansion as a societal good, so if a housing bubble grows the economy, regulators will usually go along for the ride and wait to point fingers and affix blame later.

I have proposed solutions for Preventing the Next Housing Bubble, but anything that limits the ability of lenders to push debt service thresholds higher will be met with fierce resistance. The government does not mind seeing 40% or more of the incomes of its
citizens go toward debt service — the Finance Oligarchs have plenty of
lobbying money with so much of your income going toward their
profitability. Will they use this power to take over? Haven’t they already?

Federal Reserve as God

I am becoming more and more concerned that we will go the road of inflating another bubble to stimulate the economy. What would happen if the FED took mortgage interest rates down to 3%? Since they are the buyer of all GSE debt, they can pay as much as they want and drive rates as low as they want.

What if the Federal Reserve kept control of the real estate market permanently through setting mortgage interest rates? Any time we need to stimulate the economy, the FED can lower mortgage interest rates which will (1) increase prices, (2) increase borrowing and (3) provide stimulus through HELOC spending. When the FED wants to cool the economy down, they can (1) raise mortgage interest rates, (2) decrease borrowing (and appreciation) and (3) reduce the HELOC stimulus to the economy.

Mortgage interest rates can be controlled independently of the Federal Funds Rate (within some constraints) giving the Federal Reserve another tool for managing our economy besides setting the Federal Funds Rate. The “wealth effect” of real estate has proven it can stimulate consumer spending in a recession.

Hmmm….

I don’t know about you, but I think the Federal Reserve with that much power is a bit scary. I also fear that is where we are going. Isn’t the argument I laid out for giving the Federal Reserve permanent control of mortgage interest rates compelling to legislators? The idea has the short term benefit of economic expansion, and any problem — like the fact it is a Ponzi Scheme — can be pushed to a later date. when the Ponzi Scheme does finally blow up, there are plenty of opportunity to blame someone else. It is the perfect solution for a politico.

6 LAKEVIEW 73 Irvine, CA 92604 kitchen

Irvine Home Address … 6 LAKEVIEW 73 Irvine, CA 92604

Resale Home Price … $700,000

Income Requirement ……. $144,283
Downpayment Needed … $140,000
20% Down Conventional

Home Purchase Price … $689,000
Home Purchase Date …. 9/16/2003

Net Gain (Loss) ………. $(31,000)
Percent Change ………. 1.6%
Annual Appreciation … 0.2%

Mortgage Interest Rate ………. 4.96%
Monthly Mortgage Payment … $2,993
Monthly Cash Outlays ………… $4,090
Monthly Cost of Ownership … $3,100

Property Details for 6 LAKEVIEW 73 Irvine, CA 92604

Beds 3
Baths 2 full 1 part baths
Size 2,366 sq ft
($296 / sq ft)
Lot Size n/a
Year Built 1977
Days on Market 3
Listing Updated 12/3/2009
MLS Number P712738
Property Type Single Family, Residential
Community Woodbridge
Tract Al

According to the listing agent, this listing may be a pre-foreclosure or short sale.

Huge 2,366 sq ft beauty gated home! 3 BR plus office (can convert to a 4th BR). Steps to the lake and desirable lakes in popular Woodbridge. Gated community. Partial Lake views from kitchen, entry and bedroom. Take an evening stroll around the lake in the safest city in the U.S. Lovely 3 bedroom condominium plus bonus gorgeous wall-to-wall cherry wood office (with its own entrance) with lots of views throughout and tons of UPGRADES! Crown molding, granite countertops, real ‘waterfall’ as you enter the home which can be used as koi pond or enjoy its serenity. An entertainer’s delight. Gorgeous interior with crown molding throughout. Lots of open space. This home is huge and has the feel of a SFR. Remodeled bathrooms, office. Hugest garage on the block with above storage in garage. Lagoon, beaches and tennis courts nearby. This model rarely on the market! Walk to Woodbridge Theatre nearby, or Toy Store or Candy Store. This is definitely a ‘dream‘ location and home unlike any other!

Personally, I would very much like to live near either of the lakes in Woodbridge; although, the north lake is my favorite of the two due to the complete shorline walking trail. If I lived in this neighborhood, I would probably go for a walk around the lake each evening, get to know its moods and rhythms. It is one of the few suburban places where you can get a touch of nature; albeit a planned and civilized touch of nature.

The owner’s of today’s featured property had been paying down the conventionally amortized first mortgage, but is looks as if the $150,000 stand-alone second was too much for them.

Foreclosure Record
Recording Date: 11/09/2009
Document Type: Notice of Default

It is possible the owners are having problems with unemployment, and I expect we will see more listings where there is no apparent reason for default. Unemployment is high, and despite the recent one-month decline, we will likely not see a peak in unemployment until mid to late 2010, and it will take years afterward before the unemployment foreclosures are washed through the system.

Sell a Home: Cash Listing Services

The second of a three part series exploring an owner’s options when they decide they want to sell their real estate. Today our featured property is a pergraniteel condo trying to get out at their 2003 purchase price.

4 SPRINGFIELD Irvine, CA 92604 kitchen

Irvine Home Address … 4 SPRINGFIELD Irvine, CA 92604
Resale Home Price …… $349,000

{book1}

I was dreamin’ when I wrote this
Forgive me if it goes astray

But when I woke up this mornin’
Coulda sworn it was judgment day

The sky was all purple
There were people runnin’ everywhere

Tryin’ 2 run from the destruction
U know I didn’t even care

‘Cuz they say two thousand zero zero party over
Oops out of time
So tonight I’m gonna party like it’s 1999

1999 – Prince

Sell a Home Series

Today is the second of three parts where I examine the
conditions, circumstances and options owners face when they want to
sell their homes:

Sell a Home: For Sale By Owner

Sell a Home: Cash Listing Services

Sell a Home: Conventional Brokerage Listing

{book2}

Cash Listing Services

I still consider Cash Listing Services under the umbrella of FSBO
because the owner is acting as their own agent even though a broker is
now involved to some degree. When FSBOs realize they can’t
beat the system, they set out to find a way to minimize their costs
working within the system.

There are many brokers out there that run MLS listing services. For
anywhere from $250 and up, a broker will list your property on the MLS
and eliminate the 3% buy-side commission. The level of support after
that varies, but as you can imagine, it is not very much. Someone
probably looks over documents (someone should, their license is on the
line), but there is little assistance in filling the documents out.

On the plus side, this does get the property on the MLS which
overcomes the primary weakness of FSBO; lack of exposure. Greater
exposure generally makes for a higher sales price, or to be more
precise, greater exposure increases the probability of encountering the
buyer willing to pay the highest amount for a property.

A klutzy FSBO may find a premium cash buyer at Starbucks, but the odds of that happening are about like hitting the lottery. The greater the individual exposure a property receives, the greater the likelihood that the right buyer is going to see it.

In addition, exposure increases the likelihood of multiple offers, a
situation that serves to further motivate buyers. The FSBO who finds
the best buyer in a non-competitive process will find that buyer less
motivated to bid higher and that same buyer feels no urgency to close.
The lack of a exposed bidding process means the buyer is not motivated and feels no urgency and thereby the buyer is less valuable to the seller. A buyer obtained through a high-exposure process will be a more motivated and more valuable buyer.

Cash Listing Services take cash!

Most services require an up-front fee for listing properties on the
MLS. They don’t care whether or not an owner enters into a transaction
as long as many FSBOs want to try (don’t be surprised if I launch an
FSBO listing service as a separate venture. The service has client
value if done properly.) The small fee stops most FSBOs because they
loathe spending money, even $300 if they have no guarantee of success.
This is also an area of enticement to the Dark Side of full commission
brokerage (using an agent is the failure of an FSBO if you accept their
mindset); full commission brokers will not charge any fees unless they
close a transaction. That is the alignment of interests that makes the
commission system work.

How much commission to pay?

Once you enter the world of cash listing services or discount
brokers, you can pay less than the full 6% most listing agents demand.
The question is how much less?

If you list with a cash listing service (or a relative), you pay for
the listing, so you cut out 3%. You can set the commission at whatever
level you feel motivates buyers agents who work the MLS. If you get
cheap and put 1%, clients of buyers agents will still see the property
on the MLS, and I am sure the buyer’s agent will work just as hard for
1% as they would for 3% in a normal transaction…. Do you see the
problem? Human nature gets in the way.

If you are a motivated seller, you might take advantage of a cash listing agent (why not spend the money when you know you
are going to sell the house). You can set the total commission at 4%
and have it all on the buy-side. This will entice every buyer’s agent
on the web to see your property; human nature again.

The next level up is a discount broker which is another version of
the reduced service and reduced price model. You can get commission
down to 4.5% (1.5% list and 3% buy), and there are various grades of
discount brokers going up to 6% full-commission brokers. These may be
good alternatives to sellers with various levels of expertise to help
the process along.

Seller is responsible for MLS marketing presentation

How much of a problem this is depends on the sellers skills in
marketing and their attention to detail. An MLS presentation has few
data points, so each one is important. The sellers who list with these
services (it may be the servicers fault as well) do an amazingly poor
job at presenting their properties; the descriptions are short,
inaccurate or missing entirely, the pictures are of low resolution,
poorly staged and poorly lit; in short, everything that can be wrong
generally is wrong. Again, many have skills here they can exploit, but
with FSBOs the MLS presentation quality — or lack thereof — speaks
for itself.

Advertising outside the MLS is still the seller’s responsibility

Being cost conscious, most FSBOs do not undertake a meaningful
property awareness campaign (many full-service brokers don’t either,
but that is another issue). Some will take out a Craigslist ad or other
classifieds, and some will print up fliers, but their efforts will be
measured in the hundreds of people and the tens of potential buyers —
none of which may be interested in the property. Most sellers don’t
have the resources or the expertise to reach a large number of buyers
and make a real difference in their efforts outside the MLS.

It is costly to reach people by conventional means even for the
established brokerages. Print media is dying, and most people look to
the internet today to find real estate (National Association of
Realtors studies show 84% of buyers now use the internet as their
primary method of finding properties). How is a novice FSBO going to
navigate those waters? Most don’t try.

Full-Service Brokerage

Tomorrow, I am going to explore the good and the bad of the full-commission model.

Cash Listing Services are a good option

There is money to be saved here, and this method does overcome the main problem of FSBO, lack of exposure. In fact, for the very motivated or those that must sell, this is probably the best method because it allows the seller to increase the motivation to buyers agents while reducing their overall cost. For the motivated with some expertise, this is the way to go.

4 SPRINGFIELD Irvine, CA 92604 kitchen

Irvine Home Address … 4 SPRINGFIELD Irvine, CA 92604

Resale Home Price … $349,000

Income Requirement ……. $72,264
Downpayment Needed … $12,215
3.5% Down FHA Financing

Home Purchase Price … $324,000
Home Purchase Date …. 10/30/2003

Net Gain (Loss) ………. $4,060
Percent Change ………. 7.7%
Annual Appreciation … 1.2%

Mortgage Interest Rate ………. 5.00%
Monthly Mortgage Payment … $1,808
Monthly Cash Outlays ………… $2,390
Monthly Cost of Ownership … $1,780

Property Details for 4 SPRINGFIELD Irvine, CA 92604

Beds 3
Baths 1 full 1 part baths
Size 1,230 sq ft
($284 / sq ft)
Lot Size n/a
Year Built 1977
Days on Market 11
Listing Updated 11/9/2009
MLS Number H09119075
Property Type Townhouse, Residential
Community El Camino Real
Tract Wdjb

STANDARD SALE!! NOT A REO & SHORT SALE. Totally remodeled kitchen with new kitchen cabinets, granite counter tops new stainless dual sink, new micro wave, new gas oven,new powerful garbage disposal,new interior paint,laminate flooring throughout,newly installed Mirror closet doors. Close to Irvine high,Heritage park, UCI.Ready to move in!!! Very motivated seller. Make an offer !!!

Today’s featured property was purchased back in 2003, and despite the artificially low interest rates, this property is going to sell 6 years later for no gain. The owners have been conservative with their mortgage, so if they can get this asking price, they will escape with some equity.

Sell a Home: For Sale By Owner

The first of a three part series exploring an owner’s options when they decide they want to sell their real estate. Today’s featured property is part of a trend toward WTF listings in Quail Hill.

111 PAGEANTRY Irvine, CA 92603 kitchen

Irvine Home Address … 111 PAGEANTRY Irvine, CA 92603
Resale Home Price …… $1,449,000

{book1}

Hey look me over
Tell me do you like what you see?
Hey,I ain`t got no money
But honey I`m rich with personality
Hey,check it all out
Baby,I know what it`s all about
Before the night is through
You will see my point of view
Even if I have to scream and shout

Baby, I’m a Star — Prince

Every man’s home is their shining star. Some dress it up with elaborate pretense; others pare it down with sublime beauty, but every owner adores their star just the same.

Whenever you are parting with a superstar they should be yanked from your grasp by an aggressive bidder who recognizes the regal beauty of your magnificent gem….

Ooooh…

Channeling the fantasies of sellers everywhere….

Sellers almost universally believe their properties are more valuable than comparable properties if for no other reason than it is theirs, and they are entitled to a premium. You can imagine that pregnant moment for a listing agent when the seller is about to blurt out a price they want to offer… is it going to be reasonable or 40% over comps? Yikes!

Sell a Home Series

Today is the first of three parts where I examine the conditions, circumstances and options owners face when they want to sell their homes:

Sell a Home: For Sale By Owner

Sell a Home: Cash Listing Services

Sell a Home: Conventional Brokerage Listing

{book2}

What Do Sellers Want to Accomplish?

The answer sounds easy: sell their house, but there is more to it than that. The terms and conditions of the sale matter greatly, and when examining a seller’s deeper motivations, we see they want to accomplish three important things:

  1. Sell their home and maximize their net gain
  2. Get through the process with a minimum of effort and stress
  3. Avoid legal and financial liability for problems with the transaction

When sellers ride off into the sunset cash-in-hand, they want to believe the transaction is complete and they got the most money with the least stress and effort. If they believe that, they are happy; if it is true, even better.

Sell their home and maximize their net gain

The net is what matters. When the seller gets his check from closing, he has no ties to the property, and the check is the sum of his remaining equity after all fees and costs have been paid, including the hefty realtor commission. Commissions are high enough that sellers are motivated to search for alternatives to eliminate the 6% fee coming out of the closing check.

In the end, agents must justify their fees to remain in business. Apparently, for all its flaws, this business model endures. Someone somewhere must be obtaining some benefit, so let’s see what those benefits are.

Get through the process with a minimum of effort and stress

Nobody wants to work or have any stress. If people could sit at the pool sipping Margaritas while someone sold their house and came back with a check, most people would chose to do that (have you been to a Lexus dealer?) To the degree sellers are willing to engage themselves in the process — work — they can save themselves money.

Many sellers have special expertise, they may have a real estate license, or they may just be brave and smart and know they can do it themselves. Sellers will find comfort (or stress) to the degree they have expertise in marketing and sales of real estate. If they have never done anything like it before, there is much to learn.

Avoid legal and financial liability for problems with the transaction

Nobody wants to have long-term financial liability. When a seller has that closing check in hand, they want assurance (or insurance) that the buyer cannot claw back at the money in that closing check later on.

Most people do not think about the liability involved because the transactions are usually handled through licensed brokers who have standardized forms they know how to fill out to ensure the transaction is proper. Brokers carry errors and omissions insurance to make sure an insurance company with deep pockets is there to step up if a serious problem occurred, and brokered transactions are generally financed transactions which will also have property liability and title insurance in case there are hidden claims on title (a big problem for trustee buyers). With the layers of liability protection in most transactions, sellers are secure. When they go FSBO, they need to figure out the insurances and liabilities on their own.

What prevents sellers from accomplishing their goals?

Sellers face four main obstacles achieving their objectives:

  1. Finding a buyer who will pay the most money
  2. Capturing the interest of motivated buyers who find the property
  3. Conducting the negotiation in a way that maximizes revenue
  4. Managing the documents necessary to properly complete the transaction

I will go over each of these goals as we explore an owner’s options. Real situations illustrate these obstacles best.

What are owner’s options for selling their property?

There are (3) main paths owners can take when they want to sell their properties:

  1. For Sale By Owner (FSBO)
  2. Cash Listing Service (MLS access)
  3. Conventional Brokerage Listing

For Sale by Owner is much maligned by realtors for a simple reason; each FSBO is a commission lost. They see an FSBO as a failure; I see them as someone who used their skills and talents to their advantage.

When I worked for a homebuilder in Florida, I designed and general-contracted my own house. I suppose I should be hearing from the American Institute of Architects and the Building Industry Association for cutting them out of a transaction, but I doubt they care. When I built my house, I saved 10% or more because I used my industry training to my advantage. Why shouldn’t FSBOs?

Eliminating the brokerage commission is tempting, and many people explore that option (like you today). If they did not already know, FSBOs soon discover the range of tasks and responsibilities that befall them acting as their own agents.

The Six Challenges of FSBO

There are six major obstacles an owner must overcome to sell their own home:

  1. Selling property is time consuming
  2. Marketing is difficult
  3. Negotiation is difficult
  4. Escrow is difficult
  5. Offers/buyers tend to be bottom fishers
  6. Buyers are difficult to find

Any of these six challenges cause owners who consider FSBO to either (1) change their minds or (2) attempt FSBO and fail to sell their property. The latter outcome is a complete waste of time and energy — which many owners go through before they explore some level of agent assistance.

Selling property is costly and time consuming

What is the value of a seller’s time? There is a time requirement to complete the tasks necessary to sell a property. Some FSBOs think that all they have to do is put up a Craigslist ad and wait for competing offers over their asking price to be emailed to them within hours, probably not going to happen.

When sellers decide to work with an agent, sellers still must (1) keep the property clean and (2) staged to a reasonable degree and (3) be flexible with showings; however, the marketing, negotiation, and paperwork tasks are handled by the agent — at the agent’s expense. If a owner goes FSBO, all the tasks related to the sale must be performed by the owner — and paid for by the owner.

If the property is staged and professionally photographed, and possibly even maintained at the expense of the agent, it is an expected part of doing business, but when owners are faced with these same tasks (the ones that cost money), few FSBOs do what is necessary to present the property at all much less do it well.

Marketing is difficult

Whether a task is easy or difficult depends on the talent and experience of the individual, but in social environment, the difficulty of a task can be noted in the results it produces. Have you noticed FSBO presentations are uniformly bad? Some of the awful ones I have profiled are not outliers. Go to Redfin and look for the little pink houses and see for yourself. Marketing is a major challenge for most FSBOs.

Negotiation is difficult

Some people are skilled negotiators, and others consider it conflict to be avoided. This is an area where a good agent really can make a difference, but it is a challenging thing to get sellers to believe. Sellers all want to believe they are great negotiators who will obtain top dollar; unfortunately, most sellers are far too emotional about their own property, and they fail to close the deal because of it. Some get offended by a buyer’s comments about their questionable taste and refuse to negotiate — the list goes on. After a few deals fall apart, the emotions of fear creep in, and FSBOs often succumb to a lowball offer below price levels they rejected earlier.

Most sellers are not seasoned negotiators who handle these transactions routinely and are trained not to let their emotions get the better of them (many agents aren’t either). Part of the advantage of routine handling is access to and familiarity with standard forms. Agents have standard forms parties recognize that helps facilitate negotiation by calling attention to important deal points and simultaneously providing escrow instructions that make the transaction close quickly.

Escrow is difficult

Many FSBOs get a deal with a handshake, and they are shocked when it does not close. There are many pratfalls that prevent deals from closing, the most important of which are financing and inspection. There are a myriad of details and disclosures most FSBOs know little about. Without assistance in preparing the documents, even preparing escrow instructions will be difficult as key terms may be missing or contradictory.

Services are available to help sellers with the three difficulties listed above, but this assistance often comes at a price. Sellers who go FSBO do so because they want to make more money. Few recognize where there is a need to spend a few dollars efficiently, so they spend nothing at all, and they do not get the help available to them to close the deal.

Offers/buyers tend to be bottom fishers (and FSBOs are the bottom)

Because FSBOs rarely present themselves well, they actually become targets for bottom fishers. Professional flippers in particular are fond of buying from FSBOs. The flipper reasons the seller has 6% more they can drop the price and still close the deal (which using the FSBOs own logic, they do); therefore, FSBOs are perfect targets for lowball fishermen. A patient flipper can catch a frustrated FSBO with an offer just before they give up; they know the FSBO is more likely to take the deal in the hand rather than two in the 6%-off bush. Professional flippers and bottom fishers make a living off FSBO frustration among other opportunities they exploit.

Buyers are difficult to find

By far the biggest problem faced by FSBOs is the difficulty in finding buyers. If they are not on the MLS, nobody sees them. The odds are long of finding the buyer willing to pay the most money by marketing a non-MLS property on Craigslist or with a printed flier. This is the primary reason FSBOs fail.

Once FSBOs realize nobody willing to pay market value is finding their property, they explore ways to get onto the MLS.

Cash Listing Services

Tomorrow, I am going to explore the good and the bad of cash listing services and discount brokers.

FSBO is a good option

I may be overselling the bad case, but I want to be clear and
accurate about the perils facing sellers trying to sell on their own. There is money to be saved here, and if owners
have the expertise to sell a property and save the extra money, they
certainly should do so; I know I will when the time comes again, but I
suppose since I am a broker now, that doesn’t count as FSBO anymore.

{book3}

Today’s featured property was not effected by the bubble, and it has appreciated at 5.4% per years since 2004… WTF?

111 PAGEANTRY Irvine, CA 92603 kitchen

Irvine Home Address … 111 PAGEANTRY Irvine, CA 92603

Resale Home Price … $1,449,000 WTF

Income Requirement ……. $298,665
Downpayment Needed … $289,800
20% Down Conventional

Home Purchase Price … $1,064,500
Home Purchase Date …. 2/27/2004

Net Gain (Loss) ………. $297,560
Percent Change ………. 36.1%
Annual Appreciation … 5.4%

Mortgage Interest Rate ………. 4.96%
Monthly Mortgage Payment … $6,195
Monthly Cash Outlays ………… $8,130
Monthly Cost of Ownership … $5,900

Property Details for 111 PAGEANTRY Irvine, CA 92603

Beds 5

Baths 4 full 1 part baths
Size 3,700 sq ft
($392 / sq ft)
Lot Size 7,800 sq ft
Year Built 2004
Days on Market 5
Listing Updated 11/26/2009
MLS Number S597065
Property Type Single Family, Residential
Community Quail Hill
Tract Sien

This rare, CUSTOM Plan 1 has been ENLARGED to 5 bedrooms–THREE of which are HUGE bedroom SUITES–with one suite + retreat down–4.5 baths, an upgraded tech center, situated on a PREMIUM CORNER LOT w/unparalleled PRIVACY & peek-a-boo views on one of the highest streets in Sienna w/a direct access 2-car garage + long driveway. The chef’s kitchen has a center island breakfast bar + nook, stainless steel appliances with a six-burner gas cooktop, granite counters, full designer tile backsplash, under-cabinet & recessed lighting, double ovens, microwave, a built-in fridge & walk-in pantry. The great room has a fireplace w/brick surround, built-in media center & an added 6 ft. picture window. The opulent master has a built-in media center & sitting area. The ENORMOUS BACKYARD includes a built-in BBQ w/Viking grill, covered patio, flagstone hardscaping w/a raised outdoor seating area, a fountain, & children’s play area. Quail Hill offers award-winning schools & a multiplicity of amenities.

rare, CUSTOM Plan 1? Do those words put together seem incongruous to you? Get your rare, custom tract home here….

My data source shows a couple of HELOCs on this property, buy nothing else. It may be owned free-and-clear and the HELOCs are emergency access to equity funds (a good arrangement if you limit it to true emergencies). These owners have plenty of room to negotiate, if they really want to sell the house, the price will need to come down significantly.