Archive for the 'Current Issues in Real Estate' Category
Whenever I go on a listing appointment, I generally find that the seller already has a “number in their head” about what their home should sell for. This number can come from various sources. It is – unfortunately – almost always higher than the current market can command.
In truth, I can’t blame sellers for this…their minds have been levered to continued price increases to such an extent that the current market has left most sellers blind sided.
The first thing I often hear is that “I need to get X out in order to buy my next home which I can now get for Y because its gone down in price. The trouble if the property you want to buy has gone down so much in price, chances are the property that you want to sell has gone down by a similar percentage. Wishful thinking is often the culprit here. Markets are fluid – that was fine when prices were going up – but it also holds true when prices decline.
Misinformation is another issue. Many sellers look at what their neighbor is asking for their home. Asking isn’t getting. Many listings are overpriced in this market – so setting your price on the basis of other listings is not a wise strategy.
“But my neighbor sold their house for X just six months ago!” Six months is a lifetime in a depreciating market. If your market is depreciating – and many markets still are – then prices have decreased over six months.
Zillow zestimates and other information on the internet may or may not be accurate. Zillow has been off as much as 25% in our area. So if the zestimate of your property seems too good to be true, it probably is.
If you need to sell, price your home competitively – this is particularly important in a declining market where inventories are high and buyers are few. Overpricing your property will result in fewer or no showings. The property will sit as the market declines further – resulting in an even lower price down the road. Overpricing a home is just about the worst thing you could do in this competitive market.
© 2010 Ruthmarie G. Hicks – http://thewestchesterview.com – All rights reserved.
This segment on the Daily Show was very disturbing. Normally I find Jon Stewart a laugh fest. But the fact that one Senator could block unemployment insurance extension during the worst recession since the Great Depression is NOT funny.
Clients ask me where the Westchester real estate market is going. I have to be honest with people. I have definite thoughts about how interest rates and expiring tax credits are going to impact the market – but another wild card remains – unemployment along with under-employment.
My own former career fell victim to outsourcing combined with an influx of H1-B employees from abroad. With absolute stunning speed, I watched as prospects for employment at a livable salary evaporated into smoke. This happened several years ago and the only reason this is relevant to the discussion is that my story is not unique. Earning capacity has gone down -even for those who are fortunate enough to be employed. Housing can’t completely recover until the employment issues and stagnating pay are addressed. These are issues that are bigger than the real estate market but the point is that the housing crisis does not exist in a vacuum.
© 2010 Ruthmarie G. Hicks – http://thewestchesterview.com – All rights reserved.
Yesterday I showed a foreclosure. Until fairly recently, Westchester hasn’t witnessed much in the way of “underwater” home ownership. We’ve always had our share of foreclosures, but they were far from commonplace. The house was a mess. The walls contained broken dreams of home ownership and you have to wonder about the people who lived there.
There have been a lot of blogs written lately about who is to “blame” for the housing bubble and its disastrous aftermath. Some bloggers blame lenders, some blame agents, brokers, NAR, the Fed, home owners…the list goes on and on.
But one common thread I find very discouraging are blogs which lay blame on the homeowner who was underwater. They should have KNOWN better. They were GREEDY. They were IRRESPONSIBLE, they were this, they were that…
In truth, the housing debacle is as much a result of the decimation of the middle class as it is about a housing bubble itself. Families have found the ground shifting under them faster than they could ever have imagined. Many homeowners have found themselves into the horns of a dilemma. This is the story of my generation. As a forty-something I’ve felt the sands shifting under my feet ever faster. I have found myself scrambling to earn those ever elusive extra dollars that will allow me to keep my own home – even as I help my clients sell theirs.
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You know that your real estate market is expereincing a shake-up when an article about it in Inman News. The post was actually a reposting of an original article written by “The Real Deal” by Amy Tennery called Westchester real estate shake-up: Brokerage world sees shuffling of agents as firms shutter and consolidate during downturn.
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My initial rant on this topic was posted both here – and on Active Rain where I have another blog. Active Rain attracts many from the industry itself – unlike this blog which is more consumer facing. So I thought I would paste a link over to that blog and I have put together a follow-up since that posting created such a stir.
Since there was such a debate over my blog on designations and their relative value, I thought it would be nice if I culled through the responses in order to get a consensus and also offer up some references for further reading.
There were 41 responders to the blog – excluding those who posted more than once and of course my responses. There were three distinct camps:
1. 49% Felt designations were of dubious value (I included myself in that group.)
2. 29% Felt that having one or two made sense.
3. 22% Felt that felt multiple designations were valuable.
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Ok – so by the criteria in my title I could declare more designations than most – since my name is relatively long. But recently I ran into an agent that had the following designations on her card ….”Sally Smith, ABR, GRI, CDPE, CRS, & EPro.” Ya gotta be kidding me! This person has more designation letters then letters in their name. It must be exhausting to write all that after your name!
Personally, I have a problem with designations simply because the testing required doesn’t have any teeth to show that the agent actually learned something. Much of the testing is open book – and sustaining the designation involves paying your way and has nothing to do with learning new skills.
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Kris Berg wrote a very compelling post on Inman yesterday Don’t Forget the Customer The article was spot-on about how brokerages function – and often how the function to the detriment of the consumer.
Now, I think most consumers would understand that in order to keep their doors open, a brokerage needs to be profitable. The bottom line for any business is that they must turn a profit or close their doors. Ideally, profitability should be tied to customer service. The agents of a brokerage should provide outstanding customer service including intelligent negotiating skills, a fine marketing plan, and service that smoothes the transaction process. Unfortunately, that model is not the prevailing one among brokerages.
The way brokerages function often is a mystery to the consumer and it often comes as a shock to new agents who think that the brokerage is there to “support” them. After all they are paying very hefty splits to the brokerage -supposedly for leads and support and training from the brokerage. And therein lies the rub for the consumer. Most brokerages disconnected from customer service and the newly licensed agent course became the big cash cow. They recruited and recruited throwing anyone with a license and a pulse up against a wall and hoping that something will stick. Even a non-productive agent had a couple of good deals in them from family and friends.
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This is a story about selling your home during a housing recession.
Sellers with homes listed today will be able to identify with some of the antics that buyers in a bear market will pull. But this is about a listing that was active 14 years ago in 1996 – during another deep housing recession. I wasn’t a real estate agent at the time, I was a seller. My mother had just died after a prolonged illness and I was listing her house for sale. The house in question was a beautiful 1932 Tudor sitting on prime property with sweeping golf course views in wonderful residential area in White Plains. There was a good deal of emotion involved since the home in question had been designed by my Grandmother and built by my Grandfather.
Although I wasn’t an agent I was smart enough to read the newspapers and so I know it was a crummy market. The house would have been worth roughly $600k just a few short years ago – but in 1996-1997 I was hoping for about $550k – but knew I would probably only see a litte more than $500k. Gut instinct told me to rent the place, but my co-executor was adamant that the house had to be sold.
Nothing prepared me for the crazy home buyers that came through looking for a “deal.”
90% of them were bottom-feeders looking to steal a house – and looking for ANY excuse to chisel the price to the bone. My beleaguered broker came to me with all sorts of concession requests – some of which made sense. But more often than not, the requests bordered on the absurd. Some of the more hilarious issues are worth noting because when we see frustrated sellers – we need to be aware that their pain is real and that some of the crazy concessions being asked by buyers can be truly ridiculous.
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In surfing the net, I discovered an on-line version of an article by Ben Brody and Laura Gurfein that appeared in last months Westchester Magazine about the county’s “top” Realtors. The subtitle declared “In good times or bad, whether buying or selling, these are the agents you want on your side.”
Now, I have nothing against the Realtors who were chosen as the finest agents in Westchester NY real estate. None at all. it was fascinating to see how the authors chose to define “success.” They used a simple unbiased metric – the bottom line. They defined success in terms of .sales volume in dollars. The theory being – the bigger the sales volume the better the “track record.” This kind of boggles my tiny mind. In a twisted way it reflects the public antipathy to Realtors in general because it emphasizes that “success” is defined in dollar signs.
This got me thinking – how exactly should one define success in real estate? How should these bottom line numbers like sales production and number of listings held factor into a home owners decision about who to sign a listing contract with?
Well, realistically, an agent has to achieve two goals. Certainly, over time, the agent must be able to turn a profit or they will go out of business. This is much harder to do than most people outside our industry think. I have to make a living this way and turning a profit is absolutely essential or my bills don’t get paid. But for all the delusions of real estate agents being “rich” without any effort, the failure rate is enormously high – north of 80% in most of the country (over 90% locally.) So posting sales volume is a major component of success.
But, what does this do for the client? The home seller or home buyer? The article indicated that whether selling or buying – these agents were the best. But by looking at sales volume only, the article missed the mark altogether.
1. Is this agent primarily a listing agent or a buyer’s agent? If they have an even number of sales in both categories – fine. But I looked at the sales history of a couple of these superstars. They were primarily listing agents and did relatively few sales as a buyer’s agent.
2. On the listing side, what is their success rate? After all, an agent can make a bundle listing in volume. The percent of listings that actually sell is another matter.To that end I took a look a closer look at a “top agents” sales record for 2009. I picked an agent on the list at random and found the following.
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Part 1 of “This Brokerage Has 750 Listings…..So they must be the best! ” was prompted by the fact that the Westchester NY real estate market had changed and as a result, I was getting more and more questions about what a brokerage brought to the table in terms of marketing. I emphasized the importance of choosing the right agent and that the brokerage itself was of less importance. I also indicated that there was a lot of smoke and mirrors regarding brokerage brands and what that means to the seller in terms of marketing the home. Also, for those consumers who would like to see broker/agent input on Part 1 of this post…you can go to my blog on ActiveRain where I re-posted the blog. It got a good deal of attention and much commentary from real estate professionals.
In the end, I promised a sequel that got into more specifics. So here it is – six major myths about listing a property and marketing a property that are often trumpeted by our own industry. Its been said that if you repeat something often enough it becomes “fact” in the eyes of the consumer. So let’s put some of these “facts” to rest.
Myth #1 – “We have 12 billion to the 10th power active listings, so our reputation speaks for itself!”
Really? How on earth does anyone come to that conclusion? You can have all the listings in the world, but if you can’t sell them, what’s the point? The percentage of sold listings is a bit more pertinant. However, even that number does not discriminate between individual agent performance.
Whenever I go on a listing appointment, I generally find that the seller already has a “number in their head” about what their home should sell for. This number can come from various sources. It is – unfortunately – almost always higher than the current market can command.
