Archive for May, 2008
Multiple Santa Cruz Addresses on a Google Map
May 31, 2008
For shame, I know it’s been forever since I wrote a blog entry. A thousand pardons. I am right now about to set up a property tour for tomorrow morning, I have a list of addresses, and I want to plot them on a map to figure out in which order we should be seeing them.
There’s a great web site that I use to do this, and I wanted to share it with you. So far as I can tell, it’s just some guys’ neat-o experiment. You can actually do this just using Google Maps, but it’s slower than just adding all the addresses into one big text box, such as this site does:
You just type all the addresses you need into the one big text box and hit the “Submit” button. It’s pretty handy, so I thought I’d share it with you.
Posted by SantaCruzBroker at 9:58am
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From Santa Cruz to Vegas
May 22, 2008
I’m goin’ to Vegas. And no, I didn’t just win the Superbowl, but at times it feels like I did. Other times, it feels like I’ve just been pushed under a bus. Such is the real estate bidness.
I’m going to come right out and admit it: I love Las Vegas. Las Vegas is one of those really polarizing town - you either hate it, or you love it. I have yet to meet anyone who told me, “I feel kind of lukewarm about Las Vegas.” That town seems to bring out some really visceral reactions in people.
As it happens, I’m not going there to have a good time, although I may, in spite of what’s on the agenda. I’m going there to attend a couple of seminars - two in the same week! One seminar is so I can get started on getting my CRS Designation. I’m a great believer in Realtor designations - those are the strings of letters you often see after Realtor’s names: Joe Blow, Realtor, GRI, ABR, SRES. Sound familiar? I have two Realtor designations - GRI (Graduate of the Realtor Institute) and e-Pro (”e-Professional”).
Why do I believe in getting designations, especially since hardly anyone outside the business knows what they mean? For several reasons. One reason is that there is very little training and education that is required for Realtors, really. The barrier of entry is just so low into this profession, all kinds of hacks and wannabes fill our ranks. Getting designations is just one little way to differentiate yourself - at a glance - from the rest of the crowd. Another reason is that I actually care about being knowledgeable and professional, and a little education and training never hurts. And, while I said that hardly anyone outside the real estate profession knows what those designations mean, many of my colleagues in the industry (especially experienced, long-serving Realtors) do know what those mean, and when you see an offer coming in from someone with, say, a CRS designation, you kind of know that this person is likely to have something of a clue as to how the business actually works.
I actually have another designation, too, but it’s not a Realtor® designation. I’m an RDCPro - a Residential Default Certified Professional; in other words, I’m a certified “expert” in REO (”real estate owned” - bank-owned foreclosure property). And that brings me to the other seminar happening in Vegas the week I’m going.
There’s a super-secret, invitation-only, one-day conference going on. Actually, I didn’t get invited, sniff. But I heard about it, and I wrote in and asked to be invited, and they sent me an invitation. I also invited one of my colleagues, who is bound and determined to break into the REO business. This super-secret REO conference is to last just a single day, right smack in the middle of the CRS seminars. So I’ll do one two-day CRS seminar, take a day off to play in Vegas, then do this REO seminar, and then two more days of CRS seminars…and then on Sunday, I’ll fly home.
It’s going to be pretty punishing. Not the seminars, not Las Vegas - no no. It’s going to be punishing staying away from my business right now, for a whole week, during the busiest time of year - how many deals will I lose? Also, when I come home, how much work will have piled up on my plate? I shudder to think. But, onward and upward - I am committed to being the highest caliber Realtor I can be, and if I have to go through Vegas on that journey, well that’s just as well. I’ll be out of town from June 8 to June 15 - I’ll bring a laptop with me, of course, and my cell phone - I’ll be out of town, but not out of touch.
Posted by SantaCruzBroker at 8:04am
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Home sales see first monthly gain in 6 months
May 21, 2008
I’m drinking my coffee and seeing what’s new in the world via my handy RSS Reader NetNewsWire, and I came across this interesting article on SFGate.com:
The Bay Area housing market displayed its first positive sign in months as the volume of April sales rose by its highest percentage in at least 20 years. Real estate experts, however, warned that the trough of the real estate downturn still could lie ahead.
Yeah, I know, it’s the Bay Area, not Santa Cruz - but what happened in Santa Cruz mirrored what happened in the bay area - namely, sales were up sharply, as reported in the Santa Cruz Sentinel in their article on Santa Cruz April 2008 home sales on May 14. They didn’t quote me in that article, sniff, although the reporter, Jondi Gumz, did send me an e-mail asking me to weigh in, I guess I replied too late in the day or my comments weren’t pithy enough - or both.
What it all means is that it looks like we are getting near the bottom. We are probably not be there yet - except in Watsonville, where we definitely are at the bottom. Unless there’s a big fat recession with big job loss, which of course would probably signal a deepening spiral further downwards. I think 2008 is going to turn out to be the Year to Buy in Santa Cruz. Don’t let it pass you by.
Posted by SantaCruzBroker at 8:59am
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The Crazy, Mixed Up Market
May 18, 2008
I know that you know it’s a buyer’s market out there, right? I’ve said it a bunch of times. It’s also a declining market - that is, property prices are, broadly and generally speaking, declining. In a market like this, you’d think it’d be pretty easy to buy a house, right?
Think again. While C.A.R. puts out its advertisements saying that the selection of homes is great right now, you have to take that with a grain of salt. First off, the selection really isn’t that great. It terms of “days of inventory” there may be an historically average selection of properties. But the problem here is that most of those properties aren’t really in the market.
They may be on the market - that is, listed for sale and available for purchase, but their asking prices are way too high for the current state of the market. Or, if their asking prices are reasonable, more often than not, it’s a short sale, which means that the contract and price are subject to approval of the one or more lenders which have loans outstanding against the property. Given that these “short sales” often take a very very long time to gain the approval of the lender’s loss mitigation department, it’s difficult to say that these properties are really “in the market.”
So what does that leave? That leaves bank-owned “REO” foreclosure properties (not all of which are actually priced to sell) and those few not-overly-encumbered homes with enlightened sellers who realize where their homes need to be priced in order to actually be in the market and have a decent chance of selling.
So when you look at homes that are actually in the market and priced right, there really is not a good selection of these kinds of homes. For these kinds of homes, though, there is tremendous demand. I put an offer in on a property last week, for example - we didn’t get it, even though our offer was pretty decent. There were ten offers on the property, and someone came in there and hit it out of the park and got the property.
Sigh. It’s like 2004-2005, all over again - because, really, the right-priced properties sell very quickly still, often with multiple offers. If you’re in the market to buy today, the same rules apply for making an offer as applied back in the good ol’ days - weak offers get batted aside and only the strong survive.
Now, here’s a tale of two sellers. I have one seller who got an offer on their place. The buyers had the effrontery to ask that the seller pay for Section 1 termite repairs. The gall, I thought. This is Santa Cruz. We don’t do that here. But in a market like this, if ever there was a time to try and get the seller to pay for Section 1 termite work, this is it. This tactic only works when there are no other offers on the table and demand for a particular property has shown to be only warm instead of piping hot. As it happens, this is the only offer we’re working with right now, so we’re going to take a long hard look at them section 1 repairs.
Now I’ve got another seller. It’s “the bank” - an REO property. Three offers on it in a week. Before one of the buyers was chosen, I went over the terms of the counter offer the bank was thinking about making. “Now, let’s be clear,” I said. “This property is being sold as-is. Under no circumstances will any credits be given or repairs made. Is your client aware of that and accepts this?” The buyer’s agent replied: “Yes, my client knows that, and that’s fine.” And then today, I got the phone call, “Well, the buyers are going to ask for some credits to repair some of the stuff that came up on the home inspection…”
That’s fine. That’s a complete waste of time, but it’s fine. Why is it a waste? Beyond the fact that the seller, a bank, already said it was an as-is sale and no repairs would be made or credits issued for same, there’s another salient point: there were three offers on the table. We got them in a week’s time. What does that tell you, in a market like this? Two things: the price was low, and demand is high for this property at this price. The bank doesn’t need that particular offer. It accepted the offer, with the understanding that the buyer wouldn’t turn around and try to nickel-and-dime them over repair items. But in a multiple-offer situation like this, any one buyer really is holding the weaker hand.
But go ahead and ask for your credits, if you’ve got the time to waste. Otherwise, suck it up and complete the transaction, or move right along. For right-priced properties, another ready willing and able buyer will be along shortly - and you need to know this when you’re negotiating.
Posted by SantaCruzBroker at 8:57pm
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That Keller Williams Kool-Aid
May 13, 2008
I recently completed a transaction as the buyer’s agent with an agent for Keller Williams. It was a short sale, and yes, it dragged on for months - we got into contract in January, and closed in late April. After all was said and done, the seller’s agent and I agreed to meet for coffee and to exchange some final documents and so I could get the key to pass on to my buyers.
You may not be aware of this, but Keller Williams agents are kind of messianic about their company. They love it over there. A few months back during the Watsonville REO tour that we had, I had met another KW agent, and she spoke in glowing terms of her company, and in particular about this training that they had, which was open to agents from any brokerage, not just Keller Williams.
So when I was sitting down for coffee with the seller’s agent, I started talking to her about Keller Williams and the training that they provide. Not surprisingly, she was very enthusiastic and encouraged me to come on down for the next training session they were putting on. I agreed to do so, and so yesterday I sat through 2.5 hours of training on getting listings, put on by a very able and passionate trainer.
As promised, the training was excellent. Honestly, probably better than any real estate training I have been to. There’s one thing in particular I took away from that training, which I want to share with you. If you are a seller, please sit down, pour yourself a nice tall glass of kool-aid, and listen to this.
Keller Williams has a pretty good pricing strategy. It’s simple, and it goes like this: price your home below “market price.” A good bit below. Like, 10% below. Then, market the heck out of it and wait 21 days before taking offers. The buyers will beat a path to your door so quick it will make the neighbors upset because obviously, you’re having one heck of a party and they didn’t get invited.
A home which is priced clearly below market value will attract multiple offers. There is good example of this every day, with these REO properties. The banks price these things low. They price them to sell. And they do, quickly, and usually with multiple offers. It is very common for these properties to sell for over asking price, often by 10%.
This pricing strategy is an excellent one, especially in a market like today’s. In an appreciating seller’s market, it’s not such a bad thing to over-price your property by 10% - sooner or later, the market will catch up to you, and you’ll probably end up getting that extra 10% if you wait long enough. However, when you are in a declining market, if you do not sell your home quickly, the market will probably pass you right on by.
In a declining market, people don’t want to buy for fair market price, because the market price is dropping, and next month, it’s going to be worth less than it was the month before. You need to list your property under fair market price, attract multiple offers, and sell it for the most the market is willing to pay for at the moment.
That’s a winning strategy, and it’s working spectacularly for the banks selling their foreclosure properties, and it is also working for sellers who price their homes to sell.
I’m going back to Keller Williams on Wednesday for another training. Not sure what it’s about. And yes, I know, it’s all a trap. They want to seduce you into signing up with them by providing world-class training gratis and showing you that there’s a better way to sell Real Estate. I have no intention of leaving Thunderbird Real Estate at the moment - I’ve long thought that my next step after Thunderbird would be to open my own brokerage (I’m a licensed real estate broker, after all). But if one day you see me sportin’ a mustache and talking feverishly about how great KW is, you’ll know how it all began.
Posted by SantaCruzBroker at 8:28am
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