Category Archives: Buying/Selling

Rain City Guide is loaded with information for home buyers and home sellers.

Count all the money you wasted this year

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This is post #2 in the First Hundred Days series designed to answer the question “Should I Buy a House Now?”.  We often go to professionals to help us make decisions, but whether or not you should buy a house now, isn’t one of them.

By the time you walk into a real estate office or speak with a lender, you should already know whether or not you should buy a house now.  A lender tells you whether or not you CAN buy a house, not whether or not you SHOULD buy a house.  An agent helps you select which house, and guides you through the process of buying a house.  Only YOU can answer the question of whether or not you SHOULD buy a house, and this series is designed to assist you and give you confidence in your decision.

Step 1 – Calculating Your Gross Income for Home Buying Purposes was addressed yesterday. 

Step 2 – Account for how you have spent that Gross Income, using hindsight.

It’s pencil and paper time…yes, you have to move away from the computer for this step 🙂  Take out all of your bills from the last 12 months.  You are not making a budget in this step.  You are accounting for every dime of your gross income for the last 12 months.  Get three different notebooks and mark one of them WANTS, one of them NEEDS and the other one WASTED.  Everyone has that dream where they go to sleep, and every dime they’ve ever wasted shows up in their bank balance the next day.  So let’s not pretend we haven’t wasted any money over the last 12 months.

You are not finished until the total dollars in the three notebooks equal your total gross income from Step 1.

You, and no one else, can determine your needs.  I NEED a cell phone…it’s not optional for me, for others it may be optional.  I don’t NEED a landline (though I have two) so I guess that goes in my WASTED notebook.  Don’t Google sample budgets for this.  Make your own choices.  Picture yourself without that item when determining which notebook it should go in.  I WANT to see my children and grandchild X times a year (anyone who thinks seeing their children isn’t a big expense is a lot younger than I am, LOL)

Everyone’s wants and needs are different, and what you view as a need could appear to be wasted money from someone else’s perspective.  That is why this is a very personal part of the decision process that no one else can answer for you.  You may have children with expensive sports activities.  You may feel getting that Starbucks Coffee everyday is not optional.  It is your right and obligation to determine your own personal wants and needs.  No real estate agent or lender can tell you what you have “left over” from your gross income to spend on a housing payment.

I know this step is a lot of work, but it’s almost year end and a very good time to pull those receipts anyway.  If you don’t have receipts, you’ll have to fudge a bit, BUT starting today keep more receipts than you have in the past.  Put a big envelope in your car for this purpose.  If you use three envelopes marked NEED, WANT and WASTED, all the better.  You may find you waste less money if you force yourself to put the receipt in the money WASTED envelope on a daily basis.

Even if you decide not to buy a house at the end of these First Hundred Days, the process should be of value to you, by forcing you to account for every dime of your Gross Monthly Income.   Better to START the process with accountability, then to be forced into facing a hard reality AFTER you buy a house.

"Should I buy a house now?"

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Q: Should I buy a house now?

A: NO!

Q: Why?

A: Because you should never buy a house when you are not sure that is what you want to do, and you should never let someone else make that decision for you.  Don’t EVER give anyone that much power over your life.

As part of our exuberant expectation of CHANGE, I will be starting a series called “First Hundred Days”.  It’s not enough to vote for change and then sit around waiting for change to come from someone else.  If each of us does something different every day for the next hundred days, that produces a change for the better…then change will happen.

I will tag all posts “First Hundred Days” and I will do my best to include all of the tools and skills you should employ to make your own decision about buying a home. We hear so much about “the stupidity” of people in trouble.  Instead of criticizing, let’s do our best to help the future buyers of homes make better decisions and choices by providing meatier, education oriented, instructional blog posts.

The first step in the home buying process does not start at the lender or the real estate agent.  It starts with you sitting in your own home working through some numbers.

1) Calculate your gross income.  If you are salaried, you have the number.  If you are commission based or hourly, add the last 12 months income to the previous 12 month income and divide by two.  Now double check it by taking the last 3 months income and multiplying it by 4.

Let’s say you are hourly or salary plus commission/bonus.  Note these are not lender guidelines.  These are old-fashioned and proven standards for responsible decision making and so will likely be more conservative  than lender guidelines.

Non-salaried income Last 12 months: $75,000

Non-salaried income previous 12 months $60,000

Current annual income for home buying purposes = $75,000 plus $60,000 divided by two or $67,500.

Now the double check.

Total income for the last 3 months = $14,000 (boss gave you fewer hours)

$14,000 times 4 (12 months) = $56,000.

The double check system suggests that you should not think about buying a home in the near future based on an income of more than $56,000 a year, and you should not buy a home until you are certain that the cut back in hours is not leading to no job at all or even fewer hours.  Stabilize your income situation before buying a home.

If the last 3 months income is $20,000 times 4 or $80,000, you still use $67,500 as your annual income and not $80,000, for homebuying purposes. 

You use the average two year income or 4 x your latest 3 month income, whichever is LOWER.

I’ll stop here and see if people have questions before going to the next post in the “First Hundred Days” series.  When you buy a house…if it is the wrong decision…you can blame lots of people, but you will be left holding the bag.  So let’s work together over the next hundred days to make sure you can answer the question for yourself without heavily relying on the opinion of others.

Treat the series like a workbook, get a notepad, and calculate your numbers.  Questions?  Ask them in the comments section.

Watching trends in the daily market watch of the MLS

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I’ve been keeping an eye on some of the daily trends in the MLS and have noticed for several weeks now that price reductions have now outnumbered new listings on an almost daily basis.  In past years, when almost all houses were selling fairly quickly, we noticed that a small percentage of houses required drops and there was usually a decent number increasing their prices.

Now, it seems that as days on market have increased for many sellers we are finally getting that reality check in place that was needed.  Granted, it does seem that the majority of these price drops are in the outlying areas of our MLS region, but the inner-city urban spots are not without their own new reality.

What I like right now is that we’re getting a nice balance of buyer and seller activity, which, for my own personal business/team, means that we’re likely going to be growing our business over the next year or more with some very nice results.

Fishing season is officially open!

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To this title you might ask, “which salmon is available?”  Well, I’m not really talking about fish with scales and fins here.  What we’ve noticed over the past month is that the fishing with low offers is getting pretty common in a lot of price ranges.  These occurred in neighborhoods ranging all over the area too including Greenwood, Phinney Ridge (x2), Bellevue (Bridle Trails), and Mercer Island.

Some of these properties I can understand the desire of investors to lowball and get a bargain.  One of these homes I had listed was already priced to be a good value for the neighborhood so my clients completely ignored some extremely low all cash offers from an investor because they weren’t THAT motivated to sell – meaning, we’d only been on market for about 30 days.  Now, 2 years ago being on market that period of time would have made some people nervous but, realistically, most homes take longer than just a few hours to sell or even just a couple of weeks. So, we ignored the first 2 ridiculous offers and another one came along (still low). We put forward a counter with a very small price change and the buyers took it. WAKE UP CALL!  We’re not in a buyer’s market in the Puget Sound region.  We’re in a balanced market.

What I’ve noticed in talking with all of the agents submitting offers for these various listings I have is that they’ve all bought into their client’s mindset of thinking that “it’s a buyer’s market” and they should be able to really drop prices via their offers. But the agents aren’t helping their clients by doing the work associated with helping “sell” those offers.

Yes, there are some sellers out there that are still hanging on and desperately wishing for the days of the high flying markets we had for 5+ years, but reality is kicking in for most and the scales are becoming more balanced.  This isn’t the rust belt where the economy has sunk and houses have sunk lower.  If you’re a listing agent you had better be able to justify your pricing.  And, if you’re a buyer’s agent you should do the same for your offer.  One lowball offer we received my partner went back and asked the guy to submit his comps that supported the offer.  The agent’s reply was, “well, I don’t have any, it’s just what they wanted to offer.”  Our client almost completely ignored their offer except for some details we pointed out that led us to believe they’d accept a counteroffer with a minor price change – and it worked.

Another listing had an agent providing comps but they just solidified my client’s view that our pricing was right on. We did go ahead and submit a counter with a faster closing date and some small concessions that we expect will be accepted.

I will admit though that with a couple of my buyer clients, who are not in a hurry to buy, we’re doing some of this offer roulette.  We submitted an offer on a MI house for about $100k less than asking price but we also put forward our pricing analysis and comps that supported the price point.  The house had had several large price drops based on other agent feedback as well and it was definitely a cosmetic fixer.  It might have worked out for my clients except that the house got another offer the same day – it was still a very low offer but not as low as ours so the seller started negotiating with them.  But, that’s okay because my clients are willing to wait for the right deal for them.  This house was going to need roughly $200-400k in updates over time so from a cost perspective the price we offered was what they were willing to spend knowing the costs they’d incur later.

Having watched the low offers come in for one of our listings my client provided the impetus for this post by saying in an email, “well, it looks like fishing season is officially open!”  I’m glad that she’s got a good head on her shoulders and a good sense of humor too.  These are the clients you really enjoy working with especially when you can have sensible discourse with regard to your work together, market conditions, strategy, and more.

Happy fishing! 

FSBO will not take over the world

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And with a title like that, I might just eat my words. There was an interesting story in New York Times story about FSBO yesterday. It describes a (ugly!) FSBO online service in Madison Wisconsin that has grown immensely over the past few years. I feel a little like a curmudgeon when I say this, but I agree with the sentiments of the real estate agents quoted – FSBO sites don’t directly threaten the real estate brokerage industry. That said, the real estate agents are just as wrong about their own business if they think that margins won’t drop and market conditions won’t dramatically change over the coming 10 years.

As I see it, this is a great illustration of a large scale change that the real estate industry (and many other industries) is undergoing right now. Consumers today have vastly more information available to them, which means they rely less and less on a realtor to guide them through the process. Imagine (as I must) what it was like 15 years ago as a home shopper; you either drove around the entire city to see what was for sale or asked a realtor to essentially do it for you. The realtor held the cards and had the computer system with all the information. You, as shopper, really couldn’t make a short list of 5-10 houses you were really interested in without the help of a realtor. Today sites are springing up left and right to give consumers lots of information.

Today, home shoppers can (but don’t necessarily) figure out exactly what they’re looking for, sellers can get an approximate value of their house with free tools (like by site, ShackPrices.com) and in the end, are real estate agents really do not provide the same service they once provided. Supporting my assertion is Steven Levitt’s research that shows the extra amount that real estate agents make on sales of their own home versus the homes of their clients has dropped over the past 10 or so years (which I maddeningly can’t find a link to now); customers today can much more accurately assess the value of their home without a real estate agent.

Ms. Miller and Ms. Murphy, however, built a separate and alternative listing service – a parallel market, much like the Nasdaq, which rose in recent decades to challenge the New York Stock Exchange’s dominance and sparked competition that eventually reduced transaction costs for all stock investors.

This is an interesting, but misleading comparison, at least for the time being. Consumers can look up Nasdaq and New York Stock Exchange quotes from the same place and can buy those stocks from the same people. In fact, your broker will be happy to sell you stocks from either market. My real estate agent will not be happy to sell me a FSBO property and I certainly can’t look them up on Windermere’s web site.

These cracked me up:

To real estate agents, “for sale by owner” conjures up some cranky tightwad trying to sell an overpriced, ramshackle house. Agents utter FSBO as if there was something foul stuck to the bottom of their shoe. “It’s a commission-avoidance scheme,” said Sheridan Glen, manager of the downtown Madison office for Wisconsin’s biggest real estate broker, the First Weber Group.

Kevin King, executive vice president of the local Realtors’ association, runs the multiple listing service but says he pays no attention to FsboMadison. “It’s not important; I don’t follow it,” he said. “I don’t even know the people.”

First – commission avoidance scheme!? That’s like saying the classifieds are a low trade-in value avoidance scheme for cars. This looks much more like a agents-aren’t-worth-six-percent scheme. The problem seems to be that even the discount brokers aren’t doing a good job at covering the market; Madison effectively has a (usually) 6% commission market and a no commission market. The future is probably somewhere between, with most agents working on a flat fee model (Steven Levitt agrees).

Agents swear up and down that they’re worth every dollar they charge, but is that usually the case? Here’s a scenario: A friend of mine moved to Seattle last year and decided he wanted to buy a home with his girlfriend. They looked at a few places and decided they would buy a townhouse that wasn’t yet finished. They picked the place they wanted after doing much research on their own and then hired an agent to do the paperwork and cover the details. They effectively worked out a flat-fee agreement, which the agent was happy to sign.

FYI: the NYT article really struck a chord and has been the most emailed story for the past two days now.

Galen
ShackPrices.com

Apply to refinance online and get 50 calls a day for months

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I called a prospect whose name I purchased from a lead vendor. This is something we do regularly in the mortgage business. Rather than word of mouth, mailing, cold-calling, or some other marketing means, we can purchase the names, phone numbers, and other relevant information from a lead vendor. These leads come in various qualities and prices. You can get thousands of random names and phone numbers for pennies apiece or you can get interested, very specific parameter, live transfer calls directly to your phone for $150 or more each. Of course, there are leads for everywhere in between as well.

One of the most difficult factors in buying leads is the “exclusive

The Financing Contingency

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(This is a guest post by Craig Blackmon, an attorney in Seattle whose practice focuses on residential real estate — see www.lawofficeofcraigblackmon for more information. Please note that this post is not legal advice. You should consult an attorney for specific legal counsel.)

The financing contingency is one of the most common contingencies in a real estate purchase and sale agreement. In order to understand it, one must first understand contingencies in general. This past summer, the Washington Court of Appeals examined a financing contingency in Salvo v. Thatcher, 128 Wn. App. 579 (2005). The Court discussed the rights and obligations imposed by such a contingency, and the principles applied by the Court are summarized below.

A contingency is a condition that must be satisfied before the parties have a legal duty to perform under the contract. The parties must make a good faith effort to satisfy the condition. When all contingencies are satisfied (or waived), the contract becomes legally binding and each party must perform its obligations (i.e. the buyer must buy and the seller must sell) or face liability for not doing so. If a contingency is neither satisfied nor waived prior to the stated closing date, the contract expires and the parties are relieved of their contractual duties.

A financing contingency makes the contract contingent upon the buyer obtaining the financing necessary for the purchase. Generally, the buyer must apply for financing within a certain number of days of the contract’s creation (mutual acceptance). If the buyer is unable to obtain the financing despite a good faith effort to do so on or prior to the closing date, then the contract expires and the parties are relieved of their contractual obligations. Because the buyer had a valid reason for being unable to perform under the contract (i.e. purchase the property), the earnest money should be returned to the buyer.

In Salvo v. Thatcher, a nasty dispute arose between the buyer and the sellers when the buyer was unable to obtain financing in time to close as required by the contract. The sellers argued that the buyer failed to give notice of his inability to close; because he did not give notice, he was in default of the contract and thus the sellers were entitled to the earnest money. The Court ruled that the language concerning notice did not supersede the general terms of the contingency, and moreover the notice was optional per the terms of the contract. Accordingly, because buyer could not get financing after making a good faith effort to do so, the contract expired and the buyer was entitled to the earnest money, regardless of his failure to give notice.

Of note, the contractual language at issue in Salvo differs from the language generally used in purchase and sale agreements today. Under the current language, and unlike the language in Salvo, the buyer is specifically required to give notice of the status of the loan application. It is an open question as to whether this different language would lead to a different result under similar circumstances. Regardless, buyers (and sellers too) should fulfill their contractual obligations so that they are clearly not in default. If a buyer unequivocally satisfies its contractual obligations but a contingency remains unsatisfied, then the buyer is in the best position possible to demand a full return of the earnest money.

Too Close for Comfort?

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[photopress:100_1963.JPG,thumb,alignright]I found a great article on the land rush in the Pacific Northwest. This article has accounts of many people and their experience trying to buy homes in a seller’s market caused, in part, by a lack of land.

What I found most interesting was a resourceful answer to the shortage of space that was highlighted in the story. Some developers have started condensing houses – and by condensed I mean building upwards of 37(!) separate homes on an acre of land (though most seem to hover around 17 per acre). The houses have individual charm and a real community feel with a shared common area for all. Some people like the closeness of the neighborhood and the high quality of the construction- though the lack of parking was an issue for some. It may not be an option for all, but what an efficient use of our hot land commodity!