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Tips for Buying Young

Smart Moves by by Ellen James Martin
by Ellen James Martin
Smart Moves | May 29th, 2013

During the financial crisis, it was widely reported that many young Americans had lost interest in homeownership. They wanted a car and an iPhone, yes, yet were supposedly indifferent to the purchase of property.

But fast-forward to 2013 and real estate specialists say people in their 20s and 30s never really lost their taste for homeownership. Or if they did, it was only fleeting.

"The American dream of buying a home is alive and kicking. The yearning to own a place is in our collective DNA," says Sid Davis, a veteran real estate broker and author of "A Survival Guiding for Buying a Home."

He says first-time homebuyers are still influenced by the same motivations that led their parents and grandparents into homeownership.

"People want a safe place to raise a family and a backyard where their kids can play. They want to be able to decorate and paint the house a color of their choice --without interference from a landlord," Davis says.

He says the current resurgence in interest in homeownership among young adults is linked to low mortgage rates and still-reasonable prices that many wannabe owners worry cannot last.

"Home values are now rising nearly everywhere, which creates a sense of urgency to buy soon," Davis says.

But there are also factors restraining young adults in their pursuit of a home. One is that many who've attended college or grad school are laden with student loan payments, which can severely constrain their capacity to qualify for a mortgage.

Here are a few pointers for novice homebuyers:

-- Focus on financial planning first.

For young buyers making an entry-level income, questions often arise about how much they're willing to spend on housing versus other financial priorities, says Leo Berard, charter president of the National Association of Exclusive Buyer Agents (www.naeba.org).

"It's hard for people of all ages, but especially for young people, to balance their current desires for a great house with future plans that involve money, like traveling abroad or starting a family," Berard says.

Given the surge in foreclosures in the recent past, real estate agents and mortgage lenders are less likely than before to encourage buyers to max out their home loan eligibility. And buyers of all ages fear the implications of taking on too much debt.

"You don't want to be 'house poor.' So it's absolutely essential to project ahead for your money needs," says Berard, who encourages buyers to define their money goals before setting out to shop for a home.

Are you unsure how to go about conducting a financial analysis? In that case, you might benefit from a few hours spent with a trusted accountant or financial planner. One source of referrals for fee-only financial planners willing to work on an hourly basis is through the Garrett Financial Planning Network (www.garrettplanningnetwork.com).

-- Look at property alternatives before picking a home.

Realtors who work with first-time buyers say that many -- including those living in small apartments -- are often so wowed by the first property they visit that they're prone to making a hasty choice. But until they've considered alternatives in the same or nearby neighborhoods, Berard says it's smart for them to keep their options open.

Imagine you're focused on a townhouse with a terrace in a brand-new gated development on the western side of a likeable suburb. Before you bid on that townhouse, however, you might wish to investigate what your money would buy in a detached dwelling on the eastern side of town where the yards are larger.

The benefits of comparison shopping may seem obvious. Nevertheless, many homebuyers do less of it than do car buyers, Berard says.

-- Do a comparative sales analysis before you bid.

To price their properties correctly, it's long been common practice for home sellers to rely on their listing agents for a review of recent sale prices in the neighborhood where they're selling. But Davis says it's an equally good idea for homebuyers to do a review of recent sales -- ideally for deals that have closed in the prior six months.

"The more recent the sales data, the better," he says.

Are you seeking to buy in an area where few similar homes have sold lately? If so, you may need to rely on comparable sales of dissimilar homes in the same neighborhood.

"Even if the houses are all different in architecture, you still can at least compare them on a price-per-square-foot basis," Davis says.

Besides examining comparable sales, he says that homebuyers should get a grasp on overall market trend for the neighborhood before bidding.

"Ask your agent to look at 'days on market' for the area. If it's taking longer for homes to sell, that could indicate that demand is dropping and vice versa," Davis says.

-- Allow sufficient time for a professional home inspection.

Are you a young homebuyer who wants to live in an established neighborhood where properties are more than 10 years old? If so, Berard says you should be doubly sure your offer is conditional on a thorough home inspection that can detect any serious flaws or structural problems with the property you've selected.

"As young buyers, you should be especially concerned that you've caught any defects that would be exceptionally costly to fix. If your inspector finds serious problems, you'll need an escape hatch," Berard says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)

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When Couples Differ on the Right House to Buy

Smart Moves by by Ellen James Martin
by Ellen James Martin
Smart Moves | May 22nd, 2013

The real estate market is rallying -- easing the way for sellers in an increasing number of neighborhoods. Yet in most areas, homebuyers still retain bargaining muscle. Yet for many couples, one big catch remains: They have a terrible time agreeing on what they truly want in a property.

"It's extremely unusual for both people in a couple to agree on all the elements of the home purchase. This discord can lead to a huge level of friction," says Eric Tyson, a personal finance expert and author of "Let's Get Real About Money!"

Although money disputes can arise over any financial matter, such as the right car to buy or where to vacation, Tyson says it's especially likely they'll surface over a home purchase.

"Choosing which house to buy is a tremendously high-stakes decision," he says. "And people don't always realize how many strong feelings are packed into that choice." Given all the emotion, Tyson says it's understandable that husband and wife are often at odds on where to live and what abode to buy.

"Sometimes, one partner dominates the decision-making and the other one simply surrenders. But this is dangerous because it can create lasting resentment within the couple," he says.

To avert an unhappy outcome, Tyson recommends that couples take the time to talk out their individual hopes and ideals before committing to a particular neighborhood or property. Here are a few pointers:

-- Communicate your views on money early in your relationship.

Some couples approach marriage with more of a focus on their wedding than on deep-seated attitudes about money and other values.

"People shy away from money discussions before marriage. They fear that talking about money will seem unromantic," Tyson says.

However, money issues -- including attitudes about the right home to buy -- are so central to a couple's plans that refusing to address them early "can lead to fireworks for the marriage later," Tyson says.

Before they can reach a solid decision on which home to buy, a couple needs to unearth their primary beliefs about money, says Tyson, whose book includes paper-and-pencil exercises to help people discover unspoken values about financial matters.

"Try to pull away from your hectic life -- if only for a couple of hours -- to discuss what's really important to each of you before you go out looking for housing," Tyson says.

-- First seek agreement on a neighborhood, then on a specific home.

Agreeing on broad money decisions is a good prelude for more focused conversations on real estate. For example, early on you should decide if you want to max out on your mortgage eligibility. After that, it's time to zero in on a community you like, says Leo Berard, charter president of the National Association of Exclusive Buyer Agents (naeba.org).

He advocates for couples to take a systematic approach to neighborhood selection, with both partners first itemizing their individual priorities before then compiling a unified list.

Once you've selected a neighborhood, the next step is to choose an architectural style and floor plans that work for both of you.

-- Use "I don't like" lists to discover your personal preferences.

During his more than two decades running an independent realty firm, Berard developed several strategies to help homebuyers figure out what type of property to buy. His favorite tool: "I Don't Like" lists.

The idea is for both partners to create separate lists of home features they dislike in their present residence -- whether that current home is a rented apartment or a detached house. For example, maybe the husband loathes their tiny kitchen, which makes it tough to host dinner parties. And perhaps the wife is unhappy that their kids lack a playroom with ample space for toys.

Once you have your individual "I don't like" lists written out, simply reverse the elements on each list to discover those features that are genuinely important to each of you.

"It's amazing how really helpful these lists of dislikes can be when you're trying to determine what you really want. They can also help to highlight disparities between husband and wife," Berard says.

-- Consider asking your agent to help you reconcile differences.

Although real estate agents aren't trained as psychologists, Tyson says they can often be helpful to couples who find themselves at odds over the type of property to buy.

"It's not always possible to bridge wide discrepancies. But an experienced agent -- who's long used mediation skills to assist other clients -- should be willing to give it a try," Tyson says.

-- Leave your kids out of the decision-making process.

Suppose you and your partner are struggling to find common ground between his preference to buy a one-level house with a small terrace and your desire for a large colonial with a spacious yard where your kids and dogs could romp.

Because you're a family, you may wish to bring the children along on house-hunting expeditions. Indeed, you might even imagine your kids could help you reconcile your differences and therefore make a sound decision.

But Tyson says kids are rarely helpful and that more often their involvement in the decision-making process will result in confusion rather than resolution.

Should you decide to bring your children along, Tyson says you should make sure you let them know that Mom and Dad will be the ones making the ultimate decision on what to buy.

"Teenagers can be especially opinionated on what they like in a house. Go ahead and let them weigh in on your decision. But giving them a vote or veto will only complicate matters," Tyson says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)

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How to Sell Smart

Smart Moves by by Ellen James Martin
by Ellen James Martin
Smart Moves | May 15th, 2013

When the custodial company manager and his schoolteacher wife put their ranch-style house on the market, the place was completely prepped: clean carpets, new kitchen cabinets and fresh paint throughout. Still, the sellers fretted.

"Just one day into the listing, I got a call from the sellers saying they were losing lots of sleep. Right out of the gate, they were frantic their house wouldn't sell and they couldn't contain their anxiety," recalls Sid Davis, the real estate broker who listed the property.

Davis says the couple's worries were baseless. Year after year, houses sell well in their coveted, middle-income neighborhood. Given the strong schools in the area and the excellent condition of their property, Davis knew the couple would also do well on the sale of their place -- a solid 1970s-era three-bedroom house with a big family room and a sizeable backyard.

As it turned out, the couple didn't have long to worry. Their house sold in just two weeks and for nearly their full asking price, allowing them to move forward with their dream move.

Davis, the author of "A Survival Guide to Selling a Home," says it's common for home-sellers to worry and that anxiety is prevalent in strong real estate markets as well as weak.

Real estate prices are rebounding in many communities, and inventories are shrinking. Logically, such positives should help calm sellers' nerves. But many anxious sellers still call their listing agent several times a day in search of reassurance.

Davis says sellers caught in a web of worry only make it tougher to deal with the selling process.

"Fear can make it much harder for you -- not to mention your agent -- to get your home sold," he says.

Here are several pointers for sellers:

-- Resist the urge to pressure your listing agent.

In the early days after his family's ranch-style house went up for sale, the Davis' custodial manager fretted that he should have made more improvements to the property.

"He kept asking me if he should have replaced his carport with a two-car garage, because many neighbors' houses had garages. But I told him he would have recovered only 60 percent of his investment in the garage. Unfortunately, this was just one of his many queries," Davis recalls.

Putting pressure on your listing agent might seem helpful at the time. But it can backfire if the agent feels harassed and starts to resent your non-stop calls and emails, Davis says.

-- Don't view open houses as a panacea.

The longer a home stays on the market, the more likely it is that the owners will ask the listing agent to conduct repeated open houses.

But many real estate pros, such as Dorcas Helfant, a former president of the National Association of Realtors (www.realtor.org), say that open houses provide little benefit.

Instead of pressing your listing agent to conduct more open houses, Helfant says you might consider asking for an "office caravan" to gain tips on making your place more saleable. During such an event, a number of agents from the same office will come through to critique the property and offer low-cost ideas for a better presentation.

Davis says the reason it's rare for homes to sell during a public open house is that few who visit are serious buyers.

"Lots of these folks are just 'looky-loos.' They're curious neighbors or, believe it or not, they're people who make a hobby out of going to open houses every weekend," he says.

-- Face the reality that asking too much is a self-defeating strategy.

Prices are rising currently in many neighborhoods. But Davis says some owners -- who've been sitting on the sidelines waiting to sell for several years -- are now tempted to overprice. This is especially likely if their home has been "underwater," meaning they owe more on the mortgage than the home is worth.

"They get excited and go overboard on price. They think it's a good idea to test the market. But they go too far, and it backfires," Davis says.

Pricing correctly has always been difficult, particularly in neighborhoods where values are changing rapidly. In such areas, a careful review of very recent sales of similar properties -- known as "comparables" -- is all the more important.

"Remembering the economic downturn, buyers are still worried they'll overpay. They're very educated on home values, so you can't trick them into overpaying. If you ask too much, they'll just ignore you and never make an offer," Davis says.

-- Let go of stress with a cleaning blitz.

Davis has sold property since 1984, and during that time he's observed a gradual decline in the cleanliness of homes shown for sale. His explanation? There are more single-parent and dual-income families who are too busy to keep up with housework. Yet more than ever, current buyers want a property that's exceptionally clean and free of clutter.

Homeowners who are anxious their property won't sell would do well to channel some of their nervous energy into an old-fashioned cleaning blitz that covers every inch of their property, according to Davis. That's because showing a home in sparkling condition can give you a competitive edge over less-tidy properties in the same area.

"You get a huge return on your time when you do the work to ensure your home is spotless. Believe me, you'll stand out if your house is super clean," Davis says.

(To contact Ellen James Martin, email her at ellenjamesmartin@gmail.com.)

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