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Selling Tips for Trying Times

Smart Moves by by Ellen James Martin
by Ellen James Martin
Smart Moves | September 23rd, 2020

The COVID crisis continues to plague the planet. There’s unrest in U.S. streets. Wildfires rage in the West. And all over the nation, the presidential election has nerves frayed.

Yet homebuyers seem as eager as ever to move forward with a purchase, making it a nearly golden season for those who wish to sell.

“Strangely, politics and bad climate events never seem to have much impact on housing markets, unless these elements are present in your immediate area,” says Tom Early, a longtime real estate broker.

More powerful motivators for home buying include demographic trends -- such as new household formations among the millennial population cohort -- and mortgage rates.

“Herds of young buyers are trying to grab the unbelievably low mortgage rates now available,” says Early, a past president of the National Association of Exclusive Buyer Agents (naeba.org).

Despite economic turmoil and relatively high rates of joblessness, sellers are currently in an excellent position, says Danielle Hale, the chief economist for Realtor.com, the national home listing service.

“Buyer demand is putting sellers in the driver’s seat,” says Hale, noting that available properties remain in short supply and prices are strong.

Yet for all the positives facing sellers, many who intend to move this year feel stressed at the idea of selling during the pandemic.

“People who’ve been socially isolated for months are hunkered down in their homes, often with young kids and grown children under the same roof. That greatly complicates their selling plans and gives people panic attacks,” Early says.

Kathy Zimmermann, a broker-owner with the Re/Max realty chain, says anxiety levels are highest among sellers who face tight time limits because they’re moving for a job transfer or have already committed to buying another property. Also, those facing divorce can become particularly frazzled if a house they expected to sell quickly sits unsold longer than anticipated.

“If it’s a divorce involving a court-ordered sale, there’s usually a strict deadline,” says Zimmermann, who’s affiliated with the Residential Real Estate Council (crs.com).

Anxious home sellers often lose sleep due to their worries and sometimes bother their listing agent early in the morning after a restless night, says Zimmermann, who’s received calls and texts from worried clients as early as 5:30 a.m.

But Dorcas Helfant, a former president of the National Association of Realtors (realtor.org), says the fault for a slow-moving house often rests not with the listing agent but the owners themselves if they insist on an above-market price.

“Ask too much and potential buyers will be repelled by what they perceive as your greed,” Helfant says.

Here are a few pointers for sellers:

-- Realize that avaricious sellers often net less than they deserve.

Accurate pricing is tricky, especially in neighborhoods undergoing pricing gains, perhaps due to tight inventory. In such areas, a review of recent sales --known as “comparables” -- may not yield obvious answers.

Still, cautious pricing is all the more important at the current time, given that numerous buyers are well aware of pricing trends due to extensive internet sleuthing.

“Many people won’t waste their time trying to negotiate with someone asking too much,” Zimmermann says.

-- Face the fact that hassling your listing agent can backfire.

Zimmermann says anxious sellers can hurt themselves if they make unreasonable demands on their agent. For example, she tells how one of her clients emailed or called her at least two to three times per day, requesting a detailed update on everyone who’d expressed interest in his house and their reactions.

“He became a very high-maintenance client,” she says.

Putting a lot of pressure on your agent might seem like a helpful strategy. But it can easily hurt your sale if the agent resents your persistent inquiries. Some agents even drop clients who try to cope with their anxieties through excessive demands.

“It’s not unusual to hear about agents terminating listing agreements if the homeowners fail to cooperate,” Zimmermann says.

-- Direct your nervous energy into a cleaning blitz.

Sid Davis, a longtime broker and the author of "A Survival Guide for Buying a Home," says he’s noticed a steep decline in the cleanliness of properties offered for sale. All too often, he says, owners with busy schedules lack the time to keep a home as clean as did past generations. But the reality is that nowadays buyers are more eager than ever to acquire a spotless property to gain a “fresh start” in their lives.

Showing a home in immaculate condition can give you a competitive edge over less tidy people trying to sell in the same area.

“During the pandemic, it’s doubly hard for families with lots of people stuck at home to keep their homes exquisitely clean. But remember that most serious buyers still insist on an in-person tour before committing to a house, and slobs are punished,” Davis says.

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

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Weighing the Pros and Cons of Outlying Living

Smart Moves by by Ellen James Martin
by Ellen James Martin
Smart Moves | September 16th, 2020

Remember when many homebuyers were going urban in a major way? To squeeze themselves into trendy city communities, they were willing to accept small condos so long as they could walk to restaurants, clubs and coffeeshops.

But suddenly much of that fondness for city life has diminished -- thanks in large measure to COVID-19. Countless young buyers, along with many elders, now hanker for the calm, safety and maximum elbow room afforded by suburbia. Indeed, some are even searching for supersized property in semi-rural exurbia.

Of course, those experiencing financial reversals due to the pandemic are in no position for home shopping. Yet many buyers lucky enough to hold jobs suited to remote work are thrilled they can now reasonably consider a large home in an outlying area, says Sid Davis, the author of “A Survival Guide for Buying a Home.”

“Demand well beyond core cities is exploding. That’s because the farther out buyers go, the more their money stretches, enabling them to fulfill their wish for an exceptionally large property,” says Davis, who’s worked as an independent real estate broker in the business for more than 30 years.

The excitement about buying opportunities in non-urban areas is reflected in soaring confidence on the part of homebuilders, many of whom focus on the construction of large properties in outlying areas, where buildable land is less pricey than near cities.

“The suburban shift for homebuilding is keeping builders busy, supported on the demand side by low interest rates,” says Robert Dietz, the chief economist for the National Association of Home Builders (nahb.org).

Dietz says builders throughout the country are now inundated with calls from those living in high-density markets who want to relocate to a spacious new home well outside their metro center.

Some housing analysts say the quest for a very spacious home -- in excess of 3,000 square feet -- represents a return to the traditional view that a large property enhances quality of life.

“There’s something beguiling about big houses. Bigger is always better in America, assuming you can afford it,” says James W. Hughes, a housing expert and dean emeritus at Rutgers University.

But Hughes and other real estate analysts caution buyers against rushing into the purchase of a huge home without considering the implications going forward --especially if you must go quasi-rural to afford an oversized place.

“Review your realistic needs. For example, if you and your spouse work from home a lot, you might truly need spare bedrooms for dedicated home-based offices. But a formal dining room could be superfluous,” he says.

Here are a couple of other pointers for buyers:

-- Don’t rule out the need for a reasonable commute.

In recent years, many people bullish on large houses were nevertheless unwilling to accept a lengthy commute in exchange for more living space and a sizable yard. It was obvious they could get more house for the money in outer suburbs, but they refused to accept such tough trade-offs.

Still, the surge in remote working arrangements brought by COVID-19 has convinced many buyers that they’ll be entitled to work from home into the indefinite future --even after the pandemic has lifted.

“The outlook for remote work has generally become quite positive on the part of employers,” Davis says.

But he urges buyers to think beyond the pandemic to a time when companies might reevaluate their remote-work policies away from what they currently allow.

“What if your boss decides he wants you in the office two or more days of the week for team-building meetings and you’ve moved to a rural area a three-hour drive away? Or what if you must change to a company that doesn’t like telework? All these are realistic possibilities post-COVID,” Davis says.

To hedge their bets on remote work going into the future, he recommends buyers consider no property that’s more than a 60-minute commute from their current office or an employment hub where they might likely work.

“After the pandemic, you don’t want to get stuck with a punishing commute that steals your personal time,” he says.

-- Realize your floor plan will matter along with square footage.

Fred Meyer, a longtime real estate broker and appraiser, says many parents of school-age children want a house with a large master suite that’s segregated from the cluster of bedrooms where their kids reside. This is especially likely if their offspring are teenagers who thrive on loud music and games.

“It’s common nowadays for homebuyers to ask for ‘his and hers’ home offices. They want these home offices separated from the main living areas of the property. This requires lots of space,” Meyer says.

In addition, many buyers continue to yearn for exceptionally large kitchens with professional-grade appliances that flow into a great room where everyone can gather. Plus, they’re more eager than ever for a large yard.

But as Meyer notes, many buyers of very large houses make minimal use of some of their spaces. For example, he questions whether home fitness rooms will be as appreciated after public gyms fully reopen.

“Especially in areas where property taxes are high and rising, you don’t want to own a house with extra rooms you’ll never use,” he says.

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

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Planning Ahead for a Post-Pandemic First Home

Smart Moves by by Ellen James Martin
by Ellen James Martin
Smart Moves | September 9th, 2020

Now that summer has morphed into fall and the prospect of a COVID-19 vaccine is in sight, many young Americans are eager to make up for lost time toward their big life goals. Topping many lists: buying a first home.

The urge to move forward to homeownership has been intensified by alluringly low mortgage rates. But housing economists say that in many cases rising property prices are canceling out the added buying power that comes with low rates.

For wannabe owners, the underlying problem is an extreme shortage of available homes at the affordable end of the price spectrum, says Daryl Fairweather, chief economist at Redfin, a national real estate firm.

“Because there hasn’t been an increase in the number of homes for sale since rates started dropping with the onset of the pandemic, many buyers end up competing for the same homes, driving up prices,” Fairweather says.

Those competing forces have made the current market a wash for many homebuyers -- especially those seeking a single-family home in a popular suburban neighborhood, though the picture is more positive for those wanting a condo.

“Buyers searching for condos can find a better deal, both on overall price and mortgage payments, because most condos are less competitive than single-family homes as people move out of densely populated urban areas,” Fairweather says.

Regardless of the market conditions they’re facing, many young buyers -- restless after months of pandemic restrictions -- are determined to plow forward with their purchasing plans, according to George Ratiu, a senior economist for Realtor.com, a home-listing company.

He says one sure sign of confidence on the part of home sellers involves the stunning rise in the list prices they’re posting.

“Currently, median listing prices are 10.6% higher than a year ago. Meanwhile, the low supply of homes for sale has meant that properties are coming off the market in record time,” according to Ratiu.

Under such competitive circumstances, one risk facing frustrated young buyers is that they’ll allow their judgment to be influenced by the competition, especially if they’ve lost out on one or more properties to rival bidders.

“Don’t lose your head in the process. You never want to pressure yourself into buying an inappropriate property or paying way too much just to beat out other buyers,” says Tom Early, a veteran real estate broker.

Although mortgage rates are currently very attractive, Early cautions novice buyers against rushing into any deal solely to take advantage of low-cost home finance.

“There are a multitude of lifestyle factors related to the home you buy beyond mortgage rates. Because where you live is just a huge element in your happiness, take your time,” says Early, a past president of the National Association of Exclusive Buyer Agents (naeba.org).

Here are a few pointers for buyers:

-- Consider the most spacious place your finances will allow.

Clearly, you’ll want to postpone home-buying if your future is uncertain. Suppose, for example, that you or your spouse are considering law school in another city or a potential out-of-state job move. Contrast that with a couple holding down two steady jobs.

Early urges first-time buyers to look beyond their present situation.

“Forget buying a home the way you’d buy a pair of shoes -- to fit your current needs. In the ideal world, you’ll choose a place where you could live comfortably for at least seven to 10 years, giving you the option to remain there for as long as you want without outgrowing the house,” Early says.

-- Place a high priority on school quality.

Right now the parents of school-age children are grappling with the tough trade-offs involved with online versus in-person learning for their kids. But families plotting a home purchase also face longer-term issues. They’ll want access to quality schools well after the pandemic is over.

In most areas, it’s now easy to find online comparisons of schools based on test scores. That’s because most school systems freely disseminate test results on their websites. Also, there are a number of independent websites that use publicly available data to rank schools, says Kate Barrington, who blogs for one such site: Public School Review (publicschoolreview.com).

Under normal circumstances, agents recommend that home shoppers make in-person visits to schools in a neighborhood of interest. But the pandemic is making such site visits difficult. Thus, Barrington encourages buyers to reach out to parents’ groups through social media.

-- Always keep your eye on resale value.

As Early notes, rising demand for affordable properties among young adults means available homes will likely remain in very short supply going forward.

“No matter how long you intend to stay in the home, I strongly recommend you buy with resale in mind. A house with several bedrooms should prove more marketable than a smaller one, especially now that many people want two dedicated home offices,” Early says.

The bathroom count also matters.

“Remember that very few people, including singles, want to live in a place with just one bathroom. I’ve never seen a house with too many bathrooms,” he says.

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

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