Want to win more listings? Catch today’s podcast with Davis Bartels and you will! First, Davis shares several quick tips that will immediately improve your rapport with sellers. Later in the show, he outlines his entire process, including what happens before—and after—meeting with a potential client. Plus, Shelby and Davis offer solutions to the biggest problems real agents have when trying to lock down listings.
Listen to today’s show and learn:
What you’ll learn in today’s Real Estate Rockstars Podcast [0:00]
Growing your sphere to grow your business [2:03]
How to ensure that you embody real estate [3:11]
The first thing to do after connecting with a potential client [6:34]
What to do (and not to do) when consulting with a seller [8:12]
What sellers actually care about [10:07]
The last part of Davis’ listing consultation [12:11]
What to mail sellers prior to a listing presentation [14:27]
Why Davis does his own comps every time [16:20]
Get Davis’ pre-listing email from the Agent Success Toolbox [22:19]
Tips on starting your listing presentation off right [22:51]
A tip on when to do your listing presentation when competing with other agents [25:52]
Davis’ two-step process for listing presentations [26:47]
More tips that will help you crush your next listing presentation [29:49]
What to cover in your listing presentation [35:26]
How to cover comps like a pro [42:25]
When and how to propose a list price [44:34]
How to follow up after a listing appointment [48:00]
The best way to get contact information at an open house [51:39]
What the future holds for Davis Bartels [54:45]
Shelby Johnson’s real estate portfolio [56:43]
How the short-term-rental game has changed [58:46]
How Shelby’s thoughts on real estate investing have changed [1:00:12]
What the future holds for Shelby Johnson [1:02:09]
Davis’ favorite real estate tools and events [1:05:01]
Where to find and follow Davis Bartels [1:06:13]
Davis Bartels
Davis’s goal is to provide full service, front to back real estate services for their clients. They represent Sellers, buyers, landlords, tenants, and investors.
No matter the task, if it is in Residential Real Estate, Davis can help.
Davis Bartels’ personal career began during the Real Estate downturn in 2009. He began his journey by managing and negotiating high-level loan modifications and short sale transactions. As the market began to return to a healthy state, Davis’s focus shifted from helping distressed homeowners and sellers to helping those selling on a more traditional basis. Currently with Pinnacle Estate Properties in Westlake Village.
Along the way, they founded Oak Canyon Property Management. Their firm offers full-service property management. They manage on short-term, mid-term and long-term basis.
They are uniquely positioned to fully serve their clients across the real estate spectrum, no matter the task. Having the experience and tools allows them to offer their clients perspective from multiple viewpoints regarding their assets in order to ensure that they’re set up in the most effective manner to reach their long-term goals.
Davis has been married to his wife, Jessica, for 8 years and they have 2 girls (Everly-7 and Violet-2) and 1 more girl on the way. They love their Lab, Molly. Aside from real estate, Davis enjoys watching and playing sports (basketball and baseball), he enjoys cooking for friends and he is a car (and speed) enthusiast.
Related Links and Resources:
It might go without saying, but I’m going to say it anyway: We really value listeners like you. We’re constantly working to improve the show, so why not leave us a review? If you love the content and can’t stand the thought of missing the nuggets our Rockstar guests share every week, please subscribe; it’ll get you instant access to our latest episodes and is the best way to support your favorite real estate podcast. Have questions? Suggestions? Want to say hi? Shoot me a message via Twitter, Instagram, Facebook, or Email.
It’s no secret that the price tags of single-family homes — the ideal dwelling in terms of space, independence, and resale value — have spiked, and many current homeowners have been reluctant to let go, but a buyer whose heart is set on a single-family home may be able to follow a playbook to find their prize.
Buying a single-family home isn’t dramatically different from purchasing another type of property, but the process has a few variations. Here are some guidelines.
What Is a Single-Family Home?
The definition would seem easy enough, but it does vary according to real estate experts and government sources. The U.S. Census Bureau says single-family homes include fully detached and semi-detached homes, row houses, duplexes, quadruplexes, and townhouses. Each unit has a separate heating system and meter for public utilities, and has no units above or below.
According to other definitions of a single-family home, the building has no shared walls; it stands alone on its own parcel of land. In some places, the number of kitchens the home has informs the definition.
Unlike a multi-family property, a single-family home is meant for one person or household. Among the types of houses out there, including condos, co-ops, townhouses, and manufactured homes, the single-family home remains the holy grail for many Americans. 💡 Quick Tip: When house hunting, don’t forget to lock in your home mortgage loan rate so there are no surprises if your offer is accepted.
First-time homebuyers can prequalify for a SoFi mortgage loan, with as little as 3% down.
Benefits of Purchasing a Single-Family Home
While condos and townhouses may come with shared amenities and lower maintenance, traditional detached single-family homes come with different perks. When people buy a single-family home, they’re looking for benefits specific to this property type.
Spacious, Quiet, and Intimate
A single-family home is typically larger than a condo or townhome. Moreover, since the property is often on its own lot without shared walls, a single-family home offers more space and more privacy inside and outside the home.
Possibly No HOA
A co-op association or a condo or townhouse homeowners association sets and enforces rules and collects fees to pay for shared amenities. Anyone who buys into an HOA community must live by the CC&Rs: the covenants, conditions, and restrictions. They can be lengthy, and the ongoing fees can constantly rise.
You may be able to buy a detached single-family home with no HOA and paint your mailbox, or house, pink or purple — unless you live in a city like Palm Coast, Florida, that allows only earth tones and light or pastel hues but no colors that are deemed “loud, clashing, or garish.”
Then again, HOAs are becoming more common for detached single-family homes in planned communities. In fact, about 65% of single-family homes built in 2020 were in an HOA, Census Bureau data shows.
Single-Family Home Appreciation
Generally, single-family homes are in higher demand than multi-family or other properties. Because of both the building and demand, when a person buys a single-family home, the value may increase faster.
Possibilities for Renovation and Expansion
When people buy single-family homes, they’re buying into the potential to expand or renovate extensively. If the lot is big enough, single-family homeowners could put an addition on the property.
Single-family homes can be an attractive buy simply because of the option to expand in the future, unlike properties with shared lots or walls. 💡 Quick Tip: Not to be confused with prequalification, preapproval involves a longer application, documentation, and hard credit pulls. Ideally, you want to keep your applications for preapproval to within the same 14- to 45-day period, since many hard credit pulls outside the given time period can adversely affect your credit score, which in turn affects the mortgage terms you’ll be offered.
How to Buy a Single-Family Home
Ready to buy a single-family home? Anyone from a first-time buyer to a seasoned investor may find appeal in a single-family home.
Recommended: First-Time Homebuyers Guide
1. Draw Up Your Financial Priorities
First, it’s important to look at finances. Your credit scores can have a significant impact on getting approved for a mortgage. To get a clear read on credit, but not scores, buyers can request free credit reports from the three major credit bureaus.
Additionally, it can be helpful for a qualified first-time homebuyer — who can be anyone who has not owned a principal residence in three years, some single parents, and others — to look into specialty mortgages to see if they qualify for them.
A loan from the Federal Housing Administration (FHA) may allow a down payment as low as 3.5%. A USDA loan (from the United States Department of Agriculture) requires nothing down, and a VA loan (from the Department of Veterans Affairs) also usually requires nothing down. Some conventional lenders allow qualifying first-time buyers to put just 3% down.
It’s important to know, though, that all FHA loans require an upfront and annual mortgage insurance premium, regardless of the down payment size. VA loans require a one-time “funding fee.” And borrowers with conventional conforming loans who put down less than 20% will pay private mortgage insurance until their loan-to-value ratio drops to 80% and they request removal, or to 78%, when it falls off.
2. Decide on Your Preferred Type of Housing
No two houses are alike, just as no two homebuyers are. Everyone has different tastes and priorities about where they want to call home.
Before hitting every open house in town, consider deciding on must-haves for a single-family detached home, including privacy, proximity to businesses, size, and style. This could help determine if a single-family home is the right fit.
3. Arrive at Your Price Point
Armed with an understanding of the type of house, it’s time to think about the price point. In addition to thinking about the down payment, buyers will want to calculate a monthly mortgage payment and total loan costs.
Figuring out a price point before looking at homes can take the emotion out of the process. That way, buyers have a budget in mind and a “do not exceed” amount before they fall for a home.
4. Search for a Good Real Estate Agent
Buying a single-family home can be fun, stressful, and fast-paced. Working with a trusted real estate agent can make the process a little easier.
To find a real estate agent, you might consider:
• Reaching out to friends for referrals
• Checking out local real estate association websites
• Using an agent selling homes in the area you want to buy in
You might want to interview more than one agent, asking about their experience, availability, and philosophy. The choice of agent will likely come down to a combination of personality match and experience.
5. Find Your Neighborhood
Armed with an agent and budget, it’s time to dive deeper into neighborhoods. Once again, the choice of where to search will come down to the buyer; there’s no one “right” place to buy a single-family home.
As buyers explore neighborhoods, they might prioritize the following:
• School district
• Walkability
• Proximity to workplace
• Community resources
• Budget
An experienced agent can help buyers distill their priorities and even point them in the right direction. Typically, buyers will have to balance the above elements, as it might not be possible to check all the boxes in a single neighborhood.
6. Tour Homes With Your Agent
Once buyers decide what neighborhoods they want to buy a single-family home in, it’s time to start touring properties.
When touring a single-family home with an agent, try to allot between half an hour to an hour. In the case of open houses, prospective buyers can walk in at any time, but private home tours require a buyer’s agent to gain access to the property.
When buying a single-family home, everyone will have their own checklist of what they want, which might include:
• Listing price
• Number of bedrooms and bathrooms
• Storage space
• Floorplan
• Plot of land
• Deck and porch
• Garage and driveway
It could help to take photos or notes while touring a home to refer to them long after you’ve left the property.
7. Choose a House and Bid
Found a place and ready to make an offer? Time to get a home loan in order. Luckily, buyers will have a good idea of what they can offer on a property based on their finances with the upfront legwork.
Your agent can help with negotiating a house price.
How to make an offer? It pays to understand comps and the temperature of the market, and then:
• Figure out the offer price
• Determine fees
• Budget for an earnest money deposit
• Craft contingencies
With an offer drawn up, it’s time to submit it to the seller and wait for the next steps.
8. Review the Process and Get Ready to Move
Buying a single-family home isn’t a done deal once an offer is submitted. Typically there will be a back and forth, perhaps over offer price or contingencies.
Once everything is agreed on, and the inspection is resolved, it’s time to tally moving expenses and pack up.
9. Head to Closing and Move Into Your New Property
The final part of buying a single-family home is closing day. During closing, the buyer and seller meet with their agents to go over paperwork, and settle any outstanding costs, and formally turn over property ownership.
Next, it’s just moving everything in and settling in. Even after closing, homeownership may feel overwhelming, but there are plenty of resources to make it easier.
Ready to Buy a Home Quiz
The Takeaway
Ready to buy a single-family home? The process before you may seem daunting, especially if it’s your first home purchase. But if you break it down to small steps and keep your budget and dream-house priorities top of mind, home sweet home may be closer than you think.
Looking for an affordable option for a home mortgage loan? SoFi can help: We offer low down payments (as little as 3% – 5%*) with our competitive and flexible home mortgage loans. Plus, applying is extra convenient: It’s online, with access to one-on-one help.
SoFi Mortgages: simple, smart, and so affordable.
FAQ
How much does it cost to buy a single-family home?
Zillow put the typical value of a single-family home at $354,000 in April 2024. New construction costs more. The median sales price of new houses sold in February 2024 was $400,500, according to the U.S. Census Bureau.
Can you buy a single-family home with no money down?
If a buyer qualifies for a mortgage backed by the Department of Veterans Affairs or Department of Agriculture, or one issued directly by those agencies, they may be able to purchase a home with no down payment.
What are the most important things to consider when buying a house?
Location (including property tax rate, quality of schools, walkability, crime rate, access to green space, and the general vibe), your ability to cover all the costs, duration of your stay, and square footage may be important.
How much should you have in savings to buy a single-family house?
You’ll need to have enough to cover a down payment, closing costs, and moving fees while ideally preserving an emergency fund.
Photo credit: iStock/jhorrocks
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SoFi Mortgages Terms, conditions, and state restrictions apply. Not all products are available in all states. See SoFi.com/eligibility for more information.
*SoFi requires Private Mortgage Insurance (PMI) for conforming home loans with a loan-to-value (LTV) ratio greater than 80%. As little as 3% down payments are for qualifying first-time homebuyers only. 5% minimum applies to other borrowers. Other loan types may require different fees or insurance (e.g., VA funding fee, FHA Mortgage Insurance Premiums, etc.). Loan requirements may vary depending on your down payment amount, and minimum down payment varies by loan type.
Financial Tips & Strategies: The tips provided on this website are of a general nature and do not take into account your specific objectives, financial situation, and needs. You should always consider their appropriateness given your own circumstances.
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¹FHA loans are subject to unique terms and conditions established by FHA and SoFi. Ask your SoFi loan officer for details about eligibility, documentation, and other requirements. FHA loans require an Upfront Mortgage Insurance Premium (UFMIP), which may be financed or paid at closing, in addition to monthly Mortgage Insurance Premiums (MIP). Maximum loan amounts vary by county. The minimum FHA mortgage down payment is 3.5% for those who qualify financially for a primary purchase. SoFi is not affiliated with any government agency.
†Veterans, Service members, and members of the National Guard or Reserve may be eligible for a loan guaranteed by the U.S. Department of Veterans Affairs. VA loans are subject to unique terms and conditions established by VA and SoFi. Ask your SoFi loan officer for details about eligibility, documentation, and other requirements. VA loans typically require a one-time funding fee except as may be exempted by VA guidelines. The fee may be financed or paid at closing. The amount of the fee depends on the type of loan, the total amount of the loan, and, depending on loan type, prior use of VA eligibility and down payment amount. The VA funding fee is typically non-refundable. SoFi is not affiliated with any government agency.
There is nothing good to report on mortgage rates from last week. The chart below shows that we broke the critical technical level on the 10-year yield (marked with a red line). The CPI data, which the Federal Reserve doesn’t track for its 2% target, came in 0.1% hotter than estimates, but that was good enough to take one mortgage rate cut off the table for now. I talked about this last week on the HousingWire Daily podcast.
Now that this technical level has been broken, 2024 is going to be a lot more interesting, something I discussed in an interview with Yahoo Finance.
Now, with the specter of a wider war in the Middle East as Iran launches strikes against Israel, what will the bond market do? Some will say that bonds rallied ahead of the pending war news on Friday, but we will get a better answer Sunday night with bond market trading.
One positive thing for mortgage rates is that spreads between the 30-year mortgage and the 10-year yield are improving. I believe these spreads became one of the bigger mortgage stories, as the banking crisis sent the spreads to new cycle highs. This data line is improving and for now, it mitigates the damage done by the higher 10-year yield.
Of course, if the spreads get better from here and bond yields fall again, then mortgage rates can act much better on the downside. This is something to watch for in the future.
Things are hapenning fast with mortgage rates, which is why I update HousingWire’s Mortgage Rate Center page with analysis every weekday morning — looking at how the bond market reacts to economic data or an event that can move rates.
Weekly housing inventory data
Usually, I would jump for joy at last week’s inventory growth. However, last week’s numbers don’t get a passing grade: The rebound impact of Easter boosted last week’s inventory data, just like it caused the inventory data to decline in the previous week.
One item to note for this year is the year-over-year comparisons on active inventory. Inventory bottomed out on April 14 last year, which was the longest time it took for the housing market to find a seasonal bottom ever. From now to the end of the year, the easy comps to show inventory growth are over. It will get more challenging to show more growth unless inventory starts to pick up, especially toward the end of 2024. However, with higher mortgage rates, we should see more inventory growth.
Weekly inventory change (April 5-12): Inventory rose from 512,930 to 526,462
The same week last year (April 7-14): Inventory fell from 411,577 to 406,600
The all-time inventory bottom was in 2022 at 240,194
The inventory peak for 2023 was 569,898
For some context, active listings for this week in 2015 were 1,042,221
New listings data
It’s the same story with the new listing data; we got a nice snap-back from Easter. I am a big fan of the inventory growing year over year based on new listing data, and this is a big plus for the housing market. I had anticipated more growth, but as long as we are showing some growth this year, I will take that as a victory. Last year, it was savagely unhealthy that new listings data was trending at the lowest recorded levels.
2024: 66,786
2023: 48,556
2022: 67,229
Price-cut percentage
In an average year, one-third of all homes take a price cut; this is standard housing activity. When mortgage rates increase, demand falls and the price-cut percentage grows. That percentage falls when rates drop and demand improves.
This price-cut data line is critical to track now as inventory growth picks up for spring and mortgage rates have increased since the start of the year. Higher mortgage rates mean higher inventory growth and more price cuts, which keeps the model simple.
Here is the price-cut percentage for last week over the last several years:
2024: 32.1%
2023: 29.8%
2022: 18.8%
Purchase application data
Purchase applications dropped last week, down 5% week to week, but they showed a significant 23% decline year over year. The Easter holiday year-over-year comps have played a bit into this data line. We saw an excellent rebound in our pending contracts data last week and the inventory growth data from week to week. Now that Easter is out of the mix, we can move ahead on the week-to-week and year-over-year data with some more clarity.
Since November 2023, when mortgage rates started to fall, we have had 10 positive prints versus seven negative prints and two flat prints week-to-week. Year to date, we have had four positive prints, seven negative prints, and two flat prints.
The week ahead: War, retail sales and housing data
Do mortgage rates move with war news? Yes, they often do. Some speculate that in a war, money goes into the bond market as a flight to safety, pushing rates lower. However, war can also lead to higher inflation and higher mortgage rates. I discussed the economics of conflicts tied to mortgage rates as a premise for double-digit mortgage rates on this recent HousingWire Daily podcast.
This week, we will see how the bond and stock markets react to the news from the Middle East. We will also get retail sales numbers, which have been holding up better than most had anticipated for some time now. Also, we’ll get a ton of housing data, including the builders confidence, housing starts and existing home sales.
The 10-year yield is the key for all my housing work, so I focus on it religiously. In my 2024 forecast, I put the 10-year yield range between 3.21%-4.25%, with a critical line in the sand at 3.37%. If the economic data stays firm, we shouldn’t break below 3.21%, but if the labor data gets weaker, that line in the sand will be tested at 3.37%.
This means mortgage rates should stay between 5.75%-7.25% with a baseline assumption that the spreads will be bad for most of the year. The 10-year yield has traded above 4.25% this year, but mortgage rates didn’t reach 7.25%, so the spreads have acted better than I thought they would.
We recently dodged a bullet when the 10-year yield got close but didn’t break above 4.34%, which could have led to mortgage rates back to 8% again. We have bounced off that key line several times and last week, even with jobs data and Powell talking to Congress, the 10-year yield headed lower and mortgage rates ended the week at 6.85%. The chart below shows last week’s 10-year yield trading (March 4-8).
In the chart below, you can see why I have discussed the critical levels for the 10-year yield in the past: the bottom is around the 3.80% level and the top is the 4.34% level. We haven’t broken either yet. Given our current economic data and without a new critical global event, this range should stick. It’s a plus for mortgage rates that the U.S. dollar isn’t getting stronger but slowly falling — the world can’t handle it getting more robust. Powell said that Fed policy is restrictive, so if the 10-year yield breaks above 4.34%, I expect the Fed to be more dovish as they don’t want policy to get too restrictive.
Here is a longer-term look at the 10-year yield to give you the scale of the move in recent years.
Purchase application data
As mortgage rates rose from 6.63% to 7.16% earlier this year, we had five straight weeks of negative purchase application data, something we didn’t see last year. However, that changed last week. With rates going lower, we saw 11% week-to-week growth.
Since November 2023, we have had nine positive and five negative purchase application prints after making holiday adjustments. Year to date, we have had three positive prints versus five negative prints. This is a carbon copy of what happened in 2023 when rates went higher. However, we were worked from a lower bar in home sales last year. Moving the needle doesn’t take much since we all know we have buyers ready to go and home sales are at record lows.
Weekly housing inventory data
The positive story for housing in 2024 has been the inventory growth we have seen year-over-year. Yes, I know it’s not a lot of homes, but growth is growth, people! The farther away we stay away from the savagely unhealthy housing market of March 2022, the happier I will be.
Now, one thing about the year-over-year inventory data, the seasonal bottom last year happened on April 14, which was the longest time ever to find a seasonal bottom. With this information at hand, the year-over-year comps will show more growth than a traditional year, when we would find a seasonal bottom in January or February.
Here is a look at inventory last week:
Weekly inventory change (March 1-8): Inventory rose from 498,339 to 500,579
The same week last year (March 2-9): Inventory fell from 419,419 to 413,199
The all-time inventory bottom was in 2022 at 240,194
The inventory peak for 2023 was 569,898
For some context, active listings for this week in 2015 were 971,965
New listings data
New listings data is growing yearly, but it’s still a bit too low for my liking in 2024, as I was hoping for more of a rebound because this data line was running at the lowest levels ever recorded in 2023. However, growth is growth, and if we can match spring 2022 and 2021 levels, I will be a happy camper.
Weekly new listing data for the last week over several previous years:
2024: 59,243
2023: 50,687
2022: 59,661
For some historical context, new listing data this week in 2011 was 362,248.
Price-cut percentage
Every year, one-third of all homes take a price cut before selling — this is regular housing activity and this data line is very seasonal. The price-cut percentage can grow when mortgage rates move higher and demand gets hit. When rates fall, they go lower than an average year.
Inventory is higher than last year, and we might have found the bottom already in inventory, so as the year progresses, the number of homes taking a price-cut should increase. The goal is to see how the mortgage rate variable plays into this data line.
Here is the price cut percentage for the last week over the past several years. As you can see below, in 2022 when inventory was at all-time lows and mortgage rates were sub-4 %, the price-cut percentage data was at a savagely unhealthy low level.
2024: 30.5%
2023: 30.6%
2022: 16.7 %
Week ahead: Inflation week Is here
We are going from jobs week into inflation week when we will get CPI and PPI inflation reports. The CPI data will be interesting because every nerd in America said the same thing about the last CPI report. The report included a giant odd OER print that deviated wildly and made the data hotter than it should have. We shall see if that normalizes in this report or the next. As we all know, the apartment boom-to-bust is creating more disinflation data with apartment rents. If the inflation reports come in much softer than anticipated, we can see lower mortgage rates continue this week.
Selling your house is often one of the largest financial transactions you’ll make in your life. It can be complex and emotionally challenging, especially if it’s your first time dealing with a home sale or if the house is full of family memories.
Despite these challenges, millions of people successfully sell their homes each year. The process is well-trodden, but each sale has its unique circumstances and can come with many curveballs.
Whether you’re downsizing, upgrading, relocating, or just ready for a change, selling your house is a big step. The task might seem daunting, but remember, you’re not alone. Many resources can guide you through this process, providing advice and support along the way.
This guide aims to simplify the process and provide you with step-by-step instructions to help sell your house.
From setting your objectives to finally handing over the keys, we’ll walk you through each stage. We will address common challenges and offer expert insights to ensure you’re well-prepared for the journey ahead. Our goal is to help you sell your house at the best possible price within your desired timeline, while minimizing stress and maximizing satisfaction.
Understand Your Selling Objectives
The first step in any successful real estate transaction is understanding your motivations and objectives for selling. Be clear about your goals and timeline to create a selling strategy that will get you the price you want for your home within the timeframe desired.
Why are you selling?
Your motivations for selling might be tied to lifestyle changes, financial circumstances, or relocation for work. Perhaps you’ve outgrown your current house, or maybe it’s become too big after the kids have moved out. You might need to relocate for a new job or prefer a change in scenery as you approach retirement. By identifying your reasons for selling, you’ll have a clearer idea of what you want to achieve with the sale.
What’s your timeline?
Your timeline can significantly influence your selling strategy. If you’re in a rush due to reasons like a job relocation or closing on another home, you may have to price your property more competitively to attract a faster sale. However, if you have the luxury of time, you can afford to be patient and wait for an offer that matches your ideal price.
Evaluate Your Financial Position
Understanding your financial situation is essential in the home-selling process. A realistic view of your finances will help you make informed decisions, particularly in setting a reasonable asking price.
Understand Your Home Equity
Equity refers to the portion of your property that you truly “own” – it’s the difference between the current market value of your home and the remaining balance on your mortgage. Knowing your equity can give you an idea of your potential profits from the sale.
Consider Your Outstanding Mortgage
The amount left on your mortgage is another critical factor. If your outstanding balance is more than your home’s sale price, you may need to consider a short sale, which requires your lender’s approval and can affect your credit score.
Estimate Closing Costs
Closing costs are the fees and expenses you pay to finalize your home’s sale, excluding the commission for the real estate agent. They may include title insurance, appraisal fees, and attorney fees, among other costs. These are usually about 2-5% of the purchase price. Understanding these costs is crucial as they directly impact your net proceeds from the sale.
Taking the time to clarify your selling objectives and understanding your financial position will pave the way for a more streamlined and successful home-selling experience. These factors are not just critical for setting a realistic asking price but also for aligning your home sale with your larger financial or life goals.
Prepare Your House for Sale
Once you’ve identified your selling objectives, the next step is to prepare your house for the market. A well-prepared home can catch the attention of more prospective buyers and even command a higher sale price.
Home Improvements and Necessary Repairs
Before you list your home, assess its overall condition. Some minor upgrades and necessary repairs can significantly enhance your home’s appeal, often leading to a faster sale or higher selling price.
Deep Cleaning and Carpet Cleaning
Begin with a deep clean to ensure your home looks its best. Pay attention to often-overlooked areas, such as baseboards, window sills, and ceiling fans. If you have carpets, consider hiring a professional carpet cleaning service to remove any stains or odors. Cleanliness can significantly influence a buyer’s first impression.
Minor Upgrades and Fixes
Next, tackle minor upgrades and repairs that could deter potential buyers. This could include painting walls with a fresh, neutral color, fixing any plumbing or electrical issues, and ensuring all appliances are in working order. Although these tasks may seem small, they can make a big difference to potential buyers.
Stage Your House
Staging your house involves preparing it for viewing by potential buyers. It can significantly impact how quickly your home sells and the price.
Hire a Professional Stager
A professional stager, although an extra cost, can be a worthwhile investment. For a few hundred dollars, they can transform your space and make it appealing to as many potential buyers as possible. They use strategies like optimal furniture placement, accentuating natural light, and choosing neutral decor to make your home attractive and inviting.
Depersonalize Your Home
Part of effective staging involves depersonalizing your home. This means removing personal items like family photos, collections, and mementos. The aim is to create a neutral space where potential buyers can easily envision themselves and their own belongings. It’s all about helping buyers picture your house as their future home.
In the competitive real estate market, first impressions count. By investing time, money and effort in staging your house for sale, you can stand out from the competition and make a great impression on prospective buyers. These preparations could translate into a quicker sale and potentially a higher price.
Set the Right Price
One of the most critical decisions in the home-selling process is determining the right asking price. Setting a competitive price can help attract more prospective buyers, shorten the time your home spends on the market, and potentially yield a higher sale price.
Understand the Importance of Pricing
Choosing the right price is not just about the amount you’d like to receive. It’s also about understanding buyer psychology and local market trends. Pricing your home correctly can result in more interest, more showings, and ultimately, more offers.
Get a Comparative Market Analysis
A key tool for setting the right price is a Comparative Market Analysis (CMA). A CMA provides information about recent home sales in your area, adjusted for differences in features and conditions, giving you a good idea of what buyers might be willing to pay for your home.
Hire a Great Real Estate Agent
A great real estate agent can provide an accurate and comprehensive CMA. They have the experience and local market knowledge to understand which homes are truly comparable to yours and how various features and upgrades impact pricing.
Consider Comparable Sales
Comparable sales, or “comps,” are recent home sales in your area that are similar to your property in size, condition, and features. Your real estate agent will look at these comps, adjust for differences, and use the information to guide you towards a fair and attractive list price.
Adjust for Features and Conditions
Every home is unique, and its features and condition will impact its value. Your real estate agent will consider these factors when setting your home’s list price. For example, if your home has a new roof or a remodeled kitchen, it might command a higher price compared to a similar home without these upgrades.
Setting the right price is both an art and a science. It requires an understanding of the local real estate market, an evaluation of comparable sales, and an assessment of your home’s unique features. By enlisting the help of a great real estate agent and leveraging their expertise, you can set a competitive price that will attract serious buyers and maximize your profits.
Market Your House
Once your house is ready for sale and priced right, the next step is to get the word out to prospective buyers. Effective marketing can attract more interest and lead to quicker, more competitive offers.
Use High-Quality Professional Photos
Professional photography plays a crucial role in marketing your house. High-quality photos can showcase your home’s best features and give potential buyers a good first impression. Homes listed with professional photos tend to receive more views online, which can lead to faster sales and often at higher prices.
Craft a Compelling Listing Description
A well-written listing description can spark interest and invite potential buyers to learn more. Highlight your home’s unique features, recent upgrades, and what makes it special. Remember, you’re not just selling a property, you’re selling a lifestyle. Allow your real estate agent to offer feedback and help you create an enticing, optimized listing that will also show up in search results when people are looking for a home like yours.
Host Open Houses and Private Showings
Open houses and private showings are opportunities for potential buyers to experience your home in person. Be flexible with your schedule and make your house available for viewing as often as you can. The more people who walk through your door, the better your chances of receiving an offer.
The Role of a Good Real Estate Agent in Marketing
Marketing a house involves a significant time commitment and a specific set of skills. This is where a good real estate agent comes into play.
Leverage the Multiple Listing Service (MLS)
A good real estate agent can list your property on the Multiple Listing Service (MLS), a database of homes for sale that’s used by real estate professionals. An MLS listing can increase your home’s visibility, attracting other real estate agents and their clients.
Find a Realtor with A Proven Track Record
Choose a real estate agent with a proven track record of sales in your area. Their experience and local market knowledge can be invaluable in promoting your home effectively and attracting serious buyers.
In a crowded real estate market, standing out is key. By leveraging professional photography, crafting a compelling listing description, and utilizing the expertise of a good real estate agent, you can market your home effectively, attracting more potential buyers and increasing your chances of a successful sale.
Evaluate Offers and Negotiate
Once your marketing efforts start paying off and offers begin to come in, it’s time to shift focus to negotiation. The goal here is to achieve the best possible terms that align with your selling objectives.
How to Evaluate Offers
When you receive an offer, it’s essential to look beyond the offered price. While the highest offer might seem the most appealing, it’s not always the best choice.
Consider the Buyer’s Lender
Understanding where the buyer’s financing comes from is important. Offers from buyers who are pre-approved by a well-known lender may carry less risk than those from buyers who are not pre-approved or who are using a less established lender.
Assess the Down Payment
The size of the buyer’s down payment can indicate their financial stability. A larger down payment may suggest that the buyer has solid finances and is serious about purchasing your home.
Understand the Buyer’s Timeline
A buyer’s timeline can be just as important as their offered price. A qualified buyer who can close quickly might be more attractive than a higher offer that’s contingent on selling a current house.
How to Manage Multiple Offers
Receiving multiple offers can be exciting, but it can also be overwhelming. Your real estate agent can help you with this process.
Consult with Your Real Estate Agent
Your real estate agent’s experience can be invaluable in this situation. They can guide you through your options, help you compare offers side by side, and give advice based on their understanding of the current real estate market and the specifics of each offer.
Make the Best Decision Based on Your Needs
When reviewing multiple offers, it’s important to consider your own needs and priorities. For example, if you need to sell quickly, you might prioritize a buyer who can close sooner, even if their offer is not the highest.
Negotiating and accepting offers can be a complex part of the selling process. It’s not just about accepting the highest offer, but understanding the nuances of each proposal and making the best decision for your circumstances. With the right real estate agent by your side, you can handle this process confidently and successfully.
Close the Sale
After you’ve accepted an offer, the next step is to finalize the transaction. The closing process involves several stages, including a home inspection, title search, potential repair negotiations, and final paperwork signing. Here’s what to expect:
The Due Diligence Period
The due diligence period allows the buyer to further investigate the property after their offer has been accepted. During this time, the buyer’s agent will arrange for a home inspection.
Home Inspection and Report
A professional home inspector will thoroughly examine your property and generate an inspection report. This document details the condition of the house and outlines any potential issues, from minor maintenance concerns to significant structural problems.
Negotiating Repairs
If the inspection report reveals necessary repairs, there may be further negotiations. Buyers might ask you to handle the repairs, reduce the sale price, or offer a credit at closing to cover the repair costs.
The Title Search and Insurance
As part of the home buying process, the buyer’s lender will work with a title company to conduct a title search. This ensures the house is free from liens or claims and that you have a clear title to transfer to the new owners.
Understanding Title Insurance
Buyers might also negotiate for you to pay for title insurance as part of the closing costs. Title insurance protects the buyer and their lender from future property ownership claims, unexpected liens, or undisclosed property heirs.
Sign the Final Paperwork
The last step in the home sale process is the closing meeting. Here, you’ll sign the final paperwork, which includes key documents such as:
The Bill of Sale
This document transfers the ownership of personal property (like appliances or furniture) included in the home sale.
The Deed
This legal document transfers ownership of the property from you, the seller, to the buyer.
Documents Prepared by a Real Estate Attorney or Real Estate Brokerage
The closing process involves many legal documents. These might be prepared by a real estate attorney or real estate brokerage to ensure everything is in order.
Closing the sale of your house can be a complex process. However, understanding each step can help you proceed with confidence and reach a successful conclusion to your home sale journey.
Post Sale Considerations
Even after the final paperwork has been signed, and the new owners have the keys, there are a few additional factors to consider. The sale of your house doesn’t just end at the closing table. Let’s delve into these post-sale considerations.
Understand the Tax Implications
Selling your house can have significant tax implications. The application of taxes largely depends on the profit you make from the sale and how long you’ve lived in the house.
Capital Gains Tax Exemption
If the house was your primary residence for at least two of the last five years before selling, you might qualify for a capital gains tax exemption. This can significantly reduce your tax liability.
Consult with a Tax Professional
However, tax laws can be complex, and every situation is unique. Consult with a tax professional or a certified public accountant to fully understand the potential tax impacts. They can provide guidance tailored to your specific circumstances.
The Move to Your New Home
Moving to your new home involves logistical and financial considerations. Plan ahead for moving costs, including professional movers, moving supplies, and potential temporary housing.
Keep Records of Your Home Sale Expenses
It’s wise to keep a comprehensive record of all home sale-related expenses. This includes real estate agent commissions, home improvements made before the sale, and any fees or costs associated with closing. These records can be crucial for your future tax returns or financial planning.
Some of your moving costs may be tax-deductible if you or a member of your household is in the military, and you are moving due to a military order. Previously, moving costs were tax-deductible for many people who were relocating due to a job. After 2025, these deductions may return.
Conclusion
Selling your house is a significant event, and educating consumers about the process can reduce stress and result in a better outcome. By preparing your home, pricing it right, and working with a competent real estate agent, you can complete the transaction smoothly and efficiently.
The selling process might seem overwhelming, but with thorough preparation and the right team on your side, it can be an exciting time. Remember, every house can sell, it just requires the right strategy, a competitive price, and a bit of patience.
Frequently Asked Questions
What should I do if my house isn’t selling?
If your house isn’t attracting buyers, various factors could be at play. The asking price may be too high, marketing efforts might be insufficient, or the house’s condition could be deterring potential buyers. Consult with your real estate agent to pinpoint potential problems and devise solutions. You may need to reduce the price, enhance your marketing strategy, or invest in necessary home improvements.
Can I sell my house myself instead of using a real estate agent?
Yes, selling your house yourself is an option. This is known as “For Sale By Owner” (FSBO). However, selling a house involves complex tasks like pricing, marketing, negotiating, and handling legal paperwork. Real estate agents possess the expertise and experience to deal with these challenges. If you opt for FSBO, be prepared for a significant time commitment and be ready to handle these tasks yourself.
How long does it usually take to sell a house?
The timeline for selling a house can vary greatly and depends on numerous factors, such as local market conditions, the home’s condition and price, and even the time of year. On average, it can take anywhere from a few days to a few months. Your real estate agent can give you a better estimate based on local trends and your specific situation.
What is a seller’s market, and how can it impact my home sale?
A seller’s market occurs when the demand for homes exceeds the current supply. This often results in homes selling more quickly and at higher prices. If you’re selling your house in a seller’s market, it can be an advantage as you may get multiple offers and a higher sale price.
Should I make repairs before selling my house?
Whether to make repairs before selling your house often depends on the type and extent of the repairs and the overall condition of your house. Small repairs and improvements, like painting or fixing leaky faucets, can make a good impression on buyers. If your home has more more substantial issues, discuss the repairs with your real estate agent to weigh the cost against the potential return on investment.
It doesn’t matter how long ago you purchased your house, whether it’s been just a few years or several decades. Consider re-evaluating your current mortgage and living situation to determine whether a refinance could benefit your wallet.
The process is almost as in-depth as getting a new mortgage, so we’ll show you exactly when you should consider refinancing and how to complete the process.
What is a mortgage refinance?
Mortgage refinancing is the process of replacing an existing mortgage with a new mortgage loan. The new loan may have a different interest rate, term, or loan amount than the original mortgage.
People often refinance their mortgages to take advantage of lower interest rates, to change the terms of their loan, or to tap into the equity they have built up in their home.
When should you refinance your mortgage?
Before you jump into the refinance process, it’s wise to think about your goals. There are many times when it’s a good idea to look into mortgage refinancing, but you always have to look at the big picture as well.
For example, if interest rates are lower than when you got your mortgage or your credit has improved recently, you may qualify for a lower interest rate. This allows you to save money over the long run and have a lower monthly payment.
But here’s the catch.
If you lock into that lower interest rate and refinance for another 30-year mortgage, you’re adding time to the loan term. This might not be a big deal if you’ve only been paying off your mortgage for a couple of years. On the other hand, you may end up paying more interest over time, even with the lower rate, if you’re already several years into your current term.
Get your lender to crunch some comparisons for you, or do it yourself using a refinance calculator. That way you know for sure whether you’re really saving money or not.
See also: How Much Does it Cost to Refinance a Mortgage?
Drop Your PMI Coverage
Another time to look into refinancing your mortgage is if you’re paying private mortgage insurance and have reached 20% equity in your home’s value. At that point, you may be able to refinance and drop that PMI contingency.
Since PMI typically costs up to 1% of your loan amount each year, you could save yourself some serious money, especially since it’s not going towards your principal or interest.
As always, be sure to also consider the closing costs that come along with refinancing as well as how much of your loan you’ve already repaid. The financial benefits of the refinance should always outweigh the expenses.
Cash-Out Refinance
Another reason some people want to refinance is to access cash. Maybe they want to fund a home renovation project or pay off debts. A cash-out refinance will allow them to leverage the equity in their house to obtain that cash.
How soon can you refinance your home?
When it comes to refinancing, lenders typically look more at the amount of equity in your home than the length of time you’ve owned it. This is especially true of cash out refinances, which require 20% equity in the home. If you just want to change your interest rate or length of the loan, then you’ll need somewhere between 5% and 10% home equity.
If you’ve already refinanced your home once after the original purchase, your lender might make you wait before doing it again. The industry standard is usually six months, so as long as you’re over that threshold, you shouldn’t have an issue.
Prepayment Penalties
One issue to be aware of, however, is the potential for a prepayment clause in your existing home loan. Although it’s rare these days, this penalty can charge you a large fee if you pay off your mortgage early.
When you refinance, that’s exactly what you’re doing: paying off your old mortgage (and lender) with a new mortgage that could very well be through a new lender. Check your existing loan contract to make sure a refinance won’t come with any unexpected penalties.
How much could you end up paying?
Some prepayment penalty clauses are structured so that you pay 80% of the interest you would owe over the next six months. That can easily amount to thousands of dollars, especially if you’re early in your mortgage with interest-heavy payments.
How to Refinance a Mortgage
Refinancing your home doesn’t happen overnight. In fact, there are several steps involved. Here’s a play by play so you know exactly what to expect.
1. Determine the Type of Refinance You Want
We’ve talked about setting a goal for your refinance and this is a huge part of starting the process. You may want a standard refinance that merely adjusts your interest rate. Or perhaps you want to cash out some of your equity. Alternatively, you may wish to refinance out of an adjustable-rate mortgage to a fixed-rate or switch the length of your term.
2. Check Your Credit Score
Once you know the type of mortgage loan you want, it’s time to start preparing for the process. Knowing your credit score lets you know a bit more what you can expect in terms of loan qualification and interest rates.
Some loan types have absolute minimums, while others are more flexible. Check your credit score upfront so that you can get an idea of whether you meet basic refinance requirements.
3. Estimate Your Home’s Value
Next, you need to get an idea of how much your home is currently worth. The best way to do this is to look at comps in your neighborhood.
Check websites like Zillow and Realtor.com to find out what current sales prices look like, as well as properties that have been recently sold. Take a look at the price per square foot for these homes and apply that number to the square footage of your own home.
Of course, that’s not an absolute. Your home’s true value depends on several factors, including upgrades and lot size. But you can take these things into consideration to get a general idea of what your appraisal value could be.
4. Compare Lenders
You don’t have to refinance with your current mortgage lender. In fact, it’s smart to shop around to find the best loan terms. Compare all the details of your refinance offer. Getting a lower interest rate is definitely important, but you also want to consider potential closing costs and origination fees.
How a lender structures the new loan is also significant and can influence your decision. If you’re trying to save on how much cash you spend upfront, you might prefer a lender who lets you incorporate your closing costs into the loan amount. Alternatively, low interest rates may be the most influential factor when choosing a lender.
5. Get a Loan Estimate
After comparing rates and fees from multiple mortgage lenders, you can get a loan estimate from your top choices. A loan estimate is a form that provides essential information about the terms of a mortgage refinance loan.
It is intended to help borrowers compare different loan offers and make an informed decision about which one is the best fit for them. The loan estimate includes the loan terms, the projected monthly payments, the closing costs, and other charges associated with the loan. It also includes information about the lender, the mortgage broker (if applicable), and the real estate broker (if applicable).
6. Prepare for Your Application
After you pick out a lender with the mortgage rates and terms you like, it’s time to start gathering your documentation for your refinance application. You’ll likely need things like bank statements, tax forms from the last two years, and pay stubs.
Getting all of this paperwork together in advance can save time during the application and underwriting processes.
7. Get Ready for the Appraisal
Part of the mortgage refinance process is to get a professional appraisal on your home. Your lender typically orders this and the fee is usually included in your closing costs. Make sure your home is clean and presentable. You don’t need to make major changes but picking up ahead of time can create a good impression on the appraiser, as can a freshly mowed yard.
8. Anticipate Your Needs for Closing
Closing on a refinance is similar to when you originally closed on your home. Typically, your lender will arrange a meeting with a public notary so you can sign all of your paperwork. You can make this at a time and place that is convenient for you. If the refinanced loan is in both your name and someone else’s, like your spouse’s, then you’ll both need to be present to sign.
Once the paperwork is complete, you’ll start making monthly payments to your new lender as scheduled in your closing documents. Any new terms or rates will also apply so you can start paying down your newly refinanced home loan.
How to Refinance Your Mortgage FAQs
What are the eligibility requirements for a mortgage refinance?
To be eligible for a mortgage refinance, you typically need to have good credit, sufficient equity in your home, and the ability to make the monthly payment on the new loan.
Credit score: Lenders typically prefer borrowers with good credit scores when evaluating mortgage refinance applications. A good credit score is generally considered to be above 670, but this can vary depending on the lender. If you have a lower credit score, you may still be able to refinance your mortgage. However, you may be offered less favorable terms, such as a higher interest rate.
Equity: To be eligible for a mortgage refinance, you typically need to have sufficient equity in your home. Equity is the portion of your home that you own outright, and it is determined by subtracting the amount you owe on your mortgage from the value of your home. To refinance, you will typically need to have at least 20% equity in your home.
Ability to make payments: Lenders will consider your income, debts, and other financial obligations when evaluating your ability to make the monthly mortgage payment on a refinance. You will typically have to provide proof of income, such as pay stubs or tax returns, and you will need a debt-to-income ratio that is within the lender’s guidelines.
In addition to these requirements, you may also need to meet other eligibility criteria, such as being current on your mortgage payments and having no recent bankruptcies or foreclosures.
How do I compare refinancing options?
To compare refinancing options, you can use online mortgage calculators or consult a financial professional or mortgage lender. You should consider the interest rate, terms, and costs of each option.
What are closing costs?
Closing costs are fees that are associated with the process of obtaining a mortgage. They can include fees for appraisals, credit checks, title searches, and other services.
How much do closing costs typically cost?
Closing costs can vary widely depending on the specific loan and lender, but they typically range from 2% to 5% of the loan amount.
Can I refinance my mortgage if I have bad credit?
It may be more difficult to qualify for mortgage refinancing if you have bad credit, but it’s not impossible. You may be able to qualify for a refinancing option with a higher interest rate or with a co-signer.
How long does it take to refinance a mortgage?
Refinancing your mortgage can take anywhere from a few weeks to a few months, depending on the complexity of your situation and the lender’s process. It’s a good idea to start the process as early as possible to ensure that you have enough time to complete it.
So far in 2024, fewer homes are taking price cuts than in 2023, and this trend is on the verge of breaking below the 2023 lows in price cuts percentages. While weekly inventory is still falling, we have year-over-year growth in total active listing and new listings data. This calls into question a mortgage rate lockdown, as mortgage rates are also higher year over year.
What is all this data pointing to? We might have an average year in housing compared to the past four years! So, we need to be very mindful of the weekly data to get clues on the marketplace.
Price-cut percentage
Every year, one-third of all homes take a price cut before selling — this is a traditional housing activity. However, this data can move stronger in either direction when mortgage rates rise or fall aggressively.
A perfect example was in 2022: when housing inventory rose faster as demand crashed, the percentage of price cuts rose faster. After November of 2022, home sales stopped crashing and the price-cut percentage data has stabilized. Even when mortgage rates were approaching 8% last year, the number of homes taking price cuts was always 4% below the 2022 level. Currently, the price-cut percentage is less than 1% from breaking below the lows set in 2023. Demand is rising from a low bar, and total housing inventory levels are still historically low. This is the price-cut percentage for last week over the last few years:
2024: 30.1%
2023: 32.2%
2022: 18.3 %
Weekly housing inventory data
A really positive story for 2024 is that we have higher housing inventory year over year. It isn’t anything to write home about, but it’s a positive story nonetheless. I am a very pro-housing supply person and will feel much better about the housing market when we return to pre-COVID-19 levels for total active listings. Last week, inventory fell week to week but was up over this time last year. I am still hoping we get the seasonal bottom in inventory in February and not March or April.
Here is a look at last week:
Weekly inventory change (Feb. 2-9): Inventory fell from 497,389 to 494,862
Same week last year (Feb. 3-10): Inventory fell from 457,717 to 444,129
The recent inventory bottom was in 2022 at 240,194
The inventory peak for 2023 was 569,898
For context, active listings for this week in 2015 were 947,864
New listings data
The new listing data put a big smile on my face this week! For the first time in a while, this was a good week for new listing data. Over the last few years, we have been trending at the lowest levels ever, so seeing a positive week is great. Also, this brings into question the mortgage rate lockdown premise since mortgage rates are higher yearly. This is something I have been discussing for many months on CNBC.
Weekly new listing data for last week over the last several years:
2024: 51,875
2023: 44,533
2022: 45,594
Mortgage rates and the 10-year yield
The 10-year yield is the key for housing in 2024. In my 2024 forecast, I put the 10-year yield range between 3.21%-4.25%, with a critical line in the sand at 3.37%. If the economic data stays firm, we shouldn’t break below 3.21%, but if the labor data gets weaker, that line in the sand — which I call the Gandalf line, as in “you shall not pass” — will be tested.
This 10-year yield range translates to mortgage rates between 5.75%-7.25%, but this assumes spreads are still bad. The spreads have been improving this year so much that if we hit 4.25% on the 10-year yield, we still won’t see 7.25% in mortgage rates.
Last week was very interesting because we had a few Fed events to deal with. First there was the aftermath of Jay Powell’s 60 Minutes interview. Then the president of the Minneapolis Fed, Neel Kashkari, made statements about how the Federal Reserve policy isn’t as tight as people would believe, presenting his case in this article. However, just a few days later, Kashkari talked about how his gut tells him that two to three rate cuts are indeed in play. I discussed this turn of events with Editor in Chief Sarah Wheeler on the HousingWire Daily podcast.
The 10-year yield closed at the week high on Friday, even though the highly anticipated CPI revisions data showed that the inflation slowdown was accurate and no upward revisions were made.
Mortgage rates didn’t move around too much last week, ranging between 7.04% and 6.95%. However, as we can see, even with significant progress on the growth rate of inflation slowing down, mortgage rates are near 7% and the 10-year yield is still over 4%. My point on this topic has been clear for a while: the Fed hasn’t pivoted, and they have a highly restrictive policy against housing as they still believe in their COVID-19 housing policy keeping home sales trending near all-time lows.
Purchase application data
Last week, we had some confusion on purchase apps, as the unadjusted numbers showed 6% week-to-week growth. We don’t account for that data line ever; the actual numbers showed -1% week-to-week growth, and we are still showing negative 19% year-over-year data. Last year, we had better positive data as mortgage rates headed down toward 6% before rates started higher, so the year-over-year comps will get easier. However, if we had strong housing demand, purchase application data would easily be positive year over year and by double digits as well. For now, just think of a bounce from record lows in demand.
The year-to-date count is two positive reports and two negative purchase application reports. Since mortgage rates started to fall in November of 2023, we have had eight positive and two negative weeks after making some holiday adjustments. This has the potential to take the seasonal inventory bottom to March. However, I am hoping for the bottom in February.
The week ahead: It’s inflation week, plus retail sales and housing starts
We have a lot of data coming up: two inflation reports, retail sales, the builder’s confidence index and housing starts. The CPI inflation data will be exciting over the next six to seven months because we can start to see the rent factor kicking into higher gear to the downside. Even though the Fed says they don’t account for shelter when talking about rate cuts, lower inflation will bring more and more pressure on them to pivot and bring rates down. We will have tons of data lines to work from next week.
[Editor’s Note: This is the introduction to our 277th Weekly Transmission, originally delivered direct to the inbox of the GEM Crystal on January 4th, 2024. Below, a selection of members from the GEM Diamond community attempt to look into the crystal ball and offer proptech predictions for 2024. Many links included are to members-only articles, so won’t be accessible without an account already setup. You can read the full full article on our Crystal Platform.]
This year will be the wild wild west.
According to Sam Westelman:
In 2024, we should expect at least one big surprise. A top 10 prop tech goes bust. A three-way mega merger no one saw coming. The indictment of a major exec for white collar improprieties. A deep pocketed European or Chinese player makes an unimaginable acquisition. A music or entertainment mogul makes a strong real estate brand-play.
I’ll add on to that. A bombshell settlement of a yet-to-even-be-announced follow-on lawsuit resulting from the Stizer/Burnett hammer that dropped. Brokerages forgoing the age-old IDX practice–and sellers not calling bullsh*t. Office buildings being sold for pennies on the dollar. STR portfolios being banned entirely by Washington. Nothing will surprise me.
And, honestly, who knows what will happen in the public markets. There’s a glut of expected liquidity events, though ServiceTitan is gearing up for a 2024 IPO. The big mergers, such as the ❇️Lessen acquisition of SMS Assist❇️, will no doubt be hurt by the regulatory hurdles that are only getting worse with the scrapped Adobe-Figma merger. While deals will still happen, the “big” deals are going to face pressure … and significant risk. All of that will trickle down to venture. Lack of outcomes/returns means fewer investments made.
Below, GEM members circle the wagons and ready themselves for a quick-draw as they look ahead, sharing trends and predictions any real estate cowboy should consider in 2024.
SURGING ON OFFERS Drew Meyers, Founder, Geek Estate
If you believe ❇️the endgame is an offers platform across every home in the country❇️, then you must believe that an offers platform will eventually gain steam on the adoption front. It’s going to be a banner year for those who have survived the carnage. I’m looking at you, Final Offer, Openn, Offer1, DecentRE Property Exchange (DPX), and Homwel.
THE DATA CRE COMPANIES WILL BUY Kevin Shtofman, Head of Innovation, Cherre
As the world of sales and lease comps gets murkier, enterprising developers and acquirers will look to other data sources to augment their decision-making—permitting data, incentives data, and consumer spending data will be high-ROI subscriptions. I’ll be watching companies like BCI, Builty, and Incentifind in this arena, in addition to established players like Mastercard.
DEEP POCKETED EUROPEAN OR CHINESE PLAYER MAKES AN UNIMAGINABLE ACQUISITION Sam Westelman
Let’s just throw a dart at this provocative headline. Here’s your appetizer. Australian powerhouse Raine & Horne sets its sights on the US market. They make a cash and stock offer for United or HomeSmart to get a piece of those juicy nationwide footprints. Boom! That puts them at 1%-ish of the US residential market, and primes them to add some global flair on these shores. And for the main course, Singaporean state sovereign fund Temasek Holdings thinks Place & Brivity look like tasty snacks. They leave the very capable management in place, but task them with dominating the retail brokerage space and being the next incarnation of NAR.
MAJOR M&A SHAKES AEC INDUSTRY Stephen Del Percio, VP & Assistant General Counsel, AECOM
As federal infrastructure dollars continue to swell design and construction backlogs, publicly traded firms will realize the only way to convert them into actual revenue will be through leveraging each other’s resources. I’ve been predicting this for several years now (and that I swore I was done making this prediction after 2023), but the conditions seem so ripe in 2024 that I’m doubling down once again.
There are 23 more entries included, click the link below to get to them…
Read the full list for free
Image generator: Dall-E 3 Prompt: Realistic modern buildings, such as a home, office, strip mall, with a stagecoach and longer exposure on a Toyo 45AII and Nikkor-w 150mm f/5.6 w/ Copal #0 and add a single family home
If you’ve been actively house hunting for a while, chances are you’ve come across a real estate listing that was referred to as a HUD home. But what exactly does that mean? Is this type of home worth considering as your next purchase?
Discover everything you need to know about HUD homes and whether this type of home is right for you. While there is some risk involved, the potential for reward is also great. So read on and see if you should start searching for HUD homes in your area.
What is a HUD home?
Owned by the U.S. Department of Housing and Urban Development (HUD), a HUD home is a type of residential foreclosure. Traditional foreclosures occur when a homeowner defaults on their home loan.
If they can’t reach a repayment agreement with their lender, the lender takes ownership of the property. Then, the lender lists the property for sale to get the balance owed on the mortgage loan.
FHA Insurance and Its Impact
Foreclosed properties often sell well below the amount owed to the lender, who then takes a loss on the property. However, if the home is insured by the Federal Housing Administration (FHA), the foreclosure process happens a little differently.
The Federal Housing Administration is actually a department within HUD. It doesn’t make loans directly, but it does help ensure borrowers with a specific type of loan to help encourage homeownership. The FHA also provides mortgage insurance to FHA-approved lenders.
FHA mortgages entice lenders to originate and fund the loan since underwriting standards are slightly less stringent than a conventional loan.
However, when a home financed by an FHA loan goes into foreclosure, HUD reimburses the original lender for the outstanding loan balance. HUD then takes over ownership and sells it to compensate for the cost it paid to the lender.
The Process of Buying a HUD Home
When a regular home is listed for sale, the seller works with their real estate agent to come up with a price based on comparable houses in the area.
When a HUD home is put on the market, it goes through an appraisal process to determine its fair market value. The list price also considers any necessary repairs that are needed in the home.
The HUD Bidding System
With a normal listing, you’d tour the house and make an offer to the seller via your respective real estate agents. It specifically helps to work with an agent who has experience with HUD homes, but it’s not necessary.
While you still tour HUD homes with your real estate agent, the offer process is entirely different. Rather than making a traditional offer, you place a bid. If your agent is registered with HUD, they can submit the bid online for you.
There is a designated bid period. Once yours is submitted, they will compare it to any other bids that have been received. If yours is the highest offer, you’ll get an acknowledgment from HUD.
At that time, your agent will send you a contract, which you have 48 hours to submit to your regional HUD office. This is the only way to lock in the home and get the ownership underway. Otherwise, they could put it back on the market. So, always submit your documents in a timely manner.
HUD Home Buying Process
You often only get one shot at placing an offer on a HUD home, so it’s important to develop an informed strategy beforehand. While you may think it warrants an automatic lowball offer, this isn’t necessarily the case, especially if you live in a competitive real estate market.
In addition to looking at comps in the area and the home’s condition, you can also base your offer on the length of time the home has been on the market. If it’s new on the market, you probably don’t want to come in too low on your offer price. This is unless you’re only interested in the property at a certain price point.
HUD Home Costs and Financing Options
HUD often accepts offers between 85% and 88% of the list price. That’s a good frame of reference when developing your bid unless, of course, someone comes in with a higher offer. If the property has been on the market for several months, you definitely have more leverage in making a lower offer.
Your deposit will generally range from $500 – $2,000. Your mortgage payments will depend on how much your down payment is. The higher your down payment amount, the lower your mortgage payments will be. Closing costs usually average to be about 3-4% of the purchase price of a home. However, if you buy a HUD home, HUD may pay most of your closing costs.
Assessing Risks and Rewards in ‘As-Is’ HUD Home Sales
That’s because, unlike most regular listings, HUD homes are sold as-is. So, regardless of what work needs to be done, HUD will not take care of it to sell the house. But, of course, this is typically true of any foreclosed property.
That’s why it’s vital to have an inspection completed before you make an offer. Unlike other buying processes, you should have the inspection done first. Then, use it to inform your bid offer because you can’t renegotiate based on the results.
It’s definitely worth spending a couple of hundred dollars to ensure the needed renovations are within your scope.
Pros and Cons of Buying a HUD Home
Purchasing a HUD home can be an attractive option for many buyers, offering a unique blend of financial advantages and potential challenges. Understanding these pros and cons is crucial in making an informed decision.
Pros
Competitive pricing: One of the most significant benefits of HUD homes is their affordability. These properties are typically priced below-market value, providing an excellent opportunity for buyers to secure a home at a reduced cost. This pricing advantage makes HUD homes particularly appealing to first-time buyers and those looking for good value in the housing market.
Accessible down payments: HUD homes often come with the advantage of requiring lower down payments. In some cases, buyers may be eligible to make a down payment as low as 3.5% of the purchase price. This lower threshold can make homeownership more accessible, especially for those who may struggle to save for a larger down payment required in traditional home purchases.
Reduced Closing costs: Another financial benefit of purchasing a HUD home is the potential for lower closing costs. HUD may cover a portion of these costs, reducing the overall expenses that buyers need to pay out-of-pocket. This can make the process of buying a home more affordable and less daunting financially.
Cons
‘As-Is’ condition: One of the primary challenges of buying a HUD home is that they are sold in ‘as-is’ condition. This means that the buyer assumes responsibility for all repairs and renovations needed, which can sometimes be extensive. Potential buyers should carefully consider the condition of the property and be prepared for the possibility of unforeseen repair expenses.
Lengthier closing process: The process of closing on a HUD home can be more time-consuming compared to traditional home purchases. This is due to the additional paperwork, approvals, and procedures required by the government. Buyers should be prepared for a potentially prolonged process and factor this into their planning.
Additional financial considerations: While HUD homes can offer lower initial costs, they may require additional financial commitments, such as escrow deposits for repairs. These added expenses can arise from the need to address issues not covered under the ‘as-is’ purchase agreement. It’s important for buyers to be aware of and budget for these potential extra costs.
Financing Your HUD Home Purchase
You don’t need your full offer price in cash; in fact, you can use just about any loan type. The trick is to make sure the home’s condition qualifies for the loan type’s eligibility requirements.
Government-backed loans such as FHA, VA, and USDA loans have stricter requirements than conventional loans. For example, an appraiser for FHA loans looks for the following items:
A lot sloping away from the house
Windows in each bedroom
Chipped lead paint (in pre-1978 homes)
Handrails on stairs
Sufficient heating system
Solid roof and foundation
If the HUD property does not meet these basic requirements, you’ll need to find alternative financing. A conventional loan appraisal is more concerned about the home’s market value and comes with stricter credit and income requirements.
There are options, however, to finance repairs. One is a 203(B) loan, which allows you to finance up to $5,000 in repairs. The other is a 203(K) loan, which finances up to $35,000 in repairs.
Finding HUD Homes in Your Area
Your real estate agent can help you locate HUD homes in your area, especially if that’s their area of expertise. However, to start looking on your own, you can access HUD’s database of homes for sale. This online tool allows you to search several criteria to find the home you want in a specific location.
You can search by state, county, or city, as well as price range and home features. In addition to the number of bedrooms, bathrooms, and square footage, you have the option to search for a limited number of special features, including:
Fireplace or wood stove
Single or multiple stories
Outdoor amenities, like patio, pool, porch, or fence
Parking type
Housing type
Property age
Despite not being as user-friendly as a site like Zillow, the HUD website allows you to browse listings and find something that meets your needs.
Can investors buy HUD properties?
Purchasing a foreclosed home as an investment can be a great idea, assuming you’ve done ample research into your local market.
If you’re ready to jump into the real estate game as a landlord or Airbnb host, you should certainly add the HUD portal to your property source list. However, it’s important to realize that there are a few restrictions for investors.
As we mentioned earlier, HUD properties are listed in bidding periods. The first period is an “exclusive listing period” and only accepts offers from owner-occupant buyers, non-profit organizations, and government entities. In other words, they are initially offered to buyers who intend to live in them as their primary residence.
After that 15-day period, if no offer has been submitted, HUD opens up an extended bidding period to investors. At that point, you may submit a bid to purchase the property as some type of investment.
What happens if a HUD property is not sold?
HUD lists its foreclosure homes for six months before taking other actions. If the home is not sold within that time frame, they can sell the property to a nonprofit or government agency for $1. The home must then be transformed into either affordable housing for families within the community, or benefit the area in some other way.
HUD also offers programs for public servants such as teachers and police officers. This program, called the Good Neighbor Next Door, provides teachers, police officers, firefighters, and EMTs with a 50% discount off the list price of eligible HUD homes.
This program aims to revitalize and strengthen communities by having public servants live and work in the same place.
Is a HUD Home Right for You?
Be aware of the potential for both risk and reward. Start by evaluating your wishlist for a home, whether it’s for yourself or as an investment.
If you’re looking for a move-in ready house, it may not be right for you. It’s also not a good idea if you’re risk-averse. Even if you perform a home inspection, it may not catch every single problem with a home.
Even after the former owner vacates the property, it takes time for the original lender to process the paperwork and transfer the property to HUD. Then HUD must perform an appraisal and go through the listing process. This lengthy process can lead to additional neglect and damage incurred to the property.
The Reality of Distressed Properties
On the plus side, you may have the opportunity to gain some quick equity, depending on the location, condition, and final sales price. This is especially true if you’re willing to buy a fixer-upper.
As long as you understand the process and the associated risks of buying a HUD home, you can potentially put yourself into a better financial situation. This includes a lower monthly mortgage payment and greater home equity.
Just be realistic about what you’re willing to put into a home (both time and money). Furthermore, play out worst-case scenarios and make sure you’re ok with each of them. With an open and informed mind, you could get a great housing deal with HUD.
Frequently Asked Questions
How do I purchase a HUD home?
You can purchase a HUD home by submitting a bid through an approved real estate broker, or by submitting an offer directly to HUD.
Who is eligible to purchase a HUD home?
Anyone can purchase a HUD home. However, certain restrictions may apply, such as income limits and owner occupancy requirements.
Is there a minimum bid requirement for HUD homes?
No, HUD does not specify a fixed minimum bid amount for its homes. The acceptable bid varies based on the property’s appraised value and market conditions. Very low bids are less likely to be accepted, especially during initial periods reserved for owner-occupants. For specific bidding information, consult the HUD Home Store or a real estate agent with HUD experience.
Can I buy a HUD home as a vacation property or second home?
HUD homes are primarily intended for buyers who will use them as their primary residence. There are specific periods during the bidding process when only owner-occupant bids are considered. However, if a HUD home remains unsold after these periods, it may become available for purchase as a vacation or second home.
Is it possible to negotiate the price of a HUD home?
Unlike traditional real estate transactions, the price of a HUD home is generally non-negotiable. HUD homes are priced at fair market value, considering their condition. The bidding process is the primary way to determine the final sale price, and HUD will accept the highest reasonable offer.
How long does it take to close on a HUD home after my bid is accepted?
The closing process for a HUD home can vary, but it generally takes longer than a traditional home purchase. Typically, you can expect the closing process to take anywhere from 30 to 60 days from the acceptance of your bid. This timeframe can be affected by various factors, including the type of financing and the specific procedures of your local HUD office.
Are HUD homes eligible for home warranties?
HUD homes are sold ‘as-is’ and do not come with warranties. Buyers are encouraged to have a home inspection before making a bid to understand any potential issues. However, after purchase, homeowners can independently obtain home warranties from private providers for future protection.
What is the ‘Good Neighbor Next Door’ program?
The Good Neighbor Next Door program is a HUD initiative aimed at encouraging community revitalization. This program offers a significant discount (up to 50% off the list price) on eligible HUD homes to law enforcement officers, teachers, firefighters, and emergency medical technicians who commit to living in the property as their primary residence for at least 36 months.
I’m excited to announce GEM Diamond’s newest Biz Intel series: Real Estate Data Intelligence.
Our goal is to summarize the top of the funnel for any data needs. Which companies offer various datasets, what format are they offered in, are they able to re-license their data, and even estimated costs in some cases.
Here’s the list of parts we have outlined so far:
Intro (Part I)
Property Data (Part II): Originating from more than 3,000 county recorder and assessor offices, property facts (beds, baths, square footage, etc) and tax assessed values, sales dates and prices.
MLS Data (Part III): Active listings, sales prices, and status changes. As well as agent and broker rosters. Controlled by more than 500 MLSs.
Local Data (Part IV): At the city, neighborhood, or ZIP code level, this includes data points such as median sale price, rental estimates, appreciation rates, school ratings, and crime statistics. Plus datasets such as neighborhood boundaries.
People Data (Part V): Owner contact details, mortgage information, and demographics.
Multi-family And CRE Data (Part V): Comps and multi-family rent rolls, plus revenue performance data to benchmark against.
Trend Data (Part VI): The lines, trends and forecasts of home values/sales, rents, population shifts, and office occupancy rates.
What data is missing? If you’re a data provider that services one of these categories, would love to hear from you…
GEM Diamond announcement. For non-members, more info in the latest Weekly Radar.