What are the best ways to succeed as a new real estate agent? Catch this compilation of July’s best real estate podcast clips and find out! Guests include agents who have mastered social media marketing, successful real estate investors, and NAR’s 30 Under 30 winners. Discover what today’s top talent is doing differently and how you can ensure continued success in this competitive industry.
Listen to today’s show and learn:
Updates on the Miami-area condo collapse [1:14]
Industries expected to see significant wage growth [2:45]
The multilingual-agent advantage [5:15]
How to niche and target for inbound leads [8:00]
The best thing about video marketing 11:12]
Krista’s best source for real estate leads [14:08]
Why agents must master marketing in order to become top producers [15:01]
What to convey with your real estate branding [15:47]
Advice for people who are considering a career in real estate [18:00]
Why slowing growth is actually a good sign for the housing market- [22:59]
Why 2022 might be a better year for home buyers [24:43]
The “day one” work mentality [27:09]
Jonathan’s final thoughts: be an advisor, not a salesperson [28:55]
Why you don’t have to do open houses [31:52]
Questions to ask the listing agent before submitting an offer [33:38]
How Julee nurtures her social media leads [34:45]
Social media tips for real estate agents [36:30]
Where Luke gets his leads and how he converts 10 percent of them [38:38]
How to invest your commission checks wisely [39:46]
Related Links and Resources:
Thank You Rockstars! 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. -Aaron Amuchastegui
In the two years after a notorious Surfside, Florida condo collapse, new temporary rules and increased enforcement have been instituted to ensure building safety, but these measures have also intensified the challenge involved in finding affordable financing in this market.
“There are more and more buildings that don’t meet the warrantable guidelines,” said Melissa Cohn, regional vice president, William Raveis Mortgage, referring to the standards buildings must meet for government-sponsored enterprises to back condominium unit loans.
At the same time the banking crisis reportedly reduced the supply of low-rate condo unit financing.
“You have the secondary market in the last two or three months somewhat collapsing, where you see these banks are starting to fold,” said Orest Tomaselli, president of project approval at CondoTek. “Some of these are banks that have provided residential mortgage financing to owners and purchasers in these condominium developments.”
Borrowers are still able to pay up for other options in the private market but these developments have generally limited the availability of more cost-effective loans for buyers of condo units, Cohn said.
“There are still financial institutions that will lend at market rates in nonwarrantable buildings,” said Cohen. “But they may not drop the rates below market for anyone.”
That’s a concern, because condos can be a source of scarce affordable housing in a high-cost market, and while Surfside-inspired rules as now configured are aimed at making buildings and units safer, some think they run the risk of having a counterproductive impact on financing.
“If it becomes more difficult to make those loans, it will become more difficult for people to enter into the housing system,” said Taylor Stork, chief operating officer of Developer’s Mortgage Company and president of the Community Home Lenders of America. “Most of our borrowers are first-time homebuyers in metropolitan areas and they tend to go toward the housing stock that is less expensive. In those areas, it’s more likely that a condominium will be an option.”
A growing list of “unavailable” buildings
To understand Surfside’s ripple effects in the condo market, consider the list of buildings that don’t meet Fannie Mae’s lending requirements.
The growth in the so-called unavailable list, which is constantly changing in line with the status of different buildings relative to Fannie’s requirements, has drawn attention because it’s caught an increasing number of condo associations and would-be borrowers by surprise.
“Hundreds of buildings have been added since Surfside,” said Tomaselli. “It seems like every day, there’s another one going on.”
Some of the market frustration with the list has stemmed from the fact that only Fannie, lenders and other entities with a permissible business purpose have had access to what traditionally have been called unwarrantable condos and they’ve been loath to share it outside of that.
“Approved parties that access [Condo Project Manager] for project eligibility information are not permitted to disclose Fannie Mae eligibility determination to third parties,” a Fannie Mae spokesman said in an emailed statement. (CPM will become mandatory for full reviews in July.)
The access restriction has meant some buildings have been unaware that they’re on the list until someone tries to finance a unit. The listing isn’t even always related to post Surfside rules, but the increased enforcement of other traditional condo standards in response to the collapse.
The CHLA, National Association of Realtors, and the Community Association Institute have all called for public access to the list and guidance as to how buildings can regain eligibility. (Lenders have said some fixes can be done in time to close a loan but others are more complex.) The trade groups also are asking for a minimum 60 day comment period before any condo lending rule changes.
There’s some precedent for a public list. Unlike Fannie’s technology and Freddie Mac’s platform for condo information, which provides feedback based more on discrete criteria rather than by building, the Federal Housing Administration’s list is public.
The FHA’s specific lookup tool provides information on building approvals and rejections and is designed for specific searches related to a particular property or area. While it has different criteria and costs than the GSEs (of the three, only Fannie and Freddie lend on cooperatives), some of the FHA’s feedback on buildings may mirror theirs.
CPM also is formatted as a lookup tool and its exclusive use mandate narrows the channels through which Fannie loans can get done, Stork said. Not only vendors but some originators who don’t work directly with Fannie, like aggregators or brokers, lack direct access to the system.
The situation can lead to frustration and costs for borrowers because once a loan has property-specific information, lenders tend to start worrying about time-sensitive disclosure requirements and start a more detailed application process. For borrowers in this market, that can come with the usual mortgage costs like the appraisal in addition to, for example, fees buildings charge for supplying certain condo information, said Stork.
“A borrower can easily put $1,000 to $1,500 into a transaction and then learn that it is never going to be approved, and there’s no way that the lender, or the borrower, or even the Realtor could know all of this, in many cases,” Stork said. “First-time homebuyers generally don’t have that money just laying around.”
Fannie’s spokesperson said that it considers lenders it works with to be “in the best position to have conversations with their customers about mortgage finance.”
With the advent of the banking crisis, more private lenders are increasingly likely to pile on if they become aware of Fannie’s approval status for a building, either by seeing it as signifying risks they should charge more for or that they should avoid financing it altogether.
“Being on that list, it sometimes can mean that other lending shuts down in the building as well,” Tomaselli said.
Therein lies a key dilemma in the wake of Surfside: lenders may have less tolerance for giving money to buildings with strained finances just when condos are most likely to need more cash to ensure their structures are sound.
Layers of rules and costs to navigate
Fannie and Freddie’s temporary criteria in response to Surfside have focused on restricting single-family financing for units in buildings that have deferred maintenance and public repair directives related to unsafe conditions.
The GSEs have noted that as they get a better sense of the mitigants that could be used to address the risks in aging condo buildings Surfside epitomized, they could rethink their criteria. Lenders generally would like that to result in some more leeway, but think further tightening might be more likely.
Meanwhile, even with the temporary constraints, the share of condo and co-op loan acquisitions at Fannie Mae has remained largely consistent around 9% as of year-end 2022.
And sometimes those constraints are necessary, lenders agree. As much as the market is short of housing at affordable entry-level price points and the buy-in cost for owning a condo may be lower than a traditional home, if a building’s not sound or ongoing maintenance and assessments won’t be financially manageable for a particular borrower in the future, they shouldn’t get a loan.
“The piece that Fannie Mae’s focused on…is how do we ensure sustainable homeownership,” Jake Williamson, senior vice president, single-family collateral risk management, in an online video forecast about the condo outlook. “Part of that is keeping in mind the ongoing cost.”
Adding to that concern are regional rules that have been put into place in areas where condos are concentrated. Access to this type of housing has been increasingly costly and constrained.
In Florida, June marks not only two years since Surfside, it’s also the 12-month anniversary of the state’s Building Safety Act. Because of its passage, buildings have been grappling with how to make assessments for new structure and reserve requirements affordable to their unit owners
“Each association or board president is going to have to take a damn good look at their resident constituents and figure out what their ability to pay is,” said Greg Main-Baillie, executive managing director for the Florida Development Services Group at Colliers. “Unfortunately, some board presidents could end up putting their buildings into default if they don’t.”
Baille, who acts as an owner’s representative and project consultant for condo associations facing inspections and structural repairs, said he doesn’t deal directly in unit financing, but noted building finances are inextricably linked to those of single-family owners and mortgagors.
State or regional programs that help some unit owners obtain financial assistance to help with assessments could mitigate condo default risk, Main-Baille said. Miami-Dade County has offered up to $50,000 to owners with an area median income of 140% or less.
Condo boards also might want to judiciously use a home equity loan of credit related to their multifamily building mortgage to, for example, extend the amount of time unit assessments can be spread out over, reducing monthly payments for potential future owners, he suggested.
“It may be better for the condo to actually go and leverage that debt on the behalf of their residents than the residents going and sourcing loans themselves, and it’s probably going to be cheaper too,” he said.
While the costs associated with Florida’s rules have been the most prominent so far, given the national impact of Surfside on Fannie’s temporary standards and the wide distribution of states on the unavailable list, it’s likely regional responses will grow too and become a factor in lending. New York City, for example, also has had some problems with aging infrastructure. Local rules were implemented in response to it in the past.
“Florida is really the only one that is pushing this mandate to this level and degree at this point in time…but you just have to wait to find out if more states will start following suit,” Maine-Baille said.
The total number of unavailable buildings in the Sunshine State topped several hundred at the end of May, according to lender estimates. As of May 31, every state but three had at least one building on it. The exceptions were Arkansas, North and South Dakota. The number of buildings listed per state was generally under 100 and sometimes as low as one at that time. The state with the second largest numbers of listed buildings was California, which had over 200.
Updates continue to trickle in on the Miami-area condo collapse, but we’re still waiting for more answers. On today’s podcast, Aaron covers what we do know and what all agents should take away from this tragedy. He also shares his thoughts on yet another extension to the foreclosure moratorium and offers predictions regarding its inevitable end. Tune in for that plus coverage of other recent real estate news, including reports of iBuyers expanding to markets in the Northeast.
Dave Ramsey removes eXp agents from referral program [7:19]
Investors continue to buy real estate despite rising prices [10:12]
Only 2 out of 10 people return to work [15:12]
iBuyers enter markets in the Northeast [16:40]
Industries expected to see significant wage growth [21:06]
Related Links and Resources:
Thank You Rockstars! 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. -Aaron Amuchastegui
Florida Gov. Ron DeSantis might be best known these days for his “war on woke.” He’s generated daily headlines for his “Don’t Say Gay” bill in schools, his battles against Disney, and the travel advisories issued against the state by the NAACP and LGBTQ organizations.
However, his housing policies haven’t generated nearly as much attention.
After months of fueling rumors, DeSantis formally announced his bid for the U.S. presidency on Wednesday. What would that mean for the housing market if he wrests the Republican nomination from real estate mogul and former President Donald Trump and wins the general election in 2024? (Currently, Trump has a sizable advantage in the polls among likely GOP voters.) Realtor.com® looked at the No. 2 Republican contender’s housing-related priorities during his four-plus years as governor of the Sunshine State for clues.
“His experience as the governor of Florida has certainly exposed him to the housing market and its issues,” says Sean Snaith, director of the Institute for Economic Forecasting at the University of Central Florida in Orlando. “He’s intimately familiar with the shortage of housing that has plagued our state.”
Florida experienced tremendous growth during the COVID-19 pandemic as companies expanded and legions of folks moved to the Sunshine State. It was the nation’s fastest-growing state last year, according to the U.S. Census Bureau. The median home list price in Florida shot up 42%, to about $468,000, from April 2020 to April 2023, according to Realtor.com data. Rental prices also surged throughout the state during the pandemic.
This year, DeSantis has passed bills geared toward creating more housing, providing assistance to first-time buyers, as well as restricting international buyers from certain countries from purchasing real estate in Florida. The government has also responded to the devastation wrought by hurricanes and flooding by making changes to Florida’s property insurance industry.
The legislature has also been forced to confront the state’s affordability challenges. For years, the state had typically been reallocating the money from its affordable housing trust fund to other projects. In 2021, the legislature agreed that a third of that money will be spent on housing, while the rest can go to other priorities.
Democrats have blasted diverting the money away from housing during such a severe real estate shortage.
DeSantis and Trump will have plenty of competition from other Republicans vying for the nation’s highest office. Former South Carolina Gov. Nikki Haley announced her candidacy in February. South Carolina Sen. Tim Scott threw his hat in the ring this week, and former New Jersey Gov. Chris Christie is expected to enter the fray. New Hampshire Gov. Chris Sununu and former Vice President Mike Pence are also likely to run.
Whoever wins the 46th presidency—from either side of the aisle—will have a major challenge in tackling the housing crisis.
“It would have to be concerted efforts from all levels of government,” says Snaith. “We need to help expedite the process for developers from going from paper to getting these housing units off the ground.”
DeSantis tries to create more affordable housing
In March, DeSantis signed an affordable housing plan that invested more than $700 million to provide low-interest loans to developers building workforce housing in Florida, down payment and closing costs assistance for first-time homebuyers, and the redevelopment of underused properties near military installations.
The Live Local Act is also expected to make it easier to convert commercial buildings into housing by bypassing local zoning boards, building height requirements, and local density regulations.
While superseding local authorities and zoning regulations can lead to a strain on local infrastructure—such as more traffic, crowding in schools, and other growing pains—the housing shortage “trumps” these concerns, says Ken Johnson, a real estate economist at Florida Atlantic University in Boca Raton.
“This will start to increase the supply of housing rather rapidly. We just need units built right now,” says Johnson. “We are still in a rental crisis here.”
He was less enthusiastic about the $100 million provided for down payment and closing costs assistance. The money will fund the Florida Hometown Heroes Housing Program, which the governor announced the creation of last year. It’s geared toward eligible first-time buyers who work in critical professions such as law enforcement, firefighting, education, health care, and child care, and active military or veterans, among others.
“There’s not enough money behind them to make a dent,” says Johnson.
The Live Local Act also prohibits towns and cities from enacting rent controls.
The state of Florida is short about 444,000 affordable and available rental homes for extremely low-income renters, according to the National Low Income Housing Coalition.
“It has been more pocket change than real substantial solutions to the problem,” says Jack McCabe, who runs an eponymous housing consultancy in Southern Florida. “Seven hundred eleven million dollars looks like a lot of money, but the truth is it could take billions and billions of dollars to correct the problem.”
Restrictions on who can buy homes in Florida
Last week, DeSantis signed a bill to prohibit many Chinese citizens who aren’t legal U.S. residents from purchasing real estate in the state of Florida. The bill also bans citizens from six other countries—Russia, Iran, North Korea, Cuba, Venezuela, and Syria—from buying farmland that is located within 10 miles of military sites and critical infrastructure.
In addition, as of July 1, the new law will require some Chinese nationals to register the real estate they already own and whatever they buy with Florida’s state government.
The law has been criticized by Democrats, Asian American leaders, and some real estate professionals.
“The law is very restrictive,” says Dan Lionetta, president of the Asian American Real Estate Association of America, Greater Jacksonville Chapter. He is also a mortgage lender at Movement Mortgage. “We are certainly not in favor of the law and anyone, from any country, being limited regarding purchasing real estate.”
Real estate economist Johnson believes a bill like this “distorts” the market by dictating who can and who cannot buy.
“It will negatively impact price, although I think it will be marginal,” says Johnson. “We’re simply cutting the demand for real estate.
Tackling Florida’s hurricane and flooding issues
Last year, DeSantis signed a Republican bill to prop up Florida’s property insurance system as many companies have gone out of business and others are struggling due to the extensive damage wrought by storms and flooding. The bill raises costs for some homeowners while providing tax rebates for residents affected by Hurricanes Ian and Nicole. It will also force some homeowners out of receiving coverage from the state-created insurer.
As a result, many Floridians expect their already high flood insurance premiums to double this year.
“Many people are being forced to sell their homes and move,” says housing consultant McCabe.
However, the governor has also signed bills into law to give homeowners a break. One prevents insurers from refusing to cover homeowners if their roof is less than 15 years old. And in the wake of the Surfside condo collapse, buildings that are three stories and higher must be inspected after 30 years and then receive additional inspections every 10 years. Buildings that are within 3 miles of the coast must start undergoing inspections after 25 years.
The governor also approved setting $150 million aside last year to be used for grants for homeowners who want to retrofit their homes to be more resistant to hurricanes.
“The overall impact [of a DeSantis presidency] is hard to say right now,” says Johnson. “It’s a toss-up.”