Jan 30 2008

Is your neighborhood healthy?

Location, Location, Location… Located in a desirable neighborhood…scream the typical real estate flyers.

What exactly is “location” or a “desirable” neighborhood? I like to refer to it as neighborhood health. Agents know it when we see it, but we really don’t like to talk about the dynamics, as the dreaded “steering” word inevitably pops into the conversation.

Healthy neighborhoods have some common factors:

  1. People take care of their homes. Yes, you see the occasional, non-cared for lawn, but homeowners maintain their homes for the most part. A large part of this is that most of the homes are owner-occupied versus rentals. This makes a big difference in maintenance of a property.
  2. Schools in these areas consistently get good ratings. Good schools tend to mean good parental involvement. Educated people value education for their children and are involved.
  3. Socioeconomic status. Yes, I know this will stir the pot for some of you, but better educated people tend to have better paying jobs, which means home ownership, which means they can maintain them, which helps neighborhood health.
  4. Lower crime rates. All areas have some sort of crime rate, from the nuisance crimes such as grafitti or car break ins, to more serious crimes. Crimes in healthy areas tend to be of the nuisance type. They also tend to have neighborhood watches.
  5. Easy Access. Easy access to stores, doctors, things we need everyday. Most people don’t want to drive for a 1/2 hour to get groceries. This doesn’t apply for people that choose a rural lifestyle. There are many healthy rural areas.
  6. Stability. The top 5 together create a stable neighborhood. While homes go up for sale every year, you won’t see 10 on one block at a time. Homes tend to sell well even in down markets. My neighbor across the street sold his home FSBO in 3 months in this down market. Stabiliy is one factor in good resalability.
  7. Community. Whether you live in the hustle and bustle of a vibrant downtown area, a subdivision, or a country lane, all desirable areas have a sense of community. You will see residents out and about at the local parks, taking walks, walking dogs, exercising, etc. They not only live in their homes; they live in the community itself.

How can you find out if you are moving into a healthy neighborhood? You can start with the basics.

  1. Crime rates are posted online for most major city police departments, if not head down to the police department for more information.
  2. Look to see how the department of education is rating local schools, and are they consistently rated well. Some areas on the rise in improvements are seeing an equal rise in school ratings. That is a sign of improving health.
  3. Check out the local neighborhood association. The local neighborhood association keeps tabs on owner-occupied stats vs. rentals. If rentals are on the decrease, it’s a sign of improving health. It also gives you an idea of the community involvement.
  4. Visit the neighborhood at different times. Are people walking around outside, playing at the local parks, maintaining their homes. People should be living in the community if it is healthy.
  5. Contact a local real estate agent. They can calculate appreciation rates for local neighborhoods, and tell you how often homes sell and how fast. They can also tell you which areas are improving in health, which ones are becoming unhealthy and where the city is shifting money to revitalize.

You don’t have to live by a golf course or suburbia to live in a healthy neighborhood. Healthy neighborhoods come in all varieties and all income levels, but still have the same basics. There are many areas that have been “unhealthy” in the past that are on their way to good health. There are also many “pockets” of health within some unhealthy areas as well. Decreasing crime, better school report cards, fewer homes for sale are all indications that a neighborhood is increasing its health.

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Jan 29 2008

Airport Expansion

There has been a lot of talk about expanding McNary Field for more flights in and out of Salem. Delta Airlines, just this year, began making twice-daily flights from Salem to Salt Lake City. They city council is working on having direct flights to LA now.

My husband travels a lot to California for business, so I am very excited about this prospect for him. It’s about 15 minutes from the airport to our home, not bad when you arrive at 10:00 at night. Portland airport is another 1.5 hours away.

This does have some ramifications for those living around the airport though. Residents looking to relocate to Salem will want to consider the potential expansion of the airport and look into possible flight paths, and consider engine noise as potential future issues.

While the planes are smaller, since the runway isn’t long, potential buyers need to be aware of this issue, and take it into consideration when purchasing a home.

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Jan 24 2008

A cure for the cold

I went the doctor recently for a cold. It was a pretty average cold, nothing too funky about it. I wanted to get cured.

“In order to cure your cold, you need to get some rest, drink plenty of
fluids, and eat well,” said the doctor. “You should be fine in 1-3
weeks.”

“No, I want you to cure it, and I want it gone in the next 24 hours,” I
replied.

“If you do what I tell you to, then you will get better, but it will
take time,” replied the doctor.

“Well, thanks for the visit, but I think I’ll find another doctor who
will cure me in 24 hours. I don’t think you are doing a very good job as a
doctor. You don’t need to send me a bill because I am not paying
you.”

Most people would think this scenario is ridiculous. If a doctor said it would take 1-3 weeks to get cured, we wouldn’t insist on finding a doctor who would tell us what we want to hear. We also would still get to pay the bill regardless of whether or not we liked the doctor’s opinion.
Real estate agents face the dichotomy of trying to establish themselves as professionals, but still rely on the salesperson method of being paid.

The American consumer is shifting towards wanting more of this type of a service. I do about two hourly rate contracts a month, and have never had an issue of being paid, or people not valuing the service. I can also say that this service scares the jeepers out of some customers and they just can’t wrap their head around it. I’ve actually had potential clients ask me if it was legal for me to charge an hourly rate.

Despite the fact that we talk about fees being negotiable, the consumer is slow to recognize the alternatives. I personally think if we are going to close the gap, and increase the professionalism of the industry, we will need to stop thinking of ourselves as salespeople, focusing on “top producing”, “million dollar clubs, etc. Those terms are not geared towards professionalism and service. I am not putting down agents that have worked hard for those type of accolades by any means, but encourage agents in their branding to distinguish themselves on service. In the end, that is what is most important.

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Jan 22 2008

The Power of Choice

One of the most important aspects of our culture is the power of choice. We can choose any religion, express our own thoughts, choose from a multitude of occupations, and essentially how we want to live our lives.

There have always been and will always be discussions about ethics. Not just in real estate but in any occupation. Ethics for me boils down to just one thing: choice. Did I do something as a professional that took the power of choice away from my client? If my answer is yes, then I acted unethically.

The following scenarios showcase what I mean.

Scenario 1: You are searching for homes for a potential
buyer client. You do not have a buyer agency agreement (shame on you, but
that’s another blog). You look it up on the MLS only to find they are offering a $1 buyer agent commission. What do you do?
The unethical agent would say, I can’t work a deal for $1, so I won’t show it to my clients. I don’t work for free.
The ethical agent would say, I can’t work a deal for $1. I will talk with my
client about buyer agent compensation and see if they want to pay the
difference. Then I will know if they want me to search for homes that they
will be required to pay me for. I’ll let them decide.

Scenario 2: You have shown your clients 40 homes and they finally found one they
like. It has everything they want, but the yard is a little small. You plan to
meet them later to write the contract. As you are in your office writing up the
contract, you get an email from an agent with a new listing. It is what your
client is looking for and it has the larger yard.
The unethical agents says: I’m tired of showing them homes. They found one they like, and we are writing up the contract. No point in stirring the pot now.
The ethical agent says: I’m tired of showing them homes. I will write up the contract. On my way over to their house, I will preview the new listing and then let them know about it, in case they want to go and see it. I will let them decide if they want to continue to submit this offer, or take the time to see the new listing.

Scenario 3: You have an out of town investor that is looking at
buying duplexes here locally. They ask you to go and look at many for them, as
they are going to buy sight unseen. They find one they like on the MLS and you
go to look at it. It is really nice and new construction, so really it has very
little maintenance costs for the investor. It looks great on the MLS. As you go
to visit it, you can see that it is located kitty corner from an industrial
warehouse in an area of town nicknamed “felony flats.” The area is on the
upswing with investors coming in and doing flips.
The unethical agent says: Business is slow. I need this sale. It looks great on the MLS. It will appreciate in value. Investors are doing a lot of flips in this areas. It will
work out for the investor.
The ethical agents says: Business is slow. I need
this sale. It looks great on the MLS, but I need to let my client know about the
location. The area is on the upswing, but the industrial warehouse may impact
the value. I’ll take some photos and email them out. I’ll let the investor
decide if they want to buy it knowing about the warehouse right there.

I see agents act unethically in our profession, not because they have poor morals or are “bad” people (okay I concede that there are a few of those out there), but because they don’t appreciate the power of choice. Removing the power of choice from the consumer makes them feel vulnerable, and it puts agents in the position of being responsible for their clients’ choices.

What I often see are agents that are so worried about liability and litigation that they say nothing, nada, zip. Too worried about being sued for misrepresentation, they choose to say nothing. I believe that most real estate lawsuits come about due to clients feeling like the agents took their power of choice from them. Whether true or not, is a matter for the courts.

I am a firm believer that I can advise my clients that shooting themselves in the foot would really, really hurt and is not a good idea. If they want to pick up the gun and pull the trigger…well at least it was their choice.

(c) Copyright, 2008. Melina Tomson, All Rights Reserved. DO NOT COPY this without express written permission from the author.
If you are thinking about relocating to Salem-Keizer Metro area and need more information about what our city is like, please call or email me for more information. If you are considering a purchase or sale of a home, I’d like to discuss your real estate needs with you.

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Jan 21 2008

Is your agent sabotaging the sale of your home?

There are a few pockets around the country that have seller’s markets or neutral markets, but for the most part, real estate markets are advantageous for buyers.

What this means for sellers, is that your home has to stand out, and be the best that it can, or buyer’s just move on to the 50 other homes that meet their criteria. I have seen agents in this market, where buyers are scarce, sabotage the sale of their listings.

Homes are still selling, really they are, but your home needs to be a good home that is marketed well. Here are some of the ways that I have seen agents cause really great homes to not sell.

  • Really, really, really bad MLS photos. I can’t put any on my blog due to copyright issues, but I had no trouble finding really horrible ones. I saw homes that looked liked the leaning tower of Pisa, dark photos, overly brightened photo shopped photos, photos of things I could not identify, photos of the homeowners, and photos of trees (no house, just a tree).
  • No MLS photos, or only one of the exterior. Our local MLS will take an exterior shot as part of our regular dues. With so many homes on the market that are showing the interior why waste time on something you can’t see.
  • Not returning phone calls. I do understand that some people want to have their agent make all of their appointments for them. I have had those clients that wanted that as well, but if that is going to be the strategy, you need to call back quickly.
  • Not having a lock box on the house. I know different parts of the country do things differently, but out here were used secured electronic lock boxes. Not having one on the house makes it hard to show.
  • Agreeing to overprice your home. I know seller’s don’t want to “give it away,” but overpricing in this market…just don’t even list.
  • Putting no information on the MLS listing making it hard to screen. I have seen many listings with just the required information on it. What that means is that when agents are screening for specifics, the listing won’t show up.
  • Offering a really low buyer agent compensation. I know the desire to save money is great, but homes have to be competitive in this market. I sign buyer agency agreements with my clients spelling out my minimum commission. If your home is below that, they have to make up the difference. There is so much to choose from that many buyers are willing to pass on bringing more closing costs to the table.
  • Being cocky. Some agents, in an effort to sell your listing, turn buyers away by telling them “I’ll have this sold by the end of the month at full price. You’ll need to hurry.” Buyers don’t buy that type of tactic in this market.

Just being on the MLS won’t sell your home in this market. In 2007, only 50% of listings in Salem, OR actually sold. You will need a really competent agent to get you the rest of the way there. Make sure your agent is not sabotaging the sale of your home.

(c) Copyright, 2008. Melina Tomson, All Rights Reserved. DO NOT COPY this without express written permission from the author.

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Jan 20 2008

Leaving the NAR

As a real estate agent, I am often asked to make referrals for a number of different services. It is really important to me as an agent that I refer my clients to good people. When a client calls and asks me for a plumber, lender, home inspector, accountant, baby sitter, etc. I make sure I refer them to someone that I know will do a good job for them. If I would not use them personally, they are not on my list. Many real estate companies charge these service providers a fee to be on their preferred provider lists, but I don’t choose to do business that way. I believe that who I refer a client to, who I choose to do business with, is a reflection of me.

As the real estate market has undergone its inevitable correction, I have found myself pitted against the leadership of the NAR. I am deeply disturbed by the endless stream of rosy “economic forecasts” put out by the NAR over the last 18 months. It seems that things are always going to pick up next quarter. When the quarter ends and things have gotten worse, a new forecast is released claiming the same story. What you need to know is that I am optimistic about the real estate economy of Salem, but I am realistic.

NAR is constantly stressing it’s COE (code of ethics) to consumers and all the reasons why you should hire a Realtor®. Being honest with all parties is the cornerstone of the COE. In fact, Article 2 of the COE says that we should avoid exaggeration and misrepresentation in selling a home. At the same time, the NAR has released multiple press releases exaggerating and misrepresenting the health of the real estate market. What does it say to the American consumer when the NAR misrepresents the status of the real estate economy? A blogger in Florida recently wrote this blog about his local association.

I am a firm believer that I tell my clients what I believe to be the truth, and then let the clients decide what to do. I work hard to make sure my clients understand their choices, and then respect their choice (even when I think they are shooting themselves in the foot). By attempting to make a sunnier picture of the real estate market than is accurate, they are taking the INFORMED choice away from the American consumer. Worse yet, their sunny forecasts in the face of such overwhelming evidence to the contrary from all government, media and economist sources has had the effect of reducing the NAR to a organization of sales people and not professionals. Why should any consumer believe anything a real estate agent says when our national organization is engaging in misrepresentation? Like it or not, the NAR’s actions reflect on all real estate agents. How hard is it to say, “Yes some areas were hit really hard, some areas are holding steady, and a few are in a good real estate market”? I personally believe that the true character of a person (and in this case an organization) emerges, not when times are good, but when times are bad. . Their actions over the last year have harmed all real estate agents.

I have been fortunate to be a part of local Realtor organizations, which have been fantastic in their lobbying efforts to prevent transfer taxes, working on controversial legislation (if only legislators would have listened), and provide excellent information online and in newsletters. Never once did I, or do I know, question the value of my local Realtor organizations. I only wish the NAR would conduct itself the way that my local associations have. Unfortunately, my integrity has been to greatly rankled by the politics of the NAR this past year, that I have decided to not renew my membership. Before you think this has anything to do with money, it’s a whopping $80.00 to renew, plus a $30.00 public awareness campaign assessment (this is scary to me). The $110.00 cost of NAR membership was too high: my integrity was at stake.

I wanted to say thank you to my Salem Association of Realtors, and the Oregon Association of Realtors for serving Oregon real estate agents and consumers. If I were allowed to join just those two, I would. I wanted to thank my local MLS (Willamette Valley MLS) for giving me the power to choose.

I bid farewell to my designations (you have to be a member of NAR to use them) and the NAR. I hope that the leadership will choose in their new public awareness campaign to be honest about the state of the real estate markets, and present representatives to the public that are prepared and that can answer questions in an intelligent and coherent manner. I hope to be able to rejoin at some point in the future when the NAR decides to be an advocate for real estate agents and the American consumer.

I for one, think we all deserve that.

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Jan 19 2008

A thinning of the ranks

Everyone knows someone, who knows at least one real estate agent. Let’s face it…many people have their license.

This recent downturn in the market is causing many agents to rethink their strategy, get part time jobs, or just leave the industry. Some of the larger brokerages are consolidating offices into one in order to create more efficiency and reduce overhead costs.

I was recently looking over the annual statistics for the WVMLS, and was looking at the increase in the sales force reported on the MLS.

  • In 2000 agents average 5.37 transactions per year
  • In 2001 agents averaged 5.70 transactions per year.
  • In 2002 agents averaged 5.87 transactions per year.
  • In 2003 agents averaged 6.10 transactions per year.
  • In 2004 agents averaged 6.11 transactions per year.
  • In 2005 agents averaged 6.09 transactions per year.
  • In 2006 agents averaged 4.96 transactions per year.
  • In 2007 agents averaged 4.06 transactions per year.

The Oregon Association of Realtors is reporting a 11.5% decline in membership. This is a much needed decrease in the number of real estate agents. As the market turned to a seller’s market, it was easy to make money in real estate. Little skill was needed other than a real estate sign. Knowing what to do to market a home is important. I think you will continue to see a thinning of the ranks over 2008. This is only a good thing for you, as it allows fewer agents to do more transactions thereby increasing the professionalism and experience of agents.

Due to the shift in the real estate market, find out if your agent is working other jobs that might impact their ability to sell your home.

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Jan 17 2008

The greater they rise, the faster they fall.

Salem Oregon real estate has trucked along at a steady pace for many years. Nothing spectacular worth talking about, just an average community. We did see things go crazy here (crazy in Salemite terms) in 2005 and 2006, but not like other parts of the country. I was looking at housing predictors ranking of 25 best and 25 worst forecasts for 2008 and noticed that Salem Oregon is right up there!

Salem was ranked #3 for expected appreciation. Salem appreciated at 3-5% last year (2007), depending on what figures you choose to look at. Portland, which is one hour North of Salem Oregon, ranked in the top 25 projected worst forecasts. Having sold some investment properties to clients up in the Portland area, I can say it was crazy. 16 investors bidding on a trashed out REO is crazy in Oregon terms.

While I agree that resale homes will hold their course, I do think that new construction (which currently has a 17 month inventory) will be facing a larger correction. Since these homes are over $350,000, even their sale at builder costs will still bring averages up. Salem also has the advantage of being one hour South of Portland. As Portland homes skyrocketed in price, North Salem and Keizer homes could not be built fast enough for commuters. Salem is still significantly less expensive than Portland and many who choose to relocate are not disturbed by the one hour commute time.

W are still in a buyer’s market and probably will be for the year. Sellers still need to be realistic about pricing and agents still need to look at the comps closely. As they say, the greater the rise, the faster the fall.

Thankfully, Salem Oregon is falling gently.

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Jan 14 2008

The tsunami appears

How much do you charge to sell and buy a house?” asked the gravely voice on the other end of the phone.

The caller was a retired woman in her 70′s and her husband in her 80′s. She and her husband purchased a house at the end of 2005 thinking this is where they would stay for the rest of their lives. They were seduced with a teaser rate loan AKA the option arm loan. The option ARM loan allows home buyers to only pay so much on their mortgage. What is left is added to the principal. Not really understanding how this loan works. They signed up.

“I’ve talked to 11 lenders so far. I love my house,” she said. She was clearly upset.

“Let me run some quick calculations and see what type of mortgage you can afford,” I replied.

The home purchase they made was about double what they could really afford under a standard fixed rate loan. Their mortgage principal was growing at a rate of $1,000 per month. In just a few months, what little equity that had, would be eaten up with this type of loan. They would upside down in a very short time.

“You are going to have to sell or face foreclosure.”

“Those lenders who do these loans should go to jail. I won’t go into foreclosure, so there is nothing to do but sell.”

I recently blogged about the coming tsunami here in Salem Oregon for subprime woes that have affected the rest of the country. Oregon had been fairly conservative in its lending practices, so we weren’t as hard hit as other parts of the county where it was very common. In 2006, option arms and other forms of lending started to become more commonplace here. It is expected that Oregon will be at its fullest foreclosure potential here in the next 6 months with these nonconforming loans.

11 days into 2008, I received my first call for help.

And so it begins…

(c) Copyright, 2008. Melina Tomson, All Rights Reserved. DO NOT COPY this without express written permission from the author.
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Jan 13 2008

Dog Parks for Dog Lovers

Being the owner of the cutest dog in town, I decided to write a brief blog for those other dog lovers out there, who might be relocating to Salem or are new and maybe not sure of what is out there.

Salem is dog friendly and dogs are allowed in all parks, provided they are on a leash. It goes without saying that your dog needs to be properly trained before you should take them to a park.

Currently there are two off leash dog areas here in Salem proper

Minto Brown Island park and Orchard Heights Park. There is some talk about having an area at Cascades Gateway Park, but not enough funds at this time.

While not located in Salem, Silverfalls State Park has an excellent off leash area for dogs as well. Be warned that dogs are not allowed on some of the trails, so if you plan to walk the waterfalls with your dogs, you will be disappointed.

Salem has many city parks. Use common decency when using the parks with your dogs, and remember to keep them on a leash unless you have voice command with them. Otherwise, enjoy some of the nice parks, that we have to offer!

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