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May 2016 Newsletter

Recently I was speaking to a client of mine who was distressed about this “crazy new real estate market” and how “prices are just too high these days.” It got me thinking about how important it is that I do everything I can to set the record straight among my clients so you better recognize where we are in the current market cycle. For folks who are interested in real estate and might be considering buying or selling a property, understanding the big picture is critical. Critical! So here’s where the market stands.

The majority of folks I speak with think this tremendous sellers’ market and super tight inventory is something new and something that’s going to come to a head and suddenly erupt overnight. Neither is true. Here’s the truth: we are SEVEN YEARS PAST THE BOTTOM of our last real estate cycle as you can see clearly from the graph below. Just because the Denver Post is suddenly aware of the real estate market and Zillow writes screeching articles about the tight market in order to sell ad space don’t be fooled into thinking this is something new. It’s not. It is a logical continuation of a market that is reacting correctly to the overselling we saw between 2006 and 2008, dropping 25 percent during that period. It’s doing exactly what real estate market cycles do, go up and go down over long periods of time. But remember, over the past 40 years residential real estate appreciation has averaged about 6 percent per year and there is no reason to think that it is going to change over the next 40 years.

We tend to erroneously think of market cycles in short terms, spiking and crashing over narrow periods of time and generally messing everything up. A quick look at the last market cycle shows clearly this is not how real estate works. Real estate cycles tend to move in much broader periods. Our last market upturn was from 1990 – 2007, 17 years! This is why predicting short-term market movements can be very difficult, whereas recognizing the market will move in much broader cycles is more accurate. It’s what we learn by studying real estate market cycle history.

Let’s talk about where we are in today’s cycle. We are currently seven years past the bottom. The past seven years have been a sellers’ market with plummeting inventory, rising prices, nervous buyers often involved in multiple offers, and happy sellers more often than not getting the price they wanted.

But the client I referred to above was a potential buyer and he was very nervous. He tries to stay informed, reads news articles, watches TV reports and concludes the market is teetering on the brink of a crash and is therefore afraid to buy. And he’s been thinking this for a couple years! He wants to buy because his rent is skyrocketing, up 10 percent this year alone, but he’s confusing the short-term media screeds about this tremendous market with the long-term patterns of market cycles, thinking that the minute he buys a home the market is going to crash.

So let me be clear: no one can predict the real estate market with 100 percent accuracy. I can’t, the Federal Reserve can’t, the banks with all the money can’t (obviously!), no one can. But, understanding how market cycles work, and recognizing how low our current inventory is, I can say with confidence I do not see any impending weakness in the market over the next couple of years. We are seven years into what will probably be a very lengthy cycle of low inventory and rising prices.

I can’t tell you what the Dow Jones will finish at next Monday. I can’t tell you if the Rockies will win their fifth game of the season. I can’t tell you what the weather will be on April 6 (and sometimes Kathy Sabine is even off). But I can say with confidence that real estate tends to move over predictable long-term trends, and this market cycle has a long way to go.

Buyers

In a market as tight as we have today buyers need to write strong offers if they want to get them accepted. You need to work with an agent who understands how to write a powerful offer that will be seriously considered. Here are some of the ways to do this.

  1. Get pre-qualified by a competent loan officer before writing any offers, and invite the seller to contact the mortgage person who can demonstrate what a strong buyer you are.
  2. If the seller needs time to move, write an offer with a 30-60 day rent-back period. This permits the seller to stay in the home after closing to give them time to find a replacement home.
  3. Provide a large earnest money deposit to show the seller you are serious. A good agent will never lose the earnest money you put up so you’ll still be safe, but the seller will be more likely to accept your offer.
  4. Use a cashier’s check for the earnest money. It makes no practical difference but subtly indicates to the seller you really are serious enough to take the time to get a cashier’s check.
  5. Write an Escalation Clause into your contract that says your offer will beat any other verifiable offer by, say $2,000.

And these are just a few of the strategies we use to get our offers accepted. Feel free to call me to discuss how we can get YOUR offer accepted!

Mortgages

The mortgage market is staying hot with interest rates near historic lows.  If you haven’t reviewed your options lately it may be a great time to take a look at trading up to a bigger home with a manageable payment. But before applying for your new mortgage make sure that you are in good shape with the four items needed for a new loan:

  1. Income – Make sure your income is remaining consistent and your tax returns are reflecting your total annual income.
  2. Credit – For the very best rates you want to have a credit score of 740 or greater.  There are loan options for clients all the way down to a 620 score, but as your credit score goes down your rate goes up.  So it is to your benefit to have your credit cleared up and as high of a score as possible.
  3. Assets – You will need to have funds in the bank for your down payment and to show you have two months of savings.  Make sure you are depositing all earnings and keeping good records of your bank statements.
  4. Collateral – The property you are borrowing against (your current home or your new property) needs to be in good shape and not have any “safety or soundness” issues.  Make sure there are no broken windows, plumbing leaks, lead based paint, etc.

By taking care of these four critical areas you can be confident that you will qualify for a new loan and be able to refinance or buy a new home.

Sellers

Springtime is upon us, ringing in the peak period to sell a home. If you’re considering moving now is the time to begin the process. You’ll want an accurate Comparative Market Analysis on your home to interpret its value and identify small projects that can increase its marketability. It’s also a good time to start looking for your next home to get a sense of what’s out there and where you might want to move. Call me and I’d be happy to get you started!