Sell now! Beat the spring rush

Selling your home in a slow market poses special challenges. You need these above- and-beyond marketing techniques to get your home sold now, before the season rush begins.

by Broderick Perkins
© 2008 DeadlineNews.Com


Unauthorized use of this story is a copyright violation -- a federal crime

Deadline Newsroom - Up market. Down market. It doesn't matter. Spring showers typically bring a flood of spring sellers and you need to get your home ready to beat the rush.

Unless you are somehow endowed with the level of professional home marketing experience necessary in the current market, jump start your home selling effort by hiring a licensed real estate agent or broker with lots of experience in your local market.

He or she can help you quickly design a marketing strategy tailored lift your listing heads above the crowd.

• Start by cleaning house. If you can't or don't want the job, hire a round of service workers to give your home a thorough cleaning so you can see the clutter you need to remove. Don't forget the garage, attic and basement. Replace stained carpets, drapes, throws, quilts and comforters. Redo floors and window covers slather on a new coat of paint.

• Improve your home's look and feel. Home improvements completed before a sale should only include changes that give your home a more contemporary feel. Say, new major appliances, but only to replace old inefficient models. Avoid major kitchen and bath remodeling jobs, renovations and additions. Instead, give the buyer a cash concession for his or her own personalized improvements completed after escrow closes.

Likewise, spend time on curb appeal, sprucing up outside and manicuring the landscaping. Make that first impression one of a contemporary home ready to inhabit.

Back inside, further ready your home with a technique called "staging," the practice of nipping and tucking, furnishing and accessorizing, buffing and polishing until the place looks like a model home. Hiring a professional for the work isn't a bad idea.

• Make sure the price is right. Price your home beginning with an appraisal by a licensed appraiser or what's called "comparable market analysis" of several or more homes. The more the better. A comparable market analysis considers the price of other homes (as many as possible) that are as much like yours as possible. Obtain comparables from the inventory of recently closed sales as well as homes on the market. A real estate agent who has access to the multiple listing service (MLS) is best suited for the task.

• Offer concessions. Pay closing costs, park a big screen HD TV in the living room, buy a home inspection or home warranty, make some repairs. If you've priced the home right, a concession here or there can close the deal.

• Market to the masses. Certainly, use traditional print classifieds, print ads, conventional signage and fliers, an open house, and listing with the local MLS. But don't overlook additional online marketing efforts -- a Web site, Web page or blog dedicated to your listing turns it into a 24-hour open house. The Age of Information demands you use the Net to provide as much information as possible about the home and neighborhood.

• Consider becoming a lender. In a down market, financing is tight. Even creditworthy borrowers get rejected because of rigid underwriting. If you can successfully finance the deal you could get your home sold sooner and enjoy a financial return for the effort. Legal help or a professional proficient in seller financing contracts is paramount to help you learn more and determine if you can handle a lender's risk.

• Go to auction. Not only for foreclosures, auctions can attract pre-approved buyers and, if successful, an auction can reduce the carrying costs associated with a home languishing unsold for months. Again, professional help is key. You need a recognized auction house and a real estate agent, attorney or other professional with auction savvy.

• Use a sale of last resort. If you are down on your luck, have missed payments and want to avoid bankruptcy or foreclosure, a short sale is an option with a new tax break. In a short sale, the lender forgives a portion of the outstanding balance on the home, typically, if you have a buyer ready to go. The portion of the debt the lender writes off was once considered income and taxed as such. For qualified taxpayers, the Mortgage Forgiveness Debt Relief Act of 2007, effective through 2010, removes the expense of federal taxes on forgiven debt. Visit IRS.gov for more information.

• Buy now! Beat the spring rush!
• Remodel now! Beat the spring rush!

© 2008 DeadlineNews.Com

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Broderick Perkins, an award-winning consumer journalist, parlayed 30 years of old-school journalism into a digital real estate news service, the San Jose, CA-based DeadlineNews Group -- DeadlineNews.Com, a real estate news and consulting service and Web site and the Deadline Newsroom, DeadlineNews.Com's news back shop. Perkins is also a National Real Estate Examiner. All the news that really hits home from three locations -- that's location, location, location!

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Buy now! Beat the spring rush

Record low interest rates, low-low home prices, less competition and other factors have converged. You've got plenty of time to beat the spring rush. Use it wisely.

Get more home buying news that really hits home!

by Broderick Perkins
© 2008 DeadlineNews.Com


Unauthorized use of this story is a copyright violation -- a federal crime

Deadline Newsroom - Down market. Up market. It doesn't matter. Spring showers typically bring spring buyers.

But if you wait for the seasonal thaw you'll join what could be a throng of market savvy buyers who have already scoped the lay of the land and are elbowing for position.

In many communities, an over-supply of homes for sale with reduced prices, foreclosures, auction sales and sellers shopping for short sale buyers, all make it an opportune time not to procrastinate.

"We are seeing a confluence of events that contributes to the increase in the number of closed sales," said Quincy Virgilio, president of the Santa Clara County Association of Realtors in San Jose, CA.

"Interest rates are at a record low and the affordability index nears a 5-year high. For first-time buyers, rents are skyrocketing and that's an added incentive to buy a home now," added Virgilio, also broker-owner of Realty World California Property Network, also in San Jose.

That doesn't mean every home is a Blue Light Special or that you can shop with reckless abandon. It's a better idea to prepare now, become a savvy buyer and beat the spring rush.

To help get you started we've gleaned some key tips from "Buying Your First Home Now" (Nolo.com, $24.99), by Ilona Bray, Alayna Schroeder, Marcia Stewart and a dozen contributing experts knowledgeable in everything from credit, borrowing and buying to escrow, insurance and taxes.

• Check your home-buying pulse. Just because there's a convergence of favorable market conditions doesn't mean it's your time to buy.


Base your decision solely on the state of your housing market and you'll overlook why the current market is littered with the former homes of those who borrowed more than they could afford.

Likewise, if you wait for prices to fall more your could miss out. No one knows when the market will hit bottom until it begins a sustained upward turn and you can look back and actually see bottom.

Buy a home because, for you, it's the right thing to do. Buy because it's more affordable than renting, because you plan on staying put until it pays off, buy because it is a good fit for your lifestyle and your personal goals.

• Learn your local market. While you certainly need to be up on the most recent housing news, get news from your local media outlets, your friendly neighborhood real estate agents and data providers that regularly generate information about your community.

• Get some basic training. Even if you've purchased before, bone up now. Regulations, local practices and market conditions change. Use well-established, frequently-updated information sources on and off line. Attend real estate industry-sponsored seminars, workshops, counseling sessions and post-secondary level realty classes.

• Examine your credit. Pull your credit report and check your credit score before your lender does. You need to make sure both are where they need to be to land you a home loan. AnnualCreditReport.com (also at 877-322-8228) is the one and only official, federally sanctioned program giving you free annual access to your credit report. The nominal fee to obtain your credit score from one of the three credit reporting agencies is worth the cost.

• Shop with money in your pocket. Get a mortgage approved before you begin to shop for a home. You need to know how much you can afford and how much home you can buy so you can negotiate from a position of strength. Shop around for the best mortgage possible.

• Buy like a savvy investor. Buy low now, sell high later. Shop in the least expensive neighborhood in the best community or the least expensive city in the region. Drill down to buy the least expensive home on the best block or the cheapest home in a neighborhood in transition.

• Pack a shotgun. Use your real estate agent as your point person, but spread your shopping efforts to every corner of the housing market -- classifieds, open houses, online listing portals, the distressed market; tell friends, family and co-workers you are in the market.

"For the immediate future, look for distressed properties to continue flooding the low-performing markets, which will keep sales high but hurt property values," says Stefan Walker a broker with the Los Gatos, CA office of Alain Pinel.

"In the more stable markets, the upper end will continue to cool, but record-low interest rates should keep demand relatively strong for well-positioned mid-value properties," Walker added.

• Sell now! Beat the spring rush!
• Remodel now! Beat the spring rush!

Get more home buying news that really hits home!

© 2008 DeadlineNews.Com

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Shop DeadlineNews.Com

Get news that really hits home for your Web site or blog from DeadlineNews.Com.

Broderick Perkins, an award-winning consumer journalist, parlayed 30 years of old-school journalism into a digital real estate news service, the San Jose, CA-based DeadlineNews Group -- DeadlineNews.Com, a real estate news and consulting service and Web site and the Deadline Newsroom, DeadlineNews.Com's news back shop. Perkins is also a National Real Estate Examiner. All the news that really hits home from three locations -- that's location, location, location!

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Seller Financing Coming Around Again

Tight mortgage money makes seller-financing, not a silver bullet to shoot down stiff underwriting standards, but an option to consider in a tight mortgage market.

by Broderick Perkins
© 2008 DeadlineNews.Com

Deadline Newsroom - If you can't find a bank to approve your home loan, ask the seller to consider being your mortgage lender.

Only a fraction of sellers are willing to take on the role of financier, but that fraction is likely larger than it was a few years ago when lenders had plenty money to lend.

That's because today's home buyers are having a tough time finding mortgage money and sellers are having a tough time finding buyers.

Seller financing isn't an option for every transaction, but it can be a win-win situation for those who can strike a deal, says Greg Winfield, who runs the web listing service OwnerWillCarry.com.

Winfield says seller financed mortgages can come in a variety of formats with all terms negotiable between the buyer and seller.

The best seller-financing comes with properties that are mortgage free and clear. The seller simply accepts a note -- a legally binding loan contract -- from a qualifying buyer.

Such a seller, who finds a qualified buyer, likely can move the home faster than waiting for the current hard money market to yield an approved buyer.

If the seller offers relaxed terms and other incentives, he or she can get a fair price for the home, a higher investment return than other investments, tax breaks due to reporting the sale as installment payments, monthly income, and a shorter listing term.

Benefits to buyers typically include less stringent qualifying, down payment requirements and flexible, tailored rates, closing costs and loan terms and rates.

Elizabeth Weintraub, with Lyon Real Estate's downtown Sacramento office, says because buyers and sellers aren't waiting for a lender to process the loan, closing is faster.

Weintraub says the deal gets more complicated when there's an outstanding mortgage, a fixer-upper home, lease option or land contract involved.

Whatever flavor seller-financing you choose, you will also need a real estate attorney or other seller-financing proficient professional to draw up the papers.

Weintraub says the types of owner financing include:

• Land contracts don't pass title to the buyer, but gives the buyer what's called "equitable title," a sort of temporarily shared ownership. The buyer makes payments to the seller for a term and after the final payment or payoff, the buyer gets the deed.

• Promissory Notes and mortgages are carried by the seller for the entire balance. Also called an "all-inclusive mortgage" or "all-inclusive trust deed" (AITD).

• The seller can carry a junior mortgage, the buyer receives the deed, but gives the seller a second mortgage for the balance of the purchase price, less the down payment and first mortgage amount.

• Lease purchase or lease option. The seller gives the buyer equitable title and leases the property to the buyer for a contracted term. When the buyer fulfills the lease purchase agreement, the buyer receives title and typically obtains a loan to pay the seller. Some or all of the rental payments are a credit against the purchase price. Numerous variations exist.

More DeadlineNews.Com seller financing and creative financing stories.

© 2008 DeadlineNews.Com

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Broderick Perkins, an award-winning consumer journalist of 30 years, is publisher and executive editor of San Jose, CA-based DeadlineNews.Com, a real estate news and consulting service, and the new Deadline Newsroom, DeadlineNews.Com's new backshop. In both cases, it's where all the news really hits home.

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Selling Strategies That Ease The Squeeze

To help get the housing market rolling again, you might have to get on the bus, hold an auction, lease back a model home or consider equity sharing, among the growing number of existing, new or lesser-known marketing strategies.

by Broderick Perkins
© 2008 DeadlineNews.Com

Deadline Newsroom - Looking to buy a bargain or make a hard sell?

Take the bus and make it the "F" Line.

The "F" is for the growing number of foreclosure properties that have become bus stops along motor tour routes designed to put home sales on the fast track.

The Keenan Carter Group in Pismo Beach, CA became the darling of the bus tour set when its version was featured on "Good Morning America" on ABC-TV and a segment with Neal Cavuto on Fox News.

At $20 a seat, the tour bus also becomes a school bus between stops, serving up information packages on each property. Riders get spreadsheets on mortgage payment options, potential rental income properties could yield and refreshments.

The special focus on marketing foreclosures is not surprising, especially in California where the number of foreclosures exceeded the number of sales in January, according to foreclosure figures from ForeclosureRadar.com and sales numbers from DataQuick Information Services.

Other bus tours are driving into Florida, Las Vegas and other hard hit housing markets that have been flooded with foreclosures.

Driving a bargain on a bus isn't new, but using the strategy as a vehicle to move foreclosures is part of a current trend in special marketing, designed to help turn the housing market around.

Auctions are hot too.

• The fastest growing segment of the auction industry's real estate sector, residential real estate auctions, on or off line, experienced a gross revenue growth of 5.3 percent from 2006 to 2007, according to the Overland Park, KS-based National Auctioneers Association. In 2007 the association created NAARealEstateAuctions.com, a real estate auction multiple listing service (MLS) to handle the volume. Many, but not all, auctions are listed there.

Coordinated open house events are big.

• In Silicon Valley, April 13 will become "The Biggest Open House Day Of The Year," as sellers queue up to offer incentives and accommodate -- on the spot -- buyers who make an offer that day.

Second home marketing is getting a renewed spin too.

• Elisabeth Miller-Fox, president of PrivateCommunities.com says little is known about "model sale lease backs," a spin on lease options typically found in master planned communities.

The tight market is giving this tactic a higher profile.

"In second home communities the developer builds a model home which is fully furnished and beautifully appointed. The developer sells the model home to a buyer who is not yet ready to have a second home, but will be in a few years. The developer then leases the model back from the buyer for 'X' amount of time and continues using the model to generate more sales for the community. It's a win-win for both parties," says Miller-Fox.

Bozeman, Montana's Black Bull Golf Community; Quechee, Vermont's Quechee Lakes; and Ocala, Florida's SummerGlen adult community are just a few communities offering model home lease back deals.

"This is a very different segment of the market and not well understood by the media or the average buyer. The National Association of Realtors (NAR) & HGTV have done a great job of helping people understand the general real estate market and how it works, but there has not been a good conduit for information for the second home buyer in a private, master-planned community. This is a very different animal and a different type of purchase," she added.

• Home shoppers should also be on the look out for some financing flash to give savings-poor but income-rich buyers an edge.

Quincy Virgilio, president elect of the Santa Clara County association, says expect to see a return to equity sharing.

The creative financing strategy includes two parties -- one who occupies the home, another, an investor, who foots the bill for the down payment.

The symbiotic relationship has flourished during past periods of buyer-seller separation in the housing market.

Las Vegas-based Creative Real Estate Online publisher, J. P. Vaughan, also a trial lawyer and real estate investor says everyone can benefit from the strategy.

One person becomes a homeowner with little if any money down, the investor, with the down payment, can get a joint venture-like return on his or her money and a seller, in a slow market, could become the investor or otherwise use the technique to quickly seal a deal, says Vaughan.

Read more creative buying, selling and financing stories.

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© 2008 DeadlineNews.Com

Broderick Perkins, an award-winning consumer journalist of 30 years, is publisher and executive editor of San Jose, CA-based DeadlineNews.Com, a real estate news and consulting service, and the new Deadline Newsroom, DeadlineNews.Com's new backshop. In both cases, it's where all the news really hits home.

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Ins, Outs Of Equity Sharing

The symbiotic relationship spawned by equity sharing requires a nurturing housing market and a well-orchestrated contract if it is to evolve into an American Dream.

by Broderick Perkins
© 2008 DeadlineNews.Com

Deadline Newsroom - Consider equity sharing a symbiotic relationship -- as well as a legal agreement -- between two or more people holding title to one home.

Las Vegas-based Creative Real Estate Online publisher, J. P. Vaughan, also a trial lawyer and real estate investor says, properly designed, the creative financing strategy can be a triple-win proposition.

An equity sharing deal is typically struck help sell a home, often in a tough market, but a tough market isn't a prerequisite. It also helps enable a home purchase when it might not otherwise be possible. And it is used to provide an investment with a financial return.

• Typically savings-poor, but income-rich, one person becomes the occupying homeowner with no or little money down.

• A second participant, the investor, provides the initial leverage usually in the form of a down payment stake. With time, he or she can enjoy a joint venture-like return on his or her money.

• The seller, in a slow market, can choose to become the investor or otherwise use the creative financing strategy to quickly seal a deal.

Deals vary, but in its simplest form, an equity sharing agreement works something like this:

• The buyer-occupant generally lives in the residence, pays the mortgage and other costs associated with owning and operating a home -- including taxes, insurance, maintenance and the like. He or she gets to deduct a portion of the mortgage interest, property taxes and others.

• The non-resident, often an investor, perhaps a family member, trusted friend or professional investor, provides all or part of the down payment, and in return gets tax deductions for her or his share of the mortgage interest and property taxes.

• Title to the home can be held in a variety of ways -- joint tenancy with right of survivorship, tenancy in common, partnership or as a living trust.

Equity sharing deals should be legal and binding contracts designed to provide an equitable means to an end. It should also include provisions for any disputes or disagreements that might arise during its term.

Contracts generally indicate that the parties cannot extract any returns until the deal is over. Escape clauses can come with stipulations providing for cash penalties for early outs or other resolutions.

At the end of some specified period, five, seven, ten years or so, the net proceeds from the sale are split between the buyer and investor, again, based on contractual provisions.

Generally and theoretically, through appreciation, an equity deal is set so that the occupant eventually earns a share sufficient to allow him or her to buy a home without help and to give the supporting investor a shot at a profit. Other resolutions can be contracted.

The creative financing tool isn't perfect for every market. While tight money markets can make equity sharing a viable financial avenue to homeownership, a market with flat or reverse home prices requires a deftly drawn contract with a term long enough to allow the deal to gel.

As is the case with any major financial transaction, assistance from a professional experienced in equity sharing agreements is paramount. In addition to the transactional contractual considerations, tax implications abound.

Entering an equity sharing deal with a verbal agreement and or non-binding contract is like searching for fools gold without a pickax.

Referrals from trusted resources -- real estate agents, tax professionals, accountants, other finance experts, and the like, are good resources to tap. Most professionals have a network of peers involved in various aspects of real estate.

The Internet's vast reach can also help make it easy to find qualified help. Keep in mind, the Internet is no better than the Yellow Pages if you don't thoroughly check out professionals' credentials, experience and track record for success.

A few resources include:

• Marilyn D. Sullivan's Home Equity Share network.
• J. P. Vaughan's Creative Real Estate Online.
• The Don Reedy, Peter Haglund, Howard Schwartz and Richard Borkowski BuyHalfAHouse.com team.
• The DirtLawyer.com team at Hoge Fenton Jones & Appel, Inc.
• Andy Sirkin's Sirkin Paul Associates.

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Broderick Perkins, an award-winning consumer journalist of 30 years, is publisher and executive editor of San Jose, CA-based DeadlineNews.Com, a real estate news and consulting service, and the new Deadline Newsroom, DeadlineNews.Com's new backshop. In both cases, it's where all the news really hits home.

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Realty Auction Action

Add the action of auctions to traditional MLS listings, online marketing and discount brokerages as a viable way to buy and sell homes as the economy looks for some help with a housing hangover that swelling inventories.

by Broderick Perkins
© 2008 DeadlineNews.Com

Deadline Newsroom - No longer only for selling livestock, estate goods and vacant land, auctions have become the fastest growing way to buy and sell homes and not necessarily as a last ditch effort.

The fastest growing segment of auction's real estate industry sector, residential real estate auctions on or off line experienced a gross revenue growth of 5.3 percent from 2006 to 2007, according to the Overland Park, KS-based National Auctioneers Association, which in 2007 created NAARealEstateAuctions.com, a real estate auction multiple listing service (MLS) to handle the volume. Many, but not all, auctions are listed there.

While the ranks of traditional real estate professionals continue to slip in the housing market downturn, the real estate auction market continues to raise the bar for fast home sales. Auto auctions remain the largest segment generating $87.8 billion in sales, compared to all of real estate (residential; land, agricultural, commercial, industrial) which generated $58.4 in 2007.

The association has also partnered with the video- and celebrity-heavy Auction Network, an always-one multi-media Web site devoted to the auction industry.

"More and more consumers are realizing the benefits of buying and selling at auction. Consumers are buying and selling their homes, personal property, art and antiques, and even fundraising for charity with the professional assistance of an auctioneer," said NAA president Tommy Williams.

While auctions certainly can be a useful transitional tool in a soft market to help move stubborn properties languishing on the MLS, they also provide a host of benefits to sellers, buyers and their real estate agents.

In Going, Going, Sold" for the California Association of Realtors, Roger Cruzen says auction proponents like them because they result in faster sales and prices more inline with today's market. As the saying goes, a home is worth whatever the buyer is willing to pay.

Set a date, market the property, bring on the buyers, hold the auction and hammer down the gavel. Closing the deal can take as little as 30 days.

Some of that speed is related to the absence of contingencies. The property is sold as-is. Auction buyers typically -- and they should -- inspect a property before deciding how much to bid. Sellers don't have to sweat it out waiting for post-offer inspections or the buyer to get financing.

The National Association of Realtors (NAR) lists a host of key benefits for all auction parties.

• Seller. Buyers come pre-qualified and prepared to buy. A quick sale reduces carrying costs. Auction action sets off a bidding war with the potential of final price that exceeds the price of a negotiated sale. The auction takes the seller out of the negotiation process.

• Buyer. The buyer determines the selling price. Assuming there's no overbidding, the buyer gets the property at fair market value. The buyer knows the seller is motivated to sell. Purchasing and closing dates are immediately known. Buyer competes on the same terms as all other buyers. Due diligence packet gives buyers comprehensive information on the property.

• Real estate agent. Agents can earn commissions, typically as a share of the auctioneer's percentage. They also obtain a list of qualified buyers and obtain another marketing niche. Auctions also bring in clients to look at all listings, not just the auction items.

Generally, there are three types of auctions.

• Absolute (Auction Without Reserve). The property sells to highest bidder regardless of price.

• Reserve. The seller retains the right not to convey property if the high bid is below the unpublished asking price.

• Published Reserve. Property is sold for an amount equal to or greater than a published minimum sale price.

NAR says successful auctions require strong publicity, an adequate period to view the property, full disclosure of the sales terms and, perhaps most importantly, well-prepared buyers.

Here's how to prepare for an auction.

• Do your homework. Obtain brochures about the properties for sale. The brochures will describe the properties, financing arrangements, closing information, terms of the auction and times you can see the homes. Attend any previews to examine the properties. Get a home inspector or general contractor to check out any rehab work. Sit in on an auction before you actually participate.

• Work with a professional. An attorney or legal- and auction-savvy real estate professional will hold your hand through the process and review all the paperwork.

• Bring a wallet. You'll need earnest money, perhaps $5,000 or more, usually as a cashier's check. Some deals require additional down payment sums, financing or both within a certain period after your bid is accepted. Get a lender's commitment for a mortgage.

• Don't overbid. Veteran auction goers say it is best to keep your bid below the appraised value or listing price to compensate for the inherent risk of unknowns associated with buying at auctions.

The Pacific Action Exchange offers additional information on itsFrequently Asked Questions Web page and NAR offers auction information in its extensive "Field Guide To Auctions".

DeadlineNews.Com offers more ways to cope with the economy's housing hangover in its Post Boom Survival Guide.

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© 2008 DeadlineNews.Com

Broderick Perkins, an award-winning consumer journalist of 30 years, is publisher and executive editor of San Jose, CA-based DeadlineNews.Com, a real estate news and consulting service, and the new Deadline Newsroom, DeadlineNews.Com's new backshop. In both cases, it's where all the news really hits home.

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