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Why Involve a LENDER in the Home Selling Equation?

by Dean Hartman via kcmblog

One thing many real estate agents have learned is the importance of having a team of professionals to facilitate a smooth transaction. Having a lending expert on the team, can make available the following services to you…all for FREE:

  • They stand ready to screen all potential buyers. Today’s lending landscape is a rapidly changing environment. Programs and requirements are changing regularly. A good loan officer should have a reputation for being on top of current guidelines and finding the best solutions for prospective clients. You need to know that when you accept an offer, the buyer can actually close.

  • Financing is an important component to getting a home sold. Whether it’s marketing flyers, carrying costs, unique mortgage strategies (such as buy-downs and Sales Concessions) or even loan programs to differentiate your home (ex. loans that can incorporate monies for the purchase and renovation of a home), the best loan officers take pride in their ability to help increase the number of people for whom your home could be a fit. More prospects equals higher sales prices.

 

  • In so far as a professional loan officer is seen as an educator, they would want to offer you the chance to tune into some of their online seminars (called webinars) and videos. As an example, some lenders have webinars with topics ranging from “How Lenders Look At A Mortgage Application” to “Renovation Lending” to “Getting Your Optimal Credit Score”, as well as videos that can fully explain your Good Faith Estimate. They are constantly striving to be a resource for everyone they come in contact with.

 

  • Lastly, your loan officer knows that most home sellers become home buyers. Not only will they run your credit and analyze your income and assets, but they will also pre-approve you for your next mortgage, typically free of charge.

Both your agent and the loan officer on their team are committed to the highest level of advice and integrity. Reach out to them for any questions you may have.

Who owns my mortgage? Click below to see if Fannie Mae or Freddie Mac owns my mortgage.

Who owns my mortgage?  Click below to see if Fannie Mae or Freddie Mac owns my mortgage.

Fannie Mae         http://www.fanniemae.com/loanlookup/

Freddie Mac       https://ww3.freddiemac.com/corporate/index.html

Making the Most of Seller Contributions: Not Just for Closing Costs Anymore

By Brien McMahon 

July, 2011—When it comes to seller contributions, the real estate and mortgage industries are well overdue for a new way of thinking. That’s because the majority of agents (and buyers and loan officers, too) simply think the only use for seller contributions is to cover closing costs, and that means you’re missing out on a tremendous opportunity to help your buyer.

Many don’t realize seller contributions can be used in a variety of ways that can increase a buyer’s purchasing power or help them lower their monthly payments.

In the following scenarios, if a buyer with a 760 FICO score and 5% downpayment had opted for a 30-year fixed rate conventional loan with mortgage insurance (MI) and used the seller contribution to either buy down the interest rate or pay the MI premium in cash as a one-time fee at closing, they would have gained more than $50,000 in purchasing power for the exact same monthly payment.

Buying Down the Interest Rate
In this example, the buyer opts to use the seller contribution to buy down the interest rate to 4.75% and gains $55,105 in purchasing power.

 

Paying the MI Premium in Cash
In this example, the buyer opts to use the seller contribution to pay the MI premium in cash as a one-time fee at closing and gains $52,315 in purchasing power.

In this limited and very competitive market, it’s important to find a way to differentiate yourself. Being a knowledgeable resource for your buyers on all aspects of the home-buying process can help you accomplish that more successfully. Just by outlining the opportunities to better leverage seller contributions and pointing your buyer to their loan officer to discuss the options, you can increase your value, your sales and your referral business.

Brien McMahon is chief franchise officer of Radian Guaranty Inc. More information may be found at www.radian.biz.

New HomePath Incentive Announced June 14th, 2011

New HomePath Incentive Announced Today, June 14, 2011

Up to 3.5% Closing Cost Assistance; $1,200 Agent Bonus
Fannie Mae is launching a new nationwide HomePath® incentive for buyers and selling agents. The incentive is available upon request from June 14 – October 31, 2011.

  • 3.5% closing cost assistance to buyer. Buyers purchasing a HomePath property as a primary residence can receive up to 3.5% of the final sales price to be used toward closing cost assistance. (No additional incentives can be combined with the closing cost assistance during the incentive time period.)
  • $1,200 Selling Agent bonus. A $1,200 bonus is available to selling agents who represent an owner occupant and meet the same eligibility criteria.

Initial offers must be submitted on or after June 14, and the property must close by October 31, 2011. Other restrictions apply. Visit the Special Offers tab at HomePath.com to view the complete Terms and Conditions.

More Details

Almost 14,000 Houses Sold Yesterday

One of the biggest misconceptions in today’s housing market is that homes are not selling. That is simply not true. Last month’s Existing Sales Report from the National Association of Realtors (NAR) showed that homes were selling at an “annual rate of 5.10 million”. That’s an average of 13,973 every day – 365 days a year!

And the monthly Pending Sales Report, which measures the number of houses going into contract each month, has showed increases in six of the last nine months prompting Lawrence Yun, NAR’s chief economist to say:

“Since reaching a cyclical bottom last June, pending home sales have posted an overall gain of 24 percent and demonstrate the market is recovering on its own. The index means modest near-term gains in existing-home sales are likely.”

We realize that 40% of the sales are distressed properties and that 22% of buyers are investors. Yet, that still doesn’t negate the fact that homes are in fact selling… and 60% of them are NOT foreclosures or short sales.

And Yun believes this uptick will continue:

“Based on the current uptrend with very favorable affordability conditions, rising apartment rents and ongoing job creation, existing-home sales should rise around 5 to 10 percent this year.”

Bottom Line

Homes are selling. You probably will need to offer a compelling price if you put your house on the market. But if you do, it will sell.

via  The KCM Crew Almost 14,000 Houses Sold Yesterday.

The KCM Crew

February 2011 Sales Numbers

Sales for the month of February were weak compared to January.  (Only 1 home sold in Alamo) Below are the stats.

February 2011 East Bay Sales

February 2011 East Bay Sales

If you have any questions or would like more data, please email michael@michaeltacconi.com.

Realty Times – Realtors, Know Your Numbers

Realtors, Know Your Numbers

Real estate is a numbers game. You have heard that over and over, haven’t you? The normal context of this statement is based on the focus of cranking out numbers of contacts. Or, the simple belief that the more people you contact, the more successful you will be.

While that does produce a result, it is rarely the most productive way to spend your prospecting time. In other words, all calls and contacts are not created equal.

San Francisco Sales August 2010 through January 2011

East Bay Sales by City, August 2010 through January 2011, Contact me for more info

A better tactic is to examine how can you leverage the numbers and increase your time with the people that are most likely to list with you or buy from you.

To be more successful this year, focus your precious time on those things that bring the best return. These days, real estate is a relationship game rather than a numbers game!

Ok, so that gives you some food for thought about your contact numbers but what other numbers are we talking about that are important?

Here are a few key measurements that, if known, allow you to make better decisions and set your priorities in a different way.

As you pull together last year’s totals, this is a perfect time to delve a bit deeper and examine where you really are and what is and what is not working.

Numbers That Can Make a Difference

Your hourly wage

What did you make per hour last year? When I ask this question of agents I meet when I speak, so few have a handle on this, it amazes me. How are you doing business if you do not know what you are worth? If you don’t know, do this now: take the net that you made last year and divide it by the number of hours you worked. Now you have a baseline to work from. You can better make decisions about what you personally should do and what you should delegate.

You’ve also got the place to start from if you want your business to be more profitable this year.

What do you want that number to be for 2005? How many hours do you want to work and what do you want to net? This, most likely is a higher number. To get there you have to stop doing low payoff activities. Write down right now, which three things are you doing that are not the highest and best use of your time and find someone else to do them or make the decision that they will not be part of the plan this year. Find someone else do the transaction coordinating if you aren’t a whiz at details and don’t like paperwork. Find someone else to do your marketing. Quit writing ads and spending money where you are getting no return.

Your skill level

These numbers are all about working smarter. The really wonderful reality is that you won’t have to generate more leads, work with more buyers or list more homes, you will simply need to raise your level of expertise to become more proficient at your craft.

What will it take? Do you need some advanced sales training? Taking the ePRO Course to learn how to better convert internet leads? Getting the ABR Designation to learn how to close 80 percent of buyers vs the NAR average without a buyer broker agreement of 20 percent? Should you get a coach to help you stay accountable and see how to better leverage your strengths?

List your:

  • Call Conversion Ratio- of the calls you get, how many turn into clients?
  • Buyer Close percentage- of the potential buyers that contact you, how many buy? How many did you use an Exclusive Buyers Contract with?
  • Listing/Sold percentage – of all the listings you took last year, what percentage sold? While you are here, also research:
    1. your percentage of List To Sale Price vs. The MLS Average
    2. your Average Days on Market vs. The MLS Average

These are competitive figures that will differentiate you on a listing appointment or in prospecting with FSBOs.

Have goals that propel you into action

You are unique and your goals probably aren’t terribly empowering if you choose them to be 10-15% above last year or if they are a reflection of what someone else thinks you should be able to accomplish. Ask yourself, “What goal, if I accomplished it, would make me supremely happy this year.” Then go for it, no matter how unrealistic it may seem. Aim high, dream big. Even if you don’t hit the goal, you’ll be thinking and taking action on a different scale. Ask others to help. Upgrade your skills and personal operating system! Do what it takes to BE a person who can accomplish those goals.

Choose three measures of satisfaction for each area below and write them down, share them and look at them every day!

  • Your financial goals
  • Your personal goals

Knowing all of these numbers is certainly different than just trying to make more cold calls than anyone else. In 2005, act as if real estate is a relationship game and build and deepen your expert status with those who come to know and love you, but then know your numbers to work smarter not harder this year!

Published: February 4, 2005

Summary for Week ending February 25th

Saturday, February 26, 2011

Summary for Week ending February 25th

by CalculatedRisk on 2/26/2011 02:36:00 PM

With the exception of housing, most of the U.S. economic data last week was fairly positive. We were also reminded of several potential downside risks to the U.S. economy, as falling house prices, higher oil prices, the European financial crisis, and state and local government cutbacks, were all in the news.

The focus last week was once again on the Middle East and North Africa, and especially on the historic and tragic events in Libya. These events have pushed U.S. oil prices to around $100 per barrel and have raised questions about the possible drag of higher oil prices on the U.S. economy.

The European financial crisis has been on the back burner, but yields are still elevated and there are key Euro Zone meetings scheduled in March. I expect this to be front page news again soon.

And a downward revision to state and local government spending contributed to the downward revision in the Q4 real GDP growth estimate, revised down to 2.8% from 3.2%. And several state budgets were in the news, especially the Wisconsin political battles.

The Case-Shiller house price index showed house prices are still falling – for the sixth consecutive month – and more house price declines are expected with the high levels of inventory and a high percentage of distressed sales. Eleven of the twenty Case-Shiller cities are now at new post-bubble lows: Atlanta, Charlotte, Chicago, Detroit, Las Vegas, Miami, New York, Phoenix, Portland (OR), Seattle and Tampa, and more will probably follow. Also new home sales remained weak in January.

These are all risks to 2011 economic growth.

But other economic news was more positive. On employment, all of the preliminary indicators suggested an increase in hiring. The four week average of initial weekly unemployment claims fell to the lowest level since 2008. The regional manufacturing surveys all suggest an increase in employment. The Reuters / University of Michigan consumer sentiment index was at the highest level in three years.

And growth in manufacturing continues to be strong. The Richmond Fed reported Manufacturing Activity Advanced at a Healthy Pace in February, and the the Kansas City Fed reported Manufacturing activity matched an all-time survey high in February. This suggests a strong ISM manufacturing report on March 1st.

Below is a summary of economic data last week mostly in graphs:

Case-Shiller: National Home Prices Are Close to the 2009Q1 Trough

S&P/Case-Shiller reported that home prices are close to a post-bubble low.

Case-Shiller House Prices Indices Click on graph for larger image in graph gallery.

This graph shows the nominal seasonally adjusted Composite 10 and Composite 20 indices (the Composite 20 was started in January 2000).

The Composite 10 index is off 31.2% from the peak and still 2.4% above the May 2009 post-bubble bottom.

The Composite 20 index is also off 31.2% from the and only 0.8% above the May 2009 post-bubble bottom and will probably be at a new post-bubble low in January.

The next graph shows the price declines from the peak for each city included in S&P/Case-Shiller indices.

Case-Shiller Price Declines From S&P:

Eleven MSAs posted new index level lows in December 2010, since their 2006/2007 peaks. These cities are Atlanta, Charlotte, Chicago, Detroit, Las Vegas, Miami, New York, Phoenix, Portland (OR), Seattle and Tampa.

Prices are now falling just about everywhere, and more cities are hitting new post-bubble lows. Both composite indices are still slightly above the post-bubble low, but the indexes will probably be at new lows in early 2011.

New Home Sales decreased in January

New Home Sales and RecessionsThe Census Bureau reports New Home Sales in January were at a seasonally adjusted annual rate (SAAR) of 284 thousand. This is down from a revised 325 thousand in December.

This graph shows New Home Sales vs. recessions since 1963. The dashed line is the current sales rate. New home sales have averaged 293 thousand per month (annual rate) over the last nine months – all below the previous record low.

New Home Sales, NSAThe last graph shows sales NSA (monthly sales, not seasonally adjusted annual rate).

In January 2010 (red column), 19 thousand new homes were sold (NSA). This is a new record low for the month of January.

The previous record low for January was 24 thousand in 2009 and 2010.

Distressing GapStarting in 1973 the Census Bureau broke down inventory into three categories: Not Started, Under Construction, and Completed.

The inventory of completed homes for sale fell to 78,000 units in January. And the combined total of completed and under construction is at the lowest level since this series started.

January Existing Home Sales: 5.36 million SAAR, 7.6 months of supply

Existing Home Sales This graph shows existing home sales, on a Seasonally Adjusted Annual Rate (SAAR) basis since 1993.

Sales in January 2010 (5.36 million SAAR) were 2.7% higher than last month, and were 5.3% higher than January 2010.

The next graph shows the year-over-year (YoY) change in reported existing home inventory and months-of-supply. Inventory is not seasonally adjusted, so it really helps to look at the YoY change. According to the NAR, inventory decreased to 3.38 million in January from 3.56 million in December.

Year-over-year Inventory Although inventory decreased from December to January, inventory increased 3.1% YoY in January. This is the sixth consecutive month of year-over-year increases in inventory, although the increase in January was lower than the previous months. But any increase is bad news with the high level of inventory.

Inventory should increase in February and March, and this is something to watch closely over the next few months.

Existing Home Sales NSA This graph shows existing home sales Not Seasonally Adjusted (NSA).

The red column in January is for 2011. Sales NSA were about the same level as the last three years. January is usually the weakest month of the year for existing home sales (followed by February). The real key is what happens in the spring and summer.

The bottom line: Sales increased slightly in January (using the old method to estimate sales), apparently due to an increase in investor purchases of distressed properties at the low end. Inventory remains very high, and the year-over-year increase in inventory is very concerning.

Special Note: Back in January, I noted that it appeared the NAR had overestimated sales by 5% or so in 2007, and that the errors had increased since then (perhaps 10% to 15% or more in 2009 and 2010). The numbers released this week will probably be revised down significantly this summer.

AIA: Architecture Billings Index shows no change in January

From the American Institute of Architects: Billings at Architecture Firms Hold Steady in January

AIA Architecture Billing Index This graph shows the Architecture Billings Index since 1996. The index showed billings were at the same level in January as in December (at 50).

Note: Nonresidential construction includes commercial and industrial facilities like hotels and office buildings, as well as schools, hospitals and other institutions.

According to the AIA, there is an “approximate nine to twelve month lag time between architecture billings and construction spending” on non-residential construction. So this indicator suggests the drag from CRE investment will end mid-year 2011 or so.

Consumer Sentiment increases in February

Consumer SentimentThe final February Reuters / University of Michigan consumer sentiment index increased to 77.5, the highest level in three years.

This was above the consensus forecast of 75.4.

In general consumer sentiment is a coincident indicator. This is still fairly low, but improving.

Total REO decreased slightly in Q4

Total REO Inventory This graph from economist Tom Lawler shows an estimate of all the REO inventory. Lawler writes:

Based on the FDIC’s QBP report, as well as preliminary data on REO for private-label securities (using Barclay’s Capital data, as I don’t have data from my other source yet), REO inventory at “the F’s,” FDIC-insured institutions, and PLS would look as follows [see graph]

From CR: REO inventory is still below the levels in 2008 – but not much – and that was when prices were falling quickly. I think the various lenders are a little more careful disposing of REOs now, but the level of REOs suggest downward house price pressure.

Other Economic Stories …
Q4 real GDP growth revised down to 2.8% annualized rate
• From Nick Timiraos: Home Sales Data Doubted
• From David Streitfeld at the NY Times: Shiller says house prices could fall 15% to 25%
• From MarketWatch: Consumer confidence jumps in February
• From the American Trucking Association: ATA Truck Tonnage Index Surged 3.8 Percent in January
Unofficial Problem Bank list increases to 960 Institutions

Best wishes to all!

Total REO: Private Label, Banks, and “Fs”

Yesterday I noted that the combined REO (Real Estate Owned) inventory for Fannie, Freddie and the FHA increased 71% compared to Q4 2009 (year-over-year comparison). As I noted, this is just a portion of the total REO inventory. Private label securities and banks and thrifts also hold a substantial number of REOs.

Total REO Inventory Click on graph for larger image in graph gallery.

This graph from economist Tom Lawler shows an estimate of all the REO inventory. Lawler writes:

Based on the FDIC’s QBP report, as well as preliminary data on REO for private-label securities (using Barclay’s Capital data, as I don’t have data from my other source yet), REO inventory at “the F’s,” FDIC-insured institutions, and PLS would look as follows [see graph]

From CR: REO inventory is still below the levels in 2008 – but not much – and that was when prices were falling quickly. I think the various lenders are a little more careful disposing of REOs now, but the level of REOs suggest downward house price pressure.

Fannie Freddie FHA REO Inventory The 2nd graph (repeated from yesterday) just shows the REO inventory for Fannie, Freddie and FHA through Q4 2010.

The REO inventory for the “Fs” has increased sharply over the last year, from 172,368 at the end of 2009 to a record 295,307 at the end of 2010. Although this slowed in Q4 – as the “Fs” slowed foreclosures – this will probably increase some more in 2011.

Yesterday I noted that the combined REO (Real Estate Owned) inventory for Fannie, Freddie and the FHA increased 71% compared to Q4 2009 (year-over-year comparison). As I noted, this is just a portion of the total REO inventory. Private label securities and banks and thrifts also hold a substantial number of REOs.

Total REO Inventory Click on graph for larger image in graph gallery.

This graph from economist Tom Lawler shows an estimate of all the REO inventory. Lawler writes:

Based on the FDIC’s QBP report, as well as preliminary data on REO for private-label securities (using Barclay’s Capital data, as I don’t have data from my other source yet), REO inventory at “the F’s,” FDIC-insured institutions, and PLS would look as follows [see graph]

From CR: REO inventory is still below the levels in 2008 – but not much – and that was when prices were falling quickly. I think the various lenders are a little more careful disposing of REOs now, but the level of REOs suggest downward house price pressure.

Fannie Freddie FHA REO Inventory The 2nd graph (repeated from yesterday) just shows the REO inventory for Fannie, Freddie and FHA through Q4 2010.

The REO inventory for the “Fs” has increased sharply over the last year, from 172,368 at the end of 2009 to a record 295,307 at the end of 2010. Although this slowed in Q4 – as the “Fs” slowed foreclosures – this will probably increase some more in 2011.

Loan inquiries and applications in states where I am not licensed will be referred to a Loan Officer who is licensed in the property state. Equal Housing Opportunity Lender. The accuracy of all information, regardless of source, is not guaranteed and should be personally verified through personal inspection by and/or with the appropriate professionals. Land Home Financial, 190 Hartz Avenue, Suite #200, Danville, CA 94526. DRE Lic. #00988341. CA. Dept. of Real Estate - 916.227.0931 This is not an offer for extension of credit or a commitment to lend. All loans must satisfy company underwriting guidelines. Information and pricing are subject to change at any time and without notice. This is not an offer to enter into a rate lock agreement under MN law, or any other applicable law.
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