The Ambiance Realty Blog

10 2009

Last Call: CRS 201 “Listing Strategies” Early Bird Price Extended - Only $280!

This course will take you through an actual listing presentation to help you better understand the key steps in the process and to create a system for success. With this course, you will learn how to:
Conduct an effective listing presentation
Guide and counsel sellers
Price a home to sell
Master closing techniques
Develop marketing plans and servicing systems
Better understand sellers’ needs and motivations
Dates and time: Thursday-Friday, October 8-9, 8:30 a.m.-5 p.m. Cost: $280. MCE: 13 hours (no legal). Instructor: Ed Hatch.


10 2009

Annual Affiliate Holiday Auction November 17

Mark your calendars for CCAR’s annual Affiliate Holiday Auction on Tuesday, November 17 at 8:30 a.m. in the CCAR Banquet Room. Proceeds from the event will provide enhancements and educational tools for our association to better serve our members. In addition, those who plan to attend are asked to bring nonperishable food items and toiletries for donation to the Samaritan Inn. For more information, or to donate an auction item, contact: Diane Aylward, diane@home-warranty.com   or Tammi Burgee, tammi.burgee@fnf.com, CCAR 972-618-3800 The annual Affiliate Holiday Auction is sponsored by the CCAR Affiliate Committee.


10 2009

TRLP Announces Class V Participants

CCAR is proud to introduce the Class V participants of the Texas REALTORS® Leadership Program (TRLP). They are: Bruce Booher, Ebby Halliday, REALTORS®; John Bracco, Keller Williams Frisco; Rene Burchell, RE/MAX Premier IV; Melissa Cook, Virginia Cook, REALTORS®; John Hill, Keller Williams Plano; Howard Hoffman, RE/MAX Premier IV; Tara Klein, William Davis Realty; Judy Kresich, Keller Williams Allen; Matt Maire, CCAR; Ken Missler, RE/MAX Premier IV; Sara Neek, Keller Williams Plano; Bill Sabino, Keller Williams Central; Sylvia Seabolt, The Dream Connectors; Ed Stankunas, Envoy Mortgage; Barbara Straughan, AllStar Academy of Real Estate; Jamuna Thill, Keller Williams Plano; Kristen Wall, All Star Real Estate; Jerry Welch, RE/MAX Premier IV; Tom Westhora, OneGuard Home Warranty.
TRLP Class V will kick off its eight-session program year with a two-day retreat at The Spirit of the West Resort in Tioga, Texas October 22-23, and wrap up with graduation on June 10. Congratulations to all of our Class V participants on their acceptance into the program!


10 2009

Vegas Casinos Fold on Expansion Plans

After a six-year building frenzy that transformed this city, casino companies are shifting strategies dramatically toward slower growth, paying down debt and cutting back on spending.Many casino executives don’t expect to break ground on another major building project in Las Vegas for at least 10 years.

“The old model has been thrown out the window,” says MGM Mirage Chief Executive Jim Murren.

For most of this decade, casinos embarked on a debt-fueled expansion, plowing more than $30 billion into casino and hotel projects around Las Vegas. When the economy collapsed, it left casino companies with dwindling revenues and mountains of debt. Several entered bankruptcy-court proceedings.

Now, casino companies are eschewing capital-intensive projects to focus on increasing profit margins through branding, marketing and customer loyalty.

MGM Mirage, which is building the CityCenter complex in Las Vegas with Dubai World, said it may write down the value of the $8.5 billion development. Many casino companies are paying down debt and halting expansion.

MGM Mirage spent the past few years planning an $8.5 billion hotel and casino complex called City Center, slated to open later this year. But in the future, it will adopt a more conservative strategy of trying to lure more customers to its existing properties, “and it doesn’t take a $3 billion building to do it,” Mr. Murren says.

The new approach represents a challenge for an industry that has relied on glitzy casino and hotel openings as one of its primary draws. “It’s the theme-park dilemma,” says Robert LaFleur, an analyst for Susquehanna Financial Group. “You’ve got to build a new roller coaster. Everyone likes to go but you need a reason to keep them going back.”

In the past, Las Vegas was considered fairly recession-proof as gamblers returned to the city despite economic downturns. But the industry’s reliance on nongambling revenue from hotels and restaurants and other entertainment means it is more dependent on business and leisure tourism than in the past.

People kept coming back to Las Vegas earlier in the decade — and spending more and more money when they did. In July 2007, visitation to the city was up 13% compared with the same month in 2002, while gambling revenue was up 53% and room rates were up 74%.

The massive investments in construction projects also boosted casino stocks as investors bet that revenue and profits would rise. Las Vegas Sands Corp. shares hit $144.56 in the fall of 2007, more than double their closing price on the stock’s first day of trading at the end of 2004. MGM Mirage’s stock nearly tripled to $99.75 a share during that same period.

Many companies tried to pile into the Las Vegas market. In May 2007, El-Ad Group of Israel paid nearly $36 million an acre for 34.5 acres of land on the Las Vegas Strip, with plans to build a $5 billion complex.

That all collapsed when the economy went sour. By this spring, MGM Mirage stock had lost 98% of its value and Las Vegas Sands stock had fallen 99% from its peak. Both have recovered somewhat since then. MGM Mirage is trying to work off its more than $12 billion in debt, while Las Vegas Sands is trying to reduce its more than $10 billion in debt. The plans for El-Ad’s complex on the Strip never materialized.

Gambling revenue in Las Vegas this year was off 13% through July compared with the same period a year earlier, while visitation was down 6% and room rates were off 26%.

“The industry is seeking a new equilibrium,” says Gary Loveman, the chief executive of closely held Harrah’s Entertainment Inc. “The last period was one where people were drunk on the use of capital and used it to solve every problem. Clearly that can’t continue.”

In the place of new buildings, the casinos and the Las Vegas Convention and Visitors Authority say they are working to create more special events. Examples include the Nascar awards to be held in December in Las Vegas after decades in New York, and a small-theater Beyoncé concert specially designed for the Wynn Las Vegas earlier this year.

MGM Mirage this year announced plans to franchise some of its landmark casino brands, such as the Bellagio, MGM Grand and Skyloft hotels, through a new hotel-management division. The strategy is intended to minimize MGM Mirage’s risk and investment by relying mostly on hotel owners to find the capital for new projects.

The investments the industry is still making are happening far from the Strip. Many casino companies are considering modest investments in some of the states that are looking to expand gambling to try to increase revenue. Harrah’s, for example, recently announced an agreement to purchase a bankrupt race track in Ohio for $89.5 million after the governor and the legislature authorized slots there. That could be challenged by a popular vote next year.

Some Las Vegas-based casino companies now see Asia as their primary vehicle for growth. Last week, Wynn Resorts Ltd. priced shares in the initial public offering of its Macau operations at $1.30 each, valuing the total number of shares in the unit at $1.63 billion. Wynn operates Wynn Macau, a 600-room replica of its Wynn Las Vegas casino. It plans to open the $650 million Encore addition in the spring.

Las Vegas Sands has a $12 billion plan to recreate the Strip on an island off Macau, but the project has stalled while the company addresses its hefty debt.

Sheldon Adelson, chief executive of Las Vegas Sands, says he doesn’t plan on investing further in Las Vegas for the moment. “I’m already fulfilled in Las Vegas,” Mr. Adelson says. “I don’t see the need for any more.”

By ALEXANDRA BERZON


10 2009

A Return to Real Estate

Individuals looking to dip their toes into real-estate securities should consider buying a mutual fund that invests both in the U.S. and abroad, says Dave Yeske, a financial planner in San Francisco. When buying risky assets like real estate, it’s best to spread your bets across companies and countries, he says.

 We don’t believe investing solely in the U.S. gives us enough diversification,” says Mr. Yeske. Since late July, he has been buying a global real-estate fund for clients, to which he dedicates 4% to 6% of their portfolios.

In this column, we ask prominent financial advisers who use mutual funds and exchange-traded funds to share model portfolios with us. Mr. Yeske, 52 years old, founded financial-planning firm Yeske & Co. in 1990 and last year merged it with Financial Planning Group of Vienna, Va., to form Yeske Buie. Mr. Yeske is a former chairman of the Financial Planning Association and is an instructor of financial planning at Golden Gate University in San Francisco. Yeske Buie manages about $300 million for some 200 clients, primarily individuals.

In late 2006, Mr. Yeske sold U.S. real-estate securities held by his clients, after they had nearly tripled in price. “It was seeming very expensive,” he says. Since the bust in the housing market that began in 2007, these securities have fallen dramatically. The MSCI U.S. REIT Index, an index of real-estate investment trusts, lost 38% in 2008, following a 17% decline in 2007. The market has come back this year, with the MSCI index up about 13% through Oct. 1.

REITs are entities that invest in different kinds of real estate or real-estate-related assets, including shopping centers, office buildings, hotels, and mortgages secured by real estate.

Despite this year’s rebound, many investors and advisers remain cautious on real estate, fearing that there could be further declines. In the U.S., for instance, it’s not clear yet that the housing market has bottomed, and the commercial real-estate market is still deteriorating.

“It might have further to fall, I don’t know,” says Mr. Yeske. But given the low prices after the market’s decline, he says he feels comfortable buying now.

Also, he notes that in the past few years a number of funds have popped up that invest in both U.S. and foreign real estate, giving him more global choices. Indeed, two-thirds of the 30-odd global real-estate mutual funds on the market now were launched after 2006, according to fund research firm Morningstar Inc.

To decide which investments to buy for clients and how to manage them, Mr. Yeske relies heavily on academic research. “We won’t do anything that’s not grounded in science,” he says.

One investing tenet that Mr. Yeske followed throughout the market downturn is rebalancing. Essentially, this involves adding money to investments that are losing value while selling those that are doing well. Since most asset classes were losing value last year, Mr. Yeske typically was adding to those investments that were losing more than others, mostly stocks.

That was in contrast to some other advisers, who held off buying stocks last year because they feared further declines.

Around two years ago, Mr. Yeske tweaked his approach, and started rebalancing only when an asset class moves 20% away from its target allocation, as opposed to the more commonly used range of 10%, to avoid too much short-term trading. “Look frequently but trade infrequently,” says Mr. Yeske, who usually looks at the value of client portfolios every two weeks.

Since last year, Mr. Yeske has rebalanced client portfolios four times, including the most recent round in August. Last fall and earlier this year, he was buying small stocks and “value” stocks, which are considered cheap based on prices and earnings. He notes that since the market bottom on March 9, large-cap value and small-company stocks have risen more than some of the other stock classes, such as fast-growing or “growth” companies. From March 9 through Oct. 1, for instance, the Russell 1000 Value Index rose 59%, versus 49% for the Russell 1000 Growth Index.

Here Mr. Yeske shares a model portfolio for clients in retirement, who make up a third of his firm’s clientele. A typical client with this type of portfolio has earned a return of 26% since the beginning of the year, following a decline of 36% last year.

U.S. STOCKS: The portfolio’s 33% U.S.-stock allocation is invested mostly in value stocks and small stocks. That’s based on studies by economists Eugene Fama and Kenneth French that concluded that over long periods, value stocks tend to have better returns than growth companies. These studies also show that small stocks, which are riskier than large-company stocks, tend to outperform the latter over the long run.

To make these and other investments, Mr. Yeske and his team rely primarily on funds offered by Dimensional Fund Advisors Inc. DFA uses computer models to identify securities to buy within certain parameters, such as small value stocks. Its investing philosophy is based on Fama-French research, so a number of DFA funds are biased toward value and small stocks. The funds’ turnover and trading costs are typically quite low, like those of index-tracking funds.

“DFA [funds] represent the best blend of both passive and active,” says Mr. Yeske.

When creating client portfolios, Mr. Yeske typically starts by using a fund that provides broad stock-market exposure and then adds funds that focus on value stocks. So for allocation to large stocks, he invests 7% of assets each in the iShares S&P 500 Index ETF, tracking the Standard & Poor’s 500-stock index, and DFA U.S. Large Cap Value.

For an allocation of 5% to medium-size companies, Mr. Yeske uses the iShares Russell Midcap Value Index ETF. Finally, 7% each is invested in DFA U.S. Small Cap Value and DFA U.S. Micro Cap. “Small caps exhibit higher returns in the long term; in the short term, they provide diversification benefit,” says Mr. Yeske.

FOREIGN STOCKS: In recent months, Yeske Buie advisers have increased the portfolio’s allocation to foreign stocks, to make it equal to the U.S.-stock allocation of 33%.

The advisers say there’s no evidence to show that there’s any benefit in investing more money in one region of the world than another. “Those kind of judgment calls are wrong as much as they’re right,” says Mr. Yeske. By keeping their geographic allocation neutral, he says, they are able to draw from a broader universe of value and small-company stocks.

Like the U.S. allocation, the foreign portion is tilted toward value and small stocks. There is a 7% allocation to the Vanguard Total International Stock Index fund, which invests in stocks around the world and provides the portfolio’s only exposure to emerging markets like China and India. Another 7% is dedicated to DFA International Value, which buys large-company value stocks of developed countries.

There is a 5% allocation to WisdomTree International MidCap Dividend, and 7% each goes to DFA International Small Company and DFA International Small Cap Value.

BONDS: Last year, Mr. Yeske tapped only the portfolio’s bond allocation, made up of high-quality bonds, to make withdrawals for retired clients. This kept them from being forced to sell stocks to meet their income needs. Mr. Yeske says he views the fixed-income allocation as “our stable reserve.”

The 30% bond allocation is dedicated to mutual funds that invest in short- to medium-term bonds. The longer a bond’s maturity, the more it fluctuates in price for a given change in interest rates. And the yields on those longer-dated bonds may not be much higher than those on the short- or medium-term ones. “When you get beyond five years, you get a lot of volatility and very little additional returns,” sums up Mr. Yeske.

He splits the allocation equally among three DFA funds, which invest in high-quality bonds of various types, including mortgage-related bonds and corporate bonds. DFA One-Year Fixed Income aims to provide stable returns in excess of inflation. DFA Short-Term Extended Quality dips a little lower in the quality spectrum of bonds, but its average bond quality is still investment-grade. Finally, DFA Five-Year Global Fixed Income invests both in the U.S. and abroad, and can also hedge against currency fluctuations.

Until some months ago, Mr. Yeske owned two Pimco funds for his bond allocation, with expenses of 0.45% or more. In comparison, DFA’s bond funds charge 0.28% or less, so the advisers decided to shift to the lower-cost alternative. Costs are “one of the few things that you can control,” says Mr. Yeske, who firmly believes they should be kept to a minimum.

REAL-ESTATE SHARES: Like many advisers, Mr. Yeske believes that real-estate investments can help diversify a portfolio because they perform differently than other investments.

While in 2008 this was not so much the case, because most asset classes were losing value at the same time, Mr. Yeske notes that during the bear market for stocks in 2000 and 2001, real estate was one of the few investments that held up.

Also, he says that assets are rarely totally uncorrelated. “The only choice that’s available to you is assets that are relatively uncorrelated,” says Mr. Yeske. Even last year, he notes, some asset classes were losing more value than others.

His 4% allocation to real estate is through DFA Global Real Estate Securities, a fund of funds that invests in a U.S. and an international real-estate fund offered by DFA. The underlying funds own REITs and companies considered to be REIT-like entities in various countries, including emerging markets.

By SHEFALI ANAND


10 2009

The Importance of Acting Now, waiting could really cost you

 Low interest rates this year have lulled many people into believing that home loan rates in the 5.00% and lower range are “normal”. This is not the case and if you are in the position where you could refinance or are considering buying a home, complacency is not your friend.

Stimulus provided by the Obama administration has been instrumental in creating the environment that has lowered rates, increased home sales and assisted distressed homeowners.

Uncle Sam Lends a Temporary Hand
Tick tock, tick tock. Just as summer turned to fall on September 22nd, deadlines await two programs that supplied the heat directed at the housing markets.

Government programs in the housing and interest rate arenas are slated to end in coming months. The time to take advantage of these programs is now. Stimulus programs from Washington have led to incentives for first time home buyers (FTHB), artificially low interest rates, and typically unallowable refinance transactions.

Infinite stimulus for the housing sector is not in the cards nor is it reasonable to expect. Deadlines are approaching. Whether you want to buy a home or need to refinance one, do not procrastinate. The best path is to investigate options now before you may find that none are available to you.

First Time Home buyer Alert
If you are a FTHB who wants to take advantage of the tax credit, think two words. GET BUSY. The tax credit of up to $8,000 is set to expire November 30th. While there is talk that this program may be extended, nothing is certain and millions of FTHBs have already taken advantage of the credit. With real estate closings taking as long as 60-90 days, according the National Association of Realtors, you need to get under contract shortly if you want to take advantage of the tax credit.

Home prices are down significantly across the country from their high points the past few years. However, median home prices in August were up 7.8% from their low point earlier this year. If you have been waiting for home prices to decline further, perhaps you should not. Great opportunities are available but many real estate agents report multiple contracts being offered on hot properties. If you wait, you may be disappointed.

Check with your mortgage professional to see if he or she can accommodate you if you go under contract in the next two weeks. Many lenders will still be able to help you but only if you have all your paperwork in order.

Rates Are Great – NOW!
Interest rates dipped in late September to near the lowest points ever recorded. As reported by Freddie Mac, rates for conforming loans approached 5.00% for a 30 year fixed rate and below 4.50% for a 15 year fixed rate with additional fees paid to obtain these rates. Rates for FHA, VA, and USDA Guaranteed loans typically offer slightly higher rates.

There is one reason that home loan rates are as low as they are. Last November the Federal Reserve announced a program to purchase up to $1.25 Trillion in mortgage backed securities. This effort lowered rates to the lowest level of all time and has kept rates, according to Freddie Mac, below 5.50% this year compared to rates as high as 6.48% last year for a 30 year fixed rate.

This program was slated to end December 31st of this year but in September’s Federal Open Market Committee meeting, it was announced that the program will be extended to the end of the first quarter of 2010. However, the amount the Fed will purchase will not change.

Peter Hooper, chief economist at Deutsche Bank, told Bloomberg that a sudden end to the Fed purchases could cause rates to rise by a half to one percentage point. If you delay your financing, you could well see rates that are significantly higher than what is available today.

Upside Down – Refinance to 125% of Value
Even if you owe up to 125% more on your mortgage than your home is worth, you may be able to refinance. For example, if your home is worth $200,000 but you owe more than that, qualifying homeowners can now refinance up to $250,000.

The Making Home Affordable program was initially structured to accommodate homeowners with a new loan to 105% of their home’s value. This has recently been increased to 125%. There are requirements to qualify including whether your loan is currently owned by either Fannie Mae or Freddie Mac. You can find out if your loan is held by either agency by going to the Loan Lookup section of the Making Home Affordable web site.

According to First American Core Logic, more than 15.2 million homes had negative equity in June of this year. This represents nearly 33% of all mortgaged properties across the country. Where in the past, being upside down on your loan would have precluded your ability to seek relief, you now may have an opportunity.

What Now?
With incredibly low interest rates and current stimulus programs available to help many, explore the options that may best suit you but do so quickly. However, just as you wouldn’t go out Trick or Treating on November 1st, options that exist today may not be available to you should you wait.

Contact your mortgage professional today to explore the best path to take. You may find that the best “treat” available is one that puts thousands of dollars in your pocket.


10 2009

Banks Bite Bullet on Loans

Lenders Start to Write Off Some Principal in Modifying Terms for Troubled Mortgages.

 Banks and loan investors are starting to bite the bullet and lower the principal due on home mortgages for some struggling borrowers, a new report from bank regulators shows.

That’s good news for some homeowners, but may portend more write-offs over the next few years for banks and other lenders now wading through hundreds of thousands of applications for loan modifications. The tradeoff for banks is that by taking the hit now they can boost their chances of being repaid.

Banks and loan servicers modify loans primarily by reducing interest rates or extending the term of the mortgage. These methods can temporarily help borrowers struggling to make payments without requiring lenders to lower the principal owed. Now, in a small but growing number of cases, banks are going further and writing off some of the loan altogether.

Part of this is due to prodding from the Obama administration, which has made saving homeowners from foreclosure a cornerstone of its economic-rescue strategy. The administration in March announced plans aimed at helping as many as nine million households struggling with mortgage debt through loan modifications or refinancings. The plans include financial incentives for mortgage-servicing firms that modify loans.

At the same time, banks now have more flexibility to modify loans because of their success in stabilizing their balance sheets and, in some cases, raising fresh capital. Banks can afford “to take the pain up front,” said Kevin Fitzsimmons an analyst at Sandler O’Neill & Partners LP in New York. “If they want a legitimate chance of salvaging something out of the loans, they are better off taking the loss now.”

 Rows of tract houses this month in Las Vegas. The median home price in the area fell 40% to a 10-year low in August amid sales of foreclosures.

The portion of loan modifications in the second quarter that involved reducing the principal jumped to 10% from 3.1% in the first quarter, according to the report released Wednesday by the Office of the Comptroller of the Currency, or OCC, which regulates national banks.

Alejandro Estrella, a mail carrier in Riverside, Calif., said he was surprised when his lender, the Wachovia unit of Wells Fargo & Co., agreed recently to reduce the principal he owed on two mortgages on his home by 18% to about $237,000. That will lower his monthly payments to less than $1,500 from about $2,100. “I wasn’t expecting it,” said Mr. Estrella, who started out seeking just a reduction in his interest rate and got counseling from Springboard Nonprofit Consumer Credit Management.

Principal reductions are still the exception, though. Tom Kelly, a spokesman for J.P. Morgan Chase & Co., said the lender first tries to make loans affordable by lowering the interest rate for borrowers who qualify for modifications. If that doesn’t result in a low enough payment, the bank may extend the term of the loan or defer repayments on part of the principal. That deferred principal would come due if the home is sold or refinanced.

But banks and loan servicers are recognizing that modifications don’t always work if the borrowers aren’t given a big enough break. Of loans modified in this year’s first quarter, 28% were in default again within three months, the OCC said. Among those modified in last year’s second quarter, 56% were in default again a year later.

Although the Obama administration programs for averting foreclosures got off to a slow start, they are starting to result in larger numbers of modified loans. The OCC report tallied 439,574 agreements to help troubled borrowers, including loan modifications and other repayment plans, in the second quarter. That was up 75% from a year earlier. Of that total, 142,362 of the agreements were classified as loan modifications, and 10% of those involved reducing the principal.

Beyond Housing, a nonprofit in St. Louis that counsels distressed borrowers, recently won a principal reduction for Evone Lester, a prison employee who had fallen behind on her payments and faced foreclosure. The loan was being serviced by Wells Fargo & Co. but was owned by an investor, Beyond Housing said. The investor agreed to reduce the loan balance to about $48,800 from $72,000, said Chris Krehmeyer, chief executive of Beyond Housing. That helped cut the monthly payment to $761 from $1,039.

In spite of these efforts, foreclosures continue to rise. In a report last week, Amherst Securities Group, a New York research firm, estimated that about seven million homes — representing 12% of U.S. homes with mortgages — will end up changing hands in foreclosures or related transactions over the next few years. The company said it doesn’t expect that loan-modification efforts will ease the problem significantly, largely because so many people default again.

The OCC’s report, which covers about 64% of all U.S. home mortgages outstanding, found that 11.4% of those mortgage loans were at least 30 days overdue or in foreclosure at the end of the second quarter, up from 10.2% three months earlier and 7.4% a year before.

The OCC isn’t requiring banks to reduce principal, said Joseph Evers, a deputy controller at the regulatory agency. But, he said, the OCC has told banks they need to make sure modifications are “more sustainable,” giving borrowers a real chance to keep up with the new payments.

Separately, the Federal Reserve Board Wednesday released a report on mortgage data from more than 8,000 lenders under the Home Mortgage Disclosure Act, known as HMDA. The report showed that blacks and Hispanic whites were far more likely to be denied last year for refinancing conventional mortgages, those that aren’t insured by the federal government.

The denial rate for blacks was 61%, compared with 51% for Hispanic whites and 32% for non-Hispanic whites. That may partly reflect the larger proportion of minority borrowers who got subprime loans during the housing boom and ended up in homes whose values have crashed.


10 2009

New Guidelines

The U.S. Treasury Department is expected to issue streamlined guidelines to lenders on short sales soon. Housing-industry leaders say complicated procedures are hindering them from clearing the large inventory of distressed property necessary to return the housing market to normal. Now, only about 20% or so of short sales are successful, according to real-estate brokerage Re/Max International Inc.

Buying a foreclosure is usually speedier than a short sale because lenders already possess the property. But there are other drawbacks. State laws vary considerably with respect to legal procedures surrounding foreclosures. Many states require judicial proceedings for foreclosing on a home that can take more than 12 months, a period during which the home may be vacant or occupied by tenants or squatters. Homes may have appliances, pipes and even electrical wiring ripped out.

Buyers of bank-owned properties are usually stuck with whatever hidden problems they discover, including construction defects, and they seldom get additional price concessions. For these reasons, it’s especially important for distressed-property buyers to have a thorough inspection by a qualified home inspector or inspection engineer, as well as a thorough title search and title insurance.

Despite the hurdles, competition for low-priced foreclosures under $300,000 is keen, sources say. “The bargain hunters have come out from everywhere, and they are getting into bidding wars,” says Re/Max Chairman Dave Liniger.

Buyers must be prepared and ready to move on a dime. If they’re paying cash, they have to certify they have the funds available. Those who need financing should obtain pre-approval from a lender before even looking at properties.

Successful foreclosure buyers often bid significantly above the asking price. Chuck Brueske, 46, a hospital biomedical technician, says he paid $111,000 in August to win a bank-owned townhouse built in 1981 in Maple Grove, Minn., listed at $99,600.

Mr. Brueske says his own good credit history helped him win over two other bidders.

“It was unusual that in a down, depressed market that I had to bid more than the asking price, but as it turned out the other bids were higher than mine,” he says. “It took me a while to swallow that.”

Some home buyers give up after discovering there are bargain properties without all the obstacles. Jerrold Horning, 34, an electronics technician for the U.S. government in El Cajon, Calif., says he and his wife bought a house in the conventional market after seeing the condition many houses were in.

“Some of the foreclosures I looked at were horribly trashed. You would have to put another $100,000 in just to make it livable,” he says. Of buying a distressed property for a primary home, he says, “I don’t think it’s worth the hassles.”


10 2009

House Rules

Thinking of buying a distressed property? It’s very different than a standard real-estate transaction. Here are some pointers:

  • Distressed-property listings can be obtained from local real-estate agents, classified ads and Web sites such as RealtyTrac.com, Foreclosure.com, Trulia.com and Zillow.com, as well as bank Web sites.
  • Work with experienced real-estate agents and brokers with special training in foreclosures and short sales.
  • Get pre-approved by a lender, or certify that you have sufficient cash available, before bidding on properties. Auction buyers must be prepared to put down a cash deposit of 5 to 10% cash and pay the balance within 30 days in many states—and in some states, on the same day.
  • Get a thorough inspection by a qualified professional inspector or home-inspection engineer prior to auction or sale.
  • Arrange for a thorough title search and title insurance.
  • Be prepared for a long wait to hear back from the bank on a short sale, but be prepared to move quickly on a foreclosure; banks often set strict timetables on foreclosures.
  • First-time buyers with minimal cash and little time or aptitude for repairs probably should avoid foreclosures, and inexperienced purchasers should avoid auctions.

10 2009

Are Distressed Homes Worth It?

Home buyers are finding that the battered real-estate market offers just as many opportunities for headaches as for bargains.

Seth and Crystal Grotzke, both 25 years old, recently bought a bank-owned two-bedroom, two-bathroom townhouse in Edina, Minn., for $110,000—when similar homes in the same development were selling for as much as $131,000. But exactly one day before the scheduled July closing, the Grotzkes learned there was a second, unpaid mortgage. Because of the foul-up, the couple was forced to live in Mr. Grotzke’s boss’s basement for more than a month. They finally closed on Aug. 31.

“We knew there would be title issues, but none that would last for that long,” says Mr. Grotzke, an assistant pastor. He adds that buying a foreclosed property is a way for God to “teach you patience.”

Lots of home buyers are learning about patience these days. In August, nearly a third of overall housing sales were distress sales, according to the National Association of Realtors, up from 18% in March 2008, when it began tracking such sales. The figure includes both foreclosures and so-called short sales, in which the lender agrees to accept less than the full balance of a mortgage in order to unload the property.

In some parts of the country, such as Bakersfield, Calif., Las Vegas and Lakeland, Fla., distressed properties constitute half or more of all sales. So far this year, there have been nearly 411,000 sales of U.S. properties in some stage of foreclosure, according to RealtyTrac, which publishes a national database of homes in default, auctions and bank-owned homes.

Those numbers aren’t making it any easier to buy distressed property. Bidding wars are erupting for the lowest-priced foreclosures. Experienced investors with cash are elbowing aside first-time buyers who need mortgages. And banks generally sell property “as is,” without the defect disclosures required of other owners. Short-sale buyers, for their part, often face delays of weeks or months as they wait to hear back from lenders—and from the institutional investors who bought securities based on the mortgages.

Vandalized Properties

Distressed-property buyers also often have to cope with the fallout from the ruined lives of previous owners, such as vandalized properties and liens from second mortgages, taxes, unpaid water bills, homeowner-association dues and court judgments. For all that, final sale prices often aren’t significantly lower than average in some areas, because the foreclosure glut has also driven down prices for sellers who aren’t in default.

Buyers have to be thoroughly prepared by securing financing in advance and making sure they have a strong stomach, experts say. They should seek out agents with extensive experience and training in distressed property because the transactions are often complicated and time-consuming. Pushing and prodding bank officials, loan servicers and others is a big part of the job.

Colin and Alisabeth Shearn of Cherry Hills Village, Colo., a Denver suburb, managed to snag a seven-bedroom Mediterranean-style house in a short sale for $1,272,000, more than $900,000 below its original listing price in 2007. By the time they bid on the house last February, it had gone unsold for nearly two years and the price had been reduced to $1.5 million from $2.2 million. The couple closed on the purchase at the end of May, and moved in with their two preschool-age children.

“It was nerve-racking,” says Mr. Shearn, 41, a university research scientist. There was a long delay hearing back from the seller’s bank, and the last-minute discovery of a lien from an unpaid water bill—the water was about to be shut off.

But in the end, Mr. Shearn, says he and his wife, 42, a co-owner of a software company, were happy. “We really lucked out to find this house.”

Short sales like the Shearns’ are particularly complicated. Lenders require detailed information about both buyers’ and sellers’ finances, and homeowners generally have to prove hardship. The entire package of documents is scrutinized not just by lenders but by the mortgage investors. Second- and third-lien holders frequently hold up transactions demanding a larger share of the settlement. The average transaction takes four to six months or more, agents say.

Lenders say they are stepping up their efforts to handle short sales. J.P. Morgan Chase & Co. has doubled the number of employees handling such sales, while Bank of America Corp. recently began allowing real-estate agents to submit short-sale documents online, reducing the chance a sale will be stalled. At Wells Fargo & Co., efforts to speed up short sales helped produce a 145% increase in these transactions in August compared with the same month a year earlier, the bank says. Meanwhile, the National Association of Realtors and other groups have recently launched short-sale and foreclosure certification programs for agents.

New Guidelines

The U.S. Treasury Department is expected to issue streamlined guidelines to lenders on short sales soon. Housing-industry leaders say complicated procedures are hindering them from clearing the large inventory of distressed property necessary to return the housing market to normal. Now, only about 20% or so of short sales are successful, according to real-estate brokerage Re/Max International Inc.

Buying a foreclosure is usually speedier than a short sale because lenders already possess the property. But there are other drawbacks. State laws vary considerably with respect to legal procedures surrounding foreclosures. Many states require judicial proceedings for foreclosing on a home that can take more than 12 months, a period during which the home may be vacant or occupied by tenants or squatters. Homes may have appliances, pipes and even electrical wiring ripped out.


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