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Month’s Shadow Inventory: State by State

by Pastore Team

Last week, we reported on the National Association of Realtors’ (NAR) Economists’ Outlook and gave you a map showing the percentage of overall sales that distressed properties represented in each state. Today we want to show you another map from the same NAR outlook. This one shows the number of months shadow inventory by state:

NAR explained their methodology:

The map shows the number of months it would take to clear the shadow inventory by state. The months’ supply is estimated by dividing the shadow inventory and the monthly number of distressed sales. The numbers range broadly from 51 months in New Jersey to 7 months in Nevada. When looking at months’ supply it is important to keep in mind that this estimate highly depends on saturation of distressed sales. Given that New Jersey over the past year on average reported about 20 percent of existing home sales to be distressed sales, it will take a longer period for the shadow inventory to clear. In contrast, Nevada’s distressed sales averaged a considerable 70 percent share of the existing sales and at that rate the current shadow inventory would clear in 7 months.

Bottom Line

Appreciation of residential real estate will not take place until a region works their way through the shadow inventory that exists. This map gives you an indication of when that will occur in your state.

Exceeding Expectations

by Pastore Team

Exceeding Expectations

Peter Drucker said the purpose of business is to obtain and then keep a customer. In order to do that, agents need to ask a client what their expectations are, and then exceed them.

Recently, I rented a car at Enterprise in Tempe, Arizona. The leasing agent walked me around the car to check its condition. She asked me what my favorite radio station was, and I replied Klove (105.5). When I started up the vehicle to leave the lot, you can imagine my surprise when that station was playing and the number one preset button was set to that station.

To this day, I’m still amazed by that simple gesture. And, more importantly, every time I rent a car, I gravitate to Enterprise

My favorite on the go lunch is from Jack In The Box. It’s a Southwest salad with grilled chicken (on the side) and balsamic dressing. For the past month my local franchise has been asking, “How was the service?”, at the drive-thru window! I’m impressed and a raving fan of Jack.

Let’s recap. At the drive thru I’m asked what I want. I place my order and tell them how I like it. They repeat back what I said and deliver. Then they ask how was their service. This is a great formula for any business, or relationship

This past week I received a walnut production plaque from my franchise. I  looked at it, then tossed it in the trash. I didn’t ask for a ‘wooden ego booster’. I would have preferred the same funds be donated to the tsunami relief in Japan. But, I wasn’t asked what I wanted.

Gary Vaynerchuck, in his latest best seller, The Thank You Economy, says caring and communication (high touch) are keys to success in this high tech, texting, email environment. Exceeding expectations will yield referrals for years to come.  



US Existing Home Sales (in Millions)

by Pastore Team

Top Tips: 2011 Agent Reboot/Phoenix

by Pastore Team

 

Top Tips: 2011 Agent Reboot/Phoenix

 

  1. Create content (blogs,videos,etc) vs. consuming/repeating info.

  2. Youtube.com has 2 billion views/day. More than 3 major networks.

  3. NAR data: 73%of sellers would be more likely to list with an agent using video & less than 1% of agents do.

  4. Video is 50x more likely to create ‘Google juice’ than text.

  5. Use video testimonials using a Flip or Kodak Playtouch camera.

  6. Keep videos under 2 minutes.

  7. Your website is your ‘storefront’.

  8. Use ‘widgets’ on your website, ie. Weather. Cooliris.com flickriver.com)

  9. Hootsuite.com puts all social media on one dashboard.

  10. Slydial.com insures voice mail & phone will not ring.

  11. Cool brands to emulate: Apple, Target, Harley, Nike, and SXSW.

  12. Leave the past behind.

  13. Sign up for www.Lowesrealtorbenefits.com

  14. Understand & embrace changing consumer expectations.

  15. Consumers want: info at their fingertips, control, transparency, integrity, authenticity, performance, and they want it now.

  16. Activate your www.zillow.com profile.

  17. Activate your www.linkedin.com profile.

  18. Activate your www.facebook.com profile.

  19. NAR data: 76% of listing agents use paper presentations, 14% use a computer & 10% ‘wing it’!

  20. Be different. Use a laptop or tablet for the ‘Wow’ factor.

  21. Try to make your brand the Apple of real estate.

  22. Focus your branding on neighborhoods.

  23. Website analytics: www.getclicky.com & www.sitemeter.com

  24. Have a language translation widget on your website.

  25. Don’t let consumers become more tech savvy than you.

     

Explosive Exclusions

by Pastore Team

Explosive Exclusions

A listing exclusion can be a dangerous device that can destroy a real estate commission if not handled properly. For example, Larry Lister put Sammy Seller, his neighbor’s home on the market. Sammy wanted Ben & Betty Buyer excluded. Larry agreed and placed the property in MLS.

One week later Larry received a full price offer from Alice Agent. When Larry presented the offer to Sammy they noticed it was from Ben & Betty Buyer. Sammy reminded Larry that this couple was excluded from the listing and no commission would be paid. The contract was signed & escrow was opened.

Imagine Larry’s surprise when his broker Bobbie Badnews told him that since the buyer was excluded, the seller would pay no commission. But, Alice was owed a normal co-broke since the property was in MLS and no exclusions were noted in the Realtor remarks section.

Ever since Larry was in school he never enjoyed calculating negative numbers. Larry will write Alice a big check out of his retirement fund and learn a valuable lesson about exclusions. The lesson is: put the excluded buyer in MLS, or state ‘call lister for excluded buyers’.

It is also wise to put a time limit on any exclusions. For example, M/M Wannabe are excluded from the listing agreement for 72 hours. Or, M/M Someday are excluded for 48 hours, and a reduced fee is due if they decide to tender an offer.

If a seller says they want a few days to contact a potential buyer before listing, it is always better for a wise agent to exclude the buyer and take the listing immediately.

Most exclusions never materialize into realistic offers. Some exclusions may be a polite way for a seller to procrastinate.

Exclusions can be a prelude to a profitable transaction or a ticking time bomb, depending on how they are handled.

 

What is ex-owner's duty in foreclosure?

by Pastore Team

What is ex-owner's duty in foreclosure?

Question: We were unable to make our mortgage payments on our Gilbert home, and the foreclosure sale was scheduled for May 7. We moved out of the home before the May 7 foreclosure sale.

I recently learned that the May 7 foreclosure sale had been postponed. I contacted the law firm handling the foreclosure sale, and this law firm could not give me a date for the foreclosure sale.

How can I learn when the foreclosure sale will occur? Do I have to keep paying the homeowners association monthly fees even though I no longer live in the home? Real property taxes?

Answer: First, any homeowner subject to foreclosure of their home should attend the foreclosure sale. Although many mortgage lenders have websites with information about foreclosure sale dates, under Arizona law only the people attending the foreclosure sale have the right to learn about the postponement of the sale and any new foreclosure date.

Second, a lender can postpone a foreclosure sale indefinitely, subject to the six-year statute of limitations for enforcement of the mortgage loan.

Third, you are personally liable for the homeowners association fees, plus the maintenance of the home, until the foreclosure sale occurs.

In addition to paying the homeowners association monthly fees, you must keep the homeowners insurance policy current.

Finally, your real property taxes are a non-recourse obligation, and you have no personal liability. Any foreclosure of a real property tax lien will only occur at least several years after the real property taxes are delinquent.

Reach Christopher Combs, a real-estate attorney, at azrep@combslawgroup.com.

Read more:
http://www.azcentral.com/arizonarepublic/business/articles/2011/02/16/20110216biz-combs0216.html#ixzz1EoQfrCN9

2011 CRS Sell-A-Bration’s Top Tips

by Pastore Team

2011 CRS Sell-A-Bration’s Top Tips
 
“Don’t wait for a life-changing event to change your life” – Michael Maher

  1. Go from ‘relationships to referrals’ by asking clients to lunch & asking: What is your biggest challenge right now? What have you tried so far? What are you going to do next?
  2. Evolve from the ‘ego era’(biggest wallet) to the ‘generosity generation(biggest heart).
  3. Clients today need ‘help & hope’.
  4. Ask clients: “What are you most worried about”?
  5. Client interview question: “What is your favorite form of communication”?
  6. You website offers ‘social proof’ & may be your first interview. Make sure it has IDX.
  7. RMC litmus test: If prospects don’t ‘return my calls’, they are simply suspects.
  8. Delegate any non ‘dollar productive activities’(prospect,list,sell,negotiate).
  9. Create a PR program(price reductions) & discuss it frequently with sellers.
  10. Selling strategy for desperate times: bury life size statues of St. Joseph(lol).
  11. Script:Q: “Will you reduce your fee”? A: “No, but thanks for testing my negotiation skills”.
  12. A 1% rate increase will cut a buyers qualifying power by 10%.
  13. You can’t retire on income. You need assets.
  14. Your values are your true brand.
  15. Compile the entire short sale package before putting property in MLS.
  16. Script: “Did you ever see The Price Is Right? The player loses if he guess too much”.
  17. Script: “Discount brokers get discount prices”.
  18. Quicken is easy to learn & best for a service based business. QuickBooks is complex & best for a product based business with employees.
  19. Have monthly online contests for you sphere of influence. p.s. The 2012 CRS Sell-A-Bration is in sunny Phoenix, Arizona 1/19-1/21/2012

How to Improve Your Credit

by Pastore Team

How to Improve Your Credit

Getting the loan that suits your situation at the best possible price and terms makes homebuying easier and more affordable. Here are seven ways to boost your credit score so you can do just that.

Know your credit score

Credit scores range from 300 to 850, and the higher, the better. They’re based on whether you’ve paid personal loans, car loans, credit cards, and other debt in full and on time in the past. You’ll need a score of at least 620 to qualify for a home loan and 740 to get the best interest rates and terms.
You’re entitled to a free copy of your credit report annually from each of the major credit-reporting bureaus, Equifax, Experian, and TransUnion. You can access all three versions of your credit report each year with a Free Annual Credit Report. Review them to ensure the information is accurate.

Correct errors on your credit report

If you find mistakes on your credit report, write a letter to the credit-reporting agency explaining why you believe there’s an error. Send documents that support your case, and ask that the error be corrected or removed. Also write to the company, or debt collector, that reported the incorrect information to dispute the information, and ask to be copied on any materials sent to credit-reporting agencies.

Pay every bill on time

You may be surprised at the damage even a few late payments will have on your credit score. The easiest way to make a big difference in your credit score without altering your spending habits is to diligently pay all your bills on time. You’ll also save money because you’ll keep the money you’ve been spending on late fees. Credit card or mortgage companies probably won’t report minor late payments, those less than 30 days overdue, but you’ll still have to pay late fees.

Use credit carefully

Another good way to boost your credit score is to pay your credit card bills in full every month. If you can’t do that, pay as much over your required minimum payment as possible to begin whittling away the debt. Stop using your credit cards to keep your balances from increasing, and transfer balances from high-interest credit cards to lower-interest cards.

Take care with the length of your credit

Credit rating agencies also consider the length of your credit history. If you’ve had a credit card for a long time and managed it responsibly, that works in your favor. However, opening several new credit cards at once can lower the average age of your accounts, which pushes down your score. Likewise, closing credit card accounts lowers your available credit, so keep credit cards open even if you’re not using them.

Don’t use all the credit you’re offered

Credit scores are also based on how much credit you use compared with how much you’re offered. Using $1,000 of available credit will give you a lower score than having $1,000 of available credit and using $100 of it. Occasionally opening new lines of credit can boost your available credit, which also affects your score positively.

Be patient

It can take time for your credit score to climb once you’ve begun working to improve it. Keep at it because the more distance you put between your spotty payment history and your current good payment record, the less damage you’ll do to your credit score.

More Resources

Tax Credit Vs. Low Interest Rate

by Pastore Team

Low Mortgage Interest Rates Create More Incentive Than First Time Homebuyer Tax Credit

With interest rates dipping as low as 4.25% to 4.75% on a 30 year fixed, the tax credit gone should not make much of a difference in the minds of home-buyers.  However, that has not been the case.  So far the mortgage application volumes since the tax credit ending has been very low.  Most borrowers have not yet realized that due to the low interest rates that the long term benefits of owning a home is more beneficial today than the customer who bought their home 3 to 6 months ago.  The reason for this phenomena is due to interest rates creeping down to all time low levels between 4% to 5%.  Most homeowners who took advantage of the first time home-buyer tax credit paid for mortgage rates in the ranges of 5.25% to 5.75% range.

So let me give you 2 great examples using a $90,000.00 loan and a $180,000.00 loan of the benefits today buying a home versus the tax credit of yesteryear. 

Example #1:  

First Time Home-buyer bought a $100,000.00 home and put 10% down during the first time home-buyer tax credit.  
The loan was for $90,000.00 at a rate of 5.5%.  That Principal and Interest payment is $511.01.  This borrower earned the $8,000.00 tax credit.  

vs.

The same First Time Home-buyer bought a home today at $100,000.00 and put 10% down.  The loan was for $90,000.00 but now the estimated rate is 4.75%.  That Principal and Interest payment is $469.08.  The borrower did not earn $8,000.00 but
is now saving $41.93 a month.  over 360 payment or 30 years, this total:  360 payments X 41.93 =  $15094.80 in payment
savings.

This is basically 2 times more beneficial than the first time home-buyer tax credit.

Example #2:

First Time Home-buyer bought a $200,000.00 home and put 10% down during the first time home-buyer tax credit.  The loan was for $180,000.00 at a rate of 5.5%.  That Principal and Interest payment is $$1022.02. This borrower earned the $8,000.00 tax credit.

vs.

The same First Time Home-buyer bought a home today at $200,000.00 and put 10% down.  The loan was for $180,000.00 but now the estimated rate is 4.75%.  That Principal and Interest payment is $938.97.  The borrower did not earn the $8,000.00 but is now saving $83.05 a month.  Over 360 payments or 30 years, this total:  360 payments X $83.05 = $29,898.00 in payment savings.

This is basically 4 times more beneficial than the first time home-buyer tax credit.


The hard part is predicting the interest rates, and these rates will not stay this low forever.  If you felt you missed out on the tax credit, quit kicking yourself.  You can still get that home and get the same benefit.  Yes it is not instant money, but it also does not come with tax consequences if you sell your home early (please seek CPA about that).  

The reason I shared this is because I feel we all got sucked into believing all the gimmicks and tax credits as a sole reason to buy a home.  The real reasons are right in front of you.  With prices and interest rates at all time lows now is the time to act.

Market Update

by Pastore Team

Displaying blog entries 31-40 of 387

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Photo of Paul Pastore Real Estate
Paul Pastore
RE/MAX Infinity
2450 S. Arizona Ave ste#1
Chandler AZ 85286
480-821-4232
Toll Free: 877-829-0252
Fax: 480-304-9363