1. presents:

2. Market Evaluation – Analyzing Property CMA Appraisal BPO

3. CMA Comparative Market Analysis A report that a real estate agent/broker compiles to assist the seller in determining the proper list price The report can also assist the buyer in determining the proper offer price Be careful when compiling comparables or suggesting a property value

4. Appraisal Typically used for: –Taxation purposes –To discover a possible selling price Though a CMA and an appraisal both use comparables, only an appraisal can be used for lending purposes.

5. Broker Price Opinion Used to evaluate property value. Useful to a Lender or Relocation Co. to analyze data in a format they would like. Not used for Lending purposes

6. Question Can licensed agents be paid for a BPO? –Yes, must be paid through Principal Broker –As long as the BPO is NOT used for lending purposes Do NOT collect payment for a BPO for: –Loan Modifications? –Tax Appeals? –Refinancing? Loan Modifications Tax Appeals or Refinancing

7. Subject Property Gather the specifications of the subject property. –Lot square footage –# of bedrooms –# of bathrooms –Age –Style –Garage –Other amenities

8. Comparable Property Subject Property Comparable Property

9. Comparable Approach A good comparable is one that is most like the subject property. For example: –Within 12 blocks –Similar style –Within sq. foot range –Amenities/Age –Pool, garage, lot size

10. Comparable Approach How do we value amenities? –Pool –Out buildings –Block walls –Stream bed –Lake/Valley view Adjustments –Pool or no pool –Stream or no stream Location –Corner Lot –Next to a school or shopping center

11. Comparables in Changing Markets Comparables are always sales in past, so they may not always be the best indicator of value by themselves. It may be necessary to adjust them by the projected percentage of decline or appreciation.

12. The Real Estate Factors How long does it take a property to sell? Will the property sell? Consider the following factors: –Price –Location –Condition –Financing –Market Conditions –Marketing

13. Price An agent can make recommendations but the seller is the only one can put a price on their property

14. Pricing Grid

16. Location The value and time on the market has a lot to do with location Property by nature is scarce, so the most sought after property holds the highest value

17. Condition A well maintained property will draw more buyers When additional fund must be invested in the property due to poor maintenance, the value is effected and could limit the number of buyers  Seller may choose to invest monies into improving the property or leave it as is.

18. ABC News Story- Appraisal Makeover Tips for Homeowners to improve an Appraiser’s opinion on value. Broadcast on ABC News Sept. 2012 (Click to view video clip)

19. 48 Hour Appraisal Makeover Video Clip

20. Financing The more financing options available, the larger the buyer pool. Some properties are difficult to finance and may take a unique buyer therefore they may take much longer to sell Neither seller nor agent have any control over this factor

21. Market Conditions When the number of homes increases, value decreases and time on the market increases Market conditions can vary from one area to another Neither seller nor agent have any control over this factor  When the number of homes decreases, value increases and time on the market decrease

22. Two Types of Markets:

23. Marketing Advertising an available property is essential to: –Whether or not it sells –How much it sells for –How long it will take to sell Reaching a wider pool of buyers will insure the best buyer is found The real estate agent has a lot of control over this factor It is important to accurately explain to the seller what marketing efforts will be done

24. Factors Agent should only be responsible for what the agent can control Agents only have limited control over the sell process Agents have control over very few factors

25. Property Tax Assessment In most places, property is assessed as a way to tax property owners relative to the value of the property It’s always a good idea to review the assessor’s evaluation Many times the values will be off from actual market value but it’s good to know if the evaluation is in the “ball park” Never rely solely on the assessors opinion

26. Foreclosed/Bank Owned Property These properties typically sell for less than seller owned properties If a comparable is a Bank Owned property, this needs to be considered and may require adjusting

27. Buyer Pool The amount of buyers that are currently willing and able that are looking for a type of property similar to the subject property The larger the buyer pool the fewer days a property will be on the market What kinds of property have large Buyer Pools? What kind of properties have small Buyer Pools?

28. Days on Market Usually this refers to the time between active status on the MLS and the time the property goes under contract © 2010 Stringham Schools

29. Percentage of List Price Concessions? Original List Price? $100,000 List Price $ 95,000 Sold Price $ 90,000 Adjusted Price $ 85,000 Sold Price $ 5,000 in Concessions

30. Price per Square Foot Simply makes price adjustments by the size of the property. It does not take into consideration the quality or effective age of the property. Is higher in areas that are most sought after and lower in the least desirable areas. Can be more effective way of comparing in new construction properties.

31. Buyer’s Perspective It may help to look at value through the eyes of the buyer. Buyers often look at houses of all styles, ages and sizes in areas they like. Pay attention to where you are priced and how that relates to how buyers and agents do property searches.

32. The Stepping Stone Process Buyers typically shop all of the properties that fit their criteria and will select the house that is the best deal.

33. How Many go Under Contract? Active Comparables + Under Contracts Total Total ÷ Under Contracts = % of homes going Under Contract monthly

34. Study the Market Response No matter how great research is, putting a house on the market is the best way of evaluating how real buyers respond. –How many inquiries have there been? –How many initial showings? –How many of these buyers came back for a second look? This information is very valuable to sellers who are trying to make good decisions about price.