C.A.R. releases “2009-2010 Survey of California Home Sellers”

Report finds 67 percent of California sellers sold their homes due to inability to meet mortgage obligation


LOS ANGELES (Feb. 25) –Changes in family and employment status as well as adjustments to monthly mortgage obligations played significant roles in California’s homeowners’ decisions to sell their homes in 2009, according to the CALIFORNIA ASSOCIATION OF REALTORS®’ (C.A.R.) “2009-2010 Survey of California Home Sellers.” According to the report, 67 percent of all sellers in California did so as a result of difficulties related to meeting their mortgage obligation.


“Tighter underwriting standards and a decline in equity continued to impact the market in 2009,” said C.A.R. President Steve Goddard. “Many homeowners chose to sell last year because their adjustable-rate mortgage reset at the same time home prices were experiencing an unprecedented decline, leaving them with little equity and difficulty in qualifying for a refinance.”
“Sellers responded to the challenges of the housing market in 2009 by choosing to work with REALTORS® for guidance and assistance in navigating the complex market,” added Goddard.


Recognizing the value of working with a real estate professional, 99 percent of sellers chose to work with a REALTOR®, according to the survey. Of those, 72 percent cited the ability of an agent to sell the home at a higher price point as the primary reason. Other reasons included better marketing and exposure (38 percent), while 28 percent reported it was too difficult to sell the home independently.


On average, homes sold for $20,958 less than the original asking price in 2009. The median difference between the selling and listing price was $32,315; the list-to-sold-price ratio was significantly larger between first-time sellers ($30,000 below list price) and sellers who had previously sold a home ($8,000 below list price).


The percentage of first-time sellers grew to nearly half of all sellers (44 percent) in 2009, a 33 percent increase from 2008, and nearly three times the 2007 percentage of 15 percent.


Sellers in 2009 cited difficulty meeting the monthly mortgage obligations (30 percent); job loss (18 percent); and “mortgage payment increased” (15 percent) as primary motivation to sell. By comparison, in 2008, one in five sellers cited the ability to meet their mortgage payment obligation; while 11 percent sold due to financial difficulties.


Financing challenges also extended to home buyers and impacted sellers’ confidence in buyers’ ability to secure a home loan. Nearly three-fourths of sellers reported this as a concern, an increase from 54 percent in 2008.


Financial difficulties also impacted the ability of sales to close on time, with 63 percent of homes falling out of escrow prior to closing. Nearly 70 percent of sellers cited “buyer could not get an acceptable mortgage;” and more than 60 percent said “buyer backed out,” as the primary reasons the home fell out of escrow. Other reasons included: Buyer’s remorse (26 percent); “lender withdrew and did not fund” (24 percent); and “home prices continued to decline” (18 percent). Once the home did sell, 50 percent of sellers reported escrow did not close on time in 2009, compared with 36 percent in 2008.


C.A.R.’s “2009-2010 Survey of California Home Sellers” is available for purchase for $49.95 in electronic format at http://www.rebsonline.com/product/1311/2009-Survey-of-California-Home-Sellers-%28PDF-Electronic-Download%29. The survey no longer is available in hard-copy format. Journalists who would like a complimentary copy of the report should e-mail markg@car.org or call (213) 739-8363.


Leading the way…® in California real estate for more than 100 years, the CALIFORNIA ASSOCIATION OF REALTORS® (www.car.org) is one of the largest state trade organizations in the United States, with nearly 175,000 members dedicated to the advancement of professionalism in real estate. C.A.R. is headquartered in Los Angeles.

Short Sales here to Stay, Title Company Official Tells REALTORS®

Katherine Handley, senior vice president of Old Republic Title Company

Short sale transactions are not just passing through the market; they are here to stay for at least three or more years, according to senior vice president of the Old Republic Title Company Katherine Handley. Handley advised REALTORS® at the Cupertino/Sunnyvale District tour meeting this week to learn as much as they can about these types of transactions, so they can render the best assistance to their clients.

Short sales used to be more prevalent in the lower-end markets impacting the huge, growing subdivisions that had overbuilt and subprime loans, but these days, they are starting to impact higher-end markets. Handley has also observed some lenders have become more pro-active.

“They will curtail REOs as much as possible and be more active in working out a short sale,” Handley said. 

She also stressed, “There is no such thing as a quick and easy short sale. They are brutal.”

With a few exceptions, the standard time for a short sale transaction from close to finish is four to five months, or longer. Handley gave her opinion on several lenders:

• Washington Mutual/Chase is on Handley’s “horrible” list because it could take four to five months or more before you can personally speak to a negotiator.

• Bank of America/Countrywide has improved its process with the introduction of equator.com, which allows licensed agents to register, upload information and communicate through this platform. This appears to be speeding up the process.

• Wachovia is on Handley’s “best” list because this institution is being very pro-active and has local people who immediately meet with the sellers to determine hardship. Transactions can take only 45 days. This lender will also offer up to 7 percent commission for agents. It is the only lender to give the seller a cash-out at closing.

• Wells Fargo is also improving slowly.

Here is Handley’s advice to REALTORS® whose clients are considering a short sale:

1. Give your client ALL options up front, so your client can decide whether a short sale or a foreclosure is the right route to take.

2. Partner with a knowledgeable, experienced attorney and CPA even before putting the property up as a short sale. These experts will be able to advise and guide your client on what to expect.

3. Make sure you know whether the seller has a recourse or nonrecourse loan. Handley said at one time second lenders were complacent and satisfied with a small amount of money; these days they have become more aggressive and even ruthless, pursuing the seller immediately after closing.

4. Prepare the seller, buyer and buyer’s agent for the time frame. “Make sure all parties are willing to go all the way. If they are willing to hang on, then you will have a greater chance of success,” Handley said.

5. Once the lender reviews the package and comes back with conditions, be proactive and creative with solutions.

6. Read the short sale approval letter carefully. The letter will contain conditions that affect the buyer and the seller. These letters are time sensitive, usually with a window of 30 days. Delays will come at a price, such as losing the deal, a reduction in commission or a per diem fine.

7. Make sure letters between the first and second lenders match.

8. Make sure it is an arms-length transaction. Parties cannot be related.

9. There are no flips on short sales; you cannot immediately transfer the deed to the property.

10. Learn everything you can about short sales.

“The best advice I can give you is learn short sales, arm yourself with someone who can give you tax and legal advice, learn what they are all about so you can be a true professional and help your client,” Handley said.

New Lending Policies Announced by FHA

	If you've been listening to the housing news, you've probably heard about some lending changes that were announced by the Federal Housing Administration (FHA). While many of the news reports were confusing, the truth is pretty clear...and isn't as bad as some people may have heard. Overall the measures announced by the FHA are intended to help the organization better manage its risks and strengthen its capital reserves, while still providing home loans to the nation. The good news, as FHA Commissioner David Stevens stated recently, is that "by continuing to provide affordable, responsible mortgage products, FHA will support the housing market's recovery" and "remain the largest source of home purchase financing for underserved communities." What's Changing? If you or someone you know is considering an FHA loan, some of these changes may affect you. Here's a clear, concise rundown of the major changes and what they mean: 1. Increased mortgage insurance. The mortgage insurance premium (referred to as private mortgage insurance by many people) will be increased from 1.75% to 2.25%. This change will add some cost to purchasing a home, but will not overburden consumers since the mortgage insurance is paid over the life of the loan, rather than upfront at closing. This change will become effective on April 5, 2010. 2. New down payment and credit score requirements. According to the new policy, homebuyers who have a credit score of at least 580 may still be able to purchase a home with 3.5% down, but those with credit scores of less than 580 will be required to put down at least 10%. This change is designed to help the FHA balance its risk, while still providing affordable down payments for consumers with a history of good credit and responsibility. 3. Reduced seller concession. Basically, this change means that the person selling the home will now only be able to offer the homebuyer 3% to help defray closing costs, as opposed to 6% under the previous policy. In addition to these changes, the new policies contain a series of new measures aimed at increasing lender enforcement. The bottom line is that the changes will impact some homebuyers more than others. But in the end, the FHA is still committed to providing affordable home loans. If you're concerned about your credit score or are worried about what these changes may mean to your specific situation, please call or email to schedule an appointment. There are many different programs available for homebuyers, so finding the right plan for you just requires a short discussion about your goals and financial picture.

Brandon Knapp's Market Update 3/1/2010

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