We decided to share a story about a recent interaction we had regarding a FSBO.

Without disclosing anything about who the people are, let’s just say they have significant history and experience in real estate (as professionals and home-owners). They also, like most people, want to get the most bang for their buck when considering the sale of their home. All good things and we support anyone’s decision to DIY.

Of course they sought out my advice before they decided to go to market themselves. The story isn’t so much about “why” they didn’t list with me as much as it is “what happened because they didn’t?” Sometimes people just do what they believe is in their best interest, and although cautioning them, who am we say otherwise?

As a real estate professional in the area, care must be taken about what advice we give people who are “pocket” clients. Although they asked for legitimate documentation from the Arizona Department of Real Estate, we made sure we didn’t provide them with anything other than a blank  disclosure form (SPDS, which is required by law even when selling FSBO) and an HOA addendum (which is also required by law). Because we’re not actually representing them, we didn’t want to imply representation although retaining the relationship with them as friends was paramount. Tread carefully Realtors…unless you’re a licensed attorney in good standing, don’t give legal advice. The pocket client could also misrepresent their position to a potential buyer as well; “pretending” to work with a Realtor. Although you’re trying to “help” as a friend, we as Realtors need to also protect our reputations and guide our friends correctly.

They decided they’re chosen avenue for marketing was Zillow and Craigslist. On a side-note, we think this is another reason for all brokerages to boycott Zillow. They allow FSBO sellers to circumnavigate a profession which is there to help them, not hurt them. But thanks to some marketing and photos, a buyer was produced who had interest in their home. (Note all of this is hearsay on my part. we never actually spoke to the buyer or saw any documentation from escrow concerning the transaction.)

The potential buyer flew out to schedule a viewing of the home and to meet directly with the sellers, (red flag #1). Everything appeared to be going well as a price was negotiated and notification was given for perspective inspection dates. This is where it all took a turn for the worse. The buyer became extremely demanding, suddenly producing actual Arizona real estate contract documentation and wanting it to be signed (red flag #2). What started out as a friendly handshake and verbal agreement turned into a test of will – one against the other. To further add insult to injury, the escrow company handling the transaction actually told the seller “they handle FSBO clients all the time” and gave rise to the idea that “they don’t need professional representation” (red flag #3).

Well, it only took 24 hours before the entire contract unraveled. The sellers wouldn’t agree to sign official paperwork, (which had to do with appraisal contingencies) citing to the buyer “We had a deal that we agreed on. What’s all this talk now about appraisals and inspections?” Of course the buyer exercised their right to have inspections and appraisals performed, but being met with resistance, backed out of the deal.

Moral of the story? The sellers learned a valuable lesson although they knew this lesson going in. “If it seems too good to be true, it probably is.” They spent a lot of time and money and although a buyer was produced, it didn’t equate to a sale.

If you’re planning on selling your home For Sale By Owner, it’s not good enough to google “How to sell my home DIY?” and read a few articles. Potential home-sellers need to know there is a lot of effort put in by real estate professionals. Contract Law, Negotiation tactics, Marketing, Advertising (not the same thing as Marketing), Technology, Syndication, Web Portals, buyer pipelines, email lists, Insurance, Umbrella Home Warranty Coverage during escrow, relationships with Title and Escrow officers, closing cost incentives, title fee discounts, property access with identification, keeping tract of timelines, negotiating with subcontractors, dealing with appraisers and banks, and hundreds of other things not coming to mind. Realtors also take ongoing education regarding negotiation skills (which translates into “keeping your cool”) and all the nuances of city, state, and national regulations. Even if you’ve been a real estate agent/broker in the past, you may not be up to speed on current laws although you may be able to handle your own negotiations. Do yourself a favor…save yourself the pain, headaches, and potential lawsuits. Hire a professional agent trained in helping you sell your home. It’s money well spent.

Many people buy real estate at some point in their lives and often more than once. Even though it is common to buy real estate few people are educated buyers. I have purchased real estate many times and learn from each purchase. I hope some of the things I have learned, which I will share, will help you with your purchase.

I have to start with the famous “location, location, location!” speech.  I hope this isn’t your first time hearing that location is very important when purchasing real estate. Every lot is unique in a variety of ways. Each state, city and even neighborhoods may have their own laws, rules, and culture. Some areas have very low taxes and some may have very high taxes even within a few miles of each other. The view or lack thereof is also something to look for when making a purchase.  Location is important is “real estate terms” because “situs” or jurisdiction is absolute. The land does not move or change position. You’ve heard the old saying, “Land, they’re not making any more of it” is true. Sometimes one house may have a great view while the one next door does not. Location is very important to consider for many reasons but it isn’t everything.

Many people think you make money on real estate when you sell but many wise investors will say that you make money when you buy. I think there is money to be made on both transactions. You want to find a good deal when you buy and that will make it easier to make money when you sell. Negotiations are very important and to help with this it is important to have a good realtor that you can trust. Remember that you don’t have to pay the asking price and don’t be afraid to insult the seller with a low offer. If your offer is countered don’t feel that you have to meet in the middle or up your offer as much as they dropped their price. You will end up at a lower price if you go up in smaller amounts than the seller comes down. If the property isn’t attracting the bids of others you may want to let the seller sit on it a while and they will usually come down or reconsider a lower offer. Low offers simply open up the dialog. A seller should never be insulted, but understand it’s all part of the process.

Some people like to find the diamond in the rough but when it comes to real estate that is the opposite of what you would like to buy. If you own the best home in the neighborhood you probably over paid for it. The real estate around your property effects the value of your property, (comparable). If you are surrounded by property that has less value than yours it is bringing your value down. On the other hand, if you find a cheap piece of real estate in an expensive neighborhood with a little work you may be able to greatly increase the value of your property. Each neighborhood has limits to how high a property will be worth no matter how much money is put into it. Don’t exceed that limit otherwise you are basically throwing your money away.

Please continue to learn more and do your due diligence before buying any real estate. Buying real estate can be a wonderful step but may also be a very costly one, if you don’t do your homework first. For further advise, call us. We can be a great source of information and help when buying real estate. It’s what we do every day, all day.

The real estate market is showing increasing signs of recovering and there are great investment opportunities to be found.  Home prices are still relatively stable and interest rates are still very attractive.  However, whether buying for a primary residence or for investment purposes, there are still some basic guidelines to follow when considering a foreclosure purchase.

1.    Work with a Realtor.  It does not matter if you are buying a foreclosure for investment or as a primary residence, it is really helpful to have a savvy agent help with the process.  Neighborhood is one of the most important factors when it comes to buying a home and an experienced agent is worth their weight in gold when it comes to knowing the local real estate market.

2.    Do the financial due diligence.  All we need to do is remember the real estate market crash to see why it is important to do a thorough financial due diligence when purchasing a home.  At the current time real estate prices are projected to increase for the rest of the year.

Be realistic about your budget and how much home you can really afford.  If the home is an investment purchase, can you make the mortgage payment if you have to carry the mortgage for a few months?  That can happen with investment property so be sure you factor in at least six months of mortgage payments just in case.

Also factor in the cost of any repairs.  This is especially true with foreclosure purchases which are often sold “as is” which means they often need repairs.

Verify the condition of the property.  Restore and repair costs add up on a total value of a home.  It is always best to purchase foreclosure homes that require minimal repairs, otherwise your profit margin shrinks.

3.    Understand that every neighborhood is local to that neighborhood.  What this means is that what is selling in one area may not be selling just down the road, so you need to do your homework and check comparable homes in the area to know whether or not what you are buying is a good investment.

Get a proper assessment on the home you are considering purchasing.  Foreclosure homes will generally be thirty to forty percent discounted, so if a foreclosure home does not need major repairs and you can get it for a price that is well below the market value of similar homes in the same area, then you are probably making a good investment.

4.    Try and find foreclosures that are bank and creditor owned.  These properties are where you can most likely get the best deal because banks are not in the business of owning property so want to sell these types of properties and will often do so at a much discounted price.

Investing in foreclosure properties can be a very smart move, especially in the current real estate market.  With housing prices still relatively stable and interest rates still very attractive, there are many good opportunities for investment available.  When considering purchasing a foreclosure property, it pays to research the property and to do the financial due diligence in order to verify the quality of the property and financing.

Properties that have been foreclosed are often a gold mine for any experienced or novice investor in real estate. Typically, properties that have been foreclosed are sold by the bank or financial institution for a price well under the current market value. This means that anyone that can purchase and repair the property can earn huge profits when they resell it.

Most individuals avoid looking at foreclosure properties because they believe they need impeccable credit and huge amounts of investment capital. However, there are effective ways that any investor in real estate can purchase foreclosed properties with virtually no credit and no money down.

Finding the Properties

Properties that are distressed in the community are those that are about to go through foreclosure sale. Any notice of a foreclosure sale will be posted on a board in the County Clerk’s office, in the county with a distressed property is located. This is because it is a public record that a foreclosure sale is about to take place. If you’re unversed in this procedure, be sure to contact us. We have a lot of experience with buyers and foreclosures.

Typically, the best time to locate the new list of foreclosure sales is the first Tuesday of the month. This is the time when the last huge batch of properties that were foreclosed had been sold at auction, typically on the steps of the County Courthouse, or at the Sheriff’s office. It is then that a new list of any upcoming foreclosure sales will be clearly posted.

Contacting the Financial Lender

On the list of foreclosures will be another list of lenders that are owed monies on the property, and have called for the property to be foreclosed. We’ll make contact with the financial lender and offer a proposal to assume the loan on the property without the need to qualify. The loan assumption without the need to qualify simply means that you will be willing to take over any current and future mortgage payments for the lending institution.

However, your proposal to assume the debt requires that the bank not qualify you based on any credit check. Typically, small lending institutions will agree to this format if you have the ability to prove that you have a minimum of three months reserve payments. However, tighter lending laws may prevent those wishing to purchase to qualify in this manner. Be sure to check with us about the latest lending procedures when it comes to foreclosures in the Prescott area. Cash buyers usually win out over loans, and most banks will not even look at an offer for at least 5 days after being on the market. The trick is to catch it before it hits the market. We have a short-list of folks who are interested in finding out about these deals. If you want to get on the list, contact us.

Contact the Property Owners, No

Contacting the property owners in a foreclosure situation is practically unfruitful. In large cities where moguls with huge wads of cash are able to walk neighborhoods and influence distressed homeowners by waiving a belt of bills in their face is very rare in smaller communities. The truth is, the homeowner may be paralyzed by the situation emotionally and afraid to even speak with the bank. This is where we come in. We can talk directly to the bank on the seller’s behalf to see if a loan assumption is even possible. If the bank agrees, it can allow the seller to avoid the foreclosure and help them evade any damage to their credit history.

Once the entire process has been completed, you will receive the keys to your new home, and the lending institution will have transferred the title or deed of the property directly into your name.