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The commission paid to the Real Estate agent is a serious amount of money and a concern in any transaction involving the sell of Real Estate. Where did this six percent commission come from?

The idea of a 6% Real Estate commission being paid to the agent originated during the 1940’s when local Real Estate Boards openly engaged in price fixing to establish a standard rate. This process was an out and out case of an unfair practice, but the 1940’s was a time when the attention of the country was directed to some serious external matters and the idea took hold and spread quickly through the industry.

In the early 1950’s, the Supreme Court ruled that an established 6% commission was illegal. Rather than open up commissions to a more competitive and free market system, the Real Estate Boards merely shifted gears with a bit of fancy linguistic footwork and began to call the 6% commission the “suggested” amount. During the 1950’s and 1960’s, they managed to get away with this practice without much trouble as the majority of real estate agents complied with the suggestion.

In the 1970’s lawsuits brought against the Real Estate Boards effectively put the skids on this practice. The Real Estate agent’s commissions were opened up to competition without the Boards either being able to mandate or even suggest 6% as the carved into stone rate. However, the rate did not alter very much in the years following these court cases. Although the rate may not have been carved into stone, it was pretty much established in the Real Estate market as a standard.

Generally, competitive markets benefit consumers. As long as someone is willing to offer a discounted rate, it would seem that the consumer stood to save money. However, the proponents of a standard 6% rate commission point to such things as health care to argue that the standard rate may actually be helping the consumer by holding the commission down to 6% rather than propping it up to that level. Although the cost of health care is not regulated, the general trend has been straight up off the charts.

Real Estate agents would be quick to point out that if you were to take a close look at just about any service or product being offered or sold in the 1940’s, you would find a very serious increase in cost to the consumer. Except for Real Estate commissions which are still right around 6%. The amount being paid to the agents has increased greatly merely because the value of the property being sold has increased. Today, the internet has been responsible for a few chips in the rock of the 6% commission by offering some straight fee or reduced rate services that allow the sellers to list their own properties. The results are still mixed and the 6% commission is still the standard.

Many home owners in Arizona are facing tough times because of several underlying issues that home owners may or may not be aware of. An Executive Sales Associate with Coldwell Banker Residential Brokerage wants to discuss these issues so that you have useful information to make an informed decision about your future regarding Real Estate in Arizona. Do what you will with this information. This is one Real Estate Agents opinion and makes no guarantees. Market conditions are impossible to forecast. This article is designed to tell you what has been happening in the past, and where we are today regarding Arizona Real Estate issues.

Now may be an excellent time to purchase a home in Arizona. The interests rates are good, the prices are low, and sellers are giving amazing incentives. There is now way to determine if the prices have fallen as far as they are going to go, but home prices seem to be leveling out. Home builders in Arizona are still building massive communities on the outskirts of Phoenix, Mesa, Buckeye, Chandler, and Casa Grande. Builders would not be building if people were not buying these homes. Yes, the builders are giving great incentives. Residential re-seller’s are also giving great incentives because they are imitating the builder incentives.

Home buyers in Arizona are facing a complicated decision right now. Should they live sixty miles from work and pay two hundred thousand dollars for a home, or should they live ten miles from work and pay three hundred thousand dollars for a home? When making this decision, it would be best to calculate how much money you will spend on gas, how much your vehicle will depreciate because of the amount of miles you are putting on your car, how much time you will spend away from family with a long commute, and how much traffic you are willing to put up with. It would be wise to do a mathematical calculation on these factors versus a higher mortgage payment to see which would make more sense financially. However, other factors will be involved such as school districts and amenities.

Buying a home in Arizona is getting more difficult. Lenders are raising the bar because of the drastic increase in foreclosures. When there is a high percentage rate of foreclosures, lenders must raise their standards to protect their investments. Someone thinking about purchasing a home in Arizona will need a series of qualifications to get into a home loan such as a good work history, a descent credit score, and a good debt to income ratio. Lenders are requiring higher credit scores, more income, and longer work histories given the recent foreclosure rates. Lenders are also requiring more documentation on your assets and liabilities.

When lenders raise the bar, not as many people can qualify to purchase a home. This, combined with builders and sellers flooding the market with home listings, is creating an overall slow down of the market because the public’s confidence has weakened. The growth in Arizona is still phenomenal. Arizona is now the number one growing state in the entire United States.

If you are thinking about purchase a home, now may be the best time with the current interest rates, and the amazing incentives available. It is extremely common for people to get into homes with zero down. If you are a seller, now may not be the best time to put your home on the market. If you have to move, consider renting your home out to a good tenant. A qualified Realtor will be able to help you put your home on the market for lease. Lease option purchases are also becoming very popular in Arizona. They are designed to help a person that does not yet qualify for a home have a possibility of purchasing your home at the end of the term of the lease. This gives someone time to clean up their credit issues. However, a lease option purchase does not guarantee that the tenant must buy your home, they just have the option.

There is a link below, a website developed by an Executive Sales Associate with Coldwell Banker Residential Brokerage, that is truly helpful and is designed to educate the public. Definitely take a look at the website if you have been thinking about buying or selling a home in Scottsdale, Phoenix, or any other city in Arizona If you choose Coldwell Banker Residential Brokerage to represent you in a Real Estate transaction, of course they are going to make money. That is not a secret. The seller always pays both the buying and selling Real Estate professionals. When you are the buyer, you do not pay a Realtor. Choosing the right firm to represent your best interests is of paramount importance. Coldwell Banker Residential Brokerage makes it mandatory for their Realtors to get proper education and training. They take the time to train their Realtors properly so that your best interests are always number one.

The collapse of the economy began with a reality wind blowing against the sub-prime mortgage house of cards. We are all living with the results of over aggressive lending practices and over active government intervention. With all these friends who needs any enemies?

As the market realigns, property valuations have plummeted. Some of you may even be “upside down” on your mortgages. Do you buy? Do you sell? Do you ride out the tsunami? This series will go through all the major questions that we normally encounter in determining the value of a property. What are the drivers? What are the inhibitors? What you need to know to get the best value.

What is Property valuation/real estate appraisal?

The purpose of property valuation is to provide a current market based value for a property in comparison to others in its immediate vicinity. So an appraisal is time, location and geography specific. It is a comparative value – not an absolute. Second, real estate appraisals are broken into two broad categories – residential and commercial. For the purposes of these papers we will be discussing strictly residential appraisals. Residential real estate appraisers are licensed by their respective states and have different levels of license levels based on the value of loan for the property. They have to take classes and pass certification tests to gain and maintain their license status. They are also usually bounded by county because of the way Multiple Listing Services (MLS) keep and sell their records. So a good appraiser really knows their geography and what to look for.

Why does it cost so much?

Real estate appraisers are traditionally independent contractors/business people – no appraisals = no money. So while you are paying a relatively standard one time fee (e.g., $400) they have to make sure they get as many appraisals in as they can to make any profit at all. How’s that? After all they’ve got your $400. An appraiser has to cover all out of pocket expenses the same as any business person (education, health insurance, MLS fees, liability fees, business insurance, state fees – the list goes on). In addition a good appraiser may spend anywhere from 3 to 6 hours in preparation (looking for comparables, etc.), have a 45 minute or more drive time to location, 2 hours driving comparables and taking pictures and then another 1 -3 hours writing the report and then if the bank wants more info or kicks anything back they have to invest the time to answer questions, etc.

Also, is they get your request from another appraiser or from one of these new rip off government created middlemen called AMCs – they may have to split the fee. These are all just the costs of doing business. So when someone stops by for 30 to 60 minutes with a tape measure know that it’s the tip of the iceberg and you’re getting a good deal.

Do I own the appraisal?

The person/company who owns the appraisal is the person who commissioned it. So if you are looking for a house loan, your loan company “owns” the appraisal, not you because they are the commissioning agent. Even if you pay the appraiser, it makes no difference – you did not set up the transaction. Why is this important? The appraiser can’t legally give you a copy of “your” appraisal – it’s not yours. If you request an appraisal for loan purposes you may find that it’s not accepted by the bank because they didn’t request it or they don’t know the appraiser. Catch 22 – yes but not made by the appraiser so don’t shoot the messenger. There are all different kinds of appraisals (home, land, cost based, estate, chronological, etc.) and they are not interchangeable. Make sure if you are going to personally request an appraisal you know what it can be used for.

Why do I need a new Appraisal?

The market is so volatile that you may require a new appraisal every 6 -8 weeks for some lenders. In the last eight months housing values have dropped up to 40% in some areas. This means a $1 million house could be going for $600k now. This has made lenders very uneasy and they require more documentation and proof of values than before. Of course they were also the companies that caused the problem – Catch 22 for us. Refinancing has become more challenging as appraised values have gone done so rapidly that people who can manage the monthly payments are penalized because the “value” puts them underwater. For sellers it’s even more emotionally challenging as they believe their homes have a higher value in the market than they do and they get upset, the real estate agents get upset because the deal doesn’t close and the bank says the appraised value I what it is. The appraiser gets attacked for the state of the market instead the banks who created the issue.

How to determine value?

Value is determined the recent sales of similar homes within a given geographic radius. This means sales, not pending sales; people can ask what they want but banks want to know what other similar homes sold for – don’t let your real estate agent mislead you. While the process is meant to be precise, “similar” is a very ambiguous term. Are we talking square footage, age, upgrades, tile vs. marble, pool vs yard, the variables can seem limitless. This is why online value services are worthless and if you pay for them you are wasting your money. Only a live onsite inspection can see and assess value properly. Lenders understand this. Geographic area is also becoming looser. Neighborhoods can change in character so rapidly that the normal radius for a comparable is 3 miles. However because sales have been so slow, comparables are fewer and fewer. Because the lenders require 3 -5 or more valuations per property, sometimes more; appraisers are searching outside the 3 mile radius for comparables. Bottom line – if you’re looking to sell in the next 12 – 18 months don’t do any major upgrades because you probably won’t get your money back. Do what you need to please yourself and that’s it.

Who’s on First in this process?

People who refinance a lot or were thinking about a refinance in the last 6 months often ask this. Remember in the whole real estate process – the bank has the power – no one else. The recent complaints by others and finger pointing at appraised property values is really a distraction as banks with their loan programs and compensation systems drive everything. Because the banks lent money so freely and caused the crash – they have swung 1800 away and are now hoarding cash. To justify this approach they are squeezing loan agents and appraisers for more and more documentation of value. This is especially ironic for refis – people who are already good customers but just want to take advantage of some good rates. Bear in mind that banks don’t have customers they care about for repeat business – you are a commodity. This squeeze play in the name of “making sure it doesn’t happen again” drives up appraiser and loan agent costs which cannot be flowed through to the borrower. If you’re a banker – no big deal – you’re going to get a federal bailout bonus or in the government where it’s basically “who cares it’s not my money” – these things are not important because you don’t really care about impact. BUT if you’re working for a living on $400 increments with no guarantees of where your next job is coming from – it means a lot. The other guy in the process, who used to be a silent partner is the government. They have enacted new legislation to “clean up” the valuation process when it was never broken to begin with. This has backfired into more regulation raising lending costs in the process – some of which has been passed on to the borrower. It has also stifled loan creation – so while still have money they can’t borrow because of government pressures. The psychology is beyond the normal mind to fathom. Everybody that is supposed to help likes to put more rocks in our backpacks as we go up the hill and tells us it’s for our own good.

It also produces lower quality valuations and appraisals. Example, Fannie Mae requires that all appraisals they get be from “certified” appraisers. Because the government requires banks follow suit. Now the difference between a regular appraiser and a certified appraiser is a couple of classes and taking a test. So let’s say you been an appraiser for 20 years, done thousands of honest appraisals, have an MBA and have an excellent reputation – guess what – thanks to the government your out of business until you get spend hundred to thousands more and take a test. But it’s the same job you did before. So now you get a valuation done by someone with little practical experience who happened to take a test but gets the work. That’s the answer to some of the basic questions you want to know in this market. If you’re in the middle of this process and frustrated take it out at the ballot box but don’t kick your appraiser – they’re just the messenger.

Most businesses overlook a very unique concept in marketing known as the Host/Parasite Relationship Model. This area of marketing makes everything a business accomplishes 100 percent more profitable. The Host/Parasite Relationship Models occurs when two businesses enter a joint venture for mutual gain. This essentially means two companies playing offer each other’s business for substantial profit.

The average business spends millions of dollars to connect with consumers through advertising and marketing. Most businesses want to build goodwill and develop a loyal base of consumers and prospects for its product or services. The cost of converting a new customer or prospect is immense. The host and parasitic business relationship allows parasite companies to garner new consumers and prospects by gaining endorsements and offering incentives to customers of other businesses. The parasite gains a highly targeted prospect group based off the established agreement while the host gains revenue without any costs of sales or overhead by receiving a certain percentage from parasite sales. This is a win-win for both parasite and host.

The mutual benefiting relationship between parasite and host allows different combinations of businesses that are synergistic to open vast areas of unrealized profit. For example, the parasite company can show the host company how to make money just by endorsing their company. The host makes money by endorsing another company and recoups the investments made in all business assets. The host also receives a stream of income by banking a percentage of the parasitical company’s future sales.

Consider This Scenario

A real estate agent can make money after a house is sold simply by using the host and parasitic business model. Most real estate agents miss out on a ton of opportunities to make more money after a house has been sold.

Once the escrow closes, homeowners never hear from the agent again. Real estate agents can increase their revenue by simply offering to arrange services to families new to a city or town. The agent would set the family up with every service in need and then receive a percentage of the sales from each company that sells something. The real estate agent at this point becomes the host by bringing companies to the family and getting a percentage of the profit.

The host and parasite relationship means going beyond the conventional sales and marketing routines and tapping into related products or services that costumers need, or offering products or services to other businesses customers in a related industry. The cost in targeting new clients and prospect is expensive. If the host and parasite concept is utilized effectively, a business can target other companies dealing with their type of consumers.

Honesty and Integrity

Sellers need an honest agent, one that will tell them like it is, even if it’s not the easiest to hear. This type of agent will lay out exactly what the seller can expect. From sale price to timing and more. In the end, honesty will save the sellers lots of worry.

Knowledge of Technology

Agents that can use technology with ease are going to be more up-to-date with the current market within the areas. They will most likely be more of an organized agent who has their business in order. This is the type of agent sellers prefer selling their homes.

Enthusiasm for Real Estate

Real Estate is a complex business. It is more than just enjoying HGTV and touring homes. Its requires knowledge of the local community, real estate trends and date along with sales and negotiating skills. The most successful agents love every aspect of Real Estate. When you have enthusiasm for the process, it will feed your clients excitement– and their trust in you. Therefore, enthusiasm is one of the most important characteristics of a great real estate agent.

Well Connected and Reputable

Agents should have a list of prospective buyers within the community and work with a well-known and well-connected real estate company. The more buyer and agents the Realtor knows the greater chance of selling the home quicker. Similarly, well-connected and reputable agents can expose the listings to potential buyers located out of state or internationally. International or out of state buyer are more likely to purchase a home from someone they know, trust and like. In other words, the size and quality of the agents’ network can greatly expand the pool of potential buyers, by putting the listing in front of out of state and international buyers. Testimonials from previous clients also influence the agents’ reputation.

Energy and Drive

To accomplish everything has needs to be done, everyday task, takes lots of energy and drive. In addition, organization. A typical day can involve meeting with buyers, doing listing presentations, putting up signage, showing homes, writing contracts, negotiating contract, attending meetings, keeping up with continuing education, and even moving around items in the home so they are out of sight for the listing pictures. Your drive and ambition, and probably your sense of humor, will keep you motivated throughout the week. Clients will note your energy and drive, just as they appreciate your enthusiasm for the business of Real Estate.

A Winning Personality

Most people expect their agents to have an outgoing personality. Do you have to be super-extroverted to be an agent? Not necessarily. However, one of the top characteristics of real estate agents is a winning personality-a personality that is pleasurable to be around.

Clients are looking for real estate agents they feel comfortable with, one that has traits that gel with their own. A personality that works with one client might not work with the other. In general, it is important to be likeable, friendly, and unafraid of putting yourself out there.

Backed by Local Date

An agent should know how to retrieve localized data and use it effectively. Local date points, including buyer demographics (who they are, where they are) and housing trends (top regions, average value of similar homes, home improvement spending etc.) can be used to price a home competitively, market appropriately, and negotiate intelligently.

Ready and Available

Real Estate is an unpredictable business, and you do not want to miss a sale or closing of a home because you were not available with someone showed interest on a property. Some agents prefer to work within a team of agents. This way, if the agent is not immediately available to respond an inquiry, another agent part of the team can take care of the interested party. Great agents are comfortable with constant communications and prompt replies to any inquiry. They are willing to communicate with phone, text, email and even after hours.

Attention to details

Top producing realtors are observant to details. They spot the smallest improvements that can make a home more marketable and desirable, take the best pictures that show case your home, create attractive MLS descriptions that stand out and make sure all the contract requirements are met in a timely matter.

Tenacity

Top producing agents do not give up easily. They will pursue every lead that shows even the slightest interest in a home. When a top agent hold an open house, they immediately contact everyone that visited the home to discuss the benefits of purchasing the home with them, this is what sellers appreciate about good agents, never give up attitude. They see it as every lead missed is a missed opportunity to sell the home and provide great service to the seller.