Real Estate News and Commentary

June 5, 2018November 23, 2021

Home pricing psychology

Pricing your home correctly is the foundation of a successful sale. I have often talked about the science and art of pricing a home in various market conditions, but did you know home pricing psychology also plays a role?

With vast amounts of public data available on the internet, you may be tempted to price your home on your own. However, keep in mind that unverified internet data can be inaccurate or outdated. Moreover, the most recent sales data may not yet be available on your favorite real estate sites. Asking a Realtor to help you analyze relevant comparables from the MLS can help you decide on a sales price that is in line with home buying trends.

The science of pricing a home is a straight forward method of analyzing the sale prices of similar neighborhood homes. The analysis will provide you with a potential sales price range. When selecting comparable homes, make sure that the homes are similar in style (colonial, split level, rambler, etc.). Select comparable homes that are similar in size (usually within 15 to 20 percent of your home’s living area). Also, try to find comparable sales that sold within the last six months to be relevant to current market trends.

The “art” of pricing your home is a process of fine tuning the sale price range derived from comparable homes. Looking at various factors for each home, you can make adjustments on your calculated sale price range. Interior differences, such as number of bedrooms, bathrooms, or having a finished basement, can change a sale price significantly. Likewise, exterior features, such as a deck or fence, can also affect the price.

Let’s talk about your home’s condition. Whether you like it or not, your home’s condition should be a major factor in determining a sale price. You should be honest and objective when it comes to your home’s condition. Have others offer their opinions about necessary updates and repairs. Are there any comparables that are in similar condition? You may have to make adjustments to correspond to deferred maintenance and lack of updates.

Home Pricing Psychology

To attract home buyers while trying to get top dollar, you may also have to apply home pricing psychology. Of course, many of these home pricing psychology strategies are not sound or based on facts. An example of this is the use of a “totem” price. A totem price is when the second half of the number is a mirror of the first (e.g., 543,345). This was a strategy that was highly touted during the “go-go” market of 2005-2006.

Until recently, there hasn’t been much research into the psychological effects of real estate pricing strategies. An empirical study by Eli Beracha and Michael J. Seiler revealed how sellers can ask for a higher price without turning off buyers (The Effect of Pricing Strategy on Home Selection and Transaction Prices: An Investigation of the Left-Most Digit Effect; Journal of Housing Research; 2015; Vol. 24, No. 2, pp.147-161). Their study revealed that “just-below” pricing can help you sell your home faster and get a higher price. Just-below pricing is a strategy that lowers the price by reducing the left most digit by “1.” However, they suggest that when using the just-below strategy in real estate, it should be rounded to the nearest hundred or thousand. For example, if you decide on a list price of $450,000, then the rounded-just-below price will be $449,900.

Original published at https://dankrell.com/blog/2018/06/05/home-pricing-psychology/

By Dan Krell
Copyright © 2018.

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Disclaimer. This article is not intended to provide nor should it be relied upon for legal and financial advice. Readers should not rely solely on the information contained herein, as it does not purport to be comprehensive or render specific advice. Readers should consult with an attorney regarding local real estate laws and customs as they vary by state and jurisdiction. Using this article without permission is a violation of copyright laws.

May 29, 2018May 5, 2019

Air conditioning maintenance

Did you know that the first commercial application of air conditioning was in 1902? And yet, residential central A/C didn’t come into its own until the 1960’s. According to the US Department of Energy’s History of Air Conditioning, A/C use skyrocketed in the 1970’s. Since then, systems have become more efficient, such that new air conditioners use fifty percent less energy than units from the 1990’s. Additionally, new technologies are making A/C units increasingly environmentally friendly. New developments in air conditioning include non-vapor compression technology, which will be fifty percent more efficient and doesn’t use Hydrofluorocarbons (energy.gov).

Summer is around the corner. But I would venture to say that many of you already have your air conditioning running. We take for granted that our home’s air conditioning runs without fail. But proactive care of your A/C unit will keep it running efficiently while you stay cool through the hottest summer days. Here are some air conditioning maintenance tips from the US Department of Energy (energy.gov):

Regular maintenance of your home’s air conditioning system will ensure air flow. Regularly changing air filters can keep your system clean and keep the air flowing. A clean filter can reduce energy consumption by five to fifteen percent. Filter change requirements can vary from home to home, due to home conditions.

Over time, the A/C unit’s coils can become dirty, which will reduce its efficiency. Dirt on the coils can reduce airflow and prevent it from absorbing heat. The outside condenser coils will likely become dirty from being exposed to the elements. It’s recommended that the area around the outdoor unit be clear of debris, leaves, and have about two feet of clearance for ideal airflow. Make sure that the air conditioner condenser drains are not blocked. A clogged drain can create excess humidity, which can create conditions for mold growth in basements and utility closets.

Window A/C units require maintenance too. You should inspect the seal between the unit and the window to ensure there are no air leaks. Window A/C units should be covered during the winter to prevent dirt and debris from penetrating the unit.

Some maintenance requires a qualified HVAC technician. If you hire a HVAC tech to clean and service your air conditioning, make sure they have a current HVAC license. Hiring a professional doesn’t have to be expensive, as many HVAC companies run maintenance specials this time of year. Besides checking the refrigerant in the system, the tech will run a number of diagnostics as well as clean the system if needed. They will also make necessary repairs, such as sealing leaks.

Air conditioning maintenance assistance programs

If you’re on a modest income and cannot afford to service or upgrade your air conditioning, you may qualify for Montgomery County’s Homeowner Energy Efficiency Program. The program is in partnership with Habitat for Humanity Metro Maryland, Inc to assess applicants’ eligibility and identify their needs. According to a Tuesday county press release, “homeowners benefitting from the program will receive free energy-efficiency upgrades to their home which may include attic insulation, upgraded furnace and air conditioning units, water heater replacement, LED light bulbs, a solar-powered attic fan, a programmable thermostat and new appliances.”

The program is open to all Montgomery County homeowners. Eligibility requirements include; owning and occupying the Montgomery County home for which they are requesting services; they must be a PEPCO customer; and meet income criteria. For more information see the program website (habitatmm.org/montgomery-county-energy-efficiency-program).

By Dan Krell
Copyright © 2018.

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May 20, 2018May 5, 2019

DIY Do It Yourself

DIY — Do it Yourself projects may need permits (infographic from census.gov)

Home owners are spending more on home improvements. “Do-it-Yourself” (DIY) projects are becoming popular again. Besides being inspired by the increasing number of DIY home improvement shows on TV, there are numerous books, online sources and YouTube videos to show a DIYer how to take on almost any project in the home. Being a DIY is ambitious and exciting, but for many becomes overwhelming and costly.

The notion of DIY is more than just being proud of getting your hands dirty. For many home owners it’s really about money. DIYers have a reputation for being thrifty, but a revealing research analysis asserts there’s more to it. Ryan H. Murphy (The Diseconomies of Do-It-Yourself; The Independent Review; Fall 2017; pp.245–255) provides ample evidence that many who engage in DIY have an anti-market bias. Those who engage in DIY home improvements believe it is a zero or negative sum game, where there is no benefit from money spent on the home improvements. He concludes that unless home improvement is your vocation, you’re better off sticking to your profession and hiring a (licensed) professional home improvement contractor.

One of the issues that is often noticed with DIY projects is that the result may be substandard. The home owner may decide that although the project is not completed, it is “good enough” to save time and money. Sometimes, the “good enough” attitude is evident by jerry-rigged components. This can obviously be a problem when selling the home. Home buyers have a keen eye and will be turned off by poor workmanship. Even if the home buyer misses it, you can count on a home inspector to flag it.

Permits seem to be another issue for many DIYers. Some believe that obtaining a permit (when it’s required) is costly and time consuming. However, inspectors are getting better at sniffing out unpermitted projects, so it is common for the DIYer to get caught before completing their improvements.

The permitting process may increase the time and cost for your DIY project, but it’s there to assure that buildings and home improvements adhere to the building and zoning codes within the city or county. Building and zoning codes are devised to help ensure that buildings are safe. Finishing a project without a required permit can potentially cost you more money and time down the road.

If you are required to get your unpermitted DIY project inspected after completion, don’t be surprised that you may have to make alterations and/ or corrections to your work. If you built a structure that is deemed unsafe or even encroaches on a neighbor’s property, you may even have to demolish the project and start over. You may even have to hire contractors to assist you. If you are selling your home, the home buyer may require you to have your work inspected. It can be even more costly if the project was completed during past code cycles, because, rather than send county inspectors, you may be required you to hire experts to inspect your work.

If you’re planning a DIY project and not sure if it needs a county or city permit, check with your municipality’s permitting office. Here in Montgomery County MD, the Department of Permitting Services’ website lists additions and alterations that require permits (permittingservices.montgomerycountymd.gov). However, if you live in one of Montgomery County’s county’s incorporated cities, your city may have different permitting requirements.

By Dan Krell
Copyright © 2018.

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May 13, 2018July 18, 2019

Hazardous building materials

It’s not unusual that new building materials are produced to make construction and system installations easier, less expensive, and/or safer. However, once in a while, it’s found that the component may fail or can become dangerous as it ages or if installed improperly. Examples of such materials include FRT plywood, polybutylene pipe, Chinese drywall, and most recently CSST.

Fire Retardant Treatment (FRT) plywood was identified in the 1990’s as a potential problem when used as roofing sheathing. FRT sheathing was supposed to help limit fire damage by containing a fire. Some FRT plywood used in roofs during the mid to late 1980’s and early 1990’s was found to become defective over time and deteriorate, subjecting the roof to possibly fail. Although FRT wood is commonly used in roofing building materials, wood joists and other building materials may have also been treated with FRT chemicals and were also identified to possibly have latent problems over time.

Another building component used during the 1980’s and 1990’s that had problems was supposed to make plumbing applications easy to install and less expensive than copper. Many homes built in the 1980’s and early 1990’s had plumbing with polybutylene (PB) pipes. The plastic PB pipe was found to be susceptible to leaking and bursting. The fallout resulted in a class action settlement to assist home owners replace pipes and reimburse for any damages from failed pipe.

During the housing expansion during the mid 2000’s, many builders opted to use imported drywall because it was abundant and cheaper than domestic drywall. The use of imported drywall kept costs down and did not impede building schedules when supplies ran low. However, as the decade wore on, it was found that some imported drywall from China became toxic when exposed in certain environments. Homeowners complained that the imported drywall caused respiratory ailments, oxidized jewelry, and even corroded pipes. Most complaints originated from hot and humid climates, such as Florida, but also occurred in other areas of the country. The complaints peaked in 2008 and resulted in congressional hearings.

More recently, Corrugated Stainless Steel Tubing (CSST) was identified to have the potential to be a hazard if not installed properly. CSST is flexible stainless-steel tubing used in natural gas applications. According to CSST Safety (csstsafety.com), CSST was first used in Japan in the 1980’s and introduced in the US in 1990. The benefits of CSST include speed, ease, and cost of installation, compared to black iron gas pipes. CSST is supposed to resist leaking because fewer joints are needed for installation (most gas leaks are observed at black pipe joints). As of 2012, it is estimated that seven million homes have CSST. It was found that power surges due to lightning strikes may cause CSST to puncture, which can cause a fire.

The standards of practice for Maryland home inspectors (mdahi.org/Maryland-Standards-of-Practice) require inspectors to “describe” the presence of CSST in a home, with the recommendation that “the bonding of the CSST be reviewed by a licensed master electrician.” Washington Gas (washingtongas.com) recommends that you inspect CSST in your home to ensure that it is properly bonded and grounded. “Bonding is provided primarily to prevent a possible electric shock to people who come in contact with the gas piping and other metal objects connected to the grounding system. Proper bonding and grounding reduce the risk of damage and fire from a lightning strike.”

By Dan Krell
Copyright © 2018.

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May 7, 2018November 23, 2021

Home inspections pointless?

I have heard an increasing voice of discontent over home inspections. Not just from home sellers and their agents, but from home buyers too! Home sellers often complain about the incorrect flagging of working components as being defective. Listing agents usually gripe that home inspectors scare buyers and interfere with their sale. But many home buyers are also growing dissatisfied with inspections and the subsequent property reports.

Inspection reports are becoming “matter of fact.” Even when an inspector flags a component or system, less information is given about it and what to do. Additionally, there is an increasing trend for recommendations to seek expert advice . Home inspectors have been known to make mistakes too. Some are starting to wonder why they should hire an inspector to tell them to hire an expert. Consumers can just hire experts to inspect the corresponding major systems and components from the start. Some are asking if home inspections are becoming irrelevant and pointless.

The home inspection, as we know it, began in the 1980’s. As the profession became standardized, it became a necessary part of the home buying process. The inspection used to be a straight forward examination of observable systems and components. But the home inspection has morphed from a once-over by a trained professional to the concept of getting a home perfect through remedying all of the home’s defects. The fact that home inspections have become a tool for many agents to renegotiate price is another sign the inspection may have jumped the shark.

All things considered, home buyers expect a thorough and exhaustive inspection. They are relying on the inspector to identify concealed and latent defects. They are relying on the inspection and report to help them determine the condition of the home and its systems/components before they move forward with their purchase.

According to Maryland’s home inspector licensing law (mdrules.elaws.us/comar/09.36.07), the home inspection is intended to “provide a client with objective information regarding the condition of the systems and components of a home at the time of the home inspection;” and provides an opinion of “visible defects and conditions that adversely affect the function or integrity of the items, components, and systems inspected, including those items or components near the end of their serviceable life.” However, there are limitations (COMAR 09.36.07.03).

According to COMAR, a home inspection is “not technically exhaustive,” and it may not identify a concealed condition or a latent defect. Among the list of items that the home inspector is not required to ascertain, includes the condition of systems that are not accessible, and the remaining life of any system or component.

Furthermore, an article that appeared in RealtorMag last year suggests that home inspectors are generalists and don’t know everything about a home (4 Things Home Inspectors Don’t Often Check; realtormag.realtor.org; July 05, 2017). Inspectors often defer to experts on foundations, fireplaces, chimneys, well/septic systems, and roofs. This is done because those components are not easily inspected and also requires specialized knowledge that is usually outside the scope of the inspection and/or beyond the expertise of the inspector.

However, in today’s real estate environment, home buyers are wanting and expecting more from the professionals they hire as well as the homes they buy. Buyers anticipate their home inspection with high expectations about the inspector’s opinion and conclusions. So, it’s not a surprise that many home buyers are voicing displeasure with their inspectors. Some complain that the inspector missed items and/or did not inspect a component. Additional complaints are about the inspection reports, that some feel are lacking in detailed information.

Have home inspections become irrelevant? Or is it just a case of the home inspectors having to educate the public what they do?

Home inspections are essential for most home buyers. But home buyers need to understand that inspectors are not the authoritative voice on all home systems and components. Instead, home inspectors bridge the knowledge gap between what the home buyer knows and what they should know about a home, especially the home they are buying.

By Dan Krell
Copyright © 2018.

Original published at https://dankrell.com/blog/2018/05/07/home-inspections-becoming-irrelevant/

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