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http://www.houses-that-rock.com Real Estate Free Guide Shows Buyers and Sellers How to Calculate the Value of Any Home FAST Using This Simple 3-Step Formula. Visit Jacksonville FL Real Estate Agents Chad and Sandy Neumann (leave your comments) at http://www.Houses-That-Rock.com
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WhatIsThatHomeREALLYWorth?
USE THIS FAST 3‐STEP FORMULA!
[TOP SECRET PRICING GUIDE]
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
2
Congratulations! You’re about to learn our secret strategy for calculating the current market value of a Jacksonville home so you can price your property bid (or your listing) effectively! There are no guarantees, but we certainly hope you find this information helpful and that you will use it as a spring‐board for a more serious consultation with a professional advisor or local real estate agent. By the end of this exercise you’ll be able to enter any Jacksonville real estate decision armed with real data and a viable price range for the property you are evaluating. We’ll call that property the “subject” property.
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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Step1:FindThreeSales To get the most accurate value, you’ve got to find solid data to measure your subject home against. After all, your results will only be as good as the information you enter into your formula. You are looking for at least three recent sales of homes that are extremely similar to the subject. These three sales are often referred to as “comps,” or recent comparable sales. (I used the phrase “extremely similar” in my previous statement because it is a common tendency of home owners to unknowingly insert personal bias into their home value equation. This will yield poor results.) To be certain that you are using appropriate and objective data, ask a third party to review your comps. You can find recent sales from your county’s property appraiser web site, your neighbors, or the newspaper. However, the best source of comps is a local real estate agent who will gladly provide this service free of charge. When scouring recent sales, here are the specific criteria you are looking for: Sale date 30‐90 days old Same size Same Age Same location
Sale date 30‐90 days old.
The market is changing so fast, especially in the cities hit hardest a few years back. The markets that fell fast and dramatically tend to come back somewhat faster and more dramatically than other markets. So keep a close eye on your market and how it compares against national trends. Ideally you should look for homes that sold in the last 30 days ideally, but allow sales 60‐90 days old if absolutely necessary. (Some neighborhoods may have had 30 sales in the last three months, while others haven’t seen a sale in over a year. You shouldn’t rule out a sale in your immediate community solely because of the date unless it is more than one year old.
Same Size.
You can use square footage as a guide. Most professional broker price opinions will set a range of 200 square feet smaller to 200 square feet larger than the subject property. For example, if your home is 1,600 square feet we’d include homes ranging from 1,400‐1,800 square feet. You can also try to find comps that have the same style if available,
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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such as two‐story or ranch. Of course you’ll need the same number of bedrooms and bathrooms preferably. Buyers give great value to a four‐bedroom home over a three‐bedroom home of the same square footage. Also keep in mind that your “office” is not considered a bedroom if it does not have a closet (or is not really a separate room with a door). If you have added a bedroom to your home, make sure it is permitted properly and recorded with the county property appraiser’s office. One caveat: square footage becomes irrelevant if yours is the largest house on the block. It is possible (and common) for one home to be overbuilt for its street or neighborhood. A good reason why price per square foot is not always the best way to calculate a home’s price. You could derive a price that is far higher than any other home in your neighborhood, one that buyers are not willing to pay for your community. Hint: for best chances of selling, try not to be the highest priced home on the market. Price your home in a position that makes it look like a bargain but still maintains the high end of its value. (It’s an art, remember?) Same Age.
While there is a little flexibility here, especially with older homes, the standard rule of thumb is to use a range similar to the one we used for square footage. Typically we’d select a range of homes 10‐20 years older through 10‐20 years newer. If your home was built in 1980, I’d probably review sales of comparable homes with year built from 1970‐1990. If you cannot find enough relevant data you can expand the range to include homes that make the most sense.
Same location.
This is the most relevant factor. Always start inside your immediate neighborhood first, only working your way out to a half‐mile radius if you cannot find a comparable sale in your community within the past year. There is great discrepancy from street to street, even within the same neighborhood. For example, in large newer communities it’s common to find three or four different home builders of varying quality. Also, one home might be identical in structure to yours but located on the busiest street in the subdivision while yours is nestled on a cul‐de‐sac at the back of the community. And homes built directly on a golf course or lake, for example, are considered premium lots and usually sell for a slightly higher price.
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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If you absolutely cannot find a recent comparable sale in your community, it’s okay to venture out but be very careful to select a community of similar size, built around the same time, and with the same amenities. Similarity of subdivision is more important than distance from your home, but make sure it’s at least in the same part of town. Again, good judgment will serve you well. Now, write down the address and the sales price for each of the homes you selected as comps.
Congratulations, research is done!
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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Step2:RecordAssessedValues Now that you’ve got at least three good comparable home sales in hand, it’s time to start the formula! We will use a ratio of sale price to assessed value to derive a score for each of your comps. Grab your calculator, and go online to your county’s property appraiser web site to search property records by address. Find and record the “assessed value” for each of your comp sales and for your own home. Make sure you use the value for the current year, and the value before exemptions (not to be confused with taxable value.) Now plug your data into this formula to derive a “score” for each home. Formula: Sale Price ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ = X (where, X = the score) Assessed Value Example: $263,000 ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ = 1.6 $158,000 Repeat this step until you have a score for each of your comps. You should get similar scores for each home. If you find a huge discrepancy in scores, you probably need to go back to step one and find better comps. If all comps are close in range except for one that is really high or really low, just eliminate the extreme score altogether and don’t use that comp in your calculations. Many times a really high or really low score represents a home that sold under rare circumstance (like a foreclosed home with a termite problem or a high sale that had an unusual feature or historic relevance.) If you’ve collected several comps, feel free to eliminate the highest and the lowest score as long as you have at least three solid comps to work with.
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐
-- The Art of Pricing –
HINT: This formula comes in handy for buyers who are trying to calculate a winning bid. Apply a similar ratio, but this time divide list prices by sales prices to generate an average score that tells how much ABOVE the list price you should reasonably bid in a competing offers situation. Take it one step further: compare winning bid scores against assessed value scores to make sure that your winning bid does not exceed what the home is reasonably worth. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ A score above the number one (as seen here in the example) indicated that a property sold “above” its assessed value. In this case, it’s 166%. In other areas, you’ll see homes selling for a portion of their assessed value, such as 50% or 80%. Some counties assess their homes low so that every sale appears above assessed value. Other counties may give high assessments but sale prices will appear as 50% of their assessed value. Scores don’t just vary by county, but also sometimes by area and neighborhood so make sure you know what’s common for yours. Whether the number is above or below 1 is not important. It’s whether you are evaluating your home on a level playing field that’s important. Test Your Agent If you receive a market analysis from a realtor that is significantly above the assessed value of your home in an area where homes typically sell at 75% of their value, you may end up wasting critical time and money marketing an overpriced home. Later, after you reduce your price and buyers start looking at your home, they’ll perceive the long time on market as a drawback. They often assume that there is some defect that kept your home from selling quickly. Or, at best, they will assume that you can’t afford to sell and have no room to negotiate. Believe it or not, most buyers do not want to insult sellers and would rather not make an offer on an overpriced home, even if it’s one they really like. So don’t let a sweet‐talking agent convince you of an unrealistic list price. Estimate your home’s value on your own, then discuss a well‐planned pricing strategy with an agent who will give you an honest evaluation.
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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Select A Score Next, you can either take the average of all the scores or you can make your own decision about what makes sense for one overall score that best represents all property values. It should be easy to pick a score that is reasonably consistent with your data. I like to choose both one overall score AND a range of low score to high score. For example, 1.6 is the average of all my scores that range from 1.55‐1.65.
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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Step3:ApplyScoreToSubject. Take that number you just derived (1.6 in our example), and multiply it by your subject home’s assessed value. For example, if your subject is assessed at $170,000 then your resulting price would be 1.6 x $170,000 = $272,000! Again, feel free to calculate a range using the high and low scores, or by selecting a percentage above and below this score. 1.55 to 1.65 yields a range of $263,500 to $280,500 A range that spans $20,000 is ideal. It is typical in our area based on the list‐to‐sales price averages for our market, and the negotiation leeway that buyers expect. Except in the case of competing offers, it is not uncommon for sellers to come down $10,000‐15,000 on an accurately‐priced listing. However, our local market has experienced an extremely low inventory that has resulted in bidding wars and is driving most sales above list price. Just another reason it’s critical to know how to calculate home values. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐
-- The Art of Pricing –
HINT: Buyers who win bids on the first try often feel like they overbid. Make sure you add just enough to your list price to allow negotiations without over pricing. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ One Last Look… Finally, go back and evaluate your results objectively. Common sense and good judgment trump everything else. So if your sales comps did not account for your heated in‐ground swimming pool, then perhaps you could reasonably add $10,000 to your final value depending on current trends. Remember, it’s not what you paid for the pool (or your new kitchen, or other upgrades) but rather what monetary value the current marketplace assigns to it.
Top Secret Pricing Guide | ©
2013 Chad
& Sandy Neumann
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WantToGetEvenMOREForYourMoney?(It’sThePricingGuideonSteroids)
Did your results surprise you? Final value will only be as good as the numbers you put into the formula. To get the best results gather the most accurate, recent sales. What if there hasn’t been a comparable sale in your immediate neighborhood for quite some time? Don’t forget about pending sales that could drastically change your valuation. In other words, there are quick and easy ways to evaluate home prices (and that’s a good start!) that produce average, ball‐park figures. That’s not our style. Not what we do. We have an advanced way we go about “valuing” homes that produces extraordinarily accurate results. Our system can’t be quantified into a hard and fast formula, per se, because it’s built on understanding of intangibles: neighborhood dynamics, differing home styles and conditions, local builder quality, owner modifications (good and bad), quiet streets and busy ones, seller history, and social situations. Not to negate formulas and hard data, but there is something to be said for “having an ear to the ground.” We’ve laid out the best places to own real estate in Jacksonville, FL on our web site at: http://houses‐that‐rock.com Best, Chad & Sandy Neumann (904) 219‐7539