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Feb 2013 market seminar

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Here is the February 2013 Market Seminar slides. Thank you all who attended!

Here is the February 2013 Market Seminar slides. Thank you all who attended!

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  • http://www.realtor.org /
  • http://www.realtor.org /
  • https://pulsenomics.com/Dec_2012_HPE_Survey.html
  • (elicit responses)
  • (elicit responses)
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Populate this table to show the local absorption rate in the various price ranges that are appropriate for your market area. Please add or delete rows as necessary to adequately reflect local conditions.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Create your own table to approach the aspects of the marketplace that you consider most relevant and valuable to your associates. For ideas on what to cover, refer to the tables in the Planning Day Presentation on your Planning Day 2005 CD. For example, you might discuss the market conditions of different communities or price ranges each week.
  • Create your own table or put together a bulleted list that covers the aspects of the marketplace that you consider most relevant and valuable to your Associates. Examples of items that might be used on this slide include trends in sales, prices, inventory and/or foreclosures in the different communities in your local market; news from your local board of Realtors; what the competition is doing, etc.
  • Create your own table or put together a bulleted list that covers the aspects of the marketplace that you consider most relevant and valuable to your Associates. Examples of items that might be used on this slide include trends in sales, prices, inventory and/or foreclosures in the different communities in your local market; news from your local board of Realtors; what the competition is doing, etc.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Review the generic sample calculation and/or a customized calculation you prepared for your office market area. Follow the instructions below to update this slide with customized information for your office. Save the Sales Meeting Guide presentation to your C drive. Open the Sales Meeting Guide presentation from your C drive. Scroll down to the “Sample Market Absorption Rate” slide in the weekly training section of the presentation. Double-click on the slide to be able to make edits. Click in each section of the formula to edit text. Save the document to save edits.
  • Transcript

    • 1. Weichert, Princeton Office February 2013 Market Update/ Forecast SeminarOffers analysis of the Princeton &Greater Princeton, NJ real estatemarkets & effective strategies to buy and sell.
    • 2. Presented by: Joshua D Wilton Broker/ Sales Rep. Weichert Realtors Princeton, NJ (o) 609-921-1900 weichert-princeton.comfacebook.com/weichertprinceton
    • 3. 2012 NAR Home Buyer & Seller Profile
    • 4. Agenda1. The Market- A History- Forecast for 20122. Strategies for Buying3. Strategies for Selling
    • 5. Agenda1. The Real Estate Market2. (a brief history)
    • 6. AgendaThen…
    • 7. The boom….Otteau.com
    • 8. Otteau.com
    • 9. Unsold I nventory from t he MLS in Weichert Market Areas November 2004 thru November 2010 * added Waters & Williams Region to Totals 11/ 13/ 06 11/ 12/ 07 11/ 17/ 08 11/ 15/ 04 11/ 14/ 05 11/ 16/ 09 11/ 15/ 10 84,621 88,414 84,942 31,676 41,156 77,985 92,09625,00020,000 Variance % 2010 to 2009 NY (Ashby) +13.11% CT (Doepper) +118.53% Passaic/Hudson/Bergen NJ (Bixon) +5.86% Western Central NJ/Lehigh Valley PA (McDonald) +6.78%15,000 Northern and Central NJ (Prevete) +9.24% Eastern Central/Shore Points NJ (Waters) +10.63% Southern NJ (Williams) +10.87%10,000 5,000 0 1/20/2004 2/20/2004 3/20/2004 4/20/2004 5/20/2004 6/20/2004 7/20/2004 9/20/2004 1/20/2005 2/20/2005 3/20/2005 4/20/2005 5/20/2005 6/20/2005 7/20/2005 8/20/2005 9/20/2005 1/20/2006 2/20/2006 3/20/2006 4/20/2006 5/20/2006 6/20/2006 7/20/2006 8/20/2006 9/20/2006 1/20/2007 2/20/2007 3/20/2007 4/20/2007 6/20/2007 7/20/2007 9/20/2007 1/20/2008 2/20/2008 3/20/2008 4/20/2008 5/20/2008 6/20/2008 7/20/2008 8/20/2008 9/20/2008 2/20/2009 3/20/2009 4/20/2009 5/20/2009 6/20/2009 7/20/2009 8/20/2009 9/20/2009 1/20/2010 2/20/2010 3/20/2010 8/20/2004 5/20/2007 8/20/2007 1/20/2009 4/20/2010 10/20/2003 11/20/2003 12/20/2003 10/20/2004 12/20/2004 10/20/2005 11/20/2005 12/20/2005 10/20/2006 11/20/2006 12/20/2006 10/20/2007 11/20/2007 12/20/2007 11/20/2008 12/20/2008 11/20/2009 12/20/2009 11/20/2004 10/20/2008 10/20/2009 ASHBY TOTAL DOEPPER TOTAL BIXON TOTAL MCDONALD TOTAL PREVETE TOTAL WATERS TOTAL WILLIAMS TOTAL In our local area (CT/NY/NJ Lehigh Valley, PA), the number of homes for sale (Weichert and non-Weichert listings) has steadily increased over the past four years.
    • 10. The NJ version of the bust... Otteau.com
    • 11. The MarketLast Year…
    • 12. 2012: State of the Market Affordability willSpur Recovery
    • 13. Affordability IndexDefinition: A measure of the financial ability of USFamilies to buy a house. 100 means that familiesearning the national median income have just theamount of money needed to qualify for a mortgageon a median priced home.Higher than100 means they have more than enough.Lower than 100 means they have less than enough.Source: NAR Housing Affordability Index 1971 to 2010
    • 14. 194.5 Nov 2011Affordability Index
    • 15. 2012: State of the MarketHistorically Low Interest Rates
    • 16. 30 Year Fixed interest rate 3.94% Lowest in recorded history
    • 17. How Long Will Interest Rates Remain Low? 5-6 months absorption rate indicates a normal market.
    • 18. What will the future bring…?
    • 19. What will the future bring…?
    • 20. What will the future bring…?http://money.cnn.com/2011/03/15/real_estate/rent_rise_housing/index.htm
    • 21. 2012 Better Year… 2013…
    • 22. Fiscal Cliff Legislation ~ Good For Real Estate• Mortgage Cancellation Relief is extended for one year to January 1, 2014.• Deduction for Mortgage Insurance Premiums for filers making below $110,000 is extended through 2013 and made retroactive to cover 2012.• The 10% tax credit (up to $500) for homeowners for energy improvements to existing homes is extended through 2013 and made retroactive to cover 2012
    • 23. Fiscal Cliff Legislation ~ Good For Real Estate• The tax exclusion for gains on the sale of a principle residence remains in effect for sellers whose income is above $450,000 (for those filing a joint return).• Continuation of Mortgage Interest deduction on Federal Income Taxes.
    • 24. 2013 Economic IndicatorsGDP Growth: 2% growth in 2013, about the same as last yearInterest Rates: Little or no increase in short-term rates in 2013Inflation: Rising slightly this year, to about 2.3%Business Spending: About a 4% gain in 2013Unemployment: Falling gradually over 2013 to around 7.5%Housing: Up 8% in 2012; helping GDP in 2013Energy: Crude oil holding steady at $90-$95/barrel through early springConsumer Confidence: Rising this winter.
    • 25. NAR 2013 Projections• Affordability Index a record high in November 2012 at 194 projecting 160 for 2013.• Total Sales projecting 5.08 Million or 8.5% increase in 2013.• New Home Sales projecting 533,000 in 2013 a 46% increase.• Average Home Sales Price $185,800 or 4.2% increase in 2013.*Source: NAR News Release 12/20/12
    • 26. Pending Home Sales105 100 = Historically Healthy Level10095 November 2011 – November 2012908580 November 2010 – November 2011 Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov NAR 12/2012
    • 27. Month’s Inventory of Homes for Sale10.0 9.0 8.0 7.0 6.0 5-6 Months = Normal Market Inventory 5.0 4.0 Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov NAR 12/2012
    • 28. Absorption Rates by RegionLocal MLS
    • 29. S&P Case-Shiller Home Prices5.0% Year-over-Year Change in Prices 4.3%4.0% 3.6%3.0% 2.0%2.0% 1.1%1.0% 0.6% Jan Feb Mar Apr May0.0% Jun Jul Aug Sep Oct-1.0% -0.5%-2.0% -1.7%-3.0% -2.5%-4.0% -3.5% -3.9%-5.0% S&P Case Shiller 12/2012
    • 30. Projected % Change in Home Prices Source 2013 JP Morgan 9.7% Barclays 5.5% Capital Economics 5% Freddie Mac 2-3%
    • 31. Average Annual Appreciation12.0%10.0% 10.4%8.0%6.0%4.0% 3.6% 3.3%2.0%0.0%-2.0%-4.0% -5.7%-6.0% Pre-Bubble (1987-1999) Bubble (Q1 2000 - Q2 2006) Bust (Q3 2006 - Q2 2012) Expectations (2013 - 2017) Home Price Expectation Survey 12/2012
    • 32. Mercer County ‘Supply & Demand’Source: NAR, November 2008 Forecast
    • 33. NJ Housing Permits In thousand unitsSource: Census
    • 34. Mercer County Housing Permits 2000- 2009 Source: Census
    • 35. Mercer County Housing Permits 2012 Single- Single- Two- Two- 3-or-4- 3-or-4- 5-or-More 5-or-More Total Family Family Family Family Family Family Family FamilyMercer Units Units Value Units Value Units Value Units ValueEast Windsor township 27 27 5,264,144 0 0 0 0 0 0Ewing township 85 3 2,378,118 4 4,000 3 55,000 75 6,603,330Hamilton township 31 22 3,285,541 2 150,000 0 0 7 114,762Hightstown borough 3 3 411,900 0 0 0 0 0 0Hopewell borough 0 0 0 0 0 0 0 0 0Hopewell township 68 8 3,115,896 0 0 0 0 60 5,779,000Lawrence township 2 2 383,650 0 0 0 0 0 0Pennington borough 0 0 0 0 0 0 0 0 0Princeton borough 8 6 2,998,400 2 474,527 0 0 0 0Princeton township 14 14 6,938,120 0 0 0 0 0 0Robbinsville township* 85 0 10,021 4 329,000 0 0 5 9,156Trenton 9 21 5,188,122 0 0 0 0 64 5,411,451West Windsor township 115 6 1,262,785 0 0 0 0 109 7,729,428Mercer County Total 447 112 31,236,697 12 957,527 3 55,000 320 25,647,127 Source: Census
    • 36. Long Term Supply …Source: NAR, November 2008 ForecastRichardson Commercial
    • 37. Long Term Demand …Source: NAR, November 2008 Forecast http://lwd.dol.state.nj.us/labor/lpa/pub/factbook/merfct.pdf
    • 38. Top Five Rules for Understanding the Real Estate Market: 1. Real Estate is Local 2. Real Estate is Local 3. Real Estate is Local 4. Real Estate is Local 5. Real Estate is Local
    • 39. Trendmls.com
    • 40. 1. You Understand the Local MarketThat You are Buying into or Selling out of… -Inventory - Location - Sales Patterns - Neighborhood, Location - Style of Home, Beds, Baths, etc
    • 41. Market Absorption Scale (Absorption Rate in Months) 5-6 months absorption rate indicates a normal market.
    • 42. Absorption Rate by Price Range Weichert has been studying marketconditions for more than 3 decades and has found a direct correlation betweenmarket absorption and property values.As absorption rates increase beyond a normal market level of 5-6 months, property values depreciate annually.
    • 43. Sample Market Absorption Rate Anytown., NJ 107 current active listings 24.3 = months absorption 4 reported sales in last 30 days rate 5-6 Months Market Absorption Rate indicates a normal market.
    • 44. 44Market Scale for Supply & Demand High Supply/Low Demand Low Supply/High Demand Normal 1Market Absorption in Months Weichert has been 2 studying market conditions for more than 3 3 decades and has found a direct correlation between 4 market absorption and 5 property values. Normal 6 As absorption rates 7 increase beyond a normal market level of 5-6 8 months, property values depreciate annually. 9 Note: This Market Scale is valid 10 only for absorption rates between 1 and 12 months. 11 12
    • 45. 1/28/13Towns Active Pending Absorption New Listings Net Gain Listings % of Expired W/drawn Closed Listings in Last Rate in in 30 Days (Loss) to Reduced in Invent. Listings Listings Listings 30 Days Months Market 30 Days ReducedWestWindsor: 64 4 16.0 19 15 6 9.4% 4 1 12All StylesWestWindsor 12 2 6.0 6 4 1 8.3% 1 1 5Condo/T.HousesWestWindsor 8 0 99 1 1 _ _ 0 0 055+WestWindsor 44 2 22.0 12 10 5 11.4% 3 0 7SingleFamilyLawrence:All Styles 121 13 9.3 23 10 13 10.7% 11 2 18Lawrence:Condo/ 37 6 6.2 5 (1) 7 18.9% 3 1 0THousesLawrence:55+ 8 3 2.7 1 (2) _ _ 1 0 0Lawrence:Single 76 4 19.0 17 13 6 7.9% 7 2 18Family
    • 46. 1/28/13Towns Active Pending Absorption New Net Listings % of Expire W/drawn Closed Listings in Last Rate in Listings in Gain Reduced Invent. d Listings Listings 30 Days Months 30 Days (Loss) in 30 Reduced Listing to Days s MarketPlainsboroAll Styles 61 10 6.1 14 4 10 16% 11 0 8PlainsboroCondo/ 30 5 6 9 4 7 23% 7 0 4THousesPlainsboro55+ 17 3 5.66 2 (1) 2 12% 1 0 1PlainsboroSingle 14 2 7 3 1 1 7% 3 0 3FamilyCranbury:All Styles 12 1 12 5 4 2 16% 3 0 3
    • 47. 1/28/13Towns Active Pending Absorption New Net Gain Listings % of Expired W/drawn Closed Listings in Last Rate in Listings in (Loss) to Reduced in Invent. Listings Listings Listings 30 Days Months 30 Days Market 30 Days ReducedEwing:All Styles 198 17 11 33 16 33 17% 16 5 16Ewing :Condo/ 29 3 10 6 3 6 21% 1 3 0T.HousesEwing55+: 8 1 8 2 1 --- --- 0 0 0Ewing:Single 161 13 12 25 12 27 17% 15 2 16FamilyEastWindsor: 139 12 12 26 14 18 13% 11 2 11All StylesEastWindsor: 85 7 12 16 9 13 15% 7 1 8Condo/ThousesEastWindsor: 8 0 999 1 1 --- --- 0 0 155+EastWindsor: 46 5 9 9 4 5 11% 4 1 2SingleFamily
    • 48. 1/28/13Towns Active Pending Absorption New Net Gain Listings % of Expired W/drawn Closed Listings in Last Rate in Listings in (Loss) to Reduced in Invent. Listings Listings Listings 30 Days Months 30 Days Market 30 Days ReducedHopewellTwp. 101 6 16.8 16 10 12 11.9% 11 8 7All StylesHopewellTwp. Condo/ 2 0 99 1 1 1 50% 2 2 2T.HousesHopewellTwp.: 1 0 99 0 0 -- -- 0 0 155+Hopewell TwpSingle Family 98 6 16.3 15 9 11 11.2% 9 6 4Hamilton: AllStyles 390 26 15 70 44 67 18.6% 25 9 32Hamilton:Condo/ THouses 79 6 13.2 12 6 16 20.3% 5 2 4Hamilton:55+ 21 1 21 7 6 -- -- 1 1 2Hamilton:Single Family 290 19 15.3 51 32 51 17.6% 19 6 26
    • 49. 1/28/13Towns Active Pending Absorption New Net Gain Listings % of Expired W/drawn Closed Listings in Last Rate in Listings (Loss) to Reduced Invent. Listings Listings Listings 30 Days Months in 30 Market in 30 Reduced Days Days 71 11 6 17 6 13 18% 11 4 13RobbinsvilleAll Styles 35 6 6 7 1 6 17% 6 1 8RobbinsvilleCondo/T.Houses 36 5 7 10 5 7 19% 5 3 5Single Family 51 6 9 8 2 15 29% 5 0 6HightstownBoro: AllStyles 14 3 5 3 0 2 14% 1 0 2Pennington 6 3 2 1 (2) 5 83% 0 2 1Hopewell Boro
    • 50. 1/28/13Towns Active Pending Absorption New Net Gain Listings % of Invent. Expired W/drawn Closed Listings in Last Rate in Listings in (Loss) to Reduced Reduced Listings Listings Listings 30 Days Months 30 Days Market in 30 DaysPrinceton:All Styles 111 9 12.3 18 9 14 12.6% 8 7 20Princeton:Condo/ Thouses 28 4 7 3 -1 4 14.3% 3 1 4Princeton:Single Family 83 5 16.6 15 10 10 12% 5 6 16
    • 51. 1/28/13Towns Active Pending Absorption New Net Gain Listings % of Expired W/drawn Closed Listings in Last Rate in Listings in (Loss) to Reduced Invent. Listings Listings Listings 30 Days Months 30 Days Market in 30 Days ReducedSouthBrunswick 149 9 16 28 19 14 9 32 6 36All StylesSouthBrunswickCondo/ T.Houses 53 4 13 12 8 8 15 10 1 9SouthBrunswick 34 0 99 2 2 4 12 1 2 455+SouthBrunswick 62 5 12 14 9 2 3 21 3 17Single FamilyMonroe:All Styles 401 25 16 109 84 17 4 48 8 45Monroe:55+ 268 15 18 76 61 9 3 27 4 34Monroe:Single Family 143 10 14 33 23 8 6 21 4 11
    • 52. 1/28/13Towns Active Pending Absorption New Net Gain Listings % of Expired W/drawn Closed Listings in Last Rate in Listings in (Loss) to Reduced Invent. Listings Listings Listings 30 Days Months 30 Days Market in 30 Reduced DaysMontgomeryAll Styles 90 18 5 23 +5 14 15% 14 5 12MontgomeryCondo/Twnhms 11 3 3.7 6 +3 2 18% 3 2 5Single Family 79 15 5.3 17 +2 12 15% 11 3 7HillsboroughAll Styles 174 24 7.2 49 +25 23 13% 18 10 14HillsboroughCondo/Twnhms 70 9 7.8 22 +13 11 16% 9 5 8HillsboroughSingle Family 104 15 6.9 27 +12 12 11% 9 5 6
    • 53. 53Market Scale for Supply & Demand High Supply/Low Demand Low Supply/High Demand Normal 1Market Absorption in Months Weichert has been 2 studying market conditions for more than 3 3 decades and has found a direct correlation between 4 market absorption and 5 property values. Normal 6 As absorption rates 7 increase beyond a normal market level of 5-6 8 months, property values depreciate annually. 9 Note: This Market Scale is valid 10 only for absorption rates between 1 and 12 months. 11 12
    • 54. Understand the Market That You are Buying/ Selling in…
    • 55. Sample Market Absorption Rate Anytown., NJ 107 current active listings 24.3 = months absorption 4 reported sales in last 30 days rate 5-6 Months Market Absorption Rate indicates a normal market.
    • 56. Market Absorption Rate West Windsor BedroomTownhouses 3+ Bedroom 3 current active listings 1.5 months = absorption2 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 57. Market Absorption Rate West Windsor Condos/ Townhouses 8 current active listings 1.6 months = absorption5 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 58. Market Absorption Rate Princeton Condos/ Townhouses 24 current active listings 4.8 months = absorption5 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 59. Market Absorption Rate Lawrence Condos/ Townhouses 46 current active listings 5.75 months = absorption8 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 60. Market Absorption Rate West Windsor Single Family Homes Less than $600K 29 current active listings 7.24 months = absorption4 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 61. Market Absorption Rate West Windsor Single Family Homes $600K - $800K 18 current active listings 18 months = absorption1 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 62. Market Absorption Rate West Windsor Single Family Homes $800K + 4 current active listings 4 months = absorption1 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 63. Market Absorption Rate Princeton Twp & Boro Single Family Homes $600K - $800K 11 current active listings 11 months = absorption1 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 64. Market Absorption Rate Princeton Single Family Homes $800K - $1M 13 current active listings 99* months = absorption0 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 65. Market Absorption Rate Princeton Twp & Boro Single Family Homes $1M - $2.0M 28 current active listings 14 months = absorption2 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 66. Market Absorption Rate Princeton Single Family Homes $2 million + 18 current active listings 99* months = absorption0 reported ‘pending’ sales in last 30 days rateMarket Absorption Rate is the number of months it will take to sell the current inventory ofhomes if nothing new comes on the market and the rate of sales stays the same5-6 Months Absorption Rate indicates a Normal Market
    • 67. Buying/ Selling StrategiesSource: MLS
    • 68. ‘I don’t want to buy a house and then watch it drop in value!’
    • 69.   Purchase Price $329,000 Loan Amount $317400 Down Payment $11,515 Monthly P&I $1802 Appreciation/Depreciation Home Value1st Year -3% $319,1302nd Year 0% $319,1303rd Year 1% $322,3214th Year 3% $331,9905th Year 5% $348,5905 Year Appreciation/Depreciation $19,500 Vs Paying Rent @ Tax Benefit   $1600/mo1st Year $5,000 $19,2002nd Year $5,000 $19,2003rd Year $5,000 $19,2004th Year $5,000 $19,2005th Year $5,000 $19,2005 Year Total $25,000 $96,000 Create Equity Total Gain $44,200 v Pay Rent
    • 70.   Purchase Price $329,000 Loan Amount $317400 Down Payment $11,515 Monthly P&I $1802 Appreciation/Depreciation Home Value1st Year 5 $319,1302nd Year 3% $319,1303rd Year 2% $322,3214th Year 2% $331,9905th Year 2% $348,5905 Year Appreciation/Depreciation $48,590 Vs Paying Rent @ Tax Benefit   $1600/mo1st Year $5,000 $19,2002nd Year $5,000 $19,2003rd Year $5,000 $19,2004th Year $5,000 $19,2005th Year $5,000 $19,2005 Year Total $25,000 $96,000 Create Equity Total Gain $73,529 v Pay Rent
    • 71. + The Amortization Schedule on a LoanYearly Schedule of Balances and Payments Beginning Cumulative Cumulativ EndingYear Payment Principal Interest Balance Principal e Interest Balance2010 $315,646.96 $21,625.92 $4,374.96 $17,250.96 $6,128.00 $24,508.72 $311,272.002011 $311,272.00 $21,625.92 $4,621.30 $17,004.62 $10,749.30 $41,513.34 $306,650.702012 $306,650.70 $21,625.92 $4,881.98 $16,743.94 $15,631.28 $58,257.28 $301,768.722013 $301,768.72 $21,625.92 $5,157.36 $16,468.56 $20,788.64 $74,725.84 $296,611.362014 $296,611.36 $21,625.92 $5,448.28 $16,177.64 $26,236.92 $90,903.48 $291,163.08
    • 72. Appreciation (conservitive): $19,500 + Amortization: $20,109 +Tax Benefit of Home Ownership $25,000 + Low Interest Rates: $5000 ___________________ total 5 year gain = $69,609
    • 73. Market Absorption Scale (Absorption Rate in Months) 5-6 months absorption rate indicates a normal market.
    • 74. 1. ‘I am going to time the Market and buy/ sell at the time when inventory & buyer count is in my favor…’Source: MLS
    • 75. Listing v Contracts: Dec – Jan 2011, Mercer County
    • 76. Listing v Contracts: Dec – Jan 2012, Lawrence Twp.
    • 77. 3. ‘I am going to wait until the price comes down further and then make an offer/ if I lower my price I will get lower bids…?Source: MLS
    • 78. Don’t Wait Hopewell Twp: 82% Homes currently Under Contract: 17 Under contract within 30 days ofListing at the Right Price or Re-positioning in line with the market : 14 Princeton 63% Homes currently Under Contract: 19 Under contract within 30 days ofListing at the Right Price or Re-positioning in line with the market : 12
    • 79. It’s About PriceSellers, if your listing hasn’t gone under contractin the last 30 days and the price is not adjusted it will not go under contract in the next 30. If the home your buyer wants has not had a price adjustment in the last 30 days it is theperfect time to go face to face with the seller to negotiate!
    • 80. Financial Benefits and Process of Home-Ownership. Brian McDaniel, Loan Officer Weichert Financial Services
    • 81. Pop Quiz…If you take out a $200,000 30 year fixed payment loan from the bank, what is your monthly payment? A. $1901. B. $1640. C. $1201. D. $969.
    • 82. Pop Quiz…What does an average buyer need for a down payment? A. 25% B. 20% C. 10% D. 3.5% D. 0%
    • 83. Establish Your Buying Power
    • 84. The Impact of Pricing on the Salability of Your Home..…
    • 85. Home StagingAll Negotiations, including real estate, are all about negotiation and control. Who is in control?
    • 86. Negotiations are about leverage, use the listing price as part of yours…Source: MLS
    • 87. Effects of Right Pricing…•Promotes buyer & agent interest• Generates home-viewings• Creates a Sense of Urgency• Sets the stage for multiple purchase offers during the 1st 30days of marketing• Purchase offers tend to be higher in relation to asking price• Puts the seller in firm control of price negotiations• Likely to result in a higher home selling price in a shortermarketing time period Otteau.com
    • 88. Effects of Over Pricing…In the final stages of Over Pricing – after extended days-on-market and several price reductions – a home begins toattract interest from buyers who are looking to profit fromsellers under duress. These buyers, often referred to asbottom-feeders, tend to offer deeply discounted prices forhomes. In the end, the Over Pricing scenario has manyadverse effects, including:Eliminating all Sense of UrgencyExtending marketing time in a price declining marketResults in asking price reductions over timeForfeits price control to the buyerEncourages discounted purchase offersAttracts bottom-feeders Otteau.comLeads to lower selling price
    • 89. Princeton Twp. 2010The Price Trend Came up with a price of $850,000. I recommended a price of $799,000.
    • 90. Negotiations are about leverage, use the listing price as yours… Listed at $799,000. 5 offers, sold at $942,000. The seller had control.
    • 91. One Aim Determining your best asking price.Our unique method goes beyond the traditional assessment of comparable home prices by anticipating changing marketing conditions in your area.
    • 92. 2. The Effect ofStaging on the Value of a Home.
    • 93. Home StagingAll Negotiations, including real estate, are all about negotiation and control. Who is in control?
    • 94. The process of preparing homes for sale regardless of Price, Location, or ConditionTo achieve the maximum sales price in the minimum marketing time.The GOAL is to appeal to the broadest range of BUYERS.
    • 95. The Way You Live In Your Home…
    • 96. … And The Way We Market And Sell A House Are Two Different Things.
    • 97. “The Investment in Home Staging is Always Less than Your First Price Reduction!”
    • 98. Buyers Only Know What They See …
    • 99. … Not The Way It Is Going To Be.
    • 100. Home Staging “The investment in home staging is always less than your first price reduction!”*Based on a StagedHomes.com survey of over 400 homes across Canada & the Continental US prepared for sale by an Accredited Staging Professional (ASP™) from June 2007 through November 2007.
    • 101. Home Staging “The investment in home staging is always less than your first price reduction!” The average increase in sales price of an ASP Staged vs. non- Staged home is 6.9%. That is an additional $31,050 on a $450,000 sale.*Based on a StagedHomes.com survey of over 400 homes across Canada & the Continental US prepared for sale by an Accredited Staging Professional (ASP™) from June 2007 through November 2007.
    • 102. One Aim Determining your best asking price.Our unique method goes beyond the traditional assessment of comparable home prices by anticipating changing marketing conditions in your area.
    • 103. Home StagingAll Negotiations, including real estate, are all about negotiation and control. Who is in control?
    • 104. What is‘Pre-Inspection?’
    • 105. Pre-Inspection WHAT DOES PRE-INSPECTION INCLUDE? The standard home inspectors report will review the condition of the homes heating system, central airconditioning system (temperature permitting), interior plumbing and electrical systems; the roof, attic, and visible insulation; walls, ceilings, floors, windows anddoors; the foundation, basement, and visible structure.
    • 106. PRE-LISTING Home InspectionDOESN’T THE BUYER DO THE HOME INSPECTION?
    • 107. Home StagingAll Negotiations, including real estate, are all about negotiation and control. Who is in control?
    • 108. Home Improvements I am moving out of the house, I do not want spend too much money to move. OrI just spent $$ on a new kitchen, I want $$$$$$ back on that investment when I move.
    • 109. Return on Home Improvementshttp://www.remodeling.hw.net/2011/costvsvalue/division/middle-atlantic.aspx
    • 110. What will a real estatecompany do for me? Weichert Family of Companies
    • 111. Making Your Purchase as Smooth as Possible Buying a home involves the careful coordination of many people.Choosing a real estate team you can count on will make the process smoother and easier.
    • 112. The Weichert Difference• Time is money.• Stress kills.• Time is life.
    • 113. What Will a Weichert Agent Do for You? Educate You. Negotiate on your behalf. Offer advice on due diligence. Manage all aspects of the transaction process.
    • 114. We’re Here to HelpThe Entire Process is reviewed by Legal Council.
    • 115. Become a Fan!www.facbook.com/weichertprinceton www.weichert-princeton.comWe post a ton of great market data on these two sites.
    • 116. Resource and website list: Realtor.orghttp://www.facebook.com/pages/ NAR-Research/73888294183# Remodeling.com
    • 117. Resource and Website Listhttp://www.realtor.org/research/res earch/housinginx Remodeling.com www.Otteau.com www.Pre-listing-inspection.com
    • 118. Resource and Website List: www.Housemaster.comwww.Stagingshoppingcenter.com
    • 119. Resource and website list: www.Stagedhomes.comwww.realestatestagingassociation.com www.realtytrac.com