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New Construction Class - Tempe, AZ


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New Construction Class - Tempe, AZ

  1. 1. Slide 1 of 33 Redfin’s New Construction Class Host: Wayne Graham Redfin’s Phoenix team April 16, 2014 Tempe, AZ @Redfin
  2. 2. Slide 2 of 33 ● Finding New Construction ● Pros & Cons ● New Construction Types ● Process ● Upgrades & Changes ● Negotiating ● Preferred Lenders ● FAQ ● Q&A OBJECTIVE: For you to answer common questions and demonstrate a better understanding of buy a new New construction home. Agenda
  3. 3. Slide 3 of 33 A Little Bit About Redfin Redfin is a real estate brokerage on a mission to make buying and selling a home better for you. ● Advocacy/Accountability: we’re on your side, giving you honest advice ● Technology: sellers get more traffic; buyers tour homes first ● Value: a full-service brokerage that saves you thousands  No obligation
  4. 4. Slide 4 of 33 6 Agents 208 Deals $72 Million in Sales Volume Wayne Est. 36 Deals Roseann Est. 30 Deals Angel Est. 36 Deals Scott Est. 36 Deals Brenda Est. 30 Deals Kevin Est. 40 Deals Redfin’s Buyside Team 2014 Expected Deal Count for Each Agent
  5. 5. Slide 5 of 33 Redfin’s Listing Team Raegan Kraft Redfin Listing Specialist 75 Transactions in 2 years Projected to close 40 transactions in 2014 Territory: East Valley and Northeast Valley Liz Sourbeer Redfin Listing Specialist Start Date: 1/1/2014 Projected to close 45 transactions in 2014 Territory: North East Valley and West Valley
  6. 6. Slide 6 of 33 Redfin’s Support Team Marcia Bradley Buyside Coordinator Will handle: 200 transactions in 2014 Joleen Sposeto Listing Coordinator Will handle: 75 transactions in 2014 Lisa Ashford Hybrid Transaction and Tour Coordinator Will handle: 25 transactions in 2014 Will connect with: 2,300 Redfin customers in 2014 Team of Associate Agents Responsible for helping agents in the field with activities ranging from home tours, flyer drop offs, walk- throughs, etc.
  7. 7. Slide 7 of 33 Your Agent. A Good Fit? Click here when you decide See all deals & reviews
  8. 8. Slide 8 of 33 Finding new construction
  9. 9. Slide 9 of 33 Common Questions ● Is this builder reputable? ● Can I tour new homes with a Redfin Agent? Yes! ● Can I still get the Redfin Refund if the home is not listed on the MLS yet? Yes! ● Can I change anything in the builder contract? ● When do I have to tell them I am working with an agent? ● The agent in the builder’s model told me they are a buyer’s agent. Are they working in my interest? ● Can I get a better deal by going with the builder’s buyer’s agent?
  10. 10. Slide 10 of 33 How to locate new construction
  11. 11. Slide 11 of 33
  12. 12. Slide 12 of 33 “Pre-Sale” or “Under Construction” Pictures from the MLS
  13. 13. Slide 13 of 33 “Pre Sale” or “Under Construction” Actually…
  14. 14. Slide 14 of 33 Finding New Home Listings ● Builders may not list every home in a development on the MLS – your agent can inquire about other homes ● A neighborhood may become available in phases – sign up to be on a notification list with builder ● Notice of “Proposed Land Use” sign ● Builder websites, newspapers on Saturdays photo:
  15. 15. Slide 15 of 33 Local Builder Websites Local Builders Pulte Richmond American Shea William Lyon Ryland Lennar Taylor Morrison Maracay National Builders Centex Homes DR Horton Toll Bros/CamWest
  16. 16. Slide 16 of 33 Pros & Cons
  17. 17. Slide 17 of 33 New vs. Resale? Buying new construction has it’s differences… • No inspection contingency in contract • Earnest money amount is usually set by the builder and non-refundable • Builder’s documents lean towards builder. Few to no “outs” for buyer without losing EM • Less negotiation on price, other terms • Longer closes, depending on the progress of home, builder can extend without penalty
  18. 18. Slide 18 of 33 New Construction Pros ● You pick YOUR home ● Modern floor plans ● New systems ● Energy efficient ● Warranty ● Personal touches ● Fine tune upgrades
  19. 19. Slide 19 of 33 New Construction Cons ● Smaller lots ● HOA ● Not unique ● Landscaping not mature ● More Out of Pocket ● Cost per square foot ● If pre-sale, can take a long time ● Builder may change plans or the price
  20. 20. Slide 20 of 33 The Process
  21. 21. Slide 21 of 33 How far along is it? • City permits • Most options for changes and upgrades • Longest timeline “Presale” Home • Limited changes • Pick colors possibly • Timeline varies Under Construction • No changes • Upgrades limited • Close quickly, like a resale home Completed “Spec” Home
  22. 22. Slide 22 of 33 Presale: Picking Your Lot When in the presale stage, you can choose your lot from lots that have been ‘released’ at the time. Builders release lots in phases in a development and start the permitting process only on selected lots. Some floor plans will only fit on certain lots.
  23. 23. Slide 23 of 33 Basic Build Process 4.5-7 months •Permitting Process (floor plan and lot permitted by the city) •Foundation poured •Framing/Roof/Windows Stage (inspected by the city) • (order for cabinets/plumbing fixtures/furnace/H2O tank, trim, doors) •Exterior Siding/Painting Stage •Electrical/Plumbing/Heating/Insulation Stage (re-inspected by the city) • (order for flooring/appliances/fixtures) •Drywall/Interior Painting/Doors/Millwork Stage •Cabinets/Plumbing Fixtures/Other Fixtures Stage •Flooring/Appliance/Landscaping Stage •Clean-up •COO (Final ‘Certificate of Occupancy’ Certificate from the city) •Private Inspection and Builder ‘Blue Tape’ Walk-through with Buyer
  24. 24. Slide 24 of 33 Builder contracts Builders have a package of documents: ● Builder addendum ● Full builder purchase agreement ● Neighborhood description documents ● Timeline advisories ● Warranty information ● HOA documentation These are non-standard forms that will override standard purchase agreement documents and must be read carefully.
  25. 25. Slide 25 of 33 Common Provisions in Contracts Some common clauses in builder contracts are: ● No inspection contingency – inspections are allowed and builder must fix code issues but you can’t walk away ● Financing – different timelines/clauses than buying a resale ● Builder walk through – “blue tape walk through” to create a “punch list” right before closing ● Closing delays – builder may automatically extend closing with no penalty if their process is delayed but if you delay with your lending there may be penalties ● Repairs after closing – builder may be allowed to finish things after closing within a certain timeline ● Earnest money non-refundable – after a certain period your earnest money may go “hard”
  26. 26. Slide 26 of 33 Upgrades & Changes
  27. 27. Slide 27 of 33 List Price = Builder’s “Standard” or “Spec” • List price is for the builder’s “standard” specification of finishes • “Standard” specs will vary from one builder to another • Upgrades/options will add onto the price of the home • Upgrade prices are the difference between the price of the “standard” and the actual cost of the upgrade • Other options, such as air conditioning, or adding features are straight prices the builder charges • You can easily spend 15-20K on upgrades/options, adding to the cost of the home
  28. 28. Slide 28 of 33 Model Homes… If there is a model home, it will probably have a number of upgrades installed. Models often have upgraded tile work, upgraded countertops, extended hardwoods, upgraded paint. Models aren’t usually for sale until they sell out the development. Some upgrades are obvious: ● Upgraded/extended flooring ● Upgraded countertops Some are not: ● Window screens (Really? Yes, really!) ● Garage door openers (Huh?) ● Landscaping (Front yard is always included, rear yard is usually not) ● Appliances (Refrigerator, Washer, Dryer are NEVER included in the sales price of new homes, except, occasionally, in the model home) ● Blinds ● Model homes often have A/C to make viewing the home comfortable to buyers
  29. 29. Slide 29 of 33 Paying for upgrades Every builder has different processes: ● Roll it into the purchase price ● Upfront deposit ● Upgrade deposits are non-refundable ● May be fees for getting quotes for making changes Every builder has a specific deadline for each house after which certain up- grades cannot be added or changed.
  30. 30. Slide 30 of 33 Specifications List Every builder should be able to provide: ● A list of what upgrades are present in the model ● A standard list of specifications or ‘specs’ for each home ● If the lot you are considering has any upgrades pre- selected and included in the price They may or may not have: ● A list of common upgrades ● A price list or master list of options/upgrades ● A cost associated with quoting custom finishes ● Limits on changes that they are willing to make
  31. 31. Slide 31 of 33 Negotiating
  32. 32. Slide 32 of 33 Front End vs. Back End ‘Front End’ means on the purchase price: ● an offer of $545,000 on a list price of $550,000 ‘Back End’ means on concessions or upgrades: ● an offer of $550,000 on a list price of $550,000 ● asking for the builder to include certain upgrades or credit a certain amount towards upgrades or closing costs.
  33. 33. Slide 33 of 33 What works best? Builders prefer to negotiate on the back end. Why? ● Avoid setting a precedent of discounting for future sales ● Avoid upsetting prior purchasers who paid full price – these are their customers and future referrals for their company ● May be able to control material and labor costs The best approach varies case by case. Builders often have certain styles. An experienced agent can lay out your options and make a recommendation.
  34. 34. Slide 34 of 33 Negotiation Factors ● Market demand – How many homes has the builder sold this month, last six months? What are the current market conditions? ● Phase of construction – May be willing to negotiate more if an completed home has been sitting ● Health/size of builder – Do they need to sell it? Some small builders don’t have the flux of $ that larger builders have and are more willing to negotiate to sell a home ● Willingness to use a “preferred lender” ● Number of requested upgrades
  35. 35. Slide 35 of 33 What can you get? ● Allowance – some builders allow a buyer to specify a certain dollar amount in the offer that they can later specify how it will be spent. This amount will go up and down with the market. Most builders are giving very little away now. ● Redfin credit – typically the rebate from Redfin must go towards your closing costs – it’s good to keep that in mind during negotiations with the builder.
  36. 36. Slide 36 of 33 Preferred Lenders & Promotions
  37. 37. Slide 37 of 33 Preferred Lenders Many builders will have a special relationship with a lender. ● Ownership – may be owned by the same parent company, or may just be an institution the builder likes ● Concessions – certain “specials” may be linked to you agreeing to use the specific lender ● Rates – usually comparable, maybe not the very best deal you can find, may have longer term rate lock products (which you need for new construction) ● Process – may be contractual provisions that are easier if you use the preferred lender as they are familiar with that certain builders contracts
  38. 38. Slide 38 of 33 Resale vs. New Construction ● When do I have to pick a Lender? ● How is qualifying different? ● How is the Loan process different? ● How are rates affected, build time, etc? ● How are appraisals different?
  39. 39. Slide 39 of 33 FAQ
  40. 40. Slide 40 of 33 Common Questions ● Is this builder reputable? ● Can I tour new homes with a Redfin Agent? Yes! ● Can I still get the Redfin Refund if the home is not listed on the MLS yet? Yes! ● Can I change anything in the builder contract? ● When do I have to tell them I am working with an agent? ● The agent in the builder’s model told me they are a buyer’s agent. Are they working in my interest? ● Can I get a better deal by going with the builder’s buyer’s agent?
  41. 41. Slide 41 of 33 What’s Next!! ● Home Learning Tour-Let us show you first hand ►Increase your knowledge ►Lay of the land ►Options and upgrades ►Sales tactics ►Stages of construction ►Completed specs NO OBLIGATION: We want you to be knowledgeable home buyers. Ask how to schedule your HLT and learn without the pressure.
  42. 42. Slide 42 of 33 Questions?
  43. 43. Slide 43 of 33 Thank you for attending! Redfin Host: Wayne Graham Please fill out the survey. We’d love to get your feedback so we can improve our classes. We will also send you this slide deck. Check out our home buying guide: Check out our schedule of upcoming classes at
  44. 44. Slide 44 of 33 Thanks for attending!