Tips for Home Sellers
Sellers should leave during showings of their homes – that is the common wisdom in the real estate industry. Most Silicon Valley Realtors will advise their seller clients to go out for a walk, do errands, or otherwise be fully out of sight when buyers and their agents visit the home. Home owners may object that “it is an inconvenience. And what if the buyers or their Realtors have questions? ”
Recently, some friends told me of an extreme situation in which the home owner was in the driveway, grilling prospective open house visitors to see if they were serious buyers or just having a fun look – and told them that unless they were willing to buy that day, they should turn around and leave. They did. (I felt sorry for both them and for their Realtor, who watched them leave and wondered what happened.)
Once, when my family and I were house-hunting, we had the home owner follow us all through the house, staying all of 3 feet away at any given time. When we walked into the back yard, he followed us, grabbed a lawn chair and sat in it – staring at us.
My children referred to that episode as the one with the creepy man who followed us. Needless to say, we did not buy that house with the overbearing seller and the creepy vibe.
Assuming that a home owner would not do anything so egregious, could they remain at home? We return to the topic to answer this question:
Why should sellers leave during buyer tours?
The main reason why sellers should leave during showings has to do with how the prospective home buyer feels about the place. For cautious home buyers especially, the seller’s presence is off-putting.
Home buyers are more comfortable when several conditions are met:
- the property needs to be neither too hot nor too cold (or they will leave fast!)
- it needs to be clean and welcoming and to not smell bad (that doesn’t mean using lots of air fresheners)
- it should be uncluttered and depersonalized
- home buyers need to have “space” to hang out and envision living there, and that requires time.
Willow Glen is one of the most charming areas of San Jose, consisting of many older homes which feature lovely, classic architecture. Most Silicon Valley home buyers treasure the Willow Glen charm and ambiance, but many are seeking newer homes. A fabulous option is “The Willows“.
KB Homes built “The Willows” in 1999 to 2000. It is tucked away at the southernmost tip of Willow Glen, off of Foxworthy Avenue & close to Almaden Expressway, but only about 2.5 to 3 miles from all the action on Lincoln Avenue.
The tree-lined streets are built in something of a loop shape with Rubino Circle being the main access or loop road. Situated on the inner part of the loop are homes with smaller lots that are a little more affordable. The outer part of the circle is built with slightly larger homes on larger lots (but none of the lots are “big”). Sidewalks with soft curbs at the corners accompany the streets and make for a pedestrian-friendly, bike, wheelchair or stroller friendly area. Visit in the early evenings and you will see children and adults walking, strolling, taking dogs for a walk etc. – always a good sign! Because the neighborhood is a bit like an oversized cul-de-sac (no through traffic), it is very quiet in terms of traffic. The area has large street lights, too, making for a safe feeling community.
Close to the Los Gatos border sits one of the more affordable Cambrian neighborhoods in San Jose and the west valley generally. It enjoys lovely views of the hills, great public schools with high API scores, a neighborhood private school to boot, and convenient access to freeways and stores. There’s no sign, marker or gateway to the area, so many of its residents are probably unaware that the official name to it is Cambrian Gardens.
This neighborhood provides an incredible “bang for the buck” for home buyers wanting excellent schools and not wanting to pay luxury home pricing. In many ways, it’s a “sleeper” – meaning that many people don’t know it’s there, but it’s a good deal!
Convenient to Good Samaritan Hospital, Carlton Elementary School and freeway access to highways 17 and 85, the beautiful “King Street” neighborhood in San Jose’s Cambrian Park district seems to be close to everything. But a drive through the tree-lined streets with tidy homes seems like a relaxing step into the welcoming neighborhoods of yesteryear rather than the hustle and bustle of today’s Silicon Valley.
As with the nearby Alta Vista neighborhood, homes here show a pride of ownership not found everywhere. Holidays include beautiful displays of lights that invite neighbors out to tour after dark. Many home owners wrap the trunk of the trees between the sidewalk and street with blankets of white lights, making for a stunning look down the road.
The “King Streets” enjoy an uncommon appeal that makes homes here perennially desirable to home buyers. The popularity of the area is due partly to the convenience factor (easy to get to a great elementary school with high API scores, easy to get to the freeways, Los Gatos and Good Sam) and the beauty or neighborhood charm factor. It is a winning combination for this west valley community! Many who wish to live in Los Gatos choose this part of San Jose because it’s on the border, so it is not uncommon for the King Streets to be a first home and the move up one is in Los Gatos.
Hiring a Realtor? Silicon Valley home sellers are very savvy and go at their real estate transactions carefully. However, some may be tempted to try to line all the criteria up in side by side charts and attempt to make a hiring decion that way. Please beware the temptation of focusing on what is “easily measurable” as most important. Sometimes the most easily measurable factors may not be that important at all. Much of what is truly valuable in a Realtor’s suite of services and skills cannot be easily measured in a side-by-side comparison chart.
If you’ve been trying to sell your home in Los Gatos, Saratoga, Almaden Valley, Cambrian, or anywhere in the greater San Jose area but haven’t received an offer yet, don’t despair! With our mild winters, you really can sell real estate any time of year. And inventory is extremely tight right now, increasing your odds of success.
In late November and December a lot of folks DO pull their property off the market, and the result is a, even further tightening of inventory across Silicon Valley from the months immediately prior. The ratio between listed and sale pending homes improves dramatically. (The “absorption rate” tends to get better with fewer houses, condos and townhouses listed on the MLS.)
But you’re thinking: it’s a hassle. It’s the holidays. Is this any time to sell Silicon Valley real estate?
And you’re right about that. So do it differently.
Home Owner Association or HOA dues are monthly fees charged in some communities for shared amenities, insurance, or other services. These may be for houses, townhouses (townhomes), or condominiums (condos).
What do the HOA dues cost?
As of this writing (Sept 2016), the lowest amount I am seeing for HOA dues in the San Jose area is approximately $275 per month and the most about $1,000 per month. Typical is $350 to $450. If a complex offers more services or perks, expect to pay more.
Some condos, townhomes, or houses for sale with HOAs may disclose the monthly amount due. Be sure to also find out if there are other payments not included. I know of one complex in Saratoga that has very expensive insurance payments, making the actual monthly payment much higher than what might be stated in the MLS. So always ask if there are any quarterly, semi-annual, or annual fees due in addition to the monthly HOA dues.
Beware: sometimes younger complexes under-charge, either by accident or as an inducement to get you to buy. This is not a good thing because eventually that community will find it’s short of funds and will need to have a special assessment to get back on track.
Special assessments are a nightmare for home owners. When buying a condo, townhouse, or house in a complex with a Home Owner Association, make sure to read the very boring HOA docs carefully, and pay special attention to the reserve account. Reserves are necessary for the anticipated maintenance (such as repaving the private roads or re-plastering the pool every so often). It’s no small matter to correctly anticipate future needs, but if it’s done wrong, you may get the unhappy news of an un-anticipated assessment.
What do HOA dues cover?
The dues may cover private roads, gates, security personnel, community pools, landscaping, exterior painting, roof repairs or re-roofing, insurance (possibly homeowner’s, blanket, or earthquake), or maybe pest control work. Some HOAs include RV parking, ponds, trails, tennis courts, club houses and other more extravagant features. They will all drive the HOA fees up!
Don’t assume anything when it comes to your unit coverage. Although many Home Owner Associations will cover things like exterior painting, roofing, or pest work, they don’t all. You’ll have to read the HOA docs to know what’s covered (and what’s not).
Some nice communities with HOA dues include these:
The cooling Silicon Valley real estate market is less of a question and more of an acknowledged fact (we wondered about it in June, we are sure now). If so, how can you tell? We need to begin by talking about “the market”.
First, Silicon Valley doesn’t have ONE market. The real estate market in Palo Alto or Cupertino is going to be very different from the realty market in Los Gatos, or the various parts of San Jose, such as Almaden, Willow Glen, Cambrian, or Blossom Valley. Ditto that with price points. It’s a very different “market” for entry level houses than for luxury homes.
But if we’re going to speak in broad, sweeping terms about cooling trends, what do we SEE? What do we HEAR? What’s happening with offers and open houses? These are the ways we measure the real estate climate. Often we in the industry hear the anecdotal evidence long before it’s reported in the paper. If we hear one Realtor friend after the next report quiet open houses, or few or no offers, we know there’s a climate change afoot.
I will tell you that I am hearing these things, which hint to a softer market for home buyers:
- Houses taking longer to sell in much of Silicon Valley / Santa Clara County
- Homes selling with fewer offers than 6 or 12 months ago
- Contingencies for loan, appraisal and inspection becoming more common
- More price reductions being necessary for than a few months ago
- Fewer ALL CASH offers
- Sale price to list price coming down a little
All of these suggest a mellowing of the housing market. Do the numbers line up?
The cooling Silicon Valley real estate market: seasonal fluctuations…
Historically, we do know that the busiest time for home sales is usually February – April. Some years it’s shorter or longer. (One particularly bad year, we had exactly 3 good weeks for selling in March and nothing more.) But what do the numbers tell us?
If we view the sale price to list price ratio, we expect there to be “seasonal fluctuations”. We don’t expect a hot seller’s market in December. Therefore, what’s often most helpful is comparing the same statistics year over year. Let’s do that. The image below provides the sale price to list price ratio for houses sold in Santa Clara County from Jan 1 2012 through Aug 24, 2016 (the day I grabbed this data). This was taken from the MLSListings.com site for agents (the private MLS).
I love this kind of presentation because it’s so easy to see both month over month and year over year statistics. Take a look at August (so far) for this year compared to the prior months in 2016. At 101.5% that seems like a fantastic ratio (they would go nuts for this in most of the U.S.). Now compare it to the prior months this year and you can see it’s been coming down since March. OK, now consider prior years…it’s mostly a very similar pattern. That tells us that “spring is hotter”. We already knew that, but seeing it for most of the last few years pretty much drives the point home.
But let’s compare August 2016 to August 2012- Aug 2015. That’s a better “apples to apples” comparison. And here it’s very clear that the real estate market in Silicon Valley really IS COOLER than it was in prior years for the same month. Any doubts? Check the same info for July – yes, all hotter until you get to July 2012. Now June – same as for July. May? Yes, again, hotter for that month in 2013, 2014, and 2015 but not 2012. In retrospect, we now know that 2012 was the year the market ratcheted up for a big, long run.
Before anyone begins screaming that the sky is falling, let me stop and remind you that we are talking about a sale price to list price ratio for the entire county that is at more than 101%. This is not a buyer’s market – at least not as a county. There are hotter and cooler pockets, yes, for sure.
What we are experiencing is a return to normalcy, a flattening out, less appreciation. We are not seeing price drops at this time.
And you know what? We’ve been expecting it.
You cannot sustain double digit appreciation forever.
The reality of the cooling Silicon Valley real estate market has implications for home buyers and home sellers:
Buyers, GET OFF THE FENCE. Interest rates are good. Buying conditions are reasonable again. Yes, inventory is low, but if you know what you want, you should be able to find it in 2-3 months tops. If you can’t, then you are not being realistic with what you think you can buy for your budget.
Sellers, it’s time to be more aggressive on pricing and adjust your expectations. Yes, your neighbor got 15 offers in February, but it’s not February any more. If you get 1-3 offers, that means you did a great job of staging, pricing, and getting your home marketed. Position your home to sell, and then get it done.
Where will we be in 6 or 9 months? I don’t know. It could be better or worse after the election. My advise is to get on with your life and not try to time it too carefully, because things can happen which none of us could anticipate. If you want or need to buy or sell, make it happen.There will always be political things going on, world events taking place. There is never a perfect time to buy or sell – but there is the time you want to do it. Go ahead.
And please let me know how I can help.
Do you need to sell today, in a cooling market? Many people know that in Silicon Valley, often the best time to sell your home is anywhere from January to May – and after that, the sales begin to slow and sometimes prices fall. This year, that seems to be happening, and more. We are now in early August and it’s definitely a shifting market.
How are you going to sell your home in a cooling real estate market?
Sometimes you have to sell when you don’t really want to. Maybe it’s a divorce, a job transfer, death of a spouse, loss of a job, or maybe even something good – the type of home you’ve been waiting years to buy is now available. But you have to sell first, before you can buy. For better or worse, you need to sell now, when the market is cooling. What to do?
Understand the pattern. Jump the line.
Information is power. Learn the market stats and figure out the trajectory. If homes are losing value at the rate of 1% a month and your house isn’t selling, you may need to JUMP the line to get ahead of the curve. Translation: let’s say it looks like prices are going down .25% per week for a house like yours. If you “hold out” and don’t reduce your price to sell, the gap between what you think your home is worth and what capable buyers will think it is worth may widen. But instead, if you cut your price 1.5%, you may be able to be the first home sold. Wait a few more weeks, and it could be much worse. The quick way of saying it is to “cut your losses”. In a declining market, the longer it takes to sell, the more you lose. It’s that simple.