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Frank-Dodd

The big problem of low fees in the appraisal industry

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There is so much conversation about the appraised value coming in too low, but let’s turn the tables to talk about appraisal fees being too low. I know, who cares, right? But if you are a home owner or work in real estate, it’s good to know what’s going on. Is this happening during your escrows? Is it fair to pay so much for an appraisal when a huge chunk of the fee gets skimmed off the top by a management company?

Low appraisal fees - image purchased by Sacramento Appraisal Blog and used with permission

Why This Matters: 1) Low fees for purchase and refinance appraisals are crippling to the longevity of the appraisal industry. If fees are too low, appraisers simply cannot stay in business. Also, if you think it’s taking too long to get an appraisal back to you right now, just wait until the industry shrinks more as appraisers leave because they can make better money elsewhere; 2) Consumers are likely not keen to pay good money for an appraisal only to have Appraisal Management Companies (AMCs) scrape a substantial amount of the fee off the top.

Here are three real life examples of low fees offered to appraisers:

EXAMPLE 1: Low fees with the promise of bulk business

low feesComment: It’s shocking to see marketing emails like this because fees haven’t been this low for decades. Of course the consumer is probably paying at least $450 to $500 for the appraisal. The ironic thing too is the word “reasonable” in the last line. This word is used strategically because AMCs are mandated under Frank Dodd to pay customary and “reasonable” fees.

EXAMPLE 2: Cheap fees with a quick turn-time:

need a 4-day turn time at $250

Comment: Most local lenders easily pay the appraiser $400-500+ for an FHA appraisal, so $250 is definitely low. The kicker is the appraisal was ordered on a Thursday and due by Monday morning at 10am. When is the appraiser going to have time to do the report?

EXAMPLE 3: A blast order sent to MANY appraisers

field review

Comment: This was a blast order to who knows how many appraisers. A massive blast email is one way for an Appraisal Management Company to get the quickest and cheapest appraisal fees because someone is going to accept it (which is a different issue). Some AMCs use a blast email system like this with a link. Whoever clicks “accept” first gets the order. This lender is wanting to do “quality” control, yet they are reaching out to pay an appraiser only $200 for a field review of a complex property. Do you think they can get quality for such a low fee?

ACTION STEPS:

  1. Agents Find Out: Real estate agents, be aware what your recommended lenders are paying appraisers and how they order appraisals. I’m not talking about what your buyers are paying, but what are appraisers actually getting? If you are concerned about appraisal quality as well as reasonable turn times, choose lenders who build a relationship with appraisers and pay them well. There are many local mortgage companies (and some national companies) with in-house appraisal departments who hand-pick a group of local appraisers and pay them a reasonable fee. I tend to like this system the best, though there are also some larger AMCs that I hear are okay overall. Remember, what happens to one group in the real estate community can end up impacting everyone else.
  2. Appraisers: Work for Reasonable Fees: Appraisers, are you working for clients like the examples above? Or maybe you are approved with several AMCs that seem okay overall, but their fees are still too low. Hey, we all need to feed our families, and there is no fault in getting paid. But why not start looking for better clients and then begin dropping the bad ones? Heck, start an appraisal blog to share your voice and expertise. It may take many months or even years to diversify your clientele, but go for it. Who do you want to work for? What type of work do you want to do? What does it look like to be intentional about finding great clients over these next 1-2 years?

I hope this was helpful. I’d love to hear your take in the comments.

Questions: What do you think of the examples above? Does it surprise you to see these real life examples? Any stories or insight to share?

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5 things appraisers want from real estate agents

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Let’s be real. There is often tension between real estate agents and appraisers. And there is definitely room to help improve communication between both parties. That’s why this post is relevant from an appraiser’s perspective. Part of me hopes in response someone will write “5 things real estate agents want from appraisers”. I hope this will highlight a few basic and practical ideas for how to better work together. Read over the short list, apply what seems reasonable and let me know what you think in the comments.

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5 things appraisers want from real estate agents:

  1. Photos: Insert 20-25 photos in MLS so appraisers can get a better sense of your listing. Having pictures of the main rooms, a few of the kitchen and bathrooms, some of the rear landscaping and any to highlight remodeling or upgrades can help us visualize the home. Or if you mention there is an addition, please include a photo of the addition. Ultimately, words in MLS like “remodeled” or “upgraded” can mean something different to everyone, so images can help tell a better story. When you take photos for a listing, just think about how snapping a few extra shots on the front end will save you time on the back end from answering questions from appraisers on the phone.
  2. Concessions: It’s very helpful when you let us know in MLS if there were any concessions paid or given to the buyer by the seller. Appraisers have to list any concessions in the appraisal report, and beyond that consider if any concessions or credits had any impact on the price. In many cases instead of listing out the dollar amount of concessions our local MLS says “CLA” which means “Call Listing Agent”. If your client does not want this information listed for confidentiality purposes, that is understandable, but if that’s not the case, including the amount is one less thing we are going to be asking you about. This will save you time on the phone with appraisers.
  3. Return phone calls quickly: Appraisers are often working on a tight deadline to finish a report. This means the appraiser is probably hoping to get the report out by the next day or even in a few hours. When you call back right away, it can be amazingly helpful. Of course the appraiser needs to plan adequately too and not expect you to respond in lightning speed (One of my favorite sayings is: Your lack of planning does not constitute my emergency). On a related note, remember if the appraisal is delayed, it can delay closing in light of QM guidelines that state a Borrower needs to see the appraisal at least three days prior to escrow closing.
  4. Tell the truth: This probably goes without saying, but please tell the truth. If appraisers get incorrect details from you and end up using what you told them to help shape an opinion of value, that’s not good. If you didn’t know, what you say and think can really matter because you provide an insider look at the market. This means if there were not multiple offers, please don’t say there were. Or if the property had some issues not listed in MLS, let the appraiser know what was wrong when asked. Sometimes I’ll call a Listing Agent for a recently closed sale and I’m told very confidently it was a fixer, but then the Buyer’s Agent will tell me it was a total remodel (this is where including photos in MLS can make a difference). At the same time, it’s understandable to forget an older listing. The same thing happens with appraisals because they all blend into one after a while.
  5. Manage Irritation: It can feel like an inconvenience to talk to appraisers – especially when you’re really busy. But if you’re giving off an irritated or “I’m too busy for you” vibe when appraisers call, it’s time to find a way to be present and pleasant for the conversation. Talking to appraisers is simply a part of business. Appraisers should be respectful of your time too, but remember that appraisers are not calling to bother you, but rather do their job. Keep in mind they are also trying to get information from other agents for the comps they’ll use to appraise your listings. If they cannot glean insight from agents for those properties, it could potentially harm your deal. By the way, check out 7 things real estate agents should know about appraisers to glean some context to help understand appraisers.
  6. Upgrades: I’m adding an honorary item #6 in light of my friend Joe’s comment below. Appraisers really do want to know about upgrades directly from the Listing Agent or owner. I’ve written about this before, so I did not include this point above, but it is definitely a top-notch item. How has the property been upgraded in recent years (think inside and outside)? Make a list and give it to the appraiser. If it’s relevant, read more about information to provide the appraiser during the inspection.

NOTE FOR APPRAISERS: The appraisal industry is not known for its exemplary people skills. I hear continuous feedback from the real estate community about appraisers who are impersonal and come across as very anal. It’s okay to be introverted or focused on work, but at the same time the appraisal industry needs to freshen up a bit on communication skills, stop incessant complaining and be proactive about building a better reputation. It’s still possible to remain neutral and unbiased while being nice. I have nothing but love for my colleagues, but appraisers can do better (which can be good for business also).

Questions: What do you think of the advice? If you are a real estate agent, what advice do you have for appraisers? Feel free to comment below.

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10 things Realtors can say to pressure appraisers

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I know what some of you are thinking. Appraisers have been screwing up real estate deals, and now some appraiser has the nerve to tell Realtors how they need to talk to appraisers? No, that’s not where I’m coming from at all. My goal isn’t to talk at anyone, point my finger or wave a victim flag, but instead improve communication in the real estate industry. I’m passionate about that, especially since I regularly rely on my Realtor relationships to do my job.

Image purchased and used with permission from 123rtf dot com - by Sacramento Appraisal Blog smallToday I want to share 10 subtle (or not so subtle) statements that in a small way can come across as trying to influence an appraiser’s value. These statements are very normative in the real estate industry, aren’t they?

10 questions and phrases to pressure appraisers to “hit the number”

  1. I’ll be happy as long as it appraises for at least the sales price.
  2. Do your best to get the value as high as possible.
  3. The market has been “on fire”. You shouldn’t have any trouble with the appraisal.
  4. Is it going to come in at “value”?
  5. I never say this, but if you can just work some magic this time, you’ll be my hero.
  6. If this doesn’t “appraise”, the seller is going to go into foreclosure.
  7. I would be shocked if it didn’t “appraise”.
  8. I really hope this works out. No pressure or anything though.
  9. The son has cancer. It’s been really hard on the family. The last piece to wrapping up this transaction is the appraisal.
  10. I don’t want to ask you to do anything unethical, but just do your best.

Agents Laugh: Whenever I share these statements during classes I teach at real estate offices, agents always chuckle. Why? Because we all know how common they are. Of course I don’t think most Realtors are trying to overtly steer an appraiser to a certain number. After all, coercion is kind of a big ethical deal. It’s rather a matter of simply using lingo that is a regular part of real estate culture – but maybe shouldn’t be. When we begin to really think more deeply about subtle statements like these, what is the real goal of using them? And are statements like this ethical in the eyes of the DRE?

The Pressure Test: How would you know if you are trying to influence an appraiser’s value? It really comes down to motives. If you find yourself saying one of the statements above while talking with an appraiser, ask yourself: “Why am I saying this? What is my goal here?” If the appraiser asked, “Why did you tell me that?”, what would your response be?

tips-150x150My advice? It’s probably best to use language that cannot be interpreted as pressuring for a certain value – whether high or low. If you find yourself using subtle statements like this, ask yourself what you are really trying to get across to the appraiser. How could you do that without pressure statements? Honestly, it likely feels tricky sometimes to be able to communicate with appraisers these days in light of HVCC and Frank-Dodd, but with some focus and strategy, there are definitely ways to chat and convey good information to appraisers – without trying to steer a certain value. If you’re looking to communicate more effectively with appraisers, check out Quick tips for agents for talking to appraisers and Agents, be ready to answer these questions when appraisers call.

Lowball Reality: Lastly, I know lowball appraisals are plaguing the market. It’s a real problem, and I’m not dismissing that reality for anyone who has lost a deal because of legitimate appraisal issues. I know a post like this can be frustrating to some who really don’t want to communicate at all with appraisers because of so many bad situations in the past. However, no matter what the past or future, the best thing we can do is communicate well and work with the system we have.

I hope this was helpful. Anything you’d like to add?

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