real estate bubble

How close is the housing market to normal?

October 12, 2021 By Ryan Lundquist 17 Comments

The housing market is trying to get back to normal, but how close are we? On one hand we’re feeling some seasonal slowing, but it also still feels really competitive. Today let’s talk about what normal looks like. If you’re not local I’d love to hear what you’re seeing in your market. Any thoughts?

Background noise: Last night I did a YouTube Live Q&A to talk about appraisal stuff. If you need some background noise, here’s two hours. Watch below (or here). I love doing stuff like this, so don’t forget to hit me up.

What does normal look like?

Comparing to 2019: The last normal-ish fall season we had was in 2019, so it’s a good frame of reference to consider what fall should maybe look like. Technically I should take the average of five years of fall data to establish normal, but I’m honestly just slammed this week and I can’t pull that off until someone hires me full-time to crunch numbers all day.

How does 2021 compare? In short, the market right now is showing some seasonal slowing, but it’s still far more competitive than it should be for the time of year. Check out some of these stats.

Brand new visual (do you like this one?):

Breaking it down: Today we have more multiple offers, properties are selling in half as much time, and we even have fewer price reductions. Most notably buyers last month paid above the list price whereas two years ago on average they paid about three percent below the list price. This is striking because in 2019 in a normal-ish September buyers on average paid $13,808 below the original list price, but this past month buyers still paid almost $6,000 over asking price. Another way to say this is buyers today paid about $20,000 more than a normal year in 2019 (13,808 + 5,951 = 19,759).

30% more aggressive? If I had to put a number on it I’d say the market is conservatively 30% more aggressive than it was in 2019 (maybe even more as some stats are still about twice as aggressive as they should be). For reference, stats for price reductions especially show this as there are 31% fewer reductions right now compared to two years ago. Check out Altos Research for price reductions.

Anyway, I hope that was helpful.

—–——– BIG MARKET UPDATE FOR THOSE INTERESTED ———––

Skim or digest slowly.

QUICK SUMMARY:

The market is experiencing seasonal slowing and it’s clearly not what it was at the height of spring season. This is important for sellers to understand to price according to today’s trend instead of headlines from the past. With that said, things are still really competitive and mostly all stats are not normal yet (still more aggressive than usual). On one hand buyers have gained power, but it’s still fierce out there. Here’s a good way to put it: “The market is not slow, but it’s slower than it was.”

Some visuals eh…

NOT AS MANY MULTIPLE OFFERS:

For five months in a row in the region we’ve seen multiple offers subside. Last month 56% of sales had more than one offer and that’s one of the most competitive months ever, but there is no mistaking a cooling seasonal trend.

AUGUST TO SEPTEMBER SEES SOFTENING:

For months I’ve been talking about the market starting to slow and we are finally starting to see it in the stats. Not every single stat is dull, so my advice is to look at the bigger picture of all stats together rather than hone in one stat. In short, it’s starting to take longer to sell, we have slightly more inventory in the region, and even prices have softened (part of that has to do with smaller homes selling).

LAST YEAR VS THIS YEAR:

Year over year comparisons get a little weird these days because the market was so atypical last year, but in my opinion this is still worth digesting since we want to be good students of the market. I suggest taking these percentages with a grain of salt and recognize these percentages DO NOT actually mean every house is worth that much more either. Also, remember that we are now comparing a market that is trying to be normal today with a super aggressive fall last year.

IT’S LESS COMPETITIVE:

The market is still ultra-competitive, but this image is crystal clear that the temperature of the market has changed in recent months. This is exactly what we should be seeing at this time of year. Keep in mind we should have closer to half of sales selling at or below the list price, so this market is NOT normal yet.

OTHER VISUALS:

MARKET STATS: I’ll have lots of market stats out this week on my social channels, so watch Twitter, Instagram, LinkedIn, and Facebook.

Thanks for being here.

SHARING POLICY: I welcome you to share some of these images on your social channels or in a newsletter. In case it helps, here are 6 ways to share my content (not copy verbatim). Thanks.

Questions: What are you seeing out there in the market?

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How long can this market keep going?

February 24, 2021 By Ryan Lundquist 16 Comments

Is the market about to crash? How long can this keep up? What’s going to happen? Every week I’m getting questions like this, so let’s talk through some of the issues. This post has lots of topics that are coming up, so just skim to something that looks interesting. Anything to add?

The truth is nobody knows the future: Most predictions these days either say the market is going to keep increasing for 5-10 years or we’re poised to crash. But nobody knows the future. I know that’s not a popular answer, but it’s true.

Unsustainable: This market is really starting to feel irrational. We are seeing freakish price growth and illogical offers, which is why this does not feel sustainable. I’m not saying the market is going to crash because of this, but I am saying this type of rapid appreciation cannot keep up without simultaneous economic growth or some other stimulus. Last week I got asked about this in a live interview with Fox 40. Enjoy the discussion (see 4:41 for my answer).

It’s not easy to time the market perfectly (seriously): On paper it’s easy to time a real estate market, but it’s not so easy to pull off in the real world because finances and lifestyle don’t always line up perfectly with market conditions. In other words, most people buy when their lifestyle requires a change rather than finding a so-called perfect moment where prices bottom out. In fact, most of the time when I ask people if they bought on purpose in 2012 at the bottom they say, “Nope, I just got lucky.” This is not to pressure anyone to buy right now. I’m just saying it’s a good idea to get rid of “the market is so easy to time” myth and consider your lifestyle as well as prices.

False prophets: Be careful of some who are forecasting the market because they’ve been making false predictions for years and they keep repackaging their prophecies when the old ones don’t come true. By the way, here is a prophet test flow chart to find out if you’re a real estate prophet.

We’re back to peak prices, so we’re going to crash: I gave a presentation recently where I talked about nominal prices being back to 2005 levels in a certain area and someone interpreted that to mean we’re at the top and about to crash. Look, the median price in the entire Sacramento region is now almost 20% higher than it was at the previous top in 2005, so it would’ve popped long ago if there was something magical about getting back to that level. In short, don’t put your stock in “getting back to the top” as a predictor of future trends. And for economic nerds, I’m talking about the nominal price here (which market participants tend to fixate on), so please don’t open up the inflation conversation.

Not the new template: What happened during the last housing correction is not the new template for every future market change, so we cannot look to the previous crash and derive some sort of bubble formula.

I’m going to sell at the top and rent: I had a conversation recently with someone wanting to sell soon and rent until the market crashes. I get it because this person wants to pocket equity and avoid pain, but here’s a practical consideration. If the market did decline it could take years to do so. For instance, it took about 6.5 years for the last cycle to fully decline in Sacramento. Of course the bulk of the decline happened in the first three years. No matter what though, the viable question becomes how long are you going to rent for?

Fear of missing out: There is a palpable fear among some buyers about missing out on the market and not being able to afford in the future. If you’re in that boat I recommend having lots of conversations with people you trust and maybe don’t buy if you cannot make a decision based in confidence. In my experience buying anything based on fear doesn’t usually work out so well.

The market was slowing and now it’s not: The market was slowing down for years and now it’s doing something completely different (unexpected). The thing is despite being in a global pandemic we’ve had artificially low inventory in light of COVID (less sellers listing their homes), more migration due to the ability to work from home, and shifts in what people want and need as a result of the pandemic. Oh, and mortgage rates dipped below 3% which has created truly excessive demand. It’s been the perfect storm to build what is likely the most competitive market we’ve seen.

Do you see how price growth was slowing until last year?

This upward price trek is happening in many places around the country. Here is a killer visual from Freddie Mac economist Len Kiefer:

A foreclosure wave is coming: There is talk about a coming wave of foreclosures in light of elevated forbearance rates. Here’s the thing. We don’t know for certain how forbearance is going to shake out because we’re still in the thick of this pandemic. Yet forbearance rates have been declining per the Mortgage Bankers Association and not everyone in forbearance is going to sell either (the stats literally show this). Moreover, the vast bulk of people in forbearance have equity to deploy (sell, refinance, etc…) instead of lose their home. I’m not sugar-coating anything and I’ll be the first to say there is uncertainty on the horizon in light of this. I do expect for some of these people to legitimately go into foreclosure, but at this present moment the stats don’t support a narrative of a massive wave of foreclosures materializing. We’ll see what happens of course, but this is what the stats are currently seeming to show.

Riding down the market: If the market did crash, which neighborhood do you want to ride down the market in? This is a relevant question that I heard first from Mike Gobbi. Remember, the equity in our homes means very little unless we are taking money out or selling.

Freakishly high price growth: We’ve had uncharacteristic price growth over the past year. The median price far outpaced where it should have theoretically gone. From my estimation it’s about $40,000 or 9% higher than it should theoretically be had we had a normal year last year (see visual). This could of course be the new normal, but no matter what I think we need to recognize the market is doing something right now that goes against a slowing trend we were experiencing in previous years as well as normal price growth.

The double-edged sword of appraisal waivers: We’ve seen so many more appraisal waivers this year. I get the necessity in light of appraisers being so backed up with a refinance boom and huge volume in the resale market, but what happens to prices over time with so many waivers? If some of these homes are essentially closing too high, does that help inflate the market? Of course let’s remember one sale doesn’t make or break a market, but if we start seeing lots of inflated sales that could certainly help speed up price appreciation. This is something to watch.

Market price cycles & the 7-year rule: Some people buy into the idea that the market changes every seven years, but that’s really not true because here we are in our tenth year of price growth (in Sacramento at least). But there is something to be said about real estate price cycles. Markets go up and they go down. That’s what they do. Bottom line. So at some point the most natural thing we can expect is for prices to go down. You know what wouldn’t be normal? If prices just kept rising forever…

Rates going up can help (eventually): The other day a Realtor friend said he thinks rates need to go up. You know we have a problem when real estate professionals start saying rates are too low. Just remember it’s possible we could see more buyers rush the market if they sense rates really are going to go up. The idea is to get in before they rise.

Look for price resistance: One of the things to watch is whether buyers are resisting prices. So far that is not happening. This doesn’t mean everyone can afford the market, but this month we’re likely to have our eighth month in a row of higher sales volume and pendings have been off the charts. In short, buyers are clearly pulling the trigger right now and we are not seeing resistance when it comes to playing the market.

Dude, this is so obviously a bubble: I get the sentiment. But remember, one of the ways we know something is a bubble is if it actually pops. Freddie Mac had a great article referencing this point years ago.

But inventory is low: There is the notion that inventory is low, so prices cannot decline. That’s a reasonable idea, but it’s only true until it’s not true. If 2020 taught us anything it’s that sometimes dynamics shift, so let’s be open to the idea of the market not having to behave a certain way despite low inventory. With that said, there is such a profound imbalance between supply and demand right now, so prices are clearly poised to rise in the immediate future. Nobody knows how long this run will go, but we would be wise to recognize inventory is about both the active listings on the market as well as demand for those listings. I find conversations about low supply can be lopsided at times if we only discuss what is on the market rather than factors that create demand. Remember, when demand changes, it can also affect supply.

Keep your credibility intact (for real estate professionals): To my real estate friends, I recommend knowing the stats more than ever and being able to articulate what the market is doing by highlighting numbers instead of being swayed by every new sensational idea. I imagine many real estate professionals (including appraisers) will lose credibility in a market like this by being swayed by clickbait, posting predictions that don’t come true, or promising a future that is not known. Remember, sometimes the best answer is “I don’t know” when people ask you to predict the future – while having intelligent discussion about all the moving parts. My advice? Keep your credibility intact by being rooted in data.

I DIDN’T ANSWER MY QUESTION: You may have noticed I didn’t answer the question in my title. But hopefully after reading my post you can understand why.

I hope that was interesting or helpful.

Questions: What did I miss? What is coming up in conversations right now for you? I’d love to hear your take.

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Real estate trends to watch in 2021

January 4, 2021 By Ryan Lundquist 22 Comments

What’s the real estate market going to do in 2021? Let’s talk about some of the emerging trends. Scroll quickly or digest slowly. Anything to add?

Market update at SAR: I’m doing a big market update at SAR on January 21st from 10-11:00am. Sign up here.

TRENDS TO WATCH IN 2021:

Continuation of aggressive market: My crystal ball is broken, but right now demand is truly excessive and inventory is about as low as it’s been, so for the spring season at least we seem poised to see the continuation of the competitive market we’ve had these past two quarters. Let’s remember one of x-factors why the market has been “on fire” though is rates below three percent.

Low inventory & vaccines: Housing supply is about half of what it should be locally and that’s the story in many areas around the country. There are many reasons why inventory is low, but the pandemic is a huge culprit. Frankly unless something happens to motivate owners to list their homes it’s hard to imagine normal inventory levels until we have a vaccine reach the masses and sellers feel more comfortable with buyers coming inside.

Thanks Sandra Schraeder for letting me use this photo.

Working from home: It was a game-changer for migration last year to see so many companies allow employees to work from home forever and this year we’re poised to see this trend continue. But let’s remember opportunities are uneven as the poor and low-wage earners are not likely to have increased mobility.

Buyer preferences: The pandemic has shaped buyer wants and needs and I suspect buyers will still target homes with larger backyards, built-in pools, larger homes, space for an office, and it wouldn’t be surprising to see condos be less appealing again this year.

The color of the year: This year Pantone has a twofer for their color of the year with both shades of gray and yellow. Gray has been prominent for years already. Do you think we’ll see more yellow?

Divorce: I was talking with a divorce attorney client the other day and he says his colleagues are all incredibly busy. While I don’t have statistics, I suspect the pandemic has caused life reflection and many couples have decided to call it quits. Of course having years of equity may propel this decision for some too.

Bubble concerns: Today I had two different people ask me what prices are going to do in the future (I didn’t give a specific answer). While we don’t have bubble hysteria, many prospective buyers are still wondering about future prices. Here are three truths to consider: 1) We’re now entering our tenth year of price growth; 2) It’s normal for markets to go up and down; and 3) What happened in 2005 isn’t the new template for every future market correction. For more thoughts see my open letter to buyers concerned about another housing bubble.

Uncertainty on the horizon: Housing headlines have been glowing lately, but let’s not get lost in the glory and forget we’re still in the thick of the pandemic and we’ve only scraped the surface of understanding the effect of the pandemic on the economy, job market, local businesses, foreclosures, and evictions. We need time see how all these things pan out.

Elimination of single family zoning: There’s a movement to do away with single family zoning to help create more housing and even undo some of the damage caused by past discriminatory practices such as redlining. In 2019 we saw Minneapolis do this by allowing up to three units to be built on a single family lot, and the City of Sacramento right now is talking about updating their general plan and moving away from unit-based density restrictions. This means instead of typically being able to build just one unit you could build a fourplex instead. For instance, read page 12 of this Sacramento City Council report (pdf).

Racism in real estate: I expect we will see many more headlines about racism in real estate. Much of the conversation has focused on appraisers, but it will likely spread to other professions within real estate too. My advice? Listen, be a part of the conversation, and change as needed. If you are local and want to understand some of the history of redlining and restrictive racial covenants, check out this UC Davis talk by Dr. Jesus Hernandez.

Proposition 19: This California proposition just passed and it allows homeowners over 55 to transfer their primary tax base to a replacement residence. This is a big deal as it can free up mobility for a segment of the population. But the other side of Prop 19 is it’s now not so easy for heirs to retain the tax base of the previous owner. On my end working with heirs I’m hearing lots of talk about selling instead of holding. Though before predicting an avalanche of listings I suspect we’re going to see some creative ways heirs can still retain properties without residing in them. Let’s keep watching.

Affordability: Low rates have helped buyers afford the market more this year, but prices have also risen. At some point the benefit of crazy low rates is going to be diminished by lofty prices and we’re going to see the narrative shift to the struggle of affordability.

iBuyers may have a better year: This year wasn’t pretty for the iBuyer model because companies liked Opendoor and Zillow basically paused their operations during the beginning of the pandemic. Right now in the Sacramento region Zillow owns 32 homes and Opendoor owns 19 homes according to Tax Records. A couple years ago Opendoor regularly owned nearly 100 homes locally for reference. Ultimately the iBuyer model took a step back this year, but expect them to gain a little more share this next year. Let’s keep it all in context though because these companies have only a tiny sliver of the market despite getting tremendous press.

1031 Exchanges: My analysis of local stats shows there are more 1031 Exchanges in an up market than a down market, so expect more of them this year. I’ve seen quite a few Bay Area investors park their money in Sacramento and I’ve seen some Sacramento investors move their money to lower-priced states. Of course lots of big companies such as Tesla have moved out of California recently. While that is a different thing, it’s something to watch because wealthy individuals and corporations are clearly weighing their options for where to park their money and businesses.

Goodbye California: Rising prices since 2012, the ability to work from home, and Boomers on the cusp of retirement will likely fuel more migration this year. Of course other groups will leave for other reasons too. I shared some migration stats last month from the American Community Survey and I’ll share more this year from other sources too. Stay tuned.

Other: What did I miss? What’s on your mind for the year?

RECAP NEXT WEEK: Stay tuned for a big market recap post with brand new visuals. Check out my social media this week for some previews (links on sidebar).

I hope this was helpful or interesting.

Questions: What else do you think will be important in 2021? Did I miss something? I’d love to hear your take.

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An open letter to homebuyers

January 29, 2020 By Ryan Lundquist 44 Comments

Dear Buyers,

Can we chat? I’ve been having SO many conversations about buying in today’s market, so I wanted to stir some thoughts and maybe offer some perspective. I hope this will be helpful.

Things to keep in mind about buying a home right now:

Starter home vs dream home: We all want that pristine HGTV flip, but we can’t expect a dream home on a starter budget. In other words, a first home might not have the best upgrades or condition and it probably won’t be found in the best neighborhood either.

Be realistic: Sellers are prone to overprice and that’s their glaring real estate “sin” so to speak, but for buyers I’d say being unrealistic about what you can buy is a big issue. The dream is to pick up a $150,000 brand new modern home in Midtown, but that’s nowhere close to reality. At times it can be sobering to see what you can honestly afford, but if you’re serious about buying it’s best to get up to speed with that. You don’t want to be like Jim Carrey in Dumb & Dumber saying, “So you’re telling me there’s a chance?” No, there’s not a chance to buy that house with your budget.

It’s okay to be picky and patient: Buyers get flack today for being patient. My sense is buyers are picky about getting into contract at the right price and staying in contract. That’s okay and I think you’re wise for being discerning rather than making a flippant decision (like many of us made in 2005). So take your time rather than being hasty. Just be sure you’re realistic that the home you want actually exists in your price range.

Waiting for the market to crash: Quite a few people say they are waiting for the market to crash. The idea is to hold out until prices are low and then swoop in for something cheap. But if a market implodes you might not be able to buy. The temptation is to talk about a crash as if it’s isolated without any effect on income, jobs, consumer confidence, credit scores, etc… But a crash in prices could mean other parts of the economy and life are plummeting too.

The last implosion: There is real concern about buying at the top of the market and I understand why buyers are hesitant. Just remember the implosion that happened last time isn’t the new formula for every future market change. On one hand it’s normal to see prices go up and down, so we can expect to see prices decline at some point because that’s what markets do. But the severe collapse during the last decade isn’t the new template for the future either.

Timing a market perfectly is hard: It sounds easy to time a market perfectly and buy at exactly the right time, but it’s not so easy to pull off in real life. In my experience most people buy because of lifestyle and being able to afford the mortgage payment rather than being technical about where we’re at in a price cycle. I don’t say this to gloss over a growing lack of affordability or frothy prices in some markets, but only to share a real issue. Your lifestyle is likely to be the trump card here. Where do you want to live? What school district do you want for your kids? Or if the market did decline, where do you want to ride it down? (my friend Mike Gobbi asks this honest question). Realize there is no right time for everyone either. I say it’s best to weigh your goals and lifestyle with current market trends. Does buying make sense for your lifestyle and wallet? If the market did go down, would you still be comfortable with the monthly mortgage payment? Those are reasonable and honest questions.

Bring a strong offer: If you are playing the market, bring a strong offer rather than lowballing. I just saw a Realtor on Facebook talking about a client who wanted to offer at 50% of the list price. Yeah, don’t do that. We all know sellers are smoking pricing crack and they need to come down from their “high” expectations, but at the same time sellers are in tune enough to sniff out offers that have no chance.

Fear of missing out & pressure: I recently spoke with a young man who just graduated college and wants to get into real estate. He asked me for advice since he was worried about missing out on the market if he didn’t buy right now. I told him: “Do what you want and be sure you can afford the mortgage. If you can though, get aggressive first about paying down student debt so you have more freedom for future real estate opportunities.” I mention this because there is often pressure to buy RIGHT NOW when in fact timing might not be right for every individual. For this recent grad, I’ll respect whatever decision he makes, but he won’t lack opportunities in the future if he doesn’t buy now.

Pulling the trigger: At some point you have to decide if buying is right for you. I’ve watched friends obsess over prices for years and become paralyzed in making a decision because they’re so worried about the future. Look, either do it or don’t. That’s entirely up to you and there’s no pressure from me. But my hope is for you to come to a place where you have confidence and peace about your decision rather than being anxious for years without any progress.

Talk to a loan officer: Some people can afford the market but they don’t realize it because they haven’t explored options with a professional. This is why the first step is talking to a reputable loan officer. Find out about different financing options and special programs that might be available. Remember, we don’t live in a world where everyone has to bring 20% to the table either.

Prophets: Everyone has ideas about the future, but nobody really knows what will happen. I’m not saying to ignore trends or red flags, but only to be humble about predicting. Also, realize many who make predictions simply move their prophecies to the next year when they don’t come true.

Other: What am I missing? Please speak up in the comments.

That’s my two cents. I hope it was helpful.

Questions: Buyers, any stories to share? Is there any helpful advice here? What are you most concerned about? What am I missing? Anything to add?

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