Can the direction a home faces affect its value? That’s one of the topics we dig into today. This interview hits on some big themes such as moving back to the Bay Area, job cuts, and new homes starting to be priced lower than existing homes (pay attention to this). Today, I have a Q&A interview to talk about Folsom Ranch with Ahrash Zamanian. I’d love to hear your take in the comments.
UPCOMING SPEAKING GIGS:
9/10/25 Windermere Sacramento
9/16/25 Culbertson & Gray (private)
9/18/25 Realty One Group (ROG Talks) register here
9/24/25 Keller Williams Roseville
9/25/25 Further Together (register here)
9/26/25 PCAR
9/30/25 Elk Grove Regional MLS Meeting
10/15/25 EDH Coldwell Banker (private)
10/21/25 Orangevale MLS Meeting
10/23/25 CREB Meeting (TBA)
10/24/25 Fusion Rally in Denver, CO
11/4/25 SAR Main Meeting
12/9/25 Downtown Regional MLS Meeting
12/10/25 SAFE Credit Union (TBA)
1/14/26 Windermere EDH / Placerville
NOTE: Once in a while I do a Q&A with a local professional. This is not a paid spot and it’s not done to highlight an individual either. It’s only when something has piqued my curiosity and contributes to discussion for everyone’s benefit. If you ever have ideas that might work for a Q&A, let me know.
Q&A INTERVIEW WITH AHRASH ZAMANIAN
Ryan: Tell us about yourself briefly, and how did you get into real estate?
Ahrash: I’m actually a full-time engineer by trade, but I’ve always loved connecting with people and had a deep curiosity about homes and neighborhoods. I got my real estate license back in 2017 — honestly, just for fun. But after landing my first listing, something clicked. I realized how much I loved the strategy, the relationships, and the opportunity to help people make huge life moves. What started as a side hustle quickly turned into a second career I’m passionate about. Today, I’ve helped over 100 families buy and sell in Folsom Ranch and beyond.
Ryan: For those that don’t know Folsom Ranch, give us the scoop on the neighborhood.
Ahrash: Folsom Ranch is one of the fastest-growing master-planned communities in Northern California. Located south of Highway 50, it features new construction from builders like Lennar, Taylor Morrison, TRI Pointe, and more. You’ll find everything from starter homes to luxury options, along with brand-new schools like Mangini Elementary, multiple parks, and miles of trails.
What really sets it apart is the lifestyle — buyers are drawn to the modern homes, energy efficiency, and fresh infrastructure. I also run the neighborhood magazine (Folsom Ranch Living) and host community events that bring residents together, which has helped shape a real sense of pride and connection here.
Ryan: What sort of challenges are you seeing with new construction in the region right now? This year builder volume is down 21% year-to-date from last year.
Ahrash: Affordability is a big one — not just the sticker price, but the true cost of buying new. Between lot premiums, design center upgrades, solar, and landscaping, the final price can be a lot higher than buyers expect. And we’re seeing fewer builder incentives than we did a year or two ago, which adds pressure.
There’s also limited inventory in larger floorplans, and longer build timelines in some cases. On top of that, resale homes often come fully landscaped and move-in ready — so builders are competing against turnkey convenience.
Ryan: Who has been buying in Folsom Ranch?
Ahrash: Early on, we saw a lot of Bay Area transplants — people taking advantage of remote work and wanting more for their money. But recently, there’s been a shift. With return-to-office policies, more local buyers are stepping in: renters who want to become homeowners, families upsizing, and people looking to enter the Folsom school district. It’s become a very intentional move for most buyers — not just a COVID-era impulse.
Ryan: I know we have to be careful about talking about ethnic backgrounds in real estate, so is there a way you can you give us a window into what buyer preferences look like in Folsom Ranch?
Ahrash: What we’ve seen is that certain design elements and layout features are more desirable based on lifestyle needs. For example, a downstairs bedroom with a full bath is huge for multigenerational families. Buyers also place a lot of value on east-facing homes, open-concept layouts, and spacious kitchens for large gatherings.
We’re seeing increased awareness around Vastu or Feng Shui principles too. These aren’t niche preferences anymore — they’re influencing how homes are priced and how quickly they sell. Understanding those subtleties helps sellers position their home better and buyers find what truly fits.
Ryan: Tell us more about south-facing homes.
Ahrash: One of the most important — and often overlooked — buyer preferences in Folsom Ranch is home orientation, especially when it comes to south-facing homes. Whether or not a buyer personally cares about direction, the market clearly does, and the data shows it.
South-facing homes are often the ones sitting longer, and they’re frequently what builders offer as quick move-ins with large incentives. They tend to be more common in builder inventory, which makes them less unique. As a result, even if orientation isn’t a factor for a particular buyer today, it will impact resale value and days on market down the line.
In contrast, east-facing homes — along with homes that offer better light, energy efficiency, or alignment with cultural preferences — tend to sell faster and at stronger price points.
Beyond orientation, buyers here also prioritize functional layouts like open-concept living, large kitchens, and downstairs bedrooms with full baths for multi-generational living. These preferences shape not just how homes are marketed, but how they ultimately perform.
Ryan: That is fascinating and something to keep on the radar when it comes to comp selection. My real estate antennas are definitely up about this. For any readers, this is a good reminder to always look to the comps to understand the market. And realize that buyer preferences can change over time too.
Ryan: What effect do Intel layoffs have on the neighborhood market?
Ahrash: Intel is a big name in the area, so any layoffs naturally raise concerns. But in Folsom Ranch, the direct impact has been moderate. Many Intel employees who bought here have equity and low interest rates, so they’re not rushing to sell. The bigger effect is psychological — layoffs can make buyers cautious, even if they’re not directly affected.
That said, the buyer pool in Folsom Ranch has diversified. We’re seeing more dual-income households, business owners, and remote workers, so the market isn’t as dependent on any one employer as it used to be.
Ryan: How is the return to office trend showing up in the neighborhood?
Ahrash: A large portion of current sellers are those who moved to Folsom Ranch during COVID — often from the Bay Area — and are now being asked to return to the office multiple days a week. The commute just doesn’t make sense anymore, so they’re making strategic moves closer to work.
Ryan: How is the new homes market affecting existing homes in the neighborhood?
Ahrash: New construction is definitely putting pressure on resale homes, especially when builders offer rate buydowns, closing cost credits, or agent incentives. One major edge new construction has is flexibility. If a buyer doesn’t like the cabinets or flooring in a resale, they can go to a builder and customize it to their taste — often within their budget.
That said, resale homes offer completed landscaping, window coverings, and upgrades — things builders charge a premium for. Also, larger resale homes (3,000+ sq ft) are in high demand right now because there aren’t many new build options of that size. The homes that are truly move-in ready and well-priced are still selling.
Ryan: It’s been a tough year for builders in 2025, but July was actually a very decent month of volume. This tells me concessions and price drops are working. This was a rebound month for builders, and we’ll see if it continues.
Ryan: I’ve noticed new construction in other parts of the region starting to be priced lower than existing homes. Are you seeing this in Folsom Ranch also?
Ahrash: Yes, that’s absolutely happening in Folsom Ranch too — especially in the under-3,000 sq ft category. Builders are starting to price aggressively to move inventory, and in some cases, their base prices come in lower than what resale homes are listed for. But it’s important to note that base price doesn’t tell the whole story.
Once you factor in lot premiums, upgrades, solar, and the fact that most quick move-ins come without landscaping, the total cost often climbs fast. That’s where resale homes have an edge — they’re typically fully landscaped, come with window coverings, finished garages, and sometimes significant interior upgrades.
That said, it still creates a challenge for resale listings. Buyers walk through a brand-new model home with incentives and builder polish, and then see a resale that might need touch-ups or doesn’t photograph as well. So yes, we’re definitely seeing downward pressure from builder pricing — but smart resale sellers can still compete by focusing on uniqueness, move-in readiness, and pricing correctly from day one.
Ryan: Which homes are sitting? Which ones are moving?
Ahrash: Homes that are sitting tend to be south-facing, under 3,000 sq ft, and especially around the 2,000 sq ft mark — simply because that’s where the most builder competition is. When buyers can get a similar layout from three different builders, it’s hard for a resale to stand out.
Homes without downstairs bedrooms or full baths are also slower to move. And ironically, homes that are overly upgraded can struggle because buyers feel like they’re overpaying for someone else’s taste.
What’s moving? Homes with uniqueness — over 3,000 sq ft, big lots, views, decks, or special features. If it stands out and solves a need, it sells.
Ryan: Are there certain price points or builders doing better than others?
Ahrash: Yes. The $900K–$1.1M range is performing best, especially for larger, finished homes. TRI Pointe’s Sendero is getting attention because it’s new and starts in the low $600Ks, which feels like value.
But overall, there aren’t many builders left in Folsom Ranch. Taylor Morrison is closing out, and the builders with 3,000+ sq ft homes are often priced near the freeway, with high Mello-Roos, HOA fees, and property taxes. Some are asking $1.8M+ for homes that aren’t even landscaped or upgraded — and buyers are realizing they can get almost custom homes on the other side of Folsom for the same price.
So, resale is starting to look more attractive again — especially for value-conscious buyers.
Ryan: Do you think residents feel like Folsom Ranch is part of the city?
Ahrash: At first, there was definitely a feeling of separation. It was new, raw, and disconnected. But that’s changed quickly. With Mangini Elementary open, multiple parks in place, and thousands of residents moved in, this side of town has become a core part of Folsom’s identity.
And with older parts of Folsom aging, buyers are noticing the difference. Folsom Ranch offers newer infrastructure, more modern layouts, and a clean, cohesive look.
I’ve also made it my mission to help build that sense of community — through Folsom Ranch Living magazine, neighborhood events like our Pumpkin Patch and Breakfast with Santa, and helping connect residents through WhatsApp groups and local initiatives. People aren’t just buying homes here — they’re building lives.
Ryan: What’s one thing you want the real estate community to know about Folsom Ranch?
Ahrash: Builders matter. Too many agents try to run comps without understanding that a KB Home and a Lennar aren’t the same — that’s like comparing a Toyota to a BMW. Builder quality, upgrades, lot size, landscaping, and even orientation all influence value. You can’t just look at price per square foot and call it good.
Folsom Ranch is a hyper-local, high-variance market where surface-level pricing doesn’t cut it. If you’re going to work here, you need to understand the difference between a home on a premium lot versus one that backs to future construction. You need to know which builders are finishing out, where incentives are shifting buyer behavior, and what features matter to this specific buyer pool.
The agents who get it — win. The ones who don’t? They lose listings, leave money on the table, and miss the full picture.
Ryan: Thank you for your time and insight today. Everyone, please visit Ahrash on Instagram and pitch in any insight in the comments.
CLOSING APPRAISAL THOUGHTS
It’s so important to understand the motivation of buyers in particular locations and price points. So, if facing a certain direction can matter, let’s keep that on the radar as we choose comps and consider value. But remember, buyer preferences are a moving target that can change over time, so it’s key to not impose ideas on the market. Also, this might not really be much of a thing in some area at all. The goal is to weigh the comps and let them speak to us. Lastly, when it comes to new construction, it’s important to watch the brand-new market and adjacent existing market. I think one of the most challenging homes to sell right now is the almost new home that may struggle to compete with builders in terms of both incentives and price.
Thanks for being here.
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