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YouTube’s “The Horror or Realtors”

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Home Price Declines Hit New Records: What Can the Industry Do?

The question for the real estate industry to grapple with in the midst of the credit crunch is how can we help struggling homeowners in severely depressed markets such as Las Vegas, Phoenix, Miami, Los Angeles and San Francisco?

According to a recent Standard&Poors/Case-Shiller home price index of the top twenty metropolitan area home values, we are seeing record declines. Get a copy of the report.

Here’s the breakdown synopsis (source: Standard&Poors/Case-Shiller) (arrow highlights by REALonomics):

In these and hundreds of other markets, home value declines are taking a toll on individuals and families whose financial security is predicated almost entirely on home ownership.

There are at least three things local real estate companies in partnership with mortgage and title service providers could do for struggling homeowners.

1. Set up financial support workshops led by experienced brokers/agents designed to coach homeowners with respect to their property values, the current trends, their specific mortgage situation and how to take positive steps to stay in their homes unless they absolutely must sell at this time. Such workshops should utilize skilled mortgage service counselors (not loan officers) who can give them answers;
2. Real estate agents in troubled markets should be literally returning to the old practice of knocking on doors, not to get listings but to meet homeowners as “Property Consultants” to discuss specific home values within their neighborhoods and offer advice. In addition, brokerage firms should deliver resource information to homeowners that will advise them about market conditions, refinancing and other information they need;
3. Brokerage firms should turn a portion of their print media budget and Internet costs toward creating blogs that are specifically administered by trained “Property Consultants” who can interact with property owners and deliver solid advice in real time.

During the next 24-36 months brokerage firms who want to build and retain consumer loyalty and predisposition should take a serious look at engaging in the creation of a group of “Property Consultants” who engage homeowners who are facing uncomfortable times.

Such an emphasis sends a powerful signal to consumers that we are serious, skilled, well trained, competent and knowledgeable professionals who can and will assist them with any property question they have, including financial counseling.

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The Anniversary of My Ignorance

Some things just stick in our minds. There are certain tiny memories that implant themselves in our memory banks and take up residency for reasons unknown to us at the time.

Such was the case for me in September, 2005.

That was the month and year that I first noticed the beginning of the waning of the real estate market. Not that I was too concerned, having sold my company in April of the same year. The market reports and online articles that typically flood my computer screen seemed different than those to which I had become accustomed. I noted the change and went on. “Oh well,” I remember thinking, “just a statistical blip…a temporary abnormality.”

Little did I know that this would be the anniversary of my ignorance.

In the Summer of ‘05

In ‘05, the market was ablaze, sales were happening, loans were funding and people were still entering our industry in unprecedented numbers. The gold rush was on!

Within and throughout the real estate industry there was attitude. We were strutting our stuff like peacocks in a 4th of July parade. Companies had shattered their all time sales records. Being a million dollar agent was akin to being in preschooler. We were producing $10 million, $20 million and even $50 million dollar agents, like water from an open spigot. Agents had become accustomed to $100k, $250k and $500k incomes after a couple of years in the business. Most of them spent every cent of it on guess what? Real estate.

But now, looking back, I’m asking myself, was there too much pride, too much self-confidence? Were we shackled by our lack of clear thinking and proper vision?

Were we engaging in ignorance? Were we flirting with a dangerous kind of collective ignorance?

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