Picky first-time buyers losing out on great housing deals

Picky, picky, picky! Are today's first-time home buyers passing up great deals because they insist on flawless "move-in ready" houses requiring little or no changes - even at the starter-home price levels at which shoppers traditionally have been willing to factor fix-ups and renovations into their offers?

Or are they simply reflecting market realities? They see record inventories of houses sitting unsold, and they may not have the money, time or inclination to do fix-ups after making the purchase.

Large numbers of real estate agents consider this a significant and perplexing issue, one that's having a negative effect on the housing recovery. New research suggests that they may be on to something. A survey by Coldwell Banker Real Estate of 300 first-time buyers found that a startling 87 percent said that "finding a move-in ready home is important" to them.

A posting about fussy buyers on the 203,000-member "Active Rain" online real estate network in late February drew strong support from agents nationwide. Holly Kirby Weatherwax, an agent based in Reston, who wrote the original blog post, said in an interview that some shoppers are so picky that they walk out of well-priced houses solely because of relatively minor imperfections such as:

"They're missing out on some excellent, older lived-in houses - it's a shame," she said, "simply because they can't overlook" flaws that would not have bothered shoppers during the previous two decades.

Zillow, a giant Seattle-based online real estate research and data company, suggests that any shift by consumers toward greater attention to home details may be an inevitable byproduct of today's higher down-payment minimums and more stringent loan qualification requirements.

According to Zillow researchers, the median down payment in 11 major metropolitan areas has jumped to 20 percent, compared with "close to zero" in some of the same areas just five years ago. In other words, first-time buyers today have to put a huge effort into coming up with their down payment, and they want to make sure that equity investment goes into the house that will need the fewest and least-costly upgrades. Also, Zillow spokeswoman Katie Curnutte said, shoppers in 2011 "are really in the driver's seat. Nationally, buyers who purchased homes [last] December paid 4 percent less than the asking price. That points to a lot of room for negotiating and opportunities for buyers to be choosy."

Some agents suggest that buyers today tend to be hipper and more sophisticated about home design, furnishings, floor materials, countertops and appliances because they are exposed to far more information on cable TV than earlier generations. Michael Jacobs, a Coldwell Banker agent in Pasadena, Calif., says cable channels such as HGTV "certainly have opened the eyes of more buyers" to design and presentation details. He said he's held open houses where young buyers walk in and say immediately, "Oh, this house has been staged" - an observation virtually unheard of years ago.

But constant exposure to cable design shows may also be fostering a lack of realism on the part of some shoppers, according to agents. Cindy Westfall of Prudential NW Properties in Lake Oswego, Ore., said the shows have "given some buyers the impression that all homes should have granite counters, stainless steel appliances, etc. There are a few [shoppers who] want all the bells and whistles of that $500,000 house for $200,000, and no amount of talking to them on the realities can change their minds."

In an interview, Westfall said she recently had a buyer who was interested only in older houses under $200,000 - starter-home price territory - but who wouldn't tolerate even the sort of minor imperfections and nicks that older houses typically display.

"The fact is," Westfall said, "you just can't have it all. You can't have the big yard, the top-line updates and all that in a starter home. You've got to compromise somewhere or else you'll never buy anything."

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Cash deals raise January sales of existing homes, report says

Sales of previously owned homes increased nationwide in January, driven by all-cash purchases that suggest investors are chasing after foreclosures and other bargains in an ailing housing market, an industry group reported Wednesday.

Sales rose 2.7 percent from December, to a seasonally adjusted 5.36 million, the National Association of Realtors reported. The purchases - which include single-family homes, condominiums and townhouses - were up 5.3 percent from a year ago.

Although the figures reflect an improved economy, they also capture some of the underlying weaknesses in the housing market, namely the persistently large number of foreclosures that continued to drag down prices in January and attract investors.

Foreclosures and other distressed properties made up 37 percent of homes sold last month, the group reported. The cheap homes lured investors, who accounted for 23 percent of buyers, up from 20 percent the previous month and 17 percent a year ago.

As more investors entered the market, all-cash purchases surged to their highest level since the group started tracking the numbers in October 2008. The increase suggests that stringent lending rules are shutting out traditional buyers and empowering people with hefty sums of cash to close deals, said Lawrence Yun, the group's chief economist.

But the January sales numbers may be deceptively high, said Mark Vitner, senior economist at Wells Fargo Securities.

After reports of widespread paperwork errors surfaced in October, many major lenders temporarily halted foreclosures. Some have since lifted the freeze. "Sales that would have normally taken place in October, November and December got pushed into January," Vitner said.

None of this bodes well for home prices, because foreclosures tend to drag down values. The median price nationwide fell 3.7 percent, to $158,000, in January, the Realtor group said.

Many economists said that if the economy takes a turn for the worse or oil prices rise significantly because of political turmoil in the Middle East, consumer confidence could wane and home sales could plunge.

Some economists also cast doubt on the Realtor group's numbers, suggesting that they were inflated because of its methodology. Most recently, mortgage research firm CoreLogic said the sales results could have been overstated by 15 to 20 percent in 2010.

Yun said his group will review data from the past few years.

He acknowledged a possible "upward drift" in the numbers. The sales data are collected from local multiple listing services. A Realtor, for instance, may advertise a home in two neighboring cities. When the home sells, the transaction may be counted twice, he said.

A decline in homes sold by owner may also distort the numbers, Yun said. Multiple listing services include mainly properties advertised by Realtors. As more sellers have turned to Realtors in recent years, the increase may register as an increase in sales when it is only a rise in transactions by Realtors, he said.

Yun cautioned that no housing data is flawless. The CoreLogic data, for instance, came from court records. As the recent foreclosure paperwork debacle shows, not all court records are accurate.

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