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Jeremy Larkin and The Larkin Group @ Keller Williams Realty can be reached by calling 435-767-9821, or emailing email@example.com.
Mike: KDXU news time. It is 8:35. Good morning and welcome. Southern Utah morning news. Your time once again for another look at the St. George Real Estate Morning Drive as we check in wit the voice of St. George Real Estate Jeremy Larkin.
Jeremy: Good morning, and I hope you are driving, all of you out there driving somewhere important. What time did you all get up this morning, guys? Chantry, I want to know about you. 4:30? Mike, that mic is not live and I just said Mike twice. I love it.
Chantry: How about now?
Jeremy: Mike, we have been talking about the mic. And Mike says the mic is live. All right. Love it. 4:30.
Chantry: I know. Everyday. I cannot help it.
Jeremy: What time do you go to bed?
Chantry: Early. Like I am in bed by nine.
Jeremy: Okay, Mike, when did you get up? I want to know. He is not on the mic, but he is going to tell us. How early was it, Michael?
Jeremy: 4:45. He got up in 15 minutes, Jeriah. What have you got?
Jeriah: I cannot compete with that. Six o’clock.
Jeremy: Yeah, you know what? 6:30 for me. I have got Andy. Andy is the new guy in the studio today. We do not even have him on. Andy, when did you get up? Like seven. He was five. Okay. So he did not roll in here. Jeremy Larkin here. We have got the St. George Real Estate Morning Drive. I thought we should find out when everyone got out of bed this morning. Actually, the problem is I was not asleep, so I spent much of the last two hours of the morning thinking about, you know the psychology?
Jeremy: I should go to sleep. What is going on?
Chantry: Stressed yourself out. Yeah.
Jeremy: I do not know what is happening. Something must be weird. I do not know. Is the house going to cave in? Is my kid alive? This is the stuff that goes through your head. Right? Finally, at 6:30 I said maybe I should just get myself up, and that would help it. Jeremy Larkin, host of the St. George Real Estate Morning Drive. The voice of St. George Real Estate. Happy to be with you all this morning. It is raining, and it needs to be raining, by the way. We are in St. George, Utah, and if it does not rain and it does not snow for everyone who is bellyaching this morning, I am going to tell you something. There is not going to be any economic development because they are dry.
Andy: Yeah, water is a big thing. We need it for sure.
Jeremy: It is huge deal. So I have some friends, close friends and family, oh the rain. This is just the worst thing. You have to realize that in late January or February, and typically during the Parade of Homes –
Chantry: I was going to say it is going to wait until the parade, doesn’t it?
Jeremy: Typically, during the Parade of Homes it is going to rain for three straight days, but these are these soaking rains that give us the moisture that we need to run this community. So we are happy to do it. Today is January 17, 2019. I do not know how many times you all put 2018 so far on whatever your putting dates on, but I have definitely had a couple.
Chantry: Oh yeah, lots of times.
Jeremy: Well, yeah, you are doing mortgages. I have got Chantry Abbott here who is one of my very close friends and just an absolute amazing home mortgage lender. Someone who, he and his team, Steven Stout and the people at Guild Mortgage, they help people get the money they need so they can buy a home. And I have been having such fun discussions with my kids lately, my 12 and 13-year old. Because they will be like, Dad, how do you buy a house? What a great question. Dad, you do not have $300,000 laying around, do you? Well, no I do not. And then I get to talk about –
Chantry: That is cool.
Chantry: I have not done it for a while, but even a handful of years ago I had a college professor that taught finance. I would go teach him about credit even at the college level. That was kind of fun.
Jeremy: Oh yeah, it is. Right?
Chantry: Even now, adults do not have a clue yet still. Unless you have bought one, there is just no way to know.
Jeremy: There is no way to have any real kind of concept of that. So I have this conversation with my boys. Well, no, most people, some do, what percentage of deals are cash right now?
Chantry: I have heard like 40%. It is a lot.
Jeremy: It is a lot.
Chantry: We are always higher. The national average is probably more like 25.
Jeremy: It is a lot of cash deals, man.
Chantry: Southern Utah has always been high, right. Just because it is a big retirement, selling homes in California, it has always been a high cash market.
Jeremy: Right. Right because, and Jeriah says he is surprised. And if you think about this for a minute, gang, and we are going to introduce him better momentarily. A lot of these folks they have a home. Regular people, ooops, I knocked that right off. Regular people have a home in California. A regular home. Like regular folk, as they say. They buy a house for $250,000, $450,000. It now appreciates to $850 or a million and they go to sell it. They have been paying the mortgage down for 15 years.
Jeremy: And they show up in St. George with $500,000 in their hands. Right?
Jeremy: And they look, it is different than you think. And they look really rich. Like man, these rich buyers from California. A lot of these people are regular people just like me and us and our listeners. These are not people who are so independently wealthy. They are just folks who bought at the right time, they held real estate. We have been talking on this show for five years that it is such an incredibly better decision. Chantry, you probably heard us talk about, maybe you have been on here, the average net worth of a homeowner over 60 years old, over 64 years old is $300,000, and the average net worth of a renter over 64 years old is five grand.
Jeremy: That is what Keeping Current Matters put out.
Chantry: When you speak about the average, a lot the California people –
Jeremy: There is no net worth.
Chantry: The average buyer typically what we see is they are retired on a pension. We get a lot of firefighter, retired policemen, school teachers, five grand a month pensions, not very good in Southern California, but here it is pretty good. They can do well.
Jeremy: Yeah, you are not doing anything in Southern California.
Chantry: So that is what happens is –
Jeremy: That is your property taxes.
Chantry: — they have to change.
Jeremy: So I have got Chantry Abbott here with Guild Mortgage. We have got Jeriah Threlfall. I love saying your name, and everybody does. I got up this morning and I just said it a lot of times so it could be easy. He is with St. George Economic Development. Do we call it the Economic Development Council anymore?
Jeriah: Yeah, sometimes we do. Economic Council office. Anything works.
Jeremy: I am going to put into my English, and I am going to let him correct me. But these guys work with really pushing healthy growth for St. George, and what we are talking about is economic development. Right? Bringing businesses in, especially value-added businesses. I am going to have define that momentarily for our listeners.
Jeremy: And the reason I speak with fluency, right, because, you might remember, but my first career was with Gilbert Jennings and Larry Gardner. That was my first real career doing Fort Pierce Industrial Park. I got a lot of experience at the time. Scott Hershey. But these guys are looking to bring commerce to Washington County, jobs to where we live. So define value added, Jeriah, for us. What a value-added business is.
Jeriah: To keep it simple, historically, we have always looked for people that make something in our area and then it sell it to someone outside of our area.
Jeriah: Just a really dumb-downed version of value added. We try to look for people who are not competing with established businesses in the area, and then recently, we have expanded as well. We are also looking for professional. We are having some good success going and recruiting, for example, like small engineering firms out of California.
Jeriah: Need a place to relocate. It is interesting you were talking about a pension. Five thousand a month pension does not do as much for you in California as it does here. We have got companies where their engineers are making $160,000 a year –
Jeremy: Good grief.
Jeriah: — and they cannot buy a house.
Jeriah: And they live four hours from the coast. It is not, they are not trying to buy a beach house.
Jeremy: Yeah, they are not on the water.
Jeriah: They are in a climate that is almost exactly like ours. Kind of a high desert. They cannot afford. The older, the people who have been at the company 20 years or so, they have their houses. They are okay. But the people coming out of college, unless the husband and the wife are engineers, they cannot buy a house at $160,000 a year.
Jeremy: Is that wild, Chantry?
Chantry: That is wild. Yeah. How many people in St. George do I meet that are making $160,000 a year? That is very few.
Jeremy: How many? How many a year? What percentage?
Chantry: A handful. Less than 1%.
Jeremy: Less than 1% that come through your mortgage office are making 160. Combined incomes.
Chantry: Yeah, probably combined household. Yeah.
Jeriah: Yeah, one of the companies that we have been working with is in Paso Robles. I think their median home price is like 675.
Chantry: So 675, what would you say ours is?
Chantry: 300. So yeah, more than double.
Jeremy: They might see 330 but 300 realistically. Because the median is the middle. Right? And Jeriah makes a great comment here about value-added companies. So for instance, Olive Garden is not a value-added company. Right? Because it is almost like to tell people, show people what it is not.
Jeremy: Talk to me about a company that is coming to St. George. Let’s talk about the economic summit from a week ago and then we can put this in perspective.
Jeriah: People who are coming right now? We have got a lot of people we are working with that we are still under confidentiality agreements with.
Jeremy: Okay, what type of business?
Jeriah: If you look at someone who presented at the summit was Ram, the Ram Company.
Jeriah: Textbook. They are value added. They make their solenoids and their aircraft parts and all these things and they sell them all over the world. So they are taking money from other local economies and bringing it in to our economy.
Jeremy: Versus coming in and saying well, we are competing with all the other companies locally. They are really not.
Chantry: So value added, let me understand that one more time. They do not compete with somebody local.
Jeriah: They can and still be value added. We try. We are not going to go recruit someone who does the same thing Ram does.
Chantry: Ideally, not competitive, but (indiscernible)
Jeriah: For us. Yeah.
Chantry: But the main thing is they are exporting outside of our area, so they are bringing money into Washington County that Washington County is not paying for.
Jeriah: Fresh dollars.
Chantry: Wow. That is cool. I love that, too.
Jeremy: I love that. Fresh dollars. That is a good way to say it.
Chantry: I have known Jeriah for years. I have been to the Economic Summit for years.
Jeremy: You did his mortgage loan. Right?
Jeremy: He did. Yeah.
Chantry: And we get this all the time. I get this all the time.
Jeremy: Even Jeriah had to borrow money to buy a house.
Jeriah: Just a little bit of it.
Chantry: People always say I wish St. George would get some jobs. It is like it is not lack of effort. It is just probably a long road.
Jeriah: It is.
Jeriah: It is, and it is interesting that when the economy is down people are nervous to make a move because they are like things are down right now. And right now, we are facing the battle that the economy has been good for so long that people are afraid it is going to go down. And so, time is huge. We have got companies that have relocated to the area. Most of them have made initial contacts with us two years before. Sometimes you get a really quick one on a smaller-sized business, but we have got 13 projects in our pipeline right now.
Chantry: What do you guys do to help the company?
Jeriah: It depends on how sophisticated they are on their own end. If they are a bigger company, they will have their own, like Family Dollar that just recently came here. They have their own site selection team. So, we help them. We make connections for them. We help line up state incentives, local incentives, anything we can do to help.
Chantry: So some of these companies can get state government incentives or local –
Chantry: — money to help them come here.
Jeremy: And this is kind of cool. I am just throwing a thought in here. So, Family Dollar comes to down. Do you remember what they spent on that land? I am trying to remember. It was a ton.
Jeriah: It was a lot. It was right before my time, but it was a lot.
Jeremy: It was. So they come into town. They buy the land, which pumps tons of money in the economy.
Chantry: Yeah, think about how much that cost you.
Jeremy: They built this massive facility, which pumps tons of money into the economy. They create jobs. Right? Which is creating jobs. Then the facility is now using, has usage, uses things. It uses power, and of course, one of the number one reasons that these companies go to Fort Pierce is, Jeriah, drum roll, please.
Jeriah: Cheap power.
Jeremy: Cheap power.
Jeriah: Very reliable. Very good power.
Jeremy: Cheapest or second cheapest power grid. Was that what I remember?
Jeriah: In the nation. Yeah.
Jeremy: In the nation. Is that crazy, Chant? Dixie Escalante.
Chantry: So that is a big reason that they are coming.
Jeremy: Huge reason, man.
Jeriah: We are working with a company right now that is in Southern California. On this on, southern California helped us by taking their building for eminent domain.
Jeremy: They kicked them out.
Jeriah: So they are in a building they do not like right now. But yeah, just what we can safe them in power will cover the lease on a building here.
Jeremy: Could you imagine? Think about that. Just what they save in power, and that is Dixie Escalante right out there on Brigham Road in Bloomington.
Chantry: So I am just a mortgage guy. That is all I have done my whole life. I do not know any of this stuff. That is really interesting, I think, for the average person that is not involved in the development to think that the county is actually trying to give money, finding ways, grants, to bring these businesses. It is a tiny, tiny investment for the return the county is going to get probably.
Jeriah: The way I think about it is 90% or more of all incentives that are given are actually just a return on the property tax that they are going to pay. So you take a vacant piece of land and whoever owns it is paying $2000 a year on property taxes. Making up easy numbers.
Chantry: Because they are just being taxed on the value of the land –
Chantry: — which is not a lot.
Jeriah: Then you go throw a million-square-foot building for Family Dollar –
Jeremy: A million square –
Jeriah: — and all of it that entails and all of their equipment and everything, and now, they are not only paying $2000 in property tax. Maybe they are paying $100,000. So the incentive actually isn’t cash typically out of anyone’s pocket. They pay that property tax and say we, however it gets approved. I think each project, depending on the jobs they bring it and everything—
Jeriah: They may get 20% of that property tax back for the first five years. So it is not even new money. It is not taking –
Chantry: That is crazy.
Jeriah: — money out of our coffers, so to speak.
Chantry: The crazy part is we are making our money back on the property taxes. You did not even mention that. You mentioned jobs and employment –
Jeremy: Yeah, property taxes.
Chantry: — and building the building and all those other cool things that go along with it.
Jeriah: The companies that, I say we, Scott was here forever.
Jeriah: For those that know Scott Hershey. He was here for 20, 21 years before I came in when he retired. The companies that our office has brought in over the last 25 years, the property tax, we went through just for fun once and added it all up, and then allocated it out. And for example, just those companies that we helped, let alone all the rest, contribute about $750,000 a year to the school in property taxes.
Chantry: And all property taxes are county-driven, right? Each city gets a little click, but you are mostly talking about the county?
Jeriah: Yeah, so the county gets, say out of this, I cannot remember the numbers. I should have brought them. Say it is a million dollars, just for easy, that these companies that we brought in pay in property tax per year. The county would get about $20,000 of that. Most of those companies are located in St. George, so they would get about $75,000 say. The school district, the library, the mosquito abatement gets like $2000 a year. All the different tax amenities, the water conservatory district gets some. Any taxing entity gets their portion –
Chantry: Very cool.
Jeriah: — and that is all set by, that is all pre-set.
Jeriah: When you look at your, when you get your property tax bill, you can go and look at the same thing. It says right on it what percentages, what multiplier, how much goes to the school district, how much goes to the –
Chantry: Jeriah is the monopoly man on a county level.
Jeremy: He is. He actually is. Utahopoly or whatever it is. You guys, I am going to ask both of you. So Jeriah is with, of course, St. George Economic Development. Chantry Abbott is a great lender here in town, and Chantry was at the economic summit last week. I was not. I was here. So give me the highlights. What do you feel like the highlights were? And Chantry, speak up, too, because you attended.
Jeriah: For me, the highlight was all the technology worked and there were no glitches because that is what I sit there and worry about the whole time. If the mics quit working or everyone has videos. It just stresses me out.
Jeremy: How many people attended, by the way?
Jeriah: About 900.
Jeremy: So you have got 1000 people almost. All of them on their phones. All of them on the free wi-fi.
Jeriah: Yes, we have issues before but the Dixie Center has upgraded and it went flawlessly this year as far as the technology goes. But I really felt like the keynote speaker in the morning, Shawn Nelson, the CEO of Lovesac –
Jeriah: — just absolutely killed it.
Chantry: He nailed it, man. It was awesome. I loved it. He was my favorite part, too.
Jeremy: People said he was great.
Chantry: He is just very like super down-to-earth guy. Even kind of had some funny photos. You know the 10-year challenge that is going around right now?
Chantry: Before the 10-year challenge last week, he had like three photos of him of when he was on, in fact, he was on a show with Richard Branson.
Jeriah: Yeah, the rebel billionaire.
Chantry: And he actually –
Jeriah: — with the bad hair. He kept saying –
Chantry: He wore it and had like, I want to describe whose hair, but I, it is like bleached, really long, like down to his shoulders, kind of a chubby-faced looking 20-year-old basically when he started this thing. It was cool.
Jeremy: Oh man. Boy-band hair.
Chantry: Yeah, and he is just making fun of himself, just really easy going.
Jeremy: Who are we talking to? It is his brother-in-law. Who are we talking to this week?
Chantry: Jeremy Back.
Jeremy: Jeremy Back. Thank you. It is Jeremy Back’s brother-in-law. Jeremy Back is my, really the only other Jeremy really in real estate right now, and the CEO of our brokerage.
Jeremy: It is his brother-in-law. Classic. Okay, so Shawn Nelson was awesome with Lovesac.
Jeriah: Yeah, he really was amazing.
Jeremy: What is a takeaway from him?
Jeriah: His message is incredible as far as the sustainability of their business model. But the thing that I got the most I went home and told my kids that are little, inspiring entrepreneurs is that he never gave up. His first order was for 12,000 lovesacs, and he did not have a way to make them. So he went and got an agricultural loan and bought a tractor and a haybuster and used that to shred foam. So he got a USDA agricultural loan, drove it to downtown Salt Lake, parked his tractor outside the building, ran a pole in so he could turn the haybuster and shredded foam to make this order.
Jeremy: This is so good, man.
Jeriah: He had to put a ticket to Shanghai, China on his credit card so he could go order the fabric.
Jeriah: He did not know he could speak Mandarin Chinese thanks to his mission.
Jeriah: So he was able to negotiate better than the average 20-year old.
Jeremy: Oh heavens.
Jeriah: It was incredible.
Jeremy: This is good.
Jeriah: It was a great story.
Chantry: Same thing and then I think the order wanted, the first company wanted a $60,000 deposit, which he did not have $600.
Chantry: For the order. Right?
Jeriah: To the factory, the Chinese factories.
Chantry: He said well I am Lovesac, and I have never had to pay a deposit.
Jeremy: He put it out there.
Chantry: And they thought wait a minute. So they gave him the money because he just acted like he had it figured out.
Jeriah: The factory needed 60,000, so then he called the people who placed the order and he said yeah, I need the 60,000 deposit. They are like we do not do deposits. He is like well we have never done one without a deposit.
Chantry: I am Lovesac. I have never done a deal without a deposit. Which is true because he had never done a deal.
Jeremy: This is pretty funny.
Jeriah: He kept saying we are the best not beanbag company in the world. It was like him and his cousin.
Jeremy: Wow. I have to tell you that it is super helpful to me just a couple of thoughts you just shared there.
Chantry: And the journey he went through I think was the point Jeriah was making. Knowing how hard it was, would you start over and do it again? I do not know. It was, was it 20 years in the making and he has had a lot of, he has failed a lot of times and had a few really crazy successful moments.
Jeriah: Yeah, he showed pictures of the Lovesac Limo and then the restructuring and then the ups and downs. But the thing that I kind of relate everything to my kids and how interested they are in things. And the thing that I told them that I was really impressed with is that he had an idea and he got off the couch and did it. And that is his slogan is get off the couch, and it makes sense because get off the couch and onto a Lovesac, but it is also a life creed. How many 18-year-old kids, he tells it he was just sitting around eating a bowl of Captain Crunch like a week after school, and he was like how cool would it be if I had a beanbag that was as big as from me to the TV? And then he was like I am going to get in the car and go to Joann Fabrics and make a big beanbag.
Jeremy: We are going to do it.
Jeriah: And now he is the CEO of a publicly-traded company based off getting off the couch for that one good idea.
Jeremy: Yeah, a northern Utah kid.
Jeremy: Born and raised in Utah at the risk of the risk. A Mormon kid. Right? They are not Mormons anymore. It is the Church of Jesus Christ, but truly a local kid. Not Richard Branson. Right? Not Bill Gates. Not Seth Godin, one of the great thought leaders that we follow. Because it is always somebody else. But what he is saying well, not really. Why does it have to be somebody else?
Jeremy: Why can’t it just be anybody right off the couch right here? So what other highlights from the summit?
Jeriah: That was my favorite. Do you have anything you want to say?
Chantry: How many people normally do you have? It seemed, I have been to a few and it seemed sold out. It was awesome. A great turn out.
Jeriah: Yeah, we have been growing. We sold about 70 more tickets this year than we did last year. We are about the maximum.
Jeremy: You almost sold me one. Well, Dixie State D1. I do not want to miss that.
Chantry: Yeah, that is cool.
Jeremy: Dixie State announced they are Division 1. It was pretty cool this morning on my way, I live right downtown, Jeriah, close to our office. I am by Town Square, so I take a kid to Tonaquint and then I take a kid to Dixie Middle, and then I come back up to the show. It was fun to see the one up here with the light where the D was not lit up and then you could see the one was completely temporary.
Jeriah: Yeah, it was pretty exciting.
Jeremy: Right. So Dixie State is going Division 1, which, what does it really mean for the university and the town? In a simple overview. Better athletic opportunities, of course, and athletics in college is money to the college.
Jeriah: For me, and I do not speak for the whole university or town or anything obviously, but for me, I think it validates it. There is no higher level –
Jeriah: — and so we all have believed in Dixie State University clear back when it was the high school, the junior college, the everything in between. The thing that I am excited is to be able to watch them compete against the top level in sports or anything else.
Jeremy: Right, and just for fun, Division 1, just because I know a lot of out, I know you are a sports fan, but a lot of listeners would not know this. So to give you perspective, when we are talking about Division 1, here are your top five ranked football teams – Alabama, Clemson, Notre Dame, Oklahoma, Georgia. That is Division 1.
Jeremy: So even the non-sports fans are like oh, that is Division –
Chantry: We are one of those.
Jeremy: — yeah.
Chantry: Dixie is one of those now.
Jeremy: We are going to get killed in the short-term at sports.
Jeriah: At first. Well, the nice thing, I was at, they announced that on Friday at the university and they had all the student athletes come.
Jeriah: And I was just standing there waiting to talk to somebody, and I heard a couple of the athletes talking about now they are Division 1 athletes and just the pride that they felt in that, that they get to compete at that level for the next four years.
Chantry: That is a good point because if you are high school kid, you want to be able to say hey I went D1. It is top, top level. That is cool.
Jeriah: Yep. I think it is a great thing. It is a great opportunity for all of the students. It is a great opportunity for our town. For me in economic development, it is huge too because anything you can do to get outreach and get some notoriety, and people ask questions like that. It is not, the number one concern is is my business going to be profitable? Can I succeed there? But then right away, they typically go to the university and the culture that it brings.
Jeriah: That is where you are going to get most of your plays and your concerts and your sporting events and all of these things and being Division 1 is going to be a good thing for us.
Chantry: So what Division 1 schools are there in the state? BYU? Utah? Weaver? Logan?
Jeriah: Yep. SSU.
Chantry: SSU is D1. And then Dixie.
Jeriah: Utah Valley.
Chantry: They are D1 as well?
Jeriah: Yeah, so we will be in their conference now. And that is the amazing thing is when this started being talked about, we –
Jeremy: Ten seconds.
Jeriah: Because no one thought we could get into a conference and we got –
Chantry: How cool.
Jeremy: By the way, I was a Dixie State graduate when it was a two-year college.
Chantry: Same here.
Jeremy: Got my associate’s degree. You got your associate’s degree.
Jeremy: Jeriah Threlfall, thank you, man.
Chantry: So cool.
Jeremy: Chantry Abbott, thanks for being in here. Folks, Mike is going to give you some contact information if you have got real estate questions. We will help you in 2019. Thank you.
Mike: Thanks for joining us. If you would like to know more about St. George Real Estate, give them a call at 275-1690 or Sold in St. George dot com.
Here’s a 1 minute clip of Jeremy having some fun recording winter home selling spots at Cherry Creek Radio!
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Click on Facebook Live. to see the entire recorded show from Facebook! Below is the actual S. George Real Estate Morning Drive show, hosted by St. George Real Estate Agent Jeremy Larkin, word for word! Enjoy and please share if you find it valuable!
Jeremy Larkin and The Larkin Group @ Keller Williams Realty can be reached by calling 435-767-9821, or emailing firstname.lastname@example.org.
Mike: KDXU news time. It is 8:36. Good morning and welcome. It is a Thursday, tenth day of the month of January. It is time for the St. George Real Estate Morning Drive with the voice of St. George Real Estate Jeremy Larkin.
Jeremy: Good morning. Good morning. And if you happen to be, let’s see, where could it be afternoon? Europe, Mike?
Mike: I am sure.
Jeremy: I was doing the math. I am like okay, in New York City it is still morning. Listen, if you are somewhere in the mid-Atlantic Ocean, good afternoon. If you are somewhere in Europe, good late afternoon. If you are in Asia, it is nighttime. Right? And then I’m going to come all the way around.
Mike: Yeah, it is another day over there.
Jeremy: So anyway, welcome to the world geographic and weather program where we tell you all sorts of fun facts about time zone you are in. Good morning to our Facebook Live, YouTube Live, now this is really fun. Now, Jesse, when we put on the YouTube Live, did we make it public?
Jesse: I do not know.
Jeremy: That is what we do not know. You might want to check on that. Just so everybody knows, we now broadcast the St. George Real Estate Morning Drive live on YouTube and Facebook simultaneously. It is classic. It is classic. As a matter of fact, I will get a photo of this right now. Jeremy Larkin here, host of the St. George Real Estate Morning Drive. So happy to be with you. I have got my good friend and cohort, business partner, Jesse Poll –
Jesse: Good morning.
Jeremy: — looking very sharp in his suit coat. I have got Mike McGarry, who is a short-timer here at KDXU radio. Just over here, he is really, he is spinning the tracks.
Mike: That is right. By the way, it is 3:38 in the afternoon in London.
Jeremy: Thank you.
Mike: Just doing it for you.
Jeremy: So it is eight hours, right?
Jeremy: Eight hours. Okay. Eight hours. Thank you. Thank you. Okay, give us Singapore. Will you just do one more? What about Singapore? Why am I saying Singapore? It seemed like a place that is far away, and I was looking last night, gang, at the Costco Travel Guide. You know when you are coming out of Costco, there is the travel guide on the wall and I was looking at what time is it, Mike?
Jeremy: 11:38pm in Singapore. So there you go. You did not know that, did you Jesse?
Jesse: I did not.
Jeremy: Yeah, it is kind of fun.
Jesse: I have heard Singapore is a pretty cool place to visit though.
Jeremy: Yeah, it looks really cool, so I was looking at some Costco Travel, and there was Singapore and there was Bora Bora where you can go stay, the bungalows, the over-water bungalows. Now here is why I did know more or less what time it was in Singapore. So for many years at the Larkin Group, for our listeners, you understand that we help people buy and sell real estate here in Washington County. Buy and sell means purchasing a home for their family, selling a home because it is time to move, and of course, work on purchasing a real estate investment property. We have a gal by the name of Charmie Mendoza, this is so fun. So fun. By the way, with her bonus, she is going to help her son buy a laptop. His first laptop.
Jesse: That is really cool.
Jeremy: She is a single mom. She lives in the Philippines. She is right outside of Manila, and we hired her through some friends of ours in Sacramento who run a company where they hire Filipino folks to help real estate agents. Culturally, they are really, really incredible at tasking. Like you give the list of 200 tasks, and whatever it is, they just nail this. Right?
Jesse: Something that will take me 30 minutes, she will do in 5.
Jeremy: In five. Right? So, she has worked for us for four years, four years. She is a single mom in the Philippines. So by the way, it is 11:30, 12pm, probably the same time in the Philippines, right, Mike?
Jeremy: She has gone to work for us right now. So if I were to message Charmie right now, she is sitting at her desk. Her son has gone to sleep, and she will work for us through the night. So she works nights. She will work all night long, and then her son will get up, and she will send him to school and then she will go to sleep. Just like anyone who works nights. Sometimes I will email her at about 10pm our time. I will sit down and be shooting some emails out, and I have seen her respond because now she is back up. It is afternoon there. Amazing woman, and we did a Christmas bonus for her, and she is going to get a laptop for her kid. Kind of fun.
Jesse: That is cool.
Jeremy: I know you think about real estate as HGTV and what you do is you go and you look at three homes and you go to open houses. Our business is very different from that. It is a very digital business. So when you are hiring a great real estate agent, they are going to have a whole digital backend that you do not have any idea about, and that is what she does for us. She handles a lot of our digital marketing.
Jesse: Speaking of digital business, this report that we were looking at, it is something like in the 80-something percent, I am looking for it right now, of homes find their home or clients find their home on the internet. That is a huge –
Jeremy: I thought it was ninety, I thought it was like 90%. Was I wrong?
Jesse: So let’s see. Newspapers are down to four, less than five percent?
Jeremy: How do people find their homes? Give it to us.
Jesse: Yard signs is about 20% and the rest of them, so about 75% will find their home first on the internet.
Jeremy: Yeah, so to be clear about this, this is the home they purchased. Okay? The home they purchased. Good morning again to our Facebook Live and YouTube Live listeners. So if you want to check it out. I do not even know who is a YouTube Liver, but what YouTube Live is allowing us to do is, more than anything, save the show straight to our YouTube channel, which is YouTube dot com slash, if you would like to look it up, Go St. George TV. Slash Go St. George TV. So what it is allowing us to do is already have the show, when we walk out of here it is done, and it is posted to YouTube, and there is no fuss, no muss. Something like that. I do not know what they say. But with our Facebook Live listeners, if you have got a question, please ask us anything. We are going to talk today about how much you might expect your home value to go up or down. Right? How much will it go up or down, your value in 2019. Amongst many, many other things. Today is the economic summit, the St. George Washington County Economic Summit down at the Convention Center, and I will not be there, which typically for years I have been there. But I have decided, elected that we have got more pressing work. The Economic Summit is really neat, but the challenge is they charge you a hundred bucks to go spend the day there. It is kind of a networking event, but what they do is this is where they talk about all the new business unveilings, who is the big corporation who is going to town and create new jobs. They are going to give a big old massive real estate report. Folks, just so you know. We already have all that information.
Jeremy: I am literally looking at it on my screen right now. So instead of spending $100 and spending 7 hours, we are just going to go ahead and put on a radio show, and then work to help our clients. The Economic Summit is really cool. I do not want to downplay it. But here is the cool part. We will just take the notes and the summary, and we will present it to you. We will have Chantry Abbot from Guild Mortgage here in studio and talk about interest rates and oh my gosh, about the fact that they went down.
Jesse: Isn’t that crazy?
Jeremy: We are actually going to talk about affordability and why it is such an interesting time in real estate, where it is the best time for you to possibly sell in the last decade. People are going to have their minds blown when we show them, when we talk about how much values have gone up and down over the last decade. They are going to be shocked, shocked, and it is such a strange time, where it is the best time to sell and probably still one of the best times to buy.
Jeremy: Because of interest rates. Excuse me, I am getting choked up because it is very emotional to talk about real estate for me, Jesse.
Jesse: You are a pretty emotional guy anyway.
Jeremy: I know I am. So Jesse, did you see the stat that we were looking at yesterday in my office about the appreciation in 2005 of homes in St. George?
Jesse: I did, and I am going from memory here because I just glanced at it. I think it said 39%.
Jesse: 36. I was close.
Jeremy: Very good. I literally had a piece of paper on my desk, and Jesse looked at it. Folks, I want you to think about this for a minute. Jeremy Larkin, by the way, host of the St. George Real Estate Morning Drive. If you have got questions, comments, happy to hear from you, and we are broadcasting Facebook Live, Facebook dot com slash Jeremy Larkin, and we are on YouTube Live. YouTube dot com, so just look up Jeremy Larkin. YouTube dot com slash Go St. George TV. So 36%, I want you, our listeners to really consider what I am about to tell you. Historic appreciation of homes annualized, how much homes went up in value, is like 5%. Right? Four, 4-5% annually. Okay?
Jesse: And that is a good, stable number.
Jeremy: Like a healthy market.
Jeremy: Do you remember the economic meltdown that we had, Jesse, and people are trying to figure out how we ever got there?
Jeremy: Home values went up in 2005 36%.
Jesse: That is nuts. In one year?
Jeremy: Basically, they did seven years, seven, eight years realistically, eight years of appreciation in one single calendar year. And then we wonder why in 2007 everything fell apart. Very specifically what was going on in 2005 and 6 and whether you are wondering if we are going to have a bubble. We had what was called Stated Income Loans going on. Stated Income looks just like this. Jesse comes in the office. I am a mortgage lender. I am not a mortgage lender. I just play one on TV. But to be clear, we will pretend I am. He comes in the office. He says I would like to buy a home. Well, what kind of home would you like to buy? I would like to buy a $400,000 home. Great. You will need to earn about $150,000, and here is a form for you to fill out your income. Well, you put on the form that you happen to make $150,000, that you just so happened to make $150,000. People were stating their income. That is called Stated Income. And of course, when a market goes up 36%, and by the way, this was not just St. George. This was all of them.
Jesse: That was nationwide.
Jeremy: It was crazy. Definitely was Nevada, California, Florida, Arizona. Then a lot of fraud started popping up. So we are not in that market, and we are not experiencing a bubble. So 36% appreciation in one year. Now here is what is fascinating. Folks say man, values fell a lot after that and it seems like they have come up a lot. Oh, I will tell you exactly how much they fell. Values fell 46% from 2006 to 2011 in Washington County. 46% they fell. From 2012 to 2018, they have come up 42%. So we fell by 46%. We are back up 42%. We are virtually back to where we were before. And people, but wait a minute. Here is the difference. We did that at about 6% a year.
Jeremy: That is the difference.
Jesse: Over a five-year period. Six actually.
Jeremy: Yeah, we did that at about 6% per year. We are in a very healthy real estate market in Washington County. Very, very healthy. But we have clients who are struggling because they are saying man, it seems like my home will not sell at its current price. The reason it is becoming a very healthy market is because buyers finally said we are not going to quite pay those prices. Right? Like this is hang on a minute now. So prices are settling. I did not say there is depreciation, that homes are going down in value. It is simply folks realizing they cannot quite ask what they hoped, and so there is an adjustment going on.
Jeremy: So, Jesse, let’s talk about this for a minute. Historic mortgage rates by the decade. Okay? Slide number two, and just so folks know, we are going to share this on our Facebook page today. So when this is done, we will post this in the comments. As a matter of fact, let’s see if it will post into the comments as we speak. Historic interest rates by decade. You got that in front of you?
Jesse: I do not. I am looking for it.
Jeremy: Second slide. Let’s look at this. This is kind of crazy.
Jeremy: Well, page, slide three, I guess. 1970s, 1970s. Anyone out there born in the 1970s? I was. I was born in 1975. Interest rates were 8.86%. Do you know what an interest rate is today, listeners? Anybody out there? We are at about four and a half. Four and a half. 4 ½%. 1970s the average interest rate was 8.86%. It was twice as expensive to own a home. Now people say wait, do you mean that homes were twice as expensive? No, I said it was twice as expensive to own it, to pay for it with your mortgage.
Jesse: I think we are looking at different reports.
Jeremy: What is that?
Jeremy: I think I pulled up the wrong report. So I am just going to go with it.
Jeremy: Good. There you go. There you go. We are looking at, gang, interest rates were twice, twice as expensive, twice as high in the 1970s. Twice as high. Okay? Is that crazy? Is that crazy? And by the way, Jesse, we are looking at January 2019.
Jesse: Okay, so I had December.
Jeremy: There you go.
Jesse: I did not see January in there.
Jeremy: It is in there if you pull it up there. Listen. Would someone come on the show and help this guy out? I am just kidding. He is great. He is just pulling up –
Jesse: It is probably the one at the very top.
Jeremy: Yeah, it is the one right in front of you that says 2000, it says January. 1980s. Anyone born in the 1980s?
Jesse: There it is.
Jeremy: Interest rates were 12.7% average. The average interest rate in the 1980s was 12.7%. It was three times as expensive to pay interest on your home –
Jeremy: — in the 1980s as it is today. In the 1990s, Jesse, where were we at?
Jeremy: Twice as expensive to pay for your interest rate. And in the 2000s? Because we are not in the 2000s anymore. We are in the two thousand teens.
Jeremy: So 30% more expensive to pay for your interest on your home. If you get nothing else from this show today, nothing else, listen, please listen. I am going to talk to three groups. You ready? I am going to qualify every single listener on this show. All right? If you are an older person, an empty-nester, a retired person and you have adult children who are saying should I buy a home. I think values are kind of high. I do not know. The answer is yes. Most likely yes. We would need to ask a few more questions, and you are going to say Sonny, do you know interest rates were in the 1980s when I went to buy my first home? They were 12.7%. They were actually as high 18. Okay? If you are a middle-aged person saying do I buy a home? Do I move up? I have been wanting to sell my home and move up, but the challenge is I am not sure because if I sell my home, homes are so expensive. The answer is probably yes because remember if you sell your home in a high market, if you buy a home in a high market, that means you sold your home in a high market. So you are trading across, and remember interest rates could be twice this. Could be. They will eventually be back at 8%. It is probably inevitable. If you are young person saying I am not sure I should buy a home. I just want to be flexible. Let me remind you that again, if you had any concept because you cannot, because how could you have a concept. I do not know what it was like to live in the 1950s because I did not. If you could have a true perspective on how cheap it is borrow money to buy a home right now, you would realize that paying your landlord is literally insanity if you do not have to. I said if you do not have to. I am not calling you insane. Are you calling me insane? Right? Jesse, am I right or am I crazy?
Jesse: Well, you are crazy sometimes. But I think you are right.
Jeremy: But I am right. Okay. So year-over-year home prices, this is kind of crazy, values have been up everywhere. Everywhere across the country values have gone up. Real estate values have gone up for the last how many years now, Jess? Six years?
Jesse: Six years, since, they bottomed out in 2011 and started coming back up.
Jeremy: So let’s talk about price changes. Okay?
Jesse: Seven years.
Jeremy: Yeah, seven years. So we look at slide 11 here. People want to know, I asked the question do you want to know how much your home is going to go up in value this year or down in value. Let’s look at 11, 12, 13. Those Jess, right? The mountain region, here is what is really cool. We have data right now. I can tell you how much values have gone up in the Pacific, Mountain, Mountain West, West North Central, East North Central, Mid-Atlantic and the New England states, or I can tell you the South Atlantic. I can keep going. We have all this data. Values in the mountain region, and if you want to know what the Mountain region is go straight down to Arizona and then go straight up to the Canadian border through the inter-mountain West. Values are up 8.9% in 2000, year over year for the last year. 8.9%. What about Utah? Do we have Utah? I think we do.
Jesse: There are two different, I think it is Utah is –
Jeremy: What are we year over year price changes? I am trying to remember if they have it.
Jesse: Year over year is 8.8.
Jeremy: 8.8%. So look at this. We have seen an 8.8% appreciation in Utah over the last year. So we do have that information. The United States, by the way, 5.1%. So we are outpacing, do you know what I mean? We are outpacing it. Now the question is asked isn’t it less affordable right now because values are up? Well, of course, it is less affordable because values are up. Right? And I do not want to interpret for anyone listening to our show today that values, that it has not become less affordable because values are up.
Jeremy: Yeah, what we are simply stating is that because interest rates are so stinking low that it will likely be just as affordable to buy a home now, it will actually be more affordable to buy a home now than to buy a home that is reduced by $100,000 at an interest rate that is twice as high.
Jeremy: It is just, that is just the way it is.
Jesse: Well, the likelihood that the market will go down by $100,000 is –
Jeremy: That is a low –
Jesse: The economy would have to stop again.
Jeremy: Yeah, that is a very low chance. So every single piece of economic data that we have is pointing to us returning to normal, healthy market levels, which means what are we looking at for price changes? Do we think values are going to go up? What do you think? What are they saying?
Jesse: So what they are saying overall for next year is 4.8 for the country, but in Utah here they are saying 4.7.
Jeremy: 4.7. So that –
Jesse: I think that is true. I think that the momentum that we have right now, it will take more than a little bit to stop.
Jeremy: Who is they? I am going to tell you who they is. This is Freddie Mac. National Association of Realtors. Fannie Mae, a company called Kay Schiller, CoreLogic, I could keep going.
Jesse: There was actually I think 104 different economists or groups that was in the study.
Jeremy: Yeah, yeah. So they went out –
Jesse: It is not just one guy.
Jeremy: They went out and they asked the specialists. There are the specialists and then there is the anyway. They asked the scientists. They asked the economists. They asked any and everybody who is a player in studying this information what do you think is going to happen to the home values in 2019? And in Washington County they are predicting, excuse me, not Washington County. Utah. Four point?
Jeremy: 4.8% in the state of Utah for 2019. Now your home. What does that mean? It is hard to say because we, your neighborhood is very, very case specific. And I am going to tell you that if you are selling a home in Stonecliff or Entrada, it is a very different situation.
Jesse: Yeah that is –
Jeremy: Very different situation than if you are selling your home in downtown St. George.
Jeremy: Santa Clara.
Jesse: And we will throw a report that will cover that for Washington County, even for St. George because if you are talking Stonecliff, you are looking at probably about a year to two years of inventory that is for sale. If you are talking downtown St. George, you are looking at less than two months.
Jeremy: What do you mean by a year of inventory though?
Jesse: Well, if no other homes came on the market, it would take a year or two depending on what price point to sell every home that is on the market. Downtown St. George, it is less than two months.
Jesse: So it is a big difference.
Jeremy: How about that? Right? It would take one to two years, up to two years to go through all of that inventory. Can you imagine if cereal was sitting on a shelf for two years? Now there are a lot of preservatives in cold cereal. Right? But guess what? It would go bad, wouldn’t it? And what Jesse is saying is absolutely right. Downtown St. George, it is one to two months. Here is what that means. In two months, if nobody else put their home on the market, we would be out of homes to sell.
Jesse: We would be out of homes.
Jeremy: Okay, and by the way, we have specific areas. If you are thinking about selling a home, we have folks looking for homes and they cannot find them in this market. We played around last week, and we talked about our $1 Listing Program? Is it real? It is absolutely real.
Jesse: It is real.
Jeremy: So, you can sell a home for as little as a buck. Terms and conditions apply. Yeah, you do need to buy another home through us. And guess what? Well, what if I am not going to buy another home through you? We have a program for that, too.
Jesse: We have a program for you, too.
Jeremy: Which is the Save Up to $10,000 Program. So we are having some fun in the month of January. Save as little as $1250. But here is the deal, Jesse, what is that percentage? What can people hope for this year for appreciation?
Jeremy: Yeah, we are going to hope for it. The only we are going to find out is –
Jesse: We will have a debate next January.
Jeremy: The only way we are going to find out is we are going to have to spend the next year.
Jesse: Figure out who is right and who is wrong.
Jeremy: I do not know if he is right. There you go. Thanks gang. Appreciate you watching and listening and share this on your Facebook page if you are watching with your friends. Over and out.
$1 Home Sale Program and GLUT of Homes Hitting The New Year’s Market (St. George Real Estate Morning Drive Show)
Below is the actual St. George Real Estate Morning Drive show, hosted by St. George Real Estate Agent Jeremy Larkin, word for word! Enjoy and please share if you find it valuable!
Jeremy Larkin and The Larkin Group @ Keller Williams Realty can be reached by calling 435-767-9821, or emailing email@example.com.
Jeremy: Happy New Year. By the way, that was one of my favorite elements of the new year is we were at the grocery store last night at the Winn’s down there in the Washington Fields, and people are so fun. The produce guy was really cool. Theywere having a debate about sauerkraut by the way. I was a cilantro fan –
Jesse: What is there to debate about sauerkraut?
Jeremy: Well, I do not like it.
Jesse: Oh, okay. So that is in debate?
Jeremy: Yeah, it was a debate. Yeah, it was a debate. And then the produce guy started kind of pitching the sauerkraut. He was a great guy. And then as we walked away, he said Happy New year. I love that about the holidays. Happy Holidays and Happy New Year. It is fun.
Jesse: I would like to see it if people could keep that attitude or thought all year round. Why not be happy every day?
Jeremy: Yes, thank you.
Jesse: Well, I have been accused of that.
Jeremy: You do get accused of it, and you resemble the comment, and I will tell you that it is very similar to the whole 9/11. Remember when 9/11 happened –
Jeremy: Suddenly everyone in the country was fearful believer in God and very patriotic. That lasted about twelve months. But good morning to everyone out there. Jeremy Larkin, host of the St. George Real Estate Morning Drive. I have got multiple co-hosts in here. I have got Jesse Poll from the Larkin Group. Mike McGarry is here.
Jesse: I told Mike this morning we are happy he is back.
Jeremy: Yeah, it is nice to have him here.
Jesse: We do not like it when he is gone.
Mike: I will hang around for a little while.
Jeremy: Yeah, he has just has this thing dialed in. Yeah, I know. He is going to hang around about 30 days.
Mike: Pretty close to that, yeah.
Jeremy: Good morning, David. Love it man. Love it. 343 never forget. Absolutely right, David. Isn’t amazing, by the way, Dave, and Dave is a fireman, and one of my childhood friends. Literally, our families go way back. But this is not a political show. But it was crazy how patriotic and God-fearing we were for about twelve months and –
Jesse: And really how –
Jeremy: Then we were just like ah, we are busy now.
Jesse: And really how the country really came together.
Jeremy: The country came together. I will tell you. Crisis a very, very interesting gift and teacher for us. Is it not, Jesse?
Jesse: It is.
Jeremy: I want to share some New Year’s Resolutions. We ran a little Facebook thing where we said are you believer in New Year’s resolutions. I am going to share my theme for 2018. I think our listeners want to know what my theme is. Don’t you? Does anyone know, please say you do, The Christmas Story? I have it almost memorized, the movie The Christmas Story.
Jesse: We actually did not watch that this year.
Jeremy: It was on TBS and TNT for 24 hours straight. You do not even have to have the DVD, but I do have the DVD. So on the Larkin Group Facebook page, by the way, we will announce our winner this morning.
Jesse: Right on.
Jeremy: Somebody won $50 cash. The $50 cash is sitting –
Jeremy: — on my desk.
Jesse: I saw that sitting on your desk.
Jeremy: Yeah, sitting on my desk.
Jesse: I thought it was for me. A gift.
Jeremy: Sorry, dude. Sorry. Sorry. Sitting on my desk. $50 cash. So I asked the question New Year’s resolutions or no? Chime in. Chime in. And I thought that this was very fun. We will talk about real estate. We are going to talk about selling a home for $1, and what happens every, $1. This is like, you know what you can get for a buck? You can get a drink at McDonald’s.
Jesse: Can you really still?
Jeremy: Oh, all the drinks are 99 cents. You can get some chicken nuggets. You can get a little French fry, a small shake, a parfait. Okay?
Jeremy: I do not even think you can purchase a pack of gum almost anywhere for 99 cents.
Jesse: I do not think so.
Jeremy: We will talk about that.
Jesse: Very few things can you buy for a dollar.
Jeremy: Yeah, for a buck. We are going to talk about $1 home sale program because we decided to have some fun in January. It is just for fun. But people, this is so interesting to hear what people said. Mark said yes. Natasha said yes, but not so much traditional New Year’s goals. More like intending to improve myself. I have chosen a word for the year. That is mine for the year. Mine is build. Relationships. Build our business. Build each other up. Beautiful. One of our past clients.
Jesse: I like that.
Jeremy: McKennon, did you know your daughter chimed in?
Jeremy: Yes, absolutely. We never know where we are going, but we always know where we have been, and we need new goals to set new heights to see how far we can get. It is all for naught. Is life even worth living? Right? I said kind of. What I do not like is the resolution because it is usually like a two-week campaign. I like more what she is saying which is we are looking, that idea of build. I love having a word for the year, and I have a theme, which I will share. But for me it is more like the new year is such a gift for new beginnings, and to kind of rethink and say where I have been. We know where we have been, she said. Andrew Young, absolutely yes. Cassie Segmiller, yes. Brett and Natalie Johnson, yes, and on and on. But let’s go ahead and let’s give congratulations to Cassie Segmiller who won the drawing for fifty bucks.
Jeremy: Yeah. We will respond on Facebook to her today. So here goes, Jess. I do not know how you say it. He is one of the famous, what do you call him, he is Tao. He is a Taoist. He is a Taoist. T-A-O. It is one of my favorite quotes. Watch your thoughts; they become words. Watch your words; they become actions. Watch your actions; they become habits. Watch your habits; they become character. Watch your character; it becomes your destiny. So that is my theme for the year. Rather than a word, it is this idea of monitoring how my thoughts become my words and actions and habits and character and destiny and how much we mess ourselves up.
Jesse: Without even knowing it.
Jeremy: Oh, we do not even know it.
Jesse: This stuff happens so gradually that one day we wake up and realize that somewhere over the last 20 years I have become somebody I do not really want to be.
Jeremy: Yep, yep. So yeah, like the boiling pot of water. So hey, happy January. We are waxing a little philosophical, but guess what? It is our show. We will talk about whatever we want to talk about. Right, Jesse?
Jesse: It is your show. I will just follow along.
Jeremy: It is my show. Good morning. So gang, you need to understand that we actually are now broadcasting. There are, I wish I had my other phone. I would take a picture.
Jesse: Yeah, where is your other piece of technology. You do not have enough here.
Jeremy: I have another phone in my car. There are two phones on the countertop right here in two different tripods. One is broadcasting Facebook Live, and one is broadcasting YouTube Live.
Jeremy: So if anyone ever wanted to know where you could watch this on YouTube Live, I should have put that in the comments. It is YouTube dot com, of course, but it is Go St. George TV. G-O-S-T George TV. We have got about 1300 subscribers there or something, and we have done very little live. So if you want to be on YouTube Live and that is your preference, see our YouTube channel Go St. George TV. G-O-S-T George TV or hang out on Facebook Live, and of course, all of our radio listeners, you are already on with us at 94.9FM, 890AM. Jesse, it is January 3rd, and there is a phenomenon that happens, especially in St. George because the Parade of Homes is six weeks from now.
Jesse: It is coming right up.
Jeremy: What is happening? You brought some data this morning.
Jesse: The data –
Jeremy: Every January.
Jesse – that I brought this morning is peanuts compared to what is coming.
Jeremy: Can I show them?
Jeremy: Anyone who is looking. This is his data. Three days.
Jesse: During the last –
Jeremy: I hope everyone is looking at this.
Jesse: Hey, every genius scribbles.
Jeremy: It is a 4×7 –
Jesse: Ask Einstein.
Jeremy: — scratch paper. I like it.
Jesse: In the last three days you have had 36 homes hit the market.
Jeremy: Last four days or two days? It is really two days.
Jesse: Two days. Yeah. So since the first. The first and second.
Jeremy: But there was not a first. See, the first did not exist. You could not put a home on the market.
Jesse: That is true. Because everyone was off.
Jeremy: That means in the last 24 hours 36 homes hit the market.
Jeremy: I did not mean to correct you, but –
Jesse: That is true.
Jeremy: — if you think about this –
Jesse: That is true.
Jeremy: — one day 36 homes hit the market. Holy cow. Okay?
Jesse: And what is coming over the next two months will be probably 1100 homes. I am pretty sure last year it was about 1100 homes between January and February.
Jeremy: Good grief.
Jesse: But before the Parade of Homes, and by March, that number will be 1500.
Jesse: Every year.
Jesse: And it is just gearing up for our spring season. Especially the Parade of Homes.
Jeremy: I am just looking at some of this data myself. Wow.
Jesse: One thing that is interesting. We have been talking about this is the price reductions. I went and pulled those. There have been 29 reduced prices in the last two days.
Jeremy: Twenty-four hours.
Jesse: Well, this is from the 31st because some of us did work Monday.
Jeremy: Define a price reduction for the listeners.
Jesse: That is somebody that is on the market currently, and they have reduced their price because they realized they were too high.
Jeremy: Yeah. Because look if the market is not supporting what you are buying, what you are selling –
Jesse: What you are selling then you have got –
Jeremy: Yeah, it is very simple. There is Dillard’s had their big annual sale. Oh man, I wanted to go. I am such a shopper. Every January 1st, New Year’s Day, a lot of retailers are closed. They put all of their clearance on 50% of the clearance price, and the place is like a zoo. Right? Well, why? Because the product has not sold –
Jeremy: — and new product is coming into the store, and the challenge you have as a homeowner is that new product is coming in the store –
Jeremy: — and it is called other people selling their house. Right? So this has happened for how many Januarys in a row?
Jeremy: All of them?
Jesse: Yeah, probably since the Parade of Homes started.
Jeremy: Yeah, yeah.
Jesse: Because that is really what drives January and February is the Parade of Homes. So how long ago did that start? 20-25 years ago?
Jeremy: Yeah, and I want to be clear about this. He said it drives it. It drives people’s psychology. It does not actually drive sales in St. George.
Jesse: It does not drive the market, but it drives them wanting to be on the market by then.
Jeremy: Yeah, yeah, this is absolutely true, and it will be interesting to see because we had, for instance, one luxury real estate firm here in town put five homes on the market yesterday. Cancelled the listings in the fall, late fall, and they put them back on yesterday because the belief of every seller, and by the way, if you want to see a video of me talking about that from the chair lift at Bryant Head yesterday.
Jesse: Oh, a new one?
Jeremy: Yeah, you can check it out. A rash of luxury homes hitting the market after January 1. What does this mean? Published 18 hours ago. So I shot a video yesterday at Bryant Head. I was with my kids because the kids all went back to school this morning. Second greatest day of the year, by the way. First greatest day is when they go to school in August.
Jeremy: And it was interrupted by a phone call, which was fun. The live video. But you might want to check that out. It is right on the Larkin Group Facebook stream. Just look up the Larkin Group and you will find us. But I said what does this mean? Well it means that people believe –
Jesse: That they will sell their home during the Parade.
Jesse: They believe that more high-end, first of all, high-end buyers come for the Parade. And that might be true. But are they really buying homes?
Jesse: But people really believe that not only can they get a buyer at that time of year, they can get a buyer that will pay extraordinary prices.
Jeremy: Yeah. Oh yeah. Right. Let me share something cool with you folks. If you hop on our Facebook stream, we have, so we have been on this show for almost six years.
Jeremy: Five plus years we have been on the radio.
Jesse: Has it been that long?
Jeremy: It has been a long time, and we have been delivering content via the show, via Facebook, we have a really great video blog, and a lot of our listeners have received those video emails. I am looking at our Facebook stream. This is just the last few days. Excited about buying a home this year? Here is what to watch. These are articles that we have produced.
Jeremy: Let me share a few more. Selling For Sale By Owner. Questions and comments and concerns. Where is the market headed in 2019? Where is it headed? How to save thousands of dollars in interest on your mortgage. What makes a house a home for you and more and more. We have produced so much content for so long. And by the way, where is the market headed in 2019? A couple of things that we will give you, and then we are going to tell you about something really fun that we are doing. And folks, if you enjoy our program, we are going to ask you for your help today. For the amount of content that we put out compared to the ratio of that to asking for help is pretty low, pretty high to content and low asking for help. Where is the market headed in 2019? This is a really great infographic that we have on our Facebook stream, and again, look up the Larkin Group or Facebook dot com slash The Larkin Group. So what do they predict? They predict that home prices will appreciate across the country 4.8%. Historic home appreciation is 3.6, averaging all the years together.
Jesse: Averaging –
Jeremy: Every year.
Jeremy: 4.8%. St. George? Jesse says yes. I say no.
Jesse: Yeah, we have a debate there. It is going to interesting next January when we pull, when we come out to really see what happened this year.
Jeremy: Yeah, I say no. I say that we are not going to have any appreciation in Washington County. I think we are going to be exactly static. Interest rates have risen, but they are currently at the lowest point that they have been in six months.
Jesse: Yep, they just went down again.
Jeremy: Yeah, guys, the lowest point in six months. Interest rates right now. Interest rates, amazing, so home prices, Core Logic, which is like the biggest national prediction type firm saying 4.8% appreciation. All four major reporting agencies believe that total home sales will out pace 2018. That is interesting. And interest rates are projected to rise. Are projected to rise. However, let us remind you that in the year 2000, interest rates were 6.2%. In 1990, they were 8.1%. In 1980, they were 12.7%, and in 1970, 8.86. We are so far below everything. Now, I produced a video that has not been released yet, and it is about seven and a half minutes. It is four things you have to know about St. George Real Estate moving into 2019. It is upcoming, forthcoming. It will be on our YouTube channel and on our Facebook page in the next week. So, Jesse, the homes that hit the market this morning. Price ranges?
Jesse: Well, you have got six of them under 250, and that is going to be a problem for your average worker here in St. George.
Jeremy: So only 6, 36 homes hit the market, and only 6 of them –
Jesse: Were under 250.
Jeremy: — were under $250,000.
Jesse: Which is where your average worker can afford a home.
Jesse: You have got six between 250 and 300. That is a pretty good number. That is pretty solid.
Jesse: You have got seven between $300,000 and $400,000, six between four and five, and then 11 over 500,000.
Jeremy: Holy smoke. Eleven –
Jeremy: — of the 36. So our greatest, over $500,000.
Jesse: Actually, let’s break that down. You have got 3 between 5 and 6, and then 8 over 600.
Jeremy: So I need to say, folks, that is going to be a problem. Just so you know. It is going to be a problem for the average, like you say, the average worker.
Jesse: Yeah, because your average household –
Jeremy: I actually like the word worker. It is like the average, typical, employed human being.
Jesse: Right because your average household income in Washington County is 50,000.
Jesse: So somebody making $50,000 a year, how much house can they afford?
Jesse: Right, so that is –
Jeremy: Maybe 250. If they have a good down payment, 250. So that will be a challenge, and I am here to explain to our luxury homeowners in Washington County, it is going to be tougher than you think it is, and you had better take the job of selling your home very serious. And if you are thinking oh well, this sounds negative, maybe it is not the year. No, remember values are at their highest point in ten years.
Jeremy: We are at the top. You know the waves out in the ocean if you have been on the ocean. They grow up and they go down. Kind of like when you swim out from the shore 50 yards, and you are floating out there with your friends.
Jesse: Especially –
Jeremy: We are at the top.
Jesse: Yeah, especially up in the higher price points because if you, once you step over $600,000, the amount of inventory just increases astronomically. It goes from 4 to 5 to 18 months.
Jeremy: Yeah, we are at the peak, so you had better take that very serious and work with an agent who is very serious about telling you the, it is funny, there is a script that we use in real estate. We are trained to use it. Hey, Jesse, on a scale of 1 to 10, how honest can I be with you? Well, what do people always say?
Jesse: They say ten until you do it.
Jeremy: There is a reason we are trained to ask this.
Jeremy: Because we have to set up the homeowner to actually hear the truth. Hey Jesse, do these pants make me look fat? You are like the fact that you asked me that means that you already knew the answer. Right? The seller, does your price make you look fat and greedy? Kind of. It sounds so terrible, but here is why this is so important. Because if you are thinking well, isn’t it marketing that is going to sell my home? Oh, it is marketing with the right price, and if you are not priced correctly, you will not sell your luxury home in 2019. It is not happening.
Jeremy: You will spend the next year of your life, you hear the passion, folks. I emphatically, you will not sell your home if you are not very competitive in that luxury home market. There is so much inventory. We are talking about years, and the market is at its peak.
Jesse: I cannot tell you –
Jeremy: Good grief.
Jesse: — how many homes in the luxury market that we have seen that have been on the market for a year or two off and on.
Jeremy: But we have seen homes that have been on 500 or 1000 days.
Jesse: What is interesting is that even the worst market, luxury homes sold within four months. Very rarely does it take a year to sell a home.
Jeremy: You are right. You are absolutely right. This is just a completely different market than say downtown St. George. All right. We are doing something fun.
Jesse: All right. Let’s do this.
Jeremy: McDonald’s Dollar Value Menu. The Larkin Group Dollar Menu. The Dollar Menu. Okay.
Jesse: We have a Dollar Menu now.
Jeremy: So here is what you have to do. Yeah, we do. And the dollar menu is just like this. We have got a program that we are running for January only. So I was sitting there over the holidays thinking why are we not having more fun? Seriously. We are dealing with people who are stressed out.
Jesse: Yeah, they are.
Jeremy: Think of some of the transactions we are dealing with right now. Folks, a domino succession, chain, they can only, we have a client. Incredible people who, think about this, the spouse is going to pass away in the very near future because of some serious health elements. The other spouse cannot physically afford to live, will be homeless or bankrupt if they do not sell the home now because the retirement and Social Security will go away when the husband passes away.
Jeremy: They have to sell the home. They cannot live somewhere if they do not sell the home first, but if they do not sell the home, she is going to be homeless. And by the way, prices are high in St. George, so now they are trying to figure out what she can possibly afford at her new income. Do you see this? And, of course, then you are depending on the buyer if their home, it is crazy. Right?
Jesse: Yeah, it is kind of emotional.
Jeremy: So then you have another seller on the other end who is hoping these people close on their sale so they can make the purchase of their home. It is very complicated. So I said why aren’t we having more fun? So we are going to have more fun. You can sell your home for as little as one buck. Now you do not need to sell it in January. You just need to enroll in the program in January. $1. I do not have time to get into all the details, but I will give you the one detail. The absolute specific criteria is you have to buy another home through us. And by the way, do you know that when you buy a home, you do not pay a commission? Because remember the seller pays the commission.
Jeremy: There are other terms and conditions. You have to be born in 1957. You have to have an odd number ending your Social Security number, and you have to have sandy blonde hair. I am kidding. You know those crazy, it is actually not that crazy. The terms and conditions are not crazy at all. But you do need to buy another home through us because we are literally going to charge on the listing side a dollar if you buy another home through us. Meaning no income for us on the listing side. Okay? Here is an alternate. If you are not buying home through us, we said okay, then what can we do? Because we want everybody to win.
Jeremy: If you are not buying another home through us because meaning you are going to rent a home or you are moving out of town, you still can save up to $10,000 selling your home. And you will save no less than $1250. Right?
Jesse: Yep, $1250.
Jeremy: One thousand two hundred and fifty dollars at the lowest price point. It is based on price point. Most of our clients are going to save $2,500 selling a home. That is the most typical segment will be at $2,500.
Jeremy: There is no gimmick. There is no qualification. If you sign a listing agreement with the Larkin Group in January, you will be getting that discount or you can be in the dollar program. And by the way, both apply. So the dollar programs applies if you are trying to buy another home. You can work through both. Now, here is the deal. We made a goal. We sat down as a team several days and said what do we want to do? And last year we helped about 180 clients buy and sell real estate. We decided we were going to procure 90 families in 90 days, in the first 90 days of 2019. We decided that for our families, now again, folks, earlier I said we have given you this content for years and years and years, and we are asking for your help. We are asking today for you to be mindful of the Larkin Group as, 90 in 90 is almost unheard of. Okay?
Jesse: Very few people –
Jeremy: Very few people have pulled this off. We want to find 90 great clients like yourself that need our services. It is a win-win situation. We are doing the dollar home sale program or the save up to $10,000. If you or someone you know has thought about selling, we are asking will you send them to us?
Jesse: Have them give us a call.
Jeremy: Will you let us talk to them? You do not have to commit them to anything. There is no obligation to talk to us, but you can reach us on Facebook dot com slash St. George Experts or at Sold in St. George dot com. It is going to be fun to report what happens when we get to the end of these 90 days to see what we do. We are going to have a good time this year.
Jesse: It is going to be fun.
Jeremy: It is going to be a great year in St. George real estate. Hope you guys can help us, and we will guarantee we will help you. Thank you.
What You MUST KNOW About St. George Real Estate in 2019! (St. George Real Estate Morning Drive Show)
Below is the actual St. George Real Estate Morning Drive show, hosted by St. George Real Estate Agent Jeremy Larkin, word for word! Enjoy and please share if you find it valuable!
Jeremy: Good morning, ladies and gentlemen. Hey man, talk about shaking off the Christmas, what is it, Craig? I do not know. It is the Christmas cobwebs. How does that sound?
Craig: I can hardly talk this morning.
Jeremy: Well, listen. I am glad you are awake. I am glad you are here. Tell you what. The studio is largely empty, but guess what? We are here. We are here. Jeremy Larkin, host of the St. George Real Estate Morning Drive, live at the Cherry Creek Radio Studios. And the cool part is Jesse and I are wearing similar, similar outfits this morning.
Jesse: We did not plan that.
Jeremy: Listen, this is a new Christmas sweater I have got on. And you know what? Here is the deal. I can go here. I can go hoodie. Do you want to go hoodie?
Jesse: Let’s do it.
Jeremy: I can do the whole show like this. For all of our Facebook live folks, you can see me.
Jesse: Santa brought all my grandkids pajamas with hoodies.
Jesse: They were pretty cool.
Jeremy: One piece? Like a one-piece pajama?
Jeremy: Nice. Man. Santa, let me tell you about that guy. He knows exactly what kids needs. He knows exactly what grandkids need and granddads and everything else. I like it. You had a good Christmas, didn’t you?
Jesse: Oh yeah. All the kids were here. And the grandkids. It was first –
Jeremy: Beautiful, man.
Jesse: — time I think ever that we have had all the grandkids in one place for more than a couple of hours.
Jeremy: Really? Really? All of them? As in all of them?
Jesse: All four. Yep.
Jeremy: All of them.
Jesse: It was awesome. Last night, the house was just tore up.
Jeremy: Just gone.
Jesse: I got in trouble because I was just sitting there relaxing.
Jeremy: Like what do you want me to do, honey? I am just trying to –
Jesse: Can you not see all these toys laying around?
Jeremy: I am just trying to enjoy myself here.
Jesse: No, not really. Are there toys there?
Jeremy: Well, you know what, let me tell you something. My kitchen was, the house was a disaster. Santa came through. He must have been there at 1am, and then things were fine. I cleaned up, and then the kids decided to do what kids do, and then it was a mess, and then I cleaned it up yet again. Cooked a big breakfast. Do you know what hootenannies are, Jesse? Have you ever heard of them? Do you know what a hootenanny is?
Jeremy: Hootenanny is a German pancake. There you go. So a lot of people know what a German pancake is. Have you had German pancakes?
Jesse: I have heard of German pancakes, but I have called them German pancakes.
Jeremy: It is incredible.
Jesse: Or is that crepes?
Jeremy: Nope. Cup of flour, cup of milk, six eggs, salt, you melt a stick of butter in the pan. You mix that all together in the blender. You throw it in there. You cook it for 25 minutes.
Jesse: Did I say it right?
Jeremy: Yeah, I am not sure where that, I would love to know from my mother where on earth hootenanny came from. But we had German pancakes. It is a tradition. Always do it. And guess what? Today is December 27th. The question of the morning: Is it going to snow in St. George today? What do you think, guys? Do we think it is going to snow in St. George today? What do you think, Jesse? Yay or nay?
Jesse: I doubt it. I doubt it.
Jeremy: They are saying maybe. If you are watching us on Facebook Live, chime in. Comment. Tell us what you think. Craig, what do you think? Look, you are the traffic guy. You are the weather guy.
Craig: If you head north probably. I am not sure. It was flurries this morning just barely, but –
Jeremy: Yeah. Maybe. Where do you live at?
Jeremy: Yeah, so you were getting snow then.
Jeremy: How much snow was down on the ground?
Jesse: Yeah, definitely.
Craig: Not much. Maybe an inch or two.
Jeremy: I knew you lived north, but I did not you were Parowan.
Jesse: That is a dedicated radio dude.
Craig: It was (indiscernible)
Jesse: You are driving what? 65 miles?
Craig: Yeah, about. It is an hour.
Jeremy: Oh, I love Parowan.
Craig: Yeah, I do, too.
Jeremy: There is a building I want to purchase in Parowan downtown.
Jesse: We were just talking about that.
Jeremy: Yeah. I was up there last week, skied, came down, ate at Calavario’s. I love that place.
Craig: Oh yes. I do, too.
Jeremy: It is such a fun little family restaurant. The vibe is amazing.
Jeremy: Great people. Well, we have got Craig Bennett, sticking his neck in here for Mike McGarry. Mike, as they say, his days are numbered, but not that kind of numbered.
Jeremy: This guy, we have got an upcoming change of careers, as in he is going to go to the career that we all want.
Jeremy: The retirement career. So we are going to talk to him. We are going to have a fun show with Mike this next month and talk about his history in radio and career. When I was quite young, Mike was calling a lot of the sports here in St. George.
Craig: Yeah, 41 years.
Jeremy: Yeah, that is a long time. It a long time.
Jesse: That is a long career on the air.
Jeremy: It is going to be a very interesting time as Mike transitions out and we have a new co-host here in the studios. So it is December 27th, 2018, and we had some fun this last week. I thought this would, before we transition, I thought this would, last week, we talked about five things you absolutely have to know about the real estate market, specifically the St. George real estate market –
Jeremy: — as we move into 2019, and this would be anyone who is thinking of buying or selling, and let me tell you who else that would cover because there is really two groups of people. There are people who are thinking of buying and selling, and then there is, might I say there are three. There is a second group that would buy and sell under the right conditions.
Jesse: Right. If I could do this, I would do that.
Jeremy: Yeah, if I could get blank, I would do blank. And then there is another group that it has not necessarily crossed their mind. And this is often, for instance, we have talked about out-of-state homeowners or landlords who go, wait a minute. You mean to tell me that the market is probably at 10-year peak? Well, I do. I do mean to tell you that very intentionally.
Jeremy: We are most certainly at very close, if not at the peak, for this cycle. This might be someone who decides well I could buy an investment property? Well, absolutely you could buy an investment property. You have no idea. There are a lot of things you could do that you are not aware that you could do. These are regular business owners. People who could come in and purchase an investment property, Jesse, and have a stranger pay the mortgage every month plus some profit for the next 10 to 20, 30 years, and you would have quite a little nest egg. So there are three groups. I want to buy or sell. I would buy or sell under the right conditions. I have not really even thought about it, but now that you are suggesting it to me.
Jesse: Yeah, that creates a whole other show right there about (indiscernible)
Jesse: Really taking the time to do your homework there.
Jeremy: Exactly. That is exactly right.
Jesse: Because that is a long-term haul if you are buying right now.
Jeremy: Well, it is, but it is always a long-term. It is always long-term. So real estate investment is always long term. Buying and flipping homes is something people love to talk about. That is not a play that 97.93% of the people, you know what, no. That is not a play that 99% of the population is ever going to make in their whole entire lifetime. So legitimately, 1% of your real estate investors out there are going to be in the flipping game. And then there is a list of reasons. And that is also a separate show. But we are going to recap those five points, but I wanted to share something kind of fun. This last week, we put a post on our Larkin Group Facebook page, and we are going to give you one shot, one last shot, Jesse. These folks at winning the gift basket.
Jesse: All right.
Jeremy: We said Christmas Eve, but there was a kind of a fun little energy to these comments, so we have a post that says Merry Christmas from the Larkin Group. Would you like a little Christmas boost from the Larkin Group? And if you want to know where this is at, folks, Facebook dot com slash St. George Experts, and you can comment, and you may win the gift basket. Share something on your Christmas list in the comments below, and we will choose one lucky winner from all of our commenters. Right? Commentors. So I thought it would be interesting, because we are in the Christmas season to share what people talked about. You ready?
Jesse: All right.
Jeremy: Do you want to know what they said?
Jesse: I am ready.
Jeremy: Colby wanted a backyard firepit area. Yes or no? We are going to go through each one, and then you tell me yes or no whether you want it. How about that?
Jesse: I have one.
Jesse: It is just a makeshift right now because it is in the process, but we just had a fire the other night.
Jeremy: And it was nice.
Jesse: It was nice.
Jeremy: A phone call from our missionary from the Abbotts. Well, yeah everybody, these kids that go on all these LDS missions, they only talk to their parents on Mother’s Day and Christmas.
Jeremy: So it is four calls in two years. That is how that works. That is a long time. Right? So the Graphs, or excuse me, the Abbotts, a call from the missionary. Lynda Wallenfels. She is my good friend. She wanted someone to paint her house. Yeah, I would take that.
Jesse: That I would do because I am right in the process of getting ready to do that.
Jeremy: I love this. Jenae, listen, I hope you are listening Jenae Bang, who is a long-time friend of ours. To sell our house. I responded, yeah, we know how to do that. Andrew Young, who creates our Facebook graphics, all he wanted was an Amazon gift card. That is very simple.
Jesse: I would take that.
Jeremy: You would take it? Okay. How about the Esplins, since I bought all my own gifts, I am excited to open my Instapot.
Jeremy: I like that.
Jesse: I should just go buy one of those because everybody is talking about them.
Jeremy: Yeah, you need one.
Jesse: I do bone broth every two weeks.
Jeremy: You need one. You need one.
Jesse: In my 20-year old pressure cooker.
Jeremy: You do, man. I will rapid fire these out. Somebody wants new dishes, a sound system for their family room. Steve wants a new, hey a new shave, a nice Christmas shave. A safe trip across the country when we move back to St. George. Welcome back, Quinton and Maury Jensen on the way back. Robert, good morning, my friend, a new backyard landscape. That is cool. We can do that for you.
Jesse: I like that.
Jeremy: St. George Day Spa. Michelle wanted, not Michelle on our team, another Michelle, a full day at the spa. That is all. Jamie Mecham, a Chicago Bears sweater or t-shirt. Somebody wanted our troops to return safe and to be able to speak to their families at Christmas. I think that is fine. Jesse Poll here, you wanted a fancy drone. Did it happen?
Jesse: Not yet. That is a ways out.
Jeremy: Keep the intention out.
Jesse: I do not just want to go buy a cheap one. I want to really plan for this.
Jeremy: I love this. Probably my favorite one, and there is a picture of a tiny, adorable baby with two Christmas stockings that are bigger than the baby –
Jesse: That we already have.
Jeremy: Some money to finish our adoption next month, Tim shared.
Jesse: That is a cool one.
Jeremy: That is very cool.
Jesse: That was very cool one.
Jeremy: So I think it is fun to see what people are talking about. It is Christmas time. These are the things that folks are thinking about, and these are some good answers, some really great answers. If you want to comment this morning, we will draw at noon today. Facebook dot com slash St. George Experts, and that post is pinned to the top of the page. You will see the Merry Christmas and go from there. I better plug this laptop in. It says it is going low.
Jesse: Imagine that.
Jeremy: What do you think? Talk to me about an article that we shared yesterday. Well, we shared it with our team yesterday.
Jesse: Right. Well, this –
Jeremy: The market is shifting.
Jesse: It is.
Jeremy: We have sellers wondering why their homes are not selling. Give us some feedback.
Jesse: We are still in a really strong market even though all over town people are talking about a shifting market. There is still less than four months of inventory on the market. So that is still considered a really strong market.
Jesse: But there is about 30% or 40% of homes that still fail to sell for whatever reason. They go on the market and they come off unsold. Now there are things that you can do about that. So there are five most common reasons where a home, why a home will not sell in the strongest market.
Jeremy: Let’s hit them fast. I want to hit these because, and then we are going to wrap up the show with a recap of the five things you have to know.
Jeremy: So what are the five reasons? Because, Jesse, the reason we are talking about this specifically is it is December 27th. On January 1st, which is next Tuesday, there will be a record for the year, number of what we call expired listings. And for our listeners out there, an expired listing is a home listing, the home was on the market for typically six months. Sometimes less. Sometimes more. But typically six months, and it did not sell. And remember that these sellers, these homeowners when they put their homes on the market six months ago, the last thing, they would have had a dialogue that looked like this and tell me if I am close.
Jeremy: Jesse, how long is your listing term?
Jesse: Six months.
Jeremy: Great, great. Okay. It is June, so that would be the end of December. Well, gosh, there is no way we would not have our home sold by Christmas, right?
Jesse: Oh sure. Yeah.
Jesse: Probably sixty days we will have it sold.
Jeremy: Yeah, okay. That was six months ago.
Jeremy: And now these listings are going to expire. So there are a large number of the home-selling population who are saying what the heck happened? And the market shifted a little bit. What are the five things, five reasons a home does not sell? And we cannot drill the details, but what are they? And then we are going to share this to our Facebook page this morning as well. Go for it.
Jesse: So number one is price.
Jeremy: Number one is price.
Jesse: Number two is the condition of the house.
Jeremy: Bingo. Okay. Keep going.
Jesse: Three is the seller’s motivation.
Jesse: Four is the marketing plan, and number five is lack of communication with your agent.
Jeremy: Okay, let me ask you a couple of things here. What do we have, of those five, read those back to us again.
Jesse: The condition of the home, the seller’s motivation, marketing plan, and the communication or lack of communication with the agent.
Jeremy: So how many of those do we have? Which of those items do we really have control over?
Jesse: We have control over the price, the condition, and the marketing plan, and well, the communication.
Jeremy: I guess we could communicate.
Jesse: So the only thing we cannot control, and I would even say the seller cannot control, is their own motivation. They are going to have, it is going to be what it is unless they have a change in circumstance or a change in perception.
Jeremy: What do we mean by motivation though?
Jesse: Well, I really have to move. I have a new job in 60 days. I have to move versus well, I would sell it if I could get the right price.
Jeremy: If I could get the right price.
Jesse: If it could really be the perfect condition, I would sell. So that is what we mean by motivation.
Jeremy: Right. I think this is really interesting. So four of those five factors, that is what is kind of interesting about this situation is you actually have control over 80% —
Jeremy: — of the issues.
Jeremy: Here is what we do not have control over, which are not even listed. Exceptionally cold weather, a massive snowstorm, a government shutdown, 2013.
Jeremy: We had both of those in 2013, and they hurt the, location unless you have a mobile, you cannot even move a mobile home. Right?
Jeremy: You cannot control location. You cannot control economic conditions.
Jeremy: We cannot control public perception –
Jeremy: — of the market.
Jesse: You have to meet that right where it is at.
Jeremy: Yeah, that is just reality. So we actually have control over 80% of these factors. We can control the price we are asking. We can control, you as a seller with a good agent, as professional real estate marketers, we can absolutely control the marketing that we are doing for a home.
Jeremy: Okay? We have full power over how much we communicate with the seller, and most importantly, what we communicate with the client.
Jeremy: By the way, us talking to you everyday does not change anything. Us communicating what matters will change something.
Jeremy: So when we talk about these kinds of things, look folks, there are a large number of homes that just are not selling, and we are moving into 2019, and the market has been hot, and there is a perception that well, maybe the market is not good anymore. Right? Maybe the market is not good anymore. The market is great. Jesse, of all of those issues that you just listed, what is the overarching, number one, primary issue that is almost always the issue?
Jeremy: Yeah, it is price.
Jesse: It is typically always price.
Jeremy: It is. It is. Right? Because there is a market, it is interesting. We have talked about this for a while on the show that Red Bull is one of our sponsors. I had to wink at Craig there. If you consider that I pay for their product and they put it in here. I have cut back on my Red Bull consumption greatly. I have got tangerine this morning. Now Craig, you realize this is 100% pure Florida orange juice in this can. Okay. Maybe it is not. It is interesting though. If I go to, I went to the Sinclair here on Bluff Street this morning. I had myself a really good breakfast, but I needed a drink. It is two for five bucks, this product right now. Do you know what the price is on this product at Maverick?
Jesse: I have no idea.
Jeremy: Do you want to guess?
Jesse: Four bucks.
Jeremy: Well, it is two for five bucks at that store. What do you, now I have given you a hint.
Jesse: Actually three-fifty-nine.
Jeremy: Okay. What do you think the price might be, Craig? If it is two for five at this Sinclair, what do you think it is at the Maverick, their competitor?
Jesse: Oh, at the, oh okay.
Jeremy: It is also two for five bucks. Guess what it is at Chevron? It is two for five bucks. Should I keep going? That is the market for these Red Bull cans.
Jesse: See, I was busy messing with my, my headphones keeping coming off, so I did not hear you correctly.
Jeremy: But it is a great question because it catches you off guard. That is why I ask it. There is a market for a product, and the reason I, it is just so funny this morning, I was thinking about it. I thought it is two for five everywhere. Or whatever, five-twenty-five. I do not know what it is. It is around there. Everywhere they are selling this at that rate. Under what circumstances would you pay two for six if you knew you could always get them two for five? Well, I do not know. If I were in a desperate situation and it was a long drive. Is it a long drive to any gas station? Craig has got three or four great ones in Parowan. There are two I love.
Jeremy: I love the Maverick, and I love the new whatever you call it out by the freeway. What do you call it?
Craig: Oh yeah, it is KB.
Jeremy: KB. Those are both great.
Jesse: What is interesting though is people will drive clear across town for the best gas price.
Jeremy: They will. They will. They will kill themselves.
Jesse: They will do the same thing for a home.
Jeremy: Yeah, so, so –
Jesse: Get the best value.
Jeremy: Isn’t that amazing? So I understand that your home is special, and I say that with a wink and a nod, because we all think our home is special. And I understand you have the best children. I do not know. Some of the listeners are like no, no, no. We just did Christmas. I assure you I do not have the best children. No, my kids are great. They are happy. They are healthy. They loved Christmas.
Jesse: And they are fighting just like everybody else’s.
Jeremy: Yeah, they were. They were. But the point is that there is a market. Price will always be the number one, overarching factor that is affecting your home’s, Jesse, what factor does this price solve for a home seller? Name some things that price solves.
Jesse: Well, it will solve, if you are at the right price, you will actually get showings.
Jeremy: But what will it solve? What are the problems it solves? What if my home is by a busy road?
Jesse: Then there is no other way to go but to price it correctly.
Jeremy: Oh okay.
Jesse: Because a buyer is going to look at that –
Jeremy: What if I have a crappy view?
Jesse: Well, that is definitely going to affect it.
Jeremy: What if I have no backyard?
Jesse: Definitely going to affect it.
Jeremy: What if I need to renovate my house or replace my carpets?
Jesse: Then it is price.
Jeremy: What if the buyers are not real excited about buying homes right now?
Jesse: Then it is going to be price.
Jeremy: What if interest rates are rising?
Jesse: It would be price.
Jeremy: This is a fun conversation, isn’t it? Is there any issue that price does not solve? Any issue? Is there any single issue? Let’s pretend the government shut down today, and you could only buy a home with cash. What factor would solve the issue for any seller?
Jesse: Probably price.
Jeremy: Price. But Jeremy, everyone is going to stop buying homes. Everyone will not. Everyone will not stop buying homes. That has never happened ever in the history of housing. It has never happened.
Jeremy: Price solves every issue. Why homes do not sell in a strong market, let’s give you things you need to know before they move into 2019. Right? We still have a strong market. Jesse, you know these from last week. Let me review them and you ping in here. Number one, interest are or are not rising? They have been.
Jesse: They have been. They have been going up and down, but they are probably going to continue to go up.
Jeremy: They are going to continue to go up.
Jesse: They say they are, but they are just not sure how fast they will let them go up.
Jeremy: So this is number one. Interest rates have risen. They are rising, and you cannot, we talked about putting the pedal to the metal on your car and just drive it at full speed indefinitely. Number one, you will run into something. But number two, it will run out of fuel. The housing market has been on crazy, crazy, crazy pace for a long time. Number two, we are not in a housing what?
Jeremy: Yeah, we are not in a bubble. This is not a bubble. And what is it that Chantry Abbott always shares with us, Guild Mortgage when he comes in here, about qualifications for loans now?
Jesse: They are actually a lot better than they were in 2005, 6, and 7. They are still pretty strict.
Jeremy: Yeah, people are actually –
Jesse: You still have to qualify.
Jeremy: Yeah, people are actually qualifying for homes.
Jesse: And they still check your qualifications.
Jeremy: They do.
Jesse: Pretty harshly. I just went through a refinance.
Jeremy: Yeah, they did. They are like you had a receipt for gas from 1998. Is that in the wallet? Did you keep track of that?
Jeremy: It is a file.
Jesse: Where did this money go out of your checking account? Where did it come from?
Jeremy: Exactly. And so I am a little out of order. Number one, interest rates are rising. Number two, we are not in a housing bubble. We are not going to have a bubble burst. Number three, which is connected to number one, which is why I say I am a little out of order. I have some scribbled notes from last week. Rates are rising for a very good reason, which is what?
Jesse: Well, they have been holding them artificially down, and we either let them go back to natural or we are going to cause more of a problem.
Jeremy: Because the market is healthy –
Jeremy: — we can do that.
Jesse: Right. They have been holding them down to stimulate the economy.
Jeremy: So if you have got a teenager and did you notice that if they follow the rules and they earn trust, and they do what mom and dad ask that between 12 and 14 and 16 and 18 that suddenly some of the boundaries are lifted, and a little more freedom is given —
Jesse: Interesting to note.
Jeremy: — to that child. Right? The same thing happened with the economy. The government comes in here and puts, originally they put a tourniquet on because literally we were bleeding out.
Jeremy: Okay? Then we did surgery.
Jeremy: Then we stitched it up. Then we had a cast and a sling. We are getting back to health in the economy, so the government says all right, we do not have to suppress interest rates artificially anymore.
Jeremy: Interest rates are going up, and they are going up because the economy is actually doing great. One of the massive misconceptions that happens when a market starts to shift a little bit, as we wrap up today, is it slows down a little bit and people go oh, the market crashed. The market has not crashed. It is doing fantastic. Okay? Two minutes. Perfect. Okay. I love this. I love this. Number four, renting, excuse me, buying is again, and has always been, a more profitable for the average human being, American citizen than owning. The average net worth of a homeowner at age 65 is $300,000 versus the average net worth of a non-homeowner or a renter at age 65 was, do you remember the number?
Jesse: I think 30, 30, I cannot remember.
Jesse: Oh, 5,000.
Jeremy: There is no net worth.
Jesse: That is ridiculous. That is unbelievable.
Jeremy: Essentially, unless they have a really good retirement. But this is an average, right? We are talking about people who have nothing versus people who have a lot and average it. Average net worth of a homeowner is $300,000, okay?
Jeremy: So remember that. Last point, home values in St. George are not only not falling, they are at about a ten-year peak, ten-year peak. This will be a time that people will look back and say I wish I would have sold my home, especially people who are non-occupants. Landlords or second homeowners will wish they had done it. Okay? And they are not only not falling, there is the potential with a lot of the forecasts, 94% of the economists interviewed last week in our report, said we think they will go up in 2019. I do not know that they will in St. George. Jesse and I have debated this. I do not know.
Jesse: Well, the market does not turn on a dime. So they might not, they are not going to be at this intense pace, but –
Jesse: — it is going to take a while for them to slow down and turn.
Jeremy: It is.
Jesse: So that is why I say I disagree.
Jeremy: We will see.
Jesse: They will go up a little bit.
Jeremy: We will see.
Jesse: Just from momentum.
Jeremy: I say they will not. You say they will. We will find out.
Jesse: So next year we are going to have this conversation again.
Jeremy: Folks, if you want to reach out to us, please call us at 275-1690 or visit us at Sold in St. George dot com. A lot of people have questions right now about the real estate market. Absolutely no obligation. Sold in St. George dot com or hop on Facebook and make a comment about the Christmas giveaway. I think somebody may win a basket today.
Jesse: All right.
Jeremy: Jeremy Larkin, Jesse Poll thanking you, saying we know this town.
Jesse: Happy Holidays.
Click on Facebook Live. to see the entire recorded show from Facebook! Below is the actual S. George Real Estate Morning Drive show, hosted by St. George Real Estate Agent Jeremy Larkin, word for word! Enjoy and please share if you find it valuable!
Mike: KDXU News Time. It is 8:35. Good morning and welcome. It is a Thursday morning. It is time for another edition of the St. George Real Estate Morning Drive as we check in once again with the voice of St. George Real Estate Jeremy Larkin.
Jeremy: Good morning, everybody. Hopefully Mike will plug me in here. I do not know where this thing plugs into. It plugs in somewhere. Hey, we are live in the Cherry Creek Radio Studios on North Bluff Street. If you are watching us on Facebook Live, you would see the chaos ensuing. By the way, chaos unneeded in life. It is okay to not have chaos. It is okay to live drama-free. It is not a problem.
Jesse: But it is not fun.
Jeremy: Nah. Yes, it is. It is a lot of fun, and it is okay to live without drama. I assure you right now. Okay? So you have a little, thank you, Mike, little snafu. Plugged in. I can actually hear now and be involved and engaged in, as they say, present with you. Hey, Merry Christmas. You can hear the jingling of the bells. If you are not watching us on Facebook Live, I think just envision a little more than, not lime but not forest green sweatshirt with a bunch of kitty cats all over the front of it with bells, actual bells and a few Christmas bows. I think it is a nice sweatshirt. I asked Jesse to wear an ugly sweatshirt this morning. Ugly sweater, he put on a nice sweater.
Jesse: Well, I could not find my Christmas sweater, my ugly sweater. So I have a shirt. I thought that was for later.
Jeremy: Well, he asked a question this morning in our group feed. Over at the Larkin Group, we run a real estate company. If you guys do not know who we are, I am Jeremy Larkin, host of the St. George Real Estate Morning Drive. Been hosting this show for at least five years. We might have pushed clear back into 2012, which would be over five years. I know we are five years, and we run a real estate company here in St. George, Utah, and we help people through what seems really easy but ends up being the third most harrowing experience of their life shy of a birth, a death, fourth most, a birth, a death or a divorce. Literally, buying and selling and moving is –
Jeremy: — it seems to be next for most people. We help people through that process –
Jesse: Very stressful.
Jeremy: — of buying and selling and investing and help them make good decisions. But I have got Jesse Poll here, one of my business partners, great guy. But this morning on the group chat, we have a group chat. Right? And he said do you want us to bring a Christmas sweater or an ugly sweater? And I said there is no difference, dude. There is no such thing as a Christmas sweater that is not ugly. It is actually a fact.
Jesse: Now, I am corrected. There you go.
Jeremy: I do not care if you show up with a reindeer on your shirt –
Jesse: That is ugly.
Jeremy: — like a nice stag and you think something like this is cool. This is masculine. It is an ugly sweater, dude.
Jesse: And there you go.
Jeremy: Okay, so as long as we know that. Hey, if you are not watching us on Facebook Live, please, you can pick it up and you can see what we are doing. Ask us anything. This is one of the things that we are going to start talking about on our shows. You can ask us anything about the real estate market. And if you do, it should pop up on our screen here. Today, we are going to talk about, it is, by the way, December 20, 2018 for those who are picking up our show later on the podcast or over at our website, Sold in St. George dot com. If you would like to listen to past shows, you can literally go to Sold in St. George dot com. Each show is about 23 minutes long, 24 minutes.
Jeremy: And we have them on there again. Sold in St. George dot com and click on the blog. But if you are watching on Facebook, let us know you are out there. Give us a thumb or a heart or ask a question. Ask us anything. We are going to talk about five things you have to know about the real estate market moving into 2018, 2019, excuse me. Because 2018 is eleven days ready to expire, right. Eleven days from now we will be done with this year, and you will be writing, fortunately, most people are not writing checks. We do at our office, and you can stop putting the wrong date on, or start putting the wrong date on everything.
Jesse: This is the first year I did not do that. Maybe it is because I do not write checks anymore.
Jeremy: Yeah, yeah. Well, there you go. There you go. I write a handful. Not personally. Well, occasionally even personally I write one, but typically, typically, I am writing checks only for the business. So you all know what we are talking about. Right? It is January 7th, 10th, 20th, 30th, and I do not even know if there is a 40th in there, and you are still writing 2000, I think you write 2018, the previous year until at least June.
Jesse: At least.
Jeremy: And then you start over. Hey, here is a New Year’s resolution for everybody. Most people burn out on their resolutions by about January 20th, and do you know why? This is actually not a joke. I am going to tell you why if you would like to know.
Jesse: Because they are unrealistic. They are not really goals.
Jeremy: They may be realistic.
Jesse: They are pipe dreams most of, most of the New Year’s resolutions that I have ever done is a pipe dream, and they change my entire being instead of just making a little bit of an improvement.
Jeremy: And I like that. So they may be realistic. They may not, but what you are saying is right. What happens is, so we work in the real estate community, and we will be doing some business planning tomorrow as a team. We will go off site and do some great motivation and business planning for 2019. Well, what will happen is someone will say I want to lose 20 pounds in 2019. Or I want to sell 30 homes in 2019. So they divide that out by the months, and they say okay, I am going to have to lose X number of pounds or sell X number of homes per month. What happens is about January 20th, 25th, they find out that they are already behind, and what we do is we start to hate ourselves right then. We go oh well, this is just like 17, 16, 15, 14, 13, and 12 when I said the same thing. And oh five and six. And instantaneously, we start to hate ourselves for, and I know hate is such a strong word, but I have to be honest, folks. It is pretty much a hatred if you are real honest out there. I realize you are saying are we doing a psychology show? Well, real estate is psychology. But just for fun, here is a New Year’s resolution. You write out who it is you want to be, what you want to have, and what you want to do, and you start with who you want to be because that is what we are going to do tomorrow as a team. Who do I want to be? What will I need to do to have what I want to have? Right? And if I cannot be the kind of person that has those things, then I will not be able to have them, that does those things, I will not be able to do the things to have the things.
Jeremy: Then the resolution, folks, is you just accept yourself where you are at. And if January 20th comes around and you were supposed to lose three pounds and you have lost zero, you say, you know what, I love myself for the effort I am making all the way through January 20th. That is 20 days I was making a stronger effort I was during the month of December when I was eating all the goodies that they kept dropping off at my office. And the neighbors kept swinging by. Boy, it was nice of them to bring me toffee and fudge.
Jeremy: And then guess what you do? You get up on January 21st, and you reboot, and you try again. That is the resolution that I am going to encourage our listeners to do. Is you love yourself for the goal.
Jesse: You just keep going?
Jeremy: Yep, you love yourself for failing at the goal. You love yourself for your humanity. You love yourself for the fact that you screwed up the previous five years, and then you just keep going.
Jesse: But I think the most important part of what you just said is we do not take into fact that it is going to take a little bit longer to actually get the habit or the whatever we are reaching for –
Jeremy: Right. Right.
Jesse: — to start to show up. Take the weight loss. It may be in the 35th day that it really starts to change our metabolism.
Jeremy: Yeah. We have been thinking a certain way for 30, 40 years most of us, and sometimes 50, 60, 70. So hey, that is your psychology lesson for this morning.
Jesse: All right.
Jeremy: But truly, I think it makes such an impact when you are able to do that. Let’s talk about five things you have to know about St. George and the real estate market. So we, Jesse and I, last night and this morning, excuse me, we spent a few hours breaking down some information provided by a company called Keeping Current Matters and a fellow named Steve Harney. And what Steve Harney does, Keeping Current Matters is he spends all of his days and nights, drum roll please, researching the market. That is all he does.
Jesse: This guy says he reads eight hours a day. Reads.
Jeremy: And we have a lot of real estate. By the way, the failure rate for real estate agents is you make decisions to hire an agent in 2019. The failure rate for real estate agents is 87% over how long?
Jesse: Five years.
Jeremy: Over five years. So, 87% of real estate agents will either quit the business entirely or take another full-time job even if they keep their license active over a five-year period.
Jesse: You know what number surprised me in that data was there is 1.3 million real estate agents, and only 47,000 of those that will do more than 25 units or transactions a year.
Jeremy: Okay, so think about this. 1.3 million real estate agents –
Jesse: In the U.S.
Jeremy: In the U.S., right. And 43,000, is that what they said?
Jeremy: 47,000 –
Jesse: Will do more than 25 transactions.
Jeremy: — divided by 1.3 million. 3.6% of the professionals that, because realize, you as a consumer if you are listening to our show, if you know someone who has a license, in your mind, and by the way, you are not ignorant, it is just you have no reason to believe that they would not be a professional.
Jeremy: But we are telling you that there is actually a 3.6% likelihood that they are really good at what they do.
Jeremy: By the way, it might even be lower than that. You might have people selling 30 homes that are not good at what they do. But let’s just assume that by the time you are selling 25 transactions, you –
Jeremy: You know what you are doing. Right?
Jesse: Yeah, their feet are wet.
Jeremy: 3.6% chance that you are hiring someone who actually, who has actually really been doing this a long time and who has, who can, they might have your best interests at heart, but Jesse, I might have your best interests at heart when you are laying on the street bleeding, but I do not have the medical ability and professional expertise to save you from dying.
Jeremy: Do we see that? And man, I know that was a gruesome one. That was a good one. Just because someone has your best interests in mind does not mean that they can serve and meet your best interest. So okay, they broke this down, and we are going to nail this thing this morning. This is so powerful, this information. There are five things that we want you to know, and I am going to warm us up this morning because we want you to be, our listeners, the smartest kids on the block. We always talk about that. Right? If you walk away from the show every week saying did not know that, did not think about that. Ring your jingle bells as I am jingling along here and maybe watch Jingle All the Way with Arnold Schwarzenegger. You know he is the world’s worst actor? But somehow it is fun to watch him.
Jesse: I enjoy watching him.
Jeremy: It is like watching a car accident. You just want to see. 1,400 real estate agents in Washington County according to Robert. Good morning, Robert. 1,400, okay?
Jesse: In Washington County.
Jeremy: Times 1,400. That means, that is about right. 50 agents, 50 of the 1,400 in Washington County are really selling at a volume level. I call that 25 or more transactions. Which is actually pretty good since the minimum standard to even be at the Larkin Group is?
Jeremy: 24 transactions. Yeah. So we cannot even have a sales person on our team that is not selling 24 homes. Just too complicated. They do not have enough information to help the client, and there you go. Good morning David and Kierstin. Love having all of you on here this morning. Number one, are you guys ready? Five things you have to know about the real estate market. Number one, we are not in a bubble. We are not in a bubble.
Jeremy: This is not the next housing bubble. Jesse, give us a definition of a housing recession.
Jesse: Two months –
Jeremy: Two quarters.
Jesse: Two quarters of downward pricing or –
Jeremy: Yeah, the economy is slowing down.
Jesse: — is slowing.
Jeremy: If I tell you that we are in a recession, you get nervous. Right?
Jeremy: That is a scary word. Right? But if I tell you hey, I was noticing, the economy slowed down the last two quarters. Do you quite get that chill down your spine?
Jesse: Not necessarily.
Jeremy: You should not because they are different. Recession is like a four-letter word, a really naughty one.
Jeremy: Okay? So a recession is nothing more than two straight quarters of economic slowdown. Okay. Folks, if you go to your children’s track at their school this morning, and they line you up and they say you are going to do, you are going to run as fast as you possibly can around this track. Like what do you mean? Am I going to run a mile or two miles? I need to know how long I am running so I will know how fast to run. No, Jesse, I want you to run as fast as you possibly can until you have to stop. How far would you go realistically you think? 400 meters around that track. How far do you think you could actually, far you think you could go at the fastest?
Jesse: How far at the fastest?
Jesse: Probably half way.
Jeremy: That is about it. That is probably about right for most people. You would just about keel over at 200 yards.
Jeremy: So what you are telling me is that you cannot keep running at your very fastest speed all the way around the track indefinitely?
Jeremy: Neither can the economy.
Jesse: Sixty seconds is about –
Jeremy: Yeah. And neither can your car at 100 miles per hour. It will run out of fuel. Your Tesla will run out of power. The economy cannot continue at this pace. So when we say it slowed down for two quarters, it is like thank goodness. Number one, we are not in a bubble. Okay. Number one, we are not in a bubble. Okay. Number two data point, market interest rates are rising. We have heard that interest rates have been rising. Okay? This is a two point. Interest rates are rising, and the reason is because the economy, Jesse, is good or bad?
Jesse: Because it is good.
Jeremy: Isn’t that an interesting way to look at that? Isn’t that a different way to look at that?
Jesse: Right, but they have needed to rise because the Fed has been actually holding them, they have been paying money to hold them down.
Jesse: To boost, or to continue to stimulate the economy.
Jeremy: They have been bribing the economy.
Jesse: We cannot do that forever.
Jesse: Without some pretty severe consequences.
Jeremy: Lincoln, Darrell, Devin, that is like a triple power. If you guys all knew each other. Well, actually Devin bought Lincoln’s home. So maybe they do know each other. Small world. Good morning, guys. Think about what you just said. Right? Interest rates are going up because the economy is in good shape not because it is in bad shape.
Jesse: And because it is time. In St. George, anyway, for a year we have said wow, this has got to slow down. We cannot continue this pace.
Jeremy: Yeah, I have been watching my kid run around the track for the last several years, and he looks sick.
Jeremy: This does not look, this is not good.
Jeremy: I think he is going to have a heart attack.
Jesse: So we have been praying for this, and now it is just time.
Jeremy: Yeah. Yeah. This is fun. Point number, we are going to come up to one about equity in just a minute.
Jeremy: So point number one, we are not in a bubble. Okay? We are not even close to a housing bubble and we are going to give you more data to prove that. So the question is are we in a bubble? Is this, okay, we are not in a bubble. Number two, interest rates are rising, but it is because, Jesse?
Jesse: They need to.
Jeremy: They need to. Okay? And by the way –
Jesse: To stabilize our economy, they need to.
Jeremy: Yeah, and by the way, Jeremy, what do you think interest rates are going to do in 2019? I do not know, guys. Honestly, I am tired of making predictions. They keep, they raise them, and then they said they were not going to raise them.
Jesse: And then they lowered them.
Jeremy: I do not know what they are going to do. Okay? Here is what I do know. We have used this analogy so many times. If you are about to travel across 200 miles of open desert in the middle of the summer, and you see a sign that says this is the last gas station, water, and services for 200 miles, and your children are in your car, do you or do you not stop?
Jesse: You stop.
Jeremy: You stop. You are like I do not know. We will buy something. Get some gum and use the bathroom.
Jeremy: What I know is interest rates are what they are today, and historically, they are half of historic, half of what they were historically. Meaning, folks, if rates ever go back, we talked about it with Chantry Abbott from Guild Mortgage last week on the show, if rates went back to the historical average, your payment would go up $500 per month if you went to get a new mortgage. Oops. Okay. Number three, this is pretty exciting. Owning a home has always and will continue to be a much better financial position than renting. Let’s talk about the data.
Jesse: That is true.
Jeremy: Okay, this is number three. Did you hear what they said what the net worth of the typical home renter was over the age of 65?
Jesse: I did not. I did not catch that.
Jeremy: Did you miss that? Okay, I do not know if you grabbed it.
Jesse: Well, I heard it, but I do not remember.
Jeremy: The typical renter over the age of 65 in the United States of America has a net worth of $5,000. Folks, do you realize what $5,000 is? It is like when my kids, they were doing the Summit Athletic Rock, $10,000, Dad, what would you do with ten grand? And I said, kids, it would be very disappointing how far that would not go.
Jeremy: Right? Ten grand it just not a lot of money.
Jesse: It is not.
Jeremy: And if there is a listener out there that is like it is to me, it may be to you, but in the world, right, five grand is the net worth of the average renter over age of 65. Why do you think they measure people over 65, Jesse?
Jesse: Well, that is when we really need the money.
Jesse: We really, once you hit 65 –
Jeremy: How many 25 years-olds are worrying about their net worth? Thinking probably not a lot of them. The average net worth of a homeowner over 65 is? $300,000.
Jeremy: Net worth meaning your net value of all of your assets if you cashed out. And where do you think all that value is? Well –
Jesse: most of it is in the real estate.
Jeremy: Most of it is in the real estate. Okay? So number three, owning a home is a much better financial play, has always been, and will always be, always be than ever than renting a home.
Jesse: Well, it definitely gives you more control. Because if you are renting a home and it is December, and your lease is coming up in January, you have no idea what is going to happen. Most likely, your rent is going to go up. But if you have a mortgage, it does not.
Jesse: It stays the same until you do something with it or to change it.
Jesse: So you get a lot more control, and you are gaining equity.
Jesse: By most of the time, of course, the market rising or paying it down.
Jeremy: Yeah. Point number four, and point number four and five are going to look similar, but they are not. Number four is are prices falling? Home prices in St. George, Utah are not falling. Now, I had an interesting discussion this morning with my brother-in-law. He said a lot of my friends from northern Utah are looking at homes that they were checking out like six months ago and they said they dropped twenty or thirty grand. Did the value of the home drop twenty or thirty grand, or did the seller reduce the asking price that was too high to begin with by twenty or thirty grand?
Jesse: So the seller reduced the asking price, and I have got some data here that is really interesting.
Jeremy: Give it to us.
Jesse: If we look at the Washington County data for just last month. This came out, we put it out on December 2nd. The average list price is 499, but the average sold price is actually 352.
Jeremy: Average ask price was what 99?
Jesse: So those are not obviously on the same homes –
Jesse: — but that is saying that people, the market is just saying okay, sellers are just going to have to reign in their prices a little bit to get their homes sold now.
Jeremy: Correct. So I want you think about this. I had a comment. David, thank you, on Facebook. He said I am kind of worried the prices are coming down, which is a bummer. Hard time to sell. First of all, David, this is a really interesting context. He works in California. Okay? He lives in St. George. He works in California. By the way, I have got a map of all the declining markets in the United States of America. Where are 90% of them? California. Almost all of them are in California, Dallas, Texas, and a handful of other markets. Declining markets. Folks, what is happening with prices right now is that sellers have been asking too much for their home.
Jeremy: And so, we went up and we got up to the peak and then people stretched a little beyond that and said maybe I can get more. Okay? And this is number four. Every single home needs to be reduced. Every listing in the MLS needs to be reduced between 5 and 10%. Virtually everyone. I am going to say everyone. 5-10%. Virtually every home actively for sale, and that includes you For Sale By Owners, needs their price reduced by 5-10% to actually be in line with what the market will support. Okay? Prices are not necessarily falling in Washington County. People were simply asking too much.
Jesse: They are not falling at all.
Jeremy: They were simply asking too much. Okay?
Jeremy: They have not fallen at all. We have no data to support it. Now here –
Jesse: And they cannot. So if you look at the supply and demand –
Jeremy: Keep going. I am going to run out of time.
Jesse: Can you even have a declining market when you have more demand than supply?
Jeremy: Not a chance. Thank you. That is so brilliant.
Jesse: You just cannot.
Jeremy: We still have more demand than supply.
Jeremy: We cannot have a declining market. Here is the fun part okay. Number five, here is the prediction. They asked 100 economists in this report that we went over, they asked 100 economists what they thought home prices were going to do in 2019. 96 of the 100 said?
Jesse: They are going up.
Jeremy: They are going to go up. Now, I do not believe they will go up in Washington County. Okay? Because when they asked economists, do you think they asked an economist in St. George, Utah what they thought?
Jeremy: No, they did not. Okay? Of course, they did not. Because of those 100 economists, probably 75 of them were in New York City, San Francisco, and Los Angeles. Okay.
Jeremy: We do not think home values are going to rise in Washington County. Okay? But here is what is happening. David made a great comment. It is hard to sell right now. Not many people buying. So this Steve Harney shared a great example. He and his wife went down to buy a Lincoln Towne Car. He is a big guy. He wants a big car. His wife says I want a Lincoln Towne Car. It has been my dream. They go down and they look at all the Lincoln Towne cars. After they look at them, she gets sticker shock. She is like oh, I am never paying that much for a car. And so just like a good husband, he is like okay, honey, whatever you say.
Jeremy: They leave the dealership, and they go out and they look all around town. What did she find after she looked all around town?
Jesse: That Lincoln was the best value.
Jeremy: That what she wanted and what she needed and everything factored in, that the Lincoln was the best value. And where did they go back to?
Jeremy: Buyers hit stocker shock. Here we go. This is such a huge point. David, this is to your point. Buyers had sticker shock in September, October, November of 2018. December is an anomaly and it is hard to even predict what is going on in December. They have sticker shock. I made multiple offers. I am in bidding wars. I offered ten grand over and someone beat me.
Jeremy: I thought I was the first guy in and there were 12 people ahead of me. They got sticker shock. Folks, on January 2nd, all the young families, millennials or otherwise, that have the baby that is still sleeping in a crib in the room that they really needed to get out of the room in September –
Jesse: That is such a good analogy.
Jeremy: — but they are ticked off because the home market is too high. Sticker shock will fade and in January what will they say?
Jesse: They will come back.
Jeremy: I love this baby, but honey, we have got to get him out of the room.
Jeremy: This is driving me crazy. And they will come back, and they are already coming back to the market. Folks, this is a great, healthy real estate market. Have a merry stinking Christmas out there, would you? Jeremy Larkin thanking you saying we know this town. Ask us anything. Write in this thread after this on Facebook.
Mike: You have been listening to the St. George Real Estate Morning Drive here on News Radio 94.9, 890 KDXU, with the voice of St. George Real Estate, Jeremy Larkin. Again, for more information, give them a call at 275-1690. You will find them online at Sold in St. George dot com.
Jeremy: Good morning. How are we doing, folks? I am here. I am alive. I have got a dead laptop. I am not sure why it is dead. But guess what? Does that ever happen?
Mike: All the time.
Jeremy: So batteries actually die on these things –
Chantry: Only when you need it though. Right?
Jeremy: Yeah, I know. It is okay. We will plug it in and we will be good to go. I have got Chantry Abbot this morning with Guild Mortgage. Chantry, good morning.
Chantry: Good morning.
Jeremy: Give me something good. What is the greatest thing that is happening in your life right now?
Chantry: Oh man, the greatest thing that is happening in my life. I just went to, my son’s doing, he is four –
Jeremy: Got it.
Chantry: — and so yesterday, I snuck out of work a little early and well, at about lunch time. Snuck out for a little break, and he is in a gymnastics class.
Jeremy: Oh man.
Chantry: And he totally digs it. Somersaults and all that.
Jeremy: I have got a 17-year-old who always referred to her gymnastics when she was that age as nastics.
Jeremy: Something like that. It is pretty fun.
Chantry: I have been telling him that the Ninja Turtles do gymnastics, so he is really into the Ninja Turtles.
Mike: He is sold.
Chantry: Yeah, he is in that really learn his stuff.
Jeremy: That is amazing. I love this. Well, so that is your great thing this morning. Isn’t that great? You know what? Let me tell you what is going on great in my life, by the way, folks, is I hauled two kids off to school this morning, and I think they were both just about late. We are talking about scratching the, oooo, the very edge. One went over to Tonaquint Intermediate and another to Dixie Middle, and once upon a time they were four. They were four years old. And there you have it. We got up. So but those guys, these two dudes and I actually, all four of the kids, we went up to Bryant Head this last weekend –
Chantry: I was actually going to say they are probably bummed they were not going skiing today.
Jeremy: Yeah, they probably were. They probably were. Bryant Head missed the snow on this storm, but we were there this last weekend, and if anybody out there is thinking about getting up to the mountain, it is actually looking really, really good for this time of year. I am shocked. Salt Lake had 14 inches or something overnight. I saw that. But it is pretty good for December, I do not know what the day was, tenth.
Chantry: When do Washington County Schools get out for the Christmas Break?
Jeremy: So the kids will get out the Friday before Christmas which seems like it is the 21st or second.
Chantry: So that would be a week from tomorrow?
Jeremy: Yeah, the 21st. So a week from tomorrow. These kids are seven days left, and then they will have ten days off. Look, it is the most wonderful time of the year. The fun thing with Christmas break is that you are actually excited. For all you parents out there, I think you know what I am talking about. It is actually exciting. It is fun to have the kids home, and a lot of parents are off of work at least part of that time. A little easier than summer. Summer you are thinking, we have got a whole two months of this stuff, don’t we? Now what am I supposed to do with these kids?
Jeremy: And if you are working mom or a working dad –
Chantry: Yeah, how do I deal with that?
Jeremy: That gets really busy. Really, really busy. Here we are. We are all on our own plane with our kids and Mike has got his kids grown. Mine are kind of in between and you have little, a little child. And that is where we are at. So Chantry and I are going to be talking about, this is exciting, okay. It is funny that bad news is often exciting. It is just so bizarre what is happening in some of these real estate markets. Right?
Chantry: Right. It is going to come as a surprise to most probably. Right?
Jeremy: Yeah, absolutely. So we are going to talk a little bit about what is going on in Dallas, Texas. Frisco, Texas. By the way, Frisco, Texas, outside of St. George, fastest growing community in the United States of America. And just crazy. There is a Toyota plant there and jobs. We are going to talk about what is happening with the real estate market. And the teaser for our listeners out there: builders making hundred thousand and bigger dollar price reductions on their listings, offering real estate agents trips and travel all over the planet to sell their homes. Some strange stuff going on out there.
Chantry: Yeah, the trip to Mexico caught my eye.
Jeremy: Oh, is that what got you excited? Did you want to move out there?
Chantry: No, I will just take a trip there. That is all.
Jeremy: Actually I was just saying to Texas so you can start –
Chantry: I could sell some houses out there.
Jeremy: So we are going to talk about what is going on with the real estate market and really the US housing boom coming to an end and what that means, and whether you should be alarmed, and whether St. George is next. November was a very strange month for everyone in the real estate market, both in sales, real estate sales and in lending, that is what Chantry does. He is with a company, Guild Mortgage, and they have worked with us for so long, at least coming up on a decade and do such amazing work. Of course, what they do is help people find the money they need to purchase a home. And they have worked with, I do not know, certainly dozens and probably more like hundreds of our clients over the years. Right?
Chantry: Yeah, hundreds. Yeah.
Jeremy: Hundreds of clients.
Jeremy: And you have been doing mortgage lending, I like to tell people home lending in a way because sometimes people out there in the public are like well, I do not. Do you know what I mean?
Jeremy: But mortgages or loans for people purchasing homes for how many years?
Chantry: It will be 13 when the calendar turns.
Chantry: Crazy. It was 2006.
Jeremy: This is wild. So let’s do some history. So thirteen, 2006, 2008 is when they really say the bubble burst.
Jeremy: So we are decade. We are having a ten-year anniversary, and we talked a little bit about this on our show last week. So you read these articles –
Chantry: That I did.
Jeremy: — that I am talking about? Should I give folks the highlights? Let me give you the headline for this article. It is Bloomberg, and we will post this into the Facebook comments. If you are not watching us on Facebook Live, you can catch us at Facebook dot com slash Jeremy Larkin. The way it sounds, J-E-R-E-M-Y, Larkin, L-A-R-K-I-N. Facebook dot com slash Jeremy Larkin. We are streaming it live. We stream it live every week and then we post this over to the Larkin Group Facebook page. Of course, if you are listening to us on the radio, you are either on 890AM or 94.9FM. So our Facebook listeners, if you want to get on the radio, you can hop to 94.9FM, 890AM.
Chantry: If anybody wants to, I have got my phone. I am going to see if there are any comments. I just barely thought of it.
Jeremy: Oh beautiful, beautiful.
Chantry: So if anybody wants to comment on Facebook, we will answer the question.
Jeremy: Yeah, I love this. Yeah, if you guys have questions, specific questions for Chantry who is doing lending, specific questions for me. So let me give you the headline: Free vacations, $100,000 discounts, home builders get desperate with hot markets cooling and mortgage rising the industry turns to incentives to boost sales. And of course, Bloomberg paints this in such a dramatic fashion, do they not? A real estate broker in suburban Dallas is raking in freebies this year. Trips to Lake Tahoe and Santa Barbara in California, Cabo San Lucas in Mexico, and a dude ranch in Wyoming. The home buyers he represents are cashing in, too. They are winning price cuts of more than $100,000 on top of free upgrades such as media rooms, cabinets, and blinds. This feels a lot like, when you hear this, some stuff we saw here a long time ago.
Chantry: Sure, yeah.
Jeremy: Doesn’t it? It goes on to say the generosity flows from an increasingly desperate home builder market. Hot markets are cooling as fast as interest rises, and this is where they really throw the drama on here. Some flare. In the great housing slowdown of ’18, it is like they have added, they have created their own term, shoppers are reclaiming the upper hand after years of soaring prices that placed most inventory out of reach of many families. Everyone is hungry for buyers, he says. What do you think, man? When you see that, what are your thoughts?
Chantry: So sure, has the market shifted a little bit? Absolutely. Is that an extreme version of it? Yeah, of course it is.
Jeremy: For sure.
Chantry: But anybody that follows the housing market, it is kind of interesting. It has been very similar to the stock market. So those of you that follow the stock market have noticed some things have changed over the last couple of months, quite significantly. And we have noticed that in the real estate market. But it had to. It was out of control. This summer, all of us were looking at each other going there are no homes for sale.
Jeremy: It was weird. It was ridiculous.
Chantry: Buyers have no, buyers have no control. And it was not just prices that were that were crazy. It was terms. It was like they could not ask for anything. They had to close really fast.
Chantry: They had to make offers sight unseen. Just weird stuff that just is not really good for a buyer.
Jeremy: No, it is not good for a buyer at all. And one of the challenges we have in real estate is anytime that the market turns to where one group has the serious upper hand, either a seller’s market or a buyer’s market, it is going to create weird dynamics.
Chantry: Not good. Yeah.
Jeremy: And this is not good either. What we are hearing about in Texas. Definitely, when Bloomberg and Wall Street Journal and, and, and start running articles saying that the housing market is coming to a massive halt in Dallas, it scares people.
Chantry: Yeah. Especially what happened ten years ago. We all think oh, can that happen again.
Jeremy: Excuse me, yeah, there is just no question. And we do sit here wondering what will happen? Like coming up here, it is interesting. It says, let’s talk about some things that are issues that slow the housing market down, and we will answer the question whether St. George is next. Rising interest rates –
Jeremy: — and we are going to ask you specifically about that. Trump did a tax overhaul that caps the, places caps on tax deductions for mortgage interest. That is an issue. Right?
Jeremy: They are hurting really like high tax areas. New York, massive high taxes that really hurts those people. 4,000 new condo units listed for sale, will be listed for sale in 2019 in Manhattan they said.
Jeremy: In Manhattan.
Jeremy: Not in New York City. Right?
Jeremy: 4,000 new condo units. You have got, okay, they talked about Austin and San Jose, California. Austin, Texas. San Jose, California. They have put, like immigration restrictions have kind of slowed down high-skilled workers coming into those markets. Some of these places are now less appealing to your Chinese buyers and your foreigners. We do not see as much of that here.
Jeremy: How often have you ever seen a foreign buyer try to get a mortgage?
Chantry: It is really rare. Occasionally we will get the Canadians because they love the warm weather here.
Chantry: Really honestly, some of them, it is the first warm place south.
Chantry: So if you are heading south –
Jeremy: It is.
Chantry: — on I-15, boom, first warm place, really nice, great spot.
Jeremy: That is a great point.
Chantry: So we get a little bit of that. But it does not drive our market by any means.
Jeremy: No, not at all.
Chantry: But to your point, with the rising interest rates and home prices as we know just continued to go up and up and up, it is all about affordability.
Jeremy: It is.
Chantry: It really ends up being to a point where if prices get too high, rates go up, it is just not affordable anymore. So there has to be some sort of a shift back to normal.
Jeremy: There absolutely does. So what you are saying is, from your perspective, this housing, the great housing slow down of 2018 is not a problem.
Chantry: Yeah, let’s understand one big difference.
Jeremy: Yeah, let’s do.
Chantry: In 2006, do you remember the loan that they called the Stated Income/Stated Asset?
Jeremy: Oh, for sure, I do.
Chantry: Okay, so what this was was you are sitting across the desk from a mortgage guy and they say well, you need to make $10,000 a month, Mr. Schoolteacher. You make $10,000 –
Jeremy: So what would he do?
Chantry: — a month, correct? Wink, wink. And then all of a sudden, the deal is closed. You did not have to document anything. It was insane. There was no common sense, greed, crazy, stupid, whatever you want to call it. Loans were getting done to people that just should never have gotten the loans. Period. End of story. And so, it made everything go out of control, and these people were doing it knowing that they could not afford the house payment. They just thought –
Chantry: They just thought if I do this, I can hang on for a year and then I will sell it and make all this money because my neighbor did that.
Jeremy: right. Right.
Chantry: And so let’s do that. I know I cannot afford a $2500 house payment. My neighbor just did it, and we can sell it in a year, and we can do it for a year. Pull it out of our retirement. That is what was going on. See people were getting these loans they could never afford. Ever.
Jeremy: Not a chance.
Chantry: They never even thought –
Jeremy: Not a chance.
Chantry: The people did not think they could afford them. So now the total difference is loans are tough. Loans are, it is hard to get a loan. People that get a loan, by the end of it, they are tired of all these rules and giving us pay stub after pay stub and bank statement after bank statement and all this stuff we have to dig into, and absolutely the whole point of it is to make sure the mortgage industry feels like this person can actually afford this house payment.
Jeremy: Well, right. You need to make $10,000. You know it is funny you ask that because I happen to be making $10,000.
Chantry: Oh, that is weird timing, right?
Jeremy: Actually, it is 12,000. Well it is funny you would say that because I just got a text from my boss. My income was raised.
Chantry: Yeah, exactly. Right.
Jeremy: It is like this is incredible. Right? It is amazing how everybody seemed to have the qualifications during that time to do this. Right?
Chantry: You did not have to get anything. It was just whatever you said, get a loan.
Jeremy: Well, okay, so the big difference now, that Chantry is saying, we have got Chantry Abbott here with Guild Mortgage here in St. George, we are talking about the great housing slow down. I love this term. I think I am going to run with it. That Bloomberg News has put out of 2018 and we shared, if you just picked up the show, the fact that, and good morning to everybody on Facebook, and good morning to all of our listeners. Thank you so much for your support. Talking about the fact that in some of these housing markets it is slowing down. So we saw massive, they are giving away vacations and crazy incentives and free media rooms and free upgrades and free cabinetry. And they are giving away, they are reducing prices a hundred to two thousand dollars on these expensive homes by the way. Just to be clear, Chantry, I think people need to understand this. They are reducing the price of seven to hundred million dollar homes by a hundred thousand dollars.
Chantry: Right, yeah. It sounds really –
Jeremy: These are not $300,000 homes.
Chantry: A $3,000,000 house had $100,000 reduction.
Jeremy: Yeah, so let’s be clear. However, what Chantry is saying here is that the difference between ten years ago as the housing market kind of catches up to itself, is that people are actually qualifying for the loans, aren’t they?
Chantry: I have not done a loan since 2008 that was not like extreme documentation of being able to make the payment. It has happened. People still have stuff happen in their life, and they are going to have short sales or foreclosures or fire sales. I have to get rid of the house. For the most part, these people are affording their payment barring a catastrophe, and that was not the case then. So that is where, sure, are we going to have a slowdown? Yeah, we needed it. We needed it.
Chantry: It was a bummer for homebuyers. There was not anything for sale. It was a little bit out of control, and I do not even necessarily mean prices were out of control. I just mean there were not enough, you sit down with a buyer and you go here are the two homes that are available. Which one do you want to buy? The seller has all the control in that situation, and that is just not good.
Jeremy: It is not good at all. And the sellers are like this is great. So, let’s put this in perspective for our local people. I have a comment. I have an observation and a question. Let’s start with the question. The prevailing 30-year interest rate today if I went to get a mortgage is what?
Chantry: About four and three-quarters.
Jeremy: Okay, so it is four and three-quarters percent to get a home mortgage today, typically. Assuming fair credit and all that stuff, good credit. Okay.
Chantry: Somewhere in there 5% —
Jeremy: Good credit, by the way, we are not talking 800. Just thinking if you have got 700 –
Chantry: Four and three-quarters, 5%, whatever.
Jeremy: Okay. Yep. What is the average interest rate that people have paid since they started tracking interest rates to borrow money for a home?
Chantry: Great question. So the mortgage industry as we know it, Fannie Mae and FHA, and it has been around since the 1950s we will say.
Chantry: It is a little over 8% is the average rate over that timeframe to current. And that is taking in current day when they have been crazy low, which is throwing the average off, right?
Jeremy: This is crazy.
Chantry: So the government made interest rates lower than they should have. Even counting that, the average is still over 8%.
Jeremy: This is, okay, this is going to be fun. Typical person comes in your office today and wants to buy a $300,000 home, which is the average home in St. George right now.
Jeremy: It is actually 330, 340, but I am going to say 300, okay, because I think the average is skewed because of higher –
Jeremy: Really is 300.
Chantry: Take out the extremes.
Jeremy: Yeah, the stuff that people are really affording. If they buy a $300,000 home, your typical client, just no specifics, what is their payment? Like the typical payment? What is the most average payment you send out of your office?
Jeremy: Okay, so let’s call it $1650 a month. So the average mortgage payment that someone is coming out of Chantry Abbott’s office, Guild Mortgage, when they go in there and they hire them to help them get a loan, it is $1650. Chant, just for fun, and I am putting you on the spot, if interest rates went from 4 ¾ to 8%. Today we are 4 ¾. Eight is the historical average. If they went up by 3 ¼ points, what would that payment 1650 be? Just as a guess.
Chantry: I will do the math, but I am going to say about $400 a month higher, probably over two grand. At least probably.
Jeremy: So we are four –
Chantry: I am going to do the math.
Jeremy: He is going to do the math. He is going to do some math. So let me put this in perspective as he playing around here. He is actually just making his move on whatever, what is the game that everybody plays? It is almost like Scrabble that they are playing with their friends.
Chantry: Oh yeah. Words –
Jeremy: Words with Friends. He just needs to make a move on Words with Friends and he will be back on. If interest rates right now, because we are going to tie this in, because we started the show by saying that the housing market is falling apart in Texas. I do not know if it is falling apart, but wow, it has kind of shut off overnight. If you read the article I linked in on Facebook to Bloomberg, you will be fascinated at the way it reads. If rate were today at the historical average interest rates for you to buy a home, your payment would go up by an average of $400 for the typical homebuyer. From 4 ¾% what is the number?
Chantry: It is about 500 actually.
Jeremy: Five hundred. Okay. This is even better. Thank you for adding some excitement.
Chantry: So about a 3% difference on that scenario is almost $500 a month.
Jeremy: So it is very simple where we are going with this. So the question is what are rates? 4 ¾%. The simple point is that this is absolutely a time that is still a great time to be buying a home. Now, here is the observation I wanted to make. We are seeing the For Sale By Owner sign go up everywhere in Washington County –
Jeremy: — in the last 30 days.
Chatnry: It is easy. Let’s just sell it on our own. Right.
Jeremy: Have we noticed historically, gang, that consumers are always six months behind every trend?
Chantry: Yeah, yeah.
Jeremy: We are always six months behind.
Jeremy: Now here is the reality –
Chantry: We all know that guy. Oh, my buddy made a bunch of money in the stock market. I am going to hurry and jump in. It is like you missed it.
Jeremy: Yeah, you missed it. Right? So what is going to happen with most of these people selling their home by owner, and I have to be very honest about this, we are needing to reduce the price of most MLS listings right now to get to them in line with what the market is really supporting, and we have talked about this for a month because sellers have been asking more than the market would support. Values are not really going down.
Jeremy: Right? In St. George. People have simply been asking more than the market will support.
Chantry: Well, what people do and I think this is where you are getting is their house is realistically worth 300, but they think, you know what, I have heard it is crazy.
Jeremy: I will do it at 325.
Chantry: There is nothing out there. Maybe we put our house up for sale for 330 and see if we get it. And if we get it, really cool, let’s sell it.
Jeremy: You know what? Let’s just go 600 and see what we get. Okay, but they are not going that crazy.
Chantry: Let’s just put it up for sale at 330, 350, and we get that. Cool, we will sell.
Chantry: And that is not what is going to happen now.
Jeremy: Right. So the For Sale by Owner, where every professionally marketed agent listed is being reduced, most of the For Sale By Owners are not going to have success right now, and it is going to be hard, and that is going to be frustrating.
Chantry: Every time I do a mortgage and there is a For Sale By Owner, the buyer thinks he is going to get a deal. There is no real estate commission, so I am going to offer him super low.
Jeremy: The buyer wants the deal. So folks, if you want to reach out to Chantry Abbott at Guild Mortgage, 674-1090?
Jeremy: Best number, 674-1090, and Mike will give you our contact information. Have an amazing week. Get your Christmas shopping done and check out the article we linked on Facebook about free vacations for realtors in Texas. No free vacations here that I have seen.
Chantry: There is one for Mexico, I think. I do not know when that was.
Jeremy: Okay. All right, man.
Jeremy: There is a dude ranch vacation.
Mike: Dude. All right. You have been listening to St. George Real Estate Morning Drive. For information, call 275-1690 or find them online, Sold in St. George dot com.
Zillow.com and 10-Year Anniversary of Housing Bust! (St. George Real Estate Morning Drive Radio Show)
Jeremy: … good day to everybody. It is kind of nice out there. What do you think about the little bit of rain, Mike?
Mike: I am loving it. It is all right by me.
Jeremy: You are not offended?
Mike: No, not at all.
Jeremy: Do you remember 2013? Do you remember about this week in 2013?
Mike: It got a little white around here, didn’t it?
Jeremy: It did, didn’t it?
Mike: Yes, it did.
Jeremy: Can you believe that?Read more…
Zupas Coming to St. George and Top Home Buying Challenges! (St. George Real Estate Morning Drive Show)
Mike: KDXU News Time. It is 8:35 on a Thursday. It is time, once again, for another edition of the St. George Real Estate Morning Drive as we check in, of course, with the voice of St. George Real Estate. Here is Jeremy Larkin.
Jeremy: Yes, the little pause that you heard Mike make, it was actually him nudging me back awake. I apologize. I was just slipping off to sleep here in the studio.
Mike: Anything I can do, Jeremy.
Jeremy: I know.
Mike: I am here for you.
Jeremy: No way, man. On a beautiful morning like today, I had that little, I do not know if you guys have this, you do, you get up at four in the morning. It is the hour after I wake up, I have that little dozie. Good morning, Michelle, welcome to the show.
Michelle: Good morning.
Jeremy: I have got Michelle Evans here, our Director of Buyers at the Larkin Group. Amazing woman. It is like one hour after I get up –
Jeremy: — I am ready to go back for a nap. And I always say if I could take ten minutes and nap right then, I would be so solid. It would make the whole day. But I did not.
Jeremy: And I did make my bed. Did you guys make your bed this morning?
Michelle: Sure did.
Michelle: Jesse says no.
Jesse: My wife was still in bed.
Jeremy: No, I did not really do a good job, but I was walking out of the house and flicked that thing up. That bedspread. There is something about it.
Michelle: Yeah, when you come home, you feel respected like ah, that feels good.
Michelle: It is inviting.
Jeremy: It is like when you get money in your wallet and then you put it all in crooked and crazy. You have got to put, Suzy Orman, I was reading one of her books.
Jeremy: She says put all your dollar bills in and then your fives and then your tens and then your twenties. And some people have fifties and hundreds. I do not even know what those look like.
Michelle: Who is even on those?
Jeremy: Yeah, I do not even, jeeminy Christmas. So, yeah, it is like making your bed and having the money in your wallet straight. You just have to do it.
Jeremy: So I did. It was lazy.
Michelle: Good for you.
Jeremy: It was lazy, but I did it.
Michelle: My money is jammed in there.
Jeremy: It is wedged in there. I know. You have a lot.
Michelle: Oh yeah?
Jeremy: Let me tell you something, guys. I had some fun and sad, disappointing news. We will find out if it is real, but McCrae Heppel, our good friend over at Eagle Gate Title had made a Facebook post about Zupas coming to St. George. He said last time it was a false alarm. This time it is real. Zupas is taking over the Brick Oven at the corner of River Road and the Boulevard. It should be open in the next 3-6 months. Thank you for the info, Links Commercial Real Estate. Yeah, buddy. This is pretty cool. I saw this this morning, and we are going to share this into our Facebook page. If you are not watching, by the way, good morning, you can watch us Facebook dot com slash Jeremy Larkin. Just the way it sounds. This is kind of a deal. I am Zupas aficionado.
Michelle: Oh, a fan.
Jeremy: I am a huge fan. I am a huge fan.
Michelle: The basil tomato soup –
Michelle: — with the orzo.
Jeremy: See I am a chicken tortilla guy.
Jeremy: What is it called?
Michelle: Yeah. Chicken tortilla soup.
Jeremy: And I do a lot of chicken chili. It is what they call it. Something like that.
Michelle: Oh. I have never had a bad anything in there.
Jeremy: Well, here is what I get at Zupas. I get the TSA, which is not for the security administration that runs the airports.
Michelle: They do not pat you down to –
Jeremy: Turkey, spinach, artichoke. So Jesse is hiding over in the corner this morning. Jesse Poll. Just because this guy is great. He set up our camera. I told him I was going to fire him from doing our camera work yesterday, but he changed his mind. He is going to keep doing it. It took me 15 takes to shoot a video for our Basket Brigade charity that we are going to deliver –
Jeremy: I do not know. I took a screen shot that there were so many takes and half of the takes were my fault. But gang, digressing back, I guess because I still have it pulled up here, Zupas. Zupas is coming to town. We will see. I am going to share the link from Links Commercial Real Estate. That is kind of fun. You can check this over at the Larkin Group’s Facebook page. Kind of going to be fascinating. Our listeners out there, whoever is watching us on Facebook live, chime in. Are you a Zupas fan? Do you even know what Zupas is? And sorry, Kneaders, Zupas is like two to seven steps ahead. They –
Michelle: They rock it.
Jeremy: They are so good.
Michelle: So good. That little strawberry.
Jeremy: Oh, oh, oh.
Michelle: Chocolate covered strawberry.
Jeremy: So check it out. If you do not know what Zupas is, they are just kind of, I do not know how to describe it. It is fresh food. People call it a sandwich shop, but it is so much different than that. It is just very fresh foods, salads and sandwiches, and you are ordering right there, and they are prepping it in front of you. It is just fantastic.
Michelle: It is good.
Jeremy: It is the very best. So Zupas fans out there, check us out at Facebook dot com this morning slash Jeremy Larkin. Or, or 94.9FM 890AM, and we are going to talk to today a little bit about what you think the biggest stresses of home buyers and sellers are. Jesse, I am going to plug you in on the microphone for one second. I need to give you a quick update on our basket brigade. What do you know? Tell us what we have going on about the Basket Brigade charity.
Jesse: So at Basket Brigade, we are at, I believe, 120 families, and we are going for probably 2-250 this year. Right now, we are still collecting money to see who wants to feed a family. That is probably the best part is either volunteering or really feeding a family in the area. It is just unbelievable.
Jeremy: I put you on the spot.
Jesse: You did.
Jeremy: I put you on the spot. How many years have we done this now?
Jesse: This is the, I think this is the fourth, but is it the third? This is the fourth year we have done it. The third year we have been running it.
Jeremy: The fourth year that we have handled it ourselves. Was it the Palmer family?
Jesse: Yeah, the Palmer family.
Jeremy: They are all remarried and stuff like that, so it is kind of hard to keep the names straight. So we took this over from the Palmer family, but this is year number three for us.
Jeremy: We fed 264 families last year. What about, where else are we at? What was it the year before? Do you remember?
Jesse: 222, the year before.
Jeremy: 222, like the 222nd. So we did 222, and we did 264 last year.
Jeremy: We are cranking up. What do you feel like our biggest needs are right now? Because a week from Saturday, we are delivering Thanksgiving to, we are delivering Thanksgiving to the homes –
Jeremy: — of our families in need.
Jesse: One, we need drivers. We are in the state of Utah, which we have 100 kids and one driver. So we do need drivers the day of.
Jeremy: Yeah, thank you for that.
Jesse: So if you guys could volunteer. Come and help us put the baskets together and drive them to where they go, that would be awesome. We also need more nominations. If we are going to get 250 this year, we need about 130 more families. And we could always use some more money, some dough, because it does cost money to feed these families.
Jeremy: So what does it cost us to feed a family this year?
Jesse: About $45 to feed one family.
Jeremy: Okay. Okay.
Jesse: And you go can to either Facebook Utah Basket Brigade on Facebook or St. George Basket Brigade dot org to do all three of those things – volunteer, nominate or donate.
Jeremy: And my Google drive just decided to come back to life after I rebooted everything.
Jesse: Oh good, so you can tell us where we are at.
Jeremy: 119. We are 119 families.
Jesse: Oh, I was close. I said 120. I was guessing at 120.
Jeremy: Very, very close. So, 119 families. Jesse has almost taken this on like his pet project.
Jesse: This is my favorite event of the year. Close in front of Santa Claus, but this is my favorite.
Jeremy: So he has been known to dress up a little bit at Christmas time. So thank you.
Jesse: I am out of here.
Jeremy: We are going to put a show on.
Jesse: The show must go –
Jeremy: St. George Basket Brigade dot org and feed a family or nominate a family or families and when we say a family in need, notice we do not say needy family. There is a difference. These are not needy people. These are people who are going through some type of crisis whether it be financial or a family situation. Some of them would not be folks you would think need a meal, but there is some other element going on.
Michelle: Just need some support and some love and let them know that people care in our community.
Jesse: Yep. Yep. It is going to be incredible. And that is what it is. It is just that hey, someone loves you type, the message is fantastic. So, all right, gang, let’s transition. You know what to do with the Basket Brigade. We have teased around and had some good times here this morning, and I was not, man, there are six lanes on Bluff Street. This thing is pretty cool.
Jesse: It threw me off that I could actually take Bluff to come to the Cherry Creek Studio this morning. I am Jeremy Larkin, host of the St. George Real Estate Morning Drive. I have got Michelle Evans with me, our Director of Buyers.
Michelle: Thank you.
Jesse: She is a lovely human.
Michelle: Why I thank you.
Jesse: I think you are. I think you are. Michelle has been in my business world now six years.
Michelle: Six. Yeah. That is right.
Jesse: Yeah, six years we have spent cruising along here, and good morning to all of our friends there who are pinging in and watching us on Facebook Live. Michelle, tell people, I say Director of Buyers, they do not really know what that means. Right? So if you just envision a person in fluorescent vest with a lit-up wand directing –
Michelle: Directing people everywhere they need to go.
Jeremy: Do you know what I think of?
Jeremy: Traffic controller. So tell people what your, how would you describe your role?
Michelle: Well, we have several agents on our team and their exclusive role is to help folks buy land or homes or investment properties, and so I help head that up and help train those folks and be on the cutting edge of what is out there with inventory and help them buy.
Jeremy: Yeah. Do you have any idea how many clients you have served over time?
Michelle: I know it is a couple hundred.
Jeremy: It is many.
Michelle: 250, maybe somewhere around there.
Jeremy: It is many. Yeah, it is many.
Jeremy: The reason that I even ask is that when we speak with buyers and sellers, there is obviously on the selling side, some people want to go at it on their own. Kind of like For Sale By Owner.
Jeremy: They want to do their own thing. On the buyer’s side, there really is not a term for people who want to just buy a home on their own. I do not know that there is a terminology.
Jeremy: The terminology would just be somebody who feels like they maybe might save a commission or lower the price of the home that they are buying by going to the listing agent.
Jeremy: That is not as slick as FSBO, For Sale By Owner.
Michelle: Right. No fancy term for it.
Jeremy: The reason I put it out there is let’s say that it has been 250 transactions. You think about the average person, human being who is going to buy or sell real estate. They are going to do that in their lifetime 5-7 times, the average person, max.
Jeremy: Now, there is going to be a listener well, I have bought and sold 25 rentals. I understand that. You are not average.
Michelle: Right. That is the exception.
Jeremy: And the person who says I have never bought a home, that is also not average. We are talking about an average. If you think about Michelle having walked down the aisle with these buyers, right, and taken them right to the altar, 250 times, I want you to think about how many lifetimes is required to do that 250 times. And of course, that is, she came to join the Larkin Group six years ago and then you were where before that? Was it Weichert? Was it Century 21? What did they call themselves then?
Michelle: Well, it was Century 21, and now they have change. Now they are Weichert in town.
Michelle: I was with Century 21.
Jeremy: Why did you even, what I want to know is why did you even get in the business? What were you doing before and what would possess you? Because most of us just failed into this. I did.
Jeremy: It was just kind of my alternate career.
Michelle: Right. Right. Well, I was going as a solo agent doing listings and buyers. And then I had a really great friend that said you really ought to check out Keller Williams. It is amazing. And I thought well, I will stroll over there and see. I am pretty loyal where I am, and I like the folks that I am working with. It seems to be going fine and walked over and was just blown away by the professionalism and the training and the culture of Keller Williams. So I joined Keller Williams and then had the opportunity to meet you and you said you were looking for a buyer’s agent, and I thought well, I do not really even know what that means.
Michelle: I did not know.
Jeremy: What does this mean? What is this terminology?
Michelle: Yeah, what is that? And thought in my history, I probably really love working with buyers. I do not mind working with sellers either, but I really enjoy the process of helping folks buy a home. It is difficult. It can be difficult and stressful, but it is really a joyful one. It is really rewarding.
Jeremy: And as an educator –
Jeremy: It was resonant with you.
Michelle: Yes, yes.
Jeremy: I have a good friend who also would say resignant. We kind of get confused about whether it is resonant or resignant. But anyway, I think it is resonant.
Michelle: I believe it is. Yeah, just teaching people about the market, teaching people about the process. It is especially fun with first-time homebuyers because they have a lot of questions. They are not sure what to do and what to do first. So it is just lovely to sit down with those folks, answer their questions, tell them what they do, what I do, what the lender does, what title does, and just walk them through the process and then help them find their first home.
Michelle: That is fun.
Michelle: It is a great job.
Jeremy: And it is not easy.
Michelle: No. No, not easy. There are a lot of hurdles along the way.
Jeremy: Because according to HGTV what you do is you get on camera –
Jeremy: — and first of all, you have got to be a celebrity, and then you just –
Michelle: I will work on that.
Jeremy: — drive around and you show them four, yeah, you show them four or five homes, actually three, because three is all that really fits into a 30-minute episode on HGTV.
Jeremy: And then they write an awesome offer and –
Michelle: That same day.
Jeremy: And that is it.
Jeremy: And that is kind of how it works.
Michelle: Yeah, it is certainly not like that. That is TV.
Jeremy: That is television.
Michelle: That is taking the whole process and smashing it into 30 minutes.
Jeremy: Oh, you mean like the Bachelor and the Bachelorette? That is not an accurate depiction of dating in the real world either?
Jeremy: Just lining up 27 people to date one person? Oh, okay. Because I was getting confused also by that.
Michelle: Right. Yeah. It is dating.
Jeremy: It is television, so Michelle comes to us, and she has been directing our buyer team this year, and I was looking in our system. They have closed 83 transactions this year, and that is a lot of buyers. My gosh, it is $23 million dollars in real estate that you and or your cohorts have handled this year.
Jeremy: We have got some amazing ladies that work with her. Jessica Marron, Marlene Mussehl, and Alexandria Ludlow. These are great ladies and Dezlee Hancock is kind of like the little secret weapon in there, who is –
Michelle: Yes, she is.
Jeremy: So this is kind of cool. We have done something different with our business. Back in the olden days, whatever those were, a real estate agent would do everything with the client. Right?
Michelle: Right. So many balls in the air.
Jeremy: Racing around town, they were in high heels or a suit coat and a tie, putting, pounding signs into the ground and sweating and doing open houses and writing offers and receiving offers and processing paperwork. It was kind of maniacal. We have taken a very, it is more of a popular approach now. It is not unique anymore. But we have a team of people, so we have got ten folks between all of us –
Jeremy: — cruising around and helping our clients. It means that we have administrative support in the office. Someone answering the phone at all times.
Jeremy: I mentioned Dezlee who works with us. She will go out and Michelle is best served writing offers, negotiating for clients, meeting with clients face to face, and Dezi will go out show a lot of those homes.
Michelle: That is right.
Jeremy: She is great and really adept at getting to know the needs of the client, getting in the car with them, taking them out. It is a different model. So, $23 million dollars this year.
Michelle: Well, I think some people have run into that frustration where they will call their agent and their agent is out of town or not available, and they think, ah, especially in the market that we have been in.
Michelle: That is not good. You have got to get in there. Early bird gets the worm. You want to get in there and see if that house is a fit for you. I think what we have set up is a way to best serve the client such that we can meet their needs on their schedule, their timeframe.
Michelle: Because if I cannot go, Dezlee can go. Or if Alex cannot go, Dezlee can go.
Jeremy: Which is so fantastic.
Jeremy: To say you cannot be in two places at one time, that would be HGTV.
Michelle: That is right. Yeah.
Jeremy: Super human.
Michelle: That is fairy land.
Jeremy: That is fairy land. What do you think, Michelle, so let’s talk to this, what do you think the biggest challenge is? Maybe there are a couple. When you start to get into three or four, we probably have too many.
Jeremy: What are the top two or three challenges that your clients face, have been facing and that challenge is going to change right now? It feels like it is changing.
Michelle: It is.
Jeremy: What have they been?
Michelle: Well, I think it depends on the price point. If it is under, I would say, about $400,000, the biggest challenge has been lack of inventory.
Michelle: Not only not a lot of inventory, but then once somebody finds a property and they put in an offer, then they find out they are up against six other offers.
Michelle: So the odds are –
Jeremy: Which is just kind of emotionally and psychologically, there are two different things going on there.
Michelle: It is so draining.
Jeremy: It is pretty exhausting.
Michelle: It is exhausting. It is exhausting. And I think some people have felt pretty beat up by the process.
Jeremy: Yeah, the term that I always use is buyer fatigue.
Jeremy: So you write an offer, typically, what a buyer would do is maybe write the first offer on a home that was not a good enough offer. Right?
Michelle: Right. Yeah.
Jeremy: Does this resonate?
Michelle: Yeah, try to go low.
Jeremy: You try to go low. And then they try on a second home, and they get beat out. And then they try on a third home, and there are six offers. And what do they start thinking at this point?
Michelle: That they are never going to get a home, for one.
Jeremy: Yeah, and maybe, maybe it is just not worth it. Maybe I am just not going to mess with this right now.
Michelle: Yeah. Right. Right.
Jeremy: Because I heard interest rates are skyrocketing. Right. That is how people take the news that interest rates went up a quarter of a point.
Jeremy: So with this buyer fatigue, what you are saying is people will get, so what is something that a buyer might say that is frustrated, besides curse words. Let’s not use those.
Michelle: Yeah, let’s not do that on the radio.
Jeremy: But what would be a stance that client would take that is worn out, that got beat out on a home? What are the things they are saying?
Michelle: Right now it will be well, maybe we will just wait until after the holidays.
Jeremy: Okay. Okay.
Michelle: Maybe we will just wait. Do you think there are more properties coming on the market, they will say.
Jeremy: Got it.
Michelle: Do you think there is more inventory coming on? With all this building isn’t there more inventory?
Michelle: Well, yes, but not necessarily in your price point and maybe not necessarily in the area that you need it to be. So there is some frustration there. We cannot always find what they are looking for.
Jeremy: One of the common comments would be maybe we will just wait until the holidays are over.
Michelle: Yeah, wait until the new year.
Jeremy: Interestingly, one of the greatest challenges of home sellers, which is kind of bizarre, so Michelle Evans is with us. Our Director of Buyers at Larkin Group, and we are talking about some of the greatest challenges of buyers and sellers, and she mentioned that buyers are writing offers and then they are getting beat out, under 400. That there was a lack of inventory. There was not a lot of homes available for them.
Michelle: Right. Not a lot to choose from.
Jeremy: Interestingly, I think what happens with sellers is they have a problem that is a different problem that does not even seem like it is a problem. But it is that when the market gets escalated like this, the sellers want to ask more than their home is worth more than what the market will support.
Jeremy: And then they get into a fatigue situation where they price their home at 400, and then they find out it is not showing so they price it at 385, and they find that it is not showing. And then they finally get to $369,000, and they get an offer and that took 90 days and they are pretty frustrated, and they have been making their beds every morning like we talked about.
Michelle: Right. Well, the frustrating part with that is that in the eyes of the buyer, something is wrong with that home.
Michelle: So it is really not a good strategy. If you are overpricing and then you keep coming down and coming down and coming down, then the buyer is on guard like what is wrong with that home.
Jeremy: Yes. Yes. Okay so, question. In this current market, and it is evolving. How do buyers approach that? We kind of have limited time on the show.
Jeremy: How do they approach there is a lack of inventory, I cannot find what I want. How do you approach it?
Michelle: Well, we as buyer agents, we are going to be looking for things that are off market. That is part of the reason you would want to use an agent. Right? Because we are going to be looking for things that are off market, and you want somebody to be holding your hand through the process, helping you find things, getting you on a search so that you can see what is coming on the market, on the MLS. We have got a personalized search for you. So you are not going to get a deluge of properties in your inbox. You are going to get things that are paired down just to your criteria.
Jeremy: Would it be typical for somebody to, a home to just come on the market and be just gone the same day?
Jeremy: Yeah, like before a buyer even knows it because they are busy tending to their child or working.
Michelle: Right. Right. Exactly.
Jeremy: So it hit the market, come off and ah.
Michelle: Yeah, I did not even see that one.
Jeremy: Yeah, darn it.
Michelle: So if you have got an agent watching for you, looking, because we see the hot sheet on the MLS every morning.
Michelle: We are looking for that, and we have got a list of buyers that are looking. So we are seeing do any of those match up? Does this fit –
Michelle: — that price point? Is this what you are looking for?
Jeremy: Well, what I think is kind of cool about what you are saying is we actually have access to a whole bunch of housing inventory that is not really on the market, and these are –
Jeremy: — homes that are either not yet on the market or they were previously on the market, they did not sell, for whatever reason, the seller took the home off the market –
Jeremy: And we have access to go back really almost an indefinite amount of time and start saying hey, did you ever sell your home. I have a buyer who wants to be in Santa Clara Heights, Little Valley, Green Springs. Right?
Jeremy: Absolutely, and for the sellers, this challenge of pricing their home too high, I do not know if you are going to like the solution. When the market starts to correct like this, people say are home values falling? No, the extra 10% the sellers were trying to get was actually never real. So they did not fall. It was the cream on the top that just had to wiped off.
Jeremy: Because it was not actually real. There is this perception that maybe values fell.
Michelle: Right. Right. When they really did not.
Jeremy: No, not at all. Home values are not falling.
Michelle: What we are seeing with buyers, a lot of them, they are not paying that list price anymore. They are digging in their heels and they are not doing it.
Jeremy: Up to 90 days ago, they were.
Michelle: That is right. It was take it or not.
Jeremy: Two minutes. Two-minute bell. Incredible. What do you think? Final thought. We are moving into a new market.
Jeremy: What becomes the challenge now for buyers? If values are not falling but sellers cannot get their prices and buyers are going I am not willing to pay that. Then what happens?
Michelle: Well, then we have some negotiation issues. Right? Then we have got to take a look at where can we find the sweet spot?
Jeremy: Which is like the new stress, right?
Michelle: Yeah, it is a new stress. It is more negotiating.
Jeremy: Because the idea is like oh, great I can get a better deal?
Jeremy: Only in this interim period when the buyer and seller cannot come together in the middle, that is hard.
Michelle: It is hard. It is hard. And I think people need to consider, especially those in the lower price points, if you are going to be waiting for a better deal or more inventory, keep in mind that interest rates are more than likely going to go up one more time before the end of the year.
Michelle: And for some people, that just edges them right out of the market.
Jeremy: Yeah, if you are right on the cusp, and I will wrap up with this thought, if you were trying to afford a $1620 mortgage payment and interest rates go up a quarter point, it went to $1680 or $1700 and you are out.
Michelle: That is right.
Jeremy: Guys, visit us. Thank you, Michelle.
Michelle: Thank you.
Jeremy: That was Director of Buyers. Please visit the St. George Basket Brigade dot org website and donate or nominate a family. We are 9 days out. Ten, ten. Thank you, Mike.
Mike: You have been listening to the St. George Real Estate Morning Drive with the voice of St. George Real Estate Jeremy Larkin. And as always, if you would like more information, please call 275-1690 or find them online at Sold in St. George dot com.
Mike: … St. George Real Estate. Jeremy Larkin.
Jeremy: Good morning. Very good of Dave Matthews to custom record that little bit for our show. Or wait? Is that actually one of his popular, real songs?
Robert: No, that is just for us.
Jeremy: Okay. Cool. Very good. I did always wonder if that was just for us. Okay, guys –
Robert: I like letting it run a little longer, too.
Jeremy: I do, too, because ah, man –
Robert: It gets you going.
Jeremy: It is a good one. It is a good one.
Robert: It is a good one.
Jeremy: It is a really good one.
Robert: It is one of my favorites.
Jeremy: Hope you are all hanging out with us this morning. Jeremy Larkin here, host of the St. George Real Estate Morning Drive. I have got Robert MacFarlane. I have got Jesse Poll. Mike McGarry is even still here in the studio. He decided not to just run to the restroom or something during our show. I appreciate it. Good morning to you guys, and thanks for being on here this morning. I hope people are watching on Facebook Live. Should we tell them how to find us? Facebook dot com slash Jeremy Larkin. Facebook dot com slash Jeremy Larkin. This morning, we are live, and if you are out there in the Facebook-o-sphere, you can just tune in right there and watch what we are doing, and comment and God bless, bless Dave Matthews and God bless him also, Jessica.
Robert: And America.
Jeremy: And nothing better than Larkin Live. That is correct, Patrico. That is correct. And I have got Robert, and I have got Jesse, and I have got, man, this is a good morning. I am glad you guys got up. Jesse, what time did you get up this morning?
Jeremy: Wait a minute. I thought Robert was on a mic. Are you not on a mic?
Jesse: We do not have one over here.
Jeremy: Oh, oh, oh, oh, oh.
Jeremy: 4:45 in the morning. Yeah, Robert.
Robert: It sounded like you are on Price is Right where they tell him to say the price or the product that they are going to get to get up on stage.
Robert: It sounded like Jesse said 445. 446. I got up at 4:46.
Jeremy: And I got up at 4:46.
Robert: One minute later.
Jeremy: Is that classic? Is that classic?
Jesse: The only reason I know that is I hit snooze at 4:30.
Jeremy: Oh okay. Guys, I will be honest that I was up at 4:15, splitting headache. So how many people out there listening to the show this morning, did you wake up, did you have a headache this morning? I know it is because I was clinching my teeth in the night. I know it because I have been doing that. Splitting headache.
Robert: You need a mouthguard, man.
Jeremy: I have a mouthguard.
Robert: Yet, you were still clinching.
Jeremy: Absolutely. Well, the mouthguard, it is not like it has spikes on it, pointing up and stopping you.
Robert: It seems like that would be a good invention though.
Jeremy: It is just there to protect the teeth.
Robert: I think the spikes would work. It sounds like it.
Jeremy: I went to Excedrin. Excedrin is typically my go to. No. So that was 4:15, and then 5:15, so it is has been an interesting morning.
Jesse: So everybody always says that do not have to wear them, I have one and at about two in the morning I wake up and have to find it in my bed somewhere.
Jeremy: Yeah, I do not have that.
Robert: Subconsciously you are just like get rid of this thing.
Jeremy: That is like a retainer when you are in seventh grade. I do not have that. Patrick is asking us what on earth someone does at 4:45 in the morning. You get your mojo on, Pat, that is what you do. Right, Jesse?
Robert: Journal. You do a little meditation.
Jesse: Well, I will tell you what I was doing this morning is adjusting the Basket Brigade documents so that I made sure I know how many drivers and captains. We just want to make sure that we are ready for Saturday and ready to go.
Robert: When we have 190 volunteers –
Jeremy: Okay, let’s segue. The perfect segue. So thank you to all of our listeners. You guys set it up brilliantly as though we had scripted it and we had not. Saturday our 8th, 9th, I do not know which it is. It is long running. The St. George Basket Brigade and thank you, like an incredible amount to everybody out there who has donated, excuse me, who has volunteered, who has nominated families. We are at 175 families to be fed Saturday?
Robert: And counting.
Jeremy: 175 and counting.
Robert: I think a few more coming in.
Jeremy: So we have closed, air quotes, the nominations down, but somehow, we kind of get some squeaked in there. Saturday, we have 212 volunteers that will gather up in Dixie Middle School and stuff these, pack these baskets. They are laundry baskets, and they will go out, and the nominated families who are in need will be assigned to volunteer groups, and they will each take three to four baskets, knock on the door just like that, and let someone know that they are loved and that someone was thinking about them. It is an amazing experience. If you have not fed a family, I wish I could ask you to volunteer. We are packed. I wish I could ask you to nominate a family, but we are packed. If you have not donated and you could feed a family, we always need additional funding and you can do so at St. George Basket Brigade dot org. St. George Basket Brigade dot O-R-G.
Robert: Well, something to keep in mind. Whether you make it in before we do the event on Saturday or not, we are a non-profit organization. So the funds will go to other deals that we do over the year. We do Christmas gifts. We do, what is it? Secret Santa? We do a bunch of different things.
Jeremy: Coins for Kids after this.
Robert: Coins for Kids. That is right.
Jeremy: Any excess funding, surplus funding from the Basket Brigade then will go to serving families at Christmas time. And by the way, I do have a test and yes, so I shared this. Facebook Live from Facebook dot com slash Jeremy Larkin, if you are not watching. I shared it over to our Larkin Group page. Facebook dot come slash St. George Experts, and it is running beautifully there. So you can share it right into your own pages, guys. It should be running there.
Jesse: There is your Facebook expert right there that you were looking for.
Jeremy: We needed a Facebook expert. So I have got Robert and Jesse here in the studio and again, gang, if you can feed a family, and these guys are instrumental. This event does not go down without these guys participating and 212 volunteers and all the donations. So that is Saturday and you can visit St. George Basket Brigade dot org. We would love it. We would just absolutely love your help in pulling off this event. So we are going to talk about some very interesting trends, and by the way, I am going to kind of do something fun today for our listeners. Hang on with us today, and we are going to tell you how you can come in and pick up a pie from us on Tuesday. So it is our, what annual Pie Day? Sixth, seventh?
Jesse: I think it is our seventh.
Jeremy: I think this is the seventh year we have done Pie Day, and we have a, but you have to wait. You need to stick with us until nine o’clock. We run until nine o’clock. I am looking at the countdown timer. We are about 17 minutes here left on the show. Be with us, and we will have you come pick up a pie at Larkin Group headquarters, Tuesday from 4-6pm. That is a gigantic Costco latticed apple or pumpkin. Do you guys know how much those weigh? Did you watch the video that I shot?
Robert: Latticed apple?
Jesse: Two pounds.
Jeremy: A three-pound pie. The latticed apple pie is about three and a half pounds.
Robert: That is what I am talking about. That is what I am talking about. Mike is over there drooling.
Jeremy: Yeah, yeah, well Mike will be invited also. Stick with us, and we have never actually opened this up to radio listeners. We have always done this for clients, but this year, we are treating you like a client. So check that out. We will talk about it at the end. It is the Larkin Group Pie Day, and we will tell you how you can RSVP and all that kind of thing.
Jesse: If you are on Facebook, it is in the comments.
Jeremy: It is in the comments. We have already given it to you. Boom. All right, gang, we are going to talk about, honestly guys, projecting and forecasting real estate into 2019, and there is so much information, Robert and Jesse, we can go over here. I am going to maybe segue us a little bit and point to where I think we need to look because this is, there is so much information that we could provide. So the real estate market is going through a little bit of a shift, Robert. Right?
Robert: Your analogy that you did, the cream off the top, that was perfectly said though last week. Go over how you said it again because I know I will massacre it.
Jeremy: The cream on the pie.
Robert: The cream on the pie. I always think of it from a beer, the head of the beer.
Jeremy: The head of the beer. Sure.
Robert: Scrape the top off.
Jeremy: Sure, sure, you can go there.
Robert: The soda.
Jesse: I was thinking like the cream of the milk or the butter.
Robert: Oh, okay. That works. That works, too, country boy, thinking of that.
Jeremy: That is exactly –
Robert: Clearly, I know everybody knows where my head is at.
Jeremy: Yeah, I like it. I like it a lot. So what I was talking about last week or the week before is that we are seeing a shift in the real estate market, and maybe like a teaser that I give someone is we are starting to get these emails as real estate professionals that say, from other real estate professionals, hey, price reduced. We just reduced the price of our home. We just reduced the price of our listing. Hey, the seller is really anxious. Seller motivated. We are sitting on five spec homes. Now, the market is not crashing down. But what is happening is, I heard this one two days ago when I shared this with the guys in the studio. I went to a Board of Realtors meeting and someone stood up and said hey, we have ten spec homes under construction. And I thought ten spec homes? These are almost always in the $4-500,000 range. We were not hearing this six months ago. So there is an ebb and a flow, and there is a little bit of an ebb. What is happening is that it is creating this kind of perception that home values are declining because you go oh my gosh, all these people are reducing the price of their home to get it sold. The reality is that they were asking more than the market would support by 5-10% typically, and in reducing the price, they have simply reduced it to where the market actually always was the whole entire time.
Robert: Right. That is like Coca-Cola is on the market $50, and people are saying well, I will sell it to you for $58 or $60, and the stock market is like no, no, no, it is $50, so we are not going to buy it until it gets down to $50 because that is what the price is.
Jeremy: Yeah, you just do not get to sell your stock for more than the market is bearing. Right?
Jeremy: So as these prices are reduced, rather than folks thinking ooh, the market is just totally contracting and values are already falling, that cream that was on top, that 5-10% that was actually outside of the market that the seller was asking in excess of what the market will bear, it is like that cream, and it is just being scraped right off the top. Here is the challenge we have in real estate, guys, is that it is such a consumer confidence-driven business that the moment that kind of gets out there, then people start to go oh, I have got to get my footing. Maybe this is a bad time. Maybe it is a bad time to buy. Maybe it is a bad time to sell.
Robert: Right. It is reactionary.
Jesse: Yes, it is reactionary.
Robert: The idea that just we are leveling out to where we should be, now there is an overreaction, and everybody says oh, everything is changing. Now I have to overreact as to what is going on.
Jeremy: Yeah, absolutely. Absolutely. So check this out. Okay?
Robert: We almost talk ourselves into a declining market.
Jeremy: We do.
Robert: Rather than actually being reality, we talk ourselves into it.
Jeremy: We absolutely do. And let me say very specifically, this is going to be a more challenging time for people with homes above $400,000, especially $4-500,000 because in the speculation market, the spec home market, what is happening is a lot of spec homes are going up. And a whole bunch of people 6-12 months ago purchased building lots, here, developers, builders, and once they have started on these, it is like they are going to build them. You do not stop construction midway.
Robert: Unless you are in Winchester Hills.
Jeremy: Yeah, up in Ledges. Up in Ledges.
Robert: Up in Ledges.
Jeremy: Let me share something. So guys, if you scroll down here a few pages Robert, on them. We are sharing some economic data. Year-over-year price changes nationally, the low-price range, United States of America, was up 8% over the last year. So 2017/18 over 16/17. 4 ½% in the high end. Right?
Robert: The idea that rising prices float all boats, right? That is not, it sounds great, and it seems like that makes sense. However, clearly the lower prices are going to appreciate a lot faster than the higher prices.
Jeremy: Yeah, yeah. That is exactly right.
Robert: It just make sense that way.
Jeremy: So I will share a thought. The National Association of Realtors conducts a home survey every year. In the past, I have looked at this, and they typically survey 100,000 people to get about 10,000 responses. It was kind of how that metric worked. They shared this. In the third quarter of 2018, because they ask people how many people are buying, how many people are selling, how did you find your realtor, how did you find your home, was it an open house. They asked them everything. How confident are you in the market? They said in the third quarter of 2018, 27% of people believe that now is a good time to sell a home, which is the highest percent recorded since the collection started in 2015. This is a 10% increase over 63% from 2016. So it is kind of interesting. In terms of consumer confidence, when they surveyed folks here this quarter, 2018, 77% of folks felt like this is a great time to sell their home. When do people typically wait to put their home on the market until?
Robert: Springtime obviously.
Jeremy: Yeah, springtime. Right?
Robert: That is when we do everything. Right? We clean our house. We change our New Year’s resolutions. Right? We normally quit it by springtime.
Jeremy: Oh, that is January 15th, man.
Robert: New Year, New Me. That kind of thing. Same thing with a home. New Year, New Home. Let’s do it.
Jeremy: So if you look at this –
Jesse: Is that why my wife has me painting right now? New Year, New Home?
Robert: Yes, yes. Absolutely.
Jeremy: She always starts at Thanksgiving is what you have told me. There you go right?
Jesse: Pretty smart though.
Jeremy: Yeah, so here is what is interesting. Nationally, most homes hit the market in April, May, and June. In St. George, we tend to see most homes hit the market a little bit earlier. Right?
Robert: Our springtime is significantly earlier than nationally because this is a national –
Jeremy: So guys, what is the annual event upon which everyone wants to list their home in St. George?
Robert: Parade of Homes. Of course.
Jeremy: Parade of Homes. That is when you will see an extra 150 For Sale By Owner signs pop up. Right?
Robert: Every million-dollar home in St. George goes on the market. Every single one.
Jeremy: It is kind of like –
Robert: It goes from like maybe five or six to 63.
Jeremy: Yeah, because look, my home is worth 700, but if I can get a million, I will sell it.
Robert: Done. That extra 300 grand, we could just put that in the bank.
Jeremy: So there is this perception that during the Parade of Homes all of a sudden, miraculously the real estate market will take a massive uptick, and buyers will suddenly lose their minds and do unreasonable and irrational things and overspend. That is not going to happen. But our springtime is more like January, February, March, where most listings across the country are hitting the market April, May, and June. Right? Because if you live in Chicago, it is not spring for a while. Guys, if you look at this, they talked about inventory levels year over year. You will kind of see. Outside of our radio show, you cannot see this. This is the rainbow. It is kind of a rainbow chart. Blue, yellow, and red. And when we look at inventory levels, what is fascinating is it actually showed how this looked. In December of 2017, there were 1.4 million homes for sales. Right? Guys by June, 1.4 million across the country in December. By June, how many were out there on the market?
Robert: Almost 2 million.
Jeremy: Yeah, an extra 600,000 homes hit the market between December and June across the country. It is like a 30% increase, 25%.
Jesse: A couple of years ago, we actually did, or you did a report on December home sales. What we were trying to figure out is did more homes sell in December and during the Parade of Homes. But what was interesting about that is we found out that by March or actually by February, three times the number of homes are for sale –
Jesse: In Washington County.
Jeremy: This is kind of fun. Thank you for bringing this up. I just double-checked our URL. You can visit December Home Sales dot com. We actually have a front page –
Jesse: That is right. I will put it in the comments so people can go to it.
Jeremy: Yeah, December Home Sales dot com. The truth about selling your home during the holidays. So what is the misconception?
Robert: Of course, nobody wants to move during the holidays.
Jeremy: Yeah, nobody is going to buy. Nobody is going to sell. Nobody is going to do anything over the holidays.
Robert: Well, and St. George is not like every other market though. We have got to remember that almost half of the sales in St. George are cash sales because people are coming to it as a retirement community.
Jeremy: Is it 50%?
Robert: It is almost 50. I think it like 47 something. It is a lot of cash sales and it is because we know we are a market where people come from to move here.
Robert: And so, they are coming here. They have sold their home in Salt Lake or they sold it in California somewhere, and now they are paying cash for their home because they made a significant amount of money off of it. They come here, and they pay cash.
Robert: And so because of that, there are certain markets, we have got to keep focus on this, townhomes that cannot be rented, that cannot be investment properties –
Jeremy: Got it.
Robert: — probably are not going to be selling crazy in December. However, investors who want to place their investment money before the first of the year, who hey, it is the end of a six-month period and now the renters are out, and they are like hey, let’s sell it. Right?
Robert: That is a market or a retired couple. Everybody likes going to the holidays with family. But a lot of people do not. They are like ah, I will move in Christmastime. That is not a big deal for me or Thanksgiving. Young families probably are not moving.
Jeremy: Correct. Correct.
Robert: Investors. Older families, established homes. They are okay moving during the holidays, and it shows with the number of sales. If you go to, what is it? December Home Sales?
Jeremy: December Home Sales dot com.
Robert: That explains it beautifully.
Jeremy: There is a video of me looking significantly younger there. Wow.
Jesse: Isn’t it amazing how fast we age the older we get?
Jeremy: Jeeminy. Wow. I am thinner now. I am seeing the video, and I am younger. Okay.
Jesse: I was just looking at these numbers the other day because we were meeting with a client that said well, do homes even sell right? And actually, last year 775 homes sold last year from October 31st to December 31st.
Jeremy: 775 homes. Guys, that is a lot of real estate.
Jesse: Right. That is. A lot more than you would assume sells during Christmas and Thanksgiving.
Jeremy: It is a ton. That is one of the first big myths is that nobody is going to buy or sell during the holidays, and the reality is people are going to buy. What is going to happen is there is going to be a dramatic increase on January 2nd of homes hitting the market over December.
Jeremy: And every year it is marked. In this report that we are sharing from, we must slay the myths impacting real estate. 75% of folks believe that what is more affordable than owning? What do we think, guys? 75% of folks believe that what? What do you think out there, listeners? That what is more affordable than owning?
Robert: Probably renting.
Jeremy: Bingo. Okay.
Jesse: Living with Mom and Dad? That is what my kids think is cheaper.
Robert: Nailed it. Nailed it.
Jeremy: That is much worse.
Robert: Can I go backwards? Mom and Dad, if you are listening, let’s move back in.
Jeremy: Much more, much more affordable than renting. Well, emotionally it is not.
Robert: The emotional costs of living with your parents at 31.
Jeremy: What are they going to rank that? So 75% believe that renting is more affordable than owning. And here is a great question. Why? We about four minutes. Why?
Robert: Huge misunderstanding about mortgages and lending and a fear of going to a lender and putting yourself out there, telling essentially a stranger, giving them all, I actually think it is worse if you know the person, to give them all your financial data and say I am at your mercy. Please tell me what I can afford. Right?
Robert: That is a scary thing.
Robert: I think that is why Quicken Loans and those online mortgage companies do so well because there is such a fear that I do not want to go tell an actual human that I have blank amount of debt, and I only make X amount of money.
Jeremy: Correct. Correct.
Robert: In their mind they are going to lie to themselves and say ah, it is cheaper to rent. It is going to cost me too much to own a home, so I do not even want to deal with it.
Jeremy: Because it seems easier. Right? It just seems easier to go get a rental.
Jeremy: Yeah, I do not have to get a mortgage. I do not have to buy it. I do not have to be locked into it.
Robert: And I do not have to maintain it. Right? Somebody else. I have got a broken door handle, and I just put a work order in and it gets fixed.
Jeremy: So this is some interesting data. Below that, Trulia dot com, lots of you out there have been to Trulia dot come or Zillow dot com. They are kind of a sister company. 26% cheaper owning a home was 26% cheaper in 2018 according to Trulia’s data than renting a home.
Robert: That is wild.
Robert: That is a leading indicator as to rent is going up, too. Right?
Robert: If I am an investor, I look at that number. Hmmm, I am going to raise my rent. Why not?
Jeremy: It is not even a question. Yeah, it is not even a question. What I want to invite people to do is, as we wrap up our show today, I want you to visit December Home Sales dot com. It is kind of fun and check out what we are talking about there. Understand that if you are thinking about selling a home, it is okay to put your home on the market. We are about to put three or four beautiful homes on the market. We have photography tomorrow. An incredible walkout basement in Bloomington. And we have photography being shot on a lovely all-brick in Bloomington Hills, and Sun River next week. We have things going on here. So visit December Home Sales dot com. December Home Sales dot com. Fannie Mae and Freddie Mac in an earlier slide that we did not talk about –
Robert: You know what? You should probably share this.
Jeremy: Price increases.
Robert: Share this report.
Jeremy: Yeah, we can share the whole report.
Robert: Come to our Facebook page, and you can go over this whole report. There are 80-something pages. What is this, Jeremy? 80 pages or something like that.
Jeremy: This one is shorter, but yeah, it is long.
Robert: It is long. It has got tons of information.
Jeremy: Right. So the reality is, gang, it is cheaper to own a home than rent one. It just is. It is easier to own a home than you think it is. There will be people buying and selling homes in the month of December, and at the beginning of the month in January there will be a massive increase in listings hitting the market. You need to know that. If you would like to get a pie, so what we want you to do, Jesse, posted it. Come pick up a pie.
Jesse: I did.
Jeremy: That is, Drew, you are right. Homeowning is life-changing. Homeownership is. We will go ahead and we will throw a link in there to the report that we went over today. But Jesse posted a link to our Larkin Group Pie Day. It is Tuesday from 4-6pm, and if you visit, what is the site? Where do we want them to go? I cannot remember.
Jesse: Send them to St. George Home Searching dot com forward slash, actually, if you go to there, it is right up there –
Robert: Yeah, it is up at the top. It says Claim your pie. Don’t be shy. Claim your pie.
Jeremy: So visit St. George Home Searching dot com. That is St. George Home Searching dot com, and you will see the pie link, and we hope you will come pick one up free of charge. Tuesday. Over and out.
Mike: There you have it. As always for more information, you can give them a call at 275-1690 or find them online at Sold in St. George dot com. This has been St. George Real Estate Morning Drive with the voice of St. George Real Estate Jeremy Larkin on News Radio 94.9, 890 KDXU.