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 firstname.lastname@example.org.
Andy: Good morning. 8:36 on News Radio 94.9 890 KDXU. It is Thursday and that means it is time for the St. George Real Estate Morning Drive with Jeremy Larkin. Jeremy, how are you, man?
Jeremy: Good morning, everybody. Everybody.
Jeremy: Every body.
Andy: You have piqued my interest, by the way. He gave me a little teaser before we went on the air here about the most expensive and least expensive homes in Washington County. And he would not tell me.
Jeremy: I know you asked, Andy asked well what is the most expensive home and what did I say?
Andy: You will find out.
Jeremy: You shall find out. Listen, we have talked about this. It is no different than your newscast. Hey tonight at ten, we are going to find out exactly, tonight at ten find out what is lurking in the shadows for your teens. And you are like what do I need to know about my teens, and then it will be at 10:27pm. 27 minutes into 30-minute newscast.
Andy: You have to sit through the whole thing. Are you going to make us wait 27 minutes?
Jeremy: Heavens no.
Andy: Okay, good.
Jeremy: I would not do that.
Jeremy: It is not who I am. Good morning, Joe. Joe is watching.
Andy: Hey, Joe.
Jeremy: Joe is in. We got some people. Guys out there. By the way, guys and gals, everybody as they say, make sure you comment and say good morning. Give us a thumbs up. Float a heart. That is one of the famous kinds of webinar things people do because we are in a business where we watch a lot of webinars. Hey, float some hearts over there. Any whose. Gang, Jeremy Larkin here. Host of the St. George Real Estate Morning Drive. It is Thursday. I have got Jesse Poll here in the studio. Jesse decided to show up in a t-shirt and baseball cap. It is like he does not even care. Tell us about your t-shirt because it says red day. I think people are going to want to know.
Jesse: Well, it is, all over the country, Keller Williams offices will be shut down today and out doing a community project somewhere.
Jeremy: Theoretically shut down.
Jesse: Yes. We will still be doing business, but the office will be shut down. We will be out there cleaning the park on our phones doing transactions, but we will be serving the community.
Andy: You have got a red shirt on under your sweater. I am guessing it is the same one.
Jeremy: It is not the same one, but it is similar. It is similar. So this is, today is Red Day.
Jesse: Yeah, today is Red Day.
Jeremy: Which is Keller Williams’ Red Day. Keller Williams is, so you know, a lot of our listeners, most of our listeners know that we are, I am Jeremy Larkin, CEO of the Larkin Group. Jesse and I are with the Larkin Group. We are a home-selling team. So in the real estate world, we have to have our real estate license shingled. Right? Hung under a brokerage umbrella. We could have our own brokerage, and we just felt like it was not worth the hassle and the liability when we belong to the greatest company on the planet, which is Keller Williams Realty.
Jeremy: Red Day, there are two kind of elements here. Number one, Keller’s branding has always been red. But in addition to that, red stands for do you remember?
Jesse: Let’s see. Renew, energize, and donate.
Jeremy: Renew, energize, and donate. What does Red Day stand for? It stands for renew, energize, and donate. It is our annual day of service. Every second Thursday of May we celebrate Red Day as part of our legacy worth leaving, which is part of the core values of the company Keller Williams, and we believe that at Larkin Group. So today we will be at Little Valley —
Jesse: Little Valley.
Jeremy: — Park, I guess. Little Valley Park, ballfields and that kind of thing planting trees, and boy, is it strange. The weather?
Jeremy: This is, it does not feel like May. 61 right now, maybe something like that. It is really cool. It is supposed to be cool all day long. Seventies for the weekend. Hey, make sure you stay in touch here in the next five minutes for the 10-day forecast. Oh wait. See, at some point I think we are an Iron Man promoter, St. George Arts Festival promoter. What are we? Are we running a real estate program here? I think we are running a real estate program, and today we are going to talk about the most and least expensive homes. So if you see us, by the way, wrapping that up, out at Little Valley Park, all these people in red shirts. That is Keller Williams Realty out here doing our day of service. And it is our little, it is a fingernail portion of something. Right? Everybody needs to do our part. If we are not all doing something, it really does not happen. So there you go. You know what I love, Jesse?
Jesse: What is that?
Jeremy: It is how these companies love to say look at. We are doing Red Day. We are the greatest. We are, you really should know that there is no one better than us. Everybody. There are lots of people doing service today in St. George.
Jesse: There are a lot.
Jeremy: There are probably 50 service projects going on right now by massive organizations.
Jeremy: But we are doing our part. Right? So there you go. If you want to check it out and see what that is about, you can google Keller Williams’ Red Day or KW Red Day. So we are going to have some fun. People like to talk about the most and least expensive homes, and there has been some interesting news, and I do want to talk about this as we get the show going. If you do not want to watch us on Facebook Live, if you feel like you cannot swing over or stay on Facebook Live because you know what, maybe your boss will find out, you can make it seem really normal by just turning on the radio in the office. See, people forget, our Facebook listeners forget that we are a radio show. Good morning, Facebook viewers and listeners, YouTube viewers and listeners. Good morning, Jeff. Good morning, Jeff. I have got double Jeffs. I have got Jeffs all over the place. This is crazy right now. But you can listen to 94.9 FM, 890 AM, which is, of course, originally where we stream from, broadcast from here at the Cherry Creek Studios. You can google 890 KDXU Livestream and you can pick it up there, and you can just stream it. I do not know. There are a lot of cool apps you can get on your phone. That kind of thing.
Andy: We have our own app, too.
Jeremy: Wait a minute. You do?
Jeremy: Wait a second.
Jeremy: I did not know that.
Andy: 890K. You did not know that?
Jeremy: I am out of it, man.
Jesse: I did not either.
Jesse: All those days that I was trying to stream it from my computer and –
Andy: Yeah, yeah, you could have had the app. The only problem with the app is that it is about 30 seconds behind live.
Jeremy: Ah, that is okay.
Andy: And so, when we do these contests, people call in and I have already given away the prize because they are listening to the app.
Jeremy: Yeah, they are like wait a minute.
Jeremy: Wait, they feel like they are getting gipped.
Jesse: So you can announce, if you are on the app, just call me 30 seconds before you need to.
Andy: Yeah, read my mind.
Jeremy: Yes, read his mind. So there is an article that came out this week. It said there is this Riverwalk, a brand-new Riverwalk project coming online down on Riverside Drive, St. George, talking about this new affordable housing, and you can only understand that any time anything goes on Facebook, mainly there is negativity.
Jeremy: Because Facebook has become, and social media, but mainly Facebook has become like this outlet for everyone to share all their anger and resentment with the planet. Right? Which is unfortunate.
Jesse: And each other.
Jeremy: Yeah, it is really frustrating.
Jesse: It is sad.
Jeremy: I hate it. So years ago, The Spectrum, The Spectrum newspaper had something called the Vent, and they got rid of it.
Andy: I remember that. Yeah.
Jeremy: Do you remember that?
Andy: It was vile.
Jeremy: It was vile. It was vile. It was like Facebook. So it was like, Andy, when you release an article on affordable housing, and everyone hops in and says can you believe the greed? Can you believe the greed of business owners who would want to like, I do not know, build a house and make a profit? Can you believe these guys? Jesse, can you believe these guys? This guy opens a pizza joint here in town, and guess what, he wanted to make money.
Jeremy: Can you believe the greed? Can you guys believe that Cherry Creek Studios here sells stuff, radio? Honestly, I am offended. Okay? I am working for, have a I made my point?
Andy: You have.
Jeremy: And this is the classic line we get. Affordable housing, LOL. It is always an LOL. LOL. Yeah, is it just greed or have values really gone up that much? Gang, let me see if I can give you an economics lesson that is going to last about 60 seconds. Here goes. Prices of everything on the planet are driven by you.
Jesse: It is true.
Andy: That was ten seconds.
Jeremy: Well, there is about 45 seconds left.
Andy: Oh, there is more. Okay.
Jeremy: That means you and me and the three of us in this studio and everyone listening to this show, we drive the economy. Greedy builders air quotes and greedy real estate agents and greedy homeowners do not drive the market. The market is driven by consumers –
Jesse: But wait a minute. Isn’t it also greed to try to keep them down?
Jeremy: Of course it is.
Jesse: By buyers.
Jeremy: Because, of course, this is –
Jesse: It is all about greed.
Jeremy: Hypocrisy of the whole entire idea.
Jesse: Or not. It is just about life.
Jeremy: We are really just dealing with an economy, and what is happening in the economy is people start to move here and then what happens is the builders go oh man, I was selling this home for 250, but now the cost of my lumber went up, and the cost of my concrete went up because it is getting busy. Oh, and the cost of my labor went up because I am having a hard time getting guys. So they raised their price a little bit. And then people say I think I will pay a little more. And the builder says well, cool, if they will pay a little more. Gosh, if I was getting 260, maybe I can get 265. But then the cost of their labor and the cost of their materials goes up. So we have this cycle that happens, and as long as, I guess if we just want to boycott development, then we can absolutely, so government by the way, Thomas Sowell, you know who I am talking about, this famous writer, he has been in the paper. He had a piece that was really phenomenal years ago about how government intervention in housing prices does nothing. It actually creates almost the reverse outcome. So folks, listeners, buyers, sellers, homeowners, future homeowners, landlords, renters, I have covered every person that listens to this show. You are responsible. Isn’t that just liberating to know that it was your fault, to know that it was your fault and my fault and Andy’s fault and Jesse’s faulty? It is everybody’s fault that houses are expensive here because we are part of an economy. Here is what is not happening, and I am going to answer the question for all the people that complain about these. I am going to answer the question. Is it just greed? Nope. Sorry. Builders do not find out that they can sell their home for 300 when they were selling it for 240 and raise it to 300. There has never been, that is not, it is just so incremental. What about in 2005 when I bought a house and like 6 months later it was fifty-grand more?
Jesse: That was still the economy.
Jeremy: Still the buyer’s fault. Come on. Right? Now that I have been on my soapbox –
Jesse: But wait a minute. Let’s stop there. Who in their right mind –
Jeremy: Oh should we be done?
Jesse: No. Wait.
Jeremy: Thank you. Okay.
Jesse: Who in their right mind if you were selling a home if it was actually worth 300 and you had for some reason got it wrong, who wouldn’t change that if they could?
Jeremy: Let’s flip it on its end. All the buyers that can afford homes, so by the way, what we have is we have, and there was some great commentary on this article about this riverfront project. There actually are one in like fifty comments is actually valuable. We have a wage problem. Right? We have a wage problem. And understand that wages, that is a whole, that is a whole entirely different can of worms. Right?
Jeremy: We have a wage problem. Remember, this is where all this crazy profit that people want to make in their business comes in. We have a wage problem because people want and need to make money. That is what business is about. Right? We do not live in a utopian society where we all get together tonight and like everybody down the street cooks a massive meal, and then we all eat from a bowl together. Right? We live in an economic, a democratic economic system, and what that means is people go out and they do what they want, and if they want to start a business like a lemonade stand, Andy, have you ever owned a business?
Jeremy: Yeah, what did you do?
Andy: Well, first of all, I had a vending business about 15-20 years ago. Vending machines and stuff like that. I have had an LLC for myself. I have been a freelancer for quite some time.
Andy: And that was a business as well.
Jeremy: So nobody stopped you from doing that. Right? That was part of being an American. You get to do that.
Andy: I loved it. Yeah.
Jeremy: So I can go get a business license in the City of St. George for pretty cheap and I could start washing windows. I could get licensed and bonded and I could be a window washer. And that is part of the beauty of this country. Now, we are going to get to the highest, most, we really are. I am making them wait.
Andy: You are teasing.
Jeremy: We are teasing. But I think this is so important, and I hope that our listeners are really taking this in. When you live in this kind of an economic free market system, hey, the good with the bad. The good is guess what, in the United States of America you are not held down like in some of these terrible Third World or Middle Eastern areas where the people are oppressed. They cannot own a business. They cannot do really what they want. The flip side of that is things get expensive, and right now housing is feeling pretty expensive in St. George compared to wages. We do our little part. I guarantee you we pay more in our office than the average employer in town. I know for a fact because every time I talk to employers, they are like you pay that much, yeah. But that is our part. We are one company. So Jesse, people are, the inquiring minds want to know. It is May ninth. What is the most expensive now that we have soapboxed that, and gang, seriously, I am happy to have a discussion with you. Contact us at sold in St. George dot com. Sold in St. George dot com or you could call us at 275-1690. We are happy to pick this discussion up. All right? So most expensive home sale this year?
Jesse: Home sale?
Jeremy: Does anyone have any idea? Could anyone, I do not know, maybe one of our Facebook viewers has an idea. I do not know. We would see a comment come over there if they had that.
Jesse: So the most expensive home sale –
Jeremy: Most expensive home sale recorded publicly.
Jesse: $4.5 million.
Jeremy: Whew. How did you get a mortgage on that, man? Did it require a down payment for you?
Andy: How many pools do you have, Jesse?
Jeremy: $4.5 million. Where was it at, man?
Jeremy: Say more than that. I know exactly where it was.
Jesse: 2860 South 20 East, Washington Townside.
Jeremy: Yeah, so people are like what is that?
Jesse: It is right downtown. Kind of.
Jeremy: Not really.
Jesse: No, no it is not.
Jeremy: I have got to correct you. I have got to correct you.
Jeremy: Clear out in the field. South by Adam Lane. This is this big Tuscan estate. Brent Minor sold it. Congra-freakin-lations, Brent. I know which property he is speaking of. I am not looking at it, but I am very familiar with it. Four-and-a-half, would you believe this? $4.5 million.
Jeremy: Now I am going to give people perspective today. So Jesse, that is the real number. Four-and-a-half million. Was it 4.5 is what it closed for?
Jesse: Yeah, 4.5.
Jeremy: Give us some more data. Like what? Was this like three-bedroom, two-bath, two-car garage with a quarter-acre lot?
Jesse: Thirteen thousand square feet, seven bedrooms, seven bathrooms, five-car garage on seven acres.
Jeremy: There you go. So what this place is –
Jesse: It is an estate.
Jeremy: It is a resort. It has got its own pond, lake whatever you want to call it out there. I have not seen jet skis on it. Maybe it is not that big.
Jesse: Okay, but now, let’s, obviously that is an outlier. Let’s talk about the next most expensive is $2.8 million off of Long Sky Drive in St. George. That is in the Ledges of St. George.
Jeremy: Yeah. $2.8 million. Here is what is about this. I spent some time on Coronado Island outside of San Diego a month ago. We went to a friend’s home and it was a two-story, 2400 square foot home. So 12 on the main and 12 up. Kind of that like wood paneling, almost like a horizontal wood paneling, really basic traditional home built in like the 1980s. Right? I looked at the Zillow Zestimate. We have been beaten up on the Zillow Zestimate, but when you are in that kind of place, all you can do is just kind of look at a trend in the area. $3.5 million. The home was average, guys.
Jeremy: It was not much.
Jeremy: Somebody said in this thread about this affordable housing. LOL, can you believe there is no affordable housing here. Somebody said why don’t you try living in Orange County? So we have to keep perspective.
Jesse: Right. Because even though our wages are low, they are not astronomically low compared to California.
Jesse: Compared to their real estate prices.
Jeremy: So Jesse, so that person at Coronado Island, they sell the house for $3.5 million and they move to St. George, Utah.
Jeremy: They are a $3 million purchaser here aren’t they?
Jesse: Possibly or they could pocket half of that and buy a really nice house for one-and-a-half.
Jeremy: And when they buy that home here, whoever finds out they buy it is convinced that the people are independently wealthy. Right?
Jeremy: But they may have not been independently wealthy. They simply did what?
Jesse: They bought right.
Jeremy: Bought right. They bought a house a long time ago in a place that went skyrocketed.
Jesse: They bought at the right time.
Jeremy: They might have had a regular job. Sold this home and just become absolutely really cash rich for a short period of time.
Jesse: My in-laws I think have that. They have lived in the same home for 25 years, I believe. I think they bought it for like 250.
Jesse: It will probably be over $1.3 million.
Jeremy: Imagine that.
Jeremy: And they will have paid their mortgage off.
Jesse: If and when they sell.
Jeremy: So, $4.5 million. All right. Most expensive home sale so far this year. $4.5 million. And when he says Washington Townsite, where it gets confusing is Washington Townsite is anywhere in Washington that does not have like a subdivision attached to it.
Jeremy: So it is clear out there in Washington Fields by what we call Adam Lane. Adam Lane is this one cul-de-sac of homes where everything is like 52,000 square feet on an acre. So that is a little overwhelming. What is the, give it to us, what is the least expensive home sale this year? And by the way, well, we can qualify it.
Jesse: This throws people because –
Jeremy: Twelve million, Joe. You were high. I would like to know where the twelve was. He guessed.
Jesse: This throws people because if you do not put in single-family home, you are getting trailers that you could buy for $10,000.
Jeremy: So is there something that sold for $17,000?
Jeremy: I see it. So that is not only an anomaly, we cannot look at it.
Jeremy: So what would be the most expensive condo, townhome, or single-family home? The least expensive that sold. And I can tell you right now what I have got.
Jesse: You have got it pulled up?
Jeremy: Yep, I absolutely do. So far this year, let me tell you, you can go out there and buy, yeah, you buy a Bryant Head condo. Right? You could go and buy a condo at Bryant Heat for $35,000 or $40,000. You could buy a fractional ownership. You could buy a mobile home on a rented lot, which is what Jesse is talking about.
Jesse: The least expensive property in the MLS was actually a fractional ownership in Las Palmas.
Jeremy: What was it?
Jesse: $20,000 for a condo.
Jeremy: So we cannot use it as an example. What does fractional ownership mean?
Jesse: That means that you just, you are probably a fifth or sixth owner. There are a team of owners, and you get it for what, one or two weeks a year, depending on how many owners. But the least expensive –
Jeremy: So we know, see how that throws Andy off?
Jesse: — single-family home –
Jeremy: If people go well, I saw something sold for $17,000. Well, really it did not.
Jesse: So the least expensive condo, let’s just talk about greater St. George.
Jeremy: I know exactly which one it is.
Jesse: Is $80,000.
Jeremy: I know exactly which one it was. Why do you think I know which one it is? Because we sold it.
Jesse: Because we sold it. That is right. We do not just deal in million-dollar properties, folks.
Jeremy: Thank you, Heidi Flannery. Amazing client out of Washington state. So $80,000, Spring Tree Gardens. One-bed, no bath, no kitchen, just kidding. I just want to see if people are paying attention. A hole in the wall from the demolition. It is a one-bedroom, one-bath, 588 square foot condo in a place called Spring Tree Gardens. $80,000.
Andy: 588 square feet.
Jeremy: That is it, man.
Jeremy: There is just, right. There is not much.
Jesse: Okay so –
Jeremy: So let’s talk about a single-family home. What do people want to know? What is the least expensive sale right now for a single-family home this year? Okay? This is going to be fun here for people to know about. True single-family home. Now what will happen is when you go into the Multiple Listing Service, it will like mislead you.
Jesse: So I am going to take out the 55+ communities. Okay?
Jeremy: Oh, that is okay. I already have the answer for you. Do you want me to give it to you?
Jesse: Yeah, give it to me.
Jeremy: All right. I was just going to see if he had it, if he was beating me to it.
Jesse: I had it.
Jeremy: 1114 North Jefferson Street. Okay. So 1114 North Jefferson Street. People are like what is that? It is a place called Painted Hills Estates. What is that? Well, it is kind of fun because at the end of the day there are like 500,000 subdivisions in St. George and nobody knows what they are. Okay? We have got two minutes. Fifteen hundred, this is really interesting. 1512 square feet for $155,000. Jesse, that is the cheapest sale that I showed anywhere in Washington County.
Jesse: Okay. So you are actually wrong.
Jeremy: Okay, what do you think is the cheapest one? Because when I pulled my search, that was the cheapest single-family –
Jeremy: — well, you know what?
Jesse: This is tricky because out in Hurricane you have got Quail Lake Estates, which is a single-family home.
Jeremy: No, cannot count it. Cannot count it.
Jesse: It is a single-family home.
Andy: Those are tiny. Those are tiny.
Jeremy: Still cannot count it. I still do not count it.
Jesse: But if you take out those –
Jeremy: Here is why. Here is why it is basically, there are a lot of trailers in there and a lot of modular homes.
Jesse: There is, but this one is a single-family home.
Jeremy: Okay. What was it?
Jesse: It was 770 square feet for $129,000.
Jeremy: Okay. There you go.
Jesse: It is a regular community.
Jeremy: Check this out. So there was a sale on 100 South that Baw Britridges, a good man over at Keller Williams, had that was $144,000 that I did not include. It was interesting because it was listed as commercial and residential, but it shows up in the residential search.
Jeremy: So, this was a single-family home that was 996 feet, a block from our office. When it says it needs a lot of TLC, let me see if I can describe this for you. It includes a bulldozer –
Jeremy: — running it over in the final minute. So right now, gang, let’s wrap this show up with this. Housing is feeling pretty expensive in Washington County based on what is available.
Jeremy: Based on, excuse me, based on income. $4.5 million was a highest sale. We had a single-family home arguably at $130, call it $150,00 for a true single-family in like downtown St. George or Hurricane.
Jeremy: $150,000 is as cheap as you are going to get if you are lucky, and it is going to need a whole bunch of work.
Jesse: You are going to have to be quick, too, because it is going to sell like that.
Jeremy: Greed is not driving our market. Okay? If it is, then it is because we are all greedy.
Jesse: It is pent-up demand. So let’s talk about that next week.
Jeremy: Well, that is exactly. Pent-up demand is driving our market. If you are thinking about buying a home, if you are thinking about selling a home, we want you to visit us at Sold in St. George dot com. Man, we could have fun with this discussion for hours.
Jesse: Next week.
Jeremy: Sold in St. George dot com. Oh, we are going to have some fun with it. We are going to find out when we talk about pent-up demand and what that means, like why people were kind of sitting around for five or six years not buying anything.
Jeremy: Over and out.
Andy: Thank you, Jeremy, Jesse. Time for news on News Radio 94.9, 890 KDXU.
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.
Andy: Good morning. It is 8:36 on News Radio 94.9/890 KDXU. Here is your St. George Real Estate guru. It is Jeremy Larkin.
Jeremy: Good morning. Hey, I was hoping you were actually going to run with the hey, it is Southern Utah’s most accurate real estate forecast. That is what you said about Craig. Right?
Andy: That is right.
Jeremy: I do not know about that. That is what we want. We want that same kind of credibility. Good morning, everybody. Host of the St. George Real Estate Morning Drive. Happy to be here. Happy to be in studio and share with you honestly the good news of real estate. And today, we are going to help you really stay out of trouble online. On the old internet. Right. We are going to help you stay out of trouble with the information. There is so much information. There is so much information. You realize that Google is a verb now. Right? It is just a verb and it is just google it. Just google it.
Jesse: That is true.
Jeremy: I have got Jesse Poll here.
Jesse: Good morning, everybody.
Jeremy: Hey. My cohost, business partner, friend, brother. Gosh. Super funny guy. There you go. Jesse, listen. He says he is without his coffee. What is he going to do without his coffee this morning?
Jesse: I either have a water bottle or a coffee cup in my hand all the time.
Jeremy: Yeah, non-stop. Yeah. It is your stage presence. You need to have something. And you really do.
Jesse: It is my whoopie.
Jeremy: And the funny thing is it is, and you leave the water bottle and coffee mug all over the office, too. It is funny. And then he comes traipsing back in. Hey, happy that you are with us this morning. It is the 25th of April 2019. And part of the reason we time-stamped that is we are broadcasting the show right now on Facebook Live, which is easy enough, but we are also broadcasting on YouTube Live, and then we will upload this to our podcast. So we want to make sure that people know what we are talking about and when we are talking about it because the real estate market is like constantly in flux. Jesse, do you think there is another business that, in which the whole entire business environment is being reinvented as often as real estate? Do you know what I mean? Do dentists —
Jesse: I am sure there is, but it is not as public as real estate.
Jeremy: Yeah, would dentists go, oh man, the dental market is down. With everything that is going on in Washington, DC with the new presidential thing, people stop getting their teeth cleaned. Right?
Jesse: That is a good point.
Jeremy: That does not happen.
Jesse: And that is interesting, too, because your teeth are just as personal as your home.
Jeremy: Thank you. Oh, I thought you were complimenting my teeth.
Jesse: You do have pretty teeth, man.
Jeremy: Thank you, man. Top of the morning, Jessica. Good morning. Andy, is that a fair point? As a guy who, I am going to call you a lay person. You are not in the real estate business with us.
Andy: Right. I think that is a fantastic illustration of what it is like —
Jesse: It really is.
Andy: — because it does not affect everyday life for most people like it does the real estate market.
Jeremy: Yeah, correct. It is wild because the, same with radio. Here is maybe a valid point. I understand that people might increase or decrease their radio spend, like advertisers who are spending money on the radio –
Andy: That is true.
Jeremy: — based on economic conditions. But people do not go yeah, man, with everything that is going on in Congress, I decided I will not listen to the radio anymore. Or man, the stock market is up. I just do not think I am going to listen to the radio anymore. Stock market. That is just static. Most of our habits, but real estate, it is crazy. It is completely, every six months we have to reinvent.
Jesse: Actually, there is one other market that probably going through the same thing and that is the stock market.
Jesse: But if you back up and look at that from a macro point of view, it is because that affects the whole world.
Jeremy: Yeah, it sure does.
Jesse: A mortgage in St. George, Utah could affect a bond sold in Germany.
Jeremy: Yeah, it actually could.
Jesse: So that, I think –
Jeremy: You are stretching it, but I will give it to you.
Jesse: Well, kind of because they are sold, I am going deep there.
Jeremy: Yeah, you got real deep.
Jesse: But you can see why –
Jeremy: I can tease this guy.
Jesse: But you can see why it is that way because getting my teeth cleaned does not affect somebody across the world.
Jeremy: It does not.
Jesse: And it never will
Jeremy: And the real estate market, it is front and center. People are thinking about it all the time.
Jeremy: People have to live in a home. They have got to buy one. They have got to own one, sell one, rent one. They have to do something. Everybody needs a place to live, and that is just the way it is. As we move in, this has been a really interesting time. I got a text message on my way in here from a fellow, who is actually a real estate broker out of California. He said, hey do you think anybody is interested in my crazy home in Bloomington? Well, his crazy home in Bloomington is a vacation rental that is completely illegal.
Jesse: The 10,000-square-foot one?
Jeremy: Yeah. Let’s not give too much information out now. No, there are lots of 10,000-square-foot homes.
Jesse: There is.
Jeremy: Anyway, and I have not spoken with him because I went on the air. But this is the kind of text we get. Do you think anyone in your buyer pool is interested in my crazy home in Bloomington? Well, here is why he would be interested in selling it. Because the city is most likely barking at his door.
Jeremy: Knocking at his door. So when the city forgets about it, and they do not talk about it, then he puts tenants in his home. It is a vacation rental, and it works really great. But these are the strange issues. So the City of St. George right now, Washington County, there is this big push for regulating vacation rentals. Two things we have talked about on the program. There is a big push to build vacation rentals in the county, but there is also a big push from I guess we would call it local government to make sure that we are restricting, we are controlling, or maybe even regulating. Right? We talk about a pressure reducer, a pressure regulator valve in plumbing.
Jesse: I think that is pretty accurate.
Jeremy: Yeah, they are trying to regulate it so we do not end up with what is happening, which is way too many vacation rentals in Washington County. Way too many. I just sold the Hammond’s place. Coral Springs. I want to tell you guys a quick story. We sold a vacation rental over in the Coral, I want to say Coral Ridge, but it is Coral Springs. It is over there next to the liquor store in Hurricane. I know it is Hurricane. It is a funny place to thing that that is Hurricane because, to me, that just does not seem, it seems like no man’s land where that liquor store is at Exit 16. It does not even feel like any city at all.
Jesse: I always get a kick out of wherever Utah puts their liquor stores. Because if you go in any other state, they are right downtown where everybody can get to them.
Jeremy: Yeah, they hide them.
Jesse: In Utah, we hide them.
Jeremy: They hid that thing. They put that thing out there like they are going to have to drive. So, we sold their vacation rental, and these are local folks, and a lot of our listeners will say hey, do you think we should invest in a vacation rental. This is a question we get all the time. Well, they just sold it and it was amazing because they are super happy, and we sent them out of there quick.
Jesse: I bet they were happy. They were talking about selling that a couple of years ago, and thankfully, they did not at that time.
Jeremy: Yeah, it would have sold for $240,000.
Jeremy: We sold it for almost $300,000 and sold it in a couple of weeks. Now, the issue is for them, they were competing with, so this is where we talk about these local trends, and we are going to talk about avoiding the Zillow trap momentarily. They found that they were now competing, that Cole West, which is a big developer here in town. Well, statewide probably. I do not know how big they are. But Cole West was developing their own brand new vacation rentals on the other side of the highway there in Coral Canyon, and then they could not get their place rented out because Cole West, everybody would go to the Cole West units, and then they would go to the Cole West managed units next, and then lastly, they would go to their unit. These people said this just does not even make sense. Now, it made sense five years ago, and it might have made sense 12 months ago. And the crazy thing about real estate is it might make sense, it changes, but just understand that we are in a market that is constantly changing and here is the big change. The big change that has been happening, but it seems acute right now, is the information online. How much information, Jesse?
Jesse: Anything you want to know. If you know how to find it, you can find out. Almost anything.
Jeremy: Let’s talk about real estate. What is the challenge for the listeners?
Jesse: Well, the challenge with the listeners is there, well there is too much information. And I will give you a good point of that. If somebody does not really know how real estate works or how evaluation works, they could go on Zillow, for instance, and look at the Zestimate and, especially in the state of Utah, that may or may not be accurate by quite a bit. Now, I cannot find the data on that, but Utah is a non-disclosure state.
Jeremy: I can tell you, well, guess what I can find for you. I can give you Zillow’s data. I can get on Zillow’s data this morning.
Jesse: On Utah?
Jeremy: I can tell you exactly what. Do you think listeners would want to know?
Jesse: I want to know. I want to know.
Jeremy: Do you think that our listeners would want to know, by the way, do you know what a Zestimate is? I am sure you do. Andy?
Andy: I do.
Jeremy: How would you describe a Zestimate in English layman’s term?
Andy: Well, Zillow’s estimate of what your house is worth.
Jeremy: Okay. Perfect, man. That is brilliant. And it is fun to have you in studio because you are consumer and you are a homeowner.
Andy: Yes, yes.
Jeremy: So this is really interesting. If you head on over to Zillow dot com and plug in your address –
Jesse: There it is.
Jeremy: — they are going to estimate a value for you. If you visit Zillow dot com slash Zestimate, they will, it is interesting because Zillow has so much information that it is almost impossible to plow through the website in a logical format.
Andy: That is true.
Jeremy: It is like going to a car lot that is all of the car lots in St. George on one lot. This is wild. Well, here is the issue, and we want to help people avoid the Zillow trap. And the Zillow trap is that you go to any online, we are just going to beat up on Zillow because they are easy to beat up on. But you go to any online resource thinking that the resource is the solution because it was online. Kind of like trying to solve all of our relational problems by reading blog posts on the internet. I have definitely read some. Right? Zillow dot com slash Zestimate, they estimate in every state and every city and for every address in the United States, the value of your home.
Jeremy: So what happens is people go in there and they obtain that information, and using that information, they make buying and selling decisions. Okay. They might make the decision to sell a home or to not sell a home.
Jeremy: Or to buy a home or not buy a home. Or maybe they use the information to decide that they think their realtor sucks. And this is real right? Well, Zillow said it was 440, Jesse.
Jesse: It happens every day.
Jeremy: Zillow said it was 440. Why did you say it is only 420? Which we are not going to answer that question because that is a whole separate. But does that happen to you?
Jeremy: Yeah. I looked at Zillow or I spoke to seven other agents. Zillow has something called, and this is so fun, Zestimate Accuracy Table. I am going to read to you. The Zestimate accuracy depends on the location availability of data in an area. Some counties have deeply detailed information on homes such as number of bedrooms, bathrooms, and square footage and others do not. The more data available, the more accurate the Zestimate value. Let me ask you a question. Do you guys think that the Zestimate information would be more accurate based on Washington County being a rural, 160,000-person county, do you think it would be more or less accurate than say Los Angeles, California?
Andy: I cannot even imagine it being accurate.
Andy: When you said they Zestimate every house in America, how could they possibly be accurate?
Jeremy: Yeah. So here is what it literally does. It cannot be. So what happens is they take all this information from tax records and then whatever real estate agents supply to them, and it essentially, it averages it out. This is a funny analogy, but it is like saying well, Andy is 6 foot three or four. You are pretty tall, man.
Jeremy: Six foot five. Geeze, man. And Jesse is five foot what?
Jesse: Ten. I do not know.
Jeremy: Well, if you divide those two, you will come up with an average and that is the average height in St. George.
Andy: Six one and a half. That is the average.
Jeremy: So that would be a pretty silly indicator of the average height. Right?
Jeremy: That we took two people and we said that this is now the average height of everyone in Washington County. We would want a better data gathering. So here is what happens. I am going to read the rest. Zillow’s accuracy has a median error or 5%. Okay. Meaning, hey, it is plus or minus 5%. Okay, that means half of the home values in the area are closer, let me move on here. It gets confusing for people only because if you are not reading it. But they are plus or minus 5% accurate is what they say. Here is what they did. They produced their accuracy table and they said this is how accurate on a scale of 1 to 5 we are in every state in the United States. Okay? Zillow Zestimate Accuracy Table. One star means we were not very accurate at all. Five stars means we were crushing it.
Jesse: So I am going to go ahead and put that in the comments on Facebook Live. The link.
Jeremy: I even have an image. You can put it in there.
Jesse: Some people can –
Jeremy: Check this out. Here we go. Let me tell you where they are doing a nice job. In Maryland, they are at 4 stars. This is their self-rating. They are at 4 stars. In Arizona, they are 4 stars. Doing pretty well down there. They are running 4 stars in Nevada. Not surprising. And in Virginia. Well, this is interesting. Zillow’s self-accuracy rating for the state of Utah was 1 of 5 stars.
Andy: Ouch. That is not good. Would you watch a movie if it was rated 1 out of 5?
Andy: I would not either.
Jeremy: Come on. Would you buy something on Amazon? Geez, if it is not 4.5, you do not buy it.
Jeremy: By the way, you should look at our reviews on Zillow. Speaking of Zillow. It is so funny, so it says this rating is tied to the median error and here is the rating as follows. Excuse me, not five stars. I misspoke. It is four stars. I do not know why I thought it was five.
Jesse: You said four.
Jeremy: Okay. Four stars. Best Zestimate. Three stars, a good Zestimate. Two stars, a fair Zestimate. One star, tax assessor’s value or unable to compute Zestimate accuracy. Come on.
Jesse: That does make sense though because they cannot, they do not get the data for Utah unless somebody gives it to them.
Jeremy: And I think the cool thing is it is an accurate, at least they are sharing it. People would not even know how to find that. By the way, 99% of the agents in the county have never seen it. We have never seen it until recently. That accuracy table, that is new to me. Right? Dave, I will take Jeremy’s estimate a million times over. You are awesome. Value from an actual local realtor. They know this town. Thank you, sir. And Peyton, good morning. Peyton is one of our friends and competitors. That is what I like about him. We call it co-opetition. He has seen them 20% off.
Jesse: It is true.
Jeremy: And by the way, we did not mean 20% off as in like get 20% off sale. He means 20% inaccurate.
Andy: You think about a $300,000 house, that is missing the mark by 60 grand.
Jeremy: Yeah, that is a good way to put it into perspective.
Andy: Holy cow.
Jeremy: And a $300,000 is the average value really in Washington County.
Andy: That is a swing and a miss.
Jesse: 350 is the average value in Washington County.
Jeremy: And well by the way, that is again why averages suck. Because it is really not —
Jeremy: Does that make sense? You have to look at what are people really buying. 300. Right?
Jeremy: Isn’t that true? So isn’t it funny?
Jesse: Well, between three and four is a really pretty good solid market.
Jeremy: Yeah, because it comes up at 350. And what can people really afford? 250.
Jesse: 250. Yeah. That is even lower.
Jeremy: Not that what you are saying is not correct. I am simply saying that is why these statistics –
Jesse: I know. It is okay. You always have to (indiscernible)
Jeremy: The statistics like, so the average, again, we averaged it up. So what does this tell us? Here is the challenge with that. Now we have decided that because the average sales price is 350, that is about what people can afford. That is what we think.
Jesse: Right. And there are so many people that cannot.
Jeremy: 90%. Right?
Jeremy: 90% of consumers are not going to be able to buy in Washington County a $350,000 —
Jeremy: I think that is real. Now, here is the crazy part about it. You could argue and say well, how is that possible because all of the houses are selling for that much. Well, you are not taking into account how many of the people do not live here that are buying the houses.
Jesse: Yeah, we are not necessarily a normal market. Most of our buyers are either coming in from California or Salt Lake or somebody wanting to retire here or buy a second home because we are really a resort market.
Jeremy: Yeah, we are. And we get a little passionate. So maybe 90% is probably extreme. So a lot of folks cannot afford –
Jesse: There is a lot.
Jeremy: And certainly on a single household income that is the case.
Jeremy: So Zillow’s accuracy table that they produced, so they are saying well, we are one of four stars in Utah. We are not doing great. Well, they are not doing well at all. Let me tell you where else they stink. This one shocks me. Texas.
Jesse: Texas. Well, no it does not. It is also a non-disclosure state.
Jeremy: Oh that is why. Jesse, help our listeners understand what that means.
Jesse: In the state of Utah, a seller that sells their home does not have to tell the state of Utah or anybody else what they sold for. Now that data is available through the MLS or the Multiple Listing Service, but when we fill out the form that says we are a new resident, we do not have to tell the state what we paid for that home. So therefore,
Jesse: It is not public record.
Jeremy: So when you look at the public record it says the home was sold for $10 or other good and valuable consideration.
Jeremy: It is a static. That is all they put on the bead.
Jesse: So that is kind of confusing because in the Multiple Listing Service, if it was sold there, that data is there. But it is not shared with the state, or the tax assessors.
Jesse: Is that pretty accurate?
Andy: So what you are really saying is Zestimate is just relying on what is given to them instead of going out and getting it? They are not working very hard to chase it down.
Jeremy: They are not.
Jesse: They cannot work very hard.
Jeremy: It is just a computerized model. It is a computerized model. Let’s break this into real terms then. All right. So if you are considering buying or selling a home right now, and if you own a home and you have owned it more than a year, let’s say you have owned it two years, and you thought I do not know if I want to live here. I have an investment property. I do not know if I want to sit on it. This would be that time. If you are thinking of selling because you want to sell because you have a reason to sell, then that is what you do. How often do we get the question is this a good time to sell? It is like well, what do you want to do? Well, we want to move. It is a great time. That is a personal decision. But if you are sitting on a property where it is like an investment property and you have been hanging around and you are wondering I wonder if I should sell this, you probably should because what we are able to do is take the data, the actual history. The crazy part about real estate is we can look in the rearview mirror quite nicely.
Jeremy: Right. We can definitely see what happened behind us. And we can take what happened behind us and make our very best guesstimate rather than Zestimate about what will happen in front of us. And what we know is that the market is at a seven-year, actually at a 10-year peak, but we have been on a seven-year run, and I refer to this as the biblical account of 7 years of famine and 7 years of plenty. And we had 7 years, if you look back –
Jesse: We did.
Jeremy: — it is about right. And it is 5-7 years of famine. 5-7 years of plenty is what we see in real estate. So every bit of data that we have in front of us tells us that the market peaked in July of 2018. Peaked, past tense. Right? And you are going out there and you are like well I want to get this information. We used Zillow today as our poster child, but any online, heavens, we send people to our Dixie Home Value dot com which is an estimated home value. It is just doing the same thing.
Jesse: And sometimes it is accurate and sometimes it is not.
Jeremy: And we always tell folks, they get an email from us after. Hey how did it look? Did it seem accurate because we cannot even control what that automated –
Jesse: Right. That is true.
Jeremy: — model does.
Jesse: And it cannot, even if you tell it, it cannot know exactly what you have in your home. Do you have tile? Do you have granite? An algorithm –
Jeremy: 2×6, 2×4.
Jesse: An algorithm can never take what you are typing in there and spit out a true –
Jeremy: It is funny because a home is a commodity and it is also not. Meaning it is a thing made up of commodities but then they are always unique in every neighborhood, and every neighborhood is unique.
Jesse: Right. I want to go back to something you said earlier because you talked about the guy from California sending you that text. The online easy button, going online and getting this done is kind of a trap. So we have actually sold a home another vacation rental home for that same gentleman before. And had it sold pretty quickly for good money. But the easy thing to do would be just to reach out and say hey, do you think or the last time he hired a property manager who, a home like that needs somebody that is selling a lot of homes. Not renting them.
Jeremy: A full market presentation. Right?
Jesse: But it was easy to do. It is easy to go on Zillow or somewhere to find your home value. But is it going to be the best value? Is it going to be the best strategy?
Jeremy: Let’s talk about, as we wrap up this show today. If you are thinking about buying or selling, I just strongly recommend you either call us at the Larkin Group or you call your friend who you trust as a real estate agent. You call a professional. You can visit us at Sold in St. George dot com, and you say look, by the way, look at Zillow. For sure, everyone is going to look at Zillow. We do not have any problem with that. When I go into an appointment with a seller, I have already looked at it every time because I need to know, but what Jesse is talking about, look we are in this process of understanding what the consumer wants, and the consumer wants options. So if you want to sell your home, when we meet we are going to give you a couple of options. And one is our Instant Offer Program, which is where one of our investment groups can make you an instant offer on your property, cash, close 7-14 days, 30 days whatever you want. You do not have to clean it up. You have to move your stuff out. No staging. No repairs. Subject to an inspection. Right? They can make an offer. And that is what we call maximum convenience. You do not have to go through any of the heck and hell of bringing strangers in your home and all that. But most people, as in 95%, will not do that. 95% will opt to get a full market valuation. Say Jeremy, Jesse, show me how to get the most money out of my home. And that is what we call maximum value. So maximum convenience is an instant offer. Maximum value is we help you get the home staged, prepared, prepped. We market the property. We show it to lots of buyers, lots of agents. We bring people through. We negotiate a contract. We send you on your way. So let us do that. And this is really fun. And realtors are like how can you possibly do that? Hey realtors that are listening right now, is this fun? You can do that, too. My competitors who are listening, you can do this. Why can’t you do the same thing? We have buyers lined up. Investors. Now, the investors, because it is maximum convenience, they are going to pay less. Right?
Jesse: They are.
Jeremy: But everyone’s situation is unique. Guys, avoid the Zillow dot com trap, buying and selling. Make sure you call a pro. Thanks, guys.
Andy: Thanks for listening. St. George Real Estate Morning Drive. Jeremy Larkin. Jesse here, too. I am Andy Griffin. It is time for news.
How long will it take to sell my home? 🤷♂️And will I have to negotiate a whole bunch? 🏦 Jeremy Larkin and Jesse Poll take OPINION out of the equation and use real life data to answer these questions home sellers have! Also, the 40th annual St. George Arts Festival is upon us! Hope to see you on Town Square!
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 firstname.lastname@example.org.
Andy: What is up? It is time for the St. George Real Estate Morning Drive. Standing by is Jeremy Larkin with his sidekick. He would be the Robin to his Batman. It is Jesse.
Jeremy: Oh, I like that. I like that a lot.
Jesse: I heard a story about that once. Batman and Robin for one of my sales.
Jeremy: I like that. This is true. This is true.Jesse: It was fun. It was a great story.
Jeremy: The old press release.
Jesse: Bam, boom, bam.
Jeremy: Oh my gosh, you guys, good morning. Jeremy Larkin here. Host of the St. George Real Estate Morning Drive. So happy to have Andy in here with us this morning. Jesse Poll here. Robin. Batman.
Jesse: Good morning.
Jeremy: I do not know who we are, but we are what we are. Hey guys, my heavens, there is a lot going on. This is getting into like epic activity levels here in Washington County. We have the St. George Arts Festival. Does anyone know when the arts festival, I know, but does anyone else know when the St. George Arts Festival started? Does anyone want to venture a guess?
Andy: If they have been listening to my show this morning, they would know that.
Jeremy: Have you been talking about it?
Andy: Yes, we have.
Jeremy: I guess I was not listening. Of course, I was managing children this morning.
Andy: I was in high school when it started.
Jeremy: 1980. Freshman year.
Jeremy: Yeah, 1980 they started with this thing. And the history, it originally started on Ancestor’s Square because that was like this little arts village, and Ancestor’s Square has become more of a restaurant zone at this point. But 1980, so we have been cranking it out for a long time. Almost 40 years. That is crazy.
Andy: What year were you born, Jeremy?
Andy: So you were 5.
Jeremy: I was 5 years old, and I used to go downtown and I remember it was the old library, which the old library sits exactly where the town square tower is. This splash pad and the tower, that exact, that is what was removed to build town square.
Jesse: That is pretty cool.
Jeremy: And I just remember that so well.
What Realtors & Lender actually get paid for! Guests Chantry Abbott and Michelle Evans (St. George Real Estate Radio Show)
Andy: News radio 94.9, 890 KDXU. Good morning to you. Tell me this guy has the coolest music in the biz right here. It is Jeremy Larkin. I did not even want to turn it down. You have got Jeremy Larkin, St. George Real Estate travel show, and I know Jeremy is trying to get all is tech set up and everything over there. Are you ready, Jeremy?
Jeremy: I loved how you stuttered there. You had a hard time.
Andy: Well, it has been a weird kind of –
Jeremy: I do not know what else to say about it, Andy. Let’s just name the elephant in the room. Right?
Andy: It has been a weird kind of day. You look outside and our red rocks are covered in white snow. I know you had issues this morning with the two-hour delayed start for school.
Jeremy: Yeah, this threw the kids’ schedule off a little bit this morning. No one in this room has a child going to school except for me.
Michelle: That is true.
Jeremy: And there are a whole bunch of us in this room. There are five people in this room. You know what is amazing?
Andy: I have two by the way.
Jeremy: Oh you do have two high schoolers?
Jeremy: Okay. So you do.
Jeremy: That is nice. That is good. So for them, it is cool. They are like I have got to sleep in and I will just drive to school. I have two boys that are going to school at odd hours. So normally the one is going either at 6:55 at the bus stop or he is being delivered at 7:30, and then the other goes at 8:15. So with the radio show and then a meeting at 9:30, I am finagling this kind of thing. It is being finagled as they say.
Andy: That is a good work.
Jeremy: Really, it is. It is being finagled. Today, Andy? Whoops, I dropped my microphone. I am going to invite you to lend that microphone to these guys today because we are going to have three of us on the show today.
Andy: Okay. Okay.
Jeremy: I have got some incredible guests in the studio. Andy Griffin is almost a guest because he is brand new. I have got Chantry Abbot with Guild Mortgage, on the air with us. One of our great friends, incredible home mortgage lender. And I have got, well, why don’t you introduce yourself, Michelle.
Michelle: Hey, Michelle Evans with the Larkin Group. Glad to be here.
Jeremy: I like it.
Michelle: Glad to get here safe and sound in all the slush.
Jeremy: It is kind of slushy out there. It was 33, I think, all night long.
Michelle: Oh perfect. One degree.
Jeremy: And I think that is why school did not get cancelled. So the kids can blame one degree. Because I think at 32 degrees, you would have had some really extra nasty roads and it would have been different. Right?
Michelle: Yeah, I was surprised that they were all right. They are slushy, but it is doable.
Jeremy: Chant, what do you got over there?
Chantry: See this kid is making a snowman. Kind of cool, right?
Jeremy: Isn’t this amazing?
Chantry: Bluff Street Park.
Jeremy: Yeah, it is absolutely incredible. We are at the Cherry Creek Studios on North Bluff Street, which is on the west side of Bluff, up on a hill. And those of us watching our live feed, we are on Facebook dot com slash Jeremy Larkin. Or we are on YouTube Live which is YouTube dot com slash Go St. George TV. But from here we see everything. Like we see everything.
Michelle: It is a great view.
Jeremy: It is incredible. It is amazing. So we are looking out at Bluff Street Park, and the famed snowstorm of 2013, we could not get up this hill, and last night they were forecasting five inches. I would be shocked if we even got two inches. I do not know.
Jeremy: Chantry, what did you get at your house? Maybe an inch?
Chantry: Yeah. But I think there was more in like Santa Clara. I saw some folks this morning that got quite a bit.
Jeremy: Where it is higher.
Chantry: It was pretty hard.
Jeremy: Yeah. I went up to the Ledges last night at 8:30, eight o’clock, maybe to take my kids to a little get together and it was like a full-scale, winter, just a blizzard on the way up to the Ledges. It was incredible. And there was this fog later between here and the Ledges.
Jeremy: So then you were going up and then it was snowing and you could not see, and it was wacky. So anyway, gang, look, clearly everyone knows it is snowing outside, and all of our friends on Facebook are going to make sure that we know that. Are they not? Everyone is going to do that today. So we are going to have a fun discussion. I do not know what Jesse has got going on. He is over there. What do you have going on over there? What is that? My phone died? I do not know, man. Who knows? So we are running Facebook Live. We are going to talk today about what realtors and lenders actually get paid for. Is that fair?
Michelle: That sounds good.
Jeremy: So Chantry has been with us for a really long time. How many years? A decade?
Chantry: I remember working with you back when you were starting to take over all the foreclosures. So that was probably –
Chantry: So let’s say 2010, 2009 or 10.
Chantry: I am tangled with my coat here.
Jeremy: So there you go. I do not know about this phone. So it is funny, guys. We are running a Facebook Live, and for whatever reason, it just died on us. I hope we are still live, but I think we are still going to, we are good to go. We are good to go. So 2009, 2010, you came into our world. Right? And since that time, have you ever been paid a salary to close mortgages?
Chantry: I have not.
Jeremy: Right. Michelle, how long have you been in the real estate business?
Michelle: Going on ten years.
Jeremy: Ten years. Have you ever been paid a salary to sell real estate?
Jeremy: No, so we only get paid, right, gang, when the deal closes. That is the only way to describe it.
Jeremy: Right. And so Michelle and I were in this discussion I think yesterday talking about this dynamic that folks perceive, so this is the perception. So the perception is like Michelle goes out and shows homes and that is where she is doing the work. So the real work she is doing is showing people homes. Like find me a home. Correct?
Michelle: Right. It is all in the finding.
Jeremy: Yeah, it is in the finding. And the perception of course, is that that is where it is. That is where the pay –
Michelle: The value (indiscernible) –
Jeremy: Where the value is.
Michelle: Yes, to open the door.
Jeremy: It is to open the door, and at the end of the day, let’s all be frank with ourselves. What hourly rate could we pay someone to open doors? Could we pay someone minimum wage?
Michelle: We sure could.
Jeremy: Yeah, what is minimum wage anymore?
Chantry: Seven-fifty or something. Right?
Jeremy: Yeah, $7.50 a hour. We could theoretically pay someone $7.50 to open doors. And the issue is that for us in the real estate business, the real work, the real work especially if you are buying a home, right, begins when Michelle?
Michelle: When it goes under contract.
Jeremy: Right. So, what do you mean by under contract?
Michelle: Well, and putting it under contract, too. So it is the negotiation of getting it under contract, and particularly in the last few years where it has been a seller’s market, so you have really got to know your stuff to be able to win that contract for your buyer.
Jeremy: Yeah, absolutely. Right? So the work for the real estate agent happens we, like when it goes under contract, and of course, what Michelle is saying is when we get into the negotiation for the contract. Right?
Jeremy: That is the issue. That is the issue.
Jeremy: You told me a cool story, and Chant, I am going to have you chime in here momentarily. You bought a home here how long ago?
Michelle: Yeah, back in ’05.
Jeremy: Okay, and you were not even an agent at the time.
Jeremy: Of course.
Michelle: I was teaching out at Tuacahn High School and I used Will Potter, who is now our competitor.
Michelle: He was great. He did a great job.
Jeremy: Great guy in town.
Michelle: We had three days to find a home. He blocked that out for us. We looked at 32 homes. I just want to say, so sorry, Will. I am just going to apologize publicly for doing that to you.
Jeremy: 32 homes. That is ten a day. That is a lot of homes.
Michelle: Oh my gosh, we ran the guy ragged. And ironically, we went back and bought the very first home that we saw. Anyway, and then I was teaching out at Tuacahn High School and he called me and he said when is your lunch hour? I said well it is from 12-1 or whatever it was, and he said I need to come out and have you sign this addendum. I said well you do not have to do it then. You can do it later or whatever. I had no perception that we have legal confines, legal deadlines that, he said, no, I need to have you sign this by five o’clock. I was like wow. Okay.
Jeremy: Hey, come on, you do not have to do that. It is fine.
Michelle: Like it is okay. I was trying to be so nice to the guy. Clueless. And what is funny is that I had bought four homes prior to that. So I think a lot of times agents think oh well, they have been around the block. They have bought a home or two before. And granted, I was probably not as smart as most about it. But you just do not realize what is the process once it is under contract? And I think that is probably some of the pushback of millennials. Well, I can find a house online.
Michelle: And we are like right. That is just getting us into the game.
Chantry: And you probably will find it online right?
Chantry: No matter how many –
Jeremy: 95% likelihood, guys.
Chantry: And no matter how much somebody tells you what they want –
Jeremy: 95% likelihood.
Chantry: They know what they want. Right?
Chantry: They cannot really relay it. So look online. That is just the beginning. That is the easy part.
Michelle: Yeah, yeah. That is the fun part.
Chantry: Jeremy, when did you get in the business?
Chantry: That was probably right after they had the books. Do you remember the books?
Jeremy: The books were obviously previous to my time.
Chantry: Not by far though, right?
Jeremy: I do not think by far.
Chantry: Probably late 90s, early 2000s.
Jeremy: What was the MLS called at that time? The Multiple Listing Service. It was called –
Chantry: I do not know.
Jeremy: Oh, what was it? It was this weird –
Michelle: I do not know.
Chantry: So those you that do not know, was it once a month, once a month the Board of Realtors would print out a book with a page for every single listing that was out there. So if there were 500 listings, there were would be 500 pages that would have property for sale.
Chantry: There was not an internet so the buyers could not go find the homes. So they really did need to sit down with an agent and flip through this book and try to figure it all this out and which ones were sold and which ones were not.
Chantry: Now with the internet you find a house on the internet.
Chantry: So anyone can do that.
Michelle: And the contract was so much less back then. So it really was, their perception was correct.
Jeremy: Yeah, we have added five more pages of contract paperwork.
Michelle: It really was finding the house. The weight was more on that.
Michelle: And much less with the contract. Now it has flipped. Now it is reversed.
Jeremy: Well, and let’s understand how buyers, let’s hit that door. These guys are exceptionally loud down the hall, aren’t they? Let’s remember how a buyer finds a home. Right? And so this is really good. If you are a home seller, I hope you will really listen really closely to this today. So what will happen is someone will put their home on the market, and they will be like if I can just broadcast this enough times, if I can just be in everybody’s face long enough, we will find a buyer. Right? But how do buyers, in fact, find the home they want to buy?
Michelle: Almost always online.
Jeremy: But how? When I say how, how does a buyer find a home? Do they go hey, a realtor called me and said they have the home for me?
Michelle: Oh, no never. They are out on the home websites. They are out looking. They are searching themselves. They can do it online.
Chantry: So wouldn’t you say really the only accurate, there are others. Yeah, we talk about Zillow and stuff, but only one that is truly live, real-time accurate is probably the Multiple Listing Service that you have to get by –
Michelle: Primary source. That feeds all those websites.
Chantry: — through a real estate agent.
Jeremy: Yeah, so let’s think about this. Chantry, let’s say that you want to buy a home today. What kind of home would you want to buy? Let’s just have some fun here.
Chantry: If I were to buy a house today?
Jeremy: If you were to buy a house today, what would it be?
Chantry: Let’s buy a million-dollar house in Green Springs.
Jeremy: And what would be a couple basic criteria that you –
Chantry: Really nice swimming pool, maybe a game room in the basement.
Chantry: Four or five bedrooms, maybe a big casita. Kind of know we are dreaming. Right?
Jeremy: Okay. No, we are dreaming. Okay. Beautiful. So what you would do, where would you go to start looking?
Chantry: Well, me, knowing what I know, I would call a real estate friend, one of you guys, and say hey, this is what I am looking for. Set me up on a search.
Jeremy: Yeah, so two things that actually happen. Right? Number one, you call an agent and say set me up on a search. Tell me if you find anything. And then number two, you and your wife at eleven o’clock at night would be on a computer –
Chantry: Yep. Michelle said –
Jeremy: — or on an app searching. And you would be like Zillow dot com. Show me every home that is four bedrooms, three bathrooms, 3100 square feet or bigger, in the Green Springs area. I want a pool. It needs to be under a million dollars, and here is what would happen. You would actually burn yourself out looking, obsessing, you would obsess. Let me explain. This is really good. Jesse, just yell. Am I accurate with how buyers search for homes?
Jesse: Oh yeah.
Jeremy: They will drive their agent crazy searching. Hey, I saw this new one. I saw this new one. Did you see you the new one? Hey, what did you do this weekend? Well, actually we know that we are working with you, but we drove around, and we went in 27 open houses because we figured that somehow what we wanted you were not showing to us. But we could not find anything. And then we went to Craigslist and then we went to KSL dot com and we went to Zillow dot com, and then we came back around. They will literally drive themselves sick and they will get to this point of fatigue where they are like I do not even think I can look at another home. So what I always remind sellers is that if your home is a great home priced in a proper way, will buyers find it, yes or no?
Michelle: Many times over.
Jeremy: Yeah. So here is the other thing that sellers do not realize. Is it the buyer that is overlooking your home? Probably overlooked it like 30 times. Here is why. They tried KSL. They saw it there. They went to Zillow. They saw it there. They figured maybe realtor dot com would have it. They saw it there. They are getting listings emailed to them from five different agents because bless our hearts, that is what we do. We are consumers. So we go around and we see five different real estate signs. We call all of them, and all the agents being agents the way we are, hey Michelle, thanks for calling. Hey, how about we set you up on a home search. We will send you all the new listings in the morning. Wouldn’t that be great?
Michelle: Oh yeah.
Jeremy: Chantry is smiling because that is exactly what we do. I will just get you what you want in the time you want. Won’t that be great? There is a real estate script. They are getting listings from 5 to 10 agents based on their criteria. Are they seeing the home, yes or no?
Jeremy: They have overlooked your home so many times. Actually, you would be offended at how many times they looked at it and said no. We have seen it. No. Right? So we are having this interesting conversation here today about understanding the consumer’s mindset. Right?
Jeremy: So the consumer’s mindset is number one, from the seller’s perspective, well, maybe there is someone out there who does not know about my home. Trust me, everyone knows about your home that is looking for a home, especially if you hired a good agent.
Michelle: And when they come in for a consultation and we pull up a list of homes that they are interested in and I will say hey, I just want to make sure we vetted the process. Have you seen this one, this one, this one? And not only have they usually seen it, but they have named it. Oh yeah, the big tree home. Oh yeah, the lion house because there is lion statue on it.
Jeremy: They have named every home.
Michelle: They are very familiar. They have seen it multiple times on multiple occasions.
Jeremy: And this is a my reminder I would give to sellers. For people who are selling and trying to find a home, I want you to think about what you are doing. You are doing what I am saying the buyer for your home is doing. You know you have seen all the homes. So the buyers come in. You take them out, Michelle, and for $7.25, $7.50 a hour, no pay per hour, you show them homes. And the real work begins the day that you say oh we found a home.
Michelle: Yeah. We want to make an offer. We do not want to let this one get away. So then we start the negotiations.
Jeremy: What kind of paperwork is required to buy a home right now in the state of Utah?
Michelle: Well, you have got the contract, six-page contract.
Jeremy: Real Estate purchase contract.
Jeremy: A Rep-C.
Michelle: Yeah. Then you have got a buyer-broker agreement so that we have –
Jeremy: With the broker.
Michelle: — a right to represent you in the deal.
Chantry: Six pages does not do it justice. There is no inch that is not used. It is a lot.
Michelle: Yeah, it is a lot.
Jeremy: It is 29 sections, 26 sections.
Chantry: It is not like hey let’s just hand this to a, we have seen horror stories when people try not to use a realtor. It is like let’s just take this contract and fill it out and turn it into a seller. There are so many things in that contract that if they do not know exactly what they are doing, they are going to miss out on something.
Jeremy: Yeah, so it is six-pages. There 26 sections.
Chantry: 26 sections, yeah.
Michelle: Yeah, and for example like what loan are you using? What loan are you using? That will determine an additional addendum that is required for that loan.
Michelle: Then there is the buyer due diligence checklist that the state requires that. So that is something to warn the buyers hey here is a list of stuff to be sure that you are checking off so that you make sure that you are making the right decision. That has to be included. And then negotiations go back and forth which will add addenda to the contract. It can get pretty –
Michelle: Yeah, did you like that?
Jeremy: You know what is interesting?
Michelle: Not addendums.
Jeremy: How about this? How about this? Section 8.4, additional earnest money. If the Rep-C has not been previously cancelled by the buyer as provided in Sections 8.1, 8.2, or 8.3 as applicable, then no later than the due diligence deadline or the financing appraisal deadline, whichever is later, buyer will or will not deposit additional earnest money. Any additional earnest money deposited, if applicable, and sometimes referred to herein as the deposits, that the earnest money deposit or deposits, if applicable, shall be credited toward the purchase price at closing. Did anyone hear anything I just said?
Chantry: It is very attorney-speak.
Jeremy: That is one stupid paragraph —
Michelle: Yeah. Legalese.
Jeremy: — of 26 sections of a contract. Right?
Chantry: And I know I should not use this term, but I do tell them when they are working with Michelle or someone that is really good like Michelle that Michelle is your attorney. You can find the house. She has to let you in, and there are a lot of things that she does need involved there, but she is your attorney, really.
Jeremy: Yeah, because they sign (indiscernible) that we are not legal help but we are playing that.
Jeremy: How about this, and by the way, I have got Michelle Evans with the Larkin Group with our team over at the Keller Williams Realty. I have got Chantry Abbott, Guild Mortgage. So Chantry, you are a lender. What about if somebody submits a contract to you and it has deadlines that say that there is a financing and appraisal deadline? You get to deal with that. Right?
Chantry: Yeah, we have to make sure that we have got their loan approved and their appraisal reviewed, and everything looks good, otherwise they are potentially risking their earnest money deposit, which if you do not know what that is, like a security deposit, and sometimes it can be really expensive. We have seen $5,000, $10,000 can be in trouble if they are not having a real estate agent that is taking care of those deadlines.
Jeremy: How many pages in your typical loan contract to close a loan? I do not mean the contract with you. I mean the actual loan agreement with the bank. How many pages? Typically.
Chantry: Like at closing, it is probably roughly 30 pages.
Jeremy: 30 pages. Has anyone ever read one of those? It is epic. Right?
Jeremy: It is epic boilerplate –
Michelle: Take your dictionary.
Jeremy: — legal-speak. Right? So Chantry, what if I turn in the contract to you that says listen, Michelle, wrote an offer. The offer is contingent on an appraisal. It is contingent on –
Michelle: Due diligence
Jeremy: — due diligence or a home inspection. It is also contingent on the seller who is in San Francisco selling their home, and there is an addendum that says that they have just put their home on the market in San Francisco, and they have 21 days to sell the home, and if they do not sell the home in 21 days, then we can cancel the contract and come back. While that is at it, we have a 72-hour clause that will allow other buyers to come in and the other buyers can make offers on the listing that Michelle wrote an offer on and then they could kick the first buyer out of place. Do you see that stuff as a lender?
Chantry: Yeah, quite often.
Jeremy: All of the time. When does the work begin, guys? The work begins at contract.
Michelle: Very much so.
Jeremy: And so if we are selling your home, by the way, the work, of course, begins when we start marketing your property. Of course, right? But we are really more, the day that we sign that listing agreement and we start saying let’s schedule photography and let’s do what we do. But if you are buying a home, the heavy-duty work, that is contract work.
Michelle: And I think that they do not realize that there is a second set of negotiations. So during that due diligence period, that is 10 days, two weeks roughly that you have to get a home inspection done and then there is a second set of negotiations. Because a home is sold as is, but often sellers will defer maintenance and just feel like well the buyer can take care of that.
Jeremy: So you mean there is a negotiation to buy the house and then there is another second negotiation once they have done an inspection?
Jeremy: What if the appraisal comes in low, Chantry?
Chantry: Another opportunity for a negotiation. Right? So I guess that is a third potential negotiation.
Jeremy: What percentage, Chantry, of deals do you see have an appraisal come in low right now?
Chantry: Probably 95% of them are just fine. So maybe 1 out of 20 or something along those lines. There is an appraisal something. Sometimes it is not just value. Maybe it is the roof has an issue that needs to be fixed or things like that.
Jeremy: Guys, it is snowing really hard out there. I just want to interrupt this previously scheduled program.
Michelle: Gosh, it is pretty.
Jeremy: So, Michelle, Chantry, so happy you are with us today. Let me share some statistics with some folks this morning. It is February 21st. We got a little bit of a slow start at the Larkin Group this year. Last year, we had 173 buyers or sellers, families we helped. But we have 21 properties under contract, representing a buyer or seller. We have closed 13. So all that paperwork we just talked about, 13 times we have closed it. We have 21 under contract. We have executed 31 contracts since January 1st, meaning we took a buyer out, went through all that nonsense, negotiated a purchase price, negotiated a deal, went through the inspections, went through the appraisals, went through all the headache. Chantry, does sometimes days before closing a lender, like the underwriting lender come back and say that they need a pay stub from 2007 to prove that these people are actually real?
Chantry: Can. We sure try hard to avoid it but yeah, it is just one of those things sometimes. Right?
Jeremy: Yeah, right. So we have put 31 contracts together like this, and eight of them have fallen apart so far this year. That is the numbers so far. So 8 of 31 have fallen apart. And why do contracts fall out, Michelle? Like what would be the reasons? Why do deals fall apart mostly?
Michelle: They cannot qualify for their loan is a big one. They change their mind is another one. Something happens during the home inspection and if the seller is not willing to credit or repair that issue, then they are like we are out.
Michelle: So that is another thing.
Jeremy: You mean they get scared. They get nervous, they do not like the neighborhood, they do not like the church, parish, whatever they went to. They found five broken roof tiles and maybe they are concerned that, and the list goes on and on. Right?
Michelle: It does.
Chantry: Appraisal. Appraisal does not come out good. There is an issue.
Michelle: Their home does not sell. It was contingent on –
Jeremy: Yeah, they had to sell their home.
Michelle: Their contract fell through back in San Francisco or whatever it could be.
Jeremy: Yeah, the domino chain. Chantry, as we wrap up, final minute. Most important message you feel like buyers and sellers need from a lending perspective today.
Chantry: Yeah, I just think that I have preached about this a bunch of times. But interest rates, we all know at some point, are going to be going up. Right? They have gone up about 1% in 2018. They went up about 1% in 2017.
Jeremy: Yeah. By the way, that costs people 20% of their purchasing power.
Chantry: And that is what I was going to tie it into. Perfect.
Chantry: If that goes up, no, it is great. If that goes up 1% again in 2019, which it probably will, most likely, who knows, but probably, that impacts their purchasing power or their monthly payment by 10%, which means home prices would have to change by 10% or they would have to buy a 10% less home. So I know the price of the house matters. I bought a place in 2007. I still have it. I have a ton of equity.
Jeremy: Worst possible time to buy a house.
Chantry: I have a ton of equity because it does not matter that much unless you are going to sell it next year.
Jeremy: Yep. Exactly. Exactly.
Jeremy: Michelle, thank you for being on here with us today.
Michelle: Thank you.
Jeremy: And for bringing your expertise and talking about what realtors, I was about to say real estate agents, real estate agents and mortgage professionals, mortgage lenders, we get paid to produce an outcome. Right? At the end of the day, we do not get paid for the hours we work because sometimes we work 100 hours and sometimes, we work seven on the same deal. Right?
Jeremy: We get paid to produce an outcome. We get paid to walk somebody through the most complicated and emotional process of their life, and that might include needing to reduce their price if they are selling the home. All sorts of things.
Chantry: I think we protect them through that process. Right? That is what we do.
Jeremy: Bingo. Bingo. Guys, I want you to visit St. George Home Searching dot com. St. George Home Searching dot com because we are talking about the MLS. If you want to look at every single house that is on the Multiple Listing Service right now, St. George Home Searching dot com. You can click on the link there to find out what your home is worth. Check it out. Thanks, Chantry Abbott, Guild Mortgage. 674-1090 if you want to speak with him. 674-1090. If you want to reach out to us, 275-1690. Sold in St. George dot com. There you go. End of story.
Carl Wright of R1 Appraisal: Where are St. George Home Prices Going? (St. George Real Estate Radio Show)
Andy: These guys have maybe the coolest theme music out there.
Jeremy: Yes, we do.
Andy: St. George Real Estate show with Jeremy Larkin. Jeremy joined today Carl Wright. Guys, I love talking about real estate. I am always kind of in the market for a different house even though I have been in my current house seven years. Maybe you can help me out a little bit.
Jeremy: Listen, I have got some stuff in the $2-3 million range I think you should look at.
Andy: Okay, can I borrow a couple of mill?
Jeremy: Here is the deal. I would happily contribute to your down payment. I cannot say what, but hey, by the way –
Andy: A couple of cows or –
Jeremy: — welcome. Welcome to the show, Andy.
Andy: Thank you, Jeremy. It is great to be here. I have been looking forward to this day for about a week. I have been here what, three times now, sitting and listening to you guys –
Jeremy: Yeah, yeah, this is –
Andy: — but Mike would never let me talk.
Jeremy: No he would not. He would not.
Andy: Now, I get to talk.
Jeremy: Last week was the famed, final, final, the farewell show. Mike is no longer with us. Is that how you say it?
Carl: That is sad.
Andy: Well, I will say this. I called a basketball game with him last night, so I know he is still with us, he is just not with us.
Jeremy: He is with us. Which game did you guys call?
Andy: Pineview Dixie. Three-pointer at the buzzer in overtime. It was a great game.
Jeremy: Wait a minute. Who won?
Andy: Pineview won it.
Jeremy: Oh man.
Carl: Oh wow.
Jeremy: See I was not, literally I was so focused in other things I did not even know they were playing last night, which is sad because I am a Dixie High graduate. And that used to be, that was the rivalry. But the rivalries now, there is a variety of rivalries. It used to be Pineview and, excuse me, it used to be Cedar-Dixie, which was –
Jeremy: — when I was young. And then it became Pineview-Dixie. And now there is, there is kind of a variety of rivalries. Isn’t there, Carl? What do you think? What do you think the real rivalry is now?
Carl: Gosh, it is, I think there is a rivalry between everybody now.
Jeremy: Your kids, your kids will go where? Crimson or Desert Hills?
Carl: We will go to the new Crimson.
Jeremy: You will go to Crimson.
Andy: Brand-new school in the fall.
Carl: Brand-new school.
Jeremy: Yeah, so it is has changed. The dynamic has changed. Three-pointer at the buzzer. Good grief. I think I just had a traumatic episode thinking about Jordan and him, the fallaway three-pointer on the Jazz in the 1996 –
Andy: Oh, flashback.
Carl: Thanks for bringing that up.
Andy: Yeah, thanks a lot.
Jeremy: Yeah, we are never going to live that down because genuinely speaking the Jazz are never, ever going to probably have that chance again. I am sorry, guys. It is what it is. It is hard to attract, hey welcome to St. George Real Estate sports show. It is hard to attract, I have said this forever. Now, I am going to beat up on my own state. I was born and raised in St. George, Utah. My father was born and raised in St. George, Utah. So we love, we love this state. We love this city. We love, but it is very hard to attract talent to Utah. Right?
Jeremy: Because the big stars are not super interested in, and can we just call it what it is, our liquor laws. Our lack of nightlife. Very much like state religious kind of predominance. They are just not interested. And that is the same for BYU and University of Utah. University of Utah has done pretty well, but at the end of the day, I love my state, but it is just hard, right, to attract talent.
Carl: True, but I have to say that Donovan Mitchell has totally –
Carl: — revitalized the sports enthusiasm —
Carl: Can I say that?
Carl: — for the Utah Jazz. I love Donovan Mitchell. I love what he is all about. His on and off the court. He is a great, great face for the Utah Jazz.
Jeremy: Yeah, and they have come along.
Andy: To illustrate your point a little bit, Rudy Gobert should be an all-star right now. He did not get it, and I think, more than anything, is because he plays in Utah and not in New York City or LA or –
Andy: — somewhere else. And that is another reason why the great talent is not going to sign –
Jeremy: Not. It is, it is frustrating.
Jeremy: That is okay. That is okay. Here we are. We are here. We are live. St. George Real Estate Morning Drive. I am Jeremy Larkin, the host of the program. I have got, by the way, if you look on Facebook it says the insanely handsome Carl Wright. By the way, the insanely handsome Carl Wright joins us to share some trends that are not being told or shared, I should have said shared, by any other real estate professionals in town. And the reason I say this, it is not that it is going to be that controversial, but it is what we have been talking about, and there is this kind of, remember when you were a kid and you plugged your ears and said I am not listening, I am not listening –
Jeremy: — to your brother, sister, sibling, cousin. There is a lot of that going on right now in Washington County. A lot of I am not listening, I am not listening, I am not listening. Gang, we are inviting you this morning to actually save yourself a whole bunch of pain in 2019 by listening to what we have to say in this program. And the question that might come up, are they going to tell us that the market is crashing? No.
Jeremy: No, but, but, right, Carl? But there is information that people need to know if they want to make a good decision this year.
Jeremy: We are happy to be here. I am happy to have Carl here. Happy to have Andy Griffin here, who is not the new Mike McGary. He is Andy Griffin, and he is going to be fantastic. You moved here from where?
Andy: I have been in Southern Utah for 25 years. I grew up in Texas. In high school, my parents, much to my chagrin, moved to Salt Lake County and I told them flat out I am not going. I am staying here. I am going to stay with my friends. But when you are 14, 15 years old, you really do not get that choice.
Andy: So they actually sent me off to a camp and moved while I was gone.
Andy: I no longer had a home.
Jeremy: You were strong when you said you were not going even though you were going.
Andy: Exactly. And then, I have been kicking around Utah. Spent one year, way northern Idaho, Moscow, Idaho on a (indiscernible) there. The thing I did not like about Idaho is the thing I love about here. The clouds rolled in October and did not leave until March. It was gloomy. It is cold out there, guys, but it is a glorious, sun shiny day. I love it.
Jeremy: It is. I am a big mountain biker. And I would happily go out this afternoon, get a beautiful ride in, put an extra layer one. It is going to be high 40s. That is a cold day, but not a big deal. Right? By the way, Bryant Head Ski Resort, I have, just so everyone knows how I operate. The Bryant Head webcam is typically pulled up on, there you go, Carl. On my computer.
Andy: Oh wow.
Jeremy: It is just always up. Bryant Head, check this out. So I was up there over the weekend. They had 10 inches Saturday night, and I thought well, that was nice. They have had 35 inches since then. So 45 inches, almost four feet. Eagle Point Ski Resort is at 31 inches. Storm total. So if you are wanting to get up there and get some skiing in –
Carl: It is a good time.
Jeremy: — or snowboarding, I have got to say –
Carl: That is the wonderful thing about St. George is that you can enjoy —
Jeremy: Right. That is why –
Carl: — you can enjoy the sunshine and not having to shovel your walks, but 45 minutes you can be on the slopes.
Jeremy: Yeah, gang, I have absolutely biked and skied in the same day in St. George.
Jeremy: Many times.
Jeremy: So you can do that, and that is kind of why I segued that. I thought how fun is this that Bryant Head, by the way, an hour and twenty up, typically I am an hour and twenty up and an hour and fifteen down. It is always just a little quicker coming down. That is pretty static. I am an 85 guy on the freeway, cruise control, and it is an hour and twenty minutes to that resort, and I am talking on a stormy day it is an hour twenty. It is just kind of an hour twenty to go up there. So check that out if you are looking for some fun this weekend, but welcome, Andy. Where do you live now, by the way?
Andy: I live in Washington City.
Jeremy: Washington City.
Andy: Yep, a new subdivision. Hobble Creek subdivision, and I have a beautiful home and really enjoy it. My only complaint is where our backyard backs up to 300 East there in Washington, so we are kind of looking to get something that is a little more secluded, a little off the busy road.
Jeremy: You know exactly what he is talking about.
Carl: I do.
Jeremy: Yeah. I know people who can help you. But –
Andy: I know you do.
Jeremy: — do that when you are ready to do that.
Jeremy: Carl Wright. Welcome aboard.
Carl: Thank you for having me.
Jeremy: Yeah, I am happy to have you. We are going to have, so this is fun. We are going to have Carl today, and then we are going to have Carl and his entire team at my office at noon. His team, our team. Carl is with R1 Appraisals here in town. By the way, I need to have you guys go measure a home in New Harmony. That is after show, but –
Jeremy: — just so you know.
Carl: Love to do it.
Jeremy: We are listing an incredible, oh my goodness, incredible home in New Harmony. We will be placing this home on the market hopefully in the next week, and amazing views. Almost 5,000 square feet. Pretty cool home. So it has an entire detached guest house –
Jeremy: — and when I went in it, it is like country home, like going into my home I grew up in with my mother. It is interesting, Carl, this is probably a great way to start this off, is they had the home on the market for six months with another agent, and they are very frustrated. Right? With an agent from Cedar City. So if you are in New Harmony, I want you to think through this. They listed the home with a guy from Cedar City because it was geographically closer by the mileage. But the issue is New Harmony is not in Iron County. It is in?
Jeremy: Bingo. So what they did is they hired somebody on the Iron County MLS to sell a home that is actually in Washington County. Now I am sure the home was on both Multiple Listing Services. And when we list your property and sell a property, we are always on Washington, Iron, and Wasatch MLS. We kind of go for the trifecta. But they were frustrated and then as we dug into this, it looked like everything was fine, and at a glance. So we do what is called a home marketing audit. And by the way, if you are selling a home right now, very quick plug, but it is not selling. That is the key is if your home is on the market and it is not selling and you are frustrated, I invite you to visit, this is kind of fun, we have a page that we have never talked about. It is called Why My Home Won’t Sell dot com. Literally. Why My Home Won’t Sell dot com. Go in there and plug in your critical information. This is not a solicitation of your listing. It is what called a home marketing audit. Maybe you are someone whose home just came off of the market, and it did not sell. Right? Let us know, and what we do is we just do an audit. And the audit is we look at three factors, which are marketing, condition, and pricing. And then, Carl, you know because you are a professional appraiser, that underneath those three, that canopy of three are probably another fifteen items. Right? So either marketing, the story that was told about your home was not compelling enough or it was not told to enough people. The condition, either the condition, the staging, or the location or all three were such that it was not compelling to a buyer. And or, and maybe all three factors were present, or the price of your home was such that either just buyers said sorry, there is something better for us at that price. Or maybe it was bracketed in a way that they did not, they did not see it. But we did this audit, and what do you think we found when we started looking through the square footage? The main floor was wrong. The basement was wrong. The upstairs was wrong. It was not reflective of a guest house. There is an entire detached guest house that is completely legal on the property that is about $150,000 to build that was not advertised.
Carl: Not presented. Yeah.
Jeremy: So it looked like everything was fine at a glance. I said, man, I do not know why this home has not sold. Then when we dug into it, so how often do you see data, Carl, as a professional appraiser that is just not accurate?
Carl: Oftentimes. Our job as an appraiser is to sift through all of the information that is out there and try to come up with a realistic value. We are looking at everything from marketing time. We are looking at the square footage. That is why we do not ever rely on what the county says or the, as far as square footage, bedroom, bathroom count. That is why we go in and we assess the property. We measure the property so we know what your square footage is. We will come up with your bedroom bathroom count. We look at your condition, the quality. We look at from your roof to your foundation and everything in between to determine how the market reacts to what components you have in your home, and then we come up with a value.
Jeremy: Okay, so this is kind of a fun question. Real estate agents, typically when they go to put a home on the market, they pull the square footage from where?
Carl: They usually use the county.
Jeremy: Correct. They just go to the tax records, and they go well, it says it is 4100 feet. How many appraisals have you done in your life, because you go out and you laser measure, you digitally measure where the square footage you actually measured in real life matched the county?
Carl: Hardly ever. It is usually —
Jeremy: Like 5%?
Carl: — maybe, I would say less than 5%. We are usually a little bit smaller –
Jeremy: Crazy, right?
Carl: — a little bit bigger than what the county says, which is, we use the outside measurements. You use ANSI standard of measurement, which means we measure from the outside corner to the outside corner. So we are usually a little bit bigger than what the county says, which is beneficial to people who are selling their home because then you get the actual square footage of what an appraiser is going to be using as their measurement, and then you can market your home at a slightly larger –
Carl: — so it behooves you a little bit to get an appraisal or have somebody come measure your home to determine what your actual square footage is.
Jeremy: Well, and Robert MacFarlane commented, good morning, Robert, it was missing almost 900 square feet.
Jeremy: And it was 6 months on the market.
Carl: That is –
Carl: Let’s just say $100 a foot, right? That is $90,000 that they misrepresented in that.
Jeremy: Yeah, so this is kind of crazy. We are doing something we have not done in a while. We are taking this property on that was listed by another agent, and they came to us after it was no longer on the market. We are raising the price.
Jeremy: And we do not do this very often, but we are actually going to, we believe that we can sell this home for more money than they were asking previously.
Carl: Wow. And that goes against the trend I am seeing right now, Jeremy.
Carl: As I have looked at the market and looked at trends, we look at, as appraisers, we look heavily at absorption rates and months of housing supply and things like that. Something very interesting that I am seeing right now is 2018, there was a perfect storm. There were, interest rates were good. It was like the jet was taking off the runway –
Jeremy: Oh yeah.
Carl: — and we built speed all the way until September about, and I was talking to my business partner, Nick –
Jeremy: This is exactly what I noticed.
Carl: — and this is exactly how Nick put it is that the jet took off in September and started to level off in September of 2018, and now we are gliding.
Carl: We are in a gliding mode right now, and we are in a transitional from being a seller’s market to a buyer’s market. We are seeing more months, more time on market. We are going from about a two-month inventory of homes to a three-and-a-half-month inventory of homes in the greater St. George area.
Jeremy: So let me throw a perspective in here. And when Carl talks about months of supply, right, or absorption rates, what he is saying is well, two months’ supply is really simple. It is how long, there was enough housing that if no one else listed a property, now I want, this is really important, if no one else put their home on the market, it would have taken two months to sell them all. Correct?
Jeremy: The simplest way to look at it?
Jeremy: Well now he is saying well now, we are at three-and-a-half. This is what throws people off. Three-and-a-half-months’ supply is still really strong market. It is a really strong market. But the issue is we are talking about the inventory going from two to three and a half. Right? Three and a half does not sound like a lot, but an increase from two months to three and a half months is a gigantic increase.
Carl: It is a big increase.
Jeremy: Make sense, you guys?
Jeremy: It is not like three and a half is a big supply. It is going from two to three and a half is a massive jump.
Carl: Yeah, and I found some more statistics. I was looking at the Washington Fields area, this is right where you live, Craig. In the Washington Fields area, I was looking at homes –
Jeremy: Or Andy.
Carl: Andy. Sorry.
Jeremy: Craig just walked out.
Carl: That is right. I am sorry, Andy. I apologize.
Andy: That is okay. No worries.
Jeremy: Craig is on his way back to Parowan to play in the snow.
Carl: Washington Fields, 2000 to 2500 square feet, the months of housing supply 12 months ago was 3.26. Right now, currently, there are 6.25 months of supply in Washington Fields between 2000 and 2500 square feet.
Jeremy: But I thought Washington Fields was one of the best markets in town?
Carl: It is one of the best markets in town, but that means everybody is trying to sell their home, and so if you are going to be competitive, if you have got your home listed right now, you really need to analyze do I really want to sell my home. If I really want to sell my home, then I probably should reduce the price by, I would say, by 5%.
Jeremy: Bingo, brother. What did I say to you on the phone when we chatted?
Jeremy: 5%. Let me share something with folks here. Carl, I have got the Multiple Listing Service pulled up. Since January 1st, have you looked at how many properties I have listed, by the way? Washington County. And of course, I should say Washington County. This includes Iron County because it is on our Multiple Listing Service. So bear with me for a second. I am going to come in here to location and I am going to say Washington County since the first of the year. Now remember, folks, when you go to sell your property, you are saying I have the best home. Hey, I looked around. I looked at every, Andy, I was over there off of 300 East in Washington, I looked around. I feel like I have the best house on the quarter mile. That is nice. Here is the issue. 724 properties hit the market in Washington County since January 1st.
Jeremy: 700 competitors. Right? Sounds about accurate?
Jeremy: That is what MLS is telling me.
Jeremy: And by the way, I am talking about homes. I am not even talking about lots. If I talked about lots and water shares, there is another how many you think? A couple hundred?
Carl: Couple hundred.
Jeremy: 724 properties hit the market in Washington County since January 1st. Right? That is 700 new competitors that came to the market. Andy, how long have you lived in that house?
Andy: Seven years.
Jeremy: So you have been there seven years. The reason I asked is that is what I thought you said. A lot of our listeners have been in their property 5-7 years, 7-10 years, because a lot of people moved into the market. Right, Carl? Like ’05, ’06, ’07, ’08. Some of them ’10. But here is what is interesting. Values have come up since seven years ago in Washington County, Carl, what percentage you think?
Carl: I think we are right around 40%, 36%.
Jeremy: Since then. Close to 40%. So while Carl is telling us a story that is accurate and he is telling the truth, inventory is almost doubling. It doubled in Washington Fields. Right? We went from three to six months. At the same time, if I had told you seven years ago that your home value would go up 40%, the home values would go up 40%, how many homes would you have bought?
Jeremy: Every one of them, right?
Carl: (Indiscernible) Right.
Jeremy: You would have bought all the $5 bills for $3 that you could have purchased. Okay?
Jeremy: Right? Which is the math.
Andy: Makes sense.
Jeremy: We are saying hey, I have got a sale on $5 bills. They are on sale for $3. How many do you want? I want them all.
Jeremy: But we did not know that. Did we?
Jeremy: So talk to me about a trend here because seven years, I would love, I love that you are in studio at seven years. What seems to kind of happen every 6-8 years, Carl?
Carl: Usually, it trends up for seven years and then it trends down. And you look at –
Jeremy: It is biblical, by the way. Seven years of famine. Seven years of planting.
Carl: Right. If you look at the trends, we crashed in the third quarter of 2007. That is when the trend started to go downward here in Washington County. And it went down until 2011. In 2012, we started the trend upward, and how it went, what is the math? Seven years. 2012 is when we started to trend upward. Now, I am not saying there is going to be a big crash. I do not think there is going to be a crash, but we are going to be gliding through 2019.
Jeremy: How many appraisals have you done? You and your company?
Carl: Our company, since we have opened up in 2008, we almost 21,000 here in Washington County.
Jeremy: We have two minutes. Two and a half minutes. I want that to settle in for people. I have got Carl on the show today. 21,000 appraisals. You might want to listen. Right? You might want to listen. Here is what is so fun for me. Everything you are saying is echoing what I have been saying, which clearly makes me feel pretty happy this morning. So 5% across the board. We feel like values are probably 5% overcooked. We have seen inventory in Washington Fields double. Where else? Where else is inventory going up? Everywhere.
Carl: Everywhere. Everywhere, but not to be alarmed. I do not want this to be people that panic and think that there is, that I need to make a huge, a 5% price reduction is not a very big price reduction.
Jeremy: If I am a seller, what do I do today because I want to sell and take advantage of a great market?
Carl: You want to reduce it 5%. It is like chasing that ball down the –
Jeremy: We talked about this.
Carl: We talked about this. You do not, you just want to get ahead of the ball. It is going to calm down. Usually, our market is spurred by the Parade of Homes which is coming up next weekend. A lot of buyers come in. So we are going to see some more buying right in the next near future.
Jeremy: 60 days.
Carl: 60 days. And so, I suspect that jet is just going to coast through 2019. I do not see a big fall. I do not see a big rise. I see it stable for the next year.
Jeremy: What if somebody says I really do not trust my agent? I want to call you and get a third-party appraisal. What is it going to cost them and how do they call you?
Carl: We have got a variety of products that we offer people from $200 to $400 for a full appraisal for a typical home. If your home is a little bit bigger, we charge a little bit more, but that will give you a full valuation of letting us come in, and like you said, give you a diagnostic of why your house is not selling.
Jeremy: Yeah, and by the way guys, we talked about this fun website. I almost forgot for a while that we had even created it. We created it years ago. When the market was crashing, we created this page called Why My Home Won’t Sell dot com. And when you go there, it is just a home marketing audit. And all you do is plug in your information, and then what we do is not a solicitation of a listing. I want to be very clear about that. We simply look at three categories: price, condition, and marketing. And we diagnose it. Right? We do an audit. I know no one likes an audit. But guess what? Would you, again, Carl, if I told you seven years ago that your value had come up, and Andy and everyone in this room, 40%, you would have said are you serious? But people want their value to have come up 45% and now they are frustrated. Are people going to miss out on this market because they are clinging onto last summer?
Carl: Yes, they will.
Jeremy: It is going to happen.
Carl: You have got to look forward.
Jeremy: How do they call you, Carl?
Carl: Our phone number is 435-627-0019. You can talk to anyone of our appraisers, me, Nick Lyman, Evan Wilkins, Jerry Johnson, Kenny Rawlings. We have got a whole crew over there that can help you.
Jeremy: Yep, R1. Literally, R the letter, 1 the number. You can Google it. Thank you, Carl.
Carl: Thank you for having me, Jeremy. Appreciate it. It is always a pleasure.
Andy: Jeremy Larkin with St. George Real Estate here on News Radio 94.9, 890, KDXU. Thanks, Jeremy.