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. 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.
Is St. George Over-building Vacation Rentals? Real Estate Radio w/guests Ty & Pam Isham (St. George Real Estate Radio Show)
Today, Jeremy Larkin brings guests Ty and Pam Isham of My2ndHomeVacay.com to talk about the Vacation Rental boom in Southern Utah! The Ishams manage dozens of nightly/weekly rentals, interface with the owners and of course, would-be buyers of these properties. Tons of amazing info on the market, enjoy!
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: 8:35 on News Radio 94.9, 890 KDXU. Every Thursday we get a little taste of St. George Real Estate. It is the St. George Real Estate Morning Drive with Jeremy Larkin. Jeremy, take it away.
Jeremy: Good morning, ladies and gentlemen, ladies and germs. Ladies and germs, right, Tai? Tai is in the background. He can yell. Hey, I have got some fun guests here today by the way. I like to go with the lady’s name first, which is Pam.
Pam: Hi, good morning.
Jeremy: Yeah, and Tai Eisham. And on the Facebook Live you are going to like this because we always put a title. And I said this morning, let me pull it up, guys. If you are not watching Facebook Live, you had better be. So you can listen to this show 94.9 FM, 890 AM, Facebook Live, YouTube Live, shoot, man, I think we might even have just the government downloading it straight into your brain. When we figure that out. I said Pam –
Jesse: If you pay them enough money, they might.
Jeremy: Yeah, I said how cool is that and a glass of milk?
Pam: And a glass of milk.
Jeremy: Yeah, like how cool is that? So we are going to have Pam on momentarily after we listen to ourselves talk. Right, Jesse?
Jesse: You love to listen to yourself talk, that is for sure.
Jeremy: That is why I started a radio show. Let me go ahead and do something. Guys, I am going to do something live on the air. I am going to encourage you to do the same. I am going over to, I am letting my fingers do the walking. Who remembers that? Who remembers what company that was? It was one of the phone companies, but which one was it?
Jesse: I cannot remember.
Jeremy: Let your fingers do the walking?
Jeremy: Was it?
Pam: Was it?
Jesse: I cannot remember.
Jeremy: Okay. Let your fingers, Yellow Pages. It is just Yellow Pages. Let your fingers do the walking.
Jesse: I was going to say that but then you said phone company, and I am like phone company, they are not a phone company.
Jeremy: Yeah, yeah. Hey, Jess, kick that door because we have got guys, I think, they are having a drunken party down at Devin Dixon’s office on the ESPN radio right now, which is really early for those guys to start drinking. Right? 8:37. Thank you. Guys, visit Sold in St. George dot com. Jesse, will you tell them what you are doing by the way?
Jesse: This is so exciting.
Jeremy: I am going to cast my own vote for myself right now, for us.
Jesse: We are going to do that. So we actually have been nominated for the Best of Southern Utah, the Larkin Group. Actually twofold, Jeremy and the Larkin Group.
Jeremy: Best Realtor and Best Real Estate Team.
Jesse: So we would love your help in that. Jeremy posted that thing the other day that said the last time I won anything was in high school.
Jeremy: It was the Class of 1993 yearbook, and I hope, I hope some of the people that I care about are watching right now. It was when I won Biggest Comedian for the Preference, ’93 Preference. Okay? No, Andy, it is real. Go to Facebook, man.
Jesse: He did. In all seriousness, if you know who the Larkin Group is and you know who we are, we are all about trying to do the right thing and be the best that we can be. So if you have done business with us or if you love what we deliver and the value that we give, we would love the opportunity to win that contest.
Jeremy: Thank you, man, for that description. So you just visit Sold in St. George dot com and the way that we rigged out website, it is so fun. It pops right in front of you and says vote here. And here is the cool part. Two clicks. You click it opens. You click, you voted. There is no email. No phone. No nothing. It is one of the most killer platforms. I did not build it. Another media company in town did, a competitor. So please vote for us over at Sold in St. George, Sold in St. George dot com. You can actually vote every day until March 15th. I know we will not count on that for most of our listeners, will we now? Will we now? Thank you, Robert for posting that. Morning to our listeners, viewers, watchers. I have always wanted to start a watch party. Can we try that sometime? Let’s start a watch party.
Jesse: A watch party?
Jeremy: I do not know.
Jesse: Is that on Facebook?
Jeremy: It is on Facebook. Guys, momentarily, we are going to have Pam Eisham on, and Pam and Tai, they manage short-term weekly rentals. Some of you might have heard on Tuesday I landed here with Andy in the, whew he is giving me the thumbs up, I landed very last minute on the Open Mic Show and we talked about vacation rentals and short-term rentals. I wanted to give you a teaser, okay? Because yesterday she asked so responsibly what questions, and here are the questions I asked her that we are going to talk about today. Thirty seconds, what do you do? In one minute or less, how did you get into the business? How many units, vacation rentals do you manage? Who are your clients? Who are the people who buy vacation rentals and need them managed? What kind of income do they bring? How much money can they make? What are the biggest concerns owners of vacation rentals have? What does it cost to have it managed? What is the biggest challenge you face managing short-term rentals? How does someone contact you? And what is your general opinion of the short-term market? This is like, and I have said this on the air, this is the news at 10:01. They go hey, stay tuned for the most important story, which will be on at 10:29PM at the very end of the broadcast. But we will not go that long. So momentarily we will have Pam on, but I am Jeremy Larkin, host of the St. George Real Estate Morning Drive. I have got Jesse Poll here, who has really become, he has become my co-host.
Jesse: That is right.
Jeremy: Andy Griffin, we took his microphone and headset away as part of a punishment. He is in a timeout this morning. He has got his headset. We just took his microphone away. And if you will please cast your vote over at Sold in St. George dot com for the Best of Southern Utah. And I would be curious, see, I am trying to track, do you know what I did. I created a Google document yesterday with all of my favorites companies that I am voting for, and I am actually voting for daily. Literally. I have my own list.
Jesse: So where do you go to find the whole list of all the companies in the different categories?
Jeremy: So, this is perfect. So if you want to go over to Best of Southern Utah dot com. Best of Southern Utah dot com.
Jeremy: And you can vote. My gosh, you can vote for just about anything. I think there were 900 companies nominated in I do not know how many categories.
Jeremy: I do not know.
Jesse: I am going to go look at that.
Jeremy: Yeah. Let’s talk about short-term rentals.
Pam: Talk about short-term rentals.
Jeremy: Let’s do it. So I have got Pam here. She is lovely. I have Tai just lurking in the shadows, probably like he has done most of their marriage. I do not know. Is this a metaphor? Is this a metaphor? He is back there. He is sckulking around. I love it. I love that he is in the studio. I have Pam Eishman. And Pam and Tia are actually past clients of ours –
Jeremy: — that we have worked with in the real estate world. So thank you for, I always say, helping us feed our families because literally you did and you do and you guys have referred us business, and we are working on referring you business now.
Jeremy: Which is going to be awesome. So, give us a 30-second synopsis like we talked about earlier. What is your company and what do you guys do?
Pam: Yeah, essentially what is our company? So we are vacation rental management company. But then I thought hard about what do we do, right? So what we do is we provide great experiences for our owners and our guests. It is our ultimate goal that people build memories when they are with us. Right?
Pam: People come to our area for many things, and what we want them to do is be able to come and put their feet up when they come into one of our units and feel like they have just come home. It is their second home. It is a place to kick back and have all those comforts.
Jeremy: It really is. When I was on Tuesday, I actually relistened to the show. Andy, it was funny. Yesterday, I (indiscernible) doing something else, and I was even giving, getting a kick out of myself. I said I am user. Dot, dot, dot.
Pam: I heard that.
Jeremy: So that is why I do it.
Jeremy: I saw the funniest story the other day. It was a Facebook story. A guy, I do not know how it got in the news, but KSL had it on their Facebook feed, and the guy is looking at long-term retirement housing. Like when Mom and Dad get too old and they put them in, not a care facility, but more like –
Pam: Assisted living.
Jeremy: — like assisted living. And he was talking about the cost, and this guy had written blog about it. A blog or a Facebook post, and he said here is the deal. It is X number of dollars per day to stay at one of those things. He said I am actually going to go to the local Hilton, whatever it was, and his city was $59 a day, and it had free breakfast and they have a pool and everything. And he literally had said that is where I am going to retire to. And it is comical because there is no reason he cannot do that. But what it brought up is for me a hotel is not like a condo, a home, a vacation rental.
Pam: No, not at all.
Jeremy: It just feels like a hotel.
Jeremy: Like they are going to come in and change the sheets in the morning. I guess that is fine. I hope they change them. There are a lot of horror stories about that. Isn’t there, Jesse? So home away from home.
Pam: Home away from home. And I have actually had older people talk to me about that very thing. Like maybe they want to travel. They want to give up their home, so they just vacation home hop. A month here, a month there.
Jeremy: Yeah, have you guys ever, and I mentioned it yesterday, Jesse. Would you raise your hand? No. Have you ever checked out at all what we talked about Tuesday which is the home swapping?
Jeremy: Yeah, that is kind of cool.
Pam: Yeah, I actually have had a couple of owners talk to me about that. If somebody is interested, hey, I would swap.
Jeremy: I want to do it. I want to do it. I really am going to do it.
Jeremy: So how did you get in this business?
Pam: Actually, I started in hospitality way back when I was in college. Having that need to have a little extra money, so I actually worked at the local Town & Country in Cedar City as a housekeeper, and then when we moved here, Tai was actually in the car business selling cars for one of the local dealerships here. And kind of half stay-at-home mom at the time, an opportunity came up just around the corner at Timeshare. So I said why not? So I started there, kind of lower in the ranks.
Jeremy: Where were you at? Like Worldmark or something?
Pam: Yep. Worked my way up through the company and worked in Housekeeping, became the Assistant Resort Manager and then into the General Manager position.
Jeremy: So it is in your blood.
Pam: It is in my blood. I was raised in the restaurant business.
Jeremy: Here is the thing. She is good on radio, isn’t she?
Jeremy: She was nervous about it. I just want to tell you that.
Pam: Yeah, I was.
Jeremy: She is very comfortable. Very comfortable. But what I love about this is you actually do have experience in this realm. Right?
Pam: Right. It is a big difference because of what a guest expects when they stay at a place, even though it is not a hotel, they a lot of times expect the same type of treatment that they would get at a hotel, so having that hospitality background is something that we bring to that so that we can create those great experiences for people.
Jesse: That is really interesting because how many of other property management companies treat it like a long-term rental and it is just not.
Jeremy: It is not.
Pam: It is not at all.
Jeremy: How many? I do not know, but I guess what you are asking. Right?
Jesse: Right. That is interesting because that is a lot different message than I have heard before.
Jeremy: Yeah. Have you done a vacation rental? Have you stayed in one?
Jesse: No. But just talking to different people. We do not, I was going to say you want to make some really good money? How to package for people that want room service to come in.
Jesse: The reason we do not typically stay at a nightly rental is because my wife wants them to come make the bed. And I do not want to do it.
Jeremy: When you said room service, I thought you meant you wanted the $18 cheesecake.
Jesse: Well, that too.
Pam: That is what I thought he wanted, too.
Jeremy: You mean changing the linens. Okay.
Pam: We actually offer that. For a price, people can actually schedule that in advance. We will actually even go get their groceries for them.
Jesse: There you go. So there you go.
Pam: Have them set up.
Jeremy: There is so much.
Jesse: I did not know that. I was not a read-in.
Pam; Yeah, we can do that.
Jeremy: Yeah, why don’t you stop being such a, what is the word here?
Jeremy: Man, isn’t it funny that my brain just fried out.
Jesse: Once in a lifetime.
Jeremy: Why don’t you actually practice what we are talking about and actually go stay in a vacation rental? You are such a hypocrite. That is the word.
Jesse: I stayed in one in Boston.
Jeremy: Did you really?
Jeremy: That is cool.
Jesse: I have stayed in them.
Jeremy: Okay. You did.
Jesse: And then we come home, and my wife says man, the bed is not made.
Jeremy: I know. I know. She is like this just feels like home.
Pam: It is awesome.
Jeremy: So, Pam, kind of segueing along here, your company name is?
Pam: My Second Home.
Jeremy: My Second Home. Bingo. So you guys now manage, I said 30 on the Facebook feed. I do not know. What is it?
Pam: Yeah, we are at 26 right now and quickly growing because we are involved in a couple projects here in town. So everybody kind of knows that new area out there in Ivins where you have got Arcadia and Paradise. Well, we are actually one of the management companies managing for Ocotillo Springs, just behind those.
Jeremy: I know exactly.
Pam: We have got units selling and opening up so there will be a lot of those to manage here soon.
Jeremy: So here is what I want folks to do here this morning. By the way, I was just looking at our Facebook feed. If you have got questions or comments and you are watching this Facebook Live, please do ask.
Pam: Yeah, absolutely.
Jeremy: We would love it and that would be remarkable. So you have got 26 units and what does, if I am an owner and I want to have a vacation rental, but I wanted it managed because I do not want to fiddle with it, what does someone pay? Like what is general standard?
Pam: Yeah, standard is pretty much in our area is 30%, but it is pretty much across the board. If you look around the United States, when I have looked at other areas, it is 30%.
Pam: Some are a little bit higher than that, but I feel that that is fair.
Jeremy: Yeah, and that is what I have heard. I have heard 25-35 across the (indiscernible) –
Pam: And that is off of net nightly.
Jeremy: Yeah, net nightly. If I have, okay, in a year, what is a typical owner that you have here bringing in annually? I am going to narrow it down momentarily.
Pam: Yeah, annually, it could be, it just depends upon where the unit is, too, and what the nightly rate is for it.
Jeremy: Okay, let’s talk about somebody that has got a Las Palmas unit.
Pam: Okay. So Las Palmas unit, they could be bringing in anywhere from $15-25,000 in a year.
Jeremy: Annually. Okay. What is the most expensive property that you manage?
Pam: Most expensive property that we manage currently is at Estancia.
Jeremy: Okay, so what would they bring in in a year?
Pam: Actually, close to the same.
Jeremy: Isn’t that funny?
Pam: Because here is the thing. Because here is what people want. They want bang for their buck. Right?
Pam: So, when you tend to have a property that is higher-priced, sometimes maybe it does not get quite the occupancy that one does that is more fairly priced.
Jeremy: So Estancia, really quick. Describe the Estancia unit compared to the Las Palmas unit for the listener.
Pam: Okay, so basically the Estancia unit, the most expensive one that we have would be considered like a Presidential suite. So it is like a four-bedroom, four-bath unit, top floor unit, over looks the pools. Right? And one of the neat things about this property compared to some others that we do is we do rent it as a three, a four or a one, which is like a hotel room. We have a lockout on it. So we can actually divide the unit up. Our biggest units over at like Las Palmas, they are actually equally as nice. We have second and third floor units that are three bedrooms, three baths. Beautiful units with lots of square footage. What would you say, Tai? About 1500-2000 in one of those? Yeah.
Jeremy: Yeah, that sounds right.
Jeremy: Marlene asked a question. What is a normal occupancy rate for Arcadia, Paradise, and Ocotillo? Like for annually?
Pam: For annually, I am going to say it is going to be between, because they are still fairly new properties, you are probably talking between 30 and 50% occupancy in those.
Jeremy: I heard, and you guys know Kendall, and I was commenting about Kendall on Tuesday because he was texting me while we were on the air. So Kendall has done a lot of vacation rentals, and we are in this conversation, by the way, of creation versus competition. So, hey we are talking about their competitor. But he is a great guy. These are great people. He was commenting that at some of those places that you are seeing about 60% kind of max. But you have not seen anyone with more than probably 50-60%.
Pam: No, absolutely not. Not with as many rentals as we have in the area right now.
Jeremy: Yeah. There are so many. Are there, and you get to be opinionated here –
Jeremy: — and well remember the reason I say that is because I think people are afraid –
Jeremy: — and I have gotten quite opinionated on this radio show.
Pam: You have.
Jeremy: It is fun. It is fun. I am not quite Rush Limbaugh, but do you think there are too many units being built, vacation rentals being built and zoned?
Pam: I think the zoning is a great thing. I think that we probably have too many being built right now because the problem is with the amount that are being built, they are still a very costly piece of property compared to what an average home is. Right?
Jeremy: Yeah, that is what you said, Jesse, when you commented.
Pam: Except for what that ends up doing is driving down the nightly rate because we all compete. Every single company here is going to tell you that they do like market analysis, right, and we are watching what the prices are. Well, you have got to compete with your competitors and where people want to stay. So that drives down the price, the nightly price.
Jeremy: Yeah, and I have been, strongly think that we are building too many, and I am, remember the litmus test is the notice, did you notice test, and did you notice when you drive around town that everywhere you look there is another billboard or 8×8 sign in the ground that says we are building new units that are nightly, weekly zone.
Pam: I heard you say that the other day, and I see them too. We drive around to see them.
Jeremy: What is going on here?
Jesse: The opposing opinion about that would be is that the City just trying to offset all of the private owners trying to do the nightly rental in places that are not zoned. They either open it up to the City or keep it where they can control it.
Jesse: They are going to be here either way.
Jeremy: Correct. We have 1000 new hotel rooms right now. So 500 just this last year and another 500 coming online. That is a lot of hotel rooms.
Jesse: That is.
Jeremy: This becomes challenging. One of the strongest opinions that I have is I do not really advise for most locals that they are purchasing a vacation rental in St. George. If I were purchasing a vacation rental, I would be purchasing it in Park City, Coeur d’Alene, Idaho. In a place that I want to go. Right? And I want to spend some time in, and then allow these tenants to offset my costs at 30-50% per year.
Jeremy: That is just me.
Pam: So here is –
Jeremy: I do not know.
Pam: — here are two little tidbits for you.
Jeremy: Yeah, go.
Pam: So first one is even though we have that many hotels already, and I know we are building so we may reach that cap to where all of a sudden, we have got too many vacation rentals, too many hotels. But even right now, President’s Day weekend, and you can talk to other managers and they will tell you the same thing because we call each other to help each other. Our phones are ringing off the hook. There is no place to stay.
Jeremy: There is no room at the inn.
Pam: There is no room at the inn because we have got sporting events going on. We have got Parade of Homes going on, and –
Jesse: That is true.
Pam: — we are just packed to the gills. You heard people on the radio complain about the traffic issues and stuff.
Jeremy: Oh, it is, yeah.
Pam: And then the other end of it is as far as locals owning, now I have had several people come to me and I have actually had people that have purchased, and you can talk to other realtors about this as well that are kind of into selling the vacation rentals, but what is really, really interesting is that there are locals that want them. Why do they want them? This is a retirement community.
Pam: So now all of a sudden I find myself in a really small home. Our home is not very big, and we do not want to get bigger because our kids are grown. Now, all of a sudden, the families are growing. I have got three children, five grandchildren, ten children, everybody comes for Thanksgiving –
Jeremy: Oh, I see this. And you want to invite them in.
Pam: Where do I put them? So they buy one to make a little money, but they also can put the family up there when they have got big holidays or summer or whatever it is.
Jeremy: I do not hate that, and I like this alternative opinion. So here is a question. At 30-50% occupancy, let’s call it 50% occupancy because remember, all of our listeners out here, we have got Pam Eisham with My Second Home and they manage second home vacation rentals, basically, right, short-term rentals. Remember that the rate that you are paying per night is high compared to like a long-term, meaning a long-term lease on a Las Palmas unit is $1400 a month. But per night, it is $150 a night.
Jeremy: So could someone cash flow and even make, not just break even, but be profitable at 50% occupancy in their unit here locally?
Pam: Locally, I think if they buy right. They have got to buy in the right place for the right person.
Pam: For example, one of the units in Las Palmas, three bedrooms, three baths sold for like 260-something.
Jeremy: Yeah, it is getting expensive. Paradise Village we talked about. I used Paradise Village for the event posting on Facebook. That stuff is expensive. Pam, who are your owners? Who is an owner? Not by name, but who would be an owner? How much time, Andy? Three minutes. Perfect. Thank you.
Pam: So who would be an owner? So, like you said, a lot of owners are from out of the area. And interestingly enough, a lot of the owners actually are maybe snowbirds themselves, so maybe they want to come for a month or two down here. So they are from Idaho, from Washington, from all over, Oregon, whatever. Right? Northern Utah. We have several from Northern Utah. But, an owner is someone that maybe they want a place to stay themselves or be able to put their kids up, their brothers, their sisters. I have people that do that all the time. Share it with the family, but they want to make a little money on the side, too. Maybe they want to cover their HOA fees or all of their power bills and stuff. They may not always cover their mortgage –
Jeremy: So all of your owners independently wealthy people who just have $500,000 to buy a unit?
Pam: Absolutely not.
Jeremy: Say it with a grin.
Pam: They are people just like us.
Jeremy: The coolest thing about rental properties as we start to wrap this show up, and the coolest part is that, so Jesse, if you have a Roth IRA or a 401K, your employer, if you had a good employer, might match it, but the issue with your Roth IRA is who funds it? Who puts the money in every month?
Jesse: I do.
Jeremy: You do. Right? The cool thing about investment properties is that somebody else pays for it every month.
Jeremy: That is the zinger. By the way, you might, a listener out there might be somebody a dual-income family and he runs a Jiffy Lube and she is a teacher at Heritage Elementary, those folks would be incredible investors.
Jeremy: And you know what is funny? Those people –
Pam: And there are a lot of them out there.
Jeremy: And a lot of them, there are, and yet a lot of them do not think of themselves as investors.
Jeremy: It is like whoa, go get a property. Pam Eisham, thank you. So how do people reach you? Tell us how they contact you.
Pam: You can reach us at My Second Home Vacay dot com.
Jeremy: My Second Home Vacay dot com.
Pam: Vacay dot com. And you can also reach us at 435-313-5143. Glad to answer any questions.
Jeremy: Okay. I am going to give it again. 435-313
Jeremy: Yep, 313-5143. Guys, thank you so much for listening. Thank you for being on the air.
Jesse: Thank you.
Jeremy: You are amazing.
Pam: Thanks for having me.
Jeremy: We are going to have to have you back, and of course, listeners, thank you. If you have got questions about your own real estate situation, buying a rental, selling a rental, or you want to give us a vote for Best of Southern Utah, visit us at Sold in St. George dot com. Sold in St. George dot com. Over and out.
What Realtors & Lender actually get paid for! Guests Chantry Abbott and Michelle Evans (St. George Real Estate Radio Show)
Below is the actual St. George Real Estate Morning Drive show, hosted by St. George Real Estate Agent Jeremy Larkin, word for word! Enjoy and please share if you find it valuable!
Jeremy Larkin and The Larkin Group @ Keller Williams Realty can be reached by calling 435-767-9821, or emailing firstname.lastname@example.org.
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.
Andy: You know what that music means? I do. I think it means Jeremy Larkin is in the house.
Jeremy: Hello, everybody. You know what, Jesse? We are going to reset this live feed, guys. We have got a Facebook Live feed, and I do not think we are on Wi-Fi. So I think we re going to reset it. Good morning to everybody here. Jeremy Larkin, host of the St. George, what?
Jesse: St. George Real Estate Radio Show, the Morning Drive.
Jeremy: You almost got it. See? I was testing you. I was testing you. I was testing you.
Andy: You guys are so tech-savvy.
Jeremy: The St. George Real Estate Morning Drive. Okay? Can we get it right? The St. George Real Estate Morning Drive. We have got to get Andy trained.
Jeremy: Andy, here is the thing, Andy. You were just calling Hurricane H-Town.
Andy: H-Town. Yeah.
Andy: Is that not good?
Jeremy: I like it, but now I want the St. George Real Estate Morning Drive. Can people see his shirt? They cannot see his shirt because he has got a face for radio.
Andy: Maybe we ought to do a close-up on Facebook.
Jeremy: He has got a face for radio. Do you love that?
Andy: But he has got a shirt for the world. His shirt is amazing.
Jesse: Hey, my wife gave me this shirt two years ago, and I think it has taken me a couple years to get the courage to wear it. So.
Jeremy: (Indiscernible) woman.
Jesse: It is sexy.
Andy: This is the debut of the shirt today?
Jesse: No, I have worn it before, but not like this. Not on air.
Andy: Oh, okay.
Jeremy: It is a debut.
Andy: He has lips on his shirt.
Jesse: If you cannot see it, you can go to the Larkin Group. We are St. George Experts on Facebook and look at our Facebook Live and you can see the lips. I feel like Mick Jagger.
Jeremy: they are not that big.
Jesse: I almost like Mick Jagger this morning because in the middle of the night, I stole my wife’s pillow and she got up and almost punched me.
Jeremy: Let me see if I can explain something to all of our listeners. He moves. You know the song? Moves Like Jagger? This guy moves like Mick Jagger.
Jeremy: He actually does. So I got a question out there for people. How many folks are YouTube Live? Does anyone watch YouTube? I do not know. Because it is a thing.
Jesse: I do. Not live, but I definitely am a YouTuber.
Jeremy: So what we are doing now is we have taken the show and we are running it on YouTube Live. So we run the show on Facebook Live. We run the show on YouTube Live. Now, we killed our live feed for just a minute. I am Jeremy Larkin, host of the St. George Real Estate Morning Drive. Because we thought maybe WiiFi might be helpful, Andy.
Andy: Is it working?
Jeremy: It is. We are going to be back on right now. So guys, I want to wish everybody out there a very, very lovely happy Valentine’s Day. Andy, what do you got, what is on your schedule today?
Andy: Dinner and a concert for me and the wife.
Jeremy: Where is the concert?
Andy: It is Cox Auditorium. It is the Carpenters’ tribute band. I do not know if you are old enough to remember the Carpenters.
Jeremy: Come on, of course.
Andy: They were very romantic.
Jesse: No, the Carpenters.
Jeremy: Come on.
Andy: I said something in a room the other day about going to the Carpenters’ tribute band, and everybody gave me the three-mile stare like who? What? Who? She has been dead for 30 years. But yeah, I am pretty pumped about tonight. We have not figured out where dinner, we are not sit down with cloth napkins and have a steak type people very often. So we are going to have a nice dinner and a concert, but it will not be, I am not going to spend $100 on dinner.
Jeremy: Very fair.
Jesse: Or wait for 2 ½ hours.
Andy: I have got a reservation. No, no, I do not want to do that.
Jesse: Valentine’s Day is the craziest restaurant day.
Andy: What about you, Jeremy?
Jeremy: For what it is worth, I have got reservations, by the way.
Jeremy: I have got reservations at the Ledges, 5pm.
Jeremy: So don’t anybody out there dare think that I did not plan ahead. I got those reservations a week ago.
Jesse: Wow. A week in advance and you still got –
Jeremy: Now, I might be there alone, but I have got reservations at the Ledges. Do you know what I am saying?
Andy: You planned ahead though. That is good. I am impressed.
Jeremy: No, I absolutely did. I have got reservations at the Ledges with a very lovely woman. Happy Valentine’s Day to Kayla Evans, and to Jesse Poll here and all of my –
Jesse: And to Leia Frances Poll. That is my wife.
Jeremy: And to Leis Frances Poll. Yeah. And to all of the beautiful women at our office, and also the beautiful men at the Larkin Group. I do not know.
Andy: Can’t they be handsome?
Jeremy: They can be handsome. They are beautiful. Guys, we are back on Facebook Live if you are not there. Facebook dot com slash Jeremy Larkin. Check it out. We are live, back on. Just trying to see if we can get our feeds to run a little better. Okay. The funny part is I was going to look in my photos this morning. This is what I love about technology. I was going to look in my photos and did not prior to the show to find out what I was doing last Valentine’s Day. That is the thing with the phone is you can actually find out what you were doing on any Valentine’s Day. Right?
Andy: Was there something cool?
Jesse: Because of your photos.
Jeremy: No, yeah. Just because your photos it is a scrapbook. It is a living scrapbook. How many photos do you have on your phone, Jesse?
Jeremy: How many thousands?
Jesse: I do not know. My phone is over there. Well, I have had to delete it a few times because my iCloud gets full.
Jesse: And I just cannot see paying $12, $20 a month because it just keeps adding. When I can take it all over to Google photos and get almost unlimited if I save it right.
Jesse: So it is challenging to make that happen. With an iPhone, it does not seamlessly happen.
Jeremy: It is not quite as seamless as you want it to be. Well, I want to let you guys know that I have 11,000 —
Jeremy: — photos.
Jeremy: How do you like that?
Jesse: I do not have that many. You must pay for serious storage or you have a big phone.
Jeremy: I have a gigantic phone.
Jeremy: It is basically like the brick phone from Saved by the Bell. Remember the one? You do not know.
Andy: I used to broadcast games on those big things.
Jesse: Oh, I remember those.
Jeremy: Oh gosh.
Jesse: Those came out when I was actually a teenager, I think.
Jeremy: Yeah, it is a big old brick phone.
Jesse: Miami Vice.
Jeremy: Yeah, Crockett and Tubbs. Right? Remember those guys?
Andy: Oh yeah.
Jeremy: We are going to have some fun this morning. So we are going to give away some Parade of Homes tickets. We are giving away on the Larkin Group Facebook page dinner for two. A gift card for some folks. Should we start with that?
Jesse: Let’s do it.
Jeremy: Okay, we have got a Valentine’s giveaway. By the way, I am Jeremy Larkin, host of the St. George Real Estate Morning Drive, and I have got Jesse Poll here, my business partner, co-host, and we are talking about, we are going to talk about the St. George Parade of Homes –
Jesse: Let’s do it.
Jeremy: — because it is so massive and we ran a survey that is very, very interesting. Now, I think the data is, I think it is lopsided and weighted because it is data that came from out real estate database.
Jesse: Right. Right.
Jeremy: Does that make sense? So is it really, it is not reflective of what the public is doing.
Jesse: Right, but I think we are going to do another one, I believe.
Jeremy: Yeah, we will probably do another one. Okay.
Jesse: To really make it fair.
Jeremy: We will do another one. But the first thing I want to tell folks is would you like to win date night? You have already got yours planned.
Jeremy: So folks can still win it. Over at the Larkin Group Facebook page. It is Facebook dot com slash St. George Experts. Facebook dot com slash St. George Experts. Some fun photos. Tag your Valentine and post a photo of you and them on the feed there. We already have 11 beautiful couples have posted and good morning to so many of them. So cool, so fun. Have you seen it? It is pretty fun. Hop on there. Facebook dot com slash St. George Experts, and post a photo of your Valentine together. You two together.
Jeremy: And we are going to draw for one lucky couple today. Number two, we have got a St. George Parade of Homes ticket giveaway that is going on right now. And I know we are giving people so maybe things to track down, but it is okay. They are going to survive. Right?
Jesse: If they want it, they will track it.
Jeremy: If they want it, they will track it down.
Jesse: We will chase the things that we want.
Jeremy: Yeah, we will chase things that we want. And by the way, I chase the things that I want. Very, very, very much chase things I want. So, want to let people know we are doing a giveaway and if you want to get in on this giveaway, visit St. George Real Estate Videos dot com because we posted the link there, and it is a survey about the Parade of Homes. Should we talk about the results, Jesse?
Jesse: Let’s do it.
Jeremy: It is a very simple survey. We asked people three questions about the Parade of Homes, but maybe most importantly, we asked questions about what their plans are in real estate this year because we want, it is like what are people thinking? What are they feeling? What are they going through? Are people buying homes? Are they selling homes? What are they doing? Right? Okay. So how many responses have we had to our survey?
Jeremy: 118 folks answered three questions. And what were the questions, Jesse? Do you know off the top of your head?
Jesse: The first was have you ever attended the St. George Parade of Homes? 79% said yes. 20% said no.
Jeremy: Okay. And this is in our database?
Jeremy: So, so 80% said yes, more or less. 20% said no.
Jeremy: Now, not surprisingly, what was the next question and answer?
Jesse: Do you plan to attend this year’s Parade of Homes or the 2019 Parade of Homes? 80% said yes. 19.3 said no.
Jeremy: So essentially, exact reflective answer. All the people who said they had been to the parade said they are going to the Parade. Have you been?
Andy: I have, yes.
Jeremy: It is very cool. If you go this year, if there is anything you want above say $2 million, we would be happy to write it up. Okay? Just want you to know that.
Andy: That would be dollars because that is a little out of my price range, Jeremy.
Jeremy: Yeah, I know. I get it. I get it. Third question. What do we have?
Jesse: Third question. Do you plan on making a move or change of residence in 2019? 55% said no. 44.5 said yes.
Jeremy: And that was baffling. So understand that this survey was conducted out of our database. So for our real estate clients, by the way, who we market to. We have almost 10,000 now —
Jeremy: — recipients on our email list. As a matter of fact, our last, I do not know what yesterday was when we sent out the Parade of Homes giveaway, but we were at about 9200 successful deliveries. That is how big our database it. That is how big the group is that we are now marketing to, that we are marketing your listing to if you are selling a home. Right? That we are sharing about the market. And anyone who is on that list knows that we share, it is like 90% value, content, 10% hey, can you help us out? Can you send us a referral? That kind of thing. We are putting tons and tons of content into this database. So the point being we queried that group, and in that group, not surprisingly, lots of them go to the Parade of Homes. Lots of them plan to go to the Parade of Homes, and almost 50%, did you say 45? Said they are going to move this year.
Jeremy: Holy cow. Okay.
Jeremy: Let’s talk about some of the things they said, and by the way, of course, I am not going to ever share names. Here is a couple of things I noticed by the way. We are thinking of downsizing. We are thinking of downsizing. We are thinking of downsizing. I think I saw that yeah three times. We are thinking of downsizing. Isn’t that fascinating?
Jesse: I am looking at one right here. The first one that popped up. When will the bubble in real estate bust? When will the prices plateau?
Jesse: Will Washington County pricing peak anytime soon?
Jeremy: Oh, this is so awesome. So when will the bubble burst? So –
Andy: Is it a bubble even?
Jeremy: You are just, thank you for being wonderful. Andy, have you ever had something go really horribly wrong for you?
Andy: Oh, of course.
Andy: My first day on the air here, as a matter of fact.
Jeremy: Beautiful. And here is a question for you. After the first day on the air, this is actually perfect, and I did not set you up for this.
Jeremy: After the first day on the air, and it went horrible is how you felt about that. Okay? Did you believe that all of the other days were also going to be horrible because that one was horrible?
Jeremy: No. So do you see where I am going? There was a bubble a decade ago.
Jeremy: And because there was a bubble, people are so shell-shocked of what do they believe?
Jesse: There is going to be another one.
Jeremy: It is going to happen again.
Jesse: What is interesting is the last time, it had been so long since we had had anything like that it was not even in their mind.
Jesse: And now, because we are back to a normal cycle, right? It should cycle every ten years. Up and down. Up or plateau.
Jeremy: Yes. Yes.
Jesse: So last time, it was one of the longest stretches in history. So it was out of our mind. The 70s and 80s is the last time that it probably really happened (indiscernible)
Jeremy: Literally. Yeah, when you are talking about major economic issues with 70s and 80s –
Jeremy: — you had interest rates hit 18%, and then for people to even buy or sell real estate it was all seller-financed, and weird and wrap-around mortgages. And you can have the use of my four-wheeler. It was three wheelers by the way in the 80s. Those things were fun and dangerous.
Andy: And dangerous.
Jeremy: And dangerous.
Jesse: My son got a three-wheeler that did not run, and he made it run on fumes. He created a gasifier engine.
Jeremy: A gasifier engine.
Jesse: In high school.
Jeremy: Oh my goodness.
Jesse: Good old three-wheeler. They made it a chopper three-wheeler.
Jeremy: I love it. I tipped one over. 600 South downtown St. George.
Jeremy: But at the time it was like you can use my three-wheeler and then also my house boat at Lake Powell and then I will give you $20,000 down and then if you will, it was this crazy stuff people had to do to sell real estate. We do not have any comprehension how good it is now. Because see if you do not know what the bitter is, you do not know what the sweet is. So folks, we are in a wonderful real estate market. We are in a healthy real estate market. We are probably getting into a more healthy real estate market than we have seen in the last couple of years.
Jeremy: When will the boom bust? Bubble burst? We do not think there is a bubble. Okay? Fair enough?
Jesse: I agree.
Jeremy: All right. So what is another question we have got in here? These are so incredible. Incredible issues. We basically could run a radio show for the next two years off this.
Jesse: I think we should because the next one that popped out on me –
Jeremy: Thank you, everyone.
Jesse: Nothing to do with the Parade of Homes, but this stuff comes up all the time. We are thinking about adding a two-car garage to our home with a two-car garage. And that would be four would be attached. What affect will this have on the home’s value?
Jeremy: Okay. So let’s run this. Let’s break this down now. They want to add a two-car garage.
Jesse: To a two-car garage. So it would be a four-car garage.
Jeremy: Two two-car. All right. So, Carl Wright was in our office last week –
Jesse: Two to two.
Jeremy: Yeah right. So Carl Wright was in our office last week. Carl Wright is with R1 Appraisals. I hope I do not butcher this. I think they have done 120,000 appraisals. His company. They might have a feel for the market.
Jesse: A little one.
Jeremy: And what was fun is that most everything he said reflected what I knew which made me very happy and kind of pat my own back. Stretch back there.
Jesse: He did, too.
Jeremy: Yeah, I did. I went ahead and gave myself a scratch and a pat and hug.
Jesse: And asked us for one, too. And we gave it to him.
Jeremy: I know you did. Depending on the home, 7-10,000 per garage bay if you are in a more expensive home. $5-8,000 per garage bay if you are on a less expensive home. Let’s call it 10,000 a garage bay. And let’s just maybe go ahead and say 15-20 grand. Now, but here is maybe more important. That is 15-20 grand on an appraisal.
Jeremy: But more importantly, if they were to put it on the market, it is much more marketable.
Jeremy: Right? And we do not know. We do not know what, well, aren’t you guys real estate professionals? Well, yeah. But we do not know everything. Right? There is no classic, perfect metric for that. But here is what I would say to the person who answered that question. If you want to put a two-car garage onto your existing two so you got a four, you are not doing that for another buyer. Who are you doing that for, Jesse?
Jeremy: Yeah. Have you upgraded your home ever, Andy?
Andy: Yeah, years ago.
Jeremy: What did you do?
Andy: We added a little bit of room. We also built on kind of shed-type space and a carport, and then we added on an awning in the back.
Andy: Made the back very livable.
Jeremy: So did you like that?
Andy: Oh, yeah. Oh, yeah.
Jeremy: And who did you do that for?
Andy: Did it for myself, not for the future owner.
Jesse: We were just having this conversation the other day.
Jeremy: But there was a benefit for the future owner, but it really was not for them. It was for you.
Jeremy: There you go.
Jesse: We were just having this conversation the other day. We have got a couple coming soon listings. One in the Legacy that is a walk-out basement. Another one in Bloomington Hills, and we are talking about well one of them has completely remodeled it. Just beautiful home. And we were talking about man, what value can we really get out of this? Can we get it back? That will be coming on the market here in a few weeks. We are really excited about that and see what the market says.
Jeremy: Incredible home in the Legacy. We are –
Jesse: Oh, it is so awesome.
Jeremy: — talk about a couple of properties today.
Andy: Jeremy, let me mention real quick. I have a Mustang.
Jeremy: Hey, Andy, this is my show. I am kidding. Keep talking.
Andy: I just want to enhance your point though.
Jeremy: I just wanted to go ahead and see if people could be uncomfortable. I could not even stand this discomfort –
Andy: I can turn off your microphone –
Jeremy: I know you can.
Andy: No, I am just kidding
Jeremy: So go ahead.
Jesse: He controls this show.
Andy: I have a Mustang. Last year I bought some Boss rims for my Mustang. I did not buy the Boss rims because someday I am going to sell that Mustang and I want to get that money back. I bought the Boss rims because they are cool, and I wanted my car to look really cool. Same point.
Jeremy: And here is the irony. Because not only did you not buy it for the future purchaser of your car, what is actually going to happen to the value of that car over time?
Andy: It is just going to go up. Yeah.
Jeremy: It is going to go up, or people may or may not ever even want that and you may just give those Boss rims away for free. Right? Because you do not know what someone will want.
Jeremy: When we talk about selling a home in this market, we have had this conversation so often. You envision this giant funnel, okay. Giant. Like a Washington County size funnel. And at the top of the funnel is every buyer for every property. Okay? Townhomes, condos, single-family homes, luxury homes, trailers, trailers on rented lots, trailers on owned lots, land, every property, every buyer goes into the top of the funnel. Well, here is the issue. Out the bottom of the funnel, Jesse, if you are selling a home, what do you need? You need one person to come out of the bottom of the funnel who wants what?
Jesse: To buy this home.
Jeremy: That home. So Jesse lives on 200?
Jeremy: In Hurricane, H-Town. I love that, Andy.
Andy: H-Town. Yeah.
Jeremy: He is home that was built –
Jeremy: — in 19 what?
Jeremy: 1922. The home is gorgeous. Okay? And, not but, and it is a historic home.
Jesse: It is definitely an historic home.
Jeremy: So here is what has to happen if Jesse wants to sell his house. He has to find someone, number one, who wants to buy a home. Number two, they want to buy a home in Hurricane –
Jeremy: — Utah. Number three, they are okay buying a home built in 1926.
Jeremy: And all that comes with a home that was built in 1922.
Jesse: Yes, it does. You start digging into those and you find problems you did not even know existed.
Jeremy: Okay. We have got our buyer, but yet, we do not. Now, they have to be able to afford it. Next, number five, they have to want to afford it.
Jeremy: That one is what people, maybe I do not want to afford it. Oh, I could afford it. I just do not want to afford it. Right? They have to want to afford it. And then we just come circle all the way back around to what we talked about. Then they have to love the style. Going in the house has to feel right the day they went there because maybe the husband and wife or husband and husband or wife and wife or whatever we are doing now, right, we are in a fight in the car on the way to the home. Do you realize the couple fighting in the car on the way to the house could ruin the sale?
Andy: It is true.
Andy: That is true.
Jeremy: Do you love it? Anything could affect the marketability of this home.
Jesse: Oh my gosh, that is great.
Jeremy: So out the bottom of this funnel is the person that buys your home. And so we just have to realize that this is not like oh, I got the best home on the block. I realize you might have the best home on the block, but buyers are looking at a lot of homes.
Jesse: There are a lot of other dynamics. I was just talking to somebody yesterday that was doing an inspection on a home and their agent, the seller’s agent, is just disconnected. They are not, it is just who they are.
Jeremy: Okay. Agent representing the seller of the property. Okay.
Jesse: The seller. So they are doing inspections. The buyer is doing an inspection and this seller is just livid. And their agent is not available to help calm them down. This is just what happens. This is normal. So it may go south because something you cannot control. The seller, the buyer cannot control, the agent should be controlling that. Or at least doing some future prepping —
Jesse: — of what to expect.
Jeremy: Future prepping. Future pacing.
Jesse: Pacing. There you go.
Jeremy: Is what we call it okay. Okay. One more question. Andy, what do we got for time today?
Andy: You have got about three minutes.
Jeremy: Last question, Jesse, and then we are going to talk about two real estate things, two homes.
Jesse: Okay. There was one on here. Let me look.
Jeremy: Okay. When is the best time to refinance? How about that?
Jesse: That is a good one.
Jeremy: You ready? You ready? The best time to refinance is when interest rates are lower than your current interest rate. And by the way, people say by how much? At least a half of a point.
Jeremy: If it is not about a half a point, you are going to pay a lot of money unless you are really truly planning on staying in a home for 30 years. When is the best time to refinance? When is the best time to plant a tree? 25 years ago. When is the next best time? Today.
Jesse: And that also depends on what you are doing. I went to go refinance and Chantry Abbot over at Guild Mortgage actually talked me out of it and sent me to a different institution to get a HELOC because it made more sense for me.
Jeremy: That is what happens, by the way, when you work with professionals. How about this? Two minutes. Robert did this on our team. Congrats, Robert. Happy Valentine’s Day, Robert. Just wanted to personally, and you have done this. He talked the seller out of selling their home.
Jeremy: Went to visit with the client and said I do not even think this is a good idea. Folks, a couple of incredible properties coming up. We are listing, putting on the market tomorrow afternoon a home in Ivins that is just, it is literally like a little, it is not a diamond in the rough. It is like a little, fields of diamonds. More like that. It is in your backyard. They coined it mini farm meets pool paradise, and these are amazing people.
Jesse: They are amazing people and an amazing house.
Jeremy: Yeah, it is really fun.
Jesse: It is going to be a lot of fun to sell that.
Jeremy: Yeah, I love it when we bring a home to market that is just not another home. 2355 square feet, four bedrooms, but most importantly, they have built this oasis in the backyard. Chicken coops. It is just so freaking cool. So anyway, check this out. This home is coming to the market tomorrow. Number two, Legacy and we are not going to give you anymore. By the way, if you want to see this property upcoming, you can see it at Go St. George dot com. Legacy.
Jesse: I have got one in Bloomington Hills coming up.
Jesse: Walk-out basement with two kitchens. Just awesome mother-in-law apartment.
Jeremy: Two kitchen. Oh. Guys, incredible properties. Check them all out at Go St. George dot com on our coming soon listings. They are not all there yet because we are working with a lot of clients. If you would like to win the Valentine’s, a date night for you and your Valentine, visit Facebook dot com slash St. George Experts, and post, you will see the post. Post a picture or photo of your loveliness together. And if you would like to get in on the Parade of Homes, we are going to give away at least ten tickets, five sets of tickets.
Jeremy: Get involved in the Parade of Homes survey that we asked today. Have you been? Are you going? And do you plan to buy or sell this year? To give us a sense for what people are doing at St. George Real Estate Videos dot com. Man, did we jam it in there?
Andy: You got it done.
Jesse: Good job, Jeremy.
Jeremy: Sponsored by Coke Vanilla Zero.
Andy: I know. Nice product placement.
Jeremy: Look it is a downgrade from Red Bull. I am trying to get off that stuff. I love the product placement. The problem is guess what they are giving me? Nothing.
Andy: St. George Real Estate Morning Drive with Jeremy Larkin. Jeremy, I loved the show. Thank you, man.
Jeremy: Thank you, man. Appreciate it. Cheers.
Mike: KDXU News time. It is 8:35. It is a Thursday. Good morning and welcome. It is also time for another edition of the St. George Real Estate Morning Drive. We welcome in the voice of St. George Real Estate. Here is Jeremy Larkin.
Jeremy: Thank you, Mike. And Robert is offended that you did not say voices.
Mike: The voices of St. George Real Estate –
Jeremy: Thank you.
Robert: I am not at all.
Mike: How about if I say Robert and Jeremy. Now Jeremy is mad.
Jeremy: Robert J. DeBry. I mean MacFarlane.
Robert: Robert J. DeBry and Associates.
Jeremy: I had the resume and I thought it said Robert J. DeBry, and I am like he is interviewing for a real estate position?
Robert: Because I am Robert J.
Jeremy: But then I looked again, and it was just Robert J. MacFarlane.
Robert: Just. Not bad though.
Jeremy: I will take it. Very good morning. Here is a fun trivia for you this morning because it is a beautiful January day in St. George, Utah. I was driving my child over to la escuela, as they say in Latino America. You guys understand, right? This school. Robert, I think you understood.
Robert: Oh, okay. Got it. That was a tough one for me.
Jeremy: I want to make sure. We are going to do a little Spanish course today. So I am headed over to Tonaquint Intermediate School and we pass Southgate Golf Course. I said, Matt, look at the golf course. And it was covered in frost.
Jeremy: It looked like snow.
Robert: Frosty white.
Jeremy: Yeah, it looked like snow. He said man, that is the whitest I have ever seen it besides when it snowed. And I helped him understand. Gang, if you are not a golfer, do you realize, so do you know what the rule is with the frost in the morning?
Robert: I do not.
Jeremy: So they will not, Southgate Golf Club, by the way, is owned by the City of St. George. Golf Club, golf course. I think club is a little liberal. They will not let players out until the frost is off. And really the frost only has to be off on the first hole because once it is off on the first hole they send them out, and then of course, the sun is going to hit everywhere else. But that is the deal. So this morning, the second that sun hits that fairway or that first hole and green, then they will send people out.
Jeremy: You did not know that?
Robert: I did not know that. I am not quite as much of a golfer as I probably should be.
Jeremy: Should be. I have news for everybody. You do not need to be a golfer to be in real estate. People think that real estate agents just play golf and have lunch with friends.
Robert: Yep, I think that is it. Right?
Jeremy: I do not play much golf, and I really do not have lunch often with friends. I have lunch occasionally with clients. But I am going to get out tomorrow. So headed out, thank you to my brother-in-law. He has got free golf at Sand Hollow. Sand Hollow was just, if you guys did not see this, there was an incredible article in Golf Digest talking about, it was a feature on Sand Hollow Golf Course out there in Hurricane, out there near, Hurricane, Utah, near Sand Hollow, what do you want to call it? Reservoir.
Robert: That is what it is called. Lake.
Jeremy: Yeah, so very cool. And I will have the opportunity tomorrow afternoon to go out with these guys with my father, and it is going to be a great time. But work must be done, and we have got to sell some real estate first, don’t we?
Robert: We have to. It is not an option.
Jeremy: It is not an option. It is not an option. Gang, if you are watching us on Facebook Live, say hi. Shoot out some hearts or a thumbs up or let us know that you are there, or if you have got questions for us, we are on, this fun.
Robert: We are on three.
Jeremy: We are on three phones.
Robert: We are on three. I have got Facebook Live on mine. We have got Jeremy’s Facebook Live.
Jeremy: And YouTube Live.
Robert: YouTube, YouTube Live.
Jeremy: How do you like that?
Robert: It is a new age.
Jeremy: And, of course, we are on the radio, which you are listening to.
Robert: Thanks, Mike, appreciate that.
Jeremy: Thank you, Mike. Incredible. So check this out. If you are a YouTuber, and some folks will say yeah, I do not do Facebook Live, YouTube dot come slash Go St. George TV. G-O-S-T George TV. YouTube dot come slash Go St. George TV, and you will see us broadcasting live. Robert is running live and I am running live on Facebook.
Robert: Why not?
Jeremy: It is wild. It is wild. 94.9FM, 890AM. We are going to talk about something really cool today. So Robert is with me. Robert has been in my organization now for, pushing three years?
Robert: Pushing four.
Jeremy: Pushing four. Thank you. Jesse is over that hump. So Robert is with us. He is, I talk to him on Facebook. He is a, I actually think he is a home-pricing and home-selling expert and has been part of us now selling, I think we are at like almost 1200 homes.
Robert: I do, too.
Jeremy: That is a lot. Folks, that is a lot of properties. The average homeowner buys or sells every seven years, and of course, once they are an adult, then they are in the home.
Jeremy: It does not start at age zero.
Robert: Yeah. You know you have been selling real estate a long time when you actually, you see a home hit the market, and you are like that home looks familiar. And then you realize oh, that is because five years ago I sold that house.
Jeremy: We sold that. Yeah. It is fun, and I love to drive around and do that. And of course, I always tell my kids I sold that. I sold that. I sold that. I sold that. So it has been an interesting ride, and Robert is with us this morning, and we are going to be talking, so he really is. He is a home-pricing and home-selling expert. We are going to talk about the six pricing misconceptions that actually cost sellers money.
Robert: Is there only six?
Jeremy: There are a lot, but six is, man, I am telling you what.
Robert: It really boils down to these six.
Jeremy: Yeah, it boils down to these six, and it sounds like a lot. It is not a lot. It is really easy to digest, but this is a real issue right now because we have a lot of home owners, a lot of home sellers who are, they are aggravated right now. Why?
Robert: Mainly why because homes are sitting on the market. I was just sitting down with a client. Their home is actually for sale as a For Sale By Owner right up here on Bluff. And what happens a lot of times is for homes that were for sale by owner, they do not sell the home for a month –
Robert: — maybe two.
Robert: And then they reach out to a real estate agent and say hey, what am I doing wrong? So that is what ended up happening with this family over here on Bluff. And we sat down, and I noticed that in the $4-500,000 price range, the active homes on the market have been sitting there for an average of 102 days.
Jeremy: That is a long time.
Robert: That is an average, so some have been more. Obviously, some are less, but that is 106 homes sitting on the market for an average of 102 days. That is pretty –
Robert: That is not typical.
Jeremy: And here is the perspective for people. Last summer, most homes under $500,000, I am not going to give any specific other than under 500, they were sold in 30 days or less, and some folks, we have sold homes that I was thinking about, a home that we sold over on, the Jenkins home on Canara in Green Springs. Pseudo-luxury home, $480,000. We had multiple offers.
Jeremy: We had two buyers competing. We sold another one in Greens Springs in Silverstone. Two buyers competing at $650,000 for that home.
Robert: And I am sure we have home builders listening to the show –
Robert: — and I bet you more now than it has been in probably the last three years, spec homes have been sitting on the market.
Jeremy: Yeah, and it is going to freak people out.
Robert: They were not having to really do a whole ton of work trying to sell those before –
Jeremy: No, no, no.
Robert: — and now it is a different game. Just to kind of, it seems like overnight.
Jeremy: It is interesting. This is so subtle that it throws people off. And so we have a lot of home sellers who are frustrated, like man, I thought it was a good market.
Jeremy: And what we want to talk about are the six pricing misconceptions that cost you money, and also reiterate that it is a great market.
Robert: The best really.
Jeremy: It is an incredible market. The market that we were in for a little bit there was actually unsustainable and was akin to giving your kid the keys to your Corvette and telling them to drive 120 down the freeway indefinitely and assuming that nothing was ever going to go wrong.
Jeremy: Okay, at some point, okay –
Jeremy: — he is going to hit something.
Jeremy: And that is what our real estate market was doing. It was careening out of control. You cannot have homes sell that quickly. You cannot have, look we had appreciation in 2005, remember. 36%. We all remember how that turned out.
Robert: Yeah. And I think that is probably the biggest challenge I hear more than anything is well, in 2005, and they are always going back to this, now we are looking at 14 years ago.
Robert: Kids that were in diapers are now driving cars. Right?
Robert: That long ago. They are saying well, it was like this then. Why isn’t it like this now?
Robert: And the reality is we are looking at two different eras.
Robert: Completely different eras.
Jeremy: It is two different times. So it is fascinating because I mentioned a home in Green Springs at $650,000. It was sold for another radio personality who we have mentioned on air before with another firm in town, and he was delighted when I had two buyers competing against each other to buy his home.
Jeremy: The interesting part is that there was a 30-day period where the home was actually listed too high.
Jeremy: Let’s just find out what the market will bring. And the second, the second that price was brought in line, we are going to share with folks today, Robert, that you cannot what a home?
Robert: You cannot underprice a home.
Jeremy: Not even possible. But Robert, I do not want to give my home away.
Robert: Right, and I understand that. We all understand that. Nobody does.
Robert: Do you know anybody, Mike, can I have your house?
Jeremy: No. No.
Robert: He is not going (indiscernible)
Jeremy: But Robert, I do not want to leave money on the table.
Robert: And we understand that. That is a valid concern. Right? Nobody wants to leave money on the table.
Robert: So there is a strategy behind that.
Jeremy: And what we are saying is it is actually, this is incredible, I hope folks are listening who are selling right now, considering selling. Builders, you cannot underprice a home. It is actually not possible, and we are going to talk about why.
Robert: Right. Even in horrible markets, right, even in a full buyer’s market, which we are not in one, unless you are selling in the 600 and above, and really in some cases, depending on how unique the property is, that is not even a buyer’s market. Right? But for the most part, we are in a seller’s market from top to bottom.
Jeremy: We actually are.
Robert: So if you are in a seller’s market, what does that mean?
Jeremy: That means that the benefit, the advantages to the seller that there is a less supply, right, and the buyers are really hungry to gobble up the limited supply.
Robert: Yeah, it is the iPhone launch. Right? There are not as many iPhones on the market, but they are going to charge you $1200 and you are going to happily go pay that –
Robert: — which is not always true, and that cannot happen forever. Right?
Robert: I remember reading an article about Apple doing that, running into issues with that, and at the same time, because we are in that seller’s market, do you think Apple is like do you know what? I am really worried about selling this. Could I have asked $50 more?
Jeremy: Right. Right.
Robert: Am I leaving $50 on the table? No, they are not.
Jeremy: And this is so interesting. So let’s talk about this. Six pricing misconceptions. Okay. I am going to overview them. Is that fair enough?
Jeremy: So, Jeremy Larkin here. Host of the St. George Real Estate Morning Drive. And I want to share something. I do not say this to impress. It is to impress upon you, right? So 1200 homes is where we are at as a real estate group here in Washington County. If you can imagine that 25% of the contracts fall out, as a matter of fact, this last year, 19.6% of the contracts, contracts that buyers wrote on our listings, 19.6% fell apart.
Robert: For one reason or another.
Jeremy: Yeah, the appraisal came in low. The buyer got cold feet.
Robert: The inspection came back poorly.
Jeremy: The inspection came back poorly. They could not get financing. Right? Whatever. All right. 19.6%. So for us to sell 1200 homes, we actually had to sell, to put on the market, we had to deal with 120%.
Jeremy: But the reality is it was not because we probably spoke to 250 or 300% as many clients –
Robert: To get those.
Jeremy: — to get to there. Okay. So understand, folks, that we have literally had thousands, this is where the –
Jeremy: I am even baffled saying this out loud. We have actually had tens of thousands of real estate conversations. Tens of thousands of conversations with buyers and sellers. Okay. So, it just gives some credibility to what we are talking about here. These scenarios never change. It does not matter whether you are in Cincinnati or Miami, Florida or St. George, Utah, these are realities. Okay. Six pricing misconceptions. Your home is not worth what you paid.
Jeremy: Well, it could be, but it is not worth what you need. But Robert, I need 450.
Robert: We all need a million dollars. Right?
Jeremy: It is not worth what you want.
Jeremy: It is not worth what your neighbor says.
Robert: I disagree with you there. My neighbor, he knows a lot about real estate.
Jeremy: I know.
Robert: He has sold two or three homes.
Jeremy: He has sold two or three homes and he drives for Andrus Trucking, but he is a real estate expert. It is not worth what your neighbor says. It is not worth what another agent no matter how bad they want to get your business –
Jeremy: And it is not even worth what it costs to rebuild.
Robert: I think it is interesting. You say it is not what another agent says. That includes yours truly.
Jeremy: Right. Right because do we determine the value of a home?
Robert: Absolutely not.
Jeremy: Absolutely not. So we do not make the market. We just interpret the market. So if Robert goes out or myself or one of our team and you hire us to sell your home, we do not make the market. We do not come in and say well, I think it is actually worth 425. We may say that based on all the data and that is what we do, but we do not make the market.
Jeremy: In every market, for every product, who determines value, Robert?
Robert: The buyer. That is a t-shirt. That is a cell phone. That is a car.
Jeremy: Yes, everything.
Robert: It does not matter. A burger.
Jeremy: Yep. Buyers determine value.
Robert: Always. That is the free market.
Jeremy: The greatest example on the whole planet right now, at least I think it is the greatest example, I am a Disneyland fan. And I heard 30 days ago they raised their prices again.
Jeremy: And it came across Facebook or something and I saw one of these blogs that is like a Disney insider’s blog. And what they said is does not matter. It is not deterring anyone. Right?
Robert: Netflix is another example.
Jeremy: Oh my gosh, right.
Robert: They raised the price of Netflix. They did a survey. How many people are going to stop using Netflix? 76% said that it was not going to phase them at all. Of the remaining piece, only 3% said they would probably stop watching Netflix. 3% and they raised it like, I think it was like, they raised it like $5 or something like that for the top plan.
Jeremy: Right. Right. So buyers determine value. And here is the point. You may say well wait, if Netflix and Disney are raising their prices, I can, too. No, what we are saying is the market is determining value.
Jeremy: So today, they said it is $190 to buy a one-day hopper to Disney (indiscernible)
Robert: I have got a sidebar.
Jeremy: Good grief.
Robert: My sister she lives up in Salt Lake. Her and her family, it has been ten years since they have been to Disneyland.
Robert: They just went this last week. She has got a sweet picture of the whole family all of them wearing fanny packs like it is 1980.
Jeremy: Everything is just regurgitated.
Robert: Isn’t it so funny?
Jeremy: It is 1980 again.
Robert: It is so funny, man.
Jeremy: It is Marty McFly. Right? 1985.
Robert: They were the best fanny packs. Good strong, there are six of them, all with fanny packs.
Jeremy: You know what? I think the next time I am going back I am wearing a fanny pack.
Robert: You should rock it, man.
Jeremy: And you realize they spent thousands on tickets.
Robert: They did.
Jeremy: And it is not going to deter people. So until Disney raises their price to a level that the market says oooo, now that is out of range. Right? Here is another thing. So folks, one of the challenges we have is that how many Disneylands are there? There are about a half dozen.
Jeremy: There is Disneyland, Disney World, Tokyo, Paris, are there six? Are there two more that I do not remember. Okay. Maybe that is it.
Robert: Asking the wrong guy.
Jeremy: Okay. How many homes are hitting the market every month right now in Washington County?
Robert: About 300.
Jeremy: Another three, and by the way, as many as six in a big month.
Robert: Oh yeah.
Jeremy: Three to six hundred homes –
Robert: Like the one we are coming up to. Right.
Jeremy: Right. We are in the biggest month right now. See the difference is, folks, we are not Disneyland. These are homes, and even though you love your home, and I know that you, I realize how much time you spent on the custom cabinets and the custom closet inserts, and that was important to you. Right? You put those in for your enjoyment. And Robert, did you enjoy them?
Robert: Oh, absolutely.
Jeremy: Right. Did you put them in for the next buyer to use?
Robert: No. Actually, I did not.
Jeremy: Probably no, but I read an article on home improvement and it said –
Robert: Zillow told me that I could get a $15,000 return if I remodeled my bathroom.
Jeremy: Right. So the reality is buyers will always, yeah, buyers will always determine the value. So as we walk through this. What you paid. If you paid for your home an exorbitant amount in 2005, understand that values fell in Washington County 46% since 2005, 2006, and they have come back, that was between 2006 and 11, and they have come back 42%.
Jeremy: Overall. So we have almost gained back every bit of what we lost. But do you realize it took us five years to lose it and another almost six years to get it back? Almost seven years to get it back. So if you followed that, in 2005, values were really high. In 2011, values were really low. In 2018, values are really high, and now it is 2019. Where can we only predict that values can realistically be in the next few years? Not higher.
Robert: Or, if so, we had to weather going down to come back up eventually.
Jeremy: Right. So for our home sellers right now, what I want to articulate is there are six pricing misconceptions and when you put your home on the market at a price well, I paid this, well I need this, well I want this, well my neighbor said this, well an agent told me, well do you know what it would cost me to rebuild this day? None of it has any bearing on what your home is worth. What your home will be worth is what a reasonable buyer with funds available and the initiative to move into your home will pay in today’s market. And what I am trying to, want to make sure that we convey is that even though, even though right now, Robert, a whole bunch of your clients, my clients, in the area are frustrated saying but I thought I could sell for blank. They need to understand that the price that they need to be at, which is probably 5% lower is an amazing price.
Jeremy: Is an amazing price.
Robert: It is all perspective. It is all about perspective.
Jeremy: If someone had told them in 2011, if someone had told these people in 2011 when I was selling Hidden Valley townhomes for Fannie Mae and Freddie Mac and HUD, government foreclosures for $85,000 –
Jeremy: What is Hidden Valley at right now? 170?
Robert: Maybe a little more.
Jeremy: If someone had told somebody in 2011, hey you know your Hidden Valley townhome that you have to sell for 85 right now? It is going to go back to 170 or 80 thousand dollars, it is going to double in value by 2018. Would have kissed me on my face if they could have had the old almanac. You know the almanac from Back to the Future.
Robert: Back to the Future.
Jeremy: If I could have predicted that, would you have been very happy with me?
Robert: Biff, I would be so happy.
Jeremy: I know you would. So it is all perspective. So even though, and the most important two words of today’s show are even though. Even though you feel frustrated today that the market will not bring quite what you want, you need to realize that the market is bringing you the, this is one of the highest price points in the history of American housing today. And what is going to have to happen is this. You are going to have to amend that price mostly as folks are. And here is the challenge. Robert, if I know you are a baseball player, and a few other sports.
Robert: Go Yankees.
Jeremy: Yeah, go Yankees. Hand-to-hand combat. I actually watched you do hand-to-hand combat that day with Creed. When the ball –
Robert: I won.
Jeremy: Yeah, when the ball, you kind of did. When the ball goes away from the field and it is rolling down a slope away from you, what is the only way to get to the ball?
Robert: You have to get in front of it.
Jeremy: Yes. So, folks, envision. You are a kid. You are chasing a ball. It is rolling down a hill, and you are lunging. Right? You are lunging.
Robert: Trying to stand. Keep standing. Try not to fall.
Jeremy: Tearing your hip flexor. The only way to stop the ball is to get in front. And so, if folks want to actually capture the highest price for their home it is important that they get in front of the ball and not be chasing the ball. And right now, we have sellers who are chasing the ball. And in six months, they are going to look back and say what?
Robert: Man, I probably just should have just made the move six months ago.
Jeremy: Yeah. But I was so convinced that I needed that extra 5%. Right? Why is it impossible to underprice a home?
Robert: Well, I think there are a couple of reasons, but the main reason why is because one you hit that price where all of the buyers know that truly there is value, because it is value. It is just like going down the street and hey milk is $3 a gallon at Smith’s –
Jeremy: Got it.
Robert: — and it is $3.50 at Albertson’s, I will drive across town to save that fifty cents. Right? I will do whatever it takes to get the cheaper value or the value I see that is actually there. So if I price it to a spot to where I know multiple buyers are in it, I am not going to wait. I am going to worry about the fact that somebody else is going to get it if I do not, and so I am going to pay 100% of what they are asking because I do not want to lose it.
Jeremy: Do you think this is true even for the luxury, the high-end market? Let’s talk to our luxury listeners right now.
Robert: Oh, absolutely. I think the luxury in this, specifically in this town, our high-end clients, the people that own second homes here or have retired here and put their nest egg in a beautiful home because we get probably some of the most amazing homes for the best value in my opinion.
Jeremy: We sure do.
Robert: In this town.
Jeremy: We sure do. We have folks come out of California and go wait a minute. $1 million for this? This was three back home.
Robert: Exactly. It is unbelievable. The biggest mistake I see happen is realtors tell them it is worth more than it really is, and the list to sales price of luxury homes is significantly different than it is even at the six, five and six hundred thousand. At 500,000, they are getting 99.9% of their asking price. At a million dollars, they are getting 92% of their asking price.
Jeremy: Good grief. You sold, okay, this is fun, I looked at this. You sold the most expensive home in Bloomington. It is the highest sale I have seen in five years. What was the sales price?
Jeremy: Okay. 1.070. Okay?
Jeremy: $1,070,000 on Jolly Circle.
Robert: Beautiful house by the way.
Jeremy: Yeah, there was some marketing that was done.
Jeremy: We shot this killer –
Robert: Sweet video.
Jeremy: This video and –
Robert: We are going to put it out on Facebook.
Jeremy: Yeah, we will link it up for you. Incredible video. A guy hitting a golf ball, it is actually me, but you cannot really tell it is me unless you know it is me.
Robert: You shanked it. It actually was not even that good of a hit.
Jeremy: I actually hit it right on the green, I think. But we shot this incredible video, and there was some marketing that had to be created for this home. But no amount of marketing –
Jeremy: Nothing would have changed the value of that hope.
Jeremy: But Jeremy, wait a minute. You mean that marketing does not matter? Oh I did not say it did not matter. Marketing is actually, in a lot of ways, a defensive measure. It is a protective measure to ensure that you get all of the value out of your home.
Jeremy: But buyers will not pay you more than the value. They do not say you know that video that you guys shot? That was incredible, and I am a really smart buyer that has enough money to spend a million dollars for a home. I think I will pay you an extra hundred grand because the video was so impressive.
Robert: Yeah, I was just blown away.
Jeremy: The video, right, the video was to make sure that we got them all their value. It is impossible to under price your home because if you price your home even quote below market you will have multiple buyers bid against and raise the price. Downtown St. George, Putnam’s home, you sold it for twenty grand over the asking price?
Robert: Twenty grand over asking.
Jeremy: $20,000 over the asking price because buyers bid against each other.
Robert: And in downtown St. George, they are selling for what the value is.
Jeremy: They are. Bingo.
Robert: They are not selling for an inflated value. They are just selling for what they are worth.
Jeremy: Thanks, Robert. Hey, let’s go sell some real estate today.
Robert: Hey, why not?
Jeremy: Let’s do that.
Mike: You have been listening to the St. George Real Estate Morning Drive. For more information, call 275-1690 or online find them at Sold in St. George dot com.
$1 Home Sale Program and GLUT of Homes Hitting The New Year’s Market (St. George Real Estate Morning Drive Show)
Jeremy: Happy New Year. By the way, that was one of my favorite elements of the new year is we were at the grocery store last night at the Winn’s down there in the Washington Fields, and people are so fun. The produce guy was really cool. Theywere having a debate about sauerkraut by the way. I was a cilantro fan –
Jesse: What is there to debate about sauerkraut?
Jeremy: Well, I do not like it.
Jesse: Oh, okay. So that is in debate?
Jeremy: Yeah, it was a debate. Yeah, it was a debate. And then the produce guy started kind of pitching the sauerkraut. He was a great guy. And then as we walked away, he said Happy New year. I love that about the holidays. Happy Holidays and Happy New Year. It is fun.
Jesse: I would like to see it if people could keep that attitude or thought all year round. Why not be happy every day?
Jeremy: Yes, thank you.
Jesse: Well, I have been accused of that.
Jeremy: You do get accused of it, and you resemble the comment, and I will tell you that it is very similar to the whole 9/11. Remember when 9/11 happened –
Jeremy: Suddenly everyone in the country was fearful believer in God and very patriotic. That lasted about twelve months. But good morning to everyone out there. Jeremy Larkin, host of the St. George Real Estate Morning Drive. I have got multiple co-hosts in here. I have got Jesse Poll from the Larkin Group. Mike McGarry is here.
Jesse: I told Mike this morning we are happy he is back.
Jeremy: Yeah, it is nice to have him here.
Jesse: We do not like it when he is gone.
Mike: I will hang around for a little while.
Jeremy: Yeah, he has just has this thing dialed in. Yeah, I know. He is going to hang around about 30 days.
Mike: Pretty close to that, yeah.
Jeremy: Good morning, David. Love it man. Love it. 343 never forget. Absolutely right, David. Isn’t amazing, by the way, Dave, and Dave is a fireman, and one of my childhood friends. Literally, our families go way back. But this is not a political show. But it was crazy how patriotic and God-fearing we were for about twelve months and –
Jesse: And really how –
Jeremy: Then we were just like ah, we are busy now.
Jesse: And really how the country really came together.
Jeremy: The country came together. I will tell you. Crisis a very, very interesting gift and teacher for us. Is it not, Jesse?
Jesse: It is.
Jeremy: I want to share some New Year’s Resolutions. We ran a little Facebook thing where we said are you believer in New Year’s resolutions. I am going to share my theme for 2018. I think our listeners want to know what my theme is. Don’t you? Does anyone know, please say you do, The Christmas Story? I have it almost memorized, the movie The Christmas Story.
Jesse: We actually did not watch that this year.
Jeremy: It was on TBS and TNT for 24 hours straight. You do not even have to have the DVD, but I do have the DVD. So on the Larkin Group Facebook page, by the way, we will announce our winner this morning.
Jesse: Right on.
Jeremy: Somebody won $50 cash. The $50 cash is sitting –
Jeremy: — on my desk.
Jesse: I saw that sitting on your desk.
Jeremy: Yeah, sitting on my desk.
Jesse: I thought it was for me. A gift.
Jeremy: Sorry, dude. Sorry. Sorry. Sitting on my desk. $50 cash. So I asked the question New Year’s resolutions or no? Chime in. Chime in. And I thought that this was very fun. We will talk about real estate. We are going to talk about selling a home for $1, and what happens every, $1. This is like, you know what you can get for a buck? You can get a drink at McDonald’s.
Jesse: Can you really still?
Jeremy: Oh, all the drinks are 99 cents. You can get some chicken nuggets. You can get a little French fry, a small shake, a parfait. Okay?
Jeremy: I do not even think you can purchase a pack of gum almost anywhere for 99 cents.
Jesse: I do not think so.
Jeremy: We will talk about that.
Jesse: Very few things can you buy for a dollar.
Jeremy: Yeah, for a buck. We are going to talk about $1 home sale program because we decided to have some fun in January. It is just for fun. But people, this is so interesting to hear what people said. Mark said yes. Natasha said yes, but not so much traditional New Year’s goals. More like intending to improve myself. I have chosen a word for the year. That is mine for the year. Mine is build. Relationships. Build our business. Build each other up. Beautiful. One of our past clients.
Jesse: I like that.
Jeremy: McKennon, did you know your daughter chimed in?
Jeremy: Yes, absolutely. We never know where we are going, but we always know where we have been, and we need new goals to set new heights to see how far we can get. It is all for naught. Is life even worth living? Right? I said kind of. What I do not like is the resolution because it is usually like a two-week campaign. I like more what she is saying which is we are looking, that idea of build. I love having a word for the year, and I have a theme, which I will share. But for me it is more like the new year is such a gift for new beginnings, and to kind of rethink and say where I have been. We know where we have been, she said. Andrew Young, absolutely yes. Cassie Segmiller, yes. Brett and Natalie Johnson, yes, and on and on. But let’s go ahead and let’s give congratulations to Cassie Segmiller who won the drawing for fifty bucks.
Jeremy: Yeah. We will respond on Facebook to her today. So here goes, Jess. I do not know how you say it. He is one of the famous, what do you call him, he is Tao. He is a Taoist. He is a Taoist. T-A-O. It is one of my favorite quotes. Watch your thoughts; they become words. Watch your words; they become actions. Watch your actions; they become habits. Watch your habits; they become character. Watch your character; it becomes your destiny. So that is my theme for the year. Rather than a word, it is this idea of monitoring how my thoughts become my words and actions and habits and character and destiny and how much we mess ourselves up.
Jesse: Without even knowing it.
Jeremy: Oh, we do not even know it.
Jesse: This stuff happens so gradually that one day we wake up and realize that somewhere over the last 20 years I have become somebody I do not really want to be.
Jeremy: Yep, yep. So yeah, like the boiling pot of water. So hey, happy January. We are waxing a little philosophical, but guess what? It is our show. We will talk about whatever we want to talk about. Right, Jesse?
Jesse: It is your show. I will just follow along.
Jeremy: It is my show. Good morning. So gang, you need to understand that we actually are now broadcasting. There are, I wish I had my other phone. I would take a picture.
Jesse: Yeah, where is your other piece of technology. You do not have enough here.
Jeremy: I have another phone in my car. There are two phones on the countertop right here in two different tripods. One is broadcasting Facebook Live, and one is broadcasting YouTube Live.
Jeremy: So if anyone ever wanted to know where you could watch this on YouTube Live, I should have put that in the comments. It is YouTube dot com, of course, but it is Go St. George TV. G-O-S-T George TV. We have got about 1300 subscribers there or something, and we have done very little live. So if you want to be on YouTube Live and that is your preference, see our YouTube channel Go St. George TV. G-O-S-T George TV or hang out on Facebook Live, and of course, all of our radio listeners, you are already on with us at 94.9FM, 890AM. Jesse, it is January 3rd, and there is a phenomenon that happens, especially in St. George because the Parade of Homes is six weeks from now.
Jesse: It is coming right up.
Jeremy: What is happening? You brought some data this morning.
Jesse: The data –
Jeremy: Every January.
Jesse – that I brought this morning is peanuts compared to what is coming.
Jeremy: Can I show them?
Jeremy: Anyone who is looking. This is his data. Three days.
Jesse: During the last –
Jeremy: I hope everyone is looking at this.
Jesse: Hey, every genius scribbles.
Jeremy: It is a 4×7 –
Jesse: Ask Einstein.
Jeremy: — scratch paper. I like it.
Jesse: In the last three days you have had 36 homes hit the market.
Jeremy: Last four days or two days? It is really two days.
Jesse: Two days. Yeah. So since the first. The first and second.
Jeremy: But there was not a first. See, the first did not exist. You could not put a home on the market.
Jesse: That is true. Because everyone was off.
Jeremy: That means in the last 24 hours 36 homes hit the market.
Jeremy: I did not mean to correct you, but –
Jesse: That is true.
Jeremy: — if you think about this –
Jesse: That is true.
Jeremy: — one day 36 homes hit the market. Holy cow. Okay?
Jesse: And what is coming over the next two months will be probably 1100 homes. I am pretty sure last year it was about 1100 homes between January and February.
Jeremy: Good grief.
Jesse: But before the Parade of Homes, and by March, that number will be 1500.
Jesse: Every year.
Jesse: And it is just gearing up for our spring season. Especially the Parade of Homes.
Jeremy: I am just looking at some of this data myself. Wow.
Jesse: One thing that is interesting. We have been talking about this is the price reductions. I went and pulled those. There have been 29 reduced prices in the last two days.
Jeremy: Twenty-four hours.
Jesse: Well, this is from the 31st because some of us did work Monday.
Jeremy: Define a price reduction for the listeners.
Jesse: That is somebody that is on the market currently, and they have reduced their price because they realized they were too high.
Jeremy: Yeah. Because look if the market is not supporting what you are buying, what you are selling –
Jesse: What you are selling then you have got –
Jeremy: Yeah, it is very simple. There is Dillard’s had their big annual sale. Oh man, I wanted to go. I am such a shopper. Every January 1st, New Year’s Day, a lot of retailers are closed. They put all of their clearance on 50% of the clearance price, and the place is like a zoo. Right? Well, why? Because the product has not sold –
Jeremy: — and new product is coming into the store, and the challenge you have as a homeowner is that new product is coming in the store –
Jeremy: — and it is called other people selling their house. Right? So this has happened for how many Januarys in a row?
Jeremy: All of them?
Jesse: Yeah, probably since the Parade of Homes started.
Jeremy: Yeah, yeah.
Jesse: Because that is really what drives January and February is the Parade of Homes. So how long ago did that start? 20-25 years ago?
Jeremy: Yeah, and I want to be clear about this. He said it drives it. It drives people’s psychology. It does not actually drive sales in St. George.
Jesse: It does not drive the market, but it drives them wanting to be on the market by then.
Jeremy: Yeah, yeah, this is absolutely true, and it will be interesting to see because we had, for instance, one luxury real estate firm here in town put five homes on the market yesterday. Cancelled the listings in the fall, late fall, and they put them back on yesterday because the belief of every seller, and by the way, if you want to see a video of me talking about that from the chair lift at Bryant Head yesterday.
Jesse: Oh, a new one?
Jeremy: Yeah, you can check it out. A rash of luxury homes hitting the market after January 1. What does this mean? Published 18 hours ago. So I shot a video yesterday at Bryant Head. I was with my kids because the kids all went back to school this morning. Second greatest day of the year, by the way. First greatest day is when they go to school in August.
Jeremy: And it was interrupted by a phone call, which was fun. The live video. But you might want to check that out. It is right on the Larkin Group Facebook stream. Just look up the Larkin Group and you will find us. But I said what does this mean? Well it means that people believe –
Jesse: That they will sell their home during the Parade.
Jesse: They believe that more high-end, first of all, high-end buyers come for the Parade. And that might be true. But are they really buying homes?
Jesse: But people really believe that not only can they get a buyer at that time of year, they can get a buyer that will pay extraordinary prices.
Jeremy: Yeah. Oh yeah. Right. Let me share something cool with you folks. If you hop on our Facebook stream, we have, so we have been on this show for almost six years.
Jeremy: Five plus years we have been on the radio.
Jesse: Has it been that long?
Jeremy: It has been a long time, and we have been delivering content via the show, via Facebook, we have a really great video blog, and a lot of our listeners have received those video emails. I am looking at our Facebook stream. This is just the last few days. Excited about buying a home this year? Here is what to watch. These are articles that we have produced.
Jeremy: Let me share a few more. Selling For Sale By Owner. Questions and comments and concerns. Where is the market headed in 2019? Where is it headed? How to save thousands of dollars in interest on your mortgage. What makes a house a home for you and more and more. We have produced so much content for so long. And by the way, where is the market headed in 2019? A couple of things that we will give you, and then we are going to tell you about something really fun that we are doing. And folks, if you enjoy our program, we are going to ask you for your help today. For the amount of content that we put out compared to the ratio of that to asking for help is pretty low, pretty high to content and low asking for help. Where is the market headed in 2019? This is a really great infographic that we have on our Facebook stream, and again, look up the Larkin Group or Facebook dot com slash The Larkin Group. So what do they predict? They predict that home prices will appreciate across the country 4.8%. Historic home appreciation is 3.6, averaging all the years together.
Jesse: Averaging –
Jeremy: Every year.
Jeremy: 4.8%. St. George? Jesse says yes. I say no.
Jesse: Yeah, we have a debate there. It is going to interesting next January when we pull, when we come out to really see what happened this year.
Jeremy: Yeah, I say no. I say that we are not going to have any appreciation in Washington County. I think we are going to be exactly static. Interest rates have risen, but they are currently at the lowest point that they have been in six months.
Jesse: Yep, they just went down again.
Jeremy: Yeah, guys, the lowest point in six months. Interest rates right now. Interest rates, amazing, so home prices, Core Logic, which is like the biggest national prediction type firm saying 4.8% appreciation. All four major reporting agencies believe that total home sales will out pace 2018. That is interesting. And interest rates are projected to rise. Are projected to rise. However, let us remind you that in the year 2000, interest rates were 6.2%. In 1990, they were 8.1%. In 1980, they were 12.7%, and in 1970, 8.86. We are so far below everything. Now, I produced a video that has not been released yet, and it is about seven and a half minutes. It is four things you have to know about St. George Real Estate moving into 2019. It is upcoming, forthcoming. It will be on our YouTube channel and on our Facebook page in the next week. So, Jesse, the homes that hit the market this morning. Price ranges?
Jesse: Well, you have got six of them under 250, and that is going to be a problem for your average worker here in St. George.
Jeremy: So only 6, 36 homes hit the market, and only 6 of them –
Jesse: Were under 250.
Jeremy: — were under $250,000.
Jesse: Which is where your average worker can afford a home.
Jesse: You have got six between 250 and 300. That is a pretty good number. That is pretty solid.
Jesse: You have got seven between $300,000 and $400,000, six between four and five, and then 11 over 500,000.
Jeremy: Holy smoke. Eleven –
Jeremy: — of the 36. So our greatest, over $500,000.
Jesse: Actually, let’s break that down. You have got 3 between 5 and 6, and then 8 over 600.
Jeremy: So I need to say, folks, that is going to be a problem. Just so you know. It is going to be a problem for the average, like you say, the average worker.
Jesse: Yeah, because your average household –
Jeremy: I actually like the word worker. It is like the average, typical, employed human being.
Jesse: Right because your average household income in Washington County is 50,000.
Jesse: So somebody making $50,000 a year, how much house can they afford?
Jesse: Right, so that is –
Jeremy: Maybe 250. If they have a good down payment, 250. So that will be a challenge, and I am here to explain to our luxury homeowners in Washington County, it is going to be tougher than you think it is, and you had better take the job of selling your home very serious. And if you are thinking oh well, this sounds negative, maybe it is not the year. No, remember values are at their highest point in ten years.
Jeremy: We are at the top. You know the waves out in the ocean if you have been on the ocean. They grow up and they go down. Kind of like when you swim out from the shore 50 yards, and you are floating out there with your friends.
Jesse: Especially –
Jeremy: We are at the top.
Jesse: Yeah, especially up in the higher price points because if you, once you step over $600,000, the amount of inventory just increases astronomically. It goes from 4 to 5 to 18 months.
Jeremy: Yeah, we are at the peak, so you had better take that very serious and work with an agent who is very serious about telling you the, it is funny, there is a script that we use in real estate. We are trained to use it. Hey, Jesse, on a scale of 1 to 10, how honest can I be with you? Well, what do people always say?
Jesse: They say ten until you do it.
Jeremy: There is a reason we are trained to ask this.
Jeremy: Because we have to set up the homeowner to actually hear the truth. Hey Jesse, do these pants make me look fat? You are like the fact that you asked me that means that you already knew the answer. Right? The seller, does your price make you look fat and greedy? Kind of. It sounds so terrible, but here is why this is so important. Because if you are thinking well, isn’t it marketing that is going to sell my home? Oh, it is marketing with the right price, and if you are not priced correctly, you will not sell your luxury home in 2019. It is not happening.
Jeremy: You will spend the next year of your life, you hear the passion, folks. I emphatically, you will not sell your home if you are not very competitive in that luxury home market. There is so much inventory. We are talking about years, and the market is at its peak.
Jesse: I cannot tell you –
Jeremy: Good grief.
Jesse: — how many homes in the luxury market that we have seen that have been on the market for a year or two off and on.
Jeremy: But we have seen homes that have been on 500 or 1000 days.
Jesse: What is interesting is that even the worst market, luxury homes sold within four months. Very rarely does it take a year to sell a home.
Jeremy: You are right. You are absolutely right. This is just a completely different market than say downtown St. George. All right. We are doing something fun.
Jesse: All right. Let’s do this.
Jeremy: McDonald’s Dollar Value Menu. The Larkin Group Dollar Menu. The Dollar Menu. Okay.
Jesse: We have a Dollar Menu now.
Jeremy: So here is what you have to do. Yeah, we do. And the dollar menu is just like this. We have got a program that we are running for January only. So I was sitting there over the holidays thinking why are we not having more fun? Seriously. We are dealing with people who are stressed out.
Jesse: Yeah, they are.
Jeremy: Think of some of the transactions we are dealing with right now. Folks, a domino succession, chain, they can only, we have a client. Incredible people who, think about this, the spouse is going to pass away in the very near future because of some serious health elements. The other spouse cannot physically afford to live, will be homeless or bankrupt if they do not sell the home now because the retirement and Social Security will go away when the husband passes away.
Jeremy: They have to sell the home. They cannot live somewhere if they do not sell the home first, but if they do not sell the home, she is going to be homeless. And by the way, prices are high in St. George, so now they are trying to figure out what she can possibly afford at her new income. Do you see this? And, of course, then you are depending on the buyer if their home, it is crazy. Right?
Jesse: Yeah, it is kind of emotional.
Jeremy: So then you have another seller on the other end who is hoping these people close on their sale so they can make the purchase of their home. It is very complicated. So I said why aren’t we having more fun? So we are going to have more fun. You can sell your home for as little as one buck. Now you do not need to sell it in January. You just need to enroll in the program in January. $1. I do not have time to get into all the details, but I will give you the one detail. The absolute specific criteria is you have to buy another home through us. And by the way, do you know that when you buy a home, you do not pay a commission? Because remember the seller pays the commission.
Jeremy: There are other terms and conditions. You have to be born in 1957. You have to have an odd number ending your Social Security number, and you have to have sandy blonde hair. I am kidding. You know those crazy, it is actually not that crazy. The terms and conditions are not crazy at all. But you do need to buy another home through us because we are literally going to charge on the listing side a dollar if you buy another home through us. Meaning no income for us on the listing side. Okay? Here is an alternate. If you are not buying home through us, we said okay, then what can we do? Because we want everybody to win.
Jeremy: If you are not buying another home through us because meaning you are going to rent a home or you are moving out of town, you still can save up to $10,000 selling your home. And you will save no less than $1250. Right?
Jesse: Yep, $1250.
Jeremy: One thousand two hundred and fifty dollars at the lowest price point. It is based on price point. Most of our clients are going to save $2,500 selling a home. That is the most typical segment will be at $2,500.
Jeremy: There is no gimmick. There is no qualification. If you sign a listing agreement with the Larkin Group in January, you will be getting that discount or you can be in the dollar program. And by the way, both apply. So the dollar programs applies if you are trying to buy another home. You can work through both. Now, here is the deal. We made a goal. We sat down as a team several days and said what do we want to do? And last year we helped about 180 clients buy and sell real estate. We decided we were going to procure 90 families in 90 days, in the first 90 days of 2019. We decided that for our families, now again, folks, earlier I said we have given you this content for years and years and years, and we are asking for your help. We are asking today for you to be mindful of the Larkin Group as, 90 in 90 is almost unheard of. Okay?
Jesse: Very few people –
Jeremy: Very few people have pulled this off. We want to find 90 great clients like yourself that need our services. It is a win-win situation. We are doing the dollar home sale program or the save up to $10,000. If you or someone you know has thought about selling, we are asking will you send them to us?
Jesse: Have them give us a call.
Jeremy: Will you let us talk to them? You do not have to commit them to anything. There is no obligation to talk to us, but you can reach us on Facebook dot com slash St. George Experts or at Sold in St. George dot com. It is going to be fun to report what happens when we get to the end of these 90 days to see what we do. We are going to have a good time this year.
Jesse: It is going to be fun.
Jeremy: It is going to be a great year in St. George real estate. Hope you guys can help us, and we will guarantee we will help you. Thank you.