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Realtorsâ„¢ Using "Econ" to Push Overpriced Homes


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2006 Jun 2, 3:27am   8,348 views  91 comments

by Randy H   ➕follow (0)   💰tip   ignore  

Bad Economics

Charts and graphs and numbers, oh my!

Increasingly, so-called "upscale" realtorsâ„¢ are using pre-packaged "market and economics" newsletters to push hesitant clients into buying. After all, with the mainstream media throwing so many numbers at the homebuying/homeselling public, who does one turn to for help interpreting what it all means? Of course, your local realtorâ„¢.

I won't name the particular realtorâ„¢ from whom I lifted this particular newsletter. Let's just say he represents "top-end" properties in the SF Bay Area. Assumedly, his clients would include a significant percentage of sophisticated buyers. A lot of these folks read the Wall Street Journal and perhaps need a little "guidance" from their friendly realtorâ„¢ on just what it all means for the real estate market.

Before I share some quotes from the newsletter and my criticisms of the bad economics and logic it invokes, I also refer to a problem we discussed sometime ago in Realtors(tm), Credibility and Influence. There is absolutely no accountability in the real estate industry for what agents say, promise, or write. Nowhere on this entire newsletter do I see Past results are no guarantee of future performance. Or, Buying a home contains inherent risks. I remind that realtorsâ„¢ are charged with helping people in what is for most the single largest financial transaction they will ever engage in. Mutual funds are not permitted to put out "newsletters" like this. Stock brokers are not either, at least not without so many scary disclaimers that all but the most savvy or foolish investor will think twice. But we allow realtorsâ„¢ and mortgage brokers complete freedom to claim whatever they want, whether true or not, without any recourse.

Many of these newsletters, including this one I'm looking at, are produced by Howard Blum & The Financial News & Information Service out of Novato, CA. The product is sold as Daily Economic Insights as a subscription service, which is often then "reframed" and retitled by various agents to include some of the agent's own marketing material and finally distributed to their clients.

The tagline from www.econonews.net (the company's web site) reads: If you need the best financial market, interest rate & real estate market insights available, written in plain English (as in no 'econo-babble')....

Let's see, shall we.

As long as the average S.F. home sells at a premium to the list price we'll continue to have firm prices.

Evidence for this appears to be a nifty little graph in the upper corner titled 5-Years SF Pct. of List Price Sold For which shows March, 06 average home in SF sold for 104.72% of listing price. Source of this data? Well, they credit themselves, Financial News & Information Service. On further inspection, we see that the "average" in the graph is actually a moving average. Nowhere is the period of the moving average disclosed, so we have no idea if this is a 30 day moving average, a 90 day or just whatever moving average yields the highest numbers. Also, notice the range of data is 3/01 through 5/06, apparently carefully chosen to make sure all the moving average trend-lines are well above 100% of listing price.

...new home sales for April, widely expected to decline by 5.0%, saw sales rise by 4.9% instead. The saving grace of that release was that year-over-year April sales were down 5.7% relative to April 2005. This prevented runaway "Fed Fear" from engulfing the markets.

Conveniently comparing adjusted numbers to unadjusted numbers. Also notice an attempt to put a positive spin on rising mortgage rates. There is also a nifty little graph showing mortgage rates from 5/27/05 to 5/04/06, ranging from about 5.25% to 6.25%. Again, we don't know what this is even measuring, but assuming it is standard 30-year fixed rates on conforming loans, the author is attempting to show that rates aren't likely to rise much more. We could dive into a huge digression on what really drives interest rate policy in the US, but suffices to say that worries about the housing market are only one factor, and a relatively small one at that.

Pre-owned home sales for April came in largely as expected by the Wall Street "experts" that are polled by the mainstream media. After the stunning slap in the face for those same housing market "experts" with the new home sales figures the day before, they were no longer prognosticating the demise of the housing sector. Wall Street wants the housing market to flounder so investors will forsake income property and return to stocks and bonds. We are a very long way from that happening.

Notice the reactionary disdain for Wall Street and the mainstream media. Of course, if these people aren't saying what you want, they must be bad people.

Wall Street wants the housing market to flounder? Even though every economist knows this will severely impact consumer spending, burden consumer debt even more, and further distress the already negative savings rate? So, Wall Street wants a huge portion of their best, blue-chip stocks to go into the toilet because people quit spending money? Wall Street does love recessions...or maybe econonews would do well to spend a little more time actually listening to some of that "econo-babble".

One more point: real-estate in the US, as an asset class, is NOT CORRELATED to either stocks or bonds. For what these guys are claiming -- a down housing market will drive investment in stocks and bonds -- to be true, it would be a NEGATIVE CORRELATION. Please, someone demonstrate for me any credible academic or industry research that reveals this strong negative correlation. Otherwise, you're just making stuff up.

Other news during the week included personal income rising by 5/10% in April and personal spending rising by 7/10%, which are both good numbers for the economy. Jobless claims fell by more than expected and the Fed's preferred measure of inflation suggested inflation remains contained. This last item gives us hope for a rate improvement in the upcoming [weeks]...

First, notice the presentation style. It looks a lot better to say that personal income rose 5/10% because there are lot of big numbers there. It doesn't look so pretty to say 0.005 or 0.5%. If you are paid $100,000, then your income rose to a whopping 100,500 per year, or $41.67 per month gross, or about $27.50 net per month. Time to go buy that $2.1M Marina Condo! (See, I can screw around with numbers to make them fit my message too).

Secondly, all sentiment is towards rising inflation, not contained inflation. Reading the "econo-babble" in the Wall Street Journal or Financial Times for any given day and this is blatantly apparent.

...the CA Dept. of Real Estate told us that there were 19,000 new [real estate] licenses issued in the state in the past year. Over the past five years while home prices rose substantially, we also saw the number of licensees rise by 57%. With 495,000 licensees in the state (1 for every 52 people) we suspect there is greater competition for buyers and listings.

One realtorâ„¢ per every 52 people?!?!!!!! Yea, maybe there is a wee bit of competition. And, maybe there's a firestorm coming. What's the percentage of CA residents who buy/sell a home in any given year? I have a sneaking suspicion that there are more realtorsâ„¢ than transactions to be had.

Of course this is all very bad news for realtorsâ„¢, fancy newsletters full of misinformation and spin or not.

--Randy H

#housing

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1   HARM   2006 Jun 2, 3:42am  

I can't say this surprises me one iota. In fact, it's an entirely predictable response, given the recent flood of MSM coverage on the Housing Bubble (having only just recently woken up to the possibility that there IS one).

Also reinforces my theory that the Internet (i.e., more rapid speed and greater amount of data/information today) will NOT significantly speed up the rate of its eventual collapse.

Sturgeon's Law: 90% of everything is crap.

This applies to information obtained from the internet, newspapers, T.V., radio, from friends/co-workers, etc. We at Patrick.net are such a tiny, infinitesimally small part of the blogsphere, sometimes we forget that what we know to be true is not broadly known by the rest of the world. A substantial portion of the population is STILL unaware a bubble might even exist.

The crash/correction is going to be slow, painful and very drawn-out. Count on it.

2   DinOR   2006 Jun 2, 3:56am  

Randy H,

Firstly anything I share with my clients in print form is considered "advertising". All of which would then be reviewed by our internal compliance and legal departments before it could be disseminated to EXISTING clients (let alone the general public). That requires NASD review and could take weeks if not months.

But this ain't Wall Street! So I guess anything goes. If this "marketing piece" wasn't such a last ditch effort and laughable I suppose I would be offended. Notice how Mr. Brick-Kicker works Wall St. "experts" in quotation marks (w/much contempt) not once but twice in the SAME paragraph!

I've just confirmed with my Wall Street "experts" that yes Randy, you are correct! 1/2 of 1% on 100K is indeed $500 and at $27.50 (net) would cover 1/3 of my cable bill. I'm feeling "flush" already.

3   Randy H   2006 Jun 2, 4:07am  

DinOR,

It would be laughable if it weren't so pathetic. My fear is that agents running around sneeringly calling anyone with bad news Wall St. "experts" or "econo-babblers" might actually work with a lot of folks. After all, nobody likes a smarty-pants, and in today's culture folksy anger is more respected than actual facts.

And to the guy buying a $2.1M Marina Condo with 3% down and a NAAVLP on a 1HaHa income, those of us suggesting that he might want to reconsider for a moment are nothing more than party-poopers.

4   Randy H   2006 Jun 2, 4:09am  

Uh oh, and the news keeps getting worse:

http://www.msnbc.msn.com/id/13071868/

I wonder if this will make the next issue of Daily Economic Insights...

5   Randy H   2006 Jun 2, 4:13am  

By the way, before you think that The Financial News & Information Service is just some shoebox operation (well it might be judging from the quality of their content), a Google search quickly reveals that they are widely quoted as a source of both information and data in the mortgage industry.

Seems like this entire industry is just people making whatever shit up they want to sell homes.

6   surfer-x   2006 Jun 2, 4:15am  

Btw, was this the same guy I laid the “Bubblefucious” quote on last Sunday?

Yup, that's him. Wakey/Bakey, puff puff puff through out the day, and then the beddy-by-bowl.

I'll bet half my equity that the troll posts a SF PRIME property that went for _________ over asking withing the next 10 posts. Fuck it, I'm moving to Az to work for a start-up.

7   DinOR   2006 Jun 2, 4:15am  

Randy H,

With comments like "Wall Street wants the housing market to flounder so investors will forsake income property and return to stocks and bonds. We are a very long way from that happening" it's hard for me to take serious!

I mean "income property"! Oh that's rich. Show me someone who's bought since 2003 and is generating positive cash flow from their "income property". Anybody? I mean positive cash flow IS still a requirement to be considered an income property, no? Well see? There you have it. A bona-fide party pooper.

8   requiem   2006 Jun 2, 4:21am  

"The sellers, who pay the charities a service fee, often recoup their money by charging a higher price for the homes -- usually 2 or 3 percent more, or an amount equal to the down payment"

The article doesn't even flinch at the redefined "down payment". Ugh.

9   DinOR   2006 Jun 2, 4:28am  

OMG!

This scam has grown from 1.7% of FHA applicants in 2000 to 28% in 2006? OMG. I just don't know what to even say about that. Of course Mr. RE Perma-Bull probably made money on both ends (which is what RE is all about btw) in that he got a tax break for making a charitable contribution AND recovered all of it back and then some through the sale of his "real" property! Please Joe Schmoe do not take offense to this but the scam's "founder" Don Harris is an attorney AND a minister! I'm sorry but is this some kind of sick joke?

10   surfer-x   2006 Jun 2, 4:28am  

I mean “income property”! Oh that’s rich. Show me someone who’s bought since 2003 and is generating positive cash flow from their “income property”. Anybody? I mean positive cash flow IS still a requirement to be considered an income property, no? Well see? There you have it. A bona-fide party pooper.

DinOR I won't comment on your anti-Amerikan sentiment as your leftist leanings shine thru well enough on their own. Cash flow positive? Come on now, it's a new paradigm, why can't you accept that? Free money bro. Loans? You are still thinking of a loan as something that has to be paid back. This was your first mistake, loans never have to be paid back, they are actually gifts. Housing only goes up. Why our favorite contributor posted just yesterday a fine example of SF prime RE that went for $________ over asking. Is this not proof enough of the new paradigm? What's not to like? "Buy" a house for $________ wait two years and get your $________ *0.85 tax-free. It's your money, and like magic the "loan" turned into your money. Just as in office space when Jennifer's character says "so you're stealing", and Ron Livingston’s character replies, "it becomes our money". Perhaps you would be better served getting a second or third job and buying some RE rather than continually failing to grasp the realities of the new paradigm.

___________
Sarcasm filter off.

11   DinOR   2006 Jun 2, 4:42am  

Surfer X,

LOL!

Yes, yes. Those "leftist leanings". I'll have to get on board with that new paradigm damn it! Those "new rules" for money I read about at Borders, yes, yes.

My favorite scenes from Office Space were when the geek dude is listening to rap music and getting down and then he sees a few "people of color" and frantically rolls up his window! Yeah, you're a bad ass dude!

The "copier demolition" scene is dear to me b/c when myself and two other guys went independent we came up with the scheme to "steal" the banks clients while at the Portland Grill. About $180 into the bar tab we were raiding the office (just across the street, had keys) by printing up the client data base and carrying it off in cardboard boxes! But it's O.K! I can talk about. Settled out of court and everything. We agreed to stop stealing from them just as soon as they agreed to stop stealing from us! Everyone was mutually dissatisfied. Pretty typical in brokerage firms.

12   HeadSet   2006 Jun 2, 6:03am  

If you think that Charity downpayment scam is bad, look what is going through congress:

At a Housing and Community Opportunity Subcommittee hearing held two days before H.R. 5121 was filed, FHA Commissioner Brian Montgomery pitched the administration's FHA Modernization Act, which he said would enable FHA to reach deeper into the pool of prospective homebuyers

This bill has the support of builders, bankers, NAR, etc. This FHA Modernization Act wants to "modernize" the FHA so the FHA can also use no downpayment, neg am type loans. Plus raise the limits.

I guess they just can't stand the fact that there are a few people (especially low income) out there who are not FB'd.

13   Peter P   2006 Jun 2, 6:06am  

I guess they just can’t stand the fact that there are a few people (especially low income) out there who are not FB’d.

I guess they just can't stand the fact that certain people have no business in homeownership and should be left alone (behind) completely. Do these communists even believe in the free market?

14   DinOR   2006 Jun 2, 6:11am  

Peter P,

Did you "sit" for this exam cycle, or are waiting for the next? If so how'd it go?

15   DinOR   2006 Jun 2, 6:14am  

Headset,

I can't believe we're even contemplating this. If we're giving away "free money" to illegals and people with FICO's below 500 who's gonna rent all that "income property'?

16   Peter P   2006 Jun 2, 6:16am  

Did you “sit” for this exam cycle, or are waiting for the next? If so how’d it go?

CFA Exam Tomorrow... :(

My chance of passing is about the same as a RE soft landing.

17   DinOR   2006 Jun 2, 6:25am  

Peter P,

Not by any means to put you in a negative mindset but most folks don't pass the exam the first time. So, no big either way. But you'll do well (especially b/c you're already have your CBA under your belt!) Used to be if you sat for CFP you could pass portions and retake the others next cycle. Last I heard it's an all or nothing deal.

18   HeadSet   2006 Jun 2, 6:30am  

DinOR,

Sadly enough, the renters in the near future will be the defaultees who bought during the bubble. The rent will be cheap alright, since the landlords will be guys with cash who will be able to buy those homes at post bubble pop prices.

I have seen this happen in Texas after the oil glut, and in Denver in 1990. It may be happening again in Denver now, that city has the biggest real estate price sine-wave anywhere.

19   DinOR   2006 Jun 2, 6:37am  

Headset,

Whoa! Yeah I hear ya, Denver's economy just seems to be detached from the rest of the country and I'm not sure why. I'm sure you meant it in jest but I just don't see a lot of "cash flush" investors waiting in line to impale themselves swooping in to pick up bargains. Especially apartments. Somehow between the condo conversions and the conversion back to apartments and the lawsuits that are sure to ensue most of the well healed will likely steer clear of what is certain to be a mess. IMHO.

20   HeadSet   2006 Jun 2, 6:55am  

DinOR,

I was thinking SFH, I never thought about apartments. Now that you mentioned them, I agree with you 100% on apartments.

But if there is a a glut of homes on the market (and if the prices fall), and a large mass of people looking to rent, it seems that a business opportunity comes into play for those with cash. (Horrible thought, what if they are a Chinese PLA investment group).

21   HARM   2006 Jun 2, 7:23am  

@Red Whine,

Yet another brilliant rant --thanks! My favorite part:
It’s called NEGATIVE cashflow because the only people who might suffer from it are NEGATIVE people who are AFRAID to liberate equity.

22   HARM   2006 Jun 2, 7:26am  

This is totally O.T., but I remember a discussion a while back about penny arbitrage (selling pennies for scrap metal when the cost of the metal used to make them --mostly zinc-- exceeds the value of the coin itself.

Check this out:
http://money.cnn.com/2006/06/01/news/newsmakers/penny/index.htm

Anyone know if public scrap metal/recycling yards are willing to buy pennies?

23   DinOR   2006 Jun 2, 7:27am  

Red Whine,

All those years of crunching numbers to calculate a bond's taxable equivelant yield have been wasted! I now see that. I see that I have been worshipping "false gods" and am ready to submit myself to total understanding, total devotion to the new paradigm! What a fool I've been.

24   DinOR   2006 Jun 2, 7:36am  

HARM,

I didn't realize there was a "penny lover's club". Also interesting to note that Zinc producing companies are charter members. I'd heard when I was a kid that a lot of the old gangsters had some of their money in gold bars which they kept in the "upper tank" of the commode in case there was a fire? Then there's the "fence post bank".

25   HeadSet   2006 Jun 2, 7:38am  

Let me see:

Selling FSBO - FOOL!

Renting Home - FOOL!

Paying off Mortgage - FOOL'S FOOL

Seems like Congress will have to enact a FOOL TAX. Only the FOOLS will have money.

26   HARM   2006 Jun 2, 7:47am  

I’d heard when I was a kid that a lot of the old gangsters had some of their money in gold bars which they kept in the “upper tank” of the commode in case there was a fire? Then there’s the “fence post bank”.

Wow, better let Surfer-X know about this. He should check for that before he performs his next "upper-tanker"!

27   HARM   2006 Jun 2, 7:50am  

If the zinc in pennies costs 40% more than the penny itself is worth, then why shouldn't I convert all my available cash to pennies and sell them to a local scrap metal dealer? Rinse, cycle, repeat.

I should become a zinc millionaire in no time, right??

28   DinOR   2006 Jun 2, 7:53am  

Headset!

Haven't you learned what Red Whine has so graciously shared with us (and you and I no more to he than Adam?)

Oh, my favorite psalm:

"Even underaged minors and vagrants"

Look for these to become part of our daily language shortly.

"Oh, I don't look at me home as in investment" or,

"We've never looked on our home as our retirement" or,

"I view my home as an investment in my lifestyle" With added emphasis on "lifestyle" as in, you wouldn't get it (low life). Translation?

We are so screwed.

29   DinOR   2006 Jun 2, 7:54am  

HARM,

After you've hung around X for awhile you'll never look at an upper tank the same way again!

30   edvard   2006 Jun 2, 8:01am  

Harm,
What's facsinating to me is that there are numerous instances of California and New York local publications scoffing at some of the what they view as "conflicting" information. I've even seen a few claim that reports of jobs leaving California, wages unable to support housing prices, and the expected decline in sales as nothing but the conservative media trying to basically attempt to topple poltical ( liberal) influence. I'm dead serious and thought it was strange because it is usually the conservative media blaming liberal medias for being inacurate. It's almost like the opponents of anything negative in CA economic futures are viewed as those who can't possibly be right since California is unfallable.

31   Peter P   2006 Jun 2, 8:05am  

Look at the Google Ads!

"Your own easy-to-manage real estate web site."

Perhaps we should become RE agents. 1 for every 52 Californians is not too bad. I can easily see a world in which there are 1 agent per person!

Perhaps I should skip CFA tomorrow and start taking RE classes.

32   DinOR   2006 Jun 2, 8:10am  

Peter P,

No! Don't do it!

33   FRIFY   2006 Jun 2, 8:36am  

Interesting NYTimes article on the Economic Zeitgeist...

http://tinyurl.com/lem5g

"A conviction of fairness..."

Lottery Ticket Baby Boomer: What's not fair about betting $500K of the bank's money and winning $300K? Oh you were too afraid to play? Sorry to hear that, but keep working at that job though - you'll make it up in 10-20 years at which point we'll tax the hell out of it to pay for my retirement...

Bah.

34   Randy H   2006 Jun 2, 8:37am  

I just stopped working on my revised Black-Litterman model and instead began working on my Realtor(r) website.

To think, I wasted all this time learning computer science, business, finance, economics, math and statistics. All along I could have just been selling houses and making an easy living. And with a leased Lexus, to boot!

35   Peter P   2006 Jun 2, 8:47am  

I just stopped working on my revised Black-Litterman model and instead began working on my Realtor(r) website.

How about a Randy-Peter model that shows that housing value cannot go down? We can start selling NAAVLPs to underaged minors. Can't afford that new playstation? We give you a loan!

36   Peter P   2006 Jun 2, 8:49am  

I just got a letter saying that I have been pre-approved for a HELOC. Looks like actually owning a home is no longer required for that.

37   Randy H   2006 Jun 2, 8:58am  

Yea, I get those still too even though we sold over a year ago. The funny thing is that my credit rating is apparently improving given that the last one I got was for 120% of the value of my last home. LOL.

Don't laugh about selling NAAVLPs to minors. I was thinking we could create a financial instrument, which we'll call a collective savings account to avoid NASD and all that unpleasantness, by which people can invest in the groups total return. The fund will be used to pay for 1%-3% down payments so people can get NAAVLPs on nice condos and starter homes. Then a their returns when they sell will go back to re-compensate the fund for future down payments. In just a few years everyone participating will own over 100% of their home's value. This will work perfectly because it always goes up.

You just have to recruit new members all the time, as your payout is based upon the number of people you recruit, and they recruit, and so on. Pure genius.

38   Randy H   2006 Jun 2, 9:16am  

Jon,

But to say that realtors are evil for putting a self-serving spin on the facts is like handing out speeding tickets at the Indy 500 or asking someone not to smoke in a burning building.

I am all about caveat emptor, and agree with your observations but for one important distinction in this particular case:

Realtors are making forward looking statements about something they are "selling" as an investment.

We have rules about such things, which everyone else selling investments has to abide by or risk fines and jail time. Realtors are selling "investments" much larger than most people will encounter anywhere else in their entire lives. Why do they get to make shit up when your stockbroker cannot?

I'm a free-market biased person. But consistency wins out over free market ideals. Either turn all investments loose on everyone with no regulation or bring Realtors under the same controls we have in place for everything else.*

If they want to sell a home to live in, raise your kids, and plant your garden. Fine. They can say anything they want. But the minute they start giving out financial advice they cross the line into territory that should be regulated.

--

*In reality I do not think investments and finances should be unregulated. The simple fact is that, like nuclear reactors and aircraft engines, financial instruments are complicated beasts which are truly understood only by people who study long and hard at learning lots of theories and skills. For this reason, asking someone to caveat emptor about investments is unrealistic.

39   Peter P   2006 Jun 2, 11:03am  

Why don’t we just put up a very fancy looking Center on Economics and Housing Trends and Policies website (unless that name is taken) and write our own articles?

How about...

National Association for the Advancement of Very Leveraged People (NAAVLP)

40   Randy H   2006 Jun 2, 11:07am  

I love it. I'll see if i can register some domains this weekend.

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