Connect with us

Financial

Practical prices

Realistic expectations yield real results on the real estate front lines

Published

on

Last weekend I toured two Capitol Hill homes with clients from out of town. The first was priced at $1.1 million and had been renovated nicely, but had no parking and only one full bathroom upstairs. It had an unfinished basement, and it also didn’t have a single closet in the whole house.

The second house literally backed up to the first: they shared the same alley for rear access. It needed a little work, but it had parking, a master bathroom en-suite, and a second bathroom upstairs, a separate apartment downstairs, plus almost all the original mouldings and hardware, including three pocket doors, for $949,000.

I knew the first home was overpriced without even seeing the second and when the agent asked my opinion, I was frank about my feelings. She tried to justify the price using other smaller, more expensive properties that, not suprisingly, were also not yet sold. She also mentioned that the current owners had put a lot of money in the renovation. Neither of these are justification for my buyers to overpay for the home, especially when there is another home with a better layout in virtually the same location for $150,000 less. At last, she conceded that the list price was set by the sellers and it “is what it is.”

I understand the thought process those sellers must have went through — I’ve been a seller many times myself and I see other sellers doing the same thing all the time. Seemingly sound strategies take hold in their heads, but end up ultimately wasting a lot of time and costing them emotionally and financially too. Some of these thoughts are:

“I’ll just price it higher than it ought to be listed, because you never know if someone will come in and really like it.”

“I put so much in the renovation that I couldn’t imagine taking a hit.”

“I won’t take a penny less than what I bought it for in the first place” or better yet: “I won’t take a penny more than what I bought it for plus what it will cost me to sell it.”

“I’ll price it higher so I can give myself some room to negotiate.”

These “strategies” are all invalid. A home should be listed at its market value, perhaps just a hair more, in order to sell. And the truth is, most homes are usually pretty easy to value. Even in D.C., where homes can vary in size, condition, layout and finish level in infinite ways on just one block, these variations can all be accounted for and used to adjust the estimate to find a valid range of possible sale prices. A good agent will perform almost the same research procedure that an appraiser would, with a little more leeway to adjust for their own hunches based on their market experience. This research involves searching past sales, using a price-per-square-foot as a basis, adjusting based on differences in size, finish, amenities and other considerations, and also comparing the home to others currently being marketed.

Once a range of values is found, I usually arrive at an average value for the suggested listing price. Of course, if the home has certain problems with it (poor view, awkward layout, iffy location, etc.), it will be priced toward the cheaper end of the price spectrum. A home with all the bells and whistles, no real problems and all the latest improvements would be at the top of the spectrum.

My suggested listing price is not necessarily the price we take to the marketplace, however. Sellers must buy into my research and understand the thought process so they can actually choose the listing price themselves. This is the point where the reality of the marketplace meets the fantasy of some seller’s expectations, for a bloody fight to the death. The thoughts I identified above rear up and challenge the cold, quiet numbers on the page that show the value without much emotion at all. Sellers dream of a fantasy buyer with so much money they don’t have to worry about overpaying. They wring their hands and fear their own self-deprecation for having bought an investment that may have lost some value. They think they can plan each step in a high-stakes dance with buyers to haggle to a higher sale value by shooting for the moon with the asking price.

In the end, no matter what the seller decides, reality will win.

If sellers let their fantasies and fears set the strategy, the listing will sit on the market for months, maybe even years. Agents will waste their time, resources and sometimes their reputations trying to sell a lousy deal and never collecting a commission. And worst of all, if the home ever does sell, it will undoubtedly sell for less than its true value because of the daily drop in value from the stigma of ever-increasing days on market.

If, however, the cold, hard truth of the value of their home sets in, sellers generally will sell quickly, with better terms, and sometimes even have competing offers.

So, to the seller of that million dollar mistake, look clearly in the mirror and see the reality that your home needs to have more bathrooms, a closet or two, a finished basement and parking before you can even think of listing higher than your neighbor’s, renovation or not. And to the other seller, kudos for not using an active comparable (overpriced) property as a basis for your own list price. But, you haven’t sold yet either, so it could be that your price was a little aggressive too.

To everyone else out there thinking of selling: whether you may sell for a profit or for a loss, you’ll only sell for the home’s actual value at the end of the day. A good agent will identify the value and any easy ways to increase it and market it to feature all its good qualities. But ultimately, it’s the seller who must understand the realities of the market and choose the listing price rationally without giving way to fears or fantasy.

David Bediz is a principal of the Dwight & David Group at Coldwell Banker Residential Brokerage. He is also on the Board of Directors for GCAAR, the Greater Capital Area Association of Realtors. He can be reached at 202-352-8456 or through dwightanddavid.com.

Advertisement
FUND LGBTQ JOURNALISM
SIGN UP FOR E-BLAST

Real Estate

Moving presents a chance to ‘clean house’

Leave some of the old you behind

Published

on

Moving is a good opportunity to shed the old and make way for the new. (Photo by Basilico Studio Stock/Bigstock)

One of the biggest headaches of the new home process is the actual moving part. By the time someone is buying a home, most people are beyond the “I just need a pickup truck, a pizza and a case of beer for my friends.” 

If that is still someone’s preferred way to move, that’s great. However, many people find they need a much more robust plan. It can also trigger a lot of feelings about items one owns, what to do with them, do they have too much, should I keep this memento that I never use? Etc. 

Moving is a chance for a person to “clean house” literally, figuratively, spiritually and energetically. A person can figure out which items they want to keep, and which need to go. As someone who recently moved across the country, I can speak to this experience. It’s also time for what people call “the fresh start effect.” This phenomenon, according to psychologists, can happen in little moments (like the start of a new work week) and bigger moments (such as moving from one home to the next).  

The fresh start effect offers these benefits often mentioned by psychologists:

  • Mental Accounting: Dates act as chapter breaks, letting you put past failures into a previous period.
  • Psychological Distance: You separate your flawed past self from your aspirational future self (“That was the old me”).
  • Optimism Boost: New beginnings clear mental clutter and increase your sense of agency and control

Does this mean that “the new you” will be the perfect version you envisioned? Probably not. We are humans. But it might mean you get a chance to “leave some of the old you behind” within the walls you used to live in, and now have a chance to have a new layout, a new décor, a new color pattern, new wallpaper, donate old furniture and books or magazines, throw out clothes you no longer use or fit in, and enjoy the opportunity to literally use the, “Does this spark joy?” method that was made so popular by Marie Kondo in her Netflix series.  

So, for all its hassle and headache, moving is a chance to shake off the “old you” and try on the new you, to incorporate the items you would like to keep and use more of, and shed the items, habits, and ways of thinking that you feel no longer serve you. 

I can speak to the experiences that several of my clients had when they moved from a previous residence to a newer one. It usually coincided with a change in relationship status, a change in employment, a change in family size, but sometimes it just seemed to correlate to a new attitude and perspective that the client was really hoping for. 

I have literally had clients come to me after the fact, in tears, that they were so happy they made the decision to move out of a situation that no longer served them, and move into one that felt like a much better fit. 

Change can be annoying and overwhelming at times, but usually most people come out the other side, not wanting to return to the way they were before. 


Joseph Hudson is a referral agent with RLAH. Reach him at 703-587-0597 or [email protected].

Continue Reading

Real Estate

With gas prices soaring again, a staycation is a good plan

Home can be your personal retreat and your own private resort

Published

on

Retreat to your own deck or backyard for an affordable, stress-free staycation. (Photo by Artazum LLC/Bigstock)

When airfare costs more than your monthly utility bill and a weekend road trip requires a second mortgage just to fill the gas tank, many homeowners are discovering an unexpected luxury: the staycation.

A staycation isn’t settling for less—it’s reaping the benefits of one of the biggest investments you can make: your home. Much more than a place to sleep, it’s your personal retreat, your gathering place and, with a little preparation, your very own private resort.

Whether you own a single-family home, a townhouse, or a condo, creating a memorable staycation starts with appreciating what made you fall in love with your property in the first place.

Start with a home refresh. Think about checking into a beautiful vacation rental. It’s spotless, organized, and inviting. You can recreate that same feeling by spending a day preparing your home before your staycation officially begins.

Clear away clutter, deep clean the bathrooms and kitchen, wash the windows, and put fresh linens on every bed – even if you’re not expecting guests. Fluff the pillows, light a favorite candle, and place fresh flowers on the table. These small touches instantly make your home feel more luxurious.

If your budget allows, hiring a professional cleaning service can be one of the best staycation perquisites you make. After all, vacation should begin the moment you wake up and not after you’ve spent the day scrubbing floors.

Treat your staycation like a real trip. Set away messages on your phone and out of office notices on your email. Skip unnecessary chores for a few days. Giving yourself permission to relax may be the most valuable part of the entire experience.

One of the greatest advantages homeowners have over travelers is private outdoor living space. Whether it’s a spacious backyard, a screened porch, a rooftop terrace, or a cozy condo balcony, these areas can become the centerpiece of your staycation.

Stringing lights and adding comfortable seating, colorful planters, and outdoor rugs can completely transform the atmosphere without spending thousands of dollars. Add a portable fire pit, a tabletop fountain, or a hammock, and suddenly your backyard starts competing with many resorts.

Host an evening cookout, organize a game night, invite neighbors over for dessert, or gather around the fire pit for conversation after sunset. These simple moments often become the memories we treasure most.

Inside, transform your family room into a home theater complete with popcorn and comfortable blankets. Turn your breakfast room into a morning coffee café. Designate a quiet reading corner where phones are prohibited. Create a spa-like bathroom with plush towels, candles, bath salts, and relaxing music.

One of the highlights of traveling is experiencing new food. Instead of dining out every night, create themed dinners inspired by your favorite destinations. Prepare homemade Italian pasta one evening, Caribbean grilled seafood another, or a backyard Texas barbecue over the weekend. For a touch of whimsy, dress the part.

Pair each meal with music and libations from the region and enjoy dinner outdoors whenever possible. Suddenly, your dining room becomes part of the vacation experience instead of just another place to eat.

Families with children can turn a staycation into an adventure by seeing their home through a child’s eyes. Set up a backyard camping experience with a tent, flashlights, and s’mores around the fire pit. Transform the living room into an indoor campground complete with sleeping bags and a movie under a blanket “fort.” Organize a backyard Olympics with relay races, water balloon tosses, scavenger hunts, or miniature golf using household items. 

Encourage children to plan a family picnic in the backyard or on the patio, choose a theme for a movie marathon, or help prepare meals inspired by countries they’d like to visit someday. The goal is to create experiences your children will remember long after summer is over.

Enjoy the amenities you already pay for. Condominium communities and many planned neighborhoods offer amenities that residents often overlook.

Swimming pools, fitness centers, tennis and pickleball courts, walking trails, clubhouses, grilling stations, and community gardens are designed to enhance your lifestyle. During your staycation, make a point of exploring everything your community offers. You may discover you’ve been living beside your own private resort all along.

Real estate professionals often talk about resale value, appreciation, and return on investment. While those things certainly matter, there’s another return that’s harder to measure: the enjoyment you get from living in your home every day.

You don’t need a boarding pass to recharge. You don’t need a hotel reservation to make memories. Sometimes the perfect getaway is the one you already own.


Valerie M. Blake is a licensed Associate Broker in D.C., Maryland, and Virginia with RLAH @properties. Call or text her at 202-246-8602, email her at [email protected] or follow her on Facebook at TheRealst8ofAffairs.

Continue Reading

Real Estate

When buying a home, it’s decisions, decisions, decisions

Keeping notes on the process makes for an informed purchase

Published

on

If you’re buying a home, take careful notes throughout the process. (Photo by Andy Dean Photography/Bigstock)

When looking to buy a home, there are lots of details to consider. Many of my clients would come to me and say, “Joe I want to buy a place, but I haven’t decided which neighborhood to buy in.” And the struggle was real. A few clients had everything decided from the color of the hallway walls to the cabinet handles and sometimes which three square blocks they wanted to look at. 

But other clients were occasionally looking at properties in areas as distinct as Union Market/NOMA, Brookland, Logan Circle, and then we would even go across the river to look at a property in Shirlington or the Van Dorn areas of Virginia, which all have their own unique flavor and characteristics.

Sometimes clients would tell me, “I only want to look in Mount Pleasant or Adams Morgan.” Or, “don’t even show me any properties west of this street or south of that street.” My job wasn’t to convince people where to live. It was to just take the parameters they set for me and find as good of a property in that zone as I could, coordinate the showings and, if necessary, offer the strategy.  

One can see that buyers often had more decisions to make than a seller. From a seller’s perspective, the house was where it was, and we just had to make the best of it. But working with a buyer could mean looking at five different neighborhoods, and then being a “thought partner” to help them figure out which were the top two or three areas they had seen, and then further distilling those down into what was available and weighing those options against each other. 

One house could have the dream bathroom but also be located six blocks further from a Metro stop, walkable shopping and dining, and “just too far away from my friends.” Another house could have all the neighborhood options a client was looking for, but was just not in turnkey condition, and would require an additional $30,000 of upgrades once purchased to make it into the dream home they envisioned.  

One activity I often asked buyers to do was to keep an active list in their heads of the properties they liked, and to keep a running rank of the top three. I often encouraged them to bring a notebook along on the journey where they could take notes and write down questions they thought of as they looked. It was an important decision, and sometimes the largest purchase of their lives. Why not take it a little seriously, and take notes? This could often help the buyer later when they felt it was time to decide.  

The point here is, keeping a notebook handy can sometimes help a person with what feels like an overwhelming process. It provides a space to explore how one feels, jot down important details to remember, and then use that to make an informed decision.  


Joseph Hudson is a referral agent with RLAH. Reach him at 703-587-0597 or [email protected].

Continue Reading

Popular