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The Making of an American Farmhouse — Walnut Hill, Rockville VA

September 5, 2016 By Rick Jarvis

Periodically, you get smitten with a neighborhood, and Walnut Hill in the Rockville area of Western Hanover County tends to have that effect on people.

Walnut Hill is pretty close to what most are envisioning when they imagine a classic neighborhood in a rural setting. With extremely large lot sizes (most are between 8 and 25 acres) and the kind of gently rolling topography that brings to mind the picturesque farmland in the foothills of Western VA, the Walnut Hill neighborhood perfectly captures the imagery of what rural Americana should be.

Walnut Hill

If you have not been to Walnut Hill, you should go.

The neighborhood is a testament to the developer – they resisted the urge to take the path of least resistance and try to wedge as many lots as possible onto the site. By NOT trying to create maximum density, they ended up creating incredible spacing throughout the community that allows differing architectural styles to coexist peacefully with one another.

Walnut Hill does not ‘demand’ a specific style or size. Rather, it lets the land dictate the home. Within the neighborhood as it stands today, you see mostly traditional residential architectural forms (variations on colonial styles along with some ‘craftsman’ influences) and generally a quality material palette ensuring enduring physical structures. I think that any good design is cognizant of its surroundings and should compliment the existing homes.

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Creating the Home on Paper

Deep within every Realtor is both a frustrated architect and would-be builder.

So when we were presented with the chance to work with a builder with decades of Richmond home building expertise, WB Garrett, on conceiving a home in Walnut Hill, we jumped at the opportunity. Being involved from such an early stage is every agent’s dream, and one we wanted to make sure we took seriously.

Effectively, we were engaged with the ultimate question of ‘what should we build?’ Not just from a price and size standpoint, but in all facets — from architectural style and aesthetic to features to materials.

Several ideas were tossed about, mostly relating to style, but the concept of the ‘New American Farmhouse,’ seemed to speak to each of us. Rather quickly, we all agreed that should be the direction. We recognized that even within traditional forms were variations and departures that could work, especially in such a bucolic rural setting, and thus we chose to craft a modern version of the American Farmhouse to pay respect to the setting as well as the surrounding homes, while still introducing what the market demands.

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[ Download the Walnut Hill ‘Amercian Farmhouse’ Plan ]

So the team of home builder Bill Garrett of WB Garrett, Peter Fraser of 37 Ideas and Rick Jarvis, with One South Realty sat down and discussed the features and materials for such a home and with a little hope from our friend and film colleague, Kent Eanes, we were able to document the creation of the plan in such a way that will give the marketplace a peek behind the curtain of how homes go from ideas and concepts to paper and plans.

 

Using ‘Currency’ to Your Advantage

May 10, 2016 By Rick Jarvis

What do you think of when you hear the word ‘currency’?

Cash? Bitcoin? Dineros? Dollars? Sawbucks? Moolah? Dead Presidents? Pesos? C Notes? Shekels? Or my personal favorite, wampum? 

Currency

Currency is nothing more than a form of value that can be exchanged between parties. And while we generally associate currency with cash, currency can take on many forms. Time, risk, certainty, labor or other more conceptual versions of value can also be used as currency by a shrewd buyer or seller.

… often times, each side misses the opportunity to strengthen the deal for themselves by introducing other forms of ‘currency’ into the negotiations

So when I hear people talk about negotiating for a home, piece of land or other property, I almost exclusively hear them talking about price. It is unfortunate, as often times, each side misses the opportunity to strengthen the deal for themselves by introducing other forms of ‘currency’ into the negotiations.

So what do I mean by ‘other forms of currency’ in a real estate transaction?  Lets discuss.

Time

The first and most obvious most universally accepted form of currency is time. Our beloved bespectacled founding fatherly figure Ben Franklin once said (or so my 3rd grade teacher said he did) that ‘Time is money.’ Time IS money — provided it is leveraged correctly.

It amazes me when I see or hear one side of a transaction digging in on a time issue when they don’t have to. Typically, when a seller is trying to simultaneously sell their home and move to a new one, they have a time issue. And when an apartment dweller or someone else with time flexibility is trying to purchase and is inflexible on the possession date, they are costing themselves money and/or possibly even the chance to secure the home for themselves.

Figure out what currency you can offer cheaply that the other side values dearly, and you will come out ahead.

Offering a time-constrained seller the luxury an early settlement with some form of possession post-closing can mean the difference between winning a competitive bid and losing it. Similarly, accelerating inspection schedules (other contingency deadlines) to create a fully ratified contract or offering a floating closing date — this things help aid the seller in finding the home of their wishes — and everyone wins. 

A buyer can can either help or hinder the seller’s next purchase and the lesson is that while cash means the same to each of us, often times 30 days may mean a great deal more to one side than the other. Figure out what currency you can offer cheaply that the other side values dearly, and you will come out ahead.

Risk

Hand in hand with time, as a form of currency, is risk.

Real estate is typically a two-sided transaction. While it is easy to focus on only one side of the transaction, they are almost always related as selling one means buying another or moving out of one home means moving into another.

The younger crowd may not remember the epic board game, Risk ...
The younger crowd may not remember the epic board game, Risk …

So anytime there is a two-sided transaction (which is most transactions), each side carries varying degrees of potentially negative outcome if the transaction fails to consummate. A buyer spends money on inspections, loan fees, title searches, deposits and other items that are paid for well before the transaction closes. No closing = sunk costs. Similarly, a seller also experiences many of the same costs, especially if they are also buying and again (if the transaction does not close) they are left with not only the loss of any fees, but potentially subject to legal action for failure to perform under the terms of their contract to purchase the next home.

Needless to say, both sides carry risk, but often in different forms and quantity. So when one party who can potentially absorb risk (think of a tenant who can stay month to month) refuses to mitigate the risk for other side of the transaction, I see an opportunity lost to really strengthen a deal.

Paying attention to the Days on Market of a specific segment can lend guidance on how to best structure offers.

Comparing Offers

Imagine yourself as a owner who has a home under contract with a builder that will be ready in ‘about 90 days.’ Your current home is older, but in good (although not great) shape and probably needs some work. You put the sign in the yard and within a week, you have three offers, all from buyers who are currently renting an apartment:

  • Offer One — Full price with the seller putting 5% down, pre-approved by a local lender, who wants you to respond by tomorrow at 5 p.m. and wants to close in 60 days.
  • Offer Two — Full price with the seller putting 20% down. They have been pre-qualified by Quicken Loans, and want to close in 90 days, but needs 3 weeks for inspections due to travel. They have given you two days to respond.
  • Offer Three —  Is for $10,000 less than full price, but will close in 30 days and offer you a rent back for up to 120 days if you need to. They are pre-approved by a local lender and putting 10% down. They have given you two days to respond. Additionally, they will inspect the home within 7 days AND absorb the first $5,000 any inspection items found.

Which one would you choose? I know which one I would recommend to my seller to accept. While offering a marginally lower price, the third offer contains the most time-friendly and flexible terms to the seller (that they TOTALLY  needed) while still mitigating risk for both sides. Whatever agent recommended that final contract structure is a true pro and odds are wins a lot of bids for their clients (ok, that was how we structured a winning offer for our client in a competitive bid situation earlier this year, sorry to brag …)

‘Win-Win’ is Not Just a Cliche

‘Win-Win’ may sound cliche, but really provides the most durable framework for contracts. 

In a prior post, we talk about how a typical real estate contract is made up of 20 pages with only one paragraph dedicated to price. The remainder of the contract discusses terms ranging from timing to contingencies to inspections to personal property to title — each one of these clauses can and should be used to strike a deal that benefits both parties. ‘Win-Win’ may sound cliche, but really provides the most durable framework for contracts.

Think each deal through, strive to understand what currency each side can offer the other one — and don’t solely focus on price. While price is obvious important, don’t ignore the other terms. Your deal will be stronger, your risk lower and the likelihood of your transaction closing on time and as written and will skyrocket.

The Vacation/Second Home Market

December 1, 2015 By Rick Jarvis

The allure of a beachhouse is powerful. But beware ...
The allure of a beach house is powerful. But beware …

We recently had a past client ask us about buying a beach house. The question was basically this – ‘Is it a good time to invest in a vacation rental/second home property?’

The answer is ‘yes’ — but with a lot of caveats AND provided you understand the basics.

In full disclosure, we own properties that would fall into the second home/vacation rental category, and know many who do as well, so our recommendations and observations come from our own experiences and those around us.

The Good

Pricing

Pricing is down still substantially in many second home markets (not all, but many). While there has been some resurgence in pricing off of the 2011/12 bottom, it has not come back as strongly as primary home pricing has — making vacation properties, at least for the near future, acquirable at a discount from their heights of 2006/7.

Rates

Rates are still low, too … like looooooowwww. It makes the monthly carry more affordable than it ever has been.

Rents

Generally speaking, despite a blip during the depths of the crash, vacation rents have maintained a stable upwards trend in most markets. As income drives values in investment property (at least in theory), positive rent trends should have positive impacts on long term values.

Air B and B

The Air B and B topic deserves a lot more discussion that it will receive here, but suffice it to say, the ability to receive some income without paying the expensive management fees commanded by many vacation rental companies is potentially a game-changer for many.  Much of the AB&B story is yet to be written (legal, tax, liability) but stories are emerging about people doing well employing the AB&B model. 

The ‘Meh’

Loan Products

Despite low rates, the mortgage products that allow us to purchase 2nd homes/vacation homes require a larger down payment than primary residences. When you require more cash in up front, it does tend to shrink the buyer pool a bit. A smaller buyer pool means less demand … you see where I am going.

Additionally, some of the funky loan products that existed before the crash that made it a bit easier to acquire vacation/second homes have gone away, too. But all in all, a little stricter underwriting and some lower loan amounts might not be a bad thing in the long run, no?

Inconsistent Cash Flows

Unlike typical real estate investments, vacation rentals get the majority of the income for the property in in the high season. When you receive 80% of your yearly income in a 4 – 6 month window, it can make budgeting a BIG challenge.

Furthermore, the best time to do repairs (the off season) is when the bank account is the lowest. Budget discipline is a must.

Tax Treatment

A ‘Second Home’ and an ‘Investment Property’ are different animals in the eye of the IRS. The core issue is how much personal use you are allowed before the property becomes treated a second home versus an investment property. Consult your tax advisor as everyone’s tax profile is different (and if you need an excellent real estate tax advisor, we have one!)

The Bad

Maintenance

No one tells you about the maintenance when you buy a vacation property. Do yourself a favor, whatever the maintenance estimate is on the pro-forma, triple it … especially if in a salt water market. We buy a gas grill a year for our place in the Outer Banks. We also buy spoons (no idea why), wine glasses (Ok, I get that) and beach chairs at an alarming rate. Oh, and have to paint at a rate 3 or 4x of what a non-salt home requires. Just keep that in mind.

Management

An property manager in Richmond will take anywhere from a low of 5% to a high of maybe 10% of rents to manage an apartment complex. But in many vacation market, the fee is closer to 20%, especially in a weekly rental market. It makes an extremely big difference to the bottom line.

Other Factors to Consider

Value Swings

If you think that 2007 to 10 was a bad time for residential property values, you should have seen the fall in vacation markets. When disposable income drops (as it did during the crash), a second home quickly becomes a luxury you can do without. Value swings only really matter if you need to sell, but just be wary that it usually the time when you need to sell that prices tend to be at their lowest.

Distance

Each of has a difference in tolerance for travel. The ability to make a 3 or 4 hour trip each weekend is easier for some than others. Make sure that the property you own is within a distance that is tolerable both now and in the future as the novelty wears off quickly. If you are an easy traveler, then most of the Atlantic beaches are within reach. If you are more of an ‘hour-at-most’ type of traveler, look to the mountains, one of the closer lakes or one of the rivers of Eastern VA as your best options. Richmond is blessed with many great getaways 60 – 90 minutes from most parts of the Metro.

Your Life

So much of life is yet to be revealed (deep, eh?). When we bought our property in the OBX, we had two young kids and the ability to get away with far more regularity. We now have 3 kids and between travel sports, college, business and other commitments, our personal use of the home is pretty infrequent. So the takeaway is just to project out (as best you can) the ability to use the property personally and make sure that if life changes, it is still a smart investment in your portfolio.

Summary

In reality, the vacation/2nd home discussion requires far more in depth than is allowed for in a simple post. It can be one of the most emotional purchases you can ever make, but it really needs to be one that is extremely well thought out.

So if you want to discuss more about this market, we would be more than happy to share some our experiences.  And we also have several great Realtor contacts in many of the surrounding markets so we can help point you in the right direction for representation.

Sharing as a Strategy

October 31, 2015 By Rick Jarvis

2015 was a really great year for us.

From Humble Beginnings

When One South opened our doors in 2008, we were a mere 5 agents, supported by 1 dedicated staff member, in a orange -ish colored building on the edge of VCU (we decided it was the color of Velveeta.)  We were nothing more than equal parts blind ambition, blissful naivety and a cool logo.

1435 W Main St
The original One South World HQ located at 1435 W Main Street on the western edge of VCU … love that color!

We Are Growing Up in a Hurry

Fast forward today and we are 60 agents and staff in our new historic office renovation and with a satellite office at the Chesapeake Bay. In the last 2 years alone, we have nearly doubled in both size and volume. Imagine the little marks you make on a door frame to mark you child’s growth … and seeing them double in 24 months! Well, that is pretty much what we did.

But while sales statistics are neat, they are simply the measurement of getting more things right than you get wrong. And several years ago we decided to adopt a stance that I feel has been the main reason we have been not only able to grow, but to grow the right way with a great group of people.

Sharing as a Strategy

About 5 years ago, we made a decision to become a company that shares.

For as long as I could remember, Realtors (and their brokerages) hoarded information. MLS, our own database, was effectively behind a locked door and only the agents held the key. We doled out information, piecemeal, in order to protect our own existence. As long as we governed access, we would be in need, or so said the prevailing wisdom.

But this little invention called the internet changed the game for everyone involved – buyers, sellers AND agents. What we had for years, seen as proprietary information, Trulia and Zillow began to offer completely for free. Needless to say, it has changed the public’s relationship with us and our relationship with them. This disruption forced everyone in our industry to find another way to add value to the process short of acting as taxi service and opening doors. We had to step up our game and really make a difference.

Write It Down

So what did we elect to do? We simply decided to write down everything we knew. We wrote about neighborhoods. We wrote about valuation. We wrote about pitfalls and best practices and we wrote about techniques. We wrote about local issues and we wrote about national ones.  We decided that offering what we knew to the public allowed them to research us and see who we were, what we knew and most importantly, how we could help them make a better decision. We made the conscious decision to place our collective knowledge in the public domain for all to see. And you know what, we are glad we did.

You see, having information and knowing what it means are two different things. When you can demonstrate the value you bring to the process through offering your analysis, education and interpretation publicly, people recognize the important role you play. Hoarding information and keeping your analysis to yourself may have worked in 1990 … but it not a winning strategy any more.

2016 and Beyond

Know that as we close out 2015 and head into 2016, we plan on doing more of the same. We will continue to write short bits, philosophical articles and some extremely long exploratory looks at some of the complex topics that require a great deal of effort to break down properly.

Thanks for somehow being connected to One South. We hope to continue to serve you for quite some time.

Quick and Dirty Real Estate Math

September 24, 2015 By Rick Jarvis

Time is money—no question that that is about as cliché as it gets. But it also happens to be true, especially in real estate. That’s why the ability to do a “quick and dirty” analysis of a transaction is absolutely critical. If you abide by some basic “rules of the game,” you can quickly identify the bad deals from the good and reduce your exposure to mistakes.

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Here are some of those rules of the game that experienced Realtors use every day:

The New Home Premium

This one is a must for builders—whether they’re pricing homes for sale or gauging whether to purchase buildable lots. Certainly construction costs are a fundamental input to pricing, but a good builder always has an acute sense of a given market’s desire for new housing over existing housing. Put another way: how much will a buyer pay own a new home versus an existing one? If a relatively similar brand-new home and a 10-year-old home are both priced at $400,000, a buyer will almost always choose the new one. But can the builder charge more for the new home—and how much? $20,000 more? $40,000?? $60,000??? This is what we had to figure out when we were pricing the Citizen 6 Project on Floyd Avenue and the Tribeca Brownstones in Randolph.

Homes in the Citizen 6 infill project were both tricky to price and tricky for the appraisers.
Homes in the Citizen 6 infill project were both tricky to price and tricky for the appraisers.

But understanding how tocalculate this premium isn’t useful just for builders. A buyer is better equipped if he or she understands this calculation as well. Depending on the age of the home, the location, and the number of new homes available, a new home premium can fall anywhere between 7-20 percent (read more about thing you should know when building a home.) In neighborhoods that are somewhat starved of new homes, the premium can go even higher. On the other hand, if an existing home is still pretty new—say, fewer than three years old—the premium will shrink. This can help in areas that might have lots of new housing nearby.

The ‘Lot to Improvement’ Ratio

The ratio of “lot to improvement” is really the percentage of the total value of the property that belongs to the land. Stated another way, how much of the TOTAL value of a property is in the land and how much is in the house? In the Richmond metro area, land value usually hovers between 20-30 percent of a property’s total market value…meaning that a home whose price is $500,000 is built on a lot whose value is roughly $100,000 to $150,000. Naturally, this is not a fixed ratio. A home’s age and neighborhood quality will affect this ratio. But when you’re talking about a consistent type of housing in a relatively young neighborhood, perhaps around 20 years old, this measurement is pretty reliable.

A distribution showing the age of homes across the region. Kinda cool, no?
A heat mapped distribution of the age of homes across the region. Kinda cool, no?

Before you make this a true rule of thumb, understand that it’s a hyper-local calculation. Different regions can have radically different ratios for any number of reasons. Look at the Washington, DC, metro area: land value approaches 50 percent in many neighborhoods. In the Outer Banks, especially along the ocean, you’ll see ratios climb even higher. Interestingly, Charlotte, with a much larger population than Richmond, has remarkably similar ratios as Richmond.

When is this ratio useful? Well neighborhoods where there are spot lots still lingering, creating a building opportunity in a mature area. It can also be useful when deciding whether or not to build or buy an existing home or in understanding likely appraisal values when building a home outside of a typical subdivision (rural areas, mixed-use areas, or mature infill areas.)

Tear downs, also known as “pop-a-top,” can really benefit from this ratio because of a lack of comparable sales.’ As populations continue to surge upward in urban areas, there is a scarcity of new housing. Some suburban builders have sought to massively upgrade existing homes closer to city centers to maximize the value of the land upon which they sit. Builders can combine the Lot to Improvement plus New Home Premium to arrive at the new value of a renovated home.

$X per $1000

When you hear someone saying $5 per thousand or $7 per thousand, they are generally computing a mortgage payment.

If you look at a 30-year mortgage, monthly P&I payments will land pretty closely to the interest rate times the number of thousands borrowed. It might be clearer seeing the numbers in action: a 30-year mortgage of $300,000 would be $300 x 5, or $1,500. That’s not that far from the actual figure, given that something close to today’s rates puts P&I on $300,000 at 5% at $1,443. If you want to add in for taxes and insurance, bump the interest rate by one point and recalculate. If a borrower secured a $300,000 loan at 5%, the P&I + T&I (remember to add one to the 5%) would fall somewhere around $1,800.

(Want a sense of current mortgage rates, you can find them here…)

These calculations can be most useful with less experienced home buyers in the earliest stages of buying a home. It’s not a perfect technique and won’t work in all cases. But it does work in many and can give the borrower a decent idea of what monthly tab will be to own a particular home. Be careful to adjust upwards for loans where mortgage insurance is involved or for loans with amortizations less than 30 years.

Cash Flow, Down Payment and Break-Even

The rules of any game are certainly debatable, but I can’t imaging I’d get much of an argument on this one:

If you can buy a property with no money down and break even, it’s probably a nice deal.
If you can buy that property with 10 percent down and break even, we would probably call that a market value deal.
If you’re putting up 20 percent or more and still only breaking even, you might want to rethink that purchase (unless there is another angle to the investment)

I see this all the time on property brochures: “Cash Flow Positive” and I find it personally offensive. Every income property is cash flow positive if you can make a big enough down payment. Come to the table with the entire purchase price in cash—wow, you are going to see some positive cash flow (and hopefully you noticed the sarcastic tone.) What buyers really need to know is how much cash it takes to make the property flow…for the reasons stated above.

You have to be aware of this metric when you’re investing in real estate. In almost every case, what you’re really seeking out is return on your equity, or cash. Every real estate investor should have his or her own investment criteria—and if you don’t, it’s about time you started putting them together—which will influence the preferred types of investment options (multifamily, single family, land, net leased investments, and so on). Bottom line is the value of the rents relative to the value of the property should make sense (this is also known as the CAP Rate or Capitalization Rate.)

So before you go signing any contracts to buy, understand exactly how much cash will be coming to you every month, and what kind of cash you have to put up to generate that flow.

Expense Ratio

The expense ratio is the cost of utilities, taxes, all your insurances, and repairs/maintenance that a property will incur relative to gross rents. It won’t come as any surprise that older properties generally have higher ratios than newer ones. Same goes for assets with more tenants.

A six-unit apartment building in the Fan renovated in 1984 might shoulder a 40+ percent expense ratio compared to gross rents. Across town on the South Side, a newly renovated 22-unit property with new windows might be closer to 25 – 30 percent.

This ratio is critical when you’re putting a seller’s financials under the microscope. If you come across a seller touting a 25 percent expense ratio on a 1920s-era multifamily building, be very, very suspicious. Alternatively, an owner of a garden-style apartment complex might overstate expenses by coding maintenance items incorrectly as capital expenditures. Good investors will see that, and possibly use it as leverage.

Other Metrics to Know

There are a few other metrics (or inputs) that good agents pay close attention to. While they can’t stand on their own to evaluate a property, they can, when combined with the rules above, help provide an ever more accurate picture of what’s at stake. I have seen sharp, savvy agents agents be dead right on a transaction analysis without ever putting pen to paper. How? They understand extremely well everything we’re talking about here.

All good agents, investors, and developers will be well acquainted with these inputs (and the 2016 answers):

Construction Cost per SF – Today, it will run about $70 – 80/SF to build a basic home and more in the lower $100’s/SF for a home with a decent level of finishes (this does NOT include land cost.) If your builder is spending north of $160/SF+ on materials and labor (NOT including land) then you had either be buying a neo-classical version of the Taj Mahal or you need to take a timeout and start asking some serious questions.

Current CAP (Capitalization) Rates – When looking at institutional-grade properties, most investors are looking at a Cap rate somewhere around 6 percent. Basic apartment properties trading anywhere between 6.5-8 percent. Lower grade apartments—history of collection problems, serious restoration issues—will certainly trade higher, anywhere between 9-13 percent.

Current Mortgage Rates—Despite all the mortgage shenanigans of the early oughts, mortgage rates are still historically amazing. Good credit risks can get 30-year money below 5 percent. Adjustable rate mortgages can be for north of 3 percent. (October 2015.) If you want to know more about how interest rates are priced, read this.

Residential Rental Rates per SF (quoted monthly) – Rental rates in the Fan and Museum District are anywhere from about $1.00-1.25 with Downtown properties receiving closer to $170-1.80 per foot in rents. The counties run closer to $1.00/SF mostly due to larger home sizes.  When an apartment owner has a new property and includes most or all of the utilities, this number may reach (or exceed) $2.00 per foot in smaller apartments.

Market Values per SF (sometimes referred to as $/SF or “price per foot”) – Suburban Richmond prices per foot for brand-new construction run from a high of about $185/SF (Nuckols Road corridor) to about $170/SF for new homes along Robious Road. If you’re willing to look at moderately older properties, say 1990s, thos will trade for between $110-140/SF depending on locale. And, of course, properties in the more historic areas, such as the Fan, the Museum District,and Near West End will trade between $180 and 240/SF.

Conclusion

The rules I’ve discussed certainly aren’t set in stone. The real estate market is constantly evolving. So the smart investor has to evolve too and keep an eye on everything. If you’re diligent, you will be in the ball park far more often than not. And if you’re evaluating a property whose numbers aren’t working, that doesn’t mean there isn’t value there. But you’ve got to do some more work.

Ultimately, these “rules” are guidelines. They will give you some immediate insight, but they’re not a substitute for in-depth analysis and hard work. Over time, they will likely become second nature, and you’ll save time and quite a bit of money.

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