A New Perspective Can Increase Your Client List

Realtors should look at their clients, not just in terms of buying and selling their personal residences, but also in terms of being real estate investors. You think your clients do not have enough cash to invest in real estate? Think again. Did you know that you could invest IRA, Roth and 401(k) accounts in real estate? Your clients probably do not know this.

Consider asking every client these three questions:

1. Are you interested in buying real estate as an investment?

2. Did you know that you could invest your IRA in real estate using a self-directed IRA account?

3. Do you want me to forward information to you on investment properties?

Before I became a commercial realtor I asked my stockbroker and my accountant, "Can I invest my IRA in real estate?" Answers ranged from "no" to "it's possible but incredibly difficult". Being a real estate investor for years, I was always unhappy with these answers but was not willing to give up. After years of searching I discovered that yes, you can invest your IRA in real estate and soon was investing my own, and my clients' accounts, in various real property purchases.

Being the bearer of good news is always a good thing. Letting people know that this is possible is bound to raise interest in your services and increase your client contact. This is such good news, I've discovered, that people cannot wait to tell their friends about the possibility of investing IRAs in real property as opposed to the stock market. Dissatisfaction with securities due to market instability, mutual fund indiscretions and unscrupulous CEOs has caused everyone to look for alternatives and leaves the door open for you to bring other investment choices to your clients.

You probably have questions, such as:

How does investing IRAs in real estate work?
IRA accounts can be transferred from traditional IRA custodians to self-directed IRA custodians and invested in all kinds of real estate as well as notes, private placements and more. The IRA funds stay in an IRA account and there are no tax consequences if investments are done correctly.
Is it legal? Has the IRS changed the IRA law? Why hasn't anyone told me about it before?
Yes, investing in what you decide to is legal. Consult the IRS IRA FAQs to see what they have to say about real estate in IRAs (www.IRS.gov). The law has not changed, the IRS does not recommend or endorse any type of in-vestment. The investment of IRAs in real estate has been allowed from the very beginning of the IRA. You probably don't know about this because stock brokers make their living selling/buying stock and earning commissions on the trades. Why would they want people to know they could invest in real estate?
How can this information be useful to me?
Would the opportunity to tap into commissions based on IRA investments in addition to your standard transactions appeal to you? There is almost $3 trillion in buying power currently held in IRAs, the majority of which is held by customers who don't know they can invest it in real estate, at least not until you tell them! As a real estate broker you can also benefit in terms of your own retirement because of your access to properties at whole-sale. Also, consider how many more people you can market your listings to.

How can I learn more about investing IRAs in real estate? Your first stop should be finding a local self-directed IRA administrator. You can find continuing education classes as well as publications that can help you learn more. Increase your commissions by increasing the scope of your business. Include clients' IRAs as part of your business. Use the three questions in newsletters, your web-site, ads and whenever you meet a client. Be the bearer of good news and your clients will love you for it.

Catherine Wynne, President of Entrust New Direction IRA (newdirectionira.com) has extensive personal experience as a real estate investor and syndicator and is recognized regionally as an expert in the IRS rules for IRA investment. .

“Know When to Hold’em – Know When To Fold’em”

Market Update Saturday June 25th, 2011 6:00 am ET
 By John Sauro

That old Kenny Roger’s song says it best. “Know When to Walk Away and Know When to Run”

Mortgage Bonds seem to be trapped between support and resistance, as there were no gains today despite falling stock prices.
Mortgage rates, which move lower when Bond prices move higher, saw no change.  The 4% coupon finished unchanged at 101.25.  The yield on the 10-yr note hit a 2011 low of 2.87%.  For those of you looking to time locking into a low interest rate, my advice is to lock in now.  Rates can move higher a lot faster and a lot more than they can move lower.

Right now rates are near the bottom of their six month range.  So, you may save an extra $29 in the monthly payment if you hold out for .125% better in rate, or it can cost you $149 more in the monthly payment if rates move up by .625% on a $400,000 loan. 
Take a look at Feb 7th to Feb 8th on the chart below.  In that one day the Bond lost 116 Basis Points.  That correlates to an increase of .625% for the 30 year fixed rate mortgage, as mortgage rates move about .125% for every 22 basis point move in the Bond price.
And believe me; banks raise their rates faster than they lower them.

Gamblers look at the odds. Would you gamble $149 to make $29 on a game you don’t fully understand?
I watch this game all day, every day, I’m pretty good at it and I wouldn’t make that bet.
If you’re a gambler, know when to place your bet, but know when to walk out of the casino.
 

Lower Jumbo Loan Amounts

Fannie Mae and Freddie Mac, the private mortgage lending entities under government conservatorship, are set to reduce their maximum conforming loan limit from the current $729,750 to $625,500 on October 1st.
Some lenders have already reduced their loan limits to $625,000.  So if you need a loan amount in excess of the new limit, I suggest you get moving ASAP.
Economic News

This weeks Fed meeting left the Fed Funds Rate unchanged and the Policy Statement was about the same.
Fed Chairman Bernanke acknowledged the slowing economy and revised their 2011 GDP lower to 2.9% from the earlier forecast of 3%.  The Fed acknowledged “frustratingly slow” pace of job growth, stating the unemployment rate will average 9.6% to 8.9% in the 4th quarter of 2011…higher than the previously forecasted 8.4 to 8.7%.

Jobless Claims post a surprise gain, rising 9,000 to 429,000. Estimates called for a decline of 1,000.
Existing Home Sales continued its downward trend for the sixth month in a row in May as weather and financing problems weighed on the market, according to the National Association of Realtors.  Sales of previously owned homes fell 3.8% to a seasonally adjusted annual rate of 4.81 million in May, the lowest since November.

New home sales fell 2% in May after a 6% increase in April.

Economic trouble puzzles Fed chief, too

By PAUL WISEMAN and MARTIN CRUTSINGER, AP Economics Writers Paul Wiseman And Martin Crutsinger, Ap Economics Writers Wed Jun 22, 5:57 pm ET
...

WASHINGTON – The economy's continuing struggles aren't just confounding ordinary Americans. They've also stumped the head of the Federal Reserve.

Fed Chairman Ben Bernanke told reporters Wednesday that the central bank had been caught off guard by recent signs of deterioration in the economy. And he said the troubles could continue into next year.

"We don't have a precise read on why this slower pace of growth is persisting," Bernanke said. He said the weak housing market and problems in the banking system might be "more persistent than we thought."

It was the Fed chief's most explicit warning yet that the economy will face serious challenges next year. For several months, he had said the factors working against economic growth appeared to be "transitory."

The Fed cut its forecast for economic growth this year to a range of 2.7 percent to 2.9 percent from an April forecast of 3.1 percent to 3.3 percent. It also cut its forecast for next year to a range of 3.3 percent to 3.7 percent from an earlier 3.5 percent to 4.2 percent. The Fed also said unemployment would stay higher than it had expected earlier.

In a policy statement issued at the end of a two-day meeting, the Fed blamed the worsening economic outlook in part on higher energy prices and the earthquake and tsunami in Japan, which slowed production of cars and other products.

But at a press conference afterward, the second of what the Fed says will be regular question-and-answer sessions with reporters, Bernanke conceded the economy's troubles are more puzzling and potentially more long-lasting than a pair of temporary shocks.

The Fed announcement, at 12:30 p.m., had little effect on the stock and bond markets. Bernanke began speaking at 2:15, and stocks started falling at about 2:30, when he acknowledged that some of the economy's problems could linger into next year. The Dow Jones industrial average closed down 80 points for the day.

The Fed's statement Wednesday stood in contrast to the Fed's more upbeat view when officials last met, eight weeks ago. At that time, the central bank said the job market was gradually improving.

Since then, the economic news has been gloomy. The government reported that the economy grew at an annual rate of only 1.8 percent in the first three months of the year. It isn't expected to grow much faster in the current quarter. The economy added 54,000 jobs in May, far fewer than in the previous two months. Consumer spending has weakened, too.

The bad economic news is taking a political toll on President Barack Obama. For the first time this year, an Associated Press-GfK poll found that fewer than 50 percent of respondents believe Obama deserves re-election. Obama's overall approval rating fell to 52 percent in the new poll. It had risen as high as 60 percent after the U.S. raid last month in Pakistan that killed Osama bin Laden.

The new Fed statement acknowledged a slowdown over the past two months. "They see the weakness," said Bruce McCain, chief investment strategist at Key Private Bank. "You can hear their concern about economic weakness despite their hope it is likely to be temporary."

The Fed stuck to its plan to bring an end this month to a program to help the economy by buying $600 billion in government bonds. The Fed also intends to keep short-term interest rates near zero "for an extended period," a phrase it has been using the past two years. Though the central bank noted that inflation has risen, it expects that to be temporary as well.

The Fed has kept rates at ultra-low levels since December 2008. Abandoning the promise to keep them there for an "extended period" would be viewed as a signal that the Fed is preparing to raise interest rates. Many private economists think it will be another full year before the economy has recovered enough for the Fed to do it.

Economists looking for clues to the Fed's next move didn't get much help Wednesday. "There's no obvious hint of tightening here," said Jim O'Sullivan, chief economist at MF Global. "There's no hint of new easing."

The bond-buying program has been controversial. Supporters say the bond purchases have kept interest rates low and encouraged spending. Low long-term rates make it easier to buy homes and cars and for companies to expand.

They also argue that those lower rates fueled a stock rally. Since Bernanke outlined plans for the program last August, the Standard & Poor's 500 index is up 24 percent. Lower rates made stocks more attractive to investors than bonds, whose yields were falling.

The average rate on a 30-year mortgage has stayed below 5 percent for all but two weeks this year and was 4.5 percent last week. But low rates haven't helped home sales much. They fell in May to the lowest level since November.

Critics, including some Fed officials, saw things differently. They warned that by pumping so much money into the economy, the Fed increased the risks of high inflation later.

THE 2011 WESTCHESTER REAL ESTATE CONFERENCE

The Westchester County Association is a proud sponsor of

THE 2011 WESTCHESTER REAL ESTATE CONFERENCE

Date: Wednesday, July 13, 2011
Time: 2:30 to 6 pm
Location: 1133 Westchester Avenue, White Plains, NY 10605
special thanks to RPW Group

The Westchester Real Estate Conference promises to be a terrific half-day of informed conversation, valuable insights, and unparalleled networking.

Includes a Networking Cocktail Party following the panel discussions

Click Here to Register for $75.00 per person (up to 3)
Click Here to Register for $60.00 per person for groups of 4 or more
or
Click here to Register via fax or mail

For more information, please visit: http://events.scheinmedia.com/newyork.php

WHO SHOULD ATTEND?

  • Real Estate Brokers
  • Real Estate Developers
  • Commercial Builders
  • Economic Development Officials
  • Government Agencies
  • Educators/Colleges
  • Architects
  • Landscapers
  • Attorneys
  • Financial Institutions
  • Transportation Officials

As Renters Grow in Ranks, Options and Affordability Shrink

The number of renters spending 50% or more of their income on housing and utilities is at an all time high, according to a recent study.

By: Claire Easley

Rental housing is home to 38 million U.S. households today, according to the National Low Income Housing Coalition (NLIHC). While households can choose to rent for a variety of reasons, for many of these Americans, it is a matter of economic necessity.

The average renter wage in the U.S. is estimated to be $13.52 per hour, according to "Out of Reach," a recent study conducted by NLIHC. Not only does such a wage fall short of what is generally needed to buy a home, but it is also falling increasingly short of what it takes to rent even a modest apartment.

The number of renters spending more than 50% of their income on rent and utilities, a situation defined as a severe cost burden, is at an all-time high, according to a recent study conducted by Harvard University’s Joint Center for Housing Studies (JCHS). The study, titled "America’s Rental Housing: Meeting Challenges, Building on Opportunities", reports that more than one in four renters, or 10.1 million Americans, faces such a burden. That number has grown by 2.6 million over the past decade. An additional 26% of renters spend between 30% and 50% of their income on rent and utilities, meaning that more than half the country’s renters face at least a moderate cost burden.

“If you are a person working a low-wage job and are spending 50% or 60% of your income on housing, you will have no room for error, no room for catastrophe, no room for savings, and certainly no ability to think about plans for retirement,” said Sheila Crowley, president and CEO at NLIHC, during a press call announcing the findings of "Out of Reach."

And it’s not just the lowest paid workers that are being affected. “In the last decade, rental housing affordability problems went through the roof,” said Eric Belsky, managing director of the JCHS and an author of "America’s Rental Housing." “And these affordability problems are marching up the income scale.”

Harvard’s study found that although severe housing cost burdens are more concentrated in the bottom fifth of the household income distribution, during the past 10 years, the number of renter households in the next two higher quintiles that faced a severe housing cost burden grew by one million. There were also increases among lower-middle-income and middle-income renting households paying between 30% and 50% of their income on housing and utilities. “In real terms, it means more people have less money to spend on household necessities such as food, healthcare, or savings,” Belsky said.

No Safe Havens

According to the NLIHC’s report, the national average for a fair-market rental studio apartment is $712 per month—$9 more each month than what the average renter could afford, using the generally accepted standard of housing affordability as 30% of a household’s monthly income.

And while a studio might suffice for one person, single-person households only account for two in five renters, NLIHC reports. Widespread perception holds that renters are young, but the Harvard study found that 46% of heads of renter households are between the ages of 35 and 64, prime years for households to have children living at home.

Nationally, the fair-market rent for a modest two-bedroom apartment is $960 per month, according to NLIHC. That rate would leave a minimum wage worker just $68 per week for all other expenses, explains Danilo Pelletiere, research director and chief economist at NLIHC. A renter would need to make $18.46 per hour to make that average rent affordable.

However, “just as there is no national temperature, there is no national housing market,” Crowley pointed out. And in many areas of the country, the situation is much worse.

In Hawaii, the most expensive state to rent in, a household must make $31.08 per hour to make a modest two-bedroom apartment affordable. However, the state’s estimated average renter salary is $13.65. At minimum wage, a household would need 4.3 full-time jobs to make a two-bedroom apartment affordable, "Out of Reach" reports.

In fact, Wyoming is the only state in the nation where a household would not need more than one full-time job at a given state’s average renter wage to be able to afford a two-bedroom apartment at fair-market rent, according to NLIHC.

Affordability problems were found across urban, suburban, and rural areas. Even in Clay County, Ky., the most affordable county in the nation according to NLIHC, a household would need to earn more than $8 an hour to make a two-bedroom apartment affordable at fair-market rent. Meanwhile, minimum wage stands at $7.25. “There is no haven for low-income renters,” Pelletiere said.

Renters with high housing cost burdens have little left to pay for other necessities such as food, clothing, and healthcare,” a fact sheet reporting the Harvard study’s findings states. “On average, severely burdened families spent 71% less on transportation, 52% less on clothes, 52% less on healthcare, and 37% less on food than those living in affordable housing.”

Growing Demand, Diminishing Supply

The need for rental housing is expected to grow dramatically, with the number of U.S. households that rent their homes increasing to 42.6 million by 2020, according to the Harvard Joint Studies report.  

“The housing bust and Great Recession have pushed up the share and number of renter households,” the study reported. “With millions of homeowners delinquent on their mortgages, further increases in the renter population are likely. Owners that have gone through foreclosure are especially likely to remain renters for a number of years to come.”

Unfortunately, just when it seems to be needed the most, the country’s rental stock is disappearing, with low-cost rentals fairing the worst.

Between 1999 and 2009, 6.3% of the country’s rental stock was lost, equating to 2.4 million lost units, the Harvard study found. The decade saw a permanent removal of 12% of low-cost rentals, twice the loss rate of units renting for between $400 and $799 and four times the loss rate of units renting for $800 or more.

And while rent increases paused during the recession, the study reports that they are on the rise again, according to a survey of rents among professionally managed apartments.

The Message for Builders

While rental housing usually calls to mind massive high-rises built by large-scale developers, the Harvard study reports that “more than half of all rental units are in small structures, including single-family homes, properties with two to four units, and manufactured homes.”

In fact, the majority of new apartment construction caters to the higher end of the rental market. In 2009, the median asking rent for a new, unfurnished apartment was $1,067, compared to $808 for all rental housing, the Harvard study reports.

For builders looking for practical solutions, Pelletiere has a litany of suggestions, including mixed-income developments, inclusionary zoning provisions setting aside affordable units, and building at different densities.

He also emphasized the importance of something many builders are focusing on already: using building technologies to build more efficiently. Since construction costs are a major determiner of rent prices, Pelletiere argues, “to the extent that we utilize that technology to build more efficiently, that should lower rents.”

Claire Easley is senior editor, online, at Builder.

  • From: BUILDER 2011