Real Estate and "Priced for Perfection"

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The stock market has a phenomenon where a company's stock is "Priced for perfection." It may sound nice, but "priced for perfection" is emphatically not a good thing. It's where the stock price of a company has been bid up so much that only if absolutely everything goes the company's way is it going to be a good investment. If anything doesn't fall the company's way, their stock will prove to have been overpriced because the income stream will then not support the stock price at current market levels. In a nutshell, an analyst who tells you a stock is "priced for perfection" is telling you that it's very likely you'll lose money in the short term, and even if it's a good solid company the time to buy is not now.

Real estate has a similar phenomenon. Real estate agents aren't stock analysts, so I've never heard someone else use the phrase in this context, but it's very similar to the stock market phenomenon of the same name. I saw a property a few days ago that brought the concept to mind more strongly than any other I've seen recently.

The first thing that leaped out at you was that this property was a work of art. Someone had put a huge amount of money and labor into this property. The kitchen was almost brand new, well laid out, and had pretty much every amenity or convenience I can think of. The floors were all beautiful. The back yard pool needed to be resurfaced, but the entire thing was laid out beautifully for entertaining. The front bedroom had been converted to a very functional and attractive office. Both bathrooms were gorgeous and modern. The electrical was wonderful. Even the garage had been done up with a dozen or so tall cedar (cedar!) storage cabinets.

But the more I thought about it, the less I liked the property. First off, it was a tiny house with tiny rooms on a tiny lot - it was only the fact it was vacant that prevented it from driving this point home on the level of a ball-peen hammer between the eyes. My clients were talking about moving walls to make it more livable, and with everything they thought of, I immediately had a reason why they didn't want to do that, relating to either eventual sale value or severely impacted livability in the meantime. You literally could not do anything to improve the house without adversely impacting something else. My clients were hung up on how gorgeous the whole thing was "But this room is small and we want it bigger" and I had to explain that you could get the room by taking it from the kitchen or garage. If you take it from the kitchen, there goes that beautiful kitchen you love and the family area goes away. If you take it from the garage, you lost half those storage cabinets you love. Want to expand the master? Same trouble. The Second bedroom? There goes a third of that yard you love, and all that's left is a small ring around the pool. There simply was no room. The current owners had done literally everything that could be done.

Then there was the matter that the neighborhood was in such a condition as led me to believe it had seen better days, and this was the smallest house on the smallest lot. The investment potential in such circumstances is limited, to say the least. The house was priced with a premium for how beautiful it was now - but new appliances get old, beautiful surfaces do age, and entropy will take its toll. The more I thought about it, the more strongly I was against my clients buying it. The only thing in favor of buying it was the same thing in favor of buying any residential property right then - the generally low price condition of the market in general.

The entire effect was a property that just oozed the "I'm beautiful! Buy me!" vibe that works so very well on the majority of middle class buyers. And if it was a "forever and ever" house where you just wanted to live there exactly as it was, and didn't care about how much your heirs get after you die, there would be no reason not to buy it. But such buyers are exceedingly rare. I can think of one such set I've had in the last three years, and the people I was with weren't them, so as I explained the property's shortcomings to them, I kept going back to what their Plan was, which included likely moving again in a few years.

Lest you misunderstand, it was neither a Misplaced Improvement nor a Vampire Property. It was in excellent shape; the only repair bill I could see coming was resurfacing the pool. And the neighborhood supported its value just fine, thank you. No, the neighborhood wasn't beautiful, but it was decent, and everywhere you looked were bigger properties on bigger lots. If they weren't so exquisitely cared for, they still supported the value of this property just fine. The problem with this property was precisely how beautiful it was, which made it attractive to Mr. and Ms. Middle class, and therefore quite likely to bid the sales price up and considerably over the real value of the property. Future value appreciation would be limited to general market increases, less the effects of time on all of the beautiful surfaces that are freshly installed now, less the effects of what looks like a neighborhood that is on a gradual downslope relative to the general market.

Would I have pointed any of this out if I were the listing agent? Are you out of your mind? When listing, my responsibility is to get the highest price for the quickest sale and the fewest issues. If I were the listing agent, I would have pointed out all of the beautiful areas and exquisite craftsmanship, and kept my mouth shut about how small it was and how their plans to move this wall or that would adversely impact everything else. That's the listing agent's legal duty, it's good business and it's even fair, honest and ethical dealing.

In this case however, I was acting on behalf of the buyers, so I had an obligation to talk to my clients and save them from being seduced by the property, or at least enter into the relationship with their eyes open. If on sober reflection they had wanted to make an offer anyway, I certainly would have done so, but it's the buyer's agent's legal duty to point out and explain any downsides they see to a property. That many alleged buyer's agents fail in this is not an excuse for me to do so. It's also a crucial difference between a discount agent who rebates a percentage of their commission and a real buyer's agent. I saved my clients a lot more than the entire agency commission by talking them out of this property; something a discounter would never do. Not to mention that they would have been miserable the entire time they were in the property. Which means I may not get paid for my work that day, but when I do get paid, I will have earned every penny before they even see the property they eventually do buy, by keeping them out of this financial disaster waiting to happen. It will happen to someone - but not my clients.

This is one more illustration of why you want a good buyer's agent, and why you want to sign a non-exclusive buyer's agency agreement. A bad or discount agent will never spot this problem, and if you don't give them the security of knowing you're willing to keep working with them as long as they do a good job, there's no incentive for even the good agent to mention it. I would have told them anyhow - what's right for my clients is right for me, period. But it shouldn't be news to anyone that there are agents who will keep quiet about such things if you're only asking them to show you one property. Find a Good Buyer's Agent and be willing to sign the standard non-exclusive agency contract. It really does protect you.

Caveat Emptor

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About this Entry

This page contains a single entry by Dan Melson published on July 12, 2022 7:00 AM.

Mineral Rights: They Can't Sell What They Don't Own was the previous entry in this blog.

Why Sellers Should Counter All Reasonable Offers is the next entry in this blog.

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