webinar: 2010 nar profile of home buyers and sellers highlights
DESCRIPTION
Webinar was held 12/9/10.TRANSCRIPT
2010 Profile of Home Buyers and Sellers
Jessica LautzDecember 9, 2010
Methodology
• Survey conducted with recent home buyers who purchased a home between July 2009– June 2010
• Seller information gathered from those home buyers who sold a home
• Mailed 111,004 questionnaires • Received 8,449 responses • Response rate of 7.9%• Names obtained from Experian
Home Buyers
Typical buyer:• 39-years-old• $72,200• 58% married• 20% single females• 12% single males• 8% unmarried couples• 35% have children in home
Who is buying today?
Share of First-Time Buyers
Who is buying today?
First-time Buyer: Repeat Buyer:30-years-old 49-years-old$59,900 $87,00048% married 68% married23% single females 17% single females15% single males 9% single males12% unmarried couples
4% unmarried couples
32% have children 37% have children
Why do buyers want to own today?
All BuyersFirst-time
BuyersRepeat Buyers
Desire to own a home of my own 31% 53% 10%
Desire for larger home 9 2 15
Change in family situation 8 7 10
Home buyer tax credit 8 13 3
Job-related relocation or move 7 2 12
Affordability of homes 6 8 4Desire to be closer to family/friends/relatives 5 1 10
Desire for a home in a better area 5 2 7
What homes are being sold?
Typical home purchased:• 85% of homes were previously
owned• 77% detached single family
homes• Built in 1990• 1,780 square feet• 3 bedrooms/2 full baths• More than half of homes
purchased were in the suburbs• Buyers typically moved 12 miles
Location, Location, Location
• Quality of the neighborhood • Convenient to job• Overall affordability of homes • Convenient to friends and
family • Quality of the school district • Convenient to shopping
Expected Tenure in Home
Importance of Commute Costs
Importance of Energy Efficiency
Senior-related housing
Share who purchased a home in senior related housing (among buyers over 50) 11%Type of Home Purchased:Detached single-family home 51%Townhouse/row house 9Apartment/condo in building with 5 or more units 13Duplex/apartment/condo in 2 to 4 unit building 9Other 17
The Search Process
First Step in Buying Process
All Buyers
AGE OF HOME BUYER
18-24 25-44 45-64 65 or older
Looked online for properties for sale 36% 34% 40% 36% 21%
Contacted a real estate agent 19 16 16 21 35
Looked online for information about the home buying process
11 16 13 8 4
Contacted a bank or mortgage lender 8 11 9 7 4
Drove-by homes/neighborhoods 7 4 5 10 12
Talked with a friend or relative about home buying process
7 13 8 4 6
Visited open houses 4 2 2 5 9
Frequency of Use of Different Information Sources
Usefulness of Information Sources
Length of the Search Process
Number of Weeks Searched
Where Buyer Found Their Home
Satisfaction With Buying Process
Method of Home Purchase
What do buyers want from real estate professionals?
Benefits Buyers Had When Using an Agent
All BuyersFirst-time
BuyersRepeat Buyers
Helped buyer understand the process 66% 80% 53%
Pointed out unnoticed features/faults with property 53 55 50
Negotiated better sales contract terms 42 43 40Improved buyer's knowledge of search areas 42 41 43Provided a better list of service providers 41 41 42
Negotiated a better price 34 34 34
Referrals Matter
• 57% used an agent that was referred to them or they had worked with before
• 65% would definitely refer their agent or work with them again—22% probably would
• 64% of home buyers contacted only 1 agent during their search process
Financing the Home Purchase
Median Percent of Home Financed
• 91% of home buyers financed their home purchase
• First-time buyers typically finance 96%• Repeat buyers typically finance 86% • Share of buyers who financed 100% of
their home purchase dropped from 23% in 2008 to 14% of buyers in 2010
Sacrifices
• Cut spending on luxury items
• Cut spending on entertainment
• Cut spending on clothes • Cancelled vacation
plans
Home Buyer Tax Credit
All BuyersFirst-time
Buyers Repeat Buyers
Used tax credit 71% 93% 48%
Did not qualify for tax credit 27 6 49
Was not aware of tax credit 2 1 3
Housing a Good or Bad Financial Investment?
All Buyers
Good financial investment 85%
Better than stocks 47
About as good as stocks 30
Not as good as stocks 9
Not a good financial investment 4
Don't know 11
Home Sellers
Typical seller:• 46-years-old• $90,000• 75% married• 16% single females• 6% single males• 3% unmarried couples• 40% have children in home• Typically lived in their
home for 8 years
Who is selling today?
Home Selling Situation
Why are sellers moving?
• Home is too small• Job relocation• Want to move closer to
friends or family• Neighborhood has
become less desirable• Change in family situation
(e.g., marriage, birth of a child, divorce)
Trade up or down?
• 55% purchased a more expensive home
• 51% purchased a larger home
• 57% purchased a new home
Selling Market Today
• Sellers typically received 96% of their asking price for the home
• 57% of sellers reduced their asking price
• 44% offered incentives• Homes were typically
on the market 8 weeks
Equity Earned in Home
TENURE IN HOME All Sellers Dollar value Percent1 year or less $37,626 17%2 to 3 years $0 0%4 to 5 years $6,000 3%6 to 7 years $17,000 11%8 to 10 years $35,000 26%11 to 15 years $49,000 40%16 to 20 years $79,100 78%21 years or more $108,300 152%
Median $33,000 24%
Satisfaction With Selling Process
Method Used to Sell Home
What do sellers want from their real estate professional?
• Help price home competitively • Help find a buyer for home • Help seller market home to
potential buyers• Help sell the home within
specific timeframe
Method to Market Home
All HomesListing on the Internet 91%Yard sign 79Open house 56Print newspaper advertisement 28Real estate magazine 25Other Web sites with real estate listings 25Direct mail (flyers, postcards, etc.) 16Video 12Social networking Web sites 5Television 2Video hosting Web sites (e.g., YouTube, etc.) 2Other 5
Buyer Side: Use of Information Sources
Referrals Matter
• 64% used an agent that was referred to them or they had worked with before
• 63% would definitely refer their agent or work with them again an additional 21% probably would
• 66% of home sellers contacted only 1 agent during their search process
FSBO Sellers
FSBO Experience
• Most cited reason for FSBO selling: – Did not want to pay a
commission or fee (38%) – Sold to friend or relative (32%)
• Most difficult tasks:– Getting the price right (23%)– Preparing or fixing up the
home for sale (18%)
FSBO Selling Market
All Sellers All FSBO
Seller Knew Buyer
Seller did not Know
BuyerAll Agent-assisted
Agent-assisted
only
First FSBO, then Agent-
assisted
Median selling price $190,000 $140,000 $139,600 $155,700 $199,300 $200,000 $168,000 Median (sales price as a percent of asking price)
96% 100% 100% 97% 96% 96% 93%
Percent who reduced asking price 57% 42% 23% 62% 59% 59% 62%
Where to Find Your Copy
Via the “Right Tools, Right Now” webpage:http://www.realtor.org/prodser.nsf/RightTools/ResearchTools?OpenDocument