Information for sellers Archives

What Buyers Look for in Central Virginia Equestrian Properties

Virginia Equestrian property — Equestrian property in Central Virginia

If you’re preparing to sell a horse farm or equestrian property in Central Virginia, the most important thing to understand is this: equestrian buyers do not evaluate property the same way traditional residential homebuyers do. Most buyers of horse farms will look at the land, barn quality, fencing, water, pastures, arena, and riding setup before they notice cosmetic finishes in the home.

That does not mean that the home doesn’t matter. It does. But for many horse property buyers, first the property must be safe and practical for their horses. A beautiful kitchen will rarely make up for poor pasture layout, overgrazed paddocks, unsafe fencing, or a barn that will require major repairs.

This creates a clear opportunity for savvy sellers. If you know what actually appeals to these buyers, you can focus on how they actually make decisions in order to prepare the property better, price it more accurately, and market it in a way that is targeted to attract the strongest buyers.

Why equestrian buyers think differently than traditional homebuyers

A typical residential buyer often starts with the house itself: layout, kitchen, bedrooms, updates, schools, and commute. Equestrian buyers are buying a home and a functioning horse property. Function will often outweigh finishes. That changes the decision-making process.

Most horse property buyers are considering questions like:

Can this property support the number of horses I plan to keep?
Is the layout safe and efficient?
Will I need to spend a lot on fencing, drainage, or barn repairs?
Is there enough usable land for turnout and riding?
Do trailers have easy access?
Does this setup suit my discipline, goals, and day-to-day management requirements?

Utility often outranks appearance. Buyers may accept an older home or barn if the property is well-maintained, functional, and set up correctly for their horses. On the other hand, an attractive property may struggle if the infrastructure for the horses is lacking.

The first things buyers notice when they arrive

First impressions matter with any listing, but with horse properties, buyers start evaluating the moment they turn into the driveway.

Access and approach

One of the first things horse property buyers notice is how easy the property is to access.

They are paying attention to:

Road frontage
Visibility from the road
Driveway width
Turning radius for trucks and trailers
Gate access
Whether larger rigs can enter, park, and leave easily

Equestrian buyers will notice immediately if a property feels awkward for hauling. Even if they currently do not own a large trailer, they are considering future use, service providers, hay delivery, farrier visits, and vet calls.

First impression of the land

Buyers also immediately evaluate the property overall for signs of usability and maintenance.

They notice:

Pasture condition
Mud and bare spots
Weed overgrowth
Fence condition
Types of pasture grasses
Fence condition
Water presence
General cleanliness and neatness

When the overall property looks maintained, it suggests that the horse setup has been well cared for. A property that looks neglected with deferred maintenance raises the possibility of hidden costs.

Overall layout

Horse buyers think about how the property functions as a whole.

They are looking at the relationship between:

Barn
Paddocks and pastures
Arena or riding area
Trailer parking
Equipment storage
Manure management
Hay storage

A practical layout matters. If the property feels inefficient, cramped, or unsafe, buyers will factor that into their decision. Flow between house, barn, turnout, and arenas impacts functionality.

Acreage matters, but usable acreage matters more

One of the most common mistakes an equestrian property seller makes is assuming that the total acreage tells the whole story.

An equestrian buyer cares more about usable acreage than about total acreage.

What horse farm buyers mean by usable acreage

Usable acreage includes land that is:

Easily accessible
Relatively dry
Appropriate for pasture or turnout
Safe for horses
Functional for the intended purpose
Flat vs steep ground
Relatively clear

For example, 15 acres with good pasture, strong fencing, and functional layout will appeal more than 30 acres with steep slopes, woods, wet ground, or inconvenient access.

What buyers evaluate in the land

When viewing equestrian property in Central Virginia, buyers often assess:

Amount of flat vs sloped areas
Open pasture vs wooded acreage
Drainage
Pasture quality
Shade and shelter
Condition of high-traffic areas
Whether it is already divided into paddocks, and the number and size of the paddocks
How the land will support future horse use
Will the land accommodate the required number of horses
Convenience of the paddocks to the barn

Sellers of Central Virginia horse properties should be careful not to overstate what the land can do. Experienced horse property buyers will quickly recognize when the acreage sounds more functional in marketing than it is in person.

Barn features horse farm buyers in Virginia care about most

For many equestrian buyers, the barn is their highest priority. They are not only looking for charm. More importantly, they require safety, practicality, and condition.

Stall count and stall size

Buyers want to know:

Number of stalls
Stall dimensions
Stall floors, are they matted
Stall layout
Ventilation
Lighting
Materials and construction

A barn with fewer stalls but a better design may be more appealing than a larger barn with poor airflow or an inconvenient layout. Different stable layouts may appeal to different equestrian disciplines.

Tack, feed, and storage areas

Storage and ease of organization may matter more than many sellers of equestrian property expect.

Buyers often look for:

A practical tack room; heated and cooled is a plus
A dry feed room
Secure storage
Space for supplies and equipment
Hay storage that is convenient for daily use and space to store enough hay for the number of horses

If those spaces feel cramped, damp, disorganized, or unsafe, buyers may anticipate the expense of immediate upgrades.

Wash stalls and utility features

Not every buyer requires a wash stall, but it is an increasingly expected feature.

They may value:

Hot and cold water access
Wash stall drainage
Grooming areas
Cross ties
Utility sinks
Convenient frost-free hose access
Washer and dryer
Full or half bath
Automatic waterers

These details may not carry the same importance as fencing or land quality, but may be expected at certain price points.

Condition of a Central Virginia horse farm often matters more than age

An older stable can still attract buyers if it is functional and well maintained.

Buyers notice:

Roof condition
Siding
Aisle condition and flooring
Electrical quality
Ventilation
Structural integrity
Deferred maintenance
Footing around the barn

If it is obvious that repairs are needed, buyers immediately start estimating cost and will adjust any offer accordingly. Or may decide to pass on the property altogether.

Fencing is one of the strongest value signals for equestrian buyers

Few features signal horse readiness more than fencing. The quality of fencing affects safety and expense. Poor fencing presents an immediate obstacle to the sale of a Central Virginia equestrian property, while good fencing reinforces value.

What buyers are evaluating

Buyers look at:

Type of fencing and perceived safety and maintenance
Visibility
Deferred maintenance
Secure gates and latches
Does the fencing match the likely buyer profile and equestrian discipline
Are the paddocks logically laid out?
Are fields and paddocks cross-fenced

Buyer may be less focused on whether the fencing is visually impressive and more focused on whether it is secure, safe and practical for their particular type of horses.

Why fencing influences value perception

Fence replacement can be expensive. If buyers believe that they will need to replace large sections of fence, that will affect their overall perception of the property.

Even if they are not aware of replacement cost, they may interpret poor fencing as an indication that other parts of the property infrastructure will also require work.

Riding infrastructure that adds buyer appeal

Not every equestrian buyer is looking for the same setup. Some want a private hunt box for a small number of horses. Others want room to train, teach lessons, board, or ride consistently on their own property. A breeder will need a totally different layout.

At the same time, riding infrastructure can increase the majority of equestrian property buyer interest when it is functional and well maintained.

Arenas

If a property has an arena, buyers want to know

Indoor, outdoor, covered
Dimensions
Type and quality of footing
Drainage
Maintenance required
Seasonable usability

A well-maintained arena can be a major draw. A poorly maintained arena may still have potential, but buyers will consider the cost of making improvements. Just like preparing the home for sale, a freshly dragged arena that is free of weeds will contribute to a Central Virginia horse farm making a good impression.

Round pens and training areas

Additional riding and training features can provide broad appeal, particularly for equestrian buyers who need flexibility in training practices or daily exercise.

Useful features may include:

Round pens
Designated schooling spaces
Separate turnout and work areas
Rideable fields or open flat areas
An outside course of built-in jumps

Trails and rideout

Some Central Virginia horse property buyers are focused on recreational riding. Those buyers will especially appreciate trail access and rideability. Depending on the availability of trails on your horse farm, the availability of nearby rideout can provide an advantage.

They may value:

On-property trails
Nearby bridle paths
Proximity to the hunt country or county parks with trail systems
Safe quiet roads
Open areas suitable for hacking outside the ring
Ability to hack to the hunt meets

The more details that a seller of a Central Virginia horse farm can provide outlining the use and equestrian features offered by the property, the more likely the marketing is to target potential buyers.

Water, drainage, and land management questions buyers often ask

Land management, including water and drainage issues, can be deciding factors in the sale of a Virginia equestrian property.

These may not be the most glamorous parts of the property, but experienced buyers will carefully evaluate them since they impact horse health as well as ease of maintenance and operational costs.

Water

Buyers often ask about:

Wells – number and what they serve, gallons per minute
Hydrants – number, locations, frost-free
Water line locations
Automatic waterers – in fields and barns
Trough set-up
Reliability and convenience of water access in barns and pastures
Are streams, ponds, and creeks fenced off

A property stands out that offers ease of daily horse care.

Drainage and mud management

Poor drainage is a major negative on a horse farm

Buyers will notice:

Mud around gates
Mud around water troughs
The condition of the barn entry
Water runoff
Arena drainage
Erosion
Saturated low spots in paddocks and pastures

If the property has known drainage solutions or improvements, providing that information can help reduce uncertainty.

Land management and maintenance

Buyers will also want to understand what is involved with maintaining the property.

They may inquire about:

Pasture rotation
Seeding and fertilization
Brush and weed control
Manure disposal
Field and pasture mowing
Maintenance schedule
Availability of a local farmer to assist with mowing
Does the property receive land use tax breaks
Is the property under conservation easement, or would it qualify

Providing practical information strengthens buyer understanding and confidence.

The house still matters, but the horse set-up usually comes first

Even a highly focused horse property buyer still wants a comfortable, functional home that works for their family. And they may even value luxury appointments. The major difference is that the home is only part of a larger decision, rather than the primary deciding factor.

What matters in the home

Most horse property buyers still care about:

Overall condition
Cleanliness
Liveability
Updated primary systems
Functional layout
Maintenance level, no deferred maintenance
Does the home comfortably accommodate their family
Proximity of the home to the barn
Existence of an apartment or secondary dwelling for a farm manager or stable help

Where the seller of a Central Virginia Equestrian property may misjudge value

Some sellers invest heavily in upgrades to the home and ignore repairs to the horse features that matter more to the target buyer.

For example, a renovated luxury kitchen may not compensate for unsafe fencing, a leaking barn roof, or overgrazed pasture. That does not mean that home upgrades and improvements do not have value, but rather that seller preparation should focus on the items that an equestrian buyer will prioritize.

What Central Virginia equestrian buyers may value specifically

A Central Virginia horse farm attracts a mix of horse property buyers, which includes hobby farm buyers, private horse owners, recreational riders, professional riders with lesson or training businesses, and breeders.

Therefore, local context matters.

Features that matter in this market

Privacy and rural setting
Balance between seclusion and convenience
Access to equestrian communities, trainers, shows, trails, farriers, and equine veterinarians
Distance to feed stores and tack shops
Commute time to towns such as Charlottesville, Richmond, Lynchburg, or Washington, D.C.
Mixture of hobby farm, private-use, and performance buyer requirements in Central Virginia

Why local marketing when selling a Central Virginia equestrian property matters

Horse property buyers in Virginia are usually comparing one specialized property against another across several areas of the state, not just browsing general listings with acreage.

It is important for the marketing to clearly explain:

Land use and associated tax breaks, if available
Barn layout in detail
Equestrian amenities
Access, particularly for trailers and large rigs
Infrastructure – barns, outbuildings, arenas, equipment and hay storage
How the property functions for horses

Generic real estate descriptions miss the details that matter most to horse farm buyers.

Red flags that can turn equestrian buyers away

Even an interested buyer will be turned off if they see indications that the farm requires immediate major repairs.

Common red flags include:

Unsafe or damaged fencing
Overgrown pastures
Mud resulting from poor drainage
Barns with deferred maintenance
Difficult trailer access and no trailer parking
Poor paddock layout
Water concerns
Overgrazed paddocks
Overstated usable acreage
Misleading photos
Pricing based on emotion rather than current market facts

The property does not have to be perfect in order to attract buyers. But horse farm sellers do need to understand what problems buyers will notice and how those problems are likely to affect perceived value.

How horse property sellers can prepare before listing

Preparing an equestrian property for sale does not just involve cleaning up. Instead, it is key to make the property easy for the right buyer to understand and trust.

Improve horse feature function first

Before putting your Central Virginia horse farm on the market, sellers should concentrate on addressing the issues that buyers will notice immediately.

This includes:

Repairing fencing and painting if needed
Clearing trailer paths and grading farm roads
Improving the appearance of the farm and barn entrances
Addressing any drainage issues
Organize tack, feed, and storage areas
Remove cobwebs in barns
Remove or spread manure
Mow fields and weed at fence lines
Grade and drag arenas

Compile useful property information

Well-prepared sellers make it easier for buyers to understand and become comfortable with the property.

Helpful materials include if available

Survey and plat
Acreage details such as number and size of paddocks and fields
Barn specifications, number and size of stalls
Fence and paddock information
Arena dimensions and type of footing
Well and septic details, including county permits if available, and maintenance records
List and dates of improvements
Ages of barn and house roofs
Utility information
Basic maintenance history

This information can reduce buyer uncertainty and improve confidence.

Market the property specifically for equestrian buyers, not just for acreage buyers

Photos and listing descriptions should highlight functionality for horses, not just the property’s beauty. Have photos of the barn and horse amenities at the front of the listing. Equestrian buyers do not want to be required to scroll through 20 photos of the home before seeing the barn.

A horse farm seller will want to highlight:

Barn layout
Interior and exterior pictures of the barn
Fencing
Pasture setup
Riding areas and arenas
Access points
Equipment storage
Property flow
Drone videos and aerial photos are important to show the layout and flow of the property.

A standard residential listing can omit the very features that equestrian buyers want to see. It is crucial to speak to the equestrian buyer, not just to general homebuyers.

Pricing strategy is important with equestrian properties

Pricing a horse farm or equestrian property is not the same as pricing a residential home with more acreage.

Buyers are not only looking at square footage, bedroom count, and architectural details. They are also comparing:

Usable acreage
Barn and property functionality
Stall count
Arena quality
Fencing
Water availability and setup
True horse readiness. We talk about a home being move-in ready, but is the farm also move-in ready for your horses?

This is what comparable sales need to reflect equestrian or farm property value whenever possible, not just nearby homes on acreage. It may be necessary to extend the search to a larger area in order to get the closest comparables.

If a seller prices only on the home features, they are likely to miss what the buyer is actually valuing. Instead, a seller who prices based on equestrian property utility and current market demand places his property in a stronger position.

It helps to work with an agent who understands horse properties

Equestrian properties benefit from specialized positioning.

An agent who is experienced with listing and selling equestrian properties and horse farms can help sellers:

Identify the features equestrian buyers care about
Price the property based on function, not just appearance
Build listing remarks around horse farm value, speaking to the equestrian buyer, not simply general homebuyers
Show the layout clearly through photos and marketing
Understand how niche marketing matters with specialized properties
Can market and sell unique properties
Target the right buyer pool and can speak to the horse property buyer in “their language”
Anticipate buyer questions about land, barns, fencing, and use
Showing strategy for rural and farm properties

Bottom line

Buyers for Central Virginia equestrian properties want safe, functional, and well-maintained equestrian properties with safe, usable land and practical horse infrastructure that works in real life.

The house still matters. Presentation and making a good first impression matter. Pricing matters. But when selling a horse property, buyers will often make their final decision based on how well the property works for their horses.

Sellers of horse farms in Virginia who prepare their property for the market with consideration of these priorities will position their farm to attract serious buyers and stronger offers.

Frequently asked questions

How many acres doe buyers want for a horse property in Central Virgia?

It depends on the buyer’s goals, number of horses, and more about how much of the land is actually usable, and set up for horses.

Does an arena add value to an equestrian property?

It can, especially if it is functional and well maintained. Buyers usually look at size, footing, drainage, and usability. An arena with problems may offer potential, but buyers often account for improvement costs.

What king of fencing do horse farm buyers prefer?

Preferences vary, but most buyers prioritize safety, visibility, and condition. Secure, well-maintained fencing generally creates a stronger impression than fencing that looks patched together or neglected.

Do equestrian buyers care more about the barn or the house?

Many buyers evaluate the horse setup first, especially if they are actively shopping for a horse property rather than a home with acreage. The house still matters, but the horse infrastructure often carries more weight early in the decision.

How should I prepare my horse property before listing?

Start with the features buyers notice most: fencing, pasture presentation, drainage, trailer access, barn condition, and overall organization. Then gather useful property details and market the property based on function, not just appearance.

Home » Information for sellers

No Need To Make Common Mistakes

A successful home sale, considered by many owners, is to maximize their proceeds in the shortest time with the least inconveniences. Just because it is a seller’s market doesn’t mean that homeowners can shortcut some of the steps that make it happen and they certainly need to avoid commonly made mistakes.

Pricing too high

Low inventory and high demand have contributed to the rising prices of homes. NAR reports that the median sales price is up 17.8% in the past year and CoreLogic recently released data that July set new record growth of 18% year over year. This might give sellers a false sense of security about overpricing their home

Pricing a home too high initially can limit activity, attract the wrong buyers and ultimately, cause the home to realize a lower price than optimum. There is an interesting dynamic that takes place when there is a shortage of homes to show, and a new home hits the market. Buyers, who have been in the market but not purchased yet, will rush out to see the home. They are familiar with what homes are selling for and possibly, have even lost bids on one or more.

These savvy buyers expect certain amenities based on the price of the home. They can tell if a home is priced right or not.

Failure to do Market Preparation

There are people who will buy a home that is not pristine and does not have everything in good working order, but they usually will not pay top dollar for the home. They recognize the money that needs to be spent and will adjust the price accordingly.

To command the highest price, the home needs to be spotlessly clean with everything working as it should be. The home needs to be depersonalized to appeal to the broadest group of people. The clutter needs to be removed so it isn’t distracting or give the impression that the rooms, counters, or closets are small.

It is important to evaluate if painting is necessary along with replacing floor covering, appliances and/or light fixtures.

Thinking the agent doesn’t matter

Market time is down to 17 days and 89% of homes are sold within a month. These statistics might be used to rationalize that an agent is not currently playing an important role in the home but that would be a mistake.

Nine out of ten homeowners use an agent, and the four most important reasons were to help sell the home within a specific timeframe, help price the home competitively, help seller market the home to potential buyers and help the seller find ways to fix up home to sell it for more money.

Being present during showings

It may not be convenient, but sellers should try to leave the home when it is being shown. Buyers like to look at the home freely and ask questions or point out things to their agent. Sellers may have the best of intentions, but they have not established rapport with the buyer and don’t really know what is causing the questions.

Not letting your agent negotiate for you

The role the agent plays as third-party negotiator is one of the most important things an agent does for a seller. It begins long before buyers even make an offer. The protocol is for the buyer’s agent to go to the listing agent with the question and if necessary, they can ask you and get back to the buyer’s agent.

Buyers and sellers have inherently different objectives. Sellers want the highest price and buyers want to pay the least. Sellers want the terms of the contract in their favor and the buyers want them to favor them. Buyers want lots of contingencies to let them out of the contract and sellers want the fewest possible contingencies. Sellers want the most earnest money and buyers want to put up the least possible.

Agents are skilled at negotiation not only because of training but also experience. Sellers’ experience is usually limited to personal transactions separated by years in frequency. Agents see multiple transactions in their daily business and can guide people through difficult areas.

Not responding to offers in a timely manner

Normally, an offer can be withdrawn, at any time, up until the point that it is accepted. The expression a bird in the hand is worth two in the bush reminds us that the offer you have is real and the ones in the bush, may never come to fruition.

A common situation occurs when there is large amount of activity on the home and an offer comes in quickly. Instead of negotiating on that offer, the sellers wait to see if any better ones are received. By waiting, the seller runs the risk of the buyer changing their mind.

Alternatively, in the same situation described, the seller may decide to put the home on the market on Saturday morning and let prospective buyers know that they will be deciding on all offers received over the weekend on Sunday evening.

Your agent is a valuable part of selling a home who can offer advice, bring perspective to the transaction, and suggest different ways to help you achieve your goals. Once you have the right agent, everything else will start to fall into place.

When a Home Appraisal is Low

Lisa Sturtevant, Chief Economist for the Virginia Association of Realtors, has recently given us an overview of various market conditions affected by low home appraisals.  Can a low appraisal derail home buyers?

A home appraisal is an evaluation of a home’s market value based on comparable recent sales and sometimes recent listings in the neighborhood. Appraisals are required by a lender to protect both the lender and the buyer and to help to ensure that the buyer is not borrowing more than the home is worth.  

In hot housing markets, like the one we have been in for nearly a year, it can be challenging to accurately appraise the value of a home. Different appraisal values and below-offer appraisals can be confusing for home buyers and sellers and can sometimes prevent a successful transaction. 

Different Methods, Different Values
An appraisal is typically conducted by a licensed real estate appraiser at the request of a lender or borrower. Appraisers generally use data on the prices of comparable homes sold in the last three or six months, or sometimes over a longer period. However, in fast-paced markets, where prices are rising rapidly, looking back at past home prices might not be a good indication of current values. It is important in this busy housing market that appraisers are not only using data on closed sales, but are also using data on pending sales and listings.  

Automated valuation models, or AVMs, have been a popular way for consumers to get an immediate assessment of their home’s value. These AVM values can also sometimes be used in refinance applications. AVMs collect data from multiple listings services, along with data from public records, to compare recent sales and list prices and generate a value for a particular home.  

There are differences in the methodologies in these AVMs, including the types of data used, how frequently the data are updated, and the number of comparables used in the estimate. These differences in data and methods can result in different home value estimates. (I plugged my home address into five different AVMs, and the difference in estimates was more than $100,000.) Because the housing market is so fast-moving, it is important that the data they use are updated very frequently. 

These public-facing AVMs are popular with consumers, but they can also provide misleading information and result in disappointed (or pleasantly surprised) homeowners when a licensed appraisal is produced. 

Appraisals Below Offer 
In this frenzied housing market, bidding wars and offers over list are common. When the home appraises at the contract price, the deal can go off without a hitch. However, appraisals below offer can throw up a roadblock to the purchase.  

While there are stories about buyers losing out due to a low appraisal, the data suggests that it is very uncommon for low appraisals to completely derail a transaction. According to Fannie Mae, an estimated 8% of appraisals came in below offer price in 2017. Zillow estimated that 10% of deals that fell through in 2018 did so because of a low appraisal. More recently, the National Association of REALTORS® reported in August 2020 that appraisal issues accounted for less than 1% of real estate transaction issues. 

Despite the fact that appraisal issues seem to be relatively uncommon, homebuyers that are worried about a home not appraising have increasingly been waiving appraisal contingencies in their offers. Nationally, Redfin estimated that about 20% of winning home offers last summer had waived the appraisal contingency. According to a survey of Virginia REALTORS®, in March 2021, 37% of REALTORS® said that it was very common for buyers to waive the appraisal contingency to make their offers more competitive. For some buyers, waiving the appraisal could be problematic down the road. For others, including those using an FHA or VA loan, an appraisal contingency is not an option.  

Helping Buyers and Sellers When Appraisals Come in Low 
There are several steps REALTORS® can recommend to buyers and sellers if an appraisal comes in lower than expected: 

REALTORS® should remind clients that AVMs are not meant to serve as a formal appraisal and that for most transactions, a lender will require an appraisal from a licensed real estate appraiser. 

Appraisals should include data not only on recent sales, but should also take into account homes that have recently gone under contract and homes currently listed for sale. The fast-paced market means that home prices six or even three months ago are not necessarily a good indicator of current home values. 
Buyers, sellers, and lenders can request a review of the appraisal to see if there were any inaccuracies in the analysis. 

If the appraisal comes in below an offer, buyers could have the option to increase the down payment to make up the difference or take some of the money set aside for a down payment to close the appraisal gap. 
It is also possible that a low appraisal is a sign that the offer price really is above the home’s true value and that the smartest thing for the buyer to do is to step away from the deal and move on to the next home. Having a REALTOR® who can provide sound advice on market conditions will be a tremendous value to buyers in this situation.



*Information as of 07/21/21

Sad Real Estate Story That Keeps Repeating

Ask any real estate agent and they will tell you a similar sad story. The seller, whose home just hit the market, received an offer which was less than the list price, but felt secure that their home would sell quickly … so the seller countered for more. For whatever reason, the buyer did not continue to negotiate and moved on. After a week or two and no other offers, the seller instructed the listing agent to contact the buyer’s agent and say that the seller had reconsidered and would now accept their original offer.

However, the initial enthusiasm the buyer had was gone and they were looking elsewhere. This is a story that frequently happens across America, in all price ranges. The lesson to be learned is that sometimes the first offer is the best.

Consider the rationale, a home is fresh on the market,, and buyers (especially the ones who have lost bids on other homes) act quickly to hopefully avoid some of the competition. When an offer is not accepted, it voids the original offer and, in this case, the seller might make the buyer a counteroffer. The buyer can accept it, make a counteroffer, or walk away. Even if afterwards, the seller reconsiders and says that he will accept the terms of the original offer, the buyer is under no obligation to accept it. Alternatively, if the seller accepts the buyer’s original offer, a contract has been agreed upon based on the terms within. The house is sold and closed once any contingencies such as financing and/or inspections have been satisfied.

Think of an example where a seller countered for an additional $5,000. If he had accepted the original offer, the home would have been sold. In essence, he bought the home back from himself in hopes of making an extra $5,000. To put it in perspective, on a $350,000 home, the additional $5,000 would have been 1.4% of the value. As an investor, the risk involved in having to continue to own the property may not be justified by such a low rate of return. Having the property sold may actually provide peace of mind and convenience that far exceeds the $5,000.

When a seller receives an offer, they are faced with three options.

(1)They can accept the offer and the house is sold considering the contingencies can be met.

(2)The seller can reject the buyer’s offer outright and wait for an acceptable offer.

(3)The seller can counteroffer the buyer with terms that are agreeable to the seller.

Many agents feel that if the offer is not acceptable, the counteroffer alternative presents a greater likelihood of negotiating to an acceptable agreement between the parties. Every situation is unique, but compromise has brought buyers and sellers to agreement in many situations. One of the valuable advantages sellers have is their agent’s experience and lack of emotional connection to the property. Your agent can provide objectivity and alternatives for you to consider in making your decisions.

Recent trends in home prices suggest that this past year has, indeed, been extraordinary. While price growth will remain strong throughout 2021 and into 2022, it is likely that the pace of home price appreciation will slow as demand softens, mortgage rates tick up, and inventory expands.

Home Price Update For Virginia

Home prices in Virginia have been up by double-digit rates—or close to it—for ten consecutive months. According to Lisa Sturtevant, Chief Economist of the Virginia Association of Realtors, in May, the median home sales price in Virginia was $367,000 which was up 16.6% compared to the median sales price a year ago. The pace of sales growth this year has been much faster than in recent years, fueled by strong demand, favorable mortgage rates, and low inventory.

Strong Prices Across All Regions

There has been phenomenal price growth in all regions across Virginia. So far, for sales in 2021, the median statewide home price is 13.2% higher than it was during the same period in 2020. The strongest price growth in 2021 has been in some of the state’s smaller markets. For example, the year-to-date median price in the Eastern region is up 25.7%. In the Southside region, prices are 24.2% higher in 2021 compared to 2020.

There has been double-digit price growth in all areas of the commonwealth, including the state’s largest and highest-cost markets. The median price in Northern Virginia climbed 11.9% in the first five months of 2021. Prices are up 15.0% in the Central Virginia region and are 11.1% higher in the Hampton Roads region.

Prices Growing More than Twice as Fast as in Recent Years

In most markets, home prices are growing more than twice as fast as they have in more typical years. Between 2016 and 2021, for example, the median sales price statewide increased by 6.2% on an annual basis. Over the past eight years, since 2013, annual price growth averaged just 4.6% in Virginia.

Price Growth Will Likely Slow

Virginia REALTORS® will release its economic and housing market forecasts later this year, at the 2021 Annual Convention. Several national organizations are forecasting above-average home price growth through 2021, although there is evidence of a slow down in appreciation in 2022. Only the Mortgage Bankers Association (MBA) is predicting a price drop in 2022. The vast majority of economists, however, expect prices to continue to rise.

VAR Realtor Survey – Spring 2021

Our Virginia Association of Realtors has recently published the results of a survey conducted among their Realtor members. Below are the shared nuances of the Spring 2021 real estate market in Virginia.

Making An Offer

• Nearly every REALTOR® responding to this survey said that buyers are making offers over list price or including an escalation clause in their offer. Nearly 90% said offers over list price were “very common” and another 8.5% said they were “somewhat common.”

• Buyers in this market are facing stiff competition, and almost all are offering some type of concession in an attempt to make a successful offer.

• About 87% of Virginia REALTORS® said it was “very common” or “somewhat common” for buyers to waive the home inspection. Some REALTORS® commented that buyers were having an inspection done for information purposes only, but not making the offer contingent on the home inspection results.

• Nearly 70% of Virginia REALTORS® said that waiving appraisals has become “very common” or “somewhat common.” Many REALTORS® note that buyers are including a provision that they will pay a certain amount over any appraised value. Other REALTORS® have pointed out that this trend in waiving appraisals has put VA buyers at a disadvantage because they cannot opt out of an appraisal.

• The following tradeoffs are also “very common” or “somewhat common” in today’s market: increasing the earnest money deposit (79.2%), waiving the home sale contingency (66.2%), and offering a shorter loan contingency timeline (68.6%).

Buying A Home
• The fast-paced market and historically low inventory has forced buyers to re-evaluate their housing and neighborhood preferences, widen their search, and make tradeoffs on amenities. Nearly nine out of 10 Virginia REALTORS® members (87.7%) said that it is “very common” or “somewhat common” for home buyers to look outside of their preferred neighborhoods as they realize how few homes are available.
• Buyers in this market seem less likely to make tradeoffs on the size or style of the home they are looking for, but they are willing to consider homes that need major upgrades or updating.
• Only 34.2% of Virginia REALTORS® said that it was “very common” or “somewhat common” for buyers to settle for a townhome or condo instead of a single-family home.
• A little more than half (51.0%) said that it was “very common” or “somewhat common” for buyers to compromise on space or number of bedrooms.
• More than three quarters of Virginia REALTORS® (75.2%) said that buyers were willing to consider homes that need major upgrades or updating.
• As the inventory of existing homes shrinks, some buyers have turned their sights to new construction. About 56% of Virginia REALTORS® said that building a new home, rather than purchasing an existing home, had become “very common” or “somewhat common” among buyers.
• Finally, the tight market has discouraged many buyers. In fact, more than 70% of Virginia REALTORS® said that it is “very common” or “somewhat common” for buyers to decide to put off buying a home altogether in this market.
Contact your realtor to learn how these findings apply in your particular area and price range.

Optimize Your Sales Price

When it’s time to sell, sellers need to decide how they want to present their home to the market. Should we do some updates? Repairs?

Not Like Selling A Car

Doing a lot of work to a car before you trade or sell it to a dealer is not generally a good idea. In most cases, you won’t recapture the cost of the repairs. They can do the repairs for a less than you can. Not to mention, you are selling to a wholesaler who needs to sell it again to the end user and still make a profit.

A home sale is totally different.

The owner is selling the home to an end user. Since the buyer, in many cases, is using their available funds for the down payment and purchase costs, they don’t have money to spend on repairs or decorating the home. They would need to live in it “as is” for a while which may not be as appealing as finding a home that is refurbished, up-to-date, and ready to move into.

Even if the buyer would be willing to get a home improvement loan after the sale, it would be a separate loan at a higher interest rate making their payment higher than financing it all in one mortgage at the lower first mortgage rates.

The seller may experience some inconvenience going through the repair process, but it will, most likely, result in a higher sales price in less time. Not all buyers have the imagination to know what something will look like after it is finished. It is better to go ahead and get the work done before putting it on the market.

What Matters?

The bathrooms and kitchen are the most important rooms to update. If the finish on the cabinets is bad, have them painted. New countertops and appliances can make a world of difference. Paint, countertops, and fixtures in the bath give the home a great feel.

In addition to the repairs, a major cleaning and decluttering can make a home look and feel better than the competition.

Where To Begin?

The first step is to go through the home and pack up or get rid of things you don’t need or things that detract from the home like excess furniture, exercise equipment, personal artwork, etc. Now, do the same with the closets and cabinets. By getting rid of things, there will be more room and they’ll look larger.

Next, walk across the street from your house and give it a critical look. How is the drive-up appeal? Would you want to go inside to see the rest if you were a buyer? Are the trees and shrubs trimmed? Yard cleaned up? Do you have blooming flowers in the beds? Does the front door or mailbox need a new coat of paint? Do you need to power wash the outside of the home and the sidewalks and driveway? Do the windows need washing?

Buyers are visual people and beauty is always rewarded. Restaurants know that people eat with their eyes first and they go to a lot of effort to plate the food so it is visually appealing. The same approach works for selling a home. Ask your agent if they have ever taken a buyer to a home that refused to go inside because they didn’t like the looks from the street.

Realtors can make specific recommendations and assist you in finding someone to do the work. This is what we do.

Transferring Property Prior to Death

Sometimes, as people approach the inevitable, they start trying to get their things “in order”. They may even have a will, but they decide to transfer title to real estate prior to their death which could be an unnecessary expense for the would-be heir.

Generally, when property is passed through direction of a will, the heir will receive a stepped-up basis which means that the fair market value of the property at the time of death becomes the cost basis for the heir. If the property were sold for that fair market value, there would be no gain and no capital gains tax due.

However, if the property is gifted prior to death of the donor, along with the title to the property comes the cost basis of the property. The transfer of title does not trigger the capital gains tax but when the property is sold, the gain is calculated by subtracting the basis from the sales price leaving a capital gain subject to tax. In other words, the person receiving the gift does not get the stepped-up basis.

There certainly can be advantages to transferring the property prior to death. It completes the transfer without having to wait for the death and bypasses the probate process that might be required to settle the will. Another advantage to the donor may be to remove the property from the owner’s name which could lower the taxable estate.

Some owners may transfer title prior to death to qualify for Medicaid. The value of the asset may make them ineligible. It may trigger a Medicaid Transfer Penalty when the gift is made within five years and the basis of the property is less than fair market value.

Once a property is deeded to someone, the donor loses control of the asset and it cannot be reversed. Depending on the value of the estate, there could be gift or estate tax implications. As mentioned earlier, it may have capital gain tax consequences for the donor when they dispose of the property.

If the person receiving the gift has creditors or judgements, the gift becomes an asset subject to those creditors or judgements.

Even though the mechanics of transferring title to a property is simple, there are many things to consider for both the person giving the property and the one receiving it. Consult an attorney and tax professional to determine the best informed decision available. There could be other alternatives that would better serve your situation.

Virginia Real Estate Predictions 2021

In a normal year as part of local real estate association leadership, I would be attending the Virginia Association of Realtors Legislative Conference in Richmond. This year, due to the pandemic, that event has been held via zoom. Although the value of face to face interaction has been missing, there has been the interchange of timely information.

One of the meetings that I most appreciated was the opportunity to listen to the VAR economist Lisa Sturtevant speak about the state of real estate in Virginia.

One easy way to look at what is going on is to consider what is ‘IN’ and what is ‘OUT’.

OUT Total work from home.		IN Expect to see a shift to a hybrid model. Some days a week at home and some in the office.
OUT Open floor plan.		IN Flexible floor plan with separate spaces for different activities.
OUT Home renovations.		IN Second home purchases (beach, mountain, lake) If there is good internet you can work from home anywhere. The increase in sales has not been consistent across different localities. The shift to the country is real. By the numbers sales have increased unevenly in the following areas: Urban by 3.7%; Suburban by 11.7%; and Rural by 17.9%.
OUT Zooming with family members.		IN Living with multigenerational and extended family
OUT Extremely low inventory.		IN Very low inventory. In December listings were down 38.3% from the same time a year ago. Statewide there are 30,000 fewer listings than a year ago. The demand for housing remains strong with low inventory continuing to be the primary constraint.

Virginia is currently at 95% of Pre-Recession job totals which is better than many states. But full recovery could take years.

New construction has gained. If we see the tariffs on Canadian lumber reduced or removed, it will be good for East coast new home prices. The West coast has decreased lumber supply as a result of the fires.

The savings rate spiked in 2020 as a result of people staying home with fewer opportunities to spend money. The increased savings have allowed many new buyers to enter the market.

Job losses have been mainly concentrated among renters and as such do not impact housing sales. Mortgage rates are historically low. Pre-Covid housing demand was strong and this demand will continue. Improvement will be related to vaccine availability.

Low inventory + low mortgage rates + high demand = rising prices.

CLICK HERE FOR MORE DETAILS OF THE 2021 VAR ECONOMIC AND HOUSING PREDICTIONS

<img src="https://www.jumpintogreenerpastures.com/wp-content/uploads/2021/01/VAR-forecast-chart-2021.jpg"

*** These are statewide numbers and may not reflect the specific Central VA information given in our local market updates. ***

Pre Listing Inspections for Sellers

A prelisting inspection can provide an advantage to Sellers. The process of selling a home can come with unwelcome surprises, and a prelisting home inspection can eliminate one of the most common Seller stresses.

The buyer contracts for the home with a provision for a professional home inspection. Their inspection could unearth things that the buyer didn’t expect or even anticipate. If it doesn’t trigger an action to terminate the contract, the buyer will inevitably ask the seller to make all or most of the repairs.
When presented with the buyer’s request, the seller may take the opposite position of not wanting to do any of the repairs. The buyer then must accept the property in its “as is” condition or negotiate a reduced price or credit with the seller in lieu of the repairs.

Any experienced agent can tell you that sometimes a mutually agreed negotiation is reached and other times, an impasse is met that cannot be resolved. Then the buyer elects to terminate the contract, and the house has to go back on the market. But this time the property may be stigmatized in the eyes of buyers. Importantly, deficiencies may be uncovered that require a disclosure that has to be made to all parties looking at the home and that may deter future showings and offers.

Taking a pro-active approach, by obtaining a pre-listing inspection, sellers can find out about things that will probably show up in a buyer’s inspection. The sellers can get the deficiencies repaired before the home is shown and it will help the buyer feel more confident with the home. Another option would be to disclose them as not working and make a price adjustment. Either way, the seller is in control and is taking a position of transparency with potential buyers.

In some cases, the pre-listing inspection may show things in working order that the buyer’s inspection indicates as needing repair. No two inspectors will find everything or see everything the same way. However, home inspectors are required to be licensed by the state and inspect accordingly. With two disinterested parties having opposing professional opinions, there is the basis for negotiations which will have a more likely chance for a mutual agreement.

Disclosing things that are not in working order can reduce liability in the future. The pre-listing inspection by a professional, combined with the seller disclosing major deficiencies properly, can reduce potential liability.

For the small investment in the pre-listing inspection, the benefits to the seller are well worth the expense. You and potential buyers will have a better idea of the condition of your property and know what to expect. You can present the property in a transparent way that will build confidence with the buyer. You’ll avoid unpleasant surprises as well as possible delays. Pre-listing inspections can lead to faster sales and satisfaction for everyone involved.

If you want to know more details about what happens with a home inspection, CLICK HERE.