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Why You Need to Get 3 Bids for Your Construction Project | Bedford NY Realtor Robert Paul

Getting prices from contractors for your construction project probably scares the daylights out of you and for good reason: You don’t really know what you should be paying for the work.

How do you know whether the price you’re offered for your new home or remodeling project is a “good” price?

How do you know whether you’re paying too much?

There are no window stickers to compare

Hiring a contractor isn’t at all like buying a car.

By the time you get to the car dealer, you’ve already checked KBB.com, Autotrader.com, Edmunds.com and maybe a few other websites. You’ve checked newspaper car ads and talked with someone you know who bought the same car you’re considering.

You know exactly what you should pay for the car because there are hundreds — maybe thousands — of cars for sale just like the one you want; the price is pretty much set.

What’s the “set” price for your one-of-a-kind custom home or remodeling project?

How custom projects are priced

When a general contractor picks up a set of plans from the architect, he starts by making a series of take-offs — estimates of the amount of a particular finish or material based on the plans.

The contractor might estimate he’ll need 80 square feet of granite countertop in the kitchen, for example, and at $50 per square foot, that’s a line item in his bid of $4,000.

He’ll also send copies of the plans to his suppliers and subcontractors for prices on the work he’ll hire them to do. The window supplier will price each unit and send a total to the contractor, and the contractor will be responsible for figuring the price to install the windows.

The contractor will add line items for permits, insurance, temporary utility services and dozens of other things. Finally, he’ll total them all up and add his overhead and profit.

It’s a time-consuming and nerve-wracking process for the general contractor because he’s got to get it right — too high and he won’t get the job. Too low and he’ll lose money on the project.

Different contractors, different prices

Surprisingly, different contractors bidding from the same set of drawings can come up with substantially different prices, especially when the drawings aren’t as detailed as they should be. That’s too often a culprit.

But just as important, and frequently overlooked, is your choice of contractors to bid on the project.

Choose three qualified contractors, and you’ll get comparable bids. Choose poorly, and — well, read on …

Apples and oranges

We recently completed the construction drawings for a medium-sized but fairly complex remodeling and addition project with a construction budget of about $240,000.

I recommended two qualified contractors to the owner — contractors I’d worked with before and knew well. The homeowner added the third bidder, someone their neighbor had used for work on their house.

I’d also worked with that third bidder and knew he did top-quality work — but for significantly higher prices than other contractors in the area.  I also knew that he rarely bid on work; he preferred designing his own projects.

I didn’t think he was a good fit for our project, but the owner insisted, and we kept him on the list. Here’s how the three prices came out on the $240,000 project:

  • Bidder 1: $236,000
  • Bidder 2: $243,000
  • Bidder 3: $363,000

Clearly, something’s wrong with that last bid at 50 percent higher than bid  No. 2 — a math error perhaps?

No, the contractor told me; that was his price. More importantly, it was the price he would expect to get on a similar project.

Imagine if the owner had chosen to not bid the project and had only taken a price from bidder No. 3 — he would never have known that he was paying $120,000 more than he had to!

This is not the contractor you’re looking for

Bidder  No. 3 boasts a wall of awards, does great quality work and has a long list of satisfied clients.  And if you’re willing to spend a lot more to assure quality, it might be the right choice for you.

But with the help of your architect, you should be able to get the same quality work for a far more reasonable price. And with properly-detailed drawings, a good list of specifications and three qualified, comparable contractors, your bids should come in reasonably close to each other.

Two bidders aren’t enough to give you confidence in the bids; four or five are too many to manage — and you’ll greatly decrease a contractor’s motivation to bid if he has only a 20 or 25 percent chance of getting the job.

The key is three: Always, always get three qualified bids on any significant custom home or remodeling project.

And maybe you’ll save enough on the project to go out and buy that new car you’ve been dreaming of.

Home prices in Southern California hit four-year high | Bedford NY Real Estate

Southern California is on the rebound when it comes to home prices, but sales are beginning to fall as inventory levels decline, DataQuick said in a report Friday.

During the month of September, counties in Southern California saw the median home price edge up to $315,000, a 1.9% jump from $309,000 in August and a 12.5% increase from September of 2011.

It’s also the highest median in more than four years.

San Diego-based DataQuick attributes the jump to a modest supply of homes for sale and demand sparked by recent levels of affordability in the market.

Still, prices are ticking up and sales are falling with low-end deals and foreclosure resales hitting five-year lows.

Low mortgage rates and a falling supply of homes are doing two things in the region: sparking new sales and cutting back on supply levels. Meanwhile, more mid-to-high end homebuyers are moving into the market to pick up the slack while taking advantage of low interest rates.

It appears that not quite half of the 12.5% year-over-year gain in last month’s median sale price can be attributed to a shift in the types of homes selling,” DataQuick said. “In September, price levels for the lowest-cost third of Southern California’s housing stock rose 13.2% year-over-year, while they rose 7.7% in the middle and 3.5% in the top third.”

Sale levels fell with only 17,859 properties sold in the counties of Los Angeles, Riverside, San Diego, Ventura, San Bernardino and Orange during the month. That number is down 20.4% from the 22,438 sales recorded a month earlier and down 1.6% from last year.

How to create a sense of urgency for buyers | Bedford NY Real Estate

Question: When is the last time you sold a home when the buyer had no urgency to buy the ones you showed?

Notice I did not say, “No urgency to buy a home.” I said, “No urgency to buy the ones you showed.”

My guess: Not recently, if ever.

Let us ask this another way. Why would your prospects submit an offer if they saw no benefit or had no fear of losing the homes you showed them to another buyer?

“There is no way I can create urgency if it is not there,” say some real estate agents.

Uh … that is exactly what we do for a living. We help real estate buyers find deals so good that the self-imposed pressure is so great — they have to buy it if they can.

Stay with me on this, because I am about to help some of you make huge commissions by tweaking your showing schedule.

Usually “urgency” has to do with the action the other party needs to take by a certain date or time period. When it comes to buyer urgency, the buyer must have a strong desire to make the purchase, or the urgency factor will not be a factor.

If there is no fear of losing the house if they do not act soon, there is no urgency. So after you have developed trust and determined their needs, including a vision for their lifestyle, your showing schedule must meet or exceed their expectations.

We are talking buying pressure here, but not sales pressure. We are talking about the buyer’s urgency, their desire to make a buying decision before they lose the opportunity.

The best sales I ever made were ones where I put no pressure on the prospects, but showed them properties, prices and terms they could not resist. It makes it a lot more fun this way.

Experienced, successful agents know what I am sharing is the truth. Case in point:

I recently helped a couple purchase a presale home from a production builder. They both liked the home. In this case, the home was not the urgency. The price of the home was not the urgency. How can these be urgent when they are building 300 homes in that location, and my prospect would be buyer No. 3?

The builder offered them a substantial upgrade allowance package. We all knew that all the builders were offering something close to this number, so while the offer was competitive, it was not a reason to buy NOW. So far, we are still ahead of the builder.

But when the on-site agent reminded us one more time, now that we had settled on the house we got into a serious financing discussion with a couple who planned to pay cash for the home.

If the couple used the builder’s mortgage financing, they would get a $5,000 contribution towards closing costs, IF they were one of the first five to purchase in their new community. So far, one person had bought two homes, so my couple would be the third.

So, with just that, they quickly understood that they could lose $5,000 by just being the sixth person to purchase.

The “urgency” phase of this presentation was just getting warmed up.

It was time to see the actual home sites, to get an idea of the view. At this point, the on-site consultant knew that the couple had a dog. The builder had only a few home sites available in this phase, one of which was directly across from the dog walk.

The wife, who was constantly taking the “I don’t know why we are moving” stance, commented on how she could walk her dog and sit on the front porch watching others walk their dog. She got so excited that she turned to her husband and told him to write a $15,000 check “right now. We don’t want to lose this home site.” Fear of losing something she had not a vision for, until she visited the site.

Her husband didn’t move that fast, but within two days, they were signing a contract, which the builder prepared, and now are taking care of every detail of a presale, while I am off doing other things, waiting on a nice commission check in December.

As I have thought about first-time homebuyers or those coming back into the market, I can see why with cash contributions and incentives “new homes” are projected to be a preference over short sales.

It is not hard to see why qualified, cash-strapped homebuyers at any level might buy a new home.

Showing new homes requires a GPS, an automobile and the ability to make an introduction, and giving your prospects time to understand the complete deal, price, financing and incentives.

This not only will help you close more new homes, but it gives your buyer prospect a real price baseline from which to judge the value of resales. This cannot help but help your resales’ closings ratios.

For too long, the real estate industry has wondered why prospects would shop new homes, then buy a new one, many times without using the broker.

The reality is that the only urgency you have going for you is the urgency or perceived urgency residing somewhere in the prospect’s mind. You can affect “urgency” by showing them homes they get excited about living in.

You control no urgency tools nor have you exposed your prospects to any that would give them a solid reason to purchase soon. Thousands of dollars are riding on the buyer’s decision to act or not to act.

You must give the buyers decision-making tools that help them feel good and smart not only about the home they buy, but also about themselves.

Many prospects will end up preferring a resale to a new home, but it does not matter. What matters is that they closed on a home you showed them and are happy with the deal.

Make sure your buyers get the “urgency” story. It is an urgent imperative in your showing schedule. What are your thoughts?

BofA mortgage workforce swells even as it tightens belt | Bedford NY Real Estate


Tourists walk past a Bank of America banking center in Times Square in New York June 22, 2012. REUTERS/Brendan McDermid

The Bank of America Corp unit that handles troubled home loans has grown more than tenfold since the bank bought ailing mortgage lender Countrywide Financial in 2008, documents obtained by Reuters show, shining new light on the scale of the clean-up the purchase entailed.

While most attention has focused on the No. 2 U.S. bank’s $35 billion in mortgage losses stemming from settlements and repurchases of soured home loans, information the bank provided to the Federal Reserve in 2008 and recent company reports show the mortgage mess could undermine efforts to improve profits for some time to come.

Bank of America now employs some 42,000 people – or nearly 1 in 6 of its 275,000 employees – in Legacy Asset Servicing, the unit that services problem mortgages. Operating costs in the mortgage servicing business reached $2.7 billion in the second quarter, up 29 percent from a year ago, as the bank added 7,000 workers to handle foreclosure reviews and loan modifications required under government settlements.

The bank has also had as many as 16,000 additional contractors working in the unit, according to company reports.

In 2008, as Bank of America was seeking regulatory approval for the Countrywide deal, it told the Fed the two companies had a combined 3,900 employees working on “housing retention,” a number that had already doubled in the previous year, according to the documents, which were obtained by Reuters through a Freedom of Information request.

That is not a direct comparison to the 42,000 full-time employees in the mortgage servicing unit now, as it has been restructured over time to include servicing for borrowers who have not defaulted. But default servicing is the largest team within the group, and its overall staffing levels are a good proxy to show how much the bank has had to ramp up to deal with the mess.

The hiring has come as the bank has set out to eliminate 30,000 consumer banking and technology jobs under a program called Project New BAC to cut $8 billion in annual expenses by the middle of 2015. It means that while 20,000 jobs have been eliminated in the past year, the overall headcount is down by only 13,000.

Despite the hiring and spending, Bank of America recently ranked last among five big lenders in modifying mortgages. Like some of its peers, borrowers and consumer advocates have repeatedly accused the bank of losing borrower paperwork, speeding up foreclosures and giving homeowners the runaround when they try to get their loan payments reduced.

Reining in these cleanup costs will be critical to financial performance over the next couple of years, as the bank retools to offset reductions in revenue due to new regulations, a tepid economy and low interest rates.

The $2.7 billion in operating expenses equaled 15 percent of Bank of America’s noninterest expense in the second quarter. It is also more than five times as high as the $500 million per quarter that CEO Brian Moynihan has projected the bank could spend on servicing in times of more normal delinquencies. The figure doesn’t include mortgage-related litigation expenses.

“This is perhaps the biggest earnings lever they have,” said KBW analyst Jefferson Harralson.

Investors will get an update on its costs when the bank reports third-quarter earnings on Oct 17. It is likely to post a small loss after reaching a $2.4 billion settlement of allegations that it failed to disclose bonus payments and ballooning losses ahead of its 2009 Merrill Lynch acquisition, according to a survey of analysts by Thomson Reuters I/B/E/S.

Bank of America spokesman Dan Frahm said the bank has invested heavily in its Legacy Asset Servicing unit to assist customers, boost the housing market and help the company move forward after the Countrywide acquisition.

“We will not sacrifice service to our customers in need of assistance,” Frahm said, adding that the team has helped more than 1.4 million mortgage customers avoid foreclosure.

“As the economy improves and we continue to resolve customer needs, we will further reduce the number of delinquent loans to service and the size of the Legacy Asset Servicing organization will be reduced,” he said.

The unit was designed as a “temporary solution to address specific needs” and was built up using contractors and vendors so the bank could eventually reduce it in size, he said.

‘TOO EARLY TO SCALE BACK’

For now, though, the bank is struggling to bring the problem under control.

Moynihan said in October 2011 that mortgage servicing had peaked, but expenses have climbed since then. In May, he told investors the costs should start coming down in the second half of this year, but then in July he said “meaningful” improvement would not begin until the end of this year or early in 2013.

Last month, Chief Financial Officer Bruce Thompson said at an investor conference that lower costs for servicing are “going to be very much in the future.”

The bank has underestimated the extent of problems at the business in the past, the Fed documents show.

In May 2008, the bank said it planned to maintain the “historically high staffing levels” for at least a year after the deal closed, according to the documents.

Despite ramping up staffing, Bank of America has fallen behind rivals in meeting terms of a $25 billion pact finalized in April with state and federal officials.

As of June 30, the bank had not modified any first-lien mortgages under the national mortgage settlement, according to a report issued by monitor Joseph Smith. The other four lenders in the settlement had completed some modifications.

The agreement requires banks to pay penalties over foreclosure-related errors, modify mortgages by reducing principal owed and refinance loans for customers whose mortgages are worth more than their homes. Bank of America owes the most: $11.8 billion in payments and consumer assistance.

Bank of America has called Smith’s report an “early snapshot” and has said it has made significant progress since June 30, completing nearly $600 million in loan modification as of August 21. The bank has said it plans to meet conditions of the settlement.

“It’s clearly too early to scale back because they haven’t even scaled up to meet all of the obligations that have been imposed on them,” said Stella Adams, director of the National Fair Housing Training Academy, which provides fair housing and civil rights training to government agencies, industry officials and others.

Think twice before charging for waterfront access | Bedford NY Realtor

Many fishermen cut through private property to reach their favorite section of a river. Often, that entry can be illegal trespassing, but there are many places where access is granted and encouraged.

For example, there is a private property owner on a river who for years had a deposit box on a cleared acre of land, a pie-shaped parcel whose “point” was a makeshift boat launch. “Honor system” steel headers crammed coins into the slots of a metal box for the right to use the launch and park their trucks and trailers. The name of the fishing hole opposite the launch got its name from the size of coin that fit the slots in the metal box.

Several years ago, when there was an accident on the launch involving a teenager, I thought about the liability, not only to that parcel but to other properties adjacent to natural bodies of water, such as riverfront restaurants, Puget Sound marina docks and city beaches.

Most states now have guidelines as to how business and rental property owners treat and protect their waterfront, especially when children are present. In summary, these owners are required to make “reasonable” efforts to protect children on their property and from natural bodies of water.

One of the challenges is the definition of “reasonable.” There is no written rule that says that a property owner must fence off a body of water in order to avoid potential liability. And reasonable care applies only to a property owner who derives some economic gain from the children’s presence. A private homeowner has no such duty to protect children who are social guests from the dangers of natural bodies of water.

The reasons for the precautions stem from a terrible case where a 2-year-old child was left a quadriplegic with brain damage after nearly drowning in a creek at a mobile home park. The boys’ parents paid rent for a mobile home space there, plus an additional $1 a day for each of their five children.

According to court documents, there is a clear, shallow, slow-moving creek in summer that can be deep, swift and murky during the winter months. The landlord required families with small children to live at the far end of the park, away from the families without children and in the area closest to the creek.

Although the mobile home park was partially fenced, there was no fence running along the property nearest a grassy play area adjacent to a steep embankment leading to the creek. The parents did not allow their young children to play outside alone and did not allow them to go near the creek by themselves.

The boy was riding a bicycle while the father was making repairs on their home. According to the father, the boy was out of his sight “for less than one minute.” The father found the bicycle at the bottom of the embankment, partially submerged in the creek. A neighbor helping to search for the child eventually found the boy in the creek.

The father and boy, through his guardian, sued the mobile home park for negligence. The trial court ruled that a landowner’s duty to maintain the premises in a reasonably safe condition does not require affirmative acts to protect tenants from the inherent dangers of natural bodies of water.

The father and boy appealed and the high court reversed the trial court’s decision. The case eventually was settled for the full amount of a $500,000 insurance policy.

Generally, a landowner owes a trespasser or a “licensee” only a duty to refrain from “willfully or wantonly” injuring them. A licensee is someone who enters upon the land with the landowner’s consent.

An exception to this rule is the attractive nuisance doctrine. This doctrine, the result of concern for kids who trespass on property to use an attractive and sometimes dangerous element (such as a pond), elevates the standard of care and states the landowner is liable if the danger is not eliminated. However, this does not apply where the hazardous condition is a natural body of water.

According to attorneys familiar with the case, the decision means there is no exception for natural bodies of water where the landlord gets cash from the users. Again, a private homeowner has no such duty to protect children who are social guests from the dangers of natural bodies of water.

However, if you charge to reach the waterfront, make certain you have ample insurance in place.