USE OF CONVENTIONAL SALES DATA. (HUD 1450.10 No options are included for the use of Non-Conventional Sales Comps)
When using conventional sales data, the appraiser must be aware of the terms of the sale and adjust the conventional sales price to reflect any unusually favorable terms.
In the case of a property sold with two or three mortgages or
trusts, the going rate of discount must be determined for the second
and/or third and the sales price reduced by the amount of the
discount. It is better to avoid such transactions if single
mortgages, trust, or all cash conventional sales are available.
Sales made by contracts for deed (land contracts) shall not be used
as conventional data due to the difficulty of determining discount
rates and unusual term arrangements.
A. When using sales data in appraising inner-city properties, the
appraiser must exercise extreme care to ensure that the property
selected for comparison is as nearly like the subject property
as possible. The appraiser should examine the comparable
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(6-7) information carefully to determine the terms of sale and the
condition of the comparable, visually verify the description of
the property, and note any advantages or disadvantages found in
the neighborhood. The appraiser should carefully adjust the
sale to reflect conditions found.
6-8. EVALUATION AND USE OF MARKET DATA. In evaluating market data, the
appraiser determines:
A. If a sale, whether the price resulted from a normal transaction
under free and competitive conditions where the buyer and seller
acted intelligently and without duress, and were not motivated
by unusual or capricious desires; or,
B. If a listing, whether the price quoted is at or near the price
at which the property may be expected to sell rather than a
price to "test the market" or a price that would induce the
owner to sell although he has no particular desire to sell; or
C. That the data are factual and reflect the current market
reaction to pertinent factors of supply and demand. Generally
speaking, however, listings are not acceptable as comparables
since they represent the highest price for which a property is
likely to sell. Listings may be shown on an addendum to
indicate the asking prices in a neighborhood, but only in
extremely unusual circumstances, such as an area in which there
has been virtually no activity for some time may they be used.
In those cases, the appraiser must verify all information and
discount as necessary to make a judgment as to the amount for
which the property is anticipated to sell. When a listing or
listings are used, the Reviewer must check data to verify that
there have been no sales in that area for some time.
6-10. MARKET PRICE COMPARISONS. The existence of rapidly rising or
declining prices of residential properties, as indicated by data,
must be recognized in the appraisal. The appraiser will analyze the
data and determine the rate of increase or decrease in residential
prices. The rate of increase or decrease from the date of the sale
of the comparable ("Market Price") to the date of the appraisal will have an effect on the value of a property and must be considered. The appraiser will
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(6-10) adjust the sales price of the comparables (again "Market Price")by the rate of increase or decrease for the appropriate time, (three months or more) to determine a range of indicated value that is relevant to the current market (as defined eariler in this section.) It is not appropriate to adjust listings for any applicable rate of increase. (And I would assume decrease. But, how much of this went on during the run-up of residential values? How much is happing now that prices are declining?)
A. Market Price Comparison. Market price comparisons are made
using sales and listings of competitive properties as guides in
estimating the amount likely to be paid for the property under
appraisal. Experienced appraisers familiar with the market in
the community rely on their experience and comprehensive
knowledge of current sales and listings to make a preliminary
estimate of the price range in which the property under
appraisal is likely to fall. Thus, sales and listing data
should cover the broad range of the market including FHA, VA,
and conventional transactions. (Not mentioned are REO, Short or other Distressed Sales Transctions.)
B. Preliminary Price Comparison. Each appraisal report will
contain at least one conventional comparable, if available, and
be so designated on the appraisal form. The data should include
comparable sales in competing neighborhoods and should not
necessarily be limited to the subject neighborhood or
subdivision or block. Sizes, accommodations, locations and date
of sale are considered in this preliminary process of
establishing a price range.
C. Specific Estimate. A more specific estimate of the market price
must be made somewhere between the upper and lower limits of the
preliminary price range. This is done by a more detailed
comparison of the subject property with those selected as
comparable. This refining or pin-pointing process includes
making lump sum allowances for plus or minus features.
6-12. RELIABILITY OF SALES DATA. Consideration must be given to factors
surrounding the sale of a comparable property such as date and terms
of the sales transaction. In some instances the price paid may have
resulted from necessity or nontypical points of view of an
individual purchaser. The bargaining process between a buyer and
seller or their representatives may affect the amount paid resulting
in a sales price above or below the general market level for such a
property.
A. Sales data are reliable to the degree that they embrace
information which accounts for the prices paid including:
1) The motives of the buyer and the seller.
2) Relative skill and intelligence of the buyer and seller in negotiating the sale.
Thanks!
Curtis D. Harris, BS, CGREA, REB
Bachelor of Science in Real Estate, CSULA
State Certified General Appraiser
Real Estate Broker
ASTM E-2018 Commercial Real Estate Inspector
HUD 203k Consultant
HUD/FHA Real Estate Appraiser/Reviewer
FannieMae REO Consultant
CTAC LEED Certification
The Harris Company, Forensic Appraisers and Real Estate Consultants
*PIRS/Harris Company and the Science of Real Estate-Partners*
1910 East Mariposa Avenue, Suite 115
El Segundo, CA. 90245
310-337-1973 Office
310-251-3959 Cell
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