NC NOW | NC Housing Market Real Estate Agents’ Perspective | UNC-TV

NC NOW | NC Housing Market Real Estate Agents’ Perspective | UNC-TV


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margl1440margr1440vieww9000viewh8400viewkind0 pardtx560tx1120tx1680tx2240tx2800tx3360tx3920tx4480tx5040tx5600tx6160tx6720qlqnaturalpardirnatural f0fs24 cf0 Kelly McCullen: You can read
a lot about how houses aren’92t selling and how people can’92t sell properties they don’92t
want or can’92t keep. Real estate agents are in the middle of most of it.
NATURAL SOUND – Realtor Mary Martin checking
on sales sign
Kelly Mc: Wilmington Realtor, Mary Martin, has seen housing booms and busts over her
twenty-year career. Right now, she’92s bursting the bubble for optimistic home sellers about
home values around New Hanover and Brunswick counties.
Mary Martin – This is what the market is.
We have to educate them. They have to accept this market. They keep saying, ’93Oh, but….what
about maybe a year ago, two years ago, five years ago.’94 Well, the market is changed.
Well, now you have to make this decision. Do you need to sell it to the point that you
will sell at what the market will yield right now?
Kelly Mc: Mary Martin says housing transactions,
called ’93short sales,’94 have grown. It’92s not because they’92re popular but they’92re
often necessary for financially-troubled home owners. Selling a home through a ’93short
sale’94 means the house the gets sold but doesn’92t sell for enough money to pay off
the seller’92s mortgage debt.
Mary Martin – Those have always been around but they are very prominent right now. And
what’92s happened is someone, maybe, bought their house on the high end, in 2005, 2006,
2007 and now they’92re wanting to sell it but they bought so high and that market price
is not there.
NATURAL SOUND – Riding the Granville County Roads
Kelly Mc: Missy Robins sells real estate in
Granville County. Granville county offers rural living. That could mean larger lots,
lower home prices and less-dense development.
Missy Robins – We’92re not seeing as many
foreclosures as the cities are seeing, and the bigger towns, nationally speaking. As
far as prices on houses, prices haven’92t differentiated a large percentage like they
have in the cities.
Kelly Mc: Karen Turner sells Granville County for Bailey-Wright Realty. She says rural real
estate has slowed but she’92s making it.
Kelly Mc: Are the ’93open houses’94 as booked
as they used to be?
Karen Turner: No. I have to be honest. They are not, but you still have people coming
and riding through here. It’92s sporadic and you just hope you’92re here on the Saturday
or Sunday….
Kelly Mc: that THAT person walks through the door.
Karen Turner: That person walks through the
door.
NATURAL SOUND – Karen Turner Shows a House in Granville County
Kelly Mc: Missy Robins and Karen Turner both
say ’93starter homes’94 are selling while houses over $300-thousand dollars lag in sales.

Kelly Mc: What’92s the perfect price point, right now, in these market conditions?
Karen Turner: I’92d say from 200 to $250,000
or the first-time home buyer, would be your $149,900. This house.
Kelly Mc: A $150,000 house.
Karen Turner: Correct.
NATURAL SOUND – Mary Martin works at Wilmington’92s
Network Realty
Kelly Mc: Mary Martin of Wilmington’92s ’93Network Realty’94 says lower priced homes have proved
resilient as high-dollar coastal properties slumped.
Kelly Mc: What’92s easier to sell right now?
Mary Martin: Between the twos and the threes,
even below two right now. I mean, with this market. It’92s more like your $160,000 to
$225,000.
NATURAL SOUND – Missy Robins Drives…..
Kelly Mc: Real estate agents are paid a commission for selling a home or helping a client buy
a home. Lower-priced houses yield lower commissions – for the same work as a more-expensive property.
Tighter lending standards mean some deals never happen and agents aren’92t paid AT
ALL.
Missy Robins – In rural real estate, you still work many, many, many, many hours to get the
production, half the production, that you used to get in the market that we had three-plus
years ago.
Kelly Mc: Karen Turner says the focused, professional agent is surviving.
Kelly Mc: When times are really good, Is it
easy to get complacent or to get lazy on your sales skills because it just comes to you?
Karen Turner: Well, if you get lazy on your
sales skills, you’92re not going to sell, not in this time.
Kelly Mc: Not in this time.
Karen Turner: Not in this time. In the good
times, it depends on whether you want to be a production agent or one that is just out
here to have some spending money.
Kelly Mc: You’92ve got to be serious right now in real estate or you’92re not going
to make it.
Karen Turner: You’92re not going to make it. If you’92re not serious about what you
do and enjoy what you do, then hang up your hat, hang up your license…..
Natural Sound – Rural Real Estate Ride
Missy Robins – A lot of people say, ’93Are
you busy?’94 Because, I have a lot of people say, ’93Are you busy?’94 You know? ’93What
are you doing these days?’94 because they hear so much negativity in the real estate
market with houses and sales and everything. I say ’93Yes, I’92m working just as hard
as I used to but the closings just aren’92t happening like they used to.’94
Kelly Mc: Wilmington Realtor Mary Martin’92s
sales plaques reflect the economy’92s toll on her business. Over two million dollars
in closed sales early last decade dropped by over half by 2008.
Million – Kelly Mc: 2.4 million in 2004, I
see the chart go up and then, like, 2008 – you still had a great year – but not what it was
in ‘9106 and ‘9105.
Mary Martin: Exactly. Exactly. And that’92s what, when I had my 1.1 was my repeat people
that are faithful to me, that would come back to me when they wanted to sell or buy something.
So, that’92s what really helped that year, to have people come to me. fs22 fs24 Kelly Mc: Are you thankful for a million
dollars in closed sales on a really bad economy or do you say, ’93Man, it was so much better
last year?’94
Mary Martin: No, you’92re thankful for what you get. When the market’92s good, I’92m
glad. But, when that market’92s down, a one to one-and-a-half ’93mil’94 in production
says you did pretty good getting through that year.
Kelly Mc: So, it’92s all relative.
Mary Martin: It is. It really is.
Kelly Mc: Interpreting the state’92s housing
market is ’93relative’94 to many new real estate agents. These three agents are just
beginning their careers with Wilmington’92s ’93Sweyer and Associates’94 realty. They
see an upside to the down market.
Mike Moran – We’92re told not to pay attention to the market, to presevere through it, always
think positively and good things will come. Some people are making money. It might as
well be us.
Natural Sound – Matthew Costin walks a property fs22 fs24 Matthew Costin – Don’92t listen to
all the negativity that everybody has. You’92ve got to stay positive. You’92ve got to get
up every day and tell yourself that, basically, there is a buyer out there and it can be somebody
else or it can be you that represents it.
Tiffany Cook – People do say that it’92s
a tough market but I feel if I can make it in today’92s market, then it’92s going to
be easy when the market picks back up. If you have a job, it’92s worth doing well.

Kelly Mc: Agent Mike Moran lives off savings from his old job. Tiffany Cook recently became
a full-time, real estate agent. Matthew Costin works a bit outside of real estate.
Kelly Mc: Are you doing these full time or
are you working on the side anywhere?
Matthew Costin: I have some odd job stuff that I do, off and on, but this is my main
source of income. This is what I do every day to pay my bills.
Kelly Mc: This is the dream.
Matthew Costin: This is the dream.
NATURAL SOUND – Mary Martin Driving
Mary Martin – I think 35-percent of the agents
right now have a part-time job, which they didn’92t have four or five years ago and
it’92s because they’92ve got to supplement that income that they were used to having
at least every other month, you know, a decent commission check.
Kelly Mc: A positive attitude doesn’92t fill
your bank account. It makes you feel good but you’92ve got to pay your bills and, if
you’92re brand new, you don’92t have any clients…
Karen Turner: You’92ve got to work!
Kelly Mc: You can work hard and your clients
not buy a house.
Karen Turner: Well, this is true but you’92re going to keep….if you work hard enough and
you stay with them long enough, you will turn them into a sale. fs22
NATURAL SOUND – fs24 Mary Martin – The pride is always, being
a real estate agent, and helping people experience the American dream of home ownership. That’92s
always there. Your pride, self-pride, is, ’93Hey, I’92m not the only one who’92s
feeling this market and how it’92s affecting my income.’94 fs22 fs24 Mike Moran – It motivates you. It gets
you up in the morning to get out, talk to people, get your name out there because it’92s
’93do or die.’94 You’92ve got to go make money.
Kelly Mc: The agents say that real estate
requires hard work and a hopeful attitude, even when it does not pay.
Tiffany Cook – The self-discipline – I’92ve
struggled with that. To know that if I don’92t want to go to work that day, I don’92t have
to but, at the end of the day, I do have to go to work that day if I want a paycheck.

Missy Robins – I give real estate a hundred percent. I guess that’92s, maybe, where the
difference is. You get up a six o’92clock in the morning. You turn your phone on, you
start working and sometimes you don’92t finish until one o’92clock at night.
Kelly Mc: The experienced agents, we met,
are rolling with the economic punches – the strong market always softens only to rise
again. The new agents forge ahead. They’92ve not seen that strong market yet, but their
hope could offset compensation, for now. fs22 fs24
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