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Featured news — posted August 10, 2004
Tipping point reached in appraisal technology: from cost cutting to opportunity creation

According to a la mode CEO and founder Dave Biggers, technology's role in the appraisal profession has evolved from purely cost-cutting and timesaving to opportunity creation and client retention. Biggers made his remarks in a presentation in San Francisco at the Appraisal Today conference there last week.

Digital photography overtook film as the photographic media of choice, laser printers supplanted dot matrix, and formfilling software trumped the typewriter because appraisers could leverage those new technologies to save time and money, increasing their income-generating opportunities, the quality of their product and their profitability.

Today, though, technology must be a multiplicative asset. Technology "needs to make other areas and assets more effective," Biggers said. "Marketing, communication, mobility, and collaboration are where we see a la mode breaking new ground now."

While opportunities for innovation are less obvious now, there are more possibilities that can radically transform an appraisal practice's business model. Differentiation is the key.

"Who or what is your competition? From your client's perspective, not yours," Biggers asked. "How does your competition beat you, and how do you win, for specific clients and products/services?" He invoked the "principle of substitution": Would someone pay more for your service than someone else's if there's no difference?

Decide where you add value, he said, and differentiate on those bases. Differentiating on irrelevant items wastes "marketing bandwidth." Your potential clients have a limited amount of time and effort they're willing and able to spend listening.

How you differ from large Appraisal Management Companies (AMCs), from Automated Valuation Models (AVMs), from other appraisers in your market, or from REALTORS® doing Broker Price Opinions (BPOs) and how you add value beyond them is the key to maximizing your profitability. Examples might be technology, mobility, communication, fees, flexibility, adverse risk reporting, objectivity, or reporting formats.

A small business or sole practitioner has more flexibility than a large AMC with a national footprint. Where a URAR is necessary, an appraiser is the choice every time over a BPO. And you may have the ability to leverage technology to more nimbly respond to client concerns and satisfy their needs than the appraiser down the street.

Ask your clients what it would take for them to switch to a competing appraiser, or a REALTOR®, or even an AVM, Biggers said. That's the best way to determine where you add value today.

Marketing your added value may take money. It's important to make a commitment to spend it even — especially — in down times. And since few appraisal businesses have engaged in much concentrated marketing, it's really a deferred expense from earlier years.

FIRREA at 15: Is the profession stronger or weaker?

Fifteen years ago this week the first President Bush signed into law the Financial Institutions Reform, Recovery and Enforcement Act of 1989 (FIRREA), Title XI of which created today's appraiser regulatory structure, administered by the states to national standards maintained by the Appraisal Foundation and its boards.

Observers of and participants in FIRREA's regulatory scheme give it mixed grades. David S. Bunton, Executive Vice President of the Appraisal Foundation, touts the law's benefits. “Prior to the enactment of FIRREA only a couple of states regulated real estate appraisers," he told us this week. "The passage of FIRREA served as the catalyst that ensured a threshold level of competency, through licensing and certification, for the real estate appraisal profession."

In testimony before a Congressional subcommittee in March, Alan E. Hummel, SRA, past President of the Appraisal Institute, warned that FIRREA had created a perception of diminished quality in appraisal services. "Fifteen years after FIRREA, how are we doing?" he asked. "Only 28 percent of the users we surveyed saw improvement, while fully half say that appraisal quality has declined."

At the same hearing, while noting a need for modernization and "tightening" of Title XI, American Society of Appraisers (ASA) president Eugene Kaczkowski said "the state of the real estate appraisal profession is generally good and that enactment of Title XI of FIRREA in 1989 was, and continues to be, an indispensable and positive force in professionalizing the nation’s real estate appraisers." He continued, "We are convinced that today’s real estate appraisers, as a group, are far better educated, more competent and are held to a higher standard of ethics and accountability than their pre-FIRREA predecessors."

Frank Gregoire, IFA, RAA, REALTOR®-Appraiser and President of Gregoire & Gregoire, Inc., however, bemoans the loss in prestige and quality of the appraisal profession. "In my humble opinion, at least in my part of the country on the residential side, the result of increased regulation and federal oversight has contributed to an oversupply of minimally qualified appraisers, the diminishment of quality education and the unfortunate loss in prestige of several professional associations," he told us.

"Fifteen years after FIRREA, it seems as though appraisers are held in lower esteem, their opinions and services are often regarded as unnecessary, burdensome and impediments to commerce, and a higher percentage of our ranks are occupied by individuals hell bent on developing one 'skill' — filling a form with canned comments," Gregoire said.

Larry Levy, retired designated and certified appraiser and regulation activist, told us FIRREA held great promise for the profession that has gone unfulfilled — and possibly, as Gregoire also noted, backfired.

"Federally-mandated appraisal regulation was probably the seminal event in the history of the valuation industry," he told us. "It held great promise for creating high standards of professional conduct and accountability, while better insuring the public interest (which was the point in the first place). For these reasons, appraisers found the idea acceptable in terms of cost, and the added burdens to productivity. We should have known better."

Levy said the lending industry, in tandem with Fannie Mae and Freddie Mac, has exerted more and more influence on changes in appraisal practice that suit their needs, not the public's, or appraisers'. "This increases the risk to the public interest, and it damages the profession," he said. "Compared to former times, this can be seen in wildly elevated de minimus levels, abbreviated practices, and legions of newer, lesser skilled appraisers who have little regard for the importance of professional associations."

A little more than a year ago, the GAO (which now stands for Government Accounting Office) issued a comprehensive report on the appraiser regulatory structure which identified under funding as the culprit in a lack of uniformity and reciprocity among states. The report recommended the Appraisal Subcommittee (ASC) develop and apply more consistent criteria, explore greater funding options for the Appraisal Foundation and its boards, and provide non-financial assistance to help the states administer their federal FIRREA mandate. It also asked the ASC to coordinate with Fannie Mae, Freddie Mac and HUD to improve the referral of fraudulent appraisals to state boards.

In March, the GAO told Congress the ASC had made progress on the first three of the above, but had tried without success to work with Fannie, Freddie and HUD.

"Fifteen years after enactment, FIRREA continues to serve as the glue that binds the real estate appraiser regulatory system," Bunton said. "While certainly not perfect, we are in a much better place today because of it.”

Levy, however, says he sees "no improved result in quality reviews on bundled loans (even after explosive growth of the review field), and competition in fees to the detriment of the most qualified appraisers."

(Ed. note: Levy has written extensively on appraiser regulatory issues; see a recent example here.)

New tack in fighting mortgage fraud: suit names banks as defendants

A Monroe County (Pa.) homeowners association filed a $1.5 billion lawsuit against two developers, two appraisers and 25 financial institutions last week in federal court in Pennsylvania.

The County, the second fastest growing in the state, has been beset by allegations of mortgage fraud, with developers alleged to have lured poorer New York city area renters to new homes worth far less than the loans the buyers were talked into signing on to.

An eight-month study released last week by state officials found staggering foreclosure statistics in the area; of some 6,100 homes in various stages of foreclosure there (one of five in Monroe County) many of the homes are occupied by former renters from Brooklyn and Queens.

The latest lawsuit claims the defendants, including the lenders as institutions, colluded to violate various state and federal laws, including requirements for a good-faith estimate of total closing costs.

The attorney for the plaintiffs said that buyers were misled by not being informed of the additional cost of escrowed real estate taxes, homeowner's insurance and mortgage insurance. He told the Allentown Morning Call that the servicing lenders to whom the loans were sold were duped, too.

"The builder knows, the mortgage broker knows, the bank knows, but they want the deal," the attorney said. "They were fodder so a builder could get money."

So far, three appraisers have lost their licenses and several others have been disciplined in conjunction with the state's investigation into mortgage fraud practices in the area.

  
News briefs
Final round of new Fannie forms debuts
Fannie Mae announced the third stage of the test period for its appraisal report form revisions with the debut of its new Manufactured Home Appraisal Report (1004C); Small Residential Income Property Appraisal Report (1025); One-Unit Residential Appraisal Field Review Report (2000); and Two- to Four-Unit Residential Appraisal Field Review Report (2000A).

Interested appraisers may view the Fannie Mae announcement describing the rationale behind the new forms here, and may view the new 1004C, 1025, 2000 and 2000A at Fannie Mae's website.

Median California home price sets record in June
The California Association of REALTORS® reported that the median price of a resale home in the Golden State increased a whopping 25.3 percent from June 2003 to June 2004. The median price of an existing, single-family detached home in the state was $469,170, the group said.

“The real estate market in June experienced the confluence of what is traditionally the peak selling season and consumers’ responses to a changing interest rate climate,” said Ann Pettijohn, president of C.A.R. “As mortgage rates began to increase, consumers’ expectations of even higher interest rates in the future pushed many off the fence and into the market.”

Sales were up 10.8 percent from June 2003 to June 2004, C.A.R. said.

Mercury Desktop includes new LFS plugin
Agoura Hills, CA-based Lenders Financial Services (LFS), a unit of Fiserv, Inc. and a national asset management and REO disposition service provider for banks, credit unions and mortgage lenders, recently completed a custom plugin for a la mode’s Mercury Desktop product for its nationwide roster of appraisers.

Members of LFS’ appraiser panel are now equipped with Mercury Desktop, a workflow management application residing on the appraiser’s PC. LFS appraisers prepare their reports with the formfilling software of their choice, then use Mercury Desktop to transmit the completed report to LFS. Prior to the completion of the report, Mercury Desktop provides assignment status updates and the LFS plugin conducts compliance and quality reviews on the appraiser’s desktop, prior to report delivery, reducing phone tag and shortening turn times.

More than 12,000 copies of Mercury Desktop are currently in use by real estate appraisers and now every copy contains the custom LFS plugin.

Fed raises rates a quarter point
Federal Reserve officials met Tuesday and raised overnight borrowing costs a quarter point to 1.50 percent, following a quarter point June increase that was the first in four years. Some had expected the rate to stay steady because of poorer than expected July economic data, particularly hiring and consumer spending. Analysts expected the Federal Reserve Open Market Committee to leave wiggle room to avoid another such rate hike in September if economic data do not improve.

Mortgage rates track the federal funds rate but are also influenced by the broader economy. According to Freddie Mac, the average 30-year fixed mortgage rate began June at 6.28 percent, but even after an intervening quarter-point rate rise the same average rate was at 5.99 percent last week, its lowest since April.

New York Times takes on appraised vs. market vs. assessed value
In an August 8
article, the Times explained how an "Internet site" could say a property was worth $440,000, a buyer could buy it for $420,000, it could be appraised for $400,000 and be assessed at $300,000. John Bredemeyer, national chairman for government relations for the Appraisal Institute, explained that what a particular buyer is willing to pay does not necessarily equate with what a typical buyer would pay.

Our favorite parenthetical passage: "(A similar problem besets automated-valuation models. While such calculators use comparable sales to estimate value, they generally do not take into consideration either the property's condition or the aesthetic qualities of the neighborhood.)"

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