Analyzing Appraisals:
Focus on Sales Comparison
February 2013
©2012 Genworth Financial, Inc. All rights reserved.
Property Issues…
How many cows make the property unacceptable????
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Analyzing Appraisals: Focus on Sales Comparison
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Session Overview
Agenda
– Fannie Mae Update
– Comparable Properties
– Sales Comparison Grid
• Adjustments
• Best Practice Recommendations
– Sales Comparison Considerations
– Common and Serious Sales Comparison Issues
– Appraisal Analysis Resources and Tools
Analyzing Appraisals: Focus on Sales Comparison
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Recent Fannie Mae Appraisal Changes
Changes are effective in DU the weekend of October 24,2012
Analyzing Appraisals: Focus on Sales Comparison
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General Appraisal Analysis Reminders
Important Point
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– Appraisers Choose Comps.
– Underwriters Review Appraisals
Analyzing Appraisals: Focus on Sales Comparison
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General Appraisal Analysis Reminders
Appraiser Responsibilities
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– Opinion of Market Value-Does it meet Fannie/Freddie Definition
– Supporting Data
– Explanations
– Sales Data
Underwriter Responsibilities
‫‏‬
– Appraisal Review.
• Consistent.
• Supportable.
• Makes sense.
– Guideline compliance.
• Correct form.
• Applicable GSE, Investor, Lender and/or MI Company guidelines.
• Complete
• UAD compliant.
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General Appraisal Analysis Reminders
If there is inconsistent data:
– Appraiser explanation is necessary.
– Investors may be apprehensive to purchase the
loan.
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Analyzing Comparable Properties
Guidelines and Best Practices for Reviewing the Appraiser Chosen
Comparable Properties
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Analyzing Comparable Properties
At Least Three Closed Sales
– More can be provided.
– Pending sales or listings:
• Can be used when appropriate.
• These might provide additional supporting data.
Comp’s Sale Date (Age)
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– Check applicable guidelines.
– Closed within the past six months preferred.
– Explanations and possible time adjustments for older comps.
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Analyzing Comparable Properties
Shortage of Comparable Properties
– Possible Reasons:
• Nature of property improvements.
• Relatively low number of sale transactions in the neighborhood.
– Comparables may have to be:
• Older than six months or a year.
• From a nearby, competing neighborhood.
– Appraiser Explanation and Market Data.
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Analyzing Comparable Properties
When there is a shortage of comps, the
appraiser should explain:
– Effort made to find better comps?
– Why the shortage of recent sales?
– What does the shortage indicate?
• Stable market?
• Marketability issue?
– Shared unique characteristics?
– Why a potential comp was not selected?
• i.e. Foreclosure sale or non-arms length
transaction.
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Analyzing Comparable Properties
Unacceptable Comparison Selection Practices
– Misrepresentation
– Inappropriate Comps
• Unacceptable Locationally
• Not Physically Similar
– Uninspected Properties
• No Appraiser Drive-By
– By passing more appropriate comparables
• “Cherry Picking”
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Analyzing Comparable Properties
Requirements Include:
– Same or Competing Market/Neighborhood
– Similar Factors Impacting Value
• Marketability issues. (Adjacent to dump)
• Functional obsolescence. (Only bathroom located through kitchen)
• Location issues. (Busy street)
• Unique features. (Swimming pool)
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Analyzing Comparable Properties
Analyzing Appraisals: Focus on Sales Comparison
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Analyzing Comparable Properties
Review Appraisal Map
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– Subject “Center of Attention?”
– Distances make sense?
– Natural boundaries honored?
• i.e. Waterways, Highways, Large Parks.
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Analyzing Comparable Properties
How far (distance) can the appraiser go to find comparables?
– NO distance rule.
– Distances must make sense.
– Urban location
• Highly densely populated, should be close, within one mile
• Blocks might be more appropriate in certain scenarios.
– Suburban location
• No set distance rule.
• Case by case.
• Sometimes more than a mile is appropriate.
• Track Home subdivision
– Rural location
• Not a lot of homes to select from.
• Might be miles to find similar market alternative.
– Appraiser explanation is key.
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Analyzing Comparable Properties
Established subdivisions, condominium, or PUD projects:
– Comps should be within the subject’s project.
New subdivisions, condominium, or PUD projects:
– At least one comp within the subject’s project.
– At least one comp from a nearby competing development.
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Analyzing Comparable Properties
Bracketing
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– At least one comparable superior and one inferior to the subject.
– As many bracketed items as possible:
• Unadjusted Sale Price
• Gross Living Area (GLA)
• Lot Size
• Adjusted Sale Price
• Other Major Physical Characteristics
– Bracketing is a best practice.
• Upward and downward adjustments balance one another.
– Less likelihood of adjustment inflation.
• Bracketing may evidence conformity to the neighborhood.
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Analyzing Comparable Properties
Gross Living Area (GLA) Square Footage and Bedroom Count
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Analyzing Comparable Properties
Gross Living Area (GLA) Square Footage
– Comparables within 30% of the subject are preferred
• Anything outside of that is not typically similar.
– Differences < 100 square feet are not usually adjusted.
• Exception: small homes (<1,200 sq ft).
Bedroom Count
– Similar bedroom count is best.
• Typically, at least two comps should have same bedroom count.
• One more or fewer bedroom is ordinarily acceptable for 3+ bedroom homes.
– Two bedroom subjects should have one or more two-bedroom comps.
– Three and four bedroom homes can usually be compared.
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Analyzing Comparable Properties
Declining Markets
– Check applicable guidelines carefully.
– Typical guideline requirements:
• At least two comparables closed within the past three months.
• A minimum of one, preferably two, listing(s) and/or pending sales.
– Downward time adjustments may be warranted.
• If older comparables used.
• If market conditions have changed since the comparable went under contract.
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Analyzing Comparable Properties
Do the subject and comparables appear to be similar?
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Analyzing Appraisals: Focus on Sales Comparison
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Sales Comparison Grid
Basics
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Analyzing Sales Comparison Grid
Start:
Comp’s Actual Sales Price
Compare: To make the comp more like
the subject, one must
add/remove a ______.
Consider: Does ______ bring value to
property? If not, no
adjustment warranted. If yes,
how much?
Example: To make this comp more like
the subject, add the finished
basement rooms. (+) The
appraiser’s research
indicates the rooms bring
$3,000 in value, so there is a
+ $3,000 adjustment.
Value:
Indicated Value for Subject is
established by
adding/subtracting the
column.
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Analyzing Sales Comparison Grid
Value Adjustment Basics
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– Adjustment based on value feature contributes to property.
– Not based on building cost.
– Differ by market area.
– Must be supported, justified and explained.
– Should make sense.
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Analyzing Sales Comparison Grid
Field Types
– Non-Value Adjustment Fields
– Value Adjustment Fields
• Basic Information
• Guidelines and Best Practices
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Analyzing Sales Comparison Grid
Adjustment Percentage Red Flags
‫‏‬
Single Adjustment*
> 10%
Net Adjustment
> 15%
Gross Adjustment
> 25%
– Best practice benchmarks.
– Fannie Mae® requires appraiser comment/explanation if net or gross exceeded.
– Severity and frequency should be considered.
– Appraisers often exceed these.
• Explanation warranted.
• Must make sense.
*The Single Adjustment recommendation, 10%, is no longer a GSE guideline, but is a helpful rule of thumb.
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Analyzing Sales Comparison Grid
Net Adjustment Calculation
‫‏‬
– Percent difference between comp’s
Sales Price and Adjusted Sale Price.
Example: Net Adjustment is the
comp’s Actual Sales Price
minus the Adjusted Sales
Price equals Net Adjustment.
$155,000 - $153,000 = $2,000
Net Adjustment/Sales Price is
the Percent Net Adjustment.
$2,000/$155,000 = 1.3%
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Analyzing Sales Comparison Grid
Gross Adjustment Calculation
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– Percent dollar amount of all
adjustments, without regard to
whether they are positive or negative.
Example: Gross Adjustment is the total
of the absolute value of all
adjustments.
$5,000 + $3,000 = $8,000
Gross Adjustment/Sales
Price is the Percent Gross
Adjustment.
$8,000/$155,000 = 5.2%
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Analyzing Sales Comparison Grid
True or False?
‫‏‬
– Given the Adjusted Sales Price of the Comparables shown here, the indicated
value for the subject is $158,200.
( $153,000 + $157,800 + $163,800 ) / 3 = $158,200
False it is NOT an average
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Analyzing Sales Comparison Grid
Indicated Value by Sales Comparison Approach
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– Summary
– Written rational
– Weighted average
• Not simply a numeric average
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Non-Value Adjustment Fields
Address, Proximity to Subject, Sale Price, Price/GLA, Data and Verification
Sources
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Analyzing Sales Comparison Grid
Non-Value Adjustment Lines (Disclosure)
– Address
– Proximity to Subject
– Sales Price
– Sales Price/Gross Living Area
– Data Source
– Verification Source
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Analyzing Sales Comparison Grid
Non-Value Adjustment Lines
– Address
• Verify at http://www.usps.com
– Proximity
• Distance
– In miles, to two decimal points.
– As the crow flies.
• Direction
– From the subject, to the comp.
– Sales Price
• Actual sales price,
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Analyzing Sales Comparison Grid
Sale Price/Gross Living Area
– AKA Price per Square Foot:
– Sales Price divided by Gross Living Area square footage.
– Can indicate whether the subject and comparables are similar.
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Analyzing Sales Comparison Grid
Data and Verification Sources
– Specific Data Source used for each comparable shown.
• Specific MLS and MLS#, when applicable.
• Other sources explained in the “Comments” section.
• Days on Market (DOM), to four digits, must be included.
– Verification Source required.
– Data Source can be party related to transaction.
• So long as Verification Source public, published, and verifiable.
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Value Adjustment Fields
Basic Grid Reading, General Best Practices, UAD Impacted Fields, Field
Specific Best Practices and Guidelines
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Analyzing Sales Comparison Grid
Additional Best Practices for Reviewing Adjustments
‫‏‬
– Subjective and Objective Adjustments
– Field Specific, Including UAD Requirements
• Sales Concessions
• Time Adjustments
• Basement Space
– Value
– Finished versus Unfinished
– Additional Reminders
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Analyzing Sales Comparison Grid
Across the Board Adjustments
– Subject feature
• No similarly featured comparable
• Adjustments to each comp in the same direction for any single item of comparison.
• Common Examples: Swimming Pool, Shed, Barn, Greenhouse or Workshop
– Questionable market acceptance
– Unsupported value additions/subtractions
– Additional comparables
• Older, distant or otherwise not usually acceptable
• Market acceptance
• Value
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Field Specific Adjustments
Including Best Practices and UAD Impacted Fields
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Analyzing Sales Comparison Grid
Sale or Financing Concessions
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– First Line
• Type of sale.
– Second Line
• Financing type.
• Concession Amount.
– See Fannie Mae and Freddie Mac
Uniform Appraisal Dataset
Specification, Field-Specific
Standardization Requirements
(Appendix D) for abbreviations.
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Analyzing Sales Comparison Grid
Sales and Financing Concessions
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– Fannie Mae® Selling Guide §B4-1.4, Appraisal Report Assessment
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Analyzing Sales Comparison Grid
Sales and Financing Concessions
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– Freddie Mac® Single-Family Seller/Servicer Guide §44-15
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Analyzing Sales Comparison Grid
Financing Concessions
‫‏‬
– Within allowable limit?
– Adjustment required?
– Narrative included?
– Is sales price inflated by concession’s
inclusion?
– Excessive financing concessions
deducted from sales price?
– LTV recalculated, if necessary?
Sales Concessions
‫‏‬
– Non-real property items in contract?
– Non-real property items deducted
from sales price?
– LTV recalculated, if necessary?
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Analyzing Sales Comparison Grid
Date of Sale/Time
‫‏‬
– Sale date and contract date.
– Market condition adjustments:
• Sometimes warranted for significant
market changes.
• Explanation required.
• Measured from date of contract, not
sale.
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Analyzing Sales Comparison Grid
Location
‫‏‬
– Look for similar ratings and factors.
– Impact on value rating.
• Neutral (N)
• Beneficial (B)
• Adverse (A)
– Factor(s).
• One or Two
• Explain what impacts the value rating.
– Value adjustment may be warranted:
• Otherwise similar properties.
• Appraiser explanation.
– Check Location, View and Site value
adjustments to ensure the same
influence is not adjusted twice.
• i.e. Oceanfront Property
*Any necessary location adjustment would appear on the “Other” line, per UAD Appendix D. .
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Analyzing Sales Comparison Grid
Site
‫‏‬
– Lot size.
• Not description. (i.e. Average)
– Entire site.
– Less than one acre:
• Whole numbers, square footage.
– One acre or more:
• Acreage to two decimal points.
– Similarly sized lots.
– Adjustments
• Consistent with lot value in cost
approach.
• Supported with market data.
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Analyzing Sales Comparison Grid
View
‫‏‬
– Look for similar ratings and factors.
– Impact on value rating:
• Neutral. (N)
• Beneficial. (B)
• Adverse. (A)
– Factor(s):
• One or Two.
• Explain what impacts the value rating.
– Value adjustment may be warranted:
• Otherwise similar properties.
• Appraiser explanation.
– Check Location, View and Site value
adjustments to ensure the same
influence is not adjusted twice.
• i.e. oceanfront property.
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Analyzing Sales Comparison Grid
Design
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– Architectural design/style
– Narrative
– i.e. Mid-Century Modern, Colonial,
Craftsman, Ranch
– Does the market react to different
property designs?
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Analyzing Sales Comparison Grid
Quality of Construction
‫‏‬
– UAD Quality Rankings: Q1-Q6
• See Appendix D for specific ratings
definitions.
– Similar rankings.
• Otherwise, possible adjustment.
• Appraiser explanation.
Actual Age
‫‏‬
– Adjustments can be
– Validate no double counting for age
and condition
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Analyzing Sales Comparison Grid
Condition
‫‏‬
– UAD Condition Rankings: C1-C6
• See Appendix D for specific ratings
definitions.
– Subject’s condition rating must be the
same as rating indicated in
Improvements Section.
• Appraisal subject to completion/repair.
• Sales comparison based on anticipated
condition upon completion.
– Similar rankings.
• Otherwise, possible adjustment.
• Appraiser explanation.
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Analyzing Sales Comparison Grid
Bedrooms
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– Appraiser explanations for
adjustments.
– Particular markets.
Bathrooms
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– Full and half baths reported.
Square Footage
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– Similar adjustments.
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Analyzing Sales Comparison Grid
Basement
‫‏‬
– First Line
• Square footage.
• Finished square footage
• Basement access:
– Walk-out (wo), walk-up (wu) or interior
only (in).
– Second Line
• Number of rooms.
• Type of finished rooms:
– Rec room (rr), bedroom (br), bath (ba) or
other (o).
– Baths reported in ‘full.half’ format.
– Basement value and adjustments
must make sense.
• Check basement and basement
finished adjustments to value given
above grade living area.
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Analyzing Sales Comparison Grid
Functional Utility
‫‏‬
– If adjusted, explained in comments.
Heating/Cooling, Energy Efficient
Items, Garage/Carport,
Porch/Patio/Deck, Fireplace.
‫‏‬
– Adjustments need to make sense.
Other
‫‏‬
– In blank spaces.
– Need to make sense.
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Other Sales Comparison Concerns
Previous Sales/Transfer History. Genworth Guidelines, Common Sales
Comparison Issues and Resources.
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Other Sales Comparison Data
Sale History Reporting and Analysis
‫‏‬
– USPAP and GSEs require:
• Three year sale history reporting/analysis for subject.
• One year history reporting/analysis for comps
– Can help identify:
• Value increases.
• Foreclosure, short sale or quit claims in title.
• Unsupported or supported changes in value.
• Seasoning of ownership of property.
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MC 1004
Do the comments confirm the adjustments?
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Analyzing Appraisals: Focus on Sales Comparison
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Sales Comparison
Some Commonly Identified Appraisal Red Flags
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– Using dated comps without sufficient explanation.
– Not relying upon the most similar comparable property.
• Closest.
• Most recent sale.
• Most similar property.
– Indicated value outside the value range for the neighborhood.
– Photos show a feature/situation not reflected in the appraisal.
• Major farm structures or livestock may evidence farm use.
• Appraiser should explain unusual circumstances and that land is used residentially.
– Gross adjustments in excess of 25% of the original sales price on several
comps.
• Without sufficient explanation and justification.
– Not identifying an area as declining when credible evidence suggests a decline.
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Tools and Job Aids
Appraisal Review Checklist, Appraisal Review Reminders, Top MI
Appraisal Issues, Additional Training, Websites and Resources.
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Analyzing Appraisals: Focus on Sales Comparison
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Genworth Appraisal Review Checklist
– http://www.mortgageinsurance.genworth.com/LenderServices/Underwriting.aspx
Consult Fannie Mae and Freddie Mac Uniform Appraisal Dataset Specification: Field Specific Standardization Requirements
and all applicable guidelines for complete UAD requirements.
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Job Aids
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Sales Comparison and Genworth
“Value Not Supported by Comparables” is a top Genworth Top MI
Decision Error.
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Resources
• http://www.realtor.com
•http://maps.yahoo.com
• http://listingbook.com
•http://earth.google.com
• http://www.realquest.com
•http://www.freddiemac.com/learn/pdfs/u
w/apr_reminders.pdf (Freddie Mac
checklist)
• http://www.realtytrac.com
• http://www.zillow.com
• http://www.platdata.com
•https://www.efanniemae.com/sf/guides/
ssg/relatedsellinginfo/appcode/ (Fannie
Mae Appraisal Guidance and Code of
Conduct Information)
• http://mortgagefraudblog.com
•www.mortgageinsurance.genworth.com
• http://www.corelogic.com
• http://www.appraisalfoundation.org
• http://www.hud.gov
Genworth Action Center 800 444.5664
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Appraisal Review Reminders
Genworth Appraisal Webinars
– Appraisal Underwriting
– Condominium Appraisal Review
– Manufactured Housing
– Calculating Rental Income
– Rural Property Appraisals
– 1004MC and Appraiser Independence
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Thank You!
©2012 Genworth Financial, Inc. All rights reserved.
65
Legal Disclaimer
Genworth Mortgage Insurance is happy to provide you with these training
materials. While we strive for accuracy, we also know that any discussion of laws
and their application to particular facts is subject to individual interpretation,
change, and other uncertainties. Our training is not intended as legal advice, and
is not a substitute for advice of counsel. You should always check with your own
legal advisors for interpretations of legal and compliance principles applicable to
your business.
‫‏‬
GENWORTH EXPRESSLY DISCLAIMS ANY AND ALL WARRANTIES,
EXPRESS OR IMPLIED, INCLUDING WITHOUT LIMITATION WARRANTIES OF
MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE, WITH
RESPECT TO THESE MATERIALS AND THE RELATED TRAINING. IN NO
EVENT SHALL GENWORTH BE LIABLE FOR ANY DIRECT, INDIRECT,
INCIDENTAL, PUNITIVE, OR CONSEQUENTIAL DAMAGES OF ANY KIND
WHATSOEVER WITH RESPECT TO THE TRAINING AND THE MATERIALS.
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©2012 Genworth Financial, Inc. All rights reserved.
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