In today's volatile real estate market, it can be difficult to obtain a meaningful estimate of what a parcel of commercial real estate is currently worth. In many areas, especially those in energy dependent states, the market, if not in an official recession, is certainly at risk. Such information is essential to help you make strategic decisions about buying, selling, financing, developing and improving properties.
Relying on Comparables
Appraisers often use the sales comparison approach to
reach a market value for a subject property, because it is
intuitive and oftentimes less subjective. It assumes that the
subject property will sell for a comparable price (or price per
square-foot) as similar properties (known as "comps").
When valuing a property under the sales comparison approach,
appraisers must consider all relevant transactions in the area and
then determine which should be used in the analysis to produce a
credible value, taking into account differences in the comparable
properties. The best comps are those most similar to the subject
property in terms of land use (type of property), timing, location
and size.
Ideally, each comp also should mirror, as best possible, the conditions under which the subject property was sold. For example, the buyer and seller should have been typically motivated (that is, not under any compulsion), and the marketing effort and exposure time should have been typical for that property type in that market.
Dealing with Distressed
Sales
When the search for comps includes foreclosures and short
sales, appraisers need to consider whether these
"distressed" sales are still relevant in today's
market. In some circumstances, the answer may be "yes."
But using them usually requires extra legwork, especially if local
market conditions are now more favorable than when the distressed
sales occurred.
It is true that the differences between the conditions of sale and those of the subject property can make a distressed sale transaction unsuitable as a comp, but certain adjustments can be made to account for some deficiencies. An adjustment might be made, for example, if the transaction involved sales concessions, or the transaction involved atypical motivations (for example, the seller might be highly motivated in a short sale), or the property's physical condition was poor.
The physical condition and the conditions of sale are distinct factors that must be considered separately. In other words, an appraiser should not assume that a property sold under foreclosure conditions was in inferior condition. Using distressed comps may require greater investigation and analysis than relying on comps that occurred under more comparable market conditions.
Expanding the Search
At times, an appraiser might be confronted with a market
experiencing limited sales activity of any kind, distressed or
otherwise. In such situations, the appraiser will need to modify
his or her selection criteria when searching for comps. For
example, the appraiser might expand the geographic area (and make
appropriate adjustments for location) or rely on less recent sales
(with appropriate adjustments for market conditions). If true comps
cannot be identified, the appraiser may need to rely on other
appraisal approaches to determine value.
Adjustments can be supported using paired sales, market participant surveys, analysis of rent or net income differentials and cost analysis.
Counting on Qualified
Appraisers
When considering a transaction, it is critical to ensure
your valuations are built on solid ground. It is essential that you
work with one or more qualified real estate appraiser who have been
through multiple cycles and know how to deal with comparable sales
and use them to arrive at a meaningful estimate of value. As
your ORBA advisors, we have the expertise to evaluate your
appraisals and if necessary, recommend alternative resources.
The content of this article is intended to provide a general guide to the subject matter. Specialist advice should be sought about your specific circumstances.