The Value of Real Estate

Chapter 11
The Value of
Real Estate
Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 1

Chapter 11: The Value of Real Estate
Important Definitions
and Concepts
• Seven characteristics of real estate include:
– 4 value characteristics (demand, utility,
scarcity, transferability) that all items must
have
– 3 physical characteristics (uniqueness,
immobility, indestructibility)
• Factors that can affect real property value:
– Broad market factors
– Property-specific

Important Definitions
and Concepts
• Difference between:
– Value
– Price
– Cost
• Market value
• Arm’s length transaction
• Assemblage, plottage, subdividing, and frontage
as they relate to increasing the value of land

Key Terms
• Arm's Length • Demand

Transaction • Depreciation
• Assemblage • Effective Demand
• Buyer's Market • External
• Conformity Obsolescence
• Contribution • Frontage

Key Terms
• Functional • Law of Decreasing

Obsolescence Returns
• Highest and Best • Law of Increasing
Use Returns
• Market Value
• Immobility
• Plottage
• Indestructibility
• Price

DUST
The seven characteristics of real estate

include the four value characteristics
(remember: D U S T):
1. Demand
2. Utility
3. Scarcity
4. Transferability

Physical Characteristics
Three physical characteristics unique to real

estate:
1. Uniqueness
2. Immobility
3. Indestructibility

Value
• The amount of goods or services offered

in marketplace in exchange for
something else
• To have value, certain value
characteristics must be present and
perceived by the user and other
potential users
• All four characteristics must be present
and in harmony for item to achieve
maximum value
Demand
• The need or desire for a specific good or
service, and an essential ingredient in
creating value
• Without demand, any amount of supply is
meaningless
• Effective demand or purchase ability
means a prospective buyer has enough
disposable income available to satisfy
needs or desires

Utility
• The ability of a good or service to satisfy

human wants, needs, or desires
• Utility is the degree of usefulness to
prospective users
– No perceived use for something  no
perceived value

Scarcity
• The perceived supply of a good or service relative

to the demand for it:
Unlimited supply Perceived to have
of something little value
• Scarcity and utility must both be present for the
item to have value
• Value also derived from scarcity

Transferability
• The ability to freely buy, sell, encumber,

dispose of property in any way the owner
sees fit
– Property value derived from freedom to
transfer title readily from one person to
another
• The fewer restrictions on property, the
more perceived value in the marketplace

Added Requirement
• Effective demand or purchase ability

(effective purchasing power)
– Person receiving property must have ability
to pay
• Without this, desires and demands go
unfulfilled because property can’t be
transferred to the person who desires it

Uniqueness
• A physical characteristic of real estate referring

to each piece of land, each building, and each
house being different
– Non-homogeneity: No two properties are exactly
the same
• More land cannot be created in a given
location
– Value is derived from this perceived scarcity due
to uniqueness

Immobility
• The physical characteristic of real estate

referring to the fact that it can't be moved
• Immobility helps value in a good market
– Other land can't be moved in to take away
potential customers
• Immobility can hurt land value in a bad
market

Indestructibility
• A physical characteristic of real estate

referring to the fact that it can't be
destroyed
– Real estate will always have some minimum
value by virtue of its existence
• Land’s usefulness, and hence its value,
can change over time

Additional Factors
in Valuing Property
(more or less in order of importance):

• Highest and best use
• Location
• Substitution
• Conformity
• Contribution
• Depreciation

Highest and Best Use
• The use that is the most physically

possible, legally permissible, economically
feasible, and maximally profitable or
productive.
• Vital consideration when examining vacant
land or land that has changed zoning

Location
• The exact position of a piece of real estate

• Consider neighborhood’s growth, popularity,
prosperity, etc.
• An individual home’s location within a
neighborhood also affects its value

Substitution
• Theory that an informed buyer will not pay more

for a home than a comparable substitute
– The value of the “worst” home in a given
area is increased by the other homes in the
area
– The value of the “best home in a given area
is decreased by the other homes in the
area
• This theory can also be applied to items within
a home
Conformity
• The theory that a particular home

achieves its maximum value when
surrounded by homes of similar style and
function
• Applies to neighborhoods as well

Contribution
• The theory that a particular item or feature

of a home is worth only what it actually
contributes in value to that piece of
property
• An item or improvement is worth only what
a prospective buyer is willing to pay, not
what it actually cost the owner

Law of Decreasing/Increasing
Returns
• Law of decreasing returns: Beyond a

certain point, added value of additional
feature, addition, repair, is less than the
actual cost of it
– Also called law of diminishing returns
• Law of increasing returns: Added value
of an additional feature, repair, is more
than the actual cost of that item

Depreciation
• The loss in value to property for any reason

• Factors contributing to depreciation can be
classified as curable or incurable
• Depreciation is usually attributed to one of
three causes:
1. Physical Deterioration
2. Functional Obsolescence
3. External Obsolescence

Law of Supply and Demand
• For all products, goods, and services, when

supply exceeds demand, prices will fall and
when demand exceeds supply, prices will
rise
• Lag time for market forces to respond to
supply and demand situations lead to
buyer’s and seller’s markets

Buyer’s vs. Seller’s Market

• Buyer's market: buyers have a large
selection of properties from which to choose
• Seller's market: sellers can choose from a
large number of buyers looking for houses
in a particular area
• The real estate market is in balance when
there are slightly more homes available than
buyers.

Value, Price, Cost

• Value: What a typical person would pay for
something
• Price: What one person actually paid
– Price is a fact.
• Cost: Dollars needed to develop, produce, or
build something
– The value of a piece of real estate should
never be confused with its price

Market Value
• The most probable price a property should

bring in competitive, open market under all
conditions requisite to a fair sale
– The final value entered on the Uniform
Residential Appraisal Report (URAR) should
represent the appraiser's opinion of market
value

Arm’s Length Transaction
• One that occurred under typical

conditions in the marketplace with each
party acting in his or her own best
interest

Making Land More Valuable
• Assemblage: Combining two or more parcels

of land into one larger parcel; typically done to
increase usefulness of the land
• Plottage: Increase in value (over cost of
acquiring the parcels) by successful
assemblage, usually due to a change in use
• There are times when subdividing and splitting
property into multiple smaller parcels can
increase value

Frontage
• Dimension across access side of property

• Adding it makes land more valuable than
adding depth, even if total amount of land
added is the same
– This is especially true for commercial
property

Summary
1. Value is the amount of goods or services offered in the

marketplace in exchange for something. There are
seven characteristics of real estate. Maximizing value
requires all four value characteristics—demand, utility,
scarcity, transferability (DUST)—plus the three
physical characteristics – immobility, indestructibility,
uniqueness. Buyers must want a site, feel it’s useful to
satisfy needs, perceive limited supply, and be free to
transfer the site later. To have value, scarcity must be
coupled with utility. Without demand, supply is
meaningless, but a person must also have an ability to
purchase (effective demand).

Summary
2. Factors that affect the value of a particular

piece of real estate include many of the same
economic, governmental, and social factors that
influence the broad real estate market. Some of
the most relevant broad market factors that
influence the value of a particular piece of real
estate include supply and demand, and
uniqueness and scarcity. Property-specific
factors include highest and best use, location,
substitution, conformity, and contribution.

Summary
3. Market value is the theoretical price that a piece of real

estate is most likely to bring in a typical transaction, not to
be confused with market price, which is the actual price
paid for a piece of real estate. A typical real estate
transaction is often referred to as an arm’s length
transaction, meaning the transaction occurred under
typical conditions in the marketplace with each party acting
in his or her own best interests. Typical conditions are
buyer paying cash, seller not offering financing or unusual
terms, buyer and seller are not related, buyer and seller
acting in their own best interests, buyer and seller not
acting out of undue haste or duress, both are reasonably
informed about the property, and the property has been on
the market for a reasonable period of time.

Summary
4. Inherent value of land can be increased through assemblage
or subdivision. Assemblage is combining two or more parcels
of land into one larger parcel, increasing the usefulness of the
site. If the larger parcel is worth more than the sum total of the
smaller parcels, this is called plottage. Subdividing a larger
parcel of land can also result in more utility and more value.
Frontage is the dimension across the access side of a parcel
of land. With commercial property, frontage is usually more
valuable than depth. The first number in a lot size is always
the frontage. With residential land, usually, only total size is
compared. In both cases, a market study must be done to
determine any amount of value difference.

Quiz
1. The amount one particular person paid

for property is its
a. cost.
b. market value.
c. price.
d. value.

Quiz
2. What are the value characteristics

properties must have in harmony to
maximize value?
a. demand, utility, scarcity, transferability
b. supply and demand
c. uniqueness, immobility, indestructibility
d. utility and scarcity, coupled with a lack of
purchasing power

Quiz
3. Land has inherent value because of

a. immobility.
b. indestructibility.
c. uniqueness.
d. all of the above.

Quiz
4. Which is an example of real estate put

to its highest and best use?
a. flat, paved parking lot in downtown
Boston
b. house in a residential subdivision
c. old house on a major highway
surrounded by commercial buildings
d. vacant lot

Quiz
5. Which house will hold its value best?

a. "best" house in the "worst" neighborhood
b. "worst" house in the "best" neighborhood
c. $50,000 house overlooking a huge landfill
d. $500,000 house in an area of apartment
complexes

Quiz
6. Typical conditions in the marketplace

include all EXCEPT
a. buyer pays cash for real estate.
b. buyer and seller are not related.
c. buyer and seller are reasonably informed
about the property.
d. property has been on the market for seven
years.

Quiz
7. Someone buys two adjacent parcels of

land for $20,000 each. An appraisal shows
the combined larger parcel is now worth
$40,000. What has occurred?
a. assemblage
b. frontage
c. plottage
d. subdividing

Quiz
8. Someone buys two adjacent parcels of

land for $20,000 each. An appraisal
shows the combined larger parcel is
now worth $50,000. What has occurred?
a. assemblage
b. frontage
c. plottage
d. subdividing

Quiz
9. Someone buys one large parcel of land

for $200,000. An appraisal shows it
could become 10 lots worth $25,000
each. This is an example of
a. assemblage.
b. frontage.
c. plottage.
d. subdividing.

Quiz
10. A fast food chain is looking for a new

location. Assuming the cost of the lot is of
less concern than customer convenience
entering and exiting the property, which lot
would the restaurant likely choose?
a. 100’ x 200’
b. 125’ x 150’
c. 150’ x 125’
d. 200’ x 100’

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Chapter 11

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 1

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 2

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 3

• Arm's Length • Demand

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 4

• Functional • Law of Decreasing

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 5

The seven characteristics of real estate

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 6

Three physical characteristics unique to real

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 7

• The amount of goods or services offered

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 9

• The ability of a good or service to satisfy

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 10

• The perceived supply of a good or service relative

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 11

• The ability to freely buy, sell, encumber,

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 12

• Effective demand or purchase ability

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 13

• A physical characteristic of real estate referring

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 14

• The physical characteristic of real estate

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 15

• A physical characteristic of real estate

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 16

(more or less in order of importance):

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 17

Highest and Best Use

• The use that is the most physically

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 18

• The exact position of a piece of real estate

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 19

• Theory that an informed buyer will not pay more

• The theory that a particular home

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 21

• The theory that a particular item or feature

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 22

• Law of decreasing returns: Beyond a

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 23

• The loss in value to property for any reason

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 24

Law of Supply and Demand

• For all products, goods, and services, when

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 25

Buyer’s vs. Seller’s Market

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 26

Value, Price, Cost

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 27

• The most probable price a property should

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 28

Arm’s Length Transaction

• One that occurred under typical

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 29

Making Land More Valuable

• Assemblage: Combining two or more parcels

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 30

• Dimension across access side of property

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 31

1. Value is the amount of goods or services offered in the

Mortgage Lending P&P 3rd Edition/Updated Nov. 6, 2009 32