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Homebuilders have a
housing downturn playbook that’s proven to be effective time and again. They start by offering incentives like
mortgage rate buydowns. If that doesn’t work, then builders begin to mark down home prices communities until their unsold inventory has been moved.
Fast-forward to 2022, and homebuilders have clearly returned to their housing downturn playbook, only there’s a new wrinkle:
institutional investors. In the years following the 2000s housing bust,
institutional investors like Blackstone saw an opportunity to buy more directly from distressed builders. The expansion in
this so-called “build-to-rent” category means that builders, this time around, are already floating big-time markdowns to Wall Street buyers.
Last week,
Bloomberg reported that homebuilding giant
Lennar would begin to shop 5,000 unsold properties—an amount greater than the entire
total active inventory in Kansas City—to institutional investors. In some of these Southwest and Southeast communities, investors would have the opportunity to buy entire subdivisions at a discount.
“What’s an interesting dynamic with the institutional investors is a lot of them have been sitting on the sidelines waiting for that moment to strike… [they’re thinking] ‘Hey, I want to buy these homes from you [the builder], but I want to have a discount to do so.'” Ali Wolf, chief economist at Zonda tells
Fortune.
These institutional investors don’t just want markdowns in the 10% ballpark, they’re hoping for “20% and 30%” price cuts, says Wolf.
On one hand,
the current average 30-year fixed mortgage rate (6.28%) means
the housing market downturn is still very much alive. On the other hand, the decline in the average 30-year fixed mortgage (down from 7.3% in early October) means the bottom for housing demand might be in the rearview mirror. That’s why, Wolf says, some institutional investors might be ready to pull the trigger.
“What we’re hearing now is that some investors, because mortgage rates have come down, they’re afraid that primary buyers are going to come back into the market. So some of the institutional buyers are trying to rush in now because they’re afraid that there will be a pop in demand from primary buyers and they’re going to lose their opportunity,” Wolf says.