Real Estate's All-Cash Sales Are on The Rise

Analysis of data collected for the Realtors Confidence Index shows the market share of all-cash purchases is on the rise, despite declines in distressed sales and investor activity, according to the National Association of Realtors.

Lawrence Yun, NAR chief economist, said the findings are counterintuitive. “Distressed home sales, most popular with investors who pay cash, have declined notably in the past two years, yet the share of all-cash purchases has risen,” he said. “At the same time, investors have declined as a market share, indicating other changes have been underway in the marketplace.”

Distressed home sales declined from 26 percent of the national market in 2012 to 17 percent in 2013 and 15 percent in the first quarter of this year; NAR projects distressed homes to drop to a single-digit market share by the fourth quarter. All-cash purchases rose from 29 percent in 2012 to 31 percent in 2013 and 33 percent in the first quarter of 2014.

In Florida more than half of all homes were purchased with cash. High levels of all-cash sales also were recorded in Nevada, Arizona and West Virginia, accounting for close to four out of 10 transactions.

The findings, derived from a survey of about 3,000 responses each month for NAR’s Realtors® Confidence Index, also show investors edged down from 20 percent of buyers in 2012 to 19 percent in both 2013 and the first quarter of this year.

A separate annual study of consumers, NAR’s 2014 Investment and Vacation Home Buyers Survey, shows investors at a somewhat higher market share, but declining more sharply from 24 percent in 2012 to 20 percent in 2013.

“These findings beg the question as to why we’re seeing higher shares of cash purchases,” Yun said. “The restrictive mortgage lending standards are a factor, but the higher levels of cash sales may also come from the aging of the baby boom generation, with more trade-down and retirement buyers paying cash with decades of equity accumulation.”

Another study, the 2013 National Association of Realtors® Profile of Home Buyers and Sellers, shows trade-down buyers rose to 29 percent of buyers last year from 25 percent in the 2012 study and 23 percent in 2011, suggesting a contribution to the trend in cash sales.

“A majority of foreign buyers pay cash as well, and the five-year bull run of the stock market has also provided financial wherewithal among higher wealth households,” Yun said.

In Florida, where more than half of buyers paid cash in 2012 and 2013, distressed home sales declined from nearly four in 10 purchases in 2012 to three in 10 during 2013, and investors edged down.

“Florida is the most popular state for international buyers, who generally pay cash, as well as vacation-home buyers who frequently pay cash. In addition, downsizing retirees are known to pay cash from the proceeds of their homes in the north. This helps to explain the disparity there, but that isn’t the case in most other states,” Yun said.

For example, in West Virginia cash sales rose from about one-third of buyers in 2012 to nearly four out of 10 buyers in 2013, but distressed sales declined from a quarter of the market to less than one in five, and investors were half of what they had been in 2012.

"While the volume of business in U.S. commercial real estate is expanding, price movements in domestic markets and improving prospects in the European economy, have led U.S. investors to target Europe more ambitiously than has been the case in recent years,”  CBRE Global President, Capital Markets, Chris Ludeman  said.

“This investment is dominated by fund managers, rather than investors buying directly, so there is an extent to which they represent a conduit for global capital rather than just U.S. rather than just U.S. money. Nonetheless, the increase over the last few quarters has been remarkable,” he added.

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