These Are the 7 Worst Housing Markets, Based on Lennar

Increased mortgage charges have reduce into dwelling gross sales at a nationwide stage—however, because the saying goes, all actual property is native. 

the nation’s second-largest builder by market capitalization, on Thursday listed the housing markets which can be holding up finest—and worst.

The house builder was one of many two to report earnings this week for the quarter ended Aug. 31.


(ticker: LEN) and the smaller builder

KB Residence

(KBH) beat earnings-per-share estimates, however mentioned that orders had fallen as larger mortgage charges reduce into patrons’ backside strains. 

“Residence constructing finds itself as soon as once more on the forefront of all that’s occurring within the economic system, and the Fed’s use of its rate of interest instrument to curtail inflation is actually having the specified impact on the for-sale housing market,” Stuart Miller, Lennar’s govt chairman, mentioned on the corporate’s third-quarter earnings name. 

Lennar is adjusting costs and providing incentives to drive site visitors, executives mentioned. The corporate’s new web order gross sales value was 9% decrease than the second quarter, however 1% larger than the yr prior, co-CEO Richard Beckwitt mentioned on the decision. In the course of the third quarter, new order incentives elevated to six% in August from 2.3% in June, he added.

“As we convey costs down and incentives up, demand remains to be there,” Miller mentioned. “These fundamentals give us assurance that whereas there’s short- and medium-term reconciliation, the long-term prospects for housing proceed to be sturdy.”

Not each housing market necessitated the identical robust love. Beckwitt sorted housing markets into three classes: those who have continued to carry out nicely, these the place gross sales momentum picked up after the corporate adjusted costs or incentives, and those who may require additional value changes to drive gross sales.

Gross sales remained sturdy in 9 areas, Beckwitt mentioned. They embody New Jersey; Maryland; Virginia; Charlotte, N.C.; Indianapolis; San Diego, Calif.; and three markets of Florida: the southwest, the southeast, and the world round Palm Seaside.

“These markets are benefiting from extraordinarily low stock, and plenty of are benefiting from a robust native economic system, employment progress and in-migration,” Beckwitt mentioned, including that Lennar supplied mortgage buy-down packages and a few incentives to keep up the gross sales tempo. “Some communities in these markets have required focused value changes on a restricted foundation,” he added.

The majority of locales fell into the second class. The corporate mentioned it “made extra important changes to regain gross sales momentum” in additional than 20 markets. Amongst them had been a number of the pandemic housing increase’s hottest markets, comparable to Phoenix, Dallas, and Tampa, Fla. 

Different areas on this class included Orlando, Fla.; Jacksonville, Fla.; the coastal Carolinas; Atlanta; Chicago; Nashville; Raleigh, N.C; Houston; San Antonio; Tucson, Ariz.; Las Vegas; Colorado; Seattle; and a number of other components of California, together with because the coast, the Inland Empire, the Bay Space, the Central Valley, and Sacramento. 

Visitors has slowed in every of those markets, and cancellations have elevated, Beckwitt mentioned, including that the corporate supplied purchaser perks comparable to “aggressive” financing packages, value reductions, and elevated incentives to drive gross sales. 

The corporate says purchaser pullback had been strongest in seven markets, together with Boise, Idaho, the place costs skyrocketed earlier within the pandemic amid decrease charges and the work-from-home housing increase. “Whereas the drivers and particular person dynamics of those markets are diverse considerably, site visitors has slowed considerably,” Beckwitt mentioned. Different markets on this class embody Philadelphia; Pensacola, Fla.; Austin; Reno, Nev.; Minnesota; and Utah.

Many patrons in these markets “have to be satisfied that now’s the time to purchase,” Beckwitt mentioned. “There may be worry that gross sales costs haven’t hit backside, which has led to an elevated stage of cancellations.”

Lennar isn’t alone in sweetening offers for potential patrons. Greater than half of builders surveyed by the Nationwide Affiliation of Residence Builders in September mentioned that they supplied incentives, comparable to mortgage charge buy-downs and value reductions, to assist drive gross sales, the commerce group mentioned earlier this week.

Whereas builders courtroom patrons, existing-home sellers have pulled again. The stock of present properties on the market on the finish of August fell for the primary time since January, based on Nationwide Affiliation of Realtors information launched Wednesday. Sellers “don’t need to hand over that 3% mortgage charge,” the affiliation’s chief economist Lawrence Yun mentioned on the time.

Write to Shaina Mishkin at

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