Third Quarter 2013 Connecticut and the Berkshires Market Watch

CONNECTICUT AND THE BERKSHIRES THIRD QUARTER 2013 MARKET WATCH

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INTRODUCTION Sales flourished in the vast majority of our markets during the third quarter of 2013, with both dollar and unit volume increasing by double digits in most of our communities and price categories. This is the fourth quarter of consistent sales growth, and all metrics support a market that is in full recovery mode: • Market activity is at a five-year high • Prices are stable and median selling prices are improving • Inventory levels continue to decline In tandem with the continued strengthening of the real estate market comes the need for an educated perspective on market dynamics. More than ever buyers and sellers alike need to have a realistic understanding of what is happening, why it’s happening and what to expect going forward in order to capitalize on current market conditions.

The bedroom communities of Fairfield County continue to enjoy the highest upward sales trajectory both in terms of units sold as well as median selling prices. Single family home sales along the Shoreline and in Litchfield County are also improving nicely, but the rate of change is slower than in Fairfield County because these areas are by definition smaller, more niche markets. Southern Berkshire County is notably lagging in sales volume improvement versus surrounding areas this quarter due primarily to depleted quality inventory.

Reflecting the improving health of our real estate market, sales are strengthening in all price categories. Notably in the third quarter, entry level level home sales, which have been leading this recovery, are experiencing slower sales gains than the broader market.

This is attributed primarily to depleted inventory levels. It is the luxury segment that is starting to turn the corner, tracking at higher than overall market sales levels. The return of the luxury buyer is a strong indicator of housing confidence.

The market is being supported by a broad group of buyers motivated by pent-up demand and excellent market conditions, including low prices and favorable interest rates. Sellers are comfortable with selling in this market and realistic in their valuations.

Median selling prices continue to improve, reflecting level prices and heightened sales activity in the upper price ranges. Buyers do remain price-sensitive and highly discriminating in their choice of home.

The condominium market is also contributing to the gains made in the overall housing market. Sales are up substantially for this sub-market in all areas.

I hope you find our Third Quarter 2013 Connecticut and the Berkshires Market Watch helpful as you evaluate your own personal real estate holdings and plans for this coming year. At William Pitt Sotheby’s International Realty, we are committed to excellence in everything that we do, and we dedicate ourselves to providing the highest level of service and expertise to buyers and sellers alike in all price categories. If we can be of service, please don’t hesitate to call.

With best regards,

Paul E. Breunich President and Chief Executive Officer William Pitt • Julia B. Fee Sotheby’s International Realty +1 203.644.1470 | pbreunich@williampitt.com

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SINGLE FAMILY HOME SALES CONTINUE UPWARD TRAJECTORY Third quarter 2013 transaction volume continued to improve as a broad swath of buyers actively engaged in the market.

Continuing a trend that began in the third quarter of 2012, the vast majority of our communities experienced both monthly and quarterly sales gains, often at double-digit levels. Buyers are returning to the housing market as confidence in both real estate and the general economy improves and job growth in the New York City metro area continues. The increase in mortgage interest rates during the third quarter provided an added stimulus to buyer activity, serving as a reminder that the historically low borrowing costs we have been experiencing for several years will not last forever. As has been true for some time, Fairfield County is leading the way with third quarter dollar volume up by 28% versus the same time a year ago and unit closed sales up 24%. Litchfield County dollar volume was up a strong 22%, while unit sales increased by 8%. The Shoreline sustained its steady growth pattern with activity concentrated in the low to mid-price points. Despite dollar volume declining by 6%, unit sales increased by 4%.

2629+ 28+ 27+ 37+ 52+ 4555+ 45+ 40+ 54+ 63+ 2428+ 25+ 23+ 32+ 36+ SINGLE FAMILY HOME UNDER CONTRACT SALES 2008 - 2013 (In Units) 639

553

2,679 3q13

456

3q08

1,727

1,394 1,357 1,339 1,481 3q09 3q10

3q08

3q09

546

458

3q10

3q12

3q13

3q12

402 3q11

248

3q11

3q08

FAIRFIELD COUNTY

THE SHORELINE

287

3q09

323

259

3q10

3q12

239

360

3q13

3q11

LITCHFIELD COUNTY

Consumer confidence continues to hover at its highest levels in five years. During the third quarter of 2013 we saw the Consumer Confidence Index range between 81.8 and its current 79.7 (1985=100). In tandem the Present Situation Index, which reflects how people feel about their employment and income prospects, increased further to 73.0. Improving consumer confidence is a significant factor in bringing buyers back into the housing market and particularly local buyers, who are generally discretionary buyers. Neil Dutta, head of U.S. Economics at Renaissance Macro Research LL in New York, says, “If you ask someone how things are right now, they’re all saying it’s better to an extent they haven’t seen in quite some time. The labor situation is improving and consumers have more intentions to buy major things like homes.”

Fairfield County is currently experiencing exceptional volume growth compared to its post-2009 lows, driven by its proximity to New York City, top-rated schools and charming communities as well as the flourishing Manhattan real estate market, where rising prices and depleted supply are motivating younger families to move to the suburbs. The housing market has been very strong this entire year compared to markets in recent memory, as reflected in year-to-date statistics that show that dollar volume has increased by 28% versus 2012 and unit volume is 23% higher. Under contract sales, which represent the forecasted sales pipeline, remain very strong as well, standing at 60% higher than the third quarter of 2012. With the eight-to-twelve-week lag from pending to closing, under contract sales are expected to translate to double digit fourth quarter sales increases versus the same period a CONSUMER CONFIDENCE INDEX 85 75 65 55 Jul 2012

Aug

Sep

Oct

Nov

Dec

CONNECTICUT & THE BERKSHIRES MARKET WATCH

Jan 2013

Feb

Mar

Apr

May

Jun

Jul

Aug

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Sep

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year ago. While all price segments of the market are experiencing gains compared to 2012, it is important to note that sales in the luxury segment have outperformed the remainder of the market on a percentage of improvement basis. Coming off a virtual lack of activity, the quarter-to-quarter percentage increases for sales of luxury properties are high, running between a 37% improvement and a 73% improvement in unit volume for homes priced at $3,000,000 and above.

Single family home sales along the Connecticut Shoreline are staying the course with moderate unit sales increases. Year-to-date unit sales are 3% higher than they were in 2012. According to Kathy Mitchell, Manager of our Guilford and Madison brokerages, “Transaction flow in 2013 is more consistent than prior years.” The waterfront towns of Madison and Guilford continue to demonstrate the strongest sales vitality in the area and are helped by their vibrant core downtown areas. Homes that offer walkto-town living continue to be highly desirable. The upper end of the market, particularly waterfront properties and large Colonials, remains softer than normal. The one bright spot in this segment is new construction, which is showing some resilience.

Single family home sales in Litchfield County continue to improve, both in terms of dollar and unit volume. Third quarter closed dollar volume was an exceptional 20% higher than the third quarter of 2012, while unit sales were 6% higher. The surge in dollar volume is the result of robust upper-end demand, which has spilled over into other price categories. There were five under contract sales above $2,000,000 this summer versus one at this price point in the third quarter of 2012. Typically the spring and fall are the strong selling seasons in Litchfield County. However, the strength of this summer’s sales activity has resulted in convincing buyer interest this fall.

SINGLE FAMILY HOME UNDER CONTRACT & CLOSED SALES under contract sales

FAIRFIELD COUNTY closed sales

3q13

3q12

3q13 vs 3q12

3q13

3q12

3q13 vs 3q12

3q13 vs 3q12

3q13

1727

59%

2397

1875

28%

5,747

4,581

26%

31%

103

57

43

33%

39

44

-11%

105

91

15%

17%

119

Brookfield

80

50

60%

69

53

30%

147

110

34%

40%

84

Danbury

157

96

64%

125

89

40%

306

251

22%

32%

106

Darien

78

54

44%

108

94

15%

230

228

1%

9%

132

Easton

31

18

72%

24

23

4%

67

61

10%

8%

128

Fairfield

269

169

59%

270

186

45%

566

478

18%

23%

99

Greenwich

155

133

17%

194

186

4%

486

436

11%

-8%

79

Monroe

64

53

21%

55

42

31%

156

112

39%

37%

95

Bethel

ytd

ytd

2012

ytd

2013 vs ytd 2012

dom*

2750

fairfield county

2013

closed dollar volume

New Canaan

88

62

42%

99

80

24%

224

172

30%

19%

168%

New Fairfield

76

36

111%

51

29

76%

117

92

27%

32%

103

Newtown

127

80

59%

94

91

3%

222

216

3%

-4%

131

Norwalk

212

143

48%

173

150

15%

480

382

26%

26%

105

Oxford**

35

28

25%

46

24

92%

93

62

50%

57%

73

Redding

40

25

60%

39

26

50%

92

62

48%

34%

139

Ridgefield

128

72

78%

136

81

68%

314

211

49%

56%

106

Rowayton

12

7

71%

17

13

31%

55

49

12%

-2%

78

Shelton

129

78

65%

107

86

24%

239

208

15%

24%

89

Sherman

20

14

43%

14

14

0%

43

31

39%

59%

145

Southbury**

48

24

100%

55

43

28%

110

89

24%

39%

89

Stamford

257

171

50%

220

183

20%

540

461

17%

17%

88

Stratford

184

101

82%

131

109

20%

353

287

23%

33%

89

Trumbull

163

109

50%

146

114

28%

311

274

14%

11%

84

Weston

48

46

4%

61

45

36%

138

95

45%

57%

112

Westport

138

86

61%

149

111

34%

361

279

29%

39%

95

Wilton

86

59

46%

82

71

16%

207

169

23%

37%

128

*DOM: Median Days on Market **New Haven County

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SINGLE FAMILY HOME UNDER CONTRACT & CLOSED SALES

THE SHORELINE

under contract sales

the shoreline

Branford

3q13

3q12

639 63

closed sales

3q13 vs 3q12

2013

3q13 vs 3q12

3q13

3q13

3q12

546

17%

713

671

6%

1716

1648

4%

0%

97

40

58%

63

47

34%

149

113

32%

16%

98

ytd

ytd

2013 vs ytd 2012

dom*

3q13 vs 3q12

ytd

2012

closed dollar volume

Chester

7

9

-22%

13

12

8%

29

29

0%

11%

113

Clinton

36

39

-7%

35

49

-29%

93

107

-13%

-18%

98

Deep River

12

9

33%

10

7

43%

24

18

33%

31%

66

East Lyme

28

17

65%

32

33

-3%

74

60

23%

24%

91

Essex**

23

15

53%

17

22

-23%

48

57

-16%

-14%

155

Groton

27

20

35%

25

23

9%

70

66

6%

-9%

69

Guilford

59

54

9%

81

72

13%

193

179

8%

10%

93

Killingworth

15

19

-21%

19

23

-17%

49

50

-2%

-7%

101

Lyme, Old Lyme

31

39

-21%

30

50

-40%

92

118

-22%

-3%

108

Madison

70

55

27%

93

76

22%

201

170

18%

5%

121

New London

41

23

78%

32

21

52%

89

78

14%

14%

71

Old Saybrook

40

47

-15%

47

49

-4%

106

130

-19%

-22%

102

Stonington

29

23

26%

26

19

37%

64

52

23%

-7%

92

Waterford

52

52

0%

55

61

-10%

122

149

-18%

-24%

78

Westbrook

17

23

-26%

20

25

-20%

54

59

-9%

-12%

150

*DOM: Median Days on Market **Includes Essex, Ivoryton and Centerbrook

SINGLE FAMILY HOME UNDER CONTRACT & CLOSED SALES

LITCHFIELD COUNTY

under contract sales

litchfield county

Bantam

closed sales

3q13 vs 3q12

ytd 2012

3q13 vs 3q12

3q13

3q12

3q13 vs 3q12

3q13

3q12

360

323

12%

362

341

6%

909

805

13%

20%

140

2

0

n/a

2

4

-50%

5

6

-17%

-37%

119

ytd

2013 vs ytd 2012

dom*

3q13

ytd

2013

closed dollar volume

Barkhamsted

9

8

13%

9

6

50%

18

18

0%

-3%

75

Bethlehem

8

8

0%

8

6

33%

17

15

13%

2%

123

Bridgewater

7

4

75%

7

4

75%

7

12

-42%

-61%

247

Canaan

2

0

n/a

1

0

n/a

3

2

50%

68%

87

Colebrook

8

4

100%

5

3

67%

13

9

44%

42%

164

Cornwall**

5

8

-38%

2

8

-75%

9

15

-40%

-26%

234

Falls Village

5

2

150%

5

1

400%

11

4

175%

238%

186

Goshen

13

8

63%

17

10

70%

39

21

86%

110%

161

Harwinton

18

17

6%

17

16

6%

45

37

22%

13%

197

Kent, South Kent

8

6

33%

8

7

14%

17

16

6%

17%

136

Lakeville, Salisbury

11

14

-21%

15

11

50%

41

34

21%

46%

222

Litchfield, Milton

27

23

17%

24

21

14%

52

38

37%

36%

192

Morris

7

10

-30%

5

9

-33%

13

14

-7%

52%

307

New Milford

16

21

-24%

19

33

-42%

66

71

-7%

-11%

55

Norfolk

4

3

33%

5

2

150%

11

10

10%

-23%

269

Roxbury

7

4

75%

4

7

-43%

14

11

27%

-48%

255

Sharon

15

4

275%

18

8

125%

25

26

-4%

12%

182

Thomaston, Plymouth

33

50

-34%

38

38

0%

111

84

32%

28%

78

Torrington, Winsted

102

85

20%

98

80

20%

241

212

14%

14%

103

5

1

500%

7

0

n/a

13

8

63%

273%

144

Washington***

15

10

50%

13

14

-7%

23

21

10%

2%

95

Woodbury

10

21

-52%

11

24

-54%

45

54

-17%

-36%

195

Warren

*DOM: Median Days on Market **Includes Cornwall, West Cornwall and Cornwall Bridge ***Includes Washington, Washington Depot and New Preston

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MEDIAN SELLING PRICES GENTLY RISE The median selling price for a single family home continues to gently rise, increasing between 1% and 6% in the majority of communities this quarter versus the same time in 2012. Prices have leveled, and we believe we are on the cusp of a slight elevation in a few market segments where demand has outpaced supply for several consecutive quarters. Interestingly, the median selling price of a home in our key market areas is improving at a slower pace than the national average. This is likely due to national figures incorporating many parts of the country where values dipped by 50% or more during the financial crisis. These areas were the victims of significant investor speculation and overbuilding, factors that our market areas did not experience to the same degree.

The pricing of a home will always be an art rather than a science. A property’s market value is a reflection of a number of tangible and intangible factors. The hard factors of a home include location, size, age and amenities. The soft factors include land topography, curb appeal, degree of updating, décor and the current competitive environment, among others. Turnkey properties, which include nicely decorated homes with up-to-date systems and structures, are the most highly desirable properties and command the highest prices in their range. Homes that are not in as pristine condition can languish on the market since the majority of buyers are seeking instant gratification when they make a purchase and don’t have the time for or the interest in major home improvement projects. Buyers remain exceptionally discriminating, and this is a trend that we expect will continue.

SINGLE FAMILY HOME MEDIAN SALES PRICE CHANGE: 2013 - 2010

FAIRFIELD COUNTY twelve-month median sales price

quarterly median sales price

3q13

3q12

3q11

3q10

3q13 vs 3q12

3q13

3q12

3q13 vs 3q12

$500,000

$470,000

$484,000

$505,000

6%

$449,000

$419,000

7%

Bethel

310,000

322,000

415,000

350,000

-4%

304,000

299,000

2%

Brookfield

360,000

355,000

330,000

356,000

1%

372,000

304,000

22%

Danbury

287,000

237,000

265,000

308,000

21%

256,000

239,000

7%

Darien

1,318,000

1,233,000

1,295,000

1,310,000

7%

1,324,000

1,245,000

6%

Easton

496,000

620,000

680,000

540,000

-20%

524,000

570,000

-8%

Fairfield

604,000

575,000

582,000

535,000

5%

549,000

504,000

9%

Greenwich

fairfield county

1.700,000

1,721,000

1,498,000

1,862,000

-1%

1,675,000

1,625,000

3%

Monroe

421,000

412,000

418,000

431,000

2%

352,000

372,000

-5%

New Canaan

1,413,000

1,480,000

1,810,000

1,552,000

-5%

1,375,000

1,475,000

-7%

New Fairfield

290,000

295,000

305,000

360,000

-2%

309,000

295,000

5%

Newtown

366,000

395,000

445,000

452,000

-7%

367,000

366,000

0%

Norwalk

465,000

421,000

422,000

449,000

10%

424,000

402,000

5%

Oxford*

334,000

313,000

275,000

380,000

7%

337,000

311,000

8%

Redding

518,000

602,000

568,000

647,000

-14%

472,000

534,000

-12%

Ridgefield

748,000

637,000

654,000

730,000

17%

627,000

611,000

3%

Rowayton

985,000

1,262,000

1,062,000

1,462,000

-22%

928,000

952,000

-3%

Shelton

346,000

312,000

328,000

318,000

11%

310,000

293,000

6%

Sherman

403,000

285,000

260,000

343,000

41%

363,000

401,000

-9%

Southbury*

408,000

345,000

365,000

375,000

18%

357,000

329,000

9%

Stamford

579,000

580,000

575,000

634,000

0%

545,000

530,000

3%

Stratford

234,000

198,000

222,000

242,000

18%

219,000

208,000

5%

Trumbull

365,000

341,000

375,000

380,000

7%

344,000

357,000

-4%

Weston

775,000

829,000

860,000

1,075,000

-7%

760,000

703,000

8%

1,260,000

1,130,000

1,030,000

1,225,000

12%

1,237,000

1,178,000

5%

845,000

720,000

850,000

843,000

17%

754,000

760,000

-1%

Westport Wilton *New Haven County

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Multiple bids are reported with increasing frequency in the most in-demand price segments. Typically these are properties offered at a compelling price where buyers sense exceptional value. Buyers are knowledgeable and follow inventory in their chosen market very closely.

Despite the modest improvement in median selling prices, buyers remain price sensitive and value driven. Buyer caution is supported by bank appraisals that continue to come in low, keeping a lid on price appreciation.

In Fairfield County, the median selling price for a single-family home for the third quarter of 2013 is $500,000. In the Shoreline the median selling price is $244,000, while in Litchfield County the current median selling price for a single family home is also $244,000. On a rolling twelve month basis we are seeing median selling prices in Fairfield County rise by 7% compared to the same quarter in 2012, while the Shoreline and Litchfield County are approximately 2% higher.

HIDDEN VALLEY ESTATE

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CORNWALL, CT - MLS: L147132

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SINGLE FAMILY HOME MEDIAN SALES PRICE CHANGE

THE SHORELINE twelve-month median sales price

quarterly median sales price

3q13

3q12

3q11

3q10

3q13 vs 3q12

3q13

3q12

3q13 vs 3q12

$315,000

$313,000

$311,000

$311,000

1%

$301,000

$299,000

1%

285,000

284,000

360,000

310,000

0%

287,000

297,000

-3%

Chester

335,000

262,000

248,000

310,000

28%

325,000

251,000

29%

Clinton

240,000

275,000

262,000

256,000

-2%

260,000

266,000

-2%

Deep River

262,000

443,000

252,000

301,000

-41%

264,000

329,000

-20%

East Lyme

322,000

380,000

415,000

350,000

-15%

334,000

388,000

-14%

Essex*

438,000

345,000

329,000

355,000

27%

436,000

362,000

20%

Groton

154,000

175,000

124,000

150,000

-12%

141,000

154,000

-8%

Guilford

405,000

411,000

419,000

365,000

-2%

384,000

387,000

-1%

Killingworth

300,000

320,000

329,000

293,000

-6%

330,000

355,000

-7%

Lyme, Old Lyme

408,000

323,000

398,000

388,000

26%

368,000

341,000

8%

Madison

430,000

463,000

440,000

418,000

-7%

438,000

413,000

6%

the shoreline

Branford

New London

169,000

159,000

144,000

180,000

6%

131,000

148,000

-11%

Old Saybrook

332,000

355,000

370,000

311,000

-7%

358,000

356,000

1%

Stonington

350,000

402,000

252,000

415,000

-12%

353,000

338,000

4%

Waterford

220,000

225,000

254,000

223,000

-2%

211,000

222,000

-5%

Westbrook

345,000

320,000

259,000

395,000

8%

293,000

319,000

-8%

*Includes Essex, Ivoryton and Centerbrook

SINGLE FAMILY HOME MEDIAN SALES PRICE CHANGE

LITCHFIELD COUNTY twelve-month median sales price

quarterly median sales price

3q13

3q12

3q11

3q10

$244,000

$237,000

$245,000

222,000

278,000

no sales

Barkhamsted

209,000

235,000

Bethlehem

260,000

287,000

Bridgewater

308,000

580,000

Canaan

170,000

no sales

Colebrook

230,000

220,000

Cornwall*

577,000

443,000

Falls Village

260,000

158,000

Goshen

329,000

litchfield county

Bantam

3q13 vs 3q12

3q13

3q12

3q13 vs 3q12

$242,000

3%

$225,000

$221,000

2%

227,000

-20%

227,000

239,000

-5%

245,000

243,000

-11%

212,000

231,000

-8%

255,000

290,000

-9%

238,000

264,000

-10%

no sales

781,000

-47%

566,000

510,000

11%

125,000

197,000

n/a

260,000

386,000

-33%

224,000

233,000

5%

230,000

208,000

11%

600,000

381,000

30%

350,000

319,000

10%

no sales

325,000

65%

241,000

186,000

30%

286,000

310,000

295,000

15%

306,000

322,000

-5%

Harwinton

232,000

251,000

205,000

199,000

-8%

223,000

229,000

-3%

Kent, South Kent

283,000

250,000

335,000

976,000

13%

349,000

283,000

23%

Lakeville, Salisbury

635,000

383,000

375,000

715,000

66%

460,000

363,000

27%

Litchfield, Milton

419,000

332,000

367,000

310,000

26%

304,000

310,000

-2%

Morris

393,000

245,000

292,000

270,000

60%

317,000

238,000

33%

New Milford

243,000

263,000

269,000

245,000

-8%

266,000

246,000

8%

Norfolk

342,000

231,000

470,000

287,000

48%

282,000

648,000

-56%

Roxbury

495000

937,000

930,000

670,000

-47%

585,000

987,000

-41%

Sharon

533,000

235,000

830,000

210,000

127%

373,000

337,000

11%

Thomaston, Plymouth

180,000

160,000

160,000

165,000

12%

165,000

169,000

-2%

Torrington, Winsted

149,000

124,000

145,000

160,000

21%

140,000

135,000

5%

Warren

335,000

no sales

503,000

386,000

n/a

303,000

376,000

-19%

Washington**

475,000

393,000

575,000

525,000

21%

328,000

464,000

-29%

Woodbury

299,000

335,000

325,000

355,000

-11%

286,000

363,000

-21%

*Includes Cornwall, West Cornwall and Cornwall Bridge **Includes Washington, Washington Depot and New Preston

CONNECTICUT & THE BERKSHIRES MARKET WATCH

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CONDOMINIUMS SHARE IN MARKET GAINS The condominium market continues to stage a comeback with its third straight quarter of significant closed sales gains. In Fairfield County closed sales for the third quarter of 2013 were 31% higher than the same period a year ago, while there was an extraordinary 72% increase in under contract sales. High demand coupled with low inventory levels are anticipated to create some upward pricing pressure in the coming year. While the condominium markets are relatively small along the Shoreline and in Litchfield County, they nevertheless represent an important component of the market as well as a barometer of overall market vitality. After surging 30-40% in the second quarter of this year, sales continued their momentum in the third quarter. Along the Shoreline closed unit sales were 17% higher than the third quarter of 2012, while under contract sales were 18% higher. Year-to-date closed sales are 16% higher than the same period of 2012. In Litchfield County closed unit sales were 22% higher, while under contract sales were also 17% higher than the third quarter of 2012. For the year, closed sales are 19% higher than the same time in 2012.

Inventory levels continue to drift downward as demand increases and new construction remains minimal. A shortage in the supply of quality condominiums is projected in the next few years as buyers eat up the available stock and market conditions improve.

Prices remain steady to slightly rising for condominiums, giving buyers further confidence that we are at the bottom of this market cycle. The median selling price for a condominium in Fairfield County is $263,000, which represents a 10% increase compared to the same period of 2012, while along the Shoreline the median selling price is $169,000, a strong 21% improvement in selling price that is attributed to more higher-priced units being sold. In Litchfield County the median selling price is $122,000, at 9% increase compared to the third quarter of 2012. The outlook for the condominium market is positive with a growing buyer pool of first-time homebuyers and down-sizers.

CONDOMINIUM CLOSED SALES AND MEDIAN SALES PRICE CHANGE closed sales

median sales price

inventory level change

days on market

3q13

3q12

3q11

3q10

3q13 vs 3q12

3q13

3q12

3q11

3q13 vs 3q12

3q13 vs 3q12

3q13

Fairfield County

694

528

488

406

31%

$263,000

$238,000

$244,000

10%

-6%

106

The Shoreline

197

168

143

120

17%

169,000

140,000

152,000

21%

3%

111

Litchfield County

61

50

38

24

22%

122,000

112,000

117,000

9%

-1%

112

HOUSING INVENTORY CONTINUES TO DECLINE The continuing reduction in inventory is a key component to our housing markets’ return to health. Despite the influx of new listings, strong demand has continued to reduce the number of units available for sale. In Fairfield County inventory levels are down by 1% this quarter, while new listings year-to-date have decreased by 2%, compared to those periods in 2012. Along the Shoreline new listings have increased by 14% compared to the third quarter of 2012. However, with the pick up in demand, inventory levels remain 4-5% lower than the same time of 2012. In Litchfield County, there has been a big jump in new listings on the market during the past two quarters in response to improving market conditions. However, the heightened sales activity has absorbed a significant portion of these homes, leaving inventory levels 3-4% lower than this time last year. Southern Berkshire County has experienced a significant uptick in new inventory this quarter, with a 15% increase in new listings compared to the third quarter of 2012, yet total inventory is down about 7% due to a combination of sales and some sellers removing their properties from the market.

The “sweet spot” in the housing market continues to be the entry to mid-level markets, where demand for quality inventory is outpacing supply. The operative words here are “quality inventory.” Buyers are willing to wait for good homes that are priced right, and will not settle for less in this environment. The return of the luxury buyer to many of our towns has provided added confidence in the overall market and represents a reflection of the exceptional opportunities that exist today.

The pick-up in demand coupled with the lower supply is resulting in the Month’s Supply of Inventory (MSI) falling considerably.

The MSI ranges from a low of 6.4 months in Fairfield County to 9.1 months along the Shoreline and 13.1 months in Litchfield County.

CONNECTICUT & THE BERKSHIRES MARKET WATCH

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LUXURY SALES IMPROVE IN THE BERKSHIRES With strong quarter over quarter volume growth during the first two quarters of 2013, Southern Berkshire County was poised for a vibrant summer market. However, after first quarter sales that were 9% higher than the first quarter of 2012, and second quarter sales that were 11% higher than the second quarter of 2012, third quarter closed sales registered a significant 10% decrease versus the same period a year ago. According to Carolyn Fugere, Manager of our Berkshire brokerage, “Contrary to the first half of the year, this summer there were simply not as many buyers in the market as we had anticipated. Those that were in the market were highly selective and focused on upper end properties.” Contrary to the tepid broad market performance, the luxury segment was red-hot during the third quarter of 2013. Closed sales of homes valued at $1,000,000 and above were 50% higher than the third quarter of 2012. Year-to-date, 28 homes have closed at this higher price point. The challenge for the luxury segment is an ongoing depletion of quality inventory. Despite the significant growth in sales activity, 19% fewer homes were newly listed during the third quarter compared to the last quarter, resulting in a 10% decrease in available homes for sale. Buyers, many of whom have been earnestly seeking properties for some time, are quick to act on quality new market offerings, resulting in significantly lower days on market for sold homes.

There are in essence two streams of inventory in Southern Berkshire County. The first stream is new inventory that comes to the market attractively priced and presented, and sells quickly. The second inventory stream includes homes that have typically been on the market for a lengthy period of time and have not adjusted their pricing for current market conditions. Buyer selectivity is resulting in these properties being passed over, indicating that they are due for a price adjustment. The median selling price during the third quarter of 2013 remained stable at $270,000.

Since Southern Berkshire County is primarily a second home market, it is not a jobs-driven area. The buyer is lifestyle-driven and typically comes from the New York City metro area. These buyers are looking at homes in a number of different areas before making a decision on where to spend their weekends and summers. The advantages that Southern Berkshire County has over many second home markets include its easy access, the simplicity of life in the area, the gorgeous landscape and the myriad year-round activities. According to local agents, the Berkshire County buyer is typically seeking “a piece of the country” where life harkens to simpler times. As the New York City economy improves, Southern Berkshire County is anticipated to be the beneficiary of growing buyer wealth and confidence. It is particularly attractive to buyers who are seeking to maximize their dollars, as the Southern Berkshire County pricing structure is very attractive compared to other nearby second-home markets.

WATERFRONT HOME ON ONOTA LAKE

CONNECTICUT & THE BERKSHIRES MARKET WATCH

PITTSFIELD, MA - MLS: 203274

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SINGLE FAMILY HOME UNDER CONTRACT & CLOSED SALES

BERKSHIRE COUNTY

under contract sales

closed sales

3q13

3q12

3q13 vs 3q12

3q13

3q12

3q13 vs 3q12

3q13 vs 3q12

3q13

335

298

11%

331

298

11%

796

719

11%

14%

135

s. berkshire county

122

115

-6%

128

115

-10%

280

277

1%

6%

170

ytd

2012

ytd

2013 vs ytd 2012

dom*

berkshire county

ytd

2013

closed dollar volume

Alford

4

1

300%

4

2

100%

9

3

200%

192%

178

Becket

21

12

-43%

12

17

-29%

28

32

-13%

-8%

170

Egremont

8

7

14%

3

2

50%

12

9

33%

221%

195

Gt. Barrington

13

13

0%

15

15

0%

49

42

17%

13%

280

Lee

13

13

0%

13

11

18%

29

25

16%

24%

92

Lenox

20

10

100%

21

15

40%

33

31

7%

7%

130

Monterey

4

4

0%

4

4

0%

11

7

57%

224%

156

Mt. Washington

1

1

0%

0

2

n/a

0

3

n/a

n/a

n/a

New Marlborough

0

5

n/a

0

8

n/a

0

18

n/a

n/a

n/a

Otis

6

6

0%

8

12

-33%

15

26

-42%

-66%

91

Richmond

7

5

40%

5

7

-29%

13

13

0%

-26%

209

Sandisfield

7

5

40%

7

5

40%

12

9

33%

10%

242

Sheffield

8

15

-47%

11

18

-39%

22

26

-15%

-35%

104

Stockbridge

6

11

-46%

6

8

-25%

33

23

44%

73%

233

Tyringham

0

1

n/a

0

0

0%

1

2

-50%

-29%

n/a

West Stockbridge

6

4

50%

6

2

200%

13

8

63%

78%

160

*Median Days on Market

SINGLE FAMILY HOME MEDIAN SALES PRICE CHANGE

BERKSHIRE COUNTY twelve-month median sales price

quarterly median sales price

berkshire county s. berkshire county

3q13

3q12

3q11

3q10

3q13 vs 3q12

3q13

3q12

3q13 vs 3q12

$190,000

$185,000

$183,000

$200,000

3%

$184,000

$174,000

6%

270,000

269,000

335,000

283,000

0%

279,000

276,000

1%

Alford

751,000

1,190,000

620,000

1,350,000

-37%

785,000

678,000

16%

Becket

195,000

179,000

360,000

169,000

9%

168,000

154,000

9%

Egremont

963,000

368,000

330,000

430,000

162%

495,000

329,000

50%

Gt. Barrington

421,000

217,000

340,000

271,000

94%

358,000

247,000

45%

Lee

200,000

173,000

300,000

208,000

16%

209,000

184,000

14%

Lenox

295,000

277,000

425,000

630,000

7%

270,000

290,000

-7%

Monterey

643,000

294,000

338,000

788,000

119%

496,000

418,000

19%

Mt. Washington

no sales

595,000

no sales

no sales

n/a

190,000

485,000

-61%

New Marlborough

no sales

358,000

174,000

475,000

n/a

228,000

453,000

-50%

Otis

191,000

265,000

350,000

254,000

-28%

319,000

347,000

-8%

Richmond

340,000

349,000

no sales

598,000

-3%

496,000

245,000

102%

Sandisfield

201,000

341,000

478,000

253,000

-41%

196,000

276,000

-29%

Sheffield

259,000

258,000

206,000

235,000

1%

330,000

256,000

29%

Stockbridge

415,000

318,000

400,000

397,000

31%

373,000

360,000

4%

Tyringham

no sales

no sales

no sales

570,000

n/a

860,000

425,000

102%

West Stockbridge

356,000

303,000

294000

338000

18%

344,000

324,000

6%

CONNECTICUT & THE BERKSHIRES MARKET WATCH

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WATERFRONT PROPERTY WITH DOCK

OLD SAYBROOK, CT - MLS: M9143025

WHERE WE ARE HEADED We fully expect the housing momentum to continue through the fall of 2013 as the macro factors of an improving economic and employment outlook intersect with the micro factors of reasonable home selling prices and historically low interest rates. The year-to-date double-digit sales improvement and robust pipeline of under contract units have put us on track for the best year in residential housing we have seen in the past five years. We feel confident that in many towns in 2013 we will record more single family home sales than we did in 2008, 2009, 2010, 2011 and 2012.

The summer spike in mortgage interest rates added a measure of unexpected forward motion to the market. It prompted some buyers to be more aggressive in finding a new home in order to lock in rates before they increased further. Although conforming loan interest rates recently reached 4.5% for the first time in a year, after the most recent Federal Reserve meeting they eased back to 4.25%. While this may seem high compared to the 3.5% rate we became used to, mortgage interest rates in the 4% range are exceptionally low by historic averages and should be locked in if possible for the long-term. Loans that offer an option to take advantage of declining interest rates after the lock-in period are in high demand.

It cannot be stated strongly enough that buyers today are highly discerning, seeking turnkey properties. We anticipate that sellers will need to carefully prepare their homes for the market for the foreseeable future. Buyers today are buying based on “current condition” versus “potential.”

Today’s housing environment offers exceptional opportunities for buyers and sellers alike. Level housing prices, the depleted inventory of fresh housing and a larger buyer pool should provide sellers with the impetus to prepare their houses for sale and feel confident in putting them on the market. On the other side of the equation, this is a buyer-friendly environment where consumers are able to take advantage of the attractive combination of compelling home prices and low interest rates.

Information Sources: Case-Schiller reports, Various MLS services, National Association of Realtors, Connecticut Economic Digest, local mortgage brokers, Realty Trac., CMLS, CT-MLS, NCMLS, DARMLS, Greenwich MLS, BCBOR. While information is believed true, no guaranty is made for accuracy. Cover art: *Provence, France, used with permission.

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