Market Report 3RD QUARTER 2017 LUXURY NY & CT

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1 Market Report 3RD QUARTER LUXURY NY & CT

2 Presented By ANTHONY CUTUGNO Senior Vice President Director of Private Brokerage Direct: HOULIHANLAWRENCE.COM

3 EXECUTIVE SUMMARY THIRD QUARTER New York luxury markets of Westchester (sales $2M and higher), Putnam and Dutchess (sales $1M and higher) counties posted a slight increase in year-to-date sales when compared to the same period last year. In the third quarter, Westchester experienced a 13 decline in homes sold compared to third quarter, indicating a potential softening of the luxury market. Third quarter declines were concentrated in the $2M to $2.99M price range, the traditional sweet spot of the luxury market. In Greenwich, the sale of luxury homes ($3M and higher) increased in the third quarter and year-to-date. The ultra-luxury market ($5M and higher) has picked up steam with solid gains in both homes sold and pended sales. Luxury sales in Darien ($2M and higher) have increased markedly though the preponderance of sales are within the $2M to $2.99 price range. Inventory over $5M is building and the oversupply of homes for sale is keeping buyers at bay. While market conditions can vary from one community to another, one trend that is here to stay is the demographic shift and changes in buyer preferences which are redefining the luxury market. Today s luxury buyer wants to purchase a picture-perfect home - most don t have the time, interest or know-how to improve or renovate a home. Many luxury homesellers are listening to the market they are repairing and updating, staging and styling, lightening and brightening their homes in preparation for coming to market. A recent study from YouGov Affluent Perspective : Home Purchasing underscores this trend. Only 6 of affluent homebuyers want a home that needs work and 94 want a pristine and move-in ready home. Although this is evident in non-luxury price points as well, the stakes are higher in the luxury market because buyers are less willing to compromise as the price of a home increases and there are so many luxury homes from which to choose. YouGov study also reveals the trading places trend that is, sellers making purchases and repairs that buyers of the past had initiated is influencing the multi-billion dollar home appliance industry. For example, the largest segment of consumers purchasing luxury home appliances (i.e. Sub-Zero refrigerator, Miele dishwasher) are homesellers, not homebuyers. It may seem counter intuitive to spend substantial resources on a home that you re leaving, but smart sellers understand the need to be competitive and stand out. An investment of time, money and energy prior to going on the market, coupled with strategic pricing once listed, is the best strategy to maximize the value of their home. Sincerely, Anthony Cutugno Senior Vice President Director of Private Brokerage

4 LUXURY MARKET REPORT 3 rd QUARTER In Westchester, the market is up year-to-date, though third quarter sales are lower than the same period last year Putnam and Dutchess luxury sales are also up year-to-date and third quarter sales are unchanged Strategic pricing and realistic expectations contributed to an uptick in homes sold in Greenwich WESTCHESTER COUNTY LUXURY HOME $2M AND HIGHER HOMES SOLD TOTAL DOLLAR VOLUME $330,246,923 $374,290, $841,787,498 $805,212, MEDIAN SALE PRICE $2,625,000 $2,500, $2,600,000 $2,537, AVERAGE PRICE PER SQUARE FOOT $511 $ $541 $ AVERAGE DAYS ON MARKET SALE PRICE TO LIST PRICE PUTNAM AND DUTCHESS COUNTY LUXURY HOME $1M AND HIGHER HOMES SOLD TOTAL DOLLAR VOLUME $22,992,000 $21,746, $65,220,200 $58,256, MEDIAN SALE PRICE $1,462,500 $1,650, $1,500,000 $1,475, AVERAGE PRICE PER SQUARE FOOT $633 $ $508 $ AVERAGE DAYS ON MARKET SALE PRICE TO LIST PRICE GREENWICH, CT LUXURY HOME $3M AND HIGHER UNITS SOLD TOTAL DOLLAR VOLUME $230,276,001 $182,385, $615,384,249 $491,869, MEDIAN SALE PRICE $4,427,500 $4,150, $4,225,000 $4,062, AVERAGE PRICE PER SQUARE FOOT $782 $ $736 $ AVERAGE DAYS ON MARKET SALE PRICE TO LIST PRICE Source: Hudson Gateway Multiple Listing Service, Mid-Hudson Multiple Listing Service and Greenwich Multiple Listing Service.

5 LUXURY MARKET REPORT 3 rd QUARTER Darien closed more than double the number of luxury homes this quarter compared to same time last year Through the third quarter, Rowayton is lagging behind the strong performance achieved in Third quarter gains show New Canaan gaining momentum in the luxury market DARIEN LUXURY HOME $2M AND HIGHER UNITS SOLD TOTAL DOLLAR VOLUME $79,891,161 $38,985, $193,704,911 $156,500, MEDIAN SALE PRICE $2,465,000 $2,680, $2,465,000 $2,750, AVERAGE PRICE PER SQUARE FOOT $525 $ $527 $ AVERAGE DAYS ON MARKET SALE PRICE TO LIST PRICE ROWAYTON LUXURY HOME $2M AND HIGHER UNITS SOLD TOTAL DOLLAR VOLUME $9,550,000 $7,149, $23,680,000 $38,379, MEDIAN SALE PRICE $2,375,000 $2,499, $2,287,500 $2,547, AVERAGE PRICE PER SQUARE FOOT $755 $ $783 $ AVERAGE DAYS ON MARKET SALE PRICE TO LIST PRICE NEW CANAAN LUXURY HOME $2M AND HIGHER UNITS SOLD TOTAL DOLLAR VOLUME $58,876,000 $55,250, $157,184,710 $154,802, MEDIAN SALE PRICE $2,300,000 $2,675, $2,545,000 $2,675, AVERAGE PRICE PER SQUARE FOOT $451 $ $454 $ AVERAGE DAYS ON MARKET SALE PRICE TO LIST PRICE Source: Darien Multiple Listing Service and New Canaan Multiple Listing Service.

6 Test LUXURY MARKET REPORT 3 rd QUARTER Homes sold from $3M to $4.99M achieved a median sale price of $3.654M and posted the largest percent increase Putnam and Dutchess counties sales are concentrated in the lower end of the luxury market The ultra-luxury $5M+ market in Greenwich has increased by 50 year-to-date WESTCHESTER COUNTY LUXURY HOME $2,000,000 - $2,999, $3,000,000 - $4,999, $5,000,000 - $9,999, $10,000,000 and up 0 0 Not Valid PUTNAM AND DUTCHESS COUNTY LUXURY HOME $1,000,000 - $1,999, $2,000,000 and up GREENWICH, CT LUXURY HOME $3,000,000 - $3,999, $4,000,000 - $4,999, $5,000,000 - $9,999, $10,000,000 and up Source: Hudson Gateway Multiple Listing Service, Mid-Hudson Multiple Listing Service and Greenwich Multiple Listing Service

7 Test LUXURY MARKET REPORT 3 rd QUARTER Darien showed significant gain in homes sold from $2M to $2.99M Rowayton experienced declines at most price points Gains in New Canaan occurred at the high and low end of the luxury market DARIEN LUXURY HOME $2,000,000 - $2,999, $3,000,000 - $4,999, $5,000,000 - $9,999, $10,000,000 and up 0 0 Not Valid ROWAYTON LUXURY HOME $2,000,000 - $2,999, $3,000,000 - $4,999, Not Valid $5,000,000 - $9,999, Not Valid 1 0 Not Valid $10,000,000 and up 0 0 Not Valid 0 0 Not Valid NEW CANAAN LUXURY HOME $2,000,000 - $2,999, $3,000,000 - $4,999, $5,000,000 - $9,999, $10,000,000 and up 0 0 Not Valid 0 0 Not Valid Source: Darien Multiple Listing Service and New Canaan Multiple Listing Service.

8 TOP NEW YORK LUXURY MARKETS LUXURY MARKET REPORT 3 rd QUARTER Luxury sales in Scarsdale and Rye accounted for more than half of all sales in Westchester County In Dutchess, the highest sale of the quarter was located in Washington WESTCHESTER COUNTY LUXURY HOME $2M AND HIGHER SCHOOL DISTRICT # OF MEDIAN LUXURY SALE PRICE HIGHEST SALE PRICE SCARSDALE 28 $2,687,500 $4,835,000 RYE CITY 27 $2,800,000 $5,650,000 MAMARONECK 13 $2,600,000 $3,800,000 BRONXVILLE 12 $2,922,500 $5,868,500 BYRAM HILLS 6 $2,480,250 $4,000,000 HARRISON 6 $2,580,000 $3,395,000 BEDFORD 5 $2,550,000 $2,950,000 IRVINGTON 5 $2,310,000 $3,300,000 CHAPPAQUA 3 $2,100,000 $2,100,000 KATONAH-LEWISBORO 3 $2,620,000 $3,000,000 BRIARCLIFF MANOR 2 $3,162,500 $3,700,000 RYE NECK 2 $2,600,000 $2,700,000 PUTNAM COUNTY LUXURY HOME $1M AND HIGHER SCHOOL DISTRICT/CITY/TOWN # OF MEDIAN LUXURY SALE PRICE HIGHEST SALE PRICE GARRISON 2 $1,496,250 $1,757,500 HALDANE 1 $1,320,000 $1,320,000 NORTH SALEM 1 $1,152,000 $1,152,000 DUTCHESS COUNTY LUXURY HOME $1M AND HIGHER SCHOOL DISTRICT/CITY/TOWN # OF MEDIAN LUXURY SALE PRICE HIGHEST SALE PRICE STANFORD 2 $2,000,000 $2,000,000 WASHINGTON 2 $2,445,000 $3,500,000 AMENIA 1 $1,500,000 $1,500,000 CLINTON 1 $1,462,500 $1,462,500 MILAN 1 $1,200,000 $1,200,000 NORTH EAST 1 $1,375,000 $1,375,000 RHINEBECK 1 $3,100,000 $3,100,000 Source: Hudson-Gateway Multiple Listing Service and Mid-Hudson Multiple Listing Service.

9 TOP CONNECTICUT LUXURY MARKETS LUXURY MARKET REPORT 3 rd QUARTER The highest sale of the quarter in Greenwich was a non-waterfront property More than half of all luxury sales in Southern Fairfield were located in Darien and Westport GREENWICH, CT LUXURY HOME $3M AND HIGHER TOWN/CITY # OF MEDIAN LUXURY SALE PRICE HIGHEST SALE PRICE GREENWICH 28 $4,102,500 $22,000,000 OLD GREENWICH 8 $5,399,000 $9,000,000 RIVERSIDE 5 $4,375,000 $5,250,000 COS COB 1 $4,200,000 $4,200,000 SOUTHERN FAIRFIELD COUNTY, CT LUXURY HOME $2M AND HIGHER TOWN/CITY # OF MEDIAN LUXURY SALE PRICE HIGHEST SALE PRICE DARIEN 29 $2,465,000 $5,600,000 WESTPORT 24 $2,562,500 $7,000,000 NEW CANAAN 21 $2,300,000 $5,250,000 NORWALK 5 $2,375,000 $5,750,000 FAIRFIELD 5 $2,100,000 $2,300,000 RIDGEFIELD 4 $2,616,000 $3,318,183 BROOKFIELD 1 $2,650,000 $2,650,000 NEW FAIRFIELD 1 $2,775,000 $2,775,000 SHERMAN 1 $3,000,000 $3,000,000 STAMFORD 1 $2,000,000 $2,000,000 WESTON 1 $2,130,670 $2,130,670 WILTON 1 $2,100,000 $2,100,000 Source: Darien Multiple Listing Service, New Canaan Multiple Listing Service and Greater Fairfield CMLS

10 SNAPSHOT SOUTHERN WESTCHESTER COUNTY $2M AND HIGHER PRICE RANGE LUXURY MARKET REPORT 3 rd QUARTER AS OF SEPTEMBER 30, AS OF SEPTEMBER 30, vs. IN IN S $2,000,000 - $2,999, $3,000,000 - $4,999, $5,000,000 - $9,999, $10,000,000 and up 7 0 Not Valid 9 0 Not Valid NORTHERN WESTCHESTER COUNTY $2M AND HIGHER PRICE RANGE AS OF SEPTEMBER 30, AS OF SEPTEMBER 30, vs. IN IN S $2,000,000 - $2,999, $3,000,000 - $4,999, Not Valid $5,000,000 - $9,999, $10,000,000 and up 6 0 Not Valid 8 0 Not Valid PUTNAM COUNTY $1M AND HIGHER PRICE RANGE AS OF SEPTEMBER 30, AS OF SEPTEMBER 30, vs. IN IN S $1,000,000 - $1,999, Not Valid $2,000,000 and up DUTCHESS COUNTY $1M AND HIGHER PRICE RANGE AS OF SEPTEMBER 30, AS OF SEPTEMBER 30, vs. IN IN S $1,000,000 - $1,999, $2,000,000 and up *Supply Demand Ratio Key 1-4: High Demand 5-6: Balanced 7-9: Low Demand 10+: Very Low Demand Source: Hudson-Gateway Multiple Listing Service and Mid-Hudson Multiple Listing Service.

11 SNAPSHOT GREENWICH, CT $3M AND HIGHER PRICE RANGE LUXURY MARKET REPORT 3 rd QUARTER AS OF SEPTEMBER 30, AS OF SEPTEMBER 30, vs. IN IN S $3,000,000 - $3,999, $4,000,000 - $4,999, $5,000,000 - $9,999, $10,000,000 and up Not Valid DARIEN $2M AND HIGHER PRICE RANGE AS OF SEPTEMBER 30, AS OF SEPTEMBER 30, vs. IN IN S $2,000,000 - $2,999, $3,000,000 - $4,999, Not Valid $5,000,000 - $9,999, Not Valid 3 0 Not Valid $10,000,000 and up 5 0 Not Valid 4 0 Not Valid ROWAYTON $2M AND HIGHER PRICE RANGE AS OF SEPTEMBER 30, AS OF SEPTEMBER 30, vs. IN IN S $2,000,000 - $2,999, Not Valid 10 0 Not Valid $3,000,000 - $4,999, Not Valid 4 0 Not Valid $5,000,000 - $9,999, Not Valid $10,000,000 and up 1 0 Not Valid 1 0 Not Valid NEW CANAAN $2M AND HIGHER PRICE RANGE AS OF SEPTEMBER 30, $2,000,000 - $2,999, $3,000,000 - $4,999, $5,000,000 - $9,999, $10,000,000 and up 2 0 Not Valid *Supply Demand Ratio Key 1-4: High Demand 5-6: Balanced 7-9: Low Demand 10+: Very Low Demand Source: Greenwich MLS,Darien Multiple Listing Service and New Canaan Multiple Listing Service.

12 LUXURY MARKET REPORT 3 rd QUARTER TEN-YEAR MARKET HISTORY WESTCHESTER COUNTY LUXURY HOME $2M AND HIGHER PUTNAM COUNTY LUXURY HOME $1M AND HIGHER Source : Hudson Gateway Multiple Listing Service. * homes sold are annualized based on actual sales year-to-date.

13 LUXURY MARKET REPORT 3 rd QUARTER TEN-YEAR MARKET HISTORY DUTCHESS COUNTY LUXURY HOME $1M AND HIGHER GREENWICH, CT LUXURY HOME $3M AND HIGHER Source : Mid-Hudson and Greenwich Multiple Listing Service. * homes sold are annualized based on actual sales year-to-date.

14 LUXURY MARKET REPORT 3 rd QUARTER TEN-YEAR MARKET HISTORY DARIEN, CT LUXURY HOME $2M AND HIGHER ROWAYTON, CT LUXURY HOME $2M AND HIGHER Source : Darien Multiple Listing Service. * homes sold are annualized based on actual sales year-to-date.

15 LUXURY MARKET REPORT 3 rd QUARTER TEN-YEAR MARKET HISTORY NEW CANAAN, CT LUXURY HOME $2M AND HIGHER Source : New Canaan Multiple Listing Service. * homes sold are annualized based on actual sales year-to-date.

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