In this episode, Charlie flips roles and takes the mic to talk with Michael and Dalila at MBA Annual in Las Vegas. They get into why Q4 isn’t slowing down, what’s ahead for 2026, and how the USRES acquisition opens new doors for Nationwide. It’s a real, unfiltered conversation with the guy behind ValuNation—plus a few laughs, podcast struggles, and maybe a taco tattoo. Check out more at www.nationwideamc.com

In this week’s ValueVault episode, Charlie Johnson explains why condition and quality aren’t the same—and why that matters for price. – Condition = upkeep: repairs, cleanliness, wear and tear – Quality = materials and craftsmanship: economy/basic vs. custom/luxury build – A home can be in excellent condition, but builder-grade quality, or high-end quality, but poorly maintained – Appraisers use UAD ratings: Condition C1–C6 and Quality Q1–Q6 to keep reports consistent – Pricing and marketing should reflect both: maintenance level and construction/finish level 📌 Appraisers: Support adjustments using UAD C and Q ratings plus paired sales (condition vs. quality impacts). 📌 Agents/Sellers: Describe upgrades by type and grade (e.g., quartz counters, custom millwork) and note recent maintenance. Bottom line: Condition is upkeep. Quality is craftsmanship. Both affect value differently.

Charlie Johnson explains how accessory dwelling units (ADUs) actually translate into value.

– ADU = a permitted, self-contained living unit on the same lot (sleeping, cooking, sanitation, and independent access)

– Market demand matters: some areas pay a strong premium; others, only modest lift

– Permits & conformity: code-compliant (and where required, separately metered) units typically contribute; unpermitted or non-conforming spaces can be ignored—or treated as a risk

– How appraisers handle ADUs: look for closed sales with comparable ADUs; adjust for size, quality, privacy, and functionality

– Documentation wins: permits, plans, utility setup, photos, and (when applicable) rental history help support value

📌 Appraisers: Verify permits and zoning; note legal vs. non-conforming status; use ADU comps and explain the adjustments.

📌 Agents/Owners: Pull permits, confirm utilities, and provide ADU comp sales in your packet—don’t overstate unpermitted spaces.

Bottom line: A permitted, well-executed ADU can boost price and appeal. Make sure the paperwork is as solid as the structure.

Charlie Johnson breaks down what an appraisal gap is and the smart ways to handle it.

– Appraisal gap = appraised value < contract price (common in bidding wars) – Appraiser’s job is market value, not “what a buyer paid” – If recent closed comps don’t support the contract price, the value reflects that – Buyer options: bring cash, renegotiate, or challenge with better data (ROV) – Agents should prep a clean packet: multiple-offer context, concessions, DOM, strong pendings (for momentum), and relevant closed comps

📌 Appraisers: Document the market conditions and support conclusions—no guesswork. 📌 Agents/Buyers/Sellers: Be proactive—share offer details, concessions, and true comps up front to avoid surprises.

Bottom line: In fast markets, appraisal gaps happen. Prepare, document, and plan your path to closing.

Charlie Johnson demystifies why “comps” are the gold standard for valuing homes.

– Three approaches: Cost, Income, and Sales Comparison (most common for residential) – Analyze recent, similar closed sales (size, age, condition, location) – Adjust comps for differences: beds/baths, GLA vs. below-grade, finished basement, upgrades, lot, view, garage/pool, time/market conditions – It’s not about the highest sale—it’s about the most relevant evidence and a clear reconciliation – Appraisers document trend data (pendings/actives for context, concessions, DOM) to support the conclusion

📌 Appraisers: Support adjustments with paired sales and explain weighting/reconciliation. 📌 Agents/Sellers: Send a clean data pack—updates & permits, measurements, offer activity, concessions—so the report reflects reality.

Bottom line: Sales Comparison is the gold standard because it mirrors what the market actually paid.

Charlie Johnson explains why two homes just steps apart can have five-figure price gaps—even inside the same area.

– Not just city/ZIP: school district boundaries, traffic/noise exposure, proximity to amenities, lot orientation, and nearby influences (e.g., power corridors, commercial) – Backing a major road vs. a tucked-away interior placement can shift what buyers will pay—convenience, quiet, and aesthetics matter – Parents often value school zones more than city lines – Appraisers convert these differences into value with matched-pair sales, bracketing, and clear market-supported adjustments

📌 Appraisers: Group comps by boundary/exposure/amenity context; support adjustments with paired sales and explain the reconciliation. 📌 Agents/Buyers/Sellers: Comp against truly similar placement and surroundings; disclose exposures and highlight positives (parks, trails, convenient retail).

Bottom line: Beyond the ZIP, surroundings and placement drive price.

Charlie Johnson explains how appraisers handle rising prices when recent comps haven’t caught up.

– When closed sales lag current demand, appraisers apply time (market-conditions) adjustments based on trend analysis

– Paired sales (similar homes sold at different dates) help estimate appreciation between contract and closing dates

– Pendings/actives can support an upward trend, but carry less weight than closed comps

– Reports include extra commentary to reconcile “stale comps” with today’s market—documentation, not guesswork

– Agent intel matters: multiple offers, escalation clauses, concessions, and days-on-market help tell the pricing story

📌 Appraisers: Support time adjustments with measurable data (paired sales, MLS stats, market addenda) and explain the reconciliation.

📌 Agents/Sellers: Share offer counts, contract dates, concessions, and strong pendings up front—don’t make the appraiser chase it.

Fast market ≠ fuzzy math. Share the data and tell the story behind the price.

Charlie Johnson drills into ANSI rules so you don’t miscount—and misprice—your living area.

– Only finished, above-grade space goes in Gross Living Area (GLA)

– Basements? Nope—even luxe ones with bars & bowling alleys

– Attics need ≥ 7-ft ceilings and permanent stairs to qualify

– Finished garages never count; enclosed porches only if heated & finished to main-house quality

– Inflated square footage can blow up contracts when the appraisal comes in short

📌 Appraisers: Stick to ANSI, flag MLS/public-record mismatches before they derail the deal. 📌 Agents/Sellers: When in doubt, get a certified measurement—accuracy builds trust and keeps contracts alive.

Square footage can make—or break—a deal. Know what counts. Measure it out. 📐