Realtors across the state breathed a collective sigh of relief in March 2020 when Gov. Chris Sununu designated their business as essential. Other business owners did, too.

“Could you imagine the repercussion if we were shut down?” said Susan Roemer, a licensed real estate agent with BH&G Masiello Group. “Title companies, law firms, mortgage brokers, inspectors, contractors, analyzing labs and other businesses connected to real estate would also suffer.”

It wasn’t going to be business as usual, though. Upon hearing of their essential status, BH&G Masiello Group immediately developed precautions to keep their real estate professionals and their clients safe.

New procedures during the pandemic include Zoom calls, extensive phone conversations with clients, and electronic signatures and document preparation.

“We preview new listings with social distancing and recommended protective gear. My clients’ safety is of the utmost importance, and if at any time my client is concerned for their health, modifications are made,” Roemer said.

Virtual open houses, optional three-dimensional floor plans and video tours are part of the public listing presentation to provide as much information as possible prior to buyers accessing the home.

Showings are limited to only the decision-makers (not the whole family) and are always accompanied by a licensed realtor. If the listing client is comfortable with an open house, the open house is limited and modified. A block of time is scheduled on a specific day, usually Sunday between 11 a.m. and 3 p.m., and back-to-back showings are then scheduled in time intervals within the four-hour block. Roemer and her colleagues have masks, gloves and booties available and make sure that one party is in and out before the next enters.

Property is staged, cabinets and closets are open, and lights are on to reduce hand contact within the home.

But is property selling even during a pandemic?

“The answer to that is a resounding ‘yes,’ ” Roemer said. “The real estate market in New Hampshire has escalated and is thriving during this pandemic.”

Market statistics for single-family residential activity, obtained from New Hampshire Realtors website, nhar.org, are one indicator of this growth.

From November 2019 to November 2020:

■Single-family closed sales are up 2.7% from 2019

■Median sales price is up 11.3% from 2019

■Dollar volume of closed sales (in millions) is up 16.2% from 2019

December 2020 numbers have not been added in to the totals.

New Hampshire real estate sales are expected to continue to appreciate in 2021.

Who’s buying the houses?

“Our beautiful State of New Hampshire, always a popular vacation getaway, now has become a place to call home for many out-of-state buyers,” Roemer said. “I estimate that one out of three homes I sold this year were to out-of-staters.”

The Granite State way of life, while familiar to us, offers a fresh new start for city dwellers.

First or second homes for some, permanent lifestyle changes for others

People living in a congested city, working from home in the limited space of an apartment or a small home, now realize they can work remotely anywhere.

Renters are taking advantage of the low mortgage rates and many are finding that they qualify for a mortgage to purchase a home in the New Hampshire market for an amount equal to or less than the cost of renting in a large city. Homeownership gives them more living space, land, and an opportunity to build equity.

Buying a second home in New Hampshire allows people to ease the space crunch and get out of the city now, and have a retreat/getaway place once the pandemic is under control.

The migration from city to country has repercussions, though. The decreased need to take public transportation to go to work means lost income for the transit system. What will happen to all those empty apartments and commercial office spaces? Will they become condos, or, with possible government funding, perhaps be turned into low-income housing?

People are looking at the concept of “home” differently now, Roemer said. Many are looking for a place of comfort and safety, perhaps a larger home with multi-generation space for an aging relative and young adults back from college, as well as multiple office/workspaces for adults working from home and children learning remotely.

Homes with larger parcels of land and land parcels, in general, have gained the eye of many out-of-staters. Some are looking for an entirely new lifestyle – for example, a home with lots of land for organic farming and raising animals.

“These are just some buyers’ ideas that came about my sales activity this past year,” Roemer said. “I recently closed a renovated antique farmhouse in Loudon, sited on six acres with barn, meadow and brook. The antique home with approximately 2,900 square foot of living space will now take on a new dimension. The buyer profile: a professional working and living in the Boston area now living and working remotely in the country. They wanted fresh air, a place for a garden, and room to raise horses and other farm animals. During this pandemic, they re-evaluated their lifestyle, their living situation and their idea of a safe space. We are seeing many city folks desiring the lifestyle New Hampshire has to offer.”

How has the housing market been affected?

Purchases by out-of-state buyers have reduced housing availability for New Hampshire residents, and the buying process itself has been drastically altered.

Bidding wars are common to see in this market, along with all sorts of enticements for the seller to accept one offer over another.

Some buyers have dispensed with the usual requirement that a house is completely emptied, allowing the seller to just leave behind anything they’re not moving. What an incentive for the seller to accept that offer!

Cash offers, sometimes well over the asking price, and escalation clauses, which allow the buyer’s offer to automatically increase in the face of competition, have become common.

Some buyers have bid on properties sight unseen, with some even waiving inspection and appraisal contingencies.

This type of market can be an emotional roller coaster for both buyers and sellers. When one offer is accepted, another would-be buyer is left disgruntled and disappointed, demanding to know why his offer was not chosen.

“The seasoned agent such as myself will be able to maneuver you through the menagerie of contracts and fine print with confidence,” Roemer said.

Closings are different now, too. Parties sign closing documents at different times and in different locations, sometimes even in a parking lot from their car. The seller doesn’t get to hand over their keys and wish the buyer luck. Without the excitement between parties about the transfer of ownership, the emotional component is gone, Roemer said.

“It’s astounding to be a part of this new, shifting pandemic market, with each day unfolding differently,” Roemer said. “You have to take the lead, be aware, keep ahead of what you anticipate might happen as a result of public health requirements or the governor’s orders, and use available resources to bring a transaction to a close.”

Roemer continues to lead her clients, whether buyers or sellers, through the uncharted waters with proficiency. Roemer is accessible to discuss your essentials to get you “moving” in the right direction.

Susan Roemer can be reached at 603-491-0833 or sroemer@masiello.com.

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