{"id":13971,"date":"2017-09-15T01:00:01","date_gmt":"2017-09-14T15:00:01","guid":{"rendered":"http:\/\/realestatetalk.com.au\/?p=13971"},"modified":"2017-09-15T01:00:01","modified_gmt":"2017-09-14T15:00:01","slug":"women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\/","title":{"rendered":"Women say \u2018a man is not a plan\u2019 + The spring property outlook + How serious should your \u2018offers\u2019 be?"},"content":{"rendered":"<p>&nbsp;<br \/>\n<strong><em><u>Highlights from this week:<\/u><\/em><\/strong><\/p>\n<ul>\n<li>\u201cBuying off plan is risky because it is \u2018concept\u2019\u201d \u2013 Miriam Sandhuhler<\/li>\n<li>Where there is still some good buying in Sydney \u2013 Rich Harvey<\/li>\n<li>Women are finding new love in property \u2013 Ken Morrison<\/li>\n<li>Investors eye Canberra after Mr Fluffy \u2013 Rich Harvey<\/li>\n<li>45% of women investors negatively gear \u2013 Ken Morrison<\/li>\n<li>With property investment \u2013 you can\u2019t sit on the fence \u2013 Miriam Sandkuhler<\/li>\n<\/ul>\n<p><strong>Transcripts :<\/strong><\/p>\n<h2>Buyers Agent Spring Outlook &#8211; Rich Harvey<\/h2>\n<p><strong>Kevin:\u00a0 <\/strong>Here we are, the start of spring, and the Real Estate Buyers Agents Association of Australia has revealed what it sees as the predictions for the 2017 spring property market ahead of us. Joining us, the president of that illustrious organization, Rich Harvey.<br \/>\nGood day, Rich.<br \/>\n<strong>Rich:\u00a0 <\/strong>Hi, Kevin. How are you?<br \/>\n<strong>Kevin:\u00a0 <\/strong>Wonderful, thank you. Spring, of course, a great time to be looking at property, and we\u2019re just starting spring now. Let\u2019s have a look around Australia. What are you seeing in the Sydney market, Rich?<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes, spring has sprung, and I think the weather is going to start warming up right around the nation. I also noticed that it starts to change people\u2019s moods when spring hits. There\u2019s a different psychology in the buyer\u2019s mind and in the seller\u2019s mind. I think we\u2019re going to see traditionally more activity in all of the markets, but it won\u2019t be the same around the country.<br \/>\nI think in Sydney, we\u2019re going to see some better buying opportunities as stock levels will start to increase, but I do think we\u2019re going to see a slight decrease in the auction clearance rates as more stock comes to market and we get back toward a more balanced market.<br \/>\n<strong>Kevin:\u00a0 <\/strong>What\u2019s behind that prediction, Rich, that you\u2019re thinking the success rate at auction might drop a bit?<br \/>\n<strong>Rich:\u00a0 <\/strong>Number one, we\u2019ve had a very boom style of market, and I think naturally as you get more properties coming to market, you generally have a lower auction clearance rate. During the boom times, we were high 80%s, almost up to 90%, which is just unbelievable. A more traditional long-term average for auction clearance rates is around the mid-60%s, so I think we\u2019re going to get back to a more balanced market.<br \/>\nThat\u2019s not to say the prices are going to go backwards; I think the foot has come off the accelerator, and we\u2019re going to just start to see a more moderate market returning in the coming year.<br \/>\n<strong>Kevin:\u00a0 <\/strong>It\u2019s a good point you make that it\u2019s not necessarily that the market is going to come back; it just may be that sellers may have to adjust to a slower market. In other words, the growth is not going to be as great as what we\u2019ve expected in the past.<br \/>\n<strong>Rich:\u00a0 <\/strong>That\u2019s right, exactly. I think it\u2019s important for buyers not to be afraid to negotiate in the current market, especially the middle and outer rings. Your premium areas and your inner west, North Shore, eastern suburbs, those prime markets are always traditionally tightly held, whether the market is up or down.<br \/>\nBut in other markets where there\u2019s more volume or a higher turnover, they\u2019re perhaps a little bit more volatile. You just have to do your research and get out there and find out what they\u2019re really worth.<br \/>\n<strong>Kevin:\u00a0 <\/strong>I notice that in Melbourne, you\u2019re predicting that there\u2019s going to be some competition coming from down-sizers. What\u2019s behind that, Rich?<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes. It\u2019s not isolated to just Melbourne, but you do find that the down-sizer markets are going to start picking up. I think when the kids leave home and they want to empty their own nest so to speak, they want less maintenance.<br \/>\nAnd I think we\u2019ve seen good equity increases in the Melbourne market. So, those owners there who are wanting to capitalize on that increased equity to move into something that\u2019s better located and lower maintenance, I think they\u2019ll start to make that move.<br \/>\n<strong>Kevin:\u00a0 <\/strong>A lot more units on the market in Melbourne, but we\u2019re seeing a bit of a shortage in traditional three- and four-bedroom houses, Rich.<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes, that\u2019s true. I also think that the northern and western suburbs are going to represent pretty good value. So, where you have apartments selling with little outdoor space, I think you\u2019re going to find that affordable market very attractive, and particularly the first-home buyer market where they\u2019re removing stamp duties for properties under $600,000 and you have that sliding scale up to $750,000.<br \/>\nThat\u2019s going to really attract a lot of the first-home buyers back into that market, and I expect consistent pressure in the Melbourne market for that bracket.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Yes, Melbourne has been the auction powerhouse of the country for many years. What do you see is happening in Melbourne this spring at auctions?<br \/>\n<strong>Rich:\u00a0 <\/strong>Sydney is past its peak, and Melbourne is pretty much at its peak, so I think Melbourne will follow a similar trajectory. But Melbourne is the auction capital. It always tends to have a greater number of properties sold at auction, so I don\u2019t see any reason for that to not continue in the spring selling season.<br \/>\n<strong>Kevin:\u00a0 <\/strong>And in Brisbane? I understand the inner and middle ring suburbs are remaining pretty popular, I understand.<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes. You want to stay clear of off-the-plan apartments in that Brisbane market, that\u2019s for sure. I think they\u2019re definitely over-cooked in there, and there\u2019s a lot of supply coming on. But good quality townhouses, good quality houses in those inner and middle rings are going to be in continual demand, and again, there\u2019s under-supply.<br \/>\nAgain a similar theme with the down-sizers. They want to move there and they want a lower maintenance property, so I think that\u2019s going to be a continuing theme in the Brisbane market, too.<br \/>\n<strong>Kevin:\u00a0 <\/strong>We\u2019re hearing reports that there\u2019s been a major slowdown in building for units in Brisbane. How long is it going to take to catch up and absorb some of the supply that\u2019s already there, do you think?<br \/>\n<strong>Rich:\u00a0 <\/strong>It could be two years, it could be 24 months, maybe a fraction longer. It depends on a couple of things, Kevin. It depends on the rate of population growth and also just how the economy fares.<br \/>\nIf job creation continues to go forward positively in Brisbane, then I think it will absorb that supply a bit quicker. However, if there\u2019s a decline in the resources sector or a deterioration in the economic conditions in the Brisbane market, then that will have a flow-on effect and slow that out.<br \/>\nSo, we can make all the predictions we like, but the two key things are that population growth and employment opportunity that\u2019s really going to drive that absorption of supply.<br \/>\n<strong>Kevin:\u00a0 <\/strong>The higher end of the market in Brisbane seems to be fairing fairly well, though.<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes, it does. It\u2019s always in high demand. If you look at those inner ring suburbs, St. Lucia and those areas close to the city on the river that have great views and great lifestyle appeal, they\u2019ll always continue to be highly sought after.<br \/>\n<strong>Kevin:\u00a0 <\/strong>We covered a story recently about Canberra and the Mr. Fluffy situation and how the necessary destruction of some of the houses because of asbestos is going to bring a lot more good stock onto the market. Tell me about Canberra. What are you seeing there?<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes, Canberra has been an interesting one. It was badly affected by the cuts in the public service sector, but that has really settled down now and it\u2019s going through a bit of renaissance. A lot of people are going \u201cWe\u2019re not sure whether we should put our money into the bigger capitals, but Canberra is looking pretty stable.\u201d I think it\u2019s going to be a busy time of year, particularly as people start to get settled for the new school year or staring employment in 2018.<br \/>\nA lot of investors are going there because they\u2019re finding that the yields are quite reasonable, and they\u2019re following some infrastructure trails there. I think it\u2019s definitely a little bright spot on the map.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Yes, I think it\u2019s a market to watch, that\u2019s for sure. Let\u2019s move to Adelaide. A bit of uncertainty there with buyers.<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes, Adelaide is a bit of a fragmented market. You have to be really careful where you buy in that Adelaide market. Adelaide has been what I call one of those slow burner markets. It ticks along with capital growth somewhere between 2% and 4%.<br \/>\nWhen it\u2019s uncertain, you just have to be careful you\u2019re not over-paying. Some suburbs have shown some really good growth; other suburbs have shown pretty lackluster growth. So, that\u2019s something to watch for.<br \/>\nAnother trend there is there have been a lot more property selling by auction in the more wealthy inner ring suburbs. Or instead of auction, they\u2019ll also do an \u201coffers over\u201d or a \u201cbest offer buy a certain date.\u201d So, it\u2019s really important that you get local representation in that market to buy a property.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Perth is still a bit of a mixed market, isn\u2019t it?<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes. Some of the valuers \u2013 like Herron Todd White \u2013 are saying that it\u2019s pretty much at bottom of the market, but our representative there from REBAA is saying that they\u2019re getting a lot more interest from interstate and international buyers who are wanting to buy at the very bottom of the cycle.<br \/>\nSo, again, there are some markets there that are going to be struggling and other markets that will move forward. But they have a really hot upgrader market as well, because when prices are down, you can also then upgrade and do it quite effectively.<br \/>\nObviously, you won\u2019t get as much for your place that you\u2019re selling, but equally on the other side, on the buyer side, you\u2019re going to do quite well getting some really nice properties in those good suburbs on the beach side like Cottesloe or the areas along the river.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Rich Harvey is joining me from the Real Estate Buyers Agents Association of Australia.<br \/>\nTasmania, some smart money went there. It was pretty smart, too, at the time, wasn\u2019t it?<br \/>\n<strong>Rich:\u00a0 <\/strong>Yes. Tassie is another bright spark, too. It\u2019s a shining star at the moment. Really strong yields. Our representative there, Rob Zubin, recons that market is going to probably continue for another 18 months. Again, a classic case of supply versus demand imbalance, and we\u2019ve seen a bit of a spike in prices.<br \/>\nI guess the thing to watch for, again, is making sure the drivers are going to be there long-term, but Tassie is a very attractive state, great lifestyle, some great tourism opportunities there, and very natural environments. I think those are the things that are attracting buyers to that market, and I think it will do quite well.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Still very affordable, too. I guess the bottom line here is that there are opportunities in all markets, Rich, aren\u2019t there?<br \/>\n<strong>Rich:\u00a0 <\/strong>That\u2019s right. As I always say, regardless of where you\u2019re at in the cycle, if you can identify what I call an arbitrage, where you can get in at the right price at the right time regardless of the cycle and hold it well, you\u2019re going to do well. You can do some smart things like adding value or renovating the property as well.<br \/>\nBut there\u2019s no shortcut to due diligence, Kevin. It really is a matter of getting there on the ground or engaging someone to do that research for you.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Rich Harvey from the Real Estate Buyers Agents Association of Australia. Thanks very much. A great overview there of the Australian market. Rich, thanks for your time.<br \/>\n<strong>Rich:\u00a0 <\/strong>My pleasure, Kevin. Any time.<br \/>\n&nbsp;<\/p>\n<h2>Why a &#8216;man is not a plan&#8217; &#8211; Ken Morrison<\/h2>\n<p><strong>Kevin:<\/strong>\u00a0 Interesting to note in a blog article that I read on <em>Your Investment Property\u2019s<\/em> website, an increasing number of women making up for what they lack in superannuation by investing in properties. This is according to analysis of data from the Australian Taxation Office by the Property Council of Australia.<br \/>\nKen Morrison, who is my next guest, is quoted in that article inside <em>Your Investment Property<\/em> magazine, and Ken joins me to talk about that.<br \/>\nKen, thank you for your time. Welcome to the show.<br \/>\n<strong>Ken:<\/strong>\u00a0 My pleasure, Ken.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Interesting to note these figures. Let\u2019s walk through a few of these. Nearly half \u2013 47% \u2013 of Australians who own investment property are women. Did that surprise you, Ken?<br \/>\n<strong>Ken:<\/strong>\u00a0 Yes, it is surprising because as we all know, on average, women earn less than men, so you would have thought their ability to invest in property might be lower. But in fact, we\u2019re not seeing that. We\u2019re seeing women taking a conscious decision to invest in property despite that wage disparity.<br \/>\nWe think they\u2019re doing that because they\u2019re looking to the end of their working life and realizing that they\u2019re not going to end up with the same superannuation nest eggs as their male counterparts, so they need to actively build wealth for the future, and they\u2019re using property to begin doing that.<br \/>\n<strong>Kevin:<\/strong>\u00a0 We\u2019re seeing a lot of young women, too, before they even consider getting married, looking at investing in property. Would it be fair to say, Ken, that because of some of the constraints you just talked about and a few others will talk about, they could actually be starting behind the eight ball a little bit?<br \/>\n<strong>Ken:<\/strong>\u00a0 No doubt that\u2019s the case. If you\u2019re on average earning less than someone\u2026 And we know that women do that. There\u2019s a pay inequity issue that seems to be hardwired into workplaces, which is tough to do something about and is, unfortunately, still persisting. So, you have that issue.<br \/>\nYou also have women far more likely than men to take time out of their work lives to look after families, and women are more likely than men to be working part time rather than full time. You put all of that together and over a working life, they\u2019re going to be earning considerably less.<br \/>\nBut here we see women, despite that, making an active decision to invest in property, and that can only be because they\u2019re looking to the future and they\u2019re saying \u201cA man is not a plan. I need to have my own financial plan and to be building wealth and using property as part of that.\u201d<br \/>\n<strong>Kevin:<\/strong>\u00a0 I read a quote somewhere \u2013 it was only fairly recently \u2013 that men outnumbered women almost two-thirds in terms of investors, but that certainly seems to be changing.<br \/>\nIt raises another question, too. If it\u2019s difficult for women because of the pay structure, I wonder how difficult it is for them when it comes to borrowing, going to the bank. How do the banks look at them, Ken?<br \/>\n<strong>Ken:<\/strong>\u00a0 Again, you can see that will depend on their circumstance. But if you have an individual, a woman, who is earning less than their male counterpart, then they\u2019re going to be able to borrow less than their male counterpart would be. That might also impact their decisions.<br \/>\nWhat we\u2019re seeing in society is because particularly in Sydney and Melbourne, where house prices have really gone through the roof, more people are choosing to invest as their first step on the property ladder rather than going straight into an owner-occupied property.<br \/>\nThat might allow them to purchase a place where they don\u2019t have to work. They don\u2019t have to be proximate to their location. It might be a different city where prices are cheaper and what they\u2019re intending to do is to trade that investment property into an owner-occupied property, perhaps when they\u2019re forming a family.<br \/>\nWe\u2019re seeing that with males and females, but if your ability to access a mortgage off the base of a lower income means that you\u2019ll also be facing some of these limitations when it comes to the property market as well.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Ken, do you have a feel for how many women are actually negatively geared compared to men?<br \/>\n<strong>Ken:<\/strong>\u00a0 Yes. It\u2019s pretty similar to investment properties, so it\u2019s 55% of negative gearers are male. It\u2019s around 45% who are females, so just under half, as you said. Interestingly, when you look at those with salaries below $80,000, 55% of negative gearers below $80,000 are women and 45% are men, so it reverses.<br \/>\nIt bears out what I\u2019m saying. You would expect if you\u2019re earning less that you would have less capacity to actually be investing in a residential property. In fact, what we\u2019re seeing is women who are more likely to be earning less than men are actually taking an active decision to get out there and try to build their financial security through property.<br \/>\nIt\u2019s quite dramatic when you have 55% of those people who are negative gearing who are male, but when you look at below $80,000, that\u2019s reversed, so it\u2019s only 45%. There is definitely something going on for women who are really charting a course, who are deciding that they really have to build their own financial security, feel limited in the way they\u2019re able to do that, and do see property investment as an avenue for that security.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Very interesting. Ken, I appreciate you spending some time with us to bring us up to date on this as well. Ken Morrison is the Chief Executive of the Property Council of Australia.<br \/>\nKen, thanks so much for your time.<br \/>\n<strong>Ken:<\/strong>\u00a0 My pleasure, Kevin.<br \/>\n&nbsp;<\/p>\n<h2>Don&#8217;t focus just on price &#8211; Miriam Sandkuhler<\/h2>\n<p><strong>Kevin:\u00a0 <\/strong>\u00a0We hear lots of great advice about what properties you should buy. Is it all about location? The saying about you only make money when you buy property, not when you sell it. What about \u201cBuying property is not all about price?\u201d That\u2019s what we\u2019re going to talk about now with Miriam Sandkuhler who\u2019s a buyer\u2019s agent with Property Mavens.<br \/>\nGood day, Miriam. Nice to talk to you again.<br \/>\n<strong>Miriam:\u00a0 <\/strong>Hi, Kevin. Nice to talk to you, too.<br \/>\n<strong>Kevin:\u00a0 <\/strong>If buying property is not about price, then what is it about?<br \/>\n<strong>Miriam:\u00a0 <\/strong>Price is obviously a factor, but that kind of comes in at the end. That\u2019s one of the last things that we would consider when buying a property. There are a number of things buyers or investors want addressed all the way through.<br \/>\nThey want to make sure that they have a plan in place. They need to be clear on whether they\u2019re investing for capital growth or whether they\u2019re investing for cash flow, and what that property needs to do for them. So, they have to have their budget resolved as well at that time when they\u2019re putting that plan together.<br \/>\nThey need to understand their own personal risk profile and make sure that it matches the property type that they\u2019re looking at and the risk associated with that property type. We know things like buying off the plan is very high risk compared to buying an established property, because obviously it\u2019s a concept and there are many reasons that it can fall over.<br \/>\nObviously, it\u2019s about getting the right experts engaged at the right times. So, that\u2019s your building and pest inspectors, your conveyancers. I speak to conveyancers a lot of the time and they hate it when someone rings them after they\u2019d bought a property at auction and says, \u201cCan you have a look at the contract for us?\u201d Because then it\u2019s too late. But it happens a shockingly regular amount of time.<br \/>\nThey want to make sure that\u2026 Again going back to the experts, the right expert at the right time can help them maximize their return and certainly help them minimize the risks. So, there\u2019s a reason to bring them on board.<br \/>\nAnd the thing that also leads into determining price ultimately is doing the right research. That includes looking at the right growth drivers and considering multiple growth drivers, not just one such as population growth. I need to be clear here that searching on the Internet and having a look on RealEstate.com is not research; that\u2019s called searching. There is a distinction.<br \/>\nAlso, just be a little bit wary of free advice. Often, free advice is sales advice that\u2019s been disguised with a bit of smoke and mirrors and it\u2019s not necessarily to the benefit of the investor.<br \/>\nThen all of that together will take them down to the point of the negotiation part of it, and that\u2019s where things like recent sales evidence will help them form a picture of what the price of that property will be.<br \/>\nSo really, all of those steps need to happen to get to that point ultimately where they decide what price they\u2019re going to pay for it.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Let\u2019s unpack a little bit of that, because there\u2019s some tremendous advice inside there. You mentioned about research and looking on RealEstate.com.au and Domain. And I agree with you: it\u2019s not research; that\u2019s just searching.<br \/>\nAre you a believer in getting your feet on the ground, or would you actually consider buying a property with a team and doing it remotely?<br \/>\n<strong>Miriam:\u00a0 <\/strong>No, I\u2019d never not view a property. There are so many things that hide and don\u2019t show, and my experience in buying real estate is that photos can make the property look amazing and when you get there in reality it\u2019s not that good. Or sometimes they can under-represent the property. It can look crappy online, but when you get there it\u2019s actually a lot better.<br \/>\nSo, there\u2019s a massive risk in doing that. And in all reality, come on, if you\u2019re spending hundreds of thousands of dollars, don\u2019t tell me you can\u2019t afford $200 or $300 or $400 to go check it out and see what it looks like. I just think that\u2019s a really foolish way to go. I\u2019d never do that.<br \/>\n<strong>Kevin:\u00a0 <\/strong>And building the team, you mentioned getting the right team members in at the right time. That\u2019s all part of that planning process, because really what it comes down to, Miriam \u2013 and you just laid out for us a beautiful plan \u2013 is you have to have a plan or a strategy. You can\u2019t just wake up one morning and decide you want to buy an investment property.<br \/>\n<strong>Miriam:\u00a0 <\/strong>That\u2019s right. Often if some prospective clients ring me, I ask them, \u201cAre you investing for capital growth or cashflow?\u201d and they sit there and go, \u201cI want both.\u201d But that\u2019s sitting on the fence, and it\u2019s not a clear strategy in terms of how many properties they need to buy, what their timeframes are, how much equity they need to achieve, what income does it have to deliver for them? It\u2019s more complex than that.<br \/>\nAnd typically, people who are accustomed to buying property because they\u2019ve been listening to selling agents for decades over-simplify the process and dumb it down and spread myths like \u201cAll properties double every seven years and everyone gets rich out of property,\u201d and it\u2019s just not true.<br \/>\nIt\u2019s really a case of understanding it\u2019s far more complex and there are lots more steps involved in the process to actually buy well. And it\u2019s actually much easier to get it wrong than it is to get it right.<br \/>\n<strong>Kevin:\u00a0 <\/strong>That\u2019s a great saying, too, and it\u2019s very true: much easier to get it wrong than it is to get it right.<br \/>\nMiriam Sandkuhler from PropertyMavens.com.au always makes a lot of sense. Thank you for your time, Miriam.<br \/>\n<strong>Miriam:\u00a0 <\/strong>You\u2019re very welcome, Kevin. Thank you.<br \/>\n&nbsp;<\/p>\n<h2>How to work with the agent &#8211; Josh Masters<\/h2>\n<p><strong>Kevin:<\/strong>\u00a0 In today\u2019s market \u2013 I guess in any market \u2013 you really have to be on the top of your game if you want to be a successful property investor. When you\u2019re approaching agents, how should you go about it? There are some different ways, depending, I guess, on whether it\u2019s a buyer or a seller\u2019s market.<br \/>\nLet\u2019s talk to a man who does this quite often. He\u2019s a buyer\u2019s agent. In fact, he\u2019s Sydney\u2019s best buyer\u2019s agent, Josh Masters, who we\u2019ve spoken to in the show before.<br \/>\nJosh, thanks for joining us again. How are you?<br \/>\n<strong>Josh:<\/strong>\u00a0 My pleasure, Kevin. I\u2019m very well.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Good. How would you suggest someone go about buying a property in this market? Is it good enough just to test the waters with a verbal offer?<br \/>\n<strong>Josh:<\/strong>\u00a0 I don\u2019t think so, but it\u2019s an excellent question. One of the first things I tell clients or prospective buyers when they\u2019re going out into the marketplace is really get a gauge on the market. Is it a buyer\u2019s market? Is it a seller\u2019s market?<br \/>\nI think a lot of people look at the marketplace and they think, \u201cOh, I\u2019ll just use a bit of negotiation, a bit of hard line tactics,\u201d and they\u2019re quickly surprised when it\u2019s actually in the seller\u2019s favor, that they\u2019re not really getting the traction that they thought they would, and they\u2019re not actually getting taken seriously by any of the vendors and quickly get walked over.<br \/>\n<strong>Kevin:<\/strong>\u00a0 What are some of the warning signs for a buyer that they\u2019re not being taken seriously, Josh?<br \/>\n<strong>Josh:<\/strong>\u00a0 Unfortunately, I actually had a prospective buyer call me yesterday. They contacted me and said, \u201cWe approached a sales agent and offered them what they were asking as a price guide, and they laughed at us.\u201d I thought, \u201cWell, what a terrible experience,\u201d but it is so true, because typically, the agents will under-quote a property by a standard 10%.<br \/>\nIt\u2019s almost industry standard these days that they\u2019ll be about 10% under that asking price, and having that reaction from an agent quickly tells you that you\u2019re not even in the ballpark.<br \/>\n<strong>Kevin:<\/strong>\u00a0 What should someone do in a situation like that? Obviously, buyers who aren\u2019t skilled or as skilled as you are, should they actually offer more? What sort of dialogue should they use with the agent?<br \/>\n<strong>Josh:<\/strong>\u00a0 That\u2019s an excellent question. This person actually knew me personally, so he gave me a call and I could help them out. But normally, I would go back to the agent and say, \u201cI\u2019m not very experienced.\u201d I would actually put my cards on the table. Tell them honestly, \u201cWe\u2019re really trying for these properties but we seem to be missing out. Can you give us a little bit of a hand of what this vendor\u2019s expectations are?\u201d<br \/>\nHe might give you an over-inflated price or might blow it out of the water for you, but at least you get a little bit of feedback and you can actually say this is where you really should be playing. In the future, if you go for any other properties, rather than waste everybody\u2019s time, maybe go in at a higher level and you\u2019ll quickly get a gauge on whether that\u2019s appropriate or not.<br \/>\n<strong>Kevin:<\/strong>\u00a0 I quite often think that testing the waters with verbal offers can be a very big mistake. You show your hand to start with and you\u2019re not indicating that you\u2019re serious.<br \/>\n<strong>Josh:<\/strong>\u00a0 I agree.<br \/>\n<strong>Kevin:<\/strong> \u00a0Let\u2019s talk for a moment about serious offers. What would you class as a serious offer?<br \/>\n<strong>Josh:<\/strong>\u00a0 Kevin, the first thing I would actually do \u2013 and we do this for every property we purchase regardless of size or amount \u2013 is get an independent valuation done. A lot of people attach valuations to bank valuations. Obviously, the banks engage their own valuers, but you can do yours as well.<br \/>\nRather than taking things on a hunch, you can actually get a professional opinion, get a list of comparable sales that say \u201cBased on the market today, this is what we think this property is worth.\u201d And this is a professional, independent opinion.<br \/>\nYou can take that opinion and then say \u201cThis is our line in the sand, and this is where we can go forward from here and gauge our offer.\u201d<br \/>\n<strong>Kevin:<\/strong>\u00a0 The thing I love about what you\u2019ve just said, too, Josh, is that the listing agent is going to know that you\u2019re getting a valuation done. They\u2019ll then know how serious you really are, too. It\u2019s a good message to send.<br \/>\n<strong>Josh:<\/strong>\u00a0 That\u2019s right. If a valuation goes over the expectations of the asking price, then I don\u2019t tell them what our valuation is. But if it goes under, I actually take it back to the agent and say, \u201cI know you\u2019re asking $750,000, but our valuation has come in at $700,000 and this is where we think a fair price would be.\u201d<br \/>\nI give them the valuation because the agent can then take it back to their vendor and say, \u201cThe market is getting this response.\u201d The agent is just trying to do their job as well. \u201cThe market is getting this response and they\u2019ve had a valuation done. There is some serious background research into this. Maybe we should consider bringing our expectations back a little bit.\u201d Sometimes that can help.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Indeed, it can. Very good advice, too, from Josh Masters there. If you want to contact Josh, of course, you can through his website, JoshMasters.com.au. Josh, I look forward to catching up with you again real soon.<br \/>\n<strong>Josh:<\/strong>\u00a0 My pleasure, Kevin. Thanks for having me.<br \/>\n&nbsp;<\/p>\n<h2>Like-minded people band together &#8211; Matt Jones<\/h2>\n<p><strong>Kevin:<\/strong>\u00a0 You\u2019ve heard us talk in the show before about the opportunities that lay before property investors \u2013 the old saying that you\u2019ll make your money out of investing in property when you buy, not necessarily when you sell.<br \/>\nMy next guest is Matt Jones, who is from PropertyResourceShop.com, who also runs a number of networking groups of investors who get together to share ideas.<br \/>\nThis has probably been one of the learnings as well from all of this, Matt, isn\u2019t it? The opportunities that lie in front of us: you have to make sure that you actually secure the property at the right price.<br \/>\n<strong>Matt:<\/strong>\u00a0 Absolutely, Kevin. I find a lot of people jump in a little bit too early, or some don\u2019t take action at all. I find one of the key things for investors is just to be surrounded by good people.<br \/>\nThat comes in two parts: firstly, having the right team around you, a good accountant, mortgage broker, people who can advise you, but then also having the support, other investors around you who can really lift you up and help you with referrals and contacts and just learning from each other. That\u2019s pretty much what we do at the networking groups.<br \/>\n<strong>Kevin:<\/strong>\u00a0 What was behind putting these together? Was this more for your own benefit, or did you see a need in the market?<br \/>\n<strong>Matt:<\/strong>\u00a0 It was very much kind of a selfish thing, I guess, in the beginning. When I started out in property, I did a mentorship that was based in Melbourne and I was in Brisbane at the time. So I just took the Brisbane contingency of that group. We just went out to dinner and had a chat, and I figured we could all learn off each other and leverage off each other.<br \/>\nTen grew to 20, to 30, to 50, and 100. There are a couple thousand in there now. It has just grown and evolved organically. It was never supposed to be anything this big, but definitely, I\u2019m finding there is this niche in the market where people want to be around other people and support each other. You don\u2019t always have that in your own family or friends, those sort of networks, so it\u2019s important to have those active investors who are doing the same thing as you or are on the same path around you.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Have you seen the situation where someone may have come into your network group who had some fixed ideas on what they were going to do, they\u2019re obviously on the wrong track, and through the momentum of the group, they were able to swing that around?<br \/>\n<strong>Matt:<\/strong>\u00a0 Yes. Most people who come in, it\u2019s you don\u2019t know what you don\u2019t know. And there is such a broad skill range that comes to the group. Some people are brand-new who just read a book and want to start investing, others have done a couple of deals, and there\u2019s a professional contingency, as well.<br \/>\nI find that people come in, they hear some of the content and talk to other everyday investors, and they realize how many options there are out there to make it work for themselves. It just brings confidence, I think, with each other, knowing that others are doing the same thing and just having a crack themselves \u2013 everyday investors still with a full-time job, wanting to maybe get out of the rat race, and just being able to implement some simple strategies they can take away from the night.<br \/>\n<strong>Kevin:<\/strong>\u00a0 One of the dynamic things I\u2019ve seen with great people in any industry \u2013 and it does relate to the property industry, as well \u2013 is that they never stop learning, Matt. You\u2019ve probably seen this in your own group where people have come along and you think probably their net worth is extremely high, they know it all anyway, but you never stop learning, do you?<br \/>\n<strong>Matt:<\/strong>\u00a0 Absolutely right, Kevin. I have a number of different mentors for different parts of my life, and it\u2019s just something I accepted years ago. It\u2019s clich\u00e9, but it\u2019s about the journey. You\u2019re always going to learn. You\u2019re always going to have a bit of fear, something that you don\u2019t know, and as long as you stay open to those learnings, you really do become more sophisticated in what you\u2019re trying to do.<br \/>\n<strong>Kevin:<\/strong>\u00a0 We have a lot of listeners to this show who are probably first-time investors and are maybe going to take that first step. What would be your advice to them? What are the three key things you\u2019d tell them to get started, Matt?<br \/>\n<strong>Matt:<\/strong>\u00a0 Three key things: I like to say to people who come on to the meetings, just take your time, three to six months, focusing on a few things and firstly, getting a good grip on the people around you, which I\u2019ve already covered \u2013 having that support group and building that team because you can\u2019t do it by yourself.<br \/>\nYou need a good accountant, a good mortgage broker, a good solicitor, an account planner if you\u2019re doing development, so getting that team in place. That takes some time, but you can leverage off the groups to do that.<br \/>\nThe second thing is you can really get to know your area. I find there are deals in every suburb, and it\u2019s more about knowing what\u2019s going on in your area. I often invest close to home because it\u2019s easier and just getting to know every property that\u2019s on the market, everything that\u2019s sold, what the market wants, and getting really clear on what that is so that you know it better than the agents so that when a deal comes along, you\u2019re really aware of it.<br \/>\nThe third thing would be education. A lot of people tend to abdicate, I suppose, or they don\u2019t have the time to get in there. But really, the best way to become a good investor is to educate yourself.<br \/>\nThere are many different levels you can go. It could be as simple as just going to the library and getting a book or buying a $30 book, or spending a bit of time and coming along to groups like mine \u2013 there are plenty of them over in Australia \u2013 or actually paying a bit of money and getting a mentor, someone to hold your hand along the way.<br \/>\nEither way, you need to be doing some sort of ongoing education to continue to grow as an investor.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Very good words of advice, Matt. It\u2019s been great talking to you. I love your work, and congratulations on what you\u2019re doing with your network groups as well.<br \/>\nIf you want to contact Matt and find out a little bit more: Matt Jones, you\u2019ll find him at PropertyResourceShop.com and his e-mail address is <a href=\"mailto:matthew@propertyresourceshop.com\">matthew@propertyresourceshop.com<\/a>.<br \/>\nMatt, thank you very much for your time.<br \/>\n<strong>Matt:<\/strong>\u00a0 My pleasure, Kevin. Great to be here.<br \/>\n&nbsp;<br \/>\n&nbsp;<br \/>\n&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp; Highlights from this week: \u201cBuying off plan is risky because it is \u2018concept\u2019\u201d \u2013 Miriam Sandhuhler Where there is still some good buying in Sydney \u2013 Rich Harvey Women are finding new love in property \u2013 Ken Morrison Investors eye Canberra after Mr Fluffy&#8230;<\/p>\n","protected":false},"author":176692471,"featured_media":13649,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[10,11,13,24],"tags":[101],"class_list":["post-13971","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-kevin-turner-sponsored-channels","category-kevin-update","category-latest-story","category-shows","tag-podcast"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Women say \u2018a man is not a plan\u2019 + The spring property outlook + How serious should your \u2018offers\u2019 be? - Realty Talk<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/channels.realty.com.au\/realtytalk\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Women say \u2018a man is not a plan\u2019 + The spring property outlook + How serious should your \u2018offers\u2019 be? - Realty Talk\" \/>\n<meta property=\"og:description\" content=\"&nbsp; Highlights from this week: \u201cBuying off plan is risky because it is \u2018concept\u2019\u201d \u2013 Miriam Sandhuhler Where there is still some good buying in Sydney \u2013 Rich Harvey Women are finding new love in property \u2013 Ken Morrison Investors eye Canberra after Mr Fluffy...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/channels.realty.com.au\/realtytalk\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\/\" \/>\n<meta property=\"og:site_name\" content=\"Realty Talk\" \/>\n<meta property=\"article:published_time\" content=\"2017-09-14T15:00:01+00:00\" \/>\n<meta name=\"author\" content=\"rolanrush\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"rolanrush\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"31 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\\\/\"},\"author\":{\"name\":\"rolanrush\",\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/#\\\/schema\\\/person\\\/384a57ac9e52cb9bf19896cb15eaa52d\"},\"headline\":\"Women say \u2018a man is not a plan\u2019 + The spring property outlook + How serious should your \u2018offers\u2019 be?\",\"datePublished\":\"2017-09-14T15:00:01+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\\\/\"},\"wordCount\":6292,\"commentCount\":0,\"image\":{\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\\\/#primaryimage\"},\"thumbnailUrl\":\"\",\"keywords\":[\"podcast\"],\"articleSection\":[\"Kevin Turner\",\"Kevin's Update\",\"Latest Stories\",\"Shows\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\\\/\",\"url\":\"https:\\\/\\\/channels.realty.com.au\\\/realtytalk\\\/women-say-a-man-is-not-a-plan-the-spring-property-outlook-how-serious-should-your-offers-be\\\/\",\"name\":\"Women say \u2018a man is not a plan\u2019 + The spring property outlook + How serious should your \u2018offers\u2019 be? 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