{"id":14579,"date":"2017-11-03T01:00:54","date_gmt":"2017-11-02T14:00:54","guid":{"rendered":"http:\/\/www.realestatetalk.com.au\/?p=14579"},"modified":"2017-11-03T01:00:54","modified_gmt":"2017-11-02T14:00:54","slug":"use-your-mouse-to-find-a-house-women-better-at-property-than-men-preventing-property-identity-fraud","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/use-your-mouse-to-find-a-house-women-better-at-property-than-men-preventing-property-identity-fraud\/","title":{"rendered":"Use your mouse to find a house + Women better at property than men + Preventing property identity fraud"},"content":{"rendered":"<p><strong><em><u>Highlights from this week: <\/u><\/em><\/strong><\/p>\n<ul>\n<li>5 reasons why women are better at property investment than men<\/li>\n<li>A website that values property<\/li>\n<li>Property ID fraud is on the rise \u2013 how to protect your property<\/li>\n<li>The impact a \u2018strategist can have on your portfolio growth<\/li>\n<li>Developments that are impacting the Brisbane market and why<\/li>\n<\/ul>\n<p><strong>Transcripts:<\/strong><\/p>\n<h2>The property insights site &#8211;\u00a0Enzo Raimondo<\/h2>\n<p><strong>Kevin:<\/strong>\u00a0 You cannot beat getting out and pounding the pavements, as they say, when it comes to getting to know a neighborhood before you invest your hard-earned cash in a property. Each area, of course, is totally different, looks different, even at different times of the day and night.<br \/>\nNow, View is a website that\u2019s been designed to be the property insight site, and they can help you get a better understanding about an area before you buy. Enzo Raimondo, the man behind the site, joins me now.<br \/>\nEnzo, thanks very much for your time.<br \/>\n<strong>Enzo:<\/strong>\u00a0 Thank you, Kevin.<br \/>\n<strong>Kevin:<\/strong>\u00a0 What information is available now to help someone understand an area before they buy, Enzo?<br \/>\n<strong>Enzo:<\/strong>\u00a0 There is so much information available, Kevin, at the moment. On View.com.au, we have as much information as you could possibly want on any particular property in any street or suburb of any city in Australia.<br \/>\nWe have how many times it sold, what it sold for. We have neighborhood information. We go right down to what they call an SA1. It\u2019s an ABS measure of about 800 people living in a part of a suburb, and we actually have the demographics of what their interests are, whether they own a home, and how many kids they have,<br \/>\nWe call it \u201cmeet the neighbors.\u201d You can actually work out what type of people live in that area. We show a map with schools, shops, restaurants, etc., and then median prices for houses and units in the area and all the surrounding properties on the street you\u2019re looking at, so lots of information.<br \/>\n<strong>Kevin:<\/strong>\u00a0 The site is called View.com.au, and as Enzo said, a lot of tremendous information in there if you just want to get a bit of a handle on what the area is like. I\u2019d suggest you certainly do that before you get out of the car and walk around.<br \/>\nI always recommend to people, if they\u2019re looking at a property, Enzo, they should look at it at different times of the day, the night, even on weekends because it does change area to area, doesn\u2019t it?<br \/>\n<strong>Enzo:<\/strong>\u00a0 Absolutely. You want to make sure you have a look at the house or the street you want to live in at all of those times to make sure that it\u2019s where you want to live and the people who live there are neighborly and it\u2019s a nice atmosphere.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Enzo, I know you\u2019ve been in the industry for many, many years and worked at a number of the institutes around Australia. Where have you seen buyers go wrong with the selection of an area? Where do they fall down and make mistakes?<br \/>\n<strong>Enzo:<\/strong>\u00a0 I think it gets down to not necessarily area, but possibly they may let their heart make the decisions instead of their head. Some people might fall in love with a property and pay over market rate for it and struggle to see capital growth.<br \/>\nMy advice is always do some research, work out what prices are doing in the area, and you can fall in love with a property, but just don\u2019t over-commit yourself and make sure that you\u2019re paying not as much as what the vendor might want, which may be a bit optimistic.<br \/>\n<strong>Kevin:<\/strong>\u00a0 I guess when you\u2019re buying an investment property, it very much is all about the head decision, but when you\u2019re buying a family home, it\u2019s a bit of a combination of both \u2013 the head and the heart, isn\u2019t it?<br \/>\n<strong>Enzo:<\/strong>\u00a0 Exactly. It should be in balance and not necessarily with the heart because it might be a bit painful later on when you\u2019re trying to find the mortgage payments.<br \/>\n<strong>Kevin:<\/strong>\u00a0 That\u2019s very true. Just help me a little bit there with some of those important considerations of buyer needs to make. Let\u2019s say for someone who is buying into a property for the family, the family is going to grow up. What are some of the considerations you think they should bear in mind, Enzo?<br \/>\n<strong>Enzo:<\/strong>\u00a0 That age-old saying of \u201cLocation, location, location\u201d is still very relevant today. If you\u2019re a family and you\u2019re looking to send your children to a particular school, obviously, look at the schools in the area, look at the amenities in the area. If you have young kids and they want to kick a ball, you want some parks around the area that they can play in and be safe in. I\u2019d look at all those things: location, amenities, schools, transport.<br \/>\nI remember moving from Adelaide to Melbourne. I wanted to send my kids to a particular school, so we looked in that particular area and it happened to have the transport, the tram to the school so that I didn\u2019t have to drop the kids off. It\u2019s very important when you\u2019re relocating to make sure that the kids are able to get from home to school and back again very easily.<br \/>\nIf you need to go to work and you want to catch public transport, I\u2019ve always been fortunate enough to live 10 or 12 km from the CBD and I just can\u2019t imagine living 30 or 50 km from the CBD and having to drive or catch a train or something to work, because I think it\u2019s valuable time spent on a train. But unfortunately, it depends on your budget.<br \/>\nLook at those things. You might want to live further out from the city for the lifestyle; it just means that you\u2019ll have a bit more traveling time. If that\u2019s what you prefer, that\u2019s good, but make sure you have a fast transport route to your place of work if you work in the city, etc.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Always good advice, and if you want to get a good handle on an area we mention, again, View.com.au. Go in and have a look at the area that you\u2019re looking at buying a property, and you\u2019ll get some great information there.<br \/>\nEnzo Raimondo has been my guest. Enzo, thank you so much for your time.<br \/>\n<strong>Enzo:<\/strong>\u00a0 Thank you, Kevin.<\/p>\n<h2>Brisbane growth areas &#8211;\u00a0Brett Warren<\/h2>\n<p><strong>Kevin:\u00a0 <\/strong>My next guest is Brett Warren from Metropole Property Strategists in Brisbane. Brett recently caught up with Rachel Crowley from the Brisbane Airport Corporation.<br \/>\nBrett, thanks for your time. Tell me what you learned when you spoke to Rachel.<br \/>\n<strong>Brett:\u00a0 <\/strong>Thanks, Kevin. Good to be with you. It was an interesting discussion. A couple of months ago, I saw an article that mentioned that Eagle Farm\/Pinkenba precinct was going to be the fastest growing precinct outside of the CBD in the next 15 years. I obviously knew the second airport was getting in there, but I was really surprised with the amount of work that\u2019s actually going on out there.<br \/>\n<strong>Kevin:\u00a0 <\/strong>What sort of work is there? What do you think it means for Brisbane\u2019s development?<br \/>\n<strong>Brett:\u00a0 <\/strong>Firstly, with a second runway, there are some big things happening there. I think there are four Chinese airlines from all over China that have actually signed up to get on the runway and actually bring more people into Brisbane.<br \/>\nAs you know, migration and things like that bring a lot of students to the area, and with Brisbane and particularly Queensland being very tourist-orientated, that\u2019ll bring a lot of the working class from China into those precincts from over there, as well.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Was Rachel able to give you an idea about the timeframe for the new runway?<br \/>\n<strong>Brett:\u00a0 <\/strong>I think it\u2019s another two or three years away. It\u2019s still looking like a bit of a sandpit at the moment; there\u2019s still a little bit of a way to go. But interestingly enough, there have already been a few flights from China that are starting to test it out. It\u2019s pretty early days, but it\u2019s been fairly positive so far.<br \/>\n<strong>Kevin:\u00a0 <\/strong>What other industry, apart from the airport or the airlines, are we going to be seeing out in that area?<br \/>\n<strong>Brett:\u00a0 <\/strong>There are another two hotels that are going up there at the moment. Ibis is opening shortly. There\u2019s another kind of DFO type of shopping precinct that\u2019s going on out there, and probably the most interesting thing is the precinct for the auto mall, which is a number of cars that have signed up out there to get out there and sell cars, obviously. Mark Skaife designed a 2.8 km test track, and you can actually drive your car around there rather than driving on the road. I called it a racetrack, which she wasn\u2019t too happy about.<br \/>\n<strong>Kevin:\u00a0 <\/strong>has that been built already, or is it in planning?<br \/>\n<strong>Brett:\u00a0 <\/strong>I think if you were out there at the moment \u2013 I was actually out there today \u2013 they\u2019re actually clearing that area at that moment. It\u2019s right in that central location, so very early days out there yet.<br \/>\n<strong>Kevin:\u00a0 <\/strong>What other shopping facilities are we seeing? As you head towards the airport, there\u2019s a lot of shopping already there. What further development are they planning?<br \/>\n<strong>Brett:\u00a0 <\/strong>Obviously, you have your 24-hour Woolworths and things like that. I think it was called Bargain in a Box or something. It\u2019s a similar kind of proposition to the DFO, where there\u2019s a lot of that retail shopping, cheap labels and things like that where people can flock to.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Of course, Hendra is very close to that area. Hendra and Ascot are both good suburbs with high medians. What\u2019s the word about the suburbs a little further out? You mentioned Pinkenba as a classic example. These are the suburbs that are still very affordable. What are they predicting in terms of price growth?<br \/>\n<strong>Brett:\u00a0 <\/strong>That\u2019s going to significantly help as well. Obviously, the Hendras and the Ascots being halfway between the airport and the CBD are probably going to get the bulk of that growth. But again, it\u2019s another major employment hub. I think in that 10- or 15-year period, jobs are going to grow from about 22,000 to about 50,000.<br \/>\nIt\u2019s another key employment hub. People\u2019s incomes will be significantly better, and they\u2019ll want to live close to work. So those areas are definitely ones to watch as well.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Brett, as well as looking at the airport, I understand you\u2019ve also been looking at the RBH area around the hospital there. What\u2019s happening there? What have you found out?<br \/>\n<strong>Brett:\u00a0 <\/strong>Yes, absolutely. Obviously, the Showgrounds development has well and truly kicked off now, but if you look going past the hospital now, you\u2019ll see a bit of a hole in the ground.<br \/>\nBut a lot of our hospitals are not merely hospitals anymore. They\u2019re really expanding and becoming quite large employment hubs with research capacities, age care facilities, and those types of things. So, it\u2019s not just about the hospital anymore.<br \/>\nI think nearly two thirds of our jobs in the next ten years are going to be in healthcare, age care, hospital care, things like that. So, those four or five big hospitals around the CBD are becoming vitally important as employment hubs.<br \/>\n<strong>Kevin:\u00a0 <\/strong>What about Herston, close in to the hospital there? What\u2019s that like as a suburb in terms of investment potential?<br \/>\n<strong>Brett:\u00a0 <\/strong>Yes, absolutely. Herston continually flies under the radar. It\u2019s a small boutique suburb, excellent walkability. You obviously have the hospital there, you have nice green space as well, and being so close to the CBD, the busway gets you in there, but it\u2019s quite easy to walk in there, as well. I think it\u2019s one that gets under the radar a lot of the times.<br \/>\n<strong>Kevin:\u00a0 <\/strong>We\u2019ve seen a lot of unit development around there, particularly around the Showgrounds. Is there more slated for that area?<br \/>\n<strong>Brett:\u00a0 <\/strong>Depending on which area you\u2019re in, one side of the Showgrounds there, there\u2019s that has obviously a fair bit going on. But if you\u2019re looking to buy in those areas, you should really stick to those true residential pockets. There will be further development there, but they\u2019re not going to be the 300 or 400 apartments and things like that; it\u2019ll just be the small scale. And land is still quite valuable there, so I\u2019d be sticking to those areas if I could.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Brett, thank you very much for your time.<br \/>\n<strong>Brett:\u00a0 <\/strong>Yes, Kevin, it\u2019s been great, too. Thanks very much.<\/p>\n<h2>Preventing property ID fraud &#8211;\u00a0Lee Baillie<\/h2>\n<p><strong>Kevin<\/strong>:\u00a0 In the past we\u2019ve talked a fair bit about online security as the Internet opens up more and more possibility for us to do just this. I guess, like me, you\u2019re probably a little bit concerned about how much information is going onto the Internet and how secure it really is. In the past, we\u2019ve spoken to PEXA about online transactions and so on, but I\u2019m interested now to talk to my next guest, Lee Bailie. Lee is the General Manager for Product and Innovation at InfoTrack, and they have a product called IDfy.<br \/>\nIs that what it\u2019s called Lee?<br \/>\n<strong>Lee:\u00a0 <\/strong>Yes, that\u2019s it, Kevin. IDfy is how we pronounce that.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Tell me a little bit about the product, and then I want to ask you more about security. How does IDfy work?<br \/>\n<strong>Lee:<\/strong>\u00a0 IDfy is a product we\u2019ve enabled and we\u2019ve built within InfoTrack to perform a verification of identity for any clients who are in the process of buying or selling property. What IDfy essentially enables the person using it \u2013 so the agent or the conveyancer or the lawyer involved \u2013 is to sit down in front of their clients and using a single app, be able to actually take a picture of that client, take a picture of their documents, verify their documents, and then actually save that in a secure environment where we can actually store that within InfoTrack for up to nine years as part of the cloud service we have, but also receive a summary document that goes to the party involved that says when the verification was completed, the identification that was completed, who was there, the time and date, and where it was actually located.<br \/>\n<strong>Kevin:\u00a0 <\/strong>So, where do you see this thing used?<br \/>\n<strong>Lee:<\/strong>\u00a0 From our point of view, this should be used when a real estate agent is potentially listing a property. There has been a number of cases \u2013 and you may be aware of some \u2013 where properties have been sold without actually the owner\u2019s consent, whether that\u2019s a distressed tenant who might be thinking \u201cI\u2019m going to try and get away with this,\u201d or a Nigerian scam whereby they\u2019ve actually tried to sell a property from overseas.<br \/>\nThe best course of action an agent can take is to ensure they are speaking with who they think they\u2019re speaking to, and they actually do that by way of verification.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Just help me understand a little bit here, Lee, the actual sequence. An agent goes in. I\u2019m an agent, and I go through the process of taking a photograph, uploading all this material. Does that thing cross-check somewhere, or is that the first entry point into being identified?<br \/>\n<strong>Lee:<\/strong>\u00a0 No, at the moment, that doesn\u2019t cross-check against something like a DVS system (data verification service), but it is something we are looking into at InfoTrack at the moment. What it essentially requires still is the person present \u2013 so, if that was the real estate agent \u2013 to ask the vendor or the person about to list the property to show them something such as their driver\u2019s license and their passport.<br \/>\nWhat the real estate agent would do at that stage would be sat down with Kevin Turner, as an example, and would check the drivers license says Kevin Turner and it has the address marked, take a picture of that, and would then ask for the passport and check that the passport says Kevin Turner as well, take a picture of that, and then they actually move on to sign off so that both parties agree that what they\u2019ve actually been presented and taken pictures of is correct. And then that is the document that is completed and therefore completes the verification of identity.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Okay, but it doesn\u2019t necessarily verify that that person actually owns that property does it, Lee?<br \/>\n<strong>Lee:<\/strong>\u00a0 No. What we\u2019ve actually built in within the system is a title search ordering functionality. So, in the same platform, you can actually order a title search, and in doing so, you can actually reconcile that against the title that you\u2019re looking at and check that Kevin is actually at the top of that title. So, we tried to enable that.<br \/>\nThe take up of that, it\u2019s a little bit slower in people actually ordering the full title because that obviously comes at a cost when actually completing that. But the reality is at some point during the process, the agent and certainly the conveyancer or the lawyer would order a title to that property and check the relevant details against that title.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Who do you say as the driving force behind making sure this is all implemented? Is it the real estate agent? Is it the lawyer? And where does the consumer come into this?<br \/>\n<strong>Lee:<\/strong>\u00a0 That\u2019s a really good question, Kevin, and probably one of the toughest for us to move forward to at the moment. The Office of Fair Trading has some guidelines around it, but simply put, that\u2019s what they are at the moment. ARNEC \u2013 which is the body that works with PEXA and the real estate bodies across the country \u2013 has some very clear guidelines if a transaction was to settle on PEXA, but the reality outside of that, it\u2019s going to be self driven.<br \/>\nIn some surveys that we\u2019ve recently done earlier this year through InfoTrack, we found out that approximately 48% of real estate agents are concerned about fraudulent activity in the property space but yet less than 2% actually use VOI verification apps and probably approximately 35% to 38% have in-house processes that they actually do themselves, and that could be anything from getting a scanned copy of the drivers license or getting a scanned copy of a recent utility bill, but to that degree, it still doesn\u2019t verify the identity of the person involved.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Being in the industry myself, I can tell you that I joined almost 50% of agents who are concerned about security, but probably like them, I\u2019m among the 2%. Well, no, it was only 2% I think who were actually doing something there. But I would guess that the majority of the others don\u2019t know what to do, Lee, because there aren\u2019t too many opportunities or ways that this is being promoted.<br \/>\n<strong>Lee:<\/strong>\u00a0 No, absolutely, Kevin. I think that\u2019s the part of the role that we\u2019re trying to play. In Queensland, we\u2019re actually doing some work with REIQ, and we\u2019ve created a subset of IDfy that is called AgentID specifically for that reason, to actually give some guidelines and some clarity to the agents in Queensland about how they can use the app to ensure they\u2019re protecting both themselves and the consumer.<br \/>\nIn the UK, they\u2019re concerned that fraudulent activity is growing at 300% per annum, and they starting to see more and more of that. In a recent case here in ACT in Australia, we saw a couple on honeymoon \u2013 I think it was \u2013 had their property sold by a scam that was being completed outside of the country.<br \/>\nSo, I think the guidelines that we need to start to work with, particularly the real estate environment and also a greater aspect to the legal environment, we need to start to educate the consumer of what they should look for when they are choosing a real estate agent or a conveyancer or a lawyer to go through the property transaction process.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Okay. So, IDfy is really only operating in Queensland through the REIQ at this point in time. What\u2019s been the uptake like, and what sort of feedback are you getting from agents and consumers?<br \/>\n<strong>Lee:<\/strong>\u00a0 Sorry, just to be clear, Kevin, IDfy is across the country. AgentID is the app that we\u2019ve actually built with REIQ.<br \/>\n<strong>Kevin:\u00a0 <\/strong>My apologies.<br \/>\n<strong>Lee:<\/strong>\u00a0 I\u2019m being very honest. From a real estate agent point of view, it\u2019s still quite slow, but I\u2019m here in Sydney today, and I\u2019ve just walked out of a seminar. That was one of the areas we spoke about, and there was a lot of interest in people understanding it.<br \/>\nTo your earlier point, I think people just don\u2019t know what is out there at moment and they\u2019re not sure what their obligations are. So, I think working with some of the professional bodies, such as REI Queensland, REI across the countries, that is going to be the way that we can help educate the real estate agent to actually move towards this.<br \/>\nI think from a national point of view, those conveyancers and lawyers who are operating on the PEXA platform or intend to operate on the PEXA platform probably are quite aware of the ARNEC requirements, and in the ARNEC requirements, it stipulates there must be verification of identity of the clients involved in the transaction. But to that degree, fewer than 20% of transactions are currently occurring on PEXA.<br \/>\n<strong>Kevin:\u00a0 <\/strong>It\u2019s fairly obvious to me that there has to be some kind of legislation or driving force behind this, because I think if you just left it up to agents, with respect, it\u2019s probably never going to happen. It almost needs to be \u201cThis is a requirement of your listing your property that you become properly identified.\u201d It\u2019s good protection for everyone.<br \/>\nCan I ask you, Lee, just before I let you go, just in terms of security generally, how are we in Australia? How secure is the information we\u2019re putting on the Internet now? Should we be concerned about that?<br \/>\n<strong>Lee:<\/strong>\u00a0 I think from a general view, we probably have to be more aware of what we do put on the Internet in a very simplistic term. Someone said to me many, many moons ago, it\u2019s like a postcard. It\u2019s out there, everyone will get to see it, unlike a sealed letter.<br \/>\nI think from our point of view, we\u2019ve taken this very seriously. We\u2019ve worked in the legal space and the corporate space for many years, and so with that in mind, we\u2019ve actually built our cyber security to a level certainly of that of the major banks in the country but also getting very close to that of military-grade security.<br \/>\nWe encrypt everything that goes into our cloud-based services, and we ensure throughout that we have very clear audit trials and everything that goes through our platform. We can actually audit by way of date, time, we can see he\u2019s actually logged in and looked at a certain piece of information. We actually hold that information for up to nine years for the clients we are working with, and that certainly is what is intended with the VOI and IDfy.<br \/>\nBut I do know that there is a growing concern of \u201cOkay, what is actually happening with that information?\u201d And for that purpose, the clients we\u2019re working with being the real estate agents and the lawyers, we\u2019re not expecting them to have that level of security, and therefore we provide that on their behalf through the platforms and through the products we\u2019re offering.<br \/>\n<strong>Kevin:\u00a0 <\/strong>We certainly need to be very concerned about this, and I applaud what you and your company are doing, Lee. Lee Bailie has been my guest. The company is called InfoTrack, InfoTrack.com, where you can get a lot more information.<br \/>\nLee, thank you so much for your time, and all power to you, mate.<br \/>\n<strong>Lee:<\/strong>\u00a0 Thanks, Kevin. Thanks a lot for having me.<\/p>\n<h2>5 ways women are better property investors than men &#8211;\u00a0Susan Farquhar<\/h2>\n<p><strong>Kevin:<\/strong>\u00a0 Gone are the days where property investment is dominated by men. Nearly half \u2013 that\u2019s 47% \u2013 of Australians who own investment property are women. That\u2019s according to an analysis of data from the Australian Taxation Office by the Property Council of Australia. Why is that so, and are women better investors than men? To answer that question, Susan Farquhar joins me, managing director of Calla Property.<br \/>\nSusan, thank you so much for your time.<br \/>\n<strong>Susan:<\/strong>\u00a0 It\u2019s a pleasure, Kevin. Thanks for having me.<br \/>\n<strong>Kevin:<\/strong>\u00a0 It must be delightful for you to see women becoming more dominant as property investors. What\u2019s behind this, do you think? Why are they?<br \/>\n<strong>Susan:<\/strong>\u00a0 I think that there is a lot more information out there for women about \u201ca man who is no longer a solid financial plan.\u201d Like you said, gone are the days where men dominate this sphere, and gone are the days where men and women just got married and shared all of the finances and reaped the rewards of that.<br \/>\nFor today\u2019s working woman, there\u2019s a lot of information about saving for their own retirement. The government is not really going to do that for us anymore. They have to contend with the 15.3% wage gap. They have to work 12 years longer to have the same superannuation as their male counterparts. So, there is a whole lot of information about why it\u2019s pressing to start to look for their future security through investment.<br \/>\n<strong>Kevin:<\/strong>\u00a0 A couple of interesting stats there, which we should really pick up on. A main concern, I guess, for women is security in retirement, and you said there that the man is no longer the plan. It\u2019s staggering that women have to work, because of that wage differential, an extra 12 years longer than men to have the same amount of superannuation. Is that changing? Is that gap closing at all?<br \/>\n<strong>Susan:<\/strong>\u00a0 I remember when I was at university and I studied this \u2013 so that was in 1992 \u2013 the wage gap then was 12%, so it would suggest that it\u2019s actually getting larger. And I think part of that, too, is that women are earning a lot more than they used to and are in better full-time jobs for longer \u2013 I\u2019m talking about a generation or two ago \u2013 but men also are earning significantly more. If you look at the bonus structures with CEOs at banks and other big companies, they\u2019re massive incomes, and I think that contributes quite a bit to the wage gap.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Do you think, for that reason, women are probably a little bit more cautious given that their funds are probably a little bit more precious, Susan?<br \/>\n<strong>Susan:<\/strong>\u00a0 Absolutely. I think that men tend to be over-confident and they chase returns despite the evidence. They\u2019re much more likely to invest in areas that don\u2019t have a diversified economy, like mining towns, whereas women are looking for a long-term plan with their ultimate goal to have future security in retirement. Men tend to look at more wanting to supplement their incomes and to retire early.<br \/>\n<strong>Kevin:<\/strong>\u00a0 What you\u2019re saying there, really, is that men are risk-takers or more that mentality than women. Do women do their homework more painstakingly than men?<br \/>\n<strong>Susan:<\/strong>\u00a0 Yes, they absolutely do. They do a lot more research. They want to be fairly conversant in the language of investment before they seek advice, but they tend to also seek advice. And I think another one of the big differentiators is that women start to do their research and do their homework and realize that it\u2019s good to have a broad-base understanding, but at the end of the day, they\u2019re not the experts, so they\u2019ll seek expert advice.<br \/>\nMen, I have found, when they look at expert advice, they\u2019re actually looking for confirmation of an inherent bias that they already have. Sometimes they\u2019ll speak to someone at a barbecue or in the office and someone will say to them, \u201cDon\u2019t invest in XYZ.\u201d<br \/>\nSo, when they seek advice, they\u2019re looking for that to be confirmed as opposed to going, \u201cMaybe I should have a look at the source of that information and listen to what the expert has to say about that,\u201d and then actually judge whether the expert was able to overcome that objection with proper statistics and research.<br \/>\nI think really, where there\u2019s a big difference in women\u2019s success with investment is that they\u2019re looking for that long-term plan but they also listen to the experts and rely on research and data as opposed to hearsay.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Given that you\u2019re sitting down talking to investors all the time, both male and female, you must see this bias coming through. You talked there about men wanting the next hotspot whereas the conversation you have with a female investor is probably totally different. They\u2019re asking you different sorts of questions, Susan, are they?<br \/>\n<strong>Susan:<\/strong>\u00a0 Yes, exactly. Where I usually start the conversation with my clients is not so much \u201cWhere do you want to invest?\u201d but \u201cHow much do you have to invest?\u201d Because what we\u2019re really trying to do is match property with their investment goals, and that really starts with what their budget is. Then we look at their appetite for risk and a few other variables like that.<br \/>\nA man will often come with, as I said, these preconceived ideas of \u201cWe shouldn\u2019t invest in an apartment in Brisbane,\u201d or \u201cYou shouldn\u2019t invest in Perth,\u201d or whatever they\u2019ve already heard, whereas a woman is more likely to say, \u201cThis is what I\u2019m looking to achieve,\u201d and that is invariably retirement security: \u201cI have $100,000 saved up, I have a pre-approval of $650,000. Where do I go from here? What\u2019s your recommendation?\u201d<br \/>\n<strong>Kevin:<\/strong>\u00a0 I saw some research recently that said that women were able to get into the market quicker and borrow more. Why is that?<br \/>\n<strong>Susan:<\/strong>\u00a0 The reason they\u2019ve been able to borrow more is because the lending environment has changed. In the last 12 months, we\u2019ve seen a huge crackdown from APRA and ASIC on investors, so they\u2019re not as willing to lend 90% LVR. They\u2019re not wanting to lend interest-only.<br \/>\nIf I look at the group of women who I spoke to 12 months ago who very much typify the research that I\u2019m talking about, the men who are still \u201cum-ing\u201d and \u201cah-ing\u201d and thinking that they can do their own research and understand what all of the data means have been left behind because the lending criteria has changed, whereas the women who came to me with the research that they knew and then are very willing to hand over their decision to me based on the research that we conduct here at Calla Property, they\u2019ve just gone ahead and done it. They\u2019re already in the market. They\u2019re already investing well.<br \/>\nThe lending criteria was looser and there weren\u2019t as many issues with valuations because that was the lay of the land. When everything tightens up, it makes everything so much harder for an investor.<br \/>\n<strong>Kevin:<\/strong>\u00a0 Are you saying more women are inquiring through your company, more single women?<br \/>\n<strong>Susan:<\/strong>\u00a0 Out of the single groups, there are definitely a lot more women than there are men. A lot of women in my company are between the ages of 35 to 40, and a lot of them come to me and say, \u201cLook, I\u2019m 35, 40, or 45. I didn\u2019t get married. I don\u2019t have kids. I\u2019m now really worried about how I\u2019m going to retire. What can you do for me?\u201d<br \/>\nIt\u2019s really heartening to see that with not a massive amount of earnings and not a massive amount of savings, we can get them into the property market and start helping with that financial security.<br \/>\nOf the younger women who are in relationships, they often come to me separately first and say, \u201cI\u2019m in a new relationship and this is all looking good, but I really want to have this locked away for myself.\u201d<br \/>\n<strong>Kevin:<\/strong>\u00a0 We\u2019re out of time, unfortunately, Susan. But thank you so much for your time. Susan Farquhar, managing director of Calla Property. That is CallaProperty.com.au. Susan, thank you so much for your time.<br \/>\n<strong>Susan:<\/strong>\u00a0 Thanks a lot, Kevin. Bye.<\/p>\n<h2>Get a &#8216;strategist&#8217; on your side &#8211; Bryce Holdaway<\/h2>\n<p><strong>Kevin:\u00a0 <\/strong>Let\u2019s look at the difference between buyer\u2019s agencies and strategists. EmpowerWealth.com.au, they are buyer\u2019s agents. Bryce Holdaway is with Empower Wealth and joins me.<br \/>\nGood day, Bryce. How are you doing?<br \/>\n<strong>Bryce:\u00a0 <\/strong>Hi, Kevin. I\u2019m good. How are you?<br \/>\n<strong>Kevin:\u00a0 <\/strong>Yes, good, mate. Nice to be talking again. The difference between a buyer\u2019s agent and a strategist: is there a difference, and if so, what is it?<br \/>\n<strong>Bryce:\u00a0 <\/strong>Yes, I think there is a bit of a difference. I guess the best way to illustrate it is through an analogy. If you think about someone who\u2019s about to build a house and they have a block of land, they have a couple of choices. They could go and find an award-winning builder to build them a house and they just say, \u201cHey, there\u2019s a block, go and build it.\u201d That builder would build it with wonderful craftsmanship, and at the end of the process, hand them the keys over, and they\u2019d be really happy with the house.<br \/>\nBut what they may not have taken into account is the northerly aspect of the property, the floorplan flowing correctly, taking into account that they have young children now but they may need to separate some living areas as the kids get older.<br \/>\nEffectively, you would rely on an architect to help you do that. You\u2019d go consult the architect and the project manager and say, \u201cThese are my goals, this is what I need, and then moving forward, this is how I need it to happen.\u201d<br \/>\nI think that\u2019s the best way to describe the difference between a buyer\u2019s agent and a strategist. The buyer\u2019s agent is the builder, so the buyer\u2019s agent will go out into the field, find a really great property and do all the things you\u2019ve asked him to do, but you really want a strategist to actually take a step back from the event of buying and look at the process involved.<br \/>\nBuying real estate in my view is the fourth step in a five-step process, and if you\u2019re just going straight to step four, that\u2019s effectively what a buyer\u2019s agent does. But if you\u2019re a strategist, you\u2019re going to clarify beforehand, you\u2019re going to evaluate exactly what you need, you\u2019re going to put a plan in place, then you\u2019re going to implement through the buyer\u2019s agent, and the last thing you do is manage it and fine tune it and tweak it.<br \/>\nSo, I think there is a difference, and I think if you can get a buyer\u2019s agent who has a strategic mind to take a step back and see the bigger picture, particularly if you\u2019re buying for an investment purpose but also for owner-occupier, that\u2019s the type of buyer\u2019s agent you really want to be involved with.<br \/>\n<strong>Kevin:\u00a0 <\/strong>When someone goes to talk to a buyer\u2019s agent or a strategist, what sort of things should they have clear in their own mind before they go in?<br \/>\n<strong>Bryce:\u00a0 <\/strong>What they\u2019re going to compromise on, because they will compromise on something. Unless you\u2019re blessed with a lotto win or a big inheritance, most people are fixed on price, so therefore there are a couple of other variables, like location, size of land, and the quality of the dwelling.<br \/>\nKnowing in advance what you are prepared to compromise on is going to help you. I always say there are no \u201cten out of ten\u201d properties but there are heaps of great \u201ceight out of tens\u201d and \u201ceight and a half out of tens.\u201d<br \/>\nIf you know that you want shiny taps and brand-new carpet, and you\u2019re fixed on the location and the price, you\u2019re actually going to have to just compromise on the size of the land. You may want a house, but you might not be able to afford it and you have to do a townhouse, or even further, you buy an apartment.<br \/>\nIf there are two people involved \u2013 husband and wife, partner, boyfriend and girlfriend, whatever it is \u2013 if they have an honest chat in advance about the big C-word \u2013 \u201ccompromise\u201d \u2013 then I think that\u2019ll set them up for a better experience.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Is part of that compromise process the fact that we want more than we can afford? We go in with a shopping list which is almost like a wish list, but it\u2019s maybe one that we simply can\u2019t afford. Is that where the compromise comes in?<br \/>\n<strong>Bryce:\u00a0 <\/strong>Yes. It\u2019s human nature, isn\u2019t it? We all want a little bit more than what we have. You\u2019re absolutely spot on. It\u2019s amazing how if you have $600,000 to spend, your taste is something that\u2019s $650,000. If you have $1.3 million to spend, all of a sudden, human nature says your taste is at $1.4 million. It\u2019s the nature of the beast.<br \/>\nYou just have to understand that if you want to renovate or detonate, then you can get a bigger sized land because you\u2019re prepared to do the work, and that\u2019s where your compromise might be. But for other people, they absolutely have to be in this location because of that school zone or because \u201cMy sister is across the road,\u201d or whatever it will be.<br \/>\nSo if you\u2019re fixed on price and location, ultimately, you\u2019re going to live in an older house on a bigger block or you\u2019re going to live in a shiny house with a smaller block. That\u2019s ultimately what it comes down to.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Bryce, we know exactly how selling agents work, and they work off a commission base. How do buyer\u2019s agents work? How do you earn your money?<br \/>\n<strong>Bryce:\u00a0 <\/strong>It\u2019s kind of a mirror reflection. A lot of buyer\u2019s agents do a percentage of purchase price. So, if you have a budget of $800,000, they may quote you 2% or 2.5% of the purchase price, plus GST, and that\u2019s how they get paid.<br \/>\nI tend to go down the fixed fee path myself and at Empower, because if you\u2019re on the seller\u2019s side and you think your house is worth $700,000 and the real estate agent gets you $770,000, you\u2019re happy to pay him a bit more because they got you an extra $70,000, so they\u2019re actually worth paying a little bit more.<br \/>\nBut on the buyer\u2019s side, I don\u2019t think it quite works, because if I have a budget of $700,000 and then I suggest that something is worth $770,000 and I encourage my client to pay that, they\u2019re wondering, \u201cIs this a good deal, or is this just because he\u2019s going to get paid a little bit more?\u201d<br \/>\nSo, for me, personally, I prefer to go with a fixed fee quoted up front, but it\u2019s a bit of both. It\u2019s either fixed fee or a percentage of purchase price for most buyer\u2019s agents.<br \/>\n<strong>Kevin:\u00a0 <\/strong>Great talking to you. Bryce Holdaway from EmpowerWealth.com.au, and also co-host on Property Couch. We\u2019re out of time, but maybe next time we talk, we\u2019ll have a chat about the podcast as well. Good talking to you, mate. Thank you.<br \/>\n<strong>Bryce:\u00a0 <\/strong>Thanks for having me on. See you, Kevin.<br \/>\n&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Highlights from this week: 5 reasons why women are better at property investment than men A website that values property Property ID fraud is on the rise \u2013 how to protect your property The impact a \u2018strategist can have on your portfolio growth Developments that&#8230;<\/p>\n","protected":false},"author":176692471,"featured_media":14580,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[10,11,13,24],"tags":[101],"class_list":["post-14579","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 v27.8 - 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