{"id":20098,"date":"2018-02-06T01:00:16","date_gmt":"2018-02-05T14:00:16","guid":{"rendered":"https:\/\/www.realestatetalk.com.au\/?p=20098"},"modified":"2018-02-06T01:00:16","modified_gmt":"2018-02-05T14:00:16","slug":"the-only-free-cheese-is-in-the-trap-brett-warren","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/the-only-free-cheese-is-in-the-trap-brett-warren\/","title":{"rendered":"The only free cheese is in the trap \u2013 Brett Warren"},"content":{"rendered":"

An incentive to buy a property is generally offered for a reason.\u00a0 Guaranteed rent or\u00a0 a car or a holiday with the purchase.\u00a0 The only free cheese is in the trap.\u00a0 We discuss that with buyers agent Brett Warren<\/strong>.
\nTranscript:<\/strong>
\nKevin:<\/strong>\u00a0 When we see the market the way it is now \u2013 a lot of pressure on it, a lot of over-supply and stock \u2013 it\u2019s quite normal for developers to start offering incentives \u2013 we won\u2019t call it bait, but that\u2019s pretty much what it is \u2013 to buy. I\u2019ve seen people offering \u201cBuy a unit, you\u2019ll get a car,\u201d or \u201cBuy a unit, you\u2019ll go in the running to win a trip overseas.\u201d Brett Warren from Metropole Properties joins me to talk about this.
\nBrett, do these work? And I think I know what the answer to this question is going to be. Is that a good enough reason to buy a property?
\nBrett:<\/strong>\u00a0 The answer is no, but to some people, it does. People think of it as a big bonus. I think the biggest one at the moment, especially for investors, is that incentive to rent back for two years, so they\u2019ll actually pay your rent for the next two years even if your apartment is vacant.
\nKevin:<\/strong>\u00a0 Why is that a problem if you\u2019re going to be given a really good return for a couple of years?
\nBrett:<\/strong>\u00a0 The problem is who\u2019s paying for that return? That\u2019s actually built into the price. Developers don\u2019t give away things for free. They don\u2019t give away cars. They don\u2019t give away trips. They don\u2019t just pay your rent to be nice for the next two years. They actually factor that into the price.
\nQuite often, in the past, we\u2019d get calls from agents telling us about a property that\u2019s coming up. The client paid $550,000 and it\u2019s only going to be selling for $500,000 or $520,000, so it\u2019s a bargain. And when you go back and look through it, they\u2019ve paid probably 5% to 10% too much for the property, because of those types of things \u2013 the incentives, the rent backs, the trips, the cars, and those types of things as well.
\nKevin:<\/strong>\u00a0 In the event that you are looking at a unit, you genuinely think it\u2019s a good buy and there is a good rent-back on it, how do you make sure that the rent that\u2019s being offered is not over-inflated or, in fact, it is market?
\nBrett:<\/strong>\u00a0 That\u2019s a good point, too. I\u2019d always get a second opinion. Speak to a reputable agent. Obviously, the sales agents are going to have their rental appraisals that would have been done, but like everything, I\u2019d always get a second opinion on those types of things from an independent third party.
\nKevin:<\/strong>\u00a0 I guess the bottom line is if you\u2019re looking to make a purchase, make sure it\u2019s on the quality of the property and not what surrounds it \u2013 in other words, not what\u2019s on offer to get you to buy it. I think, generally, if there is something on offer that\u2019s like bait or an incentive, there\u2019s probably a very good reason why that has to be offered.
\nBrett:<\/strong>\u00a0 That\u2019s what I probably tend to agree with too, Kevin. The higher the incentive, probably the more I\u2019d steer clear of the property itself.
\nKevin:<\/strong>\u00a0 Can we just very quickly talk about auction? How do you go about purchasing a property pre-auction? Is that something that\u2019s becoming more common?
\nBrett:<\/strong>\u00a0 Yes, it is. Again, it\u2019s about having that communication and understanding with the sales agent of what the seller\u2019s needs are. Sometimes they\u2019re desperate to sell; other times they\u2019re going to see the auction through. A good question to ask is \u201cWould they sell before auction?\u201d Most agents will say yes, but you want to understand their needs for selling and things like that.
\nA little tip would probably be to do all your due diligence at the start and if you are going to make an offer, do it at the start of a campaign rather than towards the end. If you\u2019re going to make an offer a week out from auction, that\u2019s probably here nor there; they\u2019re probably emotionally committed to the auction.
\nWhereas if you\u2019re putting all your work together at the start, there have been fewer offers, there\u2019s been less time on the market, and there\u2019s more time until the auction, so they\u2019re probably more open and receptive to actually doing an off-market transaction.
\nKevin:<\/strong>\u00a0 Would the offer that you make have to be a premium offer? Because agents will tell sellers that the reason they\u2019re going to auction is the opportunity to get a premium price, so to stop an auction, the seller\u2019s agent will probably tell you that they\u2019ll take an offer but it needs to be a premium offer.
\nBrett:<\/strong>\u00a0 It does. It needs to be a reasonably solid offer. You probably won\u2019t get a second chance at it. It\u2019s not like you\u2019re going to be able to negotiate too much, if at all.
\nKevin:<\/strong>\u00a0 Because just the pure sense that you\u2019re going to negotiate is an indication that they\u2019re actually giving away their reserve, which a good agent wouldn\u2019t let them do.
\nBrett:<\/strong>\u00a0 Absolutely. Your offer probably will also have to be under auction conditions or very close to\u2026
\nKevin:<\/strong>\u00a0 Which is cash unconditional.
\nBrett:<\/strong>\u00a0 \u2026Cash unconditional, so you want to do your building and pest. That\u2019s the first thing I\u2019d do. If I liked the property, I was going to bid at auction, and it was four weeks away, I\u2019d be getting a building and pest done immediately. That way, you\u2019ve ruled it in or ruled it out straight away, and then you can actually put an offer forward without having to do that.
\nKevin:<\/strong>\u00a0 Because one indication to a seller\u2019s agent that they have bidders is the number of building and pest inspections that are done prior to auction.
\nBrett:<\/strong>\u00a0 Yes, absolutely. Also, have there been other offers prior to auction, as well?
\nKevin:<\/strong>\u00a0 What is the value in asking that, though? Because you\u2019re not going to be able to find out what the offer was.
\nBrett:<\/strong>\u00a0 No, but if you were putting an offer together in the last week and there have been four or five other offers, they\u2019re probably not going to take it off the market unless it\u2019s a crazy price. But if you\u2019re doing it at the start of a campaign and if you\u2019ve put a good, solid offer together without all your conditions and things like that, your chance of getting an offer accepted is probably slightly higher.
\nKevin:<\/strong>\u00a0 So you really have to be buyer-ready, don\u2019t you?
\nBrett:<\/strong>\u00a0 Absolutely.
\nKevin:<\/strong>\u00a0 Have you finance in place, have the building and pest inspection done, and get a reasonably good estimate of what the value of the property is.
\nDo you find, generally, that most buyers know value or do they need to get a valuation done?
\nBrett:<\/strong>\u00a0 Quite often, valuations are very conservative. Particularly some of the auctions we go to, it\u2019s the last man standing kind of thing \u2013 high disposable income areas, things like that. People tend to pay considerably more than what the property is worth just to get into that area, that school catchment, that kind of suburb, and things like that.
\nThey have to have an idea of what the value is but also be comfortable with what they\u2019re spending at the end of the day.
\nKevin:<\/strong>\u00a0 Valuations tend to be quite conservative. Why is that?
\nBrett:<\/strong>\u00a0 The bank is not going to over-value and over-stretch themselves.
\nKevin:<\/strong>\u00a0 But it\u2019s not a bank; it\u2019s a valuer.
\nBrett:<\/strong>\u00a0 It is a valuer, but they report to the bank and things like that, so if it comes in considerably more or less, then the valuer is going to have a few questions to answer.
\nKevin:<\/strong>\u00a0 Is it possible to say to a valuer, \u201cYou\u2019re not doing this for a bank; I\u2019m doing this so that I can get a feeling of what the value of this property is because I want to buy it at auction.\u201d Will that valuation be different, do you think, from a bank valuation?
\nBrett:<\/strong>\u00a0 I think so, yes. I think it definitely would. Again, it\u2019s about communicating your needs to the valuer and making them understand what you need this for. I think once they realize that they\u2019re working for you and not the bank, then it would be a different story.
\nKevin:<\/strong>\u00a0 Brett Warren is my guest. Brett, thank you very much for your time.
\nBrett:<\/strong>\u00a0 Thanks a lot, Kevin. Good to be with you.<\/p>\n","protected":false},"excerpt":{"rendered":"

An incentive to buy a property is generally offered for a reason.\u00a0 Guaranteed rent or\u00a0 a car or a holiday with the purchase.\u00a0 The only free cheese is in the trap.\u00a0 We discuss that with buyers agent Brett Warren. Transcript: Kevin:\u00a0 When we see the…<\/p>\n","protected":false},"author":176692471,"featured_media":20099,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[32,10,11,13,36,22,25],"tags":[101],"class_list":["post-20098","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-buying-a-property-topic","category-kevin-turner-sponsored-channels","category-kevin-update","category-latest-story","category-property-investment-topic","category-research-topic","category-sponsored-channels","tag-podcast"],"yoast_head":"\nThe only free cheese is in the trap \u2013 Brett Warren - 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\/the-only-free-cheese-is-in-the-trap-brett-warren\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The only free cheese is in the trap \u2013 Brett Warren - Realty Talk\" \/>\n<meta property=\"og:description\" content=\"An incentive to buy a property is generally offered for a reason.\u00a0 Guaranteed rent or\u00a0 a car or a holiday with the purchase.\u00a0 The only free cheese is in the trap.\u00a0 We discuss that with buyers agent Brett Warren. 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