{"id":20969,"date":"2018-05-01T01:00:28","date_gmt":"2018-04-30T15:00:28","guid":{"rendered":"https:\/\/realestatetalk.com.au\/?p=20969"},"modified":"2018-05-01T01:00:28","modified_gmt":"2018-04-30T15:00:28","slug":"failing-to-get-finance-before-auction-dene-tucker-and-matthew-andrews","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/failing-to-get-finance-before-auction-dene-tucker-and-matthew-andrews\/","title":{"rendered":"Failing to get finance before auction \u2013 Dene Tucker and Matthew Andrews"},"content":{"rendered":"

18 per cent of property buyers in Australia fail to get pre-approved finance before trying to buy at auction.\u00a0 While Dene Tucker<\/strong> from RE\/MAX says the majority of buyers have their pre-approval in order, any percentage of non-pre-approved buyers is a concern.\u00a0\u00a0 We talk to Dene and Pivotal Financial\u2019s Matthew Andrews<\/strong> about this concerning growing trend.
\nTranscript:<\/strong>
\nKevin:<\/strong>\u00a0 There\u2019s been an alarming suggestion in a recent YouGov Galaxy poll that 18% of people in Australia failed to get pre-approval finance before trying to buy at auction. You\u2019ve got to be crazy!
\nJoining me to talk about this, Dene Tucker who is the broker\/owner RE\/MAX Auction Services for Australia and also Matthew Andrews who is the general manager for Pivotal Financial.
\nFirstly, Dene, thank you for your time.
\nDene:<\/strong>\u00a0 Not a problem at all. Good morning, Kevin.
\nKevin:<\/strong>\u00a0 Matthew, welcome to the show.
\nDene, I might start with you. Obviously, doing auctions all around Australia, do you find this happens more in any one state than the other?
\nDene:<\/strong>\u00a0 Having had the opportunity to consider this since this story came out, I guess I\u2019ve determined that I\u2019m obviously quite privileged, because I\u2019m clearly working with a lot of experienced agents, and frankly, over 5000 career auctions now, I\u2019ve never actually come across this.
\nKevin:<\/strong>\u00a0 Is it something that you would come across, do you think? As far as you\u2019re concerned, when it\u2019s knocked down, it\u2019s knocked down.
\nDene:<\/strong>\u00a0 Look, my engagement with my agent clients, the salespeople I\u2019m working with week in, week out, I\u2019m pretty confident I\u2019d hear if there was a situation where someone\u2019s bid under a hammer and then not been in a position to go through the deal because they didn\u2019t have the financing.
\nKevin:<\/strong>\u00a0 I would imagine it\u2019s just best practice for an agent, though, to make sure if you have someone all the way to come to an auction to bid that at least they\u2019re going to get their finance set. It\u2019d be one of the questions they\u2019d ask them, I would have thought.
\nDene:<\/strong>\u00a0 Most definitely. Certainly, in all the training work that we do and have done over years and years, a big part of it is about making sure that people are prepared for auction day when we\u2019re talking about buyers. Certainly, that remains a focus for us as part of the process.
\nKevin:<\/strong>\u00a0 Matthew, to you for a moment, I imagine there would be occasions where someone \u2013 and I\u2019ve actually heard of this \u2013 where someone is going there to buy a loaf of bread or something, they turn up at an auction and think \u201cWow, I love this place. I think I\u2019ll buy it.\u201d A pretty risky thing to do, but it could happen quite easily, couldn\u2019t it?
\nMatthew:<\/strong>\u00a0 Yes. And good morning, Kevin. It\u2019s a really interesting question. I think it comes down to the education of the client in the process of applying and being successful for finance and purchasing a home.
\nUnfortunately, at the moment, a client can turn up as long as they\u2019re a registered bidder at an auction and proceed with a purchase without any finance in place. What Pivotal Financial and ReMax are working together to do is work with the client at the earliest opportunity to prepare them for auction or any of their finance needs.
\nNormally, this starts off with a pre-approval and the lender\u2019s acceptance of the property they\u2019re liking to look at, so we assess their affordability and the attraction to the area of the properties that they\u2019re looking at.
\nKevin:<\/strong>\u00a0 Matthew, when someone does come to you and wants to bid at an auction and you have to set their finance up, one of the things you don\u2019t know about auction is the eventual sale price.
\nDo you let them work within a barrier of a price range and then you\u2019re comfortable for them to bid within that range?
\nMatthew:<\/strong>\u00a0 Correct. The main driver is a lot of regulation and compliance within the finance industry at the moment. First of all, we look at the serviceability of the applicant, so what\u2019s the level of debt that they can take on dependent on the end LVR of the property purchase? That\u2019s a big one or a key one in identifying how much they can actually borrow. Then that sets them on the path of the properties that they can look at.
\nKevin:<\/strong>\u00a0 In the event that someone did turn up to an auction and bid, then they\u2019re the successful bidder, it gets knocked down to them and they turn up to sign the contract and say \u201cI need to make this subject to finance,\u201d the first thing you have to turn around and say is, \u201cLook, I\u2019m sorry you can\u2019t do that.\u201d What penalties could apply to them in theory if they couldn\u2019t complete?
\nMatthew<\/strong>:\u00a0 This is probably a question that Dene could help with as well, but potentially, they may be up for a deposit or be liable for the full purchase property or a dollar value of that loan depending on the circumstance of the vendor that\u2019s selling the property.
\nKevin:<\/strong>\u00a0 Dene, did you want to add to that?
\nDene:<\/strong>\u00a0 Yes, Matthew is absolutely right. The deposit immediately \u2013 of course, once that\u2019s been paid and cleared \u2013 is to the benefit of the seller. The process from there then becomes a matter of resource, whether or not the seller has appeared to have put the resources into pursuing their contract to settlement or whether it\u2019s economically more viable just to re-enter the property into the marketplace. But either way, if the deposit is paid, then that\u2019s forfeited by the purchaser.
\nKevin:<\/strong>\u00a0 Yes, because it\u2019s quite clear, isn\u2019t it \u2013 Dene, once again, asking you this question \u2013 when you read out the terms and conditions or make them available for people to look at, part of it is that you\u2019re buying this on a cash unconditional basis. It\u2019s quite specific, isn\u2019t it?
\nDene:<\/strong>\u00a0 Very specific. From a best-practice perspective, there are probably a couple of things in that chain of process that need to occur. Firstly, when the agent or whoever is assisting them registers the purchaser, that purchaser needs to clearly be told that they\u2019re bidding on an unconditional basis, that\u2019s part of the process.
\nThe next part from a best-practice perspective is to have the purchaser not only sign the registration form and provide the ID as required in statute, but also sign off on the particulars and conditions of sale by auction, which clearly state that there are no conditions attached. So, clauses 3 and 4 of the agreement, which are the more common ones, your finance clauses and your inspection clauses, are removed.
\nThe next part of the process is that it\u2019s re-emphasized by the auctioneer. I do that at every auction, quite clearly emphasizing those clauses are out and that they\u2019re bidding on the basis of it being an unconditional contract.
\nThere\u2019s always going to be an onus on our industry as much as there is on the finance side of this for our people to be able to communicate these things succinctly and clearly and not allow these situations to occur in the process as part of the process.
\nKevin:<\/strong>\u00a0 Gents, we\u2019ll leave it there. Thank you very much. Dene Tucker from RE\/MAX Auction Services and also Matthew Andrews from Pivotal Financial. Gentlemen, thank you very much for your time, and I appreciate you giving us your wisdom today.
\nDene:<\/strong>\u00a0 Thank you, Kevin.
\nMatthew:<\/strong>\u00a0 Thank you, Kevin.<\/p>\n","protected":false},"excerpt":{"rendered":"

18 per cent of property buyers in Australia fail to get pre-approved finance before trying to buy at auction.\u00a0 While Dene Tucker from RE\/MAX says the majority of buyers have their pre-approval in order, any percentage of non-pre-approved buyers is a concern.\u00a0\u00a0 We talk to…<\/p>\n","protected":false},"author":176692471,"featured_media":20970,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[32,34,10,11,13,22,25],"tags":[101],"class_list":["post-20969","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-buying-a-property-topic","category-finance-topic","category-kevin-turner-sponsored-channels","category-kevin-update","category-latest-story","category-research-topic","category-sponsored-channels","tag-podcast"],"yoast_head":"\nFailing to get finance before auction \u2013 Dene Tucker and Matthew Andrews - 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