{"id":9651,"date":"2016-10-27T01:00:08","date_gmt":"2016-10-26T14:00:08","guid":{"rendered":"http:\/\/realestatetalk.com.au\/?p=9651"},"modified":"2016-10-27T01:00:08","modified_gmt":"2016-10-26T14:00:08","slug":"i-am-surprised-by-this-market-michael-yardney","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/i-am-surprised-by-this-market-michael-yardney\/","title":{"rendered":"I am 'surprised' by this market – Michael Yardney"},"content":{"rendered":"

 
\nThis market just continually surprises, doesn\u2019t it? You look at the growth in Sydney and Melbourne, and there were so many predictions at that start of the year that it just wouldn\u2019t continue, but it has. How do you get on in this kind of market? What do you do? How do you get in there?\u00a0 Michael Yardney<\/strong><\/a> answers those questions and more.
\n <\/p>\n

Transcript:<\/strong><\/h4>\n

Kevin:<\/b>\u00a0 No doubt about it. This market just continually surprises, doesn\u2019t it? You look at the growth in Sydney and Melbourne, and there were so many predictions at that start of the year that it just wouldn\u2019t continue, but it has. How do you get on in this kind of market? What do you do? How do you get in there? Michael Yardney is going to help us with this question. Michael, of course, is from Metropole Property Strategies and is a regular on our show.
\nGood day, Michael.
\nMichael:<\/b>\u00a0 Hello, Kevin. You\u2019re right; the markets have surprised on the upside, haven\u2019t they?
\nKevin:\u00a0 <\/b>Yes. Are you surprised by it, Michael?
\nMichael:<\/b>\u00a0 I didn\u2019t think they would be as strong as this at the beginning of the year. Yes, I am. Again, not every market. While Sydney and Melbourne, in particular, have done well, even those markets are fragmented. But it\u2019s the shortage of stock in the investment-grade sub-segments, plus low interest rates and increasing confidence since the election. We have noticed on the ground, the properties we\u2019re looking at, this type of investment-grade properties have moved up 5% and in some cases, even 10% in the last six months or so.
\nKevin:\u00a0 <\/b>Yes, it\u2019s quite staggering, isn\u2019t it? So what can someone do to get into the market when it\u2019s like this, Michael? What would you recommend?
\nMichael:<\/b>\u00a0 What I would recommend not<\/i> doing is sitting on the sidelines waiting for things to change, to get better, to get easier. It clearly is a seller\u2019s market. If you have the right type of property, there will be multiple dealers at an auction or people looking to buy as private sale. So a good negotiation tactic I\u2019d start with, Kevin, is don\u2019t be smart; a good negotiation is when you win and actually get the property.
\nI\u2019ve seen people miss out for $2000, for $5000, go to multiple properties and lose out trying to be overly smart, when, in fact, I would be suggesting the best negotiating strategy is when you win.
\nKevin:<\/b>\u00a0 I have heard you, though, on a number of occasions say, Michael, \u201cI\u2019ve missed out on that one. We didn\u2019t get it.\u201d You have to have a limit though, don\u2019t you?
\nMichael:<\/b>\u00a0 Of course, you do. But I think what\u2019s happening at the moment, we\u2019re experiencing the words over and over again when we go to an auction and we do set a limit and we lose out is that the person who\u2019s bought is somebody who\u2019s missed two or three times at previous weekends and they\u2019re now one of those emotional buyers who are going to buy at any cost.
\nAnd no, Kevin, you can\u2019t chase them, so the answer is do you your homework, do your sums, but don\u2019t try and be smart. If an opportunity does come around, be prepared to act quickly. Have a look, make sure you\u2019ve done all your correct due diligence, but if you know what you want and you\u2019ve researched the markets and you have finance approval on your side, when you find the right property, be prepared to make an offer early and a firm offer.
\nKevin:<\/b>\u00a0 Yes, but don\u2019t leave home without a blank check.
\nMichael:<\/b>\u00a0 Well, be prepared to make an offer quickly. If it\u2019s going to auction, go there with a realistic figure knowing it\u2019s going to probably be more expensive that you would have spent six months ago and when you look back in 10 years\u2019 time, you\u2019re going to think, \u201cGee, it was really cheap, wasn\u2019t it?\u201d
\nKevin:<\/b>\u00a0 That\u2019s right. The other thing, too, mate, is you can\u2019t be too cute with your offers, can you, in this market?
\nMichael: <\/b>\u00a0No, I don\u2019t think you can. You should buy unconditionally. Don\u2019t try and be smart and make it subject to finance and building and pest inspection and my wife\u2019s cousin\u2019s approval; in fact, be prepared to buy unconditionally or on one condition. The condition we sometimes use that covers all the others is subject to the purchaser\u2019s solicitor\u2019s approval.
\nNow, most vendors, most sellers, most estate agents won\u2019t understand the power of that. Because the purchaser\u2019s solicitor \u2013 my solicitor \u2013 has the right to say, \u201cI don\u2019t approve,\u201d and they can not approve for any type of reason, but it doesn\u2019t sound as intimidating or subject to finance or subject to building and pest inspection.
\nIt\u2019s a simple thing where people say, \u201cOh, the solicitor is not going to give us a hard time. It\u2019s a good contract.\u201d It\u2019s not only the contract he\u2019s looking at, Kevin.
\nKevin:<\/b>\u00a0 With such a hot market and so many properties selling at auction, what about making an offer before auction, Michael?
\nMichael:<\/b>\u00a0 Interestingly despite the hot market and the very high clearance rates, we\u2019re finding a lot of vendors are prepared to sell before auction. There are two times that they\u2019re prepared to do it, Kevin \u2013 very often right at the beginning of the campaign, because in their mind they\u2019re going to save $20,000 or so in marketing costs, and they\u2019re also a bit scared about what the end result will be. A lot of people find auctions very emotional.
\nThe other time we\u2019re finding in Melbourne, in particular, three to four days before the auction, three days when the cooling off period is now over and the auction conditions are there, people are prepared to sell rather than take the risk of auction. Of course, you\u2019re not going to nab a bargain doing that, but in fact, I\u2019d much rather my buyer\u2019s agent come on a Monday morning and say, \u201cHey, there were four other bidders and I\u2019ve actually outbid them and we got a good property,\u201d than saying, \u201cHey, I got a good bargain because there was no one else at the auction. No one was interested.\u201d I\u2019d wonder \u201cWhat\u2019s going on? What are we missing out on?\u201d
\nKevin:<\/b>\u00a0 Yes, \u201cWhy is it like that?\u201d What about leveraging your relationships, Michael?
\nMichael:<\/b>\u00a0 One of the benefits that we have as buyer\u2019s agents is we know the selling agents in the areas where we\u2019re purchasing, which means they\u2019re going to give us a lot of those opportunities really early in the auction campaign, as I said, or off-market opportunities in private sales.
\nI guess clients come to us about our experience, our knowledge, our relationships. While you can actually get knowledge on the Internet and you can do your homework that way, you actually can\u2019t buy experience, you can\u2019t buy relationships, you can\u2019t buy perspective \u2013 and that\u2019s what, I guess, a good buyer\u2019s agent can bring to the party.
\nAnd they know how to talk with selling agents and we can sometimes dig deep and find out the vendor\u2019s motivation, which the average buyer can\u2019t, Kevin.
\nKevin:<\/b>\u00a0 Speaking of motivation, too, Michael, price is not always the only motivator, is it?
\nMichael:<\/b>\u00a0 No, it\u2019s not, Kevin. Interestingly, we want to understand when sellers are motivated, because we\u2019re not going to take advantage of people, but we will take advantage of the situation and make sure that they get what they want so that we can get what we want.
\nIf somebody is divorced, you\u2019ll often find they\u2019re very, very keen to get out quickly, even if they don\u2019t get the top dollar because they just need to be out of the house. If people have troubles with debt with the banks and they have deadlines to meet, again, sometimes a quick settlement at a lower price will be more important to them than hanging out and the bank taking over. Death is another common motivating factor where people just want to move on. They want to clear the estate. They don\u2019t want all the emotion involved in it.
\nInterestingly, I\u2019ve found other sellers are sometimes keen to sell to families. They don\u2019t want a developer or somebody to pull down the house \u2013 the house that they\u2019ve lived in and the castle that they\u2019ve built and the family has grown up in.
\nIt\u2019s surprising how often money isn\u2019t the main motivator; there are other secondary ones that you have to look at, as well.
\nKevin:<\/b>\u00a0 Indeed. Very wise words. Michael, thank you so much for your time.
\nMichael:<\/b>\u00a0 My pleasure, Kevin.<\/p>\n","protected":false},"excerpt":{"rendered":"

  This market just continually surprises, doesn\u2019t it? You look at the growth in Sydney and Melbourne, and there were so many predictions at that start of the year that it just wouldn\u2019t continue, but it has. 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