Edwin Almeida

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To this day, I have not seen any financial planner, accountant, or other financial specialists offer secondary stock to their SMSF client when their client is being referred to buy property.
What I have seen are many financial professionals moonlighting as real estate agents and offer new stock to their clients in droves.
My belief is that many are attracted by the extremely high commissions being offered, some as high as 6%-8% of the value of the property. A standard commission paid to an agency is on average 1.7% as reported earlier in the year.
Now if I read correctly, our own representatives from the REIA believe the lines are blurred on our side: “Our involvement with this inquiry was at the request of the committee, although the REIA has been pro-actively working to address community and industry concerns about the blurring lines between real estate agents and the provision of financial advice,”<a href="/expert-insights/finance/37851-the-blurring-line-between-real-estate-agents-and-smsf-advice" target="_blank"> said the REIA</a>.
Property marketing companies may blur the line but they are not the majority of what I call the “real” real estate industry. I’m of the opinion that the lines are blurred on the side of financial planning (FP) and the finance sector and there should be tighter controls there, or at least be on-par with the onus placed on the real estate industry.
As real estate agents, we work under very close scrutiny by the authorities when it comes to offering any form of financial advice. In a nutshell, we can’t offer any financial advice. Even hints in our marketing of property by using such terms as 'great investment opportunity', 'great rental returns', 'awesome growth potential' and even 'investors dream' may get an agent into hot water.
However, many financial professionals moonlight as real estate agents. It appears that individuals in the financial sector and property marketing companies can state all of the above under their governance. They can also refer property without being holders of real estate licences. Ironic, unfair, unjust? however seemingly true. It’s a marketing fee, a referral fee that they get and not a commission. Semantics I know, yet a major loophole in the regulations that needs to be closed.
I have had many discussions with Tim McKibbin from the REINSW with respect to these issues over the years. I have been assured the REINSW is lobbying to have these issues resolved. Closing these loopholes couldn’t come soon enough. 
A lawyer friend of mine says: "If you don’t want to be fined and serve time, don’t have a licence and you have a better chance to keep under the legal radar." Wow, I guess these words echo very loudly in the halls of many financial institutions and property marketing companies pushing new property to SMSFs.
We also have the reversal, an agency<a href="https://www.smh.com.au/business/comment-and-analysis/shock-as-real-estate-franchise-enters-financial-planning-market-20140916-10hljo" target="_blank"> Ray White looking to move into the financial planning sector</a>. In my humble opinion, this move is a recipe for major disaster. However this is a path chosen by one group. If this is a means by the agency to get a piece of the action where very high commissions abound in the sale of new properties to SMSFs. If it is, all I can say is “watch this space” and good luck.
Some real estate agent will be tempted to flirt with massive fines and law suits as they step into a paddock where they believe the grass is greener. But I am one to believe most, if not all, that work in the space of “secondary stock” were “normal/standard” commission are paid will not be tempted to flirt with danger, nor have time to see if the grass is greener on the other side.   
Edwin Almeida is licensee in charge of <a href="https://www.just-thin.com.au" target="_blank">Just Think Real Estate</a>.<a href="https://www.just-thin.com.au/"> </a>
He is also the creator of <a href="https://www.youtube.com/user/JustThinkProperty" target="_blank">Oz Real Estate.TV</a> and a presenter for<a href="https://propertyinvestingvault.com/" target="_blank"> propertyinvestingvault.com</a>.
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When it comes to SMSFs, blurred lines favour financial planners not real estate agents

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GUEST OBSERVATION
It didn’t really hit me how many consumers take advantage of your non-traditional shopping institutions on a Sunday, until I just walked past a bank that’s open for trading.
I have been saying for a while now that Sundays has become the norm for some real estate offices to remain open. I have on many occasions held open home inspections on a Sunday both to: cater for the possible buyers that work on a Saturday and also due to the level of interest in the property.
At all times trying to achieve the most for the vendor, by allowing and accommodating for the “dream buyer” to come through.
Sundays is my new Monday I banter around the office and share with industry colleagues, as more and more of them seem to also have open house inspections on Sundays. This I believe to be truer with the independent offices rather than the franchise groups.
I do, however, recall working Sundays many years ago, with a RE/MAX office where I was employed. Different market conditions, in fact it was very flat.
The reason was not dissimilar to this hot property market, it was simply trying to accommodate for the ideal buyer. The buyer that would pay more but needed more time to inspect.
My surprise today, was nonetheless to see a bank open on a Sunday, and full for that matter; I counted at least five tellers serving and all busy.
Is this the changing landscape for commercial institutions that are predominantly centred in and around property?
What next, will we see conveyancing offices and law firms also opening up on a Sunday? 
On the one hand it does make sense if you want to maintain market share. On the other hand, make hay whilst the sun shines and get in early, especially with the record sales presently being reported.  
EDWIN ALMEIDA is managing partner and licensee-in-charge of <a href="https://www.just-think.com.au/" target="_blank" rel="nofollow">Just Think Real Estate</a>.
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For real estate agents, Sunday is the new Monday

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GUEST OBSERVATION
A lot is being said about the standard rate of commissions dropping in recent months, where the average fees have dropped by up to 30%. This from an industry average of 2% rates over the sale price of the property to 1.7%. Is it a case of too many “agents spoiling the industry” or simply basic mathematics?
Property Prices
We have seen over the last 12 months double digit figures in the percentile rate of properties increasing in values across major capital cities.
Almost three years of capital growth with alarming figures in prices achieved another bench mark of what is happening in the property market. Some areas such as the outer western suburbs of Sydney ( such as <a href="https://www.urban.com.au/property-observer" target="_blank">Mount Druitt</a>, <a href="https://www.urban.com.au/property-observer" target="_blank">Hebersham</a>, <a href="https://www.urban.com.au/property-observer" target="_blank">Lethbridge Park</a>, <a href="https://www.urban.com.au/property-observer" target="_blank">Whalan</a> and <a href="https://www.urban.com.au/property-observer" target="_blank">Bidwil</a>), have witnessed property values increase from $210,000 to $290,000. Valuations and prices sourced from our landlords. 
Now let’s look at the affluent areas making headlines such as; the Inner Western suburbs, Redfern and the North Shore Corridors. These areas that have been exposed to 20% to 35% capital growth in pricing.
Let’s do the maths
Lower priced properties last three years: Three bedroom home 
<ul>
<li>$210,000 x 2% = $4,200</li>
<li>$290,000 x 1.7% = $4930</li>
</ul>
Higher valued properties sample <a href="https://www.urban.com.au/property-observer" target="_blank">Dulwich Hill</a> last three years: Two bedroom apartment
<ul>
<li>$530,000 x 2% = $10,600</li>
<li>$640,000 x 1.7% = $10,880</li>
</ul>
And if we look at median prices:
<ul>
<li>2010 median home values Sydney $633,200 x 2% = $12,664</li>
<li>Current median figures Sydney $781,000 x 1.7% = $13,277</li>
</ul>
What does a Vendor get for their commission?
The average time properties currently spend on the market is notably less. There is a push toward auction campaigns that run three to four weeks and the banter from industry 'specialists' is that if the home is on the market for longer than four weeks, the advertising is stale.
Summary
There is an incorrect assumption that agents deserve more for the work they do, and real estate agents need to pull their heads in. In fact, agents are being paid more although the commission rate may reflect a lower figure. Are agents giving any more for their want to earn more in fees? I believe not. If anything the push for vendor paid advertising throughout most major industry training seminars is actually costing vendors more.
There are approximately 53,000 registered real estate agents in NSW alone; an overcrowded industry with fewer experienced agents staying in.
We now have direct competition from mortgage brokers, financial planners and accountants as well as marketing companies assuming the role of the real estate agent when selling new properties.
Most of the industry is bidding for the custom of a reduced footprint of sales in the “secondary stock” space, the mum and dad homes.
EDWIN ALMEIDA is managing partner and licensee-in-charge of <a href="https://www.just-think.com.au/" target="_blank" rel="nofollow">Just Think Real Estate</a>.
Note: Edwin happily takes 1.5% commission on properties for certain clients as a commercial decision. Some use both his property management services and sell multiple properties through his business.
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Agents: Pull your heads in about commissions, you’re getting more, not less

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Is there a glass ceiling for women in real estate? Some will say yes, others will say no. We encourage you to have your say in the comments section and in the poll at the bottom of this post.
Just Think Real Estate’s Edwin Almeida took this question to Gai Waterhouse, legendary horse trainer and businesswoman, and <a href="/news/28109-gai-waterhouse-springs-into-melbourne-apartment-high-society-title-tattle" target="_blank">purchaser of a Spring Street, Melbourne apartment</a>.
“It is perhaps only when you stand next to celebrated women, iconic celebrities, if I can put it this way, that you truly understand how tenacious and well-grounded such individuals are in their knowledge of the industry,” Almeida explains.
“The question asked of Gai Waterhouse was; is there a glass ceiling that sits above professional women, particularly in regards to the real estate industry?”
The simple answer she provided was that yes, for professional women there is a glass ceiling.
“However, women that want to make it in any industry and be the leaders breaking new grounds, need to approach this obstacle with determination to be the best and to continually chip away until you break through. Notably, Waterhouse’s insights is grounded in experience and as I said, her expert knowledge within the racing industry,” said Almeida.
He explained that observing Waterhouse quickly identified some of the skills behind her successes.
With Waterhouse engaging every guest that visited at the Sunday charity event, including the children, Almeida noted that real estate agents could learn a lot – particularly for their approach at an open home.
She gave this advice: “Know your market, know your product, know your industry,” Almeida explains.
You can see the full interview, or read it in the transcript, below.
{qtube vid:=2aoWKaAiQWg}
Transcript:
ALMEIDA: Welcome, my name is Edwin from Oz Real Estate TV and I am delighted to have Gai Waterhouse with us today. Thank you.
WATERHOUSE: Lovely to be with you. I’m very excited.
ALMEIDA: Gai has made a huge contribution to our inaugural competition to raise funds for Westmead medical research foundation. Gai, your prize on the night raised just over $3,000. Thank you.
WATERHOUSE: I’m glad you’ve come out today as it’s very important, firstly to raise money for charity. It’s such a worthwhile charity that you’ve personally had so much involvement with.
ALMEIDA: Gai, there’s a perception out in the real estate world that there’s a glass ceiling for female real estate professionals. I’m sure you have a lot to say about that. Is there a glass ceiling for any female professional?
WATERHOUSE: There is a glass ceiling, and I just say you keep on chipping away and you crack it and you make sure you get to the top. You’ve got to be very focused, you’ve got to be very determined in life and you’ve got to know what you’re doing and do it well. Every Sunday at the stables I open the yard for my owners and friends and people from charities, like you Edwin, to be here and to see exactly what we do behind the shutter door here on Kensington Street in Bowral, Sydney.
ALMEIDA: So, you’ve heard it from Gai, there’s the perception that there is a glass ceiling but you’ve got to chip away at it. Gai, I’ve written a couple of articles about the real estate industry being poised for female agents to take over the industry. The platform, the springboard is there, I’ve seen you do it in the racing industry, and I’m hoping that somebody of your calibre actually takes that platform on and takes on John McGrath.
WATERHOUSE: [Laughs] Well, John is a personal friend of mine. All I know is that if you know your product, you know it well and, importantly, you have the right product to sell – you’ve got to have the credibility, you’ve got to have the determination not to allow the sale to walk out the door. That’s the most important thing.
ALMEIDA: And the question I’m sure all the viewers are waiting for me to ask – what’s your tip for the weekend?
WATERHOUSE: My tip for the weekend… well, horses you should follow is a horse called Access Knowledge, which is a horse bought in England by Bruce Slade, a very exciting horse. I also like a horse called Almaha, he races in Queensland. He’s really exciting. A filly called Bay Rock runs at Randwick, she’s delightful and the cutest horse called PJ, we call it PJ like Pyjamas, Pajero, who runs on Monday over the long weekend – a very nice horse.
ALMEIDA: Well, I’m putting my money on PJ. Gai, thank you very much for your time. Thank you once again for your charitable heart and you’re an absolutely gorgeous woman. Thank you very much.
{module Do you think there is a glass ceiling for female real estate agents?}
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Gai Waterhouse answers the question of the day: Is there a glass ceiling in real estate?

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What is a property worth and who determines the end value? Odds on, it’s the valuer.
To most property investors, the phrase “a property is worth what someone is willing to pay and what the vendor is willing to accept” would hold true. This premise does not necessarily hold true with the banks funding the purchase, the agents and particularly the valuer.
How can so many industries hold vastly different opinions over the value of a property?
The Funding Banks Position
Over many years I have attended hundreds of bank valuations for settlement purposes and valuation inspections for re-financing purposes. As a novice I expected identical results. However, experience taught me that the same property may be valued for different purposes and the figures can be 10%-15% apart.
Sometimes one valuer will have a very different opinion to another valuer. Even worse, I have had the same valuer place different values on identical properties only a few weeks apart. Both were the same in style, configuration, position, block and level. How could this be so?
I soon learned it was due to the loan to value ratio (LVR). The funder simply wants to hedge their financial position and loan. It makes sense, the higher the LVR the lower the valuation. Different banks adopt different policies and therefore some are more lenient than others. The rule of thumb for a valuer is, as instructed by the banks, to value at a price point that could be achieved if the property was to be taken to an urgently orchestrated auction.
How is it that lenders settle on what is considered to be an overpriced property? As you dig deeper, the loans requested are typically at low LVRs, usually less than 70% of the sales value of the property. If the bank valuation does come in low however, the buyers are comfortable to tip in the balance. Most overseas investors do not walk away from a settlement as a local buyer would.
The alternative in today’s market is to hedge the loan with lenders mortgage insurance (LMI). Even if the banks do accept a lenient valuation and provide a high LVR, they are protected. The buyer however pays a high price to protect not themselves but the banks interest. This may be seen as typical in a hot property market like we are in now.
The valuer’s role
The role of the valuer is to provide fair and market value of a property. A simple request, but not a simple exercise.
The valuation is performed by an individual that has spent years obtaining a university degree to competently provide a report. However, market conditions and banking requirements negate the proper process of what would otherwise be a textbook valuation.  
Here are some of the difficulties and insights I have been able to hear firsthand from valuers over the years:
<ul>
<li>Time pressures to perform a well-structured inspection. Typically a valuer will only spend on average five to 10 minutes at the property. More time is spent travelling from one appointment to the next.</li>
<li>Pressures to adhere to individual banking requirements, as opposed to market forces.</li>
<li>Pressures of funders paying less, when valuers face greater costs to run a business and provide a service. Increasing costs of personal indemnity insurance and staffing overheads are some of their concerns.</li>
</ul>
So given these hurdles, how can the valuers do their job in the right manner? The valuation process may constitute measuring the property inside and out properly, ascertaining the value of the construction of the dwelling, working out depreciation of fixtures and fittings, the depreciation of dwelling ratio to appreciation of land ratio, rental returns and most recent sales in the area of like properties and how they compare in all aspects.
Not a lot of time is allocated or adequate reward given by the funder to do a proper assessment. Therefore the valuers rely on the local agents for recent sales data and other forms of online tools/websites. Most importantly, the valuers are reliant on the contract of sale (the front page outlining sale price and special conditions).
Special conditions may note any vendor guarantees such as rents, gifted cars or other incentives. The valuer can also work out from the contract as to who sold it to gauge commissions paid out.
For a valuation of a refinanced property, the valuers are also relying on the documentation which outlines the revaluation amount sought by the owner. Information passed on to the bank by the mortgage broker and by the bank to the valuer.
This article continues on the next page. Please click below.
<hr class="system-pagebreak">
How independent is the valuation under the stated conditions?
I will throw my hat in the ring and say, not very independent at all. Allow me to raise the following concerns and you can assess for yourself if the valuations are as independent, accurate and as transparent as we would like to believe they are.
<ul>
<li>The bank orders the valuation and pays for the valuation.</li>
<li>The valuers understand who “the hand that feeds them” is. Therefore, are they persuaded by the policies put in place by the lenders, or will they genuinely adopt a totally arm’s length approach?</li>
<li>How can valuers make well educated assessments of the property when such little time is spent at the property due to time constraints?</li>
<li>How in-depth are the valuation reports and how much data is imported to create the report when the rewards are so small in comparison to time spent?</li>
</ul>
 If you believe the above is entirely a speculation on my part, made from purely a cynical point of view, then one should ask the following question: Why do valuers ask for and need the front page of the contract before writing out their report?
It is a question that underpins my belief that valuers are simply not paid well enough, nor given sufficient time to conduct and produce proper valuation reports. Valuers have become short change researches and quick photo takers, which rely purely on instant data to satisfy their client: the banks.
But not all is lost, as I do take my hat off to the valuers that take time to research the market, have an understanding of construction and keep up with market conditions and trends.  Not dissimilar to the good real estate agents that shine in the high markets as well as in the low turning markets.
So here are my four tips to achieve the most in a property valuation:
<ul>
<li>Prepare the property for a valuation as you would for an open house.</li>
<li>Don’t send the valuer to a tenanted property without being accompanied by the agent. The agent should be equipped with research data to promote desired outcome.</li>
<li>Do as much homework as you can for the valuer and have the print outs of like properties that will give you the desired outcome, even if it’s for a re-finance situation.</li>
<li>Always accommodate the valuer with time and don’t make them wait.</li>
</ul>
If you believe the above is true and you have had similar circumstances as those described, I would like to read your comments.
EDWIN ALMEIDA is managing partner and licensee-in-charge of <a href="https://www.just-think.com.au/" target="_blank" rel="nofollow">Just Think Real Estate</a>.
Propell's Bart Mead and Mark Nassif have responded to this article in a piece you can read <a href="/expert-insights/34709-property-valuations-aren-t-just-an-opinion-they-are-a-professional-standard" target="_blank">here</a>.
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How independent is a property valuer?

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GUEST OBSERVATION
Was it a case of one strike, two strikes and three strikes you’re out? Or was it a well planned and orchestrated auction campaign?
The agent and auctioneer would lead us to believe it was all planned. Perhaps not the weather, but some agents do believe this is in their control nonetheless.
The opportunity to own a prestigious 900 square metre plus block of land and one that sits on the right side of the road, went to market this weekend. It was the side of the road zoned to the Parramatta council, which has a reputation for being friendly towards development applications. First time on offer and a home built by a master builder himself, was the auctioneer’s pitch.
However, it did come with a surprise.
In this case, the surprise was disclosed to all attendees prior to auction. The gentlemen that once owned the property, peacefully passed away in the home.
From talking to the neighbours and other locals, he was a well know gentleman.
The facts
It is Father’s Day. It is Sunday. The owner had passed away in the home and this deterred many emotional and superstitious buyers.
To top it off, the day was overcast, but in all this, the crowd was filled with known developers and new ones wanting to make their mark.
The auctioneer
The auctioneer Peter Baldwin believed that the campaign was well organised and for the following reasons it made sense to offer the property on Father’s Day. It was a four week campaign and with the demand for this type of property, it made sense to have the auction on this day, he said. It gave time for people to do everything else on the Saturday and attend the auction on the Sunday with less hassles.
At the commencement of the sale, Baldwin even referred that this could well be the best Father’s Day gift for the lucky buyer. Baldwin, when asked what the expectations would be, he noted $900,000 - $1,000,000 as the price guide, and that he would be extremely happy above the $1,000,000 mark. He was also well aware the target market was developers.
The Agent
Conor Arnold from the Professionals, concurred with the auctioneers to the reasons behind the sale taking place on the Sunday. He further added, the property was in a prime location and they were looking for the developers that would not be influenced by the deceased passing away in the home, nor deterred by any other circumstance, such as a Sunday auction.
Conor was very clear and did inform all attendees that viewed the home during the campaign, of the conditions surrounding the sale. Could this have been the main reason why there were few Asian parties registered to bid? This was a question put to Conor. In response, Conor went on to emphasise the development interest of the block and the target audience.
Background and Observations
 
<ol>
<li>
I was made aware of this auction and the conditions by a developer that I knew and would be attending. He believed the home price will fall just above and not within the price guide given to him by the agent. At the million and even $1.1 million price, it was an attractive development proposition for him. The developer commented on the possibility of the home going at a reasonable price due to the surrounding circumstances that would keep Asian buyers away. It would be developers fighting it out toe to toe without the overzealous mix of buyers adding fuel to the competition. 
</li>
<li>The agent in this case went the extra mile in the presentation and the preparation of the home. Was he trying to entice the emotional buyer even still, although the real targets were the developers? I believe he was, and I can say, good on him for presenting the property in the manner it was presented in. Great job. </li>
<li>It is my personal opinion that the property was never worth under the million, regardless of the circumstance surrounding the sale. From when I was made aware of the sale I told my developer friend; forget what you have heard and have been told, the property will sell for between $1,150,000 - $1,200,000.</li>
</ol>
 
We spoke to an architect, who believed that two detached, four bedroom homes with double lock up garages could be built on the block. Each alone would sell for $1,200,000 respectfully.
Who bought the home?
It was interesting to note that the successful bidder was the next door neighbour. An Asian family that have made offers on other homes adjoining to this home and theirs.
What will they do with this home? They did not disclose what their intention was, but one of the neighbours told our crew an offer was made on his property two doors up for $1,300,000-$1,400,000 but he has since refused the offer. He said however, that he will sell at the two million dollar mark. Wishful thinking? If you base it on landbanking options for future development maybe not.
It is interesting to note that developers come in all shapes and forms and not all Asian families are deterred, nor superstitious, about what happened in a home. Perhaps at the right price, we all forget superstition and religion. It is interesting to also note that the neighbour from two doors up had been made an offer by the purchaser and this is at $200,000 more than what they just paid for the current property. 
{qtube vid:=vXEX-mzV6A8}
EDWIN ALMEIDA is managing partner and licensee-in-charge of <a href="https://www.just-think.com.au/" target="_blank" rel="nofollow">Just Think Real Estate</a>.
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A deceased estate with development potential: How did its Father's Day auction turn out?

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GUEST OBSERVATION
The battle, mainly evident on social media and on online industry publications, continues between the two juggernauts of property listing portals.
Domain and REA are each <a href="https://www.rebonline.com.au/breaking-news/8048-rea-threatens-agents-future-domain-ceo" target="_blank">staging online attacks on one other</a>. But should they pay more attention to their own business, rather than spending time attacking each other?
I believe if both of the two portal providers are not careful, both will lose substantial market share in this space.
The emergence of internationally recognised websites, such as Gumtree and EBay, has allowed for growth for direct listings of properties by landlords and vendors. These portals also allow agents and agencies to list properties for free.
I myself use Gumtree and we have had great results in the last 24 months. Results measured across both in our sales and property management listings. One case in particular where a buyer saw the advertised property online on Gumtree in England and emailed us directly. He also paid the asking price for the property, may I add.
The buyer paid $60,000 more than another sale in the same complex, just a few weeks earlier by another agent. A great outcome for the vendor.
Then there is the quiet achiever, a local property portal, <a href="https://www.homehound.com.au/" target="_blank">Homehound</a>. A free property listing portal that has been growing and has been around for 10 years. They now boast of having over 2,000 agencies on board. Agencies that are taking advantage of free online presence. Notably, Homehound also provide premium paid listing space, should any agency wish to take up their offer.
If REA and Domain continue to spend more time and money on slandering one another, rather than to focus on better outcomes and services for agents, this may just well become their Achilles heel.
Lets face it, both have increased their listing fees, both take on private listings. One takes on private listings directly from vendors (Domain), the other from online third tier sites that assist vendors to sell privately (REA). Remind me, why is the “pot calling the kettle black” once again?
Real estate agents seem to have jumped all over the recent commentary by Domain’s CEO as though he was on our side.
Real estate agents seem to also believe in the most part that Domain’s CEO argument and premise that REA’s actions will diminish the real estate roles by agents and thus causing more havoc in our industry. The havoc is interpreted as concerns within the industry by agents allowing REA to move back to what was their initial campaign. A campaign which was launched in the 90s calling for and allowing vendors to privately list their properties.
Have we forgotten REA’s original add campaigns in the late 90s, “home sellers wanted.. sell your home online… agents need not apply”? Then again I am reminded once again Domain take on private listings. 
I remind our industry and colleagues that it’s not a matter of fearing what these juggernauts do or don’t do for us that will be the main reason to turn the consumer away from using our services.
It is more about what we will personally do for our future vendors and landlords as individuals, as a real estate office, group and industry to keep the customs we have enjoyed for so long that will determine our personal and business futures.  
In my opinion, allow REA to slip back into the private listing market. If it wasn’t for the simple fact that both Domain and REA know how VPA fills agencies pockets as an income source, we would not be paying as much for access to these property portals.
EDWIN ALMEIDA is managing partner and licensee-in-charge of <a href="https://www.just-think.com.au/" target="_blank" rel="nofollow">Just Think Real Estate</a>.
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Property portals need to spend less time attacking each other and focus on better outcomes for agents

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GUEST OBSERVATION
Not so long ago it was considered a wise investment to buy an off the plan property.
I’m not sure if this premise stacks up now. As shared in a previous article, overseas investors (OI) are paying premium prices for property and the notion of “buying at a cheaper price point” to assist the builder/developer no longer exists. With the new trend of having guaranteed purchasers predominantly from Asia, purchasers pay future prices for property thus allowing for add-hock construction and for builders to push property out quicker than ever.
This new trend of quick development and guaranteed sales is fuelled by the high commissions payed to real estate marketers and agents that have a reach into the off shore investor markets. Investors that by nature I have come to identify as highly speculative risks takers. Why not, when the current market conditions in Sydney is hot and Sydney is seeing as a safe haven politically and with respect to property?
Ove the last 18 months I have been a witness to properties sold to OI with commissions as high as 8-10% and with these attractive rewards, the agents have made sure the projects are sold in record time. With the high returns developers and builders are achieving, comes (in some but not all cases) the temptation to lodge what is known as a Section 96.
A Section 96 is a variation to the building, primarily to increase the unit lots in the project. With the current property climate, the temptation is for developers and builders to cut corners in the construction phase.
Is it any wonder that when builders lodge the section 96s for variations, major changes to the unit complex come to the point where there are reports of units disappearing to make room for more car spaces, as commented on Radio 2UE a few weeks back.
However, this discussion fails to consider the real estate agent’s duty of care to the purchaser, as well as his client, the vendor.
The key to this is the solicitors acting for the purchasers. They have a duty to be on side of the purchaser and to be thorough and act swiftly when required. Once again in some cases but not all, the solicitors acting for the OI purchasers have the same unique relationships with the agents and developers.
Five tips on how to protect yourself when purchasing off the plan properties:
<ol>
<li>Insist all variation clauses in off the plan purchasing contract are looked at methodically. 
</li>
<li>Check proposed location of unit and car space and storage on proposed strata plan. Have these identified and signed off by vendor. 
</li>
<li>Carefully check that list of inclusions is detailed and very descriptive and not vague; 
</li>
<li>Discuss in detail what the tolerance percentage allowable for variations to unit size will be. Keep it as minimal as possible. Developers typically want a 5% variation. This could be the loss of a laundry or a linen cupboard, or even a bathroom.  
</li>
<li>Don’t accept the unit before completing an independent building inspection, done at your cost. Make the vendor aware this will take place as a condition of purchase. Builders will rely on their own reports and their foremen will not have the eye for detail, particularly when inspecting a hundred units or so. </li>
</ol>
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EDWIN ALMEIDA is managing partner and licensee-in-charge of <a href="https://www.just-think.com.au/" target="_blank" rel="nofollow">Just Think Real Estate</a>.
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Five tips for protecting yourself when buying an off the plan property

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GUEST OBSERVATION
Like the common cold and flu that creep up when you least prepare, so do bad property investment seminars and advice.
A sickness fuelled by greed and the notion of a “get rich quick” investment solution. Do we blame the ones spreading the plague or the ignorance of the people voluntarily subjecting themselves to what is to become a property investment pandemic.
You only have to read online media and main stream posts to notice the two schools of thought. On the one side, the pro property investment at any cost spruikers. Their train of thought also coupled with an alarming push for new property and the further push, to use self-managed super funds (SMSF) to acquire the property.
The other side, most pro-property investors refer to as the “property bubble doomsayers”. These thinkers are often belting out article after article on the oncoming bubble bust.
Is there a middle ground, the safe zone if there is one, and how can we vaccinate ourselves against the property investment pandemic? A pandemic that is saturating the airwaves and our inboxes with advertising.
Two factors to consider
Property investing is a personal investment strategy that has to be tailored to suit each individual’s requirements. It should consider income source and financials, to property taste and the main reason/s for investing in property in the first instance.
The cliché, “location location location” also rings true when looking at property investment strategies. In some parts of Sydney you can literally cross the road and be $50,000-$100,000 apart when comparing like property. Why? Different council, aspect and selling agents marketing strategy are a few reasons which come to mind.
Property has its inherent unique qualities, this can be noticed even when comparing units in the same complex as each other.
What are the magic elixirs being sold at investment seminars? 
Before attending these property investment seminars, we need to ask the question, what are they actually selling? Some disguise the virus as free property investment strategy information, but ultimately present a project that has been priced appropriately to sustain the 8% - 10% commission. Some sell educational packages and yet, still direct you to a property project that happens to fit the topics learned.
There are many strategies being presented. Some property strategy seminars do come with good intentions and do provide great information. It is up to us to be clear on what it is that we personally believe will suit our individual financial requirements and wants in our property investment journey. Yes, it’s a journey not a flash in the pan, get rich overnight scheme. There is no magic potion to warp us there at light speed, it’s a strategy.
Schools of thought
As we look at the current climate and the hot property markets, I feel there is a strong need to sift through volumes of information. Further consideration and close attention is needed to assess what many spruikers and doomsayers are saying. Only then can we begin to chart a course for an effective strategy and one based on fact and less on emotion.
The information presently comes in many forms, shapes and people. From the ex-RBA economist Jeremy Lawson’s <a href="/news/34853-aug-25-arfo-australian-housing-prices-up-to-30-overvalued-standard-life-economist" target="_blank">warnings of our household debt-to-income ratio</a> being dangerously over 150%, to the AFR columnist Christopher Joye’s articles on <a href="https://www.afr.com/f/free/blogs/christopher_joye/cash_sacrificed_on_the_altar_of_VqWVy9UVwaGjtTGlE9uxUN" target="_blank">cash being sacrificed for easy credit</a> and his belief that <a href="https://www.afr.com/f/free/blogs/christopher_joye/record_housing_investment_boom_accelerates_LFmrGSAXr2YBcFBoOhRXIK" target="_blank">the property bubble is already upon us</a>.
Then there is Jesse Colombo, a renowned global economist, that predicted the GFC before it hit and is now a prolific writer on global property and economic bubbles.  Jesse <a href="https://www.thebubblebubble.com/home/about/" target="_blank">warns many readers to look at global economics</a> and not just local economics to make rational property investment decisions.
We do have our home grown local property gurus. Dr Andrew Wilson for one. On a discussion on radio 2UE, he shared his belief that we need not fear the overstated dangers. I asked the question of income to house price ratios. This is the comparison of, the median home values in Sydney to average household wages. A figure that represent 1,300% difference. Basic terms, we earn on average 13 times less per annum than what a house is worth. Normal ratios would be 300%-450% or a 3.5:1 ratio. 
Supporting the argument of the “don’t panic elixir vendors, it’s all steady as she goes”, are the four economists of the major banks; Bill Evans from Westpac, Alan Oster from National Australia Bank, Michael Blythe from Commonwealth Bank of Australia and Warren Hogan from ANZ. All in unison advising the government that <a href="https://www.urban.com.au/expert-insights/35005-no-housing-bubble-the-big-bank-economists-conclusion&amp;sa=U&amp;ei=UAcFVMORHI7e8AXB3oGYAw&amp;ved=0CAYQFjAA&amp;client=internal-uds-cse&amp;usg=AFQjCNGCaZcUEPlj08EMmrnufwjG1qPsxg" target="_blank">homes are still very much affordable and there is plenty of credit still</a>.  Is there when the average household debt to income is at 150%?
This article continues on the next page. Please click below.
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Easy money and my opinion
Easy money contrary to popular belief does not make housing affordable or easier to purchase. Utilising super funds for purposes of deposits on homes will not work in my view, also supported by the super fund fiasco created in Canada.
Home grants passed on by the state governments and other government or non-government incentives only fuel home values. Perhaps many are of the opinion that developers and builders don’t listen to the news because they are too busy building? Allow me to burst your bubble. Any easy money given out, makes the developer and builders grin with inner most joy as they can increase the value of the end property product by double that which is granted.
Then there is the mother of all incentives. The commissions payable to the agents to promote overpriced property. The term agents in this case does not only refer to “real estate agents” it also refers to but not limited to; mortgage brokers, financial planners, property clubs, accountants and other institutions that moonlight as property expert advisors. Only yesterday I was offered to sell a project in Melbourne with a fee of 12% commission. After a lengthy discussion with <a href="catherine-cashmore" target="_blank">Catherine Cashmore</a>, we both determined the true value of the complex to be 15 to 20% over valued. Why did they source me to have a crack at promoting the magic? It could well be my connection with agents who have investment syndicates and overseas investors. Unfortunately, local are also caught in the project.
How do you avoid catching the property investment plague?
Here are some simple tips on how to avoid being caught up with the hype and property flu. These are a few of what I share with family and friends. Tips that keep you and give you a healthier sight of investing in property.
<ul>
<li>Personally, research the area where the spruikers and buyers agents are taking you. Don’t just rely on the so called experts.  </li>
<li>Don’t rely on rental returns from one industry, such as mining. Check out local rents paid by the locals within the secondary stock.</li>
<li>Call on local agents to see what they have to say about the project.</li>
<li>Ask the local agent for comparable sales of near new secondary stock. Even other new property that may be available.</li>
<li>Ask for commission statements payable to the group providing the seminar.</li>
<li>Is the seminar geared to a single project or perhaps two?</li>
<li>Is the seminar’s single focus on new property alone?</li>
</ul>
EDWIN ALMEIDA is managing partner and licensee-in-charge of <a href="https://www.just-think.com.au/" target="_blank" rel="nofollow">Just Think Real Estate</a>.
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