Archive for the ‘information’ category

Surviving the Brunt of a Lean Property Market

July 23rd, 2011

Go Gecko, the discount real estate agency group, is feeling the pinch of a tight property market with the franchisor getting into trouble as sales numbers stay down. It has just been announced that the company has been placed into receivership.

The property market has seen a significant reduction in sales volumes over the last 2-3 years and agencies are closing and salespeople leaving the industry on a weekly basis.

The REIQ estimates a reduction of some 30% of salespeople over the last 3 years and I predict the trend will continue for some time. Incomes are down for both agencies and salespeople and discount operations such as Go Gecko will struggle more than most as a result.

Property agents with long term experience will be the survivors as they have experienced downturns before, lived through tough markets, and know how to sell. Many of the salespeople who have entered the property market in the last 5 to 6 years have had it easy and not really had the need to do things properly or in many instances received proper training.

Selling real estate is far from being a glamorous job. Those who are successful work very hard, longer hours than most are prepared to work, and do all the things they commit to do without shortcuts, even if it means interfering with family life.

Making phone calls at all hours and working late into the night are ingredients which many fail to include in their daily routine. Those not prepared to do the above are the ones leaving the industry, as they feel they are not being paid enough to undertake these activities especially where discounting is involved.

So back to the discount agencies. Property prices and sales volumes I predict, will stay where they are for some time and, unless there is a change in the economy, (and I can’t see on the horizon), we will see more agencies close.

Not only is there not enough commission for the sales people in a discounted transaction, they are reluctant to do all the necessary activities to get a good result for their seller, which, in turn, reduces the possibility of a sale. It’s a chicken and egg situation.

So, how does a seller choose an agent to market their property? Conduct an interview. Look behind all the gloss and pretty pictures on the leaflets and company brochures. Ask all the questions you really want to ask without fear of upsetting someone.

There are three vital ingredients to a sale.

1. Presentation. Marketing material, the personal presentation of the salesperson, the quality of the material they produce and the way they obtain prospects details.

2. Personability: do you feel at easy when you talk with the person you are interviewing and feel you are being told the truth in a frank and open way. If you don’t it is also likely a purchaser won’t and therefore a transaction will be hard to secure.

3. Follow up: Will the salesperson follow up all enquiry? Do some mystery shopping by asking your friends to attend Open Homes this agent is conducting and see if they get a follow up call.

Selling property is a specialized field, so engage a specialized agent and pay them what they are worth. You will be rewarded with a higher sale price and therefore a better result all round.

Your property and you deserve it!

What Makes Mortgage Rates Rise and Fall?

July 21st, 2011

The first place to start when trying to understand how mortgage rates rise and fall is where the money to fund mortgages comes from. Mortgage money comes from a variety of sources, including deposits at banks, but most of the funds come from investors through what is collectively known as “capital markets.” Capital markets are where investors go to purchase securities like Treasury notes, corporate bonds, or Mortgage Backed Securities (a package of home loans bundled together into one asset).

Mortgage Backed Securities, the main funding source for home loans, compete against other long-term securities like bonds and treasury notes for the same investment dollars. Since Mortgage Backed Securities compete against these other securities, lenders will adjust homes loan rates to make the return on Mortgage Back Securities competitive relative to other securities. The gold standard of long-term investment securities is the US Treasury Note.

30 year mortgages are traditionally priced using the yield on 10 Treasury notes. The reason for this is simple. US Treasury notes are backed by the “full faith and credit” of the United States, so they are the benchmark for many securities, including Mortgage Backed Securities.

Since home loans are competing for investment dollars with Treasury notes, in most cases when the yield on Treasury notes increases, lenders must raise mortgage rates in order to keep Mortgage Backed Securities competitive with Treasury notes. The opposite happens when Treasury note yields fall; lenders lower mortgage rates.

So if mortgage rates typically go up when Treasury yields rise, and down when yields fall, what makes Treasury yields go up or down? This is where things get extremely complicated, and the easy answer is that there are a multitude of market factors that determine the movement of Treasury yields. But for the sake of this discussion, let’s boil down those market factors and try to make sense of when and why mortgage rates move.

Because most investors don’t hold bonds until they mature, the current market value of bonds affects the bond yield. As bond prices increase, the yield decreases. So as the bond market improves, and bond prices increase, the Treasury note yield goes down. Since 30 year loan rates are pegged to 10 year Treasury notes, when bond and Treasury yields go down, mortgage rates go down.

So what makes bond prices go up or down? One major factor affecting bond prices is inflation. As a general rule, when economic times are good and employment is high, inflation tends to rise. Inflation is the enemy of long-term bond holders. The reason for this is simple. Bond holders are paid yearly interest, but the true value of these interest payments is reduced by inflation.

Typically, as the economy improves bond prices goes down as investors begin pricing inflation into the value of bonds and treasuries. Remember that we learned earlier that bond prices and bond yields moves opposite of each other. When bond prices go down, yield prices go up. So if mortgage rates track the yield on US Treasuries, when bond prices go down, mortgage rates go up.

Other factors that affect mortgage rates are employment, homes sales, and consumer confidence. Mortgage rates are more susceptible to economic activity than treasuries, mainly because the average home buyer may lose their job or be unable to make their mortgage payment, while the US Treasuries are considered the safest investment in the market. For this reason, jobs reports, Consumer Price Index, Gross Domestic Product, Home Sales, Consumer Confidence, and other data on the economic calendar can move mortgage rates significantly.