Buying home during turbulent times (3): Ten mistakes to avoid

Part 1: Buying home during turbulent times: Ten mistakes to avoid
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5. Don't believe seller/ agent's bluff. Savvy sellers know how to create sense of urgency. You will be told despite current economy conditions, another potential buyer is rushing to close this deal.

As buyer, the one who pay money, remember, you make the call. Don't let the seller dictate your pace. When you are in control of the pace of negotiation, you get the fair price you want. When you cannot dictate negotiation pace, most likely this is not a good deal. Forget about the deal.

What if the "bluff" is for real, you ask. I once read "deal of a life time comes every two weeks" from either Robert Kiyosaki or Dolf De Roo. We should not worry about losing one deal. If you are not in a desperate position you have time to explore and compare. See hundred places, shortlist a few "dream home" and negotiate at the same time.

This leads to the next point...

6. You must see more properties and compare

When you have seen sufficient alternatives, you will learn there are many ways to imagine how a dream home can be. It leads to abundance mentality. You will know there are many places as good as the one you are seeing now. There are many places you can design to be your dream home. There are many ways to design most places to become your dream home. You will not stuck your mind to just-this-one.

Once you are exposed to many possibilities of a dream home, abundance mentality kick in. With abundance mentality instead of desperate or just-this-one mentality, you will be more equipped to negotiate. Savvy sellers will sense your solid position (on many options available to you, sensible financial choices, etc.) and become more willing to back down on price.

I was the one reluctant to explore more houses and condominiums offered in the market. I just wanted to get a good place and quickly got it done. We checked less than a dozen of places. The moment we found one good place within, though stretched to the limit of, our budget, we became desperate for this particular place. We were in scarcity mentally. We did not want to lose this deal. The seller's agent held firmed of the property's price (at its ever peak).

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Part 1: Buying home during turbulent times: Ten mistakes to avoid
Part 2: Buying home during turbulent times: Ten mistakes to avoid
Part 3: Buying home during turbulent times: Ten mistakes to avoid
Part 4: (still in writing)

Buying home during turbulent times (2): Ten mistakes to avoid

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Part 1: Buying home during turbulent times: Ten mistakes to avoid
Part 2: Buying home during turbulent times: Ten mistakes to avoid
Part 3: Buying home during turbulent times: Ten mistakes to avoid

Your position

2. Don't stretch to your financial limit

If your financial position is not strong, you are taking greater risk to buy a property during economy slowdown. By stretching to your limit of affordability, you left yourselves no buffer for unexpected adverse scenario, i.e. job loss, interest hike (until recently the central bank reaction to inflation pressure is to tighten monetary policy and increase interest rate) that lead to higher instalment.

We borrowed to our limit to buy our home in 1997. Asia financial crisis changed our view on risk for good. There is no solid ground in the stock market. Nothing is impossible, i.e. free fall of stock market index to 20% or less of original height. The company that I worked for was going through redundancy exercise. We lived through the period with financial fears knowing that just one of us losing our job we would have problem in repaying home loan. We learned, bit our teeth, went through the period safely and repaid the home loan in 7 years. I know I will never want to risk myself in such situation again.

3. Don't be a desperate buyer

Because if you are desperate buyer you cut yourselves from many money saving options, you can be "squeezed" by the seller, you left yourselves with little corner to turn away from a deal and get the best out of negotiation.

We were desperate buyer then because my wife refused to rent, I refused to move in to my in-laws house (lose face ;-) , and give her the power over me), and our earlier home purchase was delayed for about a year and was called off (not approved by local authorities due to developer own problem. Our deposit was refunded). The worst part is the seller agent knew our position.

This lead us to next section on negotiation.

Negotiation

4. Don't show it on your face.

If you like the property, don't show it on your face in front of the seller or his/her agent. If you are desperate to live at this place, don't show it on your face. Working in stock market industry, I used to think there is a fair market price blinking on the wall for anything. I thought mind game or pretensions is unnecessary for negotiation, as there must be a fair market price. I was wrong. The only fair market price in property is how desperate the seller want to sell and how desperate the buyer want this specific property.

We were naive, we wanted to let the seller know that we were genuine buyer and not just tires kicker. We revealed our "desperate" position. We discussed our true likeness or dis-likeness of specific property in front of her. When she brought us to a condominium, she saw the sparkles in our eyes. We did not hide our excitements. When negotiate, we could not reduce a single cent even in the midst of Asia financial crisis. Actually there was no reason for her to reduce the price. She knew how desperate we nedded a place quickly, she knew how much we like the property.

We can always be friendly yet tightly guarding our position. Play your cards close to your chest.

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Part 1: Buying home during turbulent times: Ten mistakes to avoid
Part 2: Buying home during turbulent times: Ten mistakes to avoid
Part 3: Buying home during turbulent times: Ten mistakes to avoid

Buying home during turbulent times: Ten mistakes to avoid

Part 1: Buying home during turbulent times: Ten mistakes to avoid
Part 2: Buying home during turbulent times: Ten mistakes to avoid
Part 3: Buying home during turbulent times: Ten mistakes to avoid

Buying a home during turbulent times?

Share prices are falling. Inflation is rising. Property prices remains uncertain. Financial and banking system have never been seen as fragile before. Job market seems bleak. However, you (and your partner) have decided to buy a place call home. Below are the top ten mistakes you can avoid in buying a home.

We bought our home, a condominium, at the midst of Asian financial crisis in December 1997. The share market had fell by half. Future of property market seemed fragile but had without sign of cracking, yet. We made most of the mistakes listed below. Therefore, despite the economy conditions, the seller's agent was able to hold tight to the price offered. We did not manage to reduce a single cent. Looking back, we were lucky to go through that difficult period. However, if we were not so naive, we could have saved huge.

Market Timing

1. Not now, just delay for a while. In the time of fragile economy and slowing growth, you are taking greater risk to buy a property.

a. Property prices
Property prices may stay or fall further, while it is unlike to go up in near term. If the property prices had not fell or had not fell significantly, it does not hurt just to wait for while (3 - 6 months) and see.

b. Banks are reluctant to lend during this period
Your bank marketing officer assure you that you can get loan for this property. You happily place your 10% down payment to the seller. A week later, the bank credit department reject your loan application. You are left to scrabble for financing or risk losing your 10% down payment. Banks are simply reluctant to lend during economy slowdown.

In other scenario, your bank may want you to pay higher down payment and take less loan.

c. Depends on Central Bank strategies, interest may go up.

After just one year, the property market crashed (selectively) too. If we waited for just a while, we would have paid 30% lower.

We were lucky enough to get a loan during that period as I was working for a financial Group. The bank within the same group has got no problem in lending us home loan.

However, our first few instalments from July 1998 were lower than the monthly interest expenses due to interest rate hike after the loan was approved. IMF, though its aids was rejected by Malaysia government, was preaching for higher interest rates. All Western media was preaching about market forces and higher interest rates. (In 2000 and Today, US Federal Reserve did the opposite lowering interest rates. Western media kept quiet.)

Our loan principal went up for few months.

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Part 1: Buying home during turbulent times: Ten mistakes to avoid
Part 2: Buying home during turbulent times: Ten mistakes to avoid
Part 3: Buying home during turbulent times: Ten mistakes to avoid

Return of Investment of cash as down payment of rental property

You are considering whether to invest RM20,000 as down payment of a rental property. The difficult part of the decision is that you don't know whether the return of this RM20,000 is as good as your fixed deposits or unit trust funds.

How to compare? You will need to know the Rate of Return of this investment in order to compare with your fixed deposit rate or your unit trust fund portfolio's rate of return.

The tricky part of the comparison is that you cannot use return over the purchase price of the rental property as what you pay is not the purchase price but only the down payment.

Neither can you use Cash on Cash return of investment, as Cash on Cash ignore the house ownership/ equity you acquire when you slowly pay off the bank loan.

Your pay only the RM20,000 down payment and may be some initial legal fees and stamp duty, etc. So your actual investment is the RM20,000, upfront fees & expenses and, if any, net cash outflow through the years.

Your return is the entire future value of the property after you have paid off all the property loan's instalments and, if any, the net cash inflow through the years.

Yes, through the years...so it involves time value of money. You may download the Return of Investment calculator here.

The biggest assumption of this calculator is the Future Estimated Value of your rental property. We must realise we can never accurately estimate future value of an asset. The calculator also assume that the loan interest rate is constant through out the loan period. This is rather unrealistic viewing current interest rate movement. However, these are the assumptions necessary to calculate the return of investment.

Screenshot of the ROI calculator...

Investing in REITs

When we invest in REITs we are looking for an instrument that provides high, consistent and growing dividend income. The REITs that we invested in must be able to generate sustainable and growing rental incomes from their rental properties business. Without a good rental properties business, the REITs could not distribute sustainable dividends to its shareholders.

Other than dividends income, the fluctuation in REITs share prices enables us to make capital gain. A well-managed and growing rental properties business, for REIT, will inevitably lead to higher dividends payouts and therefore higher share prices. More on reasons to invest in REITs.

The key to invest in REITs successfully is to know the sustainability and potential of their rental income, the management integrity and their intention and competency to improve and grow their rental properties.

A good REIT has

• Sustainable and improving rental incomes
• Good management with integrity in managing the Reit
• Good management with intention and competency to improve and grow the properties in the Reit

For sustainable rental income:

• The properties in the Reits must be well-located, well-managed and well-maintained
• The Reits must have assurance of future income without relying on mere few big tenants
  

For growing rental income:

• Location, location and location of the properties in the Reit
• The management is actively seeking to increase properties held in the Reits
• The management is actively seeking to increase value of the properties in the Reits

Translate the criteria into checklist:

Questions to answer when invest in REITs:
1. Does the Reit have a broad base tenants in diversified industries?
2. Does the Reit have quality tenants with rental contracts more than one year? An average 2.5 to 3 years contract length is good.
3. How is the conditions and the locations of the properties in the REIT?
4. Does the original issuer still hold at least 70% of the REIT? This question is the main reason why management would do good to the REIT. The bigger their stakes in REIT the bigger the incentive for the management to manage the Reit well.

REITs we must avoid are those with properties that dumped by the issuer. The issuer would hold very little stake in the REIT after disposing their unwanted properties into REIT for a good profit and to earn management fees, trustee fees, etc. from the REIT.

To learn more about investing in REIT, check out this guide.

Part 1: Understanding REITs in Malaysia
Part 2: Understanding REITs in Malaysia (2)
Part 3: Investing in REITs

Starhill Reit's IPO Prospectus

Check out today's New Straits Times. It comes with the prospectus of Starhill Reit's IPO. The offer was reported in Yahoo news and Forbes. You may find the book building/ subscribing schedule in YTL's corporate web site. The opening and closing date for retail investors are 22 November 2005 and 29 November 2005 respectively.

Malaysia's YTL Corp. Bhd. (4677.KU) will raise around MYR523.4 million from Starhill Reit. There is an old write up on the Starhill Reit in NST's property times. Forbes's up-to-date write up on Starhill Reit is more comprehensive.

Axis REIT

There were numerous reports on Axis REIT, mostly favourable.

I am not comfortable with Axis REITs because I don’t understand property market well enough. The properties held by Axis REITs are mainly office buildings and warehouses (in Petaling Jaya and Shah Alam) which could be sensitive to market trend. Axis REIT’s rental incomes may fluctuate due to changes in the landscape of property market and the continuation of few existing major tenants, i.e. DHL, etc.

Should I want to invest in Axis REIT I will need to read and understand more about property market trends, I need to know their relationship with the major tenants, I will need to know if any of the major tenants is leaving Malaysia for good, etc. Such information is a bit difficult to get.

However, I can sleep well buying a REIT that holds mainly shopping malls. I don’t need to understand property market or know its trend. I just need to shop at the shopping malls to know whether the REIT is doing well and continuing to do so.

We will just need to be patient and wait for the IPO of SunCity, YTL, Landmark and IGP's REITs.

Understanding REITs in Malaysia (2)

Why did the Property Trusts under the old guidelines not do well?

There were not many incentives given and little gearing was allowed. Quality of the assets, low yields (returns from investment), falling dividend per share, passive management, etc. all contributed to the lackluster performance of property trusts before the new SC's guidelines.

Why do companies with such good rental properties want to put their rental properties into REITs?

Because they can unlock their rental properties value. This means they can sell, for example, 30% of the ownership of the property to the public, foregoing future rental income, in exchange for instant upfront cash pile and still be in control of the properties.

What is the criteria of a good REIT?

It must have good quality assets and good quality management. You must buy it at a good price and the management should grow the rental properties and increase the rental income for you.

Good quality assets means well-managed rental properties at good locations, broad base tenants (without the fear of losing one or two big tenants), and therefore the rental incomes will grow or at least be maintained.

Good management will drive growth through acquisitions or the building of more rental properties to increase rental incomes.

We like REIT with rental properties like shopping malls. Office rental incomes are generally a bit more volatile and hotel business may be cyclical. So we like only REITs in which their main rental properties are red-hot shopping malls like Mid Valley and Jaya Jusco (if their owners are willing to put them into REIT). If the shopping malls deteriorate you will know when you shop. For investors without a good understanding of property markets, REITs with assets like shopping malls are the safer investments.

What makes the prices of REITs stocks fluctuate?
Beside normal fluctuations due to simple demand and supply, when the market expects the rental to go soft prices of REITs' prices will fall. When the market expects rental to go up, REITs stock prices will go up. In a way, a good grasp of property market knowledge will be helpful in investing in REITs.

Part 1: Understanding REITs in Malaysia
Part 2: Understanding REITs in Malaysia (2)
Part 3: Investing in REITs

Understanding REITs in Malaysia

The term REIT stands for Real Estate Investment Trust. It is a trust fund that holds/ invests in RENTAL properties. Its major incomes is rental income and it is required to distribute most of its profit as dividend to its holders.

REIT can be one of the very exciting instrument for the purpose of cumulating income generating assets. We like REIT though with some very strict conditions.

Early this year, Securities Commission issued guidelines on REIT. These are improved guidelines for property trust funds. The market was and is still fairly excited about the changes. The first REIT, Axis-REIT, was listed on Bursa Malaysia (KLSE) in August 2005. We are expecting REITs from YTL Group, Sunway City and probably Landmark, IGB (for Mid Valley city) and KLCC, though these are in the pipelines. We are hoping Jaya Jusco will soon jump into the band wagon too.

What is REIT?

This is the exact words from investopedia's article, "What are REITs?":
"REIT has two unique features: its primary business is managing groups of income-producing properties and it must distribute most of its profits as dividends."

Unlike unit trust, which is sold through agents or banks, REIT is traded in stock exchanges. So it gives investors returns through capital appreciation from price changes and dividends (just like any listed company's stock).

Why do we like REITs? What are the benefits of REITs?

REIT holds rental properties. So its main incomes are rental incomes. Such rental properties can be office buildings, shopping malls, lands, etc. Usually, REIT will pay out at least 90% of its taxable profit as dividends. This is either required by regulations or due to tax incentives.

Rental is usually a fairly consistent source of income. So you see, with at least 90% payout, the income stream invested in REIT is fairly consistent for investor.

This makes REITs high-yield stocks and extremely attractive as income-generating assets or assets(i).

As investors, we just need to invest a small amount to own part of the shopping mall, offices, lands, etc. through REITs. We can sell it anytime and easily through stock markets. The transaction cost to buy and sell REITs is low compared to normal properties. We can own a diversified portfolio of properties. These are the benefits that the usual property investments cannot provide.

Yes, stock prices of REITs fluctuate. However, as long as the rental properties are well managed, the rental markets are stable and the rental incomes are consistent, you can get consistent dividend incomes. And if you bought the REIT at a good price, it gives you consistent good ROI, regardless of fluctuations of stock prices.

Do you still remember the objective of financial planning? For FPM that is to accumulate income generating assets.

More on the explanation of REIT from Investopedia.

However, M-REIT is a bit different from the usual REIT...

M-REIT refers to REIT in Malaysia that is regulated under the above mentioned SC's guidelines.

In a way, Malaysians are non-conformists. We always want to be a bit different from the rest of the world to show that "kita boleh". :-)

These are the salient features of M-REIT:

1. Investors' dividends will be taxed at investors' books.
2. Non-residents' dividends will be taxed at 28%. It is an upfront and final withholding tax.
3. There are NO explicit requirement of minimum payout ratio in the guidelines.

Item 1 makes M-REIT less attractive to local investors.
Item 2 makes it less attractive to non-resident investors.
The worst is item 3 - there is no explicit minimum dividend payout requirement. So as investors, we have to read the terms of the REITs carefully. We have to make sure the REIT that we invest in states that it will pay out 90% of its taxable profits even though it is true that the tax structure does encourage REIT to pay out dividends as high as possible.

Where to buy M-REIT?

You buy REITs through your stockbrokers/ remisiers. You can also book your trade through online stockbrokers. Check out the list of Malaysia online stockbrokers in our directory. REIT is listed at Bursa Malaysia or KLSE (old name). Or you can buy it through IPO. You may find the opening and closing dates to subscribe for IPO at the web site of Bursa Malaysia.

Unit trust agents or banks do not sell REIT, although REIT is trust fund. REIT's stock prices are determined by market supply and demand, just like company share prices. On contrary, unit trust prices are determined by NAV, net assets value, which is the value of its assets less liabilities (if any). It is calculated by unit trust companies daily.

Currently, there is one REIT, i.e. Axis-REIT, listed on Bursa Malaysia's TRUST section. The other three listed trusts are property trust, which is similar to REIT. Like REIT, property trust is subjected to the recent new guidelines from SC.

Part 1: Understanding REITs in Malaysia
Part 2: Understanding REITs in Malaysia (2)
Part 3: Investing in REITs