Ashish Malhotra

The process we use in our organization while supporting the buyers is that we list all issues in detail, no matter how small the issue is, add a cost as a line item against each issue and provide the total to the selling agent. This quote is generally bloated so, if the agent comes back with negotiations, we still win. :) As a seller, I would be stiff in negotiations. :) These are two sides of the coin and the key is negotiating as if you life is on the line :) (as stated in the book "Never Split the Difference") We prefer to deal with the real estate agent directly as that gives us a quick response rather than having to go through the legal route. Once an agreement has been reached, everything is agreed through lawyers.

In Australia, Building and Pest inspection is important. As a seller, I will get a property inspected properly through the real estate agent who is providing me quotes in addition to the BnP Inspector. And, as buyer, seek the expertise of property manager who might be managing the property. In addition, making sure there are no high moisture readings in bathrooms/ toilets, plumbing and drainage are adequately managed Buyer be extra cautious if property is fully painted as all patches/ leaks and cracks would be filled. For sellers, small additions like downlights, kitchen appliances, landscaping, epoxy over benchtops/ tiles, etc adds value. For buyers, door knocking neigbors to know some insights and property due diligence will help.

Well, the process is same for buyers as well, not just listing agents. These are my guidelines: 1. FIFO: First come first serve. The clients that have approached you first should get the first preference. However, there should be a time limit to that as well. 2. Transparency: Be clear on your process and informing that process to your clients so they are aware that they are in queue and have a time limit beyond which the listing may go to someone else. 3. Communication: Making the process clear to the current and subsequent clients as that will help a quick decision maker take an informed decision. 4. Supporting ongoing clients: Offering support to your loyal clients to facilitate decision making and conducting a due diligence prior.

Well, these days data and trends is the buzzword. With data oriented agencies and mugging and following the standard noems, commin sense has gone down the drain. 1. The most important think is to help the property buyers/ owners understand what are they looking and how to interpret the data? 2. Secondly, helping buyers and owners understand what is happening on the ground and if it interferes with what data is pointing out. Keeping in mind that data factors lag by 3 to 6 months. 3. Third, differentiating between apeculations and facts and figures. 4. Understanding the requirements in details so one can get the right rype of properties. 5. Reviewing everything in a simplistic manner that facilitates decision making for buyers and owners

Valuations in commercial real estate are not easy. You compare the ongoing sale price in the area. Then you compare the ongoing rental Lastly, ongoing cap rate. Disputes arise when there is a gap between the expectations of the vendor and the buyer but can be resolved amicably. Reasoning: with right reasoning, both vendors and sellers can give the justification of the price by quoting right comparable. Circumstances: The price also depends on situation of vendor and the buyer. The more desperate the buyer or if there is competition, it will command a good price for vendor. However, the more desperate the seller is, that benefits the buyer. Conditions: Sale price is not everything, conditions matter a lot too.

Valuations are always changing. Market changes, sentiment changes, economic outlook and other factors at times which are not in your control. Here is how we can keep our investors confident. 1. Diversification into different asset classes. -one can mix and match assets to diversify into asset classes and/ or different locations so we have enough diversification and balance of movement and fluctuations in valuation. 2. Open and transparent communication - Keeping clients updated on changes and have generalized figures ready to give that long term overview. 3. Validation through evidence and data - Always add reasons on how and why the vluations have changed and by how much. 4. Mitigation on changes 5. Long term averages