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Bond Originators : News South Africa

The property market is slowly recovering and investors are scouting for deals. However, while the banks have started lending more than last year, it is still difficult to obtain finance in this market.

Just three years ago credit was easy to come by. Everyone from retailers to micro-lenders were dishing out credit. When the world hit recession, the money dried up. The only applicants to be awarded finance were those who could show that they didn’t really need it. Furthermore, the finance that they did receive was expensive.

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While a discounted lending rate of prime less 2% was not something to get too excited about in 2006, just a year or two later, investors were lucky to receive any discount at all.

It is important to remember that bank managers are not investors. They seldom understand the principles of property investment- that is let the tenant pay the bond repayments while the investor enjoys the compounded income and capital growth.

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Therefore, the key to getting finance at a competitive rate, is to think like the bank manager. The investor who has built up equity in other properties may perceive oneself as less risky than an owner occupier by having the ability to sell a property if running into financial trouble. The bank manager however prefers financing a "less exposed" owner occupier who will cut back on other expenses if necessary to remain in his or her home.

According to renowned international investor Dolf de Roos, getting finance is all about psychology. Don’t ask the bank for finance, rather offer them the opportunity to finance your property. The key is confidence and understanding that the bank also stands to benefit from the transaction.

The banks typically look at four main factors when assessing a finance application.

Capacity

The applicant's ability to repay the loan is determined by their monthly income. As a rule, up to 25-30% of an applicant’s gross monthly income may be used in servicing all of their mortgage repayments. Usually only about 50% of rental income being derived will be added to the applicant’s salary.

The bank will also assess the net income of applicants to ascertain whether there is enough income to service the bond after deducting all the applicant’s expenses. Self employed people are generally perceived as higher risk.

Character

The bank will do a full credit and employment check in determining whether the applicant can support the loan. Any negative listings will affect the applicant’s chances of getting credit even if the outstanding debt is very small. Too many previous applications for credit may also count against the applicant. The bank will also verify employment and may refuse credit to workers on contract.

Collateral

Many of the banks will offer an "approval in principle" to applicants meeting the above mentioned "capacity" and "character" requirements for the loan. The final approval will depend on the valuation performed on the property (click here for our valuation tool). While most banks are claiming to offer 100% loans, the more common maximum is a 95% loan to value offering. For investors, many of the banks are only lending up to 75% of the value of the property.

Conditions

The final factor affecting applicants is one in which they have very little control- the conditions in the market. The retail banking industry in South Africa is dominated by only four major players. While the big four were intent on increasing market share during the boom times, they are now intent on limiting bad debts. Remember, they are not investors and do not see the potential which the property market offers. All they see is unemployment and a softer economy. Give them a few years and 110% loans should be available yet again

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Common Duties Of Bond Originators

Assessing the market to find a mortgage bond product that fits the clients needs at the lowest possible interest rate. Applying for a lenders agreement in principle (pre-approval). Gathering all needed documents (payslips, bank statements, etc.). Completing a lender application form. Explaining the legal disclosures. Submitting all material to the multiple lenders.

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In competitive mortgage markets many lenders use an array of rate offers and other incentives to attract customers. To many consumers, due to their infrequent purchases of mortgage products, the mortgage market may appear confusing and somewhat daunting.

Bond originators can guide clients through the process of selecting a suitable mortgage and offer mortgage and property related financial advice. For borrowers with poor credit records, or other unusual circumstances, finding a lender may be difficult.

Bond originators, having specialised knowledge and multiple lending sources, will normally be a valuable resource in obtaining financing. Bond originators receive a fee from the banks and not their clients. The sheer volume of business provided by bond originators to the banks, gives the originator negotiating power to muscle low rates for their clients. Usually the bond loan process is much quicker when using bond originators. You should be weary if a bond originator asks you for fees or charges clients in anyway for their services


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