• COS - Searches are usually on the back of the COS, most buyers should review prior signing. Some buyers may not opt to review prior to signing as most contracts have a 5 or 10 day cooling off. Review = solicitor review. Typically local solicitors are used only.

• Cooling off - 5 or 10 business days from the exchange - whichever is negotiated

• 0.25% on exchange, upon uncon its 4.75 or 9.75% depending on negotiations. Will leave 0.25% if backed out during cooling off.

• Settlement typically 42 days can go up to 60 days

• Insurance - taken up prior cooling-off ending but start date is settlement

• Typically on contract for major cities, for smaller cities very much agent dependant

• In smaller cities like Tamworth & Wagga Wagga + old school agent in Coffs Harbor. Some sales agents work off sales advice - this is accepting an offer but is not a contract. Sellers agent will do this to allow you 2 weeks to sort out P&b & finance using sales advice, Once those 2 items are sorted a COS is exchanged with direct uncon without any cooling & deposit of either 5 or 10% due in one go.
• Pro - Massive buyer protection on clauses - no deposit lost
• Con - If it gets outside of the time period, agents continue to hold opens and can sell it to others if they want to.
• Not all bankers/ brokers are used to this so they end up not being able to get finance through without signed COS creating an issue with getting finance through.

• Within 2 week of sales advice they will still show people the property but will say the property is sold just waiting on clauses

• 66W needs to get signed aswell to waive a cooling off period - this benefits the seller, can make the offer more competitive but is a risk for our client

• COS - Can be actioned prior to lawyer review but should be reviewed by BA as its a state-mandated contract with clauses clearly noted & an automatic 5 business day cooling off. 5 business days cooling off if using it the buyer loses the initial agreed deposit amount. More comfortable in QLD If a lawyer reviews first. Solicitor/Conveyancer being used can be from any state.

• P&B

• Finance

• Full deposit is refundable no restriction on what to negotiate

• Add Video Walkthrough clause here - Sometimes used.

• Rental advertisements prior to settlement - sometimes with vacant properties.

• Subject to council approvals on certain dwellings - sometimes.

• Between 1 & 20k - cheaper locations 1k deposit is enough, capital cities typically want 10, more expensive capital cities locations want 20k (fine with 1 & 19k split) premium locations want 5%.

• Deposit details are typically on page 3 of COS

• Toowoomba/Bundaberg - typical deposit $1,000-$10,000

• Townsville - typical deposit $10,000

• P&B - Due between 7 & 14 days

• Finance - typically 14 to 21 days for finance

• Settlement. Typically 20-25 days can go up to 42

• Insurance - 5pm next business day - If the purchase doesn’t go through there is a cooling off period on most insurance periods is 21-30 days.

• QLD doesn’t have searches produced prior to purchase as a result, some buyers are quite picky on things like easements - you’ll need to conduct manual searches. Easements - sewer pipes, electricity poles going across ect. Things you are not allowed to build over the top of.

• Open homes can continue until a contract becomes unconditional

• Text message, email, offer form, contract

• Form 1 - Does not need review prior to signing. Is A pack of searches (similar to VIC) more for council rates, land tax & water.

• Contract of sale - Does not need legal review prior to signing - BA review is fine

• Addendum - A document to make any changes to the terms of the contract completed between agents (Buyer & Seller). Required to be completed to any major change e.g finance clause + P&b negotiations. Any extensions on settlement dates are handled between conveyancers.

• Finance - In COS seller side often requests for bank you’re going with + approx loan/interest rate. This is important because if you fail finance they will need something in writing from the bank you have noted down. If you satisfy the clause they will need an approval letter from the bank as well.

• P&B - Get done prior to 2 business day cooling off period ending, in some cases (Mt Gambier for example) they can include a 7 day P & B clause.

• Cooling off starts when COS is fully executed + buyer receives Form 1 signed by the seller in their email, whichever is the later of the 2 (receiving COS or Form 1s). Cooling off is 2 full business days following delivery of the later of the two (COS +Form 1).
• If that two received any time Monday up to midnight cooling off would end Wednesday midnight. Business days to be counted only not weekends or public holidays. If form 1 is delivered Friday cooling-off ends Tuesday midnight.

• Typically 20k is due the following day after cooling off end with receipt to be provided.

• Agent normally sends these details directly to client if not received, usually need to be requested

• 14 days for Finance can go up to 21 (REFER TO COS)

• 2 business days following received executed Form 1 or COS (which ever received later, both need to be raised) - P&B due (EXAMPLE - BOTH RECEIVED ON FRIDAY, P&B DUE ON TUESDAY MIDNIGHT)

• Deposit due the following day after cooling off

• 40-45 days is typical for settlement but can go up to 60 days or longer

• Insurance - Due after exchange but latest by cooling off ending. Start date & take up date. DUE WHEN COOLING OFF IS DUE (should take up during cooling off period)

• During cooling off period 3 things to occur
• Conveyancer to review form 1 & COS
• P&B inspection to occur
• P&B negotiations + addendum action if applicable to occur

• Once the contract is prepared for signing, you can request a P & B inspection to be booked with one of our preferred inspectors. Request template from Client Success for this and modify where needed before sending.

• SA doesn’t use days from exchange; they typically insert hard dates within COS, it's important to review these hard dates and make sure you’re across them.

• When concerns on certain building approvals by the conveyancer, due to short cooling off conveyancer will recommend title insurance. Title insurance - It is an insurance policy that covers you for the potential of unapproved works from council that are unknown by the buyer at the time of purchase, its a once-off cost between $700 and $1000 and it must be taken up by the conveyancer prior to settlement.

• In South Australia, pre-settlement inspections are not conducted, so it’s important to mention this during your presentation when discussing the state. Emphasise that we haven’t encountered issues with properties being trashed or major problems before settlement. As in other states, sellers must provide proof of works for any negotiated items. If major issues arise post-settlement, there are two options: using insurance or making a claim against the sellers through the buyer's lawyer. However, claims must be made within two weeks of settlement; beyond that, they become non-claimable. Note that claims are typically reserved for significant issues, not minor items.

• In SA a local conveyancer is used.

• Text message, email, offer form, contract

• COS - searches within COS

• Solicitors or conveyancers are fine either local or interstate

• P&B & Finance

• No cooling off

• 5%

• P&B 7-14 days

• Finance 14-21

• Deposit due typically upon exchange

• Settlement - 35-42 typical can be longer upon negotiations.

• Text message, email, offer form, contract

• Tasmania doesn’t have termites. Termites can sometimes not be checked in P&b inspections.

• Contract of Sale - Must be reviewed before signing.

• Section 32 -
• Must be reviewed before signing.
• Searches for the property, some examples of searches - council rates, lease agreement if tenanted, flood zoning etc. Searches can also be manually produced on the VIC plan website. Both Section 32 & COS are required prior to exchange. These are 2 separate documents.

• Victoria typically uses solicitors not conveyancers, typically local but can be other states.
• A Solicitor - Has a higher level of in-depth experience - can represent you in court.
• Converyoncer - Cheaper, mostly used in states that are more just transactions rather than deep dives. Can’t represent you in court.

• 3 business day cooling off starts when the purchaser signs the contract. 0.2% to be paid by purchaser if they use cooling off to back out.

• Can range from 20k split in 2 parts, 1 & 19k or paid in 1 go being 5% or 10% deposits. When split Into 2 parts, 1k upon exchange, 19k is due upon uncon.

• Deposit details usually need to be requested.

• 14 days for clauses (P&B & Finance)

• Standard settlement is usually 42 days.

• 3 business day cooling off starts when the purchaser signs the contract.

• Insurance - Due to be taken up prior to finance clause taken up but start date can be settlement date.

• In VIC standard P&B clauses typically have a small note to say major defects only meaning you can’t use P&B clause to back out without a major defect noted within P&B report. You can test your luck with trying to negotiate minor items but they are not obligated to agree.

• Cashflow sheet to have = rental compliance / land tax / gas and elec compliance and all into outgoings area

• Ensuring customers knows upfront that P&b clause we can’t negotiate on minors and to keep circa $5k aside as an est for post settlement touch ups for anything that is non major defects as rental compliance checks can have things to do

• And that you should get sellers agent during exchange if it’s a tenanted property to provide all the certs too (rental compliance / gas & elec / smoke alarms

• Via Email or offer Form

• Pest & Building and Finance - Most common.

• 14 days - 21 days from contract date (or 14 days of acceptance)

• Or unless stated otherwise

• To be added in the conditions of contract;

• Seller to provide a current Electrical Safety Certificate prior to settlement to the Buyer/Agent.

• Seller will ensure that all plumbing, gas, electrical fixtures and fittings will be in good working order at the final inspection. Should any of the items listed not be in sound working order at the final inspection, the seller will attend to the repair and provide evidence of the repair prior to settlement. The Buyer (or their Agent) will, if applicable, be able to reinspect the work prior to settlement.

• If applicable - The seller will provide copies of the council/shire approvals for the Patio/Pergola/Carport/Shed/additional room etc prior to settlement. If not approved, the seller will apply and provide retrospective approval prior to settlement.

• Add Video Walkthrough clause here - Sometimes used.

• $1,000-5,000 - $1K is ok

• To be paid within 7 days from contract date (or within 3-7 days from letter of acceptance)

• Conveyancer to review Offer and Acceptance (aka contract of sale) before clients sign

• Buyer cannot back out of contract due to P&B (unless major structural issue or pest infestation, however the seller has the choice to rectify works if they do then purchasers must proceed) and Finance (unless formal letter from bank saying finance is not approved)

• If buyer does back out outside of the contract terms and conditions, they lose deposit and potentially difference from buyer’s price to new buyer's price if sold less but would have to go court and could be sued for the loss of the seller and any related expenses.

• Pre-settlement inspection required 1 week prior to settlement

Note: This can sometimes be provided after the property drop.

• Acronym:
• Acknowledge
• Clarify
• Ask

• Example for Concerns About Crime Rates:
• Acknowledge: "I understand why crime rates might be a concern."
• Clarify: "Can you share more about why this is a priority for you?"
• Ask: "Would you like me to walk you through how we mitigate this in similar areas?"

• Tip: If a client backs out, reflect and recalibrate.

• Script: "It seems we missed something—can we discuss what would help you feel confident moving forward?"

• Start with introductions and brief casual conversation to build rapport.

• Incorporate FORD method.

• Clearly outline the agenda for the session.

• Utilise early fishing and seek any possible objections before starting to re-visit later.

• Confirm the client has all relevant reports/documents open before proceeding.

• What device they will be using as you may need to adjust based off this i.e mobile or laptop.
 

Script:

Introduction:

“Hi [Client’s Name], it’s great to connect with you. How has your day been so far?”

• Example: “Have you had a chance to unwind after work, or has it been full-on?”

How we got here:

‘Now before we go through what we are going to cover, I just want to take a step back to tell you how we got here.’

‘Before sourcing these properties you initially went through the portfolio mapping session with [strategist] to get a good understanding of what’s required for this purchase.’

‘You talked about price points, minimum rental yields, buffers and comforts.’

• ‘As you know we have a strict due diligence process when it comes to sourcing properties so all those things such as main roads, flood, bushfire, public housing, anything that was a detractor to the property was filtered out.’
• ‘Lastly, Arjun and I had a good discussion about how this property fits your brief, and he has personally approved it and felt that it made sense for your portfolio, and so did I.’

‘So that is where we are up to today, so does that make sense of how we’ve gotten here?’

 

Set Agenda:

“To make the best use of our time, I want to share what we’ll cover today. First, we’ll go over the region and why we believe it’s a great investment location. Then, I’ll explain the reports we’ve shared, including the due diligence report, comparable market analysis (CMA), rental estimates, and cash flow. Finally, we’ll discuss next steps. How does that sound?”

Confirm Preparedness:

“Before we get started, do you have the reports and the region report open?”

• After building rapport and explaining the agenda, test for any initial objections.

• Helps gauge if they’ve reviewed the reports (still go through them unless they’re ready to proceed).

• Shows you value their concerns and builds trust.

• Allows you to tailor your presentation based on their feedback.

• Keeps you in control of the conversation by noting concerns and addressing them at the appropriate time.

• Present data on the region (e.g., days on market, vacancy rates, economic drivers).

• Explain why the region is an excellent investment choice.

• Relate regional strengths back to client strategy discussions with the team.
 

Script:

• Region Overview:

“The region we’re discussing today is [Region Name]. It’s seeing strong demand, with days on market averaging [X days], a vacancy rate of just [Y%], and a significant decline in active listings, indicating a competitive market. These indicators suggest strong growth potential.”

• Economic Drivers:

“One of the reasons we like this area is its diversified economy. For example, [insert local economic factors]. These factors not only provide stability but also drive demand for properties, both for buying and renting.”

• Tie to Strategy:

“This aligns perfectly with your strategy, which focuses on [e.g., high-growth markets with rental yields over 5%]. It’s why we believe this region is an excellent choice for you.”

Example:

• “In Rockhampton, the days on market are under 14 days, and vacancy rates are below 1%, showing strong rental demand. Additionally, there’s significant government investment, like the $2.5 billion defence base upgrade and $1.5 billion in renewable energy projects. These factors create a robust economic environment that’s ideal for long-term growth.”

• Highlight key factors like avoiding flood risks, proximity to schools, etc.

• Mention that properties go through a strict vetting process before presentation.
 

Script:

• “Before we present any property, it undergoes strict due diligence. For example, we ensure the property is away from flood zones, bushfire-prone areas, public housing, and busy roads. Additionally, we verify lease details, tenant history, and the overall condition of the property.”
• “We’ve included a due diligence checklist for this property in the link we sent earlier. It provides a full breakdown of everything we’ve reviewed.”

Example:

• “This property is not in a flood zone, and it’s located on a quiet street close to amenities. It’s tenant-ready, with no major renovations required.”

• Break down the CMA into inferior, similar, and superior comparisons.

• Discussing what makes properties different i.e exterior build and materials, interior quality/floor plan, neighborhood (closeness to the property) and land size.

• Discuss the estimated value range and market heat adjustments.

• Address any pricing concerns or misconceptions (e.g., reliance on automated tools).
 

Script:

• Introduction:

‘‘Let’s start with the CMA. This report compares the property to others recently sold in the area to determine its fair market value. Going through the methodology, we follow the same process that valuers follow.’’

‘‘Comparing land size, internal finishes (kitchens, bathrooms, living spaces etc) and external finishes (facade, yards, etc), plus neighbour hoods and also making adjustments due to market heat and recency of sale. Also when comparing properties we also need to distinguish any features that may make it stand out and add value.’’

“ Does that make sense? Are you able to bring up page 4 of the CMA?”

• Analysis:

“Here, we’ve identified three comparable sales:

• Property A, which is superior due to [reason], sold for [price].
• Property B, which is very similar, sold for [price].
• Property C, slightly inferior, sold for [price].Based on this, we’ve estimated a value range for this property between [range].”
• Address Real Estate Portal Estimates:

“Sometimes automated tools like realestate.com provide lower estimates because they use outdated data. Our CMA uses recent sales and adjusts for factors like market heat and property specifics.”

• ‘’All of the above helps us build out our range that you will see at the bottom of the CMA report
• Now when it comes to the price range, the bottom of the range is generally where fair value sits, and the top of our range is the most we’d pay for the property before we feel we would be overpaying.
• This means if it goes over the top of our price range we are happy to let it go
• The goal of buying property is to not overpay but also to not keep missing out because the markets we are buying in are growing. And if they’re growing it's generally unlikely that we secure them below our range, it's normally somewhere between our range, does that make sense?
• We concentrate more on the comparable value rather than what the agent listing price is.

Does that all make sense on this report before I jump onto the next one?’’

Example of comparing properties A, B and C:

• “Property A, with a larger block size, sold for $520,000. Property B, very similar in condition and features, sold for $500,000. Property C, needing renovations, sold for $470,000. Based on this, we estimate this property’s value between $490,000 and $510,000.”

• Discuss rental yields, vacancy rates, and tenant history.

• Highlight benefits of existing long-term tenants and any rent increases.
 

Script:

• Introduction:

“Next is the rental report. This helps us determine the rental income potential. Are you able to bring up the second last page?”

‘We use the same methodology for our rental comparable analysis, let's scroll to the bottom and you can see my range is

‘If the property isn’t tenanted thats not an issue, as we are only buying in areas where there is solid demand and we don’t think it will be too difficult to find a tenant.’

‘Now it is also important to note that some properties may be tenanted and some are vacant, but that isn’t a major concern.’

‘If it’s tenanted we know at some point that tenancy will end up we’ll bring the rent up to market, and if it’s vacant, we are only buying in areas where there is demand and we don’t think it will be too hard to find a tenant.’

• Details of particular property:

“This property is currently tenanted, with long-term tenants paying $480 per week. They’ve been there for 10 years, and the lease is set to increase to $500 next month.”

• Address Specific Concerns:

“This property’s vacancy rate is extremely low at just 1.2%, which reflects high tenant demand. Are there any specific questions about the tenancy?”

Example:

• “The current tenants are a family who’ve been there for 10 years. They’ve consistently paid on time, and their lease has been renewed annually, which gives us confidence in their reliability.”

• Explain how to use the cash flow sheet, emphasizing editable sections.

• Present projections for property value growth, rental increases.

• Cover acquisition and holding costs i.e council rates, water rates.

• Having the correct loan details i.e LVR, interest only or not.

• Discuss how we approach everything with conservative figures like vacancy periods, low end of rent, high end of price range to ensure clarity.

• Focus on the long term vision of the property i.e interest rates not going to be this high forever.
 

Script:

• Introduction:

“The cash flow sheet gives a detailed breakdown of acquisition and holding costs. Are you able to open the file?”

‘Now firstly an important thing to note, the minimum yield based on your portfolio strategy session initially was X%, so I’m really happy to see here that we are crossing that mark.

‘’The second thing is you can also see our budget was a 900k purchase and we are below that.’’

‘’And thirdly this property is in one of our approved areas, so it is ticking all those boxes.’’

‘’Now surrounding the actual cashflow you may recall that in GamePlans your portfolio starts negative due to current interest rates but overtime this changes as:’’

• rents and values grow
• as well as your debt being offset by your savings
• And we don’t expect for rates to stay this high forever
• For the numbers at this stage within the cashflow spreadsheet, we’ve used the high end of the range for price and low end for rent to be conservative and give us an idea of what the cashflow might be.
• And for the projections again we have used conservative numbers, 5% annual growth, 4% rental increase, and 2 week vacancy period each year.

Now walking you through the numbers on the left, these fields are editable, so at any time if you feel you want to change them to your scenario there's no issue.

Acquisition costs -

• This next part is our acquisition costs and they are total estimated funds that it will take to purchase this property, these numbers could obviously change depending on deposit size etc.
• It’s important to note these number are conservative estimates, however they can give you a bit of insight of initial acquisition costs.

Annual holding cost -

• Below that we have the holding costs - property management, letting fee, maintenance, rates and insurance.
• Again we try to be conservative here, and it just gives you an estimate on the bills, it also assumes the worst case - maintenance, new tenant, and letting fee - this is uncommon to happen every year.

Now let's concentrate on the interest-only part of this document as this is relevant to your situation.

• Looking at that, it’s negative (whatever there number is) in your first year, now I’m not an accountant so I can’t talk tax numbers, however we can assume that you may get a few K back at tax time bringing that down a little post-tax.
• Now coming back to what I mentioned earlier in the call, these numbers are still very much in line with your gameplans mapping session.

Does that make sense on how we got to the numbers here?

Now in summary -

• I’m really excited as this property hits the numbers that you aimed for in the property portfolio plan.
• It’s in one of our approved areas.
• Arjun and I talked through the due diligence - it passes all checks.
• And lastly Arjun felt very comfortable as well and said it would be worth presenting to you.
• Long-Term Perspective:

“This analysis uses conservative growth rates of 5% for property value and 4% for rent, ensuring a realistic outlook over 30 years.”

Example:

• “Even with a two-week annual vacancy buffer, this property maintains a positive cash flow of $20 per week at current rates, which will only improve as rents grow and interest rates ease.”

• Use "early fishing" to identify initial objections.

• Address questions confidently and relate answers back to the client's goals.

• Isolate and handle one objection at a time, asking follow-up questions to clarify.

• Use of ACA (Acknowledge, Clarify, Address)
 

Script:

• Isolate Objections:

“Great question. Is there anything else you’re unsure about? Let’s list everything so we can address them all.”

• Reassure and Redirect:

“It sounds like the valuation difference is a concern. Let me explain how we arrived at our numbers and why they reflect current market conditions more accurately than automated tools.”

Example:

• Client: “The bank might value it lower than $490,000. How does that affect us?” Response: “Thank you for raising this, even though it isn’t common this does happen and a valid concern, that’s why we include a finance clauses in the contract. If the valuation doesn’t meet expectations, you have the option to renegotiate, try another lender or opt out. Does that give you more confidence with handling this challenge?”

• Periodically ask for confirmation and feedback (e.g., “Does this make sense? or How does that sound?”).

• Ensure understanding at each stage to build toward a final close.
 

Script:

• After discussing each section:“Does this all make sense? How are you feeling about this so far?”
• Before moving on:“Any other questions about the CMA before we proceed to the rental report?”

• Recap key points covered in the call.

• Address any remaining objections or concerns.

• Clearly ask for permission to proceed with negotiations.
 

Script:

• Recap:

“We’ve covered the region, the property’s value, rental potential, and the cash flow. You’ve asked great questions, and I believe we’ve addressed them all. Are you comfortable for me to start negotiating on this property for you?”

• Objection Handling:

“If there’s anything holding you back, let’s discuss it now. What concerns do you still have?”

Example:

• “You mentioned concerns about the valuation and tenant reliability. Are you satisfied with the answers I’ve provided? If so, shall we move forward?”

• Outline the process after securing an offer, including contract reviews and liaising with solicitors.

• Request details for brokers, solicitors, and other stakeholders to streamline the process.

• Confirming with the client what flexibility they have with terms i.e finance clause, settlements, P & B clause, deposits.
 

Script:

• Explain Process:

‘’Would it be ok if I run through some next steps now and what we typically do here?

• The next steps will involve negotiating with the agent, there are various types of campaigns.

Some have a best and final offer - you only get one shot so that’s why I’ll just have to make a judgement call and figure that out, obviously we won’t go above that range, but the last thing you want is going bottom of the range and missing out every single time.

Other times it could be going back and forth with the agent and seeing where we land before an agreement is reached. So I will get that intel from the agent and report back and let you know how I go.

Now the main thing is I will need a few details from you:

Full name to go on an offer form

Address

Email address

And just confirmation if you are happy to use our lawyer, this lawyer charges between [whatever the number is relative to the state]

If you were using finance, your broker details too

I will shoot a message after this call in WhatsApp asking for those details

Now when I’m in discussions with the agent, we would be working within the range to try and secure it as low as possible, and obviously we have a top range that we won’t be going over as I mentioned before.

“Once we secure an offer, we’ll send the contract to your solicitor for review. At the same time, your broker will arrange the valuation. We’ll handle negotiations to ensure the best possible price.”

‘In most cases, we are landing within our range due to experience with comparable sales analysis’

‘If the property goes over or we miss out then we’ll just rinse and repeat until we secure something for you.’

‘Now on my side I’m going to get going on this and come back to you when I hear how we go on this one.’

‘Some agents can come back really quickly on the same weekend and that's where we would go through the steps on the specific state.’

‘And some agents will take a little longer, so if you don’t hear from me I’m still working on things behind the scenes until I have an update.’

• Follow-Up Details:

“I’ll send you a recap in our group chat with the solicitor’s and broker’s details. You can share your preferences there.”

• Send a detailed recap in a group chat or email.

• Keep the client informed of negotiation progress and expected timelines
 

Template:

• Recap Whatsapp Message if client says yes:“

‘Thank you for your time today, I really enjoyed our chat!

In order to proceed with an offer I'll need the following details:

Full Buying Entity Name:

Full legal name/s (including middle names): Address: Email/s: Phone number/s:

If you are using finance, Broker name, phone number and email:

Also if you are able to confirm you are happy to work with our recommended conveyancer who practices in [Whatever state] that would be great!

I'll have an update by [timeline and day] on how we are tracking with negotiations.’

 

Template:

• Recap Whatsapp Message if client says no:“

Hi [Client],

Thanks for letting me know, as long as I can share all the information for you [both if couple] to make a decision, that’s completely fine. We are here to respect your comforts, we will continue the search and be in touch when we find the next one we find fits the bill!

• QLD – Before or on contract date

• NSW – After contract date

• ACT – After contract date

• VIC – After contract date but before settlement

• TAS – After contract date

• SA – After contract date but before settlement

• WA – Before or on contract date

• NT – Before contract date