REI FORMS TREND SEPTEMBER 2018 QUARTER

REI FORMS TREND SEPTEMBER 2018 QUARTER

CONTENTS TENANCY AGREEMENTS - REI FORMS 3 Tenancy Agreements Written Average Rent Paid SALES AGREEMENTS - REI FORMS 5 Residential Sales Agreements Fixed Professional Fee Preferred Settlement Days Agent Estimate vs Vendor Price Average Deposit Size COMPILATION REPORT 8

TENANCY AGREEMENTS WRITTEN Bowden 7.3% 3,013 Agreements 3,013 2,977 Agreements 2,608 Agreements Adelaide 6.3% 3,112 <$1 bn Agreements JULY AUGUST SEPTEMBER >$3 bn The month of July showed the highest amount of tenancy agreements written at 3,013 agreements. The July month was also the strongest month since February 2018 and the 3rd best month in the last 12 months for tenancy agreements written. August also demonstrated a strong month for tenancy agreements written at 2,977, however there was a downward trend of 13.4% over the course of the September 2018 Quarter. The September 2017 Quarter showed a different trend, with an increase and then a decline in the final month of the quarter. The September 2018 Quarter provided a positive uplift with 4.3% more tenancy agreements written than that written in the June 2018 Quarter. This compares reasonably well with the same period last year where the increase was 5.0%. This improvement is evident in that there was a reasonable uplift on the same period from 2017, with 4.5% more tenancy agreements written in the September 2018 Quarter than the September 2017 Quarter, despite the 12.4% decrease in tenancy agreements written from August to September. When apportioning tenancy agreements written against the number of households for each suburb, we find the highest performing suburbs include Bowden (7.3%), Adelaide (6.3%), St Clair (5.1%), Whyalla Jenkins (4.9%) and Port Augusta (4.2%). In considering the major areas of the state, the Adelaide Central and Hills were the strongest with 24.0% of the total agreements written followed by Adelaide North (19.2%), Adelaide South (17.9%) and Adelaide West (13.8%). St Clair 5.1% Whyalla Jenkins 4.9% Port Augusta 4.2% Roxby Downs 4.2% Glenelg 4.0% Munno Para West 4.0% Kent Town 3.8% Whyalla 3.6% Bedford Park 3.5% Stepney 3.4% Seaford Meadows 3.4% Mawson Lakes 3.3% Whyalla Norrie 3.2% TOP 15 SUBURBS WRITTEN AGREEMENTS 3 REI FORMS TREND SEPTEMBER 2018 QUARTER

MEDIAN WEEKLY RENT PAID MEDIAN WEEKLY RENT PAID DURING THE SEPTEMBER 2018 QUARTER WAS $330 PER WEEK Median weekly rent paid remained steady throughout the quarter with all months producing a median of $330. Whilst there was no growth on the previous quarter, the September 2018 Quarter represents a 3.1% increase on the same period 12 months ago with the September 2017 Quarter median being $320. This growth is above that of the average management fee, which increased by a subdued 2.3% on the same quarter from 12 months ago. The September 2018 Quarter provided a significantly larger range in the result for the median weekly rent paid than previous quarters, with the highest result being $650 and the lowest $150. It was noted that 19 of the bottom 20 results were from rural suburbs. Suburbs that recorded the highest average weekly rental amount for the September 2018 Quarter (more than 10 agreements) were Erindale, Glenunga, Highgate, Stirling and Stepney. It is noted that Highgate, Stirling and Stepney all showed a reasonable increase on their average from the previous quarter, whilst Glenunga showed the highest increase of 87% on the previous quarter and Erindale showed a decline of 16%. Erindale $650 $773 last quarter Glenunga $595 $318 last quarter Highgate $543 $430 last quarter Stirling $518 $425 last quarter Stepney $470 $365 last quarter When comparing the regions, Adelaide Central and Hills performed the strongest with a median weekly rental amount of $395, followed by Adelaide West ($360), Adelaide South ($350) and Adelaide North ($320). All regions showed growth on the same period last year, with Adelaide Central and Hills demonstrating growth of 5.3%. $330 0% CHANGE $330 JUNE 18 QTR SEPTEMBER 18 QTR MEDIAN RENT COMPARISON - JUNE 18 TO SEPTEMBER 18 $300 $350 $400 $450 $500 $550 $600 $650 $700 $750+ Erindale $650 $773 Glenunga $318 $595 Highgate $430 $543 Stirling Stepney $425 $365 $470 $518 SUBURBS WITH THE HIGHEST MEDIAN WEEKLY RENTAL AMOUNT JUN 18 SEP 18 4 REI FORMS TREND SEPTEMBER 2018 QUARTER

RESIDENTIAL SALES AGREEMENTS FIXED PROFESSIONAL FEE RESIDENTIAL SALES AGREEMENTS FIXED PROFESSIONAL FEES JUL 18 AUG 18 SEP 18 1,371 3,118 AGREEMENTS 1,449 1,353 AGREEMENTS AGREEMENTS 19.1% Of sales contracts written in the SEPTEMBER 18 QUARTER were on a fixed fee Sales agreements started the new financial year slowly in July trending upwards through August before tapering down again in September. The month of August was the strongest month with 35% of the total quarter s agreements being written. The lowest month was September with 1,353 agreements, or 32% of the quarter s total written agreements. There was steady growth in sales agreements written of 5.7% on the June 2018 Quarter. In comparison to 12 months ago there was slightly fewer sales agreements written in September 2018 Quarter (4,173) compared to the September 2017 Quarter (4,333). This decline correlates with the fact that the growth from June 2018 to September 2018 (5.7%) was lower than the uplift achieved in the September 2017 Quarter of 7.6%. This trend correlates with a general trend in the first quarter of the financial year in recent years. When looking at the regions, all regions showed a decrease in sales agreements written in the September 2018 Quarter compared to the same period last year. Adelaide Central and Hills along with Adelaide West showed the highest decline at 16.0% and 16.1% respectively whilst Adelaide South and South East declined the least at 8.1%. A reasonable proportion of sales agreements have been from rural areas, with 68% of the top 25 suburbs in number of agreements written being rural suburbs. This is slightly down on previous quarters, with the June 2018 Quarter at 80%. The top 25 suburbs account for 25.6% of the total sales agreements written. We continue to see various circumstances where agents see value in providing vendors with a fixed professional fee arrangement to deliver certainty for their costs in selling their property. This is generally evident through properties sold in the low value ranges. In this context, it was interesting to note a slight decrease in the use of professional fees in the most recent quarter. This decrease through the September 2018 Quarter follows a stronger June 2018 Quarter, however the most recent quarter aligns with the September 2017 Quarter. The September 2018 Quarter demonstrated a decrease on the previous quarter, with 19.1% of sales contracts written utilising fixed professional fees. The June 2018 Quarter showed 21.5% of sales contracts using fixed professional fees, whilst the same period 12 months ago demonstrated 19.7% of sales contracts written using fixed professional fees. 5 REI FORMS TREND SEPTEMBER 2018 QUARTER

PREFERRED SETTLEMENT DAYS AGENT ESTIMATE VS VENDOR PRICE PREFERRED SETTLEMENT DAYS AGENT ESTIMATE VS VENDOR PRICE Vendors expectations have slowed in the last two quarters in respect of their preferred settlement timeframes with the September 2018 Quarter being 51 days following on from the June 2018 Quarter average at 52 days. The preferred timeframes improved in July with an average of 48 days for the month (down from 52 in June), however there was an increase to 50 days in August 2018, and then a further increase through September to 55 days. While the average for the September 2018 Quarter was 51 days, there is some variance when looking at the average preferred 3,118days across the 2,958 different regions and also the sale price ranges. 2,866 <$1 bn Adelaide North showed the lowest preferred days >$3 at bn approximately 49 days, which is an improvement on the June 2018 Quarter (53 days), whilst Adelaide South regions were the highest at 55 days. The lowest preferred days at approximately 46 days came in the price range of $250K to $450K, which aligns closely with the Adelaide Median House Price of $468K. The price range of above $850K showed the highest preferred settlement days being approximately 69. Interestingly, the price ranges of $250K to $450K and the above $850K range both recorded an increase from last quarter. The price range of sub $250K again decreased quite considerably, down from 62 to 48 day. Above $850k $650k to $850k $450k to $650k $250k to $450 49 Days 46 Days 58 Days 69 Days AGENT S BEST ESTIMATE $ EQUATED TO 107.5% OF THE VENDOR S ACCEPTABLE PRICE DURING THE SEPTEMBER 2018 QUARTER The agent s best estimate has been trending downwards over the course of the September 2018 Quarter. The quarter average of 107.5% again suggests that the vendors conservatism on pricing has increased significantly compared to previous quarters. It also correlates to the competition for listings during the most recent quarter. Unlike the previous quarter, there has not been any consistency throughout the September 2018 Quarter with this measure being lowest during September at 103.1% and highest in July at 112.9%. Interestingly, July being one of the highest months aligns with one of the lowest months of the quarter for sales agency agreements written. When considering the type of pricing, the September 2018 Quarter suggests more confidence when estimating range pricing, with range pricing at 106%. This is more closely aligned to vendor expectations than that of single pricing at 110%. It would seem there is some significant variance among the different areas of the State, with Adelaide North (95%) and Adelaide South (91%) both below vendor expectations compared to Adelaide Central and Hills (101%), Adelaide West (104%) and South East (119%) which were well above vendor expectations. Below $250k 48 Days 0 10 20 30 40 50 60 70 80 6 REI FORMS TREND SEPTEMBER 2018 QUARTER

AVERAGE DEPOSIT SIZE Despite the general rule of thumb for deposits on purchase of a property being 5% or 10% and sufficient deposit to cover commissions, the average deposit size for the September 2018 Quarter was 3.6%, which showed a further decrease on the June 2018 Quarter (3.8%). Across the quarter, there was some variance between the months, with September being the highest month at 3.9% and the months of July and August being 3.6% and 3.4% respectively. Interestingly, the Adelaide North region again demonstrated the lowest average deposit size across the September 2018 Quarter at 3.1%. Adelaide West recorded the highest average deposit size at 4.8%, with Adelaide Central and Hills dropping from 5.1% to 4.5%. However, the percentage spread in deposits again varied between house price brackets. The smallest spread of 6.6% between the lowest and highest deposit amounts was in the sale price range of above $850K. The biggest spread of 12.6% from smallest to highest deposit amounts was in the sale price bracket of $250K to $450K, which correlates again with the Adelaide median house price as well as the range with the highest amount of competition in offers in the market. In the sale price bracket of $250K to $450K, the highest deposit amount paid was 14% of the sale price. The average deposit percentage across the price ranges are: AVERAGE 6.0% DEPOSIT SIZE JUNE 18 & SEPTEMBER 18 QUARTERS 5.0% 4.0% 3.0% APR MAY JUN JUL AUG SEP 2.5% 3.0% 3.5% 4.0% 4.5% 5.0% 5.5% 6.0% Below $250K 2.5% $250K to $450K 3.5% $450K to $650K 3.8% $650K to $850K 4.6% Above $850K 4.9% AVERAGE DEPOSIT SIZE BY SALE VALUE SEP 18 7 REI FORMS TREND SEPTEMBER 2018 QUARTER

COMPILATION REPORT COMPILATION REPORT We have prepared this analysis based on data supplied for South Australia by REI Forms Live for the December 2016, March 2017, June 2017, September 2017, December 2017, March 2018, June 2018 and September 2018 Quarters and the 2016 ABS Census of Population and Housing. OUR APPROACH We have consolidated data received from FM6100, FM6200, FM2100 and FM1110 during the Period. Our procedures use accounting expertise to consolidate, cleanse, calculate and summarise information provided but do not include verification or validation processes. No audit or review of this information has been conducted and accordingly no assurance is expressed. ADVISORY TEAM REAL ESTATE MATT LAMING Partner, Adelaide +61 8 7421 1441 matt.laming@bdo.com.au INTENDED AUDIENCE The purpose of this analysis is to provide useful and up to date information to REISA Members on key measures and trends in residential tenancy and residential sales transactions occurring in South Australia. As a new initiative, we welcome feedback on the usefulness of this analysis together with any thoughts on additional measures that could be incorporated. DISCLAIMER While we have exercised due care and professional skill to cleanse data and compile this analysis, any errors, omissions or irregularities presented in the source data may have carried through to this analysis. We do not accept responsibility to any person for the content of this analysis. To the extent permitted by law, neither the firm nor any member or employee of the firm undertakes responsibility in any way whatsoever to any person in respect of this analysis, including any errors or omissions therein. No person should rely on the report without having a review or audit conducted. EYTHAN BARRACLOUGH Manager +61 8 7324 6112 eythan.barraclough@bdo.com.au JAMES VARRICCHIO Assistant Manager +61 8 7421 1475 james.varricchio@bdo.com.au 8 REI FORMS TREND SEPTEMBER 2018 QUARTER

RESTATS INNOVATIVE APPROACH TO COLLECTING AND UTILISING BIG DATA The Real Estate Institute of South Australia, REI Forms Live and BDO are pleased to collaborate on this industry insights initiative. Harnessing the data collected through REI Forms Live, monthly insights on property management and property sales are available through subscribing to this service. Real Estate Benchmarks that help identify gaps and trends in your business and the wider industry. The demands of running a busy real estate agency are many. Generating enquiries, converting listings and selling are key to a healthy sustainable business. REstats provides access to sales and property management data from the time the agreements or contracts are signed and has the type of data that no other provider can capture. The insights gained will empower business owners and agents with valuable measures and trends to assist in the day-to-day operations and future profitability of their business. The added value with REstats is also in the type of data to which no other provider can capture. This is also data that real estate agents and property managers are continually seeking and wanting to benchmark their operations on. RESTATS IS NOW LIVE! To register and start receiving these actionable insights to help improve your business please register at www.restats.com.au To discuss your business needs and how BDO can help guide your strategy and boost your agency performance, contact BDO Partner Matt Laming to arrange an obligation-free appointment at matt.laming@bdo.com.au or +61 8 7421 1441. REI FORMS TREND SEPTEMBER 2018 QUARTER 9

ABOUT THE AUTHOR Insights from Matt Laming, Partner, BDO With more than 18 years experience advising small, medium and large businesses and private clients, my expertise spans the accounting, taxation, business advisory, finance broking and superannuation sectors. In my current role as Business Services Partner and National Head of Business Services, I am responsible for driving business growth for my clients and providing expert advice on compliance, management reporting requirements, cash flow, superannuation, finance and group structuring needs. My passion is in assisting real estate businesses grow and reach their full potential. By using cloud software, innovative solutions and an eye on data, I can bring forward thinking to the industry. Most recently, I led the development of a unique set of digital benchmarking tools and dashboards to help real estate agents and professionals harness the power of data to build their businesses. Under the banner of REagility, I have launched two specialised business management tools for the real estate sector: compare and REach. Both are cloud-based platforms that measure and monitor business performance in real time to inform business decisions and help agency principals consolidate and grow their businesses. 10 REI FORMS TREND MARCH 2018 QUARTER

BDO KNOWS REAL ESTATE BDO helps real estate clients to identify business growth opportunities and maximise potential, providing strategic advice across the full scope of audit, tax and advisory services. Integrated service delivery is the key element providing both value and growth to our clients. We identify opportunities and implement solutions in a connected and considered way, so that we deliver value where it makes the biggest difference to the growth of your business. At BDO, we work with you using cloud systems to design and implement solutions to provide accurate and real time financial data and intuitive insights to assist with decision making and implementing changes to enhance performance. This includes: XX Graphical and tabular reports highlighting trends and relationships between sales, settlements and commissions and impacts on cashflow and other key metrics XX Non financial indicators to capture key information influencing listings, conversions and sales such as sales calls, days on market, etc XX Budgeting and forecasting based on historical data pattern XX Cost analysis and benchmarking to ensure efficient use of resources XX Data visualisation tools to assist and gain insights into patterns or trends in your business. To improve your revenue you must actively respond to the insights generated. BDO s real estate specialists will regularly meet with your management team to discuss the changes being implemented and the resulting performance enhancement and revenue growth. Developing strong, personal relationships with our clients is at the forefront of our service. The BDO approach is designed to focus on key issues and areas and provide clients with constructive ideas for improving their operations - with the ultimate aim of adding value to businesses. The difference in the BDO approach can be found within our people and their dedication to tailoring our service to ensure that we meet your requirements. At BDO, our partnerled service teams are committed to meeting your specific business needs. OUR SERVICES Our real estate services provide sensible options and alternatives for continuing the growth of your business. The following is a summary of our real estate services. XXTax advice and compliance services XXBusiness intelligence dashboards XXTrust account administration and audits XXBook-keeping XXMonthly advisory services XXCloud accounting solutions XXBusiness review XXLeadership and development training XXStrategic Planning At BDO, we focus on delivering a value-driven service that is based on long term relationships. We constantly strive to demonstrate this in everything we do with the ultimate outcome of this approach being solid growth and benefit to all stakeholders. REAL ESTATE EXPERTISE BDO s Real Estate specialists provide a wide range of financial and consulting services to the Real Estate sector throughout Australia. Working with BDO s Real Estate experts gives you direct access to experienced local real estate advisers who bring a depth of knowledge within the sector. Our partner-led approach delivers the highest quality of service by using short, functional chains of communication to aid decision-making. Clients benefit from our fresh thinking, constructive challenges and practical understanding of the issues they face. 11 REI FORMS TREND MARCH 2018 QUARTER

NEW SOUTH WALES NORTHERN TERRITORY QUEENSLAND SOUTH AUSTRALIA TASMANIA VICTORIA WESTERN AUSTRALIA Distinctively different it s how we see you AUDIT TAX ADVISORY 1300 138 991 bdo.com.au This publication has been carefully prepared, but it has been written in general terms and should be seen as broad guidance only. The publication cannot be relied upon to cover specific situations and you should not act, or refrain from acting, upon the information contained therein without obtaining specific professional advice. Please contact the BDO member firms in Australia to discuss these matters in the context of your particular circumstances. BDO (Australia) Ltd and each BDO member firm in Australia, their partners and/or directors, employees and agents do not accept or assume any liability or duty of care for any loss arising from any action taken or not taken by anyone in reliance on the information in this publication or for any decision based on it. BDO is the brand name for the BDO network and for each of the BDO member firms. BDO Advisory (SA) Pty Ltd ABN 74 161 378 892 is a member of a national association of independent entities which are all members of BDO Australia Ltd ABN 77 050 110 275, an Australian company limited by guarantee. BDO Advisory (SA) Pty Ltd and BDO Australia Ltd are members of BDO International Ltd, a UK company limited by guarantee, and form part of the international BDO network of independent member firms. Liability limited by a scheme approved under Professional Standards Legislation (other than for the acts or omissions of financial services licensees) in each State or Territory other than Tasmania. 2018 BDO Advisory (SA) Pty Ltd. All rights reserved.