To Rent Or To Buy? 8 Questions Canadians Should Ask Before Taking The Plunge

TORONTO – Should you rent or buy?

Conventional wisdom suggests it’s a no-brainer – buying real estate is a worthwhile investment with a high return.

Despite record low interest rates, the sky high prices and carrying costs are causing many to rethink the allure of home ownership.

When you factor in the costs of repair, maintenance and other expenses associated with owning a home, Toronto-based financial planner Shannon Simmons argues that renting and putting saved money into another investment – such as a stock portfolio – could earn more in the long run.

Simmons gives new clients a questionnaire asking where they see themselves in 10 years. Many answer “buying a house.”

“Then we meet in person, and they say, ‘Oh I don’t really care if I buy a house, but shouldn’t I want to?’”

Based on advice from financial planners—both independent and those employed by banks—Global News has compiled a list of questions (and some context) to help you decide whether buying or renting is the right move for you.

1) Do you have 10-20 per cent of the home’s purchase price saved for the down payment?

While it’s possible to purchase a home with as little as five per cent down in Canada, big banks prefer first-time home buyers to have an average of 10 per cent.

“If this is the property of your dreams and it’s a really good buy, and you don’t have the full 20 per cent down,” says Royal Bank of Canada’s Rachel Wihby, it may make sense to pay the mortgage loan insurance charged to anyone who doesn’t put 20 per cent or more down on the home.

But “the less you put down, the higher the amount that you’re actually being charged,” Simmons said. That could mean you end up paying an additional $10,000 or more.

2) Do you have another 1.5-5 per cent saved for closing costs?

First-time home buyers don’t have to pay realtor fees, but there’s a number of other closing costs that need to be taken into account.

Depending where you live, land transfer taxes can carry a “significant” price tag, said Farhaneh Haque, director of mortgage advice for TD Canada Trust.

“Lawyer fees, seller/buyer property tax adjustment, appraisal fees, home inspection fees, even just your moving costs,” Haque said.

David Stafford, Scotiabank’s managing director of real estate secured lending, added fire and loss insurance to the list, suggesting $50-$100 per month as a ballpark figure.

Stafford also stressed the value of a building inspection, particularly for first-time home buyers, who may be easily impressed by granite countertops and hardwood floors but miss such other details as an old furnace, a leaky roof, or electrical wiring that’s in need of repair.

“Given you’re contemplating a multi-hundred thousand dollar purchase, a building inspection for a couple hundred dollars isn’t a bad idea.”

3) Can you keep debt servicing below 40 per cent of your income?

Your total debt service ratio measures the percentage of your gross annual income needed to cover housing payments (principal, interest, property taxes and heat, known as “PITH”) plus registered debts like car loans, personal loans and credit cards if applicable. Simmons says this 40 per cent rule is “specifically to please the bank” and is the general eligibility criteria when applying for your mortgage at most financial institutions.

So if you add it all up, housing payments and other debts should be between 35 and 40 per cent of your gross annual income.

4) Are your monthly fixed costs at 50-60 per cent of your after-tax income?

These “fixed costs” include housing and transportation, groceries, toiletries, and “everything you have to pay every month whether you like it or not,” Simmons said.

“When the money hits your bank account, if more than 60 per cent is tied up in things that you can’t get out of every single month, then you have no room after that for spending money which is not a fixed cost – things like going out for dinner, going out with friends, weddings, anything else that’s not just a bill.”

Keeping this ratio under control ensures you have enough money left over to keep saving, and avoid becoming “house poor.”

“Once you buy a house, it’s not like retirement’s done; you still have to save for other things,” Simmons added. “You also want to make sure that you have enough cash flow every single month that you don’t have to go into credit card debt – and that’s what I see: house broke, all the time.”

5) Can you save 1-2 per cent of your income in a “housing maintenance fee” each year?

The top mistake Canadian homebuyers make? Underestimating “significant renovations needed to the property,” according to a recent RBC poll.

Stafford suggests asking your realtor, and getting a home inspection.

“Even if it’s in pretty good shape, most homes of any age, there’s something you’ve got to do every year…and you need to factor that into your cash flows,” he said.

Simmons advises setting aside 1-2 per cent of your after-tax income each year to what she calls a “house maintenance fund” to avoid going into debt.

“When there’s not that extra cash sitting in an emergency fund, if there’s a $10,000 renovation or if you get cockroaches … It has to go on debt, because you’re not going to live in a place with cockroaches,” she said. “That can take a long time to pay off if you don’t have flexibility with your cash flow.”

6) Do you plan to stay in your home for at least three years?

Haque said TD advises clients to think about their life in three- to five-year chunks when considering purchasing a home.

A young couple buying a condo, for example, should consider how soon they’ll need a bigger space if they want children in the near future.

Wihby suggests regarding a home as a long-term investment – it might not be worth it if you buy a home and sell it a year later.

7) Is your job stable?

Are you planning to stay in your field? What would happen if your income decreased?

These are some of the questions RBC planners ask clients to determine how monthly payments and lifestyle would change as a result of job fluctuations.

“So you need to think of things like, will you be on a single income household instead of two?” Wihby said. “Maybe that means you won’t be taking those trips you thought you’d be taking or maybe you won’t be going to the gym as often.”

8) Are you emotionally ready to own a home?

It may sound hokey. But this is a big lifestyle leap to take.

“A lot of people heard that it was almost a no-brainer to go into property, especially when we saw property prices rising like we did in the past,” Wihby said. “But I think a lot of people got into purchasing a home before they were ready emotionally.”

The impact of what Stafford calls the “single biggest financial commitment for most people” includes the mental shock of going from a tenant to a homeowner.

“When you’re a tenant, the month that cheque goes out, it clears your account, and then you don’t think about it for the next 30 days,” Haque explained. “But when you’re a homeowner, you have those multiple payments like home insurance, maintenance fee, utilities, property taxes, that you have to account for on an ongoing basis. And sometimes it’s very much a shock to your system.”

Simmons emphasizes that homeownership is a personal choice, and isn’t the imperative it was 30 or 40 years ago.

“I know a lot of professionals who just don’t want to be bothered cutting the grass on Saturday, and doing the gardening. … They would much prefer to rent and save a bunch of money, so they can travel every weekend,” she said. “If you’re not actually going to enjoy the house, what’s the point in buying it?”

How Does Your Mortgage Compare?

A new study by the Canadian Association of Accredited Mortgage Professionals details the state of homeownership, mortgage debt and more.

Close to four in 10 Canadians carrying a home mortgage took extra steps to pay down what they owe this year, according to new research released yesterday by the Canadian Association of Accredited Mortgage Professionals (CAAMP). “Our study shows that 38% of Canadians made some additional payments on their mortgages,” said Jim Murphy, president and chief executive officer of CAAMP in an interview with me yesterday. “They increased their payment, increased their frequency or made a lump-sum payment.”

Sixteen per cent reported increasing the amount they paid (over and above their minimum monthly payment), 17% made an additional lump-sum payment and 8% increased the frequency of their payments. Thirty-eight per cent said they did one or more of these.

The report is a treasure trove of data on what Canadians owe, the terms they've negotiated on their mortgages and more. Seven highlights:
  1. Canadians went fixed rate this year. No less than 82% of new mortgages signed between January and October 2013 (when the study was conducted) were fixed rate. Variable and adjustable rate mortgages were issued to 9%. The same percentage went with combination mortgages. Among those who refinanced or renewed, 66% went fixed rate, 24% went variable or adjustable rate and 10% went with a combination.
  2. Almost four million homeowners are mortgage-free. There are a little more than 9.5 million homeowners across the country. Almost 60% – 5.6 million – carry a mortgage and 3.9 million don’t.
  3. Home Equity Lines of Credit (HELOC) remain popular. Almost a quarter – 2.3 million – of Canadian homeowners have a HELOC. Among those with mortgages, 1.7 million owe money on a HELOC. Among those without mortgages, the figure is 650,000.
  4. We’re taking equity out of our homes. More than one million homeowners took some amount of equity out of their home this year. Canadians added roughly $36 billion to their mortgages and $23 billion to their HELOCs.
  5. On average, Canadians own about two-thirds of their homes. The average equity position is 66%, according to a CAAMP estimate.
  6. Ottawa’s 25-year limit is having an effect. The maximum amortization period for an insured mortgage has been 25 years since July 2012. So it is no surprise that 81% of homeowners carry a mortgage with an original contracted period of 25 years or less. The average amortization period is 21.8 years.
  7. Canadians are taking advantage of lower rates. Relative to all mortgages, Canadians who signed a new mortgage or renewed their mortgage this year have done better than the national average. The average fixed rate issued this year was 3.65% (3.18% for 2013 purchases; 3.17% for 2013 renewals). The average variable or adjustable rate was 3.05% (2.85% for purchases; 3.21% for renewals). And the average combination rate was 3.7% (4.19% for purchases; 3.54% for renewals). About 1.5 million Canadians renewed their mortgage this year.
This all comes at an extraordinary time for the residential real estate market in Canada, which continues to have an outsized impact on the broad economy. According to a study by Fitch Ratings, housing is 21% overvalued.

Policymakers face a well-publicized dilemma. Steps have been taken to discourage Canadians from taking on too much mortgage debt. At the same time, Ottawa is trying not to stifle economic growth.

“One of the reasons the Canadian economy is slowing is that housing is not contributing as much as it used to,” said Murphy. “Every new condominium is worth about 1.5 jobs. Every new low-rise property is worth about two jobs. We’ve already had a 10 to 15% drop in housing starts. And we’re going to see less activity because new sales are down. So the economic contribution of housing is going to be even less.”

Choosing the Perfect Mortgage Broker Canada – A Guide

Choosing the mortgage plan involves a lot many factors. There are numerous aspects to consider and approach a mortgage suitable for you. But most importantly, a mortgage broker is the right person to guide you. He/she is single-handedly the most crucial part of any mortgage plans you have. Here is a guide to choosing the right mortgage broker Canada.

Importance of Mortgage Broker

When you say home loans, good mortgage brokers are the next word that springs to mind. They can assist potential home buyers in securing the lowest mortgage rates in Canada. Also, they are the link between homeowners and lenders. When you are out looking for the banks or lenders, they can connect you directly to such large institutions. They will also help negotiate the rates and provide a host of other mortgage related services.

Steps to hiring a Broker

Understand the Advertised Service: Before you hire a broker, understand all the services that he/she offers. They act as a link between the lenders and the borrowers, helping the latter avail a loan at the lowest interest rates. Their function is to search and match the best possible lenders with the suitable homeowners. They work through a huge network of brokers in the mortgage industry. The advertised service should be inquired into deeply before involving them into the mortgage.

Where to Search: Yes, Google is the most important search platform. But there are other ways as well. Begin by contacting your area’s real estate boards. They maintain a comprehensive list of qualified mortgage brokers Brampton. Consult another potential buyer and match his/her list with yours. Match and rate them according to the past track record. Friends, family and professional network must also be scourged for to fund the appropriate broker.

Research Phase: Just like you will research for the mortgage plans, do the same for broker as well. To find a good candidate, check all the aspects related to mortgage industry. Check the brokerage license and other relevant licensing requirements. Inquire into other background information about the broker. You can also visit local business unions/bureaus to check for past complaints filed against them. Read online reviews and testimonials from former clients.

Interview: Arrange a face-to-face meeting with all the potential mortgage brokers in Brampton. Ask everything about the services and the blueprint for mortgage. Get the commission rates in writing. Check the mortgage sector knowledge of the individual. Ask about the current market conditions, available loan programs, Canadian housing sector etc. Inquire about the contact of the potential broker and whether he can help you secure a loan from unconventional lenders. A good broker usually works beyond the traditional banking circle.

Discuss Your case: Only a good broker will listen to your case in detail. Share your condition and potential roadblocks. Make sure that a mortgage broker understands your case fully.

Selection: After narrowing down your options, choose someone who understands your loan application well. Get everything in detail and start the mortgage application process Canada.
Most homeowners have a tendency to sit back and relax after selecting the mortgage broker. Be involved in the entire process. A good mortgage broker Canada will stay in touch with the client regarding every stage of the application process. Happy mortgage hunting!

Watch Your Wallet With These Personal Finance Tips

Does facing your personal finances leave you a bit bewildered? There are others out there that feel the same way you do. A lot of people find finances to be overwhelming since they were never shown how to manage them. The piece that follows offers some tremendously useful advice on the subject of personal finance.

Steer clear of products or schemes that promise you overnight success. Many people have fallen into the get rich quick schemes located on the Internet. You should certainly learn; however, carefully watch how much time and energy you put into learning. You do not want to spend so much time learning that you are unable to work and earn a living.

Develop a better plan for the future by keeping a journal of all of your expenditures. However, if you put this into a notebook that you can just shut and put away until you deal with it later, you may find it just gets ignored. Try to put up a whiteboard in the office or bedroom that you can list your expenses on. By doing this, you’ll probably see the board much more often, which will ensure it remains on your mind all day.

It may be helpful to keep a small envelope in your purse or bag whenever you go shopping. This way, you have a place to store all receipts that you receive. Keep this information available as a record that you might need at a later date. It will be good to have them on hand, so that you can verify all the charges on your credit card statement and contest any that are incorrect.

Don’t fall for the scam that an organization can guarantee you a clean credit report. A lot of companies out there make vague statements about how they will repair your credit history. But what worked for someone else may have no bearing on your credit issues. There is no way to guarantee success in credit repair and if anyone says otherwise, they are being dishonest.

If you bought a defective item, chances are you will notice it within a few weeks only. Businesses make a lot of money off of extended warranties but they are not always useful for the end user.

Avoid large fees when investing. Most brokers have hefty fees for the services that they render. These fees can really take a chunk out of the money you make. Do not use brokers who take big commissions, and stay away from funds with high management costs.

Purchase your lean meats and other protein sources in bulk. This will provide you with both a cost and time savings. If you use everything you purchase, buying in bulk can be much cheaper. If you cook meals for the rest of the week, it can save you a lot of time.

Your car and house are very likely going to be your biggest expenses. Paying the interest on these things often eats up a lot of money each month. Try to pay them off quickly by making extra payments or applying your tax refund toward the principal.

Sometimes your score will actually drop for no good reason. This can happen without any errors on your part. If you keep up on your credit report your score will go up!

Credit Card

Use compact florescent bulbs in place of incandescent bulbs where you can. Your new CFL bulbs will significantly reduce both your carbon footprint and your energy bill. As an added bonus, your CFL bulbs will last longer than the average incandescent bulb. Buying bulbs less frequently can help you save money.

Stop buying things with your credit card if you cannot pay it off. Go over your expenses and eliminate things that are not vital to your survival. Try to find another form of payment for the things that you really cannot live without. Finish paying off your balance before using the card again, and then try to pay your credit card balance in full every month to avoid future troubles.

Make a few extra bucks by having a garage sale and clear out some space at the same time. Let all of the neighbors know about the upcoming garage sale – one might even offer to sell items for them in exchange for a small commission. Garage sales offer a lot of latitude when it comes to making money.

Do not take out more student loans than you need this will cause a huge problem down the line. Private schools can be very costly to pay off.

Student loan debt has fewer consumer protections than other kinds of debt, so make absolutely sure that you can repay any student loan debt you accrue. Getting into that private school and being unsure of your future will more than likely put you into debt for a very long time, so be very careful about this.

Flexible spending accounts can be used for a variety of expenses. Flexible spending accounts can help reduce your medical or childcare expenses. These accounts let you set aside a specific amount of pretax dollars for these expenses. There are conditions involved though, so speak to a tax professional.

Your FICO score is effected largely by credit cards. When you maintain a large balance from month to month, your score will be lower than it should. Fortunately, you can start increasing your score rapidly by paying off your cards. Always try your best to keep your balance below 20% of the credit card’s maximum credit limit.

Personal Finances

Don’t waste money on lottery tickets. Put the money in your savings account instead. This is a better option because it will grow over time versus being wasted on a gamble.

As you know, many people are insecure with their personal finances, leading to eventual money problems. Reading this article should have shown you ways to prevent this from happening to you. Utilize the tips above to better your personal finances.

5 Tips for Shopping for a Mortgage

1. Know what you can afford.

Review your monthly spending plan to estimate what you can afford to pay for a home, including the mortgage, property taxes, insurance, and monthly maintenance and utilities. Make sure you save for emergencies. Plan ahead to be sure you will be able to afford your monthly payments for several years. Check your credit report to make sure that the information in it is accurate. A higher credit score may help you get a lower interest rate on your mortgage.

2. Shop around—compare loans from lenders and brokers.

Shopping takes time and energy, but not shopping around can cost you thousands of dollars. You can get a mortgage loan from mortgage lenders or mortgage 
brokers. Brokers arrange mortgage loans with a lender rather than lend money directly; in other words, brokers sell you a loan from a lender. Neither lenders nor brokers have to find the best loan for you—to find the best loan, you have to do the shopping

3. Understand loan prices and fees.

Many consumers accept the first loan offered and don’t realize that they may be able to get a better loan. On any given day, lenders and brokers may offer different interest rates and fees to different consumers for the same loan, even when those consumers have the same loan qualifications. Keep in mind that lenders and brokers also consider the profit they receive if you agree to the terms of a loan with higher fees, higher points, or a higher interest rate. Shopping around is your best way to avoid more expensive loans.

4. Know the risks and benefits of loan options.

Mortgages have many features—some have fixed interest rates and some have adjustable rates; some have payment adjustments; on some you pay only the interest on the loan for a while and then you pay down the principal (the loan amount); some charge you a penalty for paying the loan off early; and some have a large payment due at the end of the loan (a balloon payment). Consider all mortgage features, the APR (annual percentage rate), and the settlement costs. Ask your lender to calculate how much your monthly payments could be a year from now, and 5 or 10 years from now. A mortgage shopping worksheet can help you identify the features of different loans.Mortgage calculators can help you compare 
payments and the equity you could build with different 
mortgage loans.

5. Get advice from trusted sources.

A mortgage loan is one of the most complex, most expensive financial commitments you will ever assume—it’s okay to ask for help. Talk with a trusted housing counselor or a real estate attorney that you hire to review your documents before you sign them.

What is the “Best Mortgage Rate” ?

It’s not synonymous with the “lowest mortgage rate.”

The best mortgage rate corresponds to the mortgage and advice that saves (and in some cases makes) you the most amount of money long-term.

Mortgage professionals routinely advise, “It’s not all about the rate.” To some, that sounds like evil sales-speak meant to boost commissions. The reality is that mortgage flexibility, contract restrictions and advice all have a definitive impact on borrowing costs. And most people don’t discover how much impact until after their mortgage closes.

That said, consumers are obliged to negotiate the very best deal they can. Three years ago, we asked ourselves, what kind of mortgage comparison website would we want if we were shopping for a mortgage ourselves? We thought up RateSpy.com.

RateSpy’s edge is data, lots and lots of rate data — more so than most other Canadian rate comparison sites combined.

Now, why on earth would someone need access to 3,000 mortgage rates and 300+ lenders, you ask? It boils down to probability.

At any given time, different mortgage providers are motivated to offer more heavily discounted rates. They may have:

Surplus liquidity (e.g., a credit union with excess deposits),
A need to replace assets in securitization programs (which is why we see big discounts on mortgages with odd terms, like 3.4 years), or
Internal volume targets that haven’t been met, thus encouraging more competitive pricing.
By definition, the more lenders and brokers one has to compare, the higher the probability of finding a lender motivated to discount below the market.

Of course, once you find a low-rate provider, that doesn’t mean its rate entails the lowest borrowing costs. Asking the right questions is mandatory to ensure the mortgage balances renewal risk with interest savings, and lets you make changes down the road—penalty free. This mortgage rate & features checklist can serve as a guide in that respect.

For these reasons, the interest rate alone can be a misleading number. If your lender or mortgage broker is quoting you a rate 10-15 basis points higher than what you’ve found online, it means nothing until you compare the features, restrictions and speed/quality of service from both providers

Our responsibility
Mortgage shoppers are, and will continue, flocking to rate comparison websites. But the information on these sites is vastly inadequate at the moment. Why, for example, don’t rate comparison sites speak to the penalty facing consumers if they break the mortgage early? Variations in penalty calculations can, and do, cost borrowers thousands more than small rate differences.

We have a responsibility to help consumers find the best overall deal, not just the best rate. The best deal factors in things like term selection, penalty cost, refinance restrictions, porting flexibility, advice on properly structuring an application, advice on building equity and so on.

Every Canadian rate comparison site I’ve seen underperforms in these areas. Even ours…for now. Our mission is to address these information deficiencies so consumers can identify the right combination of rate savings, flexibility and advice in an objective forum with no sales pressure.

Thereafter, we have to make it easier for folks to find competent mortgage professionals for a second opinion. Think about it. If you don’t have a trusted referral, where do you look to find a great broker or banker? How do you know the person you’re calling has the tenure, experience, qualifications and competitiveness to serve you best? Most existing advisor directories help you screen by little more than company, province or city.

Expect mortgage comparison sites to significantly evolve along these lines in 2014.

Sidebar: Rate comparison sites, in their present form, cater only to AAA fully-qualifying clients. Subprime,business-for-self and investor clients are a whole different conversation. There is currently no good mortgage comparison site for these customers, making knowledgeable mortgage advisors even more essential.

3 Ways To Use A Mortgage Calculator

1. Planning to pay off your mortgage early.

By the time a 30-year fixed-rate mortgage is paid off, the typical mortgage holder will have made total interest payments significantly larger than the original principal on the loan.

Use the “Extra payments” functionality of Bankrate’s mortgage calculator to find out how you can shorten your term and net big savings by paying extra money toward your loan’s principal each month, every year or even just one time.

To calculate the savings, enter a hypothetical amount into one of the payment categories (monthly, yearly or one-time) and then click “Show/Recalculate Amortization Table” to see how much interest you’ll end up paying and your new payoff date.

2. Decide if an ARM is worth the risk.

The lower initial interest rate of an adjustable-rate mortgage, or ARM, can be tempting. But while an ARM may be appropriate for some borrowers, others may find that the lower initial interest rate won’t cut their monthly payments as much as they think.

To get an idea of how much you’ll really save initially, try entering the ARM interest rate into the mortgage calculator, leaving the term as 30 years. Then, compare those payments to the payments you get when you enter the rate for a conventional 30-year fixed mortgage. Doing so may confirm your initial hopes about the benefits of an ARM — or give you a reality check about whether the potential plusses of an ARM really outweigh the risks.

3. Find out when to get rid of private mortgage insurance.

You can use the mortgage calculator to determine when you’ll have 20 percent equity in your home. This percentage is the magic number for requesting that a lender wave private mortgage insurance requirement.

Simply enter in the original amount of your mortgage and the date you closed, and click “Show/Recalculate Amortization Table.” Then, multiply your original mortgage amount by 0.8 and match the result to the closest number on the far-right column of the amortization table to find out when you’ll reach 20 percent equity.

Alternative Mortgage Lenders Get Boost From Canada’s Resilient Housing Market

Shares in three of Canada’s biggest alternative mortgage lenders look set to rise over the next year due to the ongoing resiliency of the country’s housing market.

“Alt-A lenders should continue to see enviable growth,” said Shubha Khan, an analyst at National Bank Financial. “We believe that near-term housing market risks have moderated, particularly in view of more dovish comments on interest rate policy from the Bank of Canada.”

Mr. Khan said credit quality also remains sound with mortgage delinquency rates near historical lows. He increased his price targets on Equitable Trust Inc., MCAN Mortgage Corp. and Home Capital Group Inc. and reaffirmed his outperform rating on all three names.

Equitable Trust can be expected to rise 30% over the next 12 months to $64, while MCAN will jump 22% to $16 over the same period, he said.

Home Capital Group, meanwhile, is set to climb as high as $95 – a 17% gain – after reporting solid third-quarter earnings on Wednesday after market close.

The company, down about 2% in trading on Thursday — the same day Finance Minister Jim Flaherty reinterated that rates will eventually rise — reported earnings per share of $1.90 on net income of $66.4 million compared to EPS of $1.65 on net income of $57.3-million a year ago.

“Home continues to post record earnings, with no signs of house price weakness evident in its results,” Michael Goldberg, a Desjardins Securities analyst, said in a note to clients. “We project continued earnings and dividend growth, now augmented by securitization gains.”

He said the stock’s rollercoaster performance in 2013 has been largely driven by movements in its short position, but expects that position to decline, driving the price up further. He maintained his top pick rating with a new higher target price of $93.50.

GMP analyst Stephen Boland is not so bullish, however, and left his hold rating and $86.50 price target for Home Capital shares unchanged.

“The stock has performed better than we expected entering the quarter which we believe was an anticipation of the strong results and a general sector rotation into financials,” he said. “That said, we have moved our valuation out a year but are not comfortable upgrading at this time due to the valuation.”

Clients Less Willing To Renew Early… For Now

Following historically low lending rates, clients are less likely to opt to renew early, leaving few opportunities for independent brokers to try to entice clients to switch lenders… for now, at least.

“Clients (were) getting 2.79- 2.89 five year mortgages and there is no incentive for clients to jump ship earlier and opt to renew early,” Lee Welbanks of Verico Welbanks Mortgage Group told MortgageBrokerNews.ca. “The banks certainly have the advantage because they can renew four months out and they aren’t charging clients a penalty to renew.”

Nevertheless, clients who signed up for five-year fixed rates five years ago – and whose mortgages are now maturing — will likely look to renew, as rates are lower today than they were when they signed up for the current term.

“The variables rates are in vogue right now and we have high rate fixed rates coming out of maturity and so they’re happy to get in on an early renewal,” Welbanks said.

In many of these cases, clients are usually satisfied to stay with the original lender; leaving few opportunities to entice clients to leave. Though that shouldn’t sway brokers from trying.

“We’re trying to find the deals where the clients need more funds. I have some who like my services but, at the end of the day, clients often opt for the path of least resistance – so they choose to renew with the banks or their current lender even if they have to pay a little more,” Welbanks said. “I think the idea is that we need better incentives in order to switch clients; that may be a cash incentive for the hassle they go through, that may be other products you offer.

“It could be a myriad of things but at the end of the day, we can never stop trying, as long as we are not doing something that acts against the client’s better interests.”

And even if that fails, there is always the knowledge that the future will bring with it a leveler playing field.

“The playing field will be more level in 4.5 years because we won’t see as many early renewals. It’s a brand new deal and they have to play with whatever rates are available,” Welbanks concluded.

How To Beat Banks At Renewal Time

The challenges of the traditionally slow winter season is now being compounded by banks contacting past clients 120 days ahead of renewal – and just out of reach of the brokers’ 90 day rate hold.

“I’m relatively new so I still don’t get those return clients with renewals (and) this time of year in Ottawa it’s slow because people don’t want to move in in December and January,” Nick Bachusky told MortgageBrokerNews.ca. “The banks are getting to the clients first – 120 days out, the managers get an automatic message saying whose renewals are up and then the specialists contact the clients with the best rates. It’s tough for brokers to compete because we can only offer at 90 days out.”

The banks tend to have the rate advantage and it can be difficult to sway a previous bank client to move the mortgage to the brokerage side.

“The banks go on floors: they don’t make revenue on it, they make more on volume (and) if it’s a war on rates, the banks will usually win it,” Bachusky said. “They can go to upper management and get rate matches and clients are more willing to stick with the bank because no new paperwork has to be done and no new rules need to be discussed.”

However, one way to get a leg-up on the competition is to focus on other areas of wealth management and providing customers a more holistic financial services approach.

“For renewals, what we’re finding, is that with our client base we offer more than just mortgage services,” Patrick Briscoe of Mortgage Alliance told MortgageBrokerNews.ca. “We have a little bit more client dedication in the fact that they come to us first to get an opinion on what they should do.”

Briscoe believes it can be difficult to compete on rate but it’s this other services that help keep the client, in many cases.

“We have seen competition from the banks for sure as they compete for rates, but at the same time by offering other services we have been able to maintain the client,” Briscoe said. “We do investment services, life insurance and income tax preparation.”

Perhaps this approach is the best way to stay competitive during this important time of the year.

“It’s nice to have a niche in what we’re doing but we think it’s necessary for brokers to have the same sort of model if they want to remain competitive,” Briscoe said.

Flaherty: House Prices A Worry, But No Mortgage Crackdown For Now

OTTAWA - Finance Minister Jim Flaherty is taking on the responsibility of averting a housing bubble in Canada that could destabilize the economy, adding he will speak to those in the business to try and keep a lid on rising home prices.

With the Bank of Canada essentially taking itself out of the game by signalling interest rates won’t be raised for some time, Flaherty said Monday after meeting with about a dozen economists that it falls on his department to ensure the market is stabilized.

"It does fall to the Department of Finance to do anything if we’re going to do anything because there’s basically no room for the Bank of Canada to move," he said.

"Some of the economists suggested I have some conversations with people in the building industry because what we’re seeing in certain parts of the country (is) a re-acceleration of housing prices. I do speak regularly to people in the business and I’m going to do more of it now."

Flaherty said he has no intention of acting at the moment, but said he was keeping an eye on the market to see if the current uptick in sales and prices is temporary or the beginning of another hot run.

Most economists see the market slowing after the recent resurgence, including the Bank of Canada. But the central bank also cited the “renewed momentum” as one of three domestic risks to the economy in its October monetary policy report.

"This (the resurgence) would provide a temporary boost to economic activity, but could exacerbate existing imbalances and therefore increase the probability of a correction later on," the bank said. "Such a correction could have sizable spillover effects to other parts of the economy and to inflation."

The minister has been active in the housing market throughout his tenure, at first easing rules but more recently clamping down as Canadians took on ever-increasing debt levels to buy real estate.

The latest measure, which came in July 2012, was followed by a slump in sales and a slowdown in price gains. But the market began picking up again during the summer, particularly in Toronto and Vancouver, with the average home price hitting a new record high of almost $386,000.

Home prices are not Flaherty’s only worry.

The minister told reporters he remains focused on trying to eliminate as much as possible the price gap between the United States and Canada that one recent report pegged at about 10 per cent.

Flaherty said he has been meeting with CEOs of the country’s major retailers to ask for explanations as to why prices for the same items remain elevated in Canada, adding that he is not altogether persuaded by the answers he has been given.

"There are some companies that look at Canada as a relatively small market that is relative well off, (with a) large middle class, and, ‘Let them pay a little more, and they’ll pay it.’," he said of merchant attitudes.
However, Flaherty said he will wait until the results of a study being conducted by the market research firm Nielsen before deciding if anything needs to be done.

"It becomes an interesting question of what the government can do about that … there are always persuasive techniques that can be used to nudge people in the right direction," he said.

The minister has deployed the approach before.

Earlier this year he personally phoned the Bank of Montreal to “persuade” it to raise its five-year fixed mortgage rate after BMO cut it to 2.99 per cent. Flaherty said he was concerned about a race to the bottom on rates that would trigger unsustainable borrowing.