Dubai Real Estate

When your property yield is not enough

Post-recession, investors take greater risks to generate goal-satisfying yields

Dubai’s property rental yields have always been strong when compared to countries where rental income is taxed at high rates. With a market that boasts an average gross yield of around 7.0%, it has stood as a beacon for those who appreciate the structural and regulatory developments it has undertaken which decrease the risk perception associated with investing in the market.

What is gross yield? It is the income of an investment prior to deduction of expenses expressed as a percentage. It only measures the income as a percentage of the original purchase price and does not reflect the significant effects of underlying fluctuations in underlying asset values.

The ratio can reveal how accurately market factors were comprehended, analysed, forecasted and modelled when planning a particular development. It can highlight inefficient and costly construction methods and techniques, future price/revenue adjustment opportunities, and new segment or geographic concentration opportunities. It can reveal superior (or inferior) sales, branding and marketing techniques, or superior product attributes. It can highlight impending revenue and eventual margin pressure where yields appear a little too extravagant when compared to the market, or even highlight where an industry is with regard to its cycle.

The expectations of net yield will pressure gross yield and the cost of resources required to generate that gross yield. In times of tight supply, inefficiencies in construction, administration, maintenance and operating methodologies are hidden because elevated gross yields driven by excessive market demand are likely to drive acceptable net yields. But the real test of an effective yield management is when supply exceeds demand.

The capitalisation rate (or cap rate) of a property also comes into play. It is the rate of return on a property based on the income that the property is expected to generate. It is used to estimate the potential return of an investment. It may be calculated by dividing the net operating income (NOI) of the investment by its current market value, where NOI is the total revenue derived from renting or leasing the property, less all operating costs.

Put simply, cap rate = net operating income / current market value.

Given that the capital values of properties in Dubai have shown greater volatility than the income being derived from them, we need to look at the NOI being generated from the properties at today’s value. This allows us to see whether a certain property’s wealth-generating performance is improving or declining by referring to the cap rate. If the cap rate is declining, it may lead us to conclude that selling the property and reinvesting elsewhere will generate greater income even if the gross or net yield still looks very impressive.

Cap rates are used when establishing a client’s property portfolio. Real estate firms determine the lowest cap rate that the client should accept to make the investment worthwhile. Typically, they suggest a cap rate of between 5% and 10% depending on expectations of asset value fluctuations. As revenues are typically locked in courtesy of rental contracts for at least 12 months or up to five years for commercial leases, the ability to accurately forecast the potential and likely shifts in property asset values will be essential to establish realistic cap rates and form longerterm portfolio strategies.
There is another useful application of the cap rate. When you divide 100 by the estimated cap rate, you arrive at an estimate, expressed in years, which will provide an indication of the payback period of the investment. Caution must, however, be used when using this ratio, and it must be reviewed periodically as the underlying asset value and the revenues generated from the asset will always exhibit different rates of volatility

الابتكار…. النجاح حيث يفشل الاخرون

ظهرت في الآونة الأخيرة مقالات منشورة تتناول الضغوط التي تعانيها بعض الوكالات العقارية، نتيجة للتصحيح الذي يشهده السوق العقاري في دبي، وقد وصل الحال ببعض شركات الوساطة العقارية إلى تسريح أعداد كبيرة من العاملين لديها أو إغلاق أبوابها بالكامل.

رأى البعض أن القدرة على البقاء كانت مجرد نزهة قصيرة في أعقاب الأزمة المالية العالمية، وبالنظر إلى عدد الشركات التي تصارع من أجل البقاء نجد السؤال التالي يطرح نفسه بنفسه: ما محددات النجاح في السوق؟
تندرج الإجابات عن هذا السؤال ضمن ما يسمى السهل الممتنع، وتعد هذه المحددات صعبة المنال بالنسبة للكثير من الشركات؛ أما الشركات التي تتمكن من فهم المحددات ورصدها وتطويرها وممارستها فإنها تحظى بفرصة كبيرة للتمتع بنجاح غير محدود.
لاشك في أن هذه العبارة طرقت أسماعكم كثيراً: الشغف مكون أساسي من مكونات النجاح، لا يمكنك تحقيق النجاح في هذا الميدان إن لم تكن شغوفاً بعملك، يجب أن تعمل أي شركة عقارية على استقطاب مجموعة من الموظفين الشغوفين بهذا المجال وتطويرهم وتحفيزهم والإبقاء عليهم، وأي عميل ذي نظرة ثاقبة يستطيع معرفة ذلك على الفور، فهذا الميدان يحتاج إلى مهارات التعامل مع الناس، ولا يمكن استمرارية العمل من دون وجود فريق من المهنيين ممن يتمتعون بالشغف تجاه عملهم.
الخبرة مهمة للغاية، ويتميز الحقل العقاري بارتفاع متطلبات رأس المال ووجود نطاق واسع من المخاطر ومقدار كبير من الانخراط العاطفي، لا يمكن أن يكون للفشل أي سبيل، لقد حالفني الحظ بكوني عضواً في فريق تنفيذي تتجاوز خبرته 20 عاماً في القطاع العقاري بدبي، وكما نعلم جميعاً فقد شهد القطاع تطوراً سريعاً وهو لايزال يعد من أكثر الساحات العقارية نشاطاً في العالم، ولقد علمتنا الأزمة المالية العالمية أن القطاع العقاري لا يشرع أبوابه لمن لا يدركون ما يفعلونه، وأن اكتساب خبرة عميقة في هذا المجال شيء لا يقدر بثمن.
تعد المرونة وتطوير القدرة على التكيف من المتطلبات المسبقة للنجاح، لاسيما في سوق يتغير بسرعة هائلة، انطوت الأزمة المالية العالمية على مجموعة من الظروف سريعة التغير، والتي حملت تحديات غير مسبوقة تطلبت حلولاً فورية ومبتكرة لمعالجتها، كانت الأزمة مرحلة صعبة لكنها شكلت فرصة مميزة للتعلم.
كان الأكثر مرونة وقدرة على التكيف هم الأكثر قدرة على الاستفادة من الفرص التي ظهرت في النهاية مع بداية الانتعاش.
قد لا تكون هذه المهمة سهلة، وهي تتطلب تقييماً صادقاً للغاية حول القدرات الفردية إضافة إلى قدرة الشركة على الاستمرار في تقديم الخدمات التي يطلبها العملاء ضمن سياق بيئي جديد تماماً منبثق عن حالة من الاضطراب في الاقتصاد.
وثقافة الابتكار هي ما يميز «المزدهرين» عن «الناجين»، لاشك في أن الممارسات المجربة والتي ثبتت نجاعتها في الماضي، كانت تتطلب عملية تصحيح للتعامل مع الحقائق الجديدة وإيجاد مكانة مناسبة في سوق يتسم بالتنافسية العالية، وهذا هو ما يميز الشركات التي ازدهرت خلال فترة ما بعد الكساد العالمي عن تلك التي اكتفت بمجرد البقاء في حالة واهنة نتيجة للتصحيح الراهن في السوق، من أهم الدروس المستفادة من الكساد العالمي أن الابتكار المرتبط بالظروف سوف ينتصر دائماً، بغض النظر عن الظروف، وسواء كان السوق نشطاً أو كاسداً فإن الابتكار هو الذي يضمن الميزة التنافسية دائماً.
إذا نظرت إلى القطاع العقاري وقارنته بما كان عليه في 2008 فستجد اختلافاً كبيراً. شهد الإطار القانوني للقطاع قفزات كبيرة إلى الأمام، وكذلك البنية التحتية التنظيمية والحوكمة الشاملة، وهذا يتناسب مع حركة السوق الدائبة باتجاه النضج الكامل والنمو المستدام الذي يسعى إليه جميع المعنيين بهذا القطاع، وبصفتنا من المهنيين المهتمين بهذا القطاع، علينا أن نستمر في دعم ومساندة أي تغيير يمكن أن يؤدي إلى تحسين أوضاع القطاع العقاري.

وينبغي أن يكون تحسين أوضاع القطاع في صميم غاياتنا، ومن بين المهنيين الذين عايشوا تجربة الأزمة المالية العالمية، سوف تجد من يتذكر أن الهدف الأساسي كان بسيطاً للغاية، ويتمثل في البقاء على قيد الحياة في بيئة لم يشهدها أحد في هذا القطاع من قبل، ومن أجل البقاء كنا بحاجة إلى التكيف والابتكار والتطور كأفراد وشركات، أمّا أولئك الذين امتنعوا عن ذلك فقد تساقطوا على جانبي الطريق، وفي النهاية، فإن الكساد يؤدي بالضرورة إلى بقاء الأصلح، بحيث يتمكن الأصلح من تحقيق الازدهار.

*المدير الإداري لشركة هاربور العقارية، ومستشار ومحاضر في معهد دبي العقاري التابع ل «دائرة الأراضي والأملاك».

Right time to grow your portfolio

Even though some buyers continue to maintain a ‘wait and see’ approach as property prices continue to soften, if you have invested in Dubai property, especially in key growth areas, then hold on to your portfolio. In fact, we would advise you to, if possible, add to your portfolio.

Dubai’s economy is still doing very well although the IMF forecast for UAE economic growth this year is down to 3 per cent compared to last year’s 4.6 per cent, which is quite understandable considering the after-effects of the recent oil price slump on economy. Having gradually weaned the country away from overdependence on oil, the UAE remains in a good fiscal position as it proceeds with economic diversification.

The UAE economy is being driven by tourism and trade, and a slew of successful new projects that will complement these important revenue-generating economic segments which continue to be a primary feature of Dubai’s growth outlook. In 2014, Dubai welcomed over 12 million visitors, continuing a growth trend of approximately 9 percent per annum since 2010, a statistic which is the envy of many nations.

The ‘soft landing’ of the UAE economy is by no means bad news as it is simply indicative of more gradual sustainable growth overall which, in turn, is supported by the following factors:

The market is in a healthy state of revaluation and consolidation, not recession. The reduction in growth rates is necessary to ensure the type of sustainable, profitable growth that long-term investors seek becomes a recognized characteristic of the Dubai market. The market has demonstrated its maturity and resilience by recovering post-global financial crisis and is now adjusting to more sustainable value appreciation levels.

Strong demand for property. When you are investing in real estate, you are actually investing in the economy, and the effect of the 2020 Expo on the UAE economy cannot be underrated in terms of generating demand for real estate assets. Hosting the World Expo will provide additional impetus for the industry to enjoy continued growth, and the predictable surge in demand for accommodation and commercial space of all types, from labor camps to offices to warehouses to apartments to executive villas, is sure to have a significant effect on property values.

Investor appetite and confidence remain for off-plan and under-construction projects especially for those launched by reputable developers. Outside of tier one developer-led schemes, there has been strong performance in recent launches outside of prime locations and emerging areas.

The low mortgage rates of today are unprecedented and, notwithstanding possible interest rate rises in the US later this year as the dollar continues to strengthen, will still be affordable in the ensuing five years. We should remember that affordable finance and demand for real estate assets are inseparable.

The market is approaching maturity. The on-going development of the industry’s regulatory framework and the implementation of laws to safeguard both consumer and investor interests, and the overall industry and economy at large from rampant and irresponsible speculative, predatory or unethical practices, reveal a mature and balanced approach to shaping an industry which will exhibit sustainable growth over the long term.

If it’s superior yield with minimal capital outlay that you are after, Dubai real estate is still hard to beat unlike older established cities like Hong Kong and Singapore which currently suffer from high costs of housing, especially the former where only 50 percent of residents own their homes. Affordable properties have all benefitted from Dubai’s recovering economy. Investors in these areas can reasonably expect rental returns of at least 7 percent per annum on top of annual capital appreciation. Given the relatively low cost of entry, even with the overall economic slowdown predicted to continue well into the coming year, buyers in growth areas such as Dubai land will see greater financial rewards for their astuteness and patience in due course.

There is definitely a shortage of affordable housing in Dubai. The number of developments that will be supplying housing affordable to the middle and lower income segments is definitely on the increase, more so in the run up to the 2020 World Expo. Historically, the established developments that were most associated with filling the affordable housing gap were international City, Discovery Gardens and, to a lesser extent, MotorCity. But there have been more recent additions that have provided realistic alternatives to these older developments, and several more to come.

Still, as both buyers and sellers are sticking to their negotiating positions with more determination and a greater propensity to walk away from the negotiating table if not satisfied, the real estate cycle will continue on its course. Prices may continue to soften, but what is more important is that the market does not go down on a steep fall, and keeps to its current sustainable path.

Innovation… thriving where others do not survive

There have been a number of articles recently published describing the pressure that some real estate agencies are feeling as a result of the current correction in the Dubai real estate market. There have also been instances of real estate brokerages laying off a significant number of their staff or closing their doors altogether.

For some, survival was a short-lived ride on the post-Global Financial Crisis (GFC) wave, and the recent instances whereby entire businesses have struggled to continue surviving begs the question: what are the determinants of success in today’s market climate?

The answers are as simple as they are difﬁcult to attain. They remain elusive for many companies; but those establishments that understand them, capture them, develop them and practice them stand a greater chance at enjoying unbridled success.

It may be a cliché, but a primary ingredient essential to success is passion. Without passion, you cannot be successful in this business. Any real estate operation must attract, develop, motivate and retain a passionate group ofprofessionals, and any serious client will recognize this. This is a people’s business, and without a passionate and professional team, survival will be impossible.

Experience is critical. We are in a business characterized by high capital requirements, a broad spectrum of risks and deep emotional involvement. Failure cannot be an option. That is why I know I am fortunate to be part of an executive team with over 20 years of experience in the Dubai real estate market. As we are all aware, the industry has been evolving rapidly and still remains one of the most dynamic in the world. The GFC did show us that this is not an industry for those who don’t know what they are doing, and to be able to draw deep on experience is invaluable.

Being ﬂexible and developing the capability to adapt is a prerequisite to success, particularly in a market that is changing so rapidly. The GFC was a period of rapidly changing circumstances, which bore unprecedented challenges requiring immediate yet innovative solutions. This was a difficult period, but also one of great learning, which put those who were ﬂexible and adaptable in a great position to capitalize on the opportunities that were to eventually emerge with the recovery. It was no easy task and it required a brutally honest assessment of individual capabilities, as well as the capabilityof the organization to continue to provide the services that clients required, but within a totally new environmental context emanating from what was essentially economic turmoil.

But it is a culture of innovation that separates the “thrivers” from survivors. There is no doubt that tried and true practices that worked in the past have required an overhaul in order to address new realities, and create and maintain a discernible edge in a highly competitive market. This is what really differentiates those that have thrived in the post-global recession period, from those that managed to survive only to falter as a result of the latest market correction. A key learning from the GFC is that innovation relevant to circumstances will always prevail regardless of the situation. Whether the market is hot or cold, innovation will always provide the competitive edge.

If you look at the industry today and compare it to the days of 2008, it has come a long way. The advances made in the legal framework, regulatory infrastructure and overall governance typify a market that is rapidly heading towards full maturation and the type of sustainable profitable growth that all stakeholders in the industry have been seeking.

As professionals who care about our business, we must continue to embrace and support any change that will improve the health of our industry. Because it is the health of our industry that really matters most. Those of us who are around to tell of our experiences during the GFC will recall that the initial objective was pretty basic: to survive in an environment that nobody in the industry had witnessed before and, in order to survive, we needed to adapt, innovate and develop as individuals and organizations. Those that didn’t fell by the wayside, for after all, that is what a recession is all about… survival of the fittest… and it is the fittest that will thrive.

Why it is a good time to buy property in Dubai

The market has been cooling for around a year now,

but is expected to pick up again in 2016

I receive so many questions regarding the current state of the market and whether now would be a good time to buy. My answer is invariably yes, especially as the market has become attractive with opportunities available and advantages to be gained from purchasing now.

The market has been cooling for around a year now, but is expected to pick up again in 2016 as the next five years are expected to see strong economic growth in Dubai. Picking the exact timing is always difficult but it is better to be early rather than late and starting early will be a prime determinant of your success.

I recommend you start your property search immediately as a property investment requires the same approach and set of considerations regardless of the state of the market and proper due diligence can take time. You are embarking on a major purchase which has the potential to affect your life in either an extremely positive or negative way. So you need to make a timely decision, not a hasty one.

Be critical in determining what you can afford. If you have-the cash, I suggest you pay for your new purchase outright. However, don’t be afraid to take out a mortgage… just be sure you fully understand what mortgage ‘repayments are going to do to lifestyle and whether you are prepared to make some sacriﬁces to own your own property. Make sure that you consider the many and varied easy payment plans that are currently on offer as many of these plans will save you considerable amounts of money.

Think carefully about location, surrounding infrastructure, construction quality and developer reputation and building amenities. Properties which are close to the beach, with a sea view, a golf course view or part of an iconic development such as Downtown usually provide good returns. If you have close access to the Metro, even better.

When buying an apartment, you also need to consider the efﬁcacy of the owners’ association, costs associated with service charges and the quality of maintenance services as these will impact the long-term value of your investment. Finally, be purposeful, persistent, patient and pragmatic in your approach and you are well on the way to making a sound decision.

H1 2015… and where are we?

Mohanad Alwadiya, MD of Harbor Real Estate & Instructor at
the Dubai Real Estate Institute, the Official
Training & Certification Arm of the Dubai Land Department

For the past 6 months, headlines have been making many and varied references to the Real Estate correction in Dubai. This is not surprising as yes; indeed, Dubai’s Real Estate industry is in the midst of a correction. For many, the term “correction” is viewed with suspicion and trepidation, particularly those with a more tactical, less strategic, short term point of view. For those who are taking the long term perspective, the term “correction” is viewed with anticipation as the term refers to the elimination of systemic issues and making the necessary adjustments to deal with impacts of external issues on the efficient operation of the real estate market itself.

There is no doubt that a “correction” was overdue. 2013 will long be remembered as Dubai’s comeback year as the total value of Real Estate transactions reached AED 234 Billion, a 52% increase in the prior year which was clearly unsustainable as witnessed when the correction began in 2014 when AED 218 Billion worth of real estate assets were sold, a reduction of over AED 16 Billion on the prior year. At the time of writing, just over AED 63 Billion worth of transactions had taken place during 2015 indicating that the market is well and truly into its correction phase.

The market definitely benefitted from high levels of liquidity during 2012 and 2013. Capital inflows seeking safe haven from regional conflicts flowed strongly, however, they were sure to weaken and have. Geo-political events such as the wrangling over the Ukraine and subsequent economic sanctions imposed on Russia by the West meant a rubble which was declining rapidly in value made investing in Dubai an increasingly expensive proposition for Russian investors who historically have been prevalent amongst the investing community. In addition, changes to mortgage laws also dampened the availability of capital for those investors wishing to use leverage to capitalize on attractive property valuations and the promise of high and sustainable rental yields. A slew of new projects being launched as a result of renewed developer optimism also placed pressure on liquidity levels and, eventually, prices market-wide. Initially, launches were made with prices for off-plan units consistent and supportive to prices for completed units. However, with each additional launch competition for the investor Dirham intensified, leading to a gradual reduction in prices for off plan units making the risk reward equation more palatable for off-plan units versus completed units. In addition, the shift of developer focus in response to the call for more affordable housing also meant that investors gravitated towards this, perhaps the most important structural correction in the market to date.

The number of new launches has been impressive, leaving many to question whether over- exuberance on behalf of developers will result in a significant oversupply. Calculating optimal supply levels, particularly when emerging from a recessionary period, is particularly challenging. It depends on an accurate estimation of demand for real estate assets which will emanate from population growth which, in Dubai’s case, will be largely driven by overall economic growth going forward. In addition, it needs to comprehend a lag effect from the time that conditions conducive to development are identified by developers and when properties are completed and are released onto the market.

We at Harbor take, at minimum, a 5 year view when looking at equilibrium or imbalances in the market. When taking into account the nature of the markets resurgence, the strong growth in fundamental economic drivers such as tourism and trade, the levels of investment into infrastructure and initiatives and stakeholder commitment to sustainable growth, we believe that, while inventory levels may spike in the interim, they will not be excessive at the end of our 5 year forecast period. There will be around 11,000 villas, 7,500 townhouses and 35,000 apartments delivered between now and January 2020. While this may seem a lot, remember that we are a entering period where demand for properties, particularly those which are affordable, is expected to rise significantly and, given average current occupation rates are around 80 – 85%, there is not much margin for error in terms of satisfying expected demand.

Put simply Dubai needs people to support an economy that is expected to grow at an estimated 5%+ annually for the remainder of the decade and to deliver initiatives such as the 2020 World Expo. The Expo alone is expected to generate an additional 270,000 jobs and drive demand for housing and commercial facilities that, by and large, don’t currently exist. Much of the city’s planning comprehends the number of people living in the emirate to grow to 3.4million people by 2020, a 7% annual increase from today’s population of 2.25million.

There is no doubt that a stabilized real estate market will provide a much better launch pad for what will be a period of significant economic and commercial activity over the next 5 to 7 years. The structural shift towards more affordable housing will not only serve to accommodate the expected rapid population growth associated with the 2020 expo, but also serve as an important factor in the development of the Dubai economy overall.

Every emerging economy needs to develop a strong middle class as its expansion is critical to growing a sustainable economy and developing resilience in the face of external financial and economic shocks. In addition, for Dubai to compete effectively on a regional and global basis, it needs to ensure that the cost of doing business in the emirate does not position it as an outlier when entrepreneurs or corporations are considering alternatives for their operations. When taking this perspective, the correction could not have come at a better time.

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Impact of Expo 2020 bid win for Dubai

It’s hard to imagine the scale of Expo 2020 and therefore easy to underestimate its impact. It is the third largest event in the world with only the Olympics and the Soccer World Cup being larger however, while the Olympics and World Cup are conducted over a relatively short period of time, the Expo will be conducted over 6 months.

It is estimated that over 270,000 jobs will be created in Dubai with 90% of them in the period 2018 to 2021. The majority of these jobs are expected to be created in the tourism and hospitality sector while 80,000 jobs are expected to be created in the construction industry, the majority of which will be required to build the Expo site itself. Located in Jebel Ali, the Expo site will encompass 438 hectares and will consist almost entirely of hospitality and tourism amenities with at least 180 exhibition pavilions to cater for the 25 million visitors who 20% during the 6 months of the Expo.

The total costs are estimated at $8.8 billion with $7 billion required to develop the city-wide infrastructure, the Expo Area and its surrounding site. The benefits to the UAE economy from infrastructural investment, job growth, and massive increase in tourist revenue are enormous and obvious. Economies grow on the back of investment and investments of this scale are rare as are the resulting benefits in terms attracting more tourist dollars and further embellishing the brand Dubai. For Real Estate, hosting the World Cup is likely to create a boom in the industry. The last city to host a World Expo was Shanghai in 2010. Despite being held during the worst global recession in history, property values grew in excess of 60% in the 12 months before the event was held. While Dubai may not achieve such stellar value growth, the predictable surge in demand for accommodation of all types, from labor camps to apartments to executive Villas, for the additional 270,000 or so new job holders is sure to have a significant effect on values.

In addition, demand for office and commercial space is also likely to increase as existing businesses expand and new business entities set up operations to support the conduct of the event or service the bevy of new business operators or the millions of additional visitors. There is no doubt that the Expo will help re-balance supply and demand in this area. Retail space is likely to be at a premium as visitors will not confine their spending to the Expo site alone. In addition, 25 million visitors require a place to stay and, with Dubai’s hotel industry already enjoying consistently high occupancy rates, more hotels need to be built and serviced. Many of these are already planned as part of Mohammed Bin Rashid city.

Hiring frenzy reaches new high in Dubai realty

PACKAGES ARE GETTING SWEETER AS COMPANIES RACE TO SNAP UP BEST TALENT AVAILABLE

The festive season has started early for real estate professionals in the UAE. If the current momentum is sustained in the marketplace, they have every reason to party hard right through to the New Year as well.
Hiring has picked up across the board and for existing personnel there have been sweeteners in the form of pay rises of 3 to 5 percent compared with the same time last year, according to a senior official at Macdonald & Co, the specialist consultancy.
“Large developers are hiring new sales and marketing staff as they look to re-brand and re-launch their products and sell off-plan again,” said Ben Waddilove, director. “We have completed 22 percent more placements between April and September compared to the same period last year.”
The salary hikes and better packages are in evidence in specific areas such as development and project management, with developers placing premium on candidates having regional experience. “It is harder to recruit into locations such as Saudi Arabia and Qatar as there is so much going on in Dubai and Abu Dhabi,” said Waddilove. “The rapid increase in rents is also creating upward pressure on salaries as the cost of living increases.
“The positive market sentiment is feeding through to the consultancies that service large developers and we are noticing that some of the smaller players are now looking to hire and expand their teams.”
Despite all signs pointing to the property market remaining tuned to an upbeat mode, real estate firms are still showing a certain reserve on hiring practices. “We do not see a return to the situation in 2005-08 where developers hired very large teams very quickly . . . employers are much more selective.”

Dynamic situation
While developers work with the staffing numbers best suited to their immediate priorities, the situation at estate agencies is much more dynamic. “We have been receiving an increasing number of calls from former agents who, after leaving the industry as a result of the recession, now wish to re-enter the fray,” said Mohanad Al Wadiya, managing director at Harbor Real Estate. “We are also receiving calls from agents in the UK, South Africa and Australia.
“All of them have read about Dubai’s resurgence and are interested in opportunities in the locals market. In addition, the tax-free environment and eventual strengthening of the dirham are major draws.”

Competitive scene
With an eye on ensuring optimum retention, Harbor, currently in the midst of another recruiting drive, has instituted a compensation and benefits package that includes the possibility of agents getting up to 90 percent commission on property sales and leasing.
“The package was developed with the assistance of professionals from several industries including automotive, media and finance; high performers have the opportunity to achieve monthly recognition rewards and annual performance bonuses. In addition, a health insurance and savings scheme has been developed with Dubai’s National Bonds Corporation.”
But with more agents fighting to land deals, it is getting a bit crowded in Dubai realty. “After a point the sweet spot is gone as more players share the spoils,” said Chandrakant Whabi of Acrohouse Properties. “Dubai’s real estate industry is now at that point.”
“With more than 400 registered real estate companies already operating and more in the pipeline, it is going to be lot more competitive.”

Great News for All Palm Jumeirah Investors

Villas and Apartments at the Palm Have surely outperformed similar properties in Dubai

By Mohanad Alwadiya
Special to properties

Property owners at the Palm can now breathe a little easier. On the average, villas have increased in value by 23%year –on- year at the end of the first quarter of 2012.Some villas have even managed to reach their pre-recession values. This performance outstrips the market average where villa values are estimated to have grown to around 13%. Apartment prices in Palm Jumeirah increased by 9% to 13%, depending on the configuration, easily outperforming the average price increase in similar properties across the emirate.
But a project will never attain its true value until its completed .Nakheel, fresh from sorting out its debts woes announced a first quarter 2012 profit almost $100 million causing some eyebrows to raise, not just in amazement at the embattled developer’s comeback, but in curiosity about what’s in store at The Palm.
The answer lies in the project known as Palm Views East and Palm Views West. They will comprise of 190 studios catering to a ‘younger occupier ’demographic. In a strategy seemingly aimed primarily at investors instead of owner-occupiers, Nakheel will be charging around Dh1 million for each of the studio properties. Each apartment has an approximate gross area of 500 square feet. While definitely more affordable than the traditional Palm property, approximately priced at Dh2,000/sq.ft., these studios continues to reflect the premium expected from such a location. If an investor intends to retrieve a net return of 7% on a studio, he would be renting the same for around Dh85, 000 to Dh90, 000 per year, depending on service charges. The units are not outrageously expensive (check out a studio in a comparative location in Hong Kong) but not exactly cheap either. Nakheel expects to hand over the apartments, along with a selection of retail and food outlets, in the first quarter of 2014.

If you are a current property investor in the Palm, this is great news. The Palm’s overall performance and these new projects offering residential and retail spaces are sure to attract more people into The Palm. Nothing drives investment more than confidence.
The writer is the Managing Director of Harbor Real Estate

Handy Hints
• Apartment prices in Palm Jumeirah increased by 9% to 13%
• Villas increased in value by 23% by the end of the first quarter in 2012
• The Palm Views East and West cater to a “younger occupier” demographic

Survivors of the Storm

Harbor Real Estate is one of the Dubai property market’s success stories. Managing Director, Mohanad Alwadiya, speaks to Property about the company’s evolution and growth.

Flexibility and the ability to adapt to change were the qualities that helped Harbor Real Estate to weather the stormy conditions of the global downturn. Headed by Mohanad Alwadiya, who has played a major role in making the firm one of the top real estate players in Dubai, Harbor even managed to expand its business both during and after the crisis. The company continues to surge ahead even as the world is busy discussing the possibility of yet another financial downturn. Headed by Mohanad Alwadiya. Who has played a major role in making the firm one of the top real estate players in Dubai., Harbor even managed to expand its business both during and after the crisis. The company continues to surge ahead even as the world is busy discussing the possibility of yet another financial downturn.

The Beginning
The history of Harbor Real Estate began in 2001 when a group of investors and entrepreneurs got together and decided to venture into real estate, long before the boom days of Dubai’s real estate sector. “Real estate has always been an option for investors looking for long-term capital appreciation,” says Mohanad. “When the boom started towards the end of 2006, investments picked up pace and so did development projects. The group of investors realised the need for an institutional real estate service provider that could offer transactional services such as marketing, sales and leasing and property management. Thus, Harbor Real Estate was born. I joined Harbor in November 2007.”

Today the firm handles three groups of services – transactional services, property management and property inspection.
“Transactional services include marketing, sales and leasing,” says Mohanad. “You need to have a strong marketing foundation to be able to sell or lease a product.” He adds that, while property management is all about representing the landlords and managing their portfolio, the property inspection service, which is the latest addition to Harbor’s profile, helps investors, buyers and users to ensure they receive their units in good condition without any compromises.

Change of strategy
Harbor was busy managing a number of portfolios when the global financial crisis struck the property market. It was time for Harbor to take another look at its strategy. “By the end of 2008 things started changing and we really needed to shift gears and become more flexible in order to adapt to the crisis,” says Mohanad. “Otherwise we would have ceased to exist — a lot of companies were shutting down left, right and centre,” he explains, adding than he thinks Harbor Real Estate saw the crisis coming earlier than many others. “ I sent out emails to clients in early 2008 warning them not to invest in property costing more than Dh1,000 per square foot, whereas the average price at that point in time was around Dh2,000 per square foot”.
Harbor was hired by many developers, including entities of Dubai Holding , to undertake market research. The firm surveyed investor feedback and market dynamics in terms of demand and supply, concluding that there was a bubble and it was about to burst.

New Opportunities
Armed with this foresight, Mohanad says that Harbor was prepared to face the challenge ahead. “While many in the industry chose not to react to the upcoming situation, we did react to it and began devising new services. We didn’t downsize or reduce salaries at all.” Sensing that leasing would be the most active segment of the market after the crisis, Harbor started to expand its leasing team to suit the new market conditions. The number of Harbor employees grew from 14 before the downtown to 40 after the crisis and the company is still continuing to expand.
“Following the crisis, leasing has been dominating in terms of volume. But sales get higher returns. We have been doing very well on both fronts. “Because of the long-term relationship we had with our investors, we managed to keep them with us and help them to invest during the crisis, because a lot of opportunities actually emerged during that time. We were ready to help them make the most of those opportunities,” says Mohanad
According to Mohanad, in more developed real estate markets, people have a ‘family’ real estate agent in the same way as they might have a family doctor or lawyer, but it doesn’t work that way in this part of the world. Harbor is now trying to cultivate that ‘family’ real estate model. “We already have many investors who deal with our company exclusively,” says Mohanad. Harbor’s strategic approach led to it also being part of some sizable sales deals during the financial downturn. These included the sale of the landmark Hard Rock Café plot, the sale of 41 apartments in a Tameer Holding project in September 2009, and the sale of 36 apartments in Jumeirah Lakes Towers in April 2010. It also sold units at ETA Star projects. “Leasing was a major revenue generator during those days and the firm struck a number of deals with a lot of end-users and corporate giants such as Emirates, Emirates Catering, and so on. Even during the crisis, we were still getting about 350 leads weekly. We get a lot of referrals. In a service industry, you get most of your business through referrals,”says Mohanad.
The Current Market Turmoil
Almost three years after the major economic downturn hit, the global financial markets are once again under pressure. Mohanad admits that investors both regionally and globally are now extremely nervous. “Given the deep and far-reaching effects of the recession and recent negative financial developments in the US and European markets, this nervousness is as understandable as it is unavoidable. People have lost confidence and trust in the global economies and worldwide headlines drawing attention to US debt woes simply adds fuel to their skepticism,” he says. He adds that the political instability that areas of the Middle East have been enduring for the past few months has left most investors confused about where to invest. However he points out that, despite all the challenges and criticism the city faced, Dubai managed to weather the recession extremely well and is now expected to become the focus for those who wish to invest in a safe and solid .”The rest of the world will look on with envy’ he says.

Advantage Dubai
Realising the need to ignite a recovery in the real estate sector, the government is planning to introduce a three-year residency visa to those who invest in Dubai, according to some media reports. While the details of this rule are not clear yet, Mohanad says that this is a positive move to reinstate confidence in potential investors. “For the past three years, the challenge has been to keep pace with the rapid development of the industry.
“Investors, especially those from overseas, need to feel that their rights will be protected and that a resolution will be accessible, equitable and timely if any dispute arises. The opportunity presents itself now for the rapid development of a legal framework that investors feel they can rely upon if things go awry ever again,” he adds

Days Ahead
Despite the fears of yet another recession, the Dubai property market has, over the past few months, seen some activity, with banks being more liberal as far as lending is concerned . Mohanad believes that the flow of credit into the property market during the last quarter of this year should speed up its pace as more mortgage providers and investment financiers start lending again. “The recommencement of financing by Tamweel was a very positive step and will hopefully encourage more lenders to start injecting liquidity to support the end-users,” he says, adding that he believes the property market in Dubai will go through a period of acceptance and renewed confidence in 2012. “Dubai has learnt from the past three years and will end 2011 stronger, smarter and more mature,” Mohanad concludes