The plaintiff's marketing efforts
63 The defendants also complained that the plaintiff failed to properly market the property. This complaint was directed to the period after March 2006.
64 In 2005, James Lyndsay Real Estate gave the plaintiff an estimate of value of the property at $1.4 million to $1.5 million and in November, Ray White Neutral Bay estimated $2.2 million to $2.4 million. The plaintiff then also obtained a valuation of the property at $2.1/$2.2 million from Smart Valuation Services. It appointed Ray White Neutral Bay as its agent and fixed a reserve of $2.4 million for the December 2005 auction. There were no bids received and the only interest expressed was at a price of $1.5 million, which the plaintiff did not pursue.
65 As was argued for the plaintiff, had it accepted an offer at that level in 2005, in the face of the advice it had received as to the market value of the property, the defendants would have had a proper basis for complaint, that their interests had been sacrificed. While both Mr and Mrs Belramoul claimed that an offer for $1.8 million had been received after auction and rejected by the plaintiff, it was the unchallenged evidence of Mr Yates, a director of Ray White Neutral Bay, that there had been no such offer. Mr Smith also denied that there had been such an offer, or that Mrs Belramoul ever suggested to him that such an offer should have been accepted.
66 When the property did not sell, the plaintiff put it on the market at $2.2million. The property was listed on four internet sites; advertisements appeared in the Sydney Morning Herald in January 2006; a 'For Sale sign remained on the property until the end of March 2006 and an 'open house' was conducted on Saturdays. Mr Smith spoke to the Ray White agency every Tuesday.
67 On the evidence, the plaintiff became dissatisfied with the failure of Ray White Neutral Bay to attract any offers for the property. When asked to advise on a further strategy to sell the property, in February 2006 Ray White advised the plaintiff that the price which the property might achieve in the market might only be $1.5 to $1.6 million. The plaintiff was disappointed with this advice and then took further advice in March 2006 from Savills Real Estate ('Sails'). The estimate received was that the property would fetch a price of about $1.5 million and that an advertising campaign of some $16,710 should be undertaken.
68 At the end of March the Ray White agency was terminated and the for sale sign taken down. Mr Smith said in cross examination that while no decision was then taken to cease marketing the property, no other agent was appointed. The plaintiff regarded the advice it was receiving to be contrary to what it understood the value of the property to be, so another valuation was commissioned from Woodbury Bell, who advised in May that the market value was $1.5 million. Because it was at such a lower level than that provided by Smart Valuation the preceding November, a third valuation was obtained. In July, Landsburys Valuation advised a value of $1.56 million. Mr Smith explained that this course was adopted because the plaintiff wanted to take the time to determine what the property was then worth. It proposed to reconsider a marketing programme, once it had fresh valuation advice.
69 As events unfolded, no further marketing campaign was implemented. In June 2006, Mr Smith was approached by the defendants and was then engaged in ongoing negotiations, as to the purchase of the property by Mr Belramoul's brother, at a price of $2.2 million. Those negotiations proceeded on the basis that the defendants were also to be released from what they owed the plaintiff. A deed of release and other documentation was prepared and in July the plaintiff was shown a copy of a cheque for $10 million made payable to the Belramoul Group Pty Limited by Dragon Pacific Resources Co Limited, as well as other documentation. An appointment for exchange was made, but it finally did not go ahead, apparently because necessary funds were not secured.
70 In late June 2006, the plaintiff was approached by the G Group Pty Limited and in July a contract for $1.8 million, was provided to its solicitors. An exchange failed to materialise, for reasons not revealed in the evidence.
71 In early September the plaintiff received an offer from the second mortgagee for $1.625 million, as well as another approach from the defendants. The plaintiff also received another proposal from Savills for appointment as agent, with a proposed advertising budget of $20,520. At that stage, the plaintiff had already received the second mortgagee's offer and instead of implementing a further marketing campaign, it pursued negotiations with the second mortgagee. On 10 October a contract was issued for $1.625 million.
72 On 26 October, Mrs Belramoul telephoned Mr Smith to advise that the defendants had another party interested in the property at $1.6million, subject to no further action being taken against them. His advice was that the plaintiff already had a higher offer and that it would not agree to a release, at that price. He suggested that they submit a proposal for Board consideration, which would need to be much higher than $1.6 million and closer to the $2.2 million earlier discussed, if a release was to be given.
73 Mr Smith then spoke to Mr Donaghay on 3 November, who advised that he was prepared to pay $2.2 million, conditional on the defendants being released. He proposed an exchange on 10 November, with a 5% deposit and a 6 week settlement period. On 8 November, Mr Smith advised that the plaintiff was prepared to agree to those terms, but no firm offer emerged. Correspondence from Mr Donoghay's solicitors was sent, advising that he was not in a position to proceed and required a further 7 to 14 days. On 14 November, the plaintiff agreed to an exchange with Mr Donaghay on 10% deposit, before receipt of the contract from the second mortgagee. Despite ongoing discussions with Mrs Belramoul, no formal offer was made by Mr Donaghay, as had been promised.
74 On 7 December, the amount outstanding under the loan was $2,296,276.22. On 11 December, the second mortgagee advised the plaintiff that it was in a position to exchange and the time fixed was for 4pm on 12 December. Mr Smith again wrote to the defendants and spoke with Mrs Belramoul, who assured him that Mr Donoghay would be in contact and was in a position to proceed. Mr Donoghay however advised Mr Smith that he was not in a position to proceed; he could not commit to any timeframe and could not put down any money, but required another week 'until he had the Chinese connection tied up'. Mr Smith advised that in the absence of any concrete proposal, the plaintiff would proceed with the sale to the second mortgagee.
75 Mr Smith then spoke again to Mrs Belramoul who asked what would be required to delay the imminent exchange. His advice was that he could not make recommendations, but a proposal involving at least a deposit of some kind to show goodwill and an intention to settle, might be considered by the Board. On 12 December, Mrs Belramoul told Mr Smith that Mr Donaghay expected to be in a position to proceed by 20 December, but was not in a position to pay a deposit of any kind. Mrs Belramoul asked for a further week's delay, so that the defendants could try to finance a deposit. Mr Smith asked for a written proposal to consider. None was provided and on 13 December contracts were exchanged with the second mortgagee.
76 On 7 May 2007, Mr Belramoul wrote to the plaintiff advising that he would be in funds and able to discharge the mortgage by 15 May 2007 and asked that the plaintiff hold off on an exchange. The exchange had already occurred in December.
77 The defendants argued that the plaintiff failed in its duty in two respects. Firstly, in failing to market the property in accordance with the real estate agent's advice. It was submitted to be unarguable that had such sales activity been engaged in, a higher price would have been secured for the property. Secondly, that the defendants failed to engender necessary competition between the prospective buyers, because it did not offer the property to Mr Donaghay on the favourable terms offered to the second mortgagee.
78 There was real difficulty with the case advanced. It cannot be overlooked that while there was no complaint by the defendants about the marketing activities undertaken up to March 2006, yet they garnered no offers at all. That does not support a conclusion that had such activities continued, a price higher than that paid by the second mortgagee, would have been paid by it or someone else. The only interest ever expressed in the property while it was being actively marketed was at some $1.5 million. The defendants do not complain about the plaintiff's failure to pursue that interest, but argue that had further marketing activities of the same kind been undertaken after March 2006, at a price of $2.2 million, a sale at a higher price than was achieved would have resulted. I can see no basis in the evidence for such a conclusion.
79 What the evidence shows is a falling market from 2004, when the property was valued at $3 million. Given the advice on which the plaintiff was acting in late 2005 and early 2006, namely that the property was valued at $2.1/2.2 million, that it did not proceed with a marketing campaign with Savills in April 2006, when it advised that the property would then only command a price of $1.5 million, was understandable, it seems to me, consistent with its obligations to the defendants. The only interest that the property had engendered to that point had been at $1.5 million, but no offers had been received. The plaintiff sought further valuation advice. The two valuations received confirmed the Saville opinion that the market value of the property was $1.5 million. The plaintiff then engaged in negotiations with Mr Belramoul's brother, at a price of $2.2 million. That the plaintiff failed in its obligations to the defendants by not conducting an active marketing campaign at that stage, was not established. To the contrary, then spending further money on marketing, could have justly been criticised.
80 After the negotiations at $1.8 million fell through, a further proposal was put by Saville in September 2006, which envisaged another auction in December 2006. That the market value of the property was then more than the $1.625 million offered by the second mortgagee was not established. Nor was it established that then embarking on another marketing campaign would have resulted in a higher price.
81 In the circumstances, the plaintiff pursuing the various approaches which it received in 2006 at $2.2 million, $1.8 million, $1.625 million and $2.2 million, rather than spending up to $20,000 on further marketing activity, when it was expected that the property would achieve only some $1.5 million in the market place, does not establish any lack of good faith, or any failure in its duty to the defendants.
82 None of the amounts for which the plaintiff was negotiating the sale of the property in 2006 would have involved any sacrifice of the property, contrary to the defendants' interest, given the repeated advice which the plaintiff received that the value of the property had fallen to some $1.5 million. The defendants' argument that the plaintiff should have appointed a real estate agent in April 2006 and kept the property on the market at a price of $2.2 million, which reflected the Smart Valuation advice in November 2005, simply makes no sense in the face of the fact that the only interest in the property to that point had been at a price of $1.5 million and the two further valuations obtained in May and June 2006, where the plaintiff was advised that its market value was then either $1.5 million or $1.56 million.
83 The plaintiff had no obligation to sell the property at any particular time. The evidence did not establish that engaging a real estate agent on the basis claimed by the defendants, would have resulted in a price higher than the $1.625 million for which the property was sold in late 2006. There was no evidence that the property then had a higher market value.
84 Nor did the failure to negotiate with Mr Donaghay on the same terms as were agreed with the second mortgagee, establish that the plaintiff failed in its duty to the defendants, by failing to engender competition. On the one hand, the plaintiff was negotiating a sale of the property to a purchaser, the second mortgagee, which would have left it free to pursue the defendants for the balance of what was owing under the loan. On the other, it was negotiating with a friend of the defendants, Mr Donaghay, a sale which would have released the defendants from what they owed.
85 True it is that in December 2006, the plaintiff negotiated favourable terms with the second mortgagee, finally exchanging on the basis of a deposit of $1,000 from the second mortgagee, with the balance to be paid only on completion and a delayed exchange in February. Nevertheless, the plaintiff was also prepared to entertain taking a deposit from Mr Donaghay and delaying an exchange, even on 12 December, when the second mortgagee was ready to exchange. Mr Smith invited a proposal for the Board to consider, but none ever emerged. Mr Donaghay plainly held to his advice given on 11 December, that he was not prepared to pay any deposit, until he had finalised his long delayed funding arrangements, with his Chinese connections. The defendants sought an opportunity themselves to pay the deposit, but failed to put any proposal to the plaintiff, which it could consider.
86 While Mr Smith agreed in cross examination that the negotiations with the defendants were on more stringent terms than those conducted with the second mortgagee, that in adopting that attitude, the plaintiff was failing in its obligations to the defendants was not established. As Mr Smith explained, the offer from the second mortgagee was accepted as an offer at a reasonable market value for the property. What was being negotiated with the defendants was a different matter, namely, what the plaintiff was prepared to do for the defendants, by way of debt forgiveness.
87 In any event, the evidence certainly suggested that had any offer capable of acceptance been made by Mr Donahgy, the plaintiff would have entertained it. That was consistent with its approach to the defendants throughout 2006, even after the negotiations with the second mortgagee had concluded and when it was ready to proceed. The evidence did not establish that even if the same terms as to a small deposit and a delayed settlement had been offered to Mr Donaghay, rather than inviting a proposal from him, that he would have been prepared to proceed. His advice to Mr Smith was that he would pay no deposit, until his ongoing negotiations as to his own finances had been concluded. They had not been finalised to that point. There was no evidence that they ever were. The evidence was not capable of making out the defendants' complaint that the plaintiff had failed in its duty to them, or that it had wilfully and recklessly sacrificed their interests.
88 Again, the evidence that about a year later the second mortgagee sold the property for $1.75 million provides no assistance to the defendants' case, in the absence of any evidence as to the terms on which the property was sold, what steps, if any, had been taken, which might have affected the value of the property, or the then state of the market.
89 A departure from reasonable standards, of the kind discussed by McLelland CJ in Eq in Hawkesbury Valley Developments Pty Ltd v Custom Credit Corp Ltd (1994) 8 BPR 15,581 at 15,583, was not here established. Even if it could be concluded that the plaintiff had been negligent or careless, in not continuing marketing activities, with the assistance of a real estate agent after March 2006, as well as pursuing the various negotiations in which it engaged in the latter half of 2006, that it failed to take reasonable steps to achieve a proper price for the property, so as to have acted unconscionably towards the defendants, was simply not shown.