The mortgage is undeniably the aspiring property-owner’s go-to; so today we have people from Roots ready to explain the sometimes confounding process of applying for a mortgage.
▶ The Process to Obtain a Mortgage
▶ Tips for Getting a Mortgage for the First Time
▶ Roots’s Vision
▶ Connect with Roots (Kyle Yeung/Joe Cheng):
- Roots : https://hkroots.io/#/
- Kyle Linkedin Profile: https://www.linkedin.com/in/kyle-yeung-1ab3b639/
- Joe Linkedin Profile: https://www.linkedin.com/in/joe-cheng-a26a45110/
▶ Source & Supporting:
Mortgage: A mortgage is a debt instrument, secured by the collateral of specified real estate property, that the borrower is obliged to pay back with a predetermined set of payments. https://www.investopedia.com/terms/m/mortgage.asp
Maturity Date: The maturity date is the date on which the principal amount of a note, draft, acceptance bond or other debt instrument becomes due. https://www.investopedia.com/terms/m/maturitydate.asp
Approval in Principle: Approval in principle (AIP) is an agreement stating a bank’s promise to lend you money for a home loan. https://bit.ly/3nahNDA
Mortgage Consultants: Essentially, mortgage consultants exist to help people or businesses to find the right mortgage. https://bit.ly/35kN5Si
Stress test (mortgage): In finance, planning for a worst-case scenario is called a stress test. It involves modeling a bad scenario before an investment is made. https://www.ratehub.ca/blog/how-to-stress-test-your-mortgage/
Collateral: A collateral mortgage is a type of loan secured against the borrower’s property (home) https://bit.ly/36rM8a6
Deposit: an amount of money that you pay as the first part of the total payment for something: https://dictionary.cambridge.org/dictionary/english/deposit
Subsidized Public Housing: If you live in public housing, the housing authority owns your building and is your landlord. https://www.masslegalhelp.org/housing/public-subsidized-differences
Off-Plan Property: An off-plan investment strategy consists of purchasing a property before it has started construction. https://winsoncapital.com/blog/what-is-off-plan-investment/
Loan Ceiling: A loan ceiling is the maximum amount that a financial institution will lend an individual, family or business. https://bit.ly/3krgL4i
Hong Kong Inter Bank Offer Rate (HIBOR): The Hong Kong Interbank Offered Rate, known by its abbreviation HIBOR, is the benchmark interest rate, stated in Hong Kong dollars, for lending between banks within the Hong Kong market. https://bit.ly/2IrTiCP
Cash Rebate: With a cash back mortgage, your lender advances you a cash lump sum when your mortgage closes. https://www.ratehub.ca/cash-back-mortgages
Taipei FinTech Week: https://www.fintechtaipei.tw/en/
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Alright, let’s get back to the transcript of the show. Enjoy!
▶ Transcript [English & Chinese]
Darren Wong: So hey, everyone. Welcome to the show.
Joe Cheng: Hi.
Kyle Yeung: Hi, how are you doing?
Darren Wong: Very good. Very good. So I want to say thank you for coming on, because mortgage is a very big topic in real estate for sure. And then, not many people actually tackled that, except for the traditional professional like bankers, and so on. So having someone like you guys, which is very interesting product. I think it’s very cool idea. And then thanks to Elliott for introducing us together. I think that the audience will appreciate to learn more about mortgages and how to do it for first-time buyers. So start from the beginning, would you mind telling us about your background? Let’s start with Joe and then Kyle.
Joe Cheng: Okay, sure. Thank you there for the opportunity. So my name is Joe, and I’m a co-founder of Roots, together with Kyle who is also here today. So a little bit description about my service. After I graduated from the UK, I came back to Hong Kong, started to work for private banks, one of the Swedish private banks in Hong Kong, for around four and a half, five years. Then, I feel like big corporates might not be the thing for me for the future, or for my career. So I started doing an MBA in HKUST, where I meet Kyle. So together, we both are the ones who don’t want to work for big corporates and want to start something for ourselves. So together with some of the background that Kyle might talk to you about later on his profile, we started Roots, because we think that we have the network and we have the intelligence or the professional background to help Hong Kong homebuyers to get their mortgage done as soon as possible and as fast as they can to make sure that they can complete the whole process online.
Darren Wong: Kyle, how about yourself?
Kyle Yeung: So, I graduated from the USA. And then I came back after graduation. Similar to Joe, worked in big corporates for a couple of years, I was in accounting and finance field. And then after a couple years, I just thought that time tech was booming, and I want to learn more about how startups work and all that. So I decided to go into MBA, and I met Joe there, and actually joined, I actually went through a lot of ideas on what sort of startups that we can potentially start. And our experience taught us that mortgage is something that a lot of people know about, but also at the same time don’t know about. For example, one of our common friends who went through the mortgage process with a very strong solid background, but ended up almost losing her deposit for the property because the mortgage process pretty much sort of screwed her up, without the lack of a better term, because of the complication and all that. And we found out Joe, and our knowledge was able to help the process to refine and make it more simpler, make it more straightforward for the people in Hong Kong who wants to purchase property. So that’s how we started and it’s been a year or so and things have been going well so far. So yeah, now, here we are. We’re hoping to expand our company in the next year or two.
Darren Wong: Yeah, when I learned about your business, it’s a really cool idea is something that like, Oh, I never thought that would be for us. That is such as something that you think that in 2020, people already built that product out. But no one’s doing that except for you guys so far. So before coming, talking about Roots, your company and what do you guys do, would you mind telling the audience who might not be familiar about the mortgage landscape in Hong Kong?
[00:03:52] Kyle Yeung: [00:03:52] So basically, mortgage is like a loan for property owned or purchased as a collateral, so the loan is secured against the value of your home until it’s paid off. And given Hong Kong is the number one, or most expensive city to live in the property price are close to USD 2K per square feet on average, and 90% of the property purchase in Hong Kong requires a mortgage. So because how expensive it is, not many people can full pay the property upon purchase, and the average mortgage size is around 4 million Hong Kong dollars. That being said, we found out a lot of potential buyers do not understand what mortgages as I said and how to obtain a mortgage, resulting in over 300, 400 cases of forfeit of deposit a year and adds up to 400 million Hong Kong dollars in 2019 alone. So on average, we’re talking about at least 1 to 2 case of forfeit of deposit that happened last year.
Darren Wong: I see. So what’s the process to obtain a mortgage? When should you do so within the real estate investing process, and for that, how does Roots help in the whole process?
[00:05:14] Kyle Yeung: So oftentimes in Hong Kong, investors will apply for a mortgage from the banks in Hong Kong after they place their initial deposit for the property they want to purchase. And the mortgage application process can take anywhere from two weeks to two months. Therefore, like we always encourage our investors, homebuyers to act on the mortgage application as soon as they place their deposit and allow sufficient time to complete the purchase. The day that a buyer usually has to pay the outstanding amount to the seller is around 90 days in general. So usually the application process which takes two weeks to two months will be sufficient to process the property purchase process. Some part of the world is very different. They have something what we call “approval in principle”, that means that the potential homebuyers can go to a bank before placing a deposit for the purchase and get a pre-approval that says how much the bank is willing to loan you. So with this, the buyer can confidently place deposit on a property based on the pre-approval loan amount. So as we see the difference here, the biggest risk we see for homebuyers and investors in Hong Kong is that they have to place a deposit first, and check with the bank to see whether the bank is willing to provide them a mortgage. And oftentimes we see that homebuyers fail to obtain mortgage from a bank and have to forfeit the deposit place because they don’t understand the process and how things work. So we encourage homebuyers to talk to mortgage consultants like us, because we work closely with the banks, we are familiar with the process and we can do all the numbers crunching beforehand to make sure the buyer profile fit within the bank’s approval guideline. And at the same time, we can increase the approval rate. So lower the risk at the same time.
Darren Wong:I see. So for typical mortgage, for an apartment or a house, what should a homeowner expect to get? I mean in terms of rates, LTV and payment term, etc.
[00:07:30] Joe Cheng: [00:07:29] So in Hong Kong, nowadays homebuyers can get up to a loan of 90% for private estates and 95% for subsidies public housings. In order to get the maximum 90% of mortgage, the homebuyer has to have no property under their name, as well as the property price has to be below 10 million Hong Kong dollar. Anything about 10 million Hong Kong dollar we have a maximum loan ceiling of 50% of the property price. For interest rates, as of now, August 2020, it will be around 2% or 2.5% total, depending on the HIBOR, what we call Hong Kong interbank offered rate, and the payment term can go up to around 30 years maximum. Also, bank offers cash rebates to new mortgage applicants to attract the patients some cash rebate would be up to 1% of the loan amount approved, but the cash rate going down right now because of the uncertainty over the market. So you expect around 0.2 to 0.5% of the total loan amount approved.
Darren Wong: I see. And so how does the lender assess a project and how the key terms vary?
[00:08:40] Kyle Yeung: [00:08:40] That is a very good question. So, the banks usually look at the two big things. The first thing is the property, the security, the collateral, and at the same time their customer profile. In terms of the property, the bank will assess based on the type of the property and the age of the property. Banks typically favour private estates, such as Tai Koo Shing. These are private estates. They prefer these over village house or tenement buildings, which we call Tong Lou, the ones without the elevator. Applying for a mortgage usually using a favoured property as collateral, will likely allow the borrower to obtain a more favourable terms such as a longer term loan or a lower interest rate. On the other hand, the bank will assess the lenders’ profile based on their income, their age, the credit score, and banks typically favour applicants with stable income and they have a tighter policy for self-employed applicants and older advocate applicants in terms of age will typically lead to a shorter long term. So again, for anyone who’s interested in the property to purchase, looking for mortgage, it’s better to ask for a mortgage consultant beforehand, make sure that they can get the maximum loan amount that they can.
Darren Wong: So on that note, how about for married couple or a family with a kid, or let’s say different income level of the household, how does that affect the people as well?
[00:10:26] Kyle Yeung: Well, typically, if I tell you a married couple wants to purchase a property together, the banks will access them together. They will assess both of their profiles in terms of their income, and their age and the credit score together. If let’s say one of the applicant is younger than the other, they will usually take the lower age and they will take both of their income together as the total household income and because of that, with two sets of income, usually married couples will be able to purchase a property with the higher value compared to a person who is a single-person household.
Darren Wong: I see. So what are some points to know for first-time buyers who was applying for a mortgage? Any tips for them?
[00:11:22] Joe Cheng: [00:11:22] So I guess there are three major points for first-time homebuyers. The first one is obviously affordability. So as Kyle just mentioned, there was a household income so called “stress tests” required for anyone who wish to purchase a property in Hong Kong, that applies the mortgage. To put it in the simplest term, for every 10,000 Hong Kong dollar of salary, it will get you around 1 million Hong Kong dollar worth of mortgage loans. So given that there’s no other outstanding repayment that will be the simplest term in order to calculate the stress test. The second point will be choice of banks. So there are so many banks in Hong Kong that offers mortgages, and the Big Four will be called HSBC, Bank of China, Hang Seng bank and Standard Charter, they are the better ones with better process and faster approval timeframe. Most of the mid-tier banks will have a better cash rebate as what we just talked about to attract clients, but they’re more picky in terms of property type, and at the application profile. The third point will be documentations. So the below will be mandatory documents required from every bank to apply for mortgage, including your identity proof, which normally would be the Hong Kong ID, salary proof, your tax receipt, the latest three months of bank statements as well as the sales and purchase agreement, these documents are necessary in order to kick start the application. Other banks might have required follow up documents, depending on the situation and applicants to facilitate the approval process. So I guess these are the three main points: affordability, what banks are you going to apply, and what documents you need before you are going to apply for a mortgage?
Darren Wong: I see. So obviously, I look into Roots, and saying that you guys are solving the troublesome of applying for mortgage application one by one. So can you tell us more about how you guys help the home buyer to approve his process and secure the mortgage?
[00:13:21] Joe Cheng: Okay, so as what Kyle has said, we saw a lot of forfeit of deposit or mortgage reject cases in the last few years. Actually, there are around 400 case every year. So as we are talking right now, there’s possibly one case out there, who just forfeit the deposit because of mortgage rejection. So at Roots, we can help to solve this rigid and untransparent mortgage process by reversing the existing journey in Hong Kong. As what Kyle has said there was there are some sort of “approval in principle” elsewhere in the world, but not in Hong Kong. So by first knowing what banks are willing to offer you before placing your deposit. With our risk engine, we can help eliminate the risk of unsuccessful purchase due to denied mortgage applications, making sure that you have the right application for the right bank to complete your home purchase.
Darren Wong: I see. So obviously, as a proptech founder like myself and you guys, how do you envision room to grow into? What kind of scalability to features and so on like that?
[00:14:25] Kyle Yeung: So while we started off in Hong Kong because we’re born and raised here, we actually visited Taiwan end of last year and attended the Taipei FinTech week, and we realised that’s Taiwan could be our next expansion point. Taiwan is actually very similar to Hong Kong in terms of demographics through a large portion of up and rising younger population, which faces daily challenges and getting a mortgage and property because of the complicated process. So while their pain points might be similar, but not exactly the same, but having said that our solution and our experience in Hong Kong understanding of the banking system in Hong Kong, maybe we can apply our solution with a little tweak and apply it in Taiwan. But I mean, having said that, we have what we hope that we can complete our R&D and revamp by the end of this year, which is happening soon, so stay tuned, and establish our roots in Hong Kong. So once we build a solid foundation in the local market, I think, by the end of maybe next year, we’re ready to expand into other locations, and or any other places in the world.
Darren Wong: That’s really cool. Because I think you guys keep the tagline to Expedia, for finding mortgage. And I think that’s so cool that you even can do that. So I think I have some side question for you guys. Have you thought of, for example, there’s some houses might be looking for a second lien or third-lien loan, will you guys consider that and are you guys sticking with residential, and then or going expand for different asset and property type?
Kyle Yeung: As of right now, just in Hong Kong, most of our transactions are focused in residential properties, technically speaking, if any customer coming into us, asking us to help them out looking for a mortgage, actually any type of property we can do. So it’s basically the same process for us. But then again, since most of the transactions are focused in the residential properties, so I would just tell you that our focus right now will still be the residential market.
Joe Cheng: So I guess, what we want to say is Roots is an online robot advisory platform, which allows homebuyers to apply and compare mortgage, just like you said, as simple as booking a trip on Expedia. The second thing is typical mortgage property purchase is risky, and it requires homebuyers to place deposit before they apply for mortgage in Hong Kong, which is not the ideal way to do it. However, it is the way and we have to stick to it. And we’ve tried to reverse the process by using Roots to help analyse your profile, and increase your mortgage approval rate through our predictive algorithm. And that’s what we are trying to do right now, to help people bring back their roots to Hong Kong.
Darren Wong: I see. And I’m sure like for a tech product, I think it’s very interesting because it’s more consumer facing, and I think where people are stuck at is people that don’t have the luxury to learn the knowledge, and then to understand the process. So you know, I’m sure a lot of people will get benefit from your product. So what kind of take away would you want the audience to have from this video?
Darren Wong: I see. For people who want to talk to you more about the subject, and then your service and so on, what’s the best way you suggest them to reach out to you?
Joe Cheng: So if they’re interested to know more about how to purchase a home, or how to apply for a mortgage, you can reach out to us through WhatsApp at 97872498, or our email email@example.com. So feel free to reach out to any of these emails or WhatsApp, Joe, myself and Kyle will be able to help you with any questions you have.
Darren Wong: I’m sure that I’ll put everything in the show notes. And then obviously, I’ll have a profile for you guys to tell people more about how to do a mortgage in Hong Kong or in Taiwan, for say. And I want to say like thanks for coming in. And then there are actually a lot of questions about mortgage I want to ask you more, but we’ll leave it for round two in the future then.
Kyle Yeung: Sounds good. Appreciate for the opportunity.
Darren Wong: Yeah, no worries. And then I got the next time. Thank you so much. Cheers.
Kyle Yeung: Thank you. Bye.
Darren Wong: 大家好。歡迎收看節目。
Joe Cheng: 嗨。
Kyle Yeung: 嗨，你好嗎？
Darren Wong: 非常好，很好。那我想感謝你來到我們的節目，因為按揭貸款在房地產行業是一個非常重要的話題。然後，除了像銀行家這樣的傳統專業人士，沒有多少人真正解决這個問題。所以有你們這樣的人，你們有這個非常有趣的產品，我覺得這個主意很酷。然後感謝Elliot將我們互相介紹。我認為觀眾將很高興瞭解更多有關按揭貸款以及如何為首次置業者提供貸款。所以從頭開始，你能告訴我們你的背景嗎？讓我們先從Joe開始，然後到Kyle。
Joe Cheng: 好的，當然。謝謝你給我這個機會。我是Joe，我和今天也在這裡的Kyle是Roots的聯合創始人。讓我對我的服務做一點描述。我從英國畢業後回到香港，開始在香港其中的一所瑞典私人銀行工作大約四年半，五年。那麼，我覺得大公司可能不會成為我未來或事業的目標。所以我開始在香港科技大學攻讀MBA，在那裡我認識了Kyle。所以我們都是那些不太想為大公司工作的人，而是想為自己開創事業。囙此，結合Kyle稍後可能會在他的個人介紹中跟你談論的一些背景，我們創辦來Roots，因為我們認為我們有這樣的資源和人脈，我們有智慧或專業背景來幫助香港置業者儘快完成按揭貸款，以確保他們能够在網上完成整個過程。
Kyle Yeung ：所以，我從美國畢業，畢業後就回來了。跟Joe有點相似，我在大公司工作了幾年，我在會計和金融領域工作。幾年後，我認為當時科技發展十分蓬勃，我想瞭解更多關於創業公司的運作。所以我决定攻讀MBA，我在那裡認識了Joe，事實上加入後，我對我們可以創辦哪些類型的創業公司有了很多想法。我們的經驗告訴我們按揭貸款是很多人都知道但同時又太理解的事情。例如，我們的一個共同朋友有著非常有實力的背景，但按揭貸款的過程幾乎把她搞砸了，我沒有更貼切的描述，衍生的問題讓她幾乎失去了她的首期存款。然後我們找到了Joe，我們的知識可以幫助我們改進讓它更簡單，令那些想購置業的香港人能更直接申請按揭。我們就是這樣開始了一年了，到目前為止一切都很順利。所以是的，現在我們在這裏，我們希望在未來一兩年內擴大公司規模。
Darren Wong: 是的，當我知道你的生意，這是一個很酷的主意，就像，哦，我從沒想過我們會有這個服務。你會認為在2020年，人們早已經建立了這種產品。但到目前為止除了你們沒人這麼做。所以在談談你的公司Roots和你們所做的事情之前，你介意告訴那些可能可能不熟悉香港按揭貸款的情況的觀眾？
Kyle Yeung: 基本上，按揭貸款就像以擁有或購買的房產作為抵押的貸款，所以貸款的價值是以你的房屋價值為抵押，直到你還清貸款為止。考慮到香港是世界第一，或者說是生活開支最高昂的城市，房價平均接近每平方英尺2千美元，90%在香港購買的房地產需要抵押貸款。因為它是這麼昂貴，並沒有多少人能够在購買時全額支付房產，而平均抵押貸款約400萬港元。但話說回來，我們發現很多潜在的買家不明白我所說的按揭貸款以及如何獲得貸款，導致每年超過三四百宗沒收首期存款的例子，單單在2019年，加起來就高達四億港元。所以平均來說，我們所說的是至少有一到兩宗沒收首期存款的例子。
Kyle Yeung: 所以在香港，投資者通常會在他們為他們想要購買的房產支付了首期之後向香港的銀行申請按揭貸款。申請按揭貸款的過程可能需要兩周的時間到兩個月。因此，就像我們一直鼓勵我們的投資者和置業者一樣，我們鼓勵他們在提交按揭貸款申請後立即採取行動並留出足够的時間完成購買。通常買家必須向賣方支付未付金額的日子大概在90天左右。所以通常申請過程需要兩周到兩個月就足够了處理物業購買流程。但在世界上有些地方這個流程很不一樣。他們有一些我們稱之為“Approval in Principle”的東西，這意味著有意置業的人在為支付首期之前，可以先去銀行，並獲得一個確認說明銀行有多少錢願意借給你。而有了這一點，購房者就可以放心地根據預先準予的貸款金額，支付房產的首期。正如我們所看到的分別，香港置業者和投資者面臨的最大風險是，他們必須先存款，然後向銀行査詢看看銀行是否願意為他們提供按揭貸款。我們經常看到置業者因為不瞭解流程的運作原理，而導致首期被沒收。所以我們鼓勵置業者和像我們這樣的按揭顧問談談，因為我們與銀行密切合作，我們對流程非常熟悉，我們可以事先先計算所有數字，以確保買家紀錄符合銀行的準予指南。同時，我們可以提高準予率。所以同時降低風險。
Darren Wong: 我明白了。那麼一般單位或房子的按揭貸款，房主應該期望得到什麼？我指在費率、貸款價值比和付款條件等方面。
Joe Cheng: 所以在香港，現在的置業者可以獲得最高90%的貸款用於私人房產，95%用於補貼公共房屋。為了得到最高90%的按揭貸款，置業者者必須在其名下沒有房產，而且房價必須低於1000萬港元。任何高於1000萬港元的房產，我們的最高貸款上限為物業價格的50%。利率方面，現在這刻，2020年8月，這將是大約2%或2.5%，這取決於HIBOR，我們稱之為香港銀行同業拆息，以及還款期限最長可達30年左右。此外，銀行還向新申請按揭貸款的人提供現金回扣，以吸引按揭貸款申請，一些現金回扣將高達準予貸款金額的1%，但由於市場的不確定性，現金利率正在下降。所以你現在預期準予貸款總額的0.2%至0.5%。
Darren Wong: 我明白了。那麼，貸款人如何評估一個項目，關鍵條款如何變化？
Kyle Yeung: 這是一個很好的問題。所以，銀行通常看兩件事。首先是財產，保證金，還有抵押品，以及客戶個人資料。就物業而言，銀行會根據物業的類型和年齡。銀行通常青睞私人地產，如太古城。這些是私人地產。他們更喜歡這些房子，而不是村屋或我們稱之為“唐樓”的，沒有電梯的公寓。使用銀行偏好的房產作為申請按揭貸款抵押，借款人通常會獲得更優惠的條件，如較長的還款期或更低的利率。另一方面，銀行將評估貸款人的情况，根據他們的收入、年齡、信貸評級，銀行通常傾向於收入穩定的申請人，他們對自雇申請人和年齡較大的申請人的年齡通常會導致較短的還款期。所以同樣，對於任何有興趣購買房產、尋求按揭貸款的人，最好事先向按揭顧問諮詢，確保他們能够獲得他們能提供的最大貸款額。
Darren Wong: 那麼，對於已婚夫婦或有孩子的家庭來說呢，家庭收入水准不同，這對人們的影響如何？
Kyle Yeung: 嗯，通常，如果我告訴你，一對已婚夫婦想一起購買房產，銀行會將兩人放在一起評估。他們將評估他們的個人資料，從他們的收入、年齡和信用評分來看。假設一個申請人比另一個年輕，他們會的通常取較低的年齡，他們會將他們的收入加起來作為家庭總收入，因為有了兩套收入，通常已婚夫婦可以比單身家庭的人購買價值更高的房產。
Darren Wong: 我明白了。那麼，對於第一次置業及申請按揭貸款的人有什麼建議嗎？
Joe Cheng:所以我想對於首次置業者來說有三個要點。第一個明顯是負擔能力。正如Kyle剛才提到的，有所謂家庭收入，因此，任何想要在香港購買房產的人都需要進行所謂的“壓力測試”，這適用於按揭。用最簡單的話來說，每1萬港元的薪水，你就可以得到價值約100萬港元的按揭貸款。所以如果沒有其他未償還貸款，這是計算壓力測試最簡單的方法。第二點是選擇的銀行。香港有很多銀行提供抵押貸款，四大銀行為滙豐銀行（HSBC）、中國銀行（Bank of China）、恒生銀行（Hang Seng Bank）和渣打銀行（Standard Charter），它們都是流程好、審批時間快的銀行。正如我們剛才所說的，為了吸引客戶，大多數中端銀行都會有更好的現金回扣，但他們在物業類型和申請方面更挑剔簡介。第三點是文件。以下這些是每家銀行申請按揭貸款的必須文件，包括的身份證明，通常包括香港身份證、收入證明、稅務收據、最近三個月的銀行帳單以及銷售和購買同意書，這些檔案是開始申請程序所必需的。其他銀行根據情况和申請者。可能需要其他進一步的文件，以促進審批過程。所以我想這是三個要點：負擔能力，哪一間銀行，以及在申請按揭貸款之前，您需要哪些文件？
Darren Wong: 我明白了。很明顯，我看到Roots介紹說你們正在解决一個個申請按揭貸款的所遇到的麻煩。那麼，你能告訴我們更多關於你們如何幫助置業者來確保申請通過批核和按揭成功？
Joe Cheng: 好吧，正如Kyle所說的，過去幾年我們看到了很多放棄首期或申請受到拒絕或的案例。事實上，每年大約有400個案例。所以我們現在正在討論的時候，香港的某處可能有一個案子，因為銀行拒絕按揭貸款而要賠上首期。因此在Roots，我們可以通過扭轉香港現有的程序，來幫助解決這種嚴格死板而且透明度低的按揭申請過程。又如Kyle所說的，在世界其他地方有某種“Approval in Principle”的機制，你可以在支付首期之前知道銀行能夠為你提供多少貸款，但在香港沒有。因此通過我們計算風險的程式，我們可以幫助消除因按揭貸款申請被拒而導致購買失敗的風險，確保您能向你選擇的銀行提交有效的申請來完成您的置業程序。
Darren Wong: 我明白了。所以很明顯，作為一個像我和你們這樣的房地產科技公司的創始人，你們如何設想公司的成長？哪方面更具特色、發展性等等？
Kyle Yeung: 所以我們在香港出發是因為我們在這裏出生和長大，我們去年底訪問了臺灣，並參加了臺北金融科技周，我們意識到臺灣可以成為我們下一個擴展點。臺灣在人口結構上與香港非常相似，有一大部分正在向上流動發展的年輕人口，但由於獲得抵押貸款和房產複雜的過程，他們每天都面臨挑戰。雖然他們的困難可能相似，但並不完全相同，但或許我們已我們的解決方案和我們香港的經驗、對香港銀行體系的瞭解，或許我們可以稍作調整，將我們的解決方案應用到臺灣。但同時我們也希望在今年年底完成研發和改造，很快就要發生了，所以請繼續關注，在香港紮根。所以一旦我們在本地市場建立了堅實的基礎，我想，也許到明年年底，我們已經準備好擴展到其他地方，或者世界上任何其他地方。
Darren Wong: 這真的很酷。而且我認為你們用的是像Expedia的廣告語，Roots，尋找按揭貸款。我覺得你們能做到這些實在太酷了。所以我想我有一些其他的問題要問你們。你有沒有想過，比如說，有些房子可能在申請第二份按揭或三按，你們會考慮這一點嗎？你們會專注在住宅物業上，還是離開針對不同的資產和財產類型發展？
Kyle Yeung: 目前在香港，我們的大部分交易都集中在住宅物業上，如果有客戶要求我們幫助他們尋找抵押貸款，實際上是我們可以做的任何類型的財產。因為我們的流程基本上是一樣的。但話說回來，由於大部分交易都集中在住宅物業上，所以我會說我們現在的焦點仍然是住宅市場。
Darren Wong: 我明白了。我覺得以科技產品來說，我覺得它很有趣，因為它更符合消費者需要，我認為人們的難處是那些沒有機會或時間學習這方面的知識，然後在去瞭解過程的。所以你知道，我相信很多人會從你的產品獲益。那麼你希望觀眾從這集節目中得到什麼樣的收穫呢？
[00:17:16]Joe Cheng: 所以我想，我們想說的是Roots是線上智能諮詢平臺，允許購房者申請和比較按揭貸款，正如您所說，就像在Expedia上預訂行程。第二件事是典型的按揭置業是有風險的，它要求置業者在香港申請抵押貸款之前先支付首期，而這不是理想的方法。但是，這是香港的制度而我們必須遵從。在Roots，我們通過運用預測演算法分析你的個人資料，增加你的按揭貸款批核成功的機率，從而扭轉這個高風險的局面過程。而這正是我們現在所要做的，幫助人們把他們的根帶回香港。
Darren Wong: 我明白了。對於那些想和你進一步談談這個話題、你的服務等等的人，你建議他們從那些管道聯系你們？
Joe Cheng: 如果他們有興趣瞭解更多關於如何置業或如何申請按揭貸款的資訊，您可以通過WhatsApp 97872498 ，或我們的電郵 firstname.lastname@example.org聯繫我們。所以請隨時通過電郵或WhatsApp聯繫，我 Joe 和 Kyle 可以幫你解决任何問題。
Darren Wong: 我肯定我會把所有的東西都寫在節目記錄裏。顯然，我會給你們一個檔案，讓你們告訴大家有關比如如何在香港或臺灣申請按揭貸款。我想說謝謝你們的到來。實際上我還有很多關於抵押貸款的問題，我想問你更多，但讓我們會把它們留給下次節目機會吧。
Kyle Yeung: 聽起來不錯。感謝你給我這個機會。
Darren Wong: 是的，不用擔心。下次見。非常感謝你。謝謝。
Kyle Yeung: 謝謝。再見。