Page 1

WILL THE NEW DRONE RULES WORK FOR YOU? PAGE 18

HOW TO BEAT CALL RELUCTANCE PAGE 34

THE NEW REAL ESTATE BUSINESS MODEL PAGE 46

LEARN FROM THE BEST #12 AUG/SEP 2016

7

STEPS TO IMPROVING YOUR CONFIDENCE

SURVEY

WHAT HELPS YOU TO EARN MORE

MARKETING

IS THE SOCIAL WORLD GETTING CLOSER TO THE LISTINGS WORLD?

THE NOW GENERATION OUWENS CASSERLY

FLIP MAGAZINE OVER FOR


SOCIAL BOOST

Boost your property marketing campaign with Facebook Showcase your listings as a Domain sponsored post on Facebook with Domain’s Social Boost. Exclusive to Premium Plus listings, Social Boost amplifies your exposure to targeted buyers actively searching in your area. With 14 million Facebook users in Australia*, adding social to your online and print campaign helps you achieve the best result.

Intelligent targeting

Pair Facebook’s reach with Domain's powerful search insights to target buyers actively looking in your area

Social media expertise

Leverage Domain's social media credibility as Australia's most followed and engaged property brand

1300 799 109 | sales@domain.com.au *Source: Based on Facebook internal data, Sep 2015.

Lead generation

Drive more listing and Agent profile views, keeping your properties top of mind prior to auction

Sell faster

Deliver greater listing engagement and enquiries, helping to sell your properties faster and for more


Hybrid targeting approach

Facebook engagement Weekly visits

Combine Domain’s search insights with Facebook’s extensive reach

Boost your presence to more local buyers

32 times

2

Average number of Facebook visits per user weekly 40km 5km

Time spent

12.5 hours

2

Social Boost proactively targets buyers looking in your area; showcasing your listings in their Facebook news feed

58% of Australian buyers look to move within 5km of their current address while 91% look to move within 40km1

Average time spent on Facebook per user weekly

Boost your exposure mid-campaign Adding Social Boost to your marketing campaign is an effective way to keep your properties top of mind and drive buyer interest ahead of auction.

Premium Plus listing SOCIAL BOOST

Views

Print listing

Time

DM15321

To boost your property campaigns, talk to your Domain Account Manager today

*Available to Premium Plus clients, as determined by Domain. Source: 1. GfK Home Buyer Research Oct 2015. 2. Sensis Social Media Report 2016.


A focus on delivering the absolute best level of support Recently, we have invested heavily in upgrading our support and training systems. As well as expanding our team, we have invested in new call centre infrastructure and have released our online learning platform where customers can take a variety of self-paced online courses to learn how to get the most from their Console Software.

Developing the next generation of innovative technology Our Next Generation Cloud Platform is currently underway and is due for release in early 2017. Our new platform is an ambitious project and we are excited to say that we believe it will set the standard for agency management solutions. We’ve already engaged hundreds of customers for their input and will be unveiling the new technology at special events throughout September.

An industry leader of real estate solutions Console has been supplying innovative real estate solutions throughout Australasia since 1992. Over 4,000 agencies across Australia and New Zealand use our technology to ensure they are capable of delivering an exceptional property experience while maximising efficiency.

www.console.com.au 1300 131 311


Manage, grow and streamline your real estate business Some of Australasia’s largest agencies are powered by Console Australia Console’s platform is designed to support both a start-up agency or a multi-office network with thousands of properties under management. We have helped clients achieve success no matter what their goals. To see how Console can support your success, go to console.com.au/elite to register for an obligation-free consultation.


s n a g o l s m o Fr , a i d e m l a i c to so y l u f a n e v e or publishedzine maga

Issue 12 Aug/Sept 2016

eliteagent.com.au eliteagent.tv SAMANTHA MCLEAN – Managing Editor samantha@eliteagent.com.au MARK EDWARDS – Commercial Partnerships mark@eliteagent.com.au MOIRA DANIELS – Deputy Editor moira@eliteagent.com.au JILL BONIFACE – Sub-Editor editor@eliteagent.com.au SHANTELLE ISAAKS – Marketing Assistant / Newsroom shantelle@eliteagent.com.au FEATURE WRITERS Iolanthe Gabrie, Steve Mallach CHORUS DESIGN – Art Direction/Design thegoodpeople@chorusdesign.com COVER STORY PHOTOGRAPHY

Agi Magyar - The Headshot Co.

We live and breathe content marketing, branding and creativity on a daily basis. Let us help you achieve your marketing objectives.

SUBSCRIBE eliteagent.com.au/shopnow (02) 8854 6123 subscriptions@eliteagent.com.au

CONNECT WITH US @eliteagentmag BASS Publications Pty Ltd

(a subsidiary of a bit of this publishing pty ltd)

A BIT OF THIS PUBLISHING

ACN 169 805 921

For enquiries about how to have Elite Agent Magazine’s award-winning creative team as your own, contact samantha@eliteagent.com.au.

A BIT OF THIS PUBLISHING

6 ELITE AGENT • AUG-SEP 2016

Postal Address: Suite 904, 121 Walker Street North Sydney NSW 2060 Telephone (02) 8854 6123 Registered by Australia Post/Print Post 100020180

Editorial Submissions

The publisher welcomes editorial submissions from individuals and organisations within the real estate profession. The publisher reserves the right to edit, modify, reject or contribute to the content of the material provided. Some opinions expressed in Elite Agent Magazine are not necessarily those of its staff or contributing editors. Those opinions are reproduced with no guarantee of accuracy although Elite Agent Magazine endeavours to ensure those opinions and comments are factual. Our subscriber list may sometimes be made available to relevant brands who might be of interest to our readers and from time to time we may be in touch to inform you of new Elite Agent products and services. Please visit eliteagent.com.au/privacy for details on how we collect and use your personal information. © Elite Agent Magazine 2016. All rights reserved.


Contents Regulars 010 EDITOR’S LETTER 012 READER PROFILE Christine Henderson 014 UPFRONT News from the Community 016 STATE OF THE PROPERTY MARKET Nila Sweeney 032 ASK THE COACH Claudio Encina 034 MINDSET CORNER Jet Xavier 036 DATA INSIGHT Eddie Cetin 038 BUSINESS DEPOT John Knight 040 PEOPLE PARTNER Alison McGavin

24

041 HEALTH SCIENCE Emily Schofield 050 PROFILE Domain’s Rising Star Winners Stasi Adgemis + Shane Sullivan 064 THE HOME STRAIGHT Mark McLeod

Everyone’s Talking About 018 DRONE RULES ARE CHANGING, BUT WILL THEY WORK FOR YOU? 020 REA: TECHNOLOGY AND TEAMWORK 022 WHAT REALLY HELPS YOU TO EARN MORE? 024 I S THE SOCIAL WORLD GETTING CLOSER TO THE LISTINGS WORLD?

First Person 026 FEE FALLING Josh Phegan

42

028 W  OULD YOU HIRE A CHEF WITHOUT TASTING THEIR FOOD? Julie Davis and Neil Williams 030 TECHNOLOGY, BUT NOT FOR TECHNOLOGY’S SAKE Ian Campbell

Cover Story 042 THE NOW GENERATION Ouwens Casserly

Elite Agent 046 THE NEW REAL ESTATE BUSINESS MODEL Kylie Davis 048 DIGITAL INNOVATION AND THE ART OF STORYTELLING Steve Mallach 052 RENOVATION RULES Amanda Gould 054 DO THE WORK AND LOVE YOUR TODAY Susanne King

48

056 7 STEPS TO IMPROVING YOUR CONFIDENCE Tanja M Jones 058 LOOK AFTER THE LISTINGS YOU LOSE Ian Grace 060 MILLENIAL BUYERS WHAT ARE THEY LOOKING FOR Chloe Taylor 062 PROSPECTING: THE FORGOTTEN FORCE Milton Rendell

8 ELITE AGENT • AUG-SEP 2016


JOHN KNIGHT BUSINESS DEPOT 7 things top principals are doing to achieve great results

28

Where are yo​u from originally and where do you call home now? I grew up in a little country town called Millmerran in South West Queensland [one hour south-west of Toowoomba] – don’t blink or you’ll miss it. Millmerran is best known for coal, a power station, lots of farming and the camp oven festival. Brisbane is now home for my family and me. Who or what inspires you at the moment? I am inspired by the entrepreneurial spirit of the business owners we deal with every day, but a book which really resonates with me at the moment is The End of Jobs by Taylor Pearson. Trend to watch in the industry? Offshoring is quickly becoming one of the top topics of discussion in the industry. I am interested to see when this works, when this doesn’t and how it intersects with improvements in technology.

38

CONTRIBUTORS 52 JULIE DAVIS AND NEIL WILLIAMS AGENT DYNAMICS Would you hire a chef without tasting their food? Who or what inspires you at the moment? Neil: Len Beadell, land surveyor and the last, true Australian explorer. He always inspires me! Julie: Neale Daniher for his efforts in raising funds and awareness of Motor Neurone Disease. What is the most important project you are working on right now? Neil: Developing employment advertising copy to attract candidates based on their innate talent or profile type. Julie: A leadership program exclusively for our clients. Trend to watch in the industry? Neil: The smarter agents focusing on humility rather than ego. Julie: It will be the agents who have a real point of difference that they can prove who will excel in the industry. Favourite quote or words to live by? Neil: “Don’t look down on those who look up to you” – Muhammad Ali. Julie: “Our doubts are traitors, that make us lose the good we oft might win, by fearing to attempt” – William Shakespeare.

AMANDA GOULD HIGHSPEC PROPERTIES Renovation rules: top 7 tips and trends for 2016 Who or what inspires you at the moment? I am inspired by fellow entrepreneurs that are smashing it! It pushes me forward. What is the most important project you are working on right now? An off-market DA approved, 121 unit development site in the North West corridor. Trend to watch in the industry? As property prices increase, I have noticed a rise in syndicate buying where there are four or more purchasers. Favourite quote or words to live by? If you change the way you kook at things, the things you look at change!

SUSANNE KING PEAK PERFORMANCE COACH, AGENT REPUBLIC Do the work and love your today Where are you from originally and where do you call home now? I am from a little place in the central west. Sydney is home, Manhattan Beach is my heart’s home. What is the most important project you are working on right now? Agent Republic. Trend to watch in the industry? Reality TV is where it’s headed. To do that and keep your heart in a place of service is key. Favourite quote or words to live by? You get who you are, not just what you do!

54

eliteagent.com.au 9


A EDITOR’S LETTER A QUESTION I HAVE been asked

a lot lately is about change and whether accelerated change is really possible. It stands to reason: it’s the topic I’ll be speaking on at ARPM 16 and something that is topical given the process that our sales ‘Transformers’ went through. Now it will be a similar journey for our property management Transform teams as well. The answer is yes. But only given certain conditions. Everyone is capable of change, whether it’s the slow, ‘one foot in front of the other’ kind of change or the extreme makeover experience that we give people in Transform. But it’s only possible if you’re open to it. I think it was Tony Robbins who said “Change happens when the pain of staying the same is greater than the pain of change.” And when you think about it, that is a pretty true statement; whether it’s your business (an employee who is not working out) or something personal (lose weight, get fit) the status quo is easier than doing things differently. One of the biggest lessons in sales Transform, and certainly one of the big lessons for me in our business, came up in Josh Phegan’s session where he talked about potential and capacity. If you feel you are at, say, 50 per cent of your potential but you’re at 100 per cent of your capacity (that is, you can’t physically fit any more into the day), then you are never going to get to your true potential unless you look at your capacity. Don’t look at capacity as simply your people, but look at yourself, your health, making more of the

10 ELITE AGENT • AUG-SEP 2016

hours you have in the day. Then look at the people and processes around you and see where you can increase those. Do you need to take some of the load off? (In real estate this is usually getting an assistant.) Or is something better served by a process that is repeatable – meaning it may take a bit of time to set up but then is easier to outsource. Now let’s come back to Transform. Transform was fun and everyone learned an amazing amount, but the tough schedule to fit all of that learning into such a short period of time is something that is definitely not for the fainthearted! I think all of our Super Six found that fitting that extra hour or two into their week was a challenge, given that time management for agents is something of a challenge anyway. And I think it does prove once and for all something that John McGrath always says: What got you here won’t get you there. We also learned that as a business we too had to increase our capacity remarkably as we started producing more content than ever before and had more people ‘following’ us than we’d ever experienced. Working 25 hours a day is never a solution; the only transformation that’s going to happen if you go down that path is not a positive one! So I think the big lesson is this: if you are going to change, if you are going to transform, you have to first be ready for the fact that you’re going to need to increase your capacity from day 1; something that our PM/Principal Transform teams will discover when they start their journey on August 7. We can’t wait to see

how they take on the lessons from the experts to implement in their lives and businesses and, hopefully, put them on the road to where they want to be. Part of Transform (for us) was determining whether the lessons everyone teaches in real

One of the biggest lessons in Transform, and certainly one of the big lessons for me in our business, came up in Josh Phegan’s session where he talked about potential and capacity.


Catch up with all of the action from AREC 2016 with our “On the Couch” series eliteagent.com.au/onthecouch

estate apply to all markets and all types of agents, and that was why the Super Six feedback was so important. They were all from different regions, different markets so it was interesting to see how they applied the same lessons, and yes the same lessons did kind of work! In addition to that, I worked with Claudio Encina and Jet Xavier to design a survey to see if there was a pattern among the ‘elite’ in personal success factors such as sleep, TV, prospecting habits and more, and whether they had an impact on GCI. We surveyed around 200 agents; you’ll see the results on page 22. While the survey wasn’t perfect (there are a lot more questions that could be asked!), it does show some interesting trends about how your capacity affects your income. Seeing these stats I think you

can safely assume these lessons are relevant to everyone, even if your market is different. The real battle, as I have witnessed, is the ability to ‘JFDI’. As Jet Xavier often says, “There is not a single person in the industry who doesn’t know how to pick up a phone and dial a phone number. So that’s not the reason people don’t do it. It’s a mindset issue, not a skillset issue.” So if you want to change, to transform… look at your potential, your capacity, and yep, you know the rest! Follow PM transform @ eliteagent.com.au/transform

eliteagent.com.au 11


READER PROFILE

LIVING THE DREAM Two years ago Christine Henderson gave up a job in executive management to switch to real estate and is now a property consultant at Hodges Mentone. A lifelong resident of beautiful Bayside, Melbourne, she has high ambitions, takes the trouble to write handwritten notes to clients – and somehow finds time to be a single mum too. How did you get started and how long have you been in real estate? I started in real estate just over two years ago; I had always had a passion, not only for property but for the local area. Previously I had worked for Tupperware as an executive manager, but I wanted a job where I could spend more time with my girls and have a better work/ life balance – and not be out every night of the week! I am extremely passionate about where I live and have been a lifelong resident of Bayside, Melbourne. I find it easy to

sell not only a home but the incredible lifestyle on offer. What have been your biggest challenges so far? My biggest challenge has been my limiting belief in myself. It’s all in my mind! I know I am capable of anything and I have huge goals. Who or what inspires you? I’m constantly inspired by the dynamic team here at Hodges, plus our two amazing and supportive directors. The whole team has a high work ethic and it motivates you to be your best.

“It was such a thrill meeting the Altman brothers. They were such gentlemen and so complimentary.” In your briefcase right now is… My ‘to-do’ lists, fineliners, highlighters and copious amounts of bulldog clips; my laptop and notecards (I love handwritten notes) and my copy of Think and Grow Rich by Napoleon Hill.

grateful to Elite Agent Magazine. I also loved their presentation – it was a good reminder that no matter your goal you should never lose sight of it. Work, live and breathe it, and anything is possible. They had huge setbacks but never gave up.

Something you couldn’t live without? My iPhone and my Lucy dog – always happy to see me no matter the hour.

What advice would you give to your younger self, or someone just starting out in real estate? Prospect, prospect, prospect. Every day! Door-knock and make sure everyone knows who you are, and listen. Also never stop learning and evolving your business. Be topical, not typical; be genuine and be yourself. I just wish I had started in the industry sooner!

What do you most enjoy about Elite Agent Magazine? I like learning what other agents are doing, and taking ideas and implementing them to be my own. Plus I love reading about trends in the industry. What was it like meeting the Altman brothers? It was such a thrill. They were such gentlemen and so complimentary. Going to the private cocktail party was a highlight of my year and I am so

12 ELITE AGENT • AUG-SEP 2016

Words to live by? “I’m too busy working on my own grass to notice if yours is greener.” Stay focused, tune out the noise around you and make it happen! And “Love the life you live, live the life you love.”


UPFRONT

@ANDRE ABONNE

R_

LEARN FROM THE BEST – VISIT ELITEAGENT.COM.AU

Snap and Share:

@S TE VE ANDT

ON YMCGRATH

VitrineMedia continues to lead in shopfront innovation VitrineMedia, a world leader in LED display technology dedicated to window solutions, has now brought even more light with less energy output to the real estate industry. In the last 12 months they have designed several new LED display panels to add to their collection to make the real estate shopfront really stand out. Speaking at AREC 2016, Global CTO Benjamin Champagne said, “This year we have been proud to showcase our new products which have been developed and refined over the past 12 months. We have new wall mounted products that take care of the interior space as well as the traditional window displays which can really lift the office.” Australian Managing Director Mike Toweel said, “The thing that absolutely blows people away when they look at it, is the simplicity of use. It’s all print media, so it’s transparency film that you print on with a laserjet or inkjet printer at your own office.” With dual illumination VitrineMedia displays are the brightest and slimmest in the market, claiming twice the brightness, yet only half the power consumption. “We’ve got some really innovative products now in interior visual marketing,” continued Toweel, “The new banners are brighter and we’ve gone up twenty per cent on where we were this time last year. We’ve got more efficient fittings, more efficient rails. You actually get a reduction in power consumption. So the solution is not only beautiful, but environmentally friendly as well.” And the environment is an area where VitrineMedia intends to maintain their leadership position in innovation. “As always the common point for everything is modularity,” says Champagne. “Ninety-eight per cent of the product can be recycled. It’s very important for us on the production side and we are launching a new department at VitrineMedia, to continue to develop our techniques.” “There’s a lot of things happening overseas, new and exciting things,” continues Toweel. “It’s hard to believe that it also gets better than this, so I guess just watch the space!” For more information visit VitrineMedia.com.au. 14 ELITE AGENT • AUG-SEP 2016

BizCover – saving you time and money on your insurance In the world of real estate, trading without Professional Indemnity Insurance is equivalent to a surgeon practising without Medical Indemnity Insurance. Although you’re not performing brain surgery, real estate is a complex industry, and as an estate agent you’re open to litigation involving breach of contract, allegations of misrepresentation, poor property management and a breach of statutory provisions - to name but a few. Whether you specialise in residential or commercial property, work in a company or act as a sole trader, having appropriate insurance provides essential financial protection against potential losses arising out of acts, errors and omissions for the professional services you provide. Finding the right insurance, however, can be a time-consuming and complex process, often involving insurance brokers who can take days

Congratulations to our #Hampersand Hamper Winners in our ongoing Instagram Snap and Share competition, @steveandtonymcgrath and @andreabonner_. You have won a Hampersand ‘Delight’ Hamper valued at $350; this sumptuous delight comes in a hand crafted wooden box, opened with an 18ct gold crowbar. Inside, Bollinger Champagne and a cornucopia of sweet and savoury delights, organic skin care and a charity donation. For more information about Hampersand, including luxurious gifts you can give your clients on settlement visit hampersandhampers.com.au.

to get back to you. BizCover are committed to helping small businesses get their insurance sorted, offering you the right cover at the right price without the hassle of going back and forth with a broker. As Australia’s No. 1 business insurance service, they have simplified the process of purchasing insurance for real estate agents. You can compare quotes instantly, and select and buy a policy from some of Australia’s leading insurers in a matter of minutes, saving you time and money so you can focus on what’s really important – selling real estate. They’ll help you with all of your insurance needs, including Professional Indemnity, Public Liability and Business Insurance packs, all meeting the requirements of leading real estate associations. It can be done online or over the phone with no tricky paperwork to complete, and your policy documents will be emailed to you instantly. And what’s more, should the unthinkable happen and you need to make a claim, they will manage the process for you whilst keeping you updated on its progress. To find out more visit bizcover. com.au or call 1800 816 471.


Domain launches Social Boost Last month Domain announced a new product offering, Social Boost, that helps agents increase reach, exposure and interest for property listings through targeted ads on Facebook. The new solution, available for Premium Plus advertisers, is said to amplify agents’ exposure and reach a more targeted audience to help sell properties faster. Morton Real Estate is one of the first groups in Australia to use Social Boost and has already achieved strong results. Sarah Fowl, Morton Real Estate’s Marketing Manager, commented: “Having Social Boost on our listing has really helped us increase exposure, resulting in more inbound enquiries to our property.” Domain’s Social Boost will showcase an agent listing as a Domain sponsored post on Facebook, and is currently available to agents in NSW, QLD metro, VIC Metro, WA Metro and will be rolled out to the rest of Australia later this year.

Domain’s approach to targeting buyers in Social Boost is based on current search insights. A GfK Home Buyer Research Report (2015) found that 58% of buyers are looking to move within 5km of their current address and 91% are looking to move within 40km of their current address, so Social Boost is designed to target both local and active buyers on Facebook in and around the location of the property. Domain search insights also allows targeting of buyers who have recently searched on the Domain website for properties in and around the location of the property being advertised. Social Boost reporting provides results on a whole host of metrics, including, 'engagement', 'views', 'enquiries' and 'Saves and Shares'. Every listing has an associated listing report accessible through Domain Agent Admin. Currently, the cost per Social Boost is: $750 + GST – for Melbourne Metro and Sydney Metro or $495 + GST – for NSW (except Sydney Metro), Brisbane, Adelaide and Western Australia (prices are based on Zones as defined by Domain). For more information contact your account manager or visit domain.com.au/group/agent-centre/social-boost.

12 CPD POINTS* FOR NSW AGENTS ONLINE AND READY WHEN YOU ARE FROM JUST $89

MYREALESTATECPD.COM.AU (02) 8231 6669 * CPD Points are approved by RTO 41529 BPG Pty Ltd

eliteagent.com.au 15


PROPERTY MARKET UPDATE

STATE OF AUSTRALIA’S PROPERTY MARKET PROPERTY PRICES BOUNCED back

solidly in the June quarter after a weak showing in the previous three months. However, threat of oversupply is casting a dark shadow on the market’s growth prospects for the next 12 months. Nila Sweeney, Managing Editor of Property Market Insider, explains. Just when you thought Sydney had run out of steam, prices rebounded strongly over the June quarter, taking the lead once again. The latest statistics from CoreLogic RP Data showed that the median dwelling price in Sydney surged by 6.8 per cent to $780,000 over the three months ending June, amid renewed interest from investors. Melbourne also staged a strong showing, gaining by 3.5 per cent during the same period. The combined strong performance by Australia’s biggest cities lifted the Hedonic Home Value Index to a new record, according to Tim Lawless, CoreLogic’s Asia Pacific research director. “The June results continued to show a rebound in the housing market conditions after weaker results for the final quarter in 2015,” he says. Andrew Wilson, chief economist with Domain, shares similar findings and adds

that Sydney is set to continue to track solid price growth, albeit at a slower pace. “More investors are returning to the market after some jittery months towards the end of last year. The spectre of the change in negative gearing got the speculative juices flowing again for investors and we’ve seen a bounce back in activity.”

HOBART SURGES Following closely behind Sydney and Melbourne is Hobart, where the median house price jumped by 8.5 per cent to $360,500 over the past 12 months, according to CoreLogic RP Data. Unlike other capital cities where rental yields are falling as prices rise, Hobart manages to still enjoy healthy rental returns amid growing prices. “The strength in the Hobart market comes after a long period of under-performance,

CAPITAL CITY PERFORMANCE Region

Month

Quarter

Year on year

Median dwelling price

Sydney

1.2%

6.8%

11.3%

$780,000

Melbourne

0.8%

3.5%

11.5%

$587,000

Brisbane

-0.1%

2.2%

5.3%

$475,000

Adelaide

-1.3%

0.8%

2.2%

$420,000

Perth

-0.2%

-0.8%

-3%

$505,000

Hobart

1.8%

1.9%

6.2%

$341,000

Darwin

-1.6%

-2.5%

-1.1%

$510,000

Canberra

-1.1%

2.6%

3.9%

$560,000

Combined capitals

0.5%

3.8%

8.3%

$580,000

Source: CoreLogic RP Data June 2016

16 ELITE AGENT • AUG-SEP 2016

where home values in the city increased by only 1.4 per cent per annum over the past 10 years,” says Lawless. “Potentially, the Hobart housing market is being fuelled by the sheer affordability of housing and a renewed trend towards Melbourne and Sydney buyers unlocking their equity to make lifestyle housing purchases.” Not surprisingly, Angie Zigomanis, senior analyst with BIS Shrapnel, also sees potential in Tasmania’s biggest city. “Interstate migration is starting to come through again, and those who have left the state in search of jobs elsewhere are also returning,” he says. “There might also be some expats that are now moving back to Hobart, thanks to its idyllic environment which is conducive for raising a family.”

BRISBANE SET TO REPLACE SYDNEY AND MELBOURNE AS GROWTH ENGINE While Brisbane didn’t put on a breakout performance, it’s steady and set to gain momentum over the next 12 months, according to Shane Oliver, chief economist with AMP Capital. The current growth in prices is mostly supported by the activity in the lower-priced regions, which have been flat for a couple of years. “I think Brisbane has the most promise in terms of growth going forward,” says


With regard to the lower rate of population growth, Zigomanis says: “National population growth in 2014-15 was at its second lowest level since 2005-06, with net overseas migration falling from 229,400 persons in 2011-12 to 176,500 persons in 2014-15 – although there have been wide variations across the states. Nevertheless, with the majority of net overseas migration classified as ‘long-term overseas visitors’ – that is, temporary but not permanent arrivals – this reduction is likely to be impacting most on the rental, and therefore apartment, sector.”

“In most markets, particularly in Melbourne and Brisbane where it’s not just a high level of supply but also concentrated into the inner city areas, you have to compete with a lot of landlords for tenants.” Oliver. “There hasn’t been a lot of growth in Brisbane over the past few years. It should accelerate this year. It should pick up as it reaps the benefit of a lower Australian dollar, which outweighs the negative impact of the end of mining. I think it will overtake Sydney and Melbourne in terms of growth.”

NO UPSIDE ON THE HORIZON FOR PERTH AND DARWIN Perth continues to under-perform despite earlier signs that the market might be bottoming out, according to Wilson. “Even though I saw what I thought were signs of the market bottoming out towards the end of last year and early this year, that market shakeout is still continuing,” says Wilson. “There are no signs of bottoming out in the Perth market at the moment. Our rent report shows there’s another increase in the vacancy rate in the Perth market, where houses now have 4.2 per cent vacancy rate and units 4.8 per cent.” Wilson points out that the significant correction in the Perth market is now being felt on both price and rent. “Both areas are suffering from the oversupply of rental property. It’s a really bleak environment for investors at the moment, not just to find a tenant but also to find a buyer to move out of the market,” he says.

Perth dwelling values dropped over the first six months of this year by 3.9 per cent, making them 7.4 per cent lower than the high of December 2014.

THREAT OF OVERSUPPLY LOOMS While residential prices are forecast to remain relatively stable in the next 12 months, rising supply and weakening investor demand will see some markets suffer, according to Zigomanis. “We’re moving away from undersupply into an oversupply situation over the next 12 months, broadly speaking,” he says. “A record number of new constructions are taking place and apartments being constructed. A lot of those apartments are also locked in for the next two years. There’s no immediate way to absorb them, particularly given that overseas migration and population growth in general are now lower than they’ve been in recent years.” In fact, nearly all capital cities are building apartments at record rates on the back of the recent strength in investor demand, according to Zigomanis. “As these projects are progressively completed, it is likely that there will not be enough tenants in a number of cities to support rents and consequently values upon completion.”

On a national level, BIS Shrapnel expects a record 220,000 new dwellings will have been commenced in 2015-16, and this will translate to a peak in new dwelling completions in 2016-17. Once they reach completion, all states except New South Wales will be dealing with a situation of oversupply. “Perhaps in Sydney it’s not so much of an issue, but in most other markets, particularly in Melbourne and Brisbane where it’s not just high level of supply but also concentrated into the inner city areas, you have to compete with a lot of landlords for tenants,” says Zigomanis. Although he expects interest rates to remain low, and even potentially to fall further, the adverse demand/supply balance is likely to dampen price growth, with median house and unit prices in all capital city markets expected to be lower in real terms by 2019.

Nila Sweeney is the Managing Editor of Property Market Insider. Formerly the Managing Editor of Your Investment Property and Your Mortgage magazines, Nila has more than 10 years’ experience writing about Australia’s property market. For more information, visit propertymarketinsider.com.au.

eliteagent.com.au 17


EVERYONE'S TALKING ABOUT…

DRONE RULES ARE CHANGING, BUT WILL THEY WORK FOR YOU? PHOTOGRAPHY AND VIDEO shot with drones has

become relatively common in real estate marketing. Important changes to the safety regulations covering their use take effect in just under two months. From 29 September 2016 there will be a new category of commercial remotely piloted aircraft operations. People operating drones with a maximum takeoff weight of less than two kilograms will no longer be required to gain a certificate and licence from CASA. Operators will only have to provide one online notification to CASA well in advance of their first commercial flight and operate by a set of standard operating conditions. This change cuts red tape and costs to people operating very small commercial drones. They will not need to get a remotely piloted aircraft operator’s

18 ELITE AGENT • AUG-SEP 2016

certificate (ReOC) or a remote pilot licence (RePL) from CASA. The change has been made in response to research on the safety risks of remotely piloted aircraft that found very small drones posed a lower level of risk to people, property and aircraft. CASA’s Director of Aviation Safety, Mark Skidmore, said the changes to the remotely piloted aircraft regulations maintain appropriate safety standards while cutting red tape. “While safety must always come first, CASA’s aim is to lighten the regulatory requirements where we can.

“The amended regulations recognise the different safety risks posed by different types of remotely piloted aircraft. “People intending to use the new very small category of commercial operations should understand this can only be done if the standard operating conditions are strictly followed and CASA is notified. “Penalties can apply if these conditions are not met.” Anyone intending to fly a very small remotely piloted aircraft in commercial operations must always adhere to the standard operating conditions. These are: • You must only fly during the day and keep your remotely piloted aircraft within visual line of sight • You must not fly your remotely piloted aircraft higher than 120 metres above ground level • You must keep your remotely piloted aircraft at least 30 metres away from other people


• You must keep your remotely piloted aircraft at least 5.5km away from controlled aerodromes – these are the capital city airports and some regional airports – and clear of the flight paths at all other aerodromes and aircraft landing sites • You must not fly your remotely piloted aircraft over any populous areas – this can include beaches, parks and sporting ovals where there are crowds or groups of people • You must not fly your remotely piloted aircraft over or near an area where it might affect public safety or where emergency operations are underway – this could include situations such as a car crash, police operations, a fire and associated firefighting efforts, and search and rescue

This change cuts red tape and costs to people operating very small commercial drones.

• You can only fly one remotely piloted aircraft at a time. Importantly, a remotely piloted aircraft must not be flown in a way that creates a hazard to other aircraft, people or property. Autonomous flights are also prohibited as CASA is still developing suitable regulations for these operations. The standard operating conditions may still mean that drones cannot be used for commercial purposes – such as real estate photography – in many areas of major cities and towns. This could be due to being within 5.5 kilometres of a controlled airport, the need to stay more than 30 metres away from other people or the requirement not to create a hazard to people or property. There are no exceptions or exemptions to the standard operating conditions and they apply at all times. Anyone needing to operate a remotely piloted aircraft outside of the standard operating conditions – for example within 5.5km of a controlled aerodrome – will need to obtain a remotely piloted aircraft operator’s certificate and a remote

pilot licence from CASA and then gain additional approvals. There are more than 600 approved remotely piloted aircraft operators across Australia, with most providing aerial photography services, with a list of approved providers being available online. CASA will be releasing more advisory material on the new drone rules in the near future and is working to develop an app so users can be clear on regulations. However, if you are in doubt it is still best to use a licensed operator. “The regulation changes coming into effect later this year are somewhat of a concern to the licensed operators in the industry,” said Nathan Clarke of Top Snap in Central Victoria, a fully licensed drone operator. “Unlicenced operators may not have the knowledge and necessary skills to avoid getting into dangerous situations. Those holding licenses have completed comprehensive theory and flying tests and are insured for public liability and property damage.” Comprehensive information on remotely piloted aircraft is available on the CASA web site casa.gov.au.

Having goals is great, realising them is something else! I had a vision of where I wanted to go, what I wanted to achieve but I couldn’t easily see how to get there. A one off strategy session with Julie and Neil set me on a path to my biggest year to date and seven figures in personal sales income. They now play a permanent role in my goal and strategy planning and I couldn’t be happier. It’s the smartest move I have made in a long time.” Greg Vincent, One Agency

Want a custom built strategy that gets results? Call the team today and realise your profitability and business goals. Contact Julie on 0412 752 366 or julie@agentdynamics.com.au or learn more at agentdynamics.com.au

eliteagent.com.au 19


EVERYONE'S TALKING ABOUT…

REA: TECHNOLOGY AND TEAMWORK TRACEY FELLOWS took some time out at AREC 2016

to speak with Elite Agent’s Editor Samantha McLean. A digital innovator through and through, Fellows has enjoyed roles as Executive GM of Communication Management Services at Australia Post and as Microsoft Vice-President for the Asia-Pacific Region before joining REA Group as Executive Director and CEO. TECHNOLOGY AND INNOVATION S: You went to Silicon Valley last year to visit companies like Google, Facebook, Uber – what did you take away from this experience that relates to the Australian real estate industry? T: The biggest thing I took away was innovation and the imagination of people: it doesn’t take 100 people to have a great idea. Some great ideas have a really small start. Innovative people try something. If it doesn’t succeed, they change the idea – they repivot it. They didn’t start off with their final idea – they repivoted their original idea and came up with something great. REALITY BITES AND VIDEO MARKETING S: realestate.com.au does a lot of research on consumer behaviours, particularly when it comes to property advertising. What insights have you gained from that? T: You can absolutely see how different presentations of product appeal to consumers. Our Premier product absolutely grabs the eye. There’s a lot of science and research our teams put into the consumer experience. How do you make things less confusing for consumers, more appealing? We do an enormous amount of testing before we release any product, whether on desktop or on mobile. S: Virtual reality and augmented reality are becoming part of the property industry’s digital marketing landscape. Can you explain the difference between the two? T: Virtual reality is an image of the real world which you are immersed in by putting on a headpiece powered by a processor – a phone, for example. Augmented reality is taking something real and extending it to make it seem more real; it’s slightly confected. You don’t require goggles on your head to have an

20 ELITE AGENT • AUG-SEP 2016

“Mediums that let people be more in control, spend more time exploring where they want to be, look at things the way they want to are more appealing and more engaging for consumers.” augmented reality experience. Virtual reality can, unfortunately, make people a little dizzy and be a bit nausea-inducing. There is a small percentage of people who get this! S: Do you think virtual and augmented reality will take over video in property marketing? T: I think there’s still a case for video, because it offers buyers a broad perspective on a property. Over time, I think augmented and virtual reality have the potential to take over as a medium. Consumers want to be in control. With video, you’re only seeing what

someone has decided you’re going to see. We do see people bailing on lifestyle videos in five seconds – they really do. One part is cynicism and the other is ‘you are not showing me the things I want to see’. Mediums that let people be more in control, spend more time exploring where they want to be, look at things the way they want to are more appealing and more engaging for consumers. Many property videos are a bit like something on MTV: there’s music, crashing waves, but not as much substance. That is what they don’t like.

REA GOES GLOBAL S: REA has expanded into both Southeast Asia and the US with stakes in iProperty Group and Move as well as operating businesses in Italy, Luxembourg and Hong Kong, plus the Chinese language website myfun.com. Can you tell us about any other expansion plans moving forward? T: Yes, they’re pretty big expansions. The acquisition in Southeast Asia is the biggest acquisition we’ve ever made. Really, for us, right now, it’s how we expand those businesses in those countries, how we move into some of the areas that we are [currently] in, which they’re not in today; they are pretty basic listings businesses. Equally, how we help our customers reach consumers in those markets, which we think is a great opportunity, and even connect those experiences. That’s really the focus right now, versus into other areas. S: Is the Australian real estate industry more mature or advanced than those in Asia or the US? How do our industry professionals compare? T: I think we’re much more advanced. I don’t know quite why that is – perhaps it’s our obsession with property, but how we present properties, the digital awareness of our agents [is ahead]. How we present property for sale is certainly more advanced than in Asia. Consumers in Asia are absolutely online, they’re absolutely digital, but I think Australia’s real estate industry has really shown that the way we market properties, and bring them to life in print and digital formats, is way ahead of what we see almost anywhere else in the world. REALESTATE.COM.AU – WORKING WITH AGENTS S: You’ve made it clear that realestate.com. au plans to continue to work more closely with agents. How will you help agents bring bigger audiences to their vendors? T: The agents are the industry, and realestate.com.au feels part of the industry too. We’ve made investments to support


agents; for example, the AREA Awards we announced just a little while ago. We invest in educating agents digitally, and around Momentum events too. We want to help agents to digitally market themselves – that ‘digital interview’ is so important! We think there’s a great role realestate. com.au can play in this connection, because consumers are already on our site looking for property. When they’re thinking about

selling their property, we’re also a logical place for them to go. Realestate.com. au has the largest audience of property seekers – we want to help agents (on behalf of their vendors) reach this audience. Increasingly we can do that in Australia, but we can do so equally overseas. We know that Australia is the number one destination for 30 per cent of property investors in Southeast Asia.

RAINMAKER RULES S: At AREC this year, it’s all about rainmakers and people making their own rules. If there was a rule you could make right now, what would it be? T: I’m probably not really one for rules, but I think the best thing to do is to embrace the fact that there’s going to be new ways of doing things in the real estate industry. Sometimes the real estate industry is resistant to change – there’s almost a mistrust of it. In the world we live in, so much is changing so quickly. Don’t mistrust it. Think about how change can create a win for you, about how it can make something better. Whether it’s how you engage with your customers, new business opportunities, making something easier for you to do. You can’t pretend things aren’t changing and look away. Embrace the new ways of doing things. We live in a global world. We all have to be doing different things to keep consumers engaged. If we’re not, somebody else is! We’re better off thinking, ‘How do I lead it?’ rather than being caught flat-footed saying, ‘What do I do now?!’

professional indemnity | public liability | business insurance | tax audit insurance | management liabilty | cyber insurance

www.

Why pay more for your business insurance when you can compare the best cover and price online in minutes?

ELITE25

CLICK

Visit bizcover.com.au and pop in a few basic details

COMPARE

Get multiple quotes instantly from leading insurers.

COVER

Buy the right policy for you and receive your documents emailed immediately.

BizCover Pty Ltd (ABN 68 127 707 975; AR No 338440) is a corporate authorised representative of Mega Capital Pty Ltd (ABN 37 098 080 418; AFSL 238549). Level 5, 260 Elizabeth Street Surry Hills 2010. © 2016 BizCover. All Rights Reserved.

eliteagent.com.au 21


EVERYONE'S TALKING ABOUT… This could mean there is a diminishing return or more of a focus on work-life balance. Survey Takeaway: Five to six exercise sessions per week of around 60 minutes’ duration appears to be the optimal exercise range for earnings.

WHAT REALLY HELPS YOU TO EARN MORE?

IS SLEEP AND THE 5AM CLUB A FACTOR? By far the most successful agents in terms of earnings are those who get between five and six hours of sleep per night and start the day between 5am and 5.30am. The survey found that late risers or those who get more than eight hours’ sleep per night are the worst-performing people from a GCI perspective. Survey Takeaway: Tom Panos has been telling us to get up early for years; turns out he’s right.

MOST OF US HAVE heard the lessons: get up early,

invest in yourself and don’t watch too much TV (among others). While there are many professional elements that go into achieving the number on your group certificate – such as customer service, technology and branding – we wanted to find out about personal factors, the ones we can control like sleep, exercise, marketing and home life and how they may or may not WHAT YOU WATCH ON TV GCI or gross earnings. We surveyed more than VERAGE GCI impact BY AGE GROUP TV WATCHING AND IMPACT ON GCI Keeping yourself informed is an important 200 agents and here’s what we found. 40 part of being able to hold a variety of

conversations with your clients and prospects, although many coaches will stay But age wasn’t the 32 only factor in income away from too much TV in preference to success. Respondents who have been in the podcasts and self-education. But how much 28 industry for more than 10 years generate is really OK? roughly 50 per cent more The highest GCI bracket responded that 24 GCI than those in the one-to-five and five-to-10 years of they watched between three and five hours’ 20 service brackets. TV3-5per 0-2 hrs hrs week. We’ve made 5+ hrs a mental note for Survey Takeaway: Age is no barrier to next Hours peryear weekto ask about the type of TV being income potential, but experience can make watched too. SCRIPT PRACTICE AND IMPACT ON Takeaway: GCI all the difference. Survey We think this means 35 some TV is good to relax, but too many hours IS THERE AN OPTIMAL in front of the box won’t do much for GCI. 30 AMOUNT OF EXERCISE FOR EARNING? 25 Both men and women in our survey COACHING AND TRAINING 20 exercised roughly the same number of times The agents surveyed who have a coach 15 per week, but interestingly we found that generated about 50 per cent more GCI than 10 women exercised three times longer in the those who don’t. 5 gym than their male counterparts. Additionally, agents who practised their In terms of GCI, the 0$500k to $1m category scripts and dialogues at least once a day None 1-2 3-4 5+ averaged five to six exercise sessions per were generating on average 50 per cent Frequency per week week, but those who said they exercised more than those who didn’t. more than seven times a week were in fact Survey Takeaway: Get a coach. Practise in the lowest GCI category (less than 200k). before game day.

XERCISE ANDWHICH IMPACTISON GCI A BETTER PREDICTOR OF Duration

Frequency

< 30 mins

1-2 times

EARNINGS –Duration AGE OR EXPERIENCE? 30-60 mins part the 60-90 mins > 90 mins For the most under-25s, being the new entrants to the industry, were the group most likely to be building a profile or working as assistants. Their GCI results reflected this compared to the other age groups. The highest earners in our survey were the 25 to 35 year olds, with 70 per cent of them being in the 350k to 500k bracket. This group also had the highest number of respondents 3-4 times in the million 5-6 timesdollar-plus MoreGCI than 7 category. See the graph for the average Frequency commission for each age group.

Percentage

< 25 yo

THE BATTLE OF THE SEXES ENDED IN NO CONTEST Of the respondents we surveyed, men and women earned roughly the same numbers spread across the different GCI brackets. Survey Gender noyo 25-35Takeaway: yo 35-45 yo presents > 45 barrier to income Age potential.

Percentage

36

Wake time LEEP HABITS AND IMPACT ON GCI Sleep length AVERAGE GCI BY AGE GROUP Between 6-7am

WATCHING AND IMPACT ON GCI SHARE OF GCI TV TOTAL BY EXPERIENCE 40

After 7am

36

25

Percentage

Between 5-5:30am Percentage

Between 4-5am

Wake time 35Between 5:30-6am 30

20

32

15

10+yrs 28 43%

10

24

5

< 25 yo

25-35 yo

35-45 yo

20

> 45 yo

Age 5-6 hrs

6-7 hrs

7-8 hrs

8+ hrs

Duration Frequency

EXERCISE AND IMPACT ON GCI Sleep length Duration < 30 mins

30-60 mins

22 ELITE AGENT • AUG-SEP 2016 40 35

60-90 mins

5-10yrs 28%

0-2 hrs

3-5 hrs Hours per week

SCRIPT PRACTICE AND IMPACT ON GCI 35

> 90 mins

30 tage

4-5 hrs

1-5yrs 29%

25 20

5+ hrs


20

25 20 15

15

10

10 5

< 25 yo

25-35 yo

35-45 yo

Duration < 30 mins

30-60 mins

60-90 mins

Between 4-5am

> 90 mins

35

Percentage

30 25 Percentage

30 25 20

20

SLEEP HABITS AND IMPACT ON GCI

THE $500K – $1M EARNER… Wake time Between 4-5am

Between 5-5:30am

Between 5:30-6am

Between 6-7am

10

More than 7

4-5 hrs

Percentage

20 15

Wake time Sleep length After 7am

Male or female

Has a coach

25 to 35 years old OR has more than 10 years’ experience

10

Sleeps 5 to 6 hours a night

Rises between 4-5 hrsand 5.30am 5-6 hrs 5.00am

6-7 hrs

7-8 hrs

8+ hrs

Sleep length

AVERAGE GCI BY AGE GROUP

20

Maintains a ‘hot’ pipeline list

15 10 5

< 25 yo

25-35 yo

Exercises between 5 and 6 hours per week

35-45 yo

> 45 yo

Age

< 30 mins

30-60 mins

60-90 mins

Duration Frequency

> 90 mins

32 28

20 1-2 times

5-6 hrs

6-7 hrs

1-2 3-4 Frequency per week 7-8 hrs 8+ hrs

PROSPECTING AND FOCUS Our survey foundOF that maintain SHARE GCIagents TOTAL who BY EXPERIENCE a chase or hot pipeline list generate almost 70 per cent more GCI than those who don’t. Similarly, agents who followed a strict ideal day or ideal week were 30 per 1-5yrs cent up on the income of those who didn’t. 29% 10+yrs Significantly, clarity of goals resulted in a 45 per cent higher43% group certificate than those who didn’t have such clear targets. 5-10yrs Survey Takeaway: Those who practised 28% all three things generated 50 per cent more GCI on average than those who only did one or two.

25 20 15 10 5

0-2 hrs 3-4 times

3-5 hrs Hours per week 5-6 times More than 7

5+ hrs

0

None

1-2 3-4 Frequency per week

5+

FrequencyAND IMPACT ON GCI SCRIPT PRACTICE 35 30

SLEEP HABITS AND IMPACT ON GCI ge

10

None

30

24

15

15 10

SCRIPT PRACTICE AND IMPACT ON GCI

25

20

25 20

35

Percentage

30

Percentage

35

Duration

36

40

After 7am

Hours per week

WATCHING EXERCISE ANDTV IMPACT ON GCIAND IMPACT ON GCI 40

Between 6-7am

Percentage

Does more than 10 market appraisals per week

25

Between 5:30-6am

PERSONAL MARKETING AND BRANDING It was extremely clear that investment in personal marketing delivered almost linear results in any of the categories in our survey, Watches only 3 to 5 meaning that additional spend in marketing hours of TV per week directly TV WATCHING ANDcorrelated IMPACT ON GCI to an increase in GCI. Staggeringly, those agents who said they 40 Spends $10k+ pa in were investing $10k or more per year in their personal36marketing own personal marketing were generating on average twice as much GCI as those who 32 Mostly follows an were investing zero. ideal day28or week Survey Takeaway: Spending money on marketing and personal branding increases 24 your earning potential – but we suspect that comes with a caveat of ensuring 20 consistency and ROI. 0-2 hrs 3-5 hrs 5+ hrs

Practises scripts and dialogues daily

35

5+ hrs

Spends more than three hours prospecting

Is crystal clear on goals

30

3-5 hrs Hours per week

Sleep length

30 25

35 Between 30 5-5:30am

0

15 3-4 times 5-6 times Frequency

0-2 hrs

More than 7

5 15

1-2 times

3-4 times 5-6 times Frequency

Wake time SLEEP HABITS AND IMPACT ON GCI Sleep length SCRIPT PRACTICE AND IMPACT ON GCI Wake time

40

10

28

20

Duration Frequency

EXERCISE AND IMPACT ON GCI

32

1-2 times 24

> 45 yo

Age

Percentage

Percentage

Perc

Percentage

25

25

Wake time

Wake time Sleep length

eliteagent.com.au 23 SHARE OF GCI TOTAL BY EXPERIENCE

5+


EVERYONE'S TALKING ABOUT…

IS THE SOCIAL WORLD GETTING CLOSER TO THE LISTINGS WORLD? WITH THE THREAT FROM DISRUPTIVE technology at the

forefront of everyone’s mind, we caught up with Stuart Leo, founder of Blirt, a customer experience specialist. Stuart was a keynote speaker at the recent Property Portal Watch conference in Bangkok, and as a marketing and automation expert, we asked Stuart to give us his thoughts about recent innovations and what may be around the corner which could challenge the real estate industry including the portals. Firstly, can you tell us a little about Blirt? At Blirt we’ve spent the last 15 years in the world of the internet, where marketing and technology are really coming together due to the availability of huge amounts of data, such as that supplied through social media activity. The harnessing of that data has given birth to an entire new industry which aims to make it easier to reach and convert customers in amazing new ways. What we call the ‘experience economy’ is underpinned by the fact that it has become easier to find information. I can be playing around having a cup of coffee in a café of a

24 ELITE AGENT • AUG-SEP 2016

Saturday morning and updating my social media pages while still looking for that dream property – that’s really exciting and has profound implications for customer interaction. Our customer is in far greater control today than they ever have been. They can find out everything they need; the information is at their fingertips and, as we all know, knowledge is power. So the power has now shifted to the customer side of the equation. There are tools to help developers, people selling property, people looking for property and tools to communicate and make it easier to sell.

Can you tell us a little more about how things are changing? It’s 2016 and marketers are looking to influence and communicate beyond the lead conversion. We used to spend most of our advertising budget on big ads, billboards, television and radio as well as newspapers. But now we as marketers and communicators are looking to support a lead generation process through a customer journey. It might mean providing the lead with email updates or the relevant content in their Facebook feed. The property portals of today are all about just getting that lead conversion – getting someone to an open for inspection. But that is changing. There’s a global trend where the social world is getting closer to the listings world, whether through customer comments or advocates for that property, such as friends and family. It’s very easy for that content to be shared. We’re beginning to understand the customer journey and the portals need to look at providing the right content support through that journey. Will there be a time when agents could go straight to social media to market their listings?


If we look at other industries we begin to understand how digital platforms have allowed buyers to connect more easily. We are facing a world where there’ll be different methods of buying and selling; that might mean that the agent has less reliance on the portal and data from social media becomes more important. Similarly, the portals need to look at how they add value. How should real estate agents be marketing to stay profitable and relevant? I still believe people buy from people, so there will always be a role for the real estate agent in the future. Agents should be actively using digital tools to maintain relationships and perhaps a flyer in the letterbox isn’t the most effective way of doing that. Real estate agents ought to be collecting good data and understanding potential customers. So if there’s a trigger in the data to say ‘we’re getting married’ or ‘we’re having children’ or ‘I need this’ then that’s a trigger to an action that starts an automated journey. That logic can be preset, managed and run in the right way, at the right time, as opposed to dropping

Real estate agents ought to be collecting good data and understanding potential customers. So if there’s a trigger in the data to say ‘we’re getting married’ or ‘we’re having children’ or ‘I need this’ then that’s a trigger to an action that starts an automated journey. a flyer in ten thousand letterboxes at the same time; that’s just not efficient. So how does social media help real estate agents? Analytical platforms today are extremely powerful and it’s possible that the agent’s CRM system can tag information if someone they have an email address for has watched [for instance] a video on Facebook. That video might be about choosing a school. This should then start a CRM journey; the person is added to a targeted database for that particular life event; they get more relevant emails and marketing material because they watched a video on social media. The world of social listening is very powerful now. We often think that just

FACEBOOK – REACH YOUR PREFERRED AUDIENCE WITH SMARTER ANALYTICS Facebook have recently made more changes to their newsfeed algorithm, which again favours content from your friends rather than what you may be posting to attract new clients or buyers. But there is a way that you can more effectively target your content to the right audience on Facebook – whether it’s listings or other social content – using clever big-data analytics by Quantium and CoreLogic. Last year, when Elite Agent did the ‘Are you ready for 2020?’ thought leadership white paper we found that agents should be looking to target niches they personally identify with and to speak differently to those niches in a way that will appeal to them. A news piece about

babies or child care centres is not going to appeal to a farm area of empty nesters! But on places like Facebook how do you make sure you are getting it right when the potential audience is so huge? You want to be certain that you are sending the right messages to the right people. So now you can; enter some very clever analytics by companies like Quantium and CoreLogic. As it happens, there are big data companies out there who, as you are probably aware, are gathering data on us as consumers every second of every day – including our spending patterns in the supermarkets and other places, our takeaway habits, what we watch on

Foxtel, what we own and what we rent – thereby building up a picture of our habits online and offline. Companies like Quantium can take this raw data, crunch it up, anonymise it so that there is no personal information involved and offer these ‘audience segments’ on places like Facebook, which advertisers like yourselves can use for free. All you need is a Facebook business page, a Facebook advertiser account in good order and then apply to be whitelisted by Quantium to obtain access to this audience. With the recent Facebook algorithm changes this is already proving to be a much better, more costeffective solution for Facebook advertising. More information online at eliteagent.com.au/ facebook-quantium.

because we post on social media it’s private; it’s not. It’s a public space, and social listening tools can collect that information and go ‘here is information that fits’. Facebook taught themselves to go ‘this person fits a certain audience’; for example, a young-mother audience. Those social cues, things we say and do, put us into particular audiences that advertisers would want to talk to. Who are the companies to watch in this space? The big guys are doing interesting stuff. Realestate.com.au is doing interesting things. Domain has released a whole bunch of really interesting tools. We’re a great advocate for the salesforce.com platform. Anyone that can break down walls between dehumanised listings of property and gain more human eyes, social interaction and engagement. I think you’ll see really interesting work coming from some start-ups as well. iProperty Group, who are portal leaders now owned by REA, presented their business intelligence dashboard for developers with some great information. If I own a block of land in Asia, how many dwellings should I build, how big should they be, what price should I put on them? It’s not just about sales data but also search traffic data. One of the most interesting guys to present at Property Portal Watch had some interesting technology [myrealestate.com. au] which included artificial intelligence. If you are comfortable with a tablet or a mobile device, it’s much easier to say, ‘Show me this budget in this area’ and have a whole bunch of properties come back to you. I think voice activation and virtual assistants are all spaces that are on the edge right now, but will be mainstream for the future. Anything that makes the buying experience easier, less costly, more pleasurable, faster – that’s where the future is. We’re interested in delivering better customer experiences, so anything that helps that is a benefit to the industry. Words: Steve Mallach.

eliteagent.com.au 25


FIRST PERSON

Josh Phegan

Fee falling

proactive from the beginning. If you’re not confident in your ability, you can’t expect others to be. You have to set what you’re worth in the marketplace.

especially when someone tries to undercut you. High performance real estate coach and trainer Josh Phegan has some example techniques which will help you fight the discounters and maintain your fee.

FEE APPROXIMATION CLOSE Start your listing presentation by highlighting that agents charge fees anywhere from three per cent down to 1.5 per cent, and while you’re not the dearest or the cheapest you are known for having the best value. By starting with the larger fee you’ve used that as a base platform from which to jump. Later in the presentation and in summary, mention your actual fee and then switch to another topic. That way the customer doesn’t really get a chance to jump in.

NEGOTIATING YOUR COMMISSION CAN be a tricky business,

Fee cutters are a fact of life in real estate. You will never be able to escape them, but there are ways to overcome them. I’m sure most agents, if not every agent, have cut their fee at some point – only to have the competition score the listing anyway. It’s a gutting feeling. But the fact is, if you don’t offer a better experience for your higher fee then there’s no reason for a client to select you as their agent over any other person at any fee. Differentiation is the key, and in the absence of differentiation the customer will

always shop on price. From a client’s viewpoint, skill and experience count for less than confidence and energy. Therefore, to win business you need to sell yourself better than all the other agents; to do this you need to listen to your customer and relate your value to their needs.

ASKING THE RIGHT QUESTIONS The most important component of the listing presentation is identifying need. If you can identify the client’s needs then you can sell the features and

Differentiation is the key, and in the absence of differentiation the customer will always shop on price.

26 ELITE AGENT • AUG-SEP 2016

benefits that specifically relate to the client and where they are in the sales process. Find out: • What they are looking for in an agent • What they don’t want in an agent • How they will select their agent • What they already know about your company and yourself, and why they called you in. Asking these types of questions allow you to build a case for what you’re worth. One of my clients hit a major problem when potential vendors would hang up the phone if he mentioned a fee higher than one per cent. Instead, by highlighting that fees ‘started at one per cent’ they were able to get in the door more often. The next step is to build the fee up with tasks like open homes charged at an extra 0.5 per cent. That’s not being tricky or deceitful; it’s simply understanding that there are multiple fee levels. This client also started having agency agreements pre-written at 2.5 per cent including GST, and since then they’ve achieved that fee every time. I also get a lot of requests for fee defence scripts. The reality is, if you think you’re going to win on fee because you have a great fee defence then you’re in trouble. Rather than defending your fee I recommend being

DOLLAR DIFFERENCE This is another of my favourite techniques and it’s so simple. Estimate fee dollar difference between yourself and your competitors and suggest the difference is added to the reserve price. You still attract the fee you’re worth, but the vendors also feel they’re not paying too much out of their own pocket. CHEAP VERSUS QUALITY It’s also important to remind potential clients that in life you often get what you pay for and real estate agents are no different. Ask them, ‘Have you ever bought the cheap version of something only to have to go back and buy the more expensive version to ensure the job was done correctly? Don’t make that same mistake with your agent’. Josh Phegan is a high performance real estate speaker, trainer and coach to some of the best agents and agencies around the world. For more information visit joshphegan.com.au.


FIRST PERSON

Julie Davis and Neil Williams

Would you hire a chef without tasting their food? THE MOST IMPORTANT element of a real estate agent’s

business is without doubt their ability to list a property. If we all recognise the importance of a professional and competent listing presentation, why do we totally ignore this when we recruit or head-hunt experienced agents?

When was the last time you asked a prospective team member to do a role play of their listing presentation before being offered a position? The biggest database, the most effective generating, marketing and farming processes don’t account for a hill of beans if you blow it at the listing presentation. The listing table is where it all happens. It doesn’t make sense to put on a team member without knowing how they perform in the role. Why put them in your brand, load them up with your marketing material and place them in front of clients if you don’t actually know how they will present the most critical function of their position? The salesperson recruiting process usually follows a familiar path. Telephone call for a coffee, then a few catch-ups prior to presenting a proposal, followed by the usual horse-trading regarding commission splits, office space and car parking spots. The candidate often shows us a printout of the past 12 months’ commission payments as proof

28 ELITE AGENT • AUG-SEP 2016

candidates will be more comfortable with role play than others, but if you make it the ‘non-negotiable’ of your recruiting standards you will be more confident in your decision-making and invariably recruit the best candidate. The benefit to the candidate is that when they are accepted for the position they know that they are equipped for the job and have the faith of the principal. When we assist principals with recruiting, we conduct a onehour listing presentation role play that is recorded for both the principal and the candidate. This allows for accurate and validated assessment of their performance and provides a benchmark for future assistance and development. When a business owner buys

When was the last time you asked a prospective team member to do a role play of their listing presentation before being offered a position? that they can make money, but unfortunately that is where our due diligence stops. So just how good are they? While their track record and GCI are significant, the most important factor is how successful the candidate is when measured against the competition. In other words, can they beat the other agents and get the business? We have worked with clients who have recruited salespeople based on reputation and charisma, only to discover that their past success was a result of handouts from the boss, or being part of a two-person team where the heavy lifting had been done by the other guy. There should be no short cuts when recruiting experienced team members for sales roles or BDMs for property management. Put a process around your due diligence; make sure that you’re getting what you’re paying for and that

your agency standards will be maintained or exceeded. Ensure that a listing presentation role play is an essential element of your recruitment process. Explain to candidates that you need a benchmark so that you can best integrate your company image and procedures into their presentation while retaining their natural style. Observe how they handle tough questions and how they validate their fee for service. You will also get a clear understanding of how they present their marketing material and discuss their VPA packages with the clients. If they can’t be with you in person, then do it via Skype or Google. It will also help to identify where they may need to upgrade or tweak their presentation to comply with your standards and increase their chances of success. It is true that some

a new car they rarely walk into a car yard and say ‘I’ll take that one’. They first do the research and before making any purchasing decision they will take the car for a test drive to see if it performs to their expectations. Handling, brakes, comfort levels all come into play and are assessed as to whether the car does what they want it to do. If we do this to buy a $50,000 car, then why don’t we mirror the process when recruiting a $500,000 salesperson?

Julie Davis and Neil Williams from Agent Dynamics have niched into providing specialist services to small and medium sized agencies, focusing on growth strategy, recruitment and leadership. They bring to the table a skill set developed ‘hands on’ as principals, trainers and mentors, supported by Neil’s 20 years’ military experience.


FIND THE ELITE

JOBS Instead of advertising your next role on a generic job site, advertise on eliteagent.com.au to an audience of real estate industry professionals. Visit eliteagent.com.au/realestatejobs for more info or contact us on (02) 8854 6123


FIRST PERSON

Ian Campbell

Technology; but not for technology’s sake Most real estate businesses today are full of technology, but you need to make sure that what you are implementing is at the right time and for the right reasons. You can innovate from within, says Ian Campbell of Console.

Technology and innovation usually go together, but not all technology is great innovation, and innovation can happen without technology. Innovation, to me, really needs to demonstrate tangible value to a customer. At Console, we recently completed an extensive research project into the future technology needs of the industry. One of the key findings was that the greatest fear that decisionmakers had in relation to implementing new technologies was that the change actually adds no value. There are many things everyone already has access to which are not used to their full extent. I think what needs to happen is that we need to remove the distractions of the ‘shiny objects’ and really focus on that short to medium term type technology that’s already here, and how it can be leveraged to improve service and quality. We don’t have to wait for the next technology or outside innovation to do this. Here are some ideas:

1

FOCUS ON MAXIMISING VALUE-ADD ACTIVITIES FOR YOUR END CUSTOMER A value-add is anything that the customer, your end customer, would perceive as ‘that’s what I’m paying you to do’. In the case

30 ELITE AGENT • AUG-SEP 2016

of property management, they’re paying you to do the inspection. They’re paying you to projectmanage a maintenance issue to completion. What they’re not doing is paying for your internal administrative processes; so if you are handling data manually start thinking about ways you can automate that – for example, scanning invoices and other documentation. Assess the technologies or add-ons that you thought were a good idea at the time but you’re not using as well as you could be. Ask yourself why you bought them in the first place and whether they have actually delivered on that expectation. If you can’t identify their purpose in terms of adding value to your clients, then question whether you really need them. If you think the potential is still there but you just didn’t implement it properly,

How usable something is varies greatly from person to person and often relies on our own perspective of the world.

it’s never too late to try again. All technology vendors want you to be 100 per cent satisfied with the value that their product provides.

2

GET PROPER TRAINING Recently I purchased an Apple watch and, being always in a hurry, declined the offer of the salesperson to show me around my new toy. I know I’m not using it to its full potential and hence not capitalising on the potential return on investment. As a business, for every dollar you spend you need to be able to ensure a return on investment. Whether it’s a new piece of tech or a new employee, recognise that your ROI is nearly always dependent on you understanding how to get the most out of this new addition to your business. Our research revealed that one of the most critical things that technology had to deliver was ‘usability’. But how usable something is varies greatly from person to person and often relies on our own perspective of the world. There is significant turnover in the real estate industry. There are people coming in and out all the time, and so are in and out of different systems, processes and ways of doing things. Ensuring that your staff are adequately trained on your systems should be nonnegotiable. But just remember,

there are two factors to ensuring competency in staff: training and knowledge on the business systems, and training and knowledge about how to do their job. The vast majority of our support calls are actually addressing lack of legislative or accounting knowledge.

3

DON’T BE A DIGITAL HOARDER De-clutter your systems. So many people we find are afraid to clean out their databases and they end up being cluttered, like an old house being filled to the roof with 20-year-old newspapers. Don’t be afraid to let go! Bloated databases affect return on investment, particularly with direct marketing. Recently I received a DL card from a real estate office via Australia Post, and the next day I received the same DL card via the regular mail. This is just one example of the considerable waste within the industry, and is one of the key reasons why the industry’s value is under question. The sort of client service you’re expected to provide is now significantly higher than it used to be. The industry needs to continue to innovate on consumer value proposition, as well as finding ways to gain efficiencies in service to allow for decreased margins in commissions. Technology can go a long way to solving problems or improving that bottom line; there is absolutely no question about that. But it’s also up to you to meet these demands by innovating from within. Use what you have to its fullest extent and don’t just implement technology for the sake of it. Ian Campbell is the Director of Sales and Product at Console and is currently heading up Console’s key project to deliver the next generation of cloud based agency solutions. For more information visit console.com.au.


THE NEXT GENER ATION OF TR AINING IS HERE MORE EFFICIENT. MORE MOBILE. MORE INTELLIGENT.

My Real Estate Training has entrylevel and experienced agent programs in all Australian States and Territories. CERTIFICATE OF REGISTRATION AGENT REPRESENTATIVE LICENCE PROGRAMS CONTINUING PROFESSIONAL DEVELOPMENT

myrealestatetraining.com.au â&#x20AC;¢ 1300 115 144

MY REAL ESTATE TRAINING

Make it yours!


Q&A ASK THE COACH – Claudio Encina Real estate coach, keynote speaker and mentor Claudio Encina returns to answer your questions – this time in the areas of energy, balance and focus.

Q.

Sometimes I feel like real estate just takes and takes from me. How can I avoid burnout? – Patrick Cosgrove, Raine & Horne Bondi Beach First, set some boundaries around work and life balance. Setting clear goals makes life so much easier, because you know where you are going and can control how to get there. Without clear goals you can experience feelings of confusion and frustration which can drain your energy and decrease your productivity. Your work/personal balance is all about flexibility, but to have flexibility you need a solid structure around you – both at work and at home. Structure is important because it brings certainty to the world; you know what’s going to happen and why it’s going to happen. Without structure, life is a bit more chaotic. You then find that you use both physical and emotional energy to bring meaning and clarity to different situations. Practise good time management by doing the right thing, in the right way,

at the right time and for the right length of time. To be able to do this, it’s necessary to establish your priorities and then focus only on those tasks that advance important goals – those goals that will bring in high payoff results. It’s important to aim for excellence, but not necessarily for perfection. When you aim for excellence you will achieve an excellent result, but when you aim for perfection you may never quite get there. A good time management technique is to make appointments – ‘morning’ is proactive, such as prospecting on the phone, and the afternoon ‘reactive’. And the best time management technique is to not think about it but to simply get started. Real estate is a journey, and with every journey it’s more rewarding if you enjoy every stage. Enjoy the sales and listings, the people and the opportunities. To enhance your work/life balance it is very important to enjoy what you do: play level 10 – work hard and play hard!

Remember, it’s how you make the vendor feel, not what you say!

32 ELITE AGENT • AUG-SEP 2016

Q.

How do you deal with vampire, energy-sucking vendors? – Matt Marano, Oxford Real Estate Darlinghurst Some people can be difficult, including vendors, but if you have empathy you will be able to put yourself in your client’s shoes. Empathy is one of the key ingredients of top salespeople. Vendor empathy is a differentiator; it builds credibility, trust and helps you develop a long-lasting relationship. Empathy allows a salesperson to view the world from the prospect’s eyes to see where the problem is. But there are other reasons why empathy is important to the entire sales process. It builds trust. Successful sales agents will tell you it is absolutely necessary to build lasting relationships. Empathy shows that you care about the client and you want to help them. The more you show empathy towards their plight, the more trust you will build. Don’t underestimate the power of empathy in this regard. It’s a differentiator. Being empathetic will help you stand out from the other dozen salespeople that the prospect has already met. This is because you are showing them from the very beginning that you are here to help, not make a sale. Many agents use the heavy and aggressive vendor style management of bashing them down on price, which can leave a stale experience. Remember, it’s how you make the vendor feel, not what you say! It builds credibility. Showing empathy ensures that you take the time to listen and understand before offering a

solution to their problem. Lastly, I would say you want to be aware of your own emotions on the matter. Do you want to make this sale? Yes, absolutely. But that is short-term thinking. Long term would be helping the client and building a lasting relationship. Your emotions can distract you from the real reason you are there: to help them. Be mindful of that and you should be fine.

Q.

In my marketplace there are low levels of listings compared to other years. What should I focus on? – Sam Green, Forsyth Real Estate Willoughby One area you should concentrate on in this market is working the buyers. The market is definitely seeing a positive shift. People are tired of sitting on their hands and are prepared to sell or buy; but they remain cautious, expect great value and will punish any agent who waits for business to come to them. This is the perfect market; there are enough buyers to create the urgency you need, attract the right range of buyers and elevate the listing well above a growing level of competition. What’s hot right now? • Data • Delegation • Discipline • Deadlines And don’t forget: days off (you have to stay fresh when you’re this busy). This is a market to really enjoy and capitalise on.

To have your question answered email askthecoach@eliteagent. com.au. To connect with Claudio visit claudioencina.com.


Facebook advertising for the modern real estate agent

By using property data to target consumers on Facebook, our clients cost per conversion have decreased by 70%

Run an advert for as little as $5* per day (*see the website for details)

leadagent.com.au


Mindset Corner Jet Xavier

How to beat call reluctance “Everybody lives by selling something,” according to Robert Louis Stevenson. But, for many agents, working the phones is still one of the most difficult tasks to face.

A

n agent I was working with told me they found it hard to call people. When I asked why this was, they said they felt uncomfortable ringing people they didn’t know or had not spoken to in some time, including their buyers and vendors. Even though this person had a database of 1,200 warmer contacts, they still stumbled at what is the most valuable task for an agent: calling and staying connected. This had a major impact on their business. In fact, this call reluctance is one of the main reasons many agents fail. Agents know that it is important to do open callbacks, work their database, do anniversary calls, past appraisals, buyer and vendor management and a host of other business-building calls, yet most simply don’t.

to very high call and connect volumes via the phone. This is the heartbeat of their business and is the most consistent dollar-productive activity they produce. Leads, appraisals, listings, sales and referrals all come from an original connection point, mostly a call.

WHY DO AGENTS HAVE CALL RELUCTANCE? The fear of being pushy or intrusive with people. This fear is based on the assumption that people will not want to be contacted. Fear of what others think about them, being rejected or having conflict. This fear is an assumption based on the misconception in the public arena about real estate agents not being trusted. The lack of visibility management. This is the fear of letting people know who you are and what you do well.

1

2

3

At the heart of call reluctance is the agent’s inability and fear of promoting themselves or making themselves visible. The fact is that every great agent attacks the phones every day to connect, and builds relationships and strong pipelines for future business in the process. Look at the majority of top performers and you will see a strong correlation

34 ELITE AGENT • AUG-SEP 2016

Dudley and Goodson talk about this in their book The Psychology of Sales Call Reluctance, based on their studies over 30 years with more than 500,000 sales and non-sales people. It shows that at the heart of call reluctance is the agent’s

inability and fear of promoting themselves or making themselves visible. Agents don’t know what to say. This is very common; you would be surprised at the number of agents who don’t know what to say when calling prospects. The agent is not cut out for sales. It’s hard to say, but it’s true. For many agents who have trouble prospecting and have call reluctance, real estate sales is the wrong industry for them. It is not part of their DNA and they will always struggle.

4 5

HOW DO YOU OVERCOME CALL RELUCTANCE? Understand the reward you get from not calling is actually stronger than the reward for calling. It sounds strange, but when you don’t make the calls you should you are actually getting a reward. The problem is it is a non-resourceful reward. The reward might be that you avoid potential conflict or rejection or failure, so it’s easier not to call. However, there is a greater reward in calling yet it is not as strong. You need to continually connect to the reward for calling – a possible new client or sale or lead or listing – and focus on the benefit to make the calling reward the strongest. Be prepared. It’s all in the set-up. Set a time and place with no interruptions. Plan whom you will call, how many calls you will make, what you will say and what

1

2

outcome you want. Have a way to measure the calls and block out 45-minute call sessions at a time. Call with a team or a call partner. When you have structure you have purpose, and when you have purpose you execute at higher levels. Stop the negative head noise and mind game assumptions. Go from thinking ‘fear of failure’ to ‘potential opportunity’. Reframe the call to a positive, not a negative. Ask yourself, what is the best possible outcome from this? Get your mind and body into the game. Before you call, get yourself into a positive, happy state mentally, emotionally and physically. In other words, get pumped up and then start calling. Start your calls early. Rory Vaden, New York Times bestseller, talks about diminished intent in regards to call reluctance. The later you start calling in the day, the less likely you are to call at all. Start when your intention is strong in the morning. Start with the easiest calls first to get some confidence and momentum. There is an old approach that says you should start with the hard calls first. I think you need to start with the easy ones first to build confidence and get some momentum going.

3

4 5

6

Jet Xavier is one of Australia’s leading Mindset Coaches for real estate sales professionals. For more information visit jetxavier.com.


AUSTRALIAâ&#x20AC;&#x2122;S LEADING AGENTS USE VISUAL DOMAIN CONNECT INSTANTLY WITH BUYERS AND SET YOURSELF APART FROM THE COMPETITION

400% greater chance of selling your home

88%

more time spent on pages featuring video

50% increase in first page google search results

90%

of buyers and sellers use video Source: Forrester Research

WHY USE VISUAL DOMAIN? Experienced real estate film makers Cutting edge technology Crews Australia wide Unparalleled creativty info@visualdomain.com.au 1300 040 718 visualdomain.com.au


Data Insights Eddie Cetin

Connected agent: What does it mean? In our last edition, Eddie Cetin explained how to mine the gold in your database through targeted email marketing. This issue he reveals how you can rapidly grow a healthy database with little effort while positioning yourself to win more listings.

I

’m hearing stories around Australia about how markets are tightening, and it is certainly becoming more challenging to keep your numbers up. The good news is that there is now more help than ever to enable you to be a gun at the fundamentals of becoming a high-performing agent. The fundamentals are: 1. Capturing all enquiries 2. Engaging at open houses 3. Follow-ups 4. Vendor reporting We all know that buyers are sellers and sellers are buyers, so how do we provide premium service to both in the limited time we have? Well, it all comes down to streamlining your processes and eliminating as many time-wasting activities as possible through technology.

ENQUIRIES This is one area where you can gain significant improvement quite quickly. An efficient open home starts by capturing property enquiries throughout the week. You can then use this information to not only speed up the data capture process while at the open house but to provide you with a better overview of the clients who attend and the clients who don’t. Most CRMs will now accept a direct feed of all buyer and tenant enquiries from realestate.com.au and domain. com.au straight into the database. This ensures that you are not relying on any manual

36 ELITE AGENT • AUG-SEP 2016

entry from emails and links the contact to the listing for your buyer pipeline. Make sure that all phone enquiries are entered into a simple central form in your CRM and then distributed to agents for follow-up. All these enquiries would then flow into running an efficient open for inspection.

OPEN HOMES There is now a selection of mobile solutions to run an efficient open home. I admit it does take a certain knack to engage with people at the door while tapping on a tablet or phone, but those who make the effort do make

the most impact. It is increasingly becoming the standard for an agent to do so and prospective sellers are taking note. With all the enquiries streaming in prior to the open, it is the fastest way to capture details and welcome attendees through the door. As you start typing their name or number their details come up immediately. Below are the key advantages of using a digital open-forinspection process. • Ability to send a quick SMS immediately to everyone who attends • Record all feedback directly into the CRM (no time

wasted later) • Ability to send brochures and contracts instantly from your mobile device • Send your vendor or landlord a quick summary report instantly Look for a CRM that gives you live access to all aspects of your database and also has integration with popular apps, such as Homepass and Inspect Real Estate, which focus on improving the customer experience for you. The trend is to move beyond old-school paper at opens and deliver exceptional service through mobile technologies. This is the easiest way to leave a good impression.

It comes down to streamlining your processes and eliminating as many time-wasting activities as possible through technology.


Vendor reporting

Enquiries

• Quick to generate (5 mins) • Informative summary • Take to listing presentations

• Online direct feed • Phone captured in one form • Entered on the go

Follow up

Live online mobile database

• Efficient and focused • Computer or paper • Pipeline on mobile

FOLLOW-UP We all know that your success boils down to the follow-up and working your pipeline. The top performers certainly put aside time to reach out to every buyer and potential vendor, making detailed notes. Some CRMs have a dedicated screen tailor-made to running an efficient calling session on both a desktop and mobile – worth checking out if you haven’t seen the latest. That being said, it can be just as efficient to print out your pipeline from the CRM with history and notes, and conduct your calls without technology distractions. This is great to do if you have admin support to update the system afterwards. VENDOR REPORTING Providing regular updates to your vendors is considered by many experts to be fundamental to delivering a basic level of service. However, it’s surprising how many agents we meet every week who put this in the too-hard basket. Collating a comprehensive report can take more than 30 minutes, sometimes an hour to get something presentable together. After performing regular updates to the CRM as outlined above you should be able to generate an impressive

Open homes • Live check-in • SMS notifications • Vendor updates on the go

and informative vendor report within five minutes. Top tip: Some of our top clients are actually using these reports at listing presentations as a ‘carrot’, showcasing their service and the list of hot buyers looking for a listing just like theirs. The results and feedback are remarkable. Remember, open homes can often be the first impression you give potential new clients. As the leading source of potential vendors, open home attendees could be buyers who will sell after they purchase, or a nosy neighbour researching to sell their own home. Running world-class open homes can be key for an attraction agent, as clients will want you to run the same quality for their own property. Creating or refining habits around technology that support you in being more connected and efficient can be the key to achieving at least double your results in this new financial year.

Eddie Cetin is the Founder of Agentbox, the CRM of choice for most high performing agents around Australia. To find out more about how you can take advantage of the new technologies mentioned above, visit agentbox.com.au/ connectedagent.

g n i k a h S t up! i Tune into Agent Republic podcast

Agent Republic eliteagent.com.au 37


Business Depot John Knight

7 things top principals are doing to achieve great results There are always standout real estate principals who are ‘smashing it’ in one way or another, regardless of whether it is a tough market or not. John Knight pinpoints what these top principals are doing that makes the difference in their business success.

I

f you are a business leader or owner, clarity on what is working is just as important as knowing what is not working. Challenge yourself to better your business every day and you will be ‘smashing it’ too. These are some of the things we see principals doing that are achieving great results:

EQUAL IMPORTANCE GIVEN TO RECRUITMENT AND RETENTION When the team is engaged, business becomes so much easier to manage. Recruitment is important for growth, but continually losing employees out the back door is a waste. Great real estate principals invest in the team and make a concerted effort to ensure everyone is on the bus, facing the front and knowing where they are going. FOCUS ON BEING A LEAN MACHINE IN GOOD TIMES AND TOUGH TIMES Smart principals tighten their belt in the good times so they can be opportunistic in the tough times. Running a lean machine with a low breakeven point – the difference between your known fixed costs and known fixed income – reduces risk if the market turns, and makes you more profit in the good times. A continuous

38 ELITE AGENT • AUG-SEP 2016

improvement focus and a culture that does not tolerate waste is one way to do this.

and invest in non-technical skills too, both their own and their team’s.

NOT TOLERATING NONPERFORMANCE Usually this starts with everyone in the business knowing what is considered ‘performance’ and how to measure it. Great principals don’t work on gut feel to

EXPLORE PARTNERSHIPS TO GET INCREMENTAL PROFITS More and more I am seeing great results from introducing employees into equity, whether legal or notional, and entering into new partnerships that better target a segment

A culture of ‘no free rides’ means everyone pays their way and reduces the financial exposure of your business. judge business performance – they know their numbers and know who is not performing. This doesn’t mean they are sacking everyone who doesn’t reach budget; it means they hold everyone accountable and are always working on raising the bar.

of their market or add a new dynamic. The difference between success and failure with this, though, stems from the transparency with which they enter the partnership and the clarity of the arrangement. Shareholder or partnership agreements are essential.

TRUE LEADERSHIP Principals of great real estate businesses understand and appreciate the importance of transparent, authentic and consistent leadership. Leading by example (whether they sell or not) is a great start. They don’t pretend to know it all,

EMPOWER THE INDIVIDUAL AND MOTIVATE THE TEAM Great real estate principals have an uncanny ability to balance the focus between the individual and the team. A great team wants the business as a whole to succeed as much, if not more, than

themselves as individuals. This only happens when there is a strong foundational layer around the acceptable behaviours of the office and collaboration between divisions is the norm.

VPA RECOVERED UPFRONT I know I sound like a broken record talking about the importance of recovering VPA upfront, but it is critical to keep your business efficient – especially if tougher times are around the corner. A culture of ‘no free rides’ means everyone pays their way and reduces the financial exposure of your business. POD STRUCTURES I still love what I call the ‘POD’-style structures, where your top sales agents team up with PAs or sales associates (whatever you want to call them) to improve leverage and better deliver on your customer needs. Think of it as taking a smaller piece of a much bigger pie by honing in and matching roles with skills. The lead agent gets leverage and the associates or PAs learn from the best. John Knight is the Managing Director of businessDEPOT, a team of energetic accountants and advisors. Visit businessdepot.com.au.


Request your FREE copy of Manos’ new book,

‘The 60 Second Entrepreneur’ Learn the surprising truth about how to achieve success in real estate.

Australia’s most exciting real estate network


People Partner Alison McGavin

Lead from the top Investing in training for all staff is vital – starting from the top. Alison McGavin explains how principals need to show the way in their personal and professional development to inspire growth in their team.

I

won’t be the first person you have heard bang on about how your staff are your most valuable asset, and I certainly won’t be the last. I also know that, as real estate agents, you will definitely understand when I say that investing in your most valuable asset is just something that has to be done to keep the asset growing and therefore producing. So what exactly does that mean? In this context, I am referring to training and development. In the wise words of

Brandon Travis Ciaccio, “The pursuit of knowledge is neverending. The day you stop seeking knowledge is the day you stop growing.” Both professional and personal development is something that needs to be a priority, for yourself and for your team. In fact, let’s take away ‘professional’ and ‘personal’ because, really, it’s one and the same, isn’t it? More than ever before, our personal and professional lives have collided and it is now just our world; there is no definition. Whether we are doing something for the benefit of ourselves, or our

business, it’s going to benefit us as a whole at the end of the day. Maybe when you think of training your team you’re thinking of having to spend an entire day away from the office, locked inside a room, listening to someone ramble on and speak at you, not telling you anything you didn’t already know. No wonder it’s so unappealing to some! It doesn’t need to be like that. In fact, it’s actually not like that any more. Training and development is now very attainable, accessible and worthwhile. We have so many resources at our fingertips. Think about webinars, online training, mentoring and coaching, networking – even something as small as signing up to one of the many industry-related social media groups, where you can share ideas, brainstorm and just connect with people in the same industry. These are all accessible and worthwhile resources that are very timeeffective with maximum return. In addition to these things that you can be doing on a daily, weekly or monthly basis as part of your development routine, there are amazing events such

When you are constantly growing and developing your knowledge, you will be a better leader and you will inspire others to improve. 40 ELITE AGENT • AUG-SEP 2016

as AREC and ARPM. Not only do these sorts of events provide a platform where you can be inspired and empowered by some of the thought leaders of our industry, but you are given the opportunity to connect with a wide range of people. These events are all about learning. And you can learn something from just about anyone. The benefit to you and your business will be phenomenal. When you have a team that is constantly growing their knowledge and developing themselves, you will have a team who are genuinely all about quality and improvement. You need to lead from the top. Be the change you wish to see. When you are constantly growing and developing your knowledge, you will be a better leader and you will inspire others to improve. Encourage people to attend training events; people often make the mistake of seeing this as an expense. Rather, look at the return that comes with investing in your most valuable asset. I’ll finish with a quote by Christopher Morley: “There are three ingredients to the good life: learning, earning and yearning.” Learning will lead to earning, which in turn will create a yearning to learn more so you can earn more! Happy learning!

Alison McGavin is a Senior Recruitment Consultant with Real+. For more information visit realplus.com.au.


Health Science Emily Schofield

What’s on the menu? Low energy? Fluctuating moods? Foggy head? Did you know that many of these symptoms are a result of your lifestyle choices and behaviours? Emily Schofield explains how these factors are things over which we have a lot of control.

M

any successful people are advocates of a healthy lifestyle, as they have come to realise through their own experience the impact of good health on their performance. Once the correct habits are implemented, positive change is usually quick to follow. The relief from brain fog, mood fluctuations and constantly being tired after a prolonged period of feeling this way is a light at the end of the tunnel for many. Our food choices play a huge part in our ability to be mentally focused. The right choices throughout the day will set you up for success; the wrong choices leave us feeling tired, bloated and unmotivated. Here are some ideas of what you should be eating to keep you performing optimally all through the day.

BREAKFAST This should consist of protein and fats. Choices like meats, nuts, eggs and green vegetables cooked with coconut oil or grass-fed organic butter are your best options. These food choices raise the neurotransmitters responsible for mental focus and attention span and are best first thing in the morning. I have had many clients say they experience much more mental clarity by following this breakfast.

MEALS BETWEEN These meals also consist of foods containing protein and fats. This warrants steady blood sugar which results in minimal fluctuations in mood and energy, helping avoiding the ‘3pm crash’. They could include foods such as salads, nuts, seeds, uncooked olive oil, fatty meats or fish, avocado and lowstarch vegetables. SNACKS Here are some of my go-to snack ideas: Tuna packed in olive oil, sardines, berries, olives, halloumi cheese, celery with the hollow portion filled with a nut butter or goat’s cheese, protein powder (providing it is good quality with minimal sweeteners). DINNER This meal should include foods that contain protein and carbohydrates. Our bodies are more sensitive to insulin in the evening, meaning carbs consumed in the evening are less likely to be stored as fat.

Our food choices play a huge part in our ability to be mentally focused. Carbohydrates also raise the neurotransmitters responsible for sleep and are therefore ideal in the evening. This meal should include a whiter protein choice for easier digestion, such as chicken, turkey or white fish. The carbohydrate source should come from starchy vegetables like sweet potato or beans. Brown rice is another good choice for the evening.

KEEPING ACTIVE Once food has been optimised, the other important factor to improving our performance is

exercise. Exercise makes us energised, keeps us in shape and helps our body deal with stress. Exercise improves our quality of sleep and reduces the time it takes for us to fall asleep. When we sleep better, we are more productive because we get more done when we are fresh. Exercise has a positive influence on brain health; it has been shown to boost certain hormones and proteins that act in the part of the brain responsible for learning and memory. Numerous studies show that exercise is protective against the negative physiological effects of high stress. Energy is the trump card to success. When we fuel our body with the appropriate nutrients and keep it strong and functioning optimally, it becomes easier to express your passion and commitment for your work or other aspects of life. I really enjoy working with clients and being able to have such a huge impact on their performance and how they feel. You may have the best intentions when it comes to your work life, but if you don’t have your health, chances are you won’t be performing as optimally as you could be.

Emily Schofield is an Exercise Scientist, having completed a Bachelor’s degree in Sport and Exercise Science. She is a Personal Trainer at Vision Personal Training, North Sydney. For more information visit visionpt.com.au/studios/ north-sydney.

eliteagent.com.au 41


MARKETS PAGE 16

PAGE 36

PREMIERE ISSUE

SMSF INVESTORS PAGE 42

TRUTH PAGE 26

A DOT COM? PAGE 24

PLAN PAGE 18

KEYBOARD WARRIOR

THE WAY OF THE FUTURE?

BUSINESS ON TRACK

READER SURVEY:

FIND OUT MORE ON PAGE 31

LEARN FROM THE BEST #01 JUL/AUG 2015 AU$9.95 + POSTAGE

LEARN FROM THE BEST #06 JUL/AUG 2015 AU$9.95 + POSTAGE

#10 APR/MAY 2016 AU$13.50

4 RULES FOR BUILDING A WORLD CLASS REFERRAL NETWORK

THE GIFT OF LISTENING and the power of presence

PREPARING FOR SPRING SELLING SEASON

IT TAKES TWO

Michael Clarke & Cherie Humel

with Stuart Benson

INSTAGRAM Every picture tells a story

TACTICAL LISTING WITH JOSH PHEGAN PAGE 26

FIVE TACTICS TO ACHIEVE AND MAINTAIN ZERO ARREARS

LEARN FROM THE BEST

ANTICIPATE IS THE NEW EXCEED PAGE 28

5 TRENDS THAT MAY INFLUENCE PROPERTY IN AUSTRALIA COMMUNITY ENGAGEMENT

5 ways to build your profile

IS YOUR DATABASE FIT OR FAT? THE AWESOME HUMAN MANIFESTO

THE TRUSTED ADVISOR

Stefanie Dobro

BEYOND BUSINESS DEVELOPMENT

THRIVING IN A TOUGH LEASING MARKET

HANNAH GILL

EXCLUSIVE INTERVIEW WITH RENT.COM.AU CEO MARK WOSCHNAK

A GUIDE TO THE ULTIMATE BRAINSTORM

How to get what you’re worth

THE GREAT INSPECTION ROUNDUP PAGE 62

#03 JAN/FEB 2015 AU$9.95 + POSTAGE

2015 ARE YOU

LEARN FROM THE BEST #02 OCT/NOV 2015 AU$9.95 + POSTAGE

READY?

The resolutions you need to make this year

VICTORIA’S TOP GUN

Mark Di Giulio

HOW TO STAND OUT ON THE GLOBAL STAGE PAGE 20

THREE QUESTIONS TO IMPROVE PERFORMANCE

How to get more productive… Fast!

SERVING A NICHE MARKET PAGE 50

#05 MAY/JUN 2015 AU$9.95 + POSTAGE

INDUSTRY REPORT PERCEPTIONS OF REAL ESTATE

LEARN FROM THE BEST

INSIDE: INDUSTRY LEADERS

What your customers really think

TAKE YOUR EMAIL OPEN RATE THROUGH THE ROOF MAKE EACH DAY COUNT

Measuring property manager performance

31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre

Charles Tarbey Antony Catalano John McGrath Maria and Manos Findikakis

BEST NEW TALENT

Roxanne Paterson

#05 APR/MAY 2016 AU$13.50

3 TECH TRENDS THAT WILL IMPROVE YOUR BUSINESS

ACCOUNTING FOR SUCCESS

CAMERON GARRY

BEST OF BOTH WORLDS An exclusive outsourcing case study with Miles Real Estate

7 FUNDAMENTAL REALITIES OF CUSTOMER SERVICE THE ART OF PERSONAL COMMUNICATION

MAKING INSPECTIONS EASY

SAFETY TIPS FOR PMs

5 WAYS TO IMPROVE YOUR CONVERSION RATE PAGE 20

LEARN FROM THE BEST

INSID THE TOP COACHE

#04 MAR/APR 2015 AU$9.95 + POSTAGE

PASSION FOR PEOPLE

Emmy Thies

John McGrath • Josh Pheg Michael Sheargold • Tom Pan Caroline Bolderst

PL An exclusive w Glenn McGr

CLOSE COLLABORATION Successfully linking PM and Sales

SKIMMERS, SCEPTICS AND SOAKERS Are you covering them all?

31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre

AREC15

THE ART OF STORYTELLING PAGE 54

A DAY IN THE OF A PROPE MANAG WITH HAY MITCH

MARKETING SPECIAL

WHAT REALLY WORKS FOR SUCCESSFUL PM MARKETERS

LEARN FROM THE BEST #07 OCT/NOV 2015 AU$9.95 + POSTAGE

#03 DEC/JAN 2016 AU$13.50

Red Bull racing champ Matt Hall talks mindset

NO SALES AWARDS

GET READY FOR

2020

The agency that puts client satisfaction first

STRONGER THAN STEEL

CONNECTING EMPLOYEES IN THE CLOUD

Clinton Knop

Virtual reality agents

LEARN FROM THE BEST

SLIDIN DOOR

#08 DEC/JAN 2016 AU$13.50

2016: READY, SET, GOAL!

LEARN FROM THE BEST

AUSTRALIA’S TOP GUN

EQUITY: TO SHARE OR NOT TO SHARE

AREC15

IMPLEMENTING NEW TECHNOLOGY AS A TEAM

WHO’S BEHIND THAT DOOR? HITTING A HOMERUN PAGE 16

FEATURE INTERVIEW NAOMI SIMSON SPEAKS ON PRODUCTIVITY AND LEADERSHIP LEARN FROM THE BEST

LAURA LEVISOHN

5 STEPS TO DESIGNING THE IDEAL WEEK

Get noticed for the right reasons

SOCIAL MEDIA REPORT CARD PAGE 14

FRONT DESK TO BUSINESS OWNER

LESSONS LEARNT IN REALLY BIG BUSINESS

THE SCIENCE BEHIND FIRST IMPRESSIONS

FEE NEGOTIATION

THE MATHEMATICS OF PROPERTY MANAGEMENT WITH BOB WALTERS

LEARN FROM THE BEST

THE EXTRA 1%

THE FOUR PILLARS OF PERSONAL BRANDING

ANTHONY CARDINALE

EXTREME PROPERTY MANAGEMENT

HOW THE APRA CHANGES MAY BE AFFECTING YOUR LANDLORDS

OVERCOMING OWNER OBJECTIONS

READER SURVEY:

Find out more on page 47

SALES STAFF PAY PACKETS

WHY 3D REAL ESTATE LISTINGS WILL BE THE NEW NORM

What’s working?

BARRY PLANT

From Bell Ringer to Master Auctioneer

30 BUSINESS BOOSTING IDEAS FOR

2016 12 WAYS TO IMPROVE YOUR MARKETING

HAVE YOUR SAY IN OUR

DO YOU HAVE EXIT STRATEG

LEARN FROM THE BEST #04 FEB/MAR 2016 AU$13.50

MAK YOUR SM BUSIN APPE LARG

HOW TO PULL OFF THE PERFECT LISTING PRESENTATION

MAKING THE MOVE

PAYIN REVENUE SP – THE PR AND CO

SUZIE Kate HAMILTONFLANAGAN PLAYING T0 WIN

Strickland

TO CONTINUE READING THIS PUBLICATION AND OTHER BACK ISSUES VISIT ELITEAGENT.COM.AU EXPANDING TO NEW MARKETS PAGE 16

A GAME OF DRONES PAGE 36

SELLING PROPERTY TO SMSF INVESTORS PAGE 42

PREMIERE ISSUE

• HOW ARE THE TRANSFORM SUPER SIX GOING? FOR UPDATES AND COACHING TIPS SEE PAGE 16

MOMENTS OF TRUTH PAGE 26

WHEN SHOULD YOU BECOME A DOT COM? PAGE 24

MARKETING BATTLE PLAN PAGE 18

WHY NO ONE LIKES A KEYBOARD WARRIOR

ARE DIGITAL PRE-LISTING KITS THE WAY OF THE FUTURE?

5 KPIS TO KEEP YOUR BUSINESS ON TRACK

READER SURVEY:

FIND OUT MORE ON PAGE 31

LEARN FROM THE BEST #01 JUL/AUG 2015 AU$9.95 + POSTAGE

LEARN FROM THE BEST

#10 APR/MAY 2016 AU$13.50

4 RULES FOR BUILDING A WORLD CLASS REFERRAL NETWORK

THE GIFT OF LISTENING and the power of presence

PREPARING FOR SPRING SELLING SEASON

IT TAKES TWO

Michael Clarke & Cherie Humel

with Stuart Benson

INSTAGRAM Every picture tells a story

TACTICAL LISTING WITH JOSH PHEGAN PAGE 26

FIVE TACTICS TO ACHIEVE AND MAINTAIN ZERO ARREARS

LEARN FROM THE BEST

#06 JUL/AUG 2015 AU$9.95 + POSTAGE

ANTICIPATE IS THE NEW EXCEED PAGE 28

5 TRENDS THAT MAY INFLUENCE PROPERTY IN AUSTRALIA COMMUNITY ENGAGEMENT

5 ways to build your profile

IS YOUR DATABASE FIT OR FAT? THE AWESOME HUMAN MANIFESTO

THE TRUSTED ADVISOR

Stefanie Dobro

THRIVING IN A TOUGH LEASING MARKET

BEYOND BUSINESS DEVELOPMENT

HANNAH GILL

EXCLUSIVE INTERVIEW WITH RENT.COM.AU CEO MARK WOSCHNAK

A GUIDE TO THE ULTIMATE BRAINSTORM

How to get what you’re worth

THE GREAT INSPECTION ROUNDUP PAGE 62

#03 JAN/FEB 2015 AU$9.95 + POSTAGE

2015 ARE YOU

HOW TO STAND OUT ON THE GLOBAL STAGE PAGE 20

Mark Di Giulio

LEARN FROM THE BEST #05 MAY/JUN 2015 AU$9.95 + POSTAGE

What your customers really think

TAKE YOUR EMAIL OPEN RATE THROUGH THE ROOF MAKE EACH DAY COUNT

Measuring property manager performance

31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre

LEARN FROM THE BEST

INSIDE: INDUSTRY LEADERS

Charles Tarbey Antony Catalano John McGrath Maria and Manos Findikakis

BEST NEW TALENT

Roxanne Paterson

#05 APR/MAY 2016 AU$13.50

3 TECH TRENDS THAT WILL IMPROVE YOUR BUSINESS

ACCOUNTING FOR SUCCESS

CAMERON GARRY

BEST OF BOTH WORLDS An exclusive outsourcing case study with Miles Real Estate

7 FUNDAMENTAL REALITIES OF CUSTOMER SERVICE THE ART OF PERSONAL COMMUNICATION

FRONT DESK TO BUSINESS OWNER

LESSONS LEARNT IN REALLY BIG BUSINESS

VICTORIA’S TOP GUN

LAURA LEVISOHN

5 STEPS TO DESIGNING THE IDEAL WEEK THREE QUESTIONS TO IMPROVE PERFORMANCE

How to get more productive… Fast!

SERVING A NICHE MARKET PAGE 50

IMPLEMENTING NEW TECHNOLOGY AS A TEAM

WHO’S BEHIND THAT DOOR?

MAKING INSPECTIONS EASY

SAFETY TIPS FOR PMs

HITTING A HOMERUN PAGE 16

FEATURE INTERVIEW NAOMI SIMSON SPEAKS ON PRODUCTIVITY AND LEADERSHIP

INDUSTRY REPORT PERCEPTIONS OF REAL ESTATE

#02 OCT/NOV 2015 AU$9.95 + POSTAGE

The resolutions you need to make this year

Get noticed for the right reasons

SOCIAL MEDIA REPORT CARD PAGE 14

LEARN FROM THE BEST

READY?

THE SCIENCE BEHIND FIRST IMPRESSIONS

FEE NEGOTIATION

THE MATHEMATICS OF PROPERTY MANAGEMENT WITH BOB WALTERS

LEARN FROM THE BEST

5 WAYS TO IMPROVE YOUR CONVERSION RATE PAGE 20

THE ART OF STORYTELLING PAGE 54

LEARN FROM THE BEST #04 MAR/APR 2015 AU$9.95 + POSTAGE

PASSION FOR PEOPLE

Emmy Thies

INSID THE TOP COACHE

John McGrath • Josh Pheg Michael Sheargold • Tom Pan Caroline Bolderst

PL An exclusive w Glenn McGr

CLOSE COLLABORATION Successfully linking PM and Sales

SKIMMERS, SCEPTICS AND SOAKERS Are you covering them all?

31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre

AREC15

• WIN ONE OF SIX PLATINUM AREC16 TICKETS SEE PAGE 2 FOR DETAIL

MARKETING SPECIAL

WHAT REALLY WORKS FOR SUCCESSFUL PM MARKETERS

LEARN FROM THE BEST #07 OCT/NOV 2015 AU$9.95 + POSTAGE

LEARN FROM THE BEST

AUSTRALIA’S TOP GUN

#03 DEC/JAN 2016 AU$13.50

Red Bull racing champ Matt Hall talks mindset

GET READY FOR

2020 CONNECTING EMPLOYEES IN THE CLOUD Virtual reality agents

EQUITY: TO SHARE OR NOT TO SHARE

NO SALES AWARDS

The agency that puts client satisfaction first

STRONGER THAN STEEL

Clinton Knop

HAVE YOUR SAY IN OUR

READER SURVEY:

THE FOUR PILLARS OF PERSONAL BRANDING EXTREME PROPERTY MANAGEMENT OVERCOMING OWNER OBJECTIONS

LEARN FROM THE BEST

THE EXTRA 1%

ANTHONY CARDINALE

HOW THE APRA CHANGES MAY BE AFFECTING YOUR LANDLORDS

LEARN FROM THE BEST

#08 DEC/JAN 2016 AU$13.50

2016: READY, SET, GOAL! WHY 3D REAL ESTATE LISTINGS WILL BE THE NEW NORM 30 BUSINESS BOOSTING IDEAS FOR

2016 12 WAYS TO IMPROVE YOUR MARKETING

#09 FEB/MAR 2016 AU$13.50

SALES STAFF PAY PACKETS

EFFECTIVE SALES MANAGEMENT How to get the most from your team

What’s working?

BARRY PLANT

From Bell Ringer to Master Auctioneer

PLAYING T0 WIN

Kate Strickland

THE TOP 10 MISTAKES OF NEW PRINCIPALS 8 STEPS TO OWNING YOUR MARKET IN 2016 BATTLE OF THE SEXES

Who’s better at selling real estate –

THE REFERRA SYSTEM THA REALL WORK

YOU SA

Our 20 Sentim Surv

LEADIN THE CHARG

Glenn Curran

STARTIN OU RIGH

The ro

Elite Agent Issue 12 Sep Oct 2016 PREVIEW  
Read more
Read more
Similar to
Popular now
Just for you