Elite Agent issue 30 Aug Sep 2019 Preview

KNOWLEDGE IS POWER PAGE 20

IMPROVING PROFITABILITY PAGE 22

WHY PARTNERSHIPS FAIL PAGE 34

LEARN FROM THE BEST

Spring into action

MARTIN MILLARD

& t r a He ul So

THE PERSONAL PRODUCTIVITY PLAN CONVERT COPY INTO CLIENTS WHAT TO DO ABOUT THAT BAD REVIEW

+

Industry magazines for Real Estate Agents and Property M

Issue 30 SEPTEMBER 2019

eliteagent.com | eliteagent.academy

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Connect and share with a group of passionate and motivated industry professionals, read the latest online, see what our writers are talking about and much more.

SAMANTHA MCLEAN Managing Editor samantha@eliteagent.com MARK EDWARDS Publisher mark@eliteagent.com RENEE REID Marketing/Executive Assistant renee@eliteagent.com.au KYLIE DULHUNTY Sub-Editor editor@eliteagent.com

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(a subsidiary of A Bit of This Publishing Pty Ltd) ACN 169 805 921 Postal Address: Suite 904, 121 Walker Street North Sydney NSW 2060 Telephone +61 2 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.

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ON THE COVER 040 HEART AND SOUL Martin Millard, Harcourts Solutions

ELITE AGENT 006 EDITOR’S LETTER Samantha McLean 008 READER PROFILE Jennifer Noye 010 AREC 2019: IT’S A WRAP 016 EVENT REVIEW Street MBA Adelaide 018 THE WATER COOLER 080 URBAN OBSESSIONS Unusual settlement gifts and more

40

30 MINUTES WITH

SALES, MARKETING AND BEST PRACTICE

020 BEN AUCHETTL National Sales Director, realestate.com.au

044 THE CHANGING ROLES OF REAL ESTATE Kylie Dulhunty

022 C HRIS MERCER, Managing Director, Live Real Estate Accountants

048 MORE THAN A NAME – TONY HEATH Kylie Dulhunty 050 CONVERT COPY INTO CLIENTS Alex Stevenson 052 PEOPLE POWER – BARRY PLANT MANNINGHAM Kylie Dulhunty 054 THE PERSONAL PRODUCTIVITY PLAN Tony Rowe

FIRST PERSON

056 ASK THE COACH Claudio Encina

024 DESTINATION:SOLD Josh Phegan

027 PLAYING YOUR PART Alex Ouwens 030 THE GIFT OF REAL ESTATE Mark McLeod

REGULARS 032 REALTY BYTES Alister Maple-Brown 034 BUSINESS MATTERS John Knight 036 PEOPLE PARTNER Sarah Dawson 038 DATA INSIGHTS Eddie Cetin

62

SEPTEMBER 2019

028 IF THE SHOE FITS Caroline Bolderston

PROPERTY MANAGEMENT

CONTENTS

026 THE VALUE OF CHOICE Fiona Blayney

058 PROACTIVE PROPERTY PEOPLE Hannah Gill 060 WHO’S THE BOSS Nick Brown 061 WHAT TO DO ABOUT THAT BAD REVIEW Tara Bradbury 062 T HE DOMINO EFFECT – MARIA CARLINO, THE AGENCY Cassandra Charlesworth 064 R ESPONDING TO CHANGES IN DOMESTIC VIOLENCE LAWS Sharon Fox-Slater 066 SHOW ME NOW Real Ideas prize winner Sophie Lyon 068 A SK THE PM COACH Heidi Walkinshaw, Lauren Kirk and Kate Benjamin

LEADERSHIP 070 CULTURE KINGS Ewan Morton 072 C RYSTAL BALLING THE REAL ESTATE INDUSTRY Celebrating 40 years of Rockend 076 1 0 THINGS EVERY PRINCIPAL SHOULD KNOW ABOUT PROPERTY MANAGEMENT Kasey McDonald 078 C ATHY CRAMPTON - NO PLACE FOR LOST OPPORTUNITY Cassandra Charlesworth

EDITOR’S LETTER

L

Living your best life means something different to every person and it doesn’t have to mean fame, fortune or a million dollars in GCI. Your definition may be drastically different from that of your spouse, partner or boss, and there’s nothing wrong with that.

The important thing to remember is that it is never too late to make changes – even though they may seem scary, or unattainable.

Earlier this year I was told I had a bio-age of 80.

Clearly, I was not living my best life.

Thankfully I had in my hands James Clear’s book Atomic Habits (which I subsequently read twice) and took heart that it’s not necessarily massive action that’s needed to make great change.

In fact, consistently making tiny changes can alter the

6 ELITE AGENT • SEPT 2019

trajectory of your whole life.

So, it was time to stop joking about being an old person and make some small changes.

I went gluten-free.

Then I gave myself a 30-day challenge to give up drinking.

Yes, you heard that right.

Everyone knows that I love a wine (or a few wines) but apparently my liver was not enjoying it that much.

After a week or so I realised I was going to survive without what I thought were the good things in life, so I decided to try Clear’s theory of “habit stacking”.

He defines this as basically having one action trigger another.

For example, if you’ve been meaning to read more but you can’t seem to find the time, while the kettle is boiling of a morning, pick up a book instead.

Leave that book by the kettle so it’s there the next day.

Tiny, easy changes can easily form good habits instead of bad ones.

I changed what I was wearing at 6am while finishing The Brief.

Instead of just putting clothes on I started choosing gym gear as my writing apparel.

When I finish The Brief, I jump on the treadmill.

After all, it would be super weird sitting in exercise gear and then not working out, right?

That became an absolute trigger of what to do as soon as I pressed the send button.

I bought a Fitbit to track my steps and it’s become a little bit of a game, seeing those green circles light up at the end of the day.

Instead of a couple of wines each night, I now put my energy into creating new and healthy recipes and looking forward to a bath.

Seven months later, I’ve lost a few kilos, several years (yes, I am getting younger) and to my amazement, I’m running 5km of

a morning without thinking too hard about it..

Now, after listening to Tom Hector at AREC, I am thinking about what would have been unthinkable six months ago, and I’m researching infrared saunas.

Who is this person?

The continuous tiny changes have created a habit stack that has changed my energy and belief system, including who I am and what I am capable of.

I feel better than I have in months, years even.

However, despite all of my good work, inside of me there was still a voice saying that I was “missing out” on something with my new routine.

I loved the pub.

I loved the social scene.

But I questioned myself.

Had I become ridiculously boring (you know – one of those annoying ‘healthy’ people?)

The cheat is not the treat.

My favourite cousin was out from the UK a couple of months ago so I decided to see if I could still party like it was 1999.

We went out playing pool, drinking way too much red wine, joking, laughing and even ended up belting out Summer of 69 at Sydney’s infamous Pickled Possum.

It was a good night.

The next morning my Fitbit said I had done more steps that night than any other in the past seven months.

Win! My head was screaming something completely different.

All I could think about was this one time Matt Lancashire, from Ray White New Farm, was on stage at Momentum and recounted a similar experience.

Without a shadow of a doubt I now know what he meant.

The cheat is not the treat.

It sounds so simple, but somehow it was a major realisation for me and basically applies to everything.

Every diet I’ve been on in my life (and there have been a few) I’ve always looked forward to the reward when I could relax with a treat.

Chocolate.

Wine.

But when does the treat ever make you feel as good as the routine of healthy eating?

Mostly the treat ends in a tired sugar crash or a headache.

Some people convince themselves that time on Facebook is the reward for making the calls and doing the work.

But does Facebook really make you feel good?

Or does it feel better when you are routinely connecting with people and making a difference in their lives?

The cheat is not the treat.

Am I going to drink again?

For sure.

Am I going to indulge in a crusty bread roll at some point?

Probably.

But there has been an undeniable shift in my attitude this year.

Those cheats aren’t really treats. The real treat is the ability to go back to a monotonous, but brilliant routine.

The treat is being able to execute tiny changes that lead to bigger successes.

It could be an extra call, one more routine inspection, writing ahead of deadline, updating your database or shopping ahead of time.

The little things that add up to a great result are the real treat.

The real treat is having a great day at work because you’ve added up all the one-percenters over time and they are starting to pay dividends.

The real treat is moving easily at the gym, where some people struggle to get out of bed and go down the street.

The real treat is the clarity and the energy of not making silly mistakes and doing the simple things right.

Author L.R Knost beautifully summarises this: Life is amazing.

And then it’s awful.

And then it’s amazing again.

And in between the amazing and awful it’s ordinary and mundane and routine.

Breathe in the amazing, hold

The continuous tiny changes have created a habit stack that has changed my energy and belief system, including who I am and what I am capable of. on through the awful, and relax and exhale during the ordinary.

That’s just living heartbreaking, soul-healing, amazing, awful, ordinary life.

And it’s breathtakingly beautiful.

I couldn’t agree with that more.

Tough times never last, but tough people do.

I’ve finally learned a valuable lesson: in the middle bit, the ordinary, the boring and the routine is beautiful.

The treat is life – and luckily for all of us spring is full of life and all sorts of possibilities.

Make the most of it.

SAMANTHA MCLEAN MANAGING EDITOR samantha@eliteagent.com

eliteagent.com 7

READER PROFILE

LIFE IS WHAT YOU MAKE IT

It is too easy to get a representatives license, which leaves the industry open to inexperienced reps selling people’s biggest asset.

I’d also change the “used car salesman” tagline, which is due to not being paid unless you sell the property.

you had to start from scratch Caporn Young Sales Executive Jennifer Iftomorrow, what would be the first thing you would do?

Noye didn’t start out in real estate but Work alongside a few it’s where she’s found her home. In experienced agents and learn this edition’s reader profile, the former everything I could from them Ansett Australia and Emirates Airlines before I went out on my own. employee explains how her approach “We are in the to life has fuelled her success.

What was your first job and what did it teach you?

My first job (part-time) was at Coles as a checkout chick. It taught me the importance of money as we had to balance the till after every shift.

How long have you been in real estate?

I’ve been selling real estate for seven years. This time for about five years and in the early 2000s for a couple of years. It’s not good timing as I missed the Perth boom.

What does the market look like in your area right now?

The market in Mount Pleasant is ticking along nicely and better than some other areas in Perth, which still have an oversupply of property compared to buyers.

What do you love best about your area?

The proximity to the beautiful Swan River and being centrally located, which means you can go to the city, beaches and hills all in less than 30 minutes.

What does your ideal day look like?

My ideal day includes speaking and following up on buyers and their queries, keeping vendors up-to-date with their property campaign, updating

8 ELITE AGENT • SEPT 2019

our database and preparing for appraisals and vendor meetings.

What’s the best piece of advice you’ve received?

The importance of attitude. Life is 10 per cent of what happens to you and 90 per cent of how you react to it. Every day we have a choice of what attitude we will embrace.

In 2015 you ran for local and in 2017 for state government.

What did running for election teach you that has helped in your real estate career?

We are in the people business.

People want to be heard and have their opinions and concerns addressed.

It is the same when you run for local and state government.

People need to trust that you will represent them and their property to the best of you ability to achieve a great result.

If you could change one thing in the industry what would it be?

I’d change the public perception of the real estate industry. Good agents are highly trained, need to understand the elements of contract law, marketing, influencing and customer service.

It would be great to see the industry change to have a cadetship to become an agent.

people business.

People want to be heard and have their opinions and concerns addressed.”

My first year in real estate as a rookie was a real eye-opener.

Who or what inspires you?

People who sacrifice their lives for the benefit of others.

I owe a lot to my parents who moved away from their home country (India) to bring their family to Australia for the sake of our future.

For that I will be eternally grateful, as I love living in this country.

What can’t you live without?

Family. I have a beautiful family and I treasure the time we spend together.

Many times I have considered living in another country, but the thought of being away from my family stops me from making this choice.

Where would you like to be this time next year?

I would love the ability to spend two months a year overseas in another country. n

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C H O I C E O F AU S TR A LI A’ S LE A D I N G AG E NT S

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Think.

Innovate.

Connect.

Grow.

AREC 2019 delivered a two-day event with

a new look, inspiring speakers and future leaders. Elite Agent was proud to be part of the event in the role of Trade Media Partner.

Here are some of the highlights.

→

eliteagent.com 11

AREC 2019

“Trust is the most disruptive strategy you can employ to win more business and eliminate objections.”

– Todd Duncan

THERE ARE TWO TYPES OF AGENTS – YOU ARE EITHER MEMORABLE, OR YOU FOLLOW-UP. I TRIED TO BE MEMORABLE AND CONNECTED TO MY COMMUNITY. – RUMA MUNDI

12 ELITE AGENT • SEPT 2019

If you have lots of volume but not the skill to back it up, you won’t get repeat business.

If you have great skill but not volume, that business is not sustainable. – Tom Hector

“Changing and growing are difficult, but there is nothing harder in life than being stuck in a place you don’t want to be.”

– David Walker

“ACHIEVING SUCCESS IN RECORDBREAKING TIME IS SIMPLY THE COMPOUND EFFECT OF HARD WORK AND CONSISTENT DISCIPLINE OVER A SHORT PERIOD OF TIME.” – DANIEL GONZALEZ

“The cost of your good habits are in the present; the cost of your bad habits are in the future.”

– James Clear

Life is a series of nows. How you choose your attitude right now is how you are driving your behaviour and the consequences of your life.”

– Mark Schulman

“Your database is the stabiliser that keeps your house from crumbling. It is the foundation that produces volume.”

– Sonya Treloar eliteagent.com 13

AREC 2019

#WeAreReal WITH ONLY SIX EDITIONS PER YEAR, it’s not easy to get on the cover of Elite Agent. Only

the best of the best get to present on the AREC stage. This year, in the expo hall we invited delegates to do both: “Be The Cover” and to tell us what messages they would like delivered to the industry.

14 ELITE AGENT • SEPT 2019

Estate

Photography credit: Tim Marsden Photography. To download photos, watch videos and listen to podcasts from AREC 2019, visit eliteagent.com/wearerealestate.

eliteagent.com 15

Street MBA

Seen & Heard

#STREETMBA ADELAIDE is a wrap! On July 25 and 26 a group of 10 agency leaders

participated in our first study tour, visiting Harris Real Estate, Ouwens Casserley and Toop&Toop. The attendees took away practical examples of best practice plus powerful insights on leadership, teamwork, trends and more. Many attendees declared the action-packed tour ‘the most valuable event they’ve ever attended’.

To book tickets for other events visit eliteagent.com.au/streetmba.

Excited to get #theextradegree.

Hearing all about culture and giving feedback, from Nathan Casserly and Adam Blight.

Great food and excellent company.

Participating in a 6:30am workout at Toop Village.

Iconic Harris Real Estate.

On tour at Toop Village.

16 ELITE AGENT • SEPT 2019

Tour guides Grace Hooper and Hannah Gill.

Getting the lowdown at Harris.

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 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

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