Elite Agent issue 32 Jan 2020 preview

DARING TO DREAM PAGE 50

2020 VISION PAGE 52

INVESTING IN THE FUTURE PAGE 72

LEARN FROM THE BEST

2019 AREAS SPECIAL EDITION

Holly Komorowski

AGENT OF THE YEAR

REBOOT FOR RESULTS // 2019 INFLUENCERS AND INNOVATORS // FINDING THE GIFTS PUSH PAST THE PLATEAU // PURPOSE DRIVES A BIGGER FUTURE // CIRCLE OF INFLUENCE

“

It wasn’t just purely about growth.

It was about mentorship and about growing the company generally, and not just focusing on racking up numbers.

”

GOLD AREA

PROPERTY MANAGER OF THE YEAR

Jamie-Lee Billerwell Code Property Group, QLD

“

The judges would have seen the strong impact that we have in the market as a team. It’s really my great honour to lead the people that I do each day, and if anything over the last few years they’ve certainly made me look a lot better than I am.

”

GOLD AREA

COMMERCIAL AGENT OF THE YEAR

Mark Wizel

CBRE, VIC

RESIDENTIAL REAL ESTATE AGENTS AND PROPERTY MANAGERS

“

For us it’s not just about selling houses; it’s about our people, our culture, the community and giving back, not only to everyone who supports us, but to the real estate community in general.

– John Schwarzer, Partner – Sales, Highland Property

Game Changer of the Year Network Pacific, VIC

”

Brand Marketing Cam Laing+Simmons Corp

GOLD AREA

RESIDENTIAL AGENCY OF THE YEAR

Excellence in Customer Service Mark McGill McGill Property Services in conjunction with Amber Werchon Property, QLD

Highland Property Agents, NSW

mpaign of the Year poration, NSW

Residential Property Campaign of the Year Adam Moore 5 Marmora Street,Freshwater Stone Real Estate, NSW

COMMERCIAL REAL ESTATE AGENTS

Game Changer of the Year SuiteX, Dexus, NSW

s n o i t a l u t a r g n Co TO THE 2019 WINNERS

Brand Marketing Campaign of the Year MLV Commercial & Industrial Real Estate, WA

Commercial Property Campaign of the Year Burwood One Melbourne, CBRE & Nose To Tail, VIC

“

I think that what stands out about Colliers is the leaders in our business. John Kenny, Mal Tyson, Simon Hunt and John Marasco are the real leaders in our business and they drive us all to achieve premium results for the business.

– Alysia Reilly, Director Colliers International

”

GOLD AREA

John Kenny Colliers Chief Executive Officer Australia & New Zealand

COMMERCIAL AGENCY OF THE YEAR

Colliers International, NSW

“

Winning this award means the opportunity to get different messages out across the industry in a broader sense.

Talking about the things that we need to change, about the pathway to professionalism that the institute in NSW is championing and conversation around women in the industry in general.

�

GOLD AREA

MOST INFLUENTIAL WOMAN IN THE PROPERTY MARKET

Leanne Pilkington

Laing+Simmons Corporation, NSW

Guest Editor’s Letter

F

irstly, I’d like to thank the team at Elite Agent for the invitation to be a contributing Guest Editor in this special, celebratory Christmas/New Year issue of the magazine.

In this issue you’ll see a lot of advice and positivity from experienced practitioners on how to drive your business forward throughout the next decade.

The pace of innovation and change continues to accelerate and I’m sure this trend will remain throughout 2020 and beyond.

Reflecting on 2019, it was a year of unprecedented market conditions.

Factors beyond our control such as the Royal Commission, uncertainty in the lead up to the Federal election, talk of new negative gearing complexity impacting investor confidence, much stricter lending conditions by banks and a whole suite of restrictions on foreign buyers, impacted many businesses, including REA Group.

Personally, 2019 presented a huge opportunity for me, starting at REA Group as Chief Audience and Marketing Officer.

My role is new for REA Group in that it is positioned to bring consumer and customer marketing closer together.

Six months in and it has been a hugely rewarding experience.

A lot has impressed me at REA, but especially the energy, effort and importance our team places on agents and bringing to market the best products to support them to grow their businesses.

At the same time, our teams continue to work hard to ensure we have the largest and most engaged audience of property seekers, which in turn delivers our customers the best quality leads and great return on investment.

Looking forward to 2020, we will continue to maintain a strong presence externally to help stimulate the market as much as possible.

The ‘buyers are back’ and ‘market of opportunity’ spring marketing campaigns were designed to cut through negative sentiment, reverse the trend and instil market confidence.

Pleasingly, we do believe we are in the midst of a market recovery.

We are now seeing unprecedented audience activity on realestate.com.au and enquiry is up more than 35 per cent year-onyear, which we all know is the first step in market recovery.

When the buyers are back, smart sellers follow.

And in 2020, that’s the goal. Seller activity for everyone in the industry.

In this issue of the magazine, we also celebrate our AREAs winners for this year, who have done an amazing job under these less than ideal conditions.

One of our goals is to continue to bring to life the stories of great agents, the agents who go the extra mile and the quiet achievers that sometimes don’t get the public recognition they deserve.

Over the years, the wonderful team at Elite Agent has profiled many of our winners and they can vouch for the fact that the passion these people have for their jobs is nothing less than extraordinary.

I hope you too can look back on this year with some personal satisfaction.

I believe resilience is one of the most powerful and important characteristics to have and I know this is an industry which will always see opportunity in tricky times.

I look forward to the New Year, to tackling the challenges and opportunities head on, and bringing you news through Elite Agent, which continues to advocate and support the industry in an independent and passionate manner.

MELINA CRUICKSHANK REA GROUP CHIEF AUDIENCE AND MARKETING OFFICER

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Issue 32 JANUARY 2020

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SAMANTHA MCLEAN Managing Editor samantha@eliteagent.com

MARK EDWARDS Publisher mark@eliteagent.com RENEE REID Marketing/Executive Assistant renee@eliteagent.com MARC NORRIS Designer, Art Director

MELINA CRUICKSHANK Guest Editor KYLIE DULHUNTY Deputy Editor editor@eliteagent.com EDITORIAL TEAM Cassandra Charlesworth Kylie Dulhunty Kylie Stevenson

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BUSINESS MAGAZINE COVER OF THE YEAR FINALIST 2018 MAGAZINE LAUNCH ISSUE OF THE YEAR FINALIST 2019

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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.

EDITORIAL DISCLAIMER: Some opinions expressed in Elite Agent are not necessarily those of its staff or contributors. Those opinions are reproduced with no guarantee of accuracy although Elite Agent 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/privacy for details on how we collect and use your personal information. Please email subscriptions@eliteagent.com if you would rather not receive these communications. © Elite Agent 2020. All rights reserved.

ON THE COVER 040 AT HOME WITH HOLLY Agent of the year Holly Komorowski

ELITE AGENT 001 FROM THE GUEST EDITOR Melina Cruickshank 006 READER PROFILE Diane Witney 008 AREAS 2019 SPECIAL 016 STREET MBA 2019: It’s a wrap 020 THE WATER COOLER Catch up on what you may have missed 088 URBAN OBSESSIONS Happy Holidays

30 MINUTES WITH

40 SALES

018 CHUCK MCDOWELL MRI Software

044 JYE READ: MAKING IT COUNT Kylie Dulhunty

FIRST PERSON

047 YOUR BEST YEAR Kylie Dulhunty

022 PURPOSE DRIVES A BIGGER FUTURE Josh Phegan

052 2020 VISION: DEAN MACKIE Samantha McLean

024 PUSH PAST THE PLATEAU Mark McLeod 026 CIRCLE OF INFLUENCE Nigel O’Neill 028 O UT WITH THE OLD, IN WITH THE NEW Caroline Bolderston 030 FINDING THE GIFTS Fiona Blayney

CONTENTS

050 DARING TO DREAM Danica Smith 054 GOOD THINGS COME TO THOSE WHO WAIT Jet Xavier 056 YOU AIN’T SEEN NOTHING YET Ray White Norwood 058 HOW TO GET PAID WHAT YOU’RE WORTH Pancho Mehrotra 060 33 STEPS TO OWN 2020 Lisa B 062 T HE TECH PLATFORMS TO CHANGE YOUR RESULTS David Stewart

REGULARS 032 DATA INSIGHTS Eddie Cetin 034 BUSINESS MATTERS John Knight 035 PEOPLE PARTNER Sarah Dawson 036 WORD ON THE STREET Hannah Gill 038 REALTY BYTES Alister Maple-Brown

08

JANUARY 2020

064 ASK THE COACH Claudio Encina

PROPERTY MANAGEMENT 066 TWO THINGS THAT GREW RENT ROLLS LAST YEAR Ellen Bathgate 068 PREDICTABLE GROWTH Tara Bradbury 070 NOTHING ROUTINE ABOUT THIS INSPECTION Nick Brown 072 INVESTING IN THE FUTURE Matt McGown 073 REBOOT FOR RESULTS Jo-Anne Oliveri 074 FIVE LEARNING EXPERIENCES FROM 2019 Sharon Fox-Slater 076 ASK THE PM COACH Heidi Walkinshaw, Lauren Kirk and Kate Benjamin

LEADERSHIP 078 THE LONG GAME Michelle Williams 080 A NEW DIRECTION FOR DIRECT CONNECT Kylie Dulhunty 082 TOP 50 INDUSTRY INFLUENCERS 2019 086 TOP 20 INNOVATORS 2019

READER PROFILE

COMMUNITY GOALS Diane Witney has come a long way since her first job at a pharmacy when she was just 15. Here, the Professionals Hills North West agent shares what she loves most about her job, her goals for 2020 and her industry Christmas wish list.

What was your first job?

I am a forward-thinker, so my first job was the result of a work experience opportunity through a program run at my local high school. I had no real intention of becoming a pharmacist but wanted a permanent part-time job working Thursday nights and Saturday mornings at Miranda Fair. So I did the work experience at age 15 (Year 10) for the week and then asked if they had any positions open and got the job.

Then I arranged for my friend to work there too.

the solution resulting in the two parties getting on with their lives again with only a brief pause in the process.

What do you like the most about your current job?

Working with Bruce Ignatiou at the Professionals Hills North West, Rouse Hill office. I also love the massive variety in my day that satisfies my creativity and intuition.

What’s one goal you’ve set for yourself in 2020?

I want to reward my husband Gary and I with a trip to Italy to visit my sister, who has been there for almost four years now.

What’s the most important part of your day?

Accomplishing what I set out to do. I enjoy property inspections of all kinds and getting out and about meeting people.

Home time is also amazing with a family who is always there for me. This is especially the case now that we have our grandchild Jack.

What’s been the best thing to happen to you in your career?

Acknowledgement of a job well done. Being involved in real estate is like project management, timelines and goals along the way. Assisting sellers to do some weeding, with de-cluttering ideas or getting them the right help painting, high-pressure cleaning to set their home apart. On the flip side, matching the buyer to the home is the perfect piece of the jigsaw. The best thing is the realisation that I was a part of

I enjoy property inspections of all kinds and getting out and about meeting people.

6 ELITE AGENT • JAN 2020

What could Santa do for the real estate industry?

Give everyone the day off over Christmas and spread the goodwill all year round.

Will you be making any New Year’s resolutions?

Absolutely. I will be kinder to myself and not say the word ‘should’.

I also love the massive variety in my day that satisfies my creativity and intuition.

I have never been to Europe, so this reality is achievable.

What’s the best piece of advice you’ve been given?

“Until my one thing is done, everything else is a distraction.” I heard it from Sandra Larkin, but originally Gary Keller, the founder of Keller Williams, said it.

What’s a new skill you’re hoping to learn in 2020?

Learn Italian. Work-wise it would be to become immersed in the community I have lived in for the past 20 years raising my three boys, that is The Hills North West. I’d also like to hone the skills I have already learnt.

If you had to start from scratch in real estate tomorrow, what’s the first thing you would do?

Get my real estate licence as quickly as I could, visit and build rapport with the locals and give, give and continue to give. n

We know it’s a lot to take in when you’re on the go.

ELITE AGENT – EXTRA

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Elevate your week by listening to some of the best minds in business and real estate. Get their most actionable tips delivered to your desk every month with ‘Extra’.

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2019 Celebrating Excellence in Property

EXCLUSIVE TO THE AUSTRALIAN

market, realestate.com.au's annual AREA awards focus on celebrating the success of those individuals and businesses that support all aspects of the property journey. Now in its fourth year, real estate's night of nights – held at The Timber Yard in Port Melbourne on November 14 – delivered celebrations long into the night for all winners and finalists.

8 ELITE AGENT • JAN 2020

eliteagent.com 9

AREAS 2019

10 ELITE AGENT • JAN 2020

“Congratulations to this year’s winners, we’re thrilled to be able to recognise you publicly and share your inspirational stories of passion and creativity.

Your success drives our industry forward and our partnership provides Australians with the best possible experiences at every stage of their property journey.”

– Owen Wilson, REA GROUP CEO

eliteagent.com 11

AREAS 2019

For more photos, video and coverage from AREAS 2019 visit eliteagent.com/ areas2019

12 ELITE AGENT • JAN 2020

eliteagent.com 13

AREAS 2019

14 ELITE AGENT • JAN 2020

PARTY OF THE YEAR!

With the winners announced and the plates cleared, it was time for dessert and dancing, which continued well into the night.

eliteagent.com 15

StreetMBA IN OCTOBER AND NOVEMBER our Street MBA tour, in partnership with Gill & Hooper,

Seen & Heard

rolled through Brisbane and Tasmania.

In Brisbane our participants had access into Coronis, Image Property and Place Estate Agents, and in Tasmania our teams went behind the scenes at Key2 Property, Downtown Property and @Home Property Management.

The attendees took away practical examples of best practice plus powerful insights on collaboration, the importance of feedback, building equity for your people, and creating a culture of abundance.

Once again, we’ve had some amazing feedback with many of the attendees appreciating the opportunity to see how the number one operators are challenging the status quo and facing increased consumer demands head on.

To book tickets for upcoming Street MBA Events visit eliteagent.com/streetmba.

"A rare opportunity to get up close and personal with some very good operators willing to share their experiences and strategies."

– Jessica Kercher

16 ELITE AGENT • JAN 2020

Brisbane

Launceston

“It is terrific to be part of an inspiring leadership group where we freely share our ideas and support for each other as we innovate and evolve our industry – not just through technology, but through our people.”

– Cameron Ewers eliteagent.com 17

30 MINUTES WITH…

DESIGNING FOR DELIGHT

C

30 MINUTES WITH CHUCK MCDOWELL

huck McDowell won’t be taking a long holiday this Christmas.

Yes, the MRI Software Senior Vice President, will make a quick trip across the Pacific Ocean to see family in Atlanta, Georgia, but then he’ll be straight back to work.

MRI Software acquired homegrown property management software solutions company Rockend in July, which means Chuck (officially named Charles) is more than happy to cut his holiday short to strengthen the company’s position in the Australian market.

MRI SOFTWARE Senior Vice President Chuck McDowell has

WHAT CUSTOMERS WANT

spent more than 20 years at the leading edge of enterprise software in the real estate industry. Samantha McLean caught up with him to find out how he’s settling into his new home in Sydney, Australia and what’s next for Rockend.

A new interface for PropertyTree is on the horizon, strengthening the capabilities of REST is on the short-term to-do list and initiatives that will see strata management move to the cloud are also in the pipeline.

But in the shorter-term Chuck says there are a few gifts to be released from Santa’s present sack.

On the top of customers’ wishlists is closed communications, e-signatures and, for strata management, electronic invoice approval.

“Closed communications is something that we really see a need for; capturing responses from investors, tenants and trades all in one spot,” Chuck says.

“I didn’t expect e-signatures to be something people would get excited about, but that is clearly on our customers’ radar.

“It was their number one requested solution.

“I want to get those things out there as quickly as we can.

“There are a lot of opportunities to help customers run their businesses better.”

One of Chuck’s goals is to move Rockend customers from the confines of managing day-to-day operations so they can step back and consider long-term challenges.

OPPORTUNITY KNOCKS One strong opportunity exists in yield management, which has not yet hit Australian real estate shores.

Common in the US, yield management in its simplest form is a rent price optimisation approach which makes use of historical and real-time information data to help property managers determine rent.

Airlines commonly use it to sell seats, with the goal being to maximise revenue from a fixed, time-limited resource.

Chuck says the technology works in the US and can work in the Australian rental market as well.

18 ELITE AGENT • JAN 2020

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

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