The LJ Hooker Advantages

The LJ Hooker Advantages

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Contents Section 1

LJ Hooker Overview

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Section 2

People Advantage

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Section 3

Operational Advantage

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Section 4

Experiential Advantage

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Section 5

Scale Advantage

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Section 6

Reputational Advantage

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LJ Hooker Overview 96 years, 420 offices, 4,300 people, 4 brands.

LJ Hooker Group has been pioneering real estate since opening of its first LJ Hooker office in Maroubra, Sydney, in 1928. Since then, it has grown to become a house of brands including two boutique networks - Atlas by LJ Hooker in Australia, and Harveys in New Zealand - and LJ Hooker Commercial, which provides a comprehensive range of commercial real estate services.

Collectively, the LJ Hooker Group comprises one of the largest residential and commercial sales and property management networks, comprising 420 offices and a team of 4,300 sales professionals, property managers, and support staff across the Tasman.

In 2023, the LJ Hooker Group facilitated real estate transactions totalling more than AUD$18.5 billion (NZD$19.9 billion), while managing one of the largest property portfolios in the region, overseeing about 110,000 properties valued at AUD$83 billion (NZD$89 billion) for investors.

Demonstrating commitment to community, the LJ Hooker Group's ACNC registered charity, the LJ Hooker Foundation, raised and donated over $211,000 to support its charity partners

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Section 1: LJ Hooker overview | LJ Hooker Value Proposition

Our History – Over 90 Years of Innovation LJ Hooker and the hundreds of thousands of people who have formed its teams over the years have played a significant part in the nation’s development. Now, more than 90 years since its inception, LJ Hooker stands apart from its peers as Australia’s most trusted real estate brand.

Since opening the first office on the sandy shores of Maroubra in Sydney’s eastern suburbs in Australia, Sir Leslie’s first goal was to have the biggest agency in Australia.

Sir Leslie achieved that within 30 years and went on to innovate the Australian business and the real estate sector, including: 1939 - first to conduct in-room auctions 1952 - became Australia’s largest agency 1967 - established franchising in Australia, the first franchisors across all industries; and Pioneers in technology, including the first industry website, CRMs, eBooks, apps, and digital partnerships with the largest technology titans such as Google and Meta.

Each September, on LJ Hooker Foundation Day, we collectively reflect on how much we’ve achieved and how far we’ve come and look to our enterprising future to continue Sir Leslie’s legacy.

Real estate is not about houses, it’s about people. “ -Sir Leslie Hooker

Our Executive Leadership Team We have an extraordinary array of talented team members working for LJ Hooker Group.

Our Executive Leadership Team boasts a diverse background, having been part of a range of blue-chip companies external to the real estate industry and within.

Together, our experienced and focused group of individuals make a dynamic and unique team without parallel, including:

Christine Mikhael

Simon Heathcote

Chief Executive Officer

Chief Financial Officer

Ruth Trewhella

Simon Sayegh

Chief Operating Officer

Interim Chief Information Officer

LJH100 – Our Business Strategy In 2022, we launched LJ Hooker Group’s new business strategy, LJH100, and our new, modern company values.

The vision for LJH100 is to be Australia and New Zealand’s most profitable at-scale network to lead the industry into the next 100 years.

Being profitable enables us to reinvest in our people, innovation, growth, performance, training, events, and fun to create our bright future together.

At-scale means we can continue to negotiate valuable enterprise agreements, create greater internal referral opportunities for you, and impact and influence industry decisions to take a true leadership position.

OUR LJH100 FOCUS EMBRACES FIVE ADVANTAGES 1.

People Advantage

2. Operational Advantage 3. Experiential Advantage 4. Scale Advantage 5. Reputational Advantage

Section 1: LJ Hooker overview | LJ Hooker Value Proposition

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Section 1: LJ Hooker overview | LJ Hooker Value Proposition

Our Values

COMMITMENT

AMBITION

RESPONSIBILITY

EXCELLENCE

to each other, to the business, to our brand, our team, instilling collaboration, and open communication .

to achieve, to grow, to lead, to be better.

to yourself, each other, our families, communities, brand and reputation, and the environment.

Taking responsibility for our role, action, industry, and our behaviour.

best practice, lifting standards, excellence, and delivering on what we promise.

LJ Hooker is infused with the passion and desire to create, grow, and make a difference for each other, our consumers, and the communities we serve.

It is this strength of connection that our enterprise energy enables us to realise the real estate ambitions of our people, our offices, their teams, and customers. The more powerfully we connect, the more value we will create.

The more powerfully we connect,

the more value

we will create

Section 1: LJ Hooker overview | LJ Hooker Value Proposition

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People Advantage A high-performance, high-trust culture that’s empowered, motivated, and connected like no other.

The strength of our executive, corporate team and network is built on decades of experience in the property sector combined with high-performing specialists in their field with the drive and determination to see you succeed.

Our Learning and Development (L&D) and Awards and Recognition Programs support business and individuals’ continual growth and development, so you are the best in the industry and performance is celebrated across all areas in our network.

Our leading-edge L&D supports you 24/7 in the following ways:

In-Person Training Annual national and local in-person training and events program including LJ Hooker Pinnacle Conference, Momentum, Shine Property Management Conference, Effective Business Unit Training, and more, providing you the opportunity to learn from thought-provoking keynote speakers, network with industry leaders, and be supported and inspired by the success of your peers.

Online Training and Webinars Our cutting-edge online training and development platform, Lighthouse, provides you with a library of training videos and resources to access in your own time. We work with industry professionals and our in-house experts to regularly create new exclusive content for business owners, sales, property management, and support team members, catering to all business and individuals’ development needs from set up and induction to continued growth and revenue.

Online Coaching Our coaching booking system in Lighthouse provides individuals with one-on-one access and peer-to-peer learning on leadership and management, sales, property management and systems and technology coaching with our Network Performance and Business Solutions team members.

Our International Awards and Recognition program recognises and celebrates performance, driving loyalty and our high-performance culture. The program includes:

Awards and Recognition Events – celebrate office and individual success at our annual international and state awards nights.

Length of Service Awards, 21 Club and Life Members – recognition for dedication and loyalty, and special events for 21 Club alumnae.

Top Performers – our Top 15% of performers are rewarded and recognised across the network and in the markets in which they operate.

Captains Club – each year, we welcome our top 15% of salespeople into the prestigious LJ Hooker Captains Club.

This includes recognition at our Awards and Recognition Events and an invitation to our exclusive Captains-only networking functions.

Our People Advantage sees our teams work closely to share learnings and ideas, providing the best training, support, and recognition to help business owners and their teams achieve superior results and drive performance.

Section Section 1: 2:LJ People Hooker Advantage overview | LJ Hooker Value Proposition

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Operational Advantage Unrivalled people, platforms, technology, and support to run a high-performing, efficient, and profitable business.

Our genuine, dedicated, and experienced operations and business solutions team ensures that your office is successfully set up for launch and continues to provide one-on-one support tailored to your growing business and people needs, including: •

Business Solutions Support – our Business Solutions Team provides new franchise offices with a seamless onboarding experience and ongoing systems and products support and training.

Working with our National Performance Team and broader corporate support, a dedicated Business Solutions Coach assists with onboarding new offices, office name changes, systems setup, training, support, new system and product rollouts, and data migration and export management.

Our Business Solutions Support encompasses three phases: Pre-onboarding – 1–2-month lead-up to office launch, Hypercare – office launch, and Ongoing.

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Network Support – is the first line of response for our network and customers assisting with general enquiries, complaints handling, leads portal management, and Qantas Frequent Flyer Rewards Program.

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Systems Support – provides email and new starter set up, offboarding, franchise return assistance, and platform assistance and troubleshooting, including the LJ Hooker Group website, and LJ Hooker Platform – a resource centre for our agents and staff to access all our platforms, Marketing Centre, and Workplace – our 2-way knowledge sharing and engagement platform with the ANZ network.

We continue to explore new platforms and technology, providing the best solutions to run and grow your business, flexibility to choose, and creating time and cost efficiencies so that you can focus on servicing customers.

Section 3: Operational Advantage | LJ Hooker Value Proposition

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Experiential Advantage Partnering with our super-brand connects you with more customers and gives you access to a business partner with superior commercial intelligence, market knowledge, and the determination to succeed.

No two offices or markets are the same. Our Network Performance Team (NPT) and Business Solutions Team consists of 18 people across ANZ, with representation in each state and providing a tailored approach to your needs.

Our dedicated team are real estate experts, and many have been business owners themselves, so they know the challenges of growing a profitable business and navigating changing markets.

A dedicated person, and the national performance and corporate teams, support you through all business stages and provide customised recommendations to suit your office across: •

Recruitment – how to recruit and grow your business.

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Recognition – training to upskill and grow, and awards and recognition to inspire and acknowledge; and

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Renewal – business succession planning.

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Section 4: Experiential Advantage | LJ Hooker Value Proposition

As a business owner, you can leverage our ongoing business support and maximise our LJ Hooker Group ecosystem through the following: •

Business Planning and Checklist – setting your business plan and annually reviewing the 150+ point checklist with your NPT to ensure you’re leveraging all opportunities available.

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Office Visits – our NPTs thrive on their visits to local offices, meeting with business owners, their teams, and customers. It’s the perfect opportunity to discuss critical updates, monitor your business plan, conduct in-person training, and review all the latest technology and tools to support your business.

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Cell Meetings – are held every six months and bring together your local offices and peers to share knowledge, tailored face-to-face training with our in-house experts, marketing initiatives, and collectively celebrating awards and recognition.

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Business Solutions Support – engage your dedicated Business Solutions Coach for ongoing support and training to ensure seamless system integration and experience for staff and customers. Having a single point of contact provides you with an approachable working relationship, solid business knowledge, and tailored solutions to suit your needs.

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Knowledge Sharing and Business Updates Platform, Workplace – an internal platform where offices can share best practice and benefit from peer learning. Workplace is a central place to find out what’s happening in the business across corporate, state, marketing, tech, training, awards, and recognition and more.

LJ Hooker’s industry-leading brand marketing, advanced digital marketing experience, and lead generation initiatives connect our brand with consumers nationally.

Our iconic super-brand has had multiple iterations, and we continue to evolve the brand, enabling us to connect with those who love the brand and introduce it to emerging generations.

In 2022, LJ Hooker reached more consumers than our competitors combined, with someone searching for our brand every minute. Our digital marketing campaigns delivered incredible, proven results for our vendors, buyers, landlords, and tenants.

We understand the unique challenges and opportunities of running your real estate office.

That’s why we are committed to providing our business owners with the support and resources they need to succeed.

One of the most critical aspects of your business is to successfully market your office and your agents to new and existing customers, which is why we have developed a comprehensive marketing offering. This dynamic offering covers brand, office, agent, and property-level marketing and is continually reviewed and refined to meet everchanging market conditions and office needs.

This offering is developed and executed by our marketing team, comprising experienced marketing professionals who are on hand to assist you with your marketing needs.

They have significant experience across all aspects of real estate marketing and leverage industry and non-industry experts to enhance marketing strategies.

Brand Consistently getting you in front of more consumers

At the brand level, we invest in ongoing brand awareness campaigns that target potential sellers and potential recruits in your core areas.

We invest significantly in digital ads across Facebook, Instagram, and Google to promote the LJ Hooker brand all year round. Our awardwinning lead generation program partnering with leading digital agencies drives high-quality and highintent appraisal leads through digital marketing channels to our offices. In 2022, we delivered more than 11,000 sales appraisal leads across Australia, an increase of 75% YoY, and provided an average of 32 leads per office.

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Office Connecting you to your local community At an office level, through our partnership with Digitalmaas you can optimise your Google Business Profile to ensure your office is ranked in prime search positions across Google to improve your online presence. This initiative is crucial because it helps you generate more enquiries, leads, and business growth.

With an optimised Google listing, you can showcase your office address, phone number, and hours of operation, making it easier for potential customers to find and connect with you. You can also display your dedicated office website and photos and engage with customers through posts, messages, and reviews, building trust and loyalty with your audience.

Section 4: Experiential Advantage | LJ Hooker Value Proposition

Agent Promoting your successes and attracting new talent

Our pioneering tools, templates, and digital marketing partners provide a seamless end-to-end set of templates with the flexibility to hyper-localise.

Our marketing platform, RealHub, provides a centralised place for agents to manage all aspects of their business, including listing management, client communication, and transaction management. The platform includes customisable branding options, allowing agents to personalise digital proposals and marketing materials with their imagery and messaging.

Printforce is our recommended print partner providing printing and marketing services to our offices and agents. Printforce offers high-quality and customisable printing services, which assist our offices and agents in creating professional-looking marketing materials such as brochures, flyers, and business cards.

Property Comprehensive, flexible products

On a property level, agents and business support can leverage thousands of customisable templates and automated workflows in RealHub, for tasks such as creating listing presentations, generating property flyers and signboards, and sending follow-up emails to clients. This saves agents time and streamlines their processes, and leveraging our print provider, Printforce, will also see cost efficiencies.

Scale Advantage Our Australia and New Zealand businesses’ strategic sustainable growth and scale see everyone reap the benefits.

Our Strategic Growth Team (SGT) continually explores opportunities within and externally to expand our business in new geographies and markets, new business partnerships, and agent recruitment to grow.

In partnership with our NPT, the SGT works with business owners to help scale their businesses and coaching on the importance of recruitment and the tools available to assist. The team partner with you to ensure: •

Offices are leveraging the LJ Hooker ecosystem specific to their needs.

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Understand when to recruit, how offices or agents can bring Gross Commission Income into a business, and how to nurture target recruits.

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Assist with target lists and initial contact; and

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Opportunities to network and discuss recruitment with peers.

Tailored business owners’ in-person and online training is available addressing leadership, business growth, and recruitment. LJ Hooker’s Elite Engaged sees business owners meet annually and feature in-house and industry experts to provide strategies to build and scale a high-performing business and team.

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Section 5: Scale Advantage | LJ Hooker Value Proposition

Property Management Our dedicated Property Management Team, work with our business owners and their BDM to help to grow their property management portfolios, often an offices most saleable asset. This includes: •

Business Audit – our Property Management Specialists assist with a business audit to understand the business’s needs, challenges and opportunities before a new BDM is appointed and provide recommendations customised to your growth plan. Open communication between business owners, sales, and property management, ensure all are aligned and referral opportunities.

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Business Development Manager Academy – our 10-week program, is run throughout the year, with a small group of up to 15 in each intake. This program is suitable for experienced and emerging BDMs and property managers.

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Training and Events – property management has access to our suite of in-person and online training and events, and their own bespoke program, including:

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Shine Conference – our annual PM conference is held in each state and features topical keynote speakers, in-house experts, and partners.

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Growing for Profit - highly valued and practical workshop for business owners to understand how you can build and sustain a top-performing business and set your people up for continued success in an everchanging real estate landscape.

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In-person and online training, Lighthouse – tailored training content covering all aspects of management business growth including signing up new managements, how to leverage social media, leadership, well-being and more.

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Awards and Recognition – property management is captured in our international program and have specific PM Captains Club categories including Individual PM, Team PMs, Individual BDM, Individual Leasing Manager, PM Department Heads and Commercial PM.

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Business and Marketing Tools and Templates – leverage our extensive templates and checklists including letter templates, listing presentations, Property Management welcome book, with metro and rural options to suit different markets. Access our new recruiter collateral including job descriptions and social tiles to help you recruit.

Our Economies of Scale The power of our brand attracts industry-leading technology and platform partners to provide offices with choices and create experiences to suit our network and clients.

Our rigorous process ensures addressing a demonstrated need, aligning company values, superior customer experience, and building strong relationship foundations to see seamless onboarding, implementation, and ongoing training, support, and troubleshooting.

LJ Hooker’s pioneering innovations and agile approach see the brand adopt new ways to interact, tools and processes to operate business as usual, and cost and time efficiencies for offices.

Our scale advantage creates strategic partnerships and access to the latest service offerings in the marketplace, allowing LJ Hooker to be early adopters and preferential rates.

Securing best-in-class and implementing across our network sees business owners focus on their business operations.

Top platforms include: •

Realestate.com.au – Australia’s No.1 property site for real estate provides greater access to training, agent ratings, and reviews.

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CoreLogic – access to intelligence data and platforms to support research data and local market analysis.

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LJ Hooker Assist – partnership with Connect Now, a utility provider for landlords and tenants.

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PROPPS – digital offer management system.

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DigitalMaas – Google Business Profile Management, including optimisation and reviews.

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Realhub – customisable business and marketing templates and digital proposals.

Section 5: Scale Advantage | LJ Hooker Value Proposition

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Reputational Advantage Our Reputational Advantage sees LJ Hooker continues to hold its position as the most recognised and trusted real estate network in Australia, which positions us as the market leader. As a result, when consumers have a real estate need, LJ Hooker is the first brand that comes to mind.

We build our brand reputation by: •

Industry thought leader – our inhouse research and business intelligence produces timely market reports and white papers addressing changing markets and opportunities for customers.

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Good corporate citizen – Since 1928, we have been making a difference in local communities around Australia. To date, the LJ Hooker Foundation has raised more than $8.85 million* for worthwhile causes, including Humpty Dumpty Foundation, Cystic Fibrosis Australia and Culture College Arnhem Land Aboriginal Corporation.

The LJ Hooker Foundation is a registered charity with the Australian Charities and Not-for-Profit Commission and offices who fundraise under the LJ Hooker Foundation banner benefit from its ‘authority to fundraise’ approvals in relevant states and territories. Offices who receipt their fundraising through the LJ Hooker Foundation can nominate one of its official charity partners or a registered charity of their choice with the funds onward donated in full.

Through the LJ Hooker Foundation’s long-standing partnership with the Humpty Dumpty Foundation, offices can fundraise for vital medical equipment needed at their local children’s hospital and present it to the hospital via a donation ceremony that can be shared on the office’s social channels.

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Section 6: Reputational Advantage | LJ Hooker Value Proposition

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Media relations – LJ Hooker is quoted in the media more times than any other real estate brand, as journalists work closely with our in-house public relations (PR) team to report interesting listings, sales and emerging trends. We know this as we measure of ‘share of voice’ (volume of mentions) compared to our competitors each month. The benefit to you is that when a consumer has a real estate need LJ Hooker is top-of-mind. Our PR team is onhand to assist offices with their media needs to help build profile in local markets around Australia and New Zealand.

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Industry and government bodies – building and managing relationships at a corporate level with our peak bodies to affect positive change.

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Brand ambassador program – engage influential public figures to represent and advocate our brand to reach new audiences.

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Reputation management – we know at times situations can get tricky. Our specialist PR team is on hand to help you manage those situations to deliver optimal outcomes.

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