Property News Program for New Zealand by Ken Robinson

The Key To Promoting Your Real Estate Office Property News gives you the ability to educate the local market that you get results

How to motivate a vendor to phone your agency first Right now, as you are reading this, a prospective vendor is tossing up which agent they should list their home with - you or one of your competitors. How do you present that point of difference to a prospect which will convince them that your agency is the only choice? From the outset you need to show vendors your company has recently helped someone like your prospect achieve the right result thanks to your ability to sell property in any market. What is needed are factual examples of how you have successfully helped a vendor achieve their goals. How do you do this? You are now able to use the power of newsletters. Four-page colour productions that set out in detail case studies of customers who are enjoying the fruits of appointing your agency. The alternative is the old Free Appraisal flyer everyone uses - don’t waste another moment start using Property News.

Why waste your marketing budget on junk mail. Do you really want to keep sending out flyers that are no different to what your competition sends out?

Ray White Pomona Hinterland Publication - Issue Three

POMONA FARM SELLS FOR $350,000 MORE THAN EXPECTED

How did Phil Hargrave sell this farm for an extra $350,000?

Editorials like this prove to local vendors that you have what it takes to sell their property

“Two years ago, we went back to distributing 20,000 Property News newsletters each month after several years of wasting money on Social Media, which got us heaps of views, but NO business.”

Dear Ken, Like other Principals, I don’t want to send out marketing that looks like my competitors. And as no one does anything like your newsletter in our area, I thought, why not run with it. Has the newsletter program worked? Yes, we have had three listings from the newsletters, which we have since sold. Plus, we signed a new landlord to property management. I am more than happy to say that our investment in your newsletter program has paid for itself. It has been easy to implement and has required minimal effort on our part to produce each issue. Our sales team have found each newsletter to be a great sales tool. The cover stories you write, profiling how we got our vendors a tremendous sales result, are well written and connect with locals. The newsletters have also been very effective in keeping in touch with our landlords. Whenever there are changes in property management legislation, you cover those changes in each issue. Yes, I am more than happy to recommend your newsletter approach. You have delivered on what you promised! All the best,

Gary De Paoli Principal Century 21 Living Local Woombye

DISCLAIMER “This Estimate of Selling Price has been prepared solely for the information of the client and not for any third party. Although every care has been taken in arriving at the figure we stress that it is an estimate only and is not to be taken as a sworn valuation. This advice does not constitute a valuation. (We must add the warning that we shall not be responsible should the estimate or any part thereof be incorrect or incomplete in any way.) Living Local

P. (07) 5442 1888 F. (07) 5442 1110

Shop 2/18 Blackall Street Woombye

C21livinglocal.com.au

Deparend Pty Ltd trading as CENTURY 21 Living Local ABN 24 150 002 056. Each office is independently owned and operated.

12 out of 163 issues is proof of consistent results

For over a decade Property News has proven in 163 issues that Oz Combined knows how to sell Vendors are not interested in you or your brand. All they want to know is that you have a consistent track record of selling a property like their home. Over the past 14 years, unlike many franchise brands who changed their corporate look and feel, Oz Combined with offices in Sanctuary Point and Huskisson NSW, have used Property News

each month to reinforce the message in their community consistently sell property. That message has helped a team of agents consistently list the majority of homes in their area. While other local agents’ letterbox drop FREE appraisal flyers, Oz Combined Realty’s Property News let locals read about other locals selling successfully.

As a vendor, are you motivated by a FREE appraisal flyer to sell your home or are you looking for solid evidence of consistent sales results from a local agency? For the past 14 years, Property News has provided local vendors solid evidence that Oz Combined has achieved consistent sales results each and every month.

Hassle Free Production With Property News you are the only agent exclusively featured in your area – no other agent gets a look in! All the hassle of producing a newsletter has been eliminated when you use the Property News newsletter marketing program. 1. Fill in our editorial question sheet We don’t expect you to write a thing. All we need is a couple of main points about your cover story. We only need the basic elements of the story - no more. Our editorial team know how to put your story across the way you want it presented. Our clients are amazed when we create their own quotes for them. They are amazed at our ability to produce material just the way they wanted it to appear. 2 . We do the rest. Now that our editorial team has produced four pages of content for your newsletter, what’s next? All the

__________

Property News Issue: ____________

Editorial Question Sheet

the questions are answered, e editorial, please make sure all of To provide you with the best possibl in marketing power. otherwise your editorial may be lacking _____________________ ___________________________________ Name of Real Estate: ______________ __________________________ agent: selling of Name __ _______ Name of listing agent: ______________ Sold_____ For Sale_____ Property to be featured: _ ___________________________________ _______ _______ Street: : Address of Property to be featured _________ _______ _______ _______ _______ Suburb:_____________ Weeks ___________ Months ___________ Days ___________ Length of time on the market: What is the average time it takes to 3-6 days 0-3 days

sell a home in your area: (please circle) other _________________________ 10+ days 6-10 days _______

Listing Price:_______________________

__________

Selling Price:_______________________

_____________________ ___________________________________ What is the median price in your area: _______________________________ _______ _______ _______ ? months Has it risen/fallen in the last three agent?

Was there a previous listing with another If

Yes _______

No _______

__________________________

it on the market? ______________ yes, how long did the other agent have ____

Number of inspections: ______________

_________

Number of offers made: ______________

your article to convey: Main overall message you would like ___________________ ___________________________________ ___________________________________ ___________________ ___________________________________ ___________________________________ ___________________ ___________________________________ ___________________________________ er, what would be 3 main nicating this message to a custom Imagine for a moment you were commu about this property? them with share would you convincing points _______________________ ___________________________________ 1. ____________________________ ________________ ___________________________________ ___________________________________ _______________________ _______ _______ _____________________ _______ _______ _______ _______ 2. ________________ ___________________________________ ___________________________________ _________ ___________________________________ _______ _______ _______ _______ 3. ______________ ________________ ___________________________________ ___________________________________ Please provide a brief description used to advertise the property.

of the featured property, preferably

attaching the information sheet _______________________

:__________________________________

realestate.com.au property id number Your

________________________

____________________________ own website property id number:______

design artwork is done by our team of professionals. In many cases we tell our clients each month what they should be including in their newsletter. They love the fact that we have taken the hard work and hassle out of producing a monthly newsletter. 3. Once you have signed the approval form - we provide you with the finished newsletter No sooner have you signed the final approval form then we release the artwork that enables you to have your newsletter commercially printed or run off on a photocopier. Plus, we provide you with a Web version that you can place on your website as well as e-mail to your database. The people that sign up to our program the fastest, are the people who have tried to produce their own newsletter and have soon realised that they have wasted hours producing something that comes nowhere near the standard of Property News.

FREE Marketing Plan to help keep you on track and make the most of your investment The majority of our Property News clients continue using our program for at least five years. To take the hassle out of having to come up with fresh ideas for each monthly newsletter, our editorial team has produced a 24 month marketing plan. If you’re not sure what to produce one month, simply look at our plan and there is bound to be a story that will work with one of your recent success stories.

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it . ed, how quickly price segments price you obtain 3 homes in 3 Properties sell for good prices as h proper ty, the • Try to proﬁle cription of eac government’s policies kick in des f l. brie a dea d Honesty pays! Consultants’ ught to theaccurate bro • We would nee s you appraisals result in quick sales er advantage sold or any oth proper ty. photos of each • High resolution There’s no doubt the Federal Government’s monetary and fiscal policies are working, with the property market showing signs of recovery. This can be no better seen than with the results being achieved by Yarraville’s leading estate agents, Nicholas Scott Real Estate. The firm has just rung up more sales that underscore its claim to be the market leader in the region. According to the agency’s Principal, Nicholas Skapoulas, some of the homes have been sold close to the listed price or even more than the listed price, a vindication of the agency’s policy of appraising properties honestly at a price that will meet the market. “We have a strict policy of putting an

accurate price on a home,” Nicholas said. “It’s of no use to the vendor or us if we overvalue a property. Some agents do this so they win the listing but such policies can lead to a house languishing on the market for months.

In this issue of Property News: • Housing affordability has improved! • Property market remains strong • Capital gains tax obligations for investors

Nicholas said the market’s strength could be readily seen in the results of a recent sale at 4 Adaleigh Street, Yarraville, which was sold for $27,000 more than the listed price. “This four-bedroom family home with a study was in a magnificent location and was listed at $650,000. After only 12 inspections we had three offers on the property and closed at $657,000. Located beside Cruickshank Park, it had period features, character and charm. These were attributes the buyers were immediately attracted to and we had no trouble selling it. Nicholas said as a result of the recent successes the agency needed to list more homes. “Any owners who are considering selling should contact us,” he said. “We will give them an honest evaluation of what we believe the property is worth and also advise them on the best way to present it. “Good presentation is essential in real estate, especially in today’s market where so many homes are competing for the same buyers.” For the best advice on how to sell, buy or lease real estate contact Nicholas Scott Real Estate. If you are selling, the firm’s professional consultants will evaluate your home and give you an honest assessment about its market value. They will also guide you about the best way to present it and market it.

Are you selling for the right price?

tine NSW 2280 Box 3170If youValen .com would like to sell your property please callhouse our sales team on 1234 5678 today! letter NSW 2285 PO ica Street, Cardiff use.com www.news 906 29b Veron binson@newsletterho ABN 72 081 808 028 825 E: kenro 2001 M: 0408 54 0249 F: T: 02 4954 2100 Name Here Job Title 0412 345 678

Name Here Job Title 0412 345 678

Yamba home sold under the hammer by experienced team

“As a result, the vendor can lose money. Such practices can damage the property in the eyes of purchasers because they think the reason it has been on the market so long is that there is something wrong with it,” he said.

View properties for sale at www.abcrealty.com.au Read our full report on page 3

Auction delivers brilliant results

Name Here Job Title 0412 345 678

Auction delivers brilliant results! How did ABC Realty sell this home with great results after another agent failed to attract the right buyer?

Achieving an incredibly successful outcome for homeowners at auction takes experience and skill. Not all real estate agents have the knowledge and the ability to undertake a successful auction campaign that achieves or exceeds the owner’s expectations. However, a well-run auction campaign conducted by a qualified agent can result in amazing sales outcomes. In this report, we speak to Raine & Horne Yamba Principal Denise Jillett about how she sold a property for great results at auction, after another agent failed to sell the home after 3 months. What was the selling story behind the apartment at 2/38 Yamba Street, Yamba? This stylishly designed 2-bedroom unit was spread out over 3 levels and boasted a well appointed kitchen, and open plan dining and lounge area and a fantastic balcony that was perfect for entertaining. This wonderful dwelling offered picturesque hinterland views and was only metres away from Yamba’s beaches, golf club, restaurants and the CBD. “This property was listed with another agent for 3 months without attracting a

sale, but we took it to auction and sold it for the outstanding price of $335,000,” Denise said. “After experiencing 3 months without a sale, the vendors were thrilled with the selling result we achieved for them under the hammer.” How did Raine & Horne Yamba’s database help Denise locate interested buyers before the auction deadline and sell the home for a great price? The Raine & Horne Yamba team pride themselves on their extensive client database, which features potential buyers who are currently seeking property. “When a buyer contacts the office or attends an open home inspection, we add them to our database for future reference,” Denise said. “When we received the listing for this property, we simply referred back to the buyer database and matched the property to several potential buyers.” By using this technique the team were able to organise numerous different inspections in the lead up to the auction deadline. “We were spot on with our matching,

as on the day of the auction we took 9 bids and the successful buyer came from our database,” Denise said. “By using our database method in our pre-auction marketing campaign we are able to find potential buyers quickly and start organising inspections from day one – using a client database eliminates the need to implement costly advertising campaigns and allows us to sell to the right buyer.” If you are thinking about selling your property and would like to employ an agent who knows how to achieve the best possible result for you, talk to the team Raine & Horne Yamba.

Why not let our team of experts help you sell your property?

See our full report on page 3

In this Issue of Property News: • 2008 is an excellent time to invest! • Yamba home sells successfully at auction • Is your investment property underinsured?

Meet the team at ABC Realty and call us on (02) 1234 5678

Name Here Job Title 0412 345 678

How does this story promote you?

This story is designed to promote your honesty, accuracy and market knowledge. It’s all about the accuracy of your valuations and, perhaps, your ability to even sell above those valuations estimates without going to auction.

Now we promote your auction/private treaty expertise. Give us an example of your best result – big crowd, lots of inspections, lots of pre-auction offers, how you achieved the maximum price for your excited vendor.

What do you need to supply us with to produce this issue?

• A description and selection of high resolution photos of the property, information on the sale and the vendor’s story.

• A description and high resolution photos of the property. • Information relating to the auction (open houses, number of bidders, vendor’s thoughts etc.)

ABN 72 081 808 906 29b Veronica Street, Cardiff NSW 2285 PO Box 3170 Valentine NSW 2280 T: 02 4954 2100 F: 024954 2001 M: 0408 028 825 E: kenrobinson@newsletterhouse.com www.newsletterhouse.com

How can you secure your Property News program? Our Property News newsletters are professionally written, containing articles sharing your success. They are given the appearance of an independent third party publication for enhanced credibility. We will e-mail you each print ready edition as an Adobe A3 PDF file. We will also e-mail you an A4 web ready version suitable for posting on your web site and e-mailing. Plus, we provide your office with an online version utilising the issuu.com magazine platform to produce the newsletter for use on all social media platforms. Once you receive your newsletter via email as an A3 PDF file you simply

print it and then mail or letter box drop it to your clients and prospects. Our layout is designed for A3 twosided printing. Your office organises the printing and distribution of the newsletter. We can offer professional advice and costings to assist you with the production, including quotes from printing companies offering the best rates. Alternatively, you can email the A4 web version to all your database contacts – an inexpensive and highly effective way of getting your message across.

You can start using Property News with a package to fit your budget: 6 Month Program

• Six issues @ $880 AU • Area Exclusivity • 6 month contract = $5280.00 AU

12 Month Program

• Twelve issues @ $770 AU • Area Exclusivity • Two Instalments = $4620.00 AU ea.

SAVES YOU $1200 * Our fees do not include printing and additional artwork costs. You will be provided by email with an Adobe A3 PDF which will contain your customised newsletter ready for you to print plus an A4 web version which can be posted on your website or emailed to clients. Our contract cannot be cancelled once commenced and we offer no refunds.

Property News provides you your own local platform Property News is like having your very own newspaper delivered fresh to your market every four weeks. The difference with Property News is that cover to cover you are the only agent featured in the four A4 pages of content. Property News will help your office stand out in your local market - where all the other agents rely on the same tired old sales letters and brochures that offer them absolutely no credibility. Property News has been delivering outstanding successes to agents throughout Australia for more than 23 years. For decades, real estate agents have spent thousands of dollars with newspapers or real estate marketing websites only to find that their marketing messages are buried in amongst those of their competitors. Even the most innovative agents have gone to the trouble of hiring public relations people to submit press releases – only to find that their press releases are rejected by Editors more interested in selling advertising space than providing free editorial. Property News changes the playing field. Property News clients feature front and centre throughout their publications. Gone are the days of buying numerous pages of advertising hoping to stand out from your competitors.

With Property News you are the only agent exclusively featured in your area – no other agent gets a look in! All the hassle of producing a newsletter has been eliminated when you use the Property News newsletter marketing program. 1. Fill in our editorial question sheet We don’t expect you to write a thing. All we need is a couple of main points about your cover story. We only need the basic elements of the story - no more. Our editorial team know how to put your story across the way you want it presented. Our clients are amazed when we create their own quotes for them. They are amazed at our ability to produce material just the way they wanted it to appear. 2 . We do the rest. Now that our editorial team has produced four pages of content for your newsletter, what’s next? All the design artwork is done by our team of professionals. In many cases we tell our clients each month what they should be including in their newsletter. They love the fact that we have taken the hard work and hassle out of producing a monthly newsletter. 3. Once you have signed the approval form - we provide you with the finished newsletter No sooner have you signed the final approval form then we release the artwork that enables you to

have your newsletter commercially printed or run off on a photocopier. Plus, we provide you with a Web version that you can place on your website as well as e-mail to your database. The people that sign up to our program the fastest, are the people who have tried to produce their own newsletter and have soon realised that they have wasted hours producing something that comes nowhere near the standard of Property News. We look forward to working with you utilising Property News in your business!

CEO and Publisher Newsletter House Pty Ltd +61 408 028 825

Newsletters reach decision makers who have the authority to sign your contract now What is needed are factual examples of how you have successfully helped a client achieve their goals. How do you do this? The answer is simple - a newsletter. A four-page colour production that details case studies of customers who are enjoying the fruits of appointing your company. Why is this style of marketing so powerful in increasing sales?

Would you buy from Attache Software who slashed their clients wages bill by $600,000?

People are jaded when it comes to colour brochures and cleverly crafted sales pitches, but a newsletter of real life accounts of people like themselves finding success. When we create your newsletters, we aim to take a potential buyer on a journey of success revealing through each issue why they need to be investing in your company’s products or services. It is one thing for you to say how good you are, it’s even more powerful to read of a customer’s success thanks to your company’s performance.

Newsletters give buyers reasons to say “YES”

For 24 years Property News has provided consistent results

How can you secure the op portunity to be the only ag ent in your are a to have exclusive use of Property Ne ws?

Real Estate Agents News

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Property New says but his profi earl waterfronts; ter House Pty ond the the calmarket,” dutyBeach Level 1, Suite s l to ensure that new sletter. By tak Ltd 2, 89 Soldiers not onlDavid this approach, Principal Tele can their property ing y do you Watts, Road, Pelican randsell get we have won new newsletter pho page NSW 2281 (023 ) 4971 334 other agents , but aPRDnationwide listings ... seene: Ettalong! onus. marketing hic would die for, le designed to email: kenrobins 0 Facsimile: (02) 4971 336 ” says Dean helthe p you 0 newsletters tell on@ get new the siness you nee new sletterhouse.com d to gro avid’s team can getw! Ken Robinson: 0408 028 825 result in Pearl Beach? reading the editorial ... page 2 headlines immediately t they were able to 00 sale in 10 days. dline then informs ... page 2 at if they read their ll learn how the result same approach is built h, as each and every of David’s success. e impact of Property with David Watts and To help you get better results from what approach has proven the most hese three newsletters your newsletter, we will be regularly successful in using Property News? est to a Pearl Beach “When we first started, we letterbox bringing you our own publication ng to sell rather than a designed to help you make the most dropped our entire postcode, which yer? of your Property News newsletter included homes ranging from $200,000 through to a million plus dollars, and program. What was the result of cutting your Each month, we receive feedback on now we only send out 2000 newsletters distribution back to 2000 copies, and how agents across Australia and New a month” says David. “From the moment we first letterbox focusing on a narrower market? Zealand are using Property News to grow “The first time we did this, we focused dropped Property News we received their business. response. But recently, on a top price sale we had in our area that In working with literally hundreds a positive and hundreds of agents, whether they be we decided to focus our newsletter would relate to the majority of potential a franchise operation or independently distribution to homes in areas vendors we wanted to attract through run, from small country towns through commanding top dollar prices. Why focus Property News,” says David. “The result was better than we had to major city suburbs, the feedback on the lower end of the market, when they each have given us on how they our team were able to make more money anticipated, our 2000 print run brought in three new listings (approximately make Property News work for them, will selling higher-priced properties?” “As soon as one of my sales people $20,000 each in commissions), at the hopefully help you in gaining better made a sale in the top end of our market, same time we saved money by reduced mileage from your investment. In this issue, we would like to focus on I would make that the feature story for printing and distribution costs.” To get more of an idea on how David a small office run by David Watts, Principal our next issue. That story would then at PRDnationwide Ettalong Beach NSW, enable me to target high end properties has been using his newsletter to build consisting of five team members, who with the clear message that not only are his business, please turn to page four have been utilising Property News for six we getting good results, but that we had of this issue, where we illustrate the buyers lined up for homes in this part of power of being consistent with your months. newsletter marketing. In interviewing David, we asked him the market.”

Beaumaris Agent’s Queensland Agent s y b s se a e cr in e m s co e in cure their income 283% in 4 months while interest rates bite “Property New s” Newsletter package provides you w ith the followin g:

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for the last 6 months, nowHo Fletchers have used Property News w did one agen sletter’s reach t secure 3 new from the Tim Fletcher plans to expand the new lan

ir ﬁrst issue of

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INSIDE:

d Property News?lords

Why are Sydney agents turning to Property News to market their business in the local area ... pg 2&3

To secure Property News phone Ken Robinson on +61 408 028 825