AUSTRALIA 2-25-19

AUSTRALIA EDITION

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

FEATURED AGENTS

GERAINT GARDNER JULIE HARRIS CAMERON REID TEEJAY SEO GAYLE THOMPSON DEBBIE WATKINS

COVER STORY

ADRIAN SACCO

AUSTRALIA EDITION

JULIE HARRIS Top Agent Julie Harris – principal at Julie Harris 15 Realty in Brisbane, 7 Australia – possesses both extensive experience and deep industry knowledge, and has earned her reputation as an honest and truly caring real estate advocate. Julie’s independent boutique agency has found enormous success since its inception in 2017, and has proven a more-thanworthy competitor to the many large, better known franchises operating in her market.

duty to our sellers and our

19 of written testimonials to b GERAINT GARDNER

just regular, nice people, Top Agent Geraint Gardner – Director of off.”

A major facto rip anyone One of th the Wantirna branch of the highly-respected community RateMyAgent.com.au, cona agency OBrien Real Estate – is the passionate he supports day we invited Julie about providing his many buyers and Cricket Club displayed a professional pa vendors with the very best service nity Kinder. usavailable to start the sales program in Knox City and surrounds. Geraint’s vast of Pink brea first conversation.

Throug reservoir of industry knowledge, coupled the rental de JULIE HARRIS informed us in a forthrigh ADRIAN SACCO GERAINT with his honest and ethical approach to cancer surviv CAMERON REID Julie began her journey in real estate in 2009, after and intricacies of the sale GARDNER WATKINS customer service DEBBIE has translated into repu- was Club Wantirn a longtime career as an executive recruiter, both in Her aconduct scrupulou to live and work here,” ily home is 52 days, with condominiums at tation as an agent who can be consistently Teejay Seo – Licensed real estate agent and Senior I instill some peace of mind in my customers.

I How did Gayle Thompson become one of the highlighting the best features of the property.

How didexpectaDebbie Watkins become one of social imbued media c Australia and 62 thedays.

UK.It’s“When global financial relaxed confidence plains, when asked about clear he the is exceeding trusted to strong put his client’s front and When he’s 20 24 27 the most agents in the Redlands? boosted video Business Development Metro Realty cantrusted connect and build relationships very most renowned and respected in23 Logan They consultneeds with the seller to set the highest crisis hit, Iin found myself being redundant three that she would achieve anani eautiful, picturesque town Manager at tions in everyagents aspect made of his work, with clients Instagram.

The center during every transaction. time with Nir Sydney – Cameron has over has a decade of experience working quickly with my clients.”

His commitment to ueensland, leaving glowing reviews about their time City and the surrounding suburbs? possible price that will ensure a quick sale, times,” she recalls wryly. “So I decided to do a comand she did!” had a successful career in salesalso come into play. sale athe a compe top realbuyers, estate agents afterand investors. A believer in together. One recently said,Debbie “After talking and also a with sellers his job and his availability then post listings on all the major real estate plete change and choose an industrywhen where I could a decided real estate agent she knew Debbie’s listing rbuilding five yearslasting ago. “Irelationships was a with Cameron at an open house, we Geraint began his journey in 2003, at the age of twenty, upon the advice with Gayle his clients, Teejay “If there’s something they need to talk about, started in real estate in 1979.

She’d websites, and place signs and window displays re-train and start I did.

In addition to$400K the top-draw suggested had the skills and personand $1.2 ete before that, and after thatall weover wouldagain, be the and agentthat’s to sellwhat our she home oftook his “I always joined ahere realfor estate company,” he recalls,“If “but felt Geraint’s pla is committed to helping them achieve their real estate I’m them,” Teejay returned from traveling amother. job well explains. trafficked areas. spread the ality to become agent and in often carries betw I entered real estate; wishand I’d done itwetwenty ago!”

Serving Realty provides, manyIThey otheralso factors come f injuries, I wanted somewhenoverseas theI time came.

When listed a years fewa successful at the time that I was too young, so I decided to leave the industry and opening anot goals. honest, and possessing extensive I promise my clients that I’m going to do someoffered her a job.

Debbie decided to a time. in sales with LJ Hooker.

She soon found she word via social media and blogs.

But perhaps uld still Trustworthy, be active but not months later, he had a contract within days. the suburbs of Brisbane and specializing in investment properties, the reasons for its success. Chief among th take the leapfor and had a thriving ended going back tothem, asoon bricklaying then opened a succeed, and“ knowledge of the Sydney market, had Teejay hasoversees built thing I get it apprenticeship, done, and importantly, thenand confirm y,” he says. “I’ve always sold with a price above expectations. aJulie passion foratheWe and over theupour last most they share information abusiness small team of equally dedicated professionals who cutting-edge, savvy marketing strategies.

Now with five years’ experiTothey’re stay insucce touc real estate, so day I who always He alsothirty helpedyears usbricklaying with the business. purchase ofthem our business building houses for six years.”

Eventually growing reputation as one an agent putsshare his client’s with that the task has been completed.” forty years, she’s spent working about the listing with other top agents in the her client-first business though ethos. ence, “There are works sevenwith of us,” she the very latest technology into ourand marke Debbie her business Debbie Rya it.” Today, heand works with during every transaction. new property eventired it was a private needs front center of that business, he opted back into real estate in 2013.

“I had the than anythin full-time in real estate, including as an owner area, as well as among their broad sphere of “and we’re extremely closeknit andCameron very collaborative.”

The company also exploits m CAMERONsays, REID TEEJAY SEO GAYLE THOMPSON DEBBIE WATKINS partner Ryan Connor and a personal Julie. emails,social holiday Real Estate, where he is listing.

We would recommend to There are many other factors that come into play ambition and the goal to open my own office, and I decided to do so tional, hones of an L.J Hooker franchise for 14 of those influence.

These solid methods have led to assistant primarily serving the Redlands. financial year-end letters, and rea gent. He primarily serves anyone who wants to deal with a straight utilizing such popular platforms as Face Teejay began hismajoradventures in real estate in and 2008.herhonest when assessing Teejay’s success story.

“Ithe think “I’minJulie, so to be in partnership Nicole Gardner “Real social media. “We are often meetin years.

She partner now work success for enterprising duo.

Soestate what nsula, and the vast agent.

If wewith wereOBrien. to of,” sell again thegrateful “One of the things I’mMark most proud says “is that when ensurewith, maximum exposure to potential buy “I was he recalls.as“Ithe was that as a younger agent coming up I’m very The majority of Debbie and Ryan’s business comes say hello or take them a gift,” Deb ome frompursuing referrals. a soccer career,” together future, we would consider no one else.” (my wife), Neo Chen (long term friend) and Dean OBrien, the compapeople to kn Gayle & Mark Team serving makes them different from other agents?

“It’s I opened my company I was told that I would never succeed from repeat and referral clients.

What sets Debbie apart just give them a call to see how the CONTENTS traveling a lot, and tore the ligaments in my ankle. hungry to build my career and make sure that I ny’s founder” says Geraint, “because the guy is just full of ideas.”

It’s about rep Logan City, theagainst suburbs ofbig, Browns Plains, the“I’m wayreally we get involved.about We genuinely companies; that the would passionate this job,”take say around word spreads fastinvestment about competing During any free time,the Cameronnational is spending it outside with from other agents ingood thecosts area?

“We go above andin beyond Iofhad just60,000, purchased my first property, maintain a profile, especially the Central don’t get ripp Regents Park, Heights, Heritage onlove the the responsibility ofloves selling the home for prohibitive. quitePark opposite toalso that, we Her haveclients not remember the and ice. “I’m very transparent, and that’s how I be hismassively family,Boronia including surfing And and windsurfing.

He’s with our job,” she says. her everyday as Debbiestuff, her nuts work.

Her bolt very and I decided that real wasand something Iincould do myself.

Business District,” he21) says.

“This year alone I’ve done over two Geraint, who takes great pride in the highly-dedicated agents that Hillcrest. our clients,” Gayle says.

Thanks to all these methods and WHAT THE FIRST THING 4)I’mestate COOPERATION, NOT s. “I’m approachable, and not on social active his community, including the local sport teams.

“I being empathetic, straightforward, honest, kind and job is interacting with her clients only succeeded, we have flourished. In the first twelve months, we than anything, however, she enjoys the I beganin as sales assistant, and workeddonate my way up.”

Ten effort yearsand energy hundred lease deals.

AFor of to that success has to do with having his team, points their personable, honest approach when unusual reala estate.

I’m into face-to-face a lot of time, to the sport teams, Ilotwith their relentless follow up,many the result is often a and quick sale an at professional. sellers with homes that with need repairs achieve their achieved awards that MUTUAL some ofcomprise those large agencies four times her clients.

“Igoals love thedreams, interact YOU DO AFTER WORK SAYS COMPETITION, CREATES on, as part ofutilizes the impressive at the renowned agency good time management skills, being disciplined and persistent Although he still technology inteam varlove driving past the schools and seeing them playing with before they go on the market, Debbie and Ryan often of their lives.

To between give back seven to the asked to account for his success.

“For us,” he explains, “it’s all about An impressive 85% of the team’s business comes from a great price.

Gayle and Mark usually have asthemany agents hadwith never won or even thought toaround compete for.” me and an incredibly rewarding feeling.”

Julie ers to speak to hisTeejay clients inhas person.

“There equipment we helped donate,” hehaving says.

“My boys play ABOUT YOU SUCCESS AGENTS obtain all not the quotes from trusted tradesmen, then Ryanhow donate arange portion of eaa Metro Realty, become aFOR force to be reckoned and a great team me.” our clients.

It’s about the commissions, and atit’s notand about repeat and referral clients.

What keeps Gayle’s clients and eighteen listings a time, which oftenthat from Awards notwithstanding, perhaps the most compelling measure giving back the community has afforde graphic here, so they really appreciate that soccer so Crown Properties has been major sponsors of oversee the work to ensure it’s being done properly. charitable organization that helps in the Sydney City market. “I joined Metro for its excellence much we earn.

It’s literally about helping as many people as possible. coming backSoccer tosuccess theClub.”

Gayle & Mark Team?

“It’s extra the ninety ease ofand unit of atis$220K toachieved, animportant acreage property atthrough overdrug $600K. like to do things in person.” Throughout PCYC of Julie’s is the fact that a stunning percent her and does so a variety of This caring service particularly struggling with and alcohol inalso marketing and superior standing in theMEDITATION marketplace,” says While financial rewards of hisyou’ll chosen profession are notand refer13) CREATIVE FOR If you do the rightwho thing them, have repeat business communication, the service and follow upthe they receive, and clear about every step, making sure 25) HOW ANSWER THE for clients areby selling dueintoTO a stressful life event. members of theinRedlands Chamb company’s business is based on referrals, an impressive feat the including her membership the local Rota Metro, which alsoitREAL maintains a As highly-successful prop-the inconsiderable, when asked what heDebbie enjoys most about what he rals, that’s something whole team believes in.

That’s our goal, pTeejay. his clients up-to-date.

When comesthe to ESTATE Cameron looks future, he and aimsOnce toGayle hire assisfact that we PROFESSIONAL go thetowards extra mile,” she says. is very Gayle’s favorite part ofare the job? justreal love making THE thean house looks my itsWhat’s best, hires professional active in“I local estate netwo highly-competitive real estate industry. of multiple charities.

INEVITABLE QUESTION: ertyabove management arm, hasprofessional been recognised both does, Teejay points to the personal of the realcharacteristic estate oes and beyond, with tant inrepeatedly the and next real, 12 for months, by the end ofphotographers 2020, hewe wants and that’s what do.” and more videographers capture photos future, Debbie wants “I to continue down-to-earth and isand compassionate and accepting sales!” shetoside says with her smile. love thet nes floor plans.

“We itput our listings in impressive to have 3 sales people operatingindustry. under him.“I “My goal togetproperty’s theand excellent service provides and achievements like thatisWHY Ithe to meet newfeatures, people all the time,” heYOU? highlighting best as well as participate evenI more in dealing her com SHOULD ICurrently CHOOSE offor allWhen types FROM of$50 people and theirthis lifestyles and emotions.

“I challenge of the negotiation process, enjoy 17) LESSONS SILICON asked to account the loyalty her have shown her focusing on and expanding dinmake sure it is posted allthese the5real estate the achieve million in2018 salesfor coming year.”

ItI clients isget likely 3D video tours and video “walk-throughs.”

To market many people as possible.and Nowcon th prices.

Just a fewonof include Rate My Agent says, “and that to manage their investment properties and This authentic, empathetic approach has resulted Geraint’s business have a lot of empathy and compassion as I sit with people,” with people.”

Mark, who is from New Zealand, is a rugby etting maximum exposure.

The majorityTO of by he referring will achievefriends his goalsand andfamily, more, with a natural talent and posts Julie grows pensive forthem ahands.” moment Julie’s are her fairly simpl VALLEY MODERNIZE AND listings, Debbie on RealEstate.com as plans well for andthe onesfuture that, with dedication Agency of the Year, finalist standing for the Australian Small make sure that they’re in good being based sixty percent upon repeat and clients, perhaps the she says.

“I understand theyhelping are going during enthusiast, so referral to give back tocommunity, the community, and estate.com.au.” passion for this industry.

“I love people relocate, a lot as though four other popular portals.

She conducts thorough she’s sure toher achieve! before “Iwhat believe it’s because our standards of service standard for customer service inGayle mark Business ChampionMONETIZE Award, also for andIreplying. record prices set YOUR BUSINESS of people are downsizing ortheir there’s family who are upsizing.

I surest measure ofassuccess in Mark the highly competitive realrugby estateunion, industry. the2018, process. put myself in shoes and make it easy donate to their local as well as to Mission are exemplary,” she says. “We gotheabove and beyond the call goals of include peoplebecoming as possible achieve their real esta numerous World Towers, As for Teejay’s a tobuyers nfor completed overbuildings $41 millionininSydney’s sales, with loveTower, helpingRegis families move next stage offuture, their lives.

It’s The appreciation Geraint demonstrates vendors and and comfortable for them as toI the can.”

To stay in touch with long-term Australia, atoward charityhis supporting youth working to overcome is averageand days on market for a single to see them happy with the result.”

Aspect Summit Buildings tofamname areally few.nice partner at Metro, and being an“I office theimpressive company. is clearly reciprocated, isaddiction. madeofevident byfor number past clients, Gayle sends anniversary cards and reaches outasprincipal have athe soft spot for youth struggling with drugs His important objective, however, is toreceived continueon to industry provide website of most glowing reviews have regularly to let past clients know they are on her mind. he and his andteam alcohol,” Gayle explains.

For the future, Gayle wants to With an impressive rate of repeat and referral business that310-751-7068 hover the superior customer servicethethat he has become “If Phone 310-734-1440 | Fax ratemyagent.com.

Among testimonials on theknown site is for. thisand one,become which more innovative continue to grow business, around eighty percent, Teejay is clearly doing something right. anyone has an investment property that they want managed, I perfectly captures the positive experience of working with them: “We With her dedicaWhen it comes to marketing listings, Gayle and Mark start with regards to technology and marketing. mag@topagentmagazine.com www.topagentmagazine.com When asked to account for this loyalty, Teejay points first to | think Metro has a great system in place, and also a great team to can’t thank Geraint for her selling our and home above our by ensuring the property looks its best.

They then and hirehis team tion enough to serving clients her community, she’s sure to his personable approach. “I think a lot of it has to do with my be able to service their needs,” he enthuses. “We’ll always go the No portion of thishigh issue may be reproducedphotographers in any manner whatsoever without prior consent of the publisher.

Topwere Agent dream price.

We felt at ease through thegoals entire campaign, kept quality professional who take photos turn those into realities!and personality,” he says. “I’m very easy-going and calm, and I think extra mile for them.”

Magazine is published by Feature Publications GA, Inc. precautions taken ensurereports. the accuracy of published up toAlthough date daily with phoneare calls andtoweekly They were honest, materials, Top Agent Magazine cannot be held responsible expressed or facts supplied itsabout authors. reliable for andopinions approachable for To every question webyhad.

We admire their Watkins, find out more Debbie professionalism, approach and people skills.

I will be recommending To subscribe or change address, send inquiry to mag@topagentmagazine.com. email Debbie@firstnationalcleveland.com.au or call 0407 For more information Published in the U.S.about Cameron Reid, Geraint and his team to everyone I know as a trusted agent who goes above and beyond not only for vendors, but for buyers too.” call 0497 812 308 or email Cameron@cpqld.com.au Copyrigh

TEEJAY SEOGAYLE THOMPSON

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For more information about Julie Harris, Agent Magazine Geraint has also distinguished himself by achieving theTop status of Senior pleaseCopyright call 0488 151 605 or email Julie@JulieHarrisRealty.c Top Agent Magazine Auctioneer #1 within the OBrien network in 2018. “Auctioneering is something I am extremely passionate about and love,” he enthuses. “I

Fo

mailto:mag@topagentmagazine.com

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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ADRIAN SACCO Top Agent Magazine

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ADRIAN SACCO When Adrian Sacco changed careers after several years working for some of Australia’s most respected corporations, he entered his new profession with the experience and knowledge to transform public perception of an industry.

“After working for some well renowned publicly listed companies in Australia for many years, I was in a transition period – I knew it wasn’t where I wanted to be long term,” Adrian explains. “Over a period of about six months while helping my parents sell their property, I was approached several times by their agent about entering real estate.” Within a couple of months, he quickly discovered that real estate 8 Copyright Top Agent Magazine

is exactly where he belongs and is absolutely thriving on building a presence and fostering trust in the community.

As the Director of ONEAGENCY in the Sunbury region about 40 kms north of Melbourne, Adrian has earned a reputation for his honesty and dedication to service. “I have always worked in sales, marketing and customer service environments and I have business qualifications,” he says, noting that his background and experience have significantly impacted the way he and his team do business. “We are innovative and are excelling in service and marketing, so Top Agent Magazine

we very quickly became a marketing leader in a town of about 13 agencies.” That growth can be attributed to the personalized approach and integrity that Adrian and his team bring to the process of reaching the best-possible sales outcomes. And it’s the reason why, within five years, Adrian already receives 80% of his business from referrals. “Real estate is personal for me,” he says. “ It’s not transactional. We really deliver something exceptional and tailored from the start.”

decision to do so catapulted Adrian’s success and that of his staff and his clients. His team’s loyalty speaks volumes about Adrian’s approach to leadership and management. His personal assistant left the same previous employer to stay with Adrian. “Another agent joined us because of our previous working relationship and is now a partner in the business running our property management department,” he adds.

“We’re building a team along the way as we grow and expand into other regions.”

After two years with another agency, Adrian opened his own team with ONEAGENCY. The

The ability to regularly initiate and develop relationships with people inspires Adrian. “I’m

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a people person. I enjoy having conversations with people, and while running a growing office takes time and effort, I genuinely enjoy helping people and that’s what matters.” Achieving the best possible outcome is very personal to Adrian, adding that more than 10 years ago he nearly lost his own home because of financial pressures. Empathy and compassion are powerful motivators to provide service and results.

“And marketing is definitely one of our weapons of choice!”

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With a predominantly digital approach and deep market knowledge, Adrian and his team leverage the more than 9,000 social media followers they have attracted when marketing listings. Adding to that is the fact that Adrian grew up and attended school in Sunbury, where he, his wife and their two children remain active community members. “We’re heavily invested in the local community and I personally call and meet up with people regularly.” This goes for people he hasn’t even Top Agent Magazine

represented. “There are people I’ve never transacted with that hopefully will be clients in the future because we hold really good relationships in our community.”

Adrian also holds himself to high standards.

“In Australia, real estate agents have the same Top Agent Magazine

image as used car salesmen - which was a shock when I first started,” he says. “I’m constantly trying to change that perception by using the experience I have from working for world-renowned organisations and bringing those disciplines into the way we look after and service clients in real estate.”

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Where will his next ventures take Adrian? In addition to expanding his business to other regions, he is currently training for a 500-kilometer ride to benefit a charity in Thailand. He takes full advantage of family time; water sports such as

fishing and scuba diving; sponsoring local sports clubs, the Ronald McDonald House and other local charities. With Adrian, it’s obvious that his personalised approach to service transcends traditional real estate business practices.

To learn more about Adrian Sacco, https://www.facebook.com/oneagencysunbury/ page, visit oneagencysunbury.com.au or go to his Facebook www.

email adriansacco@oneagency.com.au or call 03 9740 5000

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 13

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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GERAINT GARDNER Top Agent Geraint Gardner – Director of the Wantirna branch of the highly-respected agency OBrien Real Estate – is passionate about providing his many buyers and vendors with the very best service available in Knox City and surrounds. Geraint’s vast reservoir of industry knowledge, coupled with his honest and ethical approach to customer service has translated into a reputation as an agent who can be consistently trusted to put his client’s needs front and center during every transaction.

Geraint began his journey in 2003, at the age of twenty, upon the advice of his mother. “I joined a real estate company,” he recalls, “but I felt at the time that I was too young, so I decided to leave the industry and ended up going back to a bricklaying apprenticeship, and then opened a bricklaying business building houses for six years.” Eventually growing tired of that business, he opted back into real estate in 2013. “I had the ambition and the goal to open my own office, and I decided to do so with OBrien. “I’m so grateful to be in partnership with, Nicole Gardner (my wife), Neo Chen (long term friend) and Dean OBrien, the company’s founder” says Geraint, “because the guy is just full of ideas.”

Geraint, who takes great pride in the highly-dedicated agents that comprise his team, points to their personable, honest approach when asked to account for his success. “For us,” he explains, “it’s all about our clients. It’s not about the commissions, and it’s not about how much we earn. It’s literally about helping as many people as possible.

If you do the right thing by them, you’ll have repeat business and referrals, and that’s something my whole team believes in. That’s our goal, and that’s what we do.”

A major factor in Geraint’s success is his deep commitment to the local community and willingness to give back. Among the organizations he supports are the Wantirna South Primary School, the Templeton Cricket Club, the Scoresby Football Club, and the Kinderlea Community Kinder. Geraint is also passionate about supporting the Shades of Pink breast cancer charity, as his lovely wife Nicole – who runs the rental department and also a Director of his office - is herself a cancer survivor. Additionally, Geraint is a member of the local Lion’s Club Wantirna.

When he’s not working, Geraint enjoys nothing more than spending time with Nicole and their three-month-old son Knox Ryan Gardner, and he also ardently enjoys playing sports, particularly Golf.

Geraint’s plans for the future include expanding his business and opening another office. He is also heavily invested in seeing his agents succeed, and providing them with the means and the leads to do so. “If they’re succeeding,” he says, “then the business is succeeding.” More than anything, however, he wants to continue providing the exceptional, honest service that has become synonymous with his name.

“Real estate agents tend to have bad reputations,” he says. “I want people to know that with our office, and our team, it’s not about us.

It’s about representing our clients as best we can, and making sure they don’t get ripped off along the way.”

This authentic, empathetic approach has resulted Geraint’s business being based sixty percent upon repeat and referral clients, perhaps the surest measure of success in the highly competitive real estate industry.

The appreciation Geraint demonstrates toward his vendors and buyers is clearly reciprocated, as is made evident by the impressive number of glowing reviews he and his team have received on industry website ratemyagent.com. Among the testimonials on the site is this one, which perfectly captures the positive experience of working with them: “We can’t thank Geraint and his team enough for selling our home above our dream price. We felt at ease through the entire campaign, and were kept up to date daily with phone calls and weekly reports. They were honest, reliable and approachable for every question we had. We admire their professionalism, approach and people skills. I will be recommending Geraint and his team to everyone I know as a trusted agent who goes above and beyond not only for vendors, but for buyers too.”

Geraint has also distinguished himself by achieving the status of Senior Auctioneer #1 within the OBrien network in 2018. “Auctioneering is something I am extremely passionate about and love,” he enthuses. “I call auctions for approximately six different agencies and offices, not just within the OBrien network.”

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For more about Geraint Gardner, call 03 8820 8338 or email geraint.gardner@obre.com.au Copyright Top Agent Magazine 15

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 18

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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JULIE HARRIS Top Agent Julie Harris – principal at Julie Harris Realty in Brisbane, Australia – possesses both extensive experience and deep industry knowledge, and has earned her reputation as an honest and truly caring real estate advocate. Julie’s independent boutique agency has found enormous success since its inception in 2017, and has proven a more-thanworthy competitor to the many large, better known franchises operating in her market.

Julie began her journey in real estate in 2009, after a longtime career as an executive recruiter, both in Australia and the UK. “When the global financial crisis hit, I found myself being made redundant three times,” she recalls wryly. “So I decided to do a complete change and choose an industry where I could re-train and start all over again, and that’s what I did.

I entered real estate; I wish I’d done it twenty years ago!” Serving the suburbs of Brisbane and specializing in investment properties, Julie oversees a small team of equally dedicated professionals who share her client-first business ethos. “There are seven of us,” she says, “and we’re extremely closeknit and very collaborative.”

“One of the things I’m most proud of,” says Julie, “is that when I opened my company I was told that I would never succeed competing against the big, national companies; that the costs would be massively prohibitive. And quite opposite to that, we have not only succeeded, we have flourished. In the first twelve months, we achieved awards that some of those large agencies with four times as many agents had never won or even thought to compete for.”

Awards notwithstanding, perhaps the most compelling measure of Julie’s success is the fact that a stunning ninety percent of her company’s business is based on referrals, an impressive feat in the highly-competitive real estate industry.

When asked to account for the loyalty her clients have shown her by referring friends and family, Julie grows pensive for a moment before replying. “I believe it’s because our standards of service are exemplary,” she says. “We go above and beyond the call of

duty to our sellers and our buyers, and have a lot of written testimonials to back that up. Also, we’re just regular, nice people, and we’re not trying to rip anyone off.” One of those reviews, posted on RateMyAgent.com.au, confirms her belief: “From the day we invited Julie to sell our house, she displayed a professional patience as she waited for us to start the sales program, many months after our first conversation. Throughout the process, Julie informed us in a forthright manner of the foibles and intricacies of the sale in a fun, cheery style.

Her conduct was scrupulous down the line, and her relaxed confidence imbued us with total confidence that she would achieve an impressive sales result… and she did!”

In addition to the top-drawer service Julie Harris Realty provides, many other factors come into play when assessing the reasons for its success. Chief among them is Julie’s embrace of cutting-edge, savvy marketing strategies. “We try to incorporate all the very latest technology into our marketing methods,” explains Julie. The company also exploits social media to great advantage, utilizing such popular platforms as Facebook and Instagram to ensure maximum exposure to potential buyers.

“I’m really passionate about this job,” says Julie, “and I really do love the everyday stuff, the nuts and bolts of what we do.” More than anything, however, she enjoys the relationships she forms with her many clients. “I love the interaction with people. It gives me an incredibly rewarding feeling.” Julie is also passionate about giving back the community that has afforded her the success she has achieved, and does so through a variety of philanthropic endeavors, including her membership in the local Rotary Club and sponsorship of multiple charities.

Currently focusing on expanding and consolidating her business, Julie’s plans for the future are fairly simple: to continue setting the standard for customer service in her market, and to help as many people as possible to achieve their real estate dreams.

For more information about Julie Harris, please call 0488 151 605 or email Julie@JulieHarrisRealty.com.au Top Agent Magazine

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CAMERON REID “I’m very lucky to live and work here,” Cameron Reid explains, when asked about his career. In the beautiful, picturesque town of Redcliffe, Queensland, Cameron has become one of the top real estate agents after starting his career five years ago. “I was a professional athlete before that, and after having a series of injuries, I wanted something where I could still be active but not on my feet all day,” he says. “I’ve always had a passion for real estate, so one day I just decided to do it.” Today, he works with Crown Properties Real Estate, where he is an independent agent. He primarily serves the Redcliffe Peninsula, and the vast majority of his clients come from referrals.

With a population of around 60,000, word spreads fast about his excellent service. “I’m very transparent, and that’s how I stand out,” he says. “I’m approachable, and I’m not on social media, which is unusual in real estate. I’m into face-to-face communication.” Although he still utilizes technology in various ways, he prefers to speak to his clients in person. “There is an older demographic here, so they really appreciate that I’m different and like to do things in person.” Throughout the process, he is also clear about every step, making sure to constantly keep his clients up-to-date. When it comes to marketing, he goes above and beyond, with professional photography, drones and floor plans. “We put our listings in newspaper ads and make sure it is posted on all the real estate websites so it is getting maximum exposure. The majority of buyers are on realestate.com.au.”

In 2018, Cameron completed over $41 million in sales, with 40 transactions. His average days on market for a single fam-

ily home is 52 days, with condominiums at 62 days. It’s clear he is exceeding expectations in every aspect of his work, with clients leaving glowing reviews about their time together. One recently said, “After talking with Cameron at an open house, we decided that we would be the agent to sell our home when the time came. When we listed a few months later, he had a contract within days.

We sold with a price above our expectations.

He also helped us with the purchase of our new property even though it was a private listing. We would recommend Cameron to anyone who wants to deal with a straight honest agent. If we were to sell again in the future, we would consider no one else.”

During any free time, Cameron is spending it outside with his family, including surfing and windsurfing. He’s also active in his community, including the local sport teams. “I donate a lot of time, effort and energy to the sport teams, I love driving past the schools and seeing them playing with the equipment we helped donate,” he says. “My boys play soccer so Crown Properties has been major sponsors of PCYC Soccer Club.”

As Cameron looks towards the future, he aims to hire an assistant in the next 12 months, and by the end of 2020, he wants to have 3 sales people operating under him. “My goal is to achieve $50 million in sales this coming year.” It is likely he will achieve his goals and more, with a natural talent and passion for this industry. “I love helping people relocate, a lot of people are downsizing or there’s family who are upsizing. I love helping families move to the next stage of their lives. It’s really nice to see them happy with the result.”

For more information about Cameron Reid, call 0497 812 308 or email Cameron@cpqld.com.au 20

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 22

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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TEEJAY SEO Teejay Seo – Licensed real estate agent and Senior Business Development Manager at Metro Realty in Sydney – has over a decade of experience working with buyers, sellers and investors. A believer in building lasting relationships with his clients, Teejay is committed to helping them achieve their real estate goals. Trustworthy, honest, and possessing extensive knowledge of the Sydney market, Teejay has built a reputation as an agent who always puts his client’s needs front and center during every transaction.

Teejay began his adventures in real estate in 2008.

“I was pursuing a soccer career,” he recalls. “I was traveling a lot, and tore the ligaments in my ankle.

I had just purchased my first investment property, and I decided that real estate was something I could do myself.

I began as a sales assistant, and worked my way up.” Ten years on, as part of the impressive team at the renowned agency Metro Realty, Teejay has become a force to be reckoned with in the Sydney City market. “I joined Metro for its excellence in marketing and superior standing in the marketplace,” says Teejay. Metro, which also maintains a highly-successful property management arm, has been recognised repeatedly for both the excellent service it provides and for impressive achievements in prices. Just a few of these include the Rate My Agent 2018 Agency of the Year, finalist standing for the Australian Small Business Champion Award, also for 2018, and record prices set for numerous buildings in Sydney’s World Tower, Regis Towers, Aspect and Summit Buildings to name a few.

With an impressive rate of repeat and referral business that hover around eighty percent, Teejay is clearly doing something right.

When asked to account for this loyalty, Teejay points first to his personable approach. “I think a lot of it has to do with my personality,” he says. “I’m very easy-going and calm, and I think

I instill some peace of mind in my customers. I can connect and build strong relationships very quickly with my clients.” His commitment to his job and his availability also come into play.

“If there’s something they need to talk about, I’m always here for them,” Teejay explains. “If I promise my clients that I’m going to do something for them, I get it done, and then confirm with them that the task has been completed.”

There are many other factors that come into play when assessing Teejay’s success story. “I think that as a younger agent coming up I’m very hungry to build my career and make sure that I maintain a good profile, especially in the Central Business District,” he says. “This year alone I’ve done over two hundred lease deals. A lot of that success has to do with having good time management skills, being disciplined and persistent and having a great team around me.”

While the financial rewards of his chosen profession are not inconsiderable, when asked what he enjoys most about what he does, Teejay points to the more personal side of the real estate industry. “I like that I get to meet new people all the time,” he says, “and that I get to manage their investment properties and make sure that they’re in good hands.”

As for the future, Teejay’s long-term goals include becoming a partner at Metro, and being principal of an office for the company.

His most important objective, however, is to continue to provide the superior customer service that he has become known for. “If anyone has an investment property that they want managed, I think Metro has a great system in place, and also a great team to be able to service their needs,” he enthuses. “We’ll always go the extra mile for them.”

For more information about Teejay Seo, email Teejay@metrorealty.com.au, or call 02 9260 7110 Top Agent Magazine

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GAYLE THOMPSON How did Gayle Thompson become one of the most renowned and respected agents in Logan City and the surrounding suburbs?

Gayle started in real estate in 1979. She’d returned from traveling overseas and took a job in sales with LJ Hooker. She soon found she had a passion for the business and over the last forty years, she’s spent thirty years working full-time in real estate, including as an owner of an L.J Hooker franchise for 14 of those years. She and her partner Mark now work together as the Gayle & Mark Team serving Logan City, the suburbs of Browns Plains, Regents Park, Boronia Heights, Heritage Park and Hillcrest.

An impressive 85% of the team’s business comes from repeat and referral clients. What keeps Gayle’s clients coming back to the Gayle & Mark Team? “It’s the ease of communication, the service and follow up they receive, and the fact that we go the extra mile,” she says. Gayle is very down-to-earth and real, and is compassionate and accepting of all types of people and their lifestyles and emotions. “I have a lot of empathy and compassion as I sit with people,” she says. “I understand what they are going though during the process. I put myself in their shoes and make it as easy and comfortable for them as I can.” To stay in touch with past clients, Gayle sends anniversary cards and reaches out regularly to let past clients know they are on her mind.

When it comes to marketing listings, Gayle and Mark start by ensuring the property looks its best. They then hire high quality professional photographers who take photos

highlighting the best features of the property.

They consult with the seller to set the highest possible price that will ensure a quick sale, then post listings on all the major real estate websites, and place signs and window displays in well trafficked areas. They also spread the word via social media and blogs. But perhaps most importantly, they share information about the listing with other top agents in the area, as well as among their broad sphere of influence. These solid methods have led to success for the enterprising duo. So what makes them different from other agents? “It’s the way we get involved. We genuinely take on the responsibility of selling the home for our clients,” Gayle says. Thanks to all these methods and their relentless follow up, the result is often a quick sale at a great price. Gayle and Mark usually have between seven and eighteen listings at a time, which often range from a unit at $220K to an acreage property at over $600K. What’s Gayle’s favorite part of the job? “I just love making sales!” she says with her characteristic smile. “I love the challenge of the negotiation process, and I enjoy dealing with people.” Mark, who is from New Zealand, is a rugby enthusiast, so to give back to the community, Gayle and Mark donate to their local rugby union, as well as to Mission Australia, a charity supporting youth working to overcome addiction. “I have a soft spot for youth struggling with drugs and alcohol,” Gayle explains. For the future, Gayle wants to continue to grow the business, and become more innovative with regards to technology and marketing. With her dedication to serving her clients and her community, she’s sure to turn those goals into realities!

To find out more about Gayle Thompson, email gayle.thompson@llr.com.au, call 07 3800 4000, or visit llr.com.au www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 26

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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DEBBIE WATKINS How did Debbie Watkins become one of the most trusted agents in the Redlands?

Debbie had a successful career in sales when a real estate agent she knew suggested she had the skills and personality to become a successful agent and offered her a job. Debbie decided to take the leap and soon had a thriving business. Now with five years’ experience, Debbie works with her business partner Ryan Connor and a personal assistant primarily serving the Redlands.

The majority of Debbie and Ryan’s business comes from repeat and referral clients. What sets Debbie apart from other agents in the area? “We go above and beyond with our job,” she says. Her clients remember her as being empathetic, straightforward, honest, kind and professional. For sellers with homes that need repairs before they go on the market, Debbie and Ryan often obtain all the quotes from trusted tradesmen, and then oversee the work to ensure it’s being done properly.

This extra caring and service is particularly important for clients who are selling due to a stressful life event.

Once the house looks its best, Debbie hires professional photographers and videographers to capture photos highlighting the property’s best features, as well as 3D video tours and video “walk-throughs.” To market listings, Debbie posts them on RealEstate.com as well as four other popular portals. She conducts thorough

social media campaigns including boosted video ads on Facebook and Instagram. The result is often a quick sale at a competitive price. Most of Debbie’s listing are priced between $400K and $1.2 million dollars. She often carries between 12-20 listings at a time.

To stay in touch with past clients, Debbie and Ryan send informative emails, holiday cards and gifts, financial year-end letters, and reach out regularly via social media. “We are often meeting with past clients to say hello or take them a gift,” Debbie explains. “Or we just give them a call to see how they are doing.”

Debbie loves her work. Her very favorite part of her job is interacting with her clients and helping them to achieve their goals and dreams, and reach the next step of their lives. To give back to the community, Debbie and Ryan donate a portion of each commission to a charitable organization that helps rehabilitate people struggling with drug and alcohol addiction. They are members of the Redlands Chamber of Commerce and are active in local real estate networking groups. For the future, Debbie wants to continue to grow the business, participate even more in her community, and help as many people as possible. Now those are worthy goals and ones that, with her dedication to her clients and her community, she’s sure to achieve!

To find out more about Debbie Watkins, email Debbie@firstnationalcleveland.com.au or call 0407020550 Top Agent Magazine

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