AUSTRALIA 4-15-19

AUSTRALIA EDITION

How to Recognize

TRUE LUXURY PROPERTIES

UNTANGLING THE BIDDING WAR: A Buyer’s & Seller’s Perspectives

Small Yard?

Big Statement: How to Make The Most Out of Micro Outdoor Spaces

FEATURED AGENTS

LISA ETRI NATALIE DOWNTON ANDREW PENNISI LANCE RUSSELL COVER STORY

Carmen Christie

AUSTRALIA EDITION

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NATALIE DOWNTON

Top Agent Natalie Downton strat – Lead of Downton Property listin in Hobart, Tasmania – is a that real estate professional who Imp is truly dedicated to helping use her many clients achieve their certa LISA ETRI LANCE RUSSELL buye CARMEN CHRISTIE NATALIE DOWNTON real estate goals. Natalie’s honesty, integrity and fierce e for me is all about the people,” realfound estate issuccess her life passion, so clients can Lance Russell has Lisa, always marketing. That’s what ANDREW PENNISI xplains when asked about her career. are hands. “Peoplework 16 he setrest 19in great 23 havedence ethic all played a what Nata in whatever hisassured mindthat to. they Before in me, and m pan of her 11 years in the industry know they can relyprominent on me to getrole the job in done,” her impressive success story, andme.” nity entering real estate, Lance was a panel to work with been recognised and awarded for she explains. But throughout Andrew of her success Pennisito was born excellent When he’s not working herofsolidallcommitment providing client her A s beater, and he roseLisa so far the ranks both locally and internationally. has in stayed humble, “I am as grateful and - his father into real estate the world in search of th service has catapulted her to the pinnacle of the real finan the trade that he was selected to join the started my career and Happiness is what Lanc w become a top real estate agent in dedicated as when I first to take advantage Mel founded Pennisi Real Estate, estate give 1999 Gold Coast never Indy repair Butthatindustry. his clients.

“It mayofsoun South and surrounding suburbs in take forteam. granted people are trusting capital of the world.

“I’m where he’s worked for nearly Lance decided it was timetheir for biggest a change, I love most is seeing m land region. me with asset.” her 30 years, and which he now and being someone who loves people the day of the sale,” Natalie first expressed interest in the realonestate world youn The Pennisi team toalso alongside ead agent for the area and have the comes to staying inruns touch, Lisa usesJodie Lester. and hearing aboutWhen their itexperiences, he graduating as aanlot agent rep after from college. “But I waschosen told by sales community, having cre Andrew serves the Northwest representing many local homeowna database management system and variety of realized real estate was the right choice valuableinasset is somet of people that young females couldn’t succeed the as mc LISA ETRI ANDREW PENNISI LANCE oducing new families into the area. tools and processes to ensure stays con-RUSSELL raise money for great of she Melbourne, a region he for him. lightly, so to hear the sa real estate industry,” recallsresiwryly. cancer, So I left that – toan mix of the older generation, many of nected with past, current and upcoming clients. thethe homeless knows well asshe a lifelong voices on day of se been in the area for 30 to 40 years, idea behind for a while and worked in the sport and at local Andre dent of the Essendon area.

“I’m a social person andworking I like meeting out schools,” of that, and th ilies who enjoy the local parks and After with Lisa clients love to training field kick recreation and personal for a while.” our staff Nata we encourage about.” new people,” Lance says.

“What sepad couples just starting out.” leave glowing reviews about their real estate CONTENTS In 2007, she was presented with an opportunity to grow week to be involved in But agent it’s more than rates me from the usual is that I’mbeing experience, one recently said, local “Lisa that madedrives the Andrew’s work in real estate, and jumped at the chance.

Since groo that be fundraising or vo near seven figure yearly production and fantastic 75% e Lisa holds 20 to 30 listings at a whole very easy and looked after not coming in doing a sale big process sales pitch, Those happy clients br then, she has proven those early naysayers wrong in ensu return and referral rate.

“We place the client first,” he most under contract in the first few all the details, she strived to get the price we 4) SMALL YARD? BIG I’m trying to be authentic as me.17) If you9 THINGS THE BEST recommendations Lanc Pennisi Estate is oing to the market. All of this from a small female team metwanted and started working on“Other backup plans when it looked like spectacular fashion, becoming first, the first estimates woman Real to be70 busi explains. agents look after themselves me at a BBQ on a Saturday night that percent HOW MAKE LEADERS NEVER SAY elf and two assistants.STATEMENT: “I am the main sales person for TO the contract may have problems.

All went exceptionally well,client Essendon, and with th but we believe that what’s good for the is good recognized as the number one sales agent in Australia cont that’s how I would talk to you when I’m referral-based. That sort ut have an amazing Operations Manager who doesn’t and I am glad she was my company.” agent.” Another wrote, “Lisa was an THE MOST OUT OF MICRO community.

“Our comp for the by theinReal Estate Institute of Australia, among your door and andreally presenting your withmany his clientshas is b t and an administration assistant. Our team is still knocking excellenton communicator had a handle of theloungemarket for port and connection clients canthe trust,” And OUTDOOR SPACES other awards far too numerous to list here. room.

There’s no facade, and my clients get full honesty support Lance as he enters next phas 20) HOW TO RECOGNIZE nd there is a lot more we want to achieve, but we are my property. She provided a realistic expectation for the sale price

a legacy I took over Part ofprice the way Pennisi Real Estate assures the client from get-go,abefore they even fill in paperwork.” andthe negotiated great sale for my property.

I was extremely TRUE LUXURY PROPERTIES providing our w first is that no seller pays any money until theirfacttothat “I’m grow,” tellsclients Top Ag happy with Lisa andcomes her team.”

Natalie is justifiably proud oflooking the the he lion’s while providing our tea 13) UNTANGLING THE property is has sold. all sales ispeople on ty of their business is based off referrals, which can be That honesty and authenticity ledAnother toofterrific success want are to to that next level, to get to the share herisbusiness based onget repeat clients, referworkplace.

Andnow now, her work ethic, strongBIDDING goals and reputation in the area.

Lisa and her12 team lookserving towards the future, she hascommission-only her sights salaries.

“We Chermside don’t have any sales forAs Lance in his years West, and is doing more volume.

But right I’ma WAR: A BUYER’S rals and word-of-mouth. “It’s all about the customer m representing my clients, it is my absolute mission why setLance on reaching an even higher level of success.

“There is always bringing up the next gen people,” says.

“That lets our team put thethat to get that volume I want earned the Agent Andrew of theservice,” Year award twosays, years so asked I know she when to account for the & SELLER’S PERSPECTIVES the best possible result.

I want everyone to have an room for growth and improvement and with a combination of legacy andbecause embodyit’s thos client first.(he’s Howhoping can wefor askathe seller to trust our team running from RateMyAgent threepeat to bring more support v impressive loyalty she and her in team have inspired. experience whether buying or selling and I think our implementing new things and the continuation of the fundamental ifclients we didn’t have the guts to pay them a salary?” in 2019!).

“All my know exactly what the plan customer service standards.

So this year has been that we truly care about the people we are processes and techniques, my team “We is set take to achieve big interest things in not only the transaction, a direct is,”into hethe explains. along the way; team so that I can achieve my vision of th,” Lisa says. future.” “There’s no surprises but in the relationships we form our clients.”

The Pennisi team all to their serving clients andwith everything is transparent for themsales before we share even get my clients as they deserve to be Additionally, Natalie’s deep ties with her community 310-734-1440 310-734-1440 have one central database of that buyers, rtant for us that wePhone help people move onto the next| Fax No matter where the future takes her, there’s no doubt Lisa because of – in particular, the local sporting community – have Andrew represents a broad range of properties. eir lives being satisfied with their experience.” For will be loving everythat, second of her work. mag@topagentmagazine.com | www.topagentmagazine.com been the trust she has engendered “The cheapest also we’ve got instrumental on the marketinright now is thedearest locals. $279,000,” he amongst says.

“The is 13 million.

And Top Agent No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Fo the past 3 yearsare we’ve on of published Magazine is published by Feature Publications GA, Inc.over Although precautions takenaveraged to ensure 26 the days accuracy Another major factor in Natalie’s continuing success materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. market, well below average.”

eased with our success so far.”

To subscribe or change address, send inquiry to mag@topagentmagazine.com. story is her thoughtful and comprehensive marketing For Andrew working in real estate brings new chalPublished in the U.S.

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For more information about

lenges daily. “In the past ten years we’ve seen massive changes with the internet and social media, and that has impacted on how we market,” he explains. “Every Top Agent Magazine To find out more a Tonew find out Russell, day brings clients withmore their ownabout needs andLance chalvisit his website lenges - it’s forever changing, two clients or days Lisa Etri, visit his website at no coronis.com.au/lance-russell, call him at 937 www.

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 4

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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Carmen Christie

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Carmen Christie With nearly two decades of experience under her belt, few real estate agents are better equipped to help their client achieve their real estate goals than Carmen Christie, Co-owner and Director of First National Real Estate in the rural thriving community of Warragul, Victoria. Expert negotiation skills, honesty, and integrity have all played large roles in Carmen’s ever-growing reputation as a topnotch real estate advocate.

she was set to embark upon a career in the police force. “But then,” she recalls, “an agent who had sold me an investment property encouraged me to do real estate. I told them I’d think about it. Not long after, I had a chat with a couple who were in Real Estate I knew, and he told me that because I was young and female, I could never be successful at real estate. Well, that was all the inspiration I needed, and I decided to give it a try.”

Carmen began her journey in the real estate world nearly twenty years ago. At that time,

Carmen found success quickly. Her status as a Warragul native and her commitment to

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providing excellent customer service provided a solid foundation for a business that has grown exponentially year after year. In 2017, she partnered up with licensed agent Stuart Brock and opened First National Warragul, and after only twelve months of operation she, Stuart and their equalTop Agent Magazine

ly-dedicated team were recognized as being among the top ten agents in all of Victoria and Tasmania, among other sales achievement awards.

More than two-thirds of Carmen’s business is based on repeat clients, referrals and Copyright Top Agent Magazine9

word-of-mouth. When asked what might inspire such an impressive level of loyalty, Carmen pauses thoughtfully before replying. “I think a lot of it has to do with the fact that I have been in business before in this town as well as my father had businesses in Warragul for many years. Stuart Copyright Top Agent Magazine 10

and I went to school here, and our families are well-known. That counts for a lot in a small country town.� Many other factors also come in to play, including Carmen’s authenticity, her impressive knowledge of the Warragul market, and a fierce work ethic.

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Exceptional marketing strategies also play a role in the stellar success of First National Real Estate. Expert preparation of each listing, coupled with gorgeous professional photography ensure that every property is shown in the best light possible.

Savvy exploitation of the internet and social media platforms by their in-house marketing guru makes certain each listing is given maximum exposure.

When she’s not working, Carmen enjoys spending time with her family, and is also loving her new sport golf. Philanthropy is also important to her, and among many other endeavors, she donates a significant portion of each closed transaction to support drought-affected farmers in New South Wales, Victoria and Queensland, and thus far she has provided over $10,000 for that cause.

As for the future, Carmen plans to continue growing First National Real Estate Warragul, and to add additional team members who share her client-first business ethics. And of course, to continue offering the amazing service that has become her company’s calling card.

For more information about CARMEN CHRISTIE, call 0402 042 120 or email carmen.christie@fnwarragul.com.au Copyright Top Agent Magazine 12

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 14

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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NATALIE DOWNTON Top Agent Natalie Downton – Lead of Downton Property in Hobart, Tasmania – is a real estate professional who is truly dedicated to helping her many clients achieve their real estate goals. Natalie’s honesty, integrity and fierce work ethic have all played a prominent role in her impressive success story, and her solid commitment to providing excellent client service has catapulted her to the pinnacle of the real estate industry.

Natalie first expressed interest in the real estate world after graduating from college. “But I was told by a lot of people that young females couldn’t succeed in the real estate industry,” she recalls wryly. So I left that idea behind for a while and worked in the sport and recreation and personal training field for a while.”

In 2007, she was presented with an opportunity to work in real estate, and jumped at the chance. Since then, she has proven those early naysayers wrong in spectacular fashion, becoming the first woman to be recognized as the number one sales agent in Australia by the Real Estate Institute of Australia, among many other awards far too numerous to list here.

Natalie is justifiably proud of the fact that the lion’s share of her business is based on repeat clients, referrals and word-of-mouth. “It’s all about the customer service,” she says, when asked to account for the impressive loyalty she and her team have inspired.

“We take a direct interest in not only the transaction, but in the relationships we form with our clients.”

Additionally, Natalie’s deep ties with her community – in particular, the local sporting community – have also been instrumental in the trust she has engendered amongst the locals.

Another major factor in Natalie’s continuing success story is her thoughtful and comprehensive marketing Top Agent Magazine

strategy. Careful preparation of her properties prior to listing, coupled with excellent photography, ensure that each home is showcased in its very best light.

Implementation of cutting-edge technology and robust use of the internet and social media platforms make certain that each listing is seen by as many potential buyers as possible.

Natalie is passionate about giving back to the community that has given her so much, and does so through her sponsorship of local sporting teams, and individual financial support for up-and-coming athletes. She also gives back to the real estate industry, primarily through her coaching and training of newer agents. “I’m the youngest person to be recognized as the number one sales consultant in Australia,” she says, “and I use that as my motivation to help others – particularly women – to find the kind of success that I have.”

Natalie’s primary plan for the future is to continue growing her business, and her commitment to grooming and promoting from within her office ensures that every team member shares her client-first business ethos. Her overarching goal, however, is to continue offering the incredible customer service that has become synonymous with her name.

For more information about Natalie Downton, please call 03 6105 0454 or email nat@downtonproperty.com.au Copyright Top Agent Magazine 15

LISA ETRI “Real estate for me is all about the people,” Lisa Etri explains when asked about her career.

Over the span of her 11 years in the industry Lisa has been recognised and awarded for her efforts both locally and internationally.

She has now become a top real estate agent in Rochedale South and surrounding suburbs in the Queensland region.

Lisa, real estate is her life passion, so clients can rest assured that they are in great hands. “People know they can rely on me to get the job done,” she explains. But throughout all of her success Lisa has stayed humble, “I am as grateful and dedicated as when I first started my career and never take for granted that people are trusting me with their biggest asset.”

“I am the lead agent for the area and have the privilege of representing many local homeowners and introducing new families into the area.

We have a mix of the older generation, many of which have been in the area for 30 to 40 years, young families who enjoy the local parks and schools and couples just starting out.”

When it comes to staying in touch, Lisa uses a database management system and variety of tools and processes to ensure she stays connected with past, current and upcoming clients.

On average Lisa holds 20 to 30 listings at a time, with most under contract in the first few weeks of going to the market. All of this from a small female team of just herself and two assistants. “I am the main sales person for my team but have an amazing Operations Manager who doesn’t miss a beat and an administration assistant. Our team is still evolving and there is a lot more we want to achieve, but we are certainly pleased with our success so far.”

The majority of their business is based off referrals, which can be credited to her work ethic, strong goals and reputation in the area.

“When I am representing my clients, it is my absolute mission to achieve the best possible result. I want everyone to have an exceptional experience whether buying or selling and I think our advantage has been that we truly care about the people we are working with,” Lisa says.

“It is important for us that we help people move onto the next stage of their lives being satisfied with their experience.” For

After working with Lisa clients love to leave glowing reviews about their real estate experience, one recently said, “Lisa made the whole sale process very easy and looked after all the details, she strived to get the price we wanted and started working on backup plans when it looked like the contract may have problems. All went exceptionally well, and I am glad she was my agent.” Another wrote, “Lisa was an excellent communicator and really had a handle of the market for my property. She provided a realistic expectation for the sale price and negotiated a great sale price for my property. I was extremely happy with Lisa and her team.”

As Lisa and her team look towards the future, she has her sights set on reaching an even higher level of success. “There is always room for growth and improvement and with a combination of implementing new things and the continuation of the fundamental processes and techniques, my team is set to achieve big things into the future.”

No matter where the future takes her, there’s no doubt that Lisa will be loving every second of her work.

For more information about Lisa Etri, please call 0438 354 762 or email lisa.etri@raywhite.com 16

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

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I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

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THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

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I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

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I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

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I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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ANDREW PENNISI Andrew Pennisi was born into real estate - his father founded Pennisi Real Estate, where he’s worked for nearly 30 years, and which he now runs alongside Jodie Lester.

Andrew serves the Northwest of Melbourne, a region he knows well as a lifelong resident of the Essendon area.

But it’s more than being local that drives Andrew’s near seven figure yearly production and fantastic 75% return and referral rate. “We place the client first,” he explains. “Other agents look after themselves first, but we believe that what’s good for the client is good for the company.”

Part of the way Pennisi Real Estate assures the client comes first is that no seller pays any money until their property is sold. Another is all sales people are on salaries. “We don’t have any commission-only sales people,” Andrew says. “That lets our team put the client first. How can we ask the seller to trust our team if we didn’t have the guts to pay them a salary?”

When he’s not working Andrew can be found traveling the world in search of the next big fish. He also loves to take advantage of Melbourne’s status as the sporting capital of the world. “I’m a big sports fan,” he beams.

The Pennisi team also loves to give back to the community, having created a charity foundation to raise money for great causes. “We raise money for cancer, the homeless and we also offer scholarships at local schools,” Andrew says. “But more than that we encourage our staff to take time out of their work week to be involved in the local community, whether that be fundraising or volunteering.”

Pennisi Real Estate is the oldest real estate firm in Essendon, and with that age comes a place in the community. “Our company mission is to be an agent clients can trust,” Andrew says. “I’m shepherding a legacy I took over from my father, and that’s providing our clients with the best possible service while providing our team with a fun and challenging workplace. And now, as the leaders, Jodie and I are bringing up the next generation who can take over that legacy and embody those values into the future.”

The Pennisi sales team share all their clients and have one central database of buyers, because of that, Andrew represents a broad range of properties.

“The cheapest we’ve got on the market right now is $279,000,” he says. “The dearest is 13 million. And over the past 3 years we’ve averaged 26 days on market, well below average.”

For Andrew working in real estate brings new challenges daily. “In the past ten years we’ve seen massive changes with the internet and social media, and that has impacted on how we market,” he explains. “Every day brings new clients with their own needs and challenges - it’s forever changing, no two clients or days are ever the same, that’s what keeps me going.”

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To find out more about Andrew Pennisi, visit his website at pennisi.com.au, call him at 9379 5616 or email him at andrew@pennisi.com.au www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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LANCE RUSSELL Lance Russell has always found success in whatever he set his mind to. Before entering real estate, Lance was a panel beater, and he rose so far in the ranks of the trade that he was selected to join the 1999 Gold Coast Indy repair team. But Lance decided it was time for a change, and being someone who loves people and hearing about their experiences, he realized real estate was the right choice for him.

marketing. That’s what gives them confidence in me, and what makes them happy to work with me.”

“I’m a social person and I like meeting new people,” Lance says. “What separates me from the usual agent is that I’m not coming in doing a big sales pitch, I’m trying to be authentic as me. If you met me at a BBQ on a Saturday night that’s how I would talk to you when I’m knocking on your door and presenting in your loungeroom. There’s no facade, and my clients get full honesty from the get-go, before they even fill in paperwork.”

That honesty and authenticity has led to terrific success for Lance in his 12 years serving Chermside West, and is why Lance earned the Agent of the Year award two years running from RateMyAgent (he’s hoping for a threepeat in 2019!). “All my clients know exactly what the plan is,” he explains. “There’s no surprises along the way; everything is transparent for them before we even get to

Happiness is what Lance loves seeing in his clients. “It may sound cliche, but what I love most is seeing my clients satisfied on the day of the sale,” he says. “To be chosen as an agent to represent their most valuable asset is something I don’t take lightly, so to hear the satisfaction in their voices on the day of settlement - I get a kick out of that, and that’s what it’s all about.”

Those happy clients bring referrals and recommendations Lance’s way, and he estimates that 70 percent of his business is referral-based. That sort of continued rapport and connection with his clients is exactly what will support Lance as he enters the next phase of his career.

“I’m looking to grow,” he tells Top Agent. “This year I want to get to that next level, to get to the place where I’m doing more volume. But right now I’m a one-man shop, so I know that to get that volume I want to achieve I need to bring in more support because it’s vital I keep up my customer service standards. So this year I want to create a team so that I can achieve my vision of growth while still serving my clients as they deserve to be served.”

To find out more about Lance Russell, visit his website at coronis.com.au/lance-russell, call him at 0408 198 919 or email him at lance@coronis.com.au www.

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