AUSTRALIA 4-29-19

AUSTRALIA EDITION

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

MILLENNIAL BUYERS:

Where They Are & What to Know

FEATURED AGENTS

JOO MING (JM) LIM JACQUI CRAPP & KIMBERLEY CLARKE COVER STORY

TAMARA & MARK

WECKER

AUSTRALIA EDITION

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JACQU

Jacqui Crap Clarke both a by way of c While Jacq tial and com experience, K in financial TAMARA & MARK WECKER JOO MING (JM) LIM JACQUI CRAPP & decades.

Ultimately, KIMBERLEY CLARKEJacqui was drawn of the table, working hands-on with cli real estate dreams a reality. For her par cated to the South Coast and planned t to be lured back in by the excitement a CONTENTS the industry. Today, their combined ex twenty-three years, and they have buil prise, along with an esteemed reputa 4) BEYOND CLEANING 19) THINKING OF LISTING? forthright communication, AND DECLUTTERING: WHAT NINE WAYS TO GET READY and relatio the test of time.

IMPROVEMENT EXPENSES

MAKE THE MOST SENSE?

13) MILLENNIAL BUYERS: WHERE THEY ARE & WHAT TO KNOW

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22) HOW Based TO THROW A South Wales, Jacq in Berry, New NETWORKING EVENT are joined by twoTHAT property managers, CAN PUT YOUR BUSINESS staff. “It’s very much a team effort in o says, “and we’re all attuned to the same ON THE MAP

they have built a dynamic sales bus generates roughly half of its clientele t referral exposure. “That’s something w hard at,” says Jacqui. “We maintain a st focus on building lasting relationships.

Phone 310-734-1440 | Fax 310-734-1440 us.” Of course, adding a personal touc mag@topagentmagazine.com | www.topagentmagazine.com nent to their working style. “We like t No portion of this issue may be reproduced in any manner whatsoever without prior consent theas publisher.

Top Agent knowofus agents,” says Kimberley. “ Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published and we’ve got families, and we like materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. parent with our clients. They feel like To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. are comfortable building that trust. W someone’s largest asset and it’s a wond of service to people and help them thro Top Agent Magazine very emotional time.”

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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TAMARA & MARK Top Agent Magazine

WECKER

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TAMARA & MARK WECKER Located in Sandgate—a seaside village with about 10,000 homes— Top Agents Tamara and Mark Wecker serve Brisbane’s northside.

When siblings Tamara and Mark Wecker decided to team up in real estate, there was nothing that could stand in their way. For the past 15 years, they’ve worked together as a duo, providing unrivalled service to their clients. They serve Brisbane’s northside, with 8 Copyright Top Agent Magazine

their office located in Sandgate. “It’s a seaside village with about 10,000 homes. It’s a niche pocket, we call it a village because it’s very much like that and it’s predominantly a family area,” Tamara explains. They’ve become well-known in the area, with about Top Agent Magazine

half of their business coming from referrals. “We’ve been selling locally for ten years now, so our referrals have become really strong.” Their expertise, dedication and friendly personalities have helped them stand out in this industry.

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“We’re told quite often that we have a good balance between being professional and being relatable,” they explain. “We’re down to earth and talk to both buyers and sellers as human beings. No pre-rehearsed scripts and no pressure. Just open and 9 Copyright Top Agent Magazine

honest conversations. I think that has a lot to do with why they refer us and remember us.” They understand how important this transaction is to each client, and make sure to provide guidance every step of the way.

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Communication is vital in helping things run smoothly, so Tamara and Mark ensure no question is left unanswered. “Our clients leave feeling that our service went above and beyond their expectations. We’re often told that we added an empathetic human approach to what can be a stressful time.”

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When it comes to staying in touch, Tamara and Mark believe in building genuine relationships with their clients. “We nurture those connections, even after the transaction is over. We’re constantly invited to BBQs and dinners. It goes past being a business relationship, it becomes a friendship of Top Agent Magazine

sorts.” Tamara recalls being inundated with flowers and gifts when she had her children, a testament to the strong bonds they have with their clients.

When Tamara and Mark aren’t working, they’re staying involved with the community.

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“A couple of years ago we started a local charity called Fun For All, which raised money for an all-abilities playground in our area. We had seven acres of waterfront in our region and there was no play equipment for children with disabilities, so we ran a few fundraising events, raising $65,000 in 8 months for a new playground.” The two are also parents with young children, so they soak up as much family time as they can in their limited time off.

Tamara and Mark recently expanded their team and are looking forward to implementing future plans and fresh new ideas.

“Growth is on our agenda,” Tamara says.

But no matter how much they grow, they will always feel honored to serve their clients and won’t be dropping their personal approach. “To help people on this journey is an incredibly humbling experience.”

For more information about Tamara & Mark Wecker, call +61-417-754-207, email tamara@remaxps.com.au, or visit remaxpropertyshop.com.au www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 16

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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JOO MING (JM) LIM

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JOO MING (JM) LIM Joo Ming (JM) Lim, Senior Sales Agent with the projects and residential teams at McGrath Estate Agents’ Box Hill branch in Victoria, is a truly dedicated, consummate professional who understands how to achieve the very best results for his many grateful clients.

Rapidly approaching a decade in the real estate industry, JM approaches his job with honesty, integrity and an impressive work ethic, all of which have endeared him to buyers and sellers alike.

A former senior executive at a multi-national manufacturing company in Melbourne, JM relocated to his home country of Malaysia and into a new role in the corporate scene there. “But I wasn’t happy,” JM recalls, “so I started looking for something else to do.” Real estate, it seems, was the perfect answer.

After five years of a successful career in Malaysia – where he also sold Australian properties – JM moved back to Melbourne four years ago, and has continued to build his incredibly successful business.

Having initially built himself a name as an apartment specialist, JM has since ventured into houses, land and commercial properties with great success. Nor does he limit himself to a certain area, preferring instead to work across all of Victoria, a strategy that has proven highly successful. “I get a lot of referral business,” says JM, “and I go where I’m wanted. It means a fair bit of traveling, but it’s good for me.”

A significant portion of JM’s business is based upon those referrals, a sure sign that he is providing excellent customer service. “I try to be honest in the way I do my work,” he offers, when asked to account for the trust he inspires. “I try to be incredibly transparent, and to give accurate information to my clients. I’m reliable, I’m sincere, and I don’t make empty promises.”

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Additionally, JM is dedicated to building lasting relationships with his buyers and sellers, hoping to become their agent for life. “Many of my clients become my friends in real life and on social media,” says JM. “I always try to achieve the best outcome for them, and I think that’s why they consider me a friend.

I love building a network of raving fans, because that means that my business is stable and secure, and that I’ll have continuous growth.”

When JM isn’t working, he can be found spending time with his family, going on holidays or just watching television. Finding spare time can be difficult, he admits. JM also gives back to his community through a variety of avenues, including his close ties with and service in his church, and through supporting charitable programs. Additionally, JM is a member of the Victorian Chinese Chamber of Commerce, and of the Malaysian Developers Council of Australia.

JM’s plans for the future are fairly simple: to continue growing his business while sacrificing none of the exceptional customer service for which he has become recognized. “There’s always room for improvement,” he says, “and I always look forward to getting better and better at what I do.”

For more information about JM Lim, please call +61 476 784 585 or email JooMingLim@mcgrath.com.au Copyright Top Top Agent Agent Magazine Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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JACQUI CRAPP & KIMBERLEY CLARKE Jacqui Crapp and Kimberley Clarke both arrived in real estate by way of careers in banking.

While Jacqui had residential and commercial banking experience, Kimberley worked in financial planning for two decades. Ultimately, Jacqui was drawn to the other side of the table, working hands-on with clients to make their real estate dreams a reality. For her part, Kimberley relocated to the South Coast and planned to semi-retire, only to be lured back in by the excitement and satisfaction of the industry. Today, their combined experience exceeds twenty-three years, and they have built a thriving enterprise, along with an esteemed reputation for integrity, forthright communication, and relationships that stand the test of time.

Based in Berry, New South Wales, Jacqui and Kimberley are joined by two property managers, and three support staff. “It’s very much a team effort in our office,” Jacqui says, “and we’re all attuned to the same goals.” Together, they have built a dynamic sales business model that generates roughly half of its clientele through repeat and referral exposure. “That’s something we’ve worked really hard at,” says Jacqui. “We maintain a strong database and focus on building lasting relationships. That’s worked for us.” Of course, adding a personal touch is a key component to their working style. “We like to let people get to know us as agents,” says Kimberley. “We’re people too, and we’ve got families, and we like to be quite transparent with our clients. They feel like they know us and are comfortable building that trust. We’re dealing with someone’s largest asset and it’s a wonderful feeling to be of service to people and help them through what can be a very emotional time.”

When marketing listings, all properties are prepped prior to market, complete with high-quality photography, drone and videography. From there, listings are disseminated across social media and the leading online listing platforms, bolstered by AI-driven targeted ads and exposure. With listings ranging from $400,000 to over $3-million, Jacqui and Kimberley have diverse Top Agent Magazine

experience and a sterling track record of success. With Sydney just two hours north, their region has become a hotspot for weekenders, development, second homes, and relocators. However, whether pairing with a buyer, seller, tenant, or otherwise - Jacqui and Kimberley relish the chance to help others on their real estate path.

“There’s something so rewarding in finding someone the right home,” Jacqui says, “and to know we’re becoming people’s trusted advisors. They come to us and talk things through because they know we’ll give them sound advice.

It’s such a privileged position to be in.” Kimberley adds, “It’s so exciting to see people happy. It’s the best feeling you can get in this business, but we also know it’s a big responsibility. We don’t take it lightly.”

Beyond the office, Jacqui and Kimberley give back to a variety of local causes, including Zonta, an international organization that supports victims of domestic violence and women in lower socio-economic areas, the local Celtic Festival, and the longstanding regional Berry Agricultural Show. In their free hours, Jacqui and Kimberley most enjoy time spent with their respective families and loved ones, enjoying the scenic beauty of the landscape, and prying open a good book.

As for the future of their business, Jacqui and her business partners, Jared and Emma Cochrane, intend to keep progress on the organic upswing, with a five-year plan to add another agent to the ranks and expand their property management sector. For now, Jacqui and Kimberley are content to lead their business, serve the community, and apply continued ambition on the road ahead.

For more about Jacqui Crapp & Kimberley Clarke, email jacqui.crapp@berry.rh.com.au, or kimberley.clarke@berry.rh.com.au, or visit rh.com.au/Berry www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some 22

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a Top Agent Magazine

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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