AUSTRALIA 6-14-20

AUSTRALIA EDITION

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QUALITIES OF EXCEPTIONAL EMPLOYEES

Business Growth Hack:

Absorb Your Clients' Stress!

COVER STORY

EVDON BRENTHAM

BY THE NUMBERS: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE FEATURED AGENT

JOHN FERGUSON 3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

AUSTRALIA EDITION

JOHN FERGUSON A Licensed Real Estate Agent, Licensed 9 Auctioneer and Justice of the Peace, John Ferguson has been in the real estate industry since 1982. Prior, he had worked in trucking, but he soon found himself seeking a career that challenged him and better enabled him to use his acute business instincts and passion for helping others. Inspired, he accepted a position from a leading Real Estate office in his area, where he would learn real estate from the ground up while selling vacant acreage EVDON BRENTHAM on the weekends.

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Currenting residing in Sydney Growth Area, he has most rece into a burgeoning market f new housing development. growing fast,” he says. “Right deal of properties are being residential land. Within the years, where I’m currently likely be all homes.”

Outside of real estate, John is c his community, supporting hi JOHN FERGUSON fire services and having partic Chamber of Commerce and R Since then, John has gone on to truly accomplish in his he’s not with clients, he can be found spen forty year real estate career, winning many franchise time with his wife and family, caring for hi and community awards. Today, CONTENTS he manages the JSB of land, or enjoying the lush scenery and ro Property Group, a boutique agency and family-run the countryside. business, where OF he assists clients throughout 4) 4 QUALITIES 16)theBY THE NUMBERS: Wollondilly area. Specialising in everything from Going forward, John is keen to keep EXCEPTIONAL EMPLOYEES UNDERSTANDING THE TRUE residential to commercial and rural property, he has business, and maintain his sales volume.

VALUE FOOTAGE cultivated a unique workflow around openness and OF he isSQUARE excited for the new clients and poss 6) BUSINESS GROWTH integrity, meeting the demands of all his transactions. await in the Wilton, Tahmoor area and oth HACK: ABSORB YOUR 20) 3 BEYOND-THE-OFFICE “Above all, I believe in giving my clients good, honest the Wollondilly Shire. “There’s no bette CLIENTS' ACTIVITIES TO than INSPIRE A a Sold By sign service STRESS! and professional advice,” he says. “Rather than the world putting up sugar-coating anything, I tell them as it is and help them soldBUSINESS property,” he says.

Then he adds with CREATIVE BOOM find the right deal for their best interests.” always tell myself that when I don’t get a th moment, it’s time to call it quits.”

No matter what, John caters his marketing strategy to the distinct needs of his clients. Whether that means initially starting at a higher price for his sellers, he works to Phone 310-734-1440 310-734-1440 achieve the best deal| Fax for his clients. He is always there, educating them throughout the deal and standing as their mag@topagentmagazine.com | www.topagentmagazine.com tireless advocate. But for him, the transaction is never No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine trulybyfinished, as he prefers to remain in touch with is published Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. his clients well after the sale closes to ensure they are To subscribe or change address, send inquiry to mag@topagentmagazine.com. fully satisfied in their new homes. Through the years, Published in the U.S. John and his team have earned a fantastic reputation throughout the Wollondilly Shire, with the vast majority of their volume coming from repeat clients and referrals.

To learn more about John Fe

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But John has also applied his experience and depth

please call 0414 843 005, email john@jsbpropertygrou

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is Top Agent Magazine

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 8

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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EVDON BRENTHAM Top Agent Magazine

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Top Agent Evdon Brentham and his partner, Jeff Thompson work as a Real Estate power team in South West Sydney. The vast majority of their business derives from repeat clients and referrals.

It’s Evdon Brentham’s impeccable blend of southern hospitality and business acumen that has helped him flourish as an agent in South West Sydney. Born and raised in Texas, he was involved in his family’s business of buying, renovating and selling properties for much of his life. After 10 Copyright Top Agent Magazine

moving to Australia and getting married in his early twenties, he began a new career running his own restaurants. “At the same time, my wife and I were renovating and selling homes in Canberra,” he explains.

Eventually, his love for Real Estate prevailed, and he decided to team up with his Top Agent Magazine

friend who is a leading agent in the region.

Today he and Jeff Thompson work as a Real Estate power team, with the vast majority of their business deriving from repeat clients and referrals. By providing superior service and guiding each customer throughout the transaction, Evdon and Jeff are experiencing huge growth.

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“I’m very genuine,” Evdon says. “I really do want to make a difference for my clients and serve them any way I can.” He also tends to every detail, making sure no stone is left unturned. “We work closely with On Stage Property Styling, who are the interior marketing specialists in our region.

Therefore, we stage many of our listings, 11 Copyright Top Agent Magazine

“We work closely with On Stage Property Styling, who are the interior marketing specialists in our region. Therefore, we stage many of our listings, which is not as common here in Australia as it is in America. It really makes a huge difference in the presentation and ultimately the final sale price.” which is not as common here in Australia as it is in America. It really makes a huge difference in the presentation and ultimately the final sale price.” When it comes to marketing, Evdon goes above and beyond to make sure every property is sold for the highest price possible. “We have a unique process in selling homes. We systematically market our properties in a specific way to create an auction like atmosphere and have multiple offer situations.” One seller stated, Copyright Top Agent Magazine 12

“Evdon’s approach to selling my home was excellent. From the first meeting where he explained his sales process and success to date he has been first class.” It’s clear his strategy is working, as he’s completed over 68 transactions in the past 12 months.

Evdon’s buyers also receive top-notch service, with patience, communication and honesty being the cornerstones of his approach. One buyer recently said, “It’s Top Agent Magazine

daunting buying your first home, but I can’t speak highly enough of Evdon and the experience I had. He communicated clearly, stayed in contact, talked me through the process in easy to understand terms and was up front and honest the whole way Top Agent Magazine

through. He made buying my first home a little less daunting!”

When Evdon isn’t working, he’s staying active in the community through local projects and causes. “We were able to get our Copyright Top Agent Magazine 13

council to update our park,” he says. “I’m also a part of a local Business Networking International (BNI) chapter that strives to help small businesses in the area flourish.” During any free time, he’s hanging out with family and friends, or enjoying the natural beauty Australia has to offer.

The future certainly looks bright for Evdon, and he can’t wait to help more people towards their Real Estate goals. “It’s a big chapter in many people’s lives, so it’s just amazing to be able to make it a smooth and stress-free journey for them.”

For more information about Evdon Brentham, please call 0424 589 933 or email evdon@oneagency.com.au Copyright Top Agent Magazine 14

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of 16

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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JOHN FERGUSON A Licensed Real Estate Agent, Licensed Auctioneer and Justice of the Peace, John Ferguson has been in the real estate industry since 1982. Prior, he had worked in trucking, but he soon found himself seeking a career that challenged him and better enabled him to use his acute business instincts and passion for helping others. Inspired, he accepted a position from a leading Real Estate office in his area, where he would learn real estate from the ground up while selling vacant acreage on the weekends.

Since then, John has gone on to truly accomplish in his forty year real estate career, winning many franchise and community awards. Today, he manages the JSB Property Group, a boutique agency and family-run business, where he assists clients throughout the Wollondilly area. Specialising in everything from residential to commercial and rural property, he has cultivated a unique workflow around openness and integrity, meeting the demands of all his transactions.

“Above all, I believe in giving my clients good, honest service and professional advice,” he says. “Rather than sugar-coating anything, I tell them as it is and help them find the right deal for their best interests.”

No matter what, John caters his marketing strategy to the distinct needs of his clients. Whether that means initially starting at a higher price for his sellers, he works to achieve the best deal for his clients. He is always there, educating them throughout the deal and standing as their tireless advocate. But for him, the transaction is never truly finished, as he prefers to remain in touch with his clients well after the sale closes to ensure they are fully satisfied in their new homes. Through the years, John and his team have earned a fantastic reputation throughout the Wollondilly Shire, with the vast majority of their volume coming from repeat clients and referrals.

But John has also applied his experience and depth of knowledge to adapt with changes in his industry.

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Currenting residing in Sydney’s Southwest Growth Area, he has most recently stepped into a burgeoning market for land and new housing development. “Sydney is growing fast,” he says. “Right now, a great deal of properties are being rezoned into residential land. Within the next twenty years, where I’m currently living will likely be all homes.”

Outside of real estate, John is committed to his community, supporting his local rural fire services and having participated in the Chamber of Commerce and Rotary. When he’s not with clients, he can be found spending quality time with his wife and family, caring for his forty acres of land, or enjoying the lush scenery and rolling hills of the countryside.

Going forward, John is keen to keep growing his business, and maintain his sales volume. Most of all, he is excited for the new clients and possibilities that await in the Wilton, Tahmoor area and other towns of the Wollondilly Shire. “There’s no better feeling in the world than putting up a Sold By sign on a newly sold property,” he says. Then he adds with a laugh, “I always tell myself that when I don’t get a thrill from that moment, it’s time to call it quits.”

To learn more about John Ferguson please call 0414 843 005, email john@jsbpropertygroup.com.au, or visit jsbpropertygroup.com.au www.

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 20

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 22

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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