AUSTRALIA 9-26-22

AUSTRALIA EDITION

5

WAYS TO TRANSFORM RENTERS INTO OWNERS FEATURED AGENTS

TRISTAN ODDI TONY LOUPOS

CREATIVE WAYS TO SAY

DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

THANK YOU

COVER STORY

AMY KASLAR

AUSTRALIA EDITION

TONY LOUPOS

very di Once Tony Loupos entered the real 7 17 22 ensured estate world, he knew it was the path based o for him. His caring nature and determiby bein nation has led to a successful 30+ year you, To career as an agent, and he’s showing custome no signs of slowing down. Tony has team. been named as a Top 3 Salesperson in try to a Australia, and has earned his Masters in very tim Sales. Serving the St. George region, he AMY KASLAR TRISTAN ODDI TONY LOUPOS takes pride in getting to know his clients, develop- recommend this agen ing a customized plan to reach their goals. Today he Thanks Tony!” leads his own team at One Agency, which consists of several agents, including Simon Yang, Lily Thio, When Tony isn’t wo CONTENTS Romeo Safetly, Maria George and Angelina Wen. ing time with family, Each team member has worked in this field for over likes fishing, boating 4) 6 HABITS OFand HIGHLY 20) DAILY THAT of his days are ten years, the office has been recognized for HABITS their much PRODUCTIVE AGENTS WILL INCREASE YOUR the future, and he find production volume and high level of service.

MENTAL STRENGTH 14) 5 WAYS TO “I just want to keep i HandlingRENTERS both real estate sales and 23) property manage-WAYS TRANSFORM CREATIVE business grows, he h ment, Tony and his team stand out, both YOU INTO OWNERS TOattracting SAY THANK new and repeat clients. Their depth of knowledge, bers and remain a to decades of experience and hands-on support means “What I love most a smooth transactions, with as little stress as possible. day is different, ther “We really care about the customer experience,” ing whether it’s new Phone 310-734-1440 | Fax 310-734-1440 Tony explains. Wanting to understand what his buy- never gets old.” mag@topagentmagazine.com | www.topagentmagazine.com ers are looking for, Tony takes the time to get to know No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine them, their lifestyle long termaregoals.

He then getsof published materials, Top is published

by Feature Publications GA, Inc.and Although precautions taken to ensure the accuracy Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. to work, finding them an ideal property that meets To subscribe or change address, send inquiry to mag@topagentmagazine.com. needs and suits their budget. At each step, he Published their in the U.S. offers advice and guidance, eliminating confusion.

Tony approaches his listings with the same diligence, Top Agent Magazine advertising them on all the top real estate websites.

AMY KASLAR

2

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do

Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova-

5

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out

6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

Top Agent Magazine

AMY KASLAR Top Agent Magazine

7

There’s about 1300 homes in Top Agent Amy Kaslar’s core area in the northern districts of Sydney. Of the top 20 sales in the area last year, she was responsible for 17 of them.

One day, out of the blue, Amy’s father declared he was going into real estate. She was working in hospitality at the time, and he invited her to join him. In 2000, they opened an office together with a grand total of zero years of experience. They had no database, no mentoring and proceeded on determination alone. The first few years were rough.

She was thrown straight into sales at the age of 23 with no background. Over time, 8Copyright Top Agent Magazine

they got their footing, worked with a second office, Amy had two children and her father moved on from the business. When the dust settled, Amy remained as a very successful agent, working with an associate and another licensed agent, holding 78% of the marketshare of the region she specializes in.

There’s about 1300 homes in Amy’s core area, the northern districts of Sydney, although Top Agent Magazine

she’s always willing to go where referrals and clients ask. Of the top 20 sales in the area last year, she was responsible for 17 of them. Her average time on market is 22 days. These figures led up to an astonishing 71 sales last year for $136 million in transactions. The clients are constantly

Top Agent Magazine

returning, including one who has just sold her fourth property through Amy. Nearly 90% of her current clients are repeat or referral customers.

Now that she’s gotten 22 solid years of experience behind her, her honesty and intent

Copyright Top Agent Magazine9

keep those clients returning. She hasn’t changed in all that time, staying focused on putting the client first and gaining their trust. The clients all know she’s working for them, putting faith in her honesty. When they’ve dealt with her from the other side and end up buying from her for a price more than they expected, they turn around

Copyright Top Agent Magazine 10

realizing she would be the best agent to sell for them with top notch negotiating skills.

She lives in the area she works, so often runs into clients at shopping centers or school events. For those she doesn’t run into, she invites them to special VIP pre-market open houses, send them periodic emails and

Top Agent Magazine

Amy’s clients are constantly returning, including one who has just sold her fourth property through Amy. Nearly 90% of her current clients are repeat or referral customers. keeps everyone up to date on changes in the market. Once the pre-market phase is done and her database has been given the first chance, she expands marketing through the company websites, social media ads, weekly new listing announcements and traditional letterbox drops.

Top Agent Magazine

Amy loves dealing with people. The challenge presented by every client is different, and she makes sure to adapt, reading people and fitting their individual needs. Her competitive edge drives her to get the best price for every transaction and she loves negotiating. Real estate is a very flexible business, Copyright Top Agent Magazine 11

but it requires her to give 100%, working 6 days a week and keeping the last day to recharge with her children, hitting the gym and going for long walks to prevent burnout.

Somehow, in all of the work she does, Amy manages to sponsor schools and sporting

clubs, annual fairs and the seasonal Christmas caroling. As her team grows, she makes sure everyone works their hardest while keeping it fun. If you’re going to get up every morning and head to work, it better be something you enjoy, which Amy certainly does.

For more info, call 0 438 40 4444, email amy.kaslar@raywhite.com www.instagram.com/sambazzy1/ and visit raywhitectwph.com.au https://

Copyright Top Agent Magazine 12

Top Agent Magazine

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

Top Agent Magazine

13

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 14

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

Top Agent Magazine ®

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

Top Agent Magazine ®

15

pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

16

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

Top Agent Magazine ®

Top Agent Magazine

TRISTAN ODDI Top Agent Magazine

Top Agent Magazine ®

17

TRISTAN ODDI

Tristan Oddi is always learning. With an approach he describes as “hungry but humble” he is focused on stretching his goals, like expanding his team, making the Top 100 Agent list and tripling annual transactions to exceed 100 deals per year while staying open-minded, ready to listen to new ideas and grow along with his business. After nearly 15 years as a real estate agent in Sydney, Tristan continues to be energized by his work and the thrill of helping clients transition to their own next step in life through home ownership.

Maroubra. This desirable area is known for its famous beaches: Bondi, Bronte and Coogee as well as great restaurants, shopping and entertainment. With a laidback, beach lifestyle and gorgeous scenery conveniently located close to the city, these communities offer the best of both worlds.

Tristan is part of a two-agent team at the PPD Real Estate office in Woollahra along with Ben Rofe. Together, they serve an area of East Sydney including Kensington, Kingsford, Bondi, Bronte, Randwick, Coogee and 18

Copyright Top Agent Magazine

With repeat and referral clients making up well over half of their business, the team recognizes the value of doing a good job and leaving a lasting, positive impression.

They keep in touch with past clients with an annual checkup to see how things are working out with the property, keep in touch with the family, and share relevant market information. Tristan tries to live by advice he heard once about treating every client the way you’d treat your mum. Creating great experiences, building trust and cultivating long-term relationships are key to ongoing success.

The team markets new listings through a strong online presence and a variety of online sites. RateMyAgent is a favorite listing site because it includes agent ratings and client testimonials, helping to build social proof and trust among perspective buyers. While Tristan handles a range of properties from 1-bedroom apartments starting around $650,000 to waterfront luxury homes of up to $15 million, his average sale price is $1.8 million. With a 35-40 transactions per year, Tristan’s total volume last year was $68 million.

When he’s not working, Tristan loves to stay active. Before launching his real estate career, he worked briefly as a personal trainer and continues his commitment to daily gym workouts and playing sports.

A new dad to son Romeo, Tristan is loving family life and looking forward to his upcoming wedding! Balancing family time with a drive to keep striving toward professional goals keeps him motivated and excited about the future.

Top Agent Magazine

Contact Tristan at 0433 110 168, email tristano@ppdre.com.au, or visit ppdre.com.au/agents/tristan-oddi www.

Copyright Top Agent Magazine 19

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

20

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re Top Agent Magazine

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never Top Agent Magazine

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

21

TONY LOUPOS Once Tony Loupos entered the real estate world, he knew it was the path for him. His caring nature and determination has led to a successful 30+ year career as an agent, and he’s showing no signs of slowing down. Tony has been named as a Top 3 Salesperson in Australia, and has earned his Masters in Sales. Serving the St. George region, he takes pride in getting to know his clients, developing a customized plan to reach their goals. Today he leads his own team at One Agency, which consists of several agents, including Simon Yang, Lily Thio, Romeo Safetly, Maria George and Angelina Wen. Each team member has worked in this field for over ten years, and the office has been recognized for their production volume and high level of service.

very difficult and volatile market. He ensured that we made the best decision based on our personal circumstances by being honest and factual. Thank you, Tony!” A buyer said, “Excellent customer service with Tony and the team. Very reliable, would always try to accommodate any requests in a very timely manner. Would definitely recommend this agency if you’re buying or selling.

Thanks Tony!”

Handling both real estate sales and property management, Tony and his team stand out, attracting both new and repeat clients. Their depth of knowledge, decades of experience and hands-on support means smooth transactions, with as little stress as possible.

“We really care about the customer experience,” Tony explains. Wanting to understand what his buyers are looking for, Tony takes the time to get to know them, their lifestyle and long term goals. He then gets to work, finding them an ideal property that meets their needs and suits their budget. At each step, he offers advice and guidance, eliminating confusion.

Tony approaches his listings with the same diligence, advertising them on all the top real estate websites.

He also posts properties on social media and reaches out to his network of past and current clients. These strategies continually result in Tony and his team selling homes quickly.

“I just want to keep improving,” he says. As Tony’s business grows, he hopes to add more team members and remain a top producing office in the area.

“What I love most about this business is that every day is different, there’s always something happening whether it’s new clients or a changing market. It never gets old.”

One recent vendor shared their experience about working with Tony, saying, “Tony managed our expectations throughout the whole process during a 22

When Tony isn’t working, he can be found spending time with family, including his daughter. He also likes fishing, boating and enjoying the outdoors. But much of his days are spent working or planning for the future, and he finds it incredibly rewarding.

For more about Tony Loupos, please call 0418 608 844 or email tonyloupos@oneagency.com.au

Copyright Top Top Agent Agent Magazine Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

Top Agent Magazine

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine