Australia 9-4-17

AUSTRALIA EDITION

SUCCESS – These 7 Habits Are the Real Secret to Success Why Millennials Are Now THE HOTTEST SEGMENT OF THE BUYERS MARKET FEATURED AGENTS

DAVID COTTERILL CHRISTINE LEWIS & DAVID SULLIVAN

PROPERTIES: The Good, The Bad, and The Ugly

COVER STORY

GRAEME CALLEN

AUSTRALIA EDITION

CHRISTINE LEWIS & DAVID SULLIVAN When looking to buy or sell real estate in the St. Kilda/ Bayside areas of Mel7 bourne, you won’t find a more dynamic team than Christine Lewis and David Sullivan. Collectively they have over 40 years experience in real estate transactions and customer service, and have an in-depth knowledge of the area that they serve which offers their clients a distinct advantage.

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truth. Authentic outcomes and h

David and Chris when it comes marketing, as w paigns are tailo and budget of e extraordinary d and team have b of qualified buy The duo recently joined forces for advertised and reasons perhaps best summed up by one David and Chris of Christine’s favorite quotes, ‘Unity is access to expe DAVID COTTERILL CHRISTINE LEWIS GRAEME CALLEN strength... when there is teamwork and who have been collaboration, wonderful things can be achieved.’ Christine & andDAVID sameSULLIVAN passion to deliver excellence tha David share the same philosophy about how the business should be done, and bring their own unique talents to the partnership that Both Christine and David are actively create an unbeatable synergy. As Christine describes that philosonity that they represent and love. They phy, “It’s essentially a ‘people business’ where we are committed organizations including White Ribbon to an old fashioned value system of honesty and delivering what is Heart Foundation, as well as being hug promised. If you invest in your clients in the same manner as you community and charities that support w would your loved ones, then the result is win win for all.” David aren’t working they both enjoy the w adds, “Myself and Christine have a style and elite processes that Kilda has to offer. ensure our clients remain relaxed, whilst we get winning results and the outcomes that they desire.”

Christine and David couldn’t be more ex big plans to grow their business and fur Both David and Christine are lauded by their clients for their as real estate professionals that offer t professionalism and focus, that is built on a foundation of experience. “Both Christine and I are de integrity. They are 100% genuine people who truly care about try leaders and in-demand agents in St their clients. “It’s all about relationships and delivering premium fully accountable to each other with the results by treating people with the highest respect, kindness the best client experience which is true and professionalism that they expect.” David also credits their results over and above our competition communication skills as being key to their success. “Our vendors highly motivated with big personalities are fully aware of how the campaign is going, each step of the look forward to sharing that with even m way without smoke screens and mirrors or sugar coating. Just the results for those who deserve nothing le

CONTENTS

4) SUCCESS – THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

13) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF GRAEME THE BUYERS MARKET CALLEN

20) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

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To learn more or discuss y contact Christine Lewis + Top Agent Magazine and David Sullivan call + or email CLewis@hockin

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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GRAEME CALLEN 7

“I like to spend time with each client and listen to what their individual needs are, then we make a plan so that they can achieve those goals.

It is about creating clients for life.”

GRAEME CALLEN

these people, but I get to help them achieve these dreams. That’s what it’s all about.”

Since 1999, Graeme Callen has been one of the most respected real estate professionals in the vibrant community of Carnegie.

After a successful career in the retail industry, Graeme decided to take the leap and try his hand at something he had long been passionate about. “It was something that people were always telling me I should try.

I’d always loved real estate and working with people, so it just seemed like a natural fit for me. It has been one of the best decisions I’ve ever made. It’s a lot of hard work, but it’s incredibly enjoyable. It’s never boring, every day there are new people with new property dreams. I not only work with

Graeme credits his success in the industry with his personal approach to sales.

Although Graeme takes advantage of all the latest technologies, he still focuses on the tried and true method of providing unsurpassed customer service. “I like to spend time with each client and listen to what their individual needs are, then we make a plan so that they can achieve those goals. That’s the first step in building a be long-lasting relationship. It is about creating clients for life.”

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With many years of experience in the industry, Graeme offers his clients an Top Agent Magazine

in-depth knowledge that is rare in an industry that can have a high agent turnover rate. His market knowledge allows him to educate and guide his clients throughout the process, assisting them as they make their own educated decisions. His ability to obtain results that exceed expectations has allowed him to help thousands of local families buy and sell their homes and has earned him a high percentage of repeat and referral business within Carnegie, neighbouring suburbs and suburbs much further afield (Graeme has achieved successful sales across 38 suburbs as of last count).

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Graeme is active in his community, serving as the Chairperson of the Carnegie Trader’s Association and has also volunteered his expert services as a charity auctioneer at many fundraising events.

A resident of Carnegie since 1997, Graeme is always looking for ways to be more involved promoting and serving the area he is proud to call home.

When he’s not working, Graeme enjoys football and spending time with family and friends, usually enjoying one of the numerous amazing restaurants this area has to offer.

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“Whether it’s a small home perfect for a first time homebuyer or a million dollar plus property, my goal is to always get results across the board for my vendors.”

Graeme has come a long way since 1999, but his passion for what he does remains as strong than ever. “Real estate is not just a job. It is an opportunity and a privilege to assist people achieve their goals. I still Top Agent Magazine

find it challenging and very rewarding.

Whether it’s a small home perfect for a first time homebuyer or a million dollar plus property, my goal is to always get results across the board for my vendors.

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I want the vendors to be happy and the buyers to be happy. I don’t see my sales numbers or the value of the properties as my major

accomplishments. Sure those things are nice, but making clients for life and building lifelong friendships is what I’m most proud of.”

To learn more about

GRAEME CALLEN call 0412 651 528 or email graemec@garypeer.com.au Copyright Top Agent Magazine 12

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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DAVID COTTERILL

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DAVID COTTERILL David Cotterill’s lifelong interest in real estate has led him to his successful career as an agent. At only 20 years old he bought his first property, and in the ensuing years he and his wife built and sold numerous houses and developments in Brisbane. Those experiences led David to leave his work in finance in 2004 and launch his own real estate career. Thirteen years later he’s successfully marketing and selling a wide range of multi-million dollar townhouses and residential development projects, as well as residential real estate, ensuring he is one of Australia’s leading experts in property strategy and delivery.

David runs a strong team of five agents serving the Eastern suburbs of Brisbane. An impressive 80 percent of their clients are repeat or referrals. What keeps David and his team’s clients coming back at such an incredibly high rate? “It probably has to do with the quality of the team,” David says humbly. “What I mean by that is their ability to provide great customer service. They also have deep knowledge of what really is a niche market in the industry. What we do is quite specialized and it’s something that typical residential agents might not want to do, or have the time or the ability to do.”

With residential properties, David and his team help clients with styling and other tools to highlight the property’s best features.

When it comes to the project marketing side of the business, they take an “ideas to eyeballs” approach. “We are involved with our clients’ projects from the very early stages. We help them with the site acquisition and the design of buildings.” When a new project is ready to go to market, he and his team have developed all the necessary tools in-house such as the computer generated renders, marketing floor plans, website creation and all the additional marketing collateral to make it look outstanding when they

take it to market. They also tailor the marketing plan for each site.

What sets David apart from other agents? “I’ve been working in this niche market for so long that it probably makes us the first call for a property developer in this area. That’s the one thing that sets us apart–we do this job better than anyone else.” David and his team work hard to provide a great experience for clients. “Everyone can list and sell property,” he says. “But it’s the way we make people feel throughout the process that’s important. As a result, many of David’s clients have worked with him for over a decade. When it comes to keeping in touch with past clients David understands that sometimes old technologies work the best. “My greatest tool for managing clients is just picking up the phone and calling them,” David says.

“It’s more personal.”

David’s favorite part of the job is bringing his clients and his team together to create a beautiful looking project. “It’s so exciting to see something you’ve worked on with your team for a year and a half and have it launched at market and to have that project look just absolutely fantastic,” he says.

To give back to the community, David volunteers his real estate services for a charity that provides housing for people with special needs. He and his family are also heavily involved in the tennis community and he helps out often with events. In his free time, he loves to go fishing at the Gold Coast with his family. “For us, it’s getting away on our boat,” he says, “and taking our kids fishing.” For the future, David hopes to further grow his team so they can also grow their business throughout Brisbane. With his niche expertise and dedication to creating high quality development projects, he’s sure to succeed!

To find out more about David Cotterill, contact him via email at david.cotterill@remax.com.au or phone at +61-433-230-680.

You can also check out his website at thedcteambrisbane.com www.

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You are not the world’s taste critic.

You cannot tell what people want. I

Copyright© 2014, Denise Lones. All rights reserved.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be have to tear down half the planet! creative. Use your marketing to target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or wanted that house. Period. ugly.

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CHRISTINE LEWIS & DAVID SULLIVAN When looking to buy or sell real estate in the St. Kilda/ Bayside areas of Melbourne, you won’t find a more dynamic team than Christine Lewis and David Sullivan. Collectively they have over 40 years experience in real estate transactions and customer service, and have an in-depth knowledge of the area that they serve which offers their clients a distinct advantage.

The duo recently joined forces for reasons perhaps best summed up by one of Christine’s favorite quotes, ‘Unity is strength... when there is teamwork and collaboration, wonderful things can be achieved.’ Christine and David share the same philosophy about how the business should be done, and bring their own unique talents to the partnership that create an unbeatable synergy. As Christine describes that philosophy, “It’s essentially a ‘people business’ where we are committed to an old fashioned value system of honesty and delivering what is promised. If you invest in your clients in the same manner as you would your loved ones, then the result is win win for all.” David adds, “Myself and Christine have a style and elite processes that ensure our clients remain relaxed, whilst we get winning results and the outcomes that they desire.”

Both David and Christine are lauded by their clients for their professionalism and focus, that is built on a foundation of integrity. They are 100% genuine people who truly care about their clients. “It’s all about relationships and delivering premium results by treating people with the highest respect, kindness and professionalism that they expect.” David also credits their communication skills as being key to their success. “Our vendors are fully aware of how the campaign is going, each step of the way without smoke screens and mirrors or sugar coating. Just the

truth. Authenticity is the key to successful outcomes and happy clients.”

David and Christine go above and beyond when it comes to their comprehensive marketing, as well. “All marketing campaigns are tailored to meet the desires and budget of each client. We also have extraordinary databases that ourselves and team have built up over 20 plus years, of qualified buyers who are seeking both advertised and off market opportunities.”

David and Christine also offer their clients access to experts and service providers who have been fully vetted, and have the same passion to deliver excellence that they do.

Both Christine and David are actively involved in the community that they represent and love. They support several charitable organizations including White Ribbon, St. Kilda Mums, and the Heart Foundation, as well as being huge supporters of the LGBTI community and charities that support women in need. When they aren’t working they both enjoy the wonderful lifestyle that St. Kilda has to offer.

Christine and David couldn’t be more excited for the future and have big plans to grow their business and further cement their reputation as real estate professionals that offer their clients an exceptional experience. “Both Christine and I are determined to become industry leaders and in-demand agents in St.Kilda and Bayside We are fully accountable to each other with the one goal in mind; to create the best client experience which is true to our promises and deliver results over and above our competition.” Christine adds “ We are highly motivated with big personalities and high energy, and we look forward to sharing that with even more people, getting the best results for those who deserve nothing less”.

To learn more or discuss your requirements, contact Christine Lewis +61-431-853-727 and David Sullivan call +61-409-517-838 or email CLewis@hockingstuart.com.au or DSullivan@hockingstuart.com.au Top Agent Magazine

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