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Elite Agent
How every dog can learn new tricks in real estate
To succeed in any given profession, it is essential to commit to consistent improvement – and real estate is no exception.
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Elite Agent
Ask the Coach: How Can I Change To Make the Next Quarter Count?
Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process. Q. I had an ordinary start to the first quarter of the year; how can I change to make the next quarter count? Rick Mancini – McGrath Liverpool Focus on the responsibilities and the strategies…
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EPM
Be a Customer Service Specialist
Enjoying her new role at Harcourts Beachside in WA, Janine Scrivener is all about customer service and the importance of kindness in dealing with other people’s problems. Tell us a bit about yourself and your current role. My current title is Property Administration and Business Development Manager and I do love the business development management side of real estate. I’m…
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EPM
Creating a Great CRM Communication Strategy: Tara Bradbury
Striking the right balance between contacting customers too infrequently, and the other end of the spectrum – being a pest – is a hard task. You need to make the most of your database and this means treating each client differently, as Tara Bradbury explains. During my time as a BDM I remember attending a sales training event in Brisbane.…
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EPM
Taking Good Care
Nursing and property management may not seem to have much in common, but that’s certainly not the case according to Bev Pellow, Principal at Ray White Rural Temora and Narrandera. After 30 years in nursing, she made the move to real estate and hasn’t looked back. Since setting up her first agency in December 2010 with husband Craig, she’s gone from…
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BEST PRACTICE
Choosing Good Nutrition over Fad
Over the past 30 years, experts have changed their minds on which diet is best more times than anyone can count. Out of the huge list of different diets, fads, weight loss plans and eating habits, which ones are actually good for us? When weight loss is the goal, restricting calories is usually the first strategy people go for. A statement you…
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Elite Agent
Four Ways to Attract the New iAgent
With many real estate principals in their mid-fifties, it stands to reason that when hiring new agents they go for older, more experienced candidates. Glenn Curran shares another statistic that may encourage business owners think differently – the ‘iAgent.’ By 2020, half of the global workforce will have been born after 1980, according to PwC. Integrating this younger generation – known…
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Elite Agent
7 Tips for ‘Smart Hiring’
You understand and know your pipeline when it comes to listing, selling and renting, right? But do you understand what your HR pipeline is? If you are thinking about recruiting another member of staff, don’t wait until it’s urgent – think ahead while you have time, says experienced recruiter from Real+ Alison McGavin. Last week, a client and I achieved…
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Elite Agent
Million Dollar Agent: Is There a Pattern?
ARE THERE CERTAIN BEHAVIOURS exhibited by the top agents that put them ahead of the rest? Using the science of numbers, Greg Dickason analyses their activities and comes up with some interesting conclusions. I HAVE HAD the opportunity to work with some amazing sales people across different industries, and I’ve seen first-hand that sales success is a lot more about…
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Elite Agent
Don’t Leave a Dollar on the Table
No one likes to pay a dollar more of tax than they have to. John Knight looks at some surprising facts about hammers, ping pong and what you do on the way home from work when it comes to the perennial question: can you claim it? Clients of ours ask if they can claim a tax deduction for some weird and…
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Brand Editorial
Building a Balanced Career: Michael McClure, Eview Frankston
With his success based on a strong work ethic and dynamic attitude, along with a dedication to customer service, Michael McClure of Eview Group is recognised by RateMyAgent as the most recommended agent in Frankston and its surrounding suburbs. His numerous awards, such as Eview’s Sales Rookie of the Year and Group Sales Person of the Year, are an indication…
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Brand Editorial
Real Estate: Is It All About the Money?
IN HIS NEW BOOK, The 60 Second Entrepreneur, CEO and Co-Founder of the Eview Group Manos Findikakis investigates the role money plays in new agent turnover, and why the remuneration an agent receives is of such importance. HAVE A NUMBER of quotes when it comes to money, the following being my favourite: “We all know that money doesn’t make us…
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Elite Agent
5 Tips on How to Survive Your First Month in Real Estate
THE FIRST month in real estate can sometimes be tough to survive. If you are just starting out in the industry, Maree Quinn has some tips for you. SO, YOU WANT to be in real estate? Please don’t say it’s because you like houses. Hopefully it’s because you like people, hard work and your core farm area. On the personal…
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EPM
Training for property managers: keep it relevant!
WITH OVER 12 YEARS in the property management industry, Jess Kindt has a call to action for principals who do not consult with their staff about the type of training they need, and don’t think outside the box. I have a confession to make. In my early career as a junior property manager, I often found myself becoming bored during…
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Elite Agent
Are You Leaving a Legacy – Or Just a Life?
In the ego-driven real estate industry, the suits, cars and lifestyle lead the way and people are measured by how many homes they have sold. Yet this approach to life leaves many people just searching for something at a deeper level. Jet Xavier asks: What kind of legacy do we leave behind? A COUPLE OF years ago, a good friend…
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EPM
Grow Your Rent Roll and Attract Landlord Appraisals with RentQuotes
If securing new managements is key to delivering growth in your department this year, ensure RentQuotes is part of your online strategy. As Australia’s leading website dedicated to rental property, Rent.com.au offers a number of tools and services to help property managers build their managements. RentQuotes invites landlords looking for a property manager to send details about their new or…
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EPM
How To Lose Your Licence In 5 Easy Ways
Think it could never happen to you? Poor administration, lack of diligence and a few loose ends mean that losing your licence is only too possible, as Natalie Hastings explains. Have you ever seen How to Lose a Guy in 10 Days? It’s a laugh-out-loud rom-com starring Matthew McConaughey and Kate Hudson which depicts an array of classic relationship faux…
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EPM
Selecting The Right Tenant
How do you match the right tenant with the right home or landlord – is it a science, or part intuition? How do you attract the best tenants and what is the right process for selection? Elite Property Manager and Console invited four leading professionals to comment on the challenges they face, what works for their businesses and how they…
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Elite Agent
Ain’t No Mountain High Enough
According to the AdAge, the only thing we have to fear is fear itself. So why are some business leaders afraid of expanding? High-performance real estate coach and trainer Josh Phegan examines the fear and how to beat it. Too often business leaders fear, rather than celebrate, the swift growth of their business. Management becomes overwhelmed and bogged down in…
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Elite Agent
Real Estate Fan – Lachlan Shields
At what age did you develop a passion for property? Eighteen? Twenty-eight? Chances are it wasn’t as early as Lachlan Shields, who at 14 is arguably the industry’s youngest supporter. Gaining a large following on Instagram to share his love of property, he has also managed to rub shoulders with some real estate royalty along the way. How old were…
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EPM
How Happy Are Your Clients, Really?
What is the best way to collect and measure how your clients feel about your services? Brock Fisher outlines the key elements and most common mistakes. If you are passionate about measuring the customer experience and keen to implement measuring tools, there are two books that you should read: The Ultimate Question and The Ultimate Question 2.0 by Fred Reichheld.…
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Elite Agent
Outsourcing Prospecting: Can It Be Done?
THERE ARE ONLY 24 hours in a day, and most agents appreciate that this acts as an earnings ceiling. But what if you could outsource something such as prospecting? Carl Quested looks at how this could make all the difference to your productivity. WHAT IS CLEAR TO most agents is that if you look at any top performing agent in…
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Elite Agent
Big Data: How to Harness It for Prospecting
DETAILED, REAL-TIME data collection can now provide agents with more focused tools to win listings and create long-lasting relationships with clients – a radical change in how they do their jobs. Kylie Davis from CoreLogic investigates. LET’S USE AN example: you’ve recently sold a four-bedroom, two-bathroom home for a record price. You’d like to use this information to win the…
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CUSTOMER SERVICE
Customers, Not Categories
Brand is the experience, through service, that you create for your customer. Mark McLeod discusses why you should forget the labels and provide excellent service to all. One of the interesting industry skill sets that have been developed amongst real estate agents is what I refer to as ‘to categorise a person’. We are taught to call someone a buyer,…
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Elite Agent
The Power Of Technology
AS CHIEF PRODUCT OFFICER at Domain Group, Damon Pezaro oversees technology at Fairfax Media’s property platform. He tells Elite Agent where real estate tech is headed and how agents can best harness the latest developments. Story by Anthony O’Brien HAVING STARTED his digital career in 1999, Damon Pezaro has spread his time across a number of start-ups and larger corporates in…
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Elite Agent
Targeted Email Marketing: Mining the Gold in Your Database
Previously, Eddie Cetin shared some helpful tips on how to clean up your database and get it fit for a marketing workout. Now he explains how, with a clean database, you can focus on targeted email marketing that maximises retention and minimises unsubscribes. Most agents know email marketing is important, but they struggle to find the time or are unsure…
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Elite Agent
Career Stepping Stones
SO YOU’VE BEEN IN SALES for a while and you want to step up. What are your longer term career goals? Virginia Brookes discusses the next steps. NOW’S THE TIME, at the beginning, to become clear on your goals and what you want to achieve from your career. Commit to those goals and map out the path you need to…
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Elite Agent
Bridging the Leadership Skills Gap
THE PATH FROM salesperson to leader is often one huge leap with no middle management experience in between. Julie Davis and Neil Williams reveal how to overcome this gap and become a leader worth following. THE QUESTION of good leadership becomes more vexed in real estate because, more often than not, in our industry a career path is often salesperson…
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EPM
The Future of Property Inspections
Alan Hashem discusses some of the new innovations in property inspections, including a new revolution in video. The property inspection process has come a long way in the last 10 years, but it still has a way to go. Looking back, pen and paper inspections were a nightmare. Inspection apps flooded the market when we finally got our heads around…
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EPM
The Measure of Success
Are you a numbers person? History shows us time and again that property professionals who are focused on the numbers are those who enjoy the greatest success. This rings true for Peter Hooymans, Ann Rogers, Georgina Mellick, Stephen Fitzsimon and Tim Ear, founders of multi-award winning agency Melbourne Real Estate. Story by Iolanthe Gabrie. CHARISMATIC AND with an energy that…
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Elite Agent
Most Promising New Talent: Ben Munro Smith
STARTING THE TRANSFORM program with the least amount of time in real estate of all the Super Six, Ben Munro Smith impressed everyone from start to finish. Having completed every challenge with his trademark smile and attention to detail he is without doubt a new talent that will continue to shine bright. Here is the story of Ben’s 12-week Transform…
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Elite Agent
Gaining Momentum
IN APRIL AND May this year realestate.com.au and News Corp Australia combined to create an exclusive national event series for real estate professionals – Momentum. Industry leaders Steve Carroll and Tom Panos shared some of their best tips on current and future industry trends and how to strategically incorporate print, social and digital platforms into your advertising campaigns to achieve…
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EPM
Numbers Game – Segmenting Landlords
In his latest book ‘Numbers Game’, Ben White profiles four different types of landlords that have very different needs. APMASPHERE HAS worked with hundreds of agencies over the last eight years,and we’ve distilled our learnings into a series of books. Numbers Game is the third and latest book in this series in which we explore lessons from agencies that have…
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INDUSTRY NEWS
Stand Out In Your Marketing with Expert Copy and Creative
Are you a part of the growing crowd in real estate who has decided to employ a graphic designer to work on your internal marketing? This may be the moment you reconsider that decision, as we ask: why not choose to work with a creative agency instead? Evidently, there are pros to hiring your very own trained employee, such as…
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Brand Editorial
RateMyAgent’s Mark Armstrong
LAUNCHED BARELY TWO years ago, RateMyAgent has already changed the face of estate agent reviews in Australia. Iolanthe Gabrie speaks with RateMyAgent CEO Mark Armstrong on the importance of transparency, the power of feedback and why the biggest agent is not always the best. Q. How does RateMyAgent work? We exist for vendors, in much the same way that major…
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