EA14
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EPM
A Reputation for the Extraordinary
How important is customer service in growing and sustaining your business? For Michelle Williams of @home Property Management Solutions, it’s everything. However, she was disappointed when instead she recently learned many business owners are looking for a ‘quick fix’ solution to rent roll growth. Recently I was asked to be part of a round table discussion forum where each speaker…
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Elite Agent
Hard Work Pays: Thom Eriksson-Lake
Thom Eriksson-Lake was drawn into real estate from a background in the Public Service and has recently become a qualified auctioneer/agent with Peter Blackshaw in Canberra. Coming from a single-parent family, he learned the value of hard work from his mother’s example and now appreciates the opportunity to build relationships with his clients. Thom, tell us a bit about your…
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EPM
Which Structure Is Right for You?
TASK, PORTFOLIO, PODZTM, HUBZTM AND HYBRID; these are all structures used in property management businesses right across Australia. Which one is right for you? Jo-Anne Oliveri explains how to select the best structure for your agency while avoiding any pitfalls. No matter what size your property management agency, an effective business structure is essential. Here are five structures often used…
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Elite Agent
Let Go To Grow: Julie Davis and Neil Williams
One of the most commonly heard terms in this industry is ‘taking your business to the next level’. To some, this may mean opening another office or buying another rent roll. To others, it may be putting on a business development manager, a PA or investing in technology or equipment. But you need to make sure you are making the right…
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EPM
Why Small is Big Again: Randal Sharp
When it comes to property management, there’s not much Randal Sharp hasn’t seen. Co-Director of thriving real estate startup Think Property & Co in Melbourne, Randal has worked across all facets of the sector, managed large teams and surveyed portfolios with assets numbered in their thousands. Yet he and business partner Martine Bannister have gone back to basics with their…
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Elite Agent
Why Your Business Is Worth Squat: John Knight
If you are looking to sell your business, we all believe the real value is in the rent roll. John Knight says it is time we challenged this notion to create sales businesses that are actually worth something too. I am often asked ‘What is my business worth?’ The reality is that most sales businesses are worth squat; rarely do…
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EPM
It’s Not What You Say; it’s How You Say It: Heidi Walkinshaw
How many people do you talk to in the course of a day? In real estate the people we meet are from all walks of life, meaning we have to manage a range of personalities and expectations, and all with differing styles of communication. Heidi Walkinshaw outlines a few points to bear in mind when it comes to getting the…
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Elite Agent
Buyer Perceptions: How Do Your Clients Rate You?
One of the greatest stories real estate agents tell themselves is that buyers and sellers are two different types of customer who need to be treated differently. But agents who ignore buyers to focus on vendors they can pitch to in the short term could be reducing their leads by as much as 75 per cent. The new Buyer Perceptions of…
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Elite Agent
The ‘Hit and Stick’ Philosophy
The term ‘Hit and Stick’ was coined by Isaac Newton to describe the momentum theory, whereby objects collide and stick together. It is used in rugby as well. In real estate, however, it could apply to a committed approach to client service – upon initial contact, we stick with them, as Cameron Nicholls explains. With a sporting background, I have…
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Elite Agent
The Art of Real Estate in NYC: Bohemia Realty Group
In only five years, the artists turned real estate agents at Bohemia Realty Group of Upper Manhattan have established dominant market share in the world’s coolest neighbourhoods. The agency has grown from its two co-founders to over 140 agents, many of whom came to real estate from the tribe of artists that define Upper Manhattan as a global hub for…
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Elite Agent
What They Really Need: Josh Phegan
In the digital age, showing that we’re human is more important than ever. High performance real estate coach and trainer Josh Phegan highlights how great agents create a unique bond with their customers and why personalised service wins. We live in a remarkable time. While the industrial revolution gave birth to huge factories and complex machines manufacturing on scale, the…
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EPM
Help Owners Protect Their Investment with ‘Meth’ Education Program
The use of methamphetamine (meth) has tripled in Australia in the last five years. Many property managers have already seen firsthand the cost and hassle of cleaning a property with unsafe levels of contamination, caused not only by undetected meth labs but also the smoking of meth, or ice, inside residential properties. As reported earlier, the number of Australians using…
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EPM
Movin’ On Up: Natalie Hastings
As real estate professionals, we spend our days helping people move on from properties that no longer fit: too big, too small, too old, too far from the places they need to be – you name it. But what about our own needs when it comes to professional premises? Natalie Hastings shares some of her learnings from a recent office…
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EPM
The Undercover Temp: Lauren Kropp
What is it really like to be a temp in a property management department? Easy, you might think; you just come in, do your job, leave at the end of the contract and get paid well. But if you do think that, you are greatly mistaken, as Lauren Kropp, Director of Real Strategix, found out for herself. We’ve all seen…
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EPM
What’s Working For Top BDMs Right Now: Tara Bradbury
Tara Bradbury recently achieved a long-held ambition and set up a ‘round table’ event specifically for BDMs. Here are some strategies from the event that participants say are working for them right now. When I was an active BDM I always wanted to be involved in a round table event with an exclusive group of up to 20 top performing…
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Elite Agent
Are You Ready to Go Digital: Mark McLeod
It’s time that we, as an industry, learned a new skill. That skill is data mining in a digital world. Gone are the days where the traditional functions of listing and selling are the only ones an agent needs to perfect. We must learn to evolve and embrace digital behaviours or risk being left behind. The changing expectations of consumers…
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EPM
Empowered Leadership: Megan Harris
Century 21 Wentworth’s Megan Harris is a property professional who represents a generational shift in the real estate industry. Having started at the age of 19, Megan has purposefully developed into a shining star of the group as department manager of their Frankston office. In a change to the traditional franchise management structure, Megan acts as director for her growing…
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EPM
50 Top Tips from Transform PM 2016
Transform PM 2016 has been an intensive process of learning and reflection that included attending ARPM 2016, coaching and mentoring sessions, and an ‘Amazing Race’ finale. Here are 50 top tips from our Transform PM coaches and the Dynamic Dozen. 1. “You have to be able to do more with less. You just have to, it’s not an option. All…
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Elite Agent
Short-term Wins, Long-term Success: Charles Tarbey
Since the early days of his career, Charles Tarbey says he has sought to abandon goal setting in the traditional sense, as it is too easy to fall victim to an all-or-nothing set of achievements. Instead, he says, you should consider 2017 as the time for creating a workspace that you enjoy and approach your goals with a new, flexible…
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EPM
Creating a Masterpiece: Fiona Blayney
What would be the icing on your cake in 2017? You’ll have a better chance of achieving more meaningful goals if you understand what your ‘why’ is first, says Fiona Blayney. They always look so good in the pictures, don’t they? Painstakingly put together over countless hours, no doubt by extreme professionals, and of course beautifully photographed. You buy the…
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EPM
Consumer Tech Goes To Work
The way we work today is so very different to the way we worked even a short number of years ago – and one of the key drivers of this change has been consumer technology. Alister Maple-Brown shares two cloud-based tools that are gaining traction in the workplace. Traditionally, businesses have kept a tight rein on the devices their employees use…
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Elite Agent
Local Hero on a Pink Tractor – Hugh Bateman
October is traditionally breast cancer awareness month and for the past two years, there has been a spotlight on Mudgee, a regional town in NSW. Last year Hugh Bateman, Director of The Property Shop in Mudgee, went the extra mile embarking on a 2,900km trip around NSW on a pink tractor and raising more than $381,000 for the McGrath Foundation.…
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Elite Agent
10 Things New Agents Need To Know: Jet Xavier
If you are just getting started in real estate, or want to know how to step further up the ladder, Jet Xavier’s 10-step plan will help you to find your focus in 2017. How do I create a platform for success as an agent? This is a question I get asked constantly by people new to the industry. Here is…
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Ask the Coach
Ask the Coach: Industry Trends in 2017
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. What trends do you see in our industry heading into 2017? Ian Qui, Morton Real Estate Pyrmont There are a few emerging trends as we head into the new year, but the…
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EPM
Houston, We Have A [Drug] Problem
Unfortunately, meth usage is a growing problem in Australia, more widespread than most people realise. Bryan Goodall from Octief explains why we all need to be proactive about the growing problem of meth users in Australia, especially when it comes to property management. According to ABC News1, the number of Australians using the illegal drug methamphetamine – including crystal methamphetamine,…
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Elite Agent
The Dream Team
PASSION, DRIVE, PERSISTENCE: While balancing an ‘apprenticeship’ in property with tertiary studies, these three impressive young sales associates in the Goldman team are well on their way to success at the prestigious Sotheby’s International business in Sydney. While each are still yet to turn 20, they seem to have the maturity and drive of many people twice their age. Story…
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