EA16
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EPM
Grace under Pressure: How You Can Keep Cool
There is a long-standing joke that property managers never take a lunch break. Each morning they hit their desk running and in a blink of an eye it’s 5.30pm. Here are my top five tips for property managers who are faced with common pressures of the job. PRESSURE 1: MINIMAL SUPPORT AND MENTORING: Property managers can feel isolated when the…
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Elite Agent
What marketing skills are critical for agents now and in the future?
With so many avenues and platforms, real estate marketing today is a complex machine. Traditional marketing techniques are no longer enough. Instead, agencies need to focus on effective marketing – creating a campaign that has maximum reach within a scalable model. Here we look at the types of skills you need in your team: internal, external and your own. THE…
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EPM
Sync and Not Sink
There are so many stories where rent roll purchases go wrong, yet when successful the process of purchasing a rent roll is a way to increasing revenue and profit. Katharine Ettenhofer looks at factors to take into consideration if you are thinking about adding to your property management business. The pros for purchasing a rent roll outweigh the cons. By…
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EPM
Filling the Pipeline
WHEN SET THE CHALLENGE of prospecting for new managements, does your mind automatically jump onto the starting blocks and launch full steam ahead into finding an investor in desperate need of a tenant – today? A better strategy, says Real+ coach Kate Benjamin, is to understand your pipeline and conversion rates and plan from there. You may be lucky to…
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EPM
Locking In Efficiency: Brad Larsen
LOCKBOXES – does your office use them? While more popular in the USA than here in Australia, LPMA 2017 speaker and successful property management business owner Brad Larsen believes they can add to your existing key management systems by improving efficiency and reducing incoming office traffic. If you’ve never used a lockbox, simply put they are a small, padlock-shaped box that…
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EPM
Heeding the Warning Signs of Fraud
Doubts around misappropriation of trust funds is one of the things that causes some people to distrust the real estate industry. It’s also a major concern that keeps principals up late at night because it could happen to anyone. Natalie Hastings highlights five signs to watch out for. Principals tend to be particularly alert to fraud when their property management…
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Elite Agent
Winning the Coin Toss
WE HAVE ALL EXPERIENCED at some time in our careers those dreaded words from a prospective seller: ‘It was a toss of the coin whom we would select and this time you lost; we went with ABC Real Estate’. Although you might think you are the unluckiest agent in town at times, there may be a deeper reason. At one…
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Elite Agent
Don’t Gamble With Your Business: Michael Davoren
SPECIALISATION IS ON the rise in the real estate industry, and it is a future born of necessity. RE/MAX Australia and New Zealand Managing Director Michael Davoren explains. A scientific research study conducted by Innermetrix Incorporated last year concluded that agent performance and success had more to do with the degree of specialisation than any other single variable considered. After…
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EPM
The Power of Pure Cloud Computing
What is the cloud? Where is the cloud? Am I using the cloud? These are all questions you’ve probably asked yourself at some point when you think about ‘cloud computing’. In the simplest terms, cloud computing means storing and accessing data and programs over the internet instead of your computer’s hard drive. The cloud is just a metaphor for the…
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Elite Agent
Four Ways to Respond Faster To Your Clients: Kylie Davis
THE MOST POWERFUL SKILL agents can develop to build trust with their clients is communication, according to both research and popular opinion. But sadly there is a dramatic difference between how the majority of real estate agents define ‘good communication skills’ and the definition held by consumers. Kylie Davis provides four ways that you can improve your response times and…
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Elite Agent
The Ecosystem of Experiences
The evolution of our industry is clearly about putting the customer, and the experience of the customer, at the centre of our universe. But that’s not all it will take to future-proof your business, says Mark McLeod. A s I have said and written many times, the question remains: who is our customer? Most agents believe their customer is their…
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EPM
Property Manager 2.0: Rachael Byrne, Jean Brown Properties
RECENTLY AWARDED REIQ’S Property Manager of the Year, Rachael Byrne of Jean Brown Properties, at the northern end of Queensland’s Gold Coast, is convinced that a focus on tenant services is at the core of a new and better direction for property management. Sarah Bell caught up with Rachael to find out more about her brand of positive property management…
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Elite Agent
Purplebricks and Purple Cows
Are you getting noticed? John Knight looks at the importance of standing out from the crowd to make sure your business is top of mind for the right reasons. Almost anyone who has heard me talk at events over the years will know my favourite business book of all time is Purple Cow by Seth Godin. Yes, an accountant whose…
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EPM
The Three Prospects You Need To Know
Meeting with a potential client for the first time can be an unnerving experience. We can find ourselves being overwhelmed with fear and excitement at the same time, but understanding client personality types will help. Tara Bradbury explains. Before, during and after meeting a possible new client most of us will go through the same questions in our head, including:…
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Elite Agent
Three Steps to Success
TANJA M JONES HAS joined the ‘head coaching crew’ in Transform 2017. Here she discusses her ‘Steps to Success’ framework which she uses every day in her regular coaching practice, and with #teamtanj in Transform 2017. I remember attending the ‘Million Dollar Agent’ couch conversation with John McGrath and Tom Panos at my first AREC in 2015. Both sat firm,…
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EPM
Growth in a Changing Industry
WHEN YOU GET IT RIGHT, data can help you make better decisions and can act as the true north for your agency. It can help you define culture and positively impact how you communicate within your team. And, it can also help your clients and other stakeholders, as Ben White explains. THE PROBLEM IS THAT so many agencies have up…
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Elite Agent
Calling Australia Home
WHAT IS IT REALLY LIKE to start your life over in a new country with a new career? Two agents, Namir Mikha of Belle Property Newtown and Jessica Chea of First National Real Estate Waverley City, immigrated to Australia each for very different reasons. Here they tell June Ramli how they’ve made a successful home for themselves in Australia and…
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Ask the Coach
Ask the Coach: How do you find expired listings?
Top real estate coach Claudio Encina is back to answer more questions, this time from the Transform 2017 #supersix challengers. This time covering expired listings. How do you find expired listings and how exactly should you approach an expired listing to engage them in a conversation with you? – Lukas Pedder, Elders Mildura Firstly find expired listings by monitoring every…
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EPM
The Great After-Hours Phone Debate
A CURSORY GLANCE THROUGH any of our industry social media groups shows story after story about the trials and tribulations of being responsible for the dreaded after-hours ‘emergency’ phone. In an industry renowned for staff churn and burnout, Brock Fisher asks: Why does it have to be this way? In a previous role was on call 24 hours a day,…
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Brand Editorial
The Need for Speed: Eddie Cetin
There’s one resource an agent can never have enough of, and that’s time. Listings can be won or lost based on an agent’s speed – usually interpreted by their clients as competence and enthusiasm. In my last article, I addressed the fundamental power habits every agent needs to develop a valuable database. Once you’ve got those success routines down pat,…
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Elite Agent
Paying it Forward: Melita Bell
IMAGINE HOLDING 40 TO 50 LISTINGS a month and operating at a level where if you’ve sold only 12 listings two weeks in, it’s a trigger for you to ‘pick up your game’. Now imagine you do this without using a database and with the juggle of being a mum. Welcome to the world of Melita Bell from RE/MAX Success…
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Elite Agent
When an employee leaves
Regardless of the reason someone leaves your business, how you communicate the situation with your clients and the remaining team can have a huge impact. The procedure around a departing team member can essentially be broken down into three main processes – how you communicate the news to staff, how you communicate the news to clients and the recruitment process.…
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Elite Agent
Chris Hanley “Good Works”
CHRIS HANLEY IS THE DIRECTOR of First National Byron Bay, recent Order of Australia recipient and Byron Shire’s Citizen of the Year. To the real estate industry, though, he is a humble and generous leader and mentor to the mentors. Sarah Bell caught up with Chris in his hometown of Byron Bay to reflect on his life as leader of…
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EPM
How to Decide What You Want In Life
The reason most people don’t accomplish much or have much in their lives is because they haven’t decided what they want. Top body language experts Allan and Barbara Pease outline a proven way to do just with an extract from their new book, The Answer. Most people struggle with questions such as ‘How do you define success?’; ‘Who do I want to…
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Elite Agent
Time, Trust and Transparency
NIGEL DALTON IS PART thought leader, historian, geek, and agile promoter. Heading up the REA Labs in his new role as Chief Inventor he is at the forefront of technological change in the real estate industry. Samantha McLean sat down with Nigel to talk about the chemicals that bubble away in the lab and how they may be indicators of…
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EPM
USPs or UFOs?
MARKETERS AND TRAINERS ARE ALWAYS telling us we need a Unique Selling Point (USP) or point of difference when pitching for new business in property management. But so many property managers – and even business development managers – don’t really know how or why they are different from others, and most don’t know how to demonstrate why they should get the…
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Elite Agent
The Art of Retargeting Online
RETARGETING, SOMETIMES CALLED remarketing, in simple terms, helps you reach people who have previously visited your website by showing them your ads on other well known sites on the internet. Adwerx, newly launched in Australia, makes this process both simple and cost-effective for real estate agents. Samantha McLean sat down with Adwerx CEO Jed Carlson to unpack this exciting new…
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Elite Agent
Who is the agent of the future?
With the threat of online portals, ever-lowering fee structures and the potential that in 10-plus years up to 80 per cent of agents possibly won’t have a job, it is critical now that the agent of the future understands the key areas to focus on for greater success. Who do you really need to be? The new age of real…
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Elite Agent
Riding the wave: Josh Phegan
IF YOU WANT TO be successful at surfing the biggest waves in the world, you need to be able to read the signals. Likewise, learning to read signals from your prospective clients will help you to successfully deliver more sales and avoid a wipeout. Coach Josh Phegan explains. EVEN THE WORLD’S best surfers fear Hawaii’s deadly Banzai Pipeline. The surf…
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