EA18
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EPM
What’s the next step for your career?
From a humble property manager in suburban Perth over 20 years ago to an awarded industry influencer and thought leader working with international real estate companies, I am truly grateful for where my career has taken me. By continually planning, risking, investing, discovering and believing in yourself, you too can achieve this same success. To take your property management career…
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EPM
Is it time to sell your property management business: John Rigby
You might there’s really only one way to sell a business: the buyer makes an offer, the seller accepts the offer and the deal is done. Easy, but incorrect; there’s a little bit more to it than that. The first question you need to answer is what are you selling – the asset, or the shares?
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BEST PRACTICE
How to Grow Your Business in Less Time
1 MODEL SUCCESS If you look at many of the top agents in Australia, the one thing they did was find somebody who was very successful and work for them. This way they learnt from the best and grew their business on the experience of the super-agent. Not always easy to do, but if you are serious there’s no shortage…
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LEADERSHIP
The Long-Service Myth
Long-service leave is practically a myth in today’s jobs market, where the common trend amongst Australian workers is to change jobs instead. I am constantly faced with questions and statements by prospective employers, such as ‘Why have they moved around so much?’ or ‘Their CV is too jumpy’. As a collective, I think it’s important that we all understand what…
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Elite Agent
Know Your Customer: Using Data to Build Trust and Advocacy
In a notable change in direction to the spiralling property values of late, the latest CoreLogic data has revealed a 1.1 per cent drop in dwelling values across five capital cities in the past quarter, with Sydney down further at 1.6 per cent. It’s only a small decline. But at a time where housing affordability challenges, home loan interest rate…
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LEADERSHIP
What’s Your Workflow?
Let’s say, for argument’s sake, someone started writing $1 million GCI in their first or second year. Logic would tell you the suburb or suburbs they work in didn’t start producing an extra $1 million of GCI because agent X started working in the area. So who did they take it from? In simple terms, they were able to take…
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EPM
Daily Grind or Career Defined?
Do you go to work and do the necessary to take home a regular paycheck at the end of the week? Or are you goal-oriented, performance-based and passion-driven? When you are passionate about a career as a BDM, it shows as you build long-lasting relationships that will take you far beyond what others consider the daily grind. I believe a…
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Elite Agent
Work Smarter, Not Harder
Many things work against the agent when it comes to achieving a life in balance, most notably onerous administration, clumsy technology and internal systems that burgle your time, taking you away from the people and activities which bring you joy. It’s this very lack of time – a poverty of personal resources – which makes us feel under pressure and…
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EPM: BD & Growth
How persuasive is your listing presentation?
At the beginning of the year I joined Toastmasters. With the growth of Rent360 I am having to present to advisory boards, investors and so on; I wanted to be able to think faster on my feet and be comfortable getting up and speaking clearly and convincingly, whether it be in front of one or 500 people. Recently I had to…
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EPM: HR and Recruitment
Losing It: Perspective and the Property Manager
Times of stress and demand, such as the start of each new year and the close of each financial year, can take their toll, both psychologically and physically, on even the most experienced of property managers. Choosing to power on without time for recuperation can quickly lead to serious illness and depression – all of which take you out of…
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FEATURE INTERVIEWS
People First: Nathan Najib
What was your first job and what did it teach you? At 13 I worked at an internet café, cleaning and tidying up after the customers and occasionally standing by the door greeting people. I learned three profound lessons that have shaped my working life: hard work, attention to detail and customer service. This shows in everything we do at…
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LEADERSHIP
Ready, Set, Start!
Many a successful salesperson has walked into my office exclaiming, ‘I’m ready to start my own office’. Many do start, but not all survive. It’s not uncommon to hear a new principal declare it is not what they thought it would be and ‘I just want to sell again’. Firstly, I do not think selling and being a principal are…
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TECH + SOCIAL
Putting Some Spring into Your Marketing
1. YOUR PROFILE AND HEADSHOT Authenticity is key here. There’s nothing worse for a prospective client to read or see your profile and find it doesn’t match the person they meet in real life. Worse still, your information is not current or up to date. Take time to review and identify your value-add proposition to prospective clients, including: What is…
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EPM: Leadership
Rebecca Freeman, LJ Hooker Residential Perth
Tell us a bit about yourself and your role at LJ Hooker Residential, Perth. I’m 37 and have been working with LJ Hooker for 18 years. I moved to Perth and joined the team here seven years ago, and I absolutely love it. Having grown up in southeast Queensland on the beaches then lived in Sydney for six years, I…
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EPM
Why Tech Is No Threat to Property Managers: Alister Maple-Brown
Since its explosion in the 90s, technology has become central to everything we do in property management, and in business today. Completely changing the game was the iPhone, invented 10 years ago, which gave us access to the world in our back pockets. But will technology ever completely replace property managers? Absolutely not. The rate of change when it comes…
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SELLING + MARKETING PROPERTY
The Front Window Wow-Factor
I remember years ago first coming across the marketing maxim that ‘doing business without advertising is like winking at a girl in the dark… you know what you’re doing, but nobody else does’. It rang true then and is as valid today, particularly with the shopfronts of businesses offering a great advertising medium that, when used correctly and creatively, will go…
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EPM
Tennis or Paintball?
COMMUNICATION WITH clients is key to succeeding in our industry, as we have all heard. However, many workshops and seminars fail to give us critical information on what to say within the conversation to achieve the goal, or how to get our message across effectively. Rebecca Fogarty explains how to serve up a great dialogue. WE HAVE BEEN told to…
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FEATURE INTERVIEWS
The Un-Million Dollar Agent: Alexander Waters
Tell me about becoming a million-dollar agent. I basically worked about four years of normal working hours in that first two years. I was switched on all the time and shut myself in, doing the job, getting the next listing, transacting. There was almost a sense of anxiousness if I wasn’t doing something work-related like being on the phone. It…
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EPM: Leadership
Behind Closed Doors
Sitting here in a café in Melbourne, grabbing a quick breakfast before I head to training for the day, I am surrounded by people doing the same. Same same but different. My lady friend to my left (yes, you’d be right to imagine me being that person who strikes up a conversation with anyone) has been patiently waiting for her…
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Elite Agent
Getting to Know Gavin Rubinstein
To look at Gavin Rubenstein’s stellar career so far you would hardly believe that he started his working life at McDonalds. But he says it taught him early on about what good customer service really is. “I’d highly recommend young people start out there regardless of what industry they desire to work in,” he laughs. Despite operating in one of…
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Brand Editorial
10 Ways to Reclaim One Hour per Day
TIME IS THE great equalising currency of all people, of all nations, across all ages. How we value and spend time is the critical difference between those who achieve their goals and those of us who may be really busy, but getting nowhere. Looking at how we spend time and the output we are actually achieving from our energy spent…
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CUSTOMER SERVICE
Winning Big
Let me tell you about an amazing App for your phone. You don’t need to download it from the App store; it’s already there and it’s the best way to get organised in the new financial year. I’m amazed by how many people wait until the end of the calendar year to reflect on achievements and set goals for the…
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BEST PRACTICE
Kondo: The Joy of Decluttering
Kondo says tidying must happen before moving house. Not only does a well-maintained home become more attractive to buyers, but it also helps clients find their next perfect home based on what they really need to take with them. After reading Kondo’s best-selling books, The Life-Changing Magic of Tidying and Spark Joy, I’ve condensed her main principles into five steps that…
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TECH + SOCIAL
Internet Trends 2017: Anton Babkov
Mary Meeker – an American venture capitalist – gives an extraordinarily comprehensive report on the state of the internet and technology once a year. Her Internet Trends report for 2017 is a 355-slide mammoth – focusing largely on video gaming, online advertising and the adoption of technology in China and India. However, there are some salient points that we should…
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Profile
Agent Profile: Sam Bevan
Drawn into real estate by chance, Sam Bevan is now making her mark. Having started out on reception, single mum Sam gradually made her way up the ranks and is now a property consultant with Abel McGrath Claremont in Perth, WA. After just 18 months in sales Sam has written about $220K in GCI, and says that everything she has…
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EPM
Balancing People and Purpose: O’Brien Real Estate
It was Peter Drucker who said that ‘Culture eats strategy for breakfast’, yet the founders and co-directors of O’Brien Real Estate, Dean O’Brien and Darren Hutchins, find a way to balance people and purpose. Sarah Bell caught up with the leadership duo who demonstrate the potential that can be realised when culture and strategy have breakfast together. “I think with…
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EPM
Camera Snaps and Cling Wraps – 10 Clever Ways to Help Your Tenants ‘Hack’ Moving Day
Recently Direct Connect ran a ‘moving hacks’ competition on NovaFM to encourage people to share their top tips and tricks for moving house, with the winner receiving payment of their electricity bills for a year. While everyone understands the reality of moving is never simple, Direct Connect have been doing their bit to help make it easier by sharing information,…
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Elite Agent
The Softer Side of Social Media
IT’S TEMPTING. You have a few followers on social media and you just can’t wait to tell them about your amazing service, results and listings. Unfortunately, this approach seldom works on social media and self-promotion can alienate and annoy your audience. HARD VS SOFT SELL MARKETING Hard sell marketing is when the marketer or business gets straight to the sales…
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LEADERSHIP
Why Am I Here?
AFTER 17 YEARS IN REAL ESTATE, business coach Jacob Aldridge has sat through more than 6,800 meetings. You’ve probably been to a few yourself. If you’ve ever found yourself asking ‘Why am I here?’ you need to check out these five steps to making meetings more productive and valuable to all participants. HAVE YOU EVER been to a meeting that…
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Elite Agent
Reviving Industry Wellness: Why the Real Estate Industry Needs to Take Action
AS PROVIDERS OF PROFESSIONAL services, the wellness and well-being of people in real estate needs to be a core consideration of industry sustainability. We’ve been focused on the digital and the dollar while a silent epidemic affecting the physical and emotional health of our agents, principals and property managers appears to have crept in at higher rates than other industries.…
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Elite Agent
Team Building: What’s Stopping You?
THE TREND TOWARD having a high-performance team around a lead agent is only at the infancy stage of opportunities this type of arrangement can deliver. If you’ve been putting off reinforcing your business because of cost or some other reason, coach Nick Boyd says it’s time to look at things in a different way. A CROSS THE INDUSTRY the majority…
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