EA25
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EPM: Feature Interview
Enjoying the journey: Steven Richter
Tell us a bit about yourself and your role. I’m currently employed as a part-time sales consultant at one of the oldest residential real estate agencies in Hobart, Elders Brown & Banks. My role here is to help people achieve their goals when it comes to the buying and selling of property. At the moment, it’s a huge learning experience…
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EPM: Feature Interview
Delivering excellent customer experiences: Natalie Doolan
Tell us a bit about yourself and your agency. Born in Newcastle, I grew up in Lake Macquarie, the youngest of three. I spent my 20s living and working in Sydney and had a blast! When it was time to start a family my husband and I moved back to Newcastle. We love the space and lifestyle! At Carnelian Property…
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EPM: Feature Interview
From radio to real estate: Malama Psarianos
Tell us a bit about yourself and your role at Raine & Horne Penrith. Over the years radio and television have been my passion. I studied journalism and marketing, throughout my career I was the first female presenter at 2WG in Wagga Wagga, worked for John Laws and also read regional news and weather for Prime. When I moved into…
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EPM: Technology & Social
Build your BDM profile through video
Every day I have BDMs telling me that they want to do more videos to promote themselves and educate their clients, but have no idea what to say or where to even start. My first piece of advice is just to start. It won’t be perfect in the beginning and, to be honest, would you really want it to be?…
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EPM: Leadership
What strategies you need to transition into a leadership role
Many property management business owners want to transition from managing operational tasks to managing their overall business, but don’t know how. They are worried that if they no longer deal directly with clients, the same level of service and results will not be maintained. If this sounds like you, here’s how you can successfully transition to a leadership role in…
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Elite Agent
Why should clients give you their data, and how should you use it?
Once upon a time in a land far, far away, a law firm found itself in hot water for using location-based marketing around hospitals. They had geo-fenced a Hospital Emergency Department, allowing them to target advertisements toward patients’ phones for their personal injury litigation services. I’m sure someone thought it was clever marketing to a bunch of semi-qualified prospects.
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EPM: First Person
Will you survive the future of property management?
The way we do things, the technology, software and apps we embrace, artificial intelligence advancements, legislation compliance and the way we communicate and operate a real estate/property management business have rapidly changed and will continue to do so. Before we know it, there will be an Uber-like disruption, unless we stay current, connected to our clients and understand that property…
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EPM: First Person
The secret to handling change: Fiona Blayney
A single woman doesn’t really need a 4WD, especially when she has nothing that needs carting around in the back of it; a laptop can surely fit in the front seat. After caving to the advice of Dad when I returned from my backpacking adventures, I bought that sensible Green Corolla Hatch instead of the Jeep Wrangler I so desperately…
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EPM: Productivity
How to build an effective workflow (and why you need one)
There are a growing number of digital tools that can help a property manager improve workflow to drive efficiency. However, as property managers we have a tendency to want to complicate processes, which can result in clunky workflow and long nights of eating dinner at our computer. Over the years I’ve spent a lot of time auditing property managers and…
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FEATURE INTERVIEWS
The real estate veteran flipping the script on tech: Jane Doogan
Jane Doogan is the first to admit she doesn’t look like a tech-fan. In fact, at 73 you’d be forgiven for expecting the LJ Hooker Nerang sales associate to be a technophobe. Instead, the industry veteran of 30 years is among the first agents in the country to trial RITA, a real estate digital employee that uses Artificial Intelligence to…
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EPM: Feature Interview
The Cimino Connection
If property investment is a numbers game, Michael Cimino is superbly positioned to lead the field. Having spent much of his career as a financial service professional with ‘big four’ practices, he was persuaded to leave his high-profile role at a nationally recognised superannuation consultancy just under 12 months ago to head the property management division of burgeoning Melbourne business Inner…
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BEST PRACTICE
Why you need to be tech enabled: Mark McLeod
I recently attended the Inman Conference in San Francisco and witnessed the ongoing debate over disruption and technology in our industry. Let’s start the discussion by asking what technology enables us to do. From our perspective it’s designed to get our people to talk to more people, at the right time. But despite technological advances, human connection still needs to…
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EPM: Productivity
How healthy is your PM department?
Cough, cough. Splutter and sneeze. It’s not only your property managers who need to up their dose of Vitamin C and ensure they get their flu jab this season. Unbeknownst to you, your property management department may be in less than tip-top shape. A sickly rent roll may be underperforming for many reasons, potentially losing you money each month, causing…
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BEST PRACTICE
Why you need to embrace the future or risk being left behind
In recent years, I have watched audiences at conferences become fascinated with messages from futurists. They have challenged our minds with stories of artificial intelligence, driverless cars and drones delivering our Amazon orders. They talk about a new generation that is growing up and has always been able to interact with their device. The studies show they are now dramatically…
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EPM: Technology & Social
How to get more buyers through your listing
When you get a vendor who is willing to invest in social media, you want to make sure you are maximising the return for them. You also want to make sure that the leads generated are captured and that you are able to start converting them into either buyers or future sellers. We have outlined below one of our most…
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EPM: Technology & Social
How to unlock your technology superpowers
While it can’t magically give you more time, the right technology can help you do more and provide your customers with a valuable and personalised experience. But there’s no point simply using technology for technology’s sake. The value of implementing the right technology lies in its ability to save everyone time, over and over again. Here are three ways technology…
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BEST PRACTICE
Four ways to thrive in a changing market
Throughout most of Australia’s major cities, one factor rings true: market conditions have changed. As any seasoned agent knows, change is immutable. It’s the only thing you can rely upon. Signs that change has hit your agency include fewer properties coming onto the market, longer days on market, lower auction clearance rates, circumspect buyers and fewer overseas investors. Paired with…
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BEST PRACTICE
5 ways to improve communication in your team
The more I work with agent teams (of all sizes) the more convinced I am that communication is the underlying problem to many frustrations, disappointments and confusion – not to mention wasted time with interruptions, crossover and repeated information. As you may know, I am obsessed with reducing wasted time and increasing productive time, so I am always looking at…
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TECH + SOCIAL
The robots are here, Is your business ready?
It only seems like yesterday that 3D tours, virtual reality and drone photography were the latest and greatest trends in real estate technology. Cutting edge no longer, these tools have been swiftly pushed aside for artificial intelligence including voice-activated real estate searches, Mandarin-speaking robots and a host of digital assistants. Predicting Values And wouldn’t you love to be able to…
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EPM: First Person
Why you should switch off your phone
Our love of the bells, dings, whistles supplied by technology has created an addiction. As a result, we find that our brains are in the process of being rewired to cope with the demands that technology places on our everyday lives. Recent studies have shown that our physiology has evolved, leading to altered memory, sleep patterns and even our attention…
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EPM: Technology & Social
Why you need to be an early tech adopter
Because we cannot see into the future, predictions tend to be vague. Economists predict you’ll need to be agile and adaptable, and that you’ll have to ‘deal with information’. These are conceptual ideas. They don’t tell us what will happen to our spreadsheets. They don’t indicate if we’ll still need a virtual assistant in two years. The tech providers making…
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BEST PRACTICE
Five tips for building a sustainable business
After years of rising growth, which some would say were boom market years post-GFC, things were bound to re-adjust. During the good times, we saw the emergence of the million-dollar agent and TV shows of the same name. Seminars and coaching all reflected this new breed of agent and what was possible in real estate – including French champagne and…
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Sponsored Content
How to build customer loyalty with diversification
Diversification isn’t a new concept; almost every agency offers both a sales and property management service, after all. But tech tools can take this much further. You don’t have to use one to use another, but together these tools help you provide a great customer experience: from the first touchpoint, through to moving day and beyond. Meet sellers on social media…
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Sponsored Content
How to create a winning proposal
A proposal is one of your first opportunities to make a lasting impression on your client. A proposal that is bespoke to your brand and designed so your clients can interact with it has the potential to win listings. The best agents produce not only offline printed proposals, but online proposals that are mobile and desktop friendly too. Traditionally, agents…
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EPM: BD & Growth
How to find your 75 things and secure more business
Property management has and always will be about serving people. We can get so caught up in a world of legislation and compliance, that we forget many of our landlords aren’t always aware of what we do and why we do it. Property managers have an opportunity to exceed expectations and deliver an exceptional consumer experience by having a point…
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BEST PRACTICE
Josh Phegan: What problem are you solving?
The last 10 years have radically reshaped the way we live. The adoption of mobile phones, socialisation of our relationships and the amplification of remote work have also changed the way we do business. Software is eating the world. What was once done by a team of people is being automated, forcing fewer people in the process to deliver the…
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EPM: BD & Growth
Do you want insurance with that?
Upselling, value-adding and alternative income streams are all part and parcel of modern-day business. The business growth strategy du jour is ‘adjacencies’. Adjacency is a strategy where a company looks outside its boundaries for new sources of income, moving into related areas that use and reinforce its core business. In real estate, the most common partnerships are with related services…
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Elite Agent
Big on data: Edward Smyth
Edward Smyth hasn’t been in real estate that long, and entering the industry wasn’t initially on the cards. “When I was younger I wanted to be a professional footballer; my dad used to be one,” he laughs. “I’ve played for my country [Northern Ireland], but then my dad said that I wasn’t good enough – so he sent me to university!”…
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EPM: Leadership
How to maintain your agency’s value in a softer market
As markets cool across the country, conversations are being held around the impact this may or may not have on the value of real estate businesses. To put this in perspective and to provide a greater insight into the level of interest this is creating, we have conducted more agency and rent roll valuations in the last three months than…
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Brand Editorial
How Dexar Group are capitalising on AI
On 10 August this year, Dexar Group unveiled its first sales project involving artificial intelligence. Launched at The Grounds development in Canberra, the initiative saw a virtual assistant employed to handle initial sales queries and assist in providing real-time information. Within two hours of the site’s launch, the team had its first sales lead. By Wednesday the following week more…
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LEADERSHIP
How a recruiter can help you build a stronger team
The generalised reputation of recruiters enters a room well before the consultant does. In fact, the taglines ‘no recruiters please’, ‘we aren’t using recruiters any more’ or ‘thank you, we will contact you if we don’t have any luck’ are often the first words we see on advertisements when job hunting. The reason for this is that there’s a mistrust,…
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EPM: Feature Interview
Learning to fly: Tameka Smith
Taking out the number one spot in PM Transform 2018 wasn’t the goal for Tameka Smith when she decided to enrol. The director of Key2 Property in Launceston didn’t even realise the program had a competitive aspect, just entering because of her love of training. But her dedication to betterment in both herself and the industry saw her top the leaderboard.…
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Sponsored Content
Harcourts Walk A Mile In Their Shoes for charity
Stilettos and platform heels aren’t typical attire for your average male real estate agent, but on 31 August those very shoes were the most important piece of clothing for Harcourts agents. At six locations around the country more than 500 Harcourts real estate agents, of both genders, teetered down busy main streets as part of the annual Walk A Mile…
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BEST PRACTICE
5 reasons your business has no cash in the bank
No one expects you to work for nothing, but principals are often surprised by how much they really take out of their business in a year. The answers are hidden in your balance sheet but, because this is rarely looked at or understood, you are left in the dark. If wages or commissions are taken from the business by the…
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BEST PRACTICE
How to secure more business by becoming the easy choice
Let’s say you have been invited to a corporate event but the football game is on and you don’t really want to miss it. What do you do? You justify to yourself that missing one event is not going to jeopardise your work commitment and really, no-one will mind one absence. This is what psychologists call cognitive dissonance. Two thoughts…
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