EA32
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Elite Agent
Diane Witney: Matching a buyer to a perfect home
What was your first job? I am a forward-thinker, so my first job was the result of a work experience opportunity through a program run at my local high school. I had no real intention of becoming a pharmacist but wanted a permanent part-time job working Thursday nights and Saturday mornings at Miranda Fair. So I did the work experience…
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EPM: Ask The Expert
How to achieve the best outcome of your lead source through dialogue
Q: My BDM seems to be avoiding prospecting. Initially locating leads and having access to data was the challenge (excuse) when not hitting prospecting targets, but now it seems she is struggling with dialogue. What do you recommend? A: When it comes to dialogue, keeping it simple makes it effective for the potential prospect and more natural for the prospector.…
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TECH + SOCIAL
The tech platforms that will change your results
Real estate is changing rapidly, and it is often difficult for agents to keep abreast of what’s new, what’s hot and what’s not. I’ve been in the PropTech world for a few years and have taken a keen interest in this space. I’ve watched many applications come and go, but it’s the ones that stick around that you need to…
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EPM: Productivity
Reboot for results
With the new year fast approaching, now is the perfect time to reboot your property management business. Here’s how you can reconnect, review, redevelop, redefine and readjust your business’s vision, targets and goals so that you can achieve even better results in 2020. RECONNECT WITH YOUR ‘WHY’ Reconnecting with your ‘why’ allows you to reignite…
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LEADERSHIP
A new direction
If you visited Direct Connect’s stand at AREC this year, you would have noticed something different. While other real estate related companies had branded pens, keyrings and mugs, the moving services company hadn’t produced any merchandise to give away. In a market where competition is increasing, and brand awareness is as important as ever, you’d…
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EPM
Nothing routine about this inspection
Property managers are often faced with the unenviable task of educating investors and owners on how a property will deteriorate with age and wear and tear. A property manager on a recent online forum summed it up perfectly with an analogy of getting a car serviced. Everyone gets their car serviced and invests money into…
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SELLING + MARKETING PROPERTY
Push past the plateau
A logical path often leads to an illogical outcome. What does that mean? Let me explain. Our rich industry data shows a high percentage of agents will plateau in their fourth or fifth year in the industry. This is where the illogical outcomes start. Logically, a business that has been in the market a while should be growing. You would…
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EPM: First Person
Predictable growth
Just when you thought you had all of the pieces of the puzzle together, another tech program is released, legislation changes and you are in a spin. Clients’ expectations continue to rise, and it can be hard to find time to grow your rent roll. This year I have spent time ensuring the predicable has…
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BEST PRACTICE
Daring to dream
Real estate is an industry where anything can happen. I didn’t truly understand the depth and breadth of the industry until I joined the Harcourts business last year. Coming from a family who actively purchased and invested in property, I had a deep interest in real estate from the outset. To pursue a dream of working in real estate, you…
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LEADERSHIP
AI and the bottom line
With the introduction of Artificial Intelligence in business comes the challenge of what to do with the humans no longer needed. When it comes to supporting businesses, often we talk with clients about the best course of action for them. Perhaps surprisingly, it isn’t all about immediate bottom-line gain. According to the World Economic Forum Future of Jobs Report 2018,…
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EPM: Productivity
Standing out from the crowd
Being a property manager, leader or a business owner might seem overwhelming at times. There is so much competing information, content and choices to be made. It can be hard to know where to start and what to prioritise to get the best outcomes, stay relevant and keep our clients happy. There are five key areas we need to consider…
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FEATURE INTERVIEWS
Home is where the heart is
Holly Komorowski wouldn’t be where she is today without a couple of chooks, a lot of heart and a Nike “Just Do It” attitude. Synonymous with innovation in Canberra’s competitive real estate market, Holly has won the 2019 Gold Area as Agent of the Year at the Annual REA Excellence Awards. Taking out the top gong at the industry’s night…
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BEST PRACTICE
Good things come to those who wait
He who cannot obey himself will be commanded. That is the nature of living creatures.” – Friedrich Nietzsche If you think of elite sportspeople, famous actors, successful entrepreneurs and top real estate agents, what is it that they have in common? It is their ability to make a high-level commitment to a goal without getting an immediate reward, pleasure or…
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BEST PRACTICE
How to get paid what you’re worth
Right from the beginning, you’re on the back foot. “We’ve got three other agents coming to give us a quote, what’s your lowest fee?” The client has hit you with this before you have said anything, so what do you do now? Your perceptions, not to mention how you feel and what you think, have been influenced and all you…
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LEADERSHIP
How to build a recurring revenue stream by changing your purpose
The brands and people that move any market are customer-obsessed. They put the customer at the centre of everything they do. The future of our industry is to realign our purpose rapidly. The sales pitch has driven our business models. Our purpose has been to maximise the saleable value of the asset at the point of sale. But what would…
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EPM: Best Practice & Legislation
Five big issues that affected the real estate industry in 2019
The real estate industry is never stagnant. It is impacted by regulation changes, the rise and fall of the economy, buying motivations and the generosity of banks. Heck! Mother Nature can even wreak havoc and play a part in the way we buy, rent and manage property. This year has been no different. There have been ups and downs, and…
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LEADERSHIP
How to make 2020 your best year yet
Peter Gilchrist doesn’t mince his words when you ask him about goal setting. “I see goal setting as being a crock,” he declares in his typical no-nonsense manner. “So many people believe that if you write a goal, then it’s real. “In reality, it’s nothing. “It’s just a number on a piece of paper.” A renowned real estate coach with…
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FEATURE INTERVIEWS
Staying in one lane and making it count
What a difference 23 months makes. In January 2018, Jye Read was down on his luck. Stuck in a hospital bed after being diagnosed with Type 1 Diabetes, the O’Brien Real Estate agent knew something had to give. Call it a cliche, but the then 22-year-old knew this was a make or break moment. What…
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FEATURE INTERVIEWS
Designing for delight
Chuck McDowell won’t be taking a long holiday this Christmas. Yes, the MRI Software Senior Vice President, will make a quick trip across the Pacific Ocean to see family in Atlanta, Georgia, but then he’ll be straight back to work. MRI Software acquired homegrown property management software solutions company Rockend in July, which means Chuck (officially named Charles) is more…
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SELLING + MARKETING PROPERTY
Clock’s ticking – And the term days on market is changing
The concept of days on market seems pretty straightforward. The property goes live and the clock starts. If we go back to the turn of the century, many offices would boast of 45 days and 50 days on the market. As auctions became more prevalent and on-trend, this shortened to 27 and 30 days. But…
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Elite Agent
33 tips to own real estate in your local area in 2020
The first step to making next year your best year in real estate starts now – take a break. Christmas is the best time to take a break as most of your sellers and buyers will be doing the same thing. They expect you to spend time with your family and friends because that’s what they are doing too. Try…
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EPM: First Person
How to make Mission 2020 into Mission Possible
When people have asked me in recent months how I am, one of my go-to responses has been ‘excitedly exhausted’. While 2019 won’t go down in the books as the best year in my life, I am learning to find the gifts within it. That’s what you’re meant to say when things have been tough…
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BEST PRACTICE
How to build better relationships with your agents
A new year generates a feeling of a clean slate; a time to reset and reboot. Traditionally, business owners and leaders take this time to plan their goals for the coming year – mainly financial. But we are coming off nearly two years of a market that has been incredibly challenging – not just for business owners but for agents.…
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EPM: Productivity
Two things that grew rent rolls this year (and one that didn’t!)
The end of the year is the perfect time to examine what worked and what didn’t when it comes to growing rent rolls. I worked closely with owners in the start-up stage of growing their rent rolls (pre-200 properties), and it was clear two things made a significant difference in growth over the past 12 months. Interestingly, there was one…
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FEATURE INTERVIEWS
2020 vision: Dean Mackie
This year at Christmas, the property management team at DiJONES Neutral Bay will be taking a decent break. Incredibly, for almost 3000 properties under management, they will only need one property manager to log in for one hour per day over the holiday period. For Dean Mackie, CEO of DiJONES Lower North Shore, this type…
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Elite Agent
You ain’t seen nothing yet: Ray White Norwood
In Adelaide’s affluent east, Ray White Norwood has quickly established a reputation as a growing agency that people want to sell with and agents want to work for. Talk to owners Sam Brincat and Jason Spagnuolo, and it soon becomes apparent this renown is no accident. It’s equally likely they’ve only just begun to make their mark. Early next year business partners Sam…
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