PROSPECTING + LISTING
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Claudio Encina: How prospecting has changed in 2022
Prospecting has changed a lot over the years and with the advent of social media there are even more channels for agents to generate leads. But as top coach Claudio Encina explains, the trap many agents fall into is as old as real estate itself - pushy selling. …
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3 steps to triple your prospecting results in commercial real estate
Success in commercial real estate requires doing what most people aren’t willing to do. …
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Marnie Beauchamp: Reinvent your listing presentation
Reinvention is all about reimagining and redefining what you do on every level. …
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Behind the scenes: How a $35 million-plus property sold in four days
Selling a property for more than $35 million in just four days might seem like a whirlwind feat, but as sales agent and The Agency co-founder Steven Chen explains, it’s years of experience and hard work behind the scenes that goes into a sale of this nature. …
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Tom Ferry: Four creative hacks to get more listings
YouTuber and real estate coach Tom Ferry has revealed his top four 'no-brainer' hacks to generate listings, which focus on convincing homeowners to show their intent to sell. …
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From Elton John to Gloria Gaynor: Tim McKibbin and Leanne Pilkington perform a mashup of the ’80s biggest hits
At the REINSW Awards on Friday night, REINSW President and CEO performed the ultimate mashup of 80’s hits, singing to the dance floor chart-toppers Don’t go breaking my heart, I will survive and YMCA. But the two showed a lighter side to their challenging roles this year by changing the lyrics to a tongue in cheek look at difficulties agents have experienced in interpreting changing rules in the past 12 months. …
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The importance of face-to-face connections: Geoff Trebble
After 38 years in real estate, Geoff Trebble has found the perfect balance between adapting to an ever-changing industry while maintaining traditional and still highly-regarded connections. …
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Tom Ferry: Four creative hacks to get more listings
YouTuber and real estate coach Tom Ferry has revealed his top four 'no-brainer' hacks to generate listings, which focus on convincing homeowners to show their intent to sell. …
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Why you shouldn’t put all your prospecting eggs in your listing presentation basket
If you have all your eggs in one basket, you're in danger of breaking them all at once. Agents do the same with listing presentations …
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How to beat call reluctance
Know you need to start cold calling your prospects, but can't actually pick up the phone? Jet Xavier shares his tips to beat call reluctance. …
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How to create engaging real estate video content that will generate quality leads
Jen Sylvester is a Massachusetts-based RE/MAX agent who has been developing her video content generation for the past eight years. She spoke to real estate consultant Katie Lance about how creating consistent and authentic content generates quality leads who are eager to work with you as an agent. …
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I went live on Facebook every day for 30 days, and here’s what happened
Elite Agent's Editor Samantha McLean completed a Facebook Live Video every day for 30 days. Here is what we learned. …
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How harnessing customer’s social media behaviours will benefit your business
With 95 per cent of the online population using social media, it is imperative to keep up with the current behaviours and best marketing practices in order to attract potential customers. …
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Building trust is the secret weapon to winning listings
New research from marketing automation platform ActivePipe has revealed the extraordinary power that staying connected and building trust has in helping agents win new listings. The Trust Report: What consumers want from real estate agents examined the factors that influence how people choose a real estate agent and what builds trust and drives loyalty, from deep-dive research with 124 property owners, …
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CoreLogic launches their digital RP proposals platform
CoreLogic has launched RP Proposals, a new digital solution that aims to streamline the real estate industry. …
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The interior design trends millennial prospective homeowners really want
Millennial interest in interior design trends has skyrocketed thanks to popular video-sharing app TikTok. So which styles are young prospective homeowners looking for? With millennial interest in homeownership sharply increasing, it is vital to maintain up-to-date knowledge of the latest trends, including in interior design. UK-based home insurer Money investigated which interior design trends have made the biggest impact this year, …
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Airtasker and Soho founder Jonathan Lui reveals major real estate website acquisition
Soho, an AI-powered personalised real estate platform, recently announced it has officially acquired Home Sales. …
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Market Buy and Podium join forces
Online offer management system Market Buy and review and text messaging service Podium have officially joined forces in a move they describe as a “win for agents”. …
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The dos and don’ts of SMS marketing
Podium has revealed the dos and don’ts of a successful SMS marketing campaign. …
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Five prospecting tips for 2021
Prospecting is an ever-popular topic in the real estate community, especially right now when we are all brimming with new goals and enthusiasm for the year ahead.But according to Dan Spencer, managing director of Activate Growth, agents are making it moredifficult for themselves, than what it needs to be.“There’s this idea… …
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The art of negotiation – find their motivation
Gino De Iesi is the Principal at McGrath Northcote. Here, he shares his tips for negotiating with potential sellers, and managing the expectations of vendors. …
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How Victoria’s #1 agent sold through Stage 4 lockdown
Michelle Stephens from OBrien Real Estate Carrum Downs has won Residential Sales Person of the Year at the REIVs two years running, taking out the latest award during a year of financial and mental upheaval, and forced lockdowns. Michelle talks to Elite Agent about how she managed to do an award-winning job in spite of all the turmoil. …
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The ultimate guide to real estate prospecting resources
We have trawled the Elite Agent archive, as well as the entire living history of the internet, to present both golden oldies and new thinking to help you gain inspiration in your real estate prospecting. …
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How do top-performing agents convert more leads?
The question of best practice in real estate towards seller leads has, until very recently, only been answered in anecdotes or personal stories. But new data now puts some quantifiable analysis behind the practices of top performers. It reveals that top-performing agents crush their opposition for three seemingly simple reasons. They attempt to contact every single one of their leadsThey make that contact really quicklyThey are legends when it comes to appraisals. …
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Knight Frank’s top predictions for commercial real estate in 2020 and beyond
The Australian commercial real estate market will see further growth in capital values and strong returns, as the impact of lower interest rates flows through and creates the conditions for yield compression, according to the latest research from Knight Frank. Ben Burston, Knight Frank's Chief Economist said "The Australian economy should gradually regain momentum in 2020… …
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The myth of urgency: When time is your friend
In our industry, and particularly in real estate sales, we guide our clients through periods of change. We are taught to act quickly as agents and, over time, our natural instinct kicks in to often tell us to act urgently. It's what we think we must do, which can cause us to adopt a mindset… …
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Using data to guarantee rent: LongView Real Estate
In Australia the traditional real estate model is changing with agencies employing in-house photographers, videographers, database experts, marketing and creative specialists. In November last year, LongView burst onto the scene in Melbourne, providing a data-driven agency focused on property investors. Co-founder Evan Thornley is a former co-founder, chair and CEO of LookSmart, a pioneer of internet search advertising, and Australia’s first NASDAQ-listed, …
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Byron Kerr: A new brand of leader
Byron Kerr isn’t afraid of declining stock levels. In the 2018-2019 financial year, when the Melbourne market was on a downward slide, the O’Brien Real Estate Mentone director and his team sold more properties than the year before. “It was a market with decreased stock levels of about 25 per cent,” he said. “Yet we increased market share by 12 per cent. …
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How a broker removes the stress from buying and selling a rent roll
Similar to an expert agent assisting buyers and sellers transact a property, a great broker provides clarity, comfort and a thorough understanding of the agency and rent roll sales process. Transacting an agency or rent roll is significantly more complex – and normally more risky – than a standard property sale. It’s surprising to see the number of principals transacting a rent roll or agency without expert help. …
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2019: The Year of the Buyer Database
As we approach the finish line of 2018, it’s an ideal time to reflect on our professional achievements. In any single year, a real estate agent learns so much, encounters their fair share of challenges and enjoys many satisfying wins. What hard-won learnings will you take from 2018 to propel you to greater heights in the coming year? What changes will you make to your technology, …
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Growth in a declining market
A property cycle follows market progression from the peak to the start of the decline, then from a declining market to the bottom before recovery and growth lead the way to hit the peak again. The distance between the peaks in any market is somewhere between seven and 12 years, and the great news is it’s getting shorter. Since the rapid uptake of mobile devices, …
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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 follow the same process to create a proposal. …
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How to get seller leads to come to you
Samantha McLean talks to realestate.com.au’s Rachel Morley, General Manager for Leads, and Gina McCartney, Executive Manager of Marketing & Events, about what’s in the pipeline to help agents connect more meaningfully with both buyers and sellers on the platform, and how to get the most out of these new products. If you’re a real estate professional, looking for more qualified buyers and sellers, …
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Don’t lose your next listing: Adam Flynn
As real estate agents, we all know that errors can be costly. Small mistakes can cause us to lose clients, listings, commissions and even the reputation we’ve worked so hard to build. The problem is that many of us only identify our mistakes long after the damage has been done. But it doesn’t have to be that way, as Adam Flynn explains. …
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