PROSPECTING + LISTING
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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Josh Phegan: How to Charge More
With every real estate agency seeking to win more listings, top coach Josh Phegan says there are only two ways to increase profitability. You can focus on the competition, or you can focus on the customer. But choose wisely, as only one of them is responsible for paying your invoice. Our industry is obsessed with what the competition is doing.…
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Josh Pyatt: What I would do if I was new
I was once a newbie in real estate, like we all were. I’ve been through stages where I was on fire, listing and selling week after week, month after month, and stages where I struggled to create opportunities for myself, win business and make sales; call it the real estate salesperson roller coaster. In my first six-to-12 months in real…
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How Far We’ve Come: Josh Phegan
You can’t do anything in business or life without intent. To grow a great business you’ve got to have something that drives you. Whether you call it goals, a dream, vision, a purpose, mission, whatever it is, it needs to be the number one thing that drives all your activities. Josh Phegan explains what needs to come next to make…
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Josh Pyatt: 8 dollar-productive activities to help you get the listing
I always encourage agents at any stage of their career to meet as many people face-to-face as possible, because that is the nature of our business. The more face-to-face interactions you have with buyers and homeowners, the more business you will generate. Sitting at a desk making a few hundred calls a week is pointless unless you’re getting out there…
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Why Your Marketing Is a Long-Term Investment: Ash Farrugia
Every person I come across talks about how much money they’ve spent identifying potential vendors on Google, LinkedIn and Facebook. I don’t blame them; I use these services myself and they are effective platforms for securing leads. My concern is that agents are doing it prematurely. They are paying for contacts they don’t nurture and therefore the money they pay…
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How to Defend Your Fee: Belle Property Strathfield
After attending a training session conducted by Belle on ‘defending your fee’, Norman decided to go up against a local competitor who holds 23 per cent market share and offers 1 per cent commission rates (excluding GST). “We are above other agencies in terms of our premium branding and we felt our commission should reflect that,” Norman said. “When the commission…
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Solving the 10 Pain Points of Prospecting: Josh Phegan
Your greatest asset is your ability to learn. There can never be a day that you’re not learning something new; if that day comes it may be the beginning of the end. You need to have a lifetime of hunger, to push yourself beyond what you think you’re capable of, to allow failure and keep going. It’s not rocket science;…
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Tom Panos – Commissions Are In the Community, Not In the Office
“‘HI. HOW’S THE SALE OF your place going?’ One of three things will happen when you say this. People are going to say to you, ‘We’ve already sold.’ Some people will say to you, ‘We don’t have a property to sell.’ Some people will say to you, ‘It’s not on the market yet.’ Bingo.” This is one of the classic…
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The Difference between Prospecting and Nurturing: Josh Pyatt
How many times have you spoken to someone for the first time, whether it was in person or on the phone, and that person has committed to you to sell their property there and then? Probably not many, if ever, right? Real estate coach Josh Pyatt explains the key differences between prospecting and nurturing customers. I see a lot of…
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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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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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How Questions Can Help Build Rapport: Mike Irving
What is the number one skill involved in selling real estate? Getting listings? Finding buyers? Matching up buyers and sellers? Real estate agents who develop the skill of asking questions and truly listening to the answers are the most successful. Questions build rapport between an agent and a buyer (or seller), and rapport involves understanding. The more understanding between the…
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9 Most Common Cold Call Objections (And How to Tackle Them)
Many agents don’t like cold calling because it always seems to come with objections and rejections. But every good salesperson knows that a few objections is completely normal. Here are a few ideas for you to be able to get past some of the common hurdles and move your relationships forward. 1. YOUR FEES ARE TOO HIGH; I’M GOING TO…
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Making Every Prospect Count: Eddie Cetin
It’s a Saturday afternoon. You’re driving down a local street, which brings back memories of properties sold over the years. You suddenly screech to a halt: a competitor’s seriously large ‘For Sale’ sign has appeared outside a property you only appraised six months ago. You are mortified. How did this happen? Every agent has experienced one of those gut-wrenching moments.…
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Ask the Coach: Growing Your Business
Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process. How can I grow my business in 2017? – Giorgio Koula, Sotheby’s International As we head into the new year, now is an excellent time to review your business. Start by analysing your 2016…
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Ask the Coach: The Prospecting Mindset
Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process. Prospecting is a ‘dirty word’ – what can I do to change my mindset around it? – Andrew Burns, McGrath Hornsby Start by seeing prospecting as fun. Think of it as going into your…
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December: Wind Up or Wind Down?
Manos Findikakis from Eview Group says December is actually a good time to plan a pre-emptive strike while your competition is winding down. ONE OF MY FAVOURITE SAYINGS is to ‘zig’ when the competition ‘zags’, and December is one of those opportune times to do just that. As the majority get into the festive season and start to wind down,…
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