OPINION
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Planning For the Best, Protecting From the Worst: John Knight
No one knows what’s around the corner with the Australian economy, but instead of planning for the worst and hoping for the best, Business Depot CEO John Knight suggests doing things a little differently. The real estate agencies who are ahead of the game are already looking to the future and are scouring their business models to identify strategies they…
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Trump: There is Nothing Certain But the Uncertain, says Tim Lawless
A new leader of the world’s largest superpower will always be accompanied by uncertainty, however the election of Donald Trump highlights (in the words of another Donald (Rumsfeld)) that “unknown unknowns” have been amplified. This means uncertainty. Trump is untested, unproven, and if the election campaign is anything to go by, spontaneous. While Trump’s acceptance speech seems to have calmed…
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How the US election will affect the property market: LJ Hooker
Today, as the world watched the US election unfold, LJ Hooker Head of Research, Mathew Tiller gave us some preliminary thoughts on the impact of a Trump win on the Australian commercial and residential property market. Says Tilley, “Nearly all parts of the Australian economy are intrinsically linked to the performance of the US; our equity markets take their direction from…
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When Does Customer Service Really Start: Mark McLeod
So much is written and discussed about customer service in our industry, says Mark McLeod, but the question is: when does someone start being our customer, and where – if ever – does it finish? At a recent international conference, I attended with a team from Ray White, this very topic was a major discussion point. I can’t help but…
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Are Buyers Harder to Please than Sellers?
Core Logic RP Data have just released their Buyers Perceptions of Real Estate Agents 2016 report and it provides some interesting reading. A companion to the 2015 Vendor Perceptions of Real Estate Agents, the report delivers key insights into how buyers rate agents in terms of quality of service and value. Here, Kylie Davis gives an overview of key findings from…
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What’s the market up to? Which market is that?
Property market observers are mentioning an apparent shortage of property listings through the spring selling season this year. Reserve Bank of Australia governor, Philip Lowe, has said that inflation is likely to remain low until the economy is such that it generates enough jobs to stimulate strong growth in wages. Until we get past the end of the mining boom…
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Real action needed to address housing affordability, says Grant Harrod
The sustained growth in house prices in the major east coast metropolitan markets is creating a housing affordability crisis that can no longer be ignored by both state and federal political leaders, according to LJ Hooker’s CEO Grant Harrod. The average house price now costs 12 times the average salary (20 years ago this was only four times) and with…
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Don’t let your clients be fooled by auction clearance rates
Signs that Sydney’s property market is booming should dismissed with clearance rates being partly responsible for skewing market perceptions according to Douglas Driscoll, CEO of award-winning real estate group Starr Partners. Agents need to remember that auction clearance rates cannot be considered the sole barometer for how the market is performing. Part of the role as an agent is to…
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What Really Helps You to Earn More?
Most of us have heard the lessons: get up early, invest in yourself and don’t watch too much TV (among others). While there are many professional elements that go into achieving the number on your group certificate – such as customer service, technology and branding – we wanted to find out about personal factors, the ones we can control like sleep, exercise, marketing and…
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Comment: Asian investor wave set to continue
The influx of Asian property investors into Australia and New Zealand will continue, according to Michael Davoren, Managing Director of RE/MAX Australia and RE/MAX New Zealand. Juwai.com’s presentation at the recent RE/MAX Australia and RE/MAX New Zealand rallies clearly showed that Chinese buyers have not allowed tumult around the world to daunt them in their pursuit of worthwhile property investments.…
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A new era for Australian banks?
After Australian banks announced they would restrict lending to foreign nationals buying properties, investors from China are more hesitant in response. Business futurist and thought leader, David Thomas of Think Global – who will be speaking at ARPM 2016 – outlines the way forward for the Australian residential property market and overseas investment within it. What happened? In April and May 2016, all major Australian…
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A Focus on Growth
AS RENT.COM.AU MOVES a step closer to its goal of becoming the ‘Home for Renters in Australia’, CEO and Founder Mark Woschnak shares his insights into the company’s seven-year journey and future vision. WE ARE AT the beginning of a significant, long-term growth phase for the property management industry. The type of renter growth anticipated nationwide highlights a noteworthy and…
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Housing affordability crisis causing entrenched social wealth divide
Douglas Driscoll, CEO of Starr Partners, calls for urgent Government intervention The housing affordability crisis is now one of the biggest issues in Australia, causing widespread social, political and economic implications, and according to Douglas Driscoll, CEO of award-winning real estate group Starr Partners, housing affordability is not just a problem for the young generation, it impacts other echelons of the…
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Planning Ahead: Revenue vs. Profit
WHAT SHOULD REAL ESTATE businesses be doing today to make themselves sustainable for the future? Paul Davies gives his opinion. THE MARKET HAS been very strong in most major centres across the country and, as ever with an extended robust period, there will come a time when the market slows down. There is a real possibility ahead for reduced activity,…
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Cattle, Community And Country Roads
AUSTRALIA IS A DIVERSE LAND and selling property in country areas poses different challenges to life in the city. Stroud is a small country town one hour north of Newcastle where the population is around 669 and the traffic jams usually involve cattle. Denise Haynes from R & R property tells it like it is. I GREW UP IN the…
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Turn of the tide in the real estate market: Mark McLeod
Watching the industry’s reaction to market change and what many people consider to be a challenging landscape has been interesting. Markets rise and fall, and that is the nature of our industry; but it’s how agencies react that will ultimately determine their fate. When the market rises, many hitch their wagon to the beast, but when it falters they find…
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Focus On the Fundamentals
WHAT CHALLENGES ARE in store for 2016 and how should you meet them? Peter Hanscomb of Belle Property says you need to deliver on core values and building lasting relationships. IF YOU WANT to be a successful agent over the next 12 months, you’ve got to focus on the key fundamentals of your business. Forget about whether the market is…
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Always be Questioning
One of my favourite movie scenes is the amazing Alec Baldwin in Glengarry Glenn Ross when he screams at the sales team, “It’s ABC – Always Be Closing – you close or you hit the bricks!” Aggressive, powerful, successful; but unfortunately in 2015 redundant. Don’t get me wrong; the ‘close’ is still an essential part of a real estate agent’s…
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Manage your stress levels for success
Real estate is a hectic profession, but you will be able to perform much better overall if you keep your stress levels under control. While being super organised will help, there are some extra things you can do that will help you attain peak performance. Exercise Scientist Emily Schofield explains. Acute and chronic stress affects many people to varying degrees.…
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If It Ain’t Broken… Break It!
In today’s fast-paced business world, ‘if it ain’t broke, don’t fix it’ is probably one of the worst philosophies you can hold if you want to stay in business says Fiona Blayney. Why do so many businesses continue to hold on to the ways of the past? I hear agents complaining about challenges like recruitment, retention, fee maximisation, increases in…
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It’s A Balancing Act
BELLE PROPERTY PERFORMANCE Coach Andrew Robinson suggests the best way to lead and motivate your team is by setting a good example which incorporates both building your personal business and spending quality time with your team. Successful agents andhigh-selling principals lead the majority of real estate businesses these days. Agents starting out need guidance and motivation, and they look to…
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Starting Small, Thinking Big
JOHN PERCUDANI OF REALMARK in WA looks back at the early days and forward to the next 25 years. GROWTH IS something for which all small business owners constantly strive. It’s something that provides the impetus never to rest on your laurels and continually to innovate, regardless of how well you may be doing. Earlier this year, Realmark celebrated its…
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Property marketing: an Augmented Future?
JAMES DEARSLEY IS AN Independent Technology Consultant for the real estate industry in the UK. In this article, he discusses the potential of augmented reality technology for property companies around the world. AUGMENTED REALITY, or the superimposing of digital imagery on your real world view, is not necessarily a new concept. In fact, rather strangely, it was first referenced by…
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Anticipate is The New Exceed
TROY HAZARD asks the question, “Is it enough to emphasise excellent customer service, or can we do more to meet our clients’ needs?” TWENTY YEARS ago businesses all over the world were using the same catch-cry to their teams: ‘We need to exceed our customers’ expectations in order for us to be the (insert industry or business category) of choice’.…
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Tactical Listing
JOSH PHEGAN EXPLAINS HOW client-centred tactics and preparation will win the listing every time. TACTICS ARE the key to delivering a winning listing presentation. Just as footballers would never run onto a field without a game plan, real estate agents should not approach a listing presentation without preparing their tactical approach. The listing presentation is your chance to win potential…
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Stay Humble, Stay Hungry
MEDIOCRE; IT’S A WORD MOST people hate. For real estate agents it’s a time, a phase in their career, they want to skip past quickly. Josh Phegan explains how you can make the big leap from good to great. SO HOW DO you leapfrog past the point in your career where things are moving along okay but not setting the…
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The top 10 qualities of the top 10 per cent
Michael Sheargold is a respected business coach and performance expert. He has completed thousands of coaching sessions in his career. How does your attitude and productivity stack up against the top 10 per cent in the industry?
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Putting affordability Front and Centre
NEWLY ELECTED REIA boss Neville Sanders discusses the goals for the national body in 2015. FIRSTLY, I AM VERY humbled to be in this role at what is a very important time for the sector. In 2014, REIA advocated strongly on critical issues nationwide, including housing affordability, the loss of first- home buyers from the market and foreign investment in…
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2015: Are you Ready?
PAUL MYLOTT, GENERAL MANAGER of Century 21 Australia, shares five resolutions all real estate professionals should make for 2015. SELLING REAL ESTATE can make for a hugely rewarding career. It’s a dynamic and exciting profession for many, which can often involve setting your own work hours and determining your own income to a large degree. How many other office jobs…
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Compliments of the Season
ANGUS RAINE, EXECUTIVE CHAIRMAN AND CEO of Raine & Horne has a couple of things on this year’s Christmas list. IT’S BEEN A FANTASTIC year for real estate markets across Australia and for the Raine & Horne network. Plenty of homeowners and investors have enjoyed excellent growth, while Raine & Horne has increased its reach with 25 new offices joining…
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View From the Top
ANTONIA MERCORELLA, THE NEW CHIEF EXECUTIVE of the REIQ, discusses her priorities for real estate in Queensland and her vision for her new role. REAL ESTATE IS a fast-moving game and modern agents need to devote considerable time and energy to keeping pace with the changes taking place in our profession. Technology is constantly on the march, performance measures are…
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Stop Calling People on Fridays
HIGH-PERFORMING AGENTS can usually reel off the key numbers associated with their business: appraisals per week, appraisal to listing ratio, average sale price, average commission and listing conversion rate. Do you know which activities work best at what times? Chris Chapman of Fletchers Real Estate says it’s about working smarter, not harder. ONE OF THE first things I was told…
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5 classic ‘fails’ of many business this year
Ross Elliott has some good advice for all small business owners this year; very relevant to maintenance of CRM systems and marketing for Real Estate Businesses. A new year awaits and prospects for economic improvement look good. Some businesses will grow, others will tread water, and some will fail. But more and more as I am involved with building business prospects…
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A Step in The Right Direction
The announcement last week by the WA State Government that it’s investing in 1,000 new and affordable rental homes is definitely a step in the right direction for a housing sector that’s under pressure on several fronts. The varying housing issues and trends in Perth are well-documented: high property prices, fluctuating rental demand and vacancy rates, plus local residential construction…
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Follow the Leader
In the most recent leadership spill Kevin Rudd managed to regain his title on his terms. Jason Hellyer draws some parallels between the recent political leadership spill and how agents should demonstrate a similar resolve with vendors. People seek leadership. Throughout history this has always been the case and I doubt it will ever change. Just last week I sought some…
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