Cover Stories

  • When Lisa Totaro first started in real estate fresh out of high school, she knew sales was the place she wanted to be. Now, just eight years after becoming an agent, Lisa is at the top of her game. Last year she was the only female to rank amongst SQM’s top 10 agents Australia-wide. This …

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  • Glen Coutinho recently sat down and penned a quick letter. It was a short note to his first ever client in real estate, thanking him for his support. “I hope you’re enjoying your home,” he wrote. “Just letting you know I’ve been in real estate for 30 years now, but I wanted to remind you …

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  • Ercan Ersan’s recipe for real estate success is threefold: bricks and mortar, people and technology. A circular formula where one ingredient complements the next, it’s getting the quantities right that the Ray White Erskineville director says is the tricky part. “I don’t think you should ever lose the human element in real estate,” he says. …

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  • 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 …

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  • As I write this, it is 9:04pm. It’s one of the last things I’m doing for the day. At approximately 10:30pm, I’ll go to sleep listening to a spiritual podcast. My final thoughts will enter my normal nightly ritual which I repeat to myself: ‘God, this is your shift now. I’m going to sleep.’ At 5am …

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  • When First National Byron Bay principal and director Chris Hanley speaks of his agency, he talks in terms of the “likeable people” who make up his team. “Basically, they’re just good people who happen to be real estate agents,” he reflects. “We have four women who have made a huge contribution to us being named the …

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  • As a teenager Sean Hughes was a “hustler”. Don’t worry, we’re not talking anything illegal. Just good, common-sense entrepreneurship – with a dash of cheekiness thrown in. After all, you’ve got to have a bit of pluck to save the $12,000 deposit needed to buy your first house when you’re just 16. “I was a little hustler back in the …

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  • Megan Jaffe learnt an invaluable lesson early in her working life: Be true to yourself. It was a message that came to her time and again in the final words of the patients she nursed as a young health professional, and it’s a philosophy she continues as she leads Australasia’s most successful real estate agency, Ray …

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  • Altman Brothers

    Mention the names Josh and Matt Altman, and a room full of real estate agents is sure to tune in eagerly. The Beverly Hills and Los Angeles luxury real estate agents are the stars of reality television show Million Dollar Listing Los Angeles. With the brothers set to tour Australia’s east coast in March, Nikki …

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  • TRANSFORM MASTERS Champion 2017 Kylie Maxwell from LJ Hooker Queanbeyan was not part of the original #SuperSix chosen to compete in this year’s program. But showing consistency, experience and an extra special care factor for both business and people, Kylie ‘stole the show’ and made it her own. Here are some of the highlights of …

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  • PRINT MEDIA, DOOR-KNOCKING, letterbox drops and handwritten notes: it sounds a bit like a coaching mixtape from way back. While everyone expects the younger generation to be behind a tablet or mobile, these agents who are the future of the industry are actually more sold on the traditional listing techniques that top agents were successful …

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  • To look at Gavin Rubenstein’s stellar career so far you would hardly believe that he started his working life at McDonalds. But he says it taught him early on about what good customer service really is. “I’d highly recommend young people start out there regardless of what industry they desire to work in,” he laughs. …

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  • AFTER WATCHING one of Tom Panos’ famous Sunday night rants, Transform 2017 winner Leanne Druery took on board his five-second rule of decision making. At the time she had been contemplating returning to her career as a sales consultant after the tragic loss of her husband three months earlier. Feeling there was nothing to lose …

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  • IMAGINE HOLDING 40 TO 50 LISTINGS a month and operating at a level where if you’ve sold only 12 listings two weeks in, it’s a trigger for you to ‘pick up your game’. Now imagine you do this without using a database and with the juggle of being a mum. Welcome to the world of …

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