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EPM
Keeping In Touch: Seven steps to relationship bliss with your landlords
Never before has there been so much pressure to keep in touch and connect with clients; to have a relationship beyond obtaining approval on repairs. The main reason for this relationship is future referral and business growth. Research tells us this is the way your business and client base will grow. So how can you build successful relationships in Property…
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Elite Agent
Thriving in a tough market
Chris Gilmour lists and sells a property every 26 hours in what everyone considers “a tough market”, how does he do it? In this market, we really are seeing the best and worst of our industry. It’s like this market is taking the square root of everything about us and expanding it. If we have skill with people, marketing prowess…
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EPM
From Punch Cards to iPads
There’s no doubting the Australian real estate landscape has changed over the years. In fact, the industry today is estimated to have over 12,300 businesses spread across the country, contributing $8.9 billion annually to the domestic economy. Not so long ago it was a very different picture. Australian Bureau of Statistics data says that at the end of June 2003,…
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EPM
The Multiplier Effect
Are you thinking of buying a rent roll but wondering how to determine its true value? Perhaps you’re pondering what your own rent roll is worth. There are a range of factors that can be taken into consideration. Ross Hedditch outlines how to ascertain the value of a rent roll. “As a general rule, a property which has been managed…
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Elite Agent
Making the Right Connections
Every time someone comes into contact with your business, they will have an account of how the experience made them feel. Ben Rennie explains why you need to ensure your business is delivering a story that will make the right connections. Every time someone comes into contact with your business, they will have an account of how the experience made…
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Elite Agent
Top 15 Fees charged in Australia
If you’re reluctant to introduce news fees, fearing client backlash, it may come as a surprise to know that some of the most successful property management departments charge a variety of fees for service. Darren Hunter explains why believing in what you’re worth is a good place to start. Top 15 Fees Charged in Australia If you’re reluctant to introduce…
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Elite Agent
What do you sound like?
Did you know that as many as eight out of ten people are worried about the sound of their voice? Could you be one of them? If so read on and learn a few tricks that you can apply to improve your verbal communication. Selling real estate, either by conducting an auction or by negotiation with buyers, sellers or tenants,…
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Elite Agent
2 QR or Not 2 QR?
The buzz in the industry about the use of QR codes has been getting louder in recent times. Are they the next crucial thing in the listing or sales process, or is it too soon to get excited? Kevin Magee, CEO of Raine & Horne SA, looks at both sides of the story. At your next client presentation you may…
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Elite Agent
Price Carbon; Shift Houses?
This carbon–price–Kyoto–global–warming–issue just won’t go away, will it? If only it would! If only there wasn’t a real problem to deal with; but alas there is, and there’s rarely been a more difficult one. Responding to the threat of climate change is an international conundrum of the highest order. It ropes in many old issues – population growth, energy security,…
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Elite Agent
The World Belongs to The Bold!
Before you decide that telephone prospecting is not effective anymore, review the language you use in the first few seconds of your call. Eric Thain proves there’s a commercial reason to mind your manners. The harsh truth is that prospecting is seen as a chore – it’s very intimidating and very confronting to those who have not yet learnt the…
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Elite Agent
Show Me The Money: Commission Splits
In 2010 we conducted a survey of hundreds of Real Estate agencies to pull together a Benchmark for the industry across sales, property management, staffing and salaries. When it came to commissions, the Benchmark found the typical agency charges 2.4 per cent to vendors, and splits 40 per cent of this with sales staff. Our intent with the Benchmark was to…
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Elite Agent
The iPAD Revolution
There is no doubt the iPad is a fabulous piece of technology. Does it have commercial application for the Real Estate Industry? In this article Greg Vincent explores what the iPad does and how it just might help revolutionise aspects of your day-to-day working life. The iPAD Revolution There is no doubt the iPad is a fabulous piece of technology.…
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Elite Agent
From Getting up to Setting up
Have you ever thought about setting up your own Real Estate office? There are lots of things to consider, whether it’s joining a Franchise, or going it alone; operating from a shop-front or elsewhere; plus how to start your sales business and your rent roll. Kirsty Dunphey – Real Estate Entrepreneur, speaker, author and Telstra Business Woman of the year,…
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Elite Agent
Auctions: In-Room or On-Site?
Where you choose to hold an auction can influence the outcome of the auction, the profile of the agency and even the growth potential of your business. As Chris Wilson explains, it’s a decision that needs to be made strategically. AUCTIONS: In-Room or On-Site? Where you choose to hold an auction can influence the outcome of the auction, the profile…
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Elite Agent
Dress Sharp, Look Professional
Like a house requires maintenance, looking your professional best does not happen by itself. You need a plan and a budget plus a focused shopping trip every now and then. Building a wardrobe that works is about shopping smarter not harder. Story by Elena Reed. Like a house requires maintenance, looking your professional best does not happen by itself. You…
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Elite Agent
More Than Just Chit-Chat
These days, it is a continuing challenge for real estate agents to differentiate their brand and service from competitors. SMS communication is one way that smart agencies have started to step ahead, sending thousands of SMS every month to drive growth and productivity. More than just chit-chat / How SMS can deliver for your real estate business These days, it is…
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Elite Agent
Now is The Time to Strike
Think times are tough and feel like giving up? On the contrary, according to Grant Thorpe, now is the time to take real advantage of your competitor’s inattention to the huge amount of opportunities that are right there for the taking. The current climate is tough, but the beauty of this is that it filters out the real performers from…
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Elite Agent
Men are From Mars and Women are From Venus. . . Even When Buying A Home!
With trepidation should you treat women buying property the same asmen. Here Phil Harris from Harris Real Estate highlights the differences and reflects upon some of his own observations. There is no question that men are from Mars and women are from Venus when it comes to buying a home… but if I had to choose a ruling planet, my…
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Elite Agent
31 Points of Difference
If there’s one thing you should do this week, it’s schedule “brain storm” time for your team to list your agency’s points of difference – then apply them in all your client communication. Simon Thomas offers the ultimate list of ideas to get you started. 31 Points of Difference If there’s one thing you should do this week, it’s schedule “brain…
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Elite Agent
Want to be a Market Leader? Then You Need to Lead the Market!
There’s no doubt that starting out as a young real estate agent can be pretty tough. Getting a listing, and making that first sale, can certainly feel like an uphill battle. No-one knows this better than Tim Heavyside from Fletchers Real Estate, who, despite now being one of Victoria’s most successful estate agents, entered the industry nine years ago with no…
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Elite Agent
Recruit, Train & Keep Match Fit
What are the key things you should be doing to find and retain the very best sales people for your agency? Here are some ideas from Peter Gilchrist to make sure you find and retain the best new sales people for your office, every time. What are the key things you should be doing to find and retain the very best…
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CASE STUDIES
When Language is Not A Barrier
LJ Hooker St Peters is living proof that hard work pays off. Certainly no overnight success; Principals Mario Bonomi, Rino Pancione and Claudio Buccella success has been around 22 years in the making. This once small office, which opened its doors in May 1988 with 6 employees, today houses LJH Commercial, LJ Hooker Adelaide Business Broking, LJ Hooker Adelaide City…
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EPM
The Relationships That define A Property Manager
As we countdown to the commencement of the new tenancy legislation, never before have the relationships of a Property Manager been as important or ’key’ to their success as now. Terry Christianos discusses why. As property managers and professionals, we represent 4 distinct groups of people – Landlord, Tenant, Principal/Business Owner and other Third Parties that are essential to our…
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Elite Agent
10 Ways to Sell With A Tablet
Just when you thought it was safe to go back to your paperback, Tablet Computing is heating up. Here are 10 ideas to tap your tablet and turn it into an indispensable sales tool by Matthew Ferrara. Just when you thought it was safe to go back to your paperback, tablet computing is heating up. Here are 10 ideas to tap…
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Elite Agent
The Future of Computing
Deciding what technology hardware to purchase next is among the toughest decisions real estate agents make. Joel Montgomery, MD of Powerbuy, argues not to be in a rush as change is coming. The Future of Computing Deciding what technology hardware to purchase next is among the toughest decisions real estate agents make. Joel Montgomery, MD of Powerbuy, argues…
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Elite Agent
Effective Communication
Stepping out of your comfort zone, doing something that challenges your perceptions of who you are and what you can do, allows you to gain the courage and self-confidence to do things that allow you to develop that competitive edge. It isn’t something that will happen overnight, but self-confidence, grounded in fact, will enable you to stand apart and shine.…
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BEST PRACTICE
It’s Not The Mountain We Conquer But Ourselves
We all have metaphoric mountains in our lives – setting our sights on new peaks and working towards them, overcoming obstacles in the journey. There are many parallels between mountaineering, work and life. Story by Catherine DeVrye. Few of us will ever set as tough a challenge as conquering Mt. Everest but most of us do indeed set more modest…
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Elite Agent
A Visit to the Word Doctor
The rise of communication via email and text messages has contributed to the demise of the formal business letter, but there are still many parts of a real estate agent’s job that call for clear, concise writing skills. Andrew Daddo examines why “writer’s block” is a common office disorder. It’s about understanding your content and your audience. Organising your…
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Elite Agent
The Numbers Game
The difference between an average salesperson and a great salesperson may be a matter of numbers, but you don’t need to be a mathematician to work this out. Jim Midgley shows how doubling your listings can triple your income. SALES What makes a great salesperson? Talent, good fortune, good looks, maybe a good area or even a good boss. Well,…
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Elite Agent
The Three Phase Auction Plan
How you use the time in the lead-up to auction day is critical to the outcome of the auction. Simon Thomas suggests structuring the pre-auction period with strategic activities divided into three phases. Do you need to re-shape the campaign, is the advertising hitting the target audience, are you getting genuine inspections or mainly neighbours? Address any concerns they may…
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Elite Agent
Adding Value For Investors
These days real estate agents need to offer extra services in order to meet the expectations of their clients – but which services are most important? Ayda Shabanzadeh explains why an investment consultant could be your new best friend. While many investors seek advice from their financial planner, others turn to their real estate agent for specific advice on what…
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Elite Agent
Time Waits For No One!
How often do you hear exhausted people say,There’s just not enough hours in the day!? 2010 could be your year to make the most of every 24 hours… if you have the time. Tony Rowe gives his opinion. We’re constantly coming up with time-saving devices and technology to fill an ever diminishing allocation of the 24 hours in each day.…
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BEST PRACTICE
Young Agents: Your Industry Needs You!
Young people are often attracted by the lure of the real estate profession but soon leave, citing a career mis-match or feeling disillusioned. As Braden Walters discovered, what you get out of the industry is related to what you’re prepared to put in. Career After a few years in the real estate game, I always looked at the Real Estate…
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Elite Agent
The Fee Objection
Who wants to be a spectator at the ‘Discounted Fees vs Quality Service’ match? If you’re expecting it to be a showdown between two stubborn old rivals, it’s actually a case of simple maths – one which you can demonstrate easily to prospective clients. Most service and sales based industries will at one time or another face the dreaded fee…
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BEST PRACTICE
Old Fishermen Never Lie
Spend time in a boat with a fisherman and you are bound to get some advice. I’ve spent some time on the Manning, Hastings, Clarence and Richmond Rivers over the years – and some of the advice the old fishermen up along the coast dispense can easily be applied to the real estate business. They’ve got a lot to say…
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