SELLING + MARKETING PROPERTY
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Battle of the Sexes: Male Vs. Female Agents – is There a Difference?
THE BATTLE OF THE SEXES HAS never been more relevant in real estate. Using the results of a recent survey, Kylie Davis analyses the findings to highlight some surprising facts about an agent’s gender when it comes to vendor satisfaction. WHILE MEN and women are fairly equally represented in the industry according to the ABS (51 per cent men and…
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12 Ways to Improve Your Marketing
DEPENDING ON THE SIZE OF your office, it’s not always feasible to have a dedicated marketing resource. And every dollar you spend needs to count. But effective marketing doesn’t have to be difficult or expensive. Elite Agent Magazine gathered four of superbrand LJ Hooker’s most experienced marketers across strategy, community, PR and digital to find out what really works to…
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Love me tender: An alternative to auction
Julie Davis and Neil Williams discuss the advantages for sale by tender. I first started selling residential property by Tender back in 2002 as a result of continually being rolled by the competition. Our major competitor at the time was the premier office of one of the country’s biggest franchises and they were smashing us almost each and every time we…
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Eight of the most unique properties in the world
What is the most unusual home you have ever sold or lived in? For many of us, that may only be an apartment or a brick house, with regular windows, walls and doors. However, there are houses all over the planet that are far different from the typical. They offer a unique way of life and a place to live that…
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Direct Marketing – Dennis van Lawick
In Issue 08 of Elite Agent we had six experts provide their top tips for 2016 in our special feature 30 top business boosting ideas. Here are the top five from Dennis van Lawick of Printforce. WHAT IS YOUR UNIQUE VALUE PROPOSITION? If you aren’t able to articulate why your service or skills are better than the competition, then it is likely…
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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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Vendor Management: Common Knowledge, Not Common Practice
EXTREME SELLER’S MARKETS in our major cities over the past few years mean most agents haven’t had to work too hard to manage vendors. However, there’s no denying we’re now seeing a shift. Lower auction clearance rates and less intense buyer demand indicate the pendulum is swinging towards creating a more balanced market. With this comes a need for agents…
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Shopfront – Mike Toweel
In Issue 08 of Elite Agent we had six experts provide their top tips for 2016 in our special feature 30 top business boosting ideas. Here are the top five from Mike Toweel of Vitrine Media. FIRST IMPRESSIONS ARE LASTING IMPRESSIONS Why settle for anything less than an absolute wow when your potential client sees your place of business for the first…
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Marketing – Carl Quested
In Issue 08 of Elite Agent we had six experts provide their top tips for 2016 in our special feature 30 top business boosting ideas. Here are the top five from Carl Quested of Agentmail. SPEAK LIKE A HUMAN IN PERSON AND IN YOUR MARKETING Don’t talk in real estate talk! Focus on language that engages with your audience and that…
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Gaining Acceptance of Auctions in Any Marketplace
EVER TRIED AN AUCTION AND it didn’t come off as planned? Has a trainer or boss told you auctions don’t work or that they aren’t worth the effort? Are you in an area where they just aren’t the done thing? Have you ever lost a listing because you pitched for auction and the vendor wanted private treaty? One of Australia’s…
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How To Stand Out On The Global Stage
AS THE PRICE TAG OF AN AUSTRALIAN property asset increases, generally the available pool of qualified Australian buyers decreases, particularly in the agricultural and commercial sectors. This special dilemma requires the agent and vendor to consider alternative markets and methods to find qualified buyers. In this Part One of a two part series, Jason Hellyer uses China as an example…
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Avoiding The Awkward Silence
SOLD A PROPERTY? What happens next? Carl Quested looks at how you can continue to build on the relationship instead of waiting for years until the client is ready to sell. If you remember your dating days, you’ll recall that moment on a first date. You’ve covered the basics, ordered a drink or meal, and then it happens – the…
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Tips for Successful Spring Selling
WHILE THE WEATHER may still be chilly, it won’t be long before the sun shines on the traditional spring selling season in a couple of months. So the time to prepare is now! We asked Stuart Benson of Domain to share his thoughts on how to maximise your time now to maximise this important time of the year. What will…
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Three Ways to get an Unfair Advantage Over Your Competition
REAL ESTATE COACH AND trainer Tom Panos is well known for teaching agents how to attract business and not just chase it. His podcast with John McGrath “Million Dollar Agent” has drawn an enormous following online. Here are some of the top tips from the podcast this year. KNOWLEDGE IS NOT POWER Knowledge used to be power, but Google is…
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An alternative approach to cold calling
There is no denying the efficacy of the telephone. Everything from following up on open homes and cold calling to finding new landlords; the list of activities that can be conducted on the phone is endless. And ask almost any top performing agent or trainer and telemarketing will often be a cornerstone of their marketing system. Director of AgentMail, Carl…
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The Agent Equity Model
Domain has gained significant ground on its competition in the last 12 months with a 65 per cent year-on-year increase in audience. So I am very keen to learn more about how they are raising the bar against strong competition. One of their strategies is allowing agents participation, or equity, rewarding them for advertising based on value and volume. Desire…
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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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Think Bigger
REAL ESTATE INDUSTRY COACH, mentor, thought leader, CEO and now star of the TV series Shark Tank, John McGrath spoke frankly and exclusively to Elite Agent about why today’s agents need be “straight-talkers”, how he feels about current developments with portals and property marketing, agent ethics, integrity, and community. In Part One of our two-part interview, John discusses how agents…
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How to Avoid Missing Out on the China Opportunity
ANDREW TAYLOR, CO-CEO of Juwai.com, discusses the advantages of embracing the Chinese market. WHY HAVE Australia’s four largest real estate networks all signed exclusive agreements to market their listings in China? It’s because the knowledge is finally sinking in that Chinese buyers have become a permanent part of the Australian real estate market. Whether they are here to invest, immigrate,…
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Becoming a Better Auction Agent
AUCTIONS ARE AN ART FORM. They are more than just calling for bids, trying to reach a reserve and popping champagne afterwards. Brett Macadam of Strong Property shares a ‘start to finish’ guide to running a successful auction campaign. A SKILLED auction agent can make tens of thousands of dollars of difference to a sale price in a matter of…
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6 principles of persuasion every real estate agent should master
Dr. Robert B. Cialdini wrote a book called “Influence: The Psychology of Persuasion.” It’s one of the most respected books on the subject and used by marketers all around the world. Story by Andrew Gale. Reciprocity The theory of reciprocity is that as humans we naturally want to return any favours given and pay back when we owe. Another way…
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Never Let Anyone Stand Between You And Your Customer
THERE IS A NEED for real estate specialists to reposition themselves as being at the centre of transactions, writes LJ Hooker CEO Grant Harrod. TECHNOLOGY has transformed how we live, interact and work. It creates efficiencies in our daily operations and solves problems in real time. Every industry has been transposed to varying degrees by the advent of new technological…
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Vendors Behaving Badly
HOME NOT SELLING? Kylie Davis from RP Data talks to Andrew Winter, host of award-winning television show Selling Houses Australia, about why homes don’t sell and what you can do to fix the problem of vendors behaving badly. THERE ARE three reasons why properties don’t sell, according to Andrew Winter, host of award-winning television show Selling Houses Australia. Each of…
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The Listings Stoush is About More Than Price Rises
Beth O’Brien, Chief Revenue Office at Onthehouse Group and founder of the Real Estate Ad Network gives her opinion on how agents can begin to ‘even the playing field’ with the portals through the use of next generation marketing. I recently sold my own property in Sydney’s eastern suburbs. Like most vendors, I ended up paying a huge fee for online advertising, one that equated…
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Cooling Off Period: Using the winter months wisely
It’s no secret that winter is traditionally a quieter time in real estate, as vendors usually hold out to sell in the traditional booming spring and autumn periods. Last July the REIV recorded just 1,920 auctions in Victoria for the month, compared with 5,040 and 4,750 auctions during November 2013 and March 2014 respectively. In our Chelsea office alone, we…
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The Finishing Touches for an Open House Inspection
You should always think of the open house as a first date with a prospective buyer: you only get one chance to make a lasting impression. Here is a guide for your vendors on keeping their home show worthy whilst on the market While it is common knowledge to de-clutter and clean every nook and cranny in the house, what is…
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7 steps to a ‘killer’ 3D marketing campaign
Experienced Project Marketer Stan Zaslavsky offers his top seven insights on how to deliver powerful campaigns for marketing off-the-plan development projects. So you are an experienced property developer or architect. You have a great vision of what your project is going to look and feel like and then go on to implement that vision. But be warned! While vision and…
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The psychology of objection handling
Many real estate agents dread the thought of any kind of objection. It can mean a confrontation with the buyer or seller. It can mean a confrontation with your knowledge of the property that you are selling, and ultimately it confronts your ability as a salesperson. Dave Eller has a technique to help you handle the curliest of objections with…
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How Many Times do You Run The Same Ad?
In Part 8 of his article series on writing great ads that sell, Ian grace answers the question of how many times do you run the same ad? Once you’ve created a great ad, run it at least four times if not more, as research shows people need to see the same ad or message three times or more, on…
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Is there a doctor in the house?
TONY WILLIAMSON B.Comm GAICD owns RE/MAX Real Estate Services in Cairns. The business, which he opened in October 2009 enjoys the largest market share in Cairns. His team includes a sales division of 18 agents and a property management division of 200 properties. I am often asked what makes a good sales agent and am happy to share my view…
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2 Things You Should Never Do if You Want to Attract More Listings
Rhondalynn Kolorak, best selling author, wants to share with you 2 things that you should never do/include in your sales or marketing message, if you are serious about attracting more listings and getting more buyers to sign on the dotted line. To prove my point, I’m going to share with you two examples of what NOT to do. I saw…
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Strategic Intelligence
Setting yourself apart from the competition can be difficult unless you truly know what you are up against. In an excerpt from her book People Power: Did You Have Them @ Hello? CEO of Harcourts Victoria, Sadhana Smiles, has some advice on how to gain the ‘Intel’ you need to get ahead in the game. One of the most common…
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Feng Shui for Real Estate Agents
With the number of Chinese investors investing in Australia over the years, some real estate agents will have been disappointed to learn that the only reason keeping them from signing the contract was the feng shui of the property. Esther Yong explains how this can be avoided. It is true that some Chinese, especially those from Hong Kong and the…
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The 7 habits of highly effective agents
It was a dark and stormy night in 1908 when a young, struggling journalist called Napoleon Hill was issued a challenge by Industrialist Andrew Carnegie, at no pay. As the legend goes, he had about 30 seconds to accept. The challenge was this: for Carnegie to introduce Hill to the 500 wealthiest people in the world, find the ‘elements in…
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How to ensure your 3D renders look awesome
Do you find that your 3D images come up to the level of your expectations or do they come out looking flat and lifeless? Do your 3D suppliers create WOW or just ok visuals? Stan Zaslavsky from Eagle Vision Property gives us his top 10 tips. In our world of creating high end 3D imagery, we often come across renders which…
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