The Estate Agent - November 2016

The journal of the real estate institute of victoria

reiv.com.au

Major milestone for reiv Institute turns 80 business brokers 70 years in the business for Hawthorn firm

The Estate Agent

november 2016 Volume 80 No.3

Expanding the Webb

Sons learn from industry leader

Annual Awards for Excellence

Gala celebrates the year’s outstanding performers

Training revamp

New courses ready to launch in 2017

Our booming suburbs

Houses along Melbourne’s city fringe are in high demand

INVEST IN YOUR CAREER Keep up to date with best practice and continually enhance your professional expertise with the REIV CPD program.

Choose from a range of options like: • Chapter & division events • Specialist courses • Awards & competitions

• Seminars and webinars • Recognition of other CPD activity

REIV Members must undertake ongoing CPD.

Visit reiv.com.au to check your CPD progress Real Estate Institute of Victoria RTO 4042 T 03 9205 6666

Contents

28 ‘The entire city of Wyndham is a massive growth corridor.

We’re doing four or five [auctions] a week, and getting prices well above the reserve’ Eric Bartz

Cover story Boom town Development on the rise as Melbourne’s outer suburbs enjoy a growth spurt

Features

12 20 22 26 30

Celebrating the best of the best The annual Awards for Excellence sees record number of entrants along with back-to-back winners

Improving the grey matter Key speakers share their views on adapting to a changing world at the Ignite conference

Many happy returns REIV marks 80 years in the business

Caught in the Webb Veteran agent shares his views on triumphing over adversity

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Find a creative curve How clever marketing can help your business stand out from the rest

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Contents

5 President’s Report 7

CEO Report

9 Bulletin 11 Policy Update 18 Training 19 Events Calendar 24 Market Update 32 Commercial 34 Young Agents

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35 Business Brokerage 36 Profile 38 Member News

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34 36

EA

Publisher REIV 335 Camberwell Rd, Camberwell, Victoria 3124 Editorial/Advertising Jasmine Walters jwalters@reiv.com.au

The Estate Agent

Estate Agent is published by the Real Estate Institute of Victoria.

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The Estate Agent â?˜ November 2016

The views and opinions expressed in articles and columns of Estate Agent are those of the writers and do not necessarily represent those of the Real Estate Institute of Victoria

President’s Report Joseph Walton President REIV

Milestone event marked with gala function and deserving awards

I

Stu Morley

t’s been a big year for the Institute with the REIV celebrating 80 years as the leading membership organisation for the real estate industry.

In addition to a mid-year gala function marking this momentous milestone, we’ve also recently held the REIV Awards for Excellence – one of the biggest occasions on the industry’s events calendar. More than 1100 Victorian agents attended the function, recognising the achievements of some of our best and brightest individuals and agencies.

This year’s winners – and finalists – continue to raise the bar across multiple real estate sectors with the exceptional standard of entrants demonstrating our members’ ongoing commitment to providing the highest levels of customer service and sales results for their clients.

Alongside award winners, it was a privilege to present long-standing REIV member Neville Sanders with the 2016 President’s Award. A former REIV president (2012-2014) and current REIA President, Neville is a deserving recipient of the honour. He has been a significant contributor to the industry – both at state and national level – for many years, serving on the REIV Board of Directors from 2007 to 2015.

A Members’ Council delegate for more than a decade (2004–2015), Neville has also served on many REIV committees including Owners Corporation (and its predecessor Body Corporate), Valuation, Education and the Legislation and Documentation Committee.

I’m also pleased to welcome three new directors to the REIV Board.

Elected directors for the metropolitan zone are Sophie Lyon, from Jellis Craig, and sole trader Robyn Waters while Noel Dyett, from J H Curnow & Son, is the newly elected representative for the regional zone. All three joined the board on October 1 this year.

Dedication honoured: Long-standing REIV member and current REIA President Neville Sanders has been presented with the 2016 President’s Award. Neville has been a major contributor at state and national levels.

I’d like to take this opportunity to acknowledge the outstanding efforts

‘These (challenges) include the biggest review of property legislation in the state’s history, which is already underway’ of the directors who are stepping down from the board, including Ian McDonald and Frank Hellier, who have both served for three years, as well as

Richard Earle, who steps down after nine years on the board.

At the first meeting of the new board in October, I was honoured to be elected as REIV President for 2016-17.

Richard Simpson will serve as Senior Vice President and Robyn Waters as Vice President.

As a long-standing REIV member, my real estate experience spans all sectors of the market, with a predominant focus on commercial property.

Throughout my career I have worked Continued on page 6

The Estate Agent ❘ November 2016

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President’s Report

Continued from page 5

extensively with government, publicly-listed entities, charitable foundations and high-net-worth individuals.

Additionally, Richard brings an extensive understanding of the residential and commercial property markets and an enviable skill base undoubtedly developed through his years of corporate experience with KPMG in addition to skills developed as a director of his existing real estate practice. And Robyn, a former REIV director and World President of FIABCI, brings significant local and international experience of the property industry and an impressive network of global industry players.

It is with enormous comfort that I comment on the current level of diversity, knowledge and experience on the board of directors – with directors, all rich in experience, representing a number of real estate sectors including sales, property management, commercial, industrial and valuation.

Legislative review: The Andrews Government is reviewing five key pieces of property legislation.

There are many challenges that lie ahead and, given the quality of current directors, the board is well equipped to meet these as they arise.

These include the biggest review of property legislation in the state’s history, which is already underway.

The Andrews Government is reviewing five key pieces of property legislation – Estate Agents Act 1980, Sale of Land 1962, Owners Corporation Act 2006, Conveyancers Act 2006 and the Residential Tenancies Act 1997 – as

part of its Consumer Property Law and Fairer Safer Housing reviews. Options papers for the two reviews are expected by early 2017.

New price quoting legislation is also before Parliament. The REIV has been heavily involved in drafting the new legislation – the Estate Agents Amendment (Underquoting) Bill 2016 – which is expected to come into operation in early-mid 2017.

More information on how to comply with the new price quoting legislation, including the provision of the Statement of Information to buyers, is included on page 11.

Finally, the search for a new CEO to lead the organisation is progressing well. The board aims to finalise the appointment of the new CEO by the end of the year. The directors see this appointment as critically important as it will further bolster the REIV as the industry’s peak body for 2017 and far beyond. I look forward to keeping members updated on this process over the next two months.

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The Estate Agent ❘ November 2016

REIV 1

CEO Report Geoff White Acting CEO REIV

Million-dollar club grows as Melbourne property powers on

Brain power: TV host and keynote speaker Todd Sampson captivated conference attendees with his presentation on improving brain function.

W

hile stock levels have remained below the peaks of 2015, Melbourne’s property market is one of the strongest for sellers in recent years.

Two successive quarters of growth saw the metropolitan Melbourne median house price hit a record high $740,000 in September, up 3.2 per cent on June figures.

Growth was widespread across the city, with the highest increases recorded in the city’s inner and middle rings.

Ongoing buyer demand boosted house prices in many suburbs across Melbourne with more than 100 suburbs now recording a median house price of $1 million or higher – the highest ever.

Eight suburbs appeared on the list for the first time including Mordialloc, Kensington and Narre Warren North while a further 15 re-joined the list in September.

The apartment market also improved in the September quarter, up 2.1 per cent to a median of $545,500.

Meanwhile, auction volumes

increased in spring with clearance rates some of the highest on record – at around 78 per cent.

While a solid property market has kept agents busy, the REIV has focused on improving our member services.

As part of our commitment to enhancing professional standards across

‘More than 100 suburbs (are) now recording a median house price of $1 million or higher – the highest ever’ the industry, our training offering will be substantially improved in 2017. This includes more training delivered to our regional agents, additional specialist courses and frequent online webinars for members.

Our commercial training portfolio is also being refreshed with five new CPD courses added in 2017.

Bolstered by a new Learning & Development team led by Rae Wilson, the Agent’s Representative course will

also be extended with assessments now completed in class.

The reformatted entry-level course will be the most comprehensive in the state, ensuring REIV-qualified agents are the best in the business.

This year’s Ignite Conference provided an excellent opportunity for members to hear from industry experts and leaders. With eight keynote speakers as well as breakout sessions, the conference delivered insights and tips for both personal and professional development.

TV host Todd Sampson was a personal favourite, highlighting our extraordinary capability to improve brain function and continue learning through all stages of our career and life. For agents, an ability to adapt and embrace change has never been more relevant, particularly in a dynamic marketplace.

To keep pace with the industry, the REIV has invested in a host of website improvements including greater user functionality for both members and Continued on page 8

The Estate Agent ❘ November 2016

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CEO Report

Values soaring: Melbourne property stocks may be below 2015 peaks, but prices continue to rise.

Continued from page 7

consumers. This will include consumerfacing agent profiles, which members can update, with the project expected to be delivered in early 2017.

The REIV is also updating our VicForms and PropertyDATA.com.au products. VicForms has released a revised online-only version of the Residential Tenancy Agreement with

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The Estate Agent ❘ November 2016

updated forms and functionality to be added throughout next year.

PropertyDATA has also launched new products with a comparable sales report now available for subscribers. The easyto-use report enables agents to comply with new price quoting legislation to be introduced in the next six months.

In the advocacy space, the REIV continues to represent members’ best interests, raising concerns with both Consumer Affairs Victoria (CAV) and the Australian Competition and Consumer Commission (ACCC) over the proliferation of agent referral sites.

This follows a number of members providing feedback to the Institute regarding deceptive and misleading conduct by these sites in their advertising to consumers.

With all these activities in place, the REIV is in a strong position to meet members’ needs in 2017 and beyond.

Bulletin

REGIONAL TOUR

Following successful state-wide divisional visits earlier this year, a second tour encompassing all Victorian divisions has been completed by REIV trainer Phil Musat and Membership Manager John Mitchell. The briefings focused on the practical application of new price quoting legislation as well as changes to member products and services, including PropertyDATA.com. au and VicForms. To ensure agents comply with the new legislation, PropertyDATA.com.au has launched a new comparable sales report for subscribers.

The REIV remains committed to providing ongoing support and training opportunities,particularly in regional areas.

CHANGE TO RESIDENTIAL TENANCY FORM

The REIV has revised its copyright residential tenancy agreement, with the new version allowing for service of notice by email as well as user-friendly additional terms. In line with our commitment to gradually replace our paper-based forms with electronic ones, the updated tenancy agreement is not available in hard copy.

REFRESHED VCAT SITE

The Victorian Civil and Administrative Tribunal (VCAT) has launched its new website at vcat.vic.gov.au. The new site delivers greater user functionality, is easier to navigate and provides advice on how to apply or respond to a VCAT case. In addition, VCAT fees are now charged according to three payer levels – Concession, Standard and Corporate.

NEW DRONE RULES

The regulation of small commercially operated drones has changed, effective September 29. Under the new rules, operators of drones with a maximum take-off weight of less than two kilograms are no longer required to hold a certificate and licence from the Civil Aviation Safety Authority (CASA). However, operators are required to provide an online notification to CASA prior to their first commercial flight and abide by a set of standard operating conditions.

BETTER APARTMENTS REVIEW

New apartment design standards will be introduced later in the year, following a comprehensive review of Victoria’s apartment sector. The Better Apartments project was overseen by the Department of Environment, Land, Water and Planning with the new standards regulating apartment design including access to daylight, ventilation, noise transference, storage and waste disposal.

The Estate Agent ❘ November 2016

9

Bulletin

Shane Eecen

Shane Eecen

AUCTION COMPETITIONS shine light on top achievers Following on from his win at the 2015 Australasian Auctioneering Championships, iSell Group’s Harry Li (pictured, above left) has taken out the REIV’s 2016 Senior Auctioneer of the Year competition.

It was the second time Li has won the prestigious competition – previously winning in 2014 and named runner-up at last year’s event.

The 2015 Victorian winner, Tom Roberts from Nelson Alexander, was this year’s runner-up.

The two contestants were among

a field of five who competed for the title, including Michael Wood from Marshall White, Michael Richardson from Fletchers and Nelson Alexander’s Spiros Karagiannidis.

Both Li and Roberts went on to represent Victoria at the 2016 Australasian Auctioneering Championships, held in Alice Springs in September.

Li made it through to the finals – along with Gavin Croft (NSW), Justin Nickerson (QLD) (pictured, above right), Andrew North (NZ) and Daniel Coulson (NZ) – but was narrowly beaten by

Queensland’s Justin Nickerson.

Nickerson told RECON Daily that the win was a long-held ambition with auction competitions the best mechanism for testing skills.

“We’ve got a saying inside our business that auctioneers should always be accurate before they’re entertaining. [Auction competitions] put you under the most amount of pressure, it tests your reactions, it tests your legislative knowledge, it tests your mathematics, it tests your ability to engage with the crowd.”

SPECIAL METER CHARGE Western Water has introduced charges for meter reads outside of the regular billing cycle.

A special meter read is often required when there is a change of tenant at a property and the new charge of $25.66 will be applied to the property owner/ landlord account.

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The Estate Agent ❘ November 2016

2017 REIV DIARY available

The 2017 REIV Diary is now available for members to order. Packed with all the practical information agents require for the year ahead, the REIV Diary will ensure you start 2017 organised and informed.

The latest Diary will also include stamp duty and land transfer duty tables, following member feedback in relation to past diaries.

Policy

New rules tackle underquoting A major new piece of legislation governing price quoting has now passed through Parliament and will come into operation by 1 July 2017.

INSTALL

The legislation – Estate Agents Amendment (Underquoting) Bill 2016 – governs how agents quote residential property to buyers and sellers with the aim of stamping out underquoting in the industry.

The new legislation prescribes how agents are to determine estimated selling prices for residential property, revision of those estimates as well as the provision of an information fact sheets to buyers.

In addition, the Bill has established new offences relating to stating selling prices in the marketing of residential property and enabled the Director of Consumer Affairs Victoria (CAV) to direct agents to provide relevant documents. Agents found guilty of

underquoting will face considerable fines of up to $30,000 and may be ordered to pay commission received to the Victorian Property Fund.

As part of the new legislation, agents are required to provide an

Agents found guilty of underquoting will face considerable fines. estimated selling price, set out in a form approved by CAV. This price can be expressed as either a single amount or a price range, however, the upper and lower limits of the range cannot be greater than 10 per cent. Agents must ensure that the estimated selling price is reasonable.

In determining the estimated selling price, agents must take into account the sale prices of three comparable properties of similar

standard, condition and location to the property that the agent is listing for sale. In metropolitan Melbourne, these comparable sales must be within a 2km radius of the property and sold within the preceding six months.

For homes in regional Victoria, the comparable sales must be within a 5km radius of the property and sold within the preceding 18 months. When the agent believes there are fewer than three comparable sales that meet these parameters, they must state so.

The comparable sales and the agents’ estimated selling price – along with the median price for the suburb – are required to be included as part of an information fact sheet to buyers. The median house price can be either an annual or quarterly figure from either of the past two quarters.

Further information can be accessed at reiv.com.au/policy Further information, including a copy of the legislation, is available under the policy section at reiv.com.au

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The Estate Agent ❘ November 2016

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Awards

Awards celebrate best of the best The REIV’s Awards for Excellence celebrated the achievements of some of the state’s leading agencies and individuals

Leading lady: Well-known entertainer Mary ‘Effie’ Coustas hosted the REIV’s annual Awards for Excellence.

The REIV’s annual Awards for Excellence have honoured the industry’s top performers with a gala function at Crown Palladium.

Attended by more than 1,100 Victorian agents, the awards celebrated the achievements of some of the state’s best agencies and individuals, who continue to improve on current best practice standards. Hosted by Mary “Effie” Coustas, the black-tie event featured more than 30 awards from across the various real estate sectors.

REIV President Joseph Walton says the standard of finalists was particularly high this year.

“We received a record number of 12

The Estate Agent ❘ November 2016

entrants in a number of categories, highlighting the level of interest in the awards and competition within the broader real estate industry,” he said.

‘Being recognised by a panel of industry experts is a real honour’

– REIV President Joseph Walton “The REIV Awards recognise members who are committed to providing the highest levels of customer service and sales results for their clients, in an increasingly competitive and dynamic market.”

Mr Walton says former REIV President and current REIA President Neville Sanders is a worthy recipient of this year’s President’s Award.

He also recognised the continued excellence of a number of a number of REIV members who took out individual awards for the second year running. Back-to-back winners include Natisha McLean, Residential Property Manager of the Year (Non Principal) and Brett Diston, awarded Commercial Salesperson of the Year.

“Being recognised by a panel of industry experts is a real honour and all finalists should be proud of their achievements.”

Awards

Winners 2016 MARKETING AWARDS

INDIVIDUAL AWARDS

Rural Marketing Award Inglis | Property: Beckworth Court Homestead

Residential Property Manager of the Year (Principals) Lizzie Roberts | Woodards Carnegie

Residential Marketing Award (Budget under $10k) Nicholson Real Estate Pty Ltd | Property: 1 Barkly St, Brunswick East Residential Marketing Award (Budget over $10k) Barry Plant Manningham | Property: 6 Green Ridge, Warrandyte South Project Marketing Award Knight Frank | Property: Royal Como

realestateVIEW. com.au Awards

Residential Property Manager of the Year (Non-Principals) Natisha McLean | Woodards Camberwell Residential Salesperson of the Year (Principals) Tim Heavyside | The Fletchers Group Residential Salesperson of the Year (Non-Principals) Michael Richardson | The Fletchers Group

realestateVIEW.com.au Sales Agency Award – Small Agency Nicholas Lynch Real Estate

Commercial Property Manager of the Year Kristian Etherington | Ray White Commercial Victoria – Nunawading

realestateVIEW.com.au Sales Agency Award – Large Agency Methven Professionals Mooroolbark

Commercial Salesperson of the Year Brett Diston | Ray White Commercial Victoria – Nunawading

Buyer’s Agent of the Year Janet Spencer | Buyer Solutions Australia Pty Ltd

Community Service Award Ray White Chelsea

Business Broker of the Year Karli Dunham | Just Business Brokers.com Corporate Support Person of the Year Maisae Lattouf | Infolio Property Advisors Outstanding Young Agent of the Year Award Michael Webb | Philip Webb Sales Pty Ltd

C&I Gold Award for Overall Excellence CBRE Best Website Award Jellis Craig Group Corporate Promotion Award (Single Office) Market Share Property Corporate Promotion Award (Multiple Offices) Jellis Craig Group

Novice Auctioneer of the Year Jack Richardson | hockingstuart

Commercial Agency of the Year Colliers International (Victoria)

Senior Auctioneer of the Year Harry Li | iSell Group

Small Residential Agency of the Year Gary Peer & Associates – St Kilda

AGENCY AWARDS

Medium Residential Agency of the Year Nicholas Lynch Real Estate

Innovation Award Harcourts Victoria Communications Award Gary Peer & Associates Pty Ltd

Large Residential Agency of the Year Gary Peer & Associates – Caulfield

The Estate Agent ❘ November 2016

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Awards

2016 REIV President’s Award Neville Sanders Neville Sanders is proud of the service the REIV provides to its members.

An established REIV member who previously led the Institute for two years and currently heads up the national body, Sanders is a worthy recipient of the prestigious 2016 REIV President’s Award.

He says the organisation continues to play a pivotal role in the industry, importantly providing a broad range of high quality services to its members.

These include specialist real estate training, policy and legislative advice and ongoing advocacy to government.

“The REIV represents members strongly and is also providing professional education standards for our members,” he says.

“This not only benefits our members but flows on to the public by providing a professional industry body and professional standards. The REIV is in a very strong position, recognised and respected by government and the public.”

Sanders’ real estate career started as a teenager with the family business – Page’s Estate Agency – following in the footsteps of his grandfather and uncle who he says were “great mentors”.

‘The REIV is in a very strong position’ – Neville Sanders As soon as he was old enough, he joined the REIV and has been a member for 45 years.

A Members’ Council representative for many years, Sanders served on the board for nine and as President from 2012-2014.

He currently heads the REIA, becoming President in 2014.

Sanders manages Whittles Australia, widely recognised in the industry as one of the largest providers of professional Strata and Community Title management services in the country.

2016 Residential Property Manager of the Year (Non-Principals) Natisha McLean For the second successive year, Natisha McLean has taken out the Residential Property Manager of the Year (Non Principals) category – something she still can’t believe. “It’s amazing. To be honest, I’m still in shock,” she says.

McLean says the award is great recognition for the Woodards Camberwell property management team, which now numbers nine. Her career in real estate started 24 years ago as a receptionist for a small agency in Lismore, New South Wales, before she moved into property management. McLean joined Woodards after moving to Melbourne 17 years ago.

“Property management has always 14

The Estate Agent ❘ November 2016

Back to back wins: Natisha McLean.

interested me more than sales,” McLean says. “You get to build long-term relationships with your clients, which I find a rewarding part of the business. And I like fixing problems, it’s very satisfying.”

Despite leading a large team, she still has her own small portfolio with specific clients. Woodards has a large portfolio around Camberwell and Hawthorn in particular, with properties spread throughout the eastern suburbs of Melbourne.

Honoured: Neville Sanders (right) receives his prize from REIV President Joseph Walton.

He believes the real estate industry is in a strong position, which will continue.

“While we have strong population growth in Victoria, low interest rates and reasonably good employment, the demand for property will continue,” he says. “It is supply that has been lagging which is why we have seen high prices in some areas.”

McLean says the key to successful property management is good communication; you need to keep these channels open. “We place a great deal of importance on good training within our company,” she says. “You need to be across all the legislation as well as the issues, responding to questions within an appropriate timeframe.”

McLean names technology as the biggest change in the industry.

“The processes in place are far more efficient. You have iPads and mobiles so you can respond to clients immediately.

You can get information out so quickly.

When I first started, you would write letters which could take days to arrive.

Now, you press a button.”

The other major change is how properties are rented with the days of “handing over the keys” long gone.

McLean and her team run group “open for inspections” over the weekends and usually by appointment at other times.

“There are still great opportunities for investors in the right areas with good quality tenants waiting for the right property.”

Awards

2016 Novice Auctioneer of the Year Jack Richardson Saturday, 5 November will always be an historic day for hockingstuart’s Jack Richardson.

Richardson was named 2016 Novice Auctioneer of the Year at the REIV Awards in October, however at 10.30am on 5 November, he moved out of the “novice” category and into the real world – auctioning his first property … an apartment in Prahran. And he was well and truly ready.

Richardson only started his real estate career three years ago when he joined hockingstuart after running his own business in Queenscliff selling boats.

“It (real estate) is certainly not as easy as I thought it would be,” he says.

“In fact, it has been far more challenging but all the hard work in the first two years paid off with things really taking shape in the last 12 months.”

Richardson started a 10-week auctioneering course with hockingstuart in May this year, which he says was of a “very high standard” and very challenging.

“We also have some very experienced coaches in the company who are happy to help train the newcomers. It is a reflection of how hard everyone works at it that we had four hockingstuart people in the top seven nominated for the award.”

Richardson finds selling properties by auction “really exciting”.

‘Once I relaxed and didn’t take myself too seriously, it all became so natural’

– Jack Richardson

Young gun: hockingstuart’s Jack Richardson.

“For me, it is all about handling the transaction from go to whoa. You do the open for inspections, the callbacks and then finally the auction. It is a terrific marketing experience to cover off everything yourself.”

However Richardson admits to initially taking things “too seriously”, focusing on the mechanics of the auction.

“It’s all about practising – the bidding sequences, the flow and maintaining buyers’ attention,” he says.

“And once I relaxed and didn’t take myself too seriously, it all became so natural.”

REAL ESTATE TRAINERS The information session will provide you with an understanding of the opportunities and requirements to contribute to the REIV through: • Training in REIV accredited courses • Training in REIV non-accredited courses • The development of REIV courses



The REIV will be holding an information evening for members who have an interest in contributing to the real estate industry through the training of current and future members of the REIV. Your area of expertise may be any of the following: • Auctioneering • Business broking • Buyer’s agency • Commercial and industrial property – sales or property management • Owner’s corporation management • Residential property – sales or property management • Rural property – sales or leasing • Trust account management

Please register your interest by emailing contracttrainers@reiv.com.au The Estate Agent ❘ November 2016

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Awards

2016 Residential Salesperson of the Year (Non-Principals) Michael Richardson Strong: Gary Peer & Associates took home both the Small and Large Residential Agency of the Year categories.

2016 Large Residential Agency of the Year Gary Peer & Associates – Caulfield Founding directors Gary Peer and Phillip Kingston believe having great staff has been instrumental to their success.

Gary Peer & Associates took home both the Small and Large Residential Agency of the Year categories at this year’s awards.

Peer says the three agencies now employ 105 staff with the St Kilda office named Small Residential Agency and Caulfield winning Large Residential Agency.

“We seem to have a unique ability to retain our people with a very big round table of people who have 10 years of service and a small table of people who

have 20 years,” he says. “Our offices have veteran long-term people running them in partnership with us. We believe if you satisfy people’s ambition and let them show their entrepreneurial spirit within your organisation, then you will more likely keep people but you must have vision.”

Peer and Kingston have been friends since they were 14, working together at local markets and as waiters before going into partnership.

“We have 40 years of trust between us,” Peer reflects.

For Michael Richardson, this year’s award is recognition of hard work over his 14-year career. Since his nomination, Richardson has become a Director of The Fletcher Group’s Glen Iris office.

Born and bred in Mildura, Richardson started working with a local agency there at 18. After eight years, he joined The Fletchers Group - a “pivotal” moment in his career. “I wanted to broaden my horizons and learn the skill of auctioneering in particular,” he says.

“For me it felt like the right time to make the move. I’d learnt so much from working in a relatively tough market place of predominately private sale transactions but after selling homes for an average of around $200,000, I really wanted to experience the Melbourne market.”

Richardson’s peers say his auction skills are now “second to none”.

“And this year, to be placed in the top five nominations for the senior auctioneering award was a very proud moment.”

Richardson is looking forward to the next chapter in his real estate career, leading his own sales team.

2016 REIV Buyer’s Agent of the Year Janet Spencer

Familiar face: Janet Spencer of Buyer Solutions.

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The Estate Agent ❘ November 2016

Named REIV Buyer’s Agent of the Year for the fourth time and a finalist in the category seven times, Janet Spencer’s secret to success is hard work.

Spencer founded Buyer Solutions in 2001 after starting her real estate career in property management and then moving into sales.

However with a Bachelor of Behavioural Science and a strong involvement in equal opportunity work, she felt while vendors had high quality representation, buyers needed the same level of professionalism.

And the business has now grown to the point where her employees number six.

“We work for mostly residential home buyers and investors with some commercial clients who need to find premises for their business,” Spencer says. “We also have overseas and interstate clients who need some help.”

Spencer’s office is based in Kew but staff work with properties throughout Melbourne. The buyer agent sector has grown from around three agencies when Spencer started to more than 50 today.

Training

further your career with new and updated learning opportunities The REIV’s training portfolio is being fully updated in preparation for a launch in early 2017, with a host of flexible new learning opportunities, courses, qualifications and training formats on offer. ❚ NEW AGENT’S REPRESENTATIVE

COURSE For those looking to enter the industry, the REIV’s refreshed Agent’s Representative course will be one of the most comprehensive in Victoria. The current fiveday, face-to-face format will be lengthened to allow students greater opportunities to practise skills learnt. Training and assessment will feature practical demonstrations of common job tasks such as listing presentations and signing on new tenants and buyers. In addition, industry documentation will now be completed during class with students required to demonstrate competency in the use of digital real estate platforms, including VicForms and PropertyDATA.com.au. The Agent’s Representative course will continue to be offered at our Camberwell training facility as well as a number of regional locations and suburban sites.

❚ FULL LICENCE – WEBINARS &

LEARNING HUBS Regional agents looking to complete the full licence qualification – Certificate IV in Property Services (Real Estate) – will have access to a blended delivery model encompassing interactive webinars and face-to-face training, with classes

held in Geelong, Ballarat, Bendigo and Traralgon. As part of the REIV’s commitment to deliver more training to our regional members, Learning Hubs will deliver face‑to-face sales and property management training in a range of regional and suburban locations throughout 2017.

The Residential Property Management and Residential Sales specialist courses will run simultaneously at these Hubs. ❚ CPD

As Continuing Professional Development (CPD) remains a key component of REIV membership, the Institute has improved its specialist course offering to cater for a range of experience levels across the various real estate sectors. A number of specialist four-part series have been introduced, with each series covering four topics within an area of specialisation.

Members will be able to enrol in either the whole series or individual units with series available in the residential sales, residential property management, business broking and auctioneering fields.

In addition, a new CPD course for auctioneers will complement existing specialist auction programs with agents able to learn how to project and preserve their voice in an auction situation.

❚ COMMERCIAL TRAINING

In response to member feedback, the REIV has also expanded its commercial training offering with five new CPD courses added. The three-hour courses include Essential Safety Measures for Commercial Property Managers, Commercial Property Management – Rent Reviews, and Pricing Commercial Property for Sale and Lease. ❚ ONLINE LEARNING

Agents who prefer learning at a time and location that suits them are encouraged to take advantage of the REIV’s Learn Online offer. Available to members, Learn Online contains eight specialist courses including Customer Service, Time Management and Administrative Support with downloadable video content and learner resources.

These easily accessible courses vary in duration from 40 minutes through to 140 minutes and allow participants to earn four CPD points.

Further training options also being developed include a webinar series, Trust Account Risk Management for OIECs and weekly mentoring for industry entrants.

For more information, visit the Learning section of the REIV website at reiv.com.au/learning or call 03 9205 6666.

Entry Level Agent’s Representative Course Location

Commencement date

Location

Commencement date

Full-time day class Commencing Monday, 9am–5pm

Full-time day class Commencing Monday, 9am–5pm

Ballarat

30 January; 27 March

Glen Waverley

16 January; 3 April

Bendigo

27 February; 29 May

Shepparton

27 March

Camberwell

9 January; 16 January; 23 January; 30 January; 6 February; 13 February; 20 February; 27 February; 6 March; 13 March; 20 March; 27 March; 3 April; 10 April; 1 May; 8 May; 15 May; 22 May; 29 May; 5 June; 12 June; 19 June; 26 June

Traralgon

26 June

Frankston

13 February; 15 May; 19 June

Geelong

9 January; 6 February; 6 March,3 April; 1 May; 5 June

Part-time day class Saturdays Camberwell

4 February; 22 April

Part-time night class Tuesday and Thursday evenings Camberwell

31 January; 18 April Continued on p18

The Estate Agent ❘ November 2016

17

Training

Continued from p17

Certificate IV in Property Services (Real Estate) Location

Specialist stand-alone courses Series & Topic

Commencement date

Date

Duration

Residential Property Management

Part-time day classes During school terms.

Preparing for and presenting at VCAT

Thursday, 9 February 1 day

Intermediate residential property management

Friday, 20 January Friday, 21 April

1 day

Part-time night classes Tues and Thurs evenings during school terms.

Advanced residential property management

Monday, 6 February Monday, 1 May

1 day

Camberwell

Job Ready

20–23 February 22–25 May

4 days

Residential Property Management – Tips and insights

Monday, 13 February

3.5 hours

Camberwell

Friday, 3 February

Camberwell

Thursday, 20 April

Tuesday, 31 January

Blended learning Face-to-face, and weekly evening webinars.

Camberwell

Friday, 21 April

Traralgon

Monday, 24 April

Geelong

Wednesday, 26 April

Ballarat

Thursday, 27 April

Bendigo

Friday, 28 April

Owners Corporation

2017 Specialist courses

Introduction to OC

Wednesday, 18 January 1 day Wednesday, 19 April

Intermediate OC

Wednesday, 15 February 1 day Wednesday, 17 May

Advanced OC

Wednesday, 15 March 1 day Wednesday, 14 June

Commercial Property Management

Specialist courses by series

Commercial Property Management Fundamentals

Tuesday, 24 January Monday, 24 April

1 day

Date

Duration

Commercial property management fundamentals – Part II – Lease administration

Wednesday, 8 February 1 day Monday, 8 May

Off the plan – rules and taxes

Thursday, 15 June

3 hours

Leasing Commercial Property

Monday, 3 April Friday, 30 June

1 day

Off the plan – sales street smarts

Monday, 26 June

3 hours

Monday, 10 July

3 hours

Friday, 10 March Tuesday, 13 June

1 day

Cultural street smarts

How to list commercial property for lease

Existing properties – rules and taxes

Monday, 24 July

3 hours

Essential safety measures for commercial property managers

Thursday, 27 April

3 hours

Commercial property management – Rent reviews

Wednesday, 1 March

3 hours

Series & Topic World of Buyers

The Difficult D’s of RPM Death, Divorce, Door Keys

Tuesday, 28 February 3 hours

Commercial property management – Options and renewals of leases

Friday, 24 February

3 hours

Drugs, Domestic Violence, Dangerous situations

Tuesday, 7 March

Thursday, 23 March

3 hours

Thursday, 30 March

3 hours

3 hours

Disputes, Declining Applications, Databases, Tuesday, 21 March Difficult People

3 hours

The agent’s role in commercial lease documentation – identifying common errors and mistakes

Dogs, Damage

3 hours

Pricing commercial property for sale and for lease

Tuesday, 4 April

Commercial Property sales

The Business Broking Series Assessing & appraising a business

Tuesday, 14 March

1 day

Commercial property sales fundamentals

Thursday, 19 January 1 day

Listing businesses for sale

Tuesday, 28 March

1 day

Tuesday, 11 April

1 day

Tuesday, 14 February Tuesday, 16 May

1 day

Business broking – risk management

Commercial property sales documentation and processes

3 hours

Wednesday, 26 April

1 day

Pricing commercial property for sale and for lease

Thursday, 30 March

Selling a franchised business

Tuesday, 18 July

3 hours

Job Ready

6–9 March; 5–8 June

4 days

Residential Sales Documentation – Getting it right

Monday, 10 April

3.5 hours

Auctioneering

The Auctioneers Course Know the auction laws

Thursday, 2 February

Know the property

Thursday, 16 February 1 day

Describe the property

Thursday, 2 March

1 day

Manage the bidding

Thursday, 16 March

1 day

18

The Estate Agent ❘ November 2016

1 day

Voice control fundamentals

Residential Property Sales

Events

Auction comps get shake-up for 2017 Following feedback from members, the timing of the REIV’s annual auction competitions will change significantly next year.

In order to replicate the conditions of the Australasian Auctioneering Championships, the REIV’s Senior Auctioneer of the Year competition will now be held over two days.

The competition heats are scheduled for May 9 while the finals will be conducted on May 10. The scheduling of the Novice Auctioneer of the Year competition has also been tweaked with the competition now taking place over three days in August. The change has been made to allow competitors to start conducting public auctions as soon as possible.

Your reiv events Calendar for 2017 february 03

API State of the Market

17

Rural & Regional Chapter Meeting

21

Young Agents Chapter Event

24

Bendigo Division Meeting

28

Property Management Chapter Event

march 08

Sales Chapter Breakfast Seminar

16

C&I Chapter Breakfast Seminar

21

Southern Division Lunch

april 05

Buyer’s Agents Chapter Breakfast

27

Valuation Chapter Seminar

may

august continued

03

Owners Corporation Chapter Seminar

15

Novice Auctioneers Competition – Heats

09

Senior Auctioneering Competition – Heats

16

Commercial & Industrial Novice Auctioneers Competition – Heats

10

Senior Auctioneering Competition – Final

22

12

Young Agents Chapter Breakfast

Novice Auctioneers Competition – Semi-final

Property Management Knowledge Network – Geelong

29

Novice Auctioneers Competition – Final

23 26

Business Brokers Chapter Lunch

14

june 06

Bendigo Division Meeting

16

Commercial & Industrial Economic Forecast Lunch

21

Graduation Day

july 04

Geelong Division Meeting

20

Valuation Chapter Seminar

25

Property Management Chapter Event

26

Southern Division Meeting

august

reiv.com.au

september Commercial & Industrial Novice Auctioneers Competition Final and Commercial & Industrial Marketing Awards

october 05

Valuation Chapter Seminar

06

Business Brokers Chapter Lunch

17

Bendigo Division Meeting

26

Awards for Excellence

november 07

Property Management Chapter Event

14

Southern Division Meeting

16

C&I Chapter Breakfast

01

Young Agents Chapter Lunch Event

17

Business Brokers Christmas Lunch

02

Owners Corporation Chapter Seminar

22

Graduation Day

08

Bendigo Division Meeting

23

Young Agents Future Leaders Afternoon

Your first source for REIV events in 2017

Please note that dates are subject to change.

Topics and speakers are added online as information becomes available.

The Estate Agent ❘ November 2016

19

Conference

A flexible brain and attitude can help adapt to change Key speakers share their message on how to embrace a fast-moving world

Inspirational: Thank You founder Daniel Flynn speaks at the 2016 REIV Ignite conference.

M

ore than 300 member agents gathered for the biggest conference on the REIV calendar – the 2016 REIV Ignite event.

The date and timing for the conference were significantly updated this year – with the event held in July, rather than the traditional September, and over a Sunday and Monday, rather than two weekdays as in recent years.

Attendees heard from eight inspiring keynote speakers with standout presentations by Todd Sampson from The Gruen Transfer and Redesign My Brain fame, and Thank You founder Daniel Flynn.

Ignite 2016 was further enhanced with the Victorian Senior Auctioneers competition final held. Harry Li took out the title for the second time and last year’s winner, Tom Roberts, was named runner-up in the competition.

The conference also featured presentations by Josh Phegan, Mark McCrindle, Paul Zahra, Steve 20

The Estate Agent ❘ November 2016

Sammartino, Jane Caro and Michelle Bowden as well as a range of breakout session speakers.

Conference highlights included: TODD SAMPSON “The difference between an ordinary brain and an extraordinary brain is access,” Todd Sampson told attendees at this year’s REIV annual conference.

Star of TV shows The Gruen Transfer and Redesign My Brain, Sampson’s presentation provided attendees with practical tools and strategies for developing and improving cognitive function.

Sampson says the key to improved brain function is mental flexibility – the ability to change your thinking accurately and rapidly. Brain flexibility

can be improved using a popular technique known as forced adaptation, such as learning a new language or musical instrument. Brushing your teeth with your non-dominant hand can also help in brain plasticity with the brain able to rewire to a new technique in six to eight weeks. Sampson says sleep plays an important role in increasing brain plasticity, particularly memory recall.

“As we age, a little bit of memory decline is OK, but only 20 per cent of what we lose is biological. A lack of sleep affects our memory as that is when we consolidate memories and plasticity happens,” he says.

The importance of sleep was also evident in workplaces with research showing groups who ‘sleep on a decision’ perform three times better than those who don’t.

Sampson recommends working in 20-minute blocks for optimal productivity and attention control. He also dismissed the concept of multitasking as an effective way of working.

“Multi-tasking does not exist and women are no better at it.”

MARK MCCRINDLE Demographer Mark McCrindle says significant population growth coupled with technological, social and demographic change are complex realities affecting Victoria’s property sector.

Melbourne is Australia’s fastestgrowing capital with the city’s population increasing by almost 100,000 in the past year.

As we age, a little bit of memory decline is OK, but only 20 per cent of what we lose is biological. A lack of sleep affects our memory as that is when we consolidate memories and plasticity happens

Conference

Leaders in their fields: Clockwise from left, Steve Sammartino, Mark McCrindle, Todd Sampson deliver presentations at the 2016 REIV Ignite conference.

“In the last five years Melbourne has added the entire Tasmanian population to its population,” McCrindle says.

This unprecedented growth is driving significant change in the housing sector with more people moving to medium and high-density living.

“Urbanisation and densification will see two in three people living in the unit, townhouse or apartment market.”

McCrindle says generational change is also impacting on the real estate industry with a quarter of the nation’s baby boomers owning more than half of Australia’s private wealth.

“The value of a customer has never been greater with people living longer and remaining active in buying and selling real estate.”

As a nation we’re also more culturally diverse than ever before with one in four Australians born overseas, and in Melbourne that drops to one in three.

“We’re culturally diverse as a city and a nation and we’re seeing a shift from European migration to Asian migration.”

McCrindle says mobility is another prominent factor with the average renter in Australia staying just 1.8 years per home and the average national tenure of an employee just three years.

“Mobility, churn and change is what defines us and we’re moving for education in record numbers.”

To engage in these changing times,

McCrindle says it’s important to communicate in ways that cut through the information overload.

“Keep it responsive – adjust, adapt, change. We’re living in times of unprecedented change and we need to re-engage to remain relevant.”

JOSH PHEGAN Real estate trainer Josh Phegan says agents should focus on the customer, not the competitor. “Stock knowledge is important but don’t be worried about what your competitors do – focus on being the best because there is no competition there,” he says.

Speaking at the Ignite 2016 conference, Phegan says knowing your brand positioning is essential to future

Keep it responsive – adjust, adapt, change. We’re living in times of unprecedented change and we need to re-engage growth and there’s always room in the market for a discounter and a premium.

“What you do leading up to signing an agreement is what determines the fee. People will pay double, if not triple, the price if you can actually remove the pain points for a customer.”

He also recommends agents work on their energy, goals and service delivery.

“All the money is made in the last

10 per cent. Most people do the first 90 per cent really well but they don’t do the last 10 per cent where the money is made.”

Meanwhile, for principals looking to recruit new staff Phegan says great agents all have three attributes – hunger, humility and people smarts.

However, it’s important the organisation has the right internal “demographics” – employee mix – to deliver to the customer demographic that the agency is serving.

According to Phegan, common elements of successful agencies include a minimum of 300 properties on the rent roll, people inside the organisation who are coachable and $300,000 operational cash flow. He added that adaptation and responsiveness is vital.

“Change is a natural state,” he said.

The Estate Agent ❘ November 2016

21

Anniversary

Acknowledged: 40-year member Geoff Earney receives recognition from REIV President Joseph Walton.

REIV celebrates 80th birthday Institute leaders and long-term members gathered to acknowledge a milestone of achievements

T

he REIV has marked a major milestone, celebrating 80 years as a leading industry organisation at a special mid-year function at Crown Palladium.

Among the 350 in attendance were many senior office bearers and life members, including a number of past presidents. The event also coincided with the announcement of the REIV’s 2016 Senior Auctioneer of the Year winner, with the title awarded to last year’s runner-up Harry Li. Auction Chapter Chair Adrian Butera officiated at the dinner, with REIV President Joseph Walton and CEO Geoff White each addressing the large audience, outlining the significance 22

The Estate Agent ❘ November 2016

of the Institute’s eight decades of operation. The event acknowledged a number of members who have achieved significant membership milestones this year, with more than 20 individuals celebrating 40 years as an REIV member. Individuals recognised for 50 years of REIV membership were

‘The Institute has been at the forefront of industry professionalism for the past eight decades and remains as relevant today’

– Joseph Walton

Donald Brindley, Darrell Simpson, Tom Riddell, Peter Interdonato, Bruce Bell, Joe Crea and Raffaele Capetola, while both Peter Hancock and Kris Callaghan are celebrating 60 years of membership.

In his address, President Joseph Walton stated that the original aims of the REIV remain relevant eight decades on.

“The Institute has been at the forefront of industry professionalism for the past eight decades and remains as relevant today as the day it was established.”

His speech highlighted some of the Institute’s many achievements including being granted RTO status, formation of Chapter Committees and Divisions,

Anniversary

introduction of CPD as a member requirement and specialised training courses.

“Active involvement by members has been the backbone of the REIV and we have many of tonight’s attendees to thank for their contribution – to both the Institute and the industry,” he said.

REIV CEO Geoff White also acknowledged the Institute’s rich history, particularly in relation to auction competitions. Malcolm Gray was the inaugural winner of the REIV’s Novice Auctioneer of the Year competition in 1964, charting his course as a successful agent and later high-profile chairman of Cricket Australia.

The rapidly changing environment in which agents now operate was also a key focus of the night, with the REIV adapting over the years to keep pace with legislative and technological changes.

Joe Walton says this includes the introduction of PropertyData, VicForms, interactive online webinars and seminars as well as ongoing advocacy work.

“Looking forward, the way we do business has changed but the need for a collaborative approach, great customer service and industry knowledge has not.”

Celebrating: From left, Marshall White’s Mark Sutherland, Michael Wood and Jack Stean.

Cheers: REIV Director Leah Calnan (centre) with guests.

Milestone: Harry Li (top); long-term members Don Brindley, Bill Stokes and Darrell Simpson (below); and REIV Director Robyn Waters (bottom right) with guests.

The Estate Agent ❘ November 2016

23

Market Update

The place to be: Melbourne experienced strong price growth for the second consecutive quarter, largely due to successful sales in inner city suburbs such as Brunswick (left) and South Yarra (right).

Melbourne suburbs reap positive auction results For the second consecutive quarter, the city experienced strong price growth

M

elbourne’s property market remains strong with solid price growth, high clearance rates and continuing buyer demand.

For the second consecutive quarter, Melbourne’s median house price experienced strong price growth, up 3.2 per cent in September to a record high $740,000.

Inner Melbourne was the main driver of this growth, with the median house price within 10km of the city increasing 4.2 per cent to $1,336,500.

Middle Melbourne was another strong performer, with the median house price up 3.5 per cent to $861,500.

After two successive quarters of solid growth, the city’s outer suburbs recorded more moderate growth of 1.1 per cent.

24

The Estate Agent ❘ November 2016

The top performing suburbs were widespread across the city in the September quarter – representing both the premium and affordable ends of the market.

The largest quarterly increase was recorded in Langwarrin in the city’s outer south east, where the median house price increased 20 per cent over June figures to $561,000.

This was followed by bayside suburbs Williamstown and Seaford with median house prices of $1,353,750 and $605,500 respectively – both up by more than 17 per cent.

Low stock on market and strong buyer interest boosted the median house price this quarter

Other suburbs recording significant double-digit quarterly growth include Footscray, up 14.8 per cent to a median of $855,000; Frankston, up 14.5 per cent to $504,000; Malvern East, up 13.9 per cent to $1,914,000; and Kew, up 12.9 per cent to $2,153,500.

Low stock on market and strong buyer interest boosted the median house price in many Melbourne suburbs this quarter, delivering the highest ever number of million-dollar suburbs.

In the three months to September 30, more than 100 metropolitan Melbourne suburbs recorded a median house price of $1 million or more 14 more than in the June quarter.

Eight suburbs appeared on the million dollar list for the first time – these were Kensington ($1,165,000) and Niddrie ($1,015,000) in the city’s north east; Mordialloc ($1,111,000), Narre Warren North ($1,075,000), Wheelers Hill ($1,069,400) and Chadstone ($1,002,000) in the south

Market Update

regional report

coastal towns continue to dominate as most expensive rural areas

Melbourne’s west dominated the list of most affordable suburbs this quarter – led by Melton South east; Brunswick in the city’s inner north; and Nunawading ($1,000,000) in the east.

Returning to the list this quarter were Eaglemont, Warrandyte, Fitzroy, North Melbourne, Balaclava, Hughesdale, Sorrento, Highett, Thornbury, Mentone, Blackburn South, Oakleigh, Oakleigh East, Brunswick West and Burwood East.

At the top end of the market, Toorak retained its title as Melbourne’s most expensive suburb – with a median house price of $4 million.

This was followed by Malvern and Canterbury with median house prices of $2.6 and $2.3 million respectively.

Other areas making the city’s most expensive suburbs list with a minimum of 30 sales in the quarter were Brighton ($2,170,000), Kew ($2,153,500), Camberwell ($2,140,000) and Balwyn ($2,100,000).

Meanwhile, Melbourne’s west dominated the list of most affordable suburbs. Melton South was the

House prices in regional Victoria remained relatively stable in the September quarter, with the state-wide median house price increasing 0.4 per cent to $348,500.

The coastal town of St Leonards on the Bellarine Peninsula recorded the largest capital growth in the three months to September, increasing 12.2 per cent to $426,250. This was up from $380,000 in June. Solid quarterly house price growth was also experienced in Wodonga in the state’s north east, up 8.6 per cent to a median of $310,000; Merbein near Mildura, up 7.3 per cent to $197,500; and the Bendigo suburb of Strathdale, up 6.6 per cent to $421,000.

In the year to September 30, Horsham in the state’s west recorded the largest price growth with the median house price increasing 19.7 per cent to $249,975.

Other top performing towns over the year include Geelong, up 16.9 per cent to a median of $675,000; Cowes, up 16 per

cent to $394,500; Warragul, up 13.2 per cent to $365,000 and East Geelong, up 12.6 per cent to $474,750.

Meanwhile, coastal areas continue to dominate the list of most expensive towns in regional Victoria with Barwon Heads topping the list with a median house price of $855,000. This was followed by Lorne ($745,000), Torquay ($690,000), Anglesea ($685,000) and Geelong ($675,000).

Units in regional Victoria were also in demand in the September quarter, with the median price up almost 3 per cent to $269,000.

city’s most affordable suburb in the September quarter with a median house price of $270,000.

This was followed by Kurunjang and Melton West, with median house prices of $305,000 and $345,000 respectively.

The city’s unit and apartment sector also experienced solid growth in the

three months to September 30, up 2.1 per cent to $545,500.

Brunswick, Seaford and Northcote were the top apartment suburbs for price growth – all experiencing increases of more than 20 per cent and median prices of $585,000, $450,000 and $605,000 respectively.

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Whiting & Co.

The Estate Agent ❘ November 2016

25

Family agency

Philip is proof you can’t keep a good man down

Family affair: Philip Webb (centre) with sons Michael (left) and Anthony are proof that determination and commitment gets results, with Michael recently named Outstanding Young Agent of the Year at the REIV Awards.

Veteran agent Philip Webb has had his ups and downs, but passion for his craft has kept him going

26

The Estate Agent ❘ November 2016

P

hilip Webb has learnt things don’t come easy in life; you have to work hard. And he speaks from experience. He came to the “big smoke” as an 18-year-old country boy with the aim of getting into real estate; as a young married father with a baby, he overcame paralysis and couldn’t work for three years; and he has come to terms with being dyslexic.

Webb is the director of Philip Webb Real Estate, a large family-owned real estate business that employs 130 staff across three offices – East Doncaster, Ringwood and Mitcham.

“In my 45 years in the business, there have been many ups and downs, and they’re going to come again,” he says. “We’ve had a very good run for

the last few but things don’t last forever.

There’ll be tough times again, more good times and better times.”

Webb’s parents were farmers near Yea. As a teenager he dreamt of being an architect, designing houses.

Webb struggled with school due to undiagnosed dyslexia but completed his “matric”. He applied for jobs and finally landed one in 1970 with Mark Paul and Associates in Doncaster and has remained working in the area ever since, watching it grow from an orchard to the thriving area it is today.

“Shopping Town [Doncaster] had just opened,” Webb recalls. “Doncaster Rd was bitumen but only two lanes. There was no curb and channelling, and there were orchards everywhere.”

Family agency

In those days, there were mainly “spec” homes and Webb was selling vacant land to builders. His first sale was a block of land close to Shopping Town which sold for $5,600 – slightly less than the million-plus price tag today.

“I loved it from day one,” he says.

“I found school so hard. And talking to people was a piece of cake.”

In the 1970s, people wanted to build their new dream home, according to Webb. They left their older-style homes in suburbs like Camberwell and Balwyn and built on relatively inexpensive vacant land.

“There were big changes in house designs. First came ensuites and ducted heating, then family rooms.

These things were unheard of in many older homes.”

Webb always wanted his own business and at the tender age of 19, went into partnership with a friend.

They sold a property on their first day – a block of land. More followed.

After going their separate ways, Webb continued on his own. “We had been building our team and had six people working for us,” he says.

“It was an amazing time. We had started just before the Whitlam Government got in and there were lots of new things happening. Real estate boomed, we boomed. The listing books were three inches thick. There were hundreds of vacant blocks and hundreds of new houses being built on spec.

“Very early in the piece, we had radio-controlled cars. We were driving most of Melbourne and our two‑way radios kept us in touch. It was cuttingedge back then.”

Then at 28, Webb’s life turned upside down. He experienced dizziness and tingling, and by the end of the day, was paralysed and vision-impaired.

It took a week to diagnose GuillainBarré Syndrome, a disorder in which the body’s immune system attacks part of the peripheral nervous system. The first symptoms include varying degrees of weakness or tingling sensations in the legs. In many instances, the weakness and abnormal sensations spread to the arms and upper body.

While Webb slowly regained the use of his limbs, it would be three years before he could go back to work.

“I was 28. I had a wife and young child with another baby on the way.

It was terrifying. I was bed-ridden for a month or two. We had to sell everything – house and business – just to get through.

“But it makes you determined and it proved I can do it [overcome adversity], and I know I can.”

However, one valuable lesson the illness taught Webb was you can’t base your life and income around sales.

“Sales can go as quick as your sales team can go,” he says. “If you have a good rent roll, it will always be there and will help get you through the tough times.”

Webb has just notched up 40 years as a member of the REIV including 10 as a board member and one term as President.

‘People still want integrity and they want to be given good advice. Agents must be much more service-oriented’

– Philip Webb “I have learned and gained so much from the Institute,” he says. “The market is far more knowledgeable today. People used to come to agents and we would pass on our knowledge.

Now that is easily accessible through the internet and various providers.”

Webb says the “basics” of real estate have never changed but today, agents are finding themselves in a much different role – as advisers. “People still want integrity and they want to

be given good advice. Agents must be much more service-oriented. But it is still all about how hard you work.”

Webb is proud of the fact many of Melbourne’s leading estate agents got their start with his company.

“We had a firm process of selecting and hiring young people with passion and determination, employing them as cadets, then putting through our training process, coaching and guiding them into highly skilled operators.”

A father of four, Webb’s two sons have come into the business.

Anthony, 36, is now general manager while Michael, who has a building background, is in sales. Another son works in sales for News Corp while his daughter is a lawyer who works in IT consulting. He has two grandchildren, Thomas and Harvey. Webb says he has “lived and breathed” business his whole life but is now winding down.

Ten years ago he and wife Jane, who has her own childcare business, bought a 1600-acre farm near where he grew up and they get there most weekends.

The couple love bushwalking and recently completed Hadrian’s Wall Walk across England over eight days.

Although never formally trained as an architect, Webb has designed several homes and also built several.

He would definitely do it all again, but perhaps not so young.

“There’s a lot to be said for waiting until you’re in your 30s and having a good youthful period. But having said that, I feel very fortunate. Real estate has provided well.”

Like father, like sons: Philip Webb and sons Michael and Anthony carry on the family tradition.

The Estate Agent ❘ November 2016

27

Cover Story

Melbourne’s in the fast lane and not slowing Affordable new homes, low interest rates and better infrastructure are driving growth further from the city

M

elbourne is bursting at the seams, giving member agents in the city’s west, north and south plenty of work in meeting the demand from homebuyers. And agents operating in these growth areas say there’s still plenty of room for expansion.

In many cases, new homes are being snapped up as soon as a new development goes on the market.

Agency directors working in these developing areas – Dean O’Brien (O’Brien Real Estate), Eric Bartz (Hocking Stuart Werribee), Robert Ozzimo (Harcourts Epping) and Ned Nikolic (Barry Plant Melton, senior sales consultant) – are excited about the current level of growth and predict it will continue.

Research shows Melbourne is well

28

The Estate Agent ❘ November 2016

on the way to overtaking Sydney as Australia’s biggest city – driven by a surge in overseas and interstate migration. New suburbs such as Lockerbie, Manor Lakes, Merrifield West, Rockbank North, Doreen, Tarneit, Williams Landing and Truganina are proving increasingly attractive.

‘I was here when Clyde Rd was a single lane – it was embarrassing.

Now it’s six lanes’ – Dean O’Brien The buyer profile is a mixture of newcomers, older people downsizing, investors and even current owners upsizing by taking advantage of affordable new homes and low interest

rates. O’Brien says while he always knew the south-eastern corridor would expand, it is the pace and size that has amazed him. And while supporting infrastructure initially struggled to keep up, it has markedly improved.

“For instance, in Casey we now have a new private hospital being built next to the public hospital, a great mix of private and public schools, enormous tertiary education opportunities as well as good train services,” he says.

O’Brien says the development in Endeavour Hills, Hallam, Berwick, Pakenham and Cranbourne was always predicted; it is the growth in places like Clyde and Clyde North that has “gone through the roof”.

An example is a small subdivision developed by Sienna Homes with

Cover Story

Hot property: Werribee agent Eric Bartz says new infrastructure is driving growth in the south-west.

26 properties. O’Brien has sold the mix of four options (single and doublestorey homes, units and apartments) in just three months. Some 60 per cent were sold to investors and the rest to individual home owners.

“Another project, Berwick Waters in Clyde North, is extraordinary and much bigger,” O’Brien says. “It will have 3000 homes and is ahead of schedule.

People are already buying and moving in. I was here when Clyde Rd was a single lane – it was embarrassing. Now it’s six lanes and could even expand.”

Bartz says the growth corridor to Melbourne’s south-west is also huge with its proximity to the Melbourne CBD – less than 30 km – being a big selling point.

“And you can still get into the market for between $350,000-$400,000 with new homes priced between $400,000$450,000,” he says.

“The entire city of Wyndham is a massive growth corridor. It started with Point Cook and Werribee, and now all these new areas are opening up. Some new homes sell in less than a week and auctions are really starting to

work, especially in places like Hoppers Crossing and Point Cook. We’re doing four or five a week, and getting prices well above the reserve.”

Infrastructure has also played a big part in the housing boom with the new Pacific Werribee shopping complex – a $400 million upgrade to the old Werribee Plaza – creating a centre to rival even Chadstone. Nearby house prices have gone through the roof.

‘Initially it was first-home buyers because of affordability but now we are getting the second-home buyers, families and even retirees’

– Robert Ozzimo “Two new train stations – Wyndham Vale and Tarneit – have made a huge difference to the western side of the CBD,” Bartz says.

New developments are opening all the time, with one in Werribee South offering a mix of homes and apartments with views of the bay.

New opportunities: Dean O’Brien, Ned Nikolic and Robert Ozzimo are all operating in new growth areas.

Meanwhile, the north of Melbourne, once popular for horse riding and motorbike riding, has undergone an “explosion” in the past six years.

Ozzimo says the initial expansion started in suburbs such as Epping, Thomastown and Mill Park but land releases further north have seen areas including South Morang, Mernda, Doreen and Woolert growing rapidly. Many of these suburbs were originally farm land with Epping just 23 km from the CBD, and Mernda and Doreen just 32 km.

“Initially it was first-home buyers because of affordability but now we are getting the second-home buyers, families and even retirees,” he adds.

“A lack of infrastructure was a frustration but it is improving as more subdivisions are built. The rail line was extended to Mernda and then South Morang, and there are plans for expansion.” Vacant land sales are becoming less available, according to Ozzimo, and when there is a release, it’s not uncommon for buyers to camp out to be first in line.

Two huge selling factors around Melton in the west are affordability and its location. “Melton is the most affordable suburb in Melbourne and it’s only 36 km from the CBD,” he says.

And there’s no sign of the region’s popularity waning with 30,000 new homes earmarked for development.

Nikolic says the expansion will eventually see Rockbank and Melton join, with the gap to Caroline Springs narrowing.

The Estate Agent ❘ November 2016

29

Marketing

Building a business from the ground up Ash Marton and Lilly Iuculano have found their way with an innovative marketing approach

A

sh Marton describes the moment he and business partner Lilly Iuculano walked barefoot across hot coals as “mind blowing”. “You spend four hours mentally preparing for it,” he says. “It’s an incredible, empowering experience when you actually do it.”

Marton believes personal development is key to running a successful business with the same principles applicable to everything in life. He has attended a number of seminars by self-help author Tony Robbins, the most recent of which culminated in the hot coal walk.

Marton also credits his first seminar as the catalyst for opening his own agency with Iuculano.

Six years later, the two operate their successful boutique agency Ash Marton Realty in Frankston, offering “innovative and out of the box” marketing that sets them apart.

The duo has a high level of respect for each other and when it comes to decision-making, they have a simple philosophy. Whoever feels more strongly about a decision, generally pulls rank.

For Marton and Iuculano, the key words are personal empowerment, innovation, high energy, daring and transparency. Their business is intertwined with all these elements and they walk the talk.

A Frankston local, Marton toyed with several career options in his teenage years. He thought about being a veterinarian because of his love for animals, then a comedian. In fact he 30

The Estate Agent ❘ November 2016

and a friend made the semi-finals for young comedians at the Melbourne Comedy Festival in 2006 and 2007.

It was in 2008 while working as a sales consultant for a more traditional Frankston real estate agency that Marton met Iuculano. They clicked.

After 12 months, both joined a sub-contractor based agency, which essentially operated as a business within a business. After a while, both wanted a change and were considering

‘I looked at the blade of grass I had been playing with ... it was a four-leaf clover. We couldn’t not take it as a sign to take action’

pursuing other career interests. Marton still remembers the light-bulb moment when everything changed. The two were sitting on the grass during a lunch break at their first Tony Robbins’ seminar.

“I was playing with the same blade of grass for ages while Lilly and I talked,” Marton recalls. “Tony Robbins had just finished a session that discussed the reality of there never being a better time to do something than right now.

“As the break ended I looked at the blade of grass I had been playing with … it was a four-leaf clover. We couldn’t not take it as a sign to take action.”

The same four-leaf clover is now mounted on the wall of Ash Marton Realty in Frankston.

They started with a very humble bank account balance which just covered setup and buying of infrastructure from an existing agency that was closing.

They put all their faith in their ability to list and sell as fast as possible.

how to get noticed ... and remembered ❚ Be quick to take advantage of

social trends that you may be able to build into your marketing to get you noticed ❚ Be aware that Facebook marketing has changed significantly in recent years.

In order to ensure your posts are displayed to your followers it is now necessary to pay to boost each post ❚ Whenever it is time to change suppliers or re-order marketing collateral, it is a great time to rethink design or give some energy to finding a way to re-innovate ❚ BRAND YOUR CARS!! BIG AND BOLD, it’s the best profiling exercise you can invest in

❚ Ask yourself whether your business

reflects the personality of your brand and if it doesn’t scream what you’re about, give this space some energy ❚ Get creative with your marketing, send a rose and a love letter to every house in your patch (from you, the agent) on Valentine’s Day, run a competition for best garden in your area and award the top three formally and leave $100 at your local coffee shop for the barista to hand a business card to the next 30 customers, explaining the coffee is on you ❚ Get creative!

Marketing

A different approach: Ash Marton Realty in Frankston uses engaging billboards and an office feedback wall to connect with their customers, highlighting their innovative and transparent approach to business.

With no money for marketing, Marton taught himself Photoshop and Iuculano focused on systemising the business and preparing for growth, with both initially selling.

They also decided to donate a percentage of all commissions to the AWARE wildlife foundation – a practice they’ve maintained. To date, they’ve donated $30,000.

The other important decision was to make the business “an experience” and as both directors are high-energy people, they look to only employ similar individuals.

Good branding was another priority, with the company utilising a unique logo design website which allows graphic designers from around the world to compete in an online logo design competition.

All 14 of the agency’s cars are branded – with Marton likening a car to a “moving billboard”.

Their approach to advertising is also different. In the first two weeks of operation, they sold a new listing in Tudor Court for more than expected in a tough market. Their newspaper advert the following week was dominated with a picture of the house, overlaid with the result of the sale.

Their newspaper ads continue to push the boundaries.

“I have a brain that loves to find the weird angles,” Marton says. “It is essential to stand out from the rest.

Companies only have a short time to embrace concepts before everyone else follows.”

Due to their initial limited advertising budget, the duo embraced social media. In that first 12 months, around 15 per cent of all their business came through Facebook.

The agency focused on making their posts interesting, attracting a good

‘We saw how much time agents were spending going back and forth to clients ... so we changed the game’ organic reach. Competitions and prize giveaways for posts that were “liked” and “shared” also assisted in boosting the company’s Facebook page from 500 likes to close to 6500.

However, Marton and Iuculano believe it is their new website that offers clients a real point of online difference. It took 18 months of development but the partners believe it was well worth the wait.

It was a finalist for Website of the Year in the PPM Group’s annual awards and

saw Marton a finalist in the REB Awards for Innovator of the Year.

Prospective clients can take a digital tour of properties for sale, meet the Ash Marton Realty team, read live Google reviews and see every property sold.

But more than that, they can make an instant offer, specify a deposit amount and even choose a settlement date. They then download, complete and return all the basic documentation.

“We saw how much time agents were spending going back and forth to clients,” Marton says. “Because of how long it was taking, people often get cold feet. So we changed the game.

“This system allows them to make a formal offer. The agents benefit by having all the data for the contract at their fingertips, avoiding the time taken to write and rewrite contracts with subsequent amendments.

“All the offers are then submitted to the seller at the same time. The seller makes the ultimate choice.”

The Estate Agent ❘ November 2016

31

Commercial

Gangs can sneak under your guard C&I agents warned to be on the lookout

O

utlaw motorcycle gangs (OMCGs) are increasingly targeting commercial and industrial properties to establish clubhouses and conduct illegal activity, says Victoria Police.

Speaking at a Commercial & Industrial seminar in August, Senior Constable Nicholaos Karamouzis says Echo Taskforce is seeking support from REIV members in identifying and preventing the spread of these criminal organisations.

At present, Victoria has 23 established motorcycle gangs with 82 chapters, including 17 which operate in regional areas. Karamouzis says interstate and international gangs are also looking to set up base in Victoria, which would increase the number of attacks by rival gangs on commercial

and industrial premises being used as clubhouses.

OMCGs occupying rental premises present a number of risks including refusal to pay rent, damage to property, attacks by rival gangs and insurance companies refusing to cover the property due to illegal activity.

OMCGs often use associates without a criminal past to obtain leases on behalf of the club Prevention is key with property managers encouraged to contact Echo Taskforce if they have concerns regarding a potential tenant who has applied for a property.

However, comprehensive background

checks are difficult as OMCGs often use associates without a criminal past to obtain leases on behalf of the club, using legitimate businesses as a cover.

These businesses cover the construction, tattoo, licensed sex trade, security, gym and supplement industries.

Regular inspections will also assist property managers in identifying if the premises are being used by an OMCG – with significant visible modifications including steel fortification, CCTV cameras and gang insignia painted on the wall.

“If identified early, Echo Taskforce can specifically target the activities occurring within these premises to prevent further infiltration and damage to the property,” says Karamouzis.

For property managers who already have OMCG as tenants, Echo Taskforce can assist in serving notices and evicting them from rental premises.

Karamouzis says Echo has successfully evicted OMCGs on 10 occasions in the past, using a variety of reasons including improper use of premises, property being used for unlawful assembly and unlawful modification to property.

For more information or advice on dealing with OMCGs, REIV members can contact Nicholaos Karamouzis on nicholaos.karamouzis@police.vic.gov.au or Detective Senior Constable Kieran Rodgers on Kieran.rodgers@police.vic.gov.au 32

The Estate Agent ❘ November 2016

TAKE CHARGE OF YOUR CAREER

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CPP40307 - Certificate IV in Property Services (Real Estate) Open up a range of options and opportunities to develop your career prospects.

As a licensed estate agent you can act on behalf of a vendor, landlord, purchaser or tenant in Victoria to sell, lease or manage real estate or business.

Learn from experienced property professionals at the Real Estate Institute of Victoria (REIV).

• Flexible learning options including day time or evening classes • Credit transfer and RPL (recognition of prior learning) allowing you to benefit from your past experience • This training is delivered with Victorian and Commonwealth Government funding.

Eligibility criteria apply.

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Find out more at www.reiv.com.au/takecharge Real Estate Institute of Victoria RTO 4042 T 03 9205 6666

Young Agents

Passion for real estate is the key When it comes to succeeding in the real estate industry, all you need is love – and a whole lot of hard work

S

amantha Taylor loves her job and it shows. In fact a quick look at Metro Property Management’s website will show you that everyone in the team, from the director Leah Calnan down, loves what they do with staff proudly photographed in fun shots with lots of “love” signs.

Taylor joined MPM nine years ago as a receptionist, just nine months after Leah bought the business, then based in Balwyn. She admits to being like a “sponge”, soaking up information and learning as much as she could.

Now, as the New Business Manager, that thirst for knowledge hasn’t changed, with the 27-year-old a role model for other young people wanting to get into the industry.

“I finished Year 12 at 17 and didn’t know what I wanted to do,” Taylor says. “I worked at VCAT [Victorian Civil and Administrative Tribunal] for 12 months before I applied for a job as receptionist with Metro, not really knowing anything about property. I

TIPS FOR YOUNG AGENTS ❙ Love what you do ❙ Be prepared to work hard ❙ Do your research ❙ Never stop learning ❙ Listen to your mentor ❙ Know industry legislation

34

The Estate Agent ❘ November 2016

loved it from the start and soaked up as much as I could.”

It wasn’t long before she became a leasing specialist with MPM, now one of the largest privately owned specialist property management companies in Melbourne, managing more than 2,600 properties across 260 suburbs. It also has regional listings in areas such as Drouin, Geelong, Bendigo and the Mornington Peninsula.

“Property management is our core business,” she says. “I still love nothing better than doing an appraisal on a property. When you walk into a property for the first time, that sense of excitement and surprise is always there.

“But it [the role] can be very challenging. You deal with people from all different backgrounds and you learn to read people. That skill has certainly

‘It’s about looking at the picture from both sides and treating everyone with respect’

– Samantha Taylor developed as I have grown in the job.”

Taylor says MPM’s focus on “great training” and mentoring makes the experience much easier. “For instance our property managers have assistants who are mentored in their roles.”

MPM’s business is mostly referral as well as regular clients expanding their portfolios. “You get an incredible mix of clients,” she says. “I tell new staff that your priority is to service your client to the best of your ability.

In some cases, tenants become owners and owners become tenants. It’s about

Sharing advice: Samantha Taylor from MPM.

looking at the picture from both sides and treating everyone with respect.”

And, according to Taylor, you need to do your research on the areas you operate in. “It’s important to understand the areas and also the type of property,” she says.

While Taylor is relishing her role as New Business Manager, she still gets to appraise some properties. Proudly, she is usually “pretty close” to the mark in rental estimates although occasionally, one unusual property will surprise. “But most of the time, I’m a good judge,” she adds.

Taylor is a fully licensed agent who knows “the legislation inside out”.

She joined the REIV Young Agent Chapter Committee to meet her peers from different sectors of the industry.

“I recommend getting involved in industry groups like the YAC – it is a great network and you can always learn from others.”

MPM moved to Surrey Hills four years ago after outgrowing its Balwyn office and now with 35 staff, it won’t be long before it outgrows the current location.

Taylor is happy to share her work experiences with others, especially new staff. “People think you get into real estate for things like money and a great car … but to succeed, you need to work hard.”

Business Brokerage

Winning team: Klemms’ staff outside their Hawthorn office with their three directors (centre front).

In the business of succeeding Klemms still going strong 70 years on

J

amal Dabab made the shift from selling residential properties to businesses for a challenge.

And after 32 years at the helm of one of Australia’s leading business brokerage companies, he has no regrets.

This year, Klemms Business Brokers celebrates a remarkable 70 years in the industry.

Since Reginald J Klemm established the company in South Yarra in 1946, Klemms has prospered and when Dabab took over in 1984, that growth continued – the company outgrew its South Yarra premises and moved to a two-storey office in Glenferrie Rd, Hawthorn, in 2006. Dabab says the biggest challenge in the sale of commercial enterprises is you are selling something ‘intangible’.

“You can put a price on plant and fittings but the difficult part is valuing the intellectual property and the goodwill,” he says. “The valuation process is really a science. There are

many contributing factors to the final numbers. But our experience and knowledge in this specialised field has brought with it success.”

Klemms employs 31 sales and administrative staff with Dabab’s two brothers joining the company about 20 years ago – Ahmed is a director and

‘There are many contributing factors to the final numbers ... our experience and knowledge in this specialised field has – Jamal Dabab brought success’ Talal a senior partner. The company is an REIV Accredited Business Brokerage firm with staff comprising both REIV members and affiliate members.

Klemms is also a certified member and registered business valuer with the Australian Institute of Business Brokers.

“The process of buying or selling a business requires dedication and the attention of a professional with the knowledge of the complete flow of a business transaction, as well as a team in place to accomplish every aspect of the transfer. Our staff are experienced at doing this,” Dabab says.

However unlike the recent boom in residential property prices, Dabab says the commercial business sector has been stagnant for about three years.

“This has been caused mainly by a lack of confidence, influenced by outside factors such as the economy.

But the low interest rates and low dollar value have encouraged overseas investment.

In July, Klemms expanded its business brokerage and established a commercial arm, branching out into commercial and industrial sales as well as property management, a step Dabab is excited about.

The Estate Agent ❘ November 2016

35

Profile

A long, rewarding road and Peter’s still on a journey Veteran agent Peter Stickley’s life-long motto is simple: do the best for your client

L

ong-time estate agent Peter Stickley always asks himself one question after placing a ‘SOLD’ sticker on a sign board outside a property he has just sold. “Have I really done the best for my client?”

For Stickley, the client always comes first. “Real estate is always about delivering the best price for the client,” he says. “The client is the one retaining you, the buyer is the customer. It’s about looking after your client and getting the best price.”

Stickley’s real estate career spans 50 years but in recent times, his “office” is his laptop, not a shopfront.

After years of running his own agency, he opted for a sea-change to the Mornington Peninsula with son Tim now running the four-office family business with several partners.

But far from retirement, Stickley is agent and adviser to a list of clients, most taken on through personal recommendations or referrals.

“It works for me,” he says. “We’ve always done things differently ... even now. I never say, ‘I’m the best’, but always aim to be the best. And real estate is always about delivering the best price and outcome for the client.”

Stickley came out “to the land of opportunity” from England in 1949 as a youngster with his parents and two sisters.

Living near the Metropolitan Golf Course, he developed a love of the sport and started playing when he was 12. He joined the Commonwealth Bank at Springvale in 1965.

“Being on the front counter taught me a lot about public relations and as a result, I was opening up lots of new 36

The Estate Agent ❘ November 2016

accounts,” he recalled. “One day, the manager took me to appraise a house and that sparked my first interest in real estate.”

Stickley became a business liaison officer and spent the next six years on the road, travelling all over Victoria.

He bought a house at Emerald in 1976.

“I was tired of travelling around and wanted a break,” he recalls. “After chatting with a real estate agent, he offered me a job at Ferntree Gully.”

He took some long-service leave to

‘Real estate is always about delivering the best price for the client. The client is the one retaining you, the buyer is the customer” – Peter Stickley

test the water, putting together three deals in 10 days. And more followed so he gave notice to the bank.

Following an arrangement with a licensed agent, Stickley opened his own agency in Emerald in 1980. Armed with his full licence after three years of study, Stickley felt confident and was “clued up” in the area of lending.

He also knew the difference between “people who want to buy and people you know will buy”.

Stickley’s agency opened on October 4, a Saturday. On that first day, he sold two houses and a third on the following Monday. “It cost $4,000 to establish the Emerald office, and I made that back in four days,” he says.

However life in the hills will always be remembered for a tragic event in 1983 – the Ash Wednesday bushfires

Changing with the times: Peter Stickley now operates his real estate business from home, rather than a shopfront.

Profile

Suits him to a tee: Long-time real estate agent Peter Stickley at The National golf course on Cape Schank, where he is a member. Peter started out wanting to be a professional golfer and has continued enjoying the game throughout his life. He says The National, with its three, 18-hole courses, is one of the best in Australia.

which devastated nearby Cockatoo and parts of Emerald. Entrenched in the local community, Stickley was among the first to help. His concern was for the residents, particularly his tenants and other distressed locals. There was an overwhelming spirit and resilience with many determined to remain and rebuild.

Together with other volunteers, Stickley organised for caravans to house people left homeless and the replacement of lost essentials. The community did rebuild and thrive again but it is a period etched in Stickley’s memory.

By the time he and his family moved to Narre Warren North, he had employed two extra people.

Stickley initially worked for an agency after the move, however he wanted his own business again.

So he operated Peter Stickley Real Estate from home in Narre Warren North before buying a shop at Dandenong North. Son Tim, at university studying teaching, obtained an Agent’s Representative licence and joined his father.

“It was tough in 1989 with the market standing still but things go in cycles and it came back,” Stickley says.

So much so, he opened another office in Dandenong Central and then a third in Noble Park, with a client list the envy of competitors.

Father and son bought a couple of laptops. It was 1996 and Australia was only just starting to embrace the digital

‘I’d visit a client, take photos and details, and if they signed on, the property would be online in seconds. It was cutting edge’ – Peter Stickley

age with the World Wide Web launched internationally two years earlier.

They listed properties on the internet.

“I’d visit a client, take photos and details, and if they signed on, the property would be online in seconds,” Stickley recalls. “It was cutting-edge and the hard work paid off.”

By this time, Tim had chosen real estate over teaching and had plans for further expansion. Stickley had moved to Safety Beach with wife Irene in 1998 and was commuting. Stickley worked for Tim for a short while before deciding to “do his own thing” which he has been doing very

successfully for the past decade. Most of his work is on referral, with his client list spanning all parts of the state and sometimes even further afield.

And every property he takes on is thoroughly researched.

Some of his more memorable sales have included an old guest house at Balook in the Strzeleckis, home for a while to a Russian spy; a Clifton Hill house, one of Melbourne’s oldest, with connections to Squizzy Taylor; and a property at Coongulla in East Gippsland, sold to a Darwin buyer over the internet, sight unseen.

Throughout his life, golf has remained an interest. He has played competitively in Australia, New Zealand and the United Kingdom and still plays the Pro-Am circuit when he can.

Stickley has served in various roles with the REIV over the years and in 1980 became an Associate of the REIA. He was also a foundation educator of Agent’s Representatives in TAFE colleges. Now in his 70s but keeping fit and healthy, and still playing golf, Stickley has no plans to retire. He enjoys following the lives of his four children and 15 grandchildren, two of them already working in the real estate and building industry.

The Estate Agent ❘ November 2016

37

Member News

MEMBERShip MILESTONES celebrated Almost 200 members have achieved membership milestones in the past six months, signalling their long-standing commitment to their careers and the real estate industry.

While 96 members have celebrated reaching the 10-year membership mark, 60 individuals have been members for 20 years and 19 have achieved the significant feat of 30 years as an REIV member. A further 14 REIV members have marked the significant milestone of 40 years as a member of the Institute.

Meanwhile, four individuals are

50 year 40 year Dedicated career: Raffaele Capetola celebrates 50 years as an REIV member.

celebrating a remarkable 50 years of REIV membership. They are Bruce Bell, Raffaele Capetola, Joe Crea, Peter Interdonato and Tom Riddell.

The REIV would also like to recognise John Bottomer, a 50-year member who passed away in July.

20 year Michelle Allen Rob Anderson Howard Batterham Peter Blake John Camilleri Anthony Carbone Michael Carey Dale Carroll Nick Cartledge Rhonda Coffey Cheryl Considine Gerard Cosgrave Mario Costanzo Tony Costanzo Paul Dabb Mark Earle Michael Egan Jeremy Fox Vince Giarracca Michael Gornalle Stephen Gowers Allison Grant Ken Green Michael Gross Tim Hore Matthew Iles Peter Inge Elizabeth Jensen Hugh Jones Michael Katsaris 38

James Kaufman Andrew Keleher Robert Kelly Graeme Keogh Kon Kouvas Richard Licciardi Margaret Lorkin Sam Macaluso Gregory Meadows Ross Mercorillo Neville Morey Michael Morrison Scott Murdoch Keith Murray Phil Musat Frank Nagle Richard O’Callaghan Darren Pearce Brett Philipp Marshall Rushford Mark Ryder Peter Schenck Pauline Soutar Lyn Sowersby Craig Stephens Mark Sutton Rae Tomlinson Francis Van Gulick Peter Watson Douglas Willox

The Estate Agent ❘ November 2016

10 year Sam Abboud Tim Aldridge Grita Angelucci Ahmad Ansari-Ashlaghi Max Attalla Angelo Bafunno Brett Barrett Paul Bell Bill Bennett Dora Bergman Chris Berryman Justin Booth Rebecca Borg Glyn Bosisto John Bradbury Michelle Browne Mark Bullock John Carson Damien Carter Glenn Chandler Justin Clinch Lynne Cole Gregory Cusack Kathy Dangov Adrian D’Aprano Robert Dariol Marty Deacon Vivianne Derman Vincent Djuang Richard Falzon Peter Fein

30 year

Bruce Bell, Raffaele Capetola, Joe Crea, Peter Interdonato, Tom Riddell

Anthony Cantwell, David Coldrey, William Cook, Malcolm Dingle, Jim Douglas, Rick Dungey, Frank Gibson, Dennis Ginn, John Leske, Andrew Lonzi, Joe Manitta, Kevin Sheehan, Philip Webb, Stephen Wilson, John Higginbotham

Tony Carty, Roger Cleary, James Crowder, Edmond Doherty, Les Donaldson, Michael Duster, Bruce Fullard, Graham Gerlach, Tom Gibson, Yuksel Kemal, Neil Kerr, Richard Kerr, Robert Ketterer, Jim Lazogas, Maurice Nirens, Brian Phegan, Andrew Summons, Joe Vandeligt, Glenn Young

Joe Fleri Nathan Foley Andrew Freeman Jim Georgiou Jim Grigoriou Jacob Hammad Tim Heavyside Andrew Hewett John Higginbotham David Hodgson Travis Hurst Andrew James Nick Johnstone Ian Judd James Keenan George Keith Juanita Kelly Peter Kilkenny Tony Kwan Tun Kyi Brendan Lawley Aaron Lewis Andrew Lewis Lily Li Michael Licciardi Christian Lonzi Amira Maghnie Michael McLeod Juan Merchan Brad Nicholls Angelo Nikitas Luke O’Callaghan Andrew O’Connell

Katie O’Dwyer Nick Pane Andrew Paterson Carl Payne Cynthia Peretz Maria Petropoulos Lip Phua Edward Pivk Joe Pollina Arthur Proios Shane Robb Adrian Santini Rocco Siciliano Heather Steadman Anna Sultana Sam Tarascio Greg Taylor David Turner Liz Walker Francis Walker Jenny Webb Nicholas West Euan Wightman Ray Wilkinson Leanne Williams Sue Wooldridge Richard Wraith David Wright Carolyn Wright Kaye Wyndham-Martin Tony Wynen Kim Yasin

STAY AHEAD OF THE COMPLIANCE CURVE New statement of information NOW available Proposed new price quoting legislation will require estate agents to provide a Statement of Information to vendors and prospective buyers.

An early release version of the Statement of Information* is now available to subscribers. Login to propertydata.com.au for details.

The Statement must contain the relevant median price, three comparable sales and the agent’s indicative selling price.

Not a subscriber? Contact us on 1300 303 383 or email propertydata@propertydata.com.au *This is an early release version based on information currently available. Price quoting legislation may alter during the parliamentary process and propertydata.com.au will be updated to reflect this within the time frames legislated.

PropertyData.com.au is a wholly owned subsidiary of the Real Estate Institute of Victoria Ltd.

MARKETING. REAL ESTATE. LEADERS.