KNOWLEDGE IS POWER PAGE 20
IMPROVING PROFITABILITY PAGE 22
WHY PARTNERSHIPS FAIL PAGE 34
LEARN FROM THE BEST
Spring into action
MARTIN MILLARD
& t r a He ul So
THE PERSONAL PRODUCTIVITY PLAN CONVERT COPY INTO CLIENTS WHAT TO DO ABOUT THAT BAD REVIEW
+
Industry magazines for Real Estate Agents and Property M
Issue 30 SEPTEMBER 2019
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SAMANTHA MCLEAN Managing Editor samantha@eliteagent.com MARK EDWARDS Publisher mark@eliteagent.com RENEE REID Marketing/Executive Assistant renee@eliteagent.com.au KYLIE DULHUNTY Sub-Editor editor@eliteagent.com
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(a subsidiary of A Bit of This Publishing Pty Ltd) ACN 169 805 921 Postal Address: Suite 904, 121 Walker Street North Sydney NSW 2060 Telephone +61 2 8854 6123 Registered by Australia Post/Print Post 100020180 EDITORIAL SUBMISSIONS The publisher welcomes editorial submissions from individuals and organisations within the real estate profession. The publisher reserves the right to edit, modify, reject or contribute to the content of the material provided. EDITORIAL DISCLAIMER: Some opinions expressed in Elite Agent are not necessarily those of its staff or contributing editors. Those opinions are reproduced with no guarantee of accuracy although Elite Agent endeavours to ensure those opinions and comments are factual. Our subscriber list may sometimes be made available to relevant brands who might be of interest to our readers and from time to time we may be in touch to inform you of new Elite Agent products and services. Please visit eliteagent.com/privacy for details on how we collect and use your personal information. Please email subscriptions@eliteagent.com if you would rather not receive these communications. © Elite Agent 2019. All rights reserved.
ON THE COVER 040 HEART AND SOUL Martin Millard, Harcourts Solutions
ELITE AGENT 006 EDITOR’S LETTER Samantha McLean 008 READER PROFILE Jennifer Noye 010 AREC 2019: IT’S A WRAP 016 EVENT REVIEW Street MBA Adelaide 018 THE WATER COOLER 080 URBAN OBSESSIONS Unusual settlement gifts and more
40
30 MINUTES WITH
SALES, MARKETING AND BEST PRACTICE
020 BEN AUCHETTL National Sales Director, realestate.com.au
044 THE CHANGING ROLES OF REAL ESTATE Kylie Dulhunty
022 C HRIS MERCER, Managing Director, Live Real Estate Accountants
048 MORE THAN A NAME – TONY HEATH Kylie Dulhunty 050 CONVERT COPY INTO CLIENTS Alex Stevenson 052 PEOPLE POWER – BARRY PLANT MANNINGHAM Kylie Dulhunty 054 THE PERSONAL PRODUCTIVITY PLAN Tony Rowe
FIRST PERSON
056 ASK THE COACH Claudio Encina
024 DESTINATION:SOLD Josh Phegan
027 PLAYING YOUR PART Alex Ouwens 030 THE GIFT OF REAL ESTATE Mark McLeod
REGULARS 032 REALTY BYTES Alister Maple-Brown 034 BUSINESS MATTERS John Knight 036 PEOPLE PARTNER Sarah Dawson 038 DATA INSIGHTS Eddie Cetin
62
SEPTEMBER 2019
028 IF THE SHOE FITS Caroline Bolderston
PROPERTY MANAGEMENT
CONTENTS
026 THE VALUE OF CHOICE Fiona Blayney
058 PROACTIVE PROPERTY PEOPLE Hannah Gill 060 WHO’S THE BOSS Nick Brown 061 WHAT TO DO ABOUT THAT BAD REVIEW Tara Bradbury 062 T HE DOMINO EFFECT – MARIA CARLINO, THE AGENCY Cassandra Charlesworth 064 R ESPONDING TO CHANGES IN DOMESTIC VIOLENCE LAWS Sharon Fox-Slater 066 SHOW ME NOW Real Ideas prize winner Sophie Lyon 068 A SK THE PM COACH Heidi Walkinshaw, Lauren Kirk and Kate Benjamin
LEADERSHIP 070 CULTURE KINGS Ewan Morton 072 C RYSTAL BALLING THE REAL ESTATE INDUSTRY Celebrating 40 years of Rockend 076 1 0 THINGS EVERY PRINCIPAL SHOULD KNOW ABOUT PROPERTY MANAGEMENT Kasey McDonald 078 C ATHY CRAMPTON - NO PLACE FOR LOST OPPORTUNITY Cassandra Charlesworth
EDITOR’S LETTER
L
Living your best life means something different to every person and it doesn’t have to mean fame, fortune or a million dollars in GCI. Your definition may be drastically different from that of your spouse, partner or boss, and there’s nothing wrong with that. The important thing to remember is that it is never too late to make changes – even though they may seem scary, or unattainable. Earlier this year I was told I had a bio-age of 80. Clearly, I was not living my best life. Thankfully I had in my hands James Clear’s book Atomic Habits (which I subsequently read twice) and took heart that it’s not necessarily massive action that’s needed to make great change. In fact, consistently making tiny changes can alter the
6 ELITE AGENT • SEPT 2019
trajectory of your whole life. So, it was time to stop joking about being an old person and make some small changes. I went gluten-free. Then I gave myself a 30-day challenge to give up drinking. Yes, you heard that right. Everyone knows that I love a wine (or a few wines) but apparently my liver was not enjoying it that much. After a week or so I realised I was going to survive without what I thought were the good things in life, so I decided to try Clear’s theory of “habit stacking”. He defines this as basically having one action trigger another. For example, if you’ve been meaning to read more but you can’t seem to find the time, while the kettle is boiling of a morning, pick up a book instead. Leave that book by the kettle so it’s there the next day. Tiny, easy changes can easily form good habits instead of bad ones. I changed what I was wearing at 6am while finishing The Brief. Instead of just putting clothes on I started choosing gym gear as my writing apparel. When I finish The Brief, I jump on the treadmill. After all, it would be super weird sitting in exercise gear and then not working out, right? That became an absolute trigger of what to do as soon as I pressed the send button. I bought a Fitbit to track my steps and it’s become a little bit of a game, seeing those green circles light up at the end of the day. Instead of a couple of wines each night, I now put my energy into creating new and healthy recipes and looking forward to a bath. Seven months later, I’ve lost a few kilos, several years (yes, I am getting younger) and to my amazement, I’m running 5km of
a morning without thinking too hard about it.. Now, after listening to Tom Hector at AREC, I am thinking about what would have been unthinkable six months ago, and I’m researching infrared saunas. Who is this person? The continuous tiny changes have created a habit stack that has changed my energy and belief system, including who I am and what I am capable of. I feel better than I have in months, years even. However, despite all of my good work, inside of me there was still a voice saying that I was “missing out” on something with my new routine. I loved the pub. I loved the social scene. But I questioned myself. Had I become ridiculously boring (you know – one of those annoying ‘healthy’ people?)
The cheat is not the treat. My favourite cousin was out from the UK a couple of months ago so I decided to see if I could still party like it was 1999. We went out playing pool, drinking way too much red wine, joking, laughing and even ended up belting out Summer of 69 at Sydney’s infamous Pickled Possum. It was a good night. The next morning my Fitbit said I had done more steps that night than any other in the past seven months. Win! My head was screaming something completely different. All I could think about was this one time Matt Lancashire, from Ray White New Farm, was on stage at Momentum and recounted a similar experience. Without a shadow of a doubt I now know what he meant. The cheat is not the treat.
It sounds so simple, but somehow it was a major realisation for me and basically applies to everything. Every diet I’ve been on in my life (and there have been a few) I’ve always looked forward to the reward when I could relax with a treat. Chocolate. Wine. But when does the treat ever make you feel as good as the routine of healthy eating? Mostly the treat ends in a tired sugar crash or a headache. Some people convince themselves that time on Facebook is the reward for making the calls and doing the work. But does Facebook really make you feel good? Or does it feel better when you are routinely connecting with people and making a difference in their lives? The cheat is not the treat. Am I going to drink again? For sure. Am I going to indulge in a crusty bread roll at some point? Probably. But there has been an undeniable shift in my attitude this year. Those cheats aren’t really treats. The real treat is the ability to go back to a monotonous, but brilliant routine. The treat is being able to execute tiny changes that lead to bigger successes. It could be an extra call, one more routine inspection, writing ahead of deadline, updating your database or shopping ahead of time. The little things that add up to a great result are the real treat.
The real treat is having a great day at work because you’ve added up all the one-percenters over time and they are starting to pay dividends. The real treat is moving easily at the gym, where some people struggle to get out of bed and go down the street. The real treat is the clarity and the energy of not making silly mistakes and doing the simple things right. Author L.R Knost beautifully summarises this: Life is amazing. And then it’s awful. And then it’s amazing again. And in between the amazing and awful it’s ordinary and mundane and routine. Breathe in the amazing, hold
The continuous tiny changes have created a habit stack that has changed my energy and belief system, including who I am and what I am capable of. on through the awful, and relax and exhale during the ordinary. That’s just living heartbreaking, soul-healing, amazing, awful, ordinary life. And it’s breathtakingly beautiful. I couldn’t agree with that more. Tough times never last, but tough people do. I’ve finally learned a valuable lesson: in the middle bit, the ordinary, the boring and the routine is beautiful.
The treat is life – and luckily for all of us spring is full of life and all sorts of possibilities. Make the most of it.
SAMANTHA MCLEAN MANAGING EDITOR samantha@eliteagent.com
eliteagent.com 7
READER PROFILE
LIFE IS WHAT YOU MAKE IT
It is too easy to get a representatives license, which leaves the industry open to inexperienced reps selling people’s biggest asset. I’d also change the “used car salesman” tagline, which is due to not being paid unless you sell the property.
you had to start from scratch Caporn Young Sales Executive Jennifer Iftomorrow, what would be the first thing you would do? Noye didn’t start out in real estate but Work alongside a few it’s where she’s found her home. In experienced agents and learn this edition’s reader profile, the former everything I could from them Ansett Australia and Emirates Airlines before I went out on my own. employee explains how her approach “We are in the to life has fuelled her success.
What was your first job and what did it teach you? My first job (part-time) was at Coles as a checkout chick. It taught me the importance of money as we had to balance the till after every shift. How long have you been in real estate? I’ve been selling real estate for seven years. This time for about five years and in the early 2000s for a couple of years. It’s not good timing as I missed the Perth boom. What does the market look like in your area right now? The market in Mount Pleasant is ticking along nicely and better than some other areas in Perth, which still have an oversupply of property compared to buyers. What do you love best about your area? The proximity to the beautiful Swan River and being centrally located, which means you can go to the city, beaches and hills all in less than 30 minutes. What does your ideal day look like? My ideal day includes speaking and following up on buyers and their queries, keeping vendors up-to-date with their property campaign, updating
8 ELITE AGENT • SEPT 2019
our database and preparing for appraisals and vendor meetings. What’s the best piece of advice you’ve received? The importance of attitude. Life is 10 per cent of what happens to you and 90 per cent of how you react to it. Every day we have a choice of what attitude we will embrace. In 2015 you ran for local and in 2017 for state government. What did running for election teach you that has helped in your real estate career? We are in the people business. People want to be heard and have their opinions and concerns addressed. It is the same when you run for local and state government. People need to trust that you will represent them and their property to the best of you ability to achieve a great result. If you could change one thing in the industry what would it be? I’d change the public perception of the real estate industry. Good agents are highly trained, need to understand the elements of contract law, marketing, influencing and customer service. It would be great to see the industry change to have a cadetship to become an agent.
people business. People want to be heard and have their opinions and concerns addressed.”
My first year in real estate as a rookie was a real eye-opener. Who or what inspires you? People who sacrifice their lives for the benefit of others. I owe a lot to my parents who moved away from their home country (India) to bring their family to Australia for the sake of our future. For that I will be eternally grateful, as I love living in this country. What can’t you live without? Family. I have a beautiful family and I treasure the time we spend together. Many times I have considered living in another country, but the thought of being away from my family stops me from making this choice. Where would you like to be this time next year? I would love the ability to spend two months a year overseas in another country. n
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Think. Innovate. Connect. Grow.
AREC 2019 delivered a two-day event with
a new look, inspiring speakers and future leaders. Elite Agent was proud to be part of the event in the role of Trade Media Partner. Here are some of the highlights.
→
eliteagent.com 11
AREC 2019
“Trust is the most disruptive strategy you can employ to win more business and eliminate objections.” – Todd Duncan
THERE ARE TWO TYPES OF AGENTS – YOU ARE EITHER MEMORABLE, OR YOU FOLLOW-UP. I TRIED TO BE MEMORABLE AND CONNECTED TO MY COMMUNITY. – RUMA MUNDI
12 ELITE AGENT • SEPT 2019
If you have lots of volume but not the skill to back it up, you won’t get repeat business. If you have great skill but not volume, that business is not sustainable. – Tom Hector
“Changing and growing are difficult, but there is nothing harder in life than being stuck in a place you don’t want to be.” – David Walker
“ACHIEVING SUCCESS IN RECORDBREAKING TIME IS SIMPLY THE COMPOUND EFFECT OF HARD WORK AND CONSISTENT DISCIPLINE OVER A SHORT PERIOD OF TIME.” – DANIEL GONZALEZ
“The cost of your good habits are in the present; the cost of your bad habits are in the future.” – James Clear
Life is a series of nows. How you choose your attitude right now is how you are driving your behaviour and the consequences of your life.” – Mark Schulman
“Your database is the stabiliser that keeps your house from crumbling. It is the foundation that produces volume.” – Sonya Treloar eliteagent.com 13
AREC 2019
#WeAreReal WITH ONLY SIX EDITIONS PER YEAR, it’s not easy to get on the cover of Elite Agent. Only
the best of the best get to present on the AREC stage. This year, in the expo hall we invited delegates to do both: “Be The Cover” and to tell us what messages they would like delivered to the industry.
14 ELITE AGENT • SEPT 2019
Estate
Photography credit: Tim Marsden Photography. To download photos, watch videos and listen to podcasts from AREC 2019, visit eliteagent.com/wearerealestate.
eliteagent.com 15
Street MBA
Seen & Heard
#STREETMBA ADELAIDE is a wrap! On July 25 and 26 a group of 10 agency leaders
participated in our first study tour, visiting Harris Real Estate, Ouwens Casserley and Toop&Toop. The attendees took away practical examples of best practice plus powerful insights on leadership, teamwork, trends and more. Many attendees declared the action-packed tour ‘the most valuable event they’ve ever attended’. To book tickets for other events visit eliteagent.com.au/streetmba.
Excited to get #theextradegree.
Hearing all about culture and giving feedback, from Nathan Casserly and Adam Blight.
Great food and excellent company.
Participating in a 6:30am workout at Toop Village. Iconic Harris Real Estate.
On tour at Toop Village.
16 ELITE AGENT • SEPT 2019
Tour guides Grace Hooper and Hannah Gill.
Getting the lowdown at Harris.
MARKETS PAGE 16
PAGE 36
PREMIERE ISSUE
SMSF INVESTORS PAGE 42
TRUTH PAGE 26
A DOT COM? PAGE 24
PLAN PAGE 18
KEYBOARD WARRIOR
THE WAY OF THE FUTURE?
BUSINESS ON TRACK
READER SURVEY:
FIND OUT MORE ON PAGE 31
LEARN FROM THE BEST #01 JUL/AUG 2015 AU$9.95 + POSTAGE
LEARN FROM THE BEST #06 JUL/AUG 2015 AU$9.95 + POSTAGE
#10 APR/MAY 2016 AU$13.50
4 RULES FOR BUILDING A WORLD CLASS REFERRAL NETWORK
THE GIFT OF LISTENING and the power of presence
PREPARING FOR SPRING SELLING SEASON
IT TAKES TWO
Michael Clarke & Cherie Humel
with Stuart Benson
INSTAGRAM Every picture tells a story
TACTICAL LISTING WITH JOSH PHEGAN PAGE 26
FIVE TACTICS TO ACHIEVE AND MAINTAIN ZERO ARREARS
LEARN FROM THE BEST
ANTICIPATE IS THE NEW EXCEED PAGE 28
5 TRENDS THAT MAY INFLUENCE PROPERTY IN AUSTRALIA COMMUNITY ENGAGEMENT
5 ways to build your profile
IS YOUR DATABASE FIT OR FAT? THE AWESOME HUMAN MANIFESTO
THE TRUSTED ADVISOR
Stefanie Dobro
BEYOND BUSINESS DEVELOPMENT
THRIVING IN A TOUGH LEASING MARKET
HANNAH GILL
EXCLUSIVE INTERVIEW WITH RENT.COM.AU CEO MARK WOSCHNAK
A GUIDE TO THE ULTIMATE BRAINSTORM
How to get what you’re worth
THE GREAT INSPECTION ROUNDUP PAGE 62
#03 JAN/FEB 2015 AU$9.95 + POSTAGE
2015 ARE YOU
LEARN FROM THE BEST #02 OCT/NOV 2015 AU$9.95 + POSTAGE
READY?
The resolutions you need to make this year
VICTORIA’S TOP GUN
Mark Di Giulio
HOW TO STAND OUT ON THE GLOBAL STAGE PAGE 20
THREE QUESTIONS TO IMPROVE PERFORMANCE
How to get more productive… Fast!
SERVING A NICHE MARKET PAGE 50
#05 MAY/JUN 2015 AU$9.95 + POSTAGE
INDUSTRY REPORT PERCEPTIONS OF REAL ESTATE
LEARN FROM THE BEST
INSIDE: INDUSTRY LEADERS
What your customers really think
TAKE YOUR EMAIL OPEN RATE THROUGH THE ROOF MAKE EACH DAY COUNT
Measuring property manager performance
31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre
Charles Tarbey Antony Catalano John McGrath Maria and Manos Findikakis
BEST NEW TALENT
Roxanne Paterson
#05 APR/MAY 2016 AU$13.50
3 TECH TRENDS THAT WILL IMPROVE YOUR BUSINESS
ACCOUNTING FOR SUCCESS
CAMERON GARRY
BEST OF BOTH WORLDS An exclusive outsourcing case study with Miles Real Estate
7 FUNDAMENTAL REALITIES OF CUSTOMER SERVICE THE ART OF PERSONAL COMMUNICATION
MAKING INSPECTIONS EASY
SAFETY TIPS FOR PMs
5 WAYS TO IMPROVE YOUR CONVERSION RATE PAGE 20
LEARN FROM THE BEST
INSID THE TOP COACHE
#04 MAR/APR 2015 AU$9.95 + POSTAGE
PASSION FOR PEOPLE
Emmy Thies
John McGrath • Josh Pheg Michael Sheargold • Tom Pan Caroline Bolderst
PL An exclusive w Glenn McGr
CLOSE COLLABORATION Successfully linking PM and Sales
SKIMMERS, SCEPTICS AND SOAKERS Are you covering them all?
31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre
AREC15
THE ART OF STORYTELLING PAGE 54
A DAY IN THE OF A PROPE MANAG WITH HAY MITCH
MARKETING SPECIAL
WHAT REALLY WORKS FOR SUCCESSFUL PM MARKETERS
LEARN FROM THE BEST #07 OCT/NOV 2015 AU$9.95 + POSTAGE
#03 DEC/JAN 2016 AU$13.50
Red Bull racing champ Matt Hall talks mindset
NO SALES AWARDS
GET READY FOR
2020
The agency that puts client satisfaction first
STRONGER THAN STEEL
CONNECTING EMPLOYEES IN THE CLOUD
Clinton Knop
Virtual reality agents
LEARN FROM THE BEST
SLIDIN DOOR
#08 DEC/JAN 2016 AU$13.50
2016: READY, SET, GOAL!
LEARN FROM THE BEST
AUSTRALIA’S TOP GUN
EQUITY: TO SHARE OR NOT TO SHARE
AREC15
IMPLEMENTING NEW TECHNOLOGY AS A TEAM
WHO’S BEHIND THAT DOOR? HITTING A HOMERUN PAGE 16
FEATURE INTERVIEW NAOMI SIMSON SPEAKS ON PRODUCTIVITY AND LEADERSHIP LEARN FROM THE BEST
LAURA LEVISOHN
5 STEPS TO DESIGNING THE IDEAL WEEK
Get noticed for the right reasons
SOCIAL MEDIA REPORT CARD PAGE 14
FRONT DESK TO BUSINESS OWNER
LESSONS LEARNT IN REALLY BIG BUSINESS
THE SCIENCE BEHIND FIRST IMPRESSIONS
FEE NEGOTIATION
THE MATHEMATICS OF PROPERTY MANAGEMENT WITH BOB WALTERS
LEARN FROM THE BEST
THE EXTRA 1%
THE FOUR PILLARS OF PERSONAL BRANDING
ANTHONY CARDINALE
EXTREME PROPERTY MANAGEMENT
HOW THE APRA CHANGES MAY BE AFFECTING YOUR LANDLORDS
OVERCOMING OWNER OBJECTIONS
READER SURVEY:
Find out more on page 47
SALES STAFF PAY PACKETS
WHY 3D REAL ESTATE LISTINGS WILL BE THE NEW NORM
What’s working?
BARRY PLANT
From Bell Ringer to Master Auctioneer
30 BUSINESS BOOSTING IDEAS FOR
2016 12 WAYS TO IMPROVE YOUR MARKETING
HAVE YOUR SAY IN OUR
DO YOU HAVE EXIT STRATEG
LEARN FROM THE BEST #04 FEB/MAR 2016 AU$13.50
MAK YOUR SM BUSIN APPE LARG
HOW TO PULL OFF THE PERFECT LISTING PRESENTATION
MAKING THE MOVE
PAYIN REVENUE SP – THE PR AND CO
SUZIE Kate HAMILTONFLANAGAN PLAYING T0 WIN
Strickland
TO CONTINUE READING THIS PUBLICATION AND OTHER BACK ISSUES VISIT ELITEAGENT.COM EXPANDING TO NEW MARKETS PAGE 16
A GAME OF DRONES PAGE 36
SELLING PROPERTY TO SMSF INVESTORS PAGE 42
PREMIERE ISSUE
• HOW ARE THE TRANSFORM SUPER SIX GOING? FOR UPDATES AND COACHING TIPS SEE PAGE 16
MOMENTS OF TRUTH PAGE 26
WHEN SHOULD YOU BECOME A DOT COM? PAGE 24
MARKETING BATTLE PLAN PAGE 18
WHY NO ONE LIKES A KEYBOARD WARRIOR
ARE DIGITAL PRE-LISTING KITS THE WAY OF THE FUTURE?
5 KPIS TO KEEP YOUR BUSINESS ON TRACK
READER SURVEY:
FIND OUT MORE ON PAGE 31
LEARN FROM THE BEST #01 JUL/AUG 2015 AU$9.95 + POSTAGE
LEARN FROM THE BEST
#10 APR/MAY 2016 AU$13.50
4 RULES FOR BUILDING A WORLD CLASS REFERRAL NETWORK
THE GIFT OF LISTENING and the power of presence
PREPARING FOR SPRING SELLING SEASON
IT TAKES TWO
Michael Clarke & Cherie Humel
with Stuart Benson
INSTAGRAM Every picture tells a story
TACTICAL LISTING WITH JOSH PHEGAN PAGE 26
FIVE TACTICS TO ACHIEVE AND MAINTAIN ZERO ARREARS
LEARN FROM THE BEST
#06 JUL/AUG 2015 AU$9.95 + POSTAGE
ANTICIPATE IS THE NEW EXCEED PAGE 28
5 TRENDS THAT MAY INFLUENCE PROPERTY IN AUSTRALIA COMMUNITY ENGAGEMENT
5 ways to build your profile
IS YOUR DATABASE FIT OR FAT? THE AWESOME HUMAN MANIFESTO
THE TRUSTED ADVISOR
Stefanie Dobro
THRIVING IN A TOUGH LEASING MARKET
BEYOND BUSINESS DEVELOPMENT
HANNAH GILL
EXCLUSIVE INTERVIEW WITH RENT.COM.AU CEO MARK WOSCHNAK
A GUIDE TO THE ULTIMATE BRAINSTORM
How to get what you’re worth
THE GREAT INSPECTION ROUNDUP PAGE 62
#03 JAN/FEB 2015 AU$9.95 + POSTAGE
2015 ARE YOU
HOW TO STAND OUT ON THE GLOBAL STAGE PAGE 20
Mark Di Giulio
LEARN FROM THE BEST #05 MAY/JUN 2015 AU$9.95 + POSTAGE
What your customers really think
TAKE YOUR EMAIL OPEN RATE THROUGH THE ROOF MAKE EACH DAY COUNT
Measuring property manager performance
31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre
LEARN FROM THE BEST
INSIDE: INDUSTRY LEADERS
Charles Tarbey Antony Catalano John McGrath Maria and Manos Findikakis
BEST NEW TALENT
Roxanne Paterson
#05 APR/MAY 2016 AU$13.50
3 TECH TRENDS THAT WILL IMPROVE YOUR BUSINESS
ACCOUNTING FOR SUCCESS
CAMERON GARRY
BEST OF BOTH WORLDS An exclusive outsourcing case study with Miles Real Estate
7 FUNDAMENTAL REALITIES OF CUSTOMER SERVICE THE ART OF PERSONAL COMMUNICATION
FRONT DESK TO BUSINESS OWNER
LESSONS LEARNT IN REALLY BIG BUSINESS
VICTORIA’S TOP GUN
LAURA LEVISOHN
5 STEPS TO DESIGNING THE IDEAL WEEK THREE QUESTIONS TO IMPROVE PERFORMANCE
How to get more productive… Fast!
SERVING A NICHE MARKET PAGE 50
IMPLEMENTING NEW TECHNOLOGY AS A TEAM
WHO’S BEHIND THAT DOOR?
MAKING INSPECTIONS EASY
SAFETY TIPS FOR PMs
HITTING A HOMERUN PAGE 16
FEATURE INTERVIEW NAOMI SIMSON SPEAKS ON PRODUCTIVITY AND LEADERSHIP
INDUSTRY REPORT PERCEPTIONS OF REAL ESTATE
#02 OCT/NOV 2015 AU$9.95 + POSTAGE
The resolutions you need to make this year
Get noticed for the right reasons
SOCIAL MEDIA REPORT CARD PAGE 14
LEARN FROM THE BEST
READY?
THE SCIENCE BEHIND FIRST IMPRESSIONS
FEE NEGOTIATION
THE MATHEMATICS OF PROPERTY MANAGEMENT WITH BOB WALTERS
LEARN FROM THE BEST
5 WAYS TO IMPROVE YOUR CONVERSION RATE PAGE 20
THE ART OF STORYTELLING PAGE 54
LEARN FROM THE BEST #04 MAR/APR 2015 AU$9.95 + POSTAGE
PASSION FOR PEOPLE
Emmy Thies
INSID THE TOP COACHE
John McGrath • Josh Pheg Michael Sheargold • Tom Pan Caroline Bolderst
PL An exclusive w Glenn McGr
CLOSE COLLABORATION Successfully linking PM and Sales
SKIMMERS, SCEPTICS AND SOAKERS Are you covering them all?
31 May – 1 June, 2015 Gold Coast Convention & Exhibition Centre
AREC15
• WIN ONE OF SIX PLATINUM AREC16 TICKETS SEE PAGE 2 FOR DETAIL
MARKETING SPECIAL
WHAT REALLY WORKS FOR SUCCESSFUL PM MARKETERS
LEARN FROM THE BEST #07 OCT/NOV 2015 AU$9.95 + POSTAGE
LEARN FROM THE BEST
AUSTRALIA’S TOP GUN
#03 DEC/JAN 2016 AU$13.50
Red Bull racing champ Matt Hall talks mindset
GET READY FOR
2020 CONNECTING EMPLOYEES IN THE CLOUD Virtual reality agents
EQUITY: TO SHARE OR NOT TO SHARE
NO SALES AWARDS
The agency that puts client satisfaction first
STRONGER THAN STEEL
Clinton Knop
HAVE YOUR SAY IN OUR
READER SURVEY:
THE FOUR PILLARS OF PERSONAL BRANDING EXTREME PROPERTY MANAGEMENT OVERCOMING OWNER OBJECTIONS
LEARN FROM THE BEST
THE EXTRA 1%
ANTHONY CARDINALE
HOW THE APRA CHANGES MAY BE AFFECTING YOUR LANDLORDS
LEARN FROM THE BEST
#08 DEC/JAN 2016 AU$13.50
2016: READY, SET, GOAL! WHY 3D REAL ESTATE LISTINGS WILL BE THE NEW NORM 30 BUSINESS BOOSTING IDEAS FOR
2016 12 WAYS TO IMPROVE YOUR MARKETING
#09 FEB/MAR 2016 AU$13.50
SALES STAFF PAY PACKETS
EFFECTIVE SALES MANAGEMENT How to get the most from your team
What’s working?
BARRY PLANT
From Bell Ringer to Master Auctioneer
PLAYING T0 WIN
Kate Strickland
THE TOP 10 MISTAKES OF NEW PRINCIPALS 8 STEPS TO OWNING YOUR MARKET IN 2016 BATTLE OF THE SEXES
Who’s better at selling real estate –
THE REFERRA SYSTEM THA REALL WORK
YOU SA
Our 20 Sentim Surv
LEADIN THE CHARG
Glenn Curran
STARTIN OU RIGH
The ro