VIEW magazine by RE/MAX Australia

VIEW The RE/MAX Australia Magazine Edition 2-15 | remax.com.au

“RE/MAX rises as network of choice” remax.com.au | Issue 2-15

RE/MAX Contents

RE/MAX Australia Regional Team P. +61 7 3007 9000 E. remax@remax.com.au

front cover Brisbane City Hall, the RE/MAX Australia Annual Awards venue feature 04 Getting to know you: Chris Chapman 05

Entrepreneurial franchise owners drive RE/MAX network growth

awards 06 RE/MAX rewarded its best of 2014 08

Making movies proves model for global marketing gong

events 10 Short, sweet and to the point over breakfast 12

Agent authors book to guide property owners

Events to grant wishes

feature 18 How to sell regional real estate to Chinese buyers 19 RE/MAXnet Touchpoints Manager: serving more effectively news from the network 20 Agent stars in local tourism videos 21

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RE/MAX ranks as #1 real estate franchise

feature 22 Franchise name no random choice 23

Page 15 Agent to owner: making the transition

news from the network 16 Welcome to RE/MAX

Event calendar highlights

Managing Director: Michael Davoren mdavoren@remax.com.au Executive Assistant to Managing Director: Tanya Bull tbull@remax.com.au Finance Director: Chris Chapman cchapman@remax.co.nz Franchise Director: Keith Walker kwalker@remax.com.au Director: Joel Davoren jdavoren@remax.com.au Australian Property Finance CEO: Nathan Swain, nathan@apfbroker.com.au APF Office Administrator: Kirsty Cummings, kirsty.cummings@apfbroker.com.au APF Financial Advisor: Jason Fung, jason.fung@apfbroker.com.au Franchise Development: Meryn Walker mwalker@remax.com.au, Joel Davoren jdavoren@remax.com.au, Haley Curtis hcurtis@remax.com.au RE/MAXnet Support Manager: Niki Bell, nbell@remax.com.au Professional Development Manager: Melanie Marsh, mmarsh@remax.com.au Manager, Regional Operations: Kathy Boot, kathyb@remax.com.au Business Development Administrator: Melissa Kennedy mkennedy@remax.com.au Office Administrator: Chantal Nix cnix@remax.com.au Marketing & Communications Manager: Aimee Doherty, adoherty@remax.com.au Public Relations: Lyn Cox lcox@remax.com.au Submissions for RE/MAX Australia VIEW can be sent to Lyn Cox on lcox@remax.com.au or Aimee Doherty on adoherty@remax.com.au. Deadline for submissions – 1st December 2015 VIEW editor: Lyn Cox E. lcox@remax.com.au M. 0061 418 793 096 VIEW design: Honor Lock E. honorstewart@gmail.com Copyright © 2015 RE/MAX Australia/New Zealand. All rights reserved. The materials herein may not be duplicated, copied or reproduced – in whole or in part – in any way without written permission. VIEW magazine is provided to RE/MAX Affiliates as one of many benefits. The opinions of guest contributors and interviewed guests are their own and not necessarily those of RE/MAX Australia/New Zealand, or its affiliates, or any of its owners, officers, employees or agents. While every care has been taken to ensure the accuracy of the information it contains, neither the publishers, authors nor their employees, can be held liable for inaccuracies, errors or omission. Readers should not rely on this newsletter as a substitute for professional advice.

Message from the Managing Director

From the Managing Director RE/MAX is figuring as network of choice 2015 is turning out to be a massive year for growth in RE/MAX networks through Australia and New Zealand. At the end of June, the RE/MAX presence extends beyond 110 offices and we will swell our ranks further through the second half of the year. Read Keith Walker’s article ‘Entrepreneurial franchise owners drive RE/MAX network growth’ on page 5. It is vitally important within the framework of this expansion to make sure our strategic plan is the best for our market, the industry and our clients, who in this case are our franchisees. People, the human resources, are the lifeblood of any strategic plan. Earlier this year, we reviewed the five main pillars with the intent of harnessing the greatest strengths in the human resources we have. We identified ‘champions’ who would uphold the pillars’ principles and implement appropriate action going forth. 1.

Growth: Australia - Franchise Director, Keith Walker. New Zealand - General Manager, Corinna Mansell 2. Marketing and Communications: Marketing and Communications Manager, Aimee Doherty 3. Professional Development: Professional Development Manager, Melanie Marsh 4. Technology: Finance Director, Chris Chapman, and REMAXnet Support Manager, Niki Bell 5. And Fun: This won’t need a champion if we uphold 1, 2, 3 and 4! This structure will allow both the human and other resources to be better utilized over our two countries with a number of these people involved in their portfolios on both sides of the Tasman, though there will be plenty of localized development and implementation as well. And ‘champions’ do not stand alone; behind

them exist committed and skilled teams. Training numbers has been another outstanding area of growth. There is a thirst for professional development and self-improvement that is highly visible and quantifiably growing. Markets are changing and people working in our industry are recognising more than ever that they need to skill up and be at the top of their game. People are saying: Just because I’ve been in real estate for 15 years, I can’t just assume I can match it with the new sales agents, property managers, finance brokers and administrators coming into the industry. Many of these ‘newbies’ come highly qualified. Fortunately, RE/MAX Australia and New Zealand offer packed professional development programs, plus there is the massive RE/MAX global training offering to tap into as well through RE/MAX University.

“Earlier this year, we reviewed the five main pillars with the intent of harnessing the greatest strengths in the human resources we have. ” Globally In July, there was a strong Australian/ New Zealand delegation to the inaugural RE/MAX Asia-Pacific Rim conference in Singapore. This was an opportunity for real estate business owners and agents from the 13 regions involved – Australia, New Zealand, Thailand, Indonesia, Singapore, Philippines, Guam, Korea, China, Japan, India, Sri Lanka and Mongolia - to form relationships and forge agent-toagent links across countries. And a reminder to our members outside the ‘big two’ markets: Asian investor interest is not restricted to Sydney and Auckland alone!

The market Both Australia and New Zealand are confronted with major centre problems – in Sydney and Auckland – with the Reserve Banks in both countries trying to prevent property booms in these city markets from getting out of control. It is difficult to introduce effective legislation that won’t be detrimental to other parts of the property landscape. Outside of these major centres, both countries have many examples of greatly improving real estate markets. In both countries, business confidence is growing and interest rates are low or at a record low, and, as the marketplace responds, this points to a strong real estate market for the foreseeable future. Market activity is broad. The upper end of the market is moving, with industry reports of auction volumes and results showing this. An example from the RE/MAX ranks is Juana Bernado with a massive auction month in May. Read her story on page 21.

I wish you all a very productive and rewarding second half of the year, personally and professionally. Make the most of the enormous quantity of RE/MAX resources available and stay up-to-date on offerings through your monthly Regional Update. I’ll leave you with my regular message: ‘Happy selling, happy managing, happy administering….’

remax.com.au | Issue 2-15

Getting to know you… Chris Chapman, Finance Director, RE/MAX Australia & New Zealand From June 2007 until December 2012, Chris was the Regional Director of RE/MAX New Zealand. He became Finance Director with the management buyout of RE/MAX Australia and New Zealand in December 2012. How and when did you discover your interest in real estate? I found my way into the industry through my accountancy career. I left the world of Chartered Accountancy to become an accountant in business and joined RE/MAX New Zealand in 2006 as the Financial Controller. That’s where it all started for me. What would be involved in an average working week? No two weeks are the same. It’s a broad role where I could be working with regional teams on projects, managing our company finances and accounts, working on regulatory compliance issues, or planning with the Board of Directors. Another big part is working with our RE/MAXnet technology partner, ReNet. Right now we are working on plans to really lift the level of service, support and education for RE/MAXnet to help agents get the most from the software.

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What aspects of your role give you greatest pleasure? I enjoy RE/MAX broker owners and sales associates coming together for training and events. That’s when you see the power of so much knowledge and experience, and it is what makes the company successful. I especially enjoy seeing new franchise owners getting started. They are the future of the company and it’s exciting to work with them as they build their business plans.

“A few years ago I

discovered triathlons and I’ve just raced my first Ironman.

”

What have been some of your most memorable moments since becoming part of RE/MAX? That would have to be the RE/MAX R4 Convention in Las Vegas. Thousands of RE/MAX agents from all over the world in one place is a pretty big party. No matter what your role in the company or what stage in your career you’re at, at R4 you’ll find like-minded people with experience to share.

If you were granted three wishes to make your professional life easier, what would they be? Mind reading, seeing into the future, and creating more time! It’s the weekend. Work does not beckon. How would you be most likely to spend your time? A few years ago I discovered triathlons and I’ve just raced my first Ironman. Weekends for the last few months were largely spent in training. I’m on a break from that now so making up some time with the family, which includes rides to the playground with younger daughter Jenna and teaching older daughter Ashley to drive. Something people may not know about you unless we tell them… I’m a neat freak and a minimalist. I like everything in its place and enjoy throwing old stuff away. I love cloud computing for that reason. My family are the opposite. They all like to hoard so there’s old toys, books, games, shoes and so on everywhere. If someone loses something, I’m blamed for throwing it away (only true sometimes)!

RE/MAX Feature

Entrepreneurial franchise owners drive RE/MAX network growth Accelerated growth is a RE/MAX Australia phenomenon that has many new franchise openings anticipated in the coming months. Franchise Director Keith Walker says this follows solid growth activity with 12 new offices opening since the start of this year. “Since January, RE/MAX has added to its presence through five states with Toowong, Bracken Ridge, Sandgate, Tweed Heads, Coomera, Southport, Murrumba Downs, Redcliffe, Highgate Hill, Caloundra, Baffle Creek and Huntfield Heights offices; and the Western Australia network under Geoff Baldwin has also grown this year.” Keith says that real estate business leaders from within the industry or coming into the industry have recognised that real estate franchising has moved past the ‘one size fits all’ model. “RE/MAX was effectively founded on this belief so has had 42 years to hone its successful business model globally. “The crux of the RE/MAX offer is flexibility to run your own business within a network of around 6,700 offices and access the tools, resources and support that comes with it.” The physical environment is just one point of difference that RE/MAX franchise owners have. Across Australia we have offices that reflect their local market and community,” said Keith, “from the beautiful Mount Barker office in its historic restored school to the contemporary urban Holland Park premises or the casual beachside feel at Bribie Island, for instance.”

business with the enormous benefits of a truly global brand behind them. “The agent-centric business model attracts top producers so business owners can build strong teams of quality agents. And the most productive agents want to affiliate with a recognized brand that supports their efforts with valuable resources and innovative technology tools.” RE/MAX Australia agents consistently rank amongst the network’s top ten globally. Globally, the RE/MAX network passed a milestone 100,000 agents in April, and its reach is 100 countries. RE/MAX uses its global reach to connect agents around the world, and it’s a people resource that has become increasingly valuable as foreign investment grows in many markets. Highlighting the level of buyer interest across Asia-Pacific markets,

RE/MAX Australia is part of a RE/MAX regional network along with New Zealand, Thailand, Indonesia, Singapore, Philippines, Guam, Korea, China, Japan, India, Sri Lanka and Mongolia. “More than 500 attended a July convention and property fair in Singapore, which provided a forum for RE/MAX agents to meet and establish relationships with other agents as well as investors. “RE/MAX is unique in its ability to offer such opportunity.” He said, “Growth has accelerated this year because real estate business owners are looking for genuine freedom, flexibility and opportunity to build their business and increase profitability; and while the real estate industry is rapidly evolving into this culture, RE/MAX is setting the pace. “June was a record month for new offices, but following months could see that broken given the degree of interest we are seeing from potential franchise partners.”

“

The physical environment is just one point of difference that RE/MAX franchise owners have.

”

He said that RE/MAX not only encouraged its business owners to be entrepreneurial but also their agents. “The culture empowers owners and agents to achieve goals and build an independent and very profitable

remax.com.au | Issue 2-15

RE/MAX Awards

RE/MAX awarded its best for 2014 When RE/MAX Australia announced its top performers for 2014 at Brisbane City Hall in February, Managing Director, Michael Davoren, suggested this year would be an exciting year for real estate and be possibly RE/MAX Australia’s strongest year for some time yet. His cautionary advice to the 600-plus guests however, and the theme of the RE/MAX Rally that preceded the awards event, was ‘What got you here won’t get you there’. “Even if you are successful today, just doing what you have done in the past won’t be enough, and you must plan and commit to being better at everything you do,” he said.

The network’s ultimate individual honour, The Eagle Award, given in recognition of an individual’s significant contribution to the continued growth of RE/MAX in Australia, went to Brad Neilson from RE/MAX Bayside Properties in Queensland.

contribution to their community, and it is not an award I will necessarily give each year. What Nathan gave in 2014 and continues to give through his association with the SA Country Fire Services makes him very worthy of the Every Day Hero title,” Michael Davoren said.

This multi-office business collected many awards including top multi-office and Most Productive Office (Victoria Point).

Competition for the Special Achievement in Marketing Award was so strong that it was shared by two individuals and two offices. Returning to the limelight through his irrepressible marketing flair was Michael Spillane.

Gold Coast office, RE/MAX Regency, was announced the top individual office. For the first time, RE/MAX Australia awarded an Everyday Hero Award, with Nathan Watts from RE/MAX Hills & Country (Mount Barker, SA) the inaugural recipient. “This is recognition for someone who makes an outstanding and selfless

Full list of award recipients International Hall of Fame Tandi Gill Len Worthington Mark Coleman Todd Gerhardt Ros Waters Liz Cruse Geoff Sullivan Laura Cooper Karl Rademeyer Leigh Hair Simon Au Greg Levick Kerry Parkes Daryn Trowbridge Rod Whealing Steve Pery David Bradley Brad Neilson

RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX

Advantage Northern Territory Advantage Gold Colonial Real Estate Solutions Ultimate Property Services Local Specialists Results Bayside Properties Colonial Regency Elite Property Sales Bayside Properties Bayside Properties

Lifetime Achievement Award Wes McGregor Ric Boulter Liza McKilliam James Sexton

RE/MAX RE/MAX RE/MAX RE/MAX

Northern Territory Profile Real Estate Hills & Country

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RE/MAX Australia’s managing director said top performing agents were similar the world over: “The best are very serious about doing things differently and better. They consume education, and understand and embrace technology and know how to put that to use for consumers. “

RE/MAX Awards

Specialist Awards INDIVIDUAL, TEAM & OFFICE AWARDS Top 3 Teams in Transaction sides: No. 3 Mark Cheney Team Mark Cheney, RE/MAX Ultimate No. 2 Dave Neilson Team David Neilson, RE/MAX Bayside Properties No. 1 Jenna Wright Team Jenna Wright, RE/MAX Elite

Top 3 Individual in Transaction sides: No. 3 No. 2 No. 1

Todd Gerhardt RE/MAX Advantage Leigh Hair RE/MAX Local Specialists James Sexton RE/MAX Hills & Country

Top 3 Transaction Offices: No. 3 No. 2 No. 1

RE/MAX Profile Real Estate RE/MAX Advantage RE/MAX Regency

Top 3 Transaction Multi Offices: No. 3 No. 2 No. 1

RE/MAX Advantage RE/MAX Colonial & Colonial Riverside RE/MAX Bayside Properties

Top 5 Individual Sales Associates in Gross Settled Commissions: No. No. No. No. No.

5 4 3 2 1

Ryan Smith RE/MAX Profile Reno Muscat RE/MAX Advantage John Kubatov RE/MAX Results Geoff Esdale RE/MAX City Todd Gerhardt RE/MAX Advantage

Top 5 Teams in Gross Settled Commissions: No. 5 Mark Cheney Team Mark Cheney, RE/MAX Ultimate No. 4 Simon Salm Team Simon Salm, RE/MAX Bayside Properties No. 3 Lyn Griffiths Team Lyn Griffiths, RE/MAX Excellence No. 2 Dave Neilson Team David Neilson, RE/MAX Bayside Properties No. 1 Deborah Evans Team Deborah Evans, RE/MAX Results

Top 3 Multi Office in Gross Settled Commissions: No. 3 No. 2 No. 1

RE/MAX Advantage RE/MAX Colonial & Colonial Riverside RE/MAX Bayside Properties

Top 5 Individual Offices in Gross Settled Commissions: No. No. No. No. No.

5 4 3 2 1

RE/MAX RE/MAX RE/MAX RE/MAX RE/MAX

Colonial Results Profile Real Estate Advantage Regency

remax.com.au | Issue 2-15

RE/MAX Awards

Rally speakers deliver valuable messages and more than a few laughs The February Rally consisted of four educational sessions in the day, all of which followed the theme ‘What got you here won’t get you there’. Belinda Yabsley: Starting in the automotive industry as a receptionist in country NSW, she went on to become the youngest branch manager of a Mercedes-Benz owned dealership in Australia, and the first female. She launched the world’s first ‘MercedesBenz Airport Express’ in Sydney. Her reputation for innovation in the art of customer relationship management is inspiring and her session highlighted the vital interdependence between sales and service - why you can’t have one without the other and how to build rewarding long-term customer relationships.

Making movies proves model for global marketing gong RE/MAX Australia and RE/MAX New Zealand are coming to the fore as powerhouses in the worldwide network. The networks were very well represented both in the conferencing and networking sessions and centrestage receiving awards at the 2015 RE/MAX R4 Convention, where around 8000 delegates from throughout the world converged on Las Vegas in March. RE/MAX Australia collected the RE/MAX world’s Best Marketing Award for its 2014 ‘Make an ad to sell my pad’ campaign and attracted the highest praise from RE/MAX LLC leaders. The 12-week ‘Make an ad to sell my pad’ campaign involved an Australia-wide engagement-focused competition seeking a winning video that showcased a home. By the campaign end, more than 19,000 visits had been received by the competition microsite and there was a 19 per cent increase in Facebook followers. The winner was announced on Facebook and the competition microsite, which featured behind-the-scenes content throughout the campaign, videos and a list of more than 90 potential countries

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Shane Jacobson: The international award-winning actor and co-host of Top Gear Australia delivered a highly entertaining and engaging presentation in which he shared stories from his life, including the lead-up to his starring role in the hit film Kenny. The audience was given a very clear message about always looking for success, how laughter is the answer to hard times, and why family is everything. Nathan Brett, Real Estate Dynamics: His session explored new ways to use data to set minimum standards to run by, manage repairs and maintenance efficiently so everyone’s happy, shorten your leasing process to rent properties faster and manage the vacate process differently, with the simple message that what we’ve been doing for years no longer works! Finally, mentors from within the RE/MAX ranks took the couch for a powerful session. Selling principal, Adam Kratzman, RE/MAX Partners, asked “Is your business open to

where RE/MAX is represented and the winner could choose from for their prize holiday. RE/MAX Australia and RE/MAX New Zealand took two of the top three spots in a ranking of global regions; RE/MAX business owners, Murray Carter and Justin Miller, from Robina, Queensland, had global recognition as Broker Owners of the Year; and New Zealander Jeff Bracegirdle held his title of #1 globally in commercial sales. “Murray and Justin are partners in one of Australia’s most vibrant brokerages,” Larry Oberly, RE/MAX Vice President said. “They’ve built a fun, productive and highly collaborative culture at their office. Their sales associates thrive in it. Transactions have doubled in the past two years, and agent count continues to increase every year. Almost every successful agent in the market knows about the opportunities available at this office.” RE/MAX LLC also announced its Top 100 agents and sales teams with strong Australian representation. Two Queensland team leaders, Deborah Evans with Deborah Evans Properties at RE/MAX Results, Morningside and Dave Neilson with Team Neilson at RE/MAX Bayside Properties, Alexandra Hills were ranked in the Top 10 Team Leaders globally.

business?” and “Are you open to change?”; non selling principal, Murray Carter, RE/MAX Regency, lived up to his visionary reputation, explained how he is always in recruitment mode and answered “What makes success?” with “You, your systems and processes and your game plan”.; and sales agent, Lyn Griffiths, RE/MAX Excellence, discussed adapting to an ever-changing environment. Her two main take-away points were to “Market yourself and your successes as much as you market your properties” and “Have fun and celebrate every win!”

“ ...just doing what you have done in the past won’t be

enough, and you must plan and commit to being better at everything you do.

”

RE/MAX Awards

SPECIALIST AWARDS Property Management Award on Nett Growth (No. Of Managements): RE/MAX Victory, Caboolture BROKER: Vicki Ford

Property Management on Percentage Growth: RE/MAX Victory, Caboolture BROKER: Vicki Ford

Recruiting Award on Nett Growth (No. Of Agents):

SPECIALIST AWARDS continued Most Productive Office RE/MAX Bayside Properties, Victoria Point BROKER: Brad Neilson

Business Growth Award for a Sales Associate Bryan Costin RE/MAX United Vision, Carina QLD

Rookie of the Year Mark White RE/MAX Connected, North Lakes

RE/MAX Ultimate, Burpengary BROKER: Mark Cheney

Young Sales Associate of the Year

Recruiting Award on Percentage Growth:

Elliott Dean RE/MAX Profile Real Estate, Bardon

RE/MAX Ultimate, Burpengary BROKER: Mark Cheney

Office Support Person of the Year:

Australian Property Finance Top Performer – Total Business Best performing APF Broker: Anish Prasad (attached to Victory).

Australian Property Finance RE/MAX Top Referring Agent (Finance Only)

Belinda Forster RE/MAX Profile Real Estate, Bardon

Personal Assistant of the Year: Katrina Robinson RE/MAX Colonial, Annerley

Property Manager of the Year:

Vicki Ford RE/MAX Victory, Caboolture

Cyndi Ward RE/MAX Gold, Gladstone

Australian Property Finance RE/MAX Top Referring Office – Total Business (Finance Only)

Special Achievement in Marketing for Individual or Team:

RE/MAX Victory, Caboolture

Auction Award for an Office RE/MAX Real Estate Services, Cairns QLD

Auction Award for an Individual Dave Stockbridge RE/MAX Urban & Rural, Salisbury

Business Growth Award for an Individual Office RE/MAX Urban & Rural, Salisbury BROKER: Dave Stockbridge

Marc Sorrentino RE/MAX Advantage, Wynnum QLD Michael Spillane RE/MAX Northern, Albany Creek QLD

Special Achievement in Marketing for an Office RE/MAX Elite, Junee & Wagga Wagga NSW RE/MAX Advantage, Wynnum & Manly QLD

Everyday Hero Award

Nathan Watts RE/MAX Hills & Country, Mt. Barker, SA

The Eagle Award Brad Neilson RE/MAX Bayside Properties, Wellington Point, Victoria Point, Cleveland & Alexandra Hills.

remax.com.au | Issue 2-15

RE/MAX Events

Short, sweet and to the point over breakfast The first event of the 2015 Breakfast Series saw fifty RE/MAX members meet at Aromas Cafe in Stones Corner, Brisbane. Under discussion was securing vendor paid advertising. Here is some of the feedback from this very successful March event:

“The breakfast is a great forum to open your mind, whether you are new or old to the business. The world is constantly changing, so your approach needs to too.” “Always get a couple of nuggets from these sessions, thank you.”

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“Why wouldn’t you want to continue to learn and train? RE/MAX provides the most informative session of any brand.” “A breakfast hearing from our best in the industry in a casual environment and back to work to start my day. BRILLIANT!” “Fantastic, quick and powerful. Best one and a half hours of my week.”

“

Fantastic, quick and powerful. Best one and a half hours of my week.

”

RE/MAX Events

Overcoming those listing presentation objections Around 35 sales agents and broker owners turned out by Lake Kawana on the Sunshine Coast when Michael Spillane delivered his well proven approach to overcoming objections through the course of listing presentation.

•

Michael is a consistent top performer who is much admired and respected by his peers and is recognized for innovation and pioneering in property videos, in personal marketing and in database marketing and e-newsletters. • More than 96 per cent of his business comes from people contacting him rather than him contacting them! It is not surprising that he has become a highly sought after trainer and speaker within the industry. Don’t miss an opportunity to learn from him. In the meantime, here are a few Spillane snippets of wisdom.

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• •

The very first thing to do at a listing presentation is sell yourself because people will list with people they like. It’s your job to educate sellers that choosing an agent based on appraisal price, commission or marketing costs is the worst they can do! It’s not likely to be highest appraisal price, lowest commission or lowest marketing cost that will win the listing because the seller will choose the agent who can prove why they should be chosen. Market your results because broadcasting your own successes does you more good than harm. Pics sell homes so only use the best; video really works and sells lifestyle better than words. Don’t be scared of video! Answer phones on a Sunday. Watch shows like Selling Houses Australia for good presentation tips.

•

Overcoming objections is more attitude than (scripts and) dialogue.

Michael’s five year goal includes being the top Queensland salesperson in the industry and one of Australia’s top ten. No objections there!

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Market your results because broadcasting your own successes does you more good than harm.

”

remax.com.au | Issue 2-15

RE/MAX Events

Auction Chapter thrives on talent RE/MAX Australia’s Auction Chapter is a network-driven group with a focus on enhancing skills of people who have an interest in auctions. RE/MAX Australia director Joel Davoren said the Chapter, which has relevance for new and experienced agents, is about creating environments where people feel empowered, where they can ask questions and voice their own opinions.

Andrew Cooley, a highly experienced auctioneer conducting in excess of 1,000 auctions annually and part of the huge Sydney-based company, Cooley Auctions.

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Marketing and obtaining auctions in tough markets proved a very popular topic.

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Good turn-out at Auction Chapter event;

More than 30 were at a very successful event early this year where Tony Williamson and Lance Richards, from RE/MAX Real Estate Services in Cairns, did a sensational job covering off on their auction strategies. Marketing and obtaining auctions in tough markets proved a very popular topic. The Auction Chapter events are not RE/MAX-centric, drawing on the expertise of people outside the network. The July event features

Agent authors book to guide property owners Tennis coach, sales agent, real estate business owner… Mark Cheney has now added author to his list of accomplishments.

‘Don’t Give it Away!’ is a clear and practical guide to the selling experience and also includes a chapter for buyers. The front cover features Mark holding a tennis racquet, paying homage to his younger days as a Queensland junior champion and owner of Cheney Tennis Centre in Burpengary. He coached tennis for 26 years before he shifted his focus to serving the community in another way – real estate. Mark says his tennis experience taught him that hard work and perseverance are needed to get results, that training is crucial, that

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relationships are an essential key – and that family and friends are everything. A story from the book’s introduction goes like this… A father gave his young son a difficult world jigsaw puzzle. The son returned with the completed puzzle in a very short time, amazing his father. “How did you finish it so fast?” the father asked. The young boy replied “I turned the puzzle pieces over and there was a picture of a man. I figured if I just put the man together right, then the world would be right.” So Mark says… if you get the man right, you get your world right! The book is available on Amazon but is given as a gift to buyers and sellers, and he says it goes down very well at listing presentations. And the title? He says it’s what sellers most commonly say!

*Mark Cheney owns RE/MAX Ultimate at Burpengary and has recently expanded with a second office at Murrumba Downs.

RE/MAX Marketing

We sell every home as if it was our own

Marketing Matters RE/MAX Australia’s 2015 marketing campaign launched on 28th June with its new television commercial airing nationally on Foxtel. The pay TV campaign will run through till October and is projected to generate an impressive eleven million impacts for the RE/MAX brand.

developed as a personal promotion tool for members to take advantage of and reinforce the campaign message in their local communities. RE/MAX associates and teams have been using this collateral to position themselves at the ‘real estate agent famous for going that extra yard.’

Careful media selection ensured that the RE/MAX commercial aired only on channels aligned with interests of the target audience including property, finance, sport and home improvement. You’ll see the commercial on shows such as Selling Houses Australia, My Dream Home, Your Property Empire and River Cottage Australia. The campaign also encompasses sponsorship of popular shows such as Grand Designs Australia.

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All offices, associates and property managers have been equipped with local area marketing collateral in order to take advantage of the campaign in their local markets. Brochures, press advertisements, DL’s, and digital banner advertisements were

Providing additional support to the Pay TV schedule is an integrated digital campaign that reinforces the central message ‘We sell every home as if it was our own’.

RE/MAX online advertising will be seen across Google Adwords, the Google Display Network, YouTube and Facebook, all of which directs users back to the RE/MAX Australia website where they can enquire further about The campaign also the services of RE/MAX agents. encompasses sponsorship

of popular shows...

”

We sell every home as if it was our own

remax.com.au | Issue 2-15

MREC: 300PX 2

RE/MAX Events

Events to help grant wishes RE/MAX proudly supporting Make-A-Wish® Australia RE/MAX Australia Ladies Night

RE/MAX hopes more wishes are granted At the February RE/MAX Australia Rally, special guest Gerard Menses, CEO of Make-A-Wish Australia, touched everyone when he spoke of ‘the healing power of a wish’. Make-A-Wish currently grants in the vicinity of 500 wishes a year but Gerard explained that a 2000 a year target is needed if every child and teenager within Australia battling a life-threatening medical condition is to be reached.

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This year $9,200 was raised through the RE/MAX Australia gala annual awards charity auction when Sam Devlin and RE/MAX Profile Real Estate’s Grant Penrose auctioned off items donated by very supportive RE/MAX Partners: Fireworks, Direct Connect, Montville Country Cabins and NeoPost. Thanks also to the successful bidders Alan Lucas from RE/MAX Bayside Properties, Tamara Bain from RE/MAX Colonial and Mark White from RE/MAX Connected. An ever-popular Ladies Night in May raised $1,589.20, with the next in 2015 planned for October.

Bridge-to-Brisbane in August and a Charity Golf Day in October will add to fund-raising endeavours. RE/MAX Australia enters its fourth contract year with Make-A-Wish in August, and fund-raising is on track to exceed the $100,000 mark.

Aiming high in property management: AIM, RE/MAX Australia’s property management committee, continues to go from strength to strength with its member numbers. A May event saw the room packed with more than 40 property managers, and property management training is now an integral part of the July Rally to be held at the St Lucia Golf Course in Brisbane.

RE/MAX Feature

Agent to owner: making the transition

Lindi and Karl Rademeyer

In June this year, Lindi & Karl Rademeyer opened their real estate franchise RE/MAX First in Caloundra on Queensland’s Sunshine Coast after many successful years in sales. It’s a professional decision many successful agents agonise over but this husband and wife team have taken the step with every confidence in their market and faith in the franchise group that stands behind them. You’ve made the transition from successful agents to franchise owners. How long did it take to come to this decision? Karl: It was always our five-year-plan; we just got there two and a half years sooner because the opportunity arose. As RE/MAX conjunctional agents, we were a business within a business already, and our business grew faster than expected and improved exponentially as we shared ideas with other RE/MAX high performers.

Have you always worked as a business team and what challenges and or benefits does this present? Lindi: We worked together eight years ago for the first time in a signage business. We enjoyed that but gradually found our way into real estate. Karl had worked in a corporate role in the industry, but other than that he has always been my assistant in real estate! Karl: With RE/MAX, we became a business unit. We are already a ‘life’ team but being in business together allows us to be flexible within defined roles. We motivate each other, and have a 100 per cent investment in what we are doing. Work-life balance is the challenge. Lindi has made the rule ‘no emails after 10pm’!

As franchise owners, what do you expect from RE/MAX? Karl: We believe in a strong brand and expect RE/MAX to maintain its good reputation, be ahead of the game so

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We believe we are in charge of our own destiny.

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we are always at the top of ours. We expect to reap the benefits of the ongoing strength and culture of the largest global real estate company.

Lindi: We believe we are In charge of our own destiny. RE/MAX will be our support – but we steer the vehicle. And I expect awards when we exceed our goals!

What do you think the Sunshine Coast has to offer investors? Some commentators appear to overlook the Sunshine Coast or just see top-end Noosa properties. Karl: You can easily access the state’s capital and its major international airport while still having the beach lifestyle. In the rental market – yield is way up, demand for rental property is high and overall affordability is attractive to investors. Lindi: We are going to have one of the largest hospital precincts in Australia. People say it’s the Sunshine Coast equivalent to the ‘mining boom’. The difference is we won’t run out of people needing health care, so employment won’t disappear.

bring major infrastructure, employment opportunities, population growth and demand for dwellings. Perhaps the Sunshine Coast is not as evident to commentators or on investors’ radar because our volumes are less. And perhaps – secretly - we like it a bit this way!

You live at Dicky Beach Caloundra. Caloundra has often been described as ‘God’s waiting room’ but how is it much, much more than this? Lindi: We’ve been on the Sunshine Coast for eight years. It’s a great place for children, teenagers and young adults. There’s all nature of sports and outdoor activities, music festivals, educational facilities from kindy to university and employment. While we have every intention of being here for a very long time, it’s definitely not just a place for ‘oldies’. Karl: We see an influx of young buyers moving here to take advantage of all these opportunities and affordability. Historically, Caloundra may have attracted the label of ‘God’s waiting room’ but that was then and this is now. The Coast has changed. It’s a vibrant happening place. And people will sacrifice travel time to work for lifestyle. Lindi: And yet it’s still a place where you can go to the beach without your wallet, drop in for a coffee on your way home… and pay the café the next day!

Karl: The 40 year plan for the Caloundra South development will

remax.com.au | Issue 2-15

RE/MAX News from the network

Welcome to RE/MAX RE/MAX is proud to introduce and welcome the newest offices and broker/owners to the RE/MAX Australia network.

In April, Mat thew Thom son opened RE/MAX Le gacy in Red cliffe, QLD.

In January, RE/MAX Strategic opened in Toowong, QLD with owner brokers Lane Boy and David Aitchison.

ed MAX welcom In April, RE/ ith RE/MAX w ch ee M il Hayden & Ph untfield Realtors in H Your Choice . Heights, SA

RE/MAX Partners RE/MAX would like to thank our partners for their continued support

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RE/MAX News from the network

ed MAX welcom In June, RE/ gelakis with Michael Man e Hill, et in Highgat re St RE/MAX QLD. In June, RE /MAX welco med RE/MAX F irst in Calou ndra, QLD with broke r owners K arl & Lindi Rademeyer .

In May, RE/MAX Coastal Lifestyle came to Baffle Creek, QLD with broker owner Sue Robertson who sponsors the annual charity event, the Baffle Creek Raft Race.

In July, RE/MAX Gold Standard opened in Southport, QLD with broker owner Tom Bleier.

In July, broker owner Caz Okeeffe opened RE/MAX Futures Realty in Coomera, QLD.

Broker owners Mark & Amanda Wecker and Brendan & Tamara Homan opened RE/MAX Property Shop in Bracken Ridge, QLD.

In April, James Stebbings opened RE/MAX Local Realtors, Tweed Heads, NSW.

Mark Cheney ex panded RE/MAX Ultim ate to Murrumba Downs, QLD in May.

remax.com.au | Issue 2-15

RE/MAX Feature

How to sell regional real estate to Chinese buyers By Andrew Taylor, co-CEO of Juwai.com I sometimes tell the story of Eric Qiu and Natalie Kong. They are both from China, but they only fell in love after meeting at the University of Newcastle. Now, the two software programmers live in a new, $500,000 five-bedroom brick home in Cameron Park, in Western Newcastle. Their friends of the same 20-something age group are also buying homes in Newcastle, for prices that range from $250,000 to $750,000.

the fifth, for real estate buyers from mainland China. In both countries, of course, the big cities receive most of this interest. Regional destinations are quickly gaining more interest, however, even if from a lower starting point. Following are the some popular regional destinations for Chinese buyers on Juwai.com. Most of these buyers are from mainland China. Other Chinese buyers are locals. Hot Australian Regional Cities

When the Newcastle Herald asked Mr. Qiu why he chose that fair city, he said it was much better than Sydney, where ‘the house prices are higher’ and ‘the traffic worse’.

QLD: Gold Coast - NSW: Newcastle VIC: Geelong - TAS: Launceston - WA: Mandurah Hot New Zealand Regional Cities

The lesson here? When selling regional property to Chinese buyers, emphasize your listings’ strengths, which sometimes are the very things that people hate about more popular locations. Lifestyle and affordability are two key drivers for Chinese-speaking buyers in regional New Zealand and Australia. Others come for education, investment or for a particular economic opportunity, such as a job or business. Australia is the second most popular country, and New Zealand is currently

South Island: Christchurch, Queenstown, Dunedin North Island: Tauranga, Taupo *Source: Juwai.com site activity data, 1Q 2015.

Our user data suggests these locations will see an increasing number of transactions with Chinese-speaking buyers in the coming 12 months. The benefits of this investment are clear: tax income, jobs, happier vendors and new construction. That’s why many destinations have a strategy to attract Chinese investment to their areas. Perhaps the greatest lesson is that towns can improve their standing with Chinese buyers. Most regional New Zealand and Australia destinations are simply unknown in China. Once buyers learn more about them, they will be impressed. It just takes some smart and persistent marketing to generate new real estate (and business) investment.

Andrew Taylor, co-CEO of Juwai.com

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Investment destination marketing is an effort that can be undertaken by the local government, or even property marketers like real estate agencies and developers. It needn’t cost much.

Squiiz.com.au an update SQUIIZ CEO Nick Christian reports that the team has been working toward delivering the features and developments that industry feedback has recommended for the site. Since its launch at the end of last year, SQUIIZ has released enhancements including virtual tour, favourites, login, land listings, alert email and save search; along with share links for Facebook, Twitter and Google+. For a taste of thing to come this year, the site will have more enhancements including SQUIIZ administration updates, advanced search, Search Engine Optimisation (SEO), app release, find an agent, rural listings and print brochure. As the soft launch progresses, SQUIIZ continues to develop and grow into a competitive portal, industry owned and operated. Follow SQUIIZ’s latest developments and news on Facebook and Twitter.

“ For a taste of thing to come this

year, the site will have more enhancements including SQUIIZ administration updates, advanced search, Search Engine Optimisation (SEO), app release, find an agent, rural listings and print brochure.

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RE/MAX Feature

RE/MAXnet Touchpoints Manager: serving clients more effectively RE/MAXnet is the CRM Solution for RE/MAX agents, which is powered by Renet. One of its most powerful features is the Touchpoints Manager, which is a system that enables RE/MAX agents to

quickly and easily add activity notes to contacts and properties in RE/MAXnet. One of the benefits is the powerful reporting that matches potential buyers with properties. One simple property report quickly reveals all potential buyers for the property, drawing on not only their buying criteria, but their open home attendance and e-brochure views.

potential buyers, while also having the information to provide meaningful vendor reporting. Best of all, RE/MAXnet - with its Touchpoints Manager - is a great reason for sellers to list with RE/MAX. By including RE/MAXnet as part of a listing presentation, RE/MAX agents can show prospective vendors how theyâ&#x20AC;&#x2122;ll work efficiently and effectively to find the right buyer.

Agents save time by easily tracking and focusing their follow up on

remax.com.au | Issue 2-15

RE/MAX News from the network

Agent stars in local tourism videos

Locations include the tidal wading pool on the Wynnum foreshore, Manly Harbour, the historic Fox Street Bridge and the ambulance museum, which are of great interest to locals, newcomers and visitors to the area alike.

RE/MAX Advantage agent Trish Breen has launched a series of local area videos designed to get people out and about appreciating their local area.

Six one-and-a-half minute professional videos were produced in the first half of the year with more planned. They can be viewed on the RE/MAX Advantage web site by clicking the link on Trish Breen’s profile, or google Trish Breen On Your Doorstep. You can also visit the Trish Breen Property Solutions Facebook page.

‘On Your Doorstep’ is a short miniseries of videos shot at places of interest around the Wynnum-Manly area on Brisbane’s Bayside. “As part of a fresh wave of drawing appeal to the area where Trish has lived all her life, we have devised videos that draw attention to locations that people may not be aware of: places that are on their doorstep,” said RE/MAX Advantage’s Julie Vincent.

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...we have devised videos that draw attention to locations that people may not be aware of.

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Birthday business for RE/MAX Advantage Fifteen years ago, on June 1st 2000, Narelle Gill opened RE/MAX Advantage to provide real estate services to the Wynnum and Manly area. In June this year, Narelle, her family, the RE/MAX team and the local community celebrated. Over the 15 years, RE/MAX Advantage has grown to a team of 34 with sales agents, property managers and administrators. The office is a regular award-winner and consistently holds the greatest market share in the area. Narelle’s son and daughter Travis and Tandi Gill have taken over the broker owner status for the sales side of the business In the last four years and Narelle is broker owner for property management, all operating from the same office and working as a team.

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Narelle, Tandi and Travis Gill

RE/MAX News from the global network

Auction provides true indicator of value

Juana, in foreground, with part of her huge auction crowd

Brisbane agent Juana Bernado had a massive auction month in May this year, with four out of four properties selling under the hammer. One property with 12 registered bidders sold for $2.425 million in front of a 90-strong audience; but it was a unit block opposite a major shopping centre that provided the month’s highlight. Juana said a crowd of more than 100 people gathered to witness auctioneer and RE/MAX Profile Real Estate broker owner Grant Penrose knock the Indooroopilly property down at $3,715 million. The vendor had built the block of units and it had remained in the family for more than 30 years. At the auction event were the Brisbane-based son and Sydney-based daughter. There were 27 registered bidders on the day, but Grant took the first bid of $1.5 million from the bidder who finally bought the property. Almost an

hour passed with bidding continuing relentlessly past the $2 million mark. Grant announced the property on the market at $3.2 million. Bidding eventually came down to two parties who fought fiercely until one bowed out at $3,501,000. As Grant was calling it three times, a new bidder came into the fray and bid against the bidder who had been there from the start. The pace and excitement ramped up as bids from $1,000 to $4000 quickly volleyed back and forth until, finally, the winning bid.

RE/MAX appoints new president

RE/MAX now more than 100,000 agents strong.

RE/MAX President Vinnie Tracey retires in August after a 37-year career. RE/MAX Executive Vice President and Chief Legal Officer Geoff Lewis, who joined the company in 2004 steps into the role. Vinnie Tracey began his RE/MAX career in 1977 as marketing representative in the Tennessee and Kentucky region. He was named President in 2004.

“Our business model has attracted top producers for 42 years. It’s nice to have such large numbers, but we’re most proud of the quality agents who call RE/MAX home,” said Dave Liniger, CEO, Chairman of the Board and Co-Founder of RE/MAX, LLC, “and the most productive agents will want to affiliate with a recognized brand that supports their efforts with valuable resources and innovative technology tools.”

Juana, who predominantly sells in Brisbane’s prime western suburbs, says it was an exciting and emotional event for everyone. The family was overjoyed with the price achieved and the vendor’s son said Juana had shown true professionalism by suggesting that auction would provide a true indication of the property’s value. He described Juana as ‘an honourable sales agent who brings fun into selling’.

The property had drawn considerable investor and developer interest, but, in

Global News

The global real estate franchisor with its agent-centric business model, now counts over 100,000 agents in its network.

the end, the successful bidder was a couple who lived locally and ‘grew up in the area’.

RE/MAX in good hands Ten RE/MAX identities ranked among the real estate industry’s most powerful leaders in Canada and the US in the acclaimed Swanepoel POWER 200 list (SP200). This included RE/MAX co-founder Dave Liniger and President Emeritus Vinnie Tracey, and is a reminder that RE/MAX is in

very good hands. SP200 identifies thought leaders that influence, impact, and lead the residential real estate brokerage industry.

Magazine goes all-digital ABOVE, the award-winning RE/MAX global network magazine, has transitioned to an all-digital public platform. The website, remax.com/above, allows the RE/MAX network to communicate agent successes, productivity and best practices worldwide to real estate professionals inside and outside the network.

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RE/MAX now more than 100,000 agents strong.

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remax.com.au | Issue 2-15

RE/MAX Feature

Franchise name was no random choice

Matthew Thomson invited aboriginal elder Michael Connolly, from Dreamtime Kullila-Art, to perform a smoking ritual at the opening of RE/MAX Legacy out of respect for traditional owners.

When Matthew Thomson decided on real estate business ownership, he knew exactly what he wanted: a team as committed to the local property market and its community as he was, a real estate group that would offer a long term commitment of support, and a widely recognised real estate with a fine reputation. Naming the office RE/MAX Legacy was no random act. “I knew I had a team that believed in making people’s lives better and would be very active with community work. ‘Legacy’ wasn’t on the offered list so we put it forward. RE/MAX understood that we had chosen a name to match our vision.” The Moreton Bay resident is widely known in the region through his involvement as a Family Ambassador with Redkite, the Australian cancer charity providing essential support to children and young people with cancer, and Rotary Australia’s Helping Hands project, which is a world community service assembling and fitting prosthetic hands to landmine victims. Matthew says his charity endeavours will continue to grow though his business ownership. While in the throes of opening RE/MAX Legacy, Matthew’s charity work included speaking to 200 staff from I-MED regarding workplace giving for Redkite. If you want read more about Redkite and Helping Hands, visit www.redkite.org.au or http://www. rotaryd9570helpinghands.com/

Successful partnerships mean a busy year for APF Australian Property Finance’s growth and successes in the field have continued to roll out through the first half of 2015. Four new brokers have joined the APF team and Jason Fung was welcomed on board as Financial Planner. Kirsty-Ann Cummings has joined to provide valuable administrative support to CEO Nathan Swain and the APF network. Rick Symington is the RE/MAX Regency in-house finance specialist and one of the recent newcomers to the APF team. He has 20 years of experience in residential finance on the Gold Coast, starting out as

For more information about Dreamtime Kullilla-Art, visit www. kullillaart.com.au.

Team Symington scoring Gold Coast goals

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one of the first ‘mobile lenders’ in Queensland working for a bank, progressing to a bank manager with 21 staff, and to more recently holding the position of state sales manager for one of Australia’s largest non-bank lenders for ten years. Rick was initially helping Nathan find the right person for the RE/MAX Regency base when eventually he said “Nathan, if the opportunity is as good as you say, I’ll do it!” The real estate team quickly recognized the valuable asset they had in Rick, who has since brought his wife Carol and previously UKbased daughter Rachel into the business. Building a team around Rick will allow him to concentrate on what he does well, develop the business, and to ensure he is achieving what he wants to achieve in terms of business written. Carol and Rachel will work in the back office, liaising with lenders and clients, as his assistants.

RE/MAX Highlights

lia a r t s u AX A ce M / E 2015 R of Excellen hlights l ig Schoo alendar H sC Event

broker/owners Must-note dates in the broker owner’s travel diary include the 12th, 13th 14th of September for the not-to-be-missed Broker Retreat in the Hunter Valley, NSW; or venture further afield to Boston for the Broker Owner Conference on 9th, 10th, 11th of August or the European convention in Berlin on the 21st, 22nd, 23rd October.

RE/MAX School of Excellence: another great reason to be part of RE/MAX RE/MAX Australia is committed to the professional and personal development of its members and provides numerous events throughout the year. It created its School of Excellence to give all members career paths and the opportunity to achieve their full potential through very regular face-to-face and webinar options. RE/MAX LLC also runs regular webinars bringing ‘together’ RE/MAX members internationally. RE/MAX Australia teams up with Imagine Experiences, a professional creative team of event management specialists, to deliver its very special events.

august Property managers, make a date with the acclaimed Stacey Holt, who is widely recognized as one of the best in the industry.

christmas

The remainder of 2015 is chock-full of training and events options. The complete Events Calendar is in the RE/MAX School of Excellence brochure, which is available from the RE/MAX Australia corporate office. Meanwhile, here are some highlights:

october Set a place at breakfast in October for the more popular events in the 2015 RE/MAX Calendar.

fundraising For corporate-initiated fundraising, join team RE/MAX in the Bridge-toBrisbane Fun Run on 30th August, lock in 20th October for a Ladies Night of fun and fashion, and get that big swing ready for the Charity Golf Day on 7th October.

Broker owners can keep an eye out for festive season dates including the Broker Christmas party on 3rd December.

2016 Get ready for the February RE/MAX Australia Rally and Annual Awards and the international R4 Convention in Las Vegas in March.

So, there’s something for everyone. Experience RE/MAX to the MAX!

remax.com.au | Issue 2-15

100,000 AGENTS GLOBALLY, WORKING FOR YOU! VIEW The RE/MAX Australia Magazine