Aus view online july16 by RE/MAX Australia

VIEW The RE/MAX Australia Magazine Edition 2-16 | remax.com.au

“Hello world, we are RE/MAX”

remax.com.au | Issue 2-16

RE/MAX Australia Regional Team

CONTENTS

RE/MAX Rally

RE/MAX rewards its best

FEATURE

RE/MAX Australia P. 0061 7 3007 9000 E. remax@remax.com.au Ground Floor, 143 Coronation Drive, Milton QLD 4064 PO Box 1326, Milton QLD 4064

Getting to know you: Jeff Williams

Welcome to RE/MAX

Managing Director: Michael Davoren Executive Assistant:

EVENTS

Tanya Bull

RE/MAX R4 Convention

Top agents told: Be the change!

Finance Director: Chris Chapman Franchise Director: Joel Davoren

FEATURE

Franchise Development Manager:

Stuart Legg: A career of twists and turns

Jeff Williams

EVENTS

Business Development Consultant:

14 RE/MAX - proudly supporting Make-A-Wish ® Australia

Business Development Consultant:

NETWORK NEWS

Business Development Consultant:

Josh Davoren

Stephen Lea

Tim McDonnell

Tiffany’s rise to stardom: a dog’s tale

The power of family: the RE/MAX Elite video

A new chapter unfolds

Franchise Administrator: Bree-Ann Hart Manager, Regional Operations / Accountant: Kathy Boot Marketing & Communications Manager:

FEATURE

Aimee Doherty

Three good things to know about Chinese buyers

Your mate in Mount Gambier

Kratzmann on commission

RE/MAX calendar highlights

Graphic Design / Marketing Assistant: Melissa Wimberley Professional Development Manager: Melanie Marsh Systems Manager: Mario Obando Membership Administrator:

VIEW

Jasmine Revfeim

Submissions for RE/MAX Australia VIEW can be sent to Lyn Cox E. lcox@remax.com.au M. 0061 418 793 096

Receptionist / Office Administrator:

Deadline for submissions: 1st December 2016 VIEW editor: Lyn Cox VIEW design: Melissa Wimberley

Lindita Becovic Public Relations: Lyn Cox CEO Australia Property Finance: Nathan Swain

PA/Office Administrator APF:

or reproduced – in whole or in part – in any way without written permission.

Kirsty-Ann Cummings

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 Michael Davoren

Hello world, we are RE/MAX! That is more than just the theme of the RE/MAX Australia July 2016 Rally and the RE/MAX New Zealand Rally in August, it is a stark reminder of the enormous opportunities this global network affords its members. The RE/MAX brand is represented in almost 100 countries, with expansion continuing. This provides a network of real estate agents like no other. RE/MAX Australia and RE/MAX New Zealand’s mission statement is: To create and facilitate the experience of unlimited opportunities in the property industry and allied services. Everybody wins. We can create. We can facilitate. We can offer, but people – our RE/MAX associates – must be taking the opportunities offered and running with them. This was brought home to me recently at the Asia Pacific Investment Referral Program (APIRP), which was held in Singapore. The week-long event opened my eyes to genuinely how much investor money is heading to Australia and New Zealand. When Ken Lim, Chairman of RE/MAX Singapore, speaks of ‘working locally, thinking globally’ he is referring to sales associates making the connection between the market they may be most physically connected to and the market without boundaries, with its networks of agents and real estate investors. A quote from him that appears on the RE/MAX Singapore web site is “Doing the right thing at the right time at the right place with the right people with the right motive to accomplish the right objectives.” This is very appropriate for our industry. Real estate is changing. Technology is making the world smaller. We do have to look for new markets – and certainly not overlook them when they are on our doorstep.

As agents, we have access to the likes of Juwai.com, China’s number one portal for property in Australia, New Zealand and the rest of the world, and GiFang.com, a leading property portal for Chinese buyers. As RE/MAX agents, we have one of the most powerful networks in the world today – our own global RE/MAX network and global.remax.com. We have to tap into the experts that are on the ground in markets all over the world. We’re in the best position of all real estate companies to do that within our own network. We need to foster property development in Australia, and even though I have respect for the regulators, we need the investment and need to make it a comfortable experience for foreign investors. New Zealand is far more welcoming of foreign investment so tapping into our global agent network is even more relevant there. Reaching out through our international connections can also impact massively within our local networks. According to the last Australian census around 23 percent of people speak another language at home, with Chinese and Arabic the most common. Around 18 percent only speak another language at home. Agents should be fervently taking strides into new market places, not tentatively; and should be striding beyond Asia into Europe. Momentum is growing. My intention is to drive RE/MAX participation in the Asia-Pacific region. To this end, RE/MAX Australia and RE/MAX New Zealand are proud to host the Asia-Pacific Convention on the Gold Coast, Queensland in September 2017. Momentum in one aspect of business is extreme, in a positive way. RE/MAX New Zealand growth this year has been quite spectacular, growth in both numbers and quality.

Traditionally, industry takes the foot off the pedal in December and January, which effectively cuts out three months of business. No business can afford to do that. Whether you are a RE/MAX Australia or RE/MAX New Zealand regional team member, a broker owner, a sales associate or property manager, I ask everyone to keep this great 2016 momentum going right through to the end of December and beyond. There is a lot happening on the RE/MAX calendar including the Broker Owner Forum for RE/MAX Australia and RE/MAX New Zealand in Bangkok, Thailand on August 28 and 29. This is followed by the RE/MAX Asia Pacific Convention, also in Bangkok from August 31 to September 2, which will have attendees from more than 30 countries; 2017 global RE/MAX R4 Convention in Las Vegas in February; and the 2017 RE/MAX Platinum + Forum in Queenstown, New Zealand in June. RE/MAX members can make the most of these experiences on offer.

I wish you all a very productive and rewarding remainder of 2016, 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….’

Production-wise, figures month-onmonth are very exciting – and making the industry stand up and look at us.

remax.com.au | Issue 2-16

RE/MAX Events

Michael Davoren with guest speaker Hayley Lewis at the February RE/MAX Australia Rally

QUEST OF CHAMPIONS: The proud theme of a successful RE/MAX Rally Sheraton Mirage, Gold Coast, provided the postcard backdrop for the February RE/MAX Australia Rally, which officially began with an evening welcome reception before a very successful day of speakers, special guests and panel sessions. Managing Director Michael Davoren opened the Rally with a stirring presentation of successes and exciting events ahead. This year was to see the greatest number of Australians and New Zealanders attending the global R4 convention in Las Vegas, he said. Larry Oberly, in his first visit since signing up RE/MAX Australia and New Zealand’s owners Michael Davoren and Chris Chapman, gave a perspective from the RE/MAX world headquarters that owners, agents, property managers and other staff don’t always get to hear first-hand.

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It was exciting to hear that RE/MAX was represented by around 6,900 offices and almost 105,000 people, and that the 100th country is probably not too far away.

His advice was direct. “Have your A-game on every day.” “Stop blaming, make no excuses and take full responsibility.” “Take the lid off the jar – don’t accept limits.”

Larry challenged Australian RE/MAX offices to grow bigger, following the trend of offices with 40 to 50 agents attached, explaining that bringing many high quality people together drives growth and income exponentially.

John recognised real estate as being a good business model for success and RE/MAX as being the best model in real estate, giving every RE/MAX member an ultimate opportunity. He acknowledged Michael Davoren as the ‘best real estate mind in the country’.

The RE/MAX goal, he said, remains two-fold just as it was 43 years ago:

Joel Davoren chaired the ‘Quest of the Best’ panel, which featured Stuart Legg from RE/MAX Regency in Robina, Rob Levy from RE/MAX Excellence in Townsville, Jenna Wright from RE/MAX Elite in Junee and Todd Gerhardt from RE/MAX Advantage in Wynnum.

‘to revolutionise the industry’ and ‘to improve the lives of people joining the company’. John Wall, Group Managing Director of Acquire Learning was first keynote speaker. He was dynamic, motivational and sensational… and had a roomful of RE/MAX people drawing pigs!

Having just been announced the Real Estate Industry of Queensland’s Property Manager of the Year for the

RE/MAX Events

fifth time, Katie Knight, broker owner of RE/MAX Success in Toowoomba, led the Rally’s property management session. Setting the scene for a massive charity auction that night, guest Ian Shaw took the stage to talk about Make-A-Wish® Australia where he is both a Board Member and a passionate volunteer of more than a decade. The second keynote speaker and final guest for the Thursday program was the totally charming and amazingly humble, Hayley Lewis. Gold-medalist swimmer, business owner, author, ‘The Biggest Loser’ host and mum, her presentation, which was punctuated with fascinating insights into her life from a very tender age, captured the audience. Like first speaker, John Wall, she gave a message of not accepting limitations, and especially not allowing others to throw you off-course. Committee and special interest group meetings, and an Australian Property Finance (APF) professional development event were also on the Wednesday agenda. More than 250 RE/MAX members attended the Rally itself with numbers rising to a capacity attendance of more than 550 for the evening’s annual awards gala. remax.com.au | Issue 2-16

RE/MAX Events

RE/MAX rewards its best of 2015 RE/MAX Australia announced its top performers for 2015 at a gala event on the Rally’s final evening, and celebrated an exceptional year of growth and innovation. Keeping with tradition, the network’s ultimate individual honour, The Eagle Award, was the final announcement for the evening, going to Christina Penrose in recognition of her significant contribution to the continued growth of RE/MAX in Australia. RE/MAX Bayside Properties in Queensland was the star performer for 2015 and received the highest business accolade, the inaugural Pinnacle Enterprise Award.

100 countries on six continents, announced nine International Lifetime Achievement Awards and 20 International Hall of Fame inductees when he joined the awards’ proceedings this year as a special guest. RE/MAX Australia Managing Director, Michael Davoren, addressed the capacity crowd in the Sheraton Mirage Grand Ballroom about remaining fixed on the real estate customer as the nucleus of business. “The point of difference we look for is within ourselves,”

RE/MAX Regency at Robina on the Gold Coast was announced top individual office, repeating previous years’ performances, and won Property Management Team of the Year.

he said, “and uniqueness is the agent and the truly stand-out experience the customer has through their service. The agent earns their place in the real estate experience through being valuable and profitable for the customer, who should experience the extraordinary not merely feel satisfied.”

Denver-based Larry Oberly, RE/MAX LLC Vice President, Global Development, whose leadership has helped RE/MAX expand into around

He said the proliferation of apps and portals in the industry could erode the agent’s uniqueness if such devices distanced them from customers.

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“We are unique through the personal relationships we establish. That is what sets us apart, and any technology we introduce must better the customer’s experience.” Michael said top performing agents were similar the world over and very serious about doing things differently and better. “The RE/MAX mission statement is direct and to the point: to be the worldwide real estate leader, achieving our goals by helping others to achieve theirs, and RE/MAX Australia is the right place for real estate entrepreneurs who want a combination of independence, support and unmatched competitive advantages,” he concluded.

“We are unique through the personal relationships we establish.” Michael Davoren

RE/MAX Events

MAJOR AWARDS The Eagle Award: Christina Penrose - RE/MAX Profile Real Estate, Bardon Pinnacle Enterprise Awards: RE/MAX Bayside Properties, Alexandra Hills and Cleveland Top Office: RE/MAX Regency, Robina Top Multi Office: RE/MAX Bayside Properties, Alexandra Hills and Cleveland Top Sales Team: Deborah Evans Team - RE/MAX Results, Morningside (Transactions); Mark Cheney Team - RE/MAX Ultimate, Burpengary (Gross Commissions) Top Sales Associate: Todd Gerhart - RE/MAX Advantage, Wynnum Auction Award: Tony Williamson - RE/MAX Real Estate Services, Cairns Auctioneer of the Year: Greg Parker - RE/MAX Regency, Robina Rookie of the Year: Gordon Walters - RE/MAX Advantage, Wynnum Young Sales Associate of the Year: Jerri Harrison-Taylor - RE/MAX Executives, Holland Park Office Support Person of the Year: Emma Gumbleton - RE/MAX Regency, Robina Personal Assistant of the Year: Kristie Clarke - RE/MAX United Vision, Carina Property Manager of the Year: Nicole Kemp - RE/MAX Elite, Wagga Wagga Property Management (Team) of the Year: RE/MAX Regency, Robina Most Productive Office: RE/MAX Results, Morningside Special Achievement in Marketing: RE/MAX Advantage, Wynnum & Manly Top Performing APF Broker: Anish Prasad

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RE/MAX Feature

Getting to know you... Jeff Williams, Franchise Development Manager, RE/MAX Australia

Jeff Williams, a well-known real estate identity and familiar face in the Gladstone property scene, was appointed in March this year to work with existing RE/MAX businesses on their culture and profitability. How and when did you discover your interest in real estate? It was the breeding, I think. My mum was an agent and my dad was a bank manager, and so I remember spending a number of weekends sitting on land subdivisions with my folks in the early and mid seventies. I bought my first house when I was 18, and had to work three jobs to pay for it, so I guess the bug bit early. You describe starting a real estate business from scratch as one of your greatest experiences. Why? It’s difficult to explain the sense of satisfaction you get when something that starts as a germ of an idea evolves into a successful business and, in the case of our business, a local market leader. The real satisfaction comes when you realise the positive impact you have had on so many people. It was never about the money or the recognition. What are other memorable RE/MAX moments? One of the really fantastic elements of being a part of RE/MAX is the opportunity to visit other offices around the world and understand that everyone faces exactly the same issues wherever they are. The really memorable moments came from attending the RE/MAX International convention in Las Vegas.

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Gathering with thousands of motivated, successful people from all over the world, sharing ideas and generally having a good time, is a truly unforgettable experience. You put real estate on hold and moved to Noosa. Why? Who wouldn’t want to live in Noosa? I have a long family background in the area. My grandfather was a teacher at Tewantin school in the 50’s and 60’s, and so I’ve been holidaying here since before I was born. My family had an old house on the river where we lived when we first arrived. The reason we moved when we did was that my wife, Karen, was a hugely successful agent, but after eight years of seven-day weeks and opening many houses every weekend (our record was 23), the time had come to slow down. What lulled you out of semiretirement? I realised my work is my hobby. I’m one of the few non-golf playing real estate agents in existence, and there is only so much fishing you can do. I realised I needed to work, but I wasn’t sure I had the energy to start a new business in a market I didn’t know and didn’t know me. So when the role at RE/MAX became available, it seemed a great opportunity to complete my real estate experience. I had worked in an office, bought into an existing office, run a big rent roll and started an office that grew into a significant size, so I’d had the full gamut of agency experience. This was a great opportunity to be a part of the other side.

What aspects of your role give you greatest pleasure? It’s very early days yet and I’m still in discovery, but the part I’m looking forward to is being able to make a material difference to an office, to help a broker grow and develop their business into what they want it to be. If you were granted three wishes to make your professional life easier, what would they be? 1.

A pilot’s license, with accompanying Lear jet.

The head office located on the Sunshine Coast

Shares in a coffee plantation, brewery or distillery.

It’s the weekend. Work does not beckon. How would you be most likely to spend your time? During the day, a long walk or ride along the river or the beach or the National Park, and a coffee or two somewhere. Night-times generally involve a decent red, a nice restaurant and some relaxing music. Or Led Zeppelin, Pink Floyd and Alice Cooper at 140 decibels, depending on the mood! And finally, something people may not know about you unless we tell them… I have a small collection of plants that eat insects, but I don’t like killing things like spiders or mice. I absolutely love Norway. You will never, ever know if I don’t like you.

RE/MAX Feature

Welcome to RE/MAX Graceville office is a Queensland first for premium brand. RE/MAX is proud to introduce and welcome the newest offices and Broker/Owners to the RE/MAX Australia network.

The rebranding of a Graceville boutique agency in May launched the premium THE RE/MAX COLLECTION brand in Australia.

RE/MAX Property First, North Caulfield – Greg Peled

THE RE/MAX COLLECTION is designed to create a strong impression among buyers and sellers in the luxury market around the world, offering specialised tools and resources for RE/MAX affiliates who specialise in high-end properties and wish to meet the expectations in service and presence that luxury home buyers and sellers have of a real estate professional.

RE/MAX A1, Ipswich - Ajay Bakshi RE/MAX Riverside, Graceville – Martin Hood RE/MAX Masters, Coopers Plains - Robin Yu And we Welcome our new Broker/Owners... RE/MAX Results, Morningside - Hayley Van der Ven & Justin Dee RE/MAX United Vision, Carina – Gaby & Rodney McEwan

adapted our business to now reflect the diverse range of buyers and sellers. We now can offer our ‘Premium Branding’ alongside the proven RE/MAX traditional ‘red, white and blue’ branding for general real estate services”. Individual sales associates with prestige listings can also adopt the RE/MAX luxury home marketing program with exclusive advertising incentives and distinctive marketing tools to better serve discerning clients. To qualify for inclusion in THE RE/MAX COLLECTION, houses and units must be equal to or above the top ten percent market value in the area or suburb.

Broker-owner Martin Hood explained “We have monitored the market and listened to the needs of real estate consumers during our time in the industry, and this is why we’ve

Imagery in a clockwise rotation.

remax.com.au | Issue 2-16

Global eyes on ‘down under’ in Vegas The annual R4 Convention draws the best from around the world. RE/MAX Results’ Deborah Evans and RE/MAX Bayside Properties’ David Neilson were named in the global network’s top ten sales team leaders for 2015, and 30 other sales team leaders from Australia joined them in the Top 100 international list. Ten Australians ranked in the international Top 100 individual residential agents. Brisbane commercial real estate specialist Geoff Esdale ranked eight internationally. Three Australian commercial teams ranked in the international top 50. New Zealand produced the top commercial team internationally in 2015, led by Jeff Bracegirdle in Royal Oak. More than 25,000 RE/MAX agents make up the global network’s ‘international’ regions. With the addition of US and Canada, the sales force rises to almost 105,000. Almost 50 Australian and New Zealand RE/MAX members joined Managing Director Michael Davoren, Finance Director Chris Chapman and Franchise Director Joel Davoren at the 2016 RE/MAX R4 Convention in Las Vegas, along with 6000 international colleagues from 62 countries. Among the RE/MAX 2015 year-end results announced were: •

The number of RE/MAX agents worldwide grew by 7% to 104,826.

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•

RE/MAX offices grew to 6,986 - more than any real estate network.

On global agents: “Many of them are revolutionizing the industry back home.”

•

The number of transaction sides worldwide surpassed 1.5 million.

•

RE/MAX held #1 market share in the United States for the 16th consecutive year.

And on R4 itself: “…a convention like R4 is a massive idea incubator, with the world’s top consultants trading their greatest strategies.”

•

RE/MAX added four countries Jordan, Malaysia, Mongolia and Zambia - to what was already the largest international footprint of any real estate organization.

R4 is an annual event, held early March in in Las Vegas. The 2017 R4 is February 27 to March 3 at the Mandalay Bay, Las Vegas.

RE/MAX President reflects on R4 In his article on R4, Geoff Lewis, the President of RE/MAX, LLC, spoke of the energy of young agents, the generosity of experienced agents and the spirit of global agents On the young: “One particularly refreshing trait in these competitive young entrepreneurs is their drive to be great, not just average…. They’re out doing the work – in creative ways that tap the best aspects of modern technology and social media.” On the experienced: “They love to share strategies and help others achieve their goals, and that attitude turns an event like R4 into a giant mastermind group.”

RE/MAX Events

Powerful Positive Phenomenal Peak Performers Platinum

High Achievers told to ‘Be the change!’ Each year RE/MAX Australia and RE/MAX New Zealand invite their top performers to participate in a forum of shared knowledge and experiences. Around 50 gathered at Hamilton Island on the Queensland coast in June for two days of intense professional and personal development, and networking opportunities. The outstanding program had panel and round table sessions featuring RE/MAX top performers in business profitability and success, as well as three exceptional external speakers. The topic for Kylie Davis, Head of Real Estate Solutions at CoreLogic, was the future of the real estate industry, which had delegates soaking up information.

The third guest speaker was nothing short of inspirational, and was an exceptional example of the forum’s theme: Be the change that you would like to see in your world.

“The forum’s theme was about not expecting others to make things better… to create your success for you,” said Michael Davoren.

Future education activist Chantelle Baxter is co-founder and CEO of One Girl, one of Australia’s fastest growing non-profit organisations, and has personally changed lives of 12,000 young women in some of the world’s poorest nations, including Sierra Leone, West Africa.

they are always striving to be higher.”

“The thing about high achievers is that

He announced the June 2017 Platinum + venue to be Queenstown, New Zealand.

The Platinum + Forum is provided exclusively for RE/MAX high achievers and is a ‘by invitation only’ event.

“Disruption in our industry is an everincreasing topic and Kylie was able to put some valuable structure around the issue,” said RE/MAX Managing Director, Michael Davoren. The second guest, Mike Storkey, is a business trainer and coach, a very experienced real estate agent and a dedicated Toastmaster, where he holds one of its highest positions: International President-Elect. Mike spoke on the impact of communications in an environment quickly being consumed by technology. He delivered a truly valuable message for professional real estate agents today – that personal communication is the most effective form of communication, through face-to-face or by telephone.

Top Left: Michael and Margaret Davoren, Tandi Gill and Anthony Cronau. Bottom Left: Michael Davoren with keynote speaker Chantelle Baxter. Top Right: Joel Davoren presenting at the Platinum +. Bottom Right: Mark ad Darryl White, Anish Prasad, Adam Bradley, Wes McGregor, Marc Sorrentino, Lee Sutherland, Tandi Gill, Joel Davoren, Leanne Kroes and Kylie Davis.

remax.com.au | Issue 2-16

RE/MAX Feature

Careers can take many twists and turns

one of my roles to assist in their travel and make sure they were where Prince Hakeem needed them to be.

Stuart Legg joined RE/MAX Regency, Robina, after six highly successful years in the real estate industry. He has a long and loyal list of local, interstate and international clients and is one of the most reputable and highly regarded agents on the Gold Coast. Recognising his qualities, RE/MAX Australia regularly calls on Stuart to share his knowledge and experience at professional development events.

That whole world was one BIG adventure. It is not like that anymore, due to the change in policies in Brunei, but I still have many friends from that ‘world’ and Prince Hakeem is still a great friend and a huge influence on my life.

When did your real estate career begin and how did it come about? In 2008, after a business partnership break up, I had no choice but to walk away from a considerable financial investment. It was a tough time, but one I look back on now with positivity. I had no choice but to make real estate work for me and it taught me many lessons. It was a challenging, but important time of my life. You have a connection with the Brunei Royal Family? How did that come about? I went to school with Prince Hakeem Bolkiah, ninth in line for the throne of the Sultanate of Brunei. He became

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good friends with my brother and I, and we had many good times on various sporting fields. I worked full time in Brunei for a couple of years and had many incredible opportunities and made so many friendships with some amazing people. This was a surreal world in many ways, but again, the lessons I learnt here were instrumental in my development as a person and I remember them all fondly. It was very bizarre…two young, very working class boys and a Prince!......but it worked. We never bullsh***ed and just told him what he wanted to hear. We always kept our integrity intact whilst many failed, and that is the same today with my brother and I. What was your role? How did you spend your time? I was basically a PA who would be by his side most of the time, just having a laugh, playing sport, or helping to arrange his affairs. There was always a large entourage around, encompassing world famous sportsmen, movie stars and musical celebrities. It would be

Did that connection lead to other ventures (and adventures) in Brunei and beyond?

You were actually Head of Department at a top school in the UK. How did that come about? The Principal of my old school moved on to The Harrodian School, London and asked me to join him, so I did. I was given the job as Head of Dep’t, which I only found out about at the first staff meeting. I was not even a qualified teacher and it was a very expensive and demanding school. It was a huge responsibility, but I made the decision to just get on and do it; and I did, growing the physical education department to ten staff six years later, with a full PE/Sport and Sports Science program in place. It was really and truly in at the deep end, but the Principal, Peter Thompson, had great faith in me and I

RE/MAX Feature

was never going to let him down. He, too, is one of the biggest influences on my life, from the age of 14. Did you meet any famous parents? Yes – the most famous parent was Mick Jagger – his son Jimmy was with us for a couple of years. The most famous pupil and a wonderful boy was perhaps Robert Pattinson, the star of the Twilight movies. He was a very simple and down to earth lad, with a lovely family. Was there anything about your growing up that set you up for such an interesting, varied and successful career path? I was from a very simple working class London background. I spent most of my time playing in the streets and growing up in a pretty tough city in those days. My Mum and Dad taught me what it was to have a work ethic and to live a simple life and to show respect. They gave me a loving home to live in and did everything to ensure my brother and I had the best. I remember all these things. That is all anyone needs. What do you believe are important ‘tick offs’ for professional success, regardless of the field? Be determined – this business is tough, get up quickly when you’re knocked down. Be the best version of you that you can possibly be and believe in that person. Put others first always – you will be amazed at what comes back to you. Goal set. Do you have one stand-out memorable moment since leaving secondary school in the UK? I think the biggest, bravest thing I have ever done was emigrating to Australia. Moving to a country where we knew nobody and to move away from all the life connections I had and that had got me so far in life to that point. It took courage and is probably the single thing that we are most proud of. It is not an easy process at all, but we did it and after 13 years and a few bumps, we feel very fortunate to call this place home. Stuart Legg runs the NY Marathon, Nov 2015, for the Childhood Cancer Support Charity

remax.com.au | Issue 2-16

RE/MAX Events

Events to grant wishes Fundraising on an upward path.

that raised $7856.50 for Make-A-Wish Australia.

precious. One would even say priceless!

When RE/MAX enters its fifth contract year with Make-A-Wish® Australia on 1st August this year, it will come at the end of a huge year of fundraising and the greatest year-on-year increase to date.

In October, RE/MAX Platinum brings back the very successful fun event for its community in the Fairies and Pirates’ Treasure Hunt fund-raiser. Last year’s inaugural event raised $3500 and had the community shouting for more.

It was the chance to make a 14-yearold boy’s dream of a family holiday come true.

RE/MAX Australia began its relationship with Make-A-Wish by pledging $20,000 for the first year. Each year that figure has risen exponentially. By the end of May 2016, with three full months still to go, the fundraising tally sat above $65,000. A huge contributor is the RE/MAX Australia Annual Awards charity auction held in July. The number of RE/MAX offices and individual members finding ways to fundraise continues to increase. Coming up between now and the end of the year are the RE/MAX Profile Real Estate’s ‘Wishing Well’ Charity Ball at the Pullman Hotel on Saturday 13th August, which builds on the success of last year’s inaugural ball

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RE/MAX Australia’s Charity Golf Day tees off on 19th October at the North Lakes Resort Golf Club, with 11am registration and barbecue lunch preceding the 12pm Shot Gun start. RE/MAX Australia offices and the corporate team are constantly coming up with exciting fund-raising initiatives so there will no doubt more in store between now and the end of 2016.

Auction action comes from the heart A very special feature on this year’s RE/MAX Australia annual awards gala at Sheraton Mirage on the Gold Coast was a unique Make-A-Wish® Australia fund-raiser. This year, for the first time, one of the items up for auction was particularly

A keen South Hampton and Bronco’s fan, Kyle is battling muscular dystrophy. His wish was for a family beach holiday at Hamilton Island, Queensland, where he could fly over the heartshaped reef; and his story had been introduced to RE/MAX members by Make-A-Wish® Australia Board Member and passionate volunteer of more than ten years, Ian Shaw, at the Rally early in the day. There was an amazing feeling in the Grand Ballroom as the bids started to come in, but when Auctioneer of the Year Greg Parker’s hammer fell at a bid of $10,000, the capacity crowd rose to its feet with thunderous applause. Two offices, RE/MAX Advantage in Wynnum/Manly and RE/MAX Regency in Robina, had helped to make a wish come true in the most remarkable way – by coming together with a co-bid. This was another first for RE/MAX

RE/MAX Events

Australia’s charity auctions in support of Make-A-Wish.

RE/MAX lights up Moreton Bay shoreline

Two other items were auctioned, raising another $2475 for Make-AWish. These were a Fastback 9 Binding Machine and a GBC 3256 Laminator, both donated by the generous Neopost. The successful bidders were respectively RE/MAX Colonial at Annerley and (once again) RE/MAX Regency.

An estimated 18,000 participated in the RE/MAX Advantage Illuminations Festival, an annual event in June on Wynnum’s foreshore.

Note: Ironically, on the Saturday immediately following the charity auction, the Courier Mail featured Heart Reef in a travel story, which explained that the only way to see the ‘love heart’ was by air – with the pilot dropping to just 150 metres to give a bird’s eye view. We’ve since heard that Kyle loved the awesome experience!

The festival, the brainchild of local resident and architect Mick Julyan, has seen RE/MAX Advantage its major sponsor from the outset. The celebration of culture and light puts Wynnum on the map. Now in its third year, the festival continues to grow, along with RE/MAX Advantage’s profile and physical presence there. Food stalls, markets, musicians and entertainers were at full steam and the fireworks display was rated the bestto-date.

Bob Lye from Balloons Aloft was flat out keeping up the supply of hot air to the spectacular RE/MAX balloon. RE/MAX Advantage Illuminations Festival is not only the community’s most popular event of the year, it is one of RE/MAX Advantage’s major fundraiser as a proud supporter of Make-A-Wish® Australia. Volunteers painting faces non-stop from 3am to 8pn at the Make-A-Wish marquee, gold coin donations for glow batons and a raffle to win a ride in the RE/MAX hot air balloon raised more than $2700 on the day, which was double that of last year. The glow batons were a phenomenal success after replacing balloons (apart from RE/MAX hot air balloon, of course) in order to minimise any possible harm to marine life in Moreton Bay, and will return next year. The festival also gave RE/MAX Advantage agents the opportunity to showcase their market, including listings and new developments. RE/MAX Advantage has another major fundraiser planned for the second half of 2016 – an awesome auction event at the Royal Yacht Squadron, Manly, in October.

remax.com.au | Issue 2-16

RE/MAX Events

Kindness overflowed at champagne high tea A Mother’s Day Champagne High Tea held at Keri Craig Emporium, Brisbane Arcade in May was the first of RE/MAX Profile Real Estate’s fundraising efforts in support of Make-A-Wish® Australia this year. RE/MAX is proud to support MakeA-Wish, the charity that makes the wishes of children and teenagers battling life-threatening medical conditions come true. Around 50 enjoyed the few hours of champers and high tea, a fashion parade featuring stylish winter clothes and accessories, a make-up demonstration showcasing certified organic, vegan, and cruelty-free products, an entertaining travel talk and wonderful prizes courtesy of generous businesses including Inika Cosmetics, Personal Best, Libertine Perfumerie, Style Report, Scenic Luxury Cruises & Tours and Keri Craig Emporium.

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More than $1500 was raised at this event. RE/MAX Profile Real Estate’s major fundraiser for the second half of 2016 is the ‘Wishing Well’ Charity Ball at the Pullman Hotel in August. Thank you to Krystal from Invisage Media for her fabulous work in capturing the day.

RE/MAX Network News

Tiffany’s rise to real estate stardom It has been almost two years since VIEW introduced you to Tiffany, the four-legged real estate dynamo. The then four-year-old Shih Tzu x Cavalier had not long transitioned from pet to ‘paws-on’ sidekick for RE/MAX United Vision agent, Tracey Ashley. When Tracey struggled to find a rental, she realised the difficulties pet owners could face. When she was buying, her search for a unit or townhouse was hampered by the lack of pet–friendly complexes. The result was that Tiffany became heavily involved in the marketing of pet friendly properties, and Tracey found that listings she had clearly marketed as pet-friendly attracted 50 per cent more views online. Tiffany appeared in property photographs and videos, and she soon had own Facebook page. Search for:

Tiffany the Pink Property Pooch

Her profile has grown and grown since the first story ran in the Courier Mail somewhere towards the end of 2014, and then Tracey received RE/MAX recognition for special marketing initiatives in 2015. When Domain ran an article earlier this year, it sparked a flood of interest from print and online publications including Australian Women’s Weekly, Mama Mia and Mashable. Next instance, Tiffany was on national television, being interviewed by Sonia Kruger and David Campbell, the hosts of Today Extra. Tracey explained this was filmed at the channel 9 studios in Brisbane, where Tiffany got to sit on the channel 9 news desk! ABC radio interviews followed for Tracey and Tiffany, and a live video stream happened because ‘dogs can’t talk’. In April this year, Tracey sold her parent’s house and Apollo made a guest appearance. He and Tiffany shared Moet on the deck, played a

game of pool, and in another photo shoot, he discreetly handed her a towel as she emerged from the shower. Apollo is a three-year-old Bichon Frise. Tracey says that the two attended

Urban Dog Training in Carina together before discovering they were neighbours. Urban Dog Training received so much publicity through its relationship with Tiffany that they were invited into the ‘Clicks and Tricks’ course. Tiffany has now learnt, amongst other things, to wave goodbye, wipe her feet and identify at least ten items by name including her ‘Chewy Vuitton’ handbag. She is also leaning to spell. The media asked Tracey for Tiffany’s list-to-sell ratio so Tracey checked the figures. What do you think it is? If you said 100 per cent, you are correct! It is Tiffany’s sixth birthday on 27th July, the day of the RE/MAX Australia Rally.

remax.com.au | Issue 2-16

RE/MAX Network News

The power of family This year, RE/MAX Elite, NSW, launched a video on its website, www.remaxelite.com.au, which has wowed its Wagga Wagga and Junee communities, created business and resulted in extraordinary feedback from afar. Annette Pollard and her daughter Jenna Wright run RE/MAX Elite’s two offices – in Wagga Wagga and Junee. The Pollard family were well known in the Junee area in the 1980 and 1990’s and owned farms on the Strathmore and Yathella lanes. Annette’s real estate career in Wagga Wagga spanned more than a decade before she opened the first office. Jenna studied drama and trained with Sydney dance but the country girl in her pulled her back to Junee and a real estate office there.

Annette tells the story behind the video: We decided to produce the video because the family culture is so strong in our office. We see ourselves as a family, we feel that way. We wanted to bring all our families together to give our business a new dimension.

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Everybody was involved… and a local resident Adam Drummond who was a part time actor and presenter, and former real estate agent who now owns the online television station, waggawagga.tv.

a USB stick shaped like a key and stamped RE/MAX. This ‘key’ is part of the pre-list kit – ‘The key to your success’. Left with the property owner, it allows each agent to introduce themselves before the video begins.

We began with a huge barbecue in a local park. Then each agent was filmed at their home.

We are also looking at using it in a sixweek Prime TV campaign before the end of the year.

The concept is that we are a family and that our family helps local families.

All the feedback we’ve received is amazing. People see it as something completely different. They see us as real people, and in a completely different light outside real estate. The networks that are created when you introduce family members are incredible.

The video took about two months from conception. There were many funny moments in the making, there was lots of laughter and the look on my grandson’s face when he realized we weren’t actually going to play cricket (you have to watch the video!) was priceless! Something funny in an ironic sense was that when Adam Drummond chose the musical score, it was the same rousing track played at the opening of RE/MAX founder Dave Liniger’s session at the R4 conference in Las Vegas in 2015. I was there. The video is on the office website but it became the core of a much greater marketing campaign. Our agents have

I’m often asked whether we plan to do another video. People really have connected with it and I’m sure, in time, we will need to update it. And we’d all love to do another one because it was so much fun! There are so many layers to ‘family’ that we will definitely stay with the concept.

Family is the most important thing in my life!

RE/MAX Network News

Maximising the landlord experience through a free information night Twenty-five investors took advantage of an informative evening put on by RE/MAX Profile Real Estate in Brisbane in June. The first guest speaker, John Pidgeon from Solvere, has been coaching people in property investment for more than 15 years, has bought more than ten properties in four different states and built a valuable portfolio. He spoke about the current Brisbane hotspots to invest in and how longterm wealth can be achieved.

RE/MAX members run their best race for charity on the Gold Coast RE/MAX Regency put its support as ‘presenting sponsor’ behind the fifth annual Gold Coast Bulletin Fun Run in April this year. More than 2500 keen participants, including professional athletes, touring comedians and mums and dads with bubs, gathered at CBus Super Stadium, a venue better known to screaming Titans fans than runners. The RE/MAX hot air balloon was tethered at the start and finish line, with runners and walkers streaming past. RE/MAX flags adorned the route and RE/MAX Regency-branded barricades were everywwhere. As ‘presenting sponsors’ RE/MAX Regency was second only to the Gold Coast Bulletin in having Fun Run presence. Almost everyone from RE/MAX Regency entered the Fun Run, wearing custom-made shirts and joined by family and friends.

While Commonwealth Games gold medalist Michael Shelley claimed the ten kilometre distance race in a time of 29.05 minutes, all the RE/MAX contingent, including RE/MAX Australia’s Aimee Doherty and Tanya Bull, completed their distances in fine form.

Australian Property Finance (APF) broker Adam Bradley’s timely presentation covered how property investors could kick off the new financial year with the best structures and latest finance products available. The audience was very interested in his scenario showing a buyer’s differing borrowing capacity amongst lenders and that there are economists who predict that the cash rate will drop further by the end of 2016. Vacancy really matters to investment property owners! RE/MAX Profile real Estate Principal Christina Penrose completed the speaker trio with suggestions for making the most from a rental property and outlined services to expect from a truly professional property manager. Guests made a donation to Make-AWish® Australia, which RE/MAX Profile Real Estate proudly supports, in lieu of any cost for attending the investor information evening.

The Gold Coast Bulletin Fun Run triggered RE/MAX Regency to set up an Everyday Hero fundraising page and fundraise for Childhood Cancer Support, which sales agent Stuart Legg had experienced through a client. RE/MAX Regency knows there is no place like home and your community, and is committed to helping the community where it can. It maintains the ongoing fundraising page.

John Pidgeon from Solvere, spoke with property investors at the RE/MAX Profile Real Estate information evening.

remax.com.au | Issue 2-16

RE/MAX Network News

Generous community gets behind agent for Australia’s Biggest Morning Tea event Juana Bernado’s Australia’s Biggest Morning Tea returned in May at the Toowong Bowls Club, Brisbane, for the third year in which the award-winning Brisbane western suburbs’ agent has been hosting the event and raising money for Cancer Council Australia. Juana, her team and the community, together were successful in fundraising 111% of her $4500 goal, reaching $5000 post-event. This year’s variety entertainment included a Tai Chi demonstration and a tea cosy exhibition, with artistic creations crafted by generous members of the community, including one special knitter in her nineties. Many of the fabulous tea cosies were available as raffle prizes and sold at silent auction on the day. A live auction conducted by RE/MAX Profile Real Estate’ Grant Penrose added to funds raised.

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Juana is well-known to be passionate about helping her real estate customers and her mantra of ‘going the extra mile with a smile’, but guests at this year’s Australia’s Biggest Morning Tea saw another of her talents when she and husband John Barry took the floor in a Latin dancing demonstration.

Regions celebrate agent achievements with quarterly awards

More than 100 attended and special guests included Mrs Jane Prentice, Federal Member for Ryan and Rochelle Blake from Cancer Council Australia. Local businesses donating to the event included 85 Miskin St Restaurant, Corner Store Café, Morley Street Organic Meats, Goldsmiths’ School, Village Hairdressers Toowong, Devine Arts Company, Essence of Time Photography, Keri Craig Expresso Lounge, Fruity Capers & Deli, Denise Dean Travel, Carol’s Gift Baskets and Domain.

RE/MAX Australia’s best agents are recognised for quarterly achievements. These events also include a valuable training and networking component. Jason Stock and Steve Perry from RE/MAX Property Sales enjoy the Sunshine Coast, Queensland, quarterly awards.

RE/MAX Network News

PAM to become strong voice in RE/MAX A new chapter unfolds RE/MAX Australia property management professionals now have a recognized body within the network, which will give networking opportunities, focused professional development, resources and a voice for members. The Property Asset Management, PAM, Chapter is effectively the relaunched AIM Committee, which was established about three years ago.

Lyn & Rohan (inset) and the successful bidders at auction.

Chapter inspires auction success Lyn Griffiths and Rohan Banning are the ‘Lyn & Rohan’ sales team at RE/MAX Excellence in Townsville, and a leading team in the RE/MAX Australia network. Previously not huge exponents of the auction process, they made a decision at the start of this year to engage in more auction marketing programs, which would reduce time-on-market. Once committed to their strategy, Lyn and Rohan became active members of RE/MAX Australia’s Auction Chapter, attending every professional development event offered. A very successful auction in May really brought home the value of the training they had received through the Auction Chapter. “We had great success with an auction just after the May session with Jason Andrews in Brisbane,” Lyn said, “and we know that the auction’s success was also helped along by the auction training that we had at the previous session with Justin Nickerson on the Gold Coast in February.”

Jason Andrews and Justin Nickerson are two prominent and successful independent auctioneers invited by RE/MAX Australia to improve its members’ auction skills and processes, and instill a new level of excitement in auctions. “Savvy property owners are very keen to discuss auction marketing programs,” said Lyn. “We are a long way from being auction experts, but through being part of the Auction Chapter, we have far more appreciation of and belief in the process, and in our ability to run a successful auction marketing campaign.”

RE/MAX members should contact RE/MAX Australia Professional Development Manager, Melanie Marsh, for more information about the Auction Chapter: p: 07 3007 9077 or e: mmarsh@remax.com.au

RE/MAX Australia’s Professional Development Manager, Melanie Marsh, said the name change reflected a coming of age. “In the early days, coming together was more in relation to planning strategies and was more committee-like. “We are now in a consolidation and action phase, where there is far more engagement from all members, so a Chapter is more in keeping.” There will still be a committeeelect within the Chapter, with a president, treasurer, secretary plus three members. RE/MAX Australia will facilitate Chapter activity, with Melanie sitting on the committee as its representative. Nominations have been called and will be announced at the Rally in July. RE/MAX offices are invited to join for the $300 annual fee, which covers anyone in office whose role relates to property management. The Chapter soon plans to launch a bi-monthly newsletter that will contain information of interest to landlords, including valuable material from RE/MAX Partners. The PAM Chapter will meet quarterly and hold its first AGM in February 2017.

remax.com.au | Issue 2-16

APIRP is good for business Michael Davoren (front row, second from right) and Justin Dee (far back row, right) at the inaugural RE/MAX Asia Pacific Investment & Referral Program in Singapore in May this year.

Three good things to know about Chinese buyers Juwai.com is the No. 1 Chinese international property website and a partner of RE/MAX Australia. As a special feature for the winter issue of VIEW magazine, they are sharing these three important facts about Chinese real estate buyers.

Agents often leave these events with a list of prospects and sometimes even signed contracts in their pockets.

One way Chinese buyers are different is that they often open their networks to an adviser who has won their confidence. You might find yourself invited to also work with their friends, family members and colleagues.

They may take time to close.

A buyer located in Shanghai can’t just pop into open houses in Australia on a weekly basis. So when Chinese buyers do their research before buying, most of it is done from China via the Web, their personal social and property events. Not all Chinese buyers do this research. Hua Guiping from Shanghai bought a 500,000-euro house near Lisbon, Portugal, last year. Unfortunately, she soon discovered online that similar homes in the same development were selling for half that price.

Their transactions are different.

Those who abuse the buyer’s trust, such as those Hua worked with in Portugal, will just as quickly find themselves shunned.

For every one today, there will be two in 18 months.

The third fact is that the Chinese buyer market segment is growing quickly and sustainably.

But Hua is one of the exceptions that proves the rule. Most buyers do learn about a market before purchasing. To connect with buyers in the research stage, you can advertise online, nurture your leads and translate your materials into Chinese.

Despite China’s economic growth slowing to about 6%, the most recent data show that private wealth in China is growing by a remarkable 49 percent annually. The number of new millionaire households jumped by 82 percent to 2.4 million in a single year.

Another strategy is to pack a suitcase and fly to China. The face-to-face interaction you can have with buyers and Chinese agents at an Agent Summit or property expo is priceless. You can build relationships and get a better sense of their needs.

Half of Chinese who are wealthy today were not wealthy four years ago, and at least half of Chinese who will be wealthy in five years are not yet wealthy today.

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Chinese buyers have a great pentup demand for property in Australia

because they have only been able to buy it in the last five years or so. With 95% of Chinese still to obtain their first passport, the potential growth is huge. The Bank of England projects that Chinese investors could increase their holdings of overseas assets by 600% over the next several years. That’s not a typo — it’s really 600 percent. What all this means for real estate agents and brokers in Australia is that the Chinese buyer is not going away. In fact, at current rates of growth, the number of Chinese millionaires — those who have the wealth necessary to buy Australian property — is doubling every 18 months. Article provided by juwai.com

RE/MAX Feature

RE/MAX expands its international influence The global real estate network, RE/MAX, expanded its international influence in the first quarter of this year with two new master franchises and an improved online experience for global.remax.com visitors, and Managing Director Michael Davoren says it is the increase in the AsiaPacific RE/MAX reach that is of greatest interest to Australia and New Zealand. RE/MAX sold two master franchises in Malaysia and Myanmar in this year’s March quarter. “Technology and steady growth are enhancing RE/MAX’s industryleading global footprint, but with these two countries taking the Asia Pacific region to 15 countries, we have massive networking opportunities to benefit our agents and our customers. “RE/MAX unifies these countries Australia, New Zealand, Thailand, Indonesia, Singapore, Philippines, Guam, Korea, China, Japan, India, Sri Lanka, Mongolia, Malaysia and Myanmar - bringing the whole region together for referral business. “This year, for example, we had the Asia Pacific Investment Referral Program in Singapore in May and the Asia Pacific Convention in Thailand in August; then in 2017, RE/MAX Australia and RE/MAX New Zealand host the Asia Pacific Convention on the Gold Coast.” He said that Australia and New Zealand played a role in improving real estate practices in many countries, coming from their position as leaders in mature real estate markets. “The conventions and the comingtogether of the master franchise owners of these countries facilitates mentoring and professional development that is instrumental in creating higher professional standards within the local real estate communities.”

Asian applicants for franchises in Australia and New Zealand. “We have recently welcomed highlyskilled and experienced business owners like Auckland’s Frank Choo who comes from a merchant banking background and Robin Yu in Brisbane who operated a very well-respected and successful independent business for many years. “Having strong Asian real estate owners and teams in Australia and New Zealand aids communication and the transfer of real estate business between countries. “RE/MAX entered four new countries in 2015 and the brand growth around the world is due to the strength of the RE/MAX business model, which attracts entrepreneurial-minded people with a variety of business backgrounds.” The new global.remax.com was unveiled at the international RE/MAX R4 convention in March, which was attended by more than 6,000 affiliates from around the world. “The website allows agents to share listings and customers to access approximately 750,000 properties on average.” The responsive website features properties across the globe, in 43 languages and 57 currencies. It offers an interactive map search capability and an option to search properties based on budget in addition to location.

A squiiz.com.au update: Squiiz, the exciting 100% Australian real estate industry-owned portal continues to provide everyone with a better and better online real estate search experience Selling that vacant block just got exciting! Have you found consumers hesitant when purchasing your vacant land listings? What can I build on this land? Will our dream home fit? What house designs are suitable? As a national initiative, Squiiz is now happy to offer its members access to the ‘Match with House’ button which is powered by Houseandland.com.au. Once clicked, the consumer has access to hundreds of house designs that have been specifically matched to your land listing using a patented matching algorithm. As an agent some simple inputs are required and the ‘Match with House’ button will do the rest. Finally, here is an easy way for consumers to search, find and bring together a builder and your vendors land, creating their very own house and land package, and removing all of that hesitation and delays. Watch for further information.

“RE/MAX has more offices, in more countries, than any other real estate brand, and is always looking for new, vibrant ways to expand international opportunities on behalf of its franchisees and customers,” the Managing Director of RE/MAX Australia and RE/MAX New Zealand said.

The global RE/MAX exposure in almost 100 countries, and particularly the RE/MAX presence through the Asia Pacific region, was attracting

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RE/MAX Feature

Your mate in Mount Gambier Mount Gambier on the Limestone Coast is the second most densely populated city in South Australia, with a population of over 60,000 if you take in outer areas. Located 436 kilometres from Adelaide and 441 kilometres from Melbourne, it is half way between both capital cities and is a popular sports and business conference location. It also lends itself to a large transport industry, one of the largest in the country. Timber is the largest industry. Dairy, beef, lamb and wool are important exports. Limestone is quarried locally and a large lobster fishing fleet operates out of nearby Port Mac Donnell. Mount Gambier is a great sporting town, winning many national titles; and it has its own national basketball team playing throughout Australia. Car, bike and go-karts are all catered for with a motorcycling road racing circuit, speedway, go-karting track, motor cross and hill climbs. You name it, Mount Gambier has it. Probably most famous for its unique Blue Lake, Mount Gambier’s other attractions have caught Trip Advisor’s eye. Others making up the ‘Top Ten’

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are Umpherston Sinkhole, Tantanoola Caves Conservation Park, Cave Gardens, The Valley Lake, Mount Schank, Centenary Tower, Engelbrecht Cave, The Lady Nelson Visitor and Discovery Centre, and Mount Gambier RSL War Museum. Graeme Cleves is proud to be raised in Mount Gambier. He opened RE/MAX Limestone Real Estate in October 2014. After being a leading Mount Gambier residential, rural and commercial real estate sales consultant for more than 16 years, Graeme admits that his success is as much about love and passion for real estate as it is expertise. He is fondly known as ‘Your mate in real estate’. He says Mount Gambier and its surrounds presented a solid property market with some of Australia’s cheapest real estate prices, facilities and lifestyle, and a number of industries giving viable employment. Plentiful of water is also a big attraction as it is the lifeblood of any growing community, he adds.

The team at RE/MAX Limestone Real Estate have come up with their own ‘best kept secrets’ for their region: Coonawarra wineries are a must to visit and stock up some great local wines. •

Metro Bakery – for great coffee, divine pastries and delicious gourmet food.

•

Caffe Beljournos – a prize winner for Best Italian Pizza.

•

Piccaninnie ponds- Crystal clear water for cave diving.

•

Periwinkles @ Port Mac Donnell – Fresh Lobster caught daily – a foodie’s delight!!

RE/MAX Feature

Adam Krtazmann with wife Kellie Kratzmann at the 2016 RE/MAX Australia Annual Awards.

Kratzmann on commission Adam Kratzmann is RE/MAX Partners’ highly enthusiastic and very successful broker owner and auctioneer. He is passionate about quality real estate training and is regularly asked to speak at RE/MAX Australia’s professional development events. When the Queensland Property Occupations Act 2014 took effect in December 2014, Queensland real estate agents no longer faced a commission fee that was fixed at 5 per cent on the first $18,000 with 2.5 per cent on the balance. The naysayers at the time were saying the industry would suffer irreparable damage and that agents would flee in droves. What was your observation? Any change that I have observed has been change for the better. Deregulation has served to make the good agents better. These are the agents who embrace technology, professional developments and training. Did Queensland agents’ commission fees take a nosedive, stay unchanged or increase? Many agents were already discounting, while for others, it took a while to make changes. In the past six months, I have observed fees as low as 1.6 (and a lot under 2 per cent), and these are the agents who cannot compete on a

value proposition because they don’t have the skillset for delivering the desired service. I believe the onus is on real estate principals to put strategies in place to protect fees, which would include constantly upskilling their agents. What has been your own path? In my office, we raised the fee slowly to where, as at 2016, we are now sitting at an average 3.69 per cent based over 82 contracts. This occurred while being very mindful of the value be were bringing to the table. I was fortunate to have agents relatively new to the industry and so are more comfortable with the 3.9 to 4 per cent that some ‘older’ agents struggle with. I believe you cannot have a profitable real estate business in Queensland at the old fee rates, not if you are going to give today’s consumer what they expect. Why should agents understand their own value and the value that they bring to the sales transaction? If an agent doesn’t understand their value, they are not going to be able to protect their fee. We do a lot of auctions at RE/MAX Partners. Auctions preserve the ability to give value. The auction process is the purest form of selling. Putting a

price on a property does everyone a disservice. Price-setting can remove any value an agent can give when sellers make their agent choice based on a dollar figure. How do you think that deregulating commissions has allowed the market to establish what agents are worth? Good agents are able to demonstrate their point of difference. These are agent who genuinely follow though care about their current and past clients. I think improved transparency has also made agents’ worth more clear. Information like sale prices and days-on-the-market is readily available through REA and other means, so agents should not be afraid to tell people about their achievements and the good value they bring. Good agents deserve – and get - a pay rise; for the others, a pay cut. What do you think of the statement: ‘The best value agent is the agent who gets the highest sale price for his or her seller’? Agree And this: ‘Sellers don’t need the false economy of choosing the cheapest agent’? Totally agree.

remax.com.au | Issue 2-16

RE/MAX Feature

RE/MAX announces realestate.com.au as a Platinum partner Australia’s leading property site, realestate.com.au, is RE/MAX’s new Platinum Partner. realestate.com.au is the leading property resource, where people explore, research and share their passion for Australian property. In March 2016, the site recorded a total Unique Audience of 5.5 million*. realestate.com.au QLD/NT State Manager Ben Hodge welcomed the partnership with RE/MAX. “We’ve been working closely with RE/MAX offices for some time so it’s great to come on board at a corporate level and work across the group. We’ll be at RE/MAX events, and we can help members get the most out of realestate.com.au by helping to move listings and grow rent rolls.”

Safety Watch Australia is an obvious choice Like RE/MAX Australia, people do business with Safety Watch Australia (SWA) because of its people. The Directors, Kelly and Graeme Hill, have built a cohesive team that is highly regarded by its clients. SWA has grown, and continues to grow, through word of mouth, which Kelly says is the best form of compliment any business can receive. It says that SWA provides a service its clients are happy to recommend to all their clients and colleagues. RE/MAX Australia knows the peace of mind that SWA provides as it ensures smoke alarms are serviced, electrical safety switches are functional, corded window furnishings are tethered and pool barriers are safe. The SWA team not only physically inspects these safety devices, it also ensures the processes that are behind the scenes are being monitored to meet compliance at all times. Safety Watch Australia’s unique Tenancy Risk Management service, in-house developed online systems and legal support provide RE/MAX with the most comprehensive service ever offered. 26

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That is why SWA is the preferred supplier for RE/MAX Australia. Kelly’s high level business acumen and extensive knowledge of all current economic, social and regulatory issues combined with Graeme’s technical, research and training expertise perfectly underpin a team that offers a full risk management package for smoke alarms, safety switches, corded window and pool barrier compliance. In fact, Safety Watch Australia is the only company in the industry to deliver this. SWA staff have continuous training, and clients are updated on new legislation and receive ongoing training on website use. Education and training form a large part of the SWA support services for real estate professionals. Say hello to Kelly and Tehgan at the Rally. They will be only too happy to answer any questions you may have about their services. Visit www. safetywatch.com.au.

Ben said there were other exciting opportunities for the RE/MAX family through the relationship. “We are holding the Annual REA Excellence Awards (AREAs) in October, the only awards to recognise and celebrate the success of the entire property and media industries. I’ve spoken to many RE/MAX members and heard amazing stories worthy of recognition, so we look forward to the RE/MAX submissions.” Submissions for the Annual REA Excellence Awards (AREAs) are open until 1 August 2016. Visit www.theareas.com.au. “We’ve also partnered with SKY News to create SKY News Real Estate, a dedicated program every Saturday, which showcases live auctions and the hottest properties to hit the market. RE/MAX agents can be featured on the program at no charge and should speak to their Account Manager about this.” realestate.com.au QLD/NT Sales Manager Andrew Turner will be working closely with RE/MAX to deliver training and education, attend conferences and events, and provide technical assistance. *Source: Nielsen Digital Ratings (March 2016).

RE/MAX Feature

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RE/MAX Professional Development: 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 many options throughout the year. It teams up with Imagine Experiences, a professional creative team of event management specialists, to deliver its very special events. Whether you are a broker owner, a sales associate, a property manager or an administrator, as a RE/MAX member you have access to courses, events and workshops to help you grow as a professional. There are plenty of training and events options for the remainder of 2016. Here are some highlights:

2016 RE/MAX AUSTRALIA PROFESSIONAL DEVELOPMENT & EVENTS CALENDAR HIGHLIGHTS (July to December) September: Auction Chapter networking lunch – Tuesday 20th September Breakfast Series – Thursday 29th September October: Administrators Day – Wednesday 5th October Momentum – 11, 12 & 13th October November: Property Management – Tuesday 3rd November December: Sales Training with Jason Andrew – Thursday 1st December

There’s something for everyone. Experience RE/MAX to the MAX!

View the full calendar at remax.com.au/events remax.com.au | Issue 2-16