VIEW The RE/MAX Australia Magazine
Edition 1-17 | remax.com.au
The Force of the Future
Australia Regional Team p. 0 0 6 1 7 30 07 9 0 0 0 E . remax@ remax .com . au A . 143 Coronation Drive, Milton Q LD 4 0 6 4 P O BOX 1326 , Milton , Q LD 4 0 6 4
06
M anaging Direc tor: Michael Davoren E xecutive A ssistant : Tanya B ull
CONTENTS 0 4 H ello World , we are R E /MA X 0 6 Australian real estate heroes announced in B angkok
FEATURE 08 G et ting to know you …
NET WORK NEWS 09 Welcome to R E /MA X 10 R E /MA X Australia helps grant wishes
Finance Direc tor: Chris Chapman Franchise Direc tor: J oel Davoren Franchise Development M anager: J ef f Williams B usiness Development Consultant : J osh Davoren B usiness Development Consultant : Stephen Lea B usiness Development Consultant : Tim M cDonnell Franchise Administ rator: B ree H ar t M anager, Regional O perations / Accountant : Kathy B oot M arketing & Communications M anager: Aimee Doher t y
FEATURE 14 N o shor tage of passion 1 6 Australian Proper t y Finance 1 8 R E /MA X N et work tops 11 0,0 0 0 agents
NET WORK NEWS 22 Love, love me do
FEATURE 25 O n Location
EVENTS 27 C alendar highlights
G raphic Design / M arketing A ssistant : M elissa Wimberley Professional Development M anager: M elanie M arsh Systems M anager: Richard H of fman Membership Administ rator: Jasmine Rev feim Receptionist / Of fice Administ rator: Cindy- Lea Everuss Public Relations: Lyn Cox CEO Aust ralian Proper t y Finance: N athan Swain PA /Of fice Administ rator APF: Kirst y-Ann Cummings Copyright © 2017 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
Fro nt C ove r I m a g e: R E / M A X b a ll o o n in f lig ht ove r Em e ra l d L a ke s , G o l d C o a s t , with S ce n ic D ay To u r s .
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.
2
V I E W | R E / M A X AU S T R A LI A
M E S SAG E F R O M T H E M A N AG I N G D I R EC TO R
POWER OF THE PAST. FORCE OF THE FUTURE. Michael Davoren In the future, business will rely pretty much on what it has in the past. What’s he saying, do I hear you say? I am saying that, regardless of what business you are in, whether that be in the business of selling real estate, the franchising business or practically any type of business, your business in the future will rely on much the same as it has before, on relationships, but these relationships must be cultivated and managed in a more refined, effective way. In Australia through the 50s, 60s and 70s, real estate businesses were focused, by necessity, on having agentclient relationships. Generally, unless you really did something wrong, you had a repeat client. Such was the nature of relationships where people personally knew each other. Since then, real estate has evolved in ways that has brought competition, interference and intrusions. While technology has helped the industry evolve, it has also in ways interfered. My father James (Jim) Davoren was a successful Gold Coast real estate identity from the mid 1960’s to early 80’s. In those days, agents knew their community because they were physically part of it, rubbing shoulders with customers and potential customers. My father did not have the virtual community that exists today. Without the aid of technology, agents had no choice but to be personally involved, and agent-customer relationships did not involve the massive databases and communication systems we are now familiar with. Today, databases can be incredibly huge. Agents may aspire to databases of several thousand, as they concentrate on the broader market. Truly… it is impossible to know that many people! What we in the industry need to do is layer our databases so we can distinguish one ‘community’ from another, with the aim of having communities who can actually get to know us and not just know of us.
Facebook’s messaging platform, Messenger, lets you establish groups and communicate on specific topics, which can prompt people to have conversations with agents that they may not usually have. By using what is available to us today to communicate and develop communities, we are adapting the best of the past to be the force of the future. The external intrusions that may weaken those relationships between agent and customer are only likely to become more severe. Our attention needs to return to the very essence of the relationship. The agent must be the one to find solutions, which involves a total integration of services to make the buying and selling experience as comfortable and positive as possible. This includes everything from finance and utilities connection to investment opportunities, including access to the international real estate market. Agents must be pre-emptive, knowing their clients well enough that they know their clients’ needs before the client even know what those needs are. The future isn’t static – what we think of the future won’t be the future anymore when we get there – there will be a whole new future. But the future is relationships and communities. Agents must dig deeper. Do you have people in your database who truly know you? Do they know you well enough to be an advocate? Are they people who sing your praises even when you don’t know they are doing it?
‘Happy selling, happy managing, happy administering…”
‘Large’ databases, per se, are easily available. Anyone can have them, including your competitors. Virtual communities are sensational, but they have to be managed so we, as agents, can get to know more than just lists of names and really get to know people. The use of filtering and the many other options available allow us to personalise our databases. For example,
V I E W | R E / M A X AU S T R A LI A
3
EVENTS
HELLO WORLD, WE ARE RE/MA X! RE/MAX Australia chalked up another sensational July Rally last year with a program that was packed from the very start with information, motivation, entertainment and networking opportunities, from Managing Director Michael Davoren’s strident welcome of ‘Hello world, we are RE/MAX!’ right through to the last drink and canapé on the terrace. The air was crisp when the corporate team arrived to begin setting up at Hillstone on the St Lucia Golf Links but things soon warmed up as 300 RE/MAX members, business partners and invited guests gathered for the resoundingly successful event. Chris Helder, undoubtedly one of the most exciting speakers in the world right now and one of Australia’s top real estate trainers, was the first of two keynote speakers on the day. The author of two best-selling books and a frequent TV and radio guest on the power of genuine communication, Chris added the RE/MAX Australia audience to a list of more than 1,200 audiences he has wowed throughout the USA, Asia, Australia and Europe. He signed copies of his latest release, “Useful Belief: Because it’s better than positive thinking”, for those lucky enough to get in before stocks ran out! The second keynote speaker was Rachael Robertson, a former Antarctic expedition leader and only the second female to lead a team to Davis Station. Since returning from Antarctica, she has authored the best-seller, “Leading on the Edge”, and has presented at over 600 conferences and events around the world. The audience hung on every word as she shared her amazing world of Antarctic experiences. More ‘edge-of-the-seat fun’ was in order with the 2016 RE/MAX Australia Auctioneer of the Year competition where the four finalists proved just how good the level of competition was. In the two-hour session specifically tailored to the property management industry, RE/MAX Australia launched its Property Asset Management (PAM) Chapter. Speaker
4
V I E W | R E / M A X AU S T R A LI A
Nathan Brett, the Director of Real Estate Dynamics, introduced property managers to the concept of ‘Generation Two’ property management businesses. A special guest was Make-A-Wish® Australia board member and passionate volunteer, Ian Shaw, who brought the audience up to speed on 14-year-old Kyle’s recent holiday, which was assisted by the charity auction at the RE/MAX Australia February Annual Awards. Kyle has muscular dystrophy. His dream was for a family holiday to Hamilton Island and a flight over Heart Reef. Dropping to just 150 metres for a bird’s eye view of the ‘love heart’ only visible by air was apparently ‘awesome’. RE/MAX Australia presented Ian with a cheque for $60,170.50, representing the previous 12 months of the network’s fundraising efforts. A silent auction of RE/MAX personalised number plates at the Rally raised a further $2200 for Make-A-Wish. The lucky bidders were Rod and Gaby McEwan, RE/MAX United Vision (RMX02 and RMX03), Roxanne and Adam Workman, RE/MAX Strategic (RMX04 and RMX05) and Murray Carter, RE/MAX Regency (RMX06). Juwai.com’s Gavin Norris and Jane Lu gave an excellent and interesting presentation on overseas investor activity, including insights into the Chinese investor psyche, and throughout the day, RE/MAX members had the opportunity to chat with RE/MAX Partners at their information booths. RE/MAX Australia awarded its top performers of the first half of 2016. Managing Director Michael Davoren, alluding to the Rally theme, said it was up to each RE/MAX member to determine the ‘world’ in which they wanted market dominance and that successful business owners and agents lived by the creed of strategy and action. “If you haven’t got strategies in place to grow, you can only go one way… and that’s backwards; and to simply continue to do the same is a sure-fire recipe for going backwards.” RE/MAX Success in Toowoomba was awarded Top
Property Management Office (gross revenue generated), a first time for this award. RE/MAX Regency on the Gold Coast was awarded top sales office. Todd Gerhard from RE/MAX Advantage in Wynnum was the top RE/MAX agent for January to end of June 2016, while RE/MAX Bayside Properties at Alexandra Hills and RE/MAX Ultimate at Burpengary produced the top sales teams. A special presentation to retiring broker owners Ron and Lenore Sieber, a couple who have contributed greatly to RE/MAX for seventeen and a half years, preceded the official close of a very successful Rally.
Auctioneer showdown at July Rally Four RE/MAX agents performed in front of almost 300 of their peers, RE/MAX business partners and invited guests when they competed for the 2016 Auctioneer of the Year title at the mid-year RE/MAX Australia Rally at St Lucia Golf links in Brisbane. Jacob Secco and Paul Gaffney, of RE/MAX Executives, and Tyler Bean, of RE/MAX Profile Real Estate, faced the reigning champion Greg Parker, of RE/MAX Regency. The four tried to out-auctioneer each other to claim victory. Having already shown they can ‘talk the talk’, ‘walk the walk’ and can ‘think on their feet’ to get to the finals, the four took to the stage at the Rally, where they put their skills to the test conducting a mock auction under the scrutiny of a serious judging panel, working their way through some curly questions from the floor and tricky mental arithmetic. It was entertainment and professionalism at its best from all, with themes in their clever patter varying from golf to fairy tales, but Paul Gaffney nudged out Greg Parker, Jacob Secco and Tyler Bean in the close but unanimous judges’ decision to take the $2500 prize. It was Paul’s first time auctioneering in public. Judges were Shaun Mahony, from Direct Connect, a RE/MAX Australia platinum partner, Nathan Swain, Australian Property Finance CEO, and Michael Davoren, RE/MAX Australia Managing Director. RE/MAX Australia Professional Development Manager, Melanie Marsh, said all contenders for the competition, be they beginner or experienced auctioneers, had been through two days of intense training with acclaimed auctioneer and trainer, Jason Andrew, before the finalists were selected. “The two-day course covers important auction skills and processes in a practical environment and is fantastic for building confidence and understanding the auction process, whether someone is considering becoming an auctioneer or not,” she said.
V I E W | R E / M A X AU S T R A LI A
5
EVENTS
Australian real estate heroes announced in Bangkok The second annual RE/MAX Asia Pacific Convention was held in Bangkok last year. Business owners and agents traveled to Thailand for the back-to-back RE/MAX Australia-New Zealand Broker Owner Forum followed by the Asia Pacific Convention, where they joined more than 300 delegates representing all 15 countries in the Asia Pacific region plus other international regions including the US, the UK and Italy. The American Ambassador to Thailand, Glyn T. Davies, hosted a cocktail function for all RE/MAX regional owners at the Convention. RE/MAX is the only global company other than Google to receive such an invitation. The Australian Ambassador for Thailand, Paul Robilliard, joined RE/MAX delegates on the VIP table at the gala awards, where Australian and New Zealand agents dominated many of the award categories. Figuring in the ten categories based on RE/MAX LLC’s 2015 rankings were RE/MAX Regency, Robina; RE/MAX City, Brisbane; RE/MAX Results, Morningside; RE/MAX Bayside Properties, Brisbane; RE/MAX Ultimate, Burpengary; RE/MAX Advantage, Wynnum; RE/MAX Colonial, Annerley; RE/MAX Hinterland, Maleny; RE/MAX Real Estate Services, Cairns; and RE/MAX Elite, Wagga Wagga. Michael nominated Tony Williamson from RE/MAX Real Estate Services and Reno Muscat from RE/MAX Advantage for awards in recognition of their ambassadorial roles in forging agent relationships and The Property Fair, where property specialists from Australia and New Zealand showcased projects and developments alongside properties from across the Asia Pacific region, was a convention highlight.
6
V I E W | R E / M A X AU S T R A LI A
Bangkok fair demonstrated keenness of investors By Michael Davoren The Property Fair at the RE/MAX Asia Pacific Convention allowed property specialists from Australia and New Zealand to showcase projects including apartments, residential developments and land releases alongside properties from across the Asia Pacific region. It was obvious that there are a lot of investors in the region keen on investing in Australia and New Zealand. Australia and New Zealand are seen as safe and secure destinations. Australia and New Zealand are geographically closer to China, closer in time zones and easier to visit. The Chinese population is becoming wealthier. These are three very important facts for the Australian and New Zealand real estate industries to take on board. This is despite the new foreign buyer taxes being implemented in Victoria, New South Wales and Queensland. The word is that most Chinese buyers, in particular, have taken these new foreign buyer taxes in their stride and factored them into their investment activity. The RBA’s actions are doing nothing to dissuade them from seeing Australia as an ideal investment destination. The volume of Chinese tourists in Australia is also tipped to increase, and many who fall in love with Australia may well become property investors. Many Asian families are very keen to have their children study here and the new Guardian visa announced
last year, which allows overseas students aged six and above, along with their guardians, to apply for visas regardless of their country of origin, is likely to further boost investor interest. Education, emigration, investment, and lifestyle and travel are the major overseas property investment triggers for the Asian market. The RE/MAX Asia Pacific region currently involves Australia, New Zealand, Thailand, Indonesia, Singapore, Philippines, Guam, Korea, China, Japan, India, Sri Lanka, Mongolia, Malaysia and Myanmar. RE/MAX’s enormous global footprint has a presence in more than 100 countries and territories. The convention was truly an eyeopener to how much investor money is heading to Australia and New Zealand, and not just from Asia. This year’s RE/MAX Asia Pacific Convention, which we host on the Gold Coast, Queensland, will provide a unique opportunity for RE/MAX developer-clients, agents, vendors and investors. It will attract delegates from the Asia Pacific region as well as US, Europe, South Africa and many other countries.
RE/MAX’s enormous global footprint has a presence in more than 100 countries and territories.
Australia &
New Zealand
RE/MAX Asia Pacific Convention comes to Gold Coast RE/MAX Australia and RE/MAX New Zealand will host the Asia Pacific Convention at the Sheraton Mirage on the Gold Coast from 29th August this year. An entire four-day program of events offering education, entertainment, cultural experiences, networking and business opportunities will deliver to the Convention’s theme – Together towards tomorrow. Local and global. While the top speakers and conferencing sessions are paramount on the agenda, the Convention organisers are keen to promote the event as a familyfriendly opportunity for delegates from all over the world to bring families and incorporate business with holidaying in a top resort and tourist destination. The RE/MAX Asia Pacific region involves 15 countries – Australia, New Zealand, Thailand, Indonesia, Singapore, Philippines, Guam, Korea, China, Japan, India, Sri Lanka, Mongolia, Malaysia and Myanmar. With a presence in more than 100 countries and territories, no other real estate brand matches RE/MAX’s global footprint.
V I E W | R E / M A X AU S T R A LI A
7
R E /M A X F E AT U R E
GET TING TO KNOW YOU with Melanie Marsh Melanie is responsible for professional development and works with the senior management team to determine and provide opportunities that are essential for personal and professional growth. She champions a professional development program for business owners called RE/MAX Momentum and drives special interest groups such as property management, auction and project management.
How and when did you discover your interest in real estate, and find your way to RE/MAX?
If you were granted three wishes to make your professional life easier, what would they be?
I have been in the real estate industry since I was 18, working in areas of administration and management. I started out as an office junior and have worked my way through to PA, then to Office Manager, and now, Professional Development Manager.
•
Slow down time – where did 2016 go?
•
More time to celebrate the wins.
•
That I can create and facilitate a difference to our members’ financial and professional lifestyle by assisting them through professional development that will take them to the next level. Agents that have coaches earn 50 per cent more than those that don’t.
What have been some of your most memorable moments since becoming part of RE/MAX? By far the Annual Awards are the highlight of the year. I have such joy and pride to see our members getting up on stage and being acknowledged for their hard work. The Eagle Award is very special and many a time I have found myself crying for the person who has received this prestigious award. What would be involved in an average working week? I try and stick to working my IDEAL WEEK. As I am responsible for events and training, and also the Chapters, I must make sure that I cover all areas in the week. Most weeks, we do have training going on all over the country, so I need to make sure they are all organized and attended. What aspects of your role give you greatest pleasure? Seeing an event or Chapter coming together and our members achieving great results gives me great pleasure. There is so much work that goes on behind the scenes when it comes to delivering all areas of the professional development program. At the start, it can seem a bit daunting; but once you see the end results, it’s very rewarding.
88 VVI IEEW W | | RREE//M MAAXX NAU EW S TZE R AALI LA N D
It’s the weekend. Work does not beckon. How would you be most likely to spend your time? We have recently bought a boat and most weekends now, we are out on Moreton Bay investigating little islands where we stop off for lunch. It has really bought our family together and is something we really enjoy. Most times we also take friends or family with us, so it’s quite a social event for all. Something people may not know about you unless we tell them… Last year, I ran my first half-marathon. Until then, I hadn’t realised how much I would love running. I must admit, going into the festive season I lost my enthusiasm for running thanks to too many Xmas events, but I know that as long as I put my mind to something and commit, then I will follow through. Bring on the Gold Coast Marathon in July. I want to smash my PB!!
N E T WO R K N E WS
WELCOME TO RE/MA X Welcome to the new, the game - changers and the celebrators …
C l o ck wise rot atio n R E / M A X is p ro u d to intro d u ce a n d we l co m e th e n ewe s t of f ice s a n d b ro ke r own e r s to th e R E / M A X Au s tra lia n et wo rk .
R E / M A X Ce n t ra l Pa r t n e r s , B ri s b a n e I n Au g u s t , R E / M A X C e ntra l Pa r tn e r s o p e n e d in th e B ris b a n e C B D, Q L D, with b ro ke r own e r Ro b e r t Z a n d e r.
R E / M A X M a i n l a n d P ro p e r t i es , N i n g i
Market set for even greater RE/MAX presence By Joel Davoren, Franchise Director
I n O c to b e r, b ro ke r own e r V ic to ria N ich o l so n o p e n e d h e r se co n d R E / M A X f ra n ch ise with R E / M A X M a in l a n d P ro p e r ti e s in N in gi , Q L D. V ic to ria o p e n e d R E / M A X isl a n d P ro p e r ti e s o n B ribi e I sl a n d , Q L D in D e ce m b e r, 2 01 3 .
The worldwide RE/MAX network now exceeds 110,000 agents. RE/MAX is now in more than 100 countries and territories. In our region, RE/MAX Australia experienced 13 per cent agent growth in 2016 and a very exciting 20 per cent net growth in offices for the year. The brand’s exposure in the marketplace is growing at a significant pace, and the why.remax.com.au website launched in July last year is bringing consistent quality enquiry from agents and professionals interested in owning a RE/MAX franchise. The RE/MAX Australia network is set for continued growth, accommodating increasing numbers of real estate professionals and business owners who will thrive under the RE/MAX model and the stellar support they receive through systems, resources and services, and professional development.
R E / M A X R es u l t s , M o rn i n g s i d e & M a ckay I n Au g u s t , b ro ke r own e r s H ayl ey Va n d e Ve n a n d J u s tin D e e exp a n d e d R E / M A X Re sult s to a d d a p re se n ce in M a ckay, Q L D. H ayl ey a n d J u s tin to o k ove r th e B ris b a n e - b a se d b u sin e s s , R E / M A X Re sult s in M o rn in g sid e , f ro m D e b o ra h Eva n s in A p ril , 2 01 6 .
R E / M A X I g n i te I n D e ce m b e r R E / M A X Au s tra lia we l co m e d Roxa n n e a n d Ad a m Wo rk m a n a s b ro ke r own e r s of R E / M A X I g n ite , R ive rh ill s , Q L D
R E / M A X S t rate g ic
This highly-valued support is conducive to productive agents and increased business profile, and rebranding broker owners find it makes total sense to match their team’s good name with a global real estate leader like RE/MAX.
I n D e ce m b e r, R E / M A X Au s tra lia we l co m e d D e re k C a rey to th e n et wo rk . D e re k to o k ove r th e b u sin e s s f ro m L a n e B oy a n d D avid A itch iso n a n d will b e re l o c atin g th e of f ice f ro m To owo n g to Eig ht M il e Pl a in s in Q L D.
Being a business owner or agent under the RE/MAX brand means conducting business the way they want, with all the support they require, being in business for themselves but not by themselves.
RE/MAX Diplomat I n J a n u a r y th is ye a r, J o h n B u ckl ey, b ro ke r own e r of R E / M A X C a pit a l in Q u e a n b eya n , N S W, o p e n e d h is se co n d f ra n ch ise , R E / M A X D ip l o m at in K in g s to n , AC T.
R E / M A X Wes t R E / M A X Au s tra lia b e g a n th e ye a r with a we l co m e to R E / M A X We s t in M e lb o u rn e , V I C , a n d b ro ke r own e r H is h a m K h a lid .
V I E W | R E / M A X AU S T R A LI A
9
N E T WO R K N E WS
Fundraising had hair-raising moments RE/MAX Australia entered its fifth contract year with Make-A-Wish® Australia in August last year, and 2016 ended as the greatest year of fundraising yet. RE/MAX Australia began its relationship with Make-AWish by pledging $20,000 for the first year. Each year that figure has risen exponentially. The fundraising tally for last contract year reached more than $60,000, and RE/MAX Australia directors presented Make-A-Wish® Australia’s board member, Ian Shaw, with a cheque at the 2016 July Rally. Every office event was a highlight in itself, including RE/MAX Profile Real Estate’s ‘Wishing Well’ charity Ball, RE/MAX Advantages ‘All that Glitters’, RE/MAX Success’s ‘Zootopia Under the Stars’ and RE/MAX Platinum’s shopping tour. The APF RE/MAX Australia golf day was a great success, but the participation by RE/MAX Australia’s brave men in Make-A-Wish’s ‘Wax for a Wish’ must claim the most memorable moments. If you haven’t seen a waxing episode, check it out on the RE/MAX Australia Facebook page. RE/MAX Australia, once again, replaced the practice of sending Christmas gifts to its broker owners and teams with a donation of $50 to Make-A-Wish on behalf of every RE/MAX Australia office.
10
V I E W | R E / M A X AU S T R A LI A
RE/MAX Success and ‘Zootopia Under the Stars’ -A family movie event for charity
‘Wishing Well’ filled to the brim at charity ball RE/MAX Profile Real Estate presented the 2016 ‘Wishing Well’ Charity Ball at the Pullman Hotel, Brisbane, in August last year. The hugely successful evening raised over $8,000 for Make-A-Wish® Australia. RE/MAX Profile Real Estate’s Tyler Bean did a sensational job auctioning off the excellent prizes donated for the charity auction. MC Rod Westerhuis kept the night running smoothly and the audience was thoroughly entertained by stand-up comedian, Ellen Briggs, who brought the house down with her incredible sense of humour. Local Brisbane band, The Accidents, had everyone on the dance floor. The evening was truly about raising enough to help grant a child or teenager their wish. Make-A-Wish ambassador, Dakota, did not leave a dry eye in the house speaking about her courageous battle with rare neurological-degenerative disorder, Friedreich's Ataxia, and what difference it made to her to have her wish granted through Make-A-Wish. 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.
A 700-plus crowd joined the RE/MAX Success team in Toowoomba’s Queen’s Park Amphitheatre for the ‘Movie Under the Stars’ charity event in November last year. The community family-friendly event was a fundraiser for Make-A-Wish® Australia, an organisation that makes vital wishes come true for children and teenagers battling lifethreatening medical conditions. RE/MAX Success broker owner, Katie Knight, said the office organised the event in support of the recently reestablished Toowoomba branch of Make-A-Wish. Entry was by gold coin donation and local food vans and merchandise stalls supported the event, with the businesses donating 20 per cent of the night’s proceeds to Make-A-Wish. RE/MAX Success sales professional, Tiffany Krause, is a member of the local Make-A-Wish Toowoomba branch together with seven other volunteers. “We are from all walks of life, with a truck driver, a teacher, a farmer, a real estate agent for instance, and we are all there because we want to make a difference in our community. “We meet once a month in the RE/MAX Success boardroom and are sincerely grateful to Katie Knight and Daniel Burrett for putting on the movie event and their ongoing support,” Tiffany said. RE/MAX Success sales professionals donate a portion of their commission on each sale to Make-A-Wish, which is then matched dollar-for-dollar by the RE/MAX Success office.
V I E W | R E / M A X AU S T R A LI A
11
‘Wax for a Wish’ – it’s a wrap for 2016! RE/MAX Australia Franchise Development Manager, Jeff Williams, and Australian Property Finance CEO, Nathan Swain, were the first to man up for a good cause, volunteering in November to be waxed for RE/MAX Australia’s chosen charity, Make-AWish® Australia. The brave pair got to ‘volunteer’ the next candidates from the real estate network, which resulted in the Wynnum waxing of Reno Muscat from RE/MAX Advantage and APF’s Adam Bradley. Up next were the Davoren brothers, RE/MAX Australia Franchise Director, Joel Davoren, and Business Development Consultant, Josh Davoren, who proved their mettle at a particularly torturous waxing in December. Then Cairns real estate identities Tony Williamson and Ray Murphy accepted the brothers’ challenge and publicly bared legs and chest at Bee Wax in Cairns’ Global Palace Arcade just before Christmas for RE/MAX Australia’s final 2016 round of waxing for a good cause. RE/MAX Australia Marketing Manager Aimee Doherty said a new round of ‘Wax for a Wish’ might occur in 2017 as ‘volunteering a mate of two’ seemed popular. “We’ve shown our RE/MAX boys are up for it,” said Aimee, “and know a few moments of wax-induced pain to help make wishes come true for children and teenagers battling lifethreatening medical conditions is a very worthy cause.” Last year’s waxings raised more than $1600. If you are keen to see some of the action, look for it on the RE/MAX Australia Facebook page.
12
V I E W | R E / M A X AU S T R A LI A
Happy shoppers tour outlets in RE/MAX fundraiser RE/MAX Platinum held its inaugural Warehouse Shopping Tour in November last year, taking 40 women (with credit cards ready) to nine different Brisbane outlets. Broker owner Leanne Kroes explained the reasons behind the outing. “Ladies love to shop, Christmas was coming and, like it or not, we have to spend, so it made sense that we started the Christmas shopping with a fun day and raised money for sick kids at the same time. “RE/MAX Australia is a strong supporter of Make-A-Wish® Australia and at the time of opening my office, I committed to supporting the charity and have seen first-hand the amazing work they do. “I believe that when we stand together we have the power to make amazing changes happen.” The final tally was around $2000 raised, including more than $700 through breakfast, raffles and ‘fines’. “The RE/MAX Platinum team put on a delicious breakfast in our Narangba office for a gold coin donation, and we had loads of fun along the way including a champers afternoon tea. We went through 1100 raffle tickets. “Local businesses were very generous with prizes, and we also had great support from Brisbane Warehouse Shopping Tours, with a percentage
of total purchases made on our tour going to Make-A-Wish.” RE/MAX Platinum held its first MakeA-Wish fundraiser in August 2015, a massive Fairies and Pirates Treasure Hunt in the local community park. “The Treasure Hunt is a community event,” said Leanne, “However, it was our buyers and sellers, along with our friends, who supported the Warehouse Shopping Tour, together with their families and friends. “Many of the people on the bus were past clients. It is impressive that they continue to support us once we have done the job of either selling their home or finding their new one.” Stores visited were Deals Connect, World of Lollies, Fashion Express, Breville, Treasurama, My Obsession, Positive Life Store, Cloverly Estate Wines and the Virginia Christmas Shack.
N E T WO R K N E WS
Gold stars as fundraiser exceeded target More than $20,000 in fundraising resulted when RE/MAX Advantage presented its ‘All That Glitters‘ charity gala in support of MakeA-Wish® Australia in November 2016. The event held at the Royal Queensland Yacht Squadron in Manly, Queensland, was a phenomenal success through both the generosity of local businesses and those who attended, and the event itself with all its glamour, fine food, fabulous fashion, auctions and live entertainment. The gala evening began with a fashion parade followed by a Make-A-Wish auction with donated prizes including a trip to Bali, a day on the Bay, an original piece from local artist Vanessa Perske, and a race day ‘hot lap’ from the V8 RedBull race team. Mark Dutton from RedBull Racing Australia was special guest and MC for the evening. Sam Devlin ran the auction. RE/MAX Advantage has surely helped to make some very deserving wishes come true.
V I E W | R E / M A X AU S T R A LI A
13
N E T WO R K N E WS
Morris and Melissa Short brought RE/MAX to Parramatta last year when they opened RE/MAX Xtra. Parramatta is the Short’s ‘hometown’, and a city in which they are extremely proud to live and do business. VIEW spoke with Morris and Melissa about finding their way into real estate, their market and their aspirations.
Where did you spend most of your childhood? Morris: I was born in Waverley, spent my early years in Coogee, later moved to Waverley then onto Maroubra which became the family home for decades. Interestingly, Melissa spent some time growing up a few blocks away in Maroubra. I’m not sure we ever met as kids though even though we probably should have! Melissa: I grew up in Lalor Park, Western Sydney. When my grandfather was ill, we spent half of every week for about a year in Maroubra, where I attended school and lived about four blocks away from Morris. Do you recall what you wanted to be ‘when you grew up’? Morris: I think I’ve finally figured it out… A RE/MAX broker owner! I had a passion to fly but was too tall then for both the RAAF and Qantas. I loved the ocean and watched every Jacques Cousteau documentary ever made and in high school I wanted to become a marine biologist. My father told me no one cared about the environment so I dropped the idea for accounting law, which bored me senseless. I left University within six months of starting then worked my way through all kinds of roles. Melissa: I ask myself this question still. I do remember at one stage wanting to teach the deaf. What jobs have you had and where have they taken you? Morris: Too many to list! I’ve owned and/or managed bottleshops, nightclubs and clubs, and a hotel. I’ve set up and consulted to restaurants and vineyards. I’ve worked for large national franchise companies. I’ve been national buyer for the largest independent liquor retail franchise. I’ve managed property portfolios for franchise companies. Real estate has
14
V I E W | R E / M A X AU S T R A LI A
always been a hobby-passion so ending up here is a natural progression. Did I mention a stint in industrial ventilation? I probably should, as it’s where Melissa and I met. One of the highlights of my life! Melissa: I started in chartered accounting as a junior, where I loved the people but not the nature of the work. I’ve been a hospitality accountant, an accountant for a large Parramatta-based construction company and a financial controller for three project home companies. I did the Advanced Real Estate Certificate to support an acquaintance. I completed it; they didn’t even enroll. I met a lot of colleagues in the real estate business as my passion evolved. I become an agent with a small real estate office in Baulkham Hills. In past roles, I’d had the opportunity to work on the set-up of some large land subdivisions, working alongside Landcom. I was hooked but was working around 80 hours a week, single and with two children to support, so I left the building and development industry and went into a job as the accountant for an industrial ventilation company. After a year I was the Commercial Manager and eventually the General Manager for eight years. My real estate passion was still there and while working in the ventilation company, I began a Property Economics Degree. Now I can’t wait until I can invest all of my time in our growing business! Morris, you were partly responsible for introducing the famous Blues Night at the Woombye Pub on the Sunshine Coast. Tell us about that: Eeek, how’d you find that? I was co-owner of the Criterion Hotel at Woombye from 1988 to 1999. We started up the Blues Club as my business partner and I both loved the Blues. It was held every Thursday night, sometimes anchored by a local blues band, other
N E T WO R K N E WS
nights we had big guest names. Kevin Borich, Dutch Tilders, Renee Geyer were a few of the local acts, there were some international names as well that passed through. The Blues Club was in its ninth year when we sold the pub. Great fun and very late nights! What led to RE/MAX Xtra opening? Morris: We’d looked at traditional Australian real estate brands. They were either too arrogant, too limiting or never got back to us. We tried a different approach and looked at what brands weren’t in our part of the world. RE/MAX stood out. If you can’t be with the biggest and best why bother? Melissa: We thought about opening our own business and wanted to do something we both could be passionate about. Real estate was it. Once I understood the difference in doing business in a RE/MAX model compared with all other franchise groups, the choice of going with RE/MAX was a no brainer! What qualities do you think you bring to the business? Morris: I think our corporate backgrounds and my broad experiences allow us to bring a solid business foundation to the business. I’ve always been a people person. Mel is also very people-focused, even more so than I am. Having our own business allows us to make that a centrepiece of what we do. RE/MAX Xtra is all about ‘Our People. Our Passion’. What’s the best thing that’s happening since opening RE/MAX Xtra? Morris: One day, I was sitting in the Boardroom getting ready for a strategy session with our team and it struck me how much we’ve achieved in just three and a bit months and what great people we had. It was an enormous sense of achievement in that moment. Melissa: Having the great team that makes RE/MAX Xtra. The team, the support and our vision makes me very excited. You are proud to call Parramatta home? Why? Morris: Yes! It’s a happening kind of place! It’s Sydney’s second CBD and the State and local Governments are doing everything possible to drive Parramatta to become a world class city with massive infrastructure investment. Property values mirror infrastructure investment and we’ve got a lot happening. The southern hemisphere’s tallest building… underground metro… fast rail… Powerhouse Museum… It’s an exciting time to be here! Melissa: If you know Morris and me, you know we love our food and wine. Parramatta has so many
restaurants, why would we live anywhere else? Its growth is second to none and we both love it. A new crane goes up nearly every week. It is great to see. How do you see your local real estate market prospering? Morris: I think with the infrastructure and jobs that are migrating and opening up here in the geographic centre of Sydney, the market is and will continue to be buoyant for some time. Parramatta itself is transitioning to a vertical village. Both the State and Local Governments are building the services to supply the massive increase in population. There’s one certainty with all these changes: an enormous amount of residential and commercial properties to sell and manage. I think right place, right time is a good choice of words. What advice might you give to someone starting a real estate business? Morris: With the cost of setting up a ‘traditional’ office and the reliance on one or two key people, don’t do it! RE/MAX allows you to run your business your way, at a fraction of the cost. For me that’s the bottom line. Melissa: Only open if you know it is what you really want to do. It takes a lot of commitment, craziness and passion to go from one day to the next, but it is worth it. What are your favourite things to do outside of the business? Morris: I’m an avid Instagrammer, though my feed has suffered since we opened the doors. Go check out @the.parra.shooter and follow me, please. Photography is a passion re-ignited a few years back by Instagram. Social media is just the most wonderful thing ever invented and I’m a convert. I love tech stuff and everything Apple. Melissa and I love good food, great wines and exceptional service when we go out to eat, and it shows. I love spending time with the family. We try to set aside a night a week to catch up over the dinner table. However, I think my most precious time is when Melissa and I can step away from work and just have ‘us’ time. It’s exceptional to have my best friend as my life partner! Melissa: I have an extremely small family. My wonderful husband, son, daughter, brother and mother all mean the world to me. Spending time with all of them just gives me joy. When I dream about real time off it is on a beach, with a great book and margarita in hand… and with my husband beside me!
V I E W | R E / M A X AU S T R A LI A
15
F E AT U R E
Players show all the right moves at APF charity golf day Around 100 golfers teed off in the Australian Property Finance (APF) and RE/MAX Australia charity golf day in perfect weather at the North Lakes Resort Golf Club in October. With the support of the players and generosity of sponsors, the final fund-raising tally exceeded $3000 for Make-A-Wish® Australia. Domain was the event’s major sponsor, with CoreLogic RP Data, News Corp, Direct Connect, REA, Rockend, Australasian Property Partners (APP), Macquarie Leasing, Suncorp, St George, Pepper Money and Auswide also contributing to the fund-raiser’s success. Taking the CoreLogic RP Data major prize of the day was the winning team of Robert Castorina, Brendan O’Farrell, Adam Reynolds and Wayne Johnson. Other winners included Darren Lewis for the Pepper Money Hole 13 ‘Longest Drive’; John Pattamore for REA Hole 14 ‘Nearest To Pin’ (Men), Anne Harris (Ladies), Corey Workman (Encouragement Award); Mark Shorrock for the Direct Connect Hole 16 ‘Chipping Competition’; Adrian Sechtog for the Suncorp Hole 15 ‘Straightest Drive’; Col Ferriman for the Auswide Hole 17 ‘Nearest To Pin’; Matt Rowan for the Rockend Hole 18 ‘Longest Drive’; and Darren Rix for the Domain Hole 10 ‘Happy Gilmore Longest Drive’. The competition on the Tenth provided some of the day’s most memorable moments, recorded on film by the Domain team. In a tribute to the 1996 sports comedy film starring Adam Sandler. Their antics produced much mirth and merriment when replayed on the big screen at the end-of-day awards presentation. One RE/MAX broker owner, Hayley Van de Ven, showed her unique style incorporating a cartwheel into her approach to the drive. The charity golf day, described by one player wishing to remain anonymous as ‘an endless series of miracles obscured by the occasional tragedy’, was truly a spectacle of fun, networking and fund-raising, with some morethan-occasional good golf thrown in the mix.
16
V I E W | R E / M A X AU S T R A LI A
F E AT U R E
APF flying after last year’s super-performances 2016 was a very big year for Australian Property Finance (APF). Its CEO, Nathan Swain shares his pick of the many highlights: •
•
•
•
•
APF brokers wrote $360M in loans, business was up 30 per cent in total, and there was a 55 per cent increase in our RE/MAX referrer business. APF joined the Vow Pinnacle Group, which is its Top 21 brokerages, and won the VOW Best General Insurance award APF Brokers are the most productive in terms of loans written per broker when compared to other real estatefocused broker groups. Caitlin Troman and Adam Bradley were first to graduate from the Academy, a structured professional development forum for APF brokers. APF saved RE/MAX agents more than $450k in sales commissions.
APF awarded Allianz champion The fine team of finance specialists at APF won the Broker Partner of the Year - Allianz Champion award, which APF CEO Nathan Swain collected at the Vow 6th Annual National Conference held in Whistler, Canada last year. Nathan and Sunshine Coast-based finance broker Oliver McCully represented APF at the conference. “We had days of conferencing but of peak interest to me was the Pinnacle dinner attended by heads of all the major bank. It is very important for relationship building and gave me audience with the decision-makers and other key personnel,” said Nathan. Just under 200 people attended to hear speakers from the Australian and Canadian mortgage markets and enjoy the thrill of activities like the peak-to-peak experience, all linked to the theme of ‘Discover what you’re made of’. The 2017 conference will be held in Port Douglas, Queensland.
BEST OF THE GOOD NEWS BL ASTS E a ch we e k , A P F s h a re s it s su cce s s s to ri e s th o u g h th e n et wo rk of f in a n ce b ro ke r s a n d RE/MAX members.
APF shows what a helping hand can achieve JULY: RE/MAX Advantage, Wynumn/Manly, QLD When agent, Allen Broad, met first home buyers at an open home, he discussed the status of their finance and recommended they speak to in-house APF finance broker, Adam Bradley. The buyers had saved a good deposit but not quite enough to get them into their desired suburb. Adam spoke to them about the option of a guarantor loan, where parents could be used as guarantors to make up the remaining deposit with equity in their existing house. The buyers would still cover all of the loan repayments; however, a portion of the loan is secured by the parents’ property (limited guarantee). Not only were the buyers able to purchase in their desired location, they also saved approximately $12,000 in mortgage insurance premium, and Adam was also able to negotiate a better interest rate with the bank. This was a very happy outcome for all concerned.
Down to the wire as APF averts crisis JULY-AUGUST: RE/MAX Regency, Robina, QLD A RE/MAX Regency buyer was ready to purchase but when their non-APF broker took them to Bank #1, their loan was declined due to five per cent of their genuine savings not held long enough.
in $31,000 short. When the RE/MAX Regency sales agent demonstrated other comparable sales to the valuer, he adjusted the valuation up to the purchase price. Unfortunately, the bank’s mortgage insurers would only accept the first valuation. Again their loan was declined. Even more unfortunate was that the male applicant had changed employment based on their broker’s previous advice that their finance was ‘all good’. At this point, the call went out to APF broker Col Ferriman. Col met with the clients on 28th July, the male applicant’s first day on the new job, and decided that Bank #3 was the best option. The loan application was lodged that day. Finance would expire at 5pm on the 12th with no further extensions allowed. Col got word of conditional approval on the 11th. At 2pm, Bank #3 ordered a valuation, which occurred at 4pm and came in at contract price. Friday the 12 arrived. Finance was due. Col says, “At that point you would think, how hard can it be? It’s already conditional subject to valuation, which is now in.” Apparently harder than expected when Bank #3 stated that they could not give final approval until Monday 15th, and wouldn’t budge even when Col explained to the assessor that the client would lose the house but they wouldn’t budge. Col, with the assistance of his BDM, Heidi Hayward, finally found someone at 4.59pm on the 12th to push the Unconditional Approval button. “Crisis averted, very happy clients and very happy RE/MAX agent,” says Col.
The owners of the property they wished to purchase were happy to wait for their buyers to comply with the genuine savings requirements. Their broker then took them to Bank #2. The first valuation on the property they wished to buy came
V I E W | R E / M A X AU S T R A LI A
17
F E AT U R E
RE/MAX U, a model for achieving business ownership RE/MAX U is an outstanding initiative from RE/MAX Australia, and a model designed to take conjunctional agents into the realm of business ownership. “Our aim is to cultivate talent from within the RE/MAX ranks, those who aspire to go on to become business owners, through recognizing and developing their passion and skills early,” explained Franchise Director, Joel Davoren. “It is one thing to identify the talent, but it is critically more important to nurture that talent, to keep building on it… for business and personal success, and the growth of a successful real estate network. He said the emphasis was on providing education, mentoring and experiences that allowed exceptional business owners to grow in knowledge and acumen. RE/MAX New Zealand has run a similar model since early last year, its ‘Hub’ directly leading to five new offices joining the network in 2016. RE/MAX U is an environment where those considering business ownership can concentrate on recruitment and cash flow with the aid of professional services and resources. Business owners grow and gain experience while processing through and out of RE/MAX U until their cash flow stabilises, and they can then launch their franchise and take over the business back-end. “This is a turn-key opportunity to transition into business and franchise ownership,” said Joel, “and RE/MAX U will be making more exciting announcements through 2017.”
T WO NEW RE/MA X WEBSITES GO LIVE Recruitment and project marketing information accessed with a click. RE/MAX Australia’s dedicated project marketing website went live in the second half of 2016. Franchise Director, Joel Davoren, said the new website positioned RE/MAX as a leading expert in the project marketing sector and provided a dedicated platform for RE/MAX agents to market their new projects. “Marketing new projects is a specialty and RE/MAX project marketers are among the leaders in the industry. “The development and availability of new residential building projects is a critical and growing part of the property industry as a growing economy demands new housing opportunities right across the property spectrum from affordable first homes to high end luxury homes,” he said. The RE/MAX Project Marketing website, projects.remax.com.au, features new project marketing
18
V I E W | R E / M A X AU S T R A LI A
listings, shows the collective strength of RE/MAX and informs developers of project marketing expertise within the RE/MAX ranks. The project marketing website launch came after another important event, the launch of Why RE/MAX? The superbly produced and presented, responsive online platform, why.remax.com.au, showcases the many benefits of the RE/MAX network. “We begin with a question, Why RE/MAX? knowing that it could be the start of a life-changing conversation for business owners and agents,” said Joel. The recruitment site provides quality information about the brand behind every RE/MAX business, and the global strength, cutting edge technology, personalised support and entrepreneurial culture of RE/MAX, the real estate brand with more offices and in more countries than any other.
F E AT U R E
MORE ARE CHOOSING TO CALL RE/MA X HOME RE/MAX growth in Australia and New Zealand is travelling a similar upward path as the international scene, says managing director Michael Davoren. In a November broadcast, Dave Liniger, the CEO, Chairman and Co-Founder of the global real estate brand announced that the worldwide RE/MAX network had topped 110,000 agents, a milestone he said confirms that greatness attracts greatness. “The September quarter was the 19th consecutive quarter of growth for RE/MAX across the globe,” said Michael. “Prior to Christmas, RE/MAX Australia and New Zealand both looked on track to record in excess of 20 per cent agent growth through the 2016 calendar year.
“RE/MAX members, though their talents and achievements, have built a brand others want to join. “The experience is the same worldwide,” he said, “with the people who are drawn to RE/MAX being a mix of established and accomplished agents, and newer agents aspiring to get better. “As Dave Liniger acknowledges, the growing agent count benefits us all. It brings more listings, more signboards, more advertising, more brand power, more phone calls, more web traffic and more referrals, along with more satisfied buyers and sellers located, as well as buying and selling, all over the world.”
Managing Director selects the year’s best employees 2016 Employee of the Year – Jasmine Rimmer Jasmine, who joined RE/MAX in May 2015, is the Member Services Coordinator for RE/MAX New Zealand, where she provides support and resources to all RE/MAX members, along with organising training and events. Jasmine has been a critical element in a small team that has facilitated spectacular network growth over the past 12 months,” said Managing Director Michael Davoren, in announcing the award in December, “and she has been instrumental in improving our client relationships, both publically and internally.” In recognition, Jasmine joins the Australian and New Zealand contingent at the spectacular RE/MAX R4 Convention in Las Vegas in February 2017. Employee of the Quarter January-March – Tanya Bull Tanya joined RE/MAX in July 2015 as the Executive Assistant to the Managing Director, where she plays an active role in organising almost every aspect of the Managing Director’s business life. Her responsibilities extend to RE/MAX International events, including the R4 Convention in Las Vegas and the upcoming Asia Pacific Convention on the Gold Coast. Employee of the Quarter April- June - Kathy Boot Kathy joined RE/MAX in 1997 as office administrator with RE/MAX Bayside Properties, Alexandra Hills, and has enjoyed many and varied roles with RE/MAX over nearly 20 years and is grateful for the opportunity to constantly challenge and update herself during that time. Her current role is Manager, Regional Services, where she looks after the accounts for both Australia and New Zealand.
Employee of the Quarter July to September – Rebecca Andrews Rebecca joined RE/MAX in April 2016 as RE/MAX New Zealand’s Office Administrator. She performs a variety of administrative duties for RE/MAX New Zealand and assists in managing RE/MAX Associates and the daily operations of the office.
Employee of the Quarter October-December – Melissa Wimberley Melissa joined RE/MAX in March last year as Graphic Designer/Marketing Assistant. She assists with rolling out national campaigns, social media management, assisting with event marketing and promotion, providing graphic design and marketing materials for offices, and assisting broker owners and sales associates with brand guidelines and compliancy matters.
V I E W | R E / M A X AU S T R A LI A
19
Success over breakfast RE/MAX Australia held its third Breakfast Series in October at the impressive Darling & Co in Paddington, with more than 45 attending the quarterly event. The panel comprising Mark Cheney, RE/MAX Ultimate; Roxanne Workman, RE/MAX Strategic; and Victoria Nicholson, RE/MAX Island Properties spoke from experience on the topic of ‘How successful agents succeed.’
Recognition for ‘Tony, the influencer’ RE/MAX Real Estate Services broker owner Tony Williamson was recognised in two prestigious business lists in November. Cairns Post revealed its list of the 50 Most Influential People in the Far North, with Tony positioned at number 34 in the diverse group that included sporting stars, business leaders, community heroes, artists and politicians. Topping the list was Cairns Regional Council Mayor, Bob Manning.
While the event provided a great networking opportunity for those who attended, it also delivered valuable content that was available to all RE/MAX members through the Breakfast Series Podcast. ‘The panel – real experiences and real answers’…‘Great to hear straight from people in the field’… ‘A must for new agents’…‘Well worth attending’… This was a little of the very positive feedback. The 2017 Breakfast Series is now underway.
Tony was also recognised as chairman of the Northern Pride Rugby League Football Club, a member of a 10man business group that mentors the Queensland State of Origin team, an internationally-recognised property market expert and popular motivational speaker. He said his inclusion on the list was unexpected, having had no idea it was being compiled. “It was a great honour to see my name there, and it has a significant positioning effect in the market place for me and my business. Being recognised in such a manner is important and conducive to remaining top of your game.” Also on the Cairns Post’s Top 50 Most Influential list, at number 48, was Clive Skarott, a strategy consultant to RE/MAX Real Estate Services who is an Ergon Energy director, chairman of the JCU Cairns Campus Founders Advisory Group Committee and former chairman of the city’s port authority. A second Cairns publication, the high-quality business and lifestyle magazine, Tropic Now, also named Tony number 26 on its ‘Most Influential and Powerful’ list released the same month.
20
V I E W | R E / M A X AU S T R A LI A
“Melita’s career encompasses over ten years in real estate across all facets of the industry and it is evident that she draws on this vast knowledge and skill to excel, achieving regular state and national recognition in RE/MAX Australia for outstanding sales results.” No stranger to success, Melita wrote over $1.1 million in gross commission in her second year of sales, securing over 100 contracts in that 12 month period.
Office administrators treated with importance RE/MAX recognises the importance of its office administrators, organizing dedicated professional development for the group on a regular basis. Fifteen from the ranks of receptionists, personal assistants, sales administrators, office administrators and office managers attended an Administrators Day in October. “The message we give is just how important these roles are,” said Professional Development Manager Melanie Marsh, “These people are multi-tasking, multi-skilled, passionate and committed professionals.”
Top Toowoomba agent sought out for high profile real estate event RE/MAX Success agent Melita Bell was invited to join leading real estate coach Tom Panos and other real estate industry high achievers at Momentum on the Gold Coast in November. At the event, Australia's top panel of industry professionals shared their expertise on current and future industry trends and how to strategically incorporate print, social and digital platforms into advertising campaigns to achieve maximum results. RE/MAX Success broker owner Katie Knight says Melita had rightfully earned the reputation for delivering exceptional results that consistently exceed her clients’ expectations.
Administrator professional development events are deliberately kept to small groups to encourage networking. Jessica Millman and Troy Dowse from realestate.com.au and Kim Coffey from the Real Estate Institute of Queensland were well-received, with similar sessions planned for future events. Feedback from participants included: ‘I get so much out of the open question sessions’…‘Administrator PD events are for people both starting out and refreshing’…’it was great to have REA, who spoke about the back end and how they can help agents, and REIQ, with an update on important matters that directly affect business operations’… ‘These PD events really help when you are a start-up business’… and ‘It is good to know you have peers who can give support and advice’.
Real estate in the STEMM classroom
Advice from business owner proves popular on Facebook forum RE/MAX Results broker owner Hayley Van De Ven appeared on The Real Estate Community live streaming session late last year when wellknown real estate identities Zac McHardy and Edgar Natolo invited her to speak about recruitment strategies and the importance of office culture after identifying her office for its phenomenal growth. Hayley explained there had been 46.7 per cent growth in agent numbers, they had added 50 square metres in floor space and were about to undergo office renovations to accommodate more growth. She said being a non-selling business owner was a major point-of difference in effective business growth. Other points were: •
My agents are my clients… they don’t work for me, they work with me!
•
We don’t believe in a glass ceiling here.
•
Sales people are big picture thinkers. That’s why they need a PA
Hayely said support was the great drawcard for agents; that, and the career progression plan RE/MAX Results has in place. She named RE/MAX Regency’s Murray Carter as one of her role models, describing him as a
phenomenal recruiter who created a culture that real estate professionals seek out. Having a business culture and an office environment that people want to be part of is paramount to success, and the right incentives and recognition are important for everyone. Hayley recognises the value of her property managers and the complexity of their job. She says they are different to sales people, tend to be task orientated and need to be recognised and rewarded in a way that may differ to rewarding sales achievements. The Real Estate Community Group was established in 2012 as a forum where people involved in the real estate industry in any way, worldwide, can talk about anything real estate. It’s non-commercial, and currently has more than 8000 members. Her evening interview was aired on five different channels and had around 1500 views in less than 24 hours, and that was in one channel alone. The link: rem.ax/2jWvMA5
Students enrolled in Burnside State High’s Supporting Teenagers with Education, Mothering and Mentoring (STEMM) program, are more prepared for tenancy after connecting with Bonnie Dean and Marsha Elmy from RE/MAX Property Sales in September. Bonnie said their hour-long presentation to the Nambour students would prepare the young mums for renting, hopefully increasing their options by giving them confidence to apply in the private rental market. “We talk them through gaining, maintaining and exiting a rental, talking about such matters as making a good impression, importance of preparation and paperwork involved, and the ins-and-outs of shared tenancies. “Each student received an information pack, and more importantly, our contact details for ongoing support. “We want them to have confidence they can give us a call or drop in to see us if they have any rental questions in the future. “STEMM can involve girls as young as 13,” she said, “with a goal of supporting them to complete year 12 while their children are looked after in a crèche at the school. “Both Marsha and I have daughters in the same age group as these students so providing life skills and seeing them achieve their education goals despite their added challenges is very relevant.” Bonnie said the real estate office would continue to educate more young people about tenancy. ‘The more we can inform young people, the more they are empowered and can make confident choices,” she said.
V I E W | R E / M A X AU S T R A LI A
21
N E T WO R K N E WS
LOVE, LOVE ME DO: Invited guests loved The Beatles show
Agent backs haunted house for Halloween RE/MAX Excellence’s Rob Levy is no stranger to Halloween. He’s put in a massive effort every year ever since he and his full-time magician uncle first took over a gym many years ago, designed a haunted house, and raised funds for charity. Last year, for the first time, he sponsored a giant haunted house in the suburb of Vincent in Townsville. “The ‘haunted’ house has opened for charity for the past 14 years and I asked the organisers if they would like my sponsorship of the event, which sees more than 2000 people visit the house each year. “They welcomed the opportunity to spend more on transforming the home for Halloween,” he said. He organized 70 kilogram-pumpkins for carving, and he was the zombie with the best real estate information on offer. Rob, who hails from the United States and joined RE/MAX five and a half years ago, says that Halloween is still a favourite time of year!
In September last year, more than 120 guests joined the team at RE/MAX Riverside for the Premiere Week screening of Ron Howard’s latest film, ‘The Beatles - Eight Days a Week – The Touring Years’ at the Regal Twin Boutique Arthouse Cinema in the Brisbane suburb of Graceville. The event was real estate Principal Martin Hood’s fifth annual Exclusive Client Appreciation Film Night and his first under the RE/MAX brand. “Each year we invite up to 200 past, present and potential clients, suppliers and local community with connections to the office. “Guests look forward to it each year, and we keep the night a relaxed and entertaining one from the hour of Hors d’oeuvres and refreshment at the start, a brief introduction to the night and some ‘lucky seat’ prizes through to the movie’s end. “We cater, with each team member on ‘bring a plate’ duty and I provide drinks.” Each member of the real estate team pays for their guests, but receives a special ticket rate. Martin welcomed guests and introduced the real estate team, on this occasion introducing the RE/MAX brand to many past customers and clients. The RE/MAX balloon made an impressive statement, and a corporate video preceded the movie. Martin has exclusive advertising rights with the Regal Twin Boutique
22
V I E W | R E / M A X AU S T R A LI A
Arthouse Cinema, and has had for the past five years. His ads can run in up to 10 sessions a day, seven days a week. Since rebranding in May 2016, the RE/MAX Australia commercial had run almost 1500 times in the twocinema complex by September. “Involving ourselves with the local cinema impacts positively on the office profile and on the profile of our individual agents. It is powerful advertising. We are constantly being told ‘we saw you at the movies’!” Martin encourages other real estate principals to talk with their local cinema if they are fortunate enough to have one. “We are very lucky to have a complex like the Regal Twin Boutique Arthouse Cinema as part of our community, and if you anything similar, explore what you might do to raise your profile “ he said, “and my advice is to align your advertising with the cinema audience.” “I also take the cinema’s advice on movie premieres so our event date can change from year to year. “Our first was Best Exotic Marigold Hotel, which was a great ‘feel good’ movie for our audience, but the feeling after The Beatles was something else. You could tell that it had been a great night and there was a definite buzz in the air. “We will still have clients talking about the movie night a year on,” he said.
F E AT U R E
RE/MAX helps give all children a good start: G ladstone Region School Supply Drive for Kids RE/MAX Gold and local not-for-profit, Roseberry Community Services, asked the local community to help less-fortunate local school children and families through generously donating back-to-school supplies in time for the 2017 school year.
FASHION PAR ADE TURNED FOCUS ON BE AUTIFUL YOU RE/MAX First’s ‘Fabulous Funky Fashions’ turned heads and raised more than $3800 for Beautiful You, a charity that supports women with cancer and their families. Real estate agent and fashion parade organizer Sandra de Jersey said 25 local business assisted RE/MAX First in making the event such a success. Popular local man of radio, Hot 91.1’s Sam Coward was a special guest, relieving RE/MAX First’s Charlie Campbell from MC duties for a short while until he had to race back to the charity cricket match he was playing. According to Sam, he’d only gotten out so he could rush to the charity fashion parade, and then was rushing back to bowl an over or two. On a more serious note, he recounted how his own mother had kept her own cancer from him and his siblings as she remained a pillar of strength in the family. The 14 models wore clothes and accessories from the Beautiful You stores in Maroochydore and Bokarina on the Sunshine Coast, Queensland. Touching everyone’s heart was Deb Little’s courageous story of battling breast cancer since 2005 and now being faced with the reality of an inoperable situation. She spoke of the support and strength she’d received from Beautiful
You, and particularly its founder, Debbie Clayton. This was the third annual ‘Fabulous Funky Fashion’ organised by Sandra. This year, RE/MAX First broker owners, Karl and Lindi Rademeyer, threw their support behind the event, covering the venue cost and providing other resources.
Fabulous Funky Fashion sponsor list: RE/MAX First; Otranto’s Café; Manganui Motel, New Zealand; Mercure Gold Coast Resort; Fruition Hair, Brisbane; Sealife Mooloolaba; Domenico’s on Kings; Tonya Stirling, Botanical Beauties; Carla Doyle, Beauty at the Beaches; Coffee Cat on Kings; Gurkhali Restaurant, Caloundra; Cooee Home Décor, Caloundra; Top Dog Plumbing, Alexandra Headlands; Shelagh Brennand, ‘A Stroke of Poetry’ author; Beach Beat, Caloundra; Sarah Barden, ‘Light My Way’ candles; Renaissance Hair, Caloundra; Pie Vista Bakery, Bell Vista; Angela Purchase, Photo Finish, Caloundra; Amici Restaurant & Pizzeria, Caloundra; Frocals, Kings Beach; Charleigh, The Makeup Artist; Hello Harry, Caloundra; Hair & Make-up by Pennie; Tuk Tuk Thai, Dicky Beach; La Promenade Café, Caloundra; and caterers, Kristy McClellan and Ash Topfer
RE/MAX Gold co-owners, Shane McLeod and Cyndi Ward, have experienced their hometown’s struggle through a very tough four years. They have seen the outcome of projects winding down, and now give their support as the Gladstone Region once again finds its feet. Wanting to help those in need going forward, the real estate team came up with the idea to assist with a school supply drive. “We partnered with Roseberry Community Services to distribute donated items to school kids and families in the region who may be struggling after a challenging year for a lot of Gladstone locals,” said Shane. “This is a simple and relatively inexpensive exercise. That extra box of colouring pencils, a couple of exercise books, gluesticks or even a backpack could make the world of difference to a family finding it hard to get their kids prepared for the new school year. “People donated generously and we thank our wonderful local community for again supporting one of the many children’s projects close to our hearts,” he said. As part of the number one real estate franchise in the world, RE/MAX Gold is proud to contribute to community and local service on a truly global stage. Roseberry Community Services (RCS) is a registered charity and non-profit community-based organisation providing a range of services to meet the identified needs of young people and families who are experiencing difficulty. RCS was created in the mid-1980s when a local committee was formed to apply for funding for a youth shelter in Gladstone.
V I E W | R E / M A X AU S T R A LI A
23
RE/MAX founder hailed most interesting man in real estate RE/MAX founder and CEO, Dave Liniger, has once again been named in the #SP200’s Top Five, with Stefan Swanepoel describing him as ‘the most interesting man in real estate’ in January this year. The SP200 (Swanepoel Power 200) is the definitive ranking of the United States and Canada’s residential real estate’s top leaders and is produced and published annually by the Swanepoel T3 Group.
WHO’S TO BL AME FOR PRICE GAINS? By Charles Pittar, CEO of Juwai.com. Most homeowners are ecstatic that prices are rising in many Australian and New Zealand real estate markets. Average prices have more than doubled over the past 10 years, and most home owners consider those gains as money in their pocket. But as a real estate professional, you also know that not everyone is thrilled. Those who haven’t yet gotten onto the property latter are often dismayed. While low interest rates make monthly payments more affordable, young people have trouble saving a down-payment. International buyers, and especially those from China, have played a big role in the real estate market over the last half decade. Is it their fault that prices have gone up so quickly? New data from the Australian Treasury, in its Foreign Investment and Residential Property Price Growth report, finds that, no, we can’t blame international buyers. It goes through some very complicated statistical analysis to discover that Chinese buyers are not the reason property prices have increased so much in Australia. To quote from the report, "Foreign demand has accounted for only a small proportion of the increase in property prices in recent years." The price increases attributable to foreign investors is less than 1% of
24
V I E W | R E / M A X AU S T R A LI A
the total price increase in Australia’s capital cities. More than 99% of the price increases we have seen, thus, are due to other factors. Average quarterly increases in property prices have been around $12,800 and Sydney and Melbourne, during the period studied. But investors can only be given credit for between $80 and $122 of that. The Treasury believes the real reason for Australia’s property market rise are interest rates, financial deregulation, incomes, population growth, migration to the big cities and the prices of alternative investments such as equities. For so many people who are saving for retirement, property looks like the only investment class guaranteed to generate a reasonable cash flow. Fixed income products that used to be the mainstay of retirement accounts are now delivering very low returns, because of our low interest rates. The Treasury finds another cause of price growth. It’s the "herd mentality" that makes every Australian want to be a property investor. Sydney residents are most guilty of this, apparently. I'm not sure how many minds this new knowledge will change. For most people, it's just too easy to blame an easily identifiable group like offshore buyers when prices get hot. But real estate agents who pride themselves on their market expertise will appreciate knowing.
Dave and his wife Gail founded the iconic global real estate brand in January in 1973. Since his return to the CEO role, the RE/MAX share price has soared, and the brand has more than 110,000 agents in more than 7200 offices throughout more than 100 countries and territories.
Big results and constant improvement – the sign of a thriving global network RISMedia’s Real Estate magazine, in its September 2016 issue, covered what makes RE/MAX an industry-leading brand. “RE/MAX is speeding forward with great agents, huge momentum and an inherent drive to be the best”, the magazine reported when it sat in on a panel session with four RE/MAX superstars who have well over $300 million in annual sales among their teams. The four panelists were unmistakably passionate about the RE/MAX brand, highlighting aspects including credibility, brand power, referrals, market share and global presence. However the article suggested Marti Hampton from RE/MAX One Reality, Raleigh NC, summed up with her comment: “I’d be shortchanging my clients if I didn’t give them RE/MAX. Sure, I could be Marti Hampton Real Estate or go with a different brand, but RE/MAX is the gold standard. And that’s what I owe the people I work with. I’m at my best when I have RE/MAX behind me.”
R E /M A X F E AT U R E - O N LO C ATI O N
ON LOCATION: 2663 There are many real estate markets in Australia, and it is unlikely that any two are identical. In each market, local agents bring knowledge and passion to the real estate experience.
Location: Junee, NSW - a medium-sized town in the Riverina region. Agent: Jenna Wright, RE/MAX Elite
What does the future hold for the Junee property market? Junee is surrounded by industry that is here to stay, which is exciting, including the Boman Industrial Park and Cube, a huge freight company. Expansion at the abattoirs and jail will provide consistent growth well in to the future. Property will be in demand and investor interest strong.
When is the best time to visit Junee? Every day. People here are always kind.
Are there ‘hot spots’ to keep an eye on within the Riverina region? Junee, which currently works on a 7% return on investment and the vacancy rate is low.
Where do you take visitors when you want to show off Junee and its surrounds? Licorice factory, museum, roundhouse and the crossing motel.
What attracts people to live in Junee? Work – freight, rail, jail and abattoir. We also have great infrastructure: pool, hospital and medical centre, and schools
What is the best Junee ‘memento’? Junee licorice
V I E W | R E / M A X AU S T R A LI A
25
RE/MAX Partners
RE/MAX would like to thank all partners for their continued support.
‘Walk the plank’ at RE/MAX Rally Realestate.com.au, Australia’s leading property site and a RE/MAX Australia Platinum Partner, brings virtual reality and augmented reality to RE/MAX members at this year’s February Rally. “As a Platinum Partner, we have the opportunity to showcase these techniques,” said Queensland/ Northern Territory Sales Manager Andrew Turner. “This is technology that is available now because realestate.com.au is at the forefront of consumer trends with more interactive experiences.” The future of property technology is here.
Nigel Dalton, REA Group Chief Inventor, commented: “We’re excited to be offering Australia’s first property app on Daydream. “Realestate VR will change the way people experience and interact with property. “By 2020, most Australian homes will have VR headsets, and we’re confident the leading real estate agents will embrace virtual reality to create a brand new experience for a whole new generation of property seekers. “Virtual reality has the unique ability to give us back time, which is the most precious commodity we have. “realestate VR will create time for everyone, whether that’s property seekers, agents or property managers.
In November 2016, realestate.com.au launched Australia’s first virtual reality property app on Daydream, Google’s mobile VR platform. The app features a range of active realestate.com.au listings, allowing consumers to walk through their potential next home in their own time.
“The simplest practical example of virtual reality creating time for people is open for inspections. Instead of mum, partner and the kids running across town to view potential properties, either to purchase or rent, this time-consuming process could now happen in one place in just a matter of minutes.”
The number of properties available in VR is set to increase as the technology is more widely adopted. The vision is to include any property with Matterport VR.
realestate VR by realestate.com.au is available in the Google Play Store for use on Daydream View, Google’s mobile VR headset and controller. For more information,
While still in its infancy, virtual reality is set to become an increasingly useful tool, giving time back to property seekers when they’re searching for their next home or rental.
visit www.realestate.com.au/vr/
The app will also feature off-market
26
properties from across Australia, allowing consumers to seek inspiration or simply daydream like never before.
V I E W | R E / M A X AU S T R A LI A
Momentum
E xp e ri e n ce
2 0 & 2 1 s t Fe b - N S W M o m e ntu m 4 , 5 & 6 A p ril – M o m e ntu m 4 , 5 & 6 J uly - M o m e ntu m
1 5th M a rch 1st June
B r e a k fa s t S e ri e s 1 6th M ay
RE/MA X CALENDAR HIGHLIGHTS N E W S a l es A s so ci a te M a x P ro g ra m 3 0 th - 3 1 s t M ay
Pl a t i n u m + Fo ru m
2017 RE/MAX AUSTRALIA PROFESSIONAL DEVELOPMENT & EVENTS: CALENDAR HIGHLIGHTS (January to June)
18 - 20 June
RE/MAX Professional Development: another great reason to be part of RE/MAX
Ch a pte r P ro p e r t y M a n a g e m e nt & Au c tio n C h a pte r
RE/MAX Australia is committed to the professional and personal development of its members and provides many opportunities throughout the year. It teams up with Imagine Experiences, a professional creative team of event management specialists, to deliver its very special events.
P rof es s io n a l D eve l o p m e n t G et f a milia r with R E / M A X Au s tra lia ’s P rofe s sio n a l D eve l o p m e nt of fe rin g s fo r 2 017.
2017 is full of training and events options. There’s something for everyone. Experience RE/MAX to the MAX! View the full calendar at remax.com.au/events
There’s something for everyone. Experience RE/MAX to the MAX!
R E / M A X Au s tra lia a n d R E / M A X N ew Ze a l a n d will p ro u dly h os t th e R E / M A X A sia Pa cif ic C o nve ntio n o n th e Gold Coast.
E l i te P e r f o rm e r s G ro u p I f yo u h ave a ch i eve d Pl atin u m + fo r 2 01 6 – why n ot jo in th e M e nto rin g G ro u p .
30TH AUGUST - 1ST SEPTEMBER SHERATON GRAND MIRAGE RESORT, GOLD COAST, AUSTRALIA Principal Event Partner
Australia &
New Zealand