VIEW - The RE/MAX New Zealand Magazine by RE/MAX Australia

VIEW The RE/MAX New Zealand Magazine Edition 3-14 | remax.kiwi

“Growth is evidenced in many quarters” remax.kiwi | Issue 3-14

Message from the Managing Director Michael Davoren

From the Managing Director “We are looking at different strategies for growth including helping our existing franchise operations to grow in sales agent numbers.” The first half of 2014 has been an exciting period for RE/MAX in New Zealand and Australia. Over the past six months the Board of Directors has reviewed the established strategies and goals and made adjustments that will accommodate future directions and enhance the RE/MAX experience for its members. The appointment of a General Manager was a very important announcement as we strategically restructure our New Zealand operations with an increased and improved focus on local issues while retaining access to RE/MAX Australia’s support and resources and highlighting a strong RE/MAX presence across the two countries. Corinna Mansell is the right person for the role. She has walked in the shoes of the people in our offices, and she is the person who can take them to the next stage of business ownership and successful real estate careers. Project Olympus is an incredibly significant strategy not just for our networks but for the industry

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itself. Our focus now turns to larger operations, which is in line with the RE/MAX philosophy and model globally. While we need more New Zealand and Australian offices we are not in the race to compete on number of offices. Because RE/MAX is an agentcentric organization, the numbers of agents will grow as the RE/MAX experience is available in more and more strategic locations. We are looking at different strategies for growth including helping our existing franchise operations to grow in sales agent numbers. We are committing to the ownership of corporate real estate offices. So far in New Zealand, Wellington and Auckland have been established and we are in the early days of populating these with significantly sized sales teams. In Australia, North Lakes in

Brisbane was established and we subsequently sold a major share of that as part of the staged buyout by Broker/Owners Chris and Julie Brown. It has become very evident to me that real estate business owners need to break the glass ceiling when it comes to agent numbers. Already in Australia there are operations with in excess of 100 sales people. The 10 will become 15, the 20 will become 30, the 50 will become 100… that is where

we are heading. And the reason is economy of scale – there is no need for the model of old… with a large physical premise to house whole sales teams. Technology and better systems have already led us well past that. I truly believe that a skillset change will be in order, including the need for very different management skills when you are dealing with such large numbers of sales associates, property managers and administrators. To this end, RE/MAX will again be ahead of the game, through dedicated training and tools to equip its Broker/Owners. Looking at the real estate market in general, in New Zealand, the Reserve Bank’s decision to put a limit on borrowing capacity has had significant effect on first home buyers. However, both countries are showing resilience – buoyed by low

interest rates, an ever-increasing Asian influence, and through taking advantage of the RE/MAX presence in the Asia-Pacific Rim and our relationships with websites like Juwai.com. Our achievements have been many, with increased numbers of New Zealanders and Australians putting in stellar performances that have them ranking in RE/MAX’s international Top 100. We have stepped up our recruitment activities – career evenings, the web site and our School of Excellence - which are all greatly assisting entry into our ranks in all areas of sales, property management and administration. Globally, RE/MAX is growing – and is in a steep growth curve in numbers of both agents and offices.

More than 40 New Zealanders and Australians attended the R4 Convention in Las Vegas, where speakers were of the highest quality, and record numbers of RE/MAX New Zealand and Australian members are attending training in Denver; and the very clear message from anyone attending either of these is that the experience is a complete reality check and a perception changer. Suddenly it hits home just how massive an organization you are part of! I hope you always make the most of the enormous amount of RE/MAX resources out there, and stay up-to-date on offerings through your monthly Regional Update. I’ll leave you with my regular message of ‘Happy selling, happy managing, happy administering….’

‘Happy selling, happy managing, happy administering….’ Michael Davoren

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RE/MAX Contents

Nobody in the World Sells More Real Estate than RE/MAX!

RE/MAX New Zealand Regional Team RE/MAX New Zealand

P. +64 9 309 8478 F. +64 9 309 8479 E. corporate@remax.co.nz Level 1, 70 Stanley Street, Parnell, Auckland 1010 PO Box 11331, Ellerslie, Auckland 1542 Managing Director: Michael Davoren Finance Director: Chris Chapman Franchise Director: Keith Walker General Manager: Corinna Mansell Franchise Development: Kyle Pitman

feature 05

No shortage in signs of growth - Corinna Mansell

Getting to know... Corinna Mansell

Member Services Coordinator: Lauren Brayshaw Accountant: Angela Deng

What a difference a decade makes

5 Years of RE/MAX Quality

community

events

07 Community Citizenship Award

School of Excellence

Sales Rally

local news

Admin Day gets Triple A rating from attendees

Real Estate alliance has right combination for great outcomes

RE/MAX & Open Polytechnic kickstart real estate careers

New Projects takes off across the Tasman

High energy high achievers never actually retreat

Real Estate Group launches finance arm

Odd Shoe Day returns

Page 11 Real Estate Principal Wins Global Recognition

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international 21 21

Asia-Pacific network Where in the world

RE/MAX NZ seeks buyers from China with juwai.com

Office Administration Manager: Sharon Crossen Public Relations: Lyn Cox

VIEW Submissions for RE/MAX New Zealand VIEW can be sent to Lauren Brayshaw E. lbrayshaw@remax.co.nz. Deadline for submissions – 1st December 2014 VIEW editor: Lyn Cox VIEW design: Honor Lock

Copyright © 2014 RE/MAX New Zealand. All rights reserved. The materials herin may not be duplicated, copied or reproduced – in whole or in part – in any way without written permission. View magazine is provided to RE/MAX Affiliates as one of many benefits. The opinions of guest contributors and interviewed guests are their own and not necessarily those of RE/MAX 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.

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RE/MAX Feature From the General Manager’s desk

No shortage in the signs of growth Growth is evidenced in many quarters Just one month into my appointment as General Manager, one of my constant pleasures was the incredibly busy growth pattern that had emerged in RE/MAX New Zealand; and still is. Momentum in the real estate industry is building and RE/MAX New Zealand’s movement is easily matching it, or as I prefer it to be, staying ahead. Growth is evidenced in many quarters. New offices opened in Wanaka and Cromwell with RE/MAX SYNRG and also in Auckland where RE/MAX New Projects was making an impact in the project marketing sector, and RE/MAX Premier was operating out of our Parnell premises before officially opening in Albany.

Auckland offices. This is an event born out of need. RE/MAX New Zealand’s growth mode means offices are very keen to recruit, and that is for roles across the board – in sales, property management and administration. Network growth also provides an opportunity for people who are looking to take that next step into business ownership. Careers’ events have a further outcome to recruitment. They profile the network and its growth. Within my first month, I was privileged to be at Garry Malcolm’s ten year anniversary celebration, where a slide show paid tribute to

The High Achievers Retreat held in Queenstown was the best yet for RE/MAX New Zealand and Australian delegates, and the RE/MAX New Zealand Sales Rally, held mid-July, was sensational and attracted record numbers. As the numbers increase, so will the event itself grow and we are already looking into larger venues. We will host our inaugural careers’ event in October at Parnell, involving all six Auckland and South

the efforts of the entire RE/MAX Team Realty group through the past decade. I look forward to attending many more such events. The New Zealand property market seems to have given its blessing to my appointment as General Manager by giving out some positive signs. Although it had been a bit slow and marked by less listings than most liked and with buyers, although in good numbers, very slow in making decisions, that has all turned around. Solid activity has returned to the market. Buyers appear more educated around their due diligence, which has made for more productive agent/ buyer communication and a general positivity in the market appears to be on the rise. Cheers to all. Please enjoy your business and personal successes. Corinna Mansell General Manager RE/MAX New Zealand

RE/MAX High Achievers Retreat

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RE/MAX Feature

Getting to know you… Corinna Mansell, General Manager RE/MAX New Zealand How and when did you discover your interest in real estate? I was a farm manager. The coastal property was to be developed and the property owner suggested I sell the sections. I obviously had to get my license and so forth, but I did it… and loved it. I went on from that to being a sales agent with 98 per cent market share, and held that for around 15 years. This was in an area with only five permanent residences and around 200 holiday homes. I realized the importance of community involvement and consistency of service. I was the person letting the holiday home owners know that all was well after the storm, raising money for the coast guard and building a jetty for the community. I had enjoyed other jobs but I found this to be the first time I truly loved and had passion for what I did. I was hooked; and I also knew that to be successful in real estate, you have to have the community value you. Has your career path turned out as you expected? It has turned out better than I could have imagined. I loved sales, then business management, then business ownership, then business mentoring and development… and now I’m running a country, where I have an opportunity to make a difference in the industry, especially at a time that it is ripe for change. I feel I have a new energy, a new 06

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focus… that this is a defining moment in my career (but certainly not the end!) What have you done in your career to ‘stand out from the crowd’ and achieve success? As a sales agent, I was awarded #1 Supreme Agent; as a business owner, I held the highest market share for an office; in business development, I won the ‘Brian White Business Growth and Customer Service Award’… and I’m still yet to achieve my RE/MAX recognition goal, which I won’t disclose but am hoping to be closer to it 12 months from now. I believe that service, care and giving back have made me ‘stand out from the crowd’. As an agent in an area filled with holiday homes and away-owners, I gave a service that no other agent would think of, from checking the windows were shut after a holiday weekend to checking there was water in the tank! I kept that going as a business owner… the

caring and giving back. Now my ‘community’ comprises of Broker/ Owners and their teams, and RE/MAX New Zealand staff. Your real estate career spans more than 25 years. What are the most significant changes that have occurred in the industry in that time? Real estate is now recognized as a career rather than being perceived as a job you might do later in your working life. Young people are keen to enter the profession. With recognition of ‘careers in real estate’ comes better regulation and legislation – of training requirements and standards. If you had three wishes you could use to make changes in your professional world, what would they be? 1. Better sharing of ideas and knowledge within the group. 2. Great exposure or involvement with the authority bodies.

RE/MAX Community

3. Make the full licensing process easier for people to take the next step into ownership or higher qualifications.

This is what brings balance to my professional life, what brings me back to reality and what allows me to start each working week on fire.

It’s the weekend. Work does not beckon. How would you be most likely to spend your time?

Something you may not know about Corinna… She has two streets named after her; and, by coincidence, her son has a house in one of them, Corinna Way.

Without hesitation, my time would be spent with my family, my grandchildren, my friends… where I am a ‘typical housewife’ who shops, cleans, cooks, sews, makes preserves, gardens and entertains.

Community Citizenship Award RE/MAX New Zealand won the Community Citizenship award at the International R4 Convention. RE/MAX agents are not only known for being the most productive agents in the business, but also for the commitment they have to their communities. Through activities such as charitable endeavours like Camp Quality, Hospice, Breast Cancer and local sponsorships and professional groups — RE/MAX agents embody the spirit of giving back. This award honours all our RE/MAX New Zealand associates, offices and regional staff who have given their time, effort and dollars towards supporting their local communities.

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RE/MAX Community

Odd Shoe Day returns... It’s time to start planning your Odd Shoe Day event, because it is now less than a month, until this great Camp Quality fun day on Friday 12th September will create laughter in schools, workplaces and clubs throughout the country. Now that people understand how it works we would like to see outbreaks of creativity and humour to accompany the weird shoe combinations. Let your imaginations run wild. Combine your footwear with other odd apparel; make odd cupcakes; stage a “fashion” show; post “selfies” in odd poses and places to inspire others.

If you know of a local event – golf tournament, bowls, walk-athon, netball or football match - that would be willing to partner with Camp Quality to raise funds, approach the organisers with the suggestion. Have the crowd turn out in odd shoes and make a donation, or if practical, have participants wear Odd Shoes. Remember that the purpose of Odd Shoe Day is to promote the efforts of Camp Quality and (most important) to raise much needed funds. September 12th is our focus day and this will be

when we man collection points in every region. Camp Quality need volunteer collectors, if you can help for a couple of hours, or if you have friends and associates who want to join in the fun, pass all names and contact details to Lauren Brayshaw, your Member Services Administrator. Donations can be banked at any BNZ store – mention Camp Quality “Odd Shoe Day” Appeal. You can text CAMPQ to 5464 or deposit through their website www.campquality.org.nz. So go for it! Every dollar makes a difference.

The RE/MAX Balloon ready to ﬂy in Christchurch

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RE/MAX Local News

Real estate alliance has right combinations for great outcomes Another progressive move for RE/MAX New Zealand In July, Synergy Realty Group Limited announced its alliance with RE/MAX New Zealand and the rebranding of its real estate operations Locations Wanaka, Locations Cromwell and Locations West Coast. The new partnership delivered RE/MAX SYNRG.

philosophy of offering unrivalled customer service.” Synergy Realty Group Limited’s affiliation with RE/MAX also allows the Wanaka, Cromwell and West Coast agents to have access to a multi-national network, which brings a greater presence across the web and social media. “RE/MAX is a high visibility company that will give our clients a huge advantage,” said Synnott, “and its business philosophy of putting agents first allows the

to the niche Chinese market through Juwai.com, the No. 1 international property portal for Chinese buyers. “For instance, 34 per cent of Wanaka properties are owned by people living outside of Wanaka, so our alignment with RE/MAX means even greater potential to appeal to the international buyer market. “Any property RE/MAX SYNRG agents list is automatically exposed to potential buyers in more than 95 countries, and every vendor, in effect, has around 95,000 agents working for them.” Synergy Realty Group Limited, which also owns the South Island broking business, Nexus Business Sales, opened RE/MAX SYNRG offices in Wanaka and Cromwell, with agents on the ground serving the West Coast, and plans to expand its operations through the Lakes District and beyond.

“Our Locations teams had forged a reputation for excellence on all levels,” said RE/MAX SYNERG Owner and Director, Sean Synnott. “We have a strong presence in the Wanaka, Cromwell and West Coast communities, and subsequent to a three-month period associated with Bayleys, which acquired the Locations brand in Queenstown, we are thrilled to be aligned with RE/MAX, whose global reputation for excellence fits perfectly with our

agents to put their clients first. This philosophy ensures the success of all.” “Locations Wanaka and Cromwell and West Coast have moved away from Bayleys to form a great alliance with RE/MAX New Zealand and synergy that gives customers and their properties greater value in service, which is highlighted by greater exposure through the global reach and direct marketing

“The alliance with RE/MAX brings real estate in the Central Otago, the Lakes District and West Coast into the 21st Century with significant, real and measurable benefits to our clients and customers, employees and associates,” said Synnott. “The rebranding of the Locations offices is another progressive move for RE/MAX New Zealand,” said its General Manager Corinna Mansell, “and we have chosen quality operations to represent the brand and bring the RE/MAX experience to this region.” remax.kiwi | Issue 3-14 09

RE/MAX Local News

New Projects takes off across the Tasman RE/MAX introduces project marketing businesses in New Zealand and Australia. New Zealand premier project marketer De Seymour Realty Ltd, has rebranded its Auckland operation and expanded to establish in Australia with RE/MAX New Projects. Mike De Seymour, who moved from a banking and finance background into project marketing 17 years ago, opened De Seymour Realty Ltd six years ago after a successful career as an independent sales and marketing consultant. His projects have included Q City, H47, Travel Lodge, Spencer on Byron, the master-planned Kensington Park in Auckland and, most recently, Brickworks Apartments at Hobsonville Point.

RE/MAX is focused on quality over quantity

Projects range broadly from residential owner occupied and investment apartments in the city, town houses on the fringe, residential master-planned communities, serviced apartments, student accommodation, and hotel and car park investments. Its investor relationships network successfully reaches into Hong Kong, Singapore, Malaysia, Jakarta, Tahiti and South Africa.

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RE/MAX New Zealand and Australia Managing Director, Michael Davoren, said project marketing was an important direction in RE/MAX growth. “Project marketing is a vital market sector for us at RE/MAX New Zealand and RE/MAX Australia because it gives access to a wide range of products - from apartments to house and land packages, student accommodation to top end city penthouses – and having new product is very necessary, in particular, for the Asian investor customer. “We have to make sure we provide our agents’ customers with complete product availability and that includes new product. We must be able to deliver this to both local and foreign investors in New Zealand and Australia,” said Davoren. De Seymour identifies a synergy between the two countries and a global real estate brand in RE/MAX that will nurture growth of his business.

“There are similar environments for project marketing with the Auckland and Brisbane bases.” “There’s an excitement within RE/MAX these days. I found the people who own the company, manage the company and support the individual franchises really want to help; and the RE/MAX philosophy is the one I most wanted to be part of.” “I like the way RE/MAX is focused on quality over quantity, and that it controls growth and gets the right people rather than just populating the country with average offices; and then RE/MAX is number one in real estate globally and the brand brings credibility.” “RE/MAX gives my business the global reach it needs plus an existing network of around 100,000 agents in more than 95 countries.” “A strong cross-Tasman link has always existed. Australia was New Zealand’s top investor source but the Chinese have just taken this spot.”

RE/MAX Local News “New Zealand is now part of the global village. Ten years ago 90 per cent of New Zealand buyers we saw were from Auckland predominantly and New Zealand at large. Now buyer enquiry comes from Asia, the UK, Australasia, South Africa and the United States.” “Overseas investors are just starting to see the benefits of Australian and New Zealand real estate. We

are facing massive opportunities globally – with China, the UK, South Africa, and indeed the whole

“The RE/MAX philosophy is the one I most wanted to be part of.” Mike De Seymour

world. This is an exciting time to be involved with the Australian and New Zealand property markets.” “Like RE/MAX itself, my business growth will be based on quality not quantity.”

Nobody in the World Sells More Real Estate than RE/MAX!

Davoren said that project marketing was a very specialized sector of the real estate industry.

“Project marketing is not just something you can dabble in. It is hard to get into. The cash flow side of the business can be tricky. A lot rides on developing relationships with developers and the scope of skills needed is broad, from relationship building to putting viable projects and marketing plans together, which is why we sought out someone with the calibre and reputation of Mike De Seymour Realty Ltd. “It is important for all our Broker/ Owners and agents to have access to increased business opportunities through Mike and his New Zealand and Australian teams,” he said. RE/MAX New Projects will be based in RE/MAX New Zealand’s Auckland office and RE/MAX Australia’s Brisbane office.

Garry Malcolm, New Plymouth principal wins global recognition Garry Malcolm, winner of RE/MAX New Zealand’s premier accolade, ‘Broker/ Owner of the Year 2013’, has topped this by returning from the international RE/MAX R4 Convention in Las Vegas in early March where he was one of only 11 ‘Broker/Owners of the Year’ awarded at the global level by the real estate group. No other New Zealander or Australian was named this year. Mr Malcolm’s New Plymouth real estate business, RE/MAX Team Realty, also claimed the RE/MAX New Zealand’s Top Office award for the ninth consecutive year in 2013. RE/MAX New Zealand Managing Director Michael Davoren said Mr Malcolm’s achievement in a network whose reach extends to more than 95 countries and involves around 100,000 real estate professionals was momentous. “Garry has more than 30 years in real estate” Mr Davoren said, “and can be proud of many personal and business triumphs with this real estate franchise network.”

remax.kiwi | Issue 3-14

RE/MAX Local News

Real estate group launches finance arm RE/MAX New Zealand chose the July Sales Rally held in Auckland to launch New Zealand Property Finance (NZPF) as its finance arm and a joint venture between RE/MAX New Zealand and wellrespected New Zealand aggregator, the Prosper Group. Newly appointed New Zealand Property Finance National Manager, Geoff Bawden, has more than 40 years of finance experience since his banking industry roots. He and business partner Ali Toumadj purchased Moneyworkz eight years ago and subsequently established the Prosper Group, a niche mortgage and insurance aggregator. Bawden will facilitate the clear synergy between real estate and finance, and says that RE/MAX New Zealand and the Prosper Group are well matched in philosophy, direction and strategies for growth. Under the joint venture, Finance Advisors will trade as New Zealand Property Finance and work with the RE/MAX agents to write a full range of financial services for home buyers. RE/MAX New Zealand General Manager Corinna Mansell announced NZPF as the real estate network’s Preferred Partner in lending and other financial matters. The Prosper Group, which already has a team of almost 30 Finance Advisors servicing New Zealand, is committed to helping its people grow their business and saw the

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joint venture with RE/MAX as a way to add value while strengthening its position in the market. Working collaboratively, the partnership between specialist finance advisors and sales agents means an expanded quality service, and RE/MAX customers will find their real estate experiences are multi-faceted with better, smoother outcomes. Bawden says the financial advisors bring real value to the real estate and financing experience. The customer forms a relationship with the Financial Advisor, a person with the knowledge and experience to present all the borrowing options needed to make an informed decision because they spend time to gain a better understanding of the borrower’s needs - and that’s ‘options’ rather than simply a product being sold to the borrower. The relationship with the Financial Advisor is ongoing; that individual is going to be there the next time you call. NZPF services span mortgage products and risk products relating to borrowing, with an expanding suite planned. Auckland and most parts of the North Island will be covered by the existing Finance Advisors

and new NZPF Advisors who are experienced in their field will be recruited to extend the NZPF service throughout the RE/MAX New Zealand network. Bawden anticipates NZPF Finance Advisors will be aligned with 75 per cent of RE/MAX franchises by this time next year, with plans in place for the balance. Joining NZPF means a finance specialist is backed by one of New Zealand’s well-respected mortgage aggregators rather than acting independently, and there is great attraction in being affiliated with RE/MAX, a global real estate company; both factors are valued by specialist finance advisors seeking security and longevity. RE/MAX New Zealand has been on a solid growth path since acquired by Michael Davoren, Keith Walker and Chris Chapman in December 2012. Australian Property Finance was launched one year ago following the RE/MAX Australia and Vow Financial joint venture. Nathan Swain is CEO of Australian Property Finance and New Zealand Property Finance. NZPF National Manager Geoff Bawden can be contacted on mobile (021) 837 003 or email geoff@prosper.org.nz

RE/MAX Local News

What a difference a decade makes After its first year in operation, RE/MAX Team Realty won the network’s top New Zealand office award and has continued to see success year after year. The office celebrated its 10th anniversary on 4 July this year. “While we didn’t have fireworks, I guess you could say we opened with a bang because business took off from day one,” said Broker/ Owner Garry Malcolm, who won RE/MAX New Zealand’s premier accolade, ‘Broker/Owner of the Year 2013’, and topped that when awarded Broker/Owner of the Year at the global level, one of only 11 in the world and the only New Zealander or Australian named. Garry and Maree Malcolm founded RE/MAX Team Realty in 2004 with the aim of providing professional and quality real estate services in both the residential, lifestyle, rural, industrial and commercial market. “I had been in real estate for more than 20 years when we began the business,” said Garry who has seen many changes in the real estate industry and the New Plymouth property market. His time in real estate is long enough for him to recall when buyers rarely searched the internet for a new home, agents did exist without a mobile phone and nobody had heard of a real estate app. “Perhaps the biggest change in our lives is the way we communicate.” “Years ago the office would have had a constant stream of people

coming through the door wanting information on properties,” he explained, “and now we have a constant stream of emails from people wanting information on properties.” “Enquiries come from people a couple of doors away, across town, or from the other side of the world; and we have learnt the importance of presenting a property to its best advantage on-line.” He said the digital camera had become an almost indispensable piece of technology.

“...business took off from day one.” “It’s hard to believe that properties used to be marketed with one photo and often you didn’t even know whether you had a photo you could use until it was developed the next day.” Garry says the passing of years has brought better informed buyers and sellers to the real estate agent,

which means sales associates have to take their role in the sale or acquisition of a property very seriously. “I don’t believe any two real estate transactions are the same – mainly because people are involved, so celebrating ten years doesn’t mean being complacent. “It is more important today than ever to be a well-educated, highly skilled real estate team with excellent market knowledge and respect for every customer; and it is one of the greatest pleasures of this profession when repeat business leads to lasting friendships over many years.” RE/MAX Team Realty grew in reputation and size over the years to accommodate its new and long-term customers. Garry and Maree, and the team of 19 sales associates and support staff, celebrated their 10th anniversary by bringing the RE/MAX hot air balloon to town and hosted a Fourth of July dinner.

remax.kiwi | Issue 3-14

RE/MAX Local News & Events

Five years of real estate in Dunedin Stephen and Jacqui Johnston from RE/MAX Quality celebrated five years of delivering real estate services to Dunedin under the RE/MAX brand. Since its opening, RE/MAX Quality has shown a commitment to delivering a high level of customer service and support to the network. Stephen, Jacqui and the team assist the community with their property needs and deliver a service that is second to none. RE/MAX New Zealand Managing Director, Michael Davoren, said Stephen and Jacqui held a position of respect in the group because of their leadership, involvement and support of the network.

What is RE/MAX New Zealand School of Excellence? The RE/MAX New Zealand School of Excellence is a process developed to allow Broker/Owners, sales associates, property managers and administrators to achieve their full potential with RE/MAX education. The RE/MAX School of Excellence is a career path in a supportive environment that the RE/MAX culture nurtures. The RE/MAX School of Excellence is a system designed to accommodate all levels of experience.

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Jacqui & Stephen Johnston, Owners of RE/MAX Quality, Dunedin.

The RE/MAX School of Excellence is a living document, a comprehensive and non-static programme of RE/MAX training, professional development resources, and events.

RE/MAX International Conventions

The RE/MAX School of Excellence is an association with the best trainers from around New Zealand and Australia to deliver the best training to our members.

RE/MAX New Zealand and Australia this year appointed a professional event management partner for its special events. Imagine Experiences is a creative team of event management specialists with a history of successful event organisation encompassing both local and international requirements and the skill set to produce high quality events of every type and scale. Imagine Experiences has gone on to manage subsequent highly rated RE/MAX events in Australia and New Zealand this year.

The RE/MAX School of Excellence involves, for example: RE/MAX Fast Track Auction/Auctioneering RE/MAXnet Administrators Day Broker Management Training Broker Meetings BAC Meetings Verifiable Training Steps to Success RE/MAX Awards events RE/MAX Sales Rallies RE/MAX Broker Owner Retreat RE/MAX High Achievers Retreat RE/MAX Broker Owner Conference

RE/MAX R4 Webinars - RE/MAX Mainstreet & RE/MAX Design Center

The RE/MAX School of Excellence 2014, which is available at globaltraining.remax.net and is your complete guide for all you need to know about RE/MAX events.

RE/MAX Events

Rally refreshes, resonates and racks up record crowd… and welcomes financial advisors to the RE/MAX ranks The draw-card trainer, Peter Ford was a huge success!

A special mention must be made of the great attendance from one of RE/MAX New Zealand’s newest offices, RE/MAX SYNRG. Peter Ford has more than 20 years of experience in real estate sales and business ownership, and his practical ‘how to’ prospect effectively, educate sellers and use databases for repeat business presentation received a top rating from participants, who also showed they gained a lot from Peter’s teachings.

The RE/MAX New Zealand Sales Rally on July 16 was an all-round success with agents from all over the country travelling to Auckland for the opportunity to network with their peers and hear from drawcard trainer, Peter Ford.

For instance, Lorna Gayatin appreciated hearing about the tools that assist in getting listings and new clients, an in the retention of existing clients. Cherry Holden found it a generally refreshing presentation of what agents do, or should know to do; and her post-settlement nurturing is set to improve as a result.

Craig Cummings liked Peter’s upbeat delivery and for practical application his buyer feedback form and pricing strategies. Steve Heywood’s main two takeaway points were: - Maintaining client contact via electronic media - Establishing a point of difference The Sales Rally provided an auspicious occasion for RE/MAX New Zealand to launch New Zealand Property Finance (NZPF) as its finance arm, and introduce the NZPF National Manager, Geoff Bawden. There was an enthusiastic response to the announcement, and NZPF has demonstrated the value it adds to the RE/MAX New Zealand network since then. The event ended with the presentation from Michael Davoren of the quarterly awards for Q2 of 2014 to those present. The capacity turnout that filled the RE/MAX New Zealand regional office training room has its down side – the regional team is now forced to find an alternate and larger venue for next year’s rally!

remax.kiwi | Issue 3-14

RE/MAX Events

Administrator’s Day gets a Triple A rating from attendees Members from around the country attended the April Administrators Day event RE/MAX New Zealand’s focus event, the ‘Administrator’s Day’, is a full day dedicated to networking and learning for administrators, personal assistants and support staff within the network. The April gathering at RE/MAX Regional Office in Parnell, Auckland, prompted a flurry of consistently positive comments including this from Cassandra Walsh, Administrator at RE/MAX Pinnacle, Royal Oak: “My favourite thing about the RE/MAX Administrator’s Day is meeting other administrators within the RE/MAX network. I am happy knowing I have a group of people I can call should I need help with anything, which I have done in the past, and it’s nice to be able to help others where I can too.” The day’s programme includes a session highlighting the tools and services offered within RE/MAX including Mainstreet, Design Centre and MyRU. Corinna Mansell, RE/MAX New Zealand General Manager, delivered a popular segment looking at personal development, personality types and first impressions, which are key topics that administrators and support staff deal with on a day-to-day basis. Jo Parish, Administrator, at RE/MAX First, Pukekohe, says the day is a great way to meet people from the local offices and hear how other office systems work. She adds, “It was an interesting day with a lot to learn about RE/MAX New Zealand and RE/MAX Worldwide, and how we can work together as a brand. The personality test has given me techniques to use when dealing with people not only within our office but on an everyday basis, it has also helped me understand why people – including me - react to certain things in a certain manner, which is a huge help when working in real estate. Thank you again for a great day filled with plenty of information!” The Administrator’s Day is designed to equip administrators with the essential information to help their offices get the most out of RE/MAX resources and tools, and reinforce all the features and benefits of being a part of the World’s #1 Real Estate franchise. Personal Assistants Doreen Gardner from RE/MAX Countryside Citywide, Papakura, and Aaron Ryder from RE/MAX Zest, Howick, agreed they enjoyed the day for the chance to meet fellow colleagues.

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“It’s great to interact with them as well as learning new things and taking away ideas that we can use within our own offices,” Aaron said. For Karen Smith, who works in administration at RE/MAX Initial Realty, Christchurch, her confidence grew as the result of the day of professional development. “For me attending the Admin Day at RE/MAX New Zealand was a great confidence boost and has helped me within my role in our office. It was also great to meet others who are in the same role as I am” she said. RE/MAX New Zealand team members from offices around the country attended the April event, with one flying up from Christchurch to Auckland for the day. The next Administrator’s Day is planned for October.

RE/MAX Events

RE/MAX and Open Polytechnic are kickstarting real estate careers RE/MAX New Zealand proudly facilitated its first course in the Open Polytechnic Salesperson Licensing Program last month skilling new agents for a real estate career. Four students have already been successful with office placements. Twelve students completed their National Certificate in Real Estate (Salesperson - Level 4), which is entry level qualification to the real estate industry and meets the educational requirements needed to become licensed as a real estate salesperson, over a fourweek schedule of workshops and independent study periods. The qualification comprises 11 units covering land and related law, real estate contract law, marketing and appraisal, and real estate law. Corinna Mansell, RE/MAX New Zealand General Manager said facilitating the licensing course for Open Polytechnic opened up new

career opportunities for people of many ages and backgrounds. “We can expect students completing the qualification to understand how the New Zealand real estate industry works; to have an understanding of land ownership, transfer of ownership, titles and council zoning; to confidently carry out property inspections and appraisals and complete agency authority agreements; and competently design and develop marketing plans, budgets and promotional material.

Career opportunities for people of many ages and backgrounds

essential understanding of property, contract and building law and the legal constraints of operating as a real estate salesperson; be able to identify misleading and deceiving conduct and misrepresentation; and have overall good knowledge of the Real Estate Agents Act 2008, including licensing and the Professional Conduct and Client Care Rules 2009.” Following successful course completion, students must apply to the Real Estate Agents Authority (REAA) to gain their license. “It is exciting to be able to support new people coming into our industry and, especially through hosting this course, have them embrace the RE/MAX culture from the start of their career.”

“They will be skilled in drafting and negotiating agreements, facilitating real estate sales, including auction and tender methods; have an

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RE/MAX Events

High energy high achievers never actually retreat!

RE/MAX High Achievers

When RE/MAX Highest Achievers gather together, it is an awesome experience. There’s a buzz in the air and an energy around the room that feels as though it can’t be contained. Nowhere was this more evident than at the 2014 High Achievers’ Retreat held in beautiful Queenstown, New Zealand at a picture-postcard time of year, June. RE/MAX New Zealand and Australia host a variety of special functions throughout the year, which feature top industry speakers and trainers and are designed to assist associates to grow their business without limits. While ‘retreat’, in terms of ‘surrender’ is not a word to associate with this delegation, the High Achievers’ Retreat is one of the most special events, where invitees are those RE/MAX members who have achieved Platinum Awards status and above 18

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in a calendar year or are on track to do so for the current year. Managing Director Michael Davoren opened day one with positive messages and initiatives coming out of both networks. Scott Schindler followed with a RE/MAXnet update and part one of sales training, with the session continuing in the morning of day two.

After morning tea, it was three High Achievers’ turn to take the stage as Michael interviewed Ross Bischoff; Lyn Griffiths and Nathan Watts. Day one keynote speaker, Sam Hazeldine is the Ernst & Young ‘Young Entrepreneur of the Year’, the founder and Managing Director of Australasia’s fastest growing recruitment company, MedRecruit, and author of the acclaimed ‘Unfair Fight - Give Your Small Business The Winning Advantage’. Sam delivered wise advice on ‘fanatical balance’ - how to create excellence in what’s important and why

There’s a buzz in the air & energy around the room

‘balance’ is not truly the goal – to a very receptive audience.

RE/MAX Events

And on to day two… which began with the popular straight-shooter Tony Williamson, Broker/Owner, RE/MAX Real Estate Services, in Cairns, Queensland. Franchise Director Keith Walker facilitated ‘Planning for Growth 2014/2015’ featuring topic-focused panelists Garry Malcolm, RE/MAX Team Realty, New Plymouth, NZ (Business Planning); Darren Lewis, RE/MAX Regency, Robina, QLD (Team Growth); Ros Waters, RE/MAX Gold Gladstone, QLD (The Marketing Plan); and David Willis, RE/MAX Lighthouse Realty, Bunbury, WA (Personal/ Professional Development). The Retreat ended with a memorable highlight: the second

Designed to assist associated to grow their business without limits

Associates collaborating at the High Achievers Retreat

of the keynote speakers, Ngahihi o te ra Bidois. Commonly described as ‘inspirational’, ‘awesome, and a ‘powerful experience’, the international speaker, author and Master of Ceremonies, has also been described as a ‘modernday warrior’ and a ‘living piece of Art’ and has many speaking

and leadership experiences in the Business, Education and Maori cultural sectors. His leadership topic was a fitting conclusion to the Retreat programme for a contingent of high-energy RE/MAX peak achievers all pumped to move forward.

Michael Davoren speaking at the High Achievers Retreat

remax.kiwi | Issue 3-14

RE/MAX Events

VIEW asked three delegates – Lynne Johnson and Cherry Holden from RE/MAX Team Realty, New Plymouth and Nina James from RE/MAX Elite, Nelson - for their comments on the Queenstown High Achievers Retreat:

relationships built. The skills, expertise, systems in business and knowledge are freely given by people at the High Achievers Retreat. There is a generosity of spirit and a willingness to share, which was impressive.

LYNNE: The venue and location was well chosen and everything ran smoothly. For me, the easy interaction with fellow agents from Australia and New Zealand was enlightening and there were many occasions to chat together and glean knowledge. The speakers were outstanding…and THE most powerful phrase that I will take from this time is …ARE YOU READY?

LYNNE: Mixing with like-minded positive people who were very willing to share ideas (and the location and venue was well chosen).

NINA: The best thing about the event is being able to network with other high achievers. The relaxed conversation and gleaning from other agents is invaluable. The event brings together the opportunity for like-minded people to be encouraged to fly higher. What can high achievers learn from each other? LYNNE: There is ALWAYS a tip to gleaned, however small, that gives you a boost; if only to add value to something you are already doing. CHERRY: Often it’s just little tips to tweak or focus on, but also being energised by others committed to excellence. NINA: High Achievers learn an incredible amount from the open discussions that take place through

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NINA: Get New Zealanders on board. I understand we have more Australians in RE/MAX but there were so few New Zealanders at the retreat. … And a final word from each:

Name the best thing about the event?

CHERRY: Size of the retreat (numbers and all together for a couple of days) made it easy to mix and meet and share, very friendly.

repeat the same rushed message four times.

What is something you heard in the course of the three days which you now intend to put in place? LYNNE: How to advertise to the immediate neighbourhood around a sale property. CHERRY: Looking forward to trying RE/MAXnet. NINA: Don’t let your past dictate your future. The truth is, there is nothing we cannot do if we just believe! Our mind-sets are our only limitations, so think big! What would be your suggestion to the organisers of the next Retreat? LYNNE: Superb event. Keep up the good organization, superb speakers, comfortable venue….and I hope I make the cut as the bar has been raised! CHERRY: Critique, not criticism: I didn’t see any advantage in having the small group sessions (4x topics on Monday). It was so rushed for each speaker and they had to

CHERRY: Definitely recommend. It is well worth going to. NINA: I loved being part of the High Achievers Retreat in beautiful Queenstown. The time was invaluable. The networking, inspiration and sharing of knowledge with other high achieving agents was a real privilege. The speakers were fantastic and I came home motivated and encouraged to fly even higher! I will attend every year. Just fantastic! So thank you RE/MAX!

RE/MAX International

Where in the world?

When you go to www.global.remax.com and click on the ‘One World One Search GPS’ command, it takes you to a page where you can enter your search criteria in terms of currency and price range and you can narrow down your search to global regions if you wish.

Where in the world can you find the home of your dreams, which falls within your price range?

Once a property of interest has been located, the searcher can click to the agent’s site and have details of the property translated in to English, or another of the 40 languages available. You can view properties to buy or to rent. People don’t always buy or rent close to home and this may stretch to another country altogether.

Browsers can ask ‘What can I afford?’ with an exclusive global search feature on the RE/MAX web site, www.global.remax.com, and most likely find an answer in approximately 80 countries around the world.

For our RE/MAX vendors, this search tool is a tremendous feature in attracting buyers from around the world to their properties. Even if you are not serious about buying offshore, the global search feature is a great exploration tool. For example, if you wanted to search in the $500,000 to $600,000 price range, a quick search overseas in that same range would show you what you could buy for that same amount. The website, www.global.remax.com, had more than 137 million page views in 2013 and the number of unique visitors totaled more than four million, making it one of the most trafficked global real estate sites.

Asia-Pacific network strengthens for global real estate group

region with Thailand, Indonesia, Singapore, Philippines, Guam, South Korea, China, Japan, Australia and New Zealand.”

RE/MAX continues its worldwide growth as the company adds South Korea to list of more than 95 countries.

“This delivers us better potential than most other real estate groups to harness the very active Asian buyer market.”

The RE/MAX reach through the Asia Pacific Rim expands to ten countries with the announcement of a master franchise for South Korea.

Davoren says key representatives from the broader region have already come together on three occasions in the past 12 months for strategic direction planning, with another session planned for September this year.

“Drawing together this region’s real estate industry experience and expertise also provides the opportunity to identify the best websites available for reaching the market, such as Juwai.com, which is the number one Chinese property portal in Australia, in New Zealand and around the world.”

“Establishing and consolidating the Asia-Pacific Rim network also attracts invitations and opportunities for property-related conventions and expos, which support the growth of close professional relationships and strong networks among RE/MAX

“Such strong relationships/ networks across the Asia-Pacific Rim firm up business in all sectors including residential, commercial sales, property management, and project marketing,” said Davoren.

Michael Davoren, the Managing Director of RE/MAX New Zealand and RE/MAX Australia, says the network’s growth in the Asia-Pacific Rim facilitates real estate leaders in countries of the region working together for best outcomes for agents and their customers. “We are now represented in ten countries in the Asia-Pacific Rim

sales associates throughout the region.” “This means our customers, be they sellers, buyers and/or investors, have ten-countries-worth of agents working for them in the Asia Pacific Rim region alone.”

remax.kiwi | Issue 3-14

RE/MAX International

RE/MAX New Zealand seeks buyers from China with new Juwai.com partnership RE/MAX New Zealand and RE/MAX Australia, part of the world’s biggest-selling international real estate agency group, have signed partnership agreements with Juwai.com to automatically market all their vendors’ properties in China on Juwai.com. Juwai.com is the No. 1 Chinese property portal in New Zealand, in Australia and around the world.

New Zealand stats In New Zealand, China is the second largest source of offshore property buyers, with 15% of all offshore sales. The UK is first and Australia third. More than one third (37%) of Chinese offshore buyers intend to live in New Zealand, while 63% do not.

Why Chinese buy in New Zealand and Australia Individual mainland Chinese investors are motivated by these key motivations: - Seeking profits in underpriced markets. - Obtaining educational opportunities for their children. - Internationally diversifying their investments. - Enjoying an attractive lifestyle and living overseas for business or emigration. While there are many kinds of Chinese property buyers, some trends are apparent. When buying for occupation, Chinese often choose property

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close to educational institutions, with water views, in new or renovated condition and close to where friends or family are also buying. When buying for investment, they often choose property that is leased, with predictable returns and capital gains, and for which a property manager or agent is in a position to take day-to-day responsibility.

Fast-growing Chinese buying The Chinese market for New Zealand and Australian property is large, fast-growing and wealthy. Besides the 2.7 million Chinese with more than US$1 million in investable assets, there are 60 million upper middle class Chinese who also fit the profile of typical purchasers of overseas property. This high net-worth group will expand at a 20 percent compound annual growth rate over the next three years. One-third of wealthy Chinese have assets overseas, and

they have a voracious appetite for overseas property investments. New Zealand and Australia are top destinations because of their proximity to China, stable real estate market, good schools, use of English, protected natural environments and growing economy. Andrew Taylor, co-CEO of Juwai. com, said: “With this agreement, every home owner in New Zealand and Australia who lists their property with a RE/MAX agent will see it automatically marketed to the fast-growing Chinese market.” “This can mean more enquiries and possibly faster sales times and higher prices for RE/MAX clients.” “RE/MAX now has a major marketing advantage over agents who are not in China in such a systematic and intelligent way. Our experience with agents in other countries shows that this deal with Juwai.com will help RE/MAX agents win new listings.”

China’s favourite New Zealand destinations The New Zealand locations that receive the most Chinese buyer interest are, in order: 1. Auckland 2. Kerikeri 3. Dunedin 4. Taupo 5. Northland RE/MAX New Zealand and RE/MAX Australia Managing Director, Michael Davoren, believes that every good agent in New Zealand and Australia will be listing their properties as a matter of course on Juwai. com within 12 months. “The market is too important to ignore,” he said. “RE/MAX is leading the industry in finding new buyers for our vendors, just like we have done in so many other areas of the business. Our agents have asked for this. Our vendors have asked for this. Everyone wants to make sure their properties are marketed in China.” “We were doing very few sales with Chinese buyers a few years ago. Now, they account for the largest number of sales of any international buyer group.”

remax.kiwi | Issue 3-14

RE/MAX News from New the Network Zealand

& Australia 2014 Event Calendar

July

Training Days 1st - NZ Verifiable Training (New Plymouth) 3rd – AUS Fast-track 10th - AUS Sales Accelerator Program 10th - AUS Careers Night 17th – AUS Auction 23rd - AUS RE/MAXnet 29th – NZ Steps to Success Orientation Imagine Experiences Events 16th - SA Quarterly Awards & Training 17th - VIC Quarterly Awards & Training 23rd – NZ Sales Rally (Auckland) 24rd - NSW Quarterly Awards & Training 30th – AUS Sales Rally Webinars 2nd - Are You MAX Enough? 9th – Mainstreet 9th – Why RE/MAX? 10th – Global Training: Broker/Owner Success

October

6th - Labour Day (AUS)

27th Labour Day (NZ) International 22nd – 24th – 6th European Convention (Spain) Training Days 8th – AUS Golf Day 9th – AUS Ladies Night 16th – AUS RE/MAXnet 23rd – NZ Administrators Day 28th – NZ Steps to Success Orientation Imagine Experiences Events 4th – BAC Dinner 22nd - SA Quarterly Awards & Training 23rd - VIC Quarterly Awards & Training 28th - NSW Quarterly Awards & Training 29th - Wide Bay Quarterly Awards & Training 30th - NQ Quarterly Awards & Training Webinars 2nd – Global Training: New Member 9th – Global Training: Real Estate Success 15th - Are You MAX Enough? 22nd - Mainstreet

September

August

International 17th – RE/MAX Broker Owner Conference (San Francisco) Training Days 14th – AUS Broker Meeting 22nd – AUS Property Management 26th – NZ Steps to Success Orientation 27th – AUS Gold Coast Training 28th - NZ BAC Meeting (conference call) Imagine Experiences Events 30th - 1st Sept – Broker/Owner Retreat Webinars 6th – Design Centre 7th – Global Training: New Member 14th – Global Training: Real Estate Success 20th - Are You MAX Enough?

Training Days 5th – REAL Event 7th – AUS Bridge to Brisbane 11th – AUS Administrators Day 12th – NZ Odd Shoe Day 15th – AUS Fast-track 16th, 17th & 18th – AUS Broker Management 25th - NZ Fast-track 25th – AUS Sales Accelerator Program 25th – AUS Careers Night 30th – AUS Auction 30th – NZ Steps to Success Orientation Webinars 3rd – Design Centre 11th – Global Training: Broker/Owner Success 17th - RE/MAXnet 24th – Why RE/MAX?

November

December

14th - G20 Summit (QLD)

Training Days 11th - NZ BAC Meeting (conference call) 13th – AUS Fast-track 19th – AUS Sales Accelerator Program 19th– AUS Careers Night 20th – AUS Property Management 20th – NZ Broker/Owner Meeting 20th – NZ Broker/Owner Dinner 25th – AUS Careers Night 25th - NZ Steps to Success Orientation 26th – AUS Auction Webinars 5th – Design Centre 13th – Global Training: Broker/Owner Success 26th – Why RE/MAX?

Training Days 4th – AUS BAC Meeting 4th – AUS Broker Meeting 5th – NZ Family Christmas Picnic 10th - RE/MAXnet Imagine Experiences Events 4th – AUS Broker/Owner Xmas Party Webinars 3rd - Are You MAX Enough? 4th – Global Training: New Member 11th – Global Training: Real Estate Success

25th - Christmas 26th - Boxing Day

Please note: All the above event dates are subject to change.

denotes public holidays.

Imagine Experiences is RE/MAX NZ/AUST’s appointed events management specialist. Refer to Regional Update for full details or email lbrayshaw@remax.co.nz. 24

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