AUSTRALIA 12-5-22

AUSTRALIA EDITION

Playing the Real Estate Matchmaker

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

Creative Meditation for the Real Estate Professional

What the First Thing You Do After Work SAYS ABOUT YOU

FEATURED AGENTS

BEN KENNEDY DAVID TONG JIMMY GILL PHIL LICCIARDI COVER STORY

HELEN FOTIADIS

mailto:mag@topagentmagazine.com

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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HELEN FOTIADIS

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Helen Fotiadis leads her own company called Estate Agent of Victoria.

She proudly represents her home State fluently with sound knowledge of market value throughout Victoria, Australia, manages all client services on her own and is known for being a perfectionist in listing design with a strong passion for significant Victorian historical properties.

When Helen Fotiadis was a child, she dreamed of becoming a real estate agent one day. After her parents divorced, Helen, her mum and little brother lived at their grandfather’s home, which still stands today as an original Victorian St Kilda East house.

Looking out the kitchen window, Helen would draw pictures of all the old Victorian Heritage homes in the neighbourhood and imagined the lives of the people who 8Copyright Top Agent Magazine

inhabited them. “I knew and hoped that most of his neighbours would still be there when I grew older, and today I still see them smiling outside and waving hello when I visit him,” Helen explains. From the moment Helen was born at Queen Victoria Women’s Hospital, which was one of three hospitals in the world for women only, she had an innate love for her home state. “The hospital I was born in is all about supporting women Top Agent Magazine

in need, and I believe that my strength for caring about others actually stemmed from there,” she says.

As an adult, Helen felt drawn to real estate, so began working for Australia’s biggest builder Porter Davis Homes in her early 20s.

Eventually, she wanted to start growing her own business, and began studying to receive her real estate license whilst assisting other popular real estate agents all over Victoria.

Today, she leads her own business called Estate Agent of Victoria.

build an entire community, becoming council president, and eventually the name inspiration for the famous Berwick Parks. “No previous selling agent knew whose home this originally was, until I spent 6+ months discovering everything about it,” Helen explains. “This house would have been sold without this significant detail, which in my opinion makes a huge difference to the buyers.” Helen knows these background stories

Since a very young age, Helen has been obsessed with iconic/historical real estate.

Her most recent iconic sale was in Beaconsfield Upper, a stunning 1930s residence that was originally built by one of the area’s first settlers. He served in the war and returned to

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“I care so much that I literally become close friends with my clients, as they feel how much compassion I have for their moves,” Helen says. “If you don’t fully understand people and care about their reasoning, then how can you honestly represent someone’s greatest asset and fight for the greatest outcome for them?” are powerful, and buyers appreciate knowing the history. “The purchaser of this property still thanks me today, and we chat about how they will never tear down the original 100-year-old trees as they are truly special.”

She now receives appraisal requests from homeowners who are curious about what their historical properties are worth, and she will spend months researching these homes, gathering facts about everything to do with the property including the original owners’ Copyright Top Agent Magazine 10

backgrounds, the material the home was made of, and more. “My aim is to bring out the best in every home I list. I utilise my network to benefit clients, and I’m always thinking of ways to improve and strengthen their property value.” She loves representing all types of homes, from architectural masterpieces to the very new modern entry homes to the oldest run downs and most of all, Helen has a specific unique talent for representing Victoria’s most historical and iconic residences. “I do it all - from mastering all Top Agent Magazine

sales for small to large-prestigious homes, to managing rentals for clients all over Victoria. I am a perfectionist, so I do everything possible to make things perfect,” she explains. She has profound empathy for everyone she serves, taking in all of their emotions and motivations. “I care so much that I literally become close friends with my clients, as they feel how much compassion I have for their moves,” she says. She has a deep understanding of her clients, taking the time to determine the circumstances and motives behind their decisions.

“Without truly understanding them, there is no possible way to help them succeed.”

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Helen’s background in building and construction has also helped her form a strong network of tradespeople to refer her clients to when they need them. “I have renowned staging professionals, painters, renovators, roofers, and more,” Helen says. When Helen takes a listing, she wants to ensure it looks its best. “It’s just like getting married, you need to prepare your listing as though you’re preparing your wedding.”

With meticulous planning and care, Helen is able to obtain the highest price possible for the properties she represents. Her attention to detail with high quality photographs and enticing descriptions attract endless

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buyers. Helen dedicates all her time to mastering her work, seamlessly perfecting every inch of design for her listings.

Based in Clyde, Helen loves her community and is always looking for ways to give back.

She decided to base her office here knowing that it would boom once it was developed as she had a huge involvement in areas of planning for almost 20 years. “I deliberately wanted to be the very first agency for Clyde, and I’ve worked towards this location since the early 2000s,” she explains. “I have since achieved groundbreaking record sales for the area, and I am local, so it’s a simple choice for my clients and purchasers.” She is passionate about supporting Queen Victoria Women’s

Centre, which was previously the Queen Victoria Women’s Hospital.

Looking ahead, Helen hopes to branch out into other locations through Victoria. She also plans to donate to multiple charities, especially those helping the severely ill and homeless. “The more angels on this planet, the better the world will become. And I’m working hard to be there for as many in need as possible.” As she grows, her love for what she does only gets stronger. “I have dedicated my entire life to real estate and I want to make a real difference in people’s lives by giving them ultimate results. It’s so important to understand you really only have 1 major opportunity to make it shine.”

For more information about Helen Fotiadis, please call 0415 661 648 or email helen@estateagentofvictoria.com Copyright Top Agent Magazine 12

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 13

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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BEN KENNEDY | RISING STAR 2022 Ben has been involved in several major transactions and market awards including the highest price ever recorded for a waterfront commercial strata office in 2021 with the sale of 13, Hickson Road, Walsh Bay for $14,600,000.

More recently, Ben was also involved in the sale of Level 11, 66 Hunter Street, Sydney which was the highest ever price (sale value and rate per sqm) for a whole floor commercial strata office above 550 sqm for $14,750,000/ $18,254 sqm.

Having only been in the industry for four short years, Sydney based commercial real estate agent Ben Kennedy of Noonan Property has quickly established himself as one of the top performing and upcoming agents in the Sydney CBD marketplace.

Ben began his career as an assistant real estate agent working under principle and leading market agent Tim Noonan whilst simultaneously completing his bachelor’s degree in Property Economics. Noonan Property has consistently delivered market dominating results cementing them as the top performing commercial strata agency in Sydney CBD and maintaining approximately 60% plus market share over the last 5 years.

Ben has had the pleasure of servicing multiple high-profile companies throughout his real estate career including Leda Holdings, Hermes, Chanel, Health Services Union NSW.

To learn more about Ben, email ben@noonanproperty.com.au, call 0449-286-129, or visit noonanproperty.com.au www.

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DAVID TONG With a driving passion for achieving positive results for his clients, David Tong distinguishes himself in his local market through his compassion and hard work. David’s interest in real estate began early on. “I grew up watching my parents investing in real estate, so I’ve always taken an interest in it,” David recalls. “I started investing myself at a very young age, and began achieving quite a bit of success for myself in terms of the lifestyle, the passive income, and the freedom it’s given me. I decided I wanted to help other people do the same, so that’s when I started my own company with the purpose of helping other people achieve financial independence.” Since 2014, David has been doing just that, one client at a time.

As Director & O.I.E.C. of Sècoya Pty Ltd, David leads a team of property management team members and sales people. Serving metropolitan Melbourne, an incredible 100% of David’s business is from repeat customers and referrals. It’s easy to see why people keep coming back to work with David and his team again. “I help people achieve results, so they start sending their friends and family to me,” David explains. “We’ve been growing and closing deals without any marketing, just through referrals, which is such a good thing.”

When it comes to marketing his listings, David uses a comprehensive approach to ensure optimum exposure. In addition to advertising listings on RealEstate.com, he also has had success with

off-market listings that he markets through his extensive database of existing and past clients; as well as other agents. The results speak for themselves: David averages about 5 deals per month, with his property management division managing an impressive and diverse portfolio of long-term, short-stay, and shared accommodation properties.

Outside of real estate, David believes in giving back to his community.

He supports a number of charities, including the Reach Foundation, which supports young people who need help. When he is not working or giving back, David enjoys fine dining and traveling, and has visited an astonishing 100 countries so far.

Looking toward the future, David says, “I want to share my knowledge more with other people and take the time to coach them and train them on their journeys, getting the message out more and helping more people.” Above all, he looks forward to continuing to serve his clients. “I really believe in real estate,” he says. “When I work, I don’t feel that it’s work, because I really enjoy it. Because I’ve achieved something for myself, I feel that I’m on a mission to help other people achieve what I’ve achieved. I get satisfaction from when my clients achieve good results, whether through purchasing properties and seeing their value go up, or being able to maximize their returns. I get a lot of satisfaction when I achieve goals for my clients.”

To find out more about David Tong, you can call him at +61 435 445 184 or email david@secoya.com.au. You can find him online at secoya.com.au www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 18

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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JIMMY GILL With a background in working in hospitality for over 10 years, REALTOR® Jimmy Gill was well-equipped to enter the field of real estate in 2017.

In his very first year as a REALTOR®, he received the Diamond Performer award and the Rising Agent of the Year award for high achievement.

Since then, Jimmy has built a strong business with clients at all stages of buying and selling homes. Based in the Melton area of Victoria, Australia, he recently opened the 11th office in the Reliance Network, Reliance Craigieburn. He is now running a team of ten hardworking and personable agents as the Director/OIEC of this new office.

Clients always come first at Jimmy’s office. “I respect their wishes and work to fulfill their requirements in any way I can,” he says. This high level of service keeps people coming back to work with him.

“I touch base with my clients often to help them with whatever they need. Sometimes it’s not even about business, it is their personal life and wellbeing that they want advice on.” As a result of his willingness to go above and beyond, many of Jimmy’s clients, friends, and family members send him referrals.

“My business is heavily referral-based because people want to work with me specifically,” he explains.

“I care about them and their families and they can see that.”

With robust systems and processes in place, Jimmy is working to push his office into the top three in the Craigieburn area. In addition to the work he’s doing on the ground, he uses digital marketing strategies to spread the word about listings. “We do professional videos of every property, which go out on Facebook and Instagram for clients and potential homebuyers to see,” he explains. “It has been a great way to Top Agent Magazine

reach people at all times and to target different age groups.”

Community involvement is very important to Jimmy and he does a lot specifically to help local sports teams, like the local hockey and football clubs. Jimmy also has a daughter and son who keep him busy when he’s not at work.

At the moment, Jimmy averages around 80-90 real estate transactions per year. His hard work has paid off — in the past five years, he has consistently ranked as a top-performing agent in the City of Melton. Jimmy spends a lot of time now on training the new agents in his office and as a result, they are continuing to grow their impact and reputation. “Selling homes is my passion. I want to impart as much knowledge as I can on my team so that we can support and grow together as we provide this service to our community.”

To learn more about Jimmy Gill, please call 0421-212-582 or email jimmy@reliancere.com.au 19 Copyright Top Agent Magazine

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 20

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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PHIL LICCIARDI In his 14th year in real estate, REALTOR® Phil Licciardi has hit his stride. He has always worked in sales but previously focused on the B2B side. Switching over to real estate turned out to be the best move as it not only was enjoyable for Phil, but offered a better lifestyle and the chance to work with more people.

Today, he’s a sales manager overseeing properties in and around Croydon, Victoria, Australia, where he is based.

Phil’s honest, upfront approach and calm demeanor have distinguished him from other agents in the area and earned his clients’ respect.

Phil has his hands full both at work and at home!

Last year, Phil sold 56 homes, but he’s hoping to grow that number as he builds out a team in the next year. From his experience, succeeding in this business is all about consistency. He has proven throughout the years to have the drive to keep going even during challenging times. “My goal is always to make clients’ dreams a reality. There is nothing more motivating than helping them find their forever home.”

Over the years, Phil has built a strong network in his local area. He now counts around 60% of his business as coming from repeat and referral clients. “I’m hoping to hire another assistant to help with prospecting so that I can focus entirely on helping clients buy and sell homes,” he explains. Clients love the conversational way Phil relays information about the market and the real estate process. “Talking to them as friends makes them feel more at ease,” he says. He’s also known for his expert negotiation skills, which are frequently praised by those he works with.

To get the word out, Phil employs a mixture of digital and traditional marketing strategies. He regularly sends out emails and phone calls, making sure to connect with past clients at least 4-5 times per year.

He posts frequently on social media and always sends home anniversary gifts. However, his favorite way to connect with clients is in person. “We try to do face-toface meetings as often as we can,” he explains. “I want to make sure that we are servicing buyers to the best of our ability and hearing what their concerns are.”

Staying involved with his community is very important to Phil. Every year, his office sponsors the Croydon Football Club as well as school events in the local area.

“We try to help out wherever we can,” he says. With three children under the age of 10, you could say that Top Agent Magazine

To learn more about Phil Licciardi, call 03 8595 2777 or email PhilLicciardi@mcgrath.com.au 23

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