Australia 6-12-17 by Top Agent Magazine

AUSTRALIA EDITION

Is Finding a Niche Market RIGHT FOR YOU?

FEATURED AGENTS

ANGELA ADAMS JEFF CHANG TY CHEA JAMES SIMADAS COVER STORY

JOSH PRESTIA

6 Habits of HIGHLY PRODUCTIVE AGENTS Creative Ways to Say THANK YOU Don't Forget YOUR CLOTHES

AUSTRALIA EDITION

JEFF CHANG

marketing is essentially q 23 says. Because each proper takes a unique approach to Jam listing. oversees every Back in 2001, Angela Adams was He eager mance, ful keting from listing$1.42 copy, divitm to get her foot in the door in Kingscliff’s furniture and hiring profe Tho burgeoning market. When she reached investm he’s raphers. himse out to LJ Hooker’s local office and He con-pridesrepeat the his strategies to meet the nected with licensee Paul McMahon, he in their with “All these methods are ba astutely took her under his wing. Soon nine ket Sydney feedback. ma enough, was off JAMES to to If the To keep JOSH PRESTIA JEFFAngela CHANG SIMADAS agent inright, the Blaxland office to the we focus on train in the elite sales agentsales development izedand ap agent in his area, market trend goes to the program, Future Champions, where she loop. M ing agent across the six Cha the Jeff says.Hooker He’s swiftly learned the ropesWhat’s andleft,” became the secret to his succe Currently in his 4th year in the business, Jeff iswell-equipped an indetoto “out market” the competitors and he TY CHEA launch herI mean career. partner byAfter that is understandi pendent agent serving Parramatta and its surrounding informed about the strategies he plans to “MY REPUTATION IS MY REWARD” just twelve months on the job, she’d earned a coveted spot Cap-or buyers, and bol theyinbethe sellers an districts. Thirty percent of his business comes from referthe sale. It’s this highly personalized sty they way they feel, tain’s Club, placing her in the top 10% of the LJ Hookerand international highund qu rals –as a result of his caring Today, professionalism– he’s a thriving his approach such a success, are.”and James has a and naturally network. Angela hasand charted enterprise for the to the makr already built the rapport necessary for repeat clients. His breaking are a testament that some thing for his clients comes through past five and a half years, she has served as the New Business and in perso background in psychology himat to well of LJ Hooker Kingscliff. Holiday helps Manager herconnect home office tifacete with his clients and helps him provide guidance in an A gifted communicator, enjoys He focuses Jeff his work onspe the daily th throughout kind the area. ThoughJ often-confusing time. Before acatering propertytoeven on region, his clients. Primarily the goes Tweed in the“I’m areaa chatty bordering of bloke,” owners percent and referral the market, Jeff takes the time to meet with his clients to with my clients reallyrepeat motivates me.” bH Queensland and New South Wales, Angela leads a team of five supexceed high quality service ensure he understands their goals and knows how to taiing what his clients need ofand wantand and port staff. Her role is a unique one, blending elements“My of investment in the p advantage definitely lor the sale to their timeline. “I sit down with every client ensure the purchase or sale is goes smoo portfolio growth and management on behalf of owner clientele, to I’m making over and spend time with them, regardless of whether they are Jeff is involved in 30 theyears Kidsand Cancerknow Fou marketing and managing short-term leases and holidaytrust properties—a me.” buying or selling, and help them get ready to go. I think tralia, raising money for sick children. H rapidly developing market in the desirable coastal region. Angela Angela for that reason I’m able to help without asking anything sponsors local schools and charities. In h Before estate, hean owned offers her clients full-spectrum resources for all their real estatereal needs, asse in return. And that’s the reason people tend to stick with Jeff loves fishing or watching movies. H sale distribution whether they are buying a property with intent to permanently rent it, company, Kingscsu me,” Jeff says. Mandarin. the country. Prior to that he need to enlist her marketing expertise to secure a buyer or renter, or free tim These various careerhanging succe have goals to grow their portfolio long term. In order to stay in touch with past clients, Jeff reaches out For the future,inhecustomer has ambitious plans f service travel that tra a through emails, phone calls and social media. He becomes business. “I’mquick in thetoearly years my ca respond to of clients, Currently, Angela fields unique investors andtohas cultivated a innovative continu friends with his clients, often meeting them 120 for coffee, He wants create a more responding immediately to q reputation for delivering consistent results. “I’m really passionate portfoli lunch, or even dinner and a drink. As a “Generation Y” way of sellingis real estate.I With youth, important. believe if so about what I do,” Angela reflects. investment specialist for shehis hops agent, Jeff310-751-7068 stays up-to-date on the latest technology in “I’m a aanstrong track record of success on Phone 888-461-3930 | Fax Investors come to on methe to Interdiscern how a property can perform, changing industry and focuses who his marketing envision and implement original ways and to also trust we have the best possible systems that take care and experience With si mag@topagentmagazine.com www.topagentmagazine.com net, using social |media and real estate listing sites. “My real estate buying and selling protect their properties. For me, being skilled in all areas of the busian imp No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent ness has been a really powerful tool to assist the sales agents and storied Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published our investors on their properties performance. When our investors driven materials, Top Agent Magazine cannot be held responsible opinions expressed or facts suppliedabout by its authors. Forformore information Jeff Chang, receive the returns on the projections and investments we’ve made, ents’ su To subscribe or change address, send inquiry to mag@topagentmagazine.com. it’s very rewarding.” As for evidence ofor Angela’s consistent and her email jeff.chang@raywhite.com phone atperfor+61- 424 -4 Published in the U.S.

Jeff Chang has been in sales since he was 15 19 sixteen, and it feels like he was born for the role. He went to university for psychology, but in the final year of his degree the challenge called for him and he answered. He took a year off and dove back into sales, joining a local real estate team. History proved this was the right choice and in his first year in the industry, he received the gave “Rookie of the Year Award,” which ANGELA ADAMS TY CHEA him the confidence he needed to pursue real estate as a career.

ANGELA ADAMS

CONTENTS

4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

17) CREATIVE WAYS TO SAY THANK YOU

13) DON'T FORGET YOUR CLOTHES

21) IS FINDING A NICHE MARKET RIGHT FOR YOU?

or visit raywhiteparramatta.com.au/agent/jeff-ch http://

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jsimadas@cha

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients. 4

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something. People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation. Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business. 6

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JOSH PRESTIA Top Agent Magazine

Based in South West Sydney, Josh Prestia is now the manager of Real Equity Estate Agents and specializes in individual residential properties as well as project marketing on a small, medium and large scale.

JOSH PRESTIA Josh Prestia got into real estate almost by accident as what he thought would be a way of funding a love he had for motor sports, but he quickly fell in love with the industry. He began at Real Equity Estate Agents, a company founded by his father, and has been there his entire career. Now after nearly 15 years in the industry, you might say real estate is truly a family affair because in a sweet twist of fate Josh married the daughter of his father’s biggest competitor and all his wife’s brothers are also real estate agents! Based in South West Sydney Josh is now the manager of Real Equity Estate Agents and specializes in individual residential proper8Copyright Top Agent Magazine

ties as well as project marketing on a small, medium and large scale. Josh credits the personal touch and an intuitive approach to the business for much of his success. Making his clients comfortable with the process is his top priority. “I make a point to do the right thing by people and I always go with my instinct,” he says. “Honesty really is key. Money is one thing but if someone doesn’t trust you they’ll get cold feet either way.” Though he works with a solid team of administrative employees, he makes every effort to answer all his clients’ questions and concerns directly to assure them they have his full attention. This more personalized approach has earned him a repeat/referral rate of nearly 90% and made lasting friends of many of his past clients. “I’m very straightforward and open. I tell Top Agent Magazine

my clients if they’re unhappy or not satisfied with my approach then I’m more than happy to agree to a release on any agreement we may have,” Josh says he is very proud to say “I cannot remember a time this has ever happened”. Another aspect of Josh’s business that sets him apart is his willingness to push boundaries in marketing his properties. In addition to using all the customary advertising outlets, Josh specializes in creative video marketTop Agent Magazine

ing and employs special effects and green screen techniques with the goal of engaging the viewer’s attention from start to finish and his highly-organized team can turn out top quality productions in only a few days’ time. “I like getting out of my comfort zone and trying different things with marketing,” he admits. And though he’s a wiz at doing business on social media he still appreciates the power of a face to face chat and will happily knock on doors to say hello to his past clients if he happens to be in their street. Copyright Top Agent Magazine9

“I make a point to do the right thing by people and I always go with my instinct.” Josh is as dedicated as it gets. “I’m up at 4:45 every morning and if I’m not working, I’m with family or I’m sleeping,” he says with a smile. Although he may have to give up the sleeping as his wife has just given birth to their second child! He confesses that he’s such a notorious workaholic that a friend had a dream that Josh was there at his wife’s delivCopyright Top Agent Magazine Copyright 10

ery but then had to leave in the middle of it to get back to work! Regardless of the round the clock hours, Josh’s passion for real estate shines through and he has no intentions of ever giving up what he does simply because he enjoys it so much. Every day he strives to give his clients his best in all he does. Or as he says in his personal mantra: Make it worth it!. Top Agent Magazine

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To learn more about

JOSH PRESTIA

call: +61- 404 - 252 - 695 or email: josh@realequity.com.au

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Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing. And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market. A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came Top Agent Magazine

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession. It’s about being known for being DIFFERENT in your profession.” Another misconception is that you should begin marketing before your brand is defined. For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand? In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

What is my ultimate goal? Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

Who is my ideal customer? Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

What is my point of differentiation? This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

What am I willing to be known for that is authentic to me and significant to my ideal customer? Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’. It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else. A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well. So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 14

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TY CHEA

“MY REPUTATION IS MY REWARD” Top Agent Magazine

TY CHEA Top Agent Ty Chea of Harcourts Clayton Real Estate in VIC was recruited into the real estate industry over ten years ago in a very unique way. “A friend of mine told me that I was good at convincing girls to go out with me,” he laughs, “and he told me that real estate is pretty much the same thing: convincing people to go out with you. That’s pretty much how I got started.” Since then, Ty has established himself as one of the preeminent agents in the Clayton/Clayton South area. “I am focused on achieving the best results for my clients and sometimes that involves thinking outside the square. Being a strong salesperson and negotiator is important, but it is vital to be in tune with the changing marketplace and knowing how best to respond. Whether it is a private sale or auction, both methods have their strengths. Selling real estate should always be about the client and nothing else,” he says. Providing his many valued clients with the highest level of customer service has become a trademark of Ty’s, and this has resulted in a business that is comprised of repeat and referral business that approaches 100%. “I don’t think I’ve had a single client go to another agent after selling with me,” he says. “I think that’s because I hold myself accountable for what I say, and I do my research before I say something. I’m very stubborn about getting my clients what I’ve committed to getting for them. I guess pride comes into it, as well. I do a lot of research, I know the market, and above all I hold myself accountable to them,” says Ty. “I also approach every client with multiple strategies. I always have a plan A, a plan B, a plan C and a plan D. There aren’t many problems that come up that I can’t resolve.”

While many agents stay in touch with their clients via often-annoying automated communications and other impersonal electronic touches, Ty prefers a more authentic, less hectoring approach, which he feels his clients appreciates. “I’m not somebody who keeps relentlessly calling past clients. I think people know that it’s not authentic. So when a client crosses my mind, that’s when I’ll call. It’s unforced, and a real conversation starts from there.” One of the things Ty enjoys most about what he does is the ability to mentor up and coming real estate novices. “I often speak to young people just entering the business. I tell them it’s a fantastic industry because it’s the kind of job where you don’t have to ask anyone for a raise; you are paid according to how hard you work and the value you add for your clients. At the beginning, you need to spend some time learning it, and once that’s done, the rewards are amazing.” Giving back to his community is of paramount importance to Ty, and to that end he donates the proceeds from one sale annually to local charity, an organization that assists Cambodians Children (CCF), in honor of his own heritage. When he’s not working, Ty indulges his love of automobiles by taking long weekend drives. “That’s my reward to myself, I suppose.” The future looks bright for Ty. “My plan is to have my own office in the next two years.” His obvious passion for the industry, even after a decade, is impressive. “I care about people, I care about results, and I care about getting things right. I’m continuing to study my craft. I love my job, and I value each and every one of my clients.”

For more information about Ty Chea, call 0408 888 798 or email ty.chea@harcourts.com.au Copyright Top Agent Magazine 16

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 17

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ANGELA ADAMS Back in 2001, Angela Adams was eager to get her foot in the door in Kingscliff’s burgeoning market. When she reached out to LJ Hooker’s local office and connected with licensee Paul McMahon, he astutely took her under his wing. Soon enough, Angela was off to Sydney to train in the elite sales agent development program, Future Champions, where she swiftly learned the ropes and became well-equipped to launch her career. After just twelve months on the job, she’d earned a coveted spot in the Captain’s Club, placing her in the top 10% of the LJ Hooker international network. Today, Angela has charted a thriving enterprise and for the past five and a half years, she has served as the New Business and Holiday Manager at her home office of LJ Hooker Kingscliff. Primarily catering to the Tweed region, in the area bordering Queensland and New South Wales, Angela leads a team of five support staff. Her role is a unique one, blending elements of investment portfolio growth and management on behalf of owner clientele, to marketing and managing short-term leases and holiday properties—a rapidly developing market in the desirable coastal region. Angela offers her clients full-spectrum resources for all their real estate needs, whether they are buying a property with intent to permanently rent it, need to enlist her marketing expertise to secure a buyer or renter, or have goals to grow their portfolio long term. Currently, Angela fields 120 unique investors and has cultivated a reputation for delivering consistent results. “I’m really passionate about what I do,” Angela reflects. “I’m an investment specialist for Investors who come to me to discern how a property can perform, and to also trust we have the best possible systems that take care and protect their properties. For me, being skilled in all areas of the business has been a really powerful tool to assist the sales agents and our investors on their properties performance. When our investors receive the returns on the projections and investments we’ve made, it’s very rewarding.” As for evidence of Angela’s consistent perfor-

mance, she recently sold a rooftop penthouse at a record-breaking $1.42 million. Now, she has turned the property into a successful investment rental for her client, benefiting from her office’s 55% repeat and return business, driven by over thirty years of operating in their beachfront location. To keep connected with those she serves, Angela favors a personalized approach, preferring to reach out by phone to keep clients in the loop. Meanwhile, to market listings, Angela makes wise use of LJ Hooker’s vast online imprint to draw potential buyers, in addition to partnering with the leading holiday rental booking sites to promote and bolster her clients’ short-term property portfolios. She also uses high quality professional photography and regular, detailed upkeep to make sure each listing makes the ideal first impression online and in person. While Angela lends a capable, seasoned hand to her multifaceted leadership role, what she enjoys most about her work is the daily thrill. “I love it all,” she says. “I love the trust that investment owners have in me. I love the thrill of the chase. I love achieving and exceeding goals—our business has been growing 20% consistently in the past five years. I love being supported by an incredible team. making us the area specialists.” Angela is avidly engaged in her community, which not only serves as an asset to her understanding of the local market, but it’s also made Kingscliff a beloved home where she has raised two sons. In her free time, she enjoys swimming in the ocean, waterskiing, hot yoga, hanging out with family and loved ones, and fosters a passion for travel as well. Considering the future, Angela has strategies in place to continue her business’s growth, with a five-year plan to double their portfolio holdings and efficiently keep up with demand. By year’s end she hopes to have grown her portfolio holdings by a remarkable 25%. With sixteen years of industry experience already earned, along with an impressive record of success, Angela has carved out a distinct, storied career in Kingscliff. Armed with a professional philosophy driven by diligence, hard-earned insight, and investment in her clients’ successes, the best is assuredly still to come for Angela Adams and her team at LJ Hooker.

To learn more about Angela Adams e-mail AngelaAdams@ljhkingscliff.com.au or call +61- 413 - 056 - 402 Top Agent Magazine

JEFF CHANG Jeff Chang has been in sales since he was sixteen, and it feels like he was born for the role. He went to university for psychology, but in the final year of his degree the challenge called for him and he answered. He took a year off and dove back into sales, joining a local real estate team. History proved this was the right choice and in his first year in the industry, he received the “Rookie of the Year Award,” which gave him the confidence he needed to pursue real estate as a career. Currently in his 4th year in the business, Jeff is an independent agent serving Parramatta and its surrounding districts. Thirty percent of his business comes from referrals –as a result of his caring professionalism– and he’s already built the rapport necessary for repeat clients. His background in psychology helps him to connect well with his clients and helps him provide guidance in an often-confusing time. Before a property even goes on the market, Jeff takes the time to meet with his clients to ensure he understands their goals and knows how to tailor the sale to their timeline. “I sit down with every client and spend time with them, regardless of whether they are buying or selling, and help them get ready to go. I think for that reason I’m able to help without asking anything in return. And that’s the reason people tend to stick with me,” Jeff says. In order to stay in touch with past clients, Jeff reaches out through emails, phone calls and social media. He becomes friends with his clients, often meeting them for coffee, lunch, or even dinner and a drink. As a “Generation Y” agent, Jeff stays up-to-date on the latest technology in a changing industry and focuses his marketing on the Internet, using social media and real estate listing sites. “My

marketing is essentially quite visual,” Jeff says. Because each property is different he takes a unique approach to marketing each listing. He oversees every aspect of marketing from listing copy, to ads, to staging furniture and hiring professional photographers. He prides himself on adjusting his strategies to meet the current trends. “All these methods are based on the market feedback. If the market trend goes to the right, we focus on the right. If the market trend goes to the left, we focus on the left,” Jeff says. He’s always looking to “out market” the competitors and he keeps his clients informed about the strategies he plans to employ to make the sale. It’s this highly personalized style that has made his approach such a success, and the records he keeps breaking are a testament that some things just ‘work.’ A gifted communicator, Jeff enjoys spending time with his clients. “I’m a chatty kind of bloke,” Jeff says. “Being with my clients really motivates me.” He enjoys learning what his clients need and want and works hard to ensure the purchase or sale goes smoothly. Personally, Jeff is involved in the Kids Cancer Foundation in Australia, raising money for sick children. His company also sponsors local schools and charities. In his rare free time, Jeff loves fishing or watching movies. He’s also fluent in Mandarin. For the future, he has ambitious plans for his real estate business. “I’m in the early years of my career,” Jeff says. He wants to create a more innovative, non-traditional way of selling real estate. With youth, enthusiasm and a strong track record of success on his side, he’s sure to envision and implement original ways to improve the real estate buying and selling experience.

For more information about Jeff Chang, email jeff.chang@raywhite.com or phone at +61- 424 - 492 - 288 or visit raywhiteparramatta.com.au/agent/jeff-chang http://

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend. You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market. If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 21

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams? Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus. Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures. When things pick up, you may take your innovative approaches and start applying them to luxury homes. Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 22

are numerous demographics that truly need expert real estate advice. Be the one to fill it. You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche? Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official. Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. Top Agent Magazine

JAMES SIMADAS James Simadas had a long and successful career in sales and marketing before diving into real estate three years ago. Though a newcomer to the industry, he’s been incredibly successful from the start. In April of 2014, he started with Chapman Real Estate. Within nine months, he was the highest selling agent in the Blaxland office. In 2015, he was again the highest sales agent in his area, and in 2016 became the highest selling agent across the six Chapman Real Estate office locations. What’s the secret to his success? “Empathy,” James says. “What I mean by that is understanding the needs of my clients, whether they be sellers or buyers, and empathizing with their thoughts and they way they feel, understanding what their requirements are.” James has a naturally caring personality, and his concern for his clients comes through He focuses his work on the Blue Mountains and has listings throughout the area. Though a new agent, he already has a 40 percent repeat and referral business and he attributes this to his high quality of service and his knowledge of the community. “My advantage is definitely the fact that I’ve been a local for over 30 years and I’m known in the area,” James says. “People trust me.” Before real estate, he owned a local news agency, had a wholesale distribution company, supplying 4,000 retailers throughout the country. Prior to that he worked in the hospitality industry. These various career successes have given him an expertise in customer service that translates nicely to real estate. He’s quick to respond to clients, answering the phone promptly and responding immediately to questions. “I feel that being available is important. I believe if someone is calling me, they need to

talk to me. Availability is number one. If my client is concerned about something I want to get onto it,” James says. “I’m happy to take calls any time of day or night.” He sees the importance of staying in contact with past clients and being proactive in maintaining those relationships. “In the area it’s quite easy because I’m driving around all the time,” James says. He’ll often drop off a note with a business card at a client’s new home. He sends out handwritten Christmas cards each year. “Last year I ran about 460 Christmas cards.” He also keeps in communication with clients by email, text and phone, letting them know about available properties. It’s these personal touches that remind clients he cares. “My favorite part of the job is the people,” James says. “I might speak to 100 people on a Saturday and I just love it.” To market their listings, Chapman Real Estate sends out a Thursday night email to their client base of 8,000 people letting them know about premarket and available listings. After the premarket period, they market all listings both online and through Property Showcase Magazine in the Blue Mountains. For all of his properties, James works directly with a professional photographer to take the best possible photos. He invites the vendors to all photography sessions to build trust and rapport. He also uses 3D technologies and floor plans, and in the future he plans to explore and increase his use of new marketing technologies. James has a strong loyalty to Chapman Real Estate, to the group’s founder Phillip Chapman, and to his colleagues and support staff there. James is the former president of the Blaxland Chamber of Commerce and is a current member. In his free time, he loves driving, golf, and he enjoys watching his favorite television shows in the evening. He also loves to spend time with his loving wife, three daughters and four grandchildren.

For more information about James Simadas, email jsimadas@chapmanrealestate.com.au or by phone at +61- 411- 683 - 131 Top Agent Magazine

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