Australia 6-19-17 by Top Agent Magazine

AUSTRALIA EDITION

HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter its Size

FEATURED AGENTS

AARON CLARKE LINDA HEALEY RORY O'ROURKE TIM RUSSELL JASON SMITH CATRIONA SWAN GLEN WILSON COVER STORY

LYN HUGHES

THINKING OF LISTING? Nine Ways to Get Ready How to Send SMARTER EMAILS Tips on Breaking Into the LUXURY MARKET Are you Doing Business as You on FACEBOOK?

AUSTRALIA EDITION

LYN HUGHES 28

RORY O'ROURKE

JASON SMITH

CATRIONA SWAN

31 32 35 AARON CLARKE TIM RUSSELL GLEN LINDA HEALEY

With a diversemuch background and ano Aaron Clarke entered the real estate time andCATRIONA time again. people screaming years Linda Healeyusoriginally worked in Weherwant love Three and gratitude SWAN enthusiasm for everything he does, industry with a signature determinathe rooftop, basicallyhomes saying, these peopl Wynd the animal carefrom industry in her homeend‘Use upcourts leasing with it’s no surprise that Tim Russell has tion. “When I came into thetown industry, your house and nothing else!’” Aaron and his team ar decided that of Oamaru, New Zealand. After sity of procedures and custo he had been I had a pending back surgery and I approachable and available. They keep clients up inextra Canberra as one moving to Christchurch, she made decidedhis mark go that mile with tena for 14 years was still out knocking on doors for a throughout theofprocess, sharing written reports andin to explore career in real estate, lease agreement so everyo the most in-demand names At the time, where she worked for them thereal largest owners and tenants W eight hours a day every day,” Aaron base with often. Once the transaction islove. closeG estate. in his property management company in dinner were own, happy we coordina recollects. It was that goal-driven takes his clients out to to our celebrate. cial consulta Christchurch. She rose to the position have personally shopped to work that rocketed him from a RUSSELL AARON CLARKE hardLINDA GLEN WILSON After moving to Canberra in 1993, HEALEY TIM institution. “T of Assistant handling overpast fully furnished property.” L newcomer to the number one agent Manager, To keep in touch with clients, Aaron calls them e Tim began working with the Wyndham Ci propertiesorduring her timefor there. munication skills, friendlyof a in his office in a short time. A gifted negotiator with600 a backthree months a chat and sends them snapshots McDonald’s Corporation, inmymanagement andinkeeps training, and favourite client and the endclie he “It was then I kind of “fell” into property management and have customer service ground in mortgage consulting and a decade of experience as a real estate. On the one-year anniversary of a sale he quickly working up theyou ranks a highly honored meneed forbecoming 14 years you’ll be100% a gunner in re loved it ever since. I immediately loved how organized business referral real estate agent, Aaron brings his skills to the table to help his present such as bouquet of her chocolate-dipped fruit. For to be in this industry,” Linda remembers. She moved to Perth, employee. But Tim longed to innovative have his own a clients achieve the best A possible purchase or sale. 21) ing, Aaron uses an mixbusiness. of online,From print an 4) HOW TO BUILD TEAM TIPS ON BREAKING INTO Glen formed strong relationships Australia following family young in 2008.age Now, 12 years after firsthad Linda sees herself as spirit. more he had a strong drive and an entrepreneurial media, and he does targeted for specific are that keysuccessful tomarketing success inentertainment real estate. “I THAT WILL WIN BIG NO THE MARKET entering the industry, Linda is Head of Property Management thing else, and takes the res Asthe aLUXURY teenager he created his is own Seven years ago he joined Ray White Ferntree Gully and began and the only sale; it’s about retaining rt at RWR Real Estate in South Perth, Australia, managing a total of seriously. She also ensures MATTER ITS SIZE with 170 business ‘The Bubble Factory’. In 2001, heabout had the opportuto build relationships community potential When asked what he loves most his work, Aar a referral network out of the work I do propertiesmembers with the and help of her team. right property. She understa 25) DO YOU ADD CONSISTENT nitysellto get into realmeeting estate and jumped onand board. clients. “I wasn’t so much interested in people who were “I love newhe people. I love being able chaw their friends family.” hasto built h a and house a He home, and 13) THINKING OF LISTING? VALUE FOR YOUR BUSINESS ing then and there. I wanted to meet peopleforwho were selling ple’s A lot ofbuyers times people come toher us clients. at differe Linda is known going that extra mile for lives. clients, ensuring on and fect vendors home forin the growing “ Tim joined one ofLinda the most respected Australia, in 12 months or more Ithe could build a relationship,” Aaron in their lives. They might be agencies upsizing home after NINE WAYS TO GETso READY FOR YOUR CLIENTS? client’s experience isAND smooth and stress free. explains, manager but aaincounselor, neto City, with occasional work in nearby explains with a smile. new Estate child,been trying to sell home foratretirement, or seF “The big difference you getLJ with RWR Real is mywith comtimes legal aid! Hooker and he’s thema and evereven since. “The culture and iseffective management style. We emotional andpossible financial com Itnever is no cliché when Glen explains that with bothSEND needing as any muchreason as from 17) ARE YOU DOINGprehensive, organized 29) HOW TO so amazing here, Iparties just saw to switch. always go out of our way to problem solve before calling an have either leased out or are ents he serves. “My approach is all abo He focuses businessON in the Ferntree Gully area, fairly a lot so of they can move A house canI believe be the biggest ass Ia know agents jumpon. around, but strongly SMARTER EMAILS BUSINESS AShisYOU owner. We will check maintenance faults before engaging a but when it all comes togeth he says. “I see people as friends, not broad region that includes: Lysterfield, Rowville, Upper Fernclients’ lives and an expertly done sale can make a b that with a company like this, the grass is greener where you FACEBOOK? contractor and Bayswater, have strongWantirna, procedures and systems in place to that iblyrelationship.” rewarding.” It’s not un we retain tree Gully, Knoxfield, Scoresby, Boronia, ence to them.” water, not on otherCOMMISSION side. I love it here so much in fact 33) LIVING ON effectively manage andhas minimize issues for the our clients”. Linda himself at the pub with clients or catch Wantirna South and surrounding suburbs. Aaron athat strong, four years ago I bought two franchises, and Iexcited couldn’t be satisfaction each rental Passionate home is ready the Linda is very for wh pin bowling. “Itowas invited to three we well-structured team of twogets agents workingin forensuring him. “We have aboutfor giving back the community, Aaro happier withclean thatand decision.” next person with no maintenance issues, with all doctinuing to set goals to beat a a lot of capacity, |soFax we can do a lot more than others can. We team donated $10,000 to a local school and charities Phone 888-461-3930 310-751-7068 umentation ready on the day. goal setting love watchi Quite aggressive whenand it comes to ma don’t miss out on anything along the way,” Aaron says. alone. In his rare free time, Aaron enjoys riding his m set new key performance in ings, Glen understands and takes ad Tim leads the Kaleen team, and is awith fully agent in mag@topagentmagazine.com | www.topagentmagazine.com playing golf, or traveling hislicensed family. He has a well-run department, a hap Linda’s dedication to her clients and genuine care for their wellsocial media. In particular, he levera bothand the ACT and NSW. With his background insize manageFifty percent of Aaron’s business comes from repeat plans for the future–he hopes to double the of his being and future whatsoever helps her towithout forge strong built onalong It’s aemail toughmarke job, b No portion of this issue may be reproduced in any manner prior consent of the publisher. Topreferrals.” Agent gram, with targeted Tim isrelationships a dynamic leader who truly enjoys training referral clients. What keeps hisGA, clients coming back?ment, “We’re and his work property developme admits she’s hooked and ww trust with both her owners and tenants. “When youthe spend as to ofinclude Magazine is published by Feature Publications Inc. Although precautions are taken to expand ensure accuracy published door-knocking. “And I stay in touch agents onorhis team, they cansoon, oneand day find the he’s sames Aaron explains. “We and beyond his characteristic determination work ethic, muchresponsible time go as above I for do opinions talking to ourfor clients you end so up that knowing am completely materials, Top client-focused,” Agent Magazine cannot be held expressed facts supplied byproperties its authors.and let“Ithem know whended w success that he has. our clientsaddress, so theysend feelinquiry compelled to refer come back all that andand more! There areneeds.” so many highs, a yourtoclients on a and professional andtopersonal level become To subscribe or change mag@topagentmagazine.com. that might suit their

LYN HUGHES

Published in the U.S. 2

CONTENTS

a shoulder when needed,” She explains. Linda goes above and stories! It shows that every d beyond to ensure that all parties satisfied,has gaining Key involved to Tim’saresuccess been his absolute to I embrace thesedevotion challenges.”

providing an unsurpassed levelTop of Agent customer service. “The Magazine

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 4

So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesnâ&#x20AC;&#x2122;t matter so much as the players you bring onto that team to work with you. A team doesnâ&#x20AC;&#x2122;t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your playerâ&#x20AC;&#x2122;s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the teamâ&#x20AC;&#x2122;s goal.

Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the teamâ&#x20AC;&#x2122;s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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LYN HUGHES Top Agent Magazine

“I’m in this business because I’m a people person. I don’t believe my work is about selling houses, but working with people to find a solution.” LYN HUGHES Real estate was a world Lyn Hughes began gravitating toward during her long and successful career in the finance industry. After a nearly fatal bus accident requiring Lyn to undergo several major surgeries, real estate, she decided, was an inevitable future she could no longer put off. “Looking back, it was more of a blessing than a curse. The recovery gave me time to reflect on the things that made me happy,” Lyn says. “The light turned on. Suddenly pinpointing my passions became easier, and I never looked back.” So, at 62, when most people are on the verge of retirement, she began charting a new career path. Alongside energetic twenty-somethings, Lyn began learning the ins and outs of the business. “It was daunting,” Lyn says, “but our shared enthusiasm propelled me forward. I 8Copyright Top Agent Magazine

ran with the pack.” Since 2013, when Lyn first broke into the industry, she has continued that journey, learning from some of the best at smaller agencies she sought out for the flexibility to truly be herself. Now she’s setting off on her own—with the opening of her boutique agency, Lyn Hughes Property, Lyn will employ her decades of expertise in the finance industry, her passion for real estate, and team of experienced affiliates and partners to change the lives of people living on the beautiful Gold Coast. Clients remember Lyn for her hands-on approach. She personally advises them on how to declutter and enhance the house’s beauty with a few small touches. Lyn has decorative items and furniture readily available for client use, and she doesn’t charge a dime for this serTop Agent Magazine

vice. She might also prepare a spread of wine and cheese for potential homebuyers to enjoy. Her goal is to make the home as inviting as possible, and she’ll go above and beyond in order to do so.

and letterbox drops. Simply being involved in the community-at-large, however, has provided Lyn with no shortage of opportunities to remain a part of her clients’ lives even after a transaction.

Lyn considers herself a matchmaker—she has a flair for pairing the right buyer with the right seller, striking up a deal that benefits both parties. “I’m in this business because I’m a people person. I don’t believe my work is about selling houses, but working with people to find a solution,” Lyn says. This relationship is what Lyn loves most about the job, and she stays in touch with clients through email, phone calls,

Lyn is now a major sponsor of a local Australian Rules Football Club. The sport is another one of her big passions. Until recently, women haven’t had the opportunity to play, but Lyn hopes to leverage her position to provide more opportunities for women to get involved. Empowering other women is a theme for Lyn. Having been a victim of domestic violence herself, she is also dedi-

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cated to helping others on the Gold Coast who find themselves in this dangerous situation. “It’s not just about providing a safe place for the night but the tools they need to move forward as well, like training and job placement,” Lyn says. To ensure victims have access to these resources, she has set up a foundation supporting the cause. Of the career change, Lyn says, “I am loving the life, the people, and the sunshine. I get to watch the smile on my clients’ faces as their dreams come true.” For Lyn, the past four years have been an exciting and rewarding journey. From real estate to her involvement in the Gold Coast community, she proves it’s possible to pursue your passions wholeheartedly while making a difference in the lives of others. At Lyn Hughes Property, Lyn is focused on creating an environment where each client receives the time and attention they need to make the best decision for themselves and their family. Her background in financial planning and Top Agent Magazine

her success as a business owner make her an invaluable resource to clients. She knows how to steer people in the right direction toward wealth creation. Though real estate represents

only one of those paths, she also knows it’s often the one people start with. “Retirement will have to wait,” Lyn says. “This is way too much fun.”

To learn more about

LYN HUGHES,

visit lynhughesproperty.com.au, email lyn@lynhughesproperty.com.au, or call 0401 516 435 www.

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Thinking of Listing? Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home. With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved. Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time. 1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable. Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time. 2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing. 3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

such as bathrooms, the office, family room and indoor recreation spaces. Also consider a little varnish on the front door or banister. 4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings. 6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things. 9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market. 14

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RORY Oâ&#x20AC;&#x2122;ROURKE

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RORY O’ROURKE What do you get when you combine an accountant and a real estate agent together? If Real Estate agent Rory O’Rourke is any kind of example, then you’d have an agent unlike any others; one able to break world records for the most houses sold in a day, help people learn how they can increase their wealth and lower their taxes through property investment, and even manage those properties while continuing to help them build their personal wealth. Rory O’Rourke is the Super Man of Real Estate agents. Rory was destined to be a real estate genius from the moment he was born, growing up with a father that was a carpenter and builder, and having been around the real estate industry his entire life. But Rory didn’t go straight into real estate, instead deciding to pursue accounting where he learned “all about taxation,” a skill that would prove to serve him well later in the real estate industry. After college he worked selling cars, a job that taught him about providing excellent customer service as well as sales, winning an award for selling the most cars in one day. His success prompted a real estate company to approach him about switching over to selling property instead of cars. “So, I did the same with real estate,” Rory explains. Rory was soon setting new sales records for real estate. He once sold 22 properties in one day, landing him the spot as the world record holder on February 6th, 1982, a record that he still holds today. 51 years since he started, Rory now runs his own real estate firm, O’Rourke Realty Investments, with his wife Robyn O’Rourke and their son Jarrad O’Rourke in Scarborough, Western Australia. “We’re one stop shopping,” Rory explains, “we manage the properties, we sell them and so on, so it’s an ongoing business.” He continues, “Unlike most real estate companies, we have senior property managers for each of our management clients. We also have a full time accounts manager and assistants to our property managers, all of this takes away our clients’ worries, such as bad tenants, vacancies and wear and tear on their

investment property.” Rory’s wealth of experience and knowledge allows him to guide clients through the process from start to finish, providing a more enjoyable and stress-free experience. Rory will help anyone interested in learning about increasing their wealth through property investment, sharing his knowledge at his free Investment seminars. People interested in more personal help are invited to make a one-on-one appointment where he can go through their personal financial situation and show them exactly what to do to achieve this. Rory’s more personalized approach has gained him a loyal client following and an impressive database of 8,000 people. It’s not the numbers that make Rory excited to go to work each day, but rather the people. Rory loves “The challenge and helping people, showing people how to reduce their taxes and increase their wealth. The bottom line is you’re helping people. I never run out of challenges.” And Rory certainly loves a challenge. In his spare time he acted as the Vice President of the International Real Estate Federation (FIABCI) Australian Chapter, has written three best selling books, ‘Born Free Taxed to Death’, ‘I sold 22 homes in one day’ and ‘It’s Time… the Republic of Australia’, and was inducted into the International Who’s Who of Professionals for 2009/2010, and has lectured in 19 countries in the last 15 years. Rory enjoys traveling for the same reason he loves real estate, explaining, “It’s amazing what you can learn by talking to people, different cultures, and ways of life, etc. We all can learn from each other.” When asked why he hasn’t retired yet, he responds with “remember, I’m not working. I’m having a ball. I’m enjoying what I do. You’ve got to enjoy what you do.” Rory plans on living to the ripe old age of 97 ½ just like his father, so he’s got plenty of years left to devote to his love of helping people improve their lives through real estate.

For more information about Rory O’Rourke, please call +61-418-903-259 or email rory@orourke.com.au Copyright Top Agent Magazine 16

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Are You Doing Business As YOU On Facebook? Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page? Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?” The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use. Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times. We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers. They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you). 2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us. Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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. Top Agent Magazine

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JASON SMITH

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JASON SMITH From humble beginnings, Jason Smith learned early on the value of hard work and fostering a vision for the future. That’s why he began building a real estate investment portfolio of his own twenty-two years ago, which ultimately launched him towards sales after a decade cultivating experience in the field. In making the transition, he brought with him a professional backbone hard-earned in property management and an authentic passion for the world of real estate. Today, he is the Principal at Ray White Murrumba Downs in Queensland, driven by a commitment to integrity, candid communication, and professional service at its best. Alongside his wife and business partner Sue-Ann, Jason heads a tightknit office comprised of an administrator, three property managers, two remote technical staff, and a business development lead. Together they serve the Moreton Bay region, specifically north Brisbane. Their services range from full-spectrum property management—handling all details ranging from leasing applications and invoicing to insurance claims and dispute resolution—to traditional buying and selling of property. Turning over eighty to a hundred homes per year, Jason and his team have managed a robust rate of repeat and referral clientele, while an impressive 98% of his client-landlords broaching the selling process ultimately turn to him and his team for their service. Jason’s ethos is decidedly straightforward, governed by a sense of honesty, responsibility, and clear communication. “You have to tell people the hard facts, so that they can make the right decisions moving forward,” he explains. With over 500 tenants and landlords on his property management roster, Jason’s ability to tune into details and deliver on his professional promises is unequivocal. Considering his lengthy tenure in the industry thus far, he’s penned two well-informed books that he provides to clients as a way of understanding exactly who they’re doing business in, and what Jason stands for. “The biggest reward is seeing my clients smile,” he says. “Even if they’re going through a tough time, there’s a special satisfaction that comes from someone looking you in the eye

and shaking your hand, referring you to a friend or family member.” Likewise, his communication with clients is both efficient and professional. Amidst a transaction, he’s attentive in his communication, and after closing, he keeps in touch through informative monthly newsletters. To market his listings—a subject he’s documented in depth in one of his books—Jason’s approach blends the best of interpersonal communication with digital savvy. In addition to tapping his extensive professional network and internal database, he also puts social media’s wide reach to use. He also has eighteen popular websites in his arsenal to add exposure to listings and rentals, and he focuses on curating lifestyle branding as a means to tailor his marketing techniques. To ensure that properties make the ideal first impression online, he enlists professional photography and staging to best showcase his listings. As a result of his considered tactics and proven follow-through, Jason has earned a spot in the coveted 1% by volume of Ray White agents, and in the top 5% of sales agents across Australia. Outside of the office, Jason makes it a point to give charitably to his local community. He is an avid supporter of a children’s charity called Variety, and is hands-on in his children’s educational and extra-curricular activities. He also coaches football at the local sporting club and in his free hours, Jason enjoys spending as much quality family time with his wife and three children: Brooklyn, Harrison, and Savannah. He is also an enthusiastic traveler and enjoys fitness training. As for the future of his business, Jason has plans to continue his office’s steady growth, all the while maintaining the memorable standard of care that landlords, tenants, homebuyers, and sellers have come to expect from his team. Fortified by twenty years of diverse industry experience and an ethic that has already earned him a top slot professionally—as well as the respect and gratitude of countless clients—the best is assuredly still to come for Jason Smith and his team at Ray White Murrumba Downs.

To learn more about Jason Smith visit jasonsmith.raywhite.com, www.

e-mail j.smith@raywhite.com, or call +61-400-389-116 20

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 21

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 22

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business. Top Agent Magazine

CATRIONA SWAN

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CATRIONA SWAN Top Agent Catriona Swan has always had an affinity for real estate and the housing industry, first earning her Bachelor of Arts degree from New South Wales University with a focus of study on the provision of housing for those on low incomes in the inner city. After adding an interior design diploma to her resume, Catriona ran a home services business that provided resources for finding everything from nannies to a housecleaner or a handyman. Upon moving to Wentworth Falls in the Blue Mountains almost 20 years ago, her own real estate agent suggested she try her hand at becoming a real estate agent and the rest is history. “Everything I’ve done has always been about homes, so it was a natural fit for me when I switched to real estate,” explained the Upper Blue Mountains agent. Catriona has gained a loyal client following in the past 20 years she’s been in the business. She is well known for her focus on selling quality property and has an impressive track record of achieving outstanding results while delivering exemplary service. She offers clients “Real Estate with a personal touch,” explaining that, “at the end of the day, it’s all about people and gaining their trust in order to achieve successful results for properties sold.” Catriona prides herself on her high level of customer service that has won her so many loyal clients, and believes that what sets an agent apart, “is what you can do in terms of customer service. I think that negotiations are built on trust and when you build relationships, both with vendors and with buyers, you can negotiate because they trust you. I have a very holistic view of the process of real estate. I’m with my vendors from the very beginning of the process to the very end. I look after them from when they’re getting their house ready for sale, right up to when they’re ready to lock the front door and hand over the keys at the end of the settlement. For me it’s very much about creating relationships

and looking after people the whole way through the process.” Catriona educates her clients and helps them understand why and how she does everything that will lead to the sale or purchase of their home. Catriona understands how important marketing a house correctly is to the sale, and works to always stay at the forefront of what’s happening in the industry. “We have a very high standard in terms of our professional photography, as well as the presentation of the house. I make sure to get clients ready and help them understand how to present a home for the photography. We try to create clean surfaces and clean lines, because the market has changed to extent that for the first time ever the main place that people search for property now is on a smart phone rather than a computer screen. So making our clients aware of how to present their property for sale is paramount.” Catriona is also very involved in her tight-knit community in Leura. She has served on the Leura Village Association, the board of a local family support service and primary school P&C, and focuses much of her community service on protecting the beautiful natural environment of the Blue Mountains. She has helped with local sustainability initiatives, tended vegetable gardens in the local schools, and is passionate about fighting homelessness. Catriona is participating in the Real Estate Sleeps Out event where she will sleep out in the winter cold on Bondi Beach in Sydney for one night to raise money for the homeless. In her free time Catriona balances out work with quality time spent with her two daughters. As Catriona continues to grow her team and business, she looks forward to mentoring younger agents. She doesn’t plan on retiring any time soon, though. “I love what I do. I love people. I love dealing with people, so it’s the perfect fit for me,” Catriona reveals. “I love homes. I love the process of helping clients buy and sell homes. But more than anything, I enjoy engaging with people and becoming part of their lives and our community.”

For more information about Catriona Swan of Belle Property Leura, call +61- 414 - 903 - 613 or email catriona.swan@belleproperty.com Copyright Top Agent Magazine 24

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Do You Add Consistent Value for Your Business and for Your Clients? By Walter Sanford

We recently received a question from some of our favorite coaching clients. The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets. As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients. Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again. Top Agent Magazine

Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy. As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix. When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done. By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase. 2 We have time to contact numerous vendors who will compete for the best price. 3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer. 4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair. 5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied. 26

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6 We have time to get government or utilities involved if needed. 7 A seller’s net proceeds or “net sheet” can be professionally prepared. 8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached. 9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer. 10 Since we are paying for the report, we get to choose the inspector. Finding inspectors without the drama gene is important. There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem. We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties. Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds. Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities. We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well. Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. Top Agent Magazine

AARON CLARKE Aaron Clarke entered the real estate industry with a signature determination. “When I came into the industry, I had a pending back surgery and I was still out knocking on doors for eight hours a day every day,” Aaron recollects. It was that goal-driven hard work that rocketed him from a newcomer to the number one agent in his office in a short time. A gifted negotiator with a background in mortgage consulting and a decade of experience as a real estate agent, Aaron brings his skills to the table to help his clients achieve the best possible purchase or sale. Seven years ago he joined Ray White Ferntree Gully and began to build relationships with community members and potential clients. “I wasn’t so much interested in people who were selling then and there. I wanted to meet people who were selling in 12 months or more so I could build a relationship,” Aaron explains with a smile. He focuses his business in the Ferntree Gully area, a fairly broad region that includes: Lysterfield, Rowville, Upper Ferntree Gully, Knoxfield, Scoresby, Boronia, Bayswater, Wantirna, Wantirna South and surrounding suburbs. Aaron has a strong, well-structured team of two agents working for him. “We have a lot of capacity, so we can do a lot more than others can. We don’t miss out on anything along the way,” Aaron says. Fifty percent of Aaron’s business comes from repeat and referral clients. What keeps his clients coming back? “We’re client-focused,” Aaron explains. “We go above and beyond for our clients so they feel compelled to refer and come back to

us time and time again. We want people screaming our name from the rooftop, basically saying, ‘Use these people to sell your house and nothing else!’” Aaron and his team are always approachable and available. They keep clients up-to-date throughout the process, sharing written reports and touching base with them often. Once the transaction is closed, Aaron takes his clients out to dinner to celebrate. To keep in touch with past clients, Aaron calls them every two or three months for a chat and sends them snapshots of the area real estate. On the one-year anniversary of a sale he sends a present such as bouquet of chocolate-dipped fruit. For marketing, Aaron uses an innovative mix of online, print and social media, and he does targeted marketing for specific areas. When asked what he loves most about his work, Aaron says, “I love meeting new people. I love being able to change people’s lives. A lot of times people come to us at different times in their lives. They might be upsizing a home after having a new child, trying to sell a home for retirement, or separating with both parties needing as much as possible from the sale so they can move on. A house can be the biggest asset in my clients’ lives and an expertly done sale can make a big difference to them.” Passionate about giving back to the community, Aaron and his team donated $10,000 to a local school and charities last year alone. In his rare free time, Aaron enjoys riding his motorbike, playing golf, or traveling with his family. He has ambitious plans for the future–he hopes to double the size of his business and expand his work to include property development. With his characteristic determination and work ethic, he’s sure to do all that and more!

For more information about Aaron Clarke, contact him by email at aaron.clarke@raywhite.com or by phone at 03 9758 7888 28

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 30

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LINDA HEALEY Linda Healey originally worked in the animal care industry in her hometown of Oamaru, New Zealand. After moving to Christchurch, she decided to explore a career in real estate, where she worked for the largest property management company in Christchurch. She rose to the position of Assistant Manager, handling over 600 properties during her time there. “It was then I kind of “fell” into property management and have loved it ever since. I immediately loved how organized you need to be in this industry,” Linda remembers. She moved to Perth, Australia following family in 2008. Now, 12 years after first entering the industry, Linda is the Head of Property Management at RWR Real Estate in South Perth, Australia, managing a total of 170 properties with the help of her team. Linda is known for going that extra mile for clients, ensuring the client’s experience is smooth and stress free. Linda explains, “The big difference you get with RWR Real Estate is my comprehensive, organized and effective management style. We always go out of our way to problem solve before calling an owner. We will check maintenance faults before engaging a contractor and have strong procedures and systems in place to effectively manage and minimize issues for our clients”. Linda gets satisfaction in ensuring each rental home is ready for the next person with no maintenance issues, clean and with all documentation ready on the day. Linda’s dedication to her clients and genuine care for their wellbeing and future helps her to forge strong relationships built on trust with both her owners and tenants. “When you spend as much time as I do talking to our clients you end up knowing your clients on a professional and personal level and become a shoulder when needed,” She explains. Linda goes above and beyond to ensure that all parties involved are satisfied, gaining

her much love and gratitude from her clients. “Tenants who buy homes end up leasing with us, as they understand the necessity of procedures and customer service,” Linda says. “We also go that extra mile with tenant inductions and going through the lease agreement so everyone is on the same page which both owners and tenants love. We care for our properties like they were our own, we coordinate renovations to the point where we have personally shopped to turn an inner city apartment into a fully furnished property.” Linda’s determination, excellent communication skills, friendly and personable nature, and incredible customer service keeps clients coming back and is what keeps her business 100% referral based. Linda sees herself as more of an advisor and educator than anything else, and takes the responsibility of teaching her team very seriously. She also ensures that they match the right tenant to the right property. She understands the important difference between a house and a home, and won’t rest until she’s found the perfect home for her clients. “I see my role as not only a property manager but a counselor, negotiator, a friend, handyman, teacher and even at times legal aid! Finding the balance between people’s emotional and financial commitments to their properties that they have either leased out or are living in, can be challenging at times but when it all comes together I find the client satisfaction incredibly rewarding.” Linda is very excited for what the future holds, planning on continuing to set goals to beat and grow her team’s business. “I love goal setting and love watching our department grow and we often set new key performance indictors. I want to have a continued well-run department, a happy team, content clients and regular referrals.” It’s a tough job, but Linda loves every part of it. Linda admits she’s hooked and won’t be changing careers any time soon, “I am completely dedicated to my job and love it 100%. There are so many highs, and lows but they provide numerous stories! It shows that every day can be so completely different and I embrace these challenges.”

For more information about Linda Healey with RWR Real Estate, please call 0421 742 758 or email linda@rwr.com.au Top Agent Magazine

TIM RUSSELL With a diverse background and an enthusiasm for everything he does, it’s no surprise that Tim Russell has made his mark in Canberra as one of the most in-demand names in real estate.

foundation of good service is communication. Our clients feel that they are looked after and feel comfortable throughout the entire process. There is a never a moment when they aren’t hearing from us, and I think it’s that constant communication that accounts for our high percentage of repeat and referral business.”

After moving to Canberra in 1993, Tim began working with the McDonald’s Corporation, in management and training, quickly working up the ranks becoming a highly honored employee. But Tim longed to have his own business. From a young age he had a strong drive and an entrepreneurial spirit. As a teenager he created his own successful entertainment business ‘The Bubble Factory’. In 2001, he had the opportunity to get into real estate and he jumped on board.

Tim is also passionate about staying on the cutting edge of technology and education. “I want my whole team to be armed with the absolute best training and resources available to them. This is key to good service since it allows us to maximize results for our clients. We always have a thorough understanding of everything from market conditions, to the latest trends, everything we need to be on top of to help our clients achieve their goals.”

Tim joined one of the most respected agencies in Australia, LJ Hooker and he’s been with them ever since. “The culture is so amazing here, I just never saw any reason to switch. I know a lot of agents jump around, but I believe strongly that with a company like this, the grass is greener where you water, not on the other side. I love it here so much in fact that four years ago I bought two franchises, and I couldn’t be happier with that decision.” Tim leads the Kaleen team, and is a fully licensed agent in both the ACT and NSW. With his background in management, Tim is a dynamic leader who truly enjoys training agents on his team, so that they can one day find the same success that he has. Key to Tim’s success has been his absolute devotion to providing an unsurpassed level of customer service. “The

Through his business, Tim actively supports several charities, in particular the Ronald McDonald house, where he organizes entertainment events for the children who are staying there. He also lends his skill as an auctioneer to various charity auctions throughout the year. When he isn’t working, Tim enjoys spending time with his wife and four children. Tim would like to continue to expand his business and is looking to bring on more agents that share his business philosophy, so that he can offer even more people the above and beyond service that he has become known for. “I’m always trying to improve things. I want everyone who works for me to be the best they can be as well, to help our clients achieve their goals and dreams, while trying we keep the process stress-free and even fun. I love what I do. It’s really an exciting business. They say that you don’t get into real estate it gets into you, and that is so true.”

To learn more about Tim Russell call +61- 416- 087- 834, email tim.russell@ljhooker.com.au, or visit kaleen.ljhooker.com.au www.

Living On Commission by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept. “I could never live on that!” But loan officers have to do it all the time. The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation. One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all! She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

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GLEN WILSON Three years ago, the director of Harcourts Wyndham City Real Estate decided that the finance professional he had been personally working with for 14 years needed to change careers. At the time, Glen Wilson was perfectly happy in his work as a senior financial consultant with a major, national institution. “The director of Harcourts Wyndham City was my biggest client and my favourite client and in the end he told me, ‘If you can keep me for 14 years you’ll be a gunner in real estate!’” Glen had formed strong relationships with his clients, a quality that is key to success in real estate. “It’s not about the one sale and the only sale; it’s about retaining relationships and building a referral network out of the work I do for my clients, who refer their friends and family.” He has built his reputation by focusing on buyers and vendors in the growing community of Wyndham City, with occasional work in nearby towns. It is no cliché when Glen explains that he truly cares for the clients he serves. “My approach is all about honesty and integrity,” he says. “I see people as friends, not as clients. By doing that, we retain that relationship.” It’s not unheard of for Glen to find himself at the pub with clients or catching up for dinner or Tenpin bowling. “I was invited to three weddings last year,” he says. Quite aggressive when it comes to marketing his vendors’ listings, Glen understands and takes advantage of the power of social media. In particular, he leverages Facebook and Instagram, along with targeted email marketing, letter-box drops and door-knocking. “And I stay in touch with people who visit other properties and let them know when we have another property that might suit their needs.”

It helps that Glen is a self-proclaimed attention seeker. Naturally, therefore, he loves auctions. “Auctions are very honest transactions. With real estate, there is unfortunately a stigma, but with auctions, there’s no misleading anyone, because it’s right there in front of you.” Because some clients are not comfortable with auctions, Glen works to arrange private treaties. He prefers doing a locked price rather than drawn-out negotiations. “That sets me apart, because it’s all about getting the vendor the best possible price; they’re the ones that are ultimately hiring my services.” Adding to the excitement at auctions is the fact that Glen is an accomplished musician with some radio hits to his name and some acting and modelling credits. “Music is my life; it’s my escape route!” he admits. Auctions, he explains, can get rather crowded. “People can be shy, standing 25m away from you. And, especially if we’re on a busy road, I bring in music and get the audience singing, having fun, braking the ice, creating a relaxed environment so the bidding starts on a very good note.” People remember that Glen not only looked out for his vendor’s best interests, but that he created a fun experience at the same time. Glen further shares his sense of fun by remaining active with the community, participating in Harcourts active involvement in fighting domestic violence. Along with other Harcourts agents, “I’ve “thrown on a pair of stilettos for ‘Walk a Mile in their Shoes’ to raise money to stop domestic violence!” No stranger to the spotlight, Glen’s clientele and the community benefit from his eagerness to get out in front of people who can make a difference. In the immediate future, Glen plans to grow his team within Harcourts. “I have an amazing assistant that I would absolutely be lost without,” he says. “In real estate, we work six to seven days a week.” He is happy to do so, as he considers it his duty and pleasure to be on-call for his clients. With a bigger team in the plans, Glen looks forward to training others in his work ethic and offering the utmost in service to even more clients.

To learn more about Glen Wilson, visit glenwilson.harcourts.com.au, email glen.wilson@harcourts.com.au or call 0410 454 034 www.

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