Australia 7-10-17 by Top Agent Magazine

AUSTRALIA EDITION

Your Secret PRESENTATION WEAPON HOW TO THROW A CLIENT APPRECIATION EVENT No One will Forget

FEATURED AGENTS

ANDREW KYRIACOU STUART REEDER NICK SMITH JOHN YATMAN

COVER STORY

CHRIS KELEPOURIS

6 Things You Need to Do to BE A GREAT MENTOR

AUSTRALIA EDITION

ANDREW KYRIACOU

Serving the w After completing his studseven at Xsel ies in Real Estate Sales and Marketing back in lished an imp 2004, Andrew Kyriacou clientele to da began building his pro- to deliver resu fessional foundation in philosophy is Adelaide. Then, when the parency, gettin opportunity arose to cut motivations a CHRIS KELEPOURIS ANDREW KYRIACOUhis teeth in the industry Andrew expla NICK SMITH abroad, Andrew took off selling a prope first working After graduating from Xavier college, Nick the experiencetoandLondon, determination to negotiateent. It’s so im 19 people 20 at Harrods followed a isjourney is an Smith decided that with his natural the best price for them 23 at the end. Mybyfocus tenure one of firsttheir goals eff skills and his exceptional business acumen, he always puttingsuccessful my client’s best at interests Having firsthave entered a real fi esA Reeder “In this business you was a natural for the real estate industry. After Five years ago Stuartand foremost.” North Asto a keep leader, London’s premier at the tender age of six we two years in non-real estate sales, 13 years ago was at crossroads in life and real yourestate physically and mentally on whe top approach companies. Yatman’s of real estate Nick finally made the leap into the industry that decided to make a career Nick’s above beyond tofessional offic After happily in and says andapproach hereturning hits extends thetolove gym to work ot throughout his childhood. “M is now his passion. “It’s funny, I think the idea his marketing as well. He takes a comprehensive their Australia 2010, Andrew has since cultivated Real Estate. He back wasin lookto four times aguaranteeing He is working asays. spon“ all inweek. realasestate,” of being in real estate had been with me for a marketing his listings, eachhe individu an impressiveapproach career to path and currently serves where he exposure team and helps produce twoalong fundrai mysurefire father’s office long time. There is a photo of me when I was ing for something maximum therefore maximum in our Xsellwit P the Director of Xsell Property. Alland in all, his ter.” He often came into the six years old pretending to be an auctioneer, so could be working results. “Obviously I use the internet and social self- employed and them as well as delivering gifts for way,” Andrew style is driven by a commitment to superlayoungster and as a teenager b I guess you could say I was almost destined to have limitless media, with targeted ads, but I Stuart still utilise more potential. After andand Easter. also enjoys travell become the be tive service, modern marketing, customised care NICK SMITH JOHN YATMAN REEDER eventually get intoSTUART this industry, and it really has traditional techniques such as ing the in local paper “I was really willingly. client. In fact, Andrew’s service hasright now his w five yearsforinevery business Stuart with top his tier family. But been an amazing fit.” and producing impressive high realquality estate brofrom a young ag To market lis netted his office multiple recognitions, including five is one of the fastest growing his business haschampagne been growing abou chures. I also hold VIPone openoffor with that hisinspections favorite pastimes is touring display ho 2017 Rate My Agent Awards and a Top 5 Agent ranking power of new In addition to his Certificate IV in Business Development, catering, that have been really Whatever I can agents in and Australia’s Gold year withthat noJohn signs slowing his fiancée, it’s successful. clear wasofby no meansdow force use of video in-state Andrew himself—all of which are derived Nick is a fully licensed agent and auctioneer and was previ-With do Ray I do,for and I’m always looking for innovative and creative family business. Coast. White Real most the chase,” he admits. “I ating love workin informa clients. by the people that matter ously a finalist in the Victorian State Auctioneer Competition. ways to get my properties to stand out.”

STUART REEDER

JOHN YATMA

CONTENTS

Estate he has been named an Elite Performer putting him price for a property and seeing my Nick is currently a partner with Nelson Alexander at their IvanAs a licensed real estate agent since 2008, John covers among the top 2 percent of their agents and in butwith wowed at the end of hoe Office. A lifelong local, Nick specializes in Inner-Eastern Nick worldwide is actively involved his community and through his the process Sydney area, a strong focus on Canterbury-Bank 21) HOW TO 13) YOUR SECRET 4) 6 THINGS Melbourne, in particular theAgent cities ofalso Banyule and Boroondcompany he as helps to sponsor local schools and sports. His Rate YOU My recently recognized Stuart Agent no stone unturned to achieve premiu trict, through his family’s Ray White Punchbowl of ara, where he has secured record-breaking prices for multiple company also organizes volunteer events throughout the office has been in operation for over 30 years right in th of The Year for the Bundall/Sorrento suburbs. As a longTHROW A CLIENT PRESENTATION NEED TO DO TO BE properties. He is proud to hold the current Banyule record and year, that Nick looks forward to participating in. When he of the area, says John. A lifelong resident timeoutGold Coast resident Stuart andisn’this family Punchbowl,” have APPRECIATION A strives GREAT MENTOR to constantly do himself year after WEAPON year. working, Nick enjoys going to local restaurants, travelrently works as an independent agent. In addition to him lived in the area for over 30 years anding, hisplaying extensive local EVENT and watching a variety ofoffice sports and unwinding NO ONE White Punchbowl owned by his father includes With an unsurpassed level of expertise in the market that he with friends. knowledge and impressive negotiating skills have helped sales agents and a property management division. WILL FORGET represents, it’s nomake surprise thataNick is a highforce producing agent. him powerful in the industry in a remarkably It is his dedication to using his considerable knowledge and Nick would like toFor continue helpvendors, his officeJohn grow,provides making passion for buyerstoand short time. “It’s always been a goal ofthem mine to be a milexperience that allows him to achieve exceptional results for a clear market leader in the local area while he conand deep knowledge in this aggressive marketplace. A lion dollar agent and I hope to make that each and every client. tinueshappen to growby hisnext own reputation as one of Melbourne’s he receives a great deal of repeat and referral busines agents. love what I do. Every day is challenging year.” He is currently ranked numberleading 2 agent in a“Ients sales appreciate his professionalism, responsiveness, n Nick credits hisforce energy, open communication and his and diverse. I feel very fortunate that I found my passion and Phone 888-461-3930 | Fax 310-751-7068 of his 35 agents. skills and innovative marketing. “It’s all about bein tenacity for much of his success. “I really do whatever it takes

I really couldn’t see myself doing anything else. It’s a lifelong

following through on what you promise you’ll do and b mag@topagentmagazine.com | energy www.topagentmagazine.com to get my clients the best results. I have the to put career for me, and my goal is to improve year upon year, and

parent,” says John, who builds trust with clients. “You credits his willingness to give instarts his customer in the long and Stuart sometimes hard hours that are required and 150% that all with putting people first.” No portion of this issue may be reproduced in any manner whatsoever without prior consent of thethe publisher. over-service client,”Top heAgent says, explaining the imp service for his impressive sales record. “Buying or selling Magazine is published by Feature Publications GA, Inc. Although precautions are takengiving to ensure thefeedback, accuracy of published regular being in touch daily and keep home iscannot oftenbeone the biggest decisions a family willsupplied materials, Top Agent aMagazine heldof responsible for opinions expressed or facts its authors. up-to-date on by every step of the transaction. “Quite ofte everaddress, make,” heinquiry says. “It’s a huge responsibility that they’re To subscribe or change send to mag@topagentmagazine.com. nervous, so you have to help them feel at ease.” A li thyby goes a long way. “After selling my own place, I u Published in the U.S.entrusting me with so I absolutely have to do right exactly them and get the best possible price available in the mar- what it’s like to go through the experience. “ provide to my client’s the service that I would want an a ket,” he says. “My team and I leave nothing to chance to for me when selling orTop buying.” Agent Magazine

achieve this for my clients.” He works with a handpicked team including a personal assistant a telemarketer and a

mailto:mag@topagentmagazine.com

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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CHRIS KELEPOURIS Top Agent Magazine

Overseeing a staff of more than 80 personnel, Chris Kelepouris’ dedication to his industry and to all his customers has resulted in a stellar reputation for honesty, dependability, and integrity. CHRIS KELEPOURIS Top Agent Chris Kelepouris, Principal Director of the Oakleigh-based office of Ray White Real Estate in the Melbourne area has made a name for himself as an agent who provides the very best in client service. Overseeing a staff of more than 80 personnel, Chris’ dedication to his industry and to all his customers has resulted in a stellar reputation for honesty, dependability, and integrity. With a repeat/referral rate of over 70%, he and his team are clearly doing something right. “I think it’s definitely the service we provide that sets us apart from our competition,” he says. “The way we present ourselves, and the level of com8Copyright Top Agent Magazine

munication we have with all of our clients. We’re constantly in contact with them.” Chris and his team primarily service the Southeastern suburbs of Melbourne, an area that has grown exponentially in recent years and has seen median home prices jump from $500,000 just seven years ago to $1,000,000 today. “The thing that makes this area very popular is that we’re in an area with excellent transportation. We have several freeways, two major universities nearby, and a major hospital, so there are a lot of reasons why the area attracts people. We’ve got a really good demographic of professional people moving in.” The area also has diversity in the types Top Agent Magazine

of homes available to buyers. “We’ve got one area that has a lot of period homes, so we also specialize in that. People in Victoria love period homes. It’s a really good combination of real estate around us.” Chris has a passion for life and for real estate that is often remarked upon, as is his unbridled energy and enthusiasm. “I learned early on that in real estate the person who has the most passion and energy is the person in the room people will gravitate towards. People have to believe in you, and you must have that light that shows through and radiates. Property must be in your heart, you have to see it and believe it Top Agent Magazine

or you will be average…and there’s a lot of average out there.” A positive outlook has served Chris well and has played a critical role in his success. “I’m still amazed at how many people you can infect – or change their mindset – just by being positive, no matter the situation. My clients feel safe, they know I can help and I will. And if I can’t answer their questions I will guide them in the right direction. I genuinely want to help people,” says Chris. While studying to be an accountant, Chris realized at a very young age that the number-crunching world was not for him. “I’d Copyright Top Agent Magazine9

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spend ten hours behind a desk. A friend of mine was actually in real estate at the time, and I loved the freedom that he had to be wherever he wanted to be, whenever he wanted to be, and that sounded more like the style I wanted.” Making the move to real estate in 1988 at the age of 22, he began working at an office during what he calls the “sink or swim” period, “when they basically gave you a desk and a phone, and said ‘now make us some money.’ I had a job, and I did my job. Then three years later, I opened my own office, where I still work today.” There are a number of things that Chris likes best about what he does, and tellingly for someone whose reputation is one of concern Top Agent Magazine

for his clients, closing transactions is not among them. “I like that I get to be a mentor and a coach to so many staff. I really get a buzz out of training, and I get even more of a buzz when I’m able to match the right client with the right property. It’s a fascinating job because you get to spend so much time with so many different people, and each of them has a story. It becomes very personal, and I love that.” When he’s not working, Chris is an avid motor sport fan, and enjoys traveling and spending time with his wife and kids on holidays. “I’m very grateful,” says Chris, “for all the opportunities that I’m given on a regular Copyright Top Agent Magazine 11

basis. It’s been amazing that our clients keep coming back and giving us those opportunities. When asked what advice he might have for up and coming agents, Chris is thoughtful: “This job is about passion, enthusiasm, energy, and

most of all, self-motivation. Work with your heart, bring in the passion and the rest will follow. Real estate is all about people. Be you with a spark, and if you lose that spark, it’s time to step out.”

For more information about

CHRIS KELEPOURIS,

please call 0418 387 047 or email Chris.Kelepouris@raywhite.com Copyright Top Agent Magazine 12

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Your Secret Presentation Weapon by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best? Here’s how. “The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition. “I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?” Top Agent Magazine

Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly. Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day. A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.” AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price. This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 14

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only been viewed by my buyers. It’s fun for me. It’s the best way to give you the competitive edge.” C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?” You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf. A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like? The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction. Top Agent Magazine

The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them. The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process. In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them. This is an advanced skill that raises your effectiveness and enhances your relationships and your results. It requires preparation and practice. It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. Copyright©, Rich Levin. All rights reserved. 15

ANDREW KYRIACOU After completing his studies in Real Estate Sales and Marketing back in 2004, Andrew Kyriacou began building his professional foundation in Adelaide. Then, when the opportunity arose to cut his teeth in the industry abroad, Andrew took off to London, first working at Harrods followed by a successful tenure at one of North London’s premier real estate companies. After happily returning to Australia back in 2010, Andrew has since cultivated an impressive career path and currently serves as the Director of Xsell Property. All in all, his surefire working style is driven by a commitment to superlative service, modern marketing, and customised care for every client. In fact, Andrew’s top tier service has netted his office multiple recognitions, including five 2017 Rate My Agent Awards and a Top 5 Agent ranking in-state for Andrew himself—all of which are derived by the people that matter most - clients.

Serving the whole of Adelaide, Andrew leads a team of seven at Xsell Property. His boutique firm has established an impressive 85% rate of repeat and referral clientele to date—a testament to their consistent ability to deliver results. In that vein, Andrew and his team’s philosophy is governed by communication and transparency, getting to the heart of each clients’ overarching motivations and goals. “It’s all about the journey,” Andrew explains. “Everyone has a reason why they’re selling a property and every client and property is different. It’s so important to understand what each person’s journey is and then craft a specific strategy to meet their goals efficiently, achieving a positive outcome.” As a leader, Andrew abides by the same personalised approach when governing his team. He inspires a professional office environment wherein agents can tailor their working style to suit their strengths, allowing each individual to shine. “We encourage every person in our Xsell Property family to stand out in their own way,” Andrew says. “While it’s my job to help my team become the best agents they can be.” To market listings, Andrew is a big believer in the power of new media. Accordingly, he makes effective use of video marketing to reach specific buyers, creating informative, immersive, and fun presentations that stand apart from the traditional fare. “In a market with lots of competition,” he says, “it’s important that we attract attention in a positive way.” Likewise, Andrew and his team distribute listings across the leading digital listing platforms and leverage their sizeable, systematic database to ensure each property receives maximum exposure online and through word of mouth. Andrew’s fresh and timely approach to marketing has even yielded attention Copyright Top Agent Magazine

back during the Christmas season through outreach to the homeless. In his free hours, Andrew enjoys staying fit and active, participating in futsal, and cheering on his favourite sporting teams.

from local media, and he’s become an author on the topic of the real estate tools necessary to sell big. His book, Real Advice: How to Sell Your Home for Top Dollar is further evidence of the keen insight he’s gleaned from several hard-won years in the industry trenches. To keep in touch with clients, Andrew’s methodical approach ensures regular contact throughout the year with those he’s served in the past. From phone calls and text messages to e-mails and holiday and birthday cards, checking in is made easy with an in-depth management system in place.

As for the future of his enterprise, Andrew has plans to curate steady growth year over year, exercising selectivity in compiling new agents to his tightknit team. Today, equipped with more than a decade of experience and an incisive eye toward the future, the years still to come are sure to be busy and brilliant for Andrew Kyriacou and his team at Xsell Property.

As part of Adelaide’s small business community, Andrew makes an effort to stay engaged both professionally and charitably. Not only are he and his team strong believers in giving back to support certain charities ongoing throughout the year, they also make it a point to give

To learn more about Andrew Kyriacou visit xsellproperty.com.au or call 011-61-433-047-300 www.

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STUART REEDER Five years ago Stuart Reeder was at crossroads in life and decided to make a career in Real Estate. He was looking for something where he could be self- employed and have limitless potential. After five years in business Stuart is one of the fastest growing agents in Australia’s Gold Coast. With Ray White Real Estate he has been named an Elite Performer putting him among the top 2 percent of their agents worldwide and Rate My Agent also recently recognized Stuart as Agent of The Year for the Bundall/Sorrento suburbs. As a longtime Gold Coast resident Stuart and his family have lived in the area for over 30 years and his extensive local knowledge and impressive negotiating skills have helped make him a powerful force in the industry in a remarkably short time. “It’s always been a goal of mine to be a million dollar agent and I hope to make that happen by next year.” He is currently ranked number 2 agent in a sales force of 35 agents. Stuart credits his willingness to give 150% in his customer service for his impressive sales record. “Buying or selling a home is often one of the biggest decisions a family will ever make,” he says. “It’s a huge responsibility that they’re entrusting me with so I absolutely have to do right by them and get the best possible price available in the market,” he says. “My team and I leave nothing to chance to achieve this for my clients.” He works with a handpicked team including a personal assistant a telemarketer and a media assistant who helps Stuart personally deliver over 170 industry magazines monthly to residents in his area as a token gesture. This helps him build relationships and keep in touch with potential clients. “I want to be their real estate agent before they even need one,” Stuart says. “It’s a lot easier for someone to trust in your services when you have already gotten to know them and they can see your dedication and integrity.” Stuart also uses his extensive database to send out quarterly market reports and advertises his properties online as well as in local newspapers. He even makes good old fashioned daily phone calls to past and prospective buyers and sellers to see if he can be of any assistance. Top Agent Magazine

“In this business you have to keep fit and healthy to ensure your physically and mentally on top of your game,” Stuart says and he hits the gym to work out with a trainer three to four times a week. He is a sponsor for a local sports team and helps produce two fundraising events a year for them as well as delivering gifts for charity on Christmas and Easter. Stuart also enjoys travelling a few times a year with his family. But right now his work is his passion and his business has been growing about twenty percent every year with no signs of slowing down. “I love the thrill of the chase,” he admits. “I love working to negotiate the best price for a property and seeing my clients not just happy but wowed at the end of the process. My team and I leave no stone unturned to achieve premium results.”

For more information on

STUART REEDER

please call 0451 304 416 or email stuart.reeder@raywhite.com Copyright Top Agent Magazine 19

NICK SMITH After graduating from Xavier college, Nick Smith decided that with his natural people skills and his exceptional business acumen, he was a natural for the real estate industry. After two years in non-real estate sales, 13 years ago Nick finally made the leap into the industry that is now his passion. “It’s funny, I think the idea of being in real estate had been with me for a long time. There is a photo of me when I was six years old pretending to be an auctioneer, so I guess you could say I was almost destined to eventually get into this industry, and it really has been an amazing fit.” In addition to his Certificate IV in Business Development, Nick is a fully licensed agent and auctioneer and was previously a finalist in the Victorian State Auctioneer Competition. Nick is currently a partner with Nelson Alexander at their Ivanhoe Office. A lifelong local, Nick specializes in Inner-Eastern Melbourne, in particular the cities of Banyule and Boroondara, where he has secured record-breaking prices for multiple properties. He is proud to hold the current Banyule record and strives to constantly out do himself year after year. With an unsurpassed level of expertise in the market that he represents, it’s no surprise that Nick is a high producing agent. It is his dedication to using his considerable knowledge and experience that allows him to achieve exceptional results for each and every client. Nick credits his energy, his open communication and his tenacity for much of his success. “I really do whatever it takes to get my clients the best results. I have the energy to put in the long and sometimes hard hours that are required and

the experience and determination to negotiate the best price for them at the end. My focus is always putting my client’s best interests first and foremost.” Nick’s above and beyond approach extends to his marketing as well. He takes a comprehensive approach to marketing his listings, guaranteeing maximum exposure and therefore maximum results. “Obviously I use the internet and social media, with targeted ads, but I still utilise more traditional techniques such as the local paper and producing impressive high quality brochures. I also hold VIP open for inspections with champagne and catering, that have been really successful. Whatever I can do I do, and I’m always looking for innovative and creative ways to get my properties to stand out.” Nick is actively involved in his community and through his company he helps to sponsor local schools and sports. His company also organizes volunteer events throughout the year, that Nick looks forward to participating in. When he isn’t working, Nick enjoys going to local restaurants, traveling, playing and watching a variety of sports and unwinding with friends. Nick would like to continue to help his office grow, making them a clear market leader in the local area while he continues to grow his own reputation as one of Melbourne’s leading agents. “I love what I do. Every day is challenging and diverse. I feel very fortunate that I found my passion and I really couldn’t see myself doing anything else. It’s a lifelong career for me, and my goal is to improve year upon year, and that all starts with putting people first.”

To learn more about Nick Smith call 0425 755 238 or email NSmith@nelsonalexander.com.au 20

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estateâ&#x20AC;&#x201D;an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year. Top Agent Magazine

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and youâ&#x20AC;&#x2122;ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests. Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion22

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

Top Agent Magazine

JOHN YATMAN Having first entered a real estate office at the tender age of six weeks, John Yatman’s love of real estate took shape throughout his childhood. “My family’s all in real estate,” he says. “I work at my father’s office along with my sister.” He often came into the office as a youngster and as a teenager began coming in willingly. “I was really drawn to real estate from a young age.” Given that one of his favorite pastimes is touring display homes with his fiancée, it’s clear that John was by no means forced into the family business. As a licensed real estate agent since 2008, John covers the entire Sydney area, with a strong focus on Canterbury-Bankstown district, through his family’s Ray White Punchbowl office. “Our office has been in operation for over 30 years right in the heart of Punchbowl,” says John. A lifelong resident of the area, John currently works as an independent agent. In addition to him, the Ray White Punchbowl office owned by his father includes four other sales agents and a property management division. For buyers and vendors, John provides passion for real estate and deep knowledge in this aggressive marketplace. As a result, he receives a great deal of repeat and referral business. His clients appreciate his professionalism, responsiveness, negotiation skills and innovative marketing. “It’s all about being honest, following through on what you promise you’ll do and being transparent,” says John, who builds trust with clients. “You’ve got to over-service the client,” he says, explaining the importance of giving regular feedback, being in touch daily and keeping clients up-to-date on every step of the transaction. “Quite often, they’re nervous, so you have to help them feel at ease.” A little empathy goes a long way. “After selling my own place, I understand exactly what it’s like to go through the experience. “I want to provide to my client’s the service that I would want an agent to do for me when selling or buying.”

John also puts clients at ease by keeping up with his continuing education in real estate as part of the well-known Real Estate Gym run by Tom Panos (An affluent Sydney Auctioneer & arguably the best real estate coach available) and along with every member of Ray White Punchbowl. In fact, he regularly attends functions and seminars to remain current on all of the technological, legal, social and marketing changes of real estate. For vendors, John is known for selling homes in record time at good prices and for running effective auctions. In marketing properties, John takes advantage of the resources available through Ray White, the largest real estate company in Australia. “We also tailor our marketing packages to the specific needs of the vendor and the strengths of their properties,” he says. “Each home is unique and each vendor is unique.” Marketing packages include significant online marketing through top ads on real estate portals targeted at a number of languages. John advertises in Chinese, Bangladesh, English, Vietnamese and Korean, to name a few. “Of course you’ve also got to target the local area,” he says. “But we’ve got buyers coming from everywhere and from all backgrounds.” By staying in touch with his clients personally, John realizes the impact he has had on them, even years down the road. “I’ll send them cards for occasions, but I also call them on the phone,” he says. “You learn a lot through a phone conversation that you can’t by sending them a letter.” He enjoys maintaining relationships with clients and hearing from them years after a positive experience. “Watching people make a change by selling or buying, and seeing how happy they are to give you a referral or a testimonial is worth a million dollars or more,” says John. He plans to hire a customer service manager within the next year so that he can spend even more time with clients and meeting more people. Through real estate, John is thrilled to be able to support the local schools and charities in the community where he was born and raised. “I grew up here, attended the local schools and I’m looking forward to growing my business here for a long time to come” he says.

To learn more about John Yatman, visit raywhitepunchbowl.com.au/agent/john-yatman/#, email john.yatman@raywhite.com or call +61-423-344-868 www.

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Top Agent Magazine