Australia 7-31-17 by Top Agent Magazine

AUSTRALIA AUSTRALIA EDITION EDITION

CHRIS DELFSMA

MARK JENSEN

ADRIAN ABEL

JOHN COSTANZO

RAY NICHOLSON

VERONICA PEREZ

MARK ROBINSON

AUSTRALIA EDITION

CHRIS DELFSMA

MARK JENSEN

ADRIAN ABEL

JOHN COSTANZO

RAY NICHOLSON

VERONICA PEREZ

MARK ROBINSON

CONTENTS 4) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES 9) 5 REASONS WHY YOU NEED A MENTOR

13) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

21) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

17) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. 6

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CHRIS DELFSMA 7

CHRIS DELFSMA With a characteristic bold move, Chris Delfsma jumped into real estate feet first, opening his own office from scratch in 1999. Within in two years he was the market leader in the area and he’s been in the Top 10 Century 21 Australia realtors many years running. “If you do everything right in a small community, people notice,” Chris says. Located in the Blue Mountains, about an hour west of Sydney, he serves many first time buyers who have been priced out of the Sydney market and want to buy a home in the Blue Mountains so they can commute back to work in Sydney. They soon find there are advantages to living alongside a World Heritage National Park–the gorgeous gorges and plateau are dominated by eucalypt forests, providing beautiful vistas the city certainly doesn’t have to offer.

says. When he isn’t working, Chris finds excitement racing cars. An accomplished musician, he often writes and plays music with his friends. He also deeply enjoys spending time with his children. For the future, Chris plans to continue focusing on his business so that he can both serve his clients and provide a strong education for his children. Now that’s a dream worth pursuing!

A staggering 80 to 90% of Chris’s business comes from repeat or referral clients. What keep his clients coming back at such high rates? “We always focus on customer service and we never compromise to do a deal,” Chris says with conviction. “We will always go for the best possible outcome we can for the client, even if it means we don’t get the result that is personally best for us. We’ve always done it that way.” Chris’s relaxed, unpretentious manner appeals to clients, who appreciate his calm, straightforward style. He has a strong team consisting of a marketing specialist, a transaction specialist and his longtime personal assistant who recently moved into a role as a sales associate. To keep in touch with past clients, Chris sends out Christmas cards every year, and calls them occasionally to touch base. For marketing, Chris always uses a tailored approach. “I think it’s important to get the product out there in the best way you can from day one,” Chris says. He meticulously writes and edits all materials and ensures they are client-approved before they go out via online or print media. It’s this attention to detail that results in Chris’s favorite part of the job: having satisfied clients. “Getting people the outcome they want and exceeding their expectations has been the most satisfying part of the job,” Chris says. Having grown up in the Blue Mountains, Chris is deeply involved in the community and provides support to the local soccer and bowling clubs, as well as to local schools. He also sponsors community fairs and other events. “We have no expectations of direct results from that. That’s simply something we do to support the community,” he Copyright Top Agent Magazine 8

To find out more about

CHRIS DELFSMA,

contact him by mobile phone at: 0416010987 or email at: century21lawson@century21.com.au Top Agent Magazine Copyright Top Agent Magazine

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 10

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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MARK JENSEN

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MARK JENSEN Mark Jensen hadn’t anticipated a leading role in the real estate industry. In fact, he was at the helm of a thriving career at one of Australia’s top ten companies, Wesfarmers, when he and his wife relocated from Sydney to the Gold Coast. After they had arrived and fallen in love with the area, the prospect of another relocation loomed and Mark decided to change course and put down roots. His wife was hoping to find a home that would speak to her family’s long term needs, and Mark enlisted the services of the local real estate office. He and his wife secured their dream home in less than twenty-four hours, and intrigued by the process, Mark jokingly inquired with his agent about job opportunities in the business. Encouraged by his agent’s inviting response, Mark soon began the process of joining the office and twelve years later, he’s never looked back. Today, he has partnered with Jared Hodge to spearhead their efforts at Ray White Palm Beach in Queensland, where Mark’s philosophy is informed by humility, detailed service, and forthright communication. Primarily serving the southern end of the Gold Coast, Mark leads his own team of four, comprised of an executive assistant, a personal assistant—his wife, Robyne, an administrator, and recently his daughter even joined the ranks. With more than fifty percent of his business stemming from repeat clientele and another 25% propelled by referrals, Mark’s professional approach is defined by honesty and candor. “I love helping people and providing solutions for their homeownership goals,” he says. “My work is all about honesty and building relationships through that. I’m also straight with people. I want to exceed expectations, but I always tell the truth and am fair in setting realistic expectations. In this industry, people are your business and trust is really important.” Likewise, Mark cites consistency and perseverance as two of the main drivers of his success

to date, noting that today’s competitive market demands persistence and follow through. Demonstrating those key tenets, Mark has earned multiple designations as part of the Sales Elite Club from 2006 to 2014, and as part of the Alan White Elite from 2015 through 2017. To keep in touch with his past clients, Mark’s office has detailed systems in place to keep tabs on those he’s served in the past. He connects by phone and e-mail to stay frontof-mind with former clientele, and also counts on the organic relationships he’s cultivated over the twelve years he’s been in the business. To market his listings, Mark and his office take a multifaceted approach that blends print publications, digital marketing, and social media to ensure that no stone is left unturned when it comes to securing maximum exposure for each property. Likewise, Ray White’s powerful company name and influence go a long way in yielding high visibility and sourcing ideal buyers. To give back to the local Gold Coast community, Mark’s office has recently begun sponsoring the local soccer club and he personally stays active through refereeing and participation with the Palm Beach Touch Football Association. In his free hours, Mark enjoys spending time with his family and loved ones, in addition to taking long walks through nature and swimming at the nearby beach. He and his wife also enjoy following V8 Supercars, with Triple 888 and DJR Team Penske as new favorites. As for the future, Mark and his partner Jared have strategic plans in place to continue growing their thriving office, with hopes to increase their position by 50% in the coming year. Now, with an unconventional entry into the business and twelve storied years behind him, Mark Jensen is primed and ready to take on whatever the next chapter may hold.

To learn more about Mark Jensen visit markjensen.raywhite.com, e-mail mark.jensen@raywhite.com, or call 011-61-410-439-950 www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental. Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 13

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try.

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

2 Repeating a mantra can be very calm-

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

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

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

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine

ADRIAN ABEL Adrian Abel began his career in real estate back in 2004. After first launching a successful real estate imprint alongside a business partner to create Abel McGrath, Adrian decided to strike out on his own in 2015. Since then, his practice has continued to skyrocket, housing sixty-plus agents and executing transactions on behalf of buyers and sellers across Perth’s Golden Triangle and beyond. Today, Adrian has thirteen years of experience under his belt, along with an ethos fixed on personal responsibility, follow-through, and a genuine investment in his clients’ successes. Catering to the western suburbs of Perth, Adrian leads a sizable and energetic team across multiple offices in Leederville, Subiaco, Cottesloe, and the Swan Valley. “We’re a very well-oiled machine that produces results,” Adrian explains. “We don’t take anything for granted. We make an effort to be top-of-mind for our clients all the time and to remain relevant. Clients know we are selective, have a good market share, and demonstrate continual proof of our success.” In that vein, Adrian describes his working philosophy as one epitomized by focus, knowledge, and diligence. In fact, with 40% of his clients returning for repeat business and the remaining percentage driven by referrals and successfully implemented marketing campaigns, Adrian’s business continues to boom. Armed with years of hardwon experience and knowledge of the area’s market and inventory, Adrian makes an effort to train and mentor up-and-coming agents as they enter the industry and set the course for their own careers. Accordingly, he began Abel Academy, arming young real estate professionals with the tools, training, and resources necessary to succeed in an industry that’s ever-changing. To market his listings, Adrian takes a decidedly modern approach in incorporating incisive digital media techniques. In addition to using the leading online listing platforms to ensure maximum vis-

ibility for properties, he also makes use of social media’s vast influence to connect with potential buyers. Likewise, Adrian is attentive in cultivating a sizable network and database of past clients and fellow industry colleagues, allowing listings to be seen by a plethora of already registered buyers and gain traction through word-of-mouth. To keep in touch with past clients, Adrian continues to curate his database and sends out well-timed media of import: from market updates and appraisals to weekly e-newsletters that keep clients in the loop when it comes to industry developments and opportunities. Adrian’s presence in his local community is well-established through charitable giving, sponsorships, and civic engagement. His involvements include sponsorships of the local schools and tennis clubs, in addition to his company’s support of the homeless through the Salvation Army. Adrian is also connected to a charity called the Platypus Foundation, which supports northern Vietnamese communities through educational efforts. To give back on a local level, Adrian and his office also host giveaways and prize events. Recently, they gave away free tickets to see a performance of Frozen to a mother and her children, simply in the spirit of kindness and community. In his free hours, Adrian most enjoys spending time with his family, occasionally getting away to their cottage in the Bush for its remote peace and quiet. As for the future, Adrian is in the midst of implementing a strategic growth plan to create additional offices up the coast. With Abel Properties growing year-over-year and staff sizes increasing accordingly, the time is ripe to expand their services to new offices to best serve the public in the pursuit of homeownership. Today, with more than a decade of insight in his arsenal, and a long-term vision for continued success, the best is assuredly still to come for Adrian Abel and his team at Abel Property.

To learn more about Adrian Abel visit abelproperty.com.au, e-mail Adrian@abelproperty.com.au, or call 011-61-410-564-304 www.

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JOHN COSTANZO could result in capital growth. “We are experienced in that. We’ve done property development ourselves. We’ve done a lot of renovations. We’ve bought and sold a lot of properties in the area, because we are real estate people. So when we speak to a buyer, we speak with authority about what work should be done and the relevant costs. That gives them peace of mind.”

John Costanzo’s passion for real estate is in his blood. “As a family we’ve always been involved in real estate. My dad bought and sold property as I was growing up. I’m in business with my brothers–they were both in real estate before I came into the business.” The “newcomer” to the family business of Chambers Real Estate, John has been selling properties for 26 years and he brings his decades of expertise and lifelong enthusiasm to every transaction. John works with his two brothers in an independent office along with four other sales staff, a sales administrator, and a property management team. With an office in Fitzroy North, they serve primarily the inner city of Melbourne, covering all the surrounding suburbs as well, including: Carlton North, Fitzroy, Carlton, Clifton Hill, Northcote, and Brunswick. They also sell properties in other suburbs for select clients. “My brothers and I grew up in the inner city, so we understand the area and have seen the changes over time,” John says. “This is in stark contrast to a lot of our competitors who have come to the area more recently, some of which do not actually own real estate in the area.” With a 65-75% repeat and referral rate, John and his team know how to keep their customers coming back with attentive, tailored service. “Every property we list, we treat it as though it’s our own,” John says. “Our clients get special treatment. We’ve never had a property that we’ve marketed that’s gone to another agent for sale. That’s something we are quite proud of.” What sets John and his team apart from his peers? They take their responsibilities to their vendors very seriously, but in that process they also treat buyers with deep respect. They never hesitate to explain how certain work on the property

To keep in touch with former clients, John and his fellow agents make regular calls. “We build that friendship over the years,” John says, “which makes it easy for clients to reach out with questions without feeling there will be undue pressure from us to try and list their property. So they know they can call us anytime. We build a friendship more than a client/agent relationship.” To market their listings, John and his team use the main online real estate portals and social media, as well as more targeted marketing strategies for particular property types. “We think outside the box and each property gets individual treatment,” John explains. What does John love most about his work? Meeting people from all walks of life and helping them with what might be an once-in-a-lifetime transaction. “To be part of that, to help someone find their dream home–be it a multi million dollar home or a small apartment–is really rewarding,” John says. In the community, John participates in school fundraisers and donates to local charities. He enjoys spending time with his family and staying fit by going to the gym as often as possible and running. For the future, he wants to continue building up his property management department and giving 100% effort on behalf of his clients. “We are a family business. All of our clients are like part of our family–like a family member that we like,” he says with a chuckle. “We give them the best we can!” Now that’s a career philosophy worth standing behind!

To find out more about John Costanzo, contact him via email at john@chambersre.com.au or check out his webpage at chambersre.com.au www.

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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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RAY NICHOLSON Ray Nicholson always had an interest in real estate. Fifteen years before he took the leap to become an agent, he even owned a computer software business that catered to real estate professionals. Likewise, he dabbled in the industry through investment properties of his own, with the help of a trusted friend who happened to be an agent. After Ray’s children were of age, he took his friend’s frequent encouragement to heart and decided to pursue his own license. That was back in 1998 and since then, Ray has charted a prosperous and client-centered course. Today, he is fueled by a professional philosophy grounded by integrity, expert insight, and a genuine affection for those he serves. Primarily servicing the south of Brisbane, Ray’s office is based in Shailer Park where he works alongside his daughterin-law. In fact, Ray has a recurrent family-oriented streak, as his son Keith is the current Principal at Ray White Shailer Park—a position once held by Ray that he has since passed along to his son, in order to return to a role in sales. With a hearty rate of repeat and referral clientele that constitutes the vast majority of his business, Ray recognizes the value of positive word-of-mouth and sustained professional relationships. Accordingly, his method is steeped in professionalism, forthrightness, and the golden rule. “We only have two rules in our office,” he explains. “Don’t tell anyone a lie, and treat people how you wanted to be treated yourself. I’ve always worked by that philosophy. If you provide good service, there’s no reason for people not to come back to you. We look after people, treat them properly, and do everything we can to help.” Not only does Ray have a keen eye and memory for properties that serves his clients well, but he also has a seasoned knack for negotiating. “I really enjoy negotiating contracts,” he explains. “As a real estate agent, you wear all kinds of hats—one for buyers, one for sellers, and another for brokering deals. I always try to do the right thing by people on both sides of an agreement. It’s important to be fair to all parties involved.” It is that ethical sense of balance that continues to

drive repeat and referral business steadily over the course of nearly twenty years as an agent, amounting to an impressive 73%. “I’m very committed,” Ray reflects, “and I absolutely love real estate. That’s my major asset. My work is a matter of listening to what a buyer really wants and helping them find exactly that.” To market his listings, Ray is committed to utilizing cutting-edge digital technologies to ensure a broad reach for each property. In addition to making use of the leading online listings platforms, he also taps his sizable network and even runs the occasional print ad in the local paper to ensure regional exposure. To keep in touch with those he has served in the past, he makes it a point to check in a few times a year, catching up by phone or e-mail, or even stopping by if he’s in the neighborhood. “Face-to-face interaction is always the ideal way to do business,” he says. As a long-time member of the community—amounting to thirty storied years in the area—Ray’s own children graduated from local schools and as a result, he’s an expert in the market and inventory. Logan City is an area he knows well and cherishes, and as such he regularly participates in various charitable and cultural offerings around town. For ten years, he has served on the committee for Springwood Little Athletics, and for seven of those years he led their efforts as Centre Manager. Likewise, he was the coach of the Logan City Junior Rugby Union and Queensland representative teams. In his free hours, Ray relishes spending time with his two granddaughters and family, while enjoying the occasional round of golf. Considering the years to come, Ray has plans to continue alongside his thriving, family-oriented team, while fostering up-and-coming agents amidst their own professional growth. With close to twenty years of industry acumen to his name, along with a genuine passion for his work serving others, the future ahead is bound to be bright for Ray Nicholson and his team.

To learn more about Ray Nicholson e-mail ray.nicholson@raywhite.com or call +0413 150 024 Top Agent Magazine

VERONICA PEREZ With almost 23 years in the industry, Top Agent Veronica Perez of PRDnationwide Real Estate has firmly established herself among the top echelon of agents currently working in the Eastern Suburbs of Sydney, Australia. Veronica began her career in 1991 at the age of 25, when she decided she wanted to try her hand at sales, and real estate seemed a practical option. She interviewed and began working immediately for a company that had a mere 3% share of the local market. Within a few short years, she was responsible for increasing that share to 27%, no small feat. Thirteen years ago Veronica ventured out on her own and opened her own business with her business partner and one assistant. Today, her office in Maroubra employs fifteen support staff. Veronica credits her staff for much of her success. “We really make sure we do everything we can to help our clients,” she says. “Every member of my team has been with me for at least five years, and we know each other really well, we know how to assist our clients and provide really great customer service.” This focus on client service has resulted in a rate of repeat and referral business that hovers between 50 – 70%. “It’s the care factor,” says Veronica. “I care so much for my clients. I get really emotional about making sure that everything goes as planned, as much as I’m able to in real estate. It’s not always easy, but I really want to make sure that they know they’re in good hands. I’m really proud of how we take care of our clients.” Currently ranked among the top 1% of all realtors in the PRDnationwide networks, she has also achieved a 98% clearance rate of properties sold either prior to or at auction. She is also a

fifteen-time winner of PRD’s prestigious Platinum Award, and has been named the Most Highly Recommended and Number 1 agent in Maroubra and the surrounding suburbs. Authenticity and a direct, honest approach are hallmarks of Veronica and her team. “A lot of other agents use a lot of smoke and mirrors to get a deal done, or to list a property or do a sales pitch. We do everything from the heart. We say it like it is, and that’s where my repeat business comes from, and at the end of the day you never have to look over your shoulder.” A unique, lighthearted approach to remaining in touch with her clients also separates Veronica from her competition, who tend to utilize more pedestrian methods of maintaining contact. While she does rely on the standard phone calls and emails, she also employs more whimsical ideas such as sending out Kit Kat bars to “remind them to take a break.” Or a tea bag, so the client can “have a cup of tea on me.” Says Veronica, “I think it’s nice to just do something that’s a little out of left field. I like to bring a little humor to everyone’s life once in a while, to bring a little joy.” When she’s not working, Veronica’s life is consumed by her husband and three children, and that’s exactly how she likes it, though she does find time for early morning yoga and meditation. She and her team are also heavily involved with their community, supporting multiple local charities and children’s sporting leagues. As for the future, Veronica’s plans are - typically for her – as much about building her business as they are about helping others. “There’s a lot of joy in giving to others and that’s a big part of what I get to do in real estate,” she says. “I feel that I give a lot to my staff as well, helping them to succeed, to be able to help them move from where they are to the next destination in their lives. Personally, I just want to continue working on being a better person.”

For more information about Veronica Perez, please call 011 61 411 871 225 or email vperez@prd.com.au 20

Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 21

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans22

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine

MARK ROBINSON Mark Robinson’s abiding philosophy is a straightforward one: “Work is only work if you’d rather be doing something different.” So after four years as a teacher, he knew he couldn’t see himself growing into his career for the long-term. Deciding to do something about it, he considered his options and skillset and set out to make a change. As a capable problem-solver, people person, and practiced in helping others understand new concepts, he decided to accept his friend’s offer to work at a nearby real estate office. Nearly thirty-three years later, Mark has never looked back. Today, he is the licensee at RWR Real Estate and a decorated and well-respected agent, having earned 2007’s Agent of the Year Award for Western Australia. Primarily serving the city of South Perth, Mark leads a team of eight professionals and his experience in the industry has run the gamut, from his beginning years as an apprentice to swiftly rising through the ranks to become a licensee. With a robust 95% rate of repeat and referral clientele, Mark understands well that driving new business means working with integrity and delivering consistently on professional promises. “You have to be perceptive to a clients’ needs and be able to deliver,” Mark says. “Your services have to be valuable. Clients need to truly believe that you earned every percentage of your commission.” With that in mind, Mark applies a persistent approach, and considering his longevity in the business, he’s capable of inspiring trust and confidence among those he serves. “Every day I enjoy myself,” he says. “I talk to people and I don’t view it as a job. Like I said: work is only work if you’d rather be doing something different.” To keep in touch with those he’s served in the past, Mark takes a natural route, connecting over e-mail, multimedia, and news-

letters, or simply by running into past clients while out and about around town. As for his marketing efforts, Mark is a firm believer in the power of technology and ensures that all properties receive the glamour treatment before being distributed across the leading online listing platforms for maximum exposure. In addition to incorporating professional photography, he has also cultivated a consistent online presence and has begun tapping into social media’s vast reach to add visibility among modern audiences. Of course, Mark cites good old-fashioned salesmanship as an invaluable tool. In hosting open houses and connecting with would-be buyers face-to-face, Mark is able to use his knowledge and experience in the market to highlight properties’ potential, character, and upsides, ultimately acting as a winning resource on behalf of his clients. To give back to the South Perth community, Mark and his team apply their service streak at the local level. From sponsoring the local school and the nearby football club in South Perth, to setting up booths at neighborhood festivals and hosting morning teas for the community’s elderly population, Mark’s office cultivates a presence of fellowship in the area. In his own free hours, Mark enjoys boating and diving, going crayfishing and is an avid practitioner of taekwondo—earning his black belt at age forty-six. He also enjoys spending time with his family and three children. As for the future, Mark has hopes to continue his upward trajectory, as he eyes retirement once his trusty motto leads him onto the next adventure. Now, with more than three decades of insight in his arsenal, along with a balanced eye and a tried-andtrue model of professionalism, the years still to come are sure to be brighter than ever for Mark Robinson and his team.

To learn more about Mark Robinson

visit rwr.com.au, e-mail markrob@rwr.com.au, or call 0409 923 112 www.

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