AUSTRALIA 8-9-21 by Top Agent Magazine

AUSTRALIA EDITION

QUALITIES OF EXCEPTIONAL EMPLOYEES

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools

FEATURED AGENTS

JAMES LEVY TIM McLOUGHLIN

COVER STORY

HELEN SABA

AUSTRALIA EDITION

TIM McLOUGHLIN

Tim McLoughlin began his journey in platforms. Since the 23 year, Tim and his te real7estate five years ago, when15he was motivated by the goal of improving the million in sales. client experience. “I thought I could do a better job,” Tim says. “I wanted to make For Tim, real estat the process more about the client than the “It’s not a job,” Tim agent, which is exactly what I’ve done. people. Everything We’re a family-based team; my wife is feel like you have a also an agent. We do things differently, ever doing anything which is why I got into this industry.” life’s work in this in Tim’s client-centered approach garnered HELEN SABA JAMESearning LEVY him the TIM McLOUGHLIN him immediate Dedicated to his co JAMESsuccess, award ofLEVY Rookie of the Year and a consislocal organizations, tent rank within the top 7% of agents. With through generous sp his impressive sales record and experience, his in-depth three active kids, Tim and his w market knowledge, and his fierce dedication to his kids’ passions, from dance to fo clients, Tim has built a thriving business. Tim and his agency have excit CONTENTS In August 2020, Tim purchased his own franchise completion of Bentley On Rigg with One Agency Property Solutions in Gawler, most prestigious new land rele Australia. He has created a boutique agency, gathering has seen. “We help manage the 4) 5 TIPS TO GET NEW team who share Tim’s 18)passion MODERN EMAIL ETIQUETTE a committed for serving exciting because it is the most CLIENTS FOR TODAY’S AGENTS their clients. Located on the outskirts of Barossa Valley, this area has seen in years,” Ti one of Australia’s premier wine regions, Tim’s business to expand the sales and Proper is well-poised to serve the diverse needs of their clients, the growing demand. Tim BUYERS AND cover SELLERS: 13) 4 QUALITIES OFinclude some major land21) which development projects. does increases by the day. “My w UNDERSTANDING HOW EXCEPTIONAL EMPLOYEES “We work harder for our clients than other agencies,” estate at midnight when we’re g INSPECTIONS Tim says. “We work with manyHOME unique properties, and “We ARE live it and breathe it, and w NEGOTIATION TOOLS we’re able to sell them because of our passion and other way.” commitment.” Only a year in, Tim’s agency has already earned a repeat and referral rate of 80%, a testament to their results. “We construct deals that no other agency constructs,” Tim says. “If a property needs an outsideapproach, or needs extra work, we take the Phone 310-734-1440the-box | Fax 310-734-1440 necessary steps. The bottom line is: we work harder mag@topagentmagazine.com | www.topagentmagazine.com than anyone.” No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Inc. Although precautions are taken to ensure TimPublications prioritizesGA,client relationships, which translates to the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. how he keeps in touch with his growing base. Tim makes To subscribe or change address, send inquiry to mag@topagentmagazine.com. around 140 calls a day to past clients, updating them Published in the U.S.

about the market, opportunities, or just to check in. To market their listings, Tim and his team deploy a top-tier campaign for every property, no matter the price point, showcasing the listing across social media and digital

For more about Tim call 0423-351-003, visit on orTop email timmcloughlin@o Agent Magazine www.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business. Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base. Top Agent Magazine

Become a referral partner with industry peers

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set. You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again. It will not only sharpen your sales skills, but could generate a lot more business. People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do. 5

Partner up with a Relocation Company

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®. The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest. Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property. Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills. Take on properties they haven’t been able to sell. You can even offer to throw an open

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell. Top Agent Magazine

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HELEN SABA

TESTIMONIAL

I am so glad I went with Helen for the sale of my place. Helen was super quick to respond and always made you feel like she had time for you from start to finish. Helen was very reliable and got the place listed in a very quick turnaround time of less than a week to ensure it’d hit the market asap. The whole process was smooth and non-problematic. Helen is realistic, even understated and delivers much more than promised. The sale price was much more than I would have thought was possible. If you want to list with an agent where you know they’re on your side and has a genuine passion for real estate including your property, then I absolutely recommend listing with Helen. You won’t regret it. —PW (vendor) on 06 Jun 2021 After working in the toxicology field for many years, Helen hit a point in her life where she needed a change. Five years ago, she decided that real estate would be a good fit with her energetic and outgoing personality, so she got licensed and set out to build her new full-time career. Over the course of those five years, Helen has seen a truly 8Copyright Top Agent Magazine

meteoric rise as a solo agent - she received five national awards as a Realtor in Australia this year, and is known as an elite Realtor in the Western part of Brisbane that she serves. For the past two years, she has been working out of her own office, and looks forward to expanding her reach to provide excellent service to even more clients in the area. Top Agent Magazine

TESTIMONIAL

Helen went over and above to accommodate our requirements for our open homes and inspections especially sensitive to our situation. She understands the market and her honest advice helped sell the house with little effort on our behalf.Thanks Helen, we couldn’t have asked for a better outcome. —Raymond And Irene (vendor) on 25 May 2021 Helen has built her career from the ground up based on the philosophy that great service breeds a loyal clientele. Helen makes a point of going beyond clients’ expectations and over delivering on her promises in order to build trust with her clients and provide them with a satisfying experience. “Service is the core of my business,” Helen says. “My aim through every facet of my work is to get my clients the best possible results. I have faith that if I can do that, my business will succeed.” Top Agent Magazine

Helen’s reviews speak for themselves - she consistently makes the transaction process smooth and easy for her clients. Because of her commitment to them, she gets most of her business from repeats and referrals. Through her effective communication skills, Helen is able to build relationships with her clients that endure long past the completion of the transaction. She keeps herself available at all times to field any question a client Copyright Top Agent Magazine9

TESTIMONIAL

Helen is a delight, she is punctual, friendly and always available to answer any questions you may have. She is very committed to her work. I cannot rate her high enough. Helen sold our house before the signage had arrived, on the 1st open day she got 17 written offers. Wow amazing. Well Done Helen. You will hear from us again when we sell our home. Thank you once again. —Tina And Romuald (vendor) on 29 Apr 2021 might have during the transaction, and she is very thorough in explaining each step of the process. “I love getting to know my clients,” Helen says. “They are the most important part of what I do, and the opportunity to interact with them is something I look forward to every week.” Helen consistently keeps in touch with past clients through phone calls, holiday cards, and newsletters. Her thorough communication has enabled her to build a solid, loyal client base in Brisbane. Copyright Top Agent Magazine 10

When it comes to marketing her listings, Helen utilizes high quality professional photography and staging to highlight the features and strengths of each property, then employs heavy advertising across social media and various third party real estate websites to ensure each listing reaches a wide audience. Through maximizing exposure for each property, Helen is able to in turn maximize prices for her sellers, making her a valuable asset to anyone looking to sell their home. Helen Top Agent Magazine

TESTIMONIAL

It was a pleasure dealing with Helen and her team! There were so many properties that we contacted agents about only to find they were already under contract! Helen was very up front and clear with the process. I viewed three properties where she was having open houses and always found her to be professional and honest. There was one house I really liked and Helen made it possible to do a extra viewing so my partner and daughter could view it as well. This is the only house we put an offer on and our offer was accepted!!! There were some ups and downs during the contract process but Helen was the steady hand that made sure all parties were happy and got a good outcome. I would highly recommend Helen and her team if you are buying or selling a house!! —Adrian (buyer) on 19 May 2021 Top Agent Magazine

TESTIMONIAL

“Helen is professional & has strong strategy for her work. Our house sold out top dollar in our area, I really surprised & very happy for it! I really recommend her to everyone!” —Miko And John (vendor) on 09 Apr 2021

closes $40M each year on average by herself - she recently added a sales associate to her team, and is hoping to double her production numbers in the years to come. Through a combination of excellent customer service and consistent hard work,

Helen has quickly established a reputation for herself as one of the top agents in Brisbane. “Real estate is more than a job to me,” she says. “It’s my passion.” If you’re looking for a Realtor who truly cares about the well-being of her clients, look no further than Helen Saba!

You can contact Helen at (0468) 914-440, email helen.saba@ngurealestaet.com.au, or visit ngurealestate.com.au www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation. Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them. Top Agent Magazine

1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances. Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team. If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 14

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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JAMES LEVY Top Agent Magazine

JAMES LEVY

James Levy began his real estate career two decades ago, but his interest in real estate began long before that. “I had an interest in real estate starting when I was a young child,” James recalls. “As a 14-year-old, I found our family home, so I’ve had a keen interest in it from a young age. Later, when I was working as an accountant, I was always following the real estate market with keen interest and decided I wanted to give it a go. However, I soon realised that you can’t just give it a go, you’ve got to be devoted to it.” That was 21 years ago, and ever since then, James has excelled in doing just that: being devoted to his clients and helping them achieve their real estate goals.

business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence James inspires. “The ability to build rapport and trust goes a long way,” James explains. “I remember a lot about people when I meet them, and once I’ve established that relationship, it continues—whether it’s for 5 months, 5 years, or 15 years. It’s a long relationship that I value, and it’s very genuine in that regard.”

With Ray White Upper North Shore, James serves St. Ives and the general market on the Upper North Shore of Sydney. About 80% of his 16

James stays in touch with past clients organically, frequently seeing them around the area. “I see people on a casual basis rather than always a business basis,” he says. He also reaches out via a quarterly email newsletter that he uses to keep clients updated on current developments, as well as social media. ‘Social media really has changed the way we can keep in contact with people and they with us’ he says. Community involvement is important to James, and he sponsors many local schools via fun events like trivia nights and movie nights, as well as kindergarten sponsorships. “In my time I’ve given away computers, done charity auctions, and sponsored neighborhood walks,” James says. “Community involvement is crucial.” When he’s not working or giving back, James enjoys renovating homes and selling them, gardening, has a passion for collecting cars, and cooking and entertaining with friends and family. In the future, James says, “I want us to ensure consistency rather than risking the troughs and the highs. Having a team enables that, and allows us to be ahead of the competition.” Consistency and integrity guide the way James does business. “Irrespective of how long you’ve been in real estate, there are lows and highs in the industry. There will always be people who come and go in the industry and can take market share from you, but being able to sustain momentum and be in it for the long haul is the most important thing, and it’s probably the hardest.” He emphasises the importance of being honest. “It’s a bit like the tortoise and the hare. If you are true to yourself, believe in what you’re doing, and you are doing it the right way, if you are genuine and real, you will win at the end of the day.” Top Agent Magazine

To find out more about James Levy, please call 0414 474 868, email james.levy@raywhite.com, or visit raywhiteuppernorthshore.com.au http://

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 18

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections. For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money. THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise. If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price. Top Agent Magazine

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 22

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TIM McLOUGHLIN Tim McLoughlin began his journey in real estate five years ago, when he was motivated by the goal of improving the client experience. “I thought I could do a better job,” Tim says. “I wanted to make the process more about the client than the agent, which is exactly what I’ve done. We’re a family-based team; my wife is also an agent. We do things differently, which is why I got into this industry.” Tim’s client-centered approach garnered him immediate success, earning him the award of Rookie of the Year and a consistent rank within the top 7% of agents. With his impressive sales record and experience, his in-depth market knowledge, and his fierce dedication to his clients, Tim has built a thriving business. In August 2020, Tim purchased his own franchise with One Agency Property Solutions in Gawler, Australia. He has created a boutique agency, gathering a committed team who share Tim’s passion for serving their clients. Located on the outskirts of Barossa Valley, one of Australia’s premier wine regions, Tim’s business is well-poised to serve the diverse needs of their clients, which include some major land development projects. “We work harder for our clients than other agencies,” Tim says. “We work with many unique properties, and we’re able to sell them because of our passion and commitment.” Only a year in, Tim’s agency has already earned a repeat and referral rate of 80%, a testament to their results. “We construct deals that no other agency constructs,” Tim says. “If a property needs an outsidethe-box approach, or needs extra work, we take the necessary steps. The bottom line is: we work harder than anyone.” Tim prioritizes client relationships, which translates to how he keeps in touch with his growing base. Tim makes around 140 calls a day to past clients, updating them about the market, opportunities, or just to check in. To market their listings, Tim and his team deploy a top-tier campaign for every property, no matter the price point, showcasing the listing across social media and digital Top Agent Magazine

platforms. Since they began operations last year, Tim and his team have completed $9.5 million in sales. For Tim, real estate is his life’s passion. “It’s not a job,” Tim says. “I get paid to help people. Everything is easy when you don’t feel like you have a job. I don’t see myself ever doing anything else; I have found my life’s work in this industry.” Dedicated to his community, Tim supports local organizations, schools, and sports clubs through generous sponsorships. A father to three active kids, Tim and his wife love to support their kids’ passions, from dance to football and motocross. Tim and his agency have exciting plans, including the completion of Bentley On Riggs, one of the biggest and most prestigious new land releases the Gawler region has seen. “We help manage the project, which is very exciting because it is the most premium development this area has seen in years,” Tim says. Tim also plans to expand the sales and Property management team to cover the growing demand. Tim’s passion for what he does increases by the day. “My wife and I talk about real estate at midnight when we’re going to bed,” Tim says. “We live it and breathe it, and we wouldn’t have it any other way.”

For more about Tim McLoughlin, call 0423-351-003, visit oneagency.com.au, or email timmcloughlin@oneagency.com.au www.

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