Elite Agent
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How to get seller leads to come to you
Samantha McLean talks to realestate.com.au’s Rachel Morley, General Manager for Leads, and Gina McCartney, Executive Manager of Marketing & Events, about what’s in the pipeline to help agents connect more meaningfully with both buyers and sellers on the platform, and how to get the most out of these new products. If you’re a real estate professional, looking for more qualified…
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10 Essential Takeaways from Digital Live 18
After a packed-to-capacity session in Sydney on 19 August, it was another crowded house in Brisbane on 26 August, with agents tapping into the expertise of some of the brightest minds in the digital industry. Created by REA Director of Industry Relations Steve Carroll, the program sees agents scored on their digital presence, then given the tools and mentoring to improve…
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How and why you should be measuring leadership success
Leadership in real estate is not just a business journey; it’s also a personal one. Together they are like intersecting rollercoasters: do you strap yourself in, fuel up for the long haul, learn better navigation, get your mind clear of distractions, or stay focused on the road ahead? In fact, you need to do all this and more. In every…
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Enhancing employee experience: Sarah Dawson
We all spend time surveying our customers, investing in market research, capturing, reworking and analysing data to ensure we are in line with their needs. The same analytic approach applies to recruitment. Viewing our industry from the ‘outside in’, how can you attract the best talent on the market and nurture prospective stars to encourage loyalty and high performance? As employers, the first step we take…
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20 useful beliefs that are better than positive thinking
If you need either a Simple Shift or some Useful Beliefs in 2021, Chris Helder will be speaking as part of Transform 2021, the 30-day boot camp that will supercharge your success. Sign up now, and take advantage of our early bird pricing. 1. Sometimes bad stuff happens. If you can’t control it, don’t obsess about it. Find the useful belief…
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No plan B: How Matthew Farrugia conquered the Central Coast in 12 months
Real estate wasn’t always the goal for Matthew. He was working in a golf shop, trying to break into the golfing industry, when he first thought about making the switch. Through his work he had met several agents, and when he expressed an interest one of them offered him a job. “I walked in on my two-year anniversary at the…
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Ask the Coach: How to level up my cold-calling prospecting skills on the phone
Q. I feel I need to level up my cold-calling prospecting skills on the phone. Any tips? – Neil Carrasco, McGrath Liverpool The first 10 seconds on the phone can make or break that call. Many telephone sales opportunities are lost because of poor opening technique. Never say, ‘How are you?’ to a stranger. This approach is not sincere. The prospect doesn’t…
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Why your buyers are being slugged with higher rates: Nick Bendel
Interest rates are rising. In the past few weeks, ANZ, Commonwealth Bank and Westpac have hiked their rates. So have ING, Suncorp Bank and Adelaide Bank. Your buyers might find this hard to accept, given that the last time the Reserve Bank increased the official cash rate was in November 2018 – almost eight years ago. If your buyers ask…
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NSW rental laws set for biggest reform in two decades
For the first time in more than two decades, NSW rental laws are set for a massive shakeup. Major changes include limitations on rental increases and set fees for breaking a fixed-term lease. The reforms also look to bring in no penalties for domestic violence victims who break a lease. Other changes include minimum standards being introduced around access to…
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How to secure a tax-free business sale
It is not often as an accountant that I can tell a client they have no tax to pay on the sale of their business. For many real estate agencies, however, that is exactly the case thanks to the Small Business CGT (SBCGT) Concessions. It doesn’t matter whether you are selling all of your business, part of your business, units…
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Why you need a leadership vision
The only reason a goal isn’t achieved is you don’t have a system for it. Intent matters in business; what do you intend to do, how do you want to grow? The bigger the dream, the more important the team. As a leader, you want to create a leader-leader model. Most businesses are leader-follower, where everyone in the business has to…
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How to create the right leadership atmosphere for your team
I visited a different gym a number of months ago; the weights were all over the place, nothing was put away and there was little or no respect for the equipment. As I walked out it became quite easy for me to act in the same fashion as every other member. The environment was setting the tone. Conversely, the gym…
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Lessons from 25 years in real estate: Richard Luton
A true embodiment of the term ‘attraction agent’, Richard’s larger-than-life personality has not only built a successful business for himself as an agent, but has helped him master the three ‘C’s of leadership: culture, continuous improvement and community outreach. After 25 years, what is your proudest moment in business? It was on 28 August 1999, [when] we opened up our…
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The importance of being nice: Candice Di Prinzio
What was your first job and what did it teach you? My first job was slave labour! My parents had a real estate office from when I was five years old and they used to let me do small tasks: filing, emptying bins and so on. I absolutely loved it – probably why I’m still in the industry today. It taught…
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The Secret to Making Letterbox Drops Really Work
The faithful letterbox drop was once one of the favourite tools in a real estate agent’s marketing toolkit. However, times have changed. Pamphlets and junk mail get thrown in the trash, largely unread. Rather than engaging potential buyers, you are more likely to be annoying them. Considering the cost and time required to produce and distribute published materials for letterbox…
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Why you need off-field and on-field support to succeed in real estate: Kate Strickland
The real estate industry is fast-paced, there’s no doubt about that, which is why it’s important to manage the high expectations that we set for ourselves as agents. The top-performing agents are hard workers, but driving yourself into the ground is not sustainable. Believe me, I found out the hard way. I am committed to ongoing professional development, implementing processes…
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How to select the best real estate CRM
Courtesy of many years spent collaborating with Australia’s leading estate agents, we’ve learned their key considerations when selecting a new CRM. The industry’s best all agree that having a high-performance database paves the way to repeated success, referral business and growth. Wondering what factors to weigh up prior to committing to a new CRM? Here’s a snapshot of key selection…
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7 ways to boost your leadership skill set
We often hear about different forms of leadership – inspirational leadership, motivational leadership, innovative leadership and leading-from-the-front leadership. Leadership is many things, but in essence it all comes down to this: a leader provides a pathway to help others expand their thinking, challenging their beliefs and attitudes about what’s possible. Leadership allows others to own their contribution, which boosts confidence, growth and…
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Make your profile stand out in the digital world
Hands up if you’re a sheep and follow what everyone else does… Just kidding: sheep don’t have hands! The relevance of that bad joke is that if you just do what everyone else does all the time, you’re not going to stand out. It’s a good segue to the story of our own digital marketing product. Like many in the real…
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Ask the Coach: How to motivate your team more effectively
Q. How can I more effectively motivate my team? – Francois Vassiliades, LJ Hooker Campsie The future of leadership is becoming not a good leader, but about becoming a high-performance leader. I normally raise this with clients if they are struggling to get their team to perform at their highest level. They need you to step up; they will never outgrow…
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Inaugural Proptech Summit demonstrates future ‘digital twin’ for property
The Australian Proptech Summit was held on the 5th and 6th September and attracted a number of commercial real estate decision makers and finance players ready to connect with cutting-edge startups and technology companies ready to build the future of property in both commercial and residential. Artificial Intelligence, blockchain, big data and virtual reality were themes that featured heavily over the…
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Video of the Week – Hooking a buyer for Sydney’s cheapest harbour apartment
Want to see your video featured here? Send in your property videos to editor@eliteagent.com… More videos of the week
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How to successfully outsource your IT
We can outsource almost everything in our lives, from our accounts to our cleaning. But how do we go about finding the right IT solution for our real estate businesses? First things first: when it comes to outsourcing your IT you’re looking for a managed service provider. This is instead of a ‘break it and fix it’ option, where you’ve…
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Yes, video is the future – but may not get you leads!
In recent years, agents have begun to utilise the power of video to attract vendor views and help convert them into property inspections. Real estate agencies have also utilised video to better present their team, expertise and results. Video is effective for its ease in capturing the attention of property buyers and vendors. It is one of the most powerful…
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Ask the Coach: How to improve your one-on-one meetings
Q. How can my team and I have better one-on-one meetings? – Ali Oksuz, Century 21 Brighton Le Sands A. I would say consider a five-step framework. STEP 1: CHANGE YOUR APPROACH How you think – your mindset and beliefs – controls how you behave. For example, if as a principal or sales manager you believe that your job is…
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Ready. Set. Connect – PropertyTree with Movinghub
Customer research carried out by Rockend revealed that agency owners are keenly focused on finding new ways to grow their business,” Product Owner of the utilities integration, Riasat Azim, says. “Yes, they want to grow their business in monetary terms – but it’s more than that. They also want to differentiate themselves from their competitors by providing an exceptional level of…
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Thriving through Boom and Bust: Rick Hockey
It was 2009 when Rick Hockey took the plunge to embrace a lifelong passion for property and enter the real estate game. At the time he had 28 years’ experience working in the Pilbara region as a BHP employee, was running his own successful cleaning business and had a deep connection with the Port Hedland community. The mining boom had afforded him the…
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5 Crucial elements for an effective multi-geographic team: Mark Engelmann
The experts seem to agree that decentralised businesses are highly efficient. Nicholas Bloom, from the Stanford Graduate School of Business, says they are more recession-proof; and former Johnson and Johnson Chairman William Weldon states decentralised firms are more innovative. And here at Beepo, we know the cost efficiencies of not having to upgrade your own office space every time you hire new…
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The argument for allowing pets in rentals: Agencies show their support
One of the contributing factors to the fact 100,000 dogs and cats are surrendered to the RSPCA each year is the inability for tenants to find pet-friendly housing. A recent overhaul of the pet laws for landlords and tenants by the Victorian government is not expected to come into place until 2019, but some agencies are looking to make the…
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Your home on the web: Stefan Williams
Real estate is an intriguing business, don’t you think? You get a job as an agent and, unlike most other jobs, your progression and pay rises are not a matter of impressing the boss so much as how you build your own small business within the agency you work for. Sure, you may be given leads sometimes and be included on other…
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Engaged Workaholics: Tom Panos
As I write this, it is 9:04pm. It’s one of the last things I’m doing for the day. At approximately 10:30pm, I’ll go to sleep listening to a spiritual podcast. My final thoughts will enter my normal nightly ritual which I repeat to myself: ‘God, this is your shift now. I’m going to sleep.’ At 5am I will be up, working…
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