Agent Advisor Blog


Read about the latest market trends, see unique listings, and get tips and advice for selling Australian real estate.

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Feature Premier Agent: 5 minutes with John Paranchi

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Feature Premier Agent: 5 minutes with John Paranchi

This week our first Feature Premier Agent John Paranchi from McGrath Hunters Hill shares his predictions on the Sydney property market for the next 12 months, three key sales strategies and some advice for agents starting out.

What trends can we expect to see in the Sydney property market in 2016? 

Overall I think we will see steady growth across most parts of Sydney. Of course, some markets will perform better than others. The markets that I service, including Gladesville, Tennyson Point and Putney, will see reasonable growth over the next 12 months. The main reason for this is the relative lack of properties available compared to the demand combined with great amenities on offer, like waterfront parks, great schools, several major shopping centres nearby and easy access to Sydney’s CBD.

With an outstanding track record for exceptional results and speedy sales (in FY14 John sold 65 homes worth almost $90 million with an average of 31 days on the market) what three strategies do you find are key to maintaining this?

1. Positioning and presentation: You need to get an accurate assessment of the property as today's buyers are very savvy to what's under/over priced. It is crucial to get the price range right up front, then go from there to put the right strategy together and get the presentation of the property right.

2. Meticulous follow-ups: Call your hot buyers before the property listing goes live. It’s so important not to be lazy in following up with hot and old leads. Over the years we've all met hundreds of buyers to whom we promise to call if anything suitable comes along that meets their requirements. In real estate it is so important to make good of this promise with follow up calls. Through continuous follow ups you will gain homebuyers trust over time which will make it easier for you to negotiate with them in the future. Which also in turn means a better outcome for you and your vendor down the track.

3. Communication: Consistent communication with both buyers and vendors during the campaign is key. You should call your vendors daily and meet with them weekly to review progress. It’s also a good idea to talk to your contract holders consistently and try to meet with bidders before the auction.

With over 24 years experience as an agent, is there any advice you would pass on to a new agent?

Apart from working extremely hard and following up with every potential buyer, I would definitely recommend seeking out a mentor when you’re first starting out in the industry. Buddy up with a colleague, which does not necessarily mean someone from the same office, to help you through the process and help to find your feet.

What do you find most challenging about working in real estate? How do you and your team work together to overcome these challenges?

I think the toughest thing about working in real estate is the emotions, both on buyer and seller sides. For most people buying or selling a home is one of the most emotional transactions you'll ever make, so we need to relate to and empathise with our clients and be mindful of their emotions. The best way to go about this is through consistent and transparent communication throughout the selling process.

Why do you list with Homely and what do you like about the Premier Agent product? 

The reasons I list with Homely is because it's clean, easy and fast to use. What I like about the Premier Agent product is that a potential client can really dissect the performance of any agent. They can easily see what an agent has sold up to three years back, and the map listings feature is a powerful way to showcase how active you are in your core area.

View John's Premier Agent profile here or take a look at one of his current listings on Homely at 48 Melba Drive, East Ryde, NSW.

Learn more about Homely Premier Agent or sign up!

Agent bio:

John Paranchi is a Sales Agent with McGrath Hunters Hill. Consistently ranked at the top of McGrath’s 650+ agent network, ranked as high as Number 6 in Real Estate Business Magazine’s ‘Top 100 Agents’ and awarded The Number 1 Sales Agent in the Australian Real Estate Awards. A Partner at McGrath Hunters Hill, John has an outstanding track record for exceptional sales results in any market conditions. With 24 years of local sales experience, John has lived in the Ryde/Gladesville area all his life and has an unbeatable knowledge of the local market. He has set suburb records in every one of his specialty areas of Gladesville, Putney, Tennyson Point and Ryde – a feat none of his competitors can match.

 

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Sydney and right across Australia. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

Check out our suburb reviews and Q&A pages to see what everyone is talking about.

 

We'd like to hear from you!

If you enjoyed this blog please leave a comment below and share it with your friends. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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Feature agent: 5 minutes with Derek Stone

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Feature agent: 5 minutes with Derek Stone

This week our feature agent Derek Stone from Ray White Green Valley talks about the importance of client testimonials, how he stays on top of his workload and even shares where to find a good cup of coffee in Green Valley.

What areas do you service and what can we expect to see in your market in the next 12 months?

We are currently the number one office and local agents for Green Valley and have been for over 11 years. We service all the surrounding suburbs and upcoming estates in the expanding South West corridor. Over the next 12 months we can expect to see the market adjusting and stabilising/slowing down somewhat in Sydney. Experienced agents will have to work smarter and harder to cater to these changing market conditions.

We noticed you have a lot of client testimonials on raywhite.com. Why is this type of feedback important to you and your business?

Being in the industry for 17 years, repeat business is very important to me, as is feedback from all of our clients. Client feedback is so valuable to our business because it gives a great indication of the service potential vendors and buyers can expect from me as an agent and our award winning office. I’m all about client satisfaction and I believe client testimonials showcase this best. I work towards creating great rapport with the locals as well, as these relationships are really important as they shore up future business.

Do you have any tips on how and when to go about requesting client testimonials, feedback and referrals?

To be honest I don't request client testimonials. I prefer it that way. It's so much more satisfying, receiving a card or email from a client who acknowledges your hard work and dedication in achieving the best outcome possible for both the buyer and seller. When you receive unprompted positive feedback it always gives you a boost and makes the work you do all the more satisfying. So always working hard to achieve the best possible outcome for each and every client, and being honest and up front are the best ways to generate client testimonials.

How do you stay on top of your appointments and follow up schedule?

I would have to say there are three key ways that I stay on top of my appointments and follow ups. As an agent you have to be extremely organised, carefully prioritise your day-to-day workload and be as flexible as possible to be accommodating to clients. Whether it’s an after hours private inspection, a 20 minute phone conversation on a Sunday evening or an early morning meeting over coffee, you need to go that extra mile to satisfy and delight your clients to inspire testimonials and referrals.

What about Homely.com.au caught your attention?

Homely.com.au has definitely grabbed my attention as well as that of the team at Ray White Green Valley. I think Homely is a very inviting name and myself and my colleagues like the easy to navigate search engine and listing pages. We're also glad to see that it’s providing fresh competition for the two big players in online real estate advertising.

Do you have a favourite spot to recommend for a morning coffee in Green Valley?

My favourite spot to stop off in Green Valley for a morning cup of coffee would have to be Gloria Jeans at the Green Valley Plaza. You can’t go wrong there!

Take a look at Derek's current listing on Homely here.

 

Agent bio:

Derek Stone is a passionate and straight shooting, skilled agent, having 17 years of local sales experience in the industry. Born and bred in South West Sydney, Derek has been consistently ranked in the top performing salespeople in the industry.

Combining a strong work ethic with up to date local market knowledge Derek relies on being a people person, ensuring the entire selling process of buying and selling is as stress free as possible. With a direct combination of youth, extensive local experience and dedication, Derek is the obvious choice for buyers and sellers alike in the greater Liverpool/Green Valley area.

DerekStoneFeature agent

 

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Sydney and right across Australia. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

Check out our suburb reviews and Q&A pages to see what everyone is talking about.

 

We'd like to hear from you!

If you enjoyed this blog please leave a comment below and share it with your friends. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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Feature agent: 5 minutes with Emily Borg

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Feature agent: 5 minutes with Emily Borg

This week's feature agent Emily Borg from United Realty shares her thoughts on the property market in South-West Sydney, tips on how to generate more business and what attributes make a good real estate agent.

What areas do you service and what can we expect to see in your market in the next 12 months’ time?

Our large Sales Team and myself cover the entire South-West Sydney, Macarthur and Wollondilly regions. We are able to provide exceptional real estate services to a large community due to having two central and prominently located offices. In the next 12 months we expect to see great market activity and growth with many developers buying re-zoned land in the South-West Growth Centre close to the future International Airport at Badgerys Creek. This will have an anticipated flow on effect with sellers buying lifestyle properties in surrounding areas.

What do you find most enjoyable and rewarding about your career in real estate? 

Whether you have bought and sold several properties or it’s your first real estate transaction, buying and selling is typically a stressful process, usually because of a lack of communication between vendors or purchasers, agents, solicitors and brokers. I enjoy nurturing my clients throughout the entire process and helping them to feel at ease and in control every step of the way. It’s rewarding to facilitate a smooth and enjoyable move from one home to another.

What tools and marketing strategies do you use to drum up more business?

When it comes to marketing in real estate I find the old saying ‘success breeds success’ rings true. Having a lot of glowing testimonials from happy sellers who are delighted with the services we provided and the price we achieved for them, as well as photos with excited clients in front of the sold sign, is one of the best assets to drum up more business. Excellent results in the area and great word of mouth is generally what gets and keeps the phone ringing!

What do you like about Homely.com.au?

I find Homely to be user friendly, and it’s great that we're starting to see many buyer and seller enquiries coming from Homely. The site is definitely creating some competition for the big real estate websites and it’s about time because the cost to vendors for marketing on those other sites has become unaffordable.

What personality traits do you think are most important to be a successful real estate agent?

The most important traits to have as a successful real estate agent include honesty, integrity, understanding, to be adaptable, to never promise anything you can’t guarantee or won’t deliver, to be thorough, organised and have high attention to detail, and of course to be friendly, helpful and relatable.

Take a look at United Realty's current listings on Homely at 85 Bamburgh Road, Werombi, NSW and 3 Crawford Creek Place, Razorback, NSW

Agent bio:

Emily Borg officially began her promising real estate career in January of 2009, as a Sales Administrator/Sales & Marketing Assistant to her father, Edwin. Emily operated as a successful Sales Agent for over three years; delighting her vendors and purchasers with her genuine interest and personalised attention.

In November of 2013, Emily was appointed Sales and Business Manager of United Realty. Since this time, she has been a driving force in the development and extensive growth of the business. Emily's primary focus has and continues to be to ensure that her entire team consistently delivers exceptionally high standards of client service, and to uphold the integrity and reputation of an agency that represents her family’s name.

emilyborgbiopic

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Sydney. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

Check out our suburb reviews and Q&A pages to see what everyone is talking about.

 

We'd like to hear from you!

If you enjoyed this blog please leave a comment below and share it with your friends. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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Feature agent: 5 minutes with Matt Roffe

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Feature agent: 5 minutes with Matt Roffe

Our feature agent this week Matt Roffe, Senior Sales Executive and Auctioneer at Ray White Concord, shares his insights into the property market in Sydney's Inner West and the best technologies he uses to grow his business and manage open for inspections.

What areas do you service and what do you think will happen in the market over the next 12 months?

I work in the Inner West Sydney region of Concord. Our office mainly services Concord, Concord West, Breakfast Point, Mortlake, Cabarita and Rhodes. If I had a crystal ball, not only would I be a very rich man, but I'd probably foresee and I also get the feeling that property prices in the area are starting to stabilise. Both home buyers and agents are pretty secure in the Inner West because we have a great variety of properties and price points available, ranging from $350,000 one bedroom apartments right through to $6,000,000 waterfront mansions.

What technologies do you find most useful in building your business and generating leads?

I write a weekly blog and send out a weekly newsletter to my database. I find this to be one of the most valuable business generating tools I have and we've had a great response so far. It was obviously a careful balancing act to begin with, finding the right day, information and number of releases we should do each week. I now have a strong following and we're always looking for ways to add value to the newsletter. For instance we reward our database by inviting them to the first and private openings and prior to market listings. I also run the database and CRM in a very disciplined way where I try to ensure all active contacts and leads are updated daily.

Do you have any go-to apps you use to manage your follow-ups and open for inspections?

My go-to app would have to be Open Home Pro. At each open home, the app allows people to easily register using my iPad. The sign in process asks prospective buyers a number of useful questions including their name, phone number and email, and perhaps most importantly if they’re looking to sell and if they have finance ready. A great feature of the app is at the end of an open, I get a full report with all the visitors’ details and buying statuses. They then receive an automated thank you for visiting message that also asks if they would like a copy of the contract sent to them. I find this question is a great way to determine who the serious and most interested prospects are.

Open Home Pro  sign in page.

Open Home Pro sign in page.

Why do you list with Homely and what do you like about the site?

I list with Homely because I think it allows for a more personable experience. We as agents are always trying to be approachable and offer as personal a service as possible. I find Homely engages our audiences in a way no other real estate enquiry site can. Homely affords purchasers the opportunity to both research suburbs and ask questions that they feel are necessary before making an informed purchase decision. What is even better than that is, Homely allows agents to answer these questions and become the go-to ‘communicator’ for potential leads and purchasers within their specific area.

As a Concord local what sights, cafes or restaurants would you recommend to someone visiting for a day?

I would be ran out of town if I was to name just one restaurant or café. In the Inner West we are spoilt for choice. There is an abundance of fantastic eateries and delicatessens to suit every taste-bud, need and budget. I will say I am a great fan of the Canada Bay Food Truck program running in the area at the moment. There is always something different to choose from and it’s a great way to get outdoors, soak up the afternoon sun and go for a walk, at the same time as getting a great feed.

Take a look at Matt's current listing on Homely at 6 Gale, Street Concord, NSW.


Agent bio:

For Matt, the key to success in the real estate industry is putting the needs of clients first. Matt ensures that he will be with you every step of the way and believes open communication, honesty, integrity and a passion for real estate is what will set him apart.

Matt has a keen eye for marketing and a fresh approach to real estate which will get you the impact you deserve and will enable him to show you the ‘Ray White Know How’. Matt has local expertise and a deep knowledge of Concord, Concord West, Breakfast Point, North Strathfield, Mortlake and Cabarita & Rhodes. Connect with Matt on LinkedIn.

Matt served in the Royal Australian Navy for 8 years as a Mine Warfare Specialist. He served in Papua New Guinea, The Solomon Islands, Singapore, New Zealand and did many tours of the Pacific Islands and Asia. Matt pursued his career in real estate after finding a passion for property during his years in the armed service.

MattRoffebiopic

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Sydney. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

Check out our suburb reviews and Q&A pages to see what everyone is talking about.

 

We'd like to hear from you!

If you enjoyed this blog please leave a comment below and share it with your friends. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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Feature agent: 5 minutes with Ian Fox

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Feature agent: 5 minutes with Ian Fox

This week we spoke with Ian Fox from McGrath Estate Agents Seaforth to get his point of view on the Sydney property bubble, some masterful tips on how to negotiate the best sales price for vendors and an understanding of what's most important in creating longevity in a career in real estate.

What’s your take on the Sydney housing bubble and what do you think will happen over the next 12 months?

Sydney has experienced one of its most spectacular real estate booms having been in a strong growth cycle since around May 2012. The market has changed and we're now at or very near the peak of the recent boom. It's a simple case of prices getting so high coupled with a flood of pre-Christmas stock that is causing home buyers to become hesitant to participate. Vendor’s must now re-set their price expectations before the market will begin to turn over again. Investors have fuelled very strong price rises and now that bank lending criteria has been tightened and rental yields are falling, the prospects for further capital growth is limited. It is important to remember that boom periods are only part of the normal growth cycle. While I have called this boom over, I do believe Sydney prices will continue to grow throughout 2016 albeit at a slower pace.

What do you find most enjoyable and rewarding about your career in real estate? 

I've been in various aspects of real estate for all of my 40 year career. I enjoy the personal connection with vendors and purchasers alike and I’m deeply committed to maintaining long lasting relationships through my efforts as an agent. I would like to be known for my solid depth of understanding brought through life experience and my detailed market knowledge that I believe is essential to exceeding my clients' expectations.

Do you have any tips on how to negotiate the best sales price for your vendors with buyers?

In my experience buyers spend between 10 to 20 per cent more than they first planned, they're aspirational and they purchase the best lifestyle they can afford. Buyers shop logically but also emotionally. An outstanding agent uses questions to identify a buyer’s timeline intentions, lifestyle aspirations and financial capability. He then builds competitive tension between buyers to extract the highest available price for the property whether it be by way of auction, private treaty or expressions of interest.

I also believe in using a price guide that indicates a range of values in order to encourage the ‘right buyer’ interest from the outset. I believe buyers become frustrated very quickly when there is a lack of transparency around a property campaign. Negotiate ethically, with honesty and complete transparency at all times working between buyer and vendor to maximise the sale price and exceed vendors' expectations.

What about Homely.com.au caught your eye?

It is a fresh new look for property marketing and better still it is free to list. The online forums and community interaction on Homely's Q&A and Suburb Reviews provides an open platform for residents to establish a connection with their local area. I have mentioned lifestyle as a major aspirational buying factor for most real estate purchasers these days and endorsement by residents living in an area they love can attract out of area buyers who might not have considered buying in there in the past. The McGrath network produces statistics on out of area buyers and we know that up to 30 per cent of sales regularly are made to buyers from outside the area of the listing.  

Do you have a favourite spot in Seaforth?

Yes it’s where I live. We came from Mosman 15 years ago with some trepidation about what the Spit Bridge might mean for our daily commute. I stopped driving to the city and discovered express buses that exclusively use the transit lanes. The Bridge has never been an issue. Fifteen years ago we acquired half an acre of land with an almost unliveable house for the same price as a 3 bedroom semi-detached house in Mosman. We have since rebuilt our home, subdivided and retired our mortgage. Seaforth has been good to me. I now work a five-minute walk from home at McGrath Seaforth. My wife Elizabeth and I work as a selling team and our family now have their own careers.  We have found both a lifestyle and working environment that suits us perfectly.

What would you say is most important in creating longevity in a career in real estate?

An optimistic disposition, absolute persistence and tenacity even in the face of disappointment and rejection. Real estate sales success will give you highs that are worth every disappointment. When you do get down, and there will be times, pick yourself up, dust yourself off and get back on the phone. Continue to believe in your ability and your clients will become believers; you will eventually build a following of raving fans. The referrals of your raving fans will be your greatest listing tool and success will follow. 

Take a look at one of Ian's listings on Homely here.

 

Agent bio:

Born and raised on Sydney's Northern Beaches and residing in Seaforth for the past 15 years, Ian Fox is a licensed real estate agent with unparalleled local market knowledge and a true passion for the area. Having recently joined the team at McGrath's Seaforth office, Ian brings a wealth of experience towards his specialist suburbs of North Seaforth, Balgowlah, North Balgowlah and Manly Vale. Having raised a family himself in Seaforth, Ian has a strong connection to the suburb and has extensively renovated his own home as well as subdivided land in the area. Ian is transitioning into Residential Real Estate following a 40 year career in Property Valuation, Agency, Property Banking and Funds Management. Connect with Ian on LinkedIn.

Ian.Fox.profile.pic

 

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Sydney. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

 

Check out our suburb reviews and Q&A pages to see what everyone is talking about.

 

We'd like to hear from you!

If you enjoyed this blog please leave a comment below and share it with your friends. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

 

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