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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Ask Rocky & Rob

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Ask Rocky & Rob

Q: What makes a good auctioneer?

 

A: Auctioneering has come a long way since the days of stock and station where auctions were quick, bids were difficult to follow and no one could understand what the auctioneer was saying. The distinct chant, pace and rhythm that was unique to stock and station is now a thing of the past. The modern property auctioneer is required to have a distinct set of skills and salesmanship to achieve good outcomes come auction day.

The modern day property auctioneer needs to be many things. Especially with the internet and other online sharing portals allowing vendors to conduct their own research to decide which auctioneer is right for them. In many cases vendors can judge for themselves in a single click on YouTube whether an auctioneer knows their stuff or if they are standoffish and stilted in their sales manner. 

Some examples of great auctioneers in their element include:

auctionflagstock

We're often asked ‘what makes a good auctioneer?’ and after some consideration we've decided the greatest auctioneers share the following three attributes:

1. Excellent communication skills.

Auctioneers form a firm link in the sales process so good ones have evolved to accommodate both buyers and sellers needs. First and foremost, auctioneers must be fantastic communicators. They need to be able to provide a relevant third party to the process, build rapport with the crowd and are able to read buyers’ body language. This is particularly important as auctioneers need to be able to easily determine when its a good time to push for higher bids or to let the crowd take a breather during the auction. The best auctioneers are also prepared to get involved in negotiations on the auction floor and interact face to face with buyers.

Auctioneering has become a specialist profession within the real estate sector. The best auctioneers are calling in excess of 400 auctions a year which makes them a great source of information in all sorts of markets. This knowledge also helps when communicating market conditions to any vendor and is valuable in setting the property up for success on auction day.

2. Showmanship.

Gone are the days of taking bids and simply repeating numbers. The modern day auctioneer is an entertainer, expected to put on a show for buyers and set the tone for the auction. A talented auctioneer uses their charisma and personality to create excitement, drive bidding and effortlessly command the attention of the crowd. Good auctioneers often also employ humour to engage with and put bidders at ease and commonly have signature lines in their back pocket to get the bids flowing. 

3. Confidence.

If an auctioneer appears nervous, talks too quickly or mumbles buyers will not be inspired with confidence and hold back their bids. For this reason, the very best auctioneers create the impression that they’re confident, in control and that they’re essentially there to help buyers. Remember the greatest auctioneers ooze confidence not arrogance.

It can be extremely challenging to strike the perfect balance between being assertive and not aggressive as an auctioneer. You definitely want to steer clear of being an overly forceful auctioneer. Buyers are often nervous and wary enough when attending an auction, where the added strain and stress of an intimidating and aggressive auctioneer can turn them off completely from raising their hand. So the most skilful auctioneers are confident and assertive just enough to encourage buyers to make their best offer to maximise the sale price for the vendor without resorting to intimidation or coercion.

The modern day auctioneer is confident, entertaining, assertive and above all else a great communicator. The best ones also make it look easy and have fun with it.

If you have any questions for Rocky and Rob please send them to marketing@homely.com.au.

Happy selling!


From the Homely Team.

 

Blogger bios:

Rocky Bartolotto is the National Sales Director at Homely.com.au and works closely with real estate groups in Australia, tasked with building strategic partnerships and growth. Connect with Rocky on Twitter and LinkedIn.

rockyimage

As the NSW Sales Manager for Homely.com.auRob Trovato focuses on building relationships and partnerships with real estate groups across all of NSW. Connect with Rob on Twitter and LinkedIn.

rob image.png

About Homely:

Homely is a new way to search for property to buy and rent in 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 Ben Munro Smith

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Feature agent: 5 minutes with Ben Munro Smith

This week we had a quick chat with Ben Munro Smith from Belle Property Balmain to get some insights into Sydney's property market, advice on what it takes to be a successful real estate agent and the best spots in Balmain worth stopping for a bite.

What kinds of trends are you seeing in the property market in Sydney’s Inner West at the moment?

People are looking further afield than we have previously seen. More and more people are choosing key lifestyle suburbs and then beginning the search for the perfect house. As an agent, this is fantastic because it means we get to work with people from all over Sydney. The Balmain Peninsula has so much appeal to Sydneysiders, we make most people’s lists!

What do you find most challenging about your job?

One of the biggest challenges about working in real estate and certainly one of the things that makes me love it, is that you always need to be ‘on’. It doesn’t matter how many opens you’ve had that day or how many properties you’ve sold that year – it is absolutely imperative to make sure you are representing yourself and your clients in the best possible way.

I’ll never forget what my grandfather told me when I got my first job, you need to treat each customer as if it was your first for the day. I’ve tried to take that attitude with me to every job I’ve had since.

In what ways do you leverage social media for marketing and lead generation?

Social media is a great opportunity to engage with the local community. For me, this platform isn’t all about selling, it’s about being part of the community, supporting local businesses and connecting with people. 

It has also been great for introducing me to clients which I may not have had the opportunity to meet otherwise. I think where social media helps an agent stand out is that it shows the personality behind the agent. Real estate is a people game. A brand might get you through a door but ultimately a client will decide to go with you (or not!) based on you as a person. Social media helps the community get to know you and in return helps you to understand them.

One of the other great parts of being active on social media is that it gives you real time feedback from your clients. I have asked for feedback on new marketing ideas on social media and had some great responses. I’ve then been able to use this information for client sales campaigns. This year I signed up my first vendor from social media and I’ve had special 'follower' property previews which have helped to provide my client (the vendor) with real market feedback on price and the property itself.  

Do you have any specific strategies or tactics you use to most effectively manage your time and follow ups?

Time management, like in any job, is something you really need to remain in control of. Being organised and having a systemised approach to each day is so important. For me, that means everything goes into my diary and at the end of each day I put together a plan of what I’m going to achieve for the following day. Keeping on top of this means I can see where I have space if something comes up and it also allows me to track my day to ensure I achieve everything I set out to. It might sound a little extreme, but it certainly works. The saying goes, fail to plan and you plan to fail, and there is some real truth in that. 

What do you find most appealing and useful about homely.com.au?

Homely is a great resource for agents, buyers and the community. It gives something back to all these groups which really makes it stand out against the competition. Personally I love reading their blog for tips and industry articles. These are great to share with my clients and database.

One of my favourite features is the Q&A section. It’s great being able to answer questions and share information about my local area as well as having a platform to ask the community for some advice. 

As an agent it is great to have a free platform to showcase my client’s homes for sale, especially one that is easy for buyers to use. For my business, having the ability to display listings on such a beautiful platform really helps me to stand out from other agents.

Do you have a go-to restaurant or café in Balmain?

We really are spoiled for choice in Balmain when it comes to food. All of the local café and restaurant owners are so passionate about their offering, it is tough to choose just one!

I go past Little Ethel’s most mornings on my way to work and Jamie the owner makes a mean cup of coffee, so they see a lot of me. Tom at The Lodge, just opposite my office, hosts a great spot for a drink at the end of the week and Kim from Wilhelmina’s Bar organises an amazing monthly seasonal dinner which I love to attend. I could really go on and on, there are so many great options!

Check out one of Ben's latest listings on Homely here

 

Agent bio:

Ben has extensive experience in sales and real estate having worked in the property industry for 10 years. Specialising in homes on the Balmain peninsula, Ben share’s the same enthusiasm for this part of Sydney as his clients do. He works with Belle Property Balmain, attracted to its powerful brand and broad marketing reach which assists him in attracting as many buyers as possible for his clients’ homes. Connect with Ben on LinkedIn or Twitter

ben_munro_smith

 

About Homely:

Homely is a new way to search for property to buy and rent in 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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Ask Rocky & Rob

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Ask Rocky & Rob

Q: What advice do you have for making good first impressions?

 

A: When you meet someone for the first time, be it your new boss, a recent addition to your team or a potential client you want to convert, his or her brain makes a thousand judgements at lightning speed. These include: ‘Are you someone to approach or to avoid?’, ‘Are you a friend or foe?’, ‘Do you have status and authority?’, ‘Are you trustworthy/competent/likeable/confident?’, and perhaps most importantly ‘Do I want to do business with this person?’.

We make major decisions about people within the first few seconds of meeting them. First impressions are heavily influenced by nonverbal cues, even more so than verbal cues. Allan Pease, an internationally renowned expert and researcher on relationships and body language, has found that nonverbal communication can account for more than 65 per cent of human communication in face-to-face conversations, whereas the verbal component is less that 35 per cent.

With nonverbal cues playing such a major role in what we convey and communicate to others it is vital that you make a good first impression on the people you meet. This is especially true in business relationships. While it’s impossible to stop people from making snap judgements altogether, you can influence how other people judge you through nonverbal communication.

Here are seven nonverbal communication tips to help you make a positive first impression:

1. Attitude adjustment. People pick up on your attitude almost instantly from all kinds of nonverbal indicators. Before you greet or meet someone, think about the situation and make a conscious decision as to the type of attitude you want to portray and embody for that specific audience.

2. Straighten up. Status and power are nonverbally conveyed by your posture, height and use of space. Standing tall, pulling your shoulders back and holding your head high and straight, are all signals of confidence, a positive attitude, assertiveness and competence.

3. Show off your pearly whites. Remember a smile is an invitation and sign of welcome to everyone you meet. It says to new clients or business colleagues ‘I’m friendly, likeable and approachable’.

4. Make eye contact. Looking at someone eye-to-eye transmits energy and indicates attention, interest, focus and openness. Tip: To improve your ability to make eye contact, practice taking note of the eye colour of every new person that you meet.

5. Raise your eyebrows. Open your eyes slightly more than you usually would when you meet someone new to imitate the ‘eyebrow flash’, the universal signal of acknowledgement and recognition.

6. Shake hands. This is a fast and effective way to build rapport between yourself and a new acquaintance. Studies of the brain by University of Illinois researchers have shown that a simple handshake increases positive affect towards an interaction and also diminishes the impact of a negative impression. So a simple handshake when you meet a new person can help forgive any later misunderstandings.

7. Lean in. Leaning forward slightly illustrates to the other person that you’re engaged and interested in the conversation. Although you should always be respectful of the other person’s space. In most business situations keeping a distance of approximately two feet between yourself and the other person is preferable.

Every encounter you have with someone new presents an opportunity to meet new clients and expand your professional network by making a positive first impression. You’ve got just a few seconds but if you handle it well, a few seconds is all you’ll need.

If you have any questions for Rocky and Rob please send them to marketing@homely.com.au.

 

Blogger bios:

Rocky Bartolotto is the National Sales Director at Homely.com.au and works closely with real estate groups in Australia, tasked with building strategic partnerships and growth. Connect with Rocky on Twitter and LinkedIn.

rocky.b headshot

As the NSW Sales Manager for Homely.com.auRob Trovato focuses on building relationships and partnerships with real estate groups across all of NSW. Connect with Rob on Twitter and LinkedIn.

rob.t headshot

About Homely:

Homely is a new way to search for property to buy and rent in 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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Ask Rocky & Rob

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Ask Rocky & Rob

Q: What are your most powerful prospecting tricks to expand your real estate clientele?

A: There are many ways in which real estate agents try to grow their client base. Some rely mainly on cold calling or driving new business by working their open houses, where other agents work off their database of existing clients and referral business. When it comes to expanding your real estate clientele, we find the most successful agents use a combination of short-term and long-term prospecting strategies.

Short-term tactics

Short-term prospecting is when you're trying to find the next seller to grow your inventory. This is where good agents leverage off their current listings and sold properties to find people looking to sell.

A great place to start is doing a listing drop. We know that everyone does letter drops and they annoyingly clog up everyone’s letterboxes, so you’ll need to try something different to set your self a part from the competition. What we say next may shock you, but we want you to get out there and try knocking on doors and actually speaking to people. Start by briefly introducing yourself, let them know there is a property for sale near them, apologise for disturbing them, don’t forget to leave behind the details of your listing and business card, and don’t overstay your welcome. The whole exchange shouldn’t take more than a couple of minutes or so.

By personally dropping off your letter drops you can make sure you’re not that agent people want to run away from when they see you coming. We recommend repeating this same process with your auction invitations and sold brochures. This way you’ll build up a good reputation and rapport with the locals, and start to be seen as someone who is approachable and knowledgeable about property in the area. Best of all they will come to you when they need you.

Open homes are the first opportunity to put your expertise on display. Make sure your brochures are presented neatly and that you greet everyone that attends in a friendly manner. Ask qualifying questions like what brings them to the inspection and determine whether they are a buyer, neighbour or potential seller. After all this is the purpose of conducting open homes, to find out important information, gage interest in the marketplace and generate leads.

Invite as many people as possible to your auctions. It's a great opportunity to put your office and skills on show, and it leaves a memorable impact on everyone who is there. Neighbours also remember great auctions in their street and the agent that handled them, so continue your home visits to keep them up to date and remind them of your presence.

Long-term tactics

Long-term prospecting is about positioning yourself as your clients’ ‘go to’ person for when they think of buying, selling, investing or renting real estate in the future. For successful long term prospecting you need to systemise yourself and your follow-up strategy.

A great place to start is to touch base with clients from properties you've sold in the past. Good follow up actions include:

  1. A welcome gift on settlement. It doesn't have to be anything too extravagant or big. A bottle of wine, some movie tickets, a restaurant voucher or flowers are all nice offerings.
  2. Call them after three to six months to see how they have settled in and if they know anyone looking to buy or sell.
  3. Send them a gift or card on the anniversary of their purchase date and repeat this each year to stay in touch.

You would be amazed how quickly people forget who sold them their property. These three strategies will give you the best chance of receiving a call when past clients want to sell again.

There are no shortcuts in real estate, so set out in every interaction you have with clients to position your self correctly to ensure future business and clientele growth. Remember, the best agents master both short-term and long-term prospecting and are systemised to succeed.

 

Happy selling!


From the Homely Team.


 
Blogger bio:

As the NSW Sales Manager for Homely.com.au, Rob Trovato focuses on building relationships and partnerships with real estate groups across all of NSW. Connect with Rob on Twitter and LinkedIn.

prospectingtips.rob


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Ask Rocky & Rob

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Ask Rocky & Rob

Q: What advice would you give to someone looking to buy property at auction?

A: Buying a property at auction can be a very scary thing to do for a buyer, especially if they haven't participated in one before.  

As agents and auctioneers we typically work for the vendor and are employed to achieve a desired outcome for them, however this shouldn’t stop us from helping a buyer achieve their ideal result at auction.

We’re big believers in providing quality buyer management. In this relationship it is really important to understand what the buyer wants to achieve and then put them on the right path to succeed using your valuable experience within the industry.  

Always remember ‘the buyer of today is the seller of tomorrow’. We often hear anecdotes where buyers complain that their agent didn't assist them enough in finding and buying the right property. Obviously this could be for many reasons. The buyer may have missed out on their dream home because of unrealistic expectations or misinformation on pricing given to them by agents in the past.

Whatever the case, buyers won’t forget bad experiences with you and agents like you. Keep this in mind when you’re assisting them and set out to provide as an exceptional service as possible, so they tell their friends and come back to you down the track.

The key here is coaching and education. Help buyers by researching prices and clearance rates in their areas of interest, explaining how the auction process works and setting out a strategy they are comfortable with.

Remind the buyer they will need to get their written mortgage pre-approval prior to the auction date and they are required to pay a deposit on the day, usually 10 per cent of the sale price. 

Recommend attending a few ‘practice’ auctions before the real thing, so they get a feel for auctions and know what to expect. Afterwards review what happened and discuss how they should handle the same scenario when they step up to bid. 

Make sure your buyer doesn’t just stand there waiting for someone to bid and then react, guide them to be a proactive buyer and the aggressor come auction day.

Bidding tips and strategies:

Tip 1. Open the bidding.
Advise the buyer to open the bidding. When someone else bids encourage them to bid straight away and repeat this throughout the auction. Most buyers will be put off by this and lose the desire to keep bidding because they miss the chance to feel a sense of ownership of the property and don’t form an emotional attachment to it. 

Tip 2. Bid with odd numbers.
Direct the buyer to open with an odd number and to always increase their bid in odd numbers. This may slow down the auctioneer, and confuse and slow the momentum of the other buyers. Make sure the buyer understands the importance of standing their ground and being aggressive at auction. Suggest they take control and show that they mean business by putting in their odd numbered bids straight after everyone else’s.

Tip 3. Wait it out.
This one is a riskier tactic where you want others to bid first and you give them the chance to gain a sense of ownership and become emotionally invested in the property. Here the buyer should wait until the very end of the auction to place a bid when everyone else has stopped. At this point a majority of buyers are likely to have reached or exceeded their budget and have already let the property go.

Tip 4. Use research to plan your bidding.
Remind buyers to do their homework. This will help them to gain a better understanding of how much the property will cost. They should look into what comparable properties in the area have sold for by weighing up their key features, such as the number of bedrooms, whether off street parking is included or not, the property's condition and size. Also, consider what the overall growth has been in the suburb over the past 12 months and beyond. Look into plans for future developments that will impact the value of the property, like shopping centres, train stations or schools. Get the buyer to factor in all of this research when thinking about how much they're willing to pay for the property and setting their maximum bid before auction day.

You will find your buyer will really appreciate that you took the time to help them where other agents didn't bother. Even if they don't buy from you immediately, we can assure you they will remember the help and advise you provided and they’ll come back to you in the future because of it.


If you have any questions for Rocky and Rob please send them to marketing@homely.com.au or add them to the comments section below.


Happy selling!


From the Homely Team.


 
Blogger bios:

Rocky Bartolotto is the National Sales Director at Homely.com.au and works closely with real estate groups in Australia, tasked with building strategic partnerships and growth. Connect with Rocky on Twitter and LinkedIn.

auctionadvise.rocky


As the NSW Sales Manager for Homely.com.au, Rob Trovato focuses on building relationships and partnerships with real estate groups across all of NSW. Connect with Rob on Twitter and LinkedIn.

auctionadvice.rob



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Ask Rocky & Rob

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Ask Rocky & Rob

Q: What are the key points to highlight when selling to an investor?

A: There are potentially three different kinds of investors you will come across and each will have different needs and criteria when looking to buy an investment property. Here are some of the key points to emphasise for each type of buyer.

1. Long-term investors

With a long term investor the vital selling point is return on investment (ROI). If they are planning on holding on to the property for years to come they will want to be assured that its probable gross yield will be worth it in the long haul. 

One good indicator of a property’s potential to have a high ROI is to calculate its gross rental yield to illustrate how much cash the property will produce annually as a percentage of its value. This provides an easy way for your investor to draw comparisons between the yield values of several investment properties they are considering [remember gross rental yield= annual rental income (weekly rental income x 52)/ property value x 100].

A second attribute to highlight for long-term investors is the key tax benefits available to property investors. Tax benefits property investors can claim as a deduction from their overall income include negative gearing, deductable costs and depreciation.

2. Short-term investors

A short-term investor is more likely to be interested in capital growth rates, where they are looking for a property that will put them in a better position financially in the short to medium term.

A purchase that provides a capital growth of between seven and ten per cent is key for an investor to build long-term wealth. So, when the time comes to sell they want to know that they are likely to be able to make a profit on what they originally paid for the property.

When selling to a short-term investor look in areas that are in demand and have a low price point. Vacancy rates and auction clearance rates are good indicators of whether a suburb is in demand or not.

When talking about the area and why the property has the potential to appreciate in value allude to the reasons good capital growth is likely down the track. Such as having access to important amenities like public transport, hospitals, shops, cafes, schools and an upward trend in land value over time.

3. The ‘Rentvestor’

This new generation of first homebuyers, aka ‘rentvestors’, are looking for affordable investment properties in growing outer suburbs or even in some cases interstate, and continuing to rent where they want to live due to lifestyle or financial factors.

This can be the best option for younger buyers to get their foot in the door of the property market and a wise way to build up equity for say two to three years that will help to build an investment portfolio and purchase a home where they want to live in the future.

These buyers will want to know about the general rental appeal of the area, whether it will be easy to rent out and find reliable tenants, and if it is close to public transport or if there are plans for future infrastructure to go in.

Also, remind a ‘rentvestor’ they are making a good choice in terms of the tax savings to be had, where the interest payments on their investment property are tax deductable along with any property related expenses incurred.     

 

If you have any questions for Rocky and Rob please send them to marketing@homely.com.au.

 

Happy selling!

From the Homely Team.

 

Blogger bios:

Rocky Bartolotto is the National Sales Director at Homely.com.au and works closely with real estate groups in Australia, tasked with building strategic partnerships and growth. Connect with Rocky on Twitter and LinkedIn.

Rocky.png

 

As the NSW Sales Manager for Homely.com.au, Rob Trovato focuses on building relationships and partnerships with real estate groups across all of NSW. Connect with Rob on Twitter and LinkedIn.

rob


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