All posts by Paul Davies

As founder and CEO of the fastest growing real estate network across Australasia, I offer real estate professionals an opportunity to reap the financial rewards of going it alone with the security and clout of an established brand. Talk to me and my team about your options.
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They sold it through Jo Vines

There is no stopping Coffs Harbour’s Joanne Vines, even after twenty years in the real estate business. Learn her secrets to success.

As any resident will tell you, there is so much more to Coffs Harbour on the Mid-North Coast of NSW than its famed Big Banana. As well as being a popular tourist location, the town is home to 70,000 passionate locals. The number is set to grow, with close to 10,000 new residences and 20,000 more people expected to join the local population by 2036.

Many Sydneysiders looking for a seachange are choosing Coffs because it boasts the most moderate climate in Australia, as well as its beautiful beaches, stunning hinterland and diverse wildlife. Property-wise, prices have climbed steadily since 2011, reflecting Australia’s collective obsession with owning a little piece of paradise by the sea.

For One Agency Group’s Joanne Vines, Coffs Harbour is home. Having moved to the area as a young parent, she originally worked as a dance teacher before switching to real estate. “My neighbour worked in real estate and encouraged me to consider it as a career. I’m glad I did!” says Joanne, who joined the industry 20 years ago.

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8 key habits to help your business

As the end of the year draws closer – or rushes towards us, as it sometimes feels – I thought I’d share with you eight key daily habits that I find helpful in business.

Sometimes, in the rush of dealing with your to-do list, chasing clients and finalising projects, it’s hard to establish daily habits that will make your working life more enjoyable and productive. But in my experience, it’s worth it. Read on for the eight key habits of successful people that are easy to apply to your own work day.

1. Create a Big Audacious Goals list

Having a list of big-picture goals will keep you focused and positive when you find yourself sweating the small stuff. What is truly important to you? What would you love to achieve with your work? Knowing what this is, and writing it down, will not only help it to actualise, it will also give you focus and clarity. Look at what you want from your work, what you want from your life. Are your to-do list and daily life speaking to these Big Audacious Goals? If not, look at how you can adjust things so that they are.

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Keeping it in the family

Fate has played a big role in Tina Lee’s career as a real estate agent.

With a background in insurance and sales, Tina left her home of Hong Kong in the mid-nineties and relocated to Sydney to raise her family. Once her youngest reached high school, she came across an advertisement while browsing the local newspaper.

The ad invited readers to find out more about the real estate industry. With strong sales and management experience, Tina had nothing to lose. “I was ready to go back to work and I liked the idea of selling something tangible,” she says.

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In for the long haul

2019 has been an interesting year for real estate professionals across the board. A number of factors, including the Hayne Royal Commission and a looming election, meant the hands on the Property Clock dropped to six (i.e. buy, don’t sell) in many areas.

Those who have been around for a long time have witnessed the cycles of the property market before. For the uninitiated, it can be difficult to weather the storm of a downturn, especially after Australia’s boom period following 2012.

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8 ways to grow your real estate business in Australasia

When you’re starting a new business or trying to build your existing real estate business, it goes without saying: it’ll take time and perseverance. But not much of it comes down to ‘luck’, so here are some of our tried-and-true tips on how to make sure that whatever you put in, you’ll get back in success and profit.

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A success story in Singleton

The town of Singleton in the NSW Hunter Valley has an interesting cross-section of property and people.

Of the population of around 16,000, many find work in the mining industry. However, locals are quick to point out that Singleton is far more than a mining town. Having the vineyards of the Hunter Valley on their doorstep, a large nearby military base and many agricultural families using ‘Singo’ as a base means there is always someone different to talk to.

Property-wise, Singleton has had its ups and downs, most recently after the mining industry experienced a downturn in 2012. Between then and 2014, prices took a tumble by around 20 per cent.

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Why you need to be up to date with AI in real estate

After decades seeing artificial intelligence in sci-fi films, it seems like the dawn of AI in everyday life is finally here.

While this might seem daunting at first, the possible applications of AI in real estate can actually make the job of an agent easier, more efficient and more productive.

Will AI replace real estate agents? Only in a very poor way. The art of selling a home is about connections and human skills, so the best salespeople have nothing to worry about ‒ only something to gain.

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Is a real estate business partnership right for you?

How you structure your real estate business is something you’ll need to think about early on.

Some agents find that a business partnership is the right choice as an alternative to going solo. You share the workload, the risk and the profits. And if you choose the right partner, you can balance each other out, and even share a few laughs along the way! One partner might be better at client communication, for example, while the other might be better dealing with numbers and book-keeping. A partnership is also less lonely than working alone, so might suit extroverts better than a solo operation.

 

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Why no office is a good office

If you’re taking the plunge and setting up as an independent real estate agent, you’ll know too well that there are significant costs involved. Not just financial costs, but also endless amounts of energy required to get established and build on your ideas and brand.

One question that often comes up is whether or not you should open a bricks-and-mortar ‘shopfront’ – and invest all the time, energy and money (rent, phone line, electricity, equipment, renovation) that entails?

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Partner with a mortgage broker for better success

It’s a problem for home sellers and real estate agents all across Australia. You think you’ve found a buyer, but when it comes time to close the deal you find out that they haven’t been able to sort out financing so it’s back to square one.

This sort of disappointment is one that can be avoided with the right people on your team, which is why you might want to consider partnering with a mortgage broker.

What can a mortgage broker do for you?

Homebuyers have several options for sourcing the funding for their home loan, but none so specialised and personal as a mortgage broker.

A broker will sit down with your client and work out what they want, the loan-servicing capacity and what the most appropriate way to get it will be.

Part of this will be about finding the most suitable lender, but the broker will also look at the buyer’s finances as there might be ways to make them more attractive to lenders. For example, as a general rule, every $10,000 an applicant has in available credit card limits reduces their borrowing capacity by $35,000.

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Queen of the ‘castle

As a standout sole operator in the Newcastle region, Annette Pinkerton has a few tricks up her sleeve.

First, with an extensive background across radio, television and newspaper plus qualifications in marketing, she understands the techniques to draw people in to an open home and the importance of good advertising.

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Why women and singles might be your best clients

With an ageing population in Australia, one in four Australians now live alone, and these people are more likely to be women. Additionally, young women are now more likely than young men to be looking to invest in their first home and secure their financial future.

For real estate agents, these clients are worth keeping in mind when building your business. Many of these buyers or sellers might need to downsize from a large family home, or find a suitable home close to work and public transport. Others might be looking for financial advice or help with finding a mortgage for their first home. Our existing housing stock still needs to catch up to this new reality, along with our marketing strategies.

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Why you shouldn’t mention ‘integrity’ in your profile

Most of us will have been to job interviews where we were asked to provide an example of a time we showed initiative, took responsibility or exhibited leadership abilities. This is because simply listing ideal attributes for a role is not enough.

And that’s why mentioning ‘integrity’ in your agent profile is rather pointless. Because what real estate professional doesn’t declare that they personify this attractive attribute? You’ll only sound like the next salesperson trying to win clients.

But that doesn’t mean it isn’t a very important aspect of your role as an agent. It’s just about approaching it from a different angle. The saying, ‘Actions speak louder than words’ is what it comes down to with integrity ‒ as it is better to prove, through the things you do, that integrity is a trait you possess.

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On track in Colac

“All-rounder” is one way to describe Merryl Hilton, who starts her days in gumboots at the dairy farm run by her husband and ends it in heels as a popular Colac real estate agent.

After being involved with property all her life, Merryl relocated to the regional Victoria area around 15 years ago. She took on a One Agency licence in 2017.

“My mum collected houses,” explains Merryl, “And there haven’t been many times when I haven’t had an investment property as well as my own home.”

For Merryl, the experiences of being a real estate agent and One Agency licensee have been nothing but positive.

Country strong

Unlike many regional areas, Colac is a thriving locality. It serves as a hub for surrounding dairy farmers and is home to several thriving manufacturing businesses as well as Bulla Ice Cream and the Australian Lamb Company. Although house prices have climbed steadily since 2010, rising in value by over $100k, the area is still affordable, with an average price of just over $300k, according to realestate.com.au.

“We have great employment plus good schools and healthcare,” says Merryl, “House prices are good, there are investment opportunities and rentals are amazing.”

Merryl offers property management as well as home sales. She has one and soon-to-be two full-time real estate agents on her team.

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8 factors increasing confidence in real estate markets

The housing market across Australia has been going through a downturn recently, but there’s real confidence returning to the real estate market.

Below, I’ve listed eight reasons why I believe that the Australian property market outlook is positive and why real estate agents should be planning to take advantage of this change.

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Real Estate Business

The advantages of diversity in your real estate business

The term ‘diversity’, when applied to the workplace, refers to what makes us different. And a recent report by Property NSW has described how diversity of background is a driver for success in the property sector. So how does a focus on diversifying your staff help with growth for your real estate business?

Not only does diversity improve decision-making processes within an organisation (due to a result of different experiences and backgrounds) but also, it helps the business to reach a broader customer base, relating to diverse tastes and preferences.

With Australia’s population being one of the most culturally and linguistically diverse in the world (more than 67% of respondents to the 2011 census identified with an ancestry other than Australian), it has never been more critical to ensure your agency is able to serve the needs of a broad client base.

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Lifestyle + real estate, a match made in heaven for One Agency Peninsula

Located just an hour outside Melbourne, the Mornington Peninsula is an eclectic mix of holiday houses, downsizers, local residents and professionals who commute to the city.

The cross-section of people have one thing in common; wanting to enjoy a slower, more relaxed pace of life without being too far from ‘the action’ over in Melbourne.

Many property owners here now have their main residence on the Peninsula, and a smaller place in the city. There is far less need to commute on a daily basis than there used to be and lots of former holiday homes are now full-time residences.

Amongst the many local faces is Steve Walsh, a local resident for over 20 years and the owner of One Agency Peninsula.

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Planning your first year in your real estate business

Starting a business can be scary but with forward planning and the right tools in place you will look back on your first year and feel amazed at how far you’ve come.

Here are key factors to consider and questions to ask yourself as you prepare to launch your real estate business.

As with much in life, planning is everything. Working out how you will operate is key to narrowing down your options and giving you a clear path forward.

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North Canterbury Dream Team

Neither Barry Rolton nor partner Nicole Weber had ambitions to enter the real estate industry.

For Barry, an opportunity arose when a friend in the industry invited him to join the industry in 2010. Nicole, who had previously worked in politics, was initially wary of becoming a real estate agent, but soon realised how every day is different and the real skill is in being a ‘people person’.

Now operating as a team, Barry and Nicole run One Agency Waimakariri, which is based in Kaiapoi, half an hour out of Christchurch on New Zealand’s South Island.

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5G is coming: What is it and how will it transform your business?

You might have heard that 5G has come to Australia, but have you considered how it can help you sell a home? Understanding a bit more about 5G features can help you work out its potential in the real estate industry.

5G technology explained

Just as 4G replaced 3G, improvements have come along that will see our phones get faster, more reliable and more powerful. Both 5G and 4G will exist simultaneously but it’s expected that 4G will be phased out at some time in the future.

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Country strong for One Agency Cooma’s Craig Schofield

Craig Schofield has always had a passion for property and his local area. Based in Cooma, near the NSW Snowy Mountains, he began his career as a painter before joining the local council.

Close to fifteen years ago, an offer to join a real estate business was too good to refuse. After spending over a decade as an employee, he launched One Agency Cooma real estate agency three years ago.

Since then, Craig has built his reputation within the close-knit local community. He has firm connections and is always meeting new people across age brackets.

To ensure success, this busy real estate agent has built a strategy around being honest and upfront. This keeps clients coming back.

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Are your emotions affecting your real estate success?

There’s no career quite like that of real estate. It can be challenging at times, but also very rewarding.

So how can we handle those inevitable emotional ups and downs

The elation of signing a seller or achieving a high sale price; the despair at losing to a competitor; the suspicion that you aren’t being treated fairly; the fear of doing things differently: all of these are valid emotions. The trick is to understand them, learn strategies for dealing with them, and control them.

We’ve picked up some tips on our own journey to help you ride the highs and lows.

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Real Estate Business

21 reasons people need to sell and buy property

While there are few signs to celebrate when it comes to the Australian real estate market right now, all hope is not lost. Homeowners might be giving up luxuries, but they will always need to buy and sell homes.

And good news just in; it looks like the downturn has bottomed out for now.

As always, excellent customer service and the visibility of your agency and brand will help you stay in the running.

Take heart. There are any number of reasons homeowners and property investors need to sell. We’ve listed 21 of them below, and there must be many more.

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Management

How property management can be your key to success

While you might find that the biggest paydays come from selling homes, these can be few and far between. However, your bills don’t stop just because you’re going through a quiet period and that’s often the reason that real estate agents have to give up their dreams.

Adding property management into your mix can be the step you need to take to secure your cash flow – and your future.

Some real estate agents turn up their noses at the idea of property management ‒ they see it as a small income that takes up time they could be spending on marketing a property for sale.

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Why brand support is vital to your real estate business

Behind every successful business is a successful brand ‒ one that’s taken time, effort and investment to create by establishing a good reputation, earning trust and providing a service (or product) that is valuable in the marketplace. And let’s not forget the investment in graphic design, that can help your business to stand out.

Coca Cola. Nike. Amazon. Google. Apple. These names are powerful because of their brand presence. People know who they are, and what they represent – and, most importantly, make buying decisions based on those perceptions. But to get to that level of customer awareness and market domination takes years; for those starting out from scratch, it can be extremely difficult to be seen in amongst a sea of well-established competition.

As for any industry, real estate has market leaders whose brands precede them.

So is your agency’s brand working for you the way it should be?

Simply put, setting up your own real estate brand will take a lot of time and money. You’ll be competing with agencies who have already done the graft and made themselves a household name in a particular suburb, city, state or even globally.

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Should you be a selling principal?

One of the benefits of running your own agency is that you’re the boss and you can decide where to focus your energy.

When you’re starting out, you might choose to keep selling to stay afloat, especially if you’re running a lean operation with a virtual office. As you build up your team and your profile, selling might be something you no longer need to do from a financial point of view.

Yet many principals do choose to ‘keep their hand in’ – selling properties, often for high-profile or loyal clients, and perhaps only a few a year, or sometimes more.

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Learn how Isaac Nguyen became a #1 agent in under 3 years

When we spoke to one of our top-performing members recently and asked him what he’d have done differently when he started his business, he told us of two key activities that could have helped his business from Day One.

Read on to see what they are.

How long have you worked in real estate?

It’s been around 13 years, working for a couple of major franchises in the area.

What drew you to real estate as a career?

I’d been working in pharmaceutical sales, which involved a lot of travelling. My priority became spending time with my family so I looked to real estate. It had always been at the back of my mind so it wasn’t a big leap for me.

What awards or recognition have you achieved in real estate?

Ranked #1 Sales Agent in Durack, Forest Lake & Inala.

A-List Awards Top 1% of Sales Agents in QLD for 4 consecutive years.

A-List Excellence Award for Most Properties Sold in the whole of Qld

Ranked in the top 10 Real Estate Agents in QLD for most properties sold.

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First Time Buyers, Real Estate Market

How the 2019 federal election might affect negative gearing

It’s almost election time again and that means only one thing ‒ the same tired proposals by politicians who have no intention of seeing them through. (How many times have we heard about a high-speed rail network? Tackling child poverty? Crackdown on welfare recipients?)

One of the most common pledges that could have an impact on the real estate industry concerns negative gearing and the Labor Party’s plans for reform.

Bill Shorten has announced that he wants to change the current negative gearing policy so that it no longer applies to existing properties. Labor’s plan is for negative gearing to continue only for investors who buy new builds. For current investors who make use of negative gearing, there will be no change on the properties they own, unless they sell them on.

Labor’s goal is to encourage growth in the building sector, which they believe will increase the supply and lower the overall price of housing and rent in Australia.

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6 top tips to build your real estate list

Building your real estate list is ultimately about dedication to doing a great job, alongside exceeding client expectations. But what if you’re just starting out? Or have moved to a new region?

Here are my top tips on growing your client list.

1. Work on your starter list

It goes without saying that a career as a real estate agent requires a thick skin. This doesn’t mean you can’t care, but rather that you need to not be afraid of getting knocked back ‒ especially when it comes to building your referral/client list.

If you’ve been in real estate for a while, you should have your starter list, so use that as your base and always ask for referrals. Highly successful agents who do well for their clients can normally count on three to five referrals per sale, and those in the top 10 per cent will be using their CRM to follow up daily, making around 15 to 30 calls per day.