The Crunch with Crib Creative: Recent Episodes
Crib Creative
Join Jess from Crib Creative as we chat with some of Perth's best real estate agents about how they got where they are, their successes and failures and what they learned along the way.
Ronnie and Georgia of The Block fame join us for this episode of The Crunch. The newest REIWA Ambassadors talk us through the ins and outs of selecting a proeprty to renovate or develop and how they choose an agent to work with as well as the differences between the Perth market and the Eastern states.
Plus Shane gives us a rundown on the latest market stats - things are looking up!
This week Jess is back hosting solo and welcomes Chris Jones from Davey Real Estate into the studio. Chris lives and sells in Duncraig and they discuss the benefits of working with your neighbours.
Chris also chats about why he took a risk to change careers and become a real estate agent with a 1-year-old at home and how the skills from his past career helped him succeed. And they discuss how the current market conditions and managing huge numbers of buyers at a home open can be positive and negative.
If you enjoy the episode please rate and review and if you have any feedback or anyone from within the Perth property market who you'd like to hear from, please let us know in the comments!
In this episode David James is back as co-host and we welcome Dave Murray from Realmark Urban to the studio to let us in on his secrets to his successful first years in real estate and how his apprenticeship under one of Perth's best agents set him up and gave him the confidence to go out on his own
Dave discusses how like attracts like, why hard work always prevails and the difficulties of staying the course in real estate.
We were pretty impressed with Dave (who's only 25) and we think you will be too!
If you enjoy the episode please rate and review and if you have any feedback or anyone from within the Perth property market who you'd like to hear from, please let us know in the comments!
This week we welcome Mark Grogan from O'Neil Real Estate back onto the show along with the Golden Gavel himself, Ross Hunter
The guys kick us off with a discussion about the changing property landscape in Perth and how it's affecting their approach to marketing. We then turn to the topic no one can get away from - investors, east coast investors and AirBnB investments versus Long Term tenants.
If you enjoy the episode please rate and review and if you have any feedback or anyone from within the Perth property market who you'd like to hear from, please let us know in the comments!
++ THE CRUNCH ++ This week on The Crunch this week we welcome Peter Zambotti from Mont Property. Peter specializes in selling the suburbs around Mt Pleasant and Ardross and we discuss the differences in that market compared to Shane's core area of Gosnells. The guys also delve into why process is so important in getting and maintaining listings and how to create momentum when stock levels are low.
This week Team Trolio from The Agency join us on The Crunch.
Craig, Luke & dad Nick have been working together for 20 years predominantly servicing the suburbs surrounding Hamilton Hill.
The team talk to us about why they are still getting multiple offers on properties, despite mounting interest rate rises, how they split work between the three of them and why they chose to join The Agency after many years with another franchise.
This week on The Crunch we ask Ross and Shane to grade 2022 and give us their best predictions for 2023. As always, it's not that simple with the guys breaking down how various markets within Perth are performing and what the key factors are that will affect us in 2023. With a reputation to maintain, will Ross "Rostradamus" Hunter and Shane "Crystal Ball" Beaumont's predictions be on the money? Only time will tell!
This week on The Crunch we get into the nitty-gritty of the Government's proposed changes to the REsidneital Tenancy Act.
Who do the changes benefit?
What should agents, property managers, landlords and tenants be looking out for?
Is it all too little too late or is there some unnecessary overreach?
Shane and Kirstin have thoughts and we want to hear them.
This week David James - Sales Coach joins Jess as co-host, bringing his always-on-positive attitude. He's been doing his research and he thinks the current Perth market is looking a lot like the early 2010s. Good news for Perth agents!
Plus Di Addenbrooke, Director & Licensee of Pulse Property Group talks about building trust in your community and what new agents need to do - how can they compete with an agent who has 25+ years of experience?
Shane's back this week and once again we're talking about interest rates. Combined with the rising cost of living, are buyers & sellers concerned? And what are investors in Perth doing?
Dean Sims, Director of Bellcourt also joins us to give his opinion. Selling in South Perth & Como means he sees a lot of investors - what advice is he giving them at the moment?
And with Bellcourts recent rebrand and many new real estate brands in Perth we ask- what are consumers looking for in a real estate brand now?
This week Shane Beaumont joins Jess to talk all things REIWA Awards - what do they really mean to the winners?
Our special guest this episode is John Hunter from William Porteous Property International.
John has benefited from some incredible mentors in his career so we ask how that has helped him get such early success in an area dominated by very experienced agents.
And as John hit the REIWA Grandmaster list for the first time this year we ask him, what made the difference.
We're relaunching! Same name, similar faces, same great content!
We've brought Shane Beaumont and Ross Hunter over from Off Market and we'll be back monthly talking all things property in WA with expert opinions and some very special guests.
This week we catch up with Shane and Ross, find out what's changed and talk about how we can expect interest rates to affect the Perth property market - are the media blowing things up as usual? Plus the guys give some great tips for tenants and landlords.
Have a guest you'd like to hear from or want to ask a question for the show? Hit us up on jess@cribcreative.com.au
This week on Off Market we head to West Perth with Mack Hall's Richard Self, the panel discuss why transparency is key in today's market and we ask what do buyers & tenants need to do to avoid disappointment (and is a pet resume really necessary.) Plus we're flicking Play of the Week for a new segment - Movers and Shakers. Got a tip? Send it through!
We're back! We've made it to Season 3 and we're kicking off with a visit to Space Real Estate with guest, Justin Davies. After a huge start to 2021 for the real estate industry we dive right in to what is really going on. Is now a good time to buy? Is it a good time to sell? What is really happening with property prices? As Ross says, real estate agents are currently the favourite guest at any BBQ! So if you want to hear what they have to say, tune into Episode 18 of Off Market
Our final episode for 2020! And a pretty special one for us as we filmed in front of a live audience of some of Perth's real estate industry leaders. This episode we take a look back at the year that was 2020 and take a look into our crystal balls to ask - What can we expect from Perth property in 2021? Thanks to everyone who supported the show this year! We look forward to recording again next year.
On our last episode of Off Market for 2020 we're taking a look back at the year that was 2020 and look into our crystal balls to ask - What can we expect from Perth property in 2021? A huge thank you to Domain for sponsoring this episode and keeping us caffeinated and to Giorgi for allowing us to film in their incredible Ten Bellevue Residence. Thanks to everyone who supported the show this year! We can't wait to do it all again next year!
This week on Off Market we're talking all things rentals! Jamie Horner from Empire Estate Agents - Your Local Real Estate Agent joins us on the show to talk about Perth's real vacancy rate, what record low vacancies means for landlords and tenants and gives us some tips on how to write the perfect rental application.
0:00 - Introduction
0:36 - Kalari House Tour
1:32 - Under The Hammer
7:10 - The Real Press
9:05 - In The Industry
16:29 - Hood Highlight
21:39 - Under The Hood
27:30 - Property of The Week
Listen in the extended interview with Shane Beaumont and one of Australia's best agents and Director at Marshall White, James Tostevin
On this week's episode of Off Market * We take a tour of the new BGC Home * Shane talks with James Tostevin of Marshall White about operating in lockdown * We talk Off Market sales - what does Off Market really mean? * Ryan De Rozario from Oswald Homes talks us through how the building grants have affected the building industry and the challenges being faced by builders * We finally answer the question - Established Homes vs New Build
And we're putting the call out - What is the largest turn out you've had at a home open this week? Whether you're in Sales or Property Management, we want to hear from you!
The Golden Gavel and the Golden boy of Gosnells are back for unlucky Episode 13! This week on Off Market... We're in a Buyer vs. Buyer market, the perfect storm is building and Ross is so excited he's running for mayor! Shane explains how property is like a great pair of shoes. West is best & East coasters are cottoning on City living - we ask Brad Triplett from Arena Real Estate what attracts people to live in the city Thanks to Finbar for our venue this week, the Sky Lounge at Vue Tower.
This week on Episode 12 of Off Market...
We talk conjunctional sales, affordable housing and we hear from Shane Penny of HKY Real Estate.
0:00 - Introduction
1:17 - The Viewpoint by Summit Homes Tour
2:24 - Under The Hammer & In the Industry
14:57 - The Real Press
20:25 - Hood Highlight
30:07 - Under The Hood
36:59 - Wrap Up & Play of the Week
Under the Hammer is back, Preacher Ross is lobbying to make Perth the auction capital of Australia and we discuss why the fear of loss is so important to a good sales result.
In the Industry is staying and the guys give us their thoughts - is stamp duty on the way out?
The Real Press covers the June sales bump, the subsequent fall-over rate, and what it all means.
And James Thompson from Bourkes Real Estate joins us to break down the City of South Perth and how rezoning is affecting the locals.
Shane Kempton, is a renowned coach and speaker and has led three of Australia largest real estate brands as CEO. Currently working with LJ Hooker Connect as High-Performance Coach and is the Sales Leader for their new brand LJ Hooker AVNU, Shane lent us some of his (limited) time to share the lessons he has learned through years of self-improvement and where he sees real estate heading.
To check out Shane’s latest book “Your Best Days Are Ahead of You” and training modules head to www.shanekempton.com
1.10 - How Shane went from the military to CEO of national real estate brands
4.50 – An extroverted introvert
5.40 – The key to balancing multiple roles
8.35 - What attracted Shane back into the real estate game
11.15 – Tech and Real Estate – the New World is coming
13.20 - Why Australian agents should be backing our property portals, not fighting them
14.25 – How the marketplace is like a set of escalators
17.35 – Finding the opportunity in every market
19.50 – There’s never a bad time to join real estate, there’s never a good time – there’s only the time that you’ve got”
22.45 – The key skills Shane has taken to each of his professional roles
27.00 – We make our own luck
29.00 – Shane’s toughest time in business (and what he learned from them)
31.20 – Finding the right people for the right job
32.40 – Run your own race
35.00 – Who mentors the mentor?
Episode 10 of Off Market - can you believe we made it this far?!
This week the team are at Aston238 in Leederville, joined by Craig Gaspar - DUET to break down:
What industry awards are important and why? Tell us what you think in the comments
Is the land sale boom a good thing and is it sustainable?
Craig tells us what he loves about Leederville and how a difficult time in business led him to become one of the State's best real estate agents.
0:00 - Introduction
0:43 - Aston 238 Tour
2:01 - In the Industry
7:46 - The Real Press
15:24 - Hood Highlight
26:38 - 6 Questions
36:09 - Wrap Up
In case you missed it on the Off Market podcast channel here it is!
Episode 9 of Off Market is a meaty one so settle in...
We discuss "Sign-gate" and how the media focuses on one negative action instead of the positive contribution of an industry.
We speak to the REIWA's own wartime President Damian Collins for an update on how members handled the last few months.
We're feeling optimistic about the market with low stock for sale, low stock for rent and low numbers coming onto the market.
REIWA's stance on the government grants and why we need stamp duty concessions on established property
We'd love to know your opinion on the show so please let us know what you're thinking in the comments.
2:10 - Market Update
7:50 - The Real Press
13:52 - Hood Highlight
28:01 - 6 Questions
34:21 - Play of the Week
Off Market is back this week! With more positive signs on the horizon and great news regarding Covid-19 numbers coming through daily, we thought it was about time for a catch up with our favourite panel. This week we were joined by Pascale Ciagfagna, commercial property specialist from Edison Property to answer some questions about how he sees the commercial market recovering from all this isolation.
There’s something in the water at O’Neil Real Estate and we wanted to find out what it is. Con Mathews, Travis Grogan & Mark Grogan are three high performing reps who started selling real estate with O’Neil straight out of school. 15 years later all three are still there and still successfully selling and we wanted to find out what keeps them going.
0.45 – Getting a start in real estate
3.30 – What’s in the water at O’Neil
7.00 – Why not caring about success is the key to success
9.00 – A little healthy competition
11:30 – Observing & learning
15.20 – Eating their words
17.10 – Changing habits & early mornings
20.10 – The best and worst advice
23.45 – Targeting strata complexes
24.15 – What you can learn from other agents
27.05 – The ideal day
31.10 – Learning to say no
35.00 – The beauty of a fresh start
It's a strange time for agents out there, and no doubt there are a few people struggling with motivation or feeling a little lost as to their next steps. So I asked David James, Sales Coach to put together a two-week action plan to kickstart your new way of working. Whether you're kicking goals in this new reality or haven't quite settled in yet there's something here for everyone so grab a note pad and pen and enjoy! 2.00 - Making a start now 3.00 - You're in your position today as a direct result of what you have or haven't done in the last 90 days 3.45 - Establish your true financial position 5.45 - "The real estate market going forward is not going to be strong enough to rescue you financially" 7.45 - Constructing your ideal day 10.00 - Allow longer for you call sessions & base your calls around emotion, not sales 13.00 - Stock review & stock pipeline 15.35 - If someone is genuinely selling now, they have a strong reason - you need to up the ante on that communication 17.30 - If you take on an overpriced listing, guarantee the seller has spent that money in their mind 19.30 - "We have to be a beacon of hope and inspiration & not a beacon of misery." 22.15 - Setting your targets and your "Back on the Bike" date 25.00 - Mix up your messages - staying in touch with your audience 28.00 - Doing things differently - will it stick? 30.00 - The importance of journalling
With more changes announced by the Federal Government this week and many people settling into this new normal, Jess checked in with Shane and Ross to get their take on the market and what changes they have made in their businesses in response.
“The evolution of one’s personality and soul is when you become comfortable in your own skin. And I’m not quite there yet but I’m pretty comfortable in my own skin. And you either dig me or you don’t and all the best to you.”
Solid advice from the one and only Simon McGrath on our latest episode of Th Crunch featuring Simon McGrath & Richard Clucas.
For agents working from home at the moment, this is a great 30 minutes of positivity and good actionable tips from two of the best in the business.
0.40 – One out one in
2.00 – The first sales
3.45 – From FMG to real estate – Richard’s story
5.35 – Great energy & coachable – two must haves in real estate
6.10 – Maintaining consistency & success in a career while holding together a family dynamic
8.40 – Old fashion values versus gimmicks
10.20 – The importance of owning your individuality
12.30 – Focus, focus, focus – Attention is the new currency
13.30 – When you’re at work you’re at work, when you’re at play you’re at play
15.50 – Ask for forgiveness, not permission
17.44 – What not to do
20.50 – Know what time of the day your energy is at it’s best
23.00 – Don’t focus on a good week, focus on a good 30 minutes
A special episode where we check in won how the Covid-19 lockdown is affecting the property market in Perth, with our man on the ground, Shane Beaumont.
“Often when you're first in real estate and you're young and ambitious and really keen and energized and you really want to make things happen you can get caught up in that deal or that transaction or getting that listing and your world can become very small. “
From careers in criminal law and manufacturing to joining forces in real estate, mother-daughter duo Christine & Chanel Majeks have learned to play to their strengths and they joined us on The Crunch to talk about how their relationship helps them deliver a unique client experience that exceeds expectations.
0.55 – Prior lives in manufacturing & law
3.00 – Similarities between real estate & criminal law – it’s all about people
5.20 – How a lack of flexibility drew Chanel to real estate
9.00 – A true love of property
10.30 – Two for the price of one – a point of difference in a difficult market
13.10 – Playing to your strengths
16.00 – The importance of listening, honest communication and considering all ideas
17.50 – Taking the leap of taking on a PA & the art of delegation
24.20 – Stepping back and reading the play
25.45 – Learning to say no and put yourself first
27.40 – The trigger to success
29.10 – Leaning of your colleagues
30.45 – Spend a moment doing what you love
“Real estate is really interesting because in my experience, somebody who is a really high performing salesperson is actually rarely a high performing leader or manager of people. Alan may be the exception to that rule.”
Alan Bourke & James Thompson of Bourkes Real Estate share their lessons & advice, developed over many years in the industry.
From hiring & leadership to maintaining energy & momentum, they have plenty of wisdom so don’t miss this one.
1.00 – Alan’s tenuous grasp on sales
1.45 – The first sale
3.40 – Authenticity, excellence & respect + focus, ambition & drive = success
5.00 – Employ three, keep one
6.30 – What makes a great mentor & leader
8.45 – 50% of advertising doesn’t work, we just don’t know which 50% it is
13.20 – Squeezing the most out of your day
14.45 – Throw the scripts out the window
18.15 – The worst advice James & Alan have been given
19.30 – Learning to say no to a listing
22.15 – The importance of securing VPA
23.45 – Maintaining focus & energy
28.30 – “Whether you think you can, or you think you can’t, either way you’re right”
I wanted to do something a little different to kick off The Crunch for 2020. As we are in not only a brand new year but a brand new decade, we’re doing a special on Generational change in real estate.
I’ll be speaking to agents who came up in real estate before Facebook and SMS and their protegee, who’s mobile phone probably hasn’t left their hand since they started their career.
To start our special series of episodes, we welcomed Kirstin Dunn and Soulla Semple of Semple Property Group onto the show.
Soulla has been in real estate since 1992 and her daughter Kirstin followed in her footsteps in 2005 and is now Licensee and Director of Semple Property Group.
1.15 – Soulla’s first sale – Doing it on her own
3.10 – Kirstin’s first sale – Mobile phone in hand
4.50 – How the role of an agent has changed
7.10 – Manual labour versus digital
8.20 – Signs of a seller
8.45 – The ideal week
10.30 – The importance being responsive
12.50 – Always training, always learning
16.25 – Treat everybody like they’re family
18.00 – Negotiation 101
25.45 – What makes a good sales rep? Debt
28.45 – Responding to people genuinely
30.25 – Fake it ‘til you make it
32.40 – The challenge of building relationships
36.15 – Our door is always open
Join us for Episode 5 of Off Market - a look at the Perth property market from the people in the trenches (and Jess).
Each week we'll be talking about the truth behind what you're reading about real estate in the news, as well as highlighting a Perth suburb with an area expert.
We'll be releasing a new episode fortnightly and we'd love your feedback and topic suggestions so please let us know in the comments what you think or nominate your suburb or a Play of the Week for our next episode!
Join us for Episode 4 of Off Market - a look at the Perth property market from the people in the trenches (and Jess).
Each week we'll be talking about the truth behind what you're reading about real estate in the news, as well as highlighting a Perth suburb with an area expert.
We'll be releasing a new episode fortnightly and we'd love your feedback and topic suggestions so please let us know in the comments what you think or nominate your suburb or a Play of the Week for our next episode!
Join us for Episode 3 of Off Market - a look at the Perth property market from the people in the trenches (and Jess).
Each week we'll be talking about the truth behind what you're reading about real estate in the news, as well as highlighting a Perth suburb with an area expert.
We'll be releasing a new episode fortnightly and we'd love your feedback and topic suggestions so please let us know in the comments what you think or nominate your suburb or a Play of the Week for our next episode!
Peter Zambotti started his career in real estate as a fresh faced 18-year-old. Less than 2 years later he followed Matt Podesta to Mont Property and hasn’t looked back since.
Selling in the prominent areas surrounding Applecross as an 18-year-old is no mean feat and in this episode of The Crunch Peter tells us how sheer tenacity got him through the early years of his career.
0.50 – Starting a real estate career as a driver
2.00 – Seeing the end of the boom
3.00 – The beginnings of Mont Property
4.10 – The Mont brand
5.15 – Ignorance is bliss – outworking more experienced competition
8.25 – Performing in a hard market
9.20 – From a cowboy industry to transparency and accountability
10.30 – Promoting the property not the agent
12.00 – A different approach to social media
14.15 – A salesperson at heart
15.05 – A bad time to be selling but a great time to be buying
17.45 – Building a relationship over multiple years
18.45 – A career built on cold calls
20.00 – The motivation to keep going & the lessons learnt
22.30 – Real estate is a job interview every day
24.30 – Peter’s non-negotiables
25.45 – The agent’s Peter keeps his eye on
26.30 – How to get through a bad day
27.30 – 2020 Goals
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2019.
This episode features Stephanie Reid with "Property Manager - The struggle is REAL"
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2019.
This episode features Stefanie Dobro with "Seek First to Understand and Stef's Survival Guide"
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2019.
This episode features Shane Beaumont on "THE "CLIENT" V’s "CUSTOMER” EXPERIENCE"
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2019.
This episode features Ben Keevers on "Playing the percentages and the importance of team"
Join us for Episode 2 of Off Market - a look at the Perth property market from the people in the trenches (and Jess).
Each week we'll be talking about the truth behind what you're reading about real estate in the news, as well as highlighting a Perth suburb with an area expert.
We'll be releasing a new episode fortnightly and we'd love your feedback and topic suggestions so please let us know in the comments what you think or nominate your suburb or a Play of the Week for our next episode!
This week we chat to Stef Dobro, Director of the recently launched White House Property Partners about what pushed her to go out on her own, the challenges of being a new business owner and why her support network is so important to her.
0.30 – From politics to property
3.40 – Influencing property policy from a different perspective
6.00 – Approaching property sales as an advisor, not a salesperson
8.40 – Making the leap out of your comfort zone and into business ownership
12.10 – The meaning behind “White House”
14.25 – Going it alone but with a strong support network
16.30 – Discovering the importance of cash flow in a small business
20.30 – Culture is caught, not taught
24.00 – The tech advantage vs old fashioned good service
26.35 – Building a stable, strong business
Join us for Episode 1 of Off Market - a look at the Perth property market from the people in the trenches (and Jess).
Each week we'll be talking about the truth behind what you're reading about real estate in the news, as well as highlighting a Perth suburb with an area expert.
We'll be releasing a new episode fortnightly and we'd love your feedback and topic suggestions so please let us know in the comments what you think or nominate your suburb or a Play of the Week for our next episode!
Ben Keevers was one of Crib’s very first clients and was a rookie on the real estate scene when we first opened our doors. Since then, Ben has settled in with Ray White and has built himself quite a reputation on Perth’s northern beaches for his consistent results and his love of the local community. Ben is one of our upcoming speakers at this year’s REBar Camp so we got him in to chat about his love for real estate.
0.55 – From sales ‘jobs’ to a real estate career
2.35 – Why real estate attracts so many ex-athletes
5.00 – Building a local brand
8.50 – Those fist pump moments
10.10 – Simplifying business into AM & PM
11.15 – Finding great PA’s
12.50 – Choosing a brand to evolve your business
15.35 – The importance of great mentors
16.30 – Dipping his toe into auctioneering
17.45 – A successful property campaign
20.20 – VPA & vendor expectations
21.50 – Balancing the emotions of real estate
23.20 – The reward of exceeding expectations
One of Perth’s leading agents, Adam Naumovski from The Agency has been awarded Master Salesperson by REIWA for the past 4 years. Adam has built a solid business based on repeat and referred clients and we spoke to Adam about how he has set himself and his team up to handle such a high sales volume and why you won’t see him branding himself as an area specialist.
0.45 – Continually prospecting
1.20 – Real estate hours
2.15 – The prospecting process
3.40 – Not an “area specialist” but with the same level of service
5.40 – Running his own business under The Agency
7.20 – Handling a high-volume business
10.05 – Successful second round in real estate
13.20 – Evolving while keeping the fundamentals the same
14.15 – The best job in the world
15.15 – There’s no excuse for not getting back to a client within an hour
17.10 – Dollar productive activity & outsource the weaknesses
17.50 – Listing vs. Selling
18.40 – Pushing through the first two years
19.50 – What’s next
Ryan Smith is no stranger to working weekends and late nights.
Proving his early entrepreneurial chops with a string of successful businesses under his belt, Ryan turned to real estate last year and was recently named REIWA’s Rookie of the Year and Realmark’s Rising Star. We chatted to Ryan about how his background in sport and digital marketing has helped him make his mark in his first year of real estate.
0.55 – The long list of accomplishments
1.30 – The business that started it all
2.45 – From fitness to marketing to restaurateur
3.30 – Entrepreneurial blood
5.00 – Coming back to real estate
6.15 – Working in a people business
8.08 – Utilising digital marketing to sell property
9.30 – Why Realmark
10.50 – “Disrupting the property space through the science of digital marketing”
13.40 – Focusing on what works
14.50 – Learning from the best
15.35 – Loving what you do and putting in the work
16.45 – The importance of mindset
18.00 – Goals & growth
With 7 successful months under their belt, Nat Hoye, Wayne Heldt and Donna Buckovska of Bellcourt Mount Lawley have proved they made the right decision in joining forces.
With a string of new offices opening around Perth recently, we invited Nat and Wayne on to chat about why they went out on their own, their vision for their business and the ups and downs of opening a new office.
1.00 – The move from agent to and agency owner
4.50 – Working with friends
6.30 – Recruiting for culture
9.55 – The vision & the cost of growth
11.15 – Boutique, franchise or independent
18.15 – Learning the business of being in business
22.30 – Why running an agency is not for everyone
24.30 – First-year lessons
29.50 – Bringing younger agents into the fold
32.10 – Opening a new agency in a tough market
34.30 – No Plan B’s
From a high-flying career in corporate sales & marketing to working in real estate with his dad, Ben has had quite the journey. The Director of Provincial Real Estate in Kalamunda, Ben talked us through why he sought the greener pastures of real estate and what it’s like working in a tight-knit community like the Perth Hills.
0.40 – A door to door salesman – the best grounding for real estate
1.45 – Prior life as an advertising executive
3.15 – Following his dad’s footsteps into real estate
7.00 – “It’s not how hard you can hit, it’s how hard you can get hit and get back up”
9.00 – Find a mentor & have a support network
9.40 – The importance of door to door
11.10 – Knowing your point of difference and continuing to reinvent yourself
12.45 – Building a boutique brand
14.30 – Working side by side with family
16.30 - Courage, change, culture & growth
19.00 – Not wanting to be another number
20.00 – Old vs New view points
22.25 – The biggest rewards in real estate
23.00 – People managing people
24.55 – Bringing people into the business
28.30 – Looking forward to modest growth in 2020
29.15 – Selling in the hills
31.50 – Virtual Reality – the next big thing in real estate?
Fleur Kane is a woman on a mission. Starting her sales career with ACTON Real Estate in 2012 she has since made her mark on her patch in Coogee and shows no signs of slowing down. We've been watching Fleur's career go from strength to strength in the Crib office so we thought it was about time to get her in for a chat about what drives her passion for real estate.
0.45 – Camels, carnivals, Switzerland & France
2.40 – Falling in love with Freo & falling into real estate
4.50 – From PM Assistant to Sales
5.40 – Hard work & early success
7:20 – Learning to have difficult conversations
8.00 – Being a young female in real estate
9.35 – There is still plenty of business to be done
12.10 – Understanding everyone’s individual situation
13.30 – Creating competition amongst buyers
15.00 – Living & working on Coogee
17.25 – Focusing on being herself & doing things well
18.40 – The importance of community involvement
20.35 – Don’t take on the wrong type of client
23.25 – Big goals on the horizon
In a sea of sales reps, Rob Mandanici and his agency, Paddington Realty, stands apart with their leasing only focus. Rob also sits across a number of industry groups, so he’s uniquely positioned to comment on where real estate is headed as well as what makes a great property manager and it was a pleasure to chat with him for this episode of The Crunch.
0.45 – Why cut sales out of your business?
2.50 – The joy of property management
4.15 – “Our first duty is to our client.”
“We’re all guilty of poor communication at times. It’s a busy role and quite often we’ve got a lot of balls in the air at one time.”
5.50 – A sore topic – How many managements should one PM have?
7.50 – What to look for (and where to look) in a Property Manager
9.40 – PM is the nuts and bolts of an agency.
“PM is the nuts and bolts of an agency. It will pay the rent in tough times, it will pay the wages, it will pay the bills.”
11.05 – How the financial market has pushed a lot of great tenants into the market
11.50 – For the first time in 4 years we are increasing rents & extending leases
12.55 – The importance of a one on one relationship
13.40 – How technology has blurred the boundaries in property management
16.40 – Social media as a tool for property managers and how Paddington Realty creates 60% of his new business through Facebook engagement
19.05 – REBar Camp – WA Agents learning from WA agents
“Education is important and some of the best education you can get is from your peers.”
22.20 – Change as a constant challenge in the industry
25.15 – The only way is up
Stuart Cox joined The Agency as General Manager in 2017 and was charged with providing strategic direction for the team as well as growing its numbers of high performing agents. In a market where many are retracting, Stuart has done just that, now leading a group of over 140 agents under the companies two brands, The Agency and SLP. Stuart found some time to speak with The Crunch about how the WA market compares to the eastern states and where he sees the future of the industry.
0.50 – Brand new country, brand new career
2.00 – The Agency – recruiting & fine tuning
3.00 – The path from selling to licensee to CEO
4.45 – Recruiting into a business that is non-office based
6.50 – What The Agency looks for in an agent (hint- not everyone fits the model)
8.50 – Acquiring an existing business in SLP – seeing an opportunity to run two brands in the same marketplace
11.00 – Key differences in the business models
12.00 – History of The Agency
13.45 – Driving the strategic direction
14.50 – East Coast vs. West Coast
16.30 – The fundamentals are right for WA
18.20 – Decimated industry or an opportunity for those who are still in it?
20.00 – Structuring teams to bring people into the industry
21.15 – Technology trends in real estate – AI and the rules of reciprocity
25.35 – The pace of change
28.20 – Getting real estate to the point where it is considered a genuine career
30.20 – Bringing young blood into an ageing industry
33.40 – The impact of the award introduction over East versus WA and changes to license requirements
35.15 – Reputation management & industry perception
Eric Hartanto was recently named one of the REB Top 100 Agents in Australia for 2019. He is 5 x recipients of Harcourts WA Top Salesperson and has been awarded REIWA Grandmaster Salesperson status for 6 consecutive years. Juggling his own success with running the Harcourts Applecross office, Eric has well and truly proved himself amongst the best in WA so we got him on to chat about the secret sauce to his success.
0.50 – Recruited in Winthrop and still there 15 years later
1.40 – The sky is the limit in real estate
2.30 – Working hard on every lead, whether listing or sales
3.10 – Growing market share through persistence
4.30 – Traditional methods of prospecting – from flyer drops to home opens
5.30 – Home open time is show time
7.25 – Leading by example
8.55 – Taking on experienced sales people with a good track record
9.45 – Listing is king and honesty is key to winning a listing
11.45 – Educating the seller is key no matter the market
12.35 – Communication and setting expectations early
14.25 – Sharing the workload amongst a sales team
15.30 – Persistence & diligence in follow up
16.10 – Understanding the buyers view on value
17.50 – Don’t blame things you can’t control
19.10 – Instilling discipline in his staff
20.55 – Working to a routine
21.35 – Start earlier
22.00 – Set goals & be persistent
23.15 – Do not take no as an answer
Today we’re bringing you a special edition of the Crunch, featuring Paul Hamilton, General Manager of Peard Finance.
With all the news this week about interest rate cuts and the loosening of restrictions on lending criteria and what that means for the economy we thought it would be a good idea to speak to an expert about what exactly that means for the everyman.
Some background on Paul before we dive into this episode. As well as being on the of Peard Group’s highest performing Financial Consultants, Paul played a significant role in influencing Federal Politicians to rethink their stance on the mortgage broking industry after recommendations were made by the Royal Commission that would have decimated the industry, so he is well qualified to speak on the topic.
Whether you’re an agent, looking to buy, looking to sell or know someone with a mortgage, there is something here for everyone - we recommend sharing it with family and friends.
1.15 – A background as a business analyst
2.00 – An industry under the spotlight since the GFC
4.45 – What does a mortgage broker do?
7.05 – Why were mortgage brokers targeted in the Royal Commission?
9.00 – The Royal Commission findings – A 4th of February shock
10.40 – How a mortgage broker gets paid and what “Trail” means
12.10 – Reaction to the Commission findings
13.25 – Paul’s role in turning things around and convincing Cabinet to change their policy position
19.15 – Status quo
20.10 – Why has finance been so difficult to get in the last few years? The focus on the interest rate floor, living expenses and assessible income
23.00 – The tools being used to get the economy moving- removing the APRA floor, cutting the interest rate & mortgage insurance for first home buyers
26.10 – Investing in Perth and the impact of interest only lending
27.10 – The interest rate cut and why you should be speaking to your mortgage broker
32.30 – Being optimistic about the next 2 years
34.10 – Earning trust through transparency and communication
36.00 – Who works harder – an agent or a broker?
From humble beginning selling fashion offcuts at the Queen Victoria Market to being one of WA’s best and most prolific auctioneers, Boyd Fraser has been there, done that.
His passion for auctions is evident and he’s got a story for every situation, from managing a streaker to selling for the King of Nauru. As he says, preparing for an auction is like going into battle, you never know what’s going to happen.
We had a ball recording this episode of The Crunch and we hope you enjoy listening to it.
1.00 – Humble beginnings at the Queen Victoria Markets
2.45 – From selling make up to selling real estate with Marshall White
4.00 – Becoming an auctioneer by default
6.10 – Being a licensed auctioneer
6.50 – Moving West and ‘leaving real estate’
7.50 – From 30 auctions to 100-130 per year
9.00 – Boyd’s introduction to Perth auctions and why that led to his passion for agent education
10.15 – Seeing a surge in Perth auctions
11.25 – Auction vs Private treaty
12.50 – Getting pumped for auction day – “An auction is like an open for inspection on steroids.”
14.00 – A transparent way to sell
15.25 – Going into battle – you don’t know what is going to happen at auction
16.45 – It only takes one person
18.00 – All agents should know all methods of sale.
19.35 – Getting a buzz through mentoring
20.40 – Selling property for the King of Nauru
22.25 – How the expectations of the public have changed
23.20 – Online auctions
24.40 – Removing the fear around auctions
25.40 – Being the best-dressed man in the room
In a time when people are tightening their belt and are hesitant to take on rookie agents, Cara De Buelle and Glen Newland are bucking the trend and throwing everything they have into developing their staff. Known for producing some of the states best rookies, we got their take on what makes a great culture and how to develop great agents.
0.50 – How two opposites found each other in business
4.05 – Transitioning from sales to business ownership – getting swiftly knocked into reality
5.25 – Business is about dealing with people – why staff are the biggest challenge
7.40 – Building a culture of success “You can’t teach attitude.”
12.30 – Why Glen and Cara choose to focus on culture over the bottom line
14.00 – Knowing who you want to be in business with
15.15 – Reducing a rookie’s pain points & handling the emotional roller coaster
18.10 – “It is a duty of ours to make sure that the next generation are going to make it.”
19.00 – Property Performance Stars – Giving back to the industry
21.30 – Earning your stripes – Be prepared to knock on doors for 4 years
26.00 – Being focused on what is happening in your own four walls
27.30 – Playing to each other’s strengths
30.15 – Big business dreams and broadening the focus
35.00 – More than a salesperson – advice for new agents
In a market as tough as the one we are sitting in at the moment, it's important to have a sounding board, someone with years of experience, who can motivate and provide advice and who is willing to keep learning and adjusting with the times.
One of those people is David James, a successful real estate agent in his own right and times, who has become one of WA's most trusted coaches. We got his take on what it takes to succeed in this market.
1.00 – A Kalgoorlie boy
2.15 – Why DJ moved his staff away from group training to an individual program
3.20 – Timing & discipline
5.00 – From retirement back into real estate, why DJ had to go back
7.00 – Why it has to get better
7.35 – Using technology to generate an income
9.30 – Good agents are good at recovery
10.15 – There’s no room in the industry right now for laziness
10.30 – Mechanics vs. dynamics
12.30 – Paper, Digital & Physical
14.10 – Real estate isn’t complicated but it’s tough
15.20 - The importance of negotiation skills, time management & forward planning never changes
17.00 – The process of preparing a new agent for the industry
20.45 – Having a strong why
22.20 – If you’re not capturing your data in today's market it will hurt you when things turnaround
24.25 – Getting over bad month disease
25.00 – It’s time to invest in social media and do it consistently
25.40 – Being an avid listener, reader & watcher
26.30 – Perth has never been so competitive, so get better at what you do and build your profile
28.15 – The consumer's demand for quality customer service is changing
31.05 – It’s time for agents to be proud of their industry
33.40 – Why a business owner needs to involve the office junior
36.35 – Selling teams is one of the best things to happen to the industry
37.40 – Keep the light burning at the end of the tunnel
39.25 – Love yourself, love the industry and love the product
Did you know Simon McGrath got his start in real estate after a failed career marketing Kieran Perkins branded fruit? Neither did we.
After 30 years selling in some of Perth's most prestigious suburbs, Simon has well and truly proved himself. It was a pleasure to chat to Simon for this episode of the Crunch and as well as sharing his story with us, Simon also outlined why it's so important to provide value in today's market and what he looks for in an up and coming agent.
1.01 – How losing all his money led Simon to real estate
3.40 – Selling Kieran Perkin’s branded rockmelon
5.05 – Finding the right working environment & the birth of Abel McGrath
8.00 – Letting things go and moving on
9.15 – Why Simon still loves real estate 20 years on
10.30 – Being surrounded by competent women
11.50 – Doing what you’re good at
13.20 – “You don’t win every race. But you win enough.”
15.30 – Discerning between the private and public agent
18.00 – How business has changed but it hasn’t changed
20.40 – The best coach is failure
21.40 – Why phone calls are still the most dollar productive activity an agent can do
23.50 – Working in the most competitive patch of real estate in Australia
24.40 – The value of the home open
27.15 – There’s never been a more important time to hustle
28.50 – The pivot point in the sales relationship
30.40 – Having a valuable conversation with a seller
31.30 – Convincing a seller that you are worth the commission
34.15 – How the introduction of the GST flatlined sales for 12 weeks
35.30 – Getting through tough times
38.00 – Finding someone you respect and learn from their mistakes
If you've ever dreamt of starring on The Block, then you'll be envious of Lauren Zornada, Director of Perth Property Flippers - for her, every day is a real-life Block episode.
Since leaving her job with a luxury car dealership in 2013, Lauren has worked hard to build a career renovating and developing Perth properties and in this episode of The Crunch, she tells us all about the ups and downs, as well as sharing some hot tips for wannabe renovators.
00.50 – How Lauren found her way in property flipping
3.00 – From being a weekend warrior to full time flipping
5.15 – Completing an 18-month project in 12 weeks
6.10 – Creating profitable deals in a falling market
8.15 – Following a well-worn strategy
9.50 – Finding a property worth flipping
11.50 – Setting a renovation timeline
15.00 – Project 33
18.55 – Learning from the US
21.50 – Selecting a property strategy
23.35 – How do you know if a property is a good Airbnb hold?
25.00 – Subdivision vs Property flip
26.30 – Building a business team
31.30 – Selecting an agent
34.20 – Utilising Instagram for the business
38.35 – Setting up a 5-star Airbnb business
43.10 – Being motivated by freedom
44.45 – Flipping shopping centres
47.00 – Don’t take the advice of your barbecue mates
To be honest, for most of our listeners we don’t need to introduce Tom Panos. Highly regarded as one of the countries most respected and recognisable auctioneers and real estate coaches, Tom has built a brand based on his straight talking, no bullshit approach to real estate.
We were lucky Tom made some time to speak with us on his last trip to Perth. In person, we found Tom a lot more softly spoken than his online persona but no less knowledgeable and our chat ranges on topics from the successful auction campaigns to building a real estate team and of course, the importance of the digital interview.
1.00 – How zero-based thinking could change the way you do things
2.00 – Why Perth hasn’t embraced auctions
3.55 – The ingredients for a great auction campaign
5.00 – The 47 points of contact in the lead up to an auction
5.30 – The benefits of building teams around a single agent
8.20 – Justifying building a team in a soft market and how to go about it
10.40 – People list with people – The shift from the office brand to the brand of the individual
12.00 – What the focus on the individual means for the office
13.13 – The absence of a shopfront does not mean you’re not going to be successful
15.20 – Tom’s top tips for building an online presence
21.10 – The man behind the rant
22.40 – Tom’s top podcast tips
After stepping out on his own to open Harcourts Empire, Matt McWaters has been learning the ropes of being a licensee while maintaining his strong market position. Now facing the challenge of growing his team, we spoke to Matt about what he’s looking for in his new recruits and why he loves what he does.
0.50 – Why real estate always makes Matt smile
1.50 – Looking for a new challenge
3.00 – Learning the ropes
3.25 – Ongoing support from a family run business
4.00 – Surrounding yourself with good people
5.10 – Seeing the business as a mental break from real estate
5.35 – Doing things right the first time
6.05 – Being yourself and adapting your business around that
6.30 – Loving and living in your farm area
7.43 – Real estate is all about people
8.25 – Working with technology to make it work for you
10.30 – Focusing too much on your competition can be a negative
12.00 – The cookie cutter model doesn’t work in real estate
14.15 – A people business
15.15 – The importance of being direct and honest
16.45 – Loving what you do and working hard
17.45 – The pros and cons of social media in real estate
19.25 – How to get through a tough patch
21.30 – Being held accountable
Peter Peard started Peard Real Estate in 1997, after a short but successful career in residential and land sales. Since then he has built a business that spans 12 locations and has had to consistently review and refine their business model to meet the market.
Having interviewed two of Peard’s top reps Tash Welburn and Todd Utley last year, it was a pleasure to talk to Peter and it was easy to see why his reps are so straight forward and down to earth, and get some insight into what it takes to run a business that has had such long term success in such a challenging market.
0.55 – Rising from rookie to shareholder in 4 years
1.55 – From residential sales to land and back again
2.55 - How chasing land subdivision morphed into Peard Real Estate
3.30 – An early culture of agent attraction
4.20 – Quick success & fast growth
“Once I had 20 or 30 reps I thought, well I’m in it now.”
5.15 – Positive public perception
6.50 – The importance of internal process & support
7.35 – Getting lean and mean in a challenging market
9.50 – How the introduction of the minimum wage has pushed some successful reps to step up
11.00 – Centralising the rent roll
13.15 – Creating employee loyalty by looking after people
16.35 – The trends that are here to stay and those that aren’t and why
“Purple Bricks will never work here, it was never going to work here. It works fine in the UK and they’ve got good market share but it’s a different ball game here.”
18.20 – The changing expectations of consumers
20.10 – “The success of the business and the backbone of your business is your salespeople."
21.40 – The chequebook mentality – admit fault and apologise when you make a mistake
23.50 – The darkness before dawn – Now is the toughest time we’ve seen in 20 years
26.10 – If you want success in real estate – You’ve gotta give up your weekends
Brooke Vulinovich, better known to some as Villa Management, has a large and loyal following on social media. Perth's social media queen, she has built a reputation by coaching business on how to build brand awareness, brand loyalty and increase sales online.
One look at Brooke's Instagram pages and you can see the proof of what she preaches. With a following of nearly 20,000 people on Instagram, we were excited to get her take on social media and learn some of her tips and tricks to growing a business.
0.58 – From an events company to a social media coach in 3 years
2.23 – How the ease of access to social media has changed the way businesses interact with their platforms
3.53 – The keys to building a successful business via social media
6.38 – Why asking for help has been Brooke’s biggest learning curve
8.33 – Growing a brand when you are the brand
12.13 – The lessons you learn running an online business
13.48 – Exceeding customer expectations
15.48 – Evolving as a business and appreciating the rewards
17.26 – Communicating to your customer
18.53 – The biggest mistake businesses make on social media (hint: STOP SELLING)
20.33 – If your clients are on social media then why aren’t you?
20.58 – How social media has changed and what’s coming
25.03 – Saying yes for success
30.53 – Top tips for real estate Facebook & Instagram pages
32.28 – Getting in front of the camera – just do it!
34.18 – Getting to 1000 members
Damian Martin is well known for being one of the country’s best basketballers. Playing with the Boomers at the Rio 2016 Olympics, a 4 x NBL Champion and 6 x Best Defensive Player in the NBL while overcoming multiple injuries, there's no doubt he's a champion.
This year, he is embarking on a brand new challenge, starting a career in real estate with First National Genesis, and we wanted to chat to him about how he is approaching this next stage while continuing to play top level basketball.
1:10 – Why unemployment was the best thing that ever happened to Damian
3:05 – Embracing multi-generational living
4:43 – How playing College basketball in the USA led to a career in real estate
5:34 – Moving from one passion to another
6:30 – What is most important when choosing an agency
8:10 – Juggling basketball, real estate, family & fatherhood
10:10 – Getting a rush from the sale
13:25 – “I have my goals and to be able to achieve them I’ve got to learn as much about the industry as I can.”
14:30 – Being completely out of your comfort zone
15:40 – Learning from the losses
18:15 – Being driven by the fear of failure
19:50 – The first door knock
21:10 – “It’s one thing to be invited to an appraisal but at the end of the day your selling hat persons biggest asset and they’re going to give it to the person they think will do the best job.”
22:05 – “Why can’t I keep my morals and values and just use it for a different industry?”
24:00 – “The thing that keeps me up most at night after a poor performance is letting someone down.”
25:00 – Working in a team to achieve goals in 2019
Craig Gemmill started his career in land sales and is now the name and face behind one of WA’s most respected home building companies, Gemmill Homes.
Our chat with Craig covered everything from finding a way to fit display homes into a digital world through to some of the biggest lessons Craig has learnt while building his business.
This is our final episode of The Crunch for 2018 and we think it’s a cracker! Thanks to Craig and Gemmill Homes for sharing your story with us.
0.55 – From scraping through year ten to law, land sales and building
2.53 – If your passionate about something and really enjoy it, you might as well have a crack at doing it yourself
3.13 – Creating a sense of ownership and a bond with clients
3.50 – Finding their way back after becoming too big
5.00 – Finding the people that share your values in business – employing out of longevity instead of what’s best for the business
5.55 – Price is important, service is critical
6.50 – Fitting a display home into a digital world
10.00 – From an ageing market to shrinking lot sizes – how the building industry is changing
12.00 – The increasing expectations of the consumer
12.45 – The foreign buyer’s surcharge
14.30 - Where are the first home buyers?
15.45 – Expanding the Gemmill brand
16.55 – How the Government’s direction to 2031 and the push for density is changing the market
19.20 – Coming up from the school of hard knocks
20.25 – The importance of timing in the market
21.00 – Learning not to take business personally
23.50 – Using success as motivation
Todd Utley - Peard Real Estate has averaged 1 sale a week for the past 19 years.
Coming up in real estate in a very different time, Todd benefitted from being mentored by some of the industry leaders of the late 90’s and early 2000’s. Joining the successful Peard Lawrence (now Peard Real Estate Joondalup) in 2004, Todd credits his successful career to his mentors, persistence and a having bit of mongrel.
Todd doesn't hold back in this chat, giving some insight into the heyday of real estate, how to change pace when the market turns and how “getting on people’s trip” has seen him in Peard’s top 3 performers consistently for the last 14 years.
0.50 – How broken mower blades led to a career in real estate
3.30 – Graduating with greats – being one of two successful agents to complete his REIWA course
4.45 – The importance of having a mentor and being held accountable
8.00 – From Ray White to Peard – Why Todd made the move that changed his career
9.00 - 2004-2008 The Hey Day
11.50 – The keys to success – Persistence, momentum and a bit of mongrel
15.55 – You’re not making money unless you’re in debt
18.30 – Helping people move on
19.25 – How competition with his wife turned them into a formidable team
22.20 – Anyone can list a lemon but the right listing it where the buzz comes from
23.30 – Getting on their trip
27.45 – Do it once, do it right
29.00 – What to do when you know you aren’t getting the business
31.20 – Sellers have so much data to look at when choosing an agent but no one is giving you the keys to their house unless they like you
34.00 – Getting through the tough times
37.00 – When everyone’s bleeding, you have to keep working through it
38.40 – The grass is always greener - What has kept Todd at Peard for 14 years
41.35 – You are the product – the major hurdle for people getting started in real estate
44.10 – Live, eat, breathe & bleed real estate
Making the move from motorbike sales to real estate has certainly proved the right choice for Michael Wallace from the Professionals Stirling Clark. He recently took home Rookie of the Year at the 2018 REIWA Awards and came in to chat to us about the reasons behind his career change and what led to such a successful first year in the industry.
Show Notes
0.55 – From motorbikes sales to property
2.40 – Selling in your local area
3.30 – Starting a new career with a family to support
3.50 – Getting started – listen, listen, listen
5.20 – The first year’s biggest challenge
6.30 – A fresh perspective
9.40 – Listing vs. Selling
12.55 – The highs & lows of real estate
14.50 – Advice for other rookies
“Drive your business in real time, not historically.”
Whether you are a real estate agent, a business owner or someone who wants to improve their leadership, you will find something for you in this podcast. Ross Hunter shares his insights into why more agents should embrace auction, what all successful businesses are doing right and what makes a great leader.
1.00 – From fixing bulldozers to fixing people
2.10 – Looking for accountability in a career
5.00 – Making the journey to New Zealand
6.00 – Early adoption into the auction process
7.55 – East Coast vs West Coast auction culture
11.40 – Why auction?
12.55 – Embracing the fear of taking your property to auction
15.30 – Back to Perth
16.40 – “We are a people development organisation disguised as a real estate agency”
18.15 – Network schmetwork – Coming back from being off the radar
20.00 – Number one factors for failure - Lack of accountability and business rhythm
23.30 – The average sales person is only effective for 2 quarters of the year – Setting up your business rhythm
27.40 - Drive your business in real time, not historically
30.40 – Why leaders need to embrace the power of no
33.00 – A natural leader vs learnt leadership
36.10 – What makes a great leader?
Find Ross at www.onedegreeconsulting.com.au
James Limnios is a well-known figure in the Perth community. CEO of the Limnios Group for 24 years, James is now the CEO/Managing Director of Limnios Equity & Development and Director of Limnios & Johns. James has also been an elected City of Perth Councillor since 2009 and has served as both Deputy Lord Mayor and Acting Lord Mayor of Perth.
With a passion for Perth city, this episode covers a wide range of topics from insight into the family that started it all to how James’s successful career as a real estate agent led him to where he is today.
Show Notes
1.00 – From a fish and chip shop to a real estate empire through delivering on values, ethics & honesty
6.20 – How breaking his wrist took James shifted James’ focus from law to real estate
13.30 - The importance of continuing to actively pursue your business interests
15.00 – What contributed to the Limnios’s success in real estate – visualisation, communication & hard work
18.25 – You can’t get away from prospecting
20.15 – Why stability is so important for a real estate agent – the grass is greenest where it gets watered
26.15 – How technology has changed the industry and why James nearly missed the boat
28.30 – Why James believes the capital city is the most important part of a state and how that prompted him to run for Council
31.00 – Local government vs. State or Federal politics and working as an independent
35.00 – Changing the perception of the real estate industry
36.55 – Why the investigation into the City of Perth Council is a good thing
38.25 – Why experience is crucial in a Government leadership role
39.20 – A leader by nature & what is next for James
40.45 – The public challenges of the last two years vs the private challenges of running a business
43.25 – What James would like to see in our capital city
47.10 – Apartment living vs. Suburban living
50.45 – Why Perth needs to grow up
John Percudani needs no introduction to anyone who knows real estate in WA. John and his wife Anita started Realmark in 1989, building the business from the ground up and in the process developing one of the most recognisable brands in Australian real estate today.
Known for his innovation and leadership in the industry, it was a pleasure to sit down and have a chat to John about his journey.
Show Notes
0.35 Town planning to real estate
1.35 A different approach to real estate
2.30 A well rounded experience before opening an agency
3.30 What led to John & Anita opening their own agency
4.20 The early beginnings & vision for Realmark
5.35 Growing the brand from humble beginnings
6.30 Providing a deeper engagement with the client and adding value
7.15 Leveraging the brand from the beginning
8.05 Focusing on the businesses needs & model rather than the internal processes
9.00 Attracting likeminded people to the business and creating a sense of place
9.30 Don’t dominate the business but multiply the talents of everybody involved
9.45 “Letting Go” – an interesting challenge and business journey
10.45 Early Realmark- being all things to all people
11.35 Being constantly ambitious for the business and brand
12.00 The best is yet to come
12.30 Seeing the pride in other people
13.55 Economic & social challenges reflect the time we’re in- re-evaluating our customer journey
15.00 Constantly refocussing and resetting – it’s not far between being average and being at the ascendancy
16.10 There’s a limit to what an individual can do – leveraging tech to extend what can be delivered
17.35 As you continue to innovate, increasingly people imitate
18.00 Be aware of technological evolution & embrace it but realise it will not be the solution – we are the crucial differential
18.50 Exposing thought patterns to other industries to prevent getting too introspective
20.20 Evolving the business and engagement model in the real estate industry
20.50 Decades of history with the customer offers the real opportunity to advance
21.20 Having a growth mindset and looking beyond the day to day to constantly challenge yourself
22.55 Seeing agile business models adapt and succeed to meet the challenges of today
22.35 Loving the business of real estate and mentoring the new generation
Tash Welburn pulls no punches. In the last two weeks, she has been awarded Peard’s top agent as well as being awarded Master Salesperson at the REIWA awards, selling 59 properties in the last year. Working in a saturated pocket off Perth, Tash leads her competition in both client reviews and results. With a personal motto of “be real, don’t be a dick” we knew we were in for an interesting chat when Tash stepped into the studio.
0.45 – 1.45 How Tash got her start in real estate
1.45 – 3.20 Why being told she wouldn’t make it drove Tash to succeed
3.20 – 4.15 What flipping houses taught Tash about real estate
4.15 – 5.15 The extra 10% that Tash thought she could do better
5.15 – 6.05 Why living and selling in your farm area is so important
6.05 – 8.10 Staying real & standing out from the competition in a saturated market
8.10 – 10.10 Why Tash doesn’t want a PA, doesn’t go to the office and doesn’t use a laptop
10.10 – 11.25 Why female reps have an advantage over their male counterparts
11.25 – 12.25 The rush of listing vs. the high of selling
12.25 – 13.05 Why Tash wishes agents would stop undervaluing themselves in a tough market
13.05 – 15.25 Using social media & testimonials to overcome objections and increase listings
15.25 – 19.30 Why Tash thinks you’re crazy if you don’t have a social media presence (and why you shouldn’t manage it yourself)
19.30 – 23.10 Tash’s advice to new reps and what she did when she was getting started
23.10 – 23.45 “Be real and don’t be a dick”
23.45 – 26.25 Why inventing her own rules works for Tash
26.25 – 28.25 How the competition and the rush motivate Tash
28.25 If you don’t love it, don’t do it
If you have any questions or feedback for us, please email Jess at jess@cribcreative.com.au
A strong office brand, a flurry of recent recruitment and no shortage of their own listings is proof that mother and son team Sean & Jenny Hughes, Directors of Realmark Coastal, are going from strength to strength and showing no signs of slowing down. With a combined 55 years of experience, we chatted about how their family focus has built their success.
00.30 – A three-generation real estate legacy
3.50 – An early entry on the property ladder
6.25 – How working with family has helped the Hughes’ career
9.40 – The transition from agents to licensees
10.40 – The division of labour and building a good team
13.30 – The secret behind Realmark Coastal’s recent recruitment drive
23.20 – How Realmark Coastal have embraced the digital marketing landscape
26.30 – How making tough decisions at tough times has paid off
28.30 – From pagers to mobile – How technology has made the client/agent relationship more important
33.45 – Standing out from your competitors by blocking out the noise
38.30 – Why Sean & Jenny would still go into the office if they won lotto tomorrow
40.35 – Why real estate agents need to think of themselves as business owners
If you have any questions or feedback for us, please email Jess at jess@cribcreative.com.au
Niki Peinke, owner & director of The Property Exchange, has had a career that has taken her from Psychologist to restaurant owner to real estate agent and agency owner and now, outspoken Subiaco resident and tram owner. In this week's episode, we talked about how knowing people has led to success in a variety of industries and why it is so important to surround yourself with good staff.
Show Notes
0.30-2.00 How Niki went from Psychologist to real estate agent
2.00-3.15 How a dream kick started The Property Exchange
3.15-4.40 The Property Exchange then to now
4.40-5.45 Why the Property Exchange staff demand excellence
5.45-7.40 How a psychology background and 30 years of working with people helps sell property
7.40-9.00 Why honesty is the best policy
9.00-12.10 How the GFC taught Niki to back herself
12.10-16.30 Why surrounding yourself with good people is vital to running a good business
16.30-19.20 Why Niki believes every property is worth something different to different people and how this guides her pricing strategy
19.20-22.15 Why solving people’s problems makes real estate Niki’s dream job
22.15-27.10 How technology has changed real estate marketing for the better and why real estate agents can’t be replaced
27.10-31.55 How Niki is transitioning from being a Subiaco agent to an active Subiaco resident & tram owner
31.55-34.55 Why Niki’s main piece of advice is to back yourself in, give it a crack and don’t do it for the money
34.55-37. What’s next for Niki
“The secret to ongoing success is understanding that you are running a business that provides real estate services, you are not running a real estate agency.”
This week on The Crunch, we spoke to Mark Sinclair, founder of specialist real estate brokerage Realestimations, about the state of the industry, where agencies are going wrong and what Sydney agents could learn from Perth’s best.
0.40 - 1.15 What is Realestimations and how was it started?
1.15 – 2.25 How Mark went from real estate franchising to brokering
2.25 – 2.55 How the business has grown over the past 6 years
2.55 – 3.35 Buying & selling business vs. growing business
3.35 – 5.10 Why some agencies are flourish in a tough market while others flounder
5.10 – 6.15 Why agencies need to take a good look at how their accounts are structured
6.15 – 7.35 How the WA economy and interest rates are affecting the Perth real estate market
7.35 – 9.55 Why Perth agents have survived but Sydney agents are living in a fantasy world
9.55 – 12.15 What Mark thinks Perth’s successful agents & agencies are doing well
12.15 – 15.20 Why an agency’s rent roll is the most important part of their business
15.20 – 16.20 Why a great real estate agent doesn’t necessarily make the best agency owner
16.20 – 19.25 Why Mark thinks the private treaty process in Perth is great but agents should be giving their vendor the option of an auction
19.25 – 21.25 Why the ability to negotiate a good fee and VPA is so important to both an agent and their agency
21.25 – 22.50 Why professionalism & training is so important for an agent
22.50 – 23.45 What’s next for the real estate industry
In Episode 5 of the Crunch, we spoke to Nat Hoye of ACTON Mount Lawley. Nat started in real estate in 2011 but in 7 years has built a strong business based on authenticity and hard work. Nat has embraced social media, running the Facebook page and blog “Beaufort and Beyond,” demonstrating her love of real estate and her local area and we spoke to Nat about how she got here and where she sees real estate heading.
0:35-4:20 How Nat defines her personal and business brand and portrays her brand across social media
4:20-6:30 How Nat has changed her sales approach to meet the market
6:30-8:15 What Nat does differently to other agents
8:15-9:55 How the buzz of winning a listing compares to the satisfaction of putting a deal together
9:55-13:30 How Nat followed her passion to start a career in real estate
13:30-15:30 What Nat brought from her career in consulting into real estate
15:30-16:10 What Nat has learnt since starting real estate
16:10-21:20 Why the real estate as an industry needs to continue to foster female talent
21:20-22:45 Nat’s biggest challenge in real estate and why a crappy market isn’t an excuse to stop working
22:45-26:50 Why Nat refuses to overprice her listings
26:50-32:20 Why change is a given and how real estate agents should embrace it to benefit their business
32:20-33:50 Why it’s so important to be brave and have the guts to follow your dreams
33:50-36:30 The importance of choosing the right agency and working with people who do good work.
36:30-37:45 Why Nat focusses on the activity and process, knowing the outcome will come
37:45-41:00 How Nat balances work and life when there is no room for balance
41:00-44:45 Why being good isn’t good enough in real estate
“Don’t overpromise but deliver spectacular results.”
This week we spoke to Carmel Gardiner, licensee at Abel McGrath, about how she has created a culture of support and success at one of WA’s best boutique agencies.
Show Notes
0:15 – Who is Carmel?
0:40 – How Carmel got started
2:15 – Some of the biggest changes Carmel has seen since starting in the industry and what to focus on in such an ever-changing industry
3:15 – Why it’s important to surround yourself with people that you trust
4:05 – Carmel’s thoughts on the changes in real estate and how agents can make things work in such a tough market
5:20 – Why Carmel doesn’t believe real estate is a man’s game
6:50 – The transition from sales to managing an agency and why good sales reps must be resilient
8:10 – How Abel McGrath has moved with the times
9:00 – The importance of a reps personal brand
10:20 – What’s next for Abel McGrath
11:40 – How Abel McGrath have developed their company culture
13:40 – How the company culture helps breed successful reps
14:35 – Why it’s so important for reps to experience different types of training
15:25 – Carmel’s philosophy on managing people and why listening is so important
17:00 – Why the busy life everyone leads is Carmel’s biggest challenge in managing staff
18:20 – What Abel McGrath look for in their staff
20:15 – The biggest challenges Carmel faces in her role & what she is most proud of
23:00 – Carmel’s final advice to anyone looking to start a career in real estate (or any business in general!)
This week we spoke to Travis Coleman, CEO of the ACTON Real Estate Group, who celebrate their 50th Anniversary this year. Trav tells us what it’s like working with his dad every day, how they have built a team culture with a staff of 500 and why it’s so important to back yourself in.
Show Notes
0:45 - How Trav got to where he is today
1:55 - Why Trav decided to join the family business & what it’s like working with his dad
5:00 - How Trav balances his time between roles & creates personal relationships with all 500 ACTON staff
7:15 - The transition into sales
8:45 - How much attention is paid to competition vs. focusing internally
10:05 - How the ACTON brand has evolved
12:40 - The challenges of running a business
16:25 - Why confidence & effort is key in real estate & business
17:30 - Why building rapport is a key strength in Trav’s role
18:50 - How the Coleman family values flow through the ACTON business
20:10 - Why recruitment is so important when building a culture
22:50 - Why a team environment is so important to Trav
24:05 - Balancing a busy work and home life
25:50 - What Trav would have told himself ten years ago and why it’s important not to sweat the small stuff
28:15 - Why asking questions is so important
32:00 – Final words of advice to people thinking about a career in real estate
If you have any questions or feedback, please email Jess at jess@cribcreative.com.au
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features Nicole Cooper recapping the day.
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features David James, Sales Coach asking the question "How will you choose to tell your story on December 14, 2018."
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features Kareena Ballard of Jones Ballard Property Group, telling us why, if we think something is impossible, we should think the opposite.
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features Laura Levisohn, owner of M Residential, with "From the front desk to the front line."
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features Shane Beaumont discussing "How to create urgency in a tough market".
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features Michelle Kerr discussing how to create a client centred business.
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features Derek Baston discussing Dick Pic's vs Courtship - Relationships in a modern real estate market.
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features Natalie Hoye giving us some insight on "How to sell like a girl".
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features an inspirational Nicole Cooper talking about overcoming adversity in life.
Welcome to a special edition of The Crunch, recorded live at REBar Camp 2018.
This episode features David James, Sales Coach discussing the beliefs and values of a master prospector.
This week we chatted to Peter Clements from Mint Real Estate about the rise of Openn Negotiation and the impact of the new Real Estate Award and what that will do to the industry.
Show Notes
1:00-2:25 - What keeps Peter motivated
2:25-4:40 - Peter's message to real estate rookies
4:40-5:30 - How does Peter think of his brand?
5:30-7:10 - Why Pete thinks real estate is too bitchy and how we can fix it
7:15-10:05 - How Pete got started in Real Estate
10:05-11:35 - Why Pete quit real estate at 21 and went back 15 years later
11:35-12:35 - Why only 5 of 100 people who start real estate stay in the game
12:35-14:40 - What to look for in a rookie & why training is so important
14:40-17:55 - The Specialist vs. The All-rounder
17:55-22:15 - Why Pete wanted to start his own business and why hiring people is the hardest part of being a business owner
22:15-24:05 - Pete's top tip for managing staff
24:05-25:15 - What Pete thinks we'll see with the implementation of the Real Estate Award
25:15-29:55 - What pushed Pete to create Openn Negotiation
29:55-31:55 - What Pete would have done if it wasn't real estate
31:55-33:55 - Why Pete schedules a float tank session every week
In Episode 1 of The Crunch, we spoke to Shane Beaumont, one of WA's best agents, discussing how being told he was too young to be a salesperson led to him becoming one of WA's most successful real estate agents and why the gift of the gab is no longer enough for the modern agent. Show Notes 0.15 Who is Shane Beaumont? 0.50 What led to Shane's real estate career? 3.05 Shane's history in real estate and how he arrived at One Residential 5.20 Shane's toughest time in real estate & how he got through it 7.15 How Shane balances work & home life and why he thinks real estate agents should be careful what they wish for 9.20 The Long Game 10.15 Why do agents fail? 11:40 Shane's advice for himself ten years ago 13.15 What pushed Shane to success and what would he be doing if he wasn't selling real estate 14.50 The shift in real estate and why agents are their agency's client 16.00 Why agents need to be themselves 18.00 Community-based marketing - Lost Gosnells 18.55 Why Shane doesn't pay attention to his competition 20.15 Who is doing things well in Perth? 21.40 Why Shane feels sorry for agents who aren't embracing digital marketing 22.10 Why agents should make their videos more about the product and less about themselves 25.00 Listing or selling? 26.10 How Shane's values show up in his work If you have any questions or feedback for us, please email Jess at jess@cribcreative.com.au