Real Estate Agents

Australians have been staying at home on and off during the intermittent lockdowns&nbsp;and for homebuyers, this means a delay, sometime indefinitely, in purchasing property.

However, data in both the first Melbourne lockdown&nbsp;and beyond shows&nbsp;that online visits and enquiries of property listings have surged by over 50%.

Here at Urban, we have compiled a list of questions so prospective buyers can get a handle on what they should be asking agents during online inspections. This is useful both during lockdown and for properties available for purchase off-the-plan,&nbsp;or available across state or national borders&nbsp;when in-person inspection may not be possible.

For a more <a href="https://www.urban.com.au/guides/the-ultimate-off-the-plan-guide-5-property-experts-share-advice-for-buying-a-new-apartment-or-townhome" target="_blank">in-depth guide on off-the-plan</a> buying check out our expert guide.

1. What&#39;s the cost per square metre for each floorplan configuration? (make a note of this and compare to other properties you virtually view)

This is vital information to compare the value of the property to others in the area as well as the suburb/region you are looking to buy in. It is&nbsp;important&nbsp;to make sure you are buying a property that suits your needs and has room to grow, one marker of such potential is if the $/psqm is below median for the area, however it isn&#39;t the be all end all

2. When is construction slated to start/be completed?

Construction projections are important information as it will have an effect on how long you may rent or choose to settle on your current property. Ensure the builder/construction firm is reliable and has a good reputation to reduce the likelihood of delay.&nbsp;

Keep in mind that some delays may occur if a coronavirus outbreak occurs.&nbsp;

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3. Which items within the display are included and which are optional upgrades?

Straightforward enough, make sure you don&#39;t get blindsided and chuck out your old washer/dryer just because the display suite has one, double check with the agent to see what is supplied by the developer as some offer white-goods packages and optional deals.

4. What customisation option do you have available?

Depending on the design firm and developer, some firms offer a higher degree of customisation, this tends to increase linearly with price as the more expensive the property is, the more customisable it generally is. Either way you should ask as many developments offer at minimum a choice in colour pallete&nbsp;and fittings&nbsp;

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5. What&#39;s the ceiling height? (compare this to your own ceilings at home)

While this many not mean as much to someone who is 150 cm tall, for prospective basketball players... and everyone else, it&#39;s worth knowing ceiling height as this can impact whether the home feels claustrophobic or spacious and airy regardless of your personal height.

6. Which aspect does the particular apartment I&#39;m considering buying face? (take note of where the sun is throughout the day in your own home)

This is important for natural light purposes, as well as potential views as some apartments will offer a better aspect than others.

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7. Who built the display suite and will they be constructing the actual apartments/townhomes?

A vital point of note is the builder, don&#39;t misunderstand something because of an unrealistic display suite.

8. If taking a virtual tour, ask the agent to zoom in on details so you can see the build quality

If the builder doesn&#39;t put their best foot forward with the display suite, it is worth asking the agent about it and whether other properties you have looked at demonstrate better build quality or detailing.

Here at Urban, we have compiled a list of questions so prospective buyers can get a handle on what they should be asking agents during online inspections, useful both during lockdown and for those buying out of state or internationally

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What to ask agents when being taken through a display suite online

<html><body>After a year of COVID-19 impacts, getting back to business as usual will present challenges for some real estate agencies. According to a Melbourne Institute study, 70 per cent of workers who worked remotely during the pandemic wish to continue working from home.

The challenge for businesses is creating those beneficial moments that occur during face-to-face contact. In a hybrid work model where team members might not align on working days, those connections that are so important to collaboration and innovation will be fewer and farther between. 

Leading firms believe that holding in-person business events is key to improving the hybrid working model with moments of powerful team building.

The human brain is hardwired for physical connection and eye contact, something that cannot be replicated by using screens.

In less than a second of meeting someone, physical engagement fires up your neurons, generating the chemistry that pre-empts the beginnings of empathy and trust. A group of connected people can change how we see an issue, alter our priorities as a group, and create a capacity to collaborate around shared values.

At First National Real Estate, we’re working hard to make sure that the crucial bonds that lead to knowledge sharing are re-established as quickly as possible. I’ve always strongly believed in holding business events that bring people together and our national convention, this May in Canberra, is on track for 500 First National co-operative members and their employees. The event is already oversubscribed and we’ve had to book an overflow hotel.

After spending so long away from peers during COVID, the desire to get together to share our journeys and our experiences is critical. But the way I see it, this is not just a business session or awards event, it’s about helping our people return to normality, become a better person and run a better business.

Pre-COVID, First National would run 30-50 events a year in each state, ranging from training to functions, as well as two to three national events. Having in-person meetups in different locations is critical to the success of the business.

The greatest benefit has been the sharing of ideas. We’ve got offices from Bendigo to Cairns and that shared business experience, whether staffing, sales, legalities, or HR, is 100 times better than Googling or trying to muddle through on your own. 

The building of relationships cannot be done over Zoom or via email, only done by good old-fashioned chat and advice, so events are critical to what we do.
Events can fast-track the restoration of relationships that have diminished during the pandemic. 

According to researchers at Yale University’s School of Management, during COVID-19 our professional and personal networks have shrunk by almost 16 per cent, or the equivalent of 200 people.
That has dramatic consequences for businesses. It can lead to less creativity and more groupthink. 

People with fewer connections at work have a decreased sense of belonging and are less likely to identify with the organisation, which puts them at higher risk of turnover and possibly even fraud and negligence.

Ray Eliis is the CEO of First National Real Estate</body></html>

The building of relationships cannot be done over Zoom or via email, says Ray Ellis

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Rebuilding real estate connections after COVID-19: First National's Ray Ellis

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Soon we will be hearing more and more about the big sister of underquoting and this will be overquoting, and it bites.
Be warned, unlike the roar that politicians and our Real Estate Industry (REI) make about underquoting, this one will bite deep and hard into the pockets of REA’s and their offices.
Now that I have your attention, pour yourself a cup of coffee and read on. I will explain what overquoting entails. I will also explain the dangers it poses to both vendors and agents.
Overquoting
<ul>
<li>For most agents working in our industry, the term overquoting is mainly referred to as: buying the listing.</li>
<li>Buying the listing in turn refers to: informing the vendor that their property will sell for a lot more than what the market is demanding or dictating at the time.</li>
<li>The purpose of overquoting is: to obtain a listing under false pretense of a high sales price. Higher than the estimated values placed by other agents in the area.</li>
<li>The REA’s intention is: to eventually “condition” the vendor to accept less, as the buyers inspecting the property, offer what the market is truly dictating.</li>
</ul>
Underquoting serves the function to condition the buyers to believe they will buy the property for less, as low price guides are given by REA's. The agents on the other hand, hope that the auction frenzy will motivate them to pay more as they add competition to realistic buyers.
Underquoting, as a form of bait advertising, is a marketing process readily used in a heated property market.
The use of overquoting by the agent, is to win the listing and to have the chance of selling the property. The sales process which precedes winning the listing conditions the vendor to accept less than what the agents originally quote in their Comparative Market Analysis (CMA).
Overquoting is a form of deception used by agents, to convince vendors to sell through them and their office.
What will vendors do?
Now please pay very close attention as this is what I mean when I say overquoting will bite and bite hard.
Vendors will not sit back and take it on the chin, unlike buyers when they are deceived by bait advertising.
When vendors believe that their properties have dropped in value, as they compare the agent’s CMA to what is being offered, vendors will act and take action against the agent.
Real estate agents (REA) will soon find themselves in hot water and face litigation.
In the case of underquoting, the accumulated losses of individual’s time and money as a buyer, may total around $1000 on average. A loss, that may not necessarily warrant time and effort, to report the REA that is believed to be underquoting.
On the other hand, a perceived loss of $10's of thousands of dollars, to a vendor, will warrant a claim against the agent.
I have written about this in the past and have said; until losses justify time and effort spent by consumers, to lodge claims with the authorities, REA’s will do as they please.
However, be warned for what is to eventuate and is just around the corner.
Some REA’s will take it in their stride and heed this advice but some will also believe they are above the law and the authorities. It won’t surprise me to see the same REA’s that underquote lead the way to overquoting practices. Sadly most will again be members of the REI's.
The difference this time folks, it won’t be a toothless tiger on their case, it will be a vendor determined to be compensated.
 
EDWIN ALMEIDA is licensee in charge of <a href="https://www.just-think.com.au/" target="_blank">Just Think Real Estate</a>.<a href="https://www.just-thin.com.au/"> </a>
He is also the creator of <a href="https://www.youtube.com/user/JustThinkProperty" target="_blank">Oz Real Estate.TV</a> and a presenter for <a href="https://propertyinvestingvault.com/" target="_blank">propertyinvestingvault.com</a>.
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Overquoting set to bite: Edwin Almeida

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The REB Top 100 Agents 2020 list has been released, with Alexander Phillips of PPD Real Estate taking out the list’s top- spot with over half-a-billion dollars in residential listings sold. 

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The list revealed the average sale price for a top-ten agent saw a slight decrease to $2.2 million, from $2.4 million in 2019. 

In 2018, the average sale price for the top 10 was $2.5 million, and in 2017 it was $2.0 million.

The average sale price for the top 100 in 2020 was much lower collectively, at $1.4 million.

The average commission for the top 10 in 2020 remained consistent with 2019 at 1.67 per cent.

In comparison, the average commission for the top 100 sat at 1.77 per cent in 2020.

A typical top 100 agent on this year’s list has 16 years’ experience, which is largely in line with rankings from previous years. 

Furthermore, the profile of a top 10 agent in this year’s ranking was someone with an average of 20 years’ experience. 

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This, again, is largely consistent with the results of previous years, with the average years of experience being 20.7 in 2019, 21 in 2018, 22 in 2017 and 18 in 2016 for the top 10. 

Alexander Phillips, secured 215 listings, of which he sold 186.

This equated to a total of $522,477,791 in total sales, at an average price of $2,809,020, and an average of 23 days on the market. 

Michael Clarke, of Clarke and Humel Property, came in second place, with a total value of $435,077,833 in sales.

He secured 195 listings, and sold 183, at an average sales price sat at $2,377,474, with an average of 23 days on market. 

Ric Serrao, from Raine &amp; Horne, secured third place on the list, with $293,779,250 in total sale.

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He secured 181 listings, and sold 116 of them with an average price of $2,532,580, after spending an average of 39 days on the market. 

James Tostevin – who ranked fourth – was the top-ten’s most experienced agent with a total of 35 years in the industry. 

Meanwhile, Helen Yan - who ranked ninth – was the least experienced with just 10 years in the industry. 

The top-ten ranked REB agents in 2020 were:

1.     Alexander Phillips from PPD Real Estate

2.     Michael Clarke from Clarke and Humel Property

3.     Ric Serrao from Raine &amp; Horne

4.     James Tostevin from Marshall White

5.     Richard Shaloub from MGrath Estate agents

6.     Peter Chauncy from MGrath Estate agents

7.     David Highland from Highland Property Agents 

8.     Mathew Steinwede from MGrath Estate agents

9.     Helen Yan from Ray White

10.  David Walker from Ray White

More on the rankings can be found <a href="https://www.realestatebusiness.com.au/top-100-agents-2020" target="_blank">here.</a>
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Alexander Phillips tops REB Top 100 Agents for 2020

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Just 17% of the REB Top 100 Agents in 2020 were women.
Helen Yan from Ray White, who came in at ninth place, was the highest ranking female agent and the only one to crack the top ten.
Ms Yan was, however, the least experienced agent to make the top-ten, achieving the impressive feat after only 10 years in the industry (compared to a top-ten average of around 20 years experience, and a high of 35).
Six of the women who made the list were appearing for the first time in 2020, including Vivien Yap who ranked at an impressive 29th.
Maria Cassarino from Stone Real Estate, saw the biggest improvement on the list since last year, having moved up 14 places to number 83.
The female estate agents who made made the list were:
Helen Yan (9th)
Catherine Dixon (24th)
Betty Ockerland (28th)
Vivien Yap (29th)
Tracy Dixon (43rd)
Annika Bongiorno (47th)
Michelle Stephens (55th)
Kate Strickland (60th)
Jill Henry (62nd)
Georgi Bates (65th)
Romana Altman (66th)
Anna Younan (68th)
Maria Cassarino (83rd)
Marnie Seinor (86th)
Michell Skoglund (88th)
Kate Smith (89th)
Cindy Kennedy (90th)
Arabella Hooper (100th).
More on the rankings can be found <a href="https://www.realestatebusiness.com.au/top-100-agents-2020" target="_blank">here.</a>
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REB Top 100 Agents 2020 comprises less than 20% women

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Total Real Estate Training, the organisers of The Australasian Real Estate Conference (AREC) and real estate coach Tom Panos kicked off a series of four free webinars, drawing a massive crowd from anxious estate agents around the country.
John McGrath, founder of AREC said, “COVID has forced us all to innovate and our online event today was a great example of leveraging technology to enhance customer experience. And when the people can’t get to AREC we have to bring AREC to the people. Feedback was incredible with over 4,500 people glued to their screens for the first of four Legends of Real Estate sessions."
The one hour session featured three outstanding agents who gave personal insights and strategies on how to achieve results today, but importantly post Covid.
Today’s session shared simple tips around inner strength, longevity and building relationships that make ‘clients for life’. The speakers were: Phil Harris - Harris Real Estate, SA; Tracey Dixon - McGrath Estate Agents, Hunters Hill, NSW; and Cathy Baker – Belle Property,Central Coast, NSW.
The big conference to inspire estate agents held annually during winter's quiet listing period, had been postponed due to the rules regarding gatherings.
The US best seller Ryan Holiday was set to open the Australia Real Estate Conference (AREC) giving insights to the near anticipated 3000 attendees from his book topic, Ego Is The Enemy.
The big drawcard was set to be entrepreneur Elle 'The Body' MacPherson who was scheduled to fly in from her Florida base to close the two day June event.
Nichola Byrne, General Manager of Total Real Estate Training, said that initially they anticipated registrations of 3,000.
“Currently there are many learning events being offered, however in these challenging timeswe felt it appropriate to give back to the industry, and as a goodwill gesture we wanted to offer these webinars free of charge,” she said.
Last year's conference was impacted with McGrath and AREC founder John McGrath confirming the low listings, pre-election market shakedown resulted in fewer agents at his longtime income producing trading conference, AREC19.
The two-day conference returned for the eighth year to the Gold Coast Convention and Exhibition Centre last June.
AREC has been a source of revenue for the estate agency.
It was opened last year by sales entrepreneur and bestselling author Todd Duncan, who has written 17 books including New York Times bestsellers Time Traps: Proven Strategies for Swamped Sales People and High Trust Selling: Make More Money in Less Time with Less Stress.
McGrath has told trade websites the current market shakedown.
“Chaos creates opportunity if you will,” he advised last year. 
Mr McGrath said that the greatest risk to the industry was resistance.
“Change will be a major theme and how to embrace it.
"Whilst we will have our traditional hand-picked group of real estate superstars, we have also a larger-than-ever group of agents working traditional suburban markets producing phenomenal results.
“No longer do you have to work in Toorak or Double Bay to write $2 million in fees and our speakers will demonstrate that.”
Click here to access <a href="https://tompanos.ontraport.com/c/s/5jN/sgxZP/6/s7y/xwy/6iqk8x/zonDyg5tFJ/P/P/sL" target="_blank" rel="noopener noreferrer" data-auth="NotApplicable">AREC 2020 - Legends of Real Estate</a> (part 2/4):
<ul>
<li><a href="https://tompanos.ontraport.com/c/s/5jN/sgxZP/s/s72/xwy/6iqk8x/6IaLPyv72z/P/P/sL" target="_blank" rel="noopener noreferrer" data-auth="NotApplicable">Peter Chauncy</a> - McGrath Estate Agents, NSW</li>
<li><a href="https://tompanos.ontraport.com/c/s/5jN/sgxZP/v/s78/xwy/6iqk8x/CZZaQvO0c/P/P/sL" target="_blank" rel="noopener noreferrer" data-auth="NotApplicable">Josh Tesolin</a> - Australian Real Estate, NSW</li>
<li>
<a href="https://tompanos.ontraport.com/c/s/5jN/sgxZP/z/s77/xwy/6iqk8x/vl6XBTTyPC/P/P/sL" target="_blank" rel="noopener noreferrer" data-auth="NotApplicable">Lisa Novak</a> - Novak Properties, NSW  </li>
</ul>
The speakers for <a href="https://tompanos.ontraport.com/c/s/5jN/sgxZP/U/s7q/xwy/6iqk8x/YjvcrRMMk/P/P/sL" target="_blank" rel="noopener noreferrer" data-auth="NotApplicable">AREC 2020 (part 3/4)</a> will go LIVE at 10:00am AEST today:
<ul>
<li>Tanja Neven-Jones - O'Brien Real Estate, VIC</li>
<li>Simon Caulfield - Place, QLD</li>
<li>Matt Lancashire - Ray White, QLD</li>
</ul>
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AREC webinar draws 4,500 estate agent crowd

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The New York Governor Andrew Cuomo has barred brokers from showing homes, as part of a sweeping ban on activities that risk spreading the coronavirus.
At a press conference Friday, Cuomo announced an executive order mandating all employees of non-essential businesses to stay home from work.
The <a href="https://esd.ny.gov/guidance-executive-order-2026" target="_blank">list of essential jobs</a> includes food delivery, doormen and some construction.
It does not include real estate brokers.
The order requires non-essential businesses reduce its in-person workforce by 75 percent by Saturday and by 100 percent by Sunday.
The Real Deal website reported when Cuomo discussed the 90-day ban on evictions, he said, “I don’t know who you think you’re going to rent an apartment to now, anyway, if you kick someone out. 
"By my mandate, you couldn’t even have your real estate agent out showing the apartment.”
Across the other side of America, parts of California’s real estate industry are grinding to a halt because of Gov. Gavin Newsom’s “stay at home” order.
An auspicious beginning of 2020 for L.A.’s top residential brokerages that included record-setting sales has ground to a halt.
The 15,000 L.A.-based realtors represented in the local Multiple Listing Service (MLS) had been hoping for the best but preparing for the worst.
But the governor’s office <a href="https://covid19.ca.gov/stay-home-except-for-essential-needs/" target="_blank">amended his emergency order</a> to designate housing construction as an “essential business” because of the state’s ongoing housing shortage.
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New York stops estate agents showing homes to buyers and renters

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Australian estate agents will set out this week to ascertain if they can continue to transact their property sale listings and leasing managements given the social distancing shutdown regulations.
In the absence of any official industry edict as at Monday morning, some estate agents will seek to adapt how they can continue to transact their property listings and managements.
Many agents are hoping it is business as usual.
On Sunday both the NSW Premier Gladys Berejiklian and Victorian Premier Daniel Andrew announced they will enforce a comprehensive shutdown of “non-essential services.”
But neither Premier indicated that the real estate industry was restricted from trading.
The later official advisory on stage one of the measures from the Federal Government advised the following facilities will be restricted from opening from midday 23 March 2020:
<ul>
<li>Pubs, registered and licenced clubs (excluding bottle shops attached to these venues), hotels (excluding accommodation)</li>
<li>Gyms and indoor sporting venues </li>
<li>Cinemas, entertainment venues, casinos, and night clubs</li>
<li>Restaurants and cafes will be restricted to takeaway and/or home delivery</li>
<li>Religious gatherings, places of worship or funerals.</li>
</ul>
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The Urban Taskforce CEO, Tom Forrest, has called on State and Commonwealth Governments to be clear with their messages.
“The announcement must be clear and targeted”, Mr Forrest said.
Mr Forrest said that the messaging to date has too often been clumsy and ambiguous.
“If there is to be a close-down of business in NSW, what does this mean for construction workers? What does it mean for those working out-doors or indoors? What does it mean for delivery drivers or manufacturers?
Mr Forrest called on the NSW Government to be clear about if businesses should continue to operate remotely or shut down altogether.
“Urban Taskforce members support measures to prevent the spread of COVID 19. But support for the property, construction and development industry is critical to the economy and the hundreds of thousands of jobs involved,” Mr Forrest said.
The real estate industry appears spared from the extreme of the first stage of the shutdown if it enforces social distancing that doesn't put the participants at risk.
One of the ways agents can adapt to these measures is using available technology.
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Whether open for inspections for multiple unknown parties can continue is highly questionable. 
Limiting auctions to registered bidders practising social distancing appears wise.
Requesting that visitors to open inspections come in small private groups and keep hands in their pockets while doing so are among measures being taken by some agents.
Last week some auction slated for inroom or indoor were moved outdoors to stay within the government's 100 person limit on indoor non-essential social gatherings
All non-essential indoor gatherings of less than 100 people must have no more than one person per 4sqm. 
"All Australians should expect their local businesses to be following this rule," the latest official update advises.
There are around 115,000 sale listings on the market, according to CoreLogic. SQM calculate 68,079 vacant residential properties.
 
 
 
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Real estate industry in testing social distancing shutdown amid coronavirus fears

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A former Cleveland real estate agent has been reprimanded and ordered to pay a $10,000 fine by the Queensland Civil and Administrative Tribunal (QCAT) following proceedings initiated by the Office of Fair Trading (OFT).
Pamela Dawn Neilson faced disciplinary action after she failed to notify the OFT that she had become bankrupt, gave false information to the OFT when applying to renew her real estate agent licence, and had continued to sell properties while unlicensed.
In addition to a $10,000 fine, Ms Neilson was also suspended from holding a certificate under the Property Occupations Act 2014 (the Act) for four months.
The Tribunal heard Ms Neilson had held a real estate agent licence since 2005 but failed to inform the OFT when she became bankrupt in October 2015, as is required under the Act.
Ms Neilson’s bankruptcy made her immediately unsuitable to hold a real estate licence however between October 2015 and January 2017 she continued to work in a real estate salesperson capacity, selling 21 properties.
The Tribunal also heard that on 29 September 2016 Ms Neilson lodged a licence renewal application, which included a signed declaration that she was not currently bankrupt. Ms Neilson eventually advised the OFT of her bankruptcy on 16 December 2016.
On 20 December 2019 the Tribunal released its decision in this matter. It found Ms Neilson had conducted herself in a way that was unprofessional but in determining penalty noted she had subsequently self-reported her conduct, had cooperated with the OFT’s investigation and had accepted the disciplinary grounds.
Fair Trading Executive Director Brian Bauer said real estate agents needed to remember the importance of acting in accordance with their licensing requirements.
“Agents must be honest about their circumstances and aware of their obligations,” Mr Bauer said.
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Former bankrupt Queensland estate cops $10,000 fine

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A Gordon Park real estate agent has been banned from working in the real estate industry for life and ordered to pay more than $80,000 in fines, compensation and costs after the Office of Fair Trading (OFT) took disciplinary action against him in the Queensland Civil and Administrative Tribunal (QCAT).
Martin David Moala Jones was co-jointly fined $15,000 with his company, Diligent Property Management Pty Ltd, and ordered to pay $18,087 in compensation and $47,767 in costs.
Mr Jones and his company were permanently disqualified from the industry and Mr Jones has been permanently banned from being an executive officer of any corporation licensed under the Property Occupations Act 2014.
The tribunal heard that Diligent Property Management’s corporation licence expired in May 2016 and Mr Jones had failed to renew it but had continued to operate the business until June 2017.
In November 2016, the OFT received a complaint from a property owner who believed he had not received all the rent money he was entitled to from Diligent Property Management.
The OFT investigation established a number of failures to comply with the law including that Mr Jones had not kept proper records, had not been properly appointed by his clients, and had mismanaged trust money.
Mr Jones’s failures led to a loss of his clients’ money. The OFT was forced to appoint a receiver over the trust property which found the trust account was overdrawn by more than $18,000.
Clients were compensated for their loss by the Agents Financial Administration claim fund, which is administered by the OFT.
Fair Trading Executive Director Brian Bauer welcomed the tribunal’s decision to permanently disqualify Mr Jones from holding a real estate agent licence or certificate.
“There is no place in the real estate industry for people who do not comply with the law,” Mr Bauer said.
“People trust real estate agents with their most valuable asset, their property, and the OFT will continue to take agents to task if they are found to be doing the wrong thing.”
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