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;

[smartcode_project:default project_id=5806 project_image_fid=168936]

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;

[smartcode_project:default project_id=5559 project_image_fid=88241]

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.

[smartcode_project:default project_id=22034 project_image_fid=170355]

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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John McGrath, chief executive of McGrath Limited told The Weekend Australian that the recent stockmarket savaging caught the veteran real estate agent off guard.
“We were surprised and disappointed,” McGrath told The Weekend Australian in his first interview since an earnings forecast downgrade on Monday.
McGrath again increased their holdings, last week spending $500,000 to top up his stake to near 30 per cent.
McGrath says while listings are down across the industry and in most of the areas it operates in, the agency has increased its share from 3.2 percent to 3.5 percent of the market.
Meanwhile he has his team who bought into the float.
“This is my family, it’s not just an investment or a company I work for,” McGrath says.
“It’s something I started in my loungeroom.
“I can see the medium term long term, I know where we are gong to end up, but in the short term there is no doubt there is a feeling a pain for me as CEO, largest shareholder and founder of the business that we are having to go through this.”
But, he adds: “This is a long-term game.”
“Even post the market downgrade we will be delivering $26m-$27m in earnings.
"We have cash in the bank and we have no debt.
"We think we are in as good a position as ever,” he says, arguing he and the board — which includes chairman David Mackay, a former Kellogg CEO, and tech entrepreneur Daniel Petre — maintain their belief that a public listing was the right path for the company.
But Wendy McCarthy, a founding chair of McGrath Operations who left in June as she was never a float proponent, told Fairfax Media she imagined "he must be finding it very challenging and very disappointing."
"You've got people telling you everything is going to be fabulous and the float is oversubscribed and you believe it," said McCarthy, who praised McGrath's imagination and generosity.
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John McGrath says the listed real estate agency is his family

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GUEST OBSERVER
An overhaul of education and training standards is in the best interests of the consumer and the profession. Responding to the review of training in the property services industry conducted by NSW Fair Trading, REINSW is firmly of the view that the overwhelming majority of issues that attract the attention of the regulator and aggravate consumers, can be resolved by substantially improving the education of property professionals for both entry and continuing professional development. We suggest a higher entry level education standard. It not only better equips the new entrant for the profession, it also allows that new entrant the opportunity to commit themselves to the disciplines required by the profession. This will then, it is submitted, positively impact on a higher retention rate and increase the aggregate competencies of the profession. In order to reduce the churn, which the panel has identified at 80 per cent of new entrants, REINSW proposes new entrants complete an additional three units prior to starting work. This will at least in part address this at the commencement of the new entrants employment and with on-going study together with practical on- the-job experience will grow the new entrant into a capable, knowledgeable and skilled professional. REINSW has also called for additional on the job training. Under the Institute’s suggested educational regime the student will take seven units of competence into the workplace and receive an additional 17 units of competence within the context of practical application and repetition. The complete education, which involves both classroom and on the job training, particularly in a service industry such as real estate is not so much desirable, but essential. Without it the service provider is ill-equipped to respond to the demands and disciplines of the profession. The delivery and assessment of training should be undertaken by trainers who regularly update their property industry work experience and skills. The qualification level of the trainers should be at least a one-step higher level than the qualification currently being taught within the relevant property associated discipline.
 
John Cunningham is President, REINSW and can be contacted <a href="https://www.reinsw.com.au/imis15_Prod/web" target="_blank">here</a>.
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Real estate agent education, training overhaul needed: REINSW

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GUEST OBSERVER
An overhaul of education and training standards for the real estate profession must take place to help prevent illegal activities.
Trust account fraud, misleading and deceptive conduct, underquoting and a lack of knowledge about property and the laws relating to its transaction are simply unacceptable behaviours.
On the surface real estate sales and management appear to be very simple, however it is in reality a very complex and multilayered process that requires a high level of knowledge and diverse skills to carry it out in a professional manner.
Most people would expect that an agent has been properly trained and has the required qualifications to fulfil their obligations. The sad truth is that for the past 10 years the education standards delivery especially in NSW have been watered down and in the interest of increased competition abused by many course providers that are allowed to continue operating.
It actually requires more training to become a barista than a real estate agent.
You would expect an agent to understand how the property they are dealing with was built; its age; what the zoning is; if there are any easements, building or height restrictions; and what special conditions are in the contract, to name just a few issues.
Professional agents can answer all of these questions, but not every agent will be able to because of the low level of training in the industry.
The Real Estate Institute of New South Wales has been fighting for the past 10 years for better training and qualifications, and government cannot ignore the issue any longer.
Inadequate real estate agent training needs to be addressed to achieve better consumer experiences and outcomes. Both the NSW Government and NSW Fair Trading must act on our recommendations for reform.
Professional agents and consumers demand it, and now is the time to deliver it. 
John Cunningham is president of the REINSW and can be contacted <a href="https://www.reinsw.com.au/imis15_prod/" target="_blank">here</a>.
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More training for coffee making than property sales: John Cunningham

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GUEST OBSERVER
An initiative to provide better customer service and help consumers make more informed decisions will been introduced in NSW this week but will unfairly tarnish reputable businesses.
The NSW Fair Trading Complaints Register which is due to come into operation on Wednesday, 24 August 2016 will provide information about businesses that are the subject of 10 or more complaints to NSW Fair Trading in a calendar month. 
The Complaints Register will list businesses under their public and recognisable ‘trading’ or ‘brand’ name which means that franchises or brand co- operatives will be grouped together instead of as the individual businesses they are. 
As a result, the register will simply be full of franchises and groups who, due to the popularity of their brand and their sheer size, will almost always have 10 consumer complaints per month.
While the Real Estate Industry wholeheartedly supports the concept of a complaints register, we believe the NSW consumer watchdog has poorly executed what is essentially a good idea – a complaints register to “out” poor traders. 
NSW Fair Trading has failed consumers in the creation of this initiative and has missed an opportunity to use data in an effective way for the benefit of consumers. 
REINSW has been engaged in discussing better consumer complaint outcomes with our members and the major brands for some time now. To have this register effectively target the major brands is simply unjust and needs to be remedied urgently. 
Small businesses with exemplary records, operating under franchise or co-operative brands, will be impossible to distinguish from those who have been identified as poor traders given all businesses operating under a brand will be grouped together. 
This false and misleading information could be used to discredit businesses who demonstrate responsible business practices and, in their wake, innocent parties could be disadvantaged including consumers, employees and small business owners. 
NSW Fair Trading has been negligent and reckless to apply a product based system to the service industries of NSW, thereby unfairly discrediting good businesses and, as such, is acting as one of the worst discriminators in NSW. 
The consumer will naturally gravitate to the agent that does not appear on the register due to the misleading information provided by NSW Fair Trading. 
The issue could be simply rectified by providing accurate and helpful information to the consumer by treating businesses as individuals rather than trying to lump large groups under one umbrella.
It is not too late to remedy this issue and REINSW calls on Minister for Innovation and Better Regulation Victor Dominello to right this wrong and provide consumers with accurate information and to protect small businesses in NSW who may been tarnished unfairly.
John Cunningham is president, REINSW, and can be contacted <a href="https://www.reinsw.com.au" target="_blank">here</a>.
 
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Real estate franchises tarnished by flawed complaints register

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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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A Sydney Northern Beaches real estate agent has been charged over an alleged theft during an open house last Saturday.
The alleged incident took place during an open home being conducted on Pacific Parade, Dee Why.
The home owner reported missing personal items following the open home to the Dee Why police station who began an investigation.
Following inquiries, officers executed a search warrant at a home in Kanimbla Crescent, Bilgola Plateau where a number of items were seized.
A 38 year old woman was arrested yesterday.
She was charged with six counts of dishonestly obtaining goods by deception involving bankcard spending, and one count of steal from dwelling.
She has been granted conditional bail and will appear in court on 21 November.
<img src="https://www.urban.com.au/images/2018/10/24/Real%20Estate%20Thief.JPG" alt="">
The police advisory did not identify if the open house was for sale or for rent.
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Real estate agent charged over open house theft in Dee Why

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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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