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The Home of Real Estate

Message from the CEO Greg Troughton

GETTING READY

IN THIS ISSUE...

Message from the CEO 1

Welcome New Members 2

Healthy Competition for a Bloody Good Cause 3

3 Skills You Need to Make it in Real Estate 4

Query Connect Campaign 4

Sandra Berry – A Winning Edge 5

Investment Property Buyers Drive Market 6

Median House & Unit Prices 6

REISA Diary Dates 6

Thank you to Our Partners 6

THE REISA BOARD

Greg Moulton – President

Ted Piteo – Vice President

Greg Nybo – Immediate Past President

Mark Sanderson – Director

Sean Connors – Director

Tony Ricketts – Director

Christine Bertram – Director

Rod Foster Jones – Independent Director

Nick Storer – Independent Director

Leo Redden – Independent Director

Forewarned is forearmed. This has been the motto of the Real Estate Institute for some time. It’s a statement that seems straightforward to me. And probably should apply to every business in this State. Or so I thought.

We have just finished an extensive roadshow on the upcoming changes to our legislation. Even though they are several months away, we believed that we should get the message out to industry as soon as possible. Businesses have to develop new scripts, modify current practices and begin having conversations as to how best to implement the reforms.

It seems that most industry people believed it too. Over 1,200 professionals attended training sessions – a true testament to the willingness of our industry to be relevant and ready. If you offer businesses the opportunity to become better informed, they invariably will take up the challenge. Hopefully.

But there’s a detractor in every crowd. Even though we believed we were doing the right thing and every session was solidly booked, we were criticised for starting training too early and for not waiting until commencement dates were more solid.

Utter nonsense. I am unable to understand how anyone could rally around this argument. The changes have passed, they will become law. There is no point in burying your head in the sand and only announcing substantial changes on the eve of their commencement.

The most satisfying aspect of the roadshow was visiting our regional members. Sometimes it is too easy to get caught up in the ivory tower of the metropolis and to forget about our colleagues working in the more remote locations. The roadshow was a wonderful opportunity to hear the real estate stories that are often quite different from their city counterparts.

Another great aspect of doing the training earlier rather than later was receiving feedback from our members. We have just forwarded our submission on the sales regulations to the Government and several proposals we have recommended were as a direct result of people telling us about their concerns and difficulties. This could not have happened if we had delayed the training program.

While our plans surrounding this State legislation are proceeding smoothly, I continue to be dismayed at the prospect – becoming ever more real – of the wholesale dismantling of the licensing system for real estate professionals here in South Australia.

I have spoken about this on many occasions, but I remain at a loss to understand how the Federal Government – how any Government – could advocate the dilution of professional standards and the consequent destruction of consumer protection. The fact that the Decision Regulation Impact Statement proposes even less standards than mooted during consultation leaves me cold.

The Attorney-General is on record pledging his support to ensure that our State is not compromised in terms of qualifications. We will endeavour to hold him to that promise.

Proudly presented by THE REAL ESTATE INSTITUTE OF SOUTH AUSTRALIA

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THE REAL ESTATE INSTITUTE OF SOUTH AUSTRALIA | The Home of Real Estate

WELCOME NEW & RETURNING MEMBERS

Amanda Rea - Rodney Rea Real Estate

Amy Bloomfield - Adcock Real Estate

Audrey Downey - Barossa Real Estate Pty Ltd

Beverly Linke - Homburg Real Estate

Brian Morgan - Century21 City Inner North

Brigitta Tripodi - Professions Tripodi & Associates

Briony Hunt - Harcourts Blackwood

Brooke Sims - Ray White North East

Cherie Egglestone - Judy Harrow Property Management

Chris Jansse - REISA

Fleur Duldig - Profile Group

Frank Morelli - Lin Andrews Real Estate

Geoffrey Bridgart - Elder Real Estate

Gwenneth Rosenzweig - Elders

Heather Ford - GFLB Pty Ltd

Ihur Lao - Ray White Elizabeth

James Grigg - JJPN Pty Ltd

James Marshall - James Paul Marshall T/A Marshall & Marshall Real Estate

Jarad Henry - LJ Hooker - Glenelg

Joel De Ross

Johanna Cullinan - Cullinanmartin Property Management

John Tucker - Homburg

Karyn White - Key Rentals and Sales

Kate Fullston - LJ Hooker - Mile End

Kathryn Weddell-Lucas - Blue Lake Real Estate Pty Ltd

Kerry-Anne Jenkinson - Kevin Hodges Real Estate Pty Ltd T/A Lin Andrews Real Estate-Munno Para

Kimmane Ring - Marschall First National

Kristen Stevens - Professionals Christies Beach

Lorraine Latus - Realize Properties

Luke Curnow - Elders Real Estate Salisbury

Margaret Sarneckis - Ittoram Pty Ltd T/A Christine Marotti Real Estate

Margie Westlake - First National Riggall

Maya Mitra - Profile Group

Melissa Craggs - Smallacombe Sanderson

Melissa Szach - Smallacombe Sanderson

Michaelanne Verrall - Liquid Property Asia Pacific Pty Ltd

Michelle Mason - Naracoorte First National Pty Ltd

Nicola Paget - Carson Inglis Coastal Investments Pty Ltd

Patricia Chidlow - Marschall First National

Peter Fechner - Marschall First National

Rob Strong - Carter Corporation

Simon Paterson - Century 21 M F Paterson

Stacey Pascoe - Lin Andrews

Steven Thiele - BH Partners

Suzanne Bradshaw - Annette Bradshaw Property Management

Tennille Colmer - Homburg Real Estate

Timothy Martin - SA Property Rentals Pty Ltd

Violet Patty - Andrews Property

William Gryst

William Johnson - Century 21 CG Asset Management

Yang Shao - Australia Dream Pty Ltd

Zam Zam Begam - Watermill Homes

LUNA FANTASY AD??

QUERY CONNECT AD??

Buying, Selling or Renting?REAL ESTATE, REAL HELP

Free Call REISA QUERY CONNECT

1800 804 365

BLOODY OATH!

FINGER ON THE PULSE

WAYNE & TRISH JOHNSON

BERNARD BOOTH & DAVID ENTEKATHRYN & KEVIN J BARRY

AMY NORBERTS & KIMBERLY COX

BILLY BLOOD DROP & ANDREW TURNER

DERRICK MCMANUS’ STORY OF SURVIVAL THE COUNT IN ACTION

AUGUST / SEPTEMBER 2013 | www.reisa.com.au

3

HEALTHY COMPETITION FOR A BLOODY GOOD CAUSEREI members across South Australia have taken the ‘Blood Oath’ and are rallying to meet the Real Estate Blood Challenge!

Members have promised to ‘shed their blood’ and help donate 500 litres of blood, plasma and platelets to the Australian Red Cross Blood Service by 31 October 2013.

The Challenge was launched on Tuesday 30 July by REISA CEO, Greg Troughton who, along with more than 80 REISA members, put their ‘finger on ze pulse’ and declared their commitment to none other than the most legendary bloodsucker of them all, Dracula!

“We’re going to save lives together as a group – what could be more rewarding?”, Mr. Troughton said.

“27,000 blood donations are needed across Australia every week and the Red Cross is continuously in need of more donations”.

“This is because only one in 30 people currently donate blood but one in three of us will need blood or blood products in our lifetime”, he said.

“Our support will go a long way in ensuring that life saving blood is available for those in need”.

Every donation made by REISA members will save three lives and as an added bonus it takes just one hour’s time.

What could be a more simple way to feel great, motivate staff, family and friends and help the community at the same time?

Official kits have been created for every REISA member and franchise office which will make organising team donations very easy. A donation ‘barometer’ will appear in the Advertiser’s Saturday Real Estate lift out regularly throughout the three months to keep an eye on the level of contributions and keep the competition ‘bloody fierce’!

Regional members can find more information about their local donation centre or the Blood Service’s mobile

unit by calling 13 14 95 or visiting www.donateblood.com.au

Turner Real Estate was the first agency to register for the Real Estate Blood Challenge.

“Five of our staff are already regular blood donors, so we jumped on straight away to register and make their blood count and we were also the first agency to record a donation,” Managing Director of Turner Real Estate, Mr Robin Turner said.

“Our regular blood donors have been supporting Red Cross for years and they are keen to take some of their colleagues with them to their next donation which as a company, we’re delighted to support.”

Already, Turner Real Estate has 12 staff members ready to check their pulse and bleed for a good cause.

“Knowing that each donation can save three lives is really humbling and we hope to see many other agencies join us in the Real Estate Blood Challenge,” Mr Turner said.

Log on to reisa.com.au or like Real Estate Blood Challenge’s Facebook page to see full details about who can give blood, register as a R.E.B.C. donor or to simply follow the tally.

Remember: band together, blood brothers and sisters so that we can all say come October “Bloody Ripper, we reached our target”!

The only way to make your blood donations count towards the challenge is to register for your group at www.donateblood.com.au/clubred

Individuals can donate under The Real Estate Institute of South Australia. Make your donation count! Visit www.reisa.com.au

CAN WE EXCEED OUR TARGET OF

500 LITRES? LET’S GIVE IT A BLOODY

GOOD TRY!

0Tally:

500L to go!

Keep an eye out for our donation ‘barometer’ appearing regularly in the

Advertiser’s Saturday Real Estate lift out over the coming months!

RE Blood Challenge Blood Challenge

Proudly presented by THE REAL ESTATE INSTITUTE OF SOUTH AUSTRALIA

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THE REAL ESTATE INSTITUTE OF SOUTH AUSTRALIA | The Home of Real Estate

3 SKILLS YOU NEED TO MAKE IT IN REAL ESTATEHere are three skills you need for a real estate career.

If you’re at a stage in your life when you think a new challenge may be just what you need, a real estate career is worth looking into.

It’s a well-known truth within the industry: a career in real estate can be extremely challenging, requiring you to combine excellent interpersonal skills with your sales and business acumen.

However, with the right motivation and dedication, you can reap enormous financial rewards.

Here are three skills that are must-haves for anyone looking to break into the industry. Have you got what it takes to succeed in real estate?

1. Time management skills

Real estate professionals are among the busiest people you’ll meet and it is not uncommon for agents to have the occasional 12 hour shift.

Without the restrictions of a 9 to 5 work schedule, there will never be a day when you’re stuck in the office. You will have to be mobile, active and able to manage your day efficiently.

2. People skills

As a real estate agent, your job revolves around sales and you will be talking and negotiating with a broad range of people.

Whether you are discussing a property’s value with the seller or laying out its unique selling points to a potential buyer, you will have to be able to read people accurately and respond accordingly.

3. Numerical skills

It is a given that real estate agents do a lot of number crunching as part of their work.

Can you look at a comprehensive market report and instantly pick out the most important trends? Can you size up a property and use your judgment to place the most suitable value on it?

Real estate agents need an analytical mindset that can work with numbers to support their business goals.

As you can see, a career in real estate requires a unique blend of skills. If you think you’re up to it, REISA offers real estate agent training to help kick-start your new career.

Are you ready to enter the fast paced world of property?

t 08 8366 4360 e training@reisa.com.au

REISA QUERY CONNECT CAMPAIGN ROLLS OUT IN AUGUST – KEEP AN EYE OUT!

AUGUST / SEPTEMBER 2013 | www.reisa.com.au

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SANDRA BERRY – A WINNING EDGE

Sandra Berry is a multi award winning real estate professional having won both sales person and agency awards for her Adelaide Hills Agency, Sandra Berry Real Estate in the REISA Awards for Excellence in Real Estate.

Sandra has been working in the industry since 2002 and began her career at age 36 with Remax Hills and Country formerly known as Sexton Glover Real Estate. Sandra Berry Real Estate was born on April 1 2008.

Sandra has a team of 5 working alongside her and they cover every area of the Adelaide Hills as far out as Callington, Strathalbyn, to Birdwood and Gumeracha, down to Crafers. The Hahndorf office is referred to as the ‘Epicentre of the Universe’.

Why do you enter the Awards for Excellence in Real Estate?

I enter awards because I love to compete and it reinforces my brand awareness and skill base to the local area and referral business from other boutique agencies.

How does winning an award benefit your business?

Winning an award helps define the pretenders from the realists in the Industry. It provides proof of performance instead of perception based claims for self-promotion purposes. Eg; meet the new kid on the block who’s the number one agent in your area. It’s the reality not the myth. You can never argue with the score board.

What makes the Awards night special?

The Awards night is exhilarating if you win, anxious and full of anticipation while you wait and a welcome relief when it’s over. It’s an extension of what we go through to get a new piece of work every day. I love it because I’m a bit of an adrenalin junkie. I look forward to seeing old friends, acquaintances and meeting new people in the industry that you can help.

What three key attributes should people possess to be successful in sales?

The three attributes people should possess in sales are; ability to listen attentively, ability to read body language and ability to be patient.

What key attributes do you believe are essential for a successful agency?

The key attributes I believe are vital for a successful real estate agency are: like minded employees, generosity of information and time, accessibility, hands on involvement from the principal or key

income earner, office accessibility and to be highly visual.

It’s been a difficult couple of years for real estate, what keeps you going?

What keeps me going is an old fashioned saying that my mother says. “And this too will pass”.

I live very present, staying centred on my plan and activities that I know will get results. I don’t get involved in politics and negative talk about the market. No matter what the market, people still need to live in a home and I have a job that needs completing for my clients.

What’s the most satisfying sale you’ve ever made?

My most satisfying sale ever was my first auction sale under the hammer. Four registered bidders, result over reserve by 70,000 dollars and was referred by another auctioneer. Perfect!!

What’s your favourite book?

My favourite book is The Power of Now, by Eckhart Tolle. It saved my life and kept me sane through the roughest period of my life.

What’s the place you’d most like to visit?

Now that my children have all moved out of home, the place I would most like to visit would have to be...their places. The rest of the world can’t compete with that.

“Winning an award helps define the pretenders from the realists in the Industry”

GET FIRED UP! PROPERTY MANAGEMENT CONFERENCE 2013

Friday 20th September 2013Featuring Guest Speakers: Brian Cunningham, Carolyn Majda, Ray Brincat & Jan StirlingBOOK YOUR TICKETS: REISA.COM.AU/EVENTS

RESPONSE. RECOVERY. REVITALISATION.

21–25 October 2013 Christchurch, New Zealand

REISA 5 DAY STUDY TOUR OF ADELAIDE’S SISTER CITY...

Calling for expressions of interest: lisa.stewart@reisa.com.au

Proudly presented by THE REAL ESTATE INSTITUTE OF SOUTH AUSTRALIA

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THE REAL ESTATE INSTITUTE OF SOUTH AUSTRALIA | The Home of Real Estate

REISA DIARY DATESTraining & REISA Events

We offer sponsorship packages that create year round advantages

and are supported by extensive marketing campaigns.

For all partnership, event and general information contact

Lisa Stewart - Manager Marketing and Communications on 8366 4325

lisa.stewart@reisa.com.au

Prestige Partners

Enterprise Partners

Gateway Partners

INVESTMENT PROPERTY BUYERS DRIVE MARKET

In what could be great news for those currently enrolled in property management courses and other real estate training programmes, the numbers of property investors are on the incline around the country.

This might lead to an increased need for skilled property managers and real estate agents to help deal with the influx of rental units and homes on the market.

RP Data’s research blogger, Cameron Kusher recently released an article on the subject, suggesting that the levels of first time buyers have dropped off over recent years whereas the numbers of investors adding to their portfolios are growing.

He highlights the fact that in May 2009 the total number of owner-occupier finance commitments from first home buyers made up 31.4% of the market, whereas that number had fallen to just 14.6% in May this year nationally.

While Mr Kusher points out that the data relating to investment purchases only offers information on total value rather than total number of loans, “nevertheless the trend is quite clear”.

In May this year the net worth of housing finance for purchases of investment properties was up to $8.4 billion – a level that hasn’t been reached since January 2008 when it hit $8.3 billion.

This is part of a surge of commitments over the last 12 months, with year on year growth of 23.7%.

Mr Kusher suggests that despite changes to the First Home Owners Grant around the country, many of the grants are solely for buyers of new properties which are often more expensive than pre-existing homes and therefore the incentives can actually work as disincentives for first time buyers to get into the market.

In South Australia for example, a $15,000 grant is extended to first time buyers for properties with values of up to $575,000. At the end of June 2014 the $5,000 grant for pre-existing properties will expire.

The RP Data release suggests that properties that are not being snapped up by first time buyers are now leaving space for investors to add to their portfolios.

Stats provided by RP Data. All data to week ending 04 August 2013.

AUGUSTWed 21 SECTION 24G – AVOIDING A CONFLICT OF INTEREST

Thurs 22 LEGISLATIVE UPDATE – SALES ONLY

Sat 31 LOOK FOR THE AWARDS FINALISTS LIST IN THE ADVERTISER

SEPTEMBERTues 3 AUCTION SERIES – PT 1

Thurs 5 REISA AWARDS FOR EXCELLENCE FINALISTS BRIEFING

Mon 9 LEGISLATIVE UPDATE – SALES ONLY

Wed 11 - Fri 13 BUSINESS SALES – LEVEL 1

Tues 17 BUYERS AGENCY AGREEMENT

Wed 18 - Thurs 19 FORM 1 – THE BASICS & BEYOND

Fri 20 PROPERTY MANAGEMENT CONFERENCE

Wed 25 SAA & CONTRACT DOCUMENTATION REFRESHER

Blood Challenge half way point HAVE YOU DONATED YET?

Thurs 26 BITE SIZED PROPERTY MANAGEMENT – BEST PRACTICE DOCUMENTATION FOR PMS

OCTOBERTues 1 AUCTION SERIES – PT 2

Fri 11 REISA AWARDS FOR EXCELLENCE NIGHT

For more information and for registrations, visit reisa.com.au or call 8366 4300.

MEDIAN HOUSE & UNIT PRICES