GO TO OUR NEW BLOG

Marquette Turner Luxury Homes has a fantastic new blog.

CLICK HERE to be instantly redirected to it.

PR: wait... I: wait... L: wait... LD: wait... I: wait... wait... C: wait... SD: wait...

7 DAYS: a Longtime in Politics, but a Lifetime in Real Estate

Seven days is a long time in politics and a lifetime in real estate. After I wrote last weeks’ article on “The Death of Real Estate As We Know It” we have seen the very public demise of three franchised offices in North West Metropolitan Sydney. The issues were all just a little close to home and I am gob smacked to see how Raine and Horne Corporation have dealt with the situation. If I were a Raine and Horne Franchisee at least I would now be aware of the “process” and “support levels” that I could expect if the worst were to happen. Angus Raine’s comments regarding the collapse should send a shudder down the spine of every Franchisee – it should be a shudder that lasts for hours, maybe days, maybe weeks and for some longer. A shudder that should see smart operators exit the brand sooner than later.

Marquette Turner Directors have been in contact with staff from Raine and Horne in all three offices and the collapse has brought forward the release of our “Marquette Turner Licensee Program”. We have been very loud and clear about the pending disaster that current franchised models are facing and have spent hundreds of hours planning and are now releasing our solution to what is a critical situation. Marquette Turner Corporation is the result of thousands of hours of planning, travelling around the globe as well as around every State and Territory in Australia to see what the real estate world was doing. What were the best bits? What were the worst bits? How can both start-up and current operators maximize their incomes? The old fashioned franchised model just doesn’t maximize incomes for franchisee’s, and certainly doesn't for their Licensed employees. There are limited protections in place which really assist franchisees when the chips are down. I will release the exact detail of our brand new, innovative “Licencee Agreements” in next weeks’ E Mag.

For anyone interested in real estate there will be a information evenings in both Newcastle and Sydney in April, 2007. We will release the exact times of each once suitable venues have been confirmed. We are extremely excited that we have been able to take care of the “cost” of setting up a licensee as once approved by the Board you will not be forced into wasting money on a shop front, getting a receptionist etc. You can work from home (or out of your boot). Our aim is simple – have the best agents possible representing our brand, who are committed to the brand, aren't burdened with huge overheads, continual training and most of all the positive growth of each other. In doing so we are confident of creating many other income producing opportunities for every licensee as we work tirelessly to produce a better and better brand.

What we have seen this week is a shocking display of the failure of what was and still is the typical business model of a real estate office. The scary thing is that there are thousands of offices around Australia which are all set up in the same way and anyone of them may be the next to fall. The inefficient business models that current franchises operate within have taken little except email and word processing from the Information Revolution. The internet has changed the way we live forever but the same people who insist on expensive Newspaper Advertisements (at the vendor’s expense of course) – portraying it as extremely effective in achieving the highest sale price (Studies show that property ads are more effective in getting more business for real estate agents than they are in actually selling properties – National Association of Realtors) are also the people with the biggest stake in keeping things just as they are – inefficient, antiquated . My prediction: We have not seen the tip of the iceberg!

WATCH THIS SPACE!

Michael Marquette michael@marquetteturner.com.au

Supply & Demand

When you market your property, you need to employ a strategy that can run counter to your emotional perception of the home’s value.

This sometimes means listing at a price far below what you have emotionally anchored upon.

Like any commodity, a home’s price will follow supply-and- demand trends. In theory, custom homes in desirable neighborhoods should hold their value. Other properties should be discounted depending on how many similar homes or untis are on the market.

Every market is different, though. If there are no "bites" even after only a week of marketing, then drastic action is required. Most agents will wait until week 4 (or after the auction!) to tell you that, in actual fact, the good news that they had been telling you no longer applies.

Do not wait until your property is stale before adjusting the strategy as by then you may have missed the boat. This also requires you as a vendor to be pragmatic and commercial (but not bullied of course into accepting a price that you are unhappy with). Simon Turner

You Might Be At Risk of Losing Thousands of Dollars - Vendors Beware!

In the last 24 hours I have been contacted by a real estate agent who had an issue with Marquette Turner. Well, the issue wasn’t so much with us as it is self-serving. See, the agent who will remain nameless was not actually thinking of his client’s interests at all. He was far from being client focused and had only self-interest at heart. I will summarize the situation which really begs the questions – Is this person really doing the best by his clients? Is he really trying to achieve the highest sale price for every property? How do you deal with a person like this in the industry?

This is a true Story:

I received a telephone call yesterday from a well-known real estate agent on the Lower North Shore threatening to report myself and Christine Watson to the NSW Office of Fair Trading for speaking to a client of his. I am quite serious when I say this and am I discussing the Lower North Shore in Sydney – not North Korea. He was furious that we had spoken to his client who has been trying to sell her property for quite some time and she had noticed the hugely successful auction that we had conducted just a couple of doors down from her property – in fact the two properties are extremely similar and in terms of price are also quite similar. The lady had called our office to ask about the sale and had requested to meet with us. She also had no idea if she was in an exclusive agreement as she believed it had run out. To further complicate the situation she is based in Melbourne and the property had been leased for over twenty years.

I recently met with her on a trip to Melbourne and discussed her situation and also resolved the issue that she was still under an exclusive agreement with the other agency. She had signed an agreement for 90 days after auction – taking the agreement to a staggering 4 months! At Marquette Turner this would just not happen as we consider that length of time to be quite excessive. In the real estate industry an agent is not allowed to approach a client whilst he or she is in an exclusive agreement with another agent, however the client is most definitely able to make contact and ask questions. If the client employs a second agent during an exclusive sales agreement with another agent and the property is sold then the client may be forced to pay two commissions. I explained this situation to the lady and gave her the advice she required.

During the phone call to me the agent in question un-leased a barrage of personal insults about his client, including that she had been a shocking client for some twenty plus years – in his words “ a slum landlord”. He went further to say that he had arranged for the renovation of the apartment at considerable time cost to him and that the sale did not require another agent just a realistic vendor who would accept an offer of $530,000. This by any account is well below what I believe the value of the apartment to be and well below the price expectation of his client. In other words he was only worried that he might not get his commission as the agreement is almost over, and he had failed to sell the apartment and had lost the confidence of his client who was looking to us (Marquette Turner) for an answer to her predicament.

The sad thing about this situation is that the agent was only interested in getting a sale – not a sale at the highest price – but a sale at any price. This is surely not in the best interest of his client and is the sort of behavior that we can only hope is rare. Unfortunately he also claimed to have been in the industry for over thirty years so I was left wondering how many other sales he has adopted this approach and attitude toward? This story is incredibly important in informing would be vendors of the underlying motive that might be driving their agent in giving them what is supposed to be professional advice. At what price is this advice really coming at? When considering the total commission paid to the agent and the lost money in a low sale price it could amount to tens of thousands of dollars – vendors beware!

Michael Marquette

The Lies and Lows: Consumers Losing Out

It has been an interesting last week in real estate with so much going on with the Federal election, interest rates and auction clearance rates to name just a few.

To add to the mix we received a complaint from the NSW Office of Fair Trading which had been lodged by a former landlord. Marquette Turner takes extreme care in everything we do and we accept the fact that we are always striving to improve and strengthen our systems and procedures to make our service the very best possible. We realize that we can sometimes be wrong however the NSW Office of Fair Trading seems intent on the concept of guilty until proven innocent.

The complaint was made after the former landlords (husband and wife) of our company completed a 2 day induction program at our Sydney Headquarters. The two clients desperately wanted to become part of Marquette Turner, working as Consultants leasing and selling property through our Melbourne Office. During the two days it became apparent that the two people would not be suited to our company and after discussing our feelings with them they decided to move the management of their property elsewhere and lodge a formal complaint regarding our mismanagement of their property (without making any complaint to us).

Their tenant was devastated when she was told that we would no longer be managing the home and she immediately wrote us a testimonial which was extremely touching (we are happy to share this testimonial with you which can be viewed by seeing the comment to this article or by selecting the attached link).

The disappointment of this is that the current system of lodging a complaint to the NSW Office of Fair Trading is resulting in people making unfounded, untruthful or vindictive claims (with no repercussions to them). It is resulting in bundles of bureaucratic red tape for agencies like Marquette Turner as we waste hours on explaining why we are not guilty of any wrongdoing.

What this also means is that time is being wasted on people who are really abusing the system at the expense of consumers who really need help. The current complaints system must be changed and those found to be fabricating stories must be held to account and prosecuted for doing so. That way the NSW Office of Fair Trading can focus on the issues that really count.

The directors of Marquette Turner have written to our local member The Honourable Clover Moore (Member for Sydney), and The Honourable Linda Burney (NSW Fair Trading Minister), requesting an audience and I will keep you posted with regards to our ongoing efforts to improve the system. Michael Marquette

Banks to Increase Cost of Home Loans in Addition to Rate Rise

Not content with the interest rates rise, the cost of home loans is set to increase further with the major banks likely to lift their rates by a further 0.25 per cent in the next month or two

Despite today releasing record profits of $4.4 billion (up 18 per cent) the National Australia Bank has warned today that it couldn't keep absorbing the price pressures that have been added to its own cost of borrowing which, in turn, is used to fund the mortgages it offers.

NAB was the first major lender to lift its home loan rates yesterday in line with the Reserve Bank's quarter of a percentage point increase in the overall cash rate.

But it appears almost certain that NAB's home loans - and that of the other leading banks - will go up again before or just after Christmas.

Thus, regardless of the party that forms our next Government, they will be looking down the barrel at the daunting issues of housing affordability and the increasing financial tightness that families are feeling.

Simon Turner

Rate Rise the Cost of Australia's Economic Success?

The latest rate hike is ultimately to keep inflation incheck, and what one might just describe as the cost of Australia's great economic success.

Therefore, additional rate hikes will almost certainly be needed. The only way to avoid a series of rate hikes is for the incoming government to aggressively trim its spending programs.

Whilst this should be the immediate priority for the new government, regardless of whether it's in Coalition or Labor colours, moderate spending promises are more likely during the final stages of the election campaign. Simon Turner

Interest Rates Rise With More Likely

In line with most forecasts the Reserve Bank of Australia yesterday lifted interest rates by 0.25%. The decision lifts the RBA’s cash rate to 6.75% and will mean an extra $68 per month on an average $400,000 mortgage.

Governor Glenn Stevens was clear in his statement that the strength of Australia’s economy is operating close to the limits of its capacity. Hawkishly, however, he pointed out that there are few signs of that strength diminishing as yet, and reports of high capacity usage and shortages of suitable labour persist, thus suggesting too much growth rather than not enough.

Commonwealth Bank senior economist John Peters says the statement suggests the RBA sees all the risks to the economy being on the side of too much growth, rather than not enough.
“It’s a hawkish statement that signals they’ve got a pretty firm tightening bias in place,” Peters says. “It points to stimulus coming from all corners; high capacity utilisation, consumers are spending, lowest unemployment in three decades, governments are spending as well, and new dwelling investment has started to become a positive factor and will make a bigger contribution as time goes on.”

The key question now is not if there will be another rate rise, but when. Such strong economic conditions could mean that more rises are on the way, perhaps as soon as December. Given that the RBA has increased interest rates twice in the last three months, it would be unwise to suggest that yesterday’s rise will be 2007’s last. Simon Turner

Is Sydney the Next Target for Al Qaeda?

I was travelling from Sydney to Tamworth recently, on my way to the Marquette Turner country retreat. It’s a great escape from the pressures of Sydney and as I checked in my luggage and received my boarding pass I continued through Security where I was pulled up and searched as I had inadvertently left a pair of nail scissors in my carry on luggage. They were confiscated and I was cautioned and allowed to board the plane. This was on a Saturday afternoon at around 3.15pm. I was wearing a suit and had just finished a successful day of Auctions for Marquette Turner Estate Agents – surely I didn’t look like a terrorist threat!

I started the return journey to Sydney the following Wednesday morning at around 7.00am at Tamworth Airport. I checked my luggage in and was asked if I was carrying anything dangerous in my hand luggage. I assured the young lady that I was not and was issued with my boarding pass and had a coffee with Simon Turner. At no time did I pass through an x-ray machine or have any other type of security to pass other than my promise at check in that I was not carrying anything that was dangerous. The fact was that I wasn’t carrying anything dangerous, however, I certainly could have been. There was no x-ray machine or any other security to pass through. My aircraft was a Qantas Link Dash 8, carrying around 50 passengers plus pilots and crew.

I suddenly realized that I could have been carrying a bomb in my carry on luggage, a knife, 5 litres of petrol or even could have packed explosives in my checked luggage. We were flying into Terminal 2 in Sydney and I was free to cause as much terror as I wanted to. In fact I could fly into Terminal 2 and board a much larger Boeing 737 or Airbus of Jet Star or Virgin Blue (or Qantas Link): I wouldn’t have been required to go through the normal security checks at Terminal 2 as I would have landed and already been in the terminal. This is staggering given the amount of attention our Government has placed on airport security and terrorism since 9/11 and ultimately emphasises how easy it would be for Al Qaeda or other Terrorist Groups to attack Sydney, or any other Australian city.

On the topic of security, Marquette Turner has successfully implemented a security system requiring photo ID to be shown at every open home – we haven't gone to the extent of x-ray machines or bag searches but we have drastically improved the security at EVERY open home.

Our Government should look at the security at EVERY Australian Airport if it is truly committed to protecting this country. Thankfully it was me that was travelling on that flight – what if it had been a terrorist? The attack we all fear on the harbour city or in Australia in general could easily happen if security at EVERY Airport is not at the same level. Michael Marquette

An Education Revolution in Real Estate is Sorely Overdue

With the Federal election unfolding the concept of an education revolution has pricked my ears up. Recently the Marquette Turner Director's convened a "think tank" where we spent two days in lockdown considering how best to continue educating our team as well as what new initiatives could help in attracting high calibre individuals to our company and also the industry as a whole. Simon Turner, Christine Watson and myself are committed to a transformed industry where tertiary level training is compulsory and negotiation is formally taught and examined. Our vision is to see the real estate industry in Australia mature into the profession that it needs to be - much like Accounting, Medicine and Law.

The reality is that real estate agents are one of the highest paid consultants in any industry, yet the entry requirements are so low and the training reality is that very few people ever fail once enrolled in the course. The "pass everyone" mentality is continuing to see hundreds of people enter the industry - most really should not be there. I have listened to the education plans of both major parties and while they are both touting to increase spending on education there appears to be little focus on improving or completely restructuring the training requirements for real estate and other professions which are in desperate need of an overhaul. Marquette Turner is a fierce opponent of the "increase places" education revolution that seems to be the centrepiece of what we are hearing. Simply increasing the number of places does not improve systems that are clearly failing and in need of immediate attention.

It was only yesterday when I was told of a real estate agent in Newcastle offering a potential purchaser part of his commission if he were to buy a house from him. This sort of person should not be in the industry and is a perfect example of why a formal, tertiary level qualification is so desperately needed at Bachelor level as part of the process of cleaning up the real estate industry. More places in existing training programs where standards are low and almost everyone is guaranteed to pass is just not the answer. Let's hope our politicians are listening. This is something that Marquette Turner is working diligently towards. Michael Marquette

Junk Mail is a load of rubbish!

As the environment continues to be one of the most important topics in the world at the moment I am ever fascinated by the increase of junk mail in both home mail boxes and private post office boxes.

The focus of the world has been on increasing the awareness for the need to conserve our precious resources and yet both individuals and businesses in our local areas continue to proliferate tonnes of unsolicited as their main source of marketing. This is especially true for real estate agents and Marquette Turner Estate Agents has taken a stand against this ever increasing pile of junk by banning "Do you want to sell?" letters and focussing on environmentally friendly communication - namely the internet and email.

Only last Saturday (October 27, 2007) I was in Barry Street, Neutral Bay conducting an auction of a unit for fellow Marquette Turner Director, Christine Watson. I was horrified to see just how many real estate agents had stuffed junk mail in the letterboxes of the apartment block. The free local newspaper is called The Mosman Daily and there was a pile of them scattered near the mail boxes - all of which had been soaked by the rain in Sydney on Thursday and Friday. Most real estate agents in the area feel compelled to waste their vendor's money on advertising in this newspaper even though the latest statistics from the USA have indicated that less than 5% of real estate buyers are finding their properties in the newspaper. The cost of this madness is massive to both vendors and the environment and Marquette Turner has taken the stand that sound, statistically proven sales strategies that actually sell homes rather than promote real estate agents is what we are going to do.

Our 100% sales record for 2007 remains intact even though we have not advertised in papers like the Mosman Daily or Wentworth Courier. I fully support the Lord Mayor of Mosman in her environmental focus and congratulate her on taking a stand to end the endless pile of junk mail in Mosman mail boxes. At Marquette Turner we strongly advise a "No Junk Mail" sticker on your mail box and we hope that other councils take a similar stance on stopping real estate agents and other proliferators of junk mail in their tracks. Michael Marquette

Crunch Time - Will Interest Rates Rise on 7 Nov?

November 7 is the day when the Reserve Bank of Australia [RBA] announces the outcome of its decision as to whether there is a new official cash rate. Most analysts think the RBA will have to raise rates by at least 25 basis points. Marquette Turner Managing Director, Michael Marquette is inclined to agree that a rate rise prior to the 2007 is a high possibility but also points out that the sheer size of the debt burden of Australians should be a bigger cause of concern than by any single headline interest rate number.

Steve Keen, Associate Professor of Economics at the University of Western Sydney recently stated:

''At 160 per cent of GDP we are now faced with the highest level of private debt in the nation's history - twice what applied during the Great Depression, and one and a half times the previous record, which was set during the Melbourne land boom and bust of the 1880s-90s,'' he says.

''This is the biggest [credit] bubble we have ever had. Interest payments alone are now consuming 15.5 cents in every dollar of household disposable income.''

Michael Marquette

Clients & Customers - What's the Difference?

Clients and Customers – What’s the Difference?

As a buyer of a property, have you ever felt totally ignored by the sales agent? Have you put in an offer for a property, been advised by the agent that it would be accepted and then told you have missed out because someone else has offered more than you? Does this sound familiar? There is one explanation for this. Real estate agents work with clients and customers, but fail to recognise that in this industry there can often appear a distinct difference.

The legal definition of a “client” in the world of property is the person who has signed a written contract with the estate agent and who will be paying the fee for service once the property has sold. In other words, the vendor or seller of the property is the person with whom the estate agent has a written contract or Agency Agreement with and therefore is the person the agent will receive their commission from.

Customers or buyers do not have a written agreement with the estate agent, (unless it is with a Buyers Agent – which is a totally separate agreement) and therefore do not pay any fees to the agent when the sale is transacted. To some agents, this means the vendor is treated with the utmost respect and courtesy, at the expense of the buyer.

Unfortunately many real estate agents lose sight that buyers of properties may well become vendors of properties. Not to mention the lost opportunity to have business referred because of outstanding service.

Thankfully times have changed. Marquette Turner recognises that true customer service is of the major factors both clients and customers seek. Real estate is a service industry after all, and should be no different to the major airlines, etc, in seeking to provide a service that is second to none.

Christine Watson

Email: christine@marquetteturner.com.au

Telephone: 1300 737 778

Marquette Turner - Changing the Face of Real Estate

It is no secret that Marquette Turner are something different! We are keen to educate the public to ensure that as many people we deal with are "property intellectuals". Whilst such a concept may not seem particular akin to real estate, Marquette Turner's desire to form long-term relationships with vendors, buyers, tenants etc - who ultimately became great and trusted friends - rather than focus on "the quick buck" whereby we can not see past a property transaction ultimately means that by educating those that we come in contact with provides great long-term benefits to all involved.

We have both youth and experience on our side. We have a hunger, boundless enthusiasm and Entrepreneurialism that quite easily makes us stand-out from the local agent that has little desire or interest in looking beyond "getting a listing, getting a buyer, and getting a commission". They have no incentive to do anything more, which ultimately means that the customer's and clients that are unfortunate enough to come in touch with them will rarely receive an experience that is outstanding.

This is one of the significant reasons that makes Marquette Turner so unique. We are in a position to look to the long-term, which means that our immediate actions, as well as those in the near and distant future are always in the best-interests of everyone.

Both Michael Marquette and myself are constantly looking at other industries to see how we can "do things better". You only have to see some of the huge press coverage that our unique Concierge service received in the national and local press to see how we really are trying to raise the bar in a service industry that is renowned for offering, at best, a very average service experience.

The Marquette Turner team is excited at any opportunity to demonstrate what sets us apart from "traditional agents". Thus whether you're a tenant, vendor, buyer, or just someone that is interested in learning more about real estate, please feel free to contact any of us. Call 1300 737 778 or visit www.marquetteturner.com.au

You can even Skype us on Marquette Turner and Marquette Turner1! Simon Turner

Should I Borrow the Entire Purchase Amount PLUS Costs?

If you are considering buying a property and are tempted to borrow the entire purchase price, as well as enough to cover all the other outgoings such as stamp duty and conveyancing, Marquette Turner will always advise you to err on the side of caution, as enticing the opportunity may seem to be.

As is always the case with property, make sure you are looking at your long-term goals, and never be unaware of economic factors, regardless of how “novice” you may rate yourself in such issues.

Think of a worst-case-scenario: don’t try to relate to your comfort zone now, relate to issues that may make your like somewhat more difficult.

Remember, the more equity you have in the property you are buying the more comfortable position you are in. This will allow you to weather booms and busts, and all investment cycles.

Listen to your head and think of the long-term. And of course, never be afraid to ask Marquette Turner for a little bit of guidance. Our team are always available to offer our assistance and thoughts (real estate or not!) but remember that it’s always better to ask the question than regret it down the track.

Simon Turner, Marquette Turner