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In a recent article entitled <a href="https://www.propertyobserver.com.au/residential/how-to-keep-your-valuables-safe-when-you-open-your-home-for-inspection/2012031853884" target="_blank">“How to keep your valuables safe when you open your home for inspection”</a> I covered the issue of risk in the ongoing and endless debate about whether a property is best shown to prospective buyers through open or private inspection.
There was a great response to this article (always a pleasure for authors), which included comments from real estate agents, buyers, sellers, landlords and tenants alike.
Some commented on the need for separate theft insurance cover at open home inspections (and who should pay for it), some on the security issue, and others about the need for transparency by all concerned,
But having distilled the excellent feedback from the article (like enjoying an aromatic cup of tea and then musing about what is left over), the crux of the debate inevitably came back to the old question of, “What is the best method of showing your home?”
Personally I was trying to avoid a hot potato debate on this subject for the simple reasons that it is never-ending and I am supposed to be doing better things.
Here is my personal opinion. If I was selling my own home today there are some rational arguments that make the decision clear to me:
<ul>
<li>Why would I invite multiple strangers into my home if there is a risk of theft involved?</li>
<li>Why allow myself and my family to feel that our privacy has been invaded?</li>
<li>As the seller I prefer to show my property at times that suit me and not my real estate agent.</li>
<li>My mother-in-law, bless her soul, (who I agree is an expert on multifarious issues and does read my weekly column) pointed out the deal-breaker.</li>
</ul>
She argues that only about two out of 10 viewers who show up at open inspections are genuine buyers. The rest are either neighbours or tyre-kickers whose favourite hobby at the weekend is viewing other people’s properties. This is bad news for the seller and for agents, as they are time-wasters. On the other hand the ratio for private inspections is much more in the seller’s favour, given all are genuine.
It’s hard to argue with that kind of logic.
I spent many years as an agent opening hundreds of homes for property sellers. It worked for me at the time, but maybe times have changed and I have become wiser.
And real estate agents argue that they need to “get maximum exposure and as many prospective buyers through the property as possible” at open inspections.
But the reality for agents is that controlling 10 or 20 groups at an open inspection is like herding cats. And that is not to mention the nightmare of trying to follow up on them all to find out who is a genuine buyer or not.
One of my favourite books is Mark Twain’s Huckleberry Finn. There is a passage in it that I loosely quote: “When I was 14 I thought my father was an ignorant fool. But when I reached the age of 21 I couldn’t believe how much he had learned in seven years.”
Enjoy your cuppa and think on the above points when you read those tea-leaves!
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a target="_blank" href="https://www.primepropertybuyer.com/">Prime Property Buyer</a>.
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Why risk your home’s security at an open home when you can open it privately to genuine buyers?

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This article is not about how to prepare your home for an open inspection.
We all know about the recently cut lawn, the new paintwork in and out and the old trick of the smell of freshly baked bread throughout the house.
This article is about the risk of inviting complete strangers into your home and the consequences.
There is an ongoing and endless debate about whether a property is best shown to prospective buyers through open or private inspection. Some of the factors include market exposure, owners’ privacy and security. But if you do decide to allow open inspections you need to seriously consider some important issues.
At the top of them all is that for many sellers there is a question of security.
Allowing strangers into your home invites the risk of on-the-spot theft of valuables and for potential burglars “to case the joint” and come back days or weeks later when the time is right. They will have noted the floor plan, alarm system, the doors and windows that are easy to enter through and made a list all of your valuables. Most frightening of all is that they will also gather information about you and your family and your daily habits. They will know when you are generally not at home.
If the above scenario hasn’t already started to worry you as a home seller, then think about insurance and public liability.
The fact is that most homes are not insured for theft in the case of open inspections or in some cases for public liability. A thief could steal your Picasso right off the wall, your Rolex watch and several sets of your wife’s lingerie. And to cap it all, a prospective buyer could slip on your front steps and break his leg. Ergo: the devil hides in the detail, so talk to your insurance company well before you agree with your selling agent to open your house to the public. 
If your home is in the multimillion-dollar range and is being widely marketed in the media with an open invitation to the public to inspect it please read on.
What can you do to avoid these pitfalls? You can’t blame the selling agent. You agreed to open your house. 
Take important steps to counter risk:
<ul>
<li>Talk to your home insurance agent and check whether you are covered for theft, damage or public liability during open inspections. If you aren’t, add the cover for the specific period.</li>
<li>Remove your valuables from sight, lock them up or take them off the property. Don’t let people see or handle them. You are selling your home, not your personal items of value.</li>
<li>If you have a large home with multiple levels and entries insist that your selling agent always has several members of staff at the open inspection. A single agent is simply incapable of watching every person who enters your property. The minute she turns her back someone can steal your valuables or damage your property.</li>
<li>Engage a security guard who will be present inside your home to keep an eye on possible theft during the open inspection. If you are in the squillion-dollar price range engage a second guard to control who comes in and out. </li>
</ul>
Your final decision as a seller to show your home either by open or private inspection is essentially down to the question “Which method will ensure the highest sale price at the least risk?”
<div>
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a target="_blank" href="https://www.primepropertybuyer.com/">Prime Property Buyer</a>.
 
 
 
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How to keep your valuables safe when you open your home for inspection

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Caveat emptor, or let the buyer beware, is based on the 12th-century premise that a purchaser can view and handle goods offered for sale in marketplaces (such as meat or fresh bread) and make their own choice as to whether to buy them or not.
This principle still holds true today, whether in buying property or a tin of baked beans in your local supermarket. And the assumption remains that the consumer has an obligation to be satisfied about the quality of the purchase.
But buying a property is not the same thing as buying bread in a marketplace in the mediaeval era, or for that matter anything else you buy in your local supermarket today. Times have changed, and the onus of responsibility for a purchase has theoretically shifted from the buyer to the seller.
In real estate transactions nowadays a seller’s duty of disclosure is limited to disclosing latent defects in title, or issues directly related to the property. An example of latent defects or issues might be with neighbours.
Sellers are currently not obliged to disclose structural damage, planning issues or nonmaterial issues. They should declare events that occurred in or on the property (known as stigmatisation), <a target="_blank" href="https://www.propertyobserver.com.au/residential/murder-and-mayhem-what-an-agent-should-disclose-if-a-property-has-an-unsavoury-past/2012021953438">such as a murder or suicide</a>.
Either way, declaration or not can have an effect on the marketability of a property and can impact on the selling price.
Should legislation on this issue be brought up to date? What do you think?
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a href="https://www.primepropertybuyer.com/" target="_blank">Prime Property Buyer</a>.
 
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Should a seller be forced to disclose a property’s structural damage or planning issues?

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The most important word in the dictionary for any successful real estate agent is not money. It is trust.
From the moment we are born we learn to trust those around us, just as we learn not to trust them. The concept of trust forms part our DNA wiring.
Trust can be defined as “confidence in the honesty or integrity of a person”, and the synonyms associated with the noun are confidence, dependence, belief and credence. Trust is about both character (which includes integrity) and competence (your strengths and your weaknesses).
There is a saying that “Nothing is as fast as the speed of trust”, and this can refer to every real estate agent’s most valuable asset: recommendation by word of mouth. The thing about trust is that if you lose it, it is gone forever. But if you have it, it spreads like wildfire from person to person.
The maxim “Know me, like me, trust me” is often used in real estate training to explain the process of gaining trust. It doesn’t happen the minute you first meet someone. To be recognised as “trustworthy” you have to earn it first by demonstrating your honesty and integrity, and only then will you gain a person’s confidence.
It’s no secret real estate sales agents are held in low regard in the public perception. In fact, in one recent poll they ranked at the bottom after doctors, firefighters and prostitutes. The main reason appears to stem from the initial meeting with a property seller when the agent gives an estimate of market value, but there are also accusations of agents being inexperienced, unqualified or downright dishonest.
From the very beginning of the seller/agent relationship there is an element of mistrust, often compounded by an over-inflated “valuation” of a property. This is the greatest dilemma faced by real estate agents every working day. If they under-appraise they may lose the listing, and if they over-appraise they may lose trust and their own reputation. Over-appraising is often referred to as “buying a listing”.
The crux of the issue appears to lie somewhere between an understanding of the industry code of ethics and good real estate training, and generation Y real estate agents may get caught up in material values rather than traditional fundamental ones.
In an article entitled “Can you trust a real estate agent”, Kevin Turner of Radio 4BC’s Real Estate Talk predicted that 60% of the people in real estate at the start of 2009 would be gone by the beginning of 2010.
In the current climate of uncertainty in the real estate industry, Turner’s predictions may also come true in 2012. Aspiring young agents are leaving the industry in droves, while principals of real estate agencies are going back to listing themselves to cut down on overheads.
At the end of the day a real estate agents reputation is everything, and his or her success or failure depends on it.
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a href="https://www.primepropertybuyer.com/" target="_blank">Prime Property Buyer</a>.
 
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The importance of trust in real estate

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So you've done it, you have reached that point in your life where you can afford a multimillion-dollar home. Well, why not, what's to stop you? You are successful and worked hard to build your business and your fortune. You are a supreme winner in your own area of business, and good for you. Success is sweet and greatly admired by all.
So you find your perfect home. It just came on the market at a price you can afford. Let's say the agent's name is Bill and you have already heard of him around the traps. He has a reputation for achieving astronomic sales prices for his clients, and his reward is a well-earned and generous commission from the vendor. After all, his job is to get the highest possible price for his client.
But what about you, the buyer? Who represents you in this deal? OK, you've got the wife, the mother-in-law and numerous friendly advisors who know exactly what you should do.
To quote John McGrath of McGrath Real Estate, “While a vendor has their selling agent to negotiate for them, buyers are on their own unless they have a buyers’ agent to act on their behalf.”
And here comes the inevitable. The selling agent (who acts exclusively for the vendor) will do his or her best to outwit you every step of the way. That is his job, and they are usually very good at doing it. If you had spent 20 years doing the same thing six days of the week I’m sure you would be, too.
But you can even up the odds: engage a buyers’ agent (or buyers’ advocate) and use their experience, market knowledge and negotiating skills to give you the winning edge.
Depending on the deal he or she can to save you money on your purchase, and give you “peace of mind” about your new home.
The most frequent question asked about engaging a buyers’ agent is, “Will they save me money?”, and the answer nine times out of 10 is yes. These guys are professionals, and their income and reputation depends on successful transactions.
There are cases where the saving on the price of home purchases has largely been negated by the cost of the agent’s fee (although in investment property purchases the fee is tax deductible in New South Wales).
On the other hand there have been several deals done over the last couple of years in the upper end of the market in Sydney where the saving was well over $1 million.
All buyers’ agents charge a fee for their services; they can’t do it for nothing. There was a recent story in the international press about a buyers’ agent in Spain who acted on a “no foal, no fee” basis. The agent soon went out of business.
Buyers’ agents cannot guarantee success, but they will do their utmost to save you money and ensure that the final purchase price was the very best possible.
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a target="_blank" href="https://www.primepropertybuyer.com/">Prime Property Buyer</a>.
 
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Million-dollar savings

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Under the common law principle of caveat emptor, or “buyer beware” there is a recognised duty upon a buyer of a property to be satisfied about what he or she is going to purchase. The doctrine assumes that the purchaser has acquired the property together with all defects either as to title or quality. 
Over the years most Australian states have introduced statutory regimes for seller disclosure in residential property transactions. In New South Wales Section 52A of the Conveyancing Act 1919 requires a seller of residential property to disclose a range of matters covering defects in title and defects in quality of title through a combination of documents and certificates attached to the proposed contract of sale, and these are generally related to easements and that the property is sold free of encumbrances, etc. There is no requirement to disclose other defects (such as structural ones) irrespective of their impact on the value or use and enjoyment of the property. 
So where do”‘stigmatised” properties come in to all of this? These are properties where a murder, suicide, violent crime or other horrific event has occurred on the property at some stage. The term can also include properties that are haunted or even have a resident poltergeist – and the stigmatisation effect can last for decades or even centuries. 
Let’s face it. Nobody wants to live in a home where something awful has happened. But how do we know if a property has this type of history? The seller is clearly not going to explain the gory details to anyone, and in some cases not even to the selling agent. And agents and sellers cannot be held liable for not disclosing nonmaterial, or nonphysical, defects about a house, and they don’t have any obligation to disclose “latent defects” to the buyer even if they materially affect the physical health or safety of individuals on the premises. 
But in reality the fact is that in these cases the onus of responsibility may come down to the selling agent. The reason for this is that he or she has a moral (if not legal) obligation and a duty of disclosure to inform prospective buyers that the events that occurred in the property may affect its value. It comes down to what did you do or say, or not do or say, that affected a decision to buy? 
Real estate agents need to keep in mind that anything that could affect a purchaser’s decision to buy must be disclosed under the Material Fact section of current legislation. A Material Fact can be defined as “A fact that would be important to a reasonable person in deciding whether or not to proceed with a particular transaction”. 
Schedule 1 (3) of the Property, Stock and Business Agents Regulation 2003 also states that: “You must be fair and reasonable to all parties, and must not mislead or deceive any parties in negotiations or a transaction.” 
In other words, caveat actor, or “agent beware”. If you don’t disclose events that happened in a property you are selling that may affect its value you are open to be blamed and possibly taken to court. 
Below are a few tips if you decide to list a stigmatised property: 
<ul>
<li>Separate fact from fiction, and determine the impact disclosure will have on you as the selling agent, the seller, the buyer, and price of the property. </li>
</ul>
<ul>
<li>Don’t take the listing (or keep it) if the seller refuses to disclose stigmatised information or prevents you from discussing it. </li>
</ul>
<ul>
<li>Maintain trust with your buyers by disclosing the facts as you know them. </li>
</ul>
<ul>
<li>Don’t be silent, and don’t misrepresent. It's not just a matter of what you say. It can end up being about what you didn’t say.</li>
</ul>
 Tim Mansfield is founder and principal of Sydney-based buyers' agency <a href="https://www.primepropertybuyer.com/" target="_blank">Prime Property Buyer</a>.
 
 
 
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Murder and mayhem: What an agent should disclose if a property has an unsavoury past

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We can’t all be Mark Zuckerberg of Facebook with his 800 million members. But you have to admire the guy. He is just about to become the 28th wealthiest person in the world and he is only 28 years old. But we can and should be inspired by him. He realised only a decade ago that new technology and the internet was the way to go in the 21st century, and he has built his dream from there.
He used the internet to do something that we can all do now on the web. We can communicate directly either by email or through our websites and blogs to a targeted audience that is interested in what we have to say.
It is still all about old-fashioned “networking”. And it is still about communicating with other human beings and getting our own message out to them. But nowadays it is also very much about using the world wide web as well, and it costs absolutely nothing. The trick is to use social media, which refers to “the process of gaining website traffic or attention through social media sites”.
What has not changed in so few years is that social and business networking still works very much on the ground and person-to-person, and this means building your own brand by word of mouth and personal recommendations. But it now has to include your own branding on the web. It won’t be very long before you just say a search phrase out loud like “find me a real estate agent in Sydney” and the wall of your living room will light up with the answer from your favourite avatar.
According to a comment on Wikipedia this is how the network effect works:
“Network effects become significant after a certain subscription percentage has been achieved, called critical mass. At the critical mass point, the value obtained from the service provided is greater than or equal to the price paid for the service.”
The mind boggles after reading this quote, so what does all this mean for you as a real estate agent?
Read my tips below and decide for yourself . . .
<ol>
<li>It’s a new year, so get your critical m’ass moving! Don’t sit around waiting for things to happen to you. Make them happen instead. </li>
<li>Build your own personal brand. At the end of the day it’s your own hard work and effort and you deserve the <a href="https://en.wikipedia.org/wiki/Kudos">kudos</a>. </li>
<li>Start by building your own network, and don’t just rely on your agency’s database (you don’t control it and they are usually out of date anyway). </li>
<li>Don’t listen to your boss’s insistence that you stay glued to your desk all day long on the phone. The “bums on seats” theory for real estate agents does not work. You need to get out there in your own market area and work it constantly. Talk to people, buy them a coffee, rub shoulders with them, tell them what you do and how you can help them. The real estate business is a “hard contact” game. If you don’t make an effort to meet and engage with people, they won’t know who you are! </li>
<li>Work smart. Get rid of the BS in your work-life and use every minute of the day to achieve your own dreams. No one else can do it for you. </li>
<li>Create your own blog or website and get yourself up on the web! There are simple and totally free ways to start branding yourself and get promoted online almost overnight. If you are interested (and you should be!) contact me by email and I will send you a couple of tips that will probably change your life for the thank you-much-much-better. </li>
<li>Befriend a buyers’ agent! These guys will introduce you to a qualified buyer for your listing and save you a lot of time and effort, so work with them. You can read an article I wrote recently about this by clicking on the following link: <a href="https://www.propertyobserver.com.au/residential/selling-agents-and-buyers-agents-work-together-but-have-opposing-goals/2011112052436" target="_blank">‘Selling agents and buyers' agents work together but have opposing goals’</a> </li>
<li>Be good to people every single day, and help them in whatever way you can. Make an effort to show that you are not just interested in yourself. If you take a genuine interest in other people they will always help you down the track. </li>
<li>Don’t lose your confidence or give up halfway through your efforts to build your own network (or achieve your own dreams) – it can take months or years. People who don’t want to be in it are not important; it is the ones who are in it that will give you the business. </li>
<li> NEVER give up! If you are finding it hard to get listings or a sale doesn’t go as well as you hoped, keep on trying. Your efforts will be rewarded sooner or later, so hang in there.</li>
</ol>
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a href="https://www.primepropertybuyer.com/" target="_blank">Prime Property Buyer</a>.
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Ten new year tips for real estate agents

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In a previous article published here entitled <a href="https://www.propertyobserver.com.au/residential/selling-agents-and-buyers-agents-work-together-but-have-opposing-goals/2011112052436">Selling agents and buyers' agents work together but have opposing goals</a>, I covered the definition of these agents’ respective roles in today’s property industry and how the two work together.  But what about vendors’ advocates? 
If real estate selling agents act for the seller, buyers’ agents act for the buyer, where on earth do vendors’ advocates fit into the equation? Surely they must be the same thing as real estate agents – after all, doesn’t the selling agent represent the vendor? So what is the difference? 
Firstly, they are all licensed agents but have different roles in property transactions. In Australia buyers’ agents have only been around for about 15 years, and their alter-egos, the vendors’ advocates have only recently begun to emerge in their specific role in our property industry. To further confuse the issue, buyers’ agents and vendors’ advocates are often the same person, although by definition they never sell real estate themselves. 
Vendors’ advocates are independent agents who act exclusively for the seller of a property. They offer a value-added service including: 
<ul>
<li>A written market appraisal of the property including local comparable sales and current listings to establish a market value range </li>
</ul>
<ul>
<li>Advice and recommendations for selecting the best real estate agent in the locality </li>
</ul>
<ul>
<li>Advice on real estate agents’ exclusive sale agreements and proposed commission fees </li>
</ul>
<ul>
<li>Recommendations on the best method of sale – auction or private treaty </li>
</ul>
<ul>
<li>Advice on strategy and proposed marketing campaigns </li>
</ul>
<ul>
<li>Vetting and screening buyers' offers presented to the seller through their appointed real estate agent</li>
</ul>
In the US advocates have been around for decades and are widely used by both sellers and buyers, but in Australia the concept is relatively new and falls into a grey area that is still unclear to many consumers.
The issue comes down to two reasonable questions: 
<ol>
<li>Why would a seller engage a real estate agent (acting as a vendor’s advocate) to then recommend another real estate agent to sell their property? </li>
</ol>
<ol>
<li>Isn’t there an inherent conflict of interest involved in this process? </li>
</ol>
The answer to the first question is that a vendor may decide to engage an independent professional to advise him on the whole process and look after his interests in the sale. He may be based overseas or simply doesn’t have the time to arrange the sale himself. 
The answer to the second question is much trickier and lies in understanding who actually benefits from the transaction. 
Brief research of fees charged by vendors’ advocates in the Australian states of New South Wales and Victoria reveals that many do not charge a fee to the seller. They are paid a conjunction fee or “referral fee” by the real estate agent they originally recommended as the best agent to exclusively sell a property. 
The issues involved with this arrangement are: 
-          The vendors’ advocate may be tempted to recommend the selling agent who pays her the highest split of the final commission, or choose an agent with whom she has a good relationship (but who may not necessarily be the right person for the job in terms of achieving the best sale price for the client). 
-          There can be confusion between who is actually handling the negotiation process, and in whose interest. 
-          If the vendors’ advocate is receiving a split of the sales commission the real estate agent’s motivation may be degraded. If offered a listing they will usually take it even if their fee is reduced, but will they then give the sale 100% of their effort? 
 
 
Other vendors’ advocates charge a fee directly to the vendor (usually about 0.5% of the sale price). This system avoids a conflict of interest, allowing the vendors’ advocate to act independently and without bias for the client, and it encourages the selling agent to put his best effort into the sale for the benefit of all stakeholders.
Either way the fact is the market for vendor advocacy is growing at a fast rate in Australia. If vendors feel they can benefit from this new service by engaging a property professional, then why not? 
The service is ideal for vendors based overseas and anyone else who needs independent advice in the sale of what is often their most valuable asset – their home.
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a target="_blank" href="https://www.primepropertybuyer.com/">Prime Property Buyer</a>.
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Why you might use a vendor's advocate

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The wide diversity of people’s trades and professions ensures that everyone can earn a living in their own way. 
Each of us has something different to offer, from the carpenter to the doctor. We have our tools of the trade and we have our special skills, and we use these in daily life to earn our bread and butter. 
When the carpenter uses his hammer, the doctor his stethoscope or the writer his pen, they offer specialist skills which others do not have. They also have the benefit of years of experience and are talented in what they do. They have all learnt their skills “the hard way”. That is, they have gained experience by learning from their mistakes along the way. 
It is not enough to hold a hammer in your hand or wear a stethoscope around your neck unless you know how to use it. And in the case of politicians if their tongue is their skill, let them be silent unless they know when and how to use it. 
One of the greatest skills of all is the art of negotiation. 
We learn instinctively to negotiate from the time we are born and we build and hone this skill as time go by. But let’s face it: negotiation is not everyone’s forte. You have to learn how to negotiate. You need to have competed and lost and won many times over before you have the advantage over an opponent through experience. 
In real estate transactions win-win negotiation is paramount. When the stakes are high and you have to admit you may not be the best negotiator in your own interest I recommend you engage a buyers’ advocate (or buyers’ agent) to do the job for you. 
buyers’ agents know their stuff. They have learned the hard way how to close a winning deal and they have earned that special skill of successful negotiation.
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a target="_blank" href="https://www.primepropertybuyer.com/">Prime Property Buyer</a>.
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Buyers' agents are experts in negotiation

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There is an important relationship between selling agents and buyers’ agents in the property industry, and this association is based on trust and integrity. At the end of the day we work together in the best interests of our respective clients and it is a win-win situation all round. 
As a former real estate sales agent I have to admit I often fell into the comfortable habit of “list, market and wait for the buyers to contact me”.  This was the equivalent to being a trapdoor spider waiting for its prey to show up and swallow it. But complacency is a fatal mistake unless you are an arachnid. 
As well, the other strategy in those days was to offer conjunctions to other agents and hope they would solve my problem for me. 
But nowadays there is a brilliant option that you should use for every property on your books, not just because it will benefit you but because it will benefit your client. And it costs you nothing! It is simply to work with a buyers’ agent. 
You can even include this tactic in your marketing pitch for listings and you will be pleasantly surprised to see that vendors welcome this strategy with open arms. After all, it doesn’t cost them anything and hugely increase the chances of finding a buyer. And it is a great option to flogging your extensive and out-of-date client database to prospects; no one ever bought that strategy. 
Real estate agents should recommend prospective buyers to buyer’s agents simply on a goodwill basis, and this is good practice for you. 
As an example, imagine that you have been dealing with a buyer who wants a specific type of property but you don’t have a suitable listing currently on your books. This is the perfect opportunity to demonstrate your desire to help them and initiate an on-going close personal relationship in the future. 
There are important benefits to you: 
<ul>
<li>You have done a favour to the buyer by demonstrating your desire to help them with no personal gain, and they will appreciate your selfless advice and integrity as an agent. Sooner or later they will come back to you. </li>
</ul>
<ul>
<li>The client may go cold on you and begin dealing with another agent (most likely a competitor). So it is better to use the opportunity to refer them to a trusted buyers’ agent who you know will look after their best interests. They will remember you for this. </li>
</ul>
<ul>
<li>The buyers’ agent will reciprocate the favour in future by personally recommending you as a real estate agent as you have now established a relationship based on trust and goodwill.</li>
</ul>
 
So talk to your favourite buyers’ agent about your listings and what you have coming up (don’t wait for them to contact you). Build up a close working relationship with them and grow your reputation by recommending buyers’ agents you know and trust. 
Everyone wins!
Tim Mansfield is founder and principal of Sydney-based buyers' agency <a href="https://www.primepropertybuyer.com/" target="_blank">Prime Property Buyer</a>.
 
 
 
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The reciprocal relationship between buyers' agents and selling agents

Buyers considering a residence at boutique Gordon townhouse development <a href="https://www.apartments.com.au/new-townhouses/lume-gordon-43-47-dumaresq-street-gordon-nsw-2072">Lume</a>&nbsp;now have another reason to bring forward their decision.

For a limited time, purchasers of a residence at Lume will receive a BMW iX3 50 electric SUV, valued at more than $120,000, as part of their purchase. The offer is designed to add value for buyers while complementing the lifestyle envisioned for the architecturally designed Upper North Shore development.

Scott Timmins, Development Manager at <a href="https://www.apartments.com.au/developers/winim">WINIM</a>, said the partnership was created to provide buyers with a compelling reason to act.

"In today's market, buyers need a compelling reason to act now, and the BMW partnership was designed to create that catalyst. We wanted to add genuine value for our future purchasers. Choosing the all-electric BMW iX3 50 also reflects the values behind LUME, forward-thinking design, innovation and a more sustainable way of living. It's a premium incentive that complements the lifestyle our buyers aspire to and rewards those who commit early."

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Delivered by WINIM in partnership with Burtonwood Investment Partners, Lume comprises 14 architecturally designed two, three and four-bedroom townhomes created for families seeking the space of a freestanding house with the ease of modern, low-maintenance living.

The three-storey residences, designed by award-winning architecture practice <a href="https://www.apartments.com.au/architects/rothelowman">Rothelowman</a>, have been tailored for families and multi-generational living, featuring private internal lifts, flexible lower-level spaces, generous open-plan living and entertaining areas, media rooms, and landscaped outdoor spaces with custom outdoor kitchens.&nbsp;

Inside, engineered oak flooring, bespoke dining joinery with integrated wine fridges and backlit bars, sculptural porcelain bathrooms, Parisi freestanding baths and Astra Walker tapware create interiors that balance functionality with refined finishes.

Each townhome has been designed to combine generous internal spaces with sustainability initiatives such as EV charging infrastructure, while <a href="https://www.apartments.com.au/landscape-architect/arcadia-landscape-architecture">Arcadia</a>'s landscaped communal areas, centred around a restored creek line and native planting, encourage residents to connect with nature and spend more time outdoors.

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Rothelowman's Gary Tsui said the architecture was conceived to respond carefully to its Upper North Shore setting.

"Our vision was to create elegant, uplifting homes that draw on and positively contribute to the local character through meticulously considered design and an interaction with the surroundings."

The communal landscape has been designed as more than an open space between homes. Arcadia's Ben Newell and Kate Phillips said the adjoining reserve provided an opportunity to create a distinctive natural retreat for residents.

"Just as waterways carve their way through Ku-ring-gai's landscape, a raised boardwalk weaves through the reserve, connecting the homes to this tranquil oasis."

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Located just 300 metres from <a href="https://www.apartments.com.au/developments/gordon-nsw-2072">Gordon</a> Village and Gordon railway station, Lume offers convenient access to Sydney's CBD while placing residents close to some of the North Shore's leading schools, including Ravenswood, Pymble Ladies' College and Knox Grammar. Lane Cove National Park, Gordon Golf Club and a range of cafés and restaurants further reinforce the family-focused lifestyle on offer, with the BMW iX3 50 complementing everything from local trips around Gordon to weekend drives and city commutes.

Construction is underway with completion expected in mid-2027.

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Joel Robinson

Boutique Gordon townhomes now come with a BMW iX3 50

Two apartments have sold for more than $10 million at EADE Byron Bay, setting some of the highest apartment prices ever achieved in the coastal town and underlining the growing appetite for luxury beachfront apartments in Australia's most popular coastal locations.

The $210 million project by Vitale Property Group has now secured more than $70 million in sales, led by residences that changed hands for $12.75 million and $11.75 million.

The record-breaking transactions reinforce the shift occurring in Byron Bay's premium property market, where affluent downsizers and lifestyle buyers are increasingly opting for high-end apartments over large beachfront homes.

<a href="https://www.apartments.com.au/new-apartments/eade-byron-bay-29-shirley-street-byron-bay-nsw-2481">EADE Byron Bay</a> occupies a rare 6,000 sqm absolute beachfront site on the corner of Shirley and Milton Streets overlooking Main Beach and The Wreck surf break, just 350 metres from Byron Bay's town centre.

The 25-residence development is the first beachfront apartment project approved in Byron Bay in more than a decade and is currently under construction, with completion expected in May 2027.

[smartcode_project:default project_id=145590 project_image_fid=359521]

The project has attracted a mix of local Byron Shire residents downsizing from larger homes, alongside interstate buyers from Sydney, Melbourne and Brisbane seeking a permanent coastal lifestyle without compromising on space.

Designed by <a href="https://www.apartments.com.au/architects/hayball">Hayball</a> and with interiors by <a href="https://www.apartments.com.au/interior-designers/alexander-co">Alexander &amp; Co</a>, EADE comprises&nbsp;10 garden apartments ranging from 284 sqm to 622 sqm, nine with private pools, five full-floor apartments and 10 rooftop residences with private plunge pools, expansive outdoor entertaining areas and uninterrupted ocean views.

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<a href="https://www.apartments.com.au/developers/vitale-property-group">Vitale Property Group</a> Managing Partner Chris Vitale said the project's combination of scale, location and limited future supply was driving buyer demand.

"There isn't another beachfront holding in Byron Bay of this size and position that could be developed again," Vitale said.

"Buyers are responding to the scarcity and the irreplaceability of a site of this calibre and to floorplans they can't find elsewhere in the market.

"We are seeing buyers place significant value on quality, space, design, resort-style amenities and the rarity of the location. The sales achieved to date demonstrate that discerning purchasers recognise the long-term significance of what is being created at EADE Byron Bay.

"Many are coming from larger homes in the Byron region, or from Sydney, Melbourne and Brisbane, and are after the space, security and convenience, without the upkeep of a house."

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The Byron Bay project follows Vitale Property Group's delivery of the Mondrian Hotel and Private Residences at Burleigh Heads, with EADE continuing the developer's focus on luxury coastal developments.

Residents will have access to a resort-style swimming pool, gymnasium, sauna, cold plunge pool, concierge services and dedicated workspaces, while the project is targeting an 8-Star Green Star rating.

EADE Byron Bay is being exclusively marketed by Projx Australia in conjunction with WHITEFOX Projects.

WHITEFOX National Projects Director Phillip Rand said demand had been driven predominantly by owner-occupiers.

"We are seeing buyers at EADE place significant value on quality, space, design, resort-style amenities and the rarity of this location," Rand says.

"The sales achieved to date demonstrate that purchasers at this level recognise the long-term significance of what is being created at EADE Byron Bay."

Residences at EADE Byron Bay are currently priced between $4.75 million and $15.95 million.

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Vitale breaks Byron Bay records with EADE sales flurry 

When buying an apartment, most people compare the big-ticket items first. Floorplans. Kitchens. Balcony size. Natural light. The view.

But there's one everyday consideration that often doesn't come up until after moving in: how parcels are delivered.

As online shopping has become part of everyday life, parcel deliveries have shifted from an occasional event to a regular occurrence. Australians spent a record $82.6 billion shopping online in 2025, with almost one in every four retail dollars now spent digitally.

For apartment residents, that can present a challenge.

If nobody is home to accept a delivery, parcels may be redirected to a nearby Post Office, left in a building lobby or common area, or require building management to step in. In higher-density buildings, where dozens or even hundreds of residents may receive deliveries each day, parcel management has become an increasingly important part of everyday living.

That can create a range of frustrations. A missed delivery often means making time to collect a parcel elsewhere, while packages left unattended in foyers or mail areas can create clutter and increase the risk of theft. What seems like a minor inconvenience can quickly become a recurring issue for residents who shop online regularly.

It's one of those details that rarely features in a display suite but can have a noticeable impact once residents move in.

As a result, buyers are beginning to look beyond traditional apartment features and consider how a building supports day-to-day convenience, including whether there are secure options for receiving deliveries.

Australia Post's Parcel Lockers provide one solution.

<iframe allow="accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share" allowfullscreen="" frameborder="0" height="315" referrerpolicy="strict-origin-when-cross-origin" src="https://www.youtube.com/embed/CkF2oKmlACg?si=C50sDaoUUn2nuLmq" title="YouTube video player" width="560"></iframe>

Rather than having a parcel delivered directly to an apartment, eligible deliveries can be sent to a nominated Parcel Locker. Once the parcel arrives, residents receive a notification through the AusPost app or SMS and can collect it using a QR code or one-time PIN at a time that suits them.

The Parcel Locker network now includes more than 1,500 locations nationwide, with installations at Post Offices, shopping centres, transport hubs and an increasing number of residential developments. By providing a secure collection point, Parcel Lockers help reduce missed deliveries and avoid parcels being left unattended in common areas.

For developers, parcel infrastructure is becoming another way to improve the resident experience. Rather than relying on concierge staff or leaving parcels in communal spaces, secure collection points help streamline deliveries while preserving the presentation and functionality of shared areas.

For buyers, it's a reminder that the best apartment features aren't always the most obvious.

A generous floorplan or quality finishes might help narrow the shortlist, but the conveniences that simplify everyday life, whether that's EV charging, secure bike storage or reliable parcel delivery, often become the features residents appreciate most once they're living there.

The apartment feature many buyers don't think about, until their first missed delivery

<a href="https://www.apartments.com.au/developers/hg-developments">HG Developments</a> is doubling down on Maud Street in Newstead, filing plans for a new apartment tower just a few doors down from its under-construction Aire Newstead development.

Recently submitted to Brisbane City Council, the proposal is for an 18-storey building designed by bureau^proberts, which has drawn heavily on Brisbane's subtropical design principles while referencing the suburb's industrial heritage.

A total of 64 apartments are planned for the amalgamated 1,518 sqm site at <a href="https://www.apartments.com.au/new-apartments/17-21-maud-street-newstead-qld-4006">17–21 Maud Street</a>, a short walk from the Brisbane River and Newstead Riverwalk.

<img alt="First look: HG Developments plans 18-storey subtropical apartment tower for Newstead" data-entity-type="file" data-entity-uuid="a400c7fd-bd15-48f8-a63b-10ede92efe00" src="https://s3.ap-southeast-2.amazonaws.com/www.urban.com.au/s3fs-public/inline-images/Maud%20st%20bldg.png?VersionId=.0vPmjpbC7CNP7kqGWa6L7rGIwsNExaw" />

"The building is defined by a series of vaulted motifs that reinterpret the arches, colonnades and layered facades evident throughout Newstead's historic built fabric," the Urban Design Report states.

"Combined with recessed glazing and generous balconies, these elements create a layered building envelope that provides shade, weather protection and opportunities for natural ventilation whilst establishing a distinctive architectural identity."

The proposal comprises 64 two, three and four-bedroom apartments across 18 residential levels, positioning it alongside a growing number of taller residential projects transforming Newstead's northern precinct. The tower incorporates extensive subtropical landscaping, with cascading planter boxes, deep planting at street level and a landscaped rooftop recreation area.

<img alt="First look: HG Developments plans 18-storey subtropical apartment tower for Newstead" data-entity-type="file" data-entity-uuid="1d8140f4-8b98-45cd-b1b8-1efe8c8e266b" src="https://s3.ap-southeast-2.amazonaws.com/www.urban.com.au/s3fs-public/inline-images/Maud%20st%20podium.png?VersionId=VAZtbCoD44YCJ57N99fQCAKeSJx7ldZs" />

Bureau Proberts has prioritised passive environmental design throughout the project, with generous balconies, recessed glazing and operable façades helping reduce solar heat gain while maximising natural ventilation. River views become available from the upper levels, while the building has been orientated to capture prevailing breezes from both the Brisbane River and the west.

The architects say landscape is intended to be integral to the building rather than an applied element.

"Vertical greenery, cascading planter boxes and elevated gardens are woven throughout the architecture, softening the built form and strengthening the connection between residents and the subtropical environment."

"Through the integration of landscape, high-quality materials and passive design principles, the development delivers a refined residential address that celebrates Newstead's heritage character while contributing positively to Brisbane's evolving subtropical identity."

Newstead has remained one of Brisbane's most active apartment markets in recent years, with a number of developers continuing to back the inner-city suburb.

HG Developments is currently delivering the 40-apartment Aire Newstead at 25 Maud Street. Fortis recently launched the 65-apartment <a href="https://www.apartments.com.au/new-apartments/crest-walker-newstead-12-kyabra-street-newstead-qld-4006">Crest &amp; Walker</a> on Kyabra Street, while builder-developer BPG and Don O'Rorke's Consolidated Properties are both expected to launch their respective Newstead projects before the end of the year.

HG Developments doubles down in Newstead with second Maud Street apartment development

Walk past a new apartment development promoting its sustainability credentials and it's easy to picture rooftop gardens, mature trees, landscaped courtyards and residents surrounded by nature.

But in many cases, that's not actually what those sustainability ratings guarantee.

Australia's leading environmental rating tools have played a significant role in improving the energy efficiency and environmental performance of buildings. Yet despite their focus on reducing emissions, many don't require developers to include trees, biodiversity or meaningful green space.

In other words, a building can achieve one of the country's highest sustainability ratings while containing little more than concrete, glass and hard landscaping.

That disconnect has led to the emergence of a new movement across Australia's property industry: nature-based cities.

The concept goes beyond designing buildings that consume less energy. Instead, it encourages developers to treat nature as essential infrastructure, integrating biodiversity, tree canopy, living landscapes and green spaces into projects from the earliest stages of planning.

Research has consistently linked access to nature with better physical and mental health, cooler neighbourhoods, improved biodiversity, stronger climate resilience and more connected communities. As Australia's cities continue to become denser, advocates say those outcomes should be considered just as important as energy efficiency.

Nature Based Cities (NBC) was established in 2022 to help accelerate that shift.

Founded by Hamton Executive Chairman Paul Hameister OAM, the not-for-profit was created after research highlighted a significant gap in Australia's sustainability framework. While existing environmental rating tools rewarded energy performance and emissions reductions, they placed little emphasis on the inclusion of living landscapes.

"We've always wanted to do more, and we know other developers who want to do more, but the ESD rating tools just aren't there," Hameister says.

"In Australia, you can have a five-green-star rated building that's concrete and glass with not a blade of grass.

"The focus is on reducing emissions, which is laudable, but there hasn't been enough attention paid to protecting and re-establishing nature. We need both for the health of the environment and for communities."

Since its launch, NBC has developed independent design guidelines and accreditation frameworks that encourage developers to prioritise ecology, biodiversity, tree canopy, walkability and living landscapes alongside traditional sustainability measures. The organisation first focused on medium and high-density residential developments before recently expanding into precinct-scale communities and masterplanned neighbourhoods.

Jan Talacko, founder of sustainability consultancy Ark Resources and a member of the Nature Based Cities Advisory Council, says the initiative addresses an area that has largely been overlooked by the property industry.

"Throughout my 25 years of working collaboratively with all stakeholders in the property sector, I've always favoured a pragmatic approach to sustainable design which encourages initiatives that not only meet environmental expectations but also improve amenity," Talacko says.

"Whilst we are making steady progress in relation to energy and carbon emissions from buildings, there has been much less emphasis on encouraging biodiversity and tackling the urban heat island effect.

"The Nature Based Cities initiative responds to a gap in the suite of tools currently used by the property development sector, which don't provide sufficient incentive, or recognition, for the integration of landscaping and greenery."

For apartment buyers, the shift is also changing the questions worth asking.

Rather than assuming a sustainable building will naturally include abundant green space, buyers are increasingly being encouraged to look beyond environmental ratings and ask what nature is actually being delivered. How much tree canopy will the development create? Has biodiversity been considered? Are landscaped spaces designed for people as well as appearance?

As Australia's cities continue to grow upwards and outwards, the next generation of sustainability may not simply be measured by lower emissions, but by how successfully developments bring nature back into everyday urban life.

Tim Mansfield

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