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A standard day for Jane Macken begins with a 7am phone call and ends around 11.30pm with text messaging final thoughts for the day to her colleagues, Emma Robertson and Joel Gould.It’s easy to do those kinds of hours when you’re doing what you love.And it makes sense that that amount of energy and passion stands out to those choosing the best residential salesperson in Australia.<img alt="NAFE-2024-00593" class="richtext-image full-width" height="533" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/NAFE-2024-00593.width-800.jpg" width="800">On Thursday night, Jane took out Residential Salesperson of the Year at the Real Estate Institute of Australia’s 2024 National Awards for Excellence. Jane has lived in Garran for 36 years and sells across both the ACT and NSW, specialising in Woden, Weston Creek and the Molonglo Valley. She’s principal of LJ Hooker Woden/Weston.And now, she can describe herself as the best residential real estate agent in the country.“Yes, I can confirm the champagne was flowing on Thursday night,” Jane laughs.<img alt="NAFE-2024-00424" class="richtext-image full-width" height="1200" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/NAFE-2024-00424.width-800.jpg" width="800">Jane was judged against hundreds of other sales agents in the areas of leadership, sales activity, professional development, overcoming business challenges and service to clients. She sold 68 properties during the submission period, including <a href="https://zango.com.au/news/sydney-couple-buy-the-earth-house-near-tumut-as-a-weekender/" rel="nofollow" target="_blank">the famous Earth House near Tumut, NSW</a>.But it was the growth rate of her sales in a declining market, conversion rate of appraisals to listings, and her ability to sell homes others simply couldn’t that stood out to the judges.“I successfully sold nine properties – all of which were previously on the market with another agent – within a 12-month period,” Jane wrote in her award submission.<img alt="NAFE-2024-00625" class="richtext-image full-width" height="533" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/NAFE-2024-00625.width-800.jpg" width="800">“We didn’t measure the success of these sales exclusively from the transaction itself, but from the gratitude of the sellers. These sales and their situations were all different, though the outcome was the same.“They were overjoyed to be supported, confident in my ability, and were able to put their trust in me after their previous experiences with other agents. This achievement highlights my commitment to exceptional customer service and ability to deliver results where other agencies fell short.”Jane lists fellow LJ Hooker principals Andrew Ligdopoulos and Matthew Herbert at the top of the list of people who inspire her. But it’s her husband David Macken who deserves “a tonne of credit” Jane says.<img alt="NAFE-2024-00594" class="richtext-image full-width" height="533" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/NAFE-2024-00594.width-800.jpg" width="800">“He is my rock. He is the most incredible person I know in this world,” Jane says.“If I&#x27;m having a bad day, he looks me in the eye and says, you can do this. You&#x27;re amazing. You&#x27;re number one. You can do this.”And how does Jane plan to celebrate her big win?“I’m going to [national real estate conference] AREC,” she laughs.“I know it could be considered ‘work’ but I love what I do. I never wake up and feel like, oh Lord, I&#x27;ve got to go to work. The best thing in my life was starting my own business. “<img alt="2024-ACT-real-estate-winners-1200x775" class="richtext-image full-width" height="516" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/2024-ACT-real-estate-winners-1200x775.width-800.jpg" width="800">The ACT punched above its weight and took out nearly a third of the awards on offer at the National Awards for Excellence on Thursday night. It won seven out of 25 awards, the highest number for any state or territory.Colliers Canberra topped the trophy haul, bringing home three awards – Commercial Agency of the Year, Debbie Daly was named Commercial Property Manager of the Year, and Sarah Smyth took home the Achievement Award.The Commercial Salesperson of the Year award went to Michael Ceacis from Canberra Commercial.

Weston Creek powerhouse Jane Macken named the best residential real estate agent in Australia

<h2 data-block-key="d78po">New agency: <a href="https://zango.com.au/agencies/mick-barlow-property/" rel="nofollow" target="_blank">Mick Barlow Property</a></h2><img alt="mick barlow" class="richtext-image full-width" height="533" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/mick_barlow.width-800.jpg" width="800">Mick Barlow’s been a name synonymous with property in Canberra’s north for more than 30 years.Mick and dad Bob, along with Marge Hall, owned Elders Real Estate in Jamison in the early 1990s. Young Mick, who’d grown up on the north side, started out as a sales consultant and then made the move into property management. He loved every aspect of real estate; and still does.After selling the Jamison office to Ray White in 2016, Mick joined the team at McGrath Estate Agents before trying his hand at something new. But real estate was in his blood and now he’s back — and it’s his own name on the door.Mick bought the Wright Dunn Ainslie office late last year (he loves Ainslie, describing it as “a town within a town”) and is hoping the new Mick Barlow team will have a solid impact in north Canberra.“I think having my name on the door gives it a family feel and that&#x27;s what we are really, a family business,” Mick says.“My brother John’s working with me, we’ve kept the team on board in Ainslie and we’re pretty excited.”Mick’s original client list from the 1990s hasn’t changed much and he’s now selling third and fourth homes for many of them. Having grown up in Lyneham, then Spence, and then Hall, Mick understands the benefits and the differences of the inner north, the suburbs and rural northern Canberra.“It’s a people business we’re in and the way you communicate is everything,” Mick says.“I remember when I first started in real estate, they tried to say that the internet would eliminate the need for agents.“But here we are in 2024 and in more demand than ever before; it’s about relationship building and trust and at the end of the day it&#x27;s very personal.”Mick Barlow Property offers sales and property management services.<h2 data-block-key="9801f">New team: Ray White Canberra Projects</h2><img alt="Projects - press release photo (1) (1)" class="richtext-image full-width" height="545" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/Projects_-_press_release_photo_1_1.width-800.png" width="800">There’s an air of excitement in the Ray White Canberra office as the agency’s project marketing team expands from one to five.The new team has a combined 40 years experience in project marketing and Ray White Canberra Chairman Ben Faulks believes the fusion of “local knowledge, national reach” will give it an edge in the capital.“With the support of the broader Ray White Canberra network, including residential sales, property management, commercial and mortgage brokering – plus an extensive national Ray White Projects network – we offer a holistic approach that’s unmatched in the region,” Ben says.“This transition marks a significant evolution in our approach to project marketing, allowing us to redefine industry standards and deliver exceptional results for our clients.”EKKO in Whitlam, Hakea in Denman Prospect and G+ Residences in Giralang are just some of the stunning new developments being marketed by the new team.“These projects highlight our ability to handle a diverse range of developments,” Ben says.“With each project, we strive to set new standards for quality, innovation, and customer satisfaction.”He describes the vision for Ray White Projects Canberra as “becoming the premier destination for project marketing in the region”.“We’ll leverage the extensive network and resources of Ray White to set new benchmarks for excellence in the industry, forge strong partnerships with developers and deliver outstanding outcomes,” he says.“Over the next 12-24 months, we want to expand our portfolio and solidify our reputation as a trusted and innovative leader in project marketing.”Pulling together a new team offers new opportunities for growth, innovation and collaboration, Ben says.“With diverse roles and backgrounds, each team member brings a fresh perspective and expertise to the table,” he says.“That’s an environment ripe for creativity and success.“The excitement for us lies in the potential to redefine project marketing in Canberra.”<h2 data-block-key="duaqc">New structure: Vantage Strata</h2><img alt="Rupert and Chris Image" class="richtext-image full-width" height="800" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/Rupert_and_Chris_Image.width-800.png" width="800">With the Albanese Government committing to building 800,000 new strata-titled dwellings across the nation over the next five years, strata managers are becoming more and more critical to the property market.But they’re “rare as hen’s teeth” says Vantage Strata CEO Rupert Cullen, with many burning out and leaving the industry.So Vantage Strata has taken action.The entire business is now designed around strata managers, providing them with increased support with people in highly specialised roles including trust accountants, accounts payable and receivable clerks, maintenance officers, facilities managers and building managers.“The growth of new strata properties is accelerating and won&#x27;t slow down,” Rupert says.“Chris [Miller, Vantage Strata Business Development Manager] and I had been debating and the system&#x27;s broken. The traditional structure isn&#x27;t working. It&#x27;s not getting the right outcomes for the building owners, the occupants or the tenants.“It’s a really tough job being a strata manager; they&#x27;ve got to be an accountant and a procurement officer and pay invoices. It&#x27;s morphed from where it was 15 years ago when you&#x27;re doing three story walk-ups in Gungahlin to now massive complexes that have community titles, five buildings and 850 lots.“One person cannot be the master of all. So it was born out of necessity.”The new structure takes Vantage Strata from one very large business of 15,000 lots down to three small businesses or “pods” of 5,000 lots within the one business.“Each pod has a pod leader and then a team of people in and around, supporting the strata managers.“We’ve moved away from this reliance of the strata manager being Grand Central Station to making sure that when a task or an issue arises, it goes to the person that is best capable of dealing with that issue. Rather than the strata manager trying to be the jack of all trades, master of none.”Vantage Strata launched in 2016 with “zero lots under management”. Today, the business manages just under 15,000 lots with Geocon’s Republic Precinct and Morris Property group’s Sentinel in Belconnen among the biggest clients on the books. Vantage has 83 staff, including an office in Kuala Lumpur.“While we’ve got an excellent reputation and do manage a lot of very, very large developments, the philosophy that Chris and I have is that we need to lift the bar across the industry,” Rupert says.“And that doesn&#x27;t just mean the big end of town in terms of big developments.“The five-packs, ten-packs, townhouses, and small complexes out in Googong for example are just as important. They need just as much good advice and demand just as much professionalism.”

A new agency, a new team and a restructure: our wrap of the latest industry news

So you’re keen to become a real estate agent in Canberra and you’ve done your research: you know you’ll need to work long hours (including weekends), have exceptional negotiation skills and be a ‘people person’.You’ll also need to know the suburbs you’re selling intimately (it helps if you grew up there).But what else does it take to succeed in an industry as unpredictable and all-consuming as property? We spoke to real estate agents Bianca Way and Greg Ward to find out.<h3 data-block-key="95k60">True grit.</h3><img alt="greg ward" class="richtext-image full-width" height="400" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/greg_ward.width-800.jpg" width="400">“Success in real estate comes from more than just your skills—for me, it’s been about having a tonne of determination,” Greg says.“You need to be able to take on challenges with courage; whether you’re negotiating a tough deal or advocating for your client.“No-one really talks about having determination and courage in real estate but they’re definitely at the top of the list.”<h3 data-block-key="929jq">Authenticity.</h3><img alt="Bianca Way" class="richtext-image full-width" height="531" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/Bianca_Way.width-800.png" width="800">“Authenticity isn&#x27;t just a buzzword—it&#x27;s how you build trust,” Bianca says.“People can tell if you’re not being real and if you’re not, they’ll run for the hills. A successful agent is genuine and transparent in every interaction.“My ability to build rapport means that many of my sellers stay friends beyond the property settlement.”<h3 data-block-key="5rcsa">Adaptability.</h3><img alt="greg in action" class="richtext-image full-width" height="960" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/greg_in_action.width-800.jpg" width="720">“Every home you sell requires a different strategy,” Greg says.“And that can be hard. There’s no template. It’s not just rolling out the same thing over and over.“And don’t forget the market itself is fluid, and affected by trends and challenges you could never have predicted at the start of a sales campaign.“You need to be able to pivot.&quot;<h3 data-block-key="7kuv7">Empathy.</h3><img alt="bianca in action" class="richtext-image full-width" height="1000" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/bianca_in_action.width-800.jpg" width="800">“When they say you’re selling someone their dream, it’s true,” Bianca says.“And that’s an emotional rollercoaster of aspiration and apprehension.“I approach each client with empathy; I step into their shoes so I can understand how they’re feeling, anticipate their needs and offer genuine support.”<h3 data-block-key="f9j82">Resilience.</h3><img alt="2973_calledit_006 (1)" class="richtext-image full-width" height="1200" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/2973_calledit_006_1.width-800.jpg" width="800">Bianca: “Man, it’s hard when you first start out.“You have to learn that rejection and obstacles are part of the journey. You need have a tough skin.“But each challenge made me more inspired, to be honest, and if you can learn to turn setbacks into opportunities, there’s nothing you can’t do.”

Considering a career as a real estate agent? Read this first

“There are those in life who watch what happens. Those who ask, ‘What happened?’ And then there are those who make things happen. You need to be the ones to make things happen.”Entrepreneur, business commentator and influencer Naomi Simson had a room of more than 250 property industry professionals hooked when she spoke in Canberra on Tuesday morning.<img alt="240305_NaomiEvent_LoRes_52 (1)" class="richtext-image full-width" height="529" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/240305_NaomiEvent_LoRes_52_1.width-800.jpg" width="800">Naomi presented at the National Gallery of Australia as the fourth speaker in the Zango presents series; an event series designed to bring the most phenomenal Australians to the capital to inspire, motivate and connect the ACT property industry.Naomi, a former judge on Channel 10’s Shark Tank and the founder of <a href="https://www.redballoon.com.au/" rel="nofollow" target="_blank">travel experience platform RedBalloon</a>, asked those at the breakfast event to think back to their very first customers.<img alt="240305_NaomiEvent_LoRes_13 (1)" class="richtext-image full-width" height="529" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/240305_NaomiEvent_LoRes_13_1.width-800.jpg" width="800">“For those of you who started your own business, you&#x27;ll never forget that moment,” she said.“That moment someone believed in you and what you were doing.“Sometimes we come to a point where we think, literally, I don&#x27;t know how I&#x27;m going to keep going. I&#x27;m really tired. I need to do something different.“But you start remembering your why — why do I do this? Why do I keep going? And the why always comes from how we contribute to humanity, to other people.“Your purpose always comes from people. From your customers.”<img alt="240305_NaomiEvent_LoRes_35 (1)" class="richtext-image full-width" height="529" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/240305_NaomiEvent_LoRes_35_1.width-800.jpg" width="800">Naomi spoke on the qualities that make exceptional leaders, including resilience, curiosity and “being human”. She said the only way for businesses to remain bulletproof in a world constantly being disrupted and reinvented by technology, was to pour everything into relationships.“In a world of artificial intelligence (AI) and algorithms, what can’t be replicated is true human connection,” she said.On stage ahead of Naomi was special guest speaker Peter Gilchrist, a growth expert and adviser to real estate agents and property executives across the world.<img alt="240305_NaomiEvent_LoRes_22 (1)" class="richtext-image full-width" height="529" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/240305_NaomiEvent_LoRes_22_1.width-800.jpg" width="800">Peter encouraged those in the room to sharpen their skills in digital marketing as a way to differentiate themselves. But he said the trick to truly experiencing growth and success was to approach business from a place of deep gratitude.“When you win a listing, instead of going ‘Yes! Another $25,000 in the bag! Or Yes!Another $40,000 this month’ start saying thank you,” he said.“Another listing, thank you.“Thank you to whoever you want to thank: the universe, your beautiful clients, your amazing client base. Thank you. Another listing. Move on to the next one. Take another listing.<img alt="240305_NaomiEvent_LoRes_53 (1)" class="richtext-image full-width" height="529" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/240305_NaomiEvent_LoRes_53_1.width-800.jpg" width="800">“Don&#x27;t worry about the money. Just be grateful. When you start working from a position of gratitude, you’ll be amazed what happens on the other side.“You&#x27;ll be amazed how people respond to you when you call them. Just having gratitude before you pick up the phone is an amazing thing to do.”Zango General Manager Karen Ligdopoulos said she loved Peter’s advice to design an exceptional customer experience instead of “hosting a transaction”.<img alt="240305_NaomiEvent_LoRes_61 (1)" class="richtext-image full-width" height="529" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/240305_NaomiEvent_LoRes_61_1.width-800.jpg" width="800">Karen said Naomi Simson’s advice to property professionals to think of their customers as a community really hit home for Zango.“As the only local online platform, we have the power to create communities,” Karen said.“And by hosting these events, it brings us, as the property community, together to connect.“No other property portal brings industry together to collaborate like we do.”

Naomi Simson’s advice for remaining ‘bulletproof’ in a constantly-changing business world

When you wake up in the morning and your feet hit the floorboards, what are you thinking about? How stressed you are? How much you’ve got to get through? How much money you’re going to make that day?Do you ever stop and think about the impact you want to have over the next 24 hours?In fact, if you’re a business owner, did you build your business around the impact you wanted to have in the property industry?Naomi Simson hopes you did.<img alt="Screen Shot 2024-02-26 at 4.15.51 pm" class="richtext-image full-width" height="503" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/Screen_Shot_2024-02-26_at_4.15.51_pm.width-800.png" width="426">The founder of online travel experience company RedBalloon, and later Big Red Group, and judge on Channel 10’s Shark Tank, arrives in Canberra next week as part of the Zango presents series. Naomi had a corporate career with Apple, KPMG, IBM and Ansett Australia prior to becoming an entrepreneur. She’s a prolific blogger, podcaster and business commentator and a non-executive director at Big Red Group, Australian Payments Plus, Colonial First State and Weebit Nano.With more than 2.7 million followers, Naomi is Australia’s most followed person on LinkedIn. Her best-selling books include Live What You Love and Ready to Soar.<img alt="Screen Shot 2024-02-26 at 4.14.58 pm" class="richtext-image full-width" height="382" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/Screen_Shot_2024-02-26_at_4.14.58_pm.width-800.png" width="800">Previous speakers in the Zango presents series have included economist and businessman Mark Bouris, cyclist Anna Meares and former Olympian and doctor Jana Pittman.Naomi Simson is famous for helping brands articulate the impact they want to have in the world. When it comes to the property industry, Naomi says it’s a sector that needs to do a complete 180 and look forward, rather than backward.“The property industry needs to be forward-focused,” she says.“And it needs to think about where it&#x27;s going – not about where it&#x27;s come from. “There’s lots of disruption happening. And there’s one thing that will protect you from disruption. And I will talk about that.”The industry’s approach to leadership will also be a central theme in her presentation.<img alt="Screen Shot 2024-02-26 at 4.15.28 pm" class="richtext-image full-width" height="639" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/Screen_Shot_2024-02-26_at_4.15.28_pm.width-800.png" width="422">“Leadership as a word is bandied around a lot,” Naomi says.“Ultimately, it’s how to unite people. People need nurturing. And I&#x27;m not talking about running a kindergarten. But they need to be nurtured, rather than just lead. “They need to believe and feel a part of something bigger than themselves. And if we’re going to be future-focused in the property industry, then we really need to talk about the role that people play. And how we create community within our workplaces.”A serial investor, Naomi looks for one thing in the companies she backs.“It&#x27;s always about the person,” she says.“It&#x27;s never about the business. And it&#x27;s always about their ability to understand the impact they&#x27;re having. Is purpose driving them?“I have to be able to get along with them. If I don&#x27;t think I can work with them, what&#x27;s the point?”Ahead of Naomi’s presentation, property industry growth expert Peter Gilchrist will provide tips for expansion and success in 2024 and beyond.<img alt="Peter-Gilchrist" class="richtext-image full-width" height="604" src="https://d2t3vhau9g43uy.cloudfront.net/media/images/Peter-Gilchrist.width-800.jpg" width="564">Peter has lectured in the UK, Singapore, South Africa and New Zealand and is considered an expert in auction, presentation, pricing, re-pricing, marketing, business planning and much, much more.Zango presents Naomi Simson will take place at the National Gallery of Australia on Tuesday 5 March 2024 from 8am. The event is free and open to property industry professionals.

5 news articles with tag industry-news

Weston Creek powerhouse Jane Macken named the best residential real estate agent in Australia

A new agency, a new team and a restructure: our wrap of the latest industry news

Considering a career as a real estate agent? Read this first

Naomi Simson’s advice for remaining ‘bulletproof’ in a constantly-changing business world

We’re bringing RedBalloon’s Naomi Simson to Canberra to talk impact