15 days ago

What makes a salesperson GREAT!

Updates from Cox Partners Estate Agents

During the week I have been reviewing our goals and plans for the remainder of the financial year.

I’m very proud of our people – of who they are, what they achieve and the enthusiastic, positive feedback our clients and customers provide about our people.

And I’ve been reflecting on what … View more
During the week I have been reviewing our goals and plans for the remainder of the financial year.

I’m very proud of our people – of who they are, what they achieve and the enthusiastic, positive feedback our clients and customers provide about our people.

And I’ve been reflecting on what makes a GREAT salesperson. It’s not complicated, and it’s within reach of almost anyone who wants to have a great life and is willing to work toward it.

Here are my thoughts…

DECISION
Success begins with a decision. In my experience, at some point in their career, great salespeople decide to separate themselves from mediocrity and decide to become the best they can be.

In other words, they get serious. This decision is a necessary starting point.

CHARACTER
Coupled with a decision to be great, is a commitment to follow through – and to continue to follow through – until a high level of competence is achieved. It’s easy to commit, but it takes character to follow through day after day until you reach your goal.

PERSISTENCE
Greatness doesn’t happen overnight. Setbacks are inevitable, and no matter how big the challenge, it’s going to help you get better. All winners encounter setbacks, you’ve just got to decide whether you’ll be immobilised, or instead face and conquer them.

PATIENCE
Patience is not procrastination. The difference between the two is ACTION. Winners are always doing something which makes them improve in their chosen profession. Success is rarely immediate, you must patiently work toward improving and understanding that by taking steps to improve, and acting on that knowledge, success is just a matter of time.

GETTING SERIOUS
Ordinary results are a result of ordinary knowledge and ordinary execution. Extraordinary results occur when competent people perform results-creating actions again and again.

All of this is under your control.

If you’re serious about a high-performance career, we’re seriously interested in you.

If you aspire to be part of a culture of high-performing salespeople please call me, Malcolm Cox, or Michelle Hickmott on (06) 835 4321 for a confidential conversation and a copy of our Career Information booklet.

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31 days ago

Despite Uncertainty, Napier Real Estate Outlook is Positive

Updates from Cox Partners Estate Agents

While the number of sales fluctuates month to month the average monthly sales in Napier sits at around 105 which represents almost half the total number of homes for sale in Napier.

The number of listings continues to be the primary market constraint and is creating a high degree of frustration … View more
While the number of sales fluctuates month to month the average monthly sales in Napier sits at around 105 which represents almost half the total number of homes for sale in Napier.

The number of listings continues to be the primary market constraint and is creating a high degree of frustration for potential buyers. Vendors however are benefiting from the higher prices and a quicker sale.

In Napier the median price has risen incrementally each month, breaking through the $500,000 threshold in the second quarter of 2019.

According to QV, current prices in Napier are 10% higher than at the same time last year. The median price in December was a record $580,000.

At this level home loan affordability has fallen by 1-2% as price inflation outstrips increases in income.

On the other hand, consistently low mortgage interest rates continue to assist potential buyers. The lower rates mean some first home buyers are now able to satisfy the banks serviceability criteria.
In this environment investors are showing a renewed confidence – especially those with the equity and cash flow who can take advantage of competitive interest rates to continue to invest for retirement.

The latest data shows that the median length of time for a property to sell in Napier was just under a month (28 days).

If a property is taking longer than six weeks to sell, it may mean there is some perceived disadvantage in the location or features of the property, or the sellers price expectations may be higher than those of the most active buyers.

The outlook for 2020 remains reasonably positive, though uncertainty in business confidence and doubts about the overall economy is expected to affect people’s willingness to take on more debt.

For an up-to-date report on the local real estate market please call us on (06) 835-4321 anytime.

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31 days ago

Are you ready to establish a PROFITABLE NEW CAREER?

Updates from Cox Partners Estate Agents

Here's the opportunity you have been looking for!

Cox Partners business is growing, and we're looking for the right people to join our friendly, hard-working team. A career with Cox Partners can help ensure you are one of the region's top earners, while enjoying Napier's family… View more
Here's the opportunity you have been looking for!

Cox Partners business is growing, and we're looking for the right people to join our friendly, hard-working team. A career with Cox Partners can help ensure you are one of the region's top earners, while enjoying Napier's family friendly lifestyle.

At Cox Partners Estate Agents we know how to build careers. We provide the expertise and support to a select few who are ready to develop a life plan with real estate.

We are committed to fully resourcing your sales career with Cox Partners. At Cox Partners we expect you to SUCCEED!

That's why we pay our people a generous package, including comprehensive training, extensive marketing support, professional sales management and all of the resources you need as a sales professional.

Our system helps you to build a client base, learn our processes and develop real estate skills at our cost.

Find out more and apply now online.

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32 days ago

Napier Community Christmas Luncheon

Updates from Cox Partners Estate Agents

We are very proud to have supported the Napier Community Christmas Luncheon, which this past Christmas provided meals to 210 people.

The luncheon is an annual event which sees so many come together to share in the Christmas spirit with members of our community from all walks of life.

The … View more
We are very proud to have supported the Napier Community Christmas Luncheon, which this past Christmas provided meals to 210 people.

The luncheon is an annual event which sees so many come together to share in the Christmas spirit with members of our community from all walks of life.

The initiative would not be possible without the support of Napier City Council, the John Close Bequest, cross sector social service agencies, many of the Napier Churches including the ICC and the Salvation Army, Nimon and Sons Ltd, PAK'nSAVE (Tamatea), McCains, Radio Kidnappers, The Breeze Hawkes Bay 97.5FM, other businesses and a team of amazing volunteers and organisers!

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39 days ago

What to expect in the Real Estate Market in 2020

Updates from Cox Partners Estate Agents

One of the most common questions I’ve been asked over the past month is “what’s happening in the real estate market in 2020?”

Here are some thoughts based on our assessment and a review of information from industry experts.

First, a few themes from the past year include:
1. A ban on … View more
One of the most common questions I’ve been asked over the past month is “what’s happening in the real estate market in 2020?”

Here are some thoughts based on our assessment and a review of information from industry experts.

First, a few themes from the past year include:
1. A ban on foreign buyers affected sales volumes but not prices in metropolitan areas. However regional areas like Napier, were less affected and continued to experience strong price growth.
2. Sales volumes have been constrained by a lack of supply. This combined with increasing demand has driven price growth and improved the time to sell.
3. Record low mortgage rates have made financing more accessible, especially to many first-home buyers.

So, we are expecting 2020 to be another good year, with growth in our region continuing.

ASB, ANZ and Westpac economists all expect higher price growth in 2020 (between 6.5 – 7.7%). This optimism is driven by extremely low home loan interest rates, continued migration into the country, low unemployment and a strong economy.

But as the year advances these factors will clash with tightening credit availability as a result of new bank capital requirements and current Loan to Value Ratio’s being upheld.

Add to this mix policy and affordability constraints.

Also threatened to dampen price growth is the New Zealand general election which is to be held no later than November 21, 2020. Experience indicates that buyers and sellers tend to develop a “cautious mindset” in the lead-up to an election.

In 2017 housing was a major campaign issue, however at present the major parties have been quiet on this issue.

Global uncertainties also enter the picture, particularly those associated with negative consequences for New Zealand as a result of political and trade pressures between two of our largest trading partners – China and USA.

Homeowners need to be aware that many insurance companies are increasingly using “risk-based pricing” on their policies. This is causing large premium increases for riskier areas – for example those prone to flooding and earthquakes. This means buyers need to assess insurance early in their buying process rather than just before they go unconditional.

For the moment, we suggest that now is a great time to sell. And we suggest doing it earlier in the year, rather than later when electioneering begins in earnest.

We look forward to being of service in the year ahead. For a free appraisal or more information on the Napier real estate market, call us anytime on (06) 835 4321.

73 days ago

End of Year Thoughts for 2019

Updates from Cox Partners Estate Agents

Christmas is just around the corner. For many, 2019 has been a roller coaster experience – not just financially, but emotions, plans and mind-sets may have been affected.

These stresses can amplify existing anxiety at this time. So, along with our heartfelt greetings for Christmas we offer you a… View more
Christmas is just around the corner. For many, 2019 has been a roller coaster experience – not just financially, but emotions, plans and mind-sets may have been affected.

These stresses can amplify existing anxiety at this time. So, along with our heartfelt greetings for Christmas we offer you a few simple thoughts of encouragement:

Set manageable expectations
You might not be able to do everything you’ve done in the past. Prioritise the most important things. Organise your time and spread out activities to reduce stress and increase enjoyment.

Christmas doesn’t eliminate sadness
For some, this time of year evokes painful memories. Give room to experience these feelings. But don’t let them become a consuming focus. Make an effort to work through present challenges.

Spend money responsibly
Avoid the temptation to spend lots of money. Say no to this temptation. Avoid significant credit card debt at all cost! Decide now to be financially responsible.

Enjoy a family tradition
Traditions provide opportunities to keep your family’s legacy going. They create meaningful memories. Include them in your Christmas plans.

Look toward the future
Life brings change. Acknowledge the past – good and bad. Try not to compare today with the “good old days.” Take advantage of the joys the present has to offer.

Develop a life of gratitude
Gratitude transcends circumstances. No matter what your situation, there are reasons to be grateful. Your circumstances may not change, but your attitude toward them can change – this makes all the difference.

Do something for someone else
Helping others helps you too. So, enrich Christmas for your family by getting involved in serving others.

Enjoy activities that are cheap or free
There are many free or low cost activities you can do, such as baking, window-shopping or driving. There are also lots of ideas at www.hawkesbaynz.com....

We hope to be part of your thoughts and plans for the New Year, as you will be in ours. From the entire team at Cox Partners Estate Agents we thank you for your readership and trust.

Have a Merry Christmas and a great year in 2020!

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86 days ago

Cox Partners Christmas at the Park with The Feelers

Updates from Cox Partners Estate Agents

Christmas is just around the corner! We’ve been busy with arrangements for Cox Partners CHRISTMAS AT THE PARK which will be held at Anderson Park, Napier on Saturday, 14th December 2019.

Kiwi music pioneers THE FEELERS will headline the show, supported by the iconic Hawke’s Bay troubadours THE… View more
Christmas is just around the corner! We’ve been busy with arrangements for Cox Partners CHRISTMAS AT THE PARK which will be held at Anderson Park, Napier on Saturday, 14th December 2019.

Kiwi music pioneers THE FEELERS will headline the show, supported by the iconic Hawke’s Bay troubadours THE KAWEKAS, and 2019 Smokefreerockquest winner’s indie-rock, rising stars ARLO MAC.

Twenty-five years ago, James Reid and Hamish Gee formed one of the country’s best-loved bands, THE FEELERS and started on a journey writing and recording some of the greatest songs ever written in New Zealand.

The group have amassed some remarkable statistics: a quarter of a million albums sold; five multi-platinum albums; five number one albums; seven number one singles; 5 NZ Music Awards; 3 APRA most played song of the year awards; and more radio airplay than any other New Zealand artist or band since radio stats began in 1999.

Expect to hear many of THE FEELERS hits including Pressure Man, Venus, Communicate, Larger Than Life, One World, Astronaut, Fishing For Lisa, As Good As It Gets, The Fear and of course the 2011 Rugby World Cup song Right Here, Right Now.

The band is promising Hawke’s Bay one of their best live shows yet at Cox Partners CHRISTMAS AT THE PARK. Please join us! The chemistry of great music and a safe, family-friendly atmosphere promises to be a highlight of the Christmas calendar.

One of the event’s most popular traditions is a brilliant firework display choreographed to the telling of the nativity story. However, we are mindful that pets and domestic animals can be frightened by pyrotechnics. For this reason, we have provided neighbours with information on how to care for pets at this time.

Fireworks begin around 9:30pm and run for 10 minutes.

Anderson Park, Napier has excellent on-site parking (a gold coin donation is appreciated for parking). To ensure a family, friendly atmosphere is maintained no alcohol, nor smoking is permitted.

For children there are free activities in the Laser Force Children’s Zone. While concertgoers are encouraged to bring a picnic, a range of food vendors will also be available for purchase.

Cox Partners CHRISTMAS AT THE PARK is a free, family friendly event facilitated by Kaizen Trust with an army of community volunteers. It is funded by sponsorship, voluntary contributions and trust funding.

EVENT DETAILS:
- Cox Partners CHRISTMAS AT THE PARK
- Anderson Park, Napier, Saturday, 14th December 2019
- Performances begin 5:00pm
- Gates open 3:00pm

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115 days ago

Real Estate Industry Ethics

Updates from Cox Partners Estate Agents

After decades of mounting pressure from real estate consumers, the Real Estate Authority was established under the Real Estate Agents Act 2008. Their job is to improve the standard of service and professionalism of the real estate industry and help protect buyers and sellers of property.

Until … View more
After decades of mounting pressure from real estate consumers, the Real Estate Authority was established under the Real Estate Agents Act 2008. Their job is to improve the standard of service and professionalism of the real estate industry and help protect buyers and sellers of property.

Until this reform, meaningful change was resisted by an industry that many felt put their own interests ahead of those of real estate consumers.

Reform was necessary because real estate transactions account for a colossal flow of money. During the past 12 months alone over 1.2 billion dollars’ worth of residential real estate changed hands in Hawke’s Bay.

For most consumers the sale or purchase of a property is relatively infrequent, which means consumers lack the experience or knowledge to inform their real estate choices. Instead they rely on real estate agents for information and advice. Now the REA provides several useful resources for sellers and buyers and provides an independent forum for consumer concerns.

While the regulatory framework in the real estate industry has improved, we believe there is a big difference between agents acting within the law and behaving ethically. At best, rules and laws only prescribe a minimum standard of ethical behaviour.

We don’t see ethics as a business issue, a social issue or a political issue – it’s a PERSONAL issue. The “Golden Rule” guides our business decisions in the same way as it informs our personal choices. In any situation we ask, “How would I like to be treated in this circumstance?”

Ethics is good business.
Yet it breaks my heart to see Real Estate Agents continuing to rank amongst the bottom five of the least trusted professionals (along with politicians, car salesmen and sex workers!).

In our view, there is one significant obstacle to a significant improvement in the integrity of the industry – REMUNERATION. Most real estate salespeople are paid commission-only, and this tends to lead to a high staff turnover, and an overly aggressive, self-interested culture in most real estate offices.

Research shows that the best high-performing teams exist in a blended compensation environment, which offers a good base income with incentives that reward achievement. After witnessing success within other industries, Cox Partners introduced a blended remuneration system 15 years ago. When combined with the right business culture, we now see that sales performance can be augmented by three – four times using a blended compensation system.

Three other factors are also necessary for these exceptional results:

choosing and developing the best people for the team;
implementing proven systems that deliver the best results; and
maintaining a high-performing, collaborative culture fully focussed on creating “delighted” clients and customers.
If you’re thinking real estate, call Cox Partners Estate Agents first.

We guarantee our results! Let’s talk: (06) 835 4321

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117 days ago

Tomorrow is Guy Fawkes Day

Updates from Cox Partners Estate Agents

A reminder that tomorrow is Guy Fawkes Day.

Please, if you must have fireworks please be considerate by warning your neighbours who may have pets or animals who may be scared, so they can adequately prepare.

And for those with pets, here is some sage advice from RSPCA UK (reproduced with … View more
A reminder that tomorrow is Guy Fawkes Day.

Please, if you must have fireworks please be considerate by warning your neighbours who may have pets or animals who may be scared, so they can adequately prepare.

And for those with pets, here is some sage advice from RSPCA UK (reproduced with permission).

121 days ago

Multiple Steps event raises awareness about Multiple Sclerosis

Updates from Cox Partners Estate Agents

On a mild Wednesday evening, over 450 walkers and runners, some in costumes and others in wheelchairs, participated in the Hawke's Bay Multiple Sclerosis Society Multiple Steps fundraising event.

MS affects one in every thousand people, so many of those participating live with the MS or know … View more
On a mild Wednesday evening, over 450 walkers and runners, some in costumes and others in wheelchairs, participated in the Hawke's Bay Multiple Sclerosis Society Multiple Steps fundraising event.

MS affects one in every thousand people, so many of those participating live with the MS or know someone with the condition.

We provided resources, facilities and refreshments as part of our Giving for Good programme, in support of our colleague Kendall Hinton, who was diagnosed with MS several years ago.

MS manifests in a wide spectrum of conditions from mild pain to severe disability. Progress with treatment and management allows many MSers to lead fully functioning lives. While genetic and environment factors influence the condition, the cause remains unknown.

This event provides a friendly opportunity for serious runners and recreational walkers, while raising awareness of the work of the MS Society.

MS Hawke's Bay is represented by Nicola Brown, 06 835-8542.

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123 days ago

Multiple Steps for Multiple Sclerosis

Updates from Cox Partners Estate Agents

Who is joining us tomorrow for the Multiple Steps for Multiple Sclerosis Fun Run/Walk?

The event kicks off at 5:45pm at the Sound Shell on Marine Parade in Napier and you can enter on the day!

The Cox Partners team will be out in force, supporting the event and our own Kendall Hinton, who lives … View more
Who is joining us tomorrow for the Multiple Steps for Multiple Sclerosis Fun Run/Walk?

The event kicks off at 5:45pm at the Sound Shell on Marine Parade in Napier and you can enter on the day!

The Cox Partners team will be out in force, supporting the event and our own Kendall Hinton, who lives with Multiple Sclerosis.

On the Home Truth's blog, Kendall shares her experience with MS.

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129 days ago

Napier Market Review: Low Inventory & Low Interest Rates

Updates from Cox Partners Estate Agents

Napier Market Review - Cox Partners Estate Agents
During September, Hawke’s Bay property sales recovered from their 4-year low point last month. There were 105 sales in Napier and 87 in Hastings.

The average number of days to sell a property in Hawke’s Bay fluctuates from month to month but … View more
Napier Market Review - Cox Partners Estate Agents
During September, Hawke’s Bay property sales recovered from their 4-year low point last month. There were 105 sales in Napier and 87 in Hastings.

The average number of days to sell a property in Hawke’s Bay fluctuates from month to month but tends to sit at between 4 and 5 weeks. If a property is taking longer than six weeks to sell, it may mean that buyers are distracted by some perceived undesirability in the location or features of the property, or maybe the sellers price expectations are higher than those of the most active buyers.

According to CoreLogic’s latest House Price Index, values in Napier tracked sideways over the month of September and average property values are down – 0.9% over the last three months. However, prices are still up 8.2% over the last year.

Interestingly, Hastings experienced almost twice the rate of growth (15.3%) as Napier in the past year.
This has taken the average value in Hastings to $535,219 – less than $18,000 short of that in Napier ($553,128). This is a slim margin compared to recent history.

Consistently low mortgage interest rates continue to assist potential buyers. The official cash rate (OCR) remained at 1.0% this month, but there are indications that there may be a further drop in the OCR during November. If this happens, this will help ensure mortgage interest rates continue to stay attractive.

Listings remain low, which is contributing to price pressure, especially in the lower and median quartile price ranges. This will particularly appeal to first home buyers and investors.

Both low inventory levels and low mortgage interest rates are supporting the Hawke’s Bay property market. Prices are expected to continue to rise, but at much slower rates than we’ve seen in recent years.

While the outlook remains reasonably positive, uncertainty in business confidence, and doubts about the overall economy is expected to affect people’s willingness to take on more debt.

For an up-to-date report on the local real estate market please call us on (06) 835-4321 anytime.

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135 days ago

Should I Rent or Buy a Home?

Updates from Cox Partners Estate Agents

During the week, I was contacted by a reader asking, “should I rent or buy a home?” – so, let’s look at this today.
The most important consideration before you buy is affordability.

In spite of recent price rises in our area, home affordability in Hawke’s Bay is amongst the best in the … View more
During the week, I was contacted by a reader asking, “should I rent or buy a home?” – so, let’s look at this today.
The most important consideration before you buy is affordability.

In spite of recent price rises in our area, home affordability in Hawke’s Bay is amongst the best in the country. This is helped by the low cost of borrowing at present.

The latest data (from interest.co.nz) shows that rent consumes 30.9% of a typical household take-home pay to afford the median rent for a three-bedroom home in Hawke’s Bay.

Instead it takes 29.9% to service the mortgage and related household costs to buy a home in the lower quartile price range.

Assuming you can get the deposit together, this means you are better off buying a home than renting (by at least 1% ). If you save 20% of your income, it will typically take three years to save the 20% deposit, which is ordinarily required by most bank lenders.

If you are buying your first home, you may qualify for a Home Start grant. If you have been contributing to KiwiSaver for at least 3 years, you may also be able to withdraw your KiwiSaver savings (including tax credits). In some circumstances, if you’ve owned a home before you may still be eligible for this assistance. Be aware when you’re using this benefits there is a “house price cap”. In Hawke’s Bay this maximum price is currently $400,000.

The best place to start planning for buying a home is to contact a reputable mortgage broker. It’s important to do your numbers carefully. You don’t want to move into a home then find yourselves under financial pressure. We can connect you with a reputable advisor who can assist you with this.

Here are some questions to consider when you’re weighing up the affordability of buying a home:

1. How much deposit do you have?
The mortgage lender expects you to prove your savings record and show that you have saved some money as a deposit toward your home.

2. Can you afford the repayments now?
The lender will look at your employment record, your income and how well you are managing your expenses. Get your credit card and hire purchase under control.

3. Can you afford repayments on one wage?
OK, if pregnancy is not on the cards, this may not be relevant.

4. Can you still afford the repayments if interest rates rise by 2%?
While interest rates are low now, they could rise in the years ahead so allow for a 2% increase as a contingency. If you can’t afford repayments at the higher level, then don’t buy.

If you CAN afford to buy, then DO IT. Don’t wait for the ‘right time’. Start enjoying the benefits of home ownership as soon as possible!

The benefits of home ownership include long term capital gain; feeling safe and secure; building up your asset base; and getting on the path to prosperity.

Finally, start out with a modest home, then trade up when you’re ready. Always keep your home repayments at a (conservative) affordable level.

For other great advice about buying your home call us anytime on (06) 835-4321 for our FREE booklet, “Buying Your Home”.

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143 days ago

Buying Before Selling - Should you buy before you sell?

Updates from Cox Partners Estate Agents

Home sellers are often confronted by the anxious question. What if they sell quickly and have nowhere to live?

In the past, moving home went like this:

a. Find another home you love;
b. Buy that home, subject to sale of your existing property or by using bridging finance; then
c. Sell your … View more
Home sellers are often confronted by the anxious question. What if they sell quickly and have nowhere to live?

In the past, moving home went like this:

a. Find another home you love;
b. Buy that home, subject to sale of your existing property or by using bridging finance; then
c. Sell your current property.

However this process, more than any other, can result in home sellers experiencing significant financial loss.

Agents, on the other hand, love it; they get a truly motivated seller. Banks love it; they get to keep a client and get double the interest until the property sells.

But properties sometimes don’t sell as quickly as expected or for the price required. The financial loss can be hard and fast, or so subtle that the seller doesn’t realise what’s happened.

Most commonly this is what occurs:

a. Concerned about being homeless, you begin searching for properties to buy, and find the perfect home. The dream of the new home plus a fear of missing out encourages you to pay a premium price when purchasing.
b. You then ask the same agent to price your current home. If this agent over-estimates the likely selling price, you could decide to move based on inflated figures.
c. You then arrange bridging finance.

If your property doesn’t sell at the inflated price, the financial and emotional pressure increases as time goes by.

If you end up selling your original home for less than expected and paying too much for your new home, you lose on both sides of the transaction.

Here is a much BETTER way to approach your move, and avoid this potential financial loss:

1. Find a buyer for your existing property.
Agree to price and terms with the buyer and include a short subject to purchase provision in your agreement. Most genuine buyers will agree to a reasonable wait period, especially if they love your property. You now have a firm budget with which to work, and a buyer is secured. This establishes a secure negotiating position for you to buy. More importantly, you are safe from the danger of overcommitting based on incorrect information.

2. Intensify your search for a new property.
People often find their perfect home within days of starting a serious search.

3. Consider the changeover cost.
Can your new home be purchased within your budget? Assess and arrange your finances at this point.

4. Purchase your new home.
Finally purchase your new property subject to the simultaneous settlement of the prior sale.

Don’t risk your financial security. This will only benefit others. Use a safe and proven strategy when selling. If you want more commonsense advice about selling and buying your home call us anytime on (06) 835-4321.

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150 days ago

Competence Doesn’t Just Happen!

Updates from Cox Partners Estate Agents

Let me introduce you to Joan Carter, who retired last year, ending a successful twenty-four-year career in real estate sales. I first met Joan in Brisbane when she was just getting started in the industry.

Before real estate, Joan was a schoolteacher. Throughout her career, she was often in the … View more
Let me introduce you to Joan Carter, who retired last year, ending a successful twenty-four-year career in real estate sales. I first met Joan in Brisbane when she was just getting started in the industry.

Before real estate, Joan was a schoolteacher. Throughout her career, she was often in the Top Ten Salespeople in Australasia. She was part of a pool of impressive professionals (which includes several of the Cox Partners team) whose results far exceed typical industry averages.

Throughout Joan’s career, she set a standard to which many people would never have the courage to aspire. She was a shining example of everything a real estate salesperson should be – a person of character who’d never lie or stretch the truth to make a sale. She was a winner who wrote high figures consistently from the beginning to the end of her career. Joan was no ‘one-hit wonder’.

In the past I’ve heard salespeople say things like, “I’ve been in real estate for thirty years” as though it’s supposed to mean something. What does it matter if you’ve been in real estate that long if your results are poor?

These people will say, “I don’t need to prospect – I get plenty of referrals”. But they have seldom nurtured their networks and the truth is they don’t get that many referrals.

Competence doesn’t just happen. Time in the industry is no guarantee of competence or high results. Nor is it a guarantee that you have joined the ranks of true professionals.

True success is about sustained excellence – that’s real longevity. This sums up Joan Carter, who enjoyed a long career with high results and happy clients.

If you were to ask Joan the secret of her longevity and success, she would tell you that it is a product of consistent training, dedicated practice and large amounts of competent action. Joan was never too busy to attend training and study.

The reward for competence is high levels of client satisfaction, trust, and a high income.
If you aspire to being part of a culture of high-performing sales people please call me, Malcolm Cox, or Michelle Hickmott on (06) 835-4321 for a confidential conversation and a copy of our Career in Real Estate booklet.

Competence doesn’t just happen – you work at it every day.

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