Recognition Program AUSTRALIA

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2020-2021

Recognition Program

AUSTRALIA

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The Harcourts Recognition Program recognises both individual and office achievements, across State quarterly awards, culminating in the Australia National Awards and the Harcourts International Awards.

The Harcourts name is synonymous with innovation.

Our multi-award recognised marketing, training and technology platforms set the industry standard and, when combined, lead to proven results. Members of Team Harcourts are real estate high performers.

Our vision at Harcourts is to provide the finest experience in real estate to our team, our business partners and our clients. It is this relenting pursuit of the ‘finest experience’ that drives us. The high standard set in the marketplace and in each individual’s achievements are nothing short of exceptional, and recognising those who have excelled is a special way to celebrate what being part of Harcourts is all about.

Marcus Williams Chief Executive Officer HARCOURTS GROUP AUSTRALIA

Introduction

It is the unrelenting

pursuit of the ‘finest

experience’ that

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AWARD DESCRIPTION WHEN PRESENTED International Sales

Consultant Award Top 20

Find out who is the best in the group internationally. These awards recognise the highest achievers based on gross commission using an internationally accepted global standard measure.

Annually

International Harcourts Client Experience Individual Award Top 2

Based directly on the client feedback and ratings received from the Harcourts Client

Experience Survey. REFER NOTE 1. Annually

International Harcourts Client Experience Office Award Top 2

Based directly on the combined client feedback and ratings of the Sales team from the

office received from the Harcourts Client Experience Survey. REFER NOTE 1. Annually

International Office for Total Gross Revenue Award Top 10

Based on the total gross commission generated by the office using an internationally

accepted global standard measure. Annually

International Franchise for Revenue Award Top 5

REFER NOTE 2. Annually

Top International Mortgage Express Finance Consultant for Harcourts settled Mortgages by Value Award

The total number of Harcourts settled mortgages by loan dollar value using an

internationally accepted global standard measure. Annually

International Property Management Office/Company Total Revenue Award Top 2

Based on total revenue from the property management division using an internationally accepted global standard measure. The office/company must have submitted figures for each month of the year to be eligible.

Annually

International Property Management Listing Individual Award Top 2

Based on the total number of management listings organically secured. REFER NOTE 3. Annually

International Property Management Office Growth (Organic & Purchased) Award Top 2

Based on net growth (secured) in the year – including both organic growth and purchases. Annually

Top Harcourts International Novice Auctioneer of the Year Award

Top Harcourts International Open Auctioneer of the Year Award

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AWARD DESCRIPTION WHEN PRESENTED Hall of Fame Award This prestigious award recognises long-standing and significant contribution to the group. Annually

Harcourts Client Experience Individual Award

Top 3

Based directly on the client feedback and ratings received from the Harcourts Client

Experience Survey. REFER NOTE 1. National & State Annual & State Quarterly

Harcourts Client Experience Office Award

Top 3

Based directly on the combined client feedback and ratings of the Sales team from the

office received from the Harcourts Client Experience Survey. REFER NOTE 1. National & State Annual & State Quarterly

Best Presented Office Award Top 2 National

Top 1 Annual

Based on the corporate appearance of offices from submitted materials. National & State Annual

Rising Star Award Based on the total gross commission. REFER NOTE 6. National & State Annual & State Quarterly

Exclusive Lister Award

Top 3 Based on the total number of exclusives. National & State Annual & State Quarterly Auction Lister Award

Top 3 Based on the total number of auctions. National & State Annual & State Quarterly Auction Offices Award

Top 3 Based on the total number of auctions listed by the office. National & State Annual & State Quarterly Property Marketing Award

Top 2 National Top 1 Annual

Based on quality/execution of a property marketing campaign during the year.

REFER NOTE 7. National & State Annual

Sales Consultants for Units Award

Top 3

Based on the number of units sold - 1 credit for the selling consultant and 1 credit for the

listing consultant. REFER NOTE 8. National & State Annual & State Quarterly

Sales Consultants Award Top 20 National Top 10 Annual & Quarterly

Based on total gross commission generated by the Sales Consultant excluding GST of the total commission 50% is attributed to the selling Consultant and 50% to the listing Consultant, except an open listing where 25% is attributed to the listing Consultant.

National & State Annual & State Quarterly

Office Administrator Award Best performing Office Administrator based on feedback, communication, accuracy, and

contribution. REFER NOTE 9. National & State Annual & State Quarterly Rural Sales Consultants Award

Top 3 Based on gross commission from rural sales generated by the Sales Consultant. Calculated as per the Top Sales Consultant award. National & State Annual & State Quarterly Auctioneer of the Year Award The National Auctioneer of the Year Championship is held annually at the Harcourts

National Conference. Entry is open to all licensed Harcourts Auctioneers working full-time within a Harcourts Group Australia office at the time of the championship.

Annually

Novice Auctioneer of the Year

Award The National Novice Auctioneer competition is open to sales consultants who are first-time callers and to those who have called less than 20 career property Auctions. Competitors must be working full-time within a Harcourts Group Australia office at the time of the championship.

Annually

Offices for Total Gross Revenue Award Top 10 National Top 5 Annual & Quarterly

Based on the total gross commission generated by the office – it does not include

property management. National & State Annual & State Quarterly

Offices for Revenue per Sales Consultant Award

Top 5 National Top 3 Annual & Quarterly

Based on the total gross commission generated by the office and averaged by the number

of sales consultants. REFER NOTE 10. National & State Annual & State Quarterly

Franchises for Revenue Award Top 3

(where applicable per state)

REFER NOTE 2. National & State Annual &

State Quarterly

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AWARD DESCRIPTION WHEN PRESENTED Nutrien Harcourts Dick Larkin

Memorial Award (QLD only)

REFER NOTE 16. State Annual

Roy Weston Award

(WA only) Nominations received from Business Owners – loyalty, respect & contribution to the Group. State Annual Jim Ryan Award

(QLD only) A solid core performer with high integrity, honesty, and reputation who is sitting on the cusp of the top 10 sales consultant status. A minimum of Gold for three of the past four quarters.

State Annual

South Australia Top Sales Office

(SA only) Based on total number of settled sales State Annual & State Quarterly

AWARD DESCRIPTION WHEN PRESENTED

Harcourts Foundation Award for Outstanding Contribution

A person, group of people, office or franchise that has made an outstanding contribution

to their community (via or in line with the Foundation). National Annually & State Quarterly

Harcourts AustraliaAwards

Harcourts Australia Special Contribution Awards

Harcourts Australia Foundation Award

*Please refer to final page for Property Management rules

Property Management Listing Individual Award

Top 3

Based on the total number of management listings organically secured. REFER NOTE 3. National & State Annual & State Quarterly

Property Manager Excellence Award

Top 3

Determined on the overall performance of a property manager based on growth, vacancy rates, revenue, arrears, and lets. The property manager must have submitted figures for each month of the year. REFER NOTE 11.

Property Management Office Excellence Award

Top 3

Determined on the overall performance of a property management team based on growth, vacancy rates, revenue arrears, and lets. The property management office must have submitted figures for each month of the year. REFER NOTE 12.

Property Management POD Award

Top 3

Determined on the overall performance of a property management team based on growth, vacancy rates, revenue arrears, and lets. The property management team must have submitted figures for each of month of the year.

Property Management Office/ Company Total Revenue Award Top 3

Based on total revenue from the property management division. The office/company

must have submitted figures for each month of the year to be eligible. REFER NOTE 13. National & State Annual & State Quarterly

Property Management Office Growth (Organic & Purchased) Award

Top 3

Based on net growth (secured) in the year – including both organic growth and purchases.

REFER NOTE 14. National & State Annual & State Quarterly

Property Management Office Organic Growth Award Top 3

Based on the net number of managements grown organically. REFER NOTE 15. National & State Annual & State Quarterly

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AWARD DESCRIPTION WHEN PRESENTED Referring Office for Mortgage

Express Award Top 3

The highest number of Harcourts settled mortgage referrals resulting in loans. National & State Annual & State Quarterly

Referring Sales Consultant for Mortgage Express Award Top 3

The highest number of Harcourts settled mortgage referrals resulting in loans. National & State Annual & State Quarterly

Top Mortgage Express Finance Consultant for Harcourts settled mortgages by value Award

The total number of Harcourts settled mortgages by loan dollar value. National & State Annual & State Quarterly

Top Mortgage Express Finance Consultant for Harcourts settled mortgages by units

The total number of Harcourts settled mortgages by loan unit numbers. National & State Annual & State Quarterly

NAI Harcourts Sales Consultant Award Top 3

Based on the total gross commission from commercial sales generated by the Sales

Consultant. Calculated as per the Top Sales Consultant award. National & State Annual & State Quarterly

Top NAI Harcourts Office

Revenue Award Based on the total gross commission generated by the office. National & State Annual & State Quarterly

Nutrien Harcourts Residential Sales Consultant Award Top 3

Based on the total gross commission from residential sales generated by the Sales

Consultant. Calculated as per the Top Sales Consultant award. National & State Annual

Top Nutrien Harcourts Office

Revenue Award Based on the total gross commission generated by the office. National & State Annual

Mortgage Express AustraliaAwards

NAI Harcourts Australia Awards

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AWARD REPRESENTING WHEN PRESENTED

Gold $5million Quarterly

Ruby $10million Quarterly

Sapphire $20million Quarterly

Amethyst $30million Quarterly

Emerald $40million Quarterly

Diamond $50million Quarterly

Diamond 75m $75million Quarterly

Diamond 300m $300 million Quarterly

AWARD REPRESENTING WHEN PRESENTED

Titanium $1,000,000 Annually Platinum $800,000 Annually Gold $600,000 Annually Silver $400,000 Annually Bronze $250,000 Annually Titanium $250,000 Quarterly Platinum $200,000 Quarterly Gold $150,000 Quarterly Silver $100,000 Quarterly Bronze $62,500 Quarterly

Harcourt’s pins are to award and recognise the dollar value of properties an agent has settled over their career in real estate. As it includes previous career performance external to Harcourts, we have calculated based on the income they have earned. These are benchmark dollars that we use to calculate what would be the value of a typical sale. REFER NOTE 17.

These awards are based on total gross commission generated by sales and are designed to recognise those Sales Consultants who achieve the following targets.

State Award Pins

State Titanium, Platinum, Gold, Silver and Bronze Individual Awards

*QLD/NSW/TAS/SA/WA – For this award section each milestone is awarded every quarter. i.e. if you reach Bronze Status in the first quarter and then you receive it again in the second quarter you will receive a Bronze Achievement Award for both quarters. *TAS – Only do Quarterly Achievement Awards

*VIC – For this award section each milestone is only awarded once during the award year. i.e. if you reach Bronze Status in the first quarter and then you receive it again in the second quarter you will only be awarded with a Bronze Achievement award in the first quarter.

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AWARD REPRESENTING WHEN PRESENTED Titanium 4,000,000 Annually Platinum 2,400,000 Annually Gold 1,600,000 Annually Silver 1,200,000 Annually Bronze 1,000,000 Annually Titanium 1,000,000 Quarterly Platinum 600,000 Quarterly Gold 400,000 Quarterly Silver 300,000 Quarterly Bronze 250,000 Quarterly AWARD REPRESENTING

QLD/NSW/VIC/SA/TAS REPRESENTING WA WHEN PRESENTED

Titanium $1,600,000 $1,500,000 Annually Platinum $1,200,000 $1,100,000 Annually Gold $800,000 $600,000 Annually Silver $500,000 $340,000 Annually Bronze $300,000 $200,000 Annually Titanium $400,000 $375,000 Quarterly Platinum $300,000 $275,000 Quarterly Gold $200,000 $150,000 Quarterly Silver $125,000 $85,000 Quarterly Bronze $75,000 $50,000 Quarterly

These awards are based on total gross commission generated by sales and are designed to recognise those offices who achieve the following targets.

These awards are based on total gross management and letting fee commission generated by offices who achieve the following targets.

State Titanium, Platinum, Gold, Silver and Bronze Office Awards

State Titanium, Platinum, Gold, Silver and Bronze Property Management Office Awards

*For this award section each milestone is only awarded once during the award year. i.e. if you reach Bronze Status in the first quarter and then you receive it again in the second quarter you will only be awarded with a Bronze Achievement award in the first quarter.

*QLD/NSW/TAS/SA/WA – For this award section each milestone is awarded every quarter. i.e. if you reach Bronze Status in the first quarter and then you receive it again in the second quarter you will receive a Bronze Achievement Award for both quarters. *VIC – For this award section each milestone is only awarded once during the award year. i.e. if you reach Bronze Status in the first quarter and then you receive it again in the second quarter you will only be awarded with a Bronze Achievement award in the first quarter.

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Awards Notes

NOTE 6. (RISING STAR AWARD)

To qualify for Rising Star a Sales Consultant must have a minimum of 6 months and a maximum of 2 years in a sales role in the industry. To be eligible for this award a person must be new to real estate sales when joining Harcourts. i.e if an Admin Assistant, Personal Assistant or Property Manager joins Harcourts from another brand but hasn’t been a Sales Consultant they are still eligible for this award.

To be eligible for this award a person must be new to real estate sales when joining Harcourts. i.e if an Admin Assistant, Personal Assistant or Property Manager joins Harcourts from another brand but has not been a Sales Consultant they are still eligible for this award.

Admin Assistants & Personal Assistants are eligible if they move into a Sales role within the same office. They must have completed the Academy Program– Sales the Harcourts Way (online or classroom). Sales Consultants can only qualify for this award in one awards year.

Sales Consultants must earn 25k per quarter and a total of 100k per annum gross commission to be eligible for this award.

For example, a new Sales Consultant completes 7 months of an awards year – their total gross commission will be divided by 7 and then multiplied by 12 to give an annual recalculated figure.

NOTE 2. (FRANCHISE FOR REVENUE AWARDS)

Franchise awards are only available to those companies with 2 or more offices. There is no minimum size for the number of sales consultants in an office for this category. Revenue is calculated on gross commission income generated in the company by all types of real estate including revenue from residential, commercial, rural, lifestyle, business, commercial leasing, residential property management, commercial property management, and valuations.

It does not include seller advertising contributions.

Revenue can be included from multi legal entities whereby there is a common 30% shareholder across those entities.

Should an office within the legal entity franchised company not have the common 30% shareholder of any one of the offices then the revenue from that office cannot be included.

Additional offices can be added and included in the calculation during the year.

*Internationally accepted global standard measure is used for our International Franchise for Revenue Award.

NOTE 8. (SALES CONSULTANTS FOR UNITS)

For example, A Consultant sells 2 of their own listings (4 units), makes 4 sales of other Consultant listings (+4 units), and 3 of their listings are sold by other Consultants (+3 units) = 11 units total.

NOTE 9. (OFFICE ADMINISTRATOR AWARD)

All Quarterly award winners will be announced at our Annual & National award events. An Office Administrator nomination form must be submitted and filled out in its

NOTE 7. (PROPERTY MARKETING AWARD)

This award recognises an office or agent that has undertaken the best property marketing campaign throughout the year and considers the marketing process undertaken to covert the property to sold achieving optimal value and within the time period required.

This award considers an agent or office’s ability to leverage a range of marketing media, from traditional print advertising to social media, and how that approach helped deliver a successful campaign.

This award considers the marketing campaign and how it drove healthy competition with the property receiving multiple offers for purchase.

Open to an agent or an office, is based on the period from 1 April 2020 to 31 March 2021 and a detailed submission, which will be assessed by Harcourts Head of Brand Experience.

NOTE 3. (PROPERTY MANAGEMENT LISTING INDIVIDUAL AWARD)

Awarded to the individual who has brought in the greatest number of new properties during the award period. This is a gross number and does not take any losses into account. There must be a signed management authority and the property must be entered into the office’s software system. This does not count any rent roll purchases.

NOTE 4. (HARCOURTS INTERNATIONAL NOVICE AUCTIONEER OF THE YEAR AWARD)

The International Novice Auctioneer Championship is open to all our Country finalists, no new entries will be allowed for the International Auction Championship. This competition will be held online to enable participants to compete globally. The competition will be judged by an independent panel of four judges.

NOTE 5. (HARCOURTS INTERNATIONAL OPEN AUCTIONEER OF THE YEAR AWARD)

The International Open Auctioneer Championship is open to all our Country finalists, no new entries will be allowed for the International Auction Championship. This competition will be held online to enable participants to compete globally. The competition will be judged by an independent panel of four judges.

NOTE 1. (HARCOURTS CLIENT EXPERIENCE OFFICE & INDIVIDUAL AWARD)

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Awards Notes

NOTE 10. (OFFICES FOR REVENUE PER SALES CONSULTANT AWARD)

Based on the total gross commission generated by the office and averaged by the number of sales consultants. The national-level office must have at least 3 sales consultants to be eligible for this award (i.e. your State will be ineligible at a national level if you chose to award offices with less than 3 sales consultants).

For example, A Consultant sells 2 of their own listings (4 units), makes 4 sales of other Consultant listings (+4 units), and 3 of their listings are sold by other Consultants (+3 units) = 11 units total.

NOTE 11. (PROPERTY MANAGER EXCELLENCE AWARD)

Awarded to the individual with the:

• Highest total income into their portfolio - based on gross income

• Highest net growth- based on number of managements at the beginning of the period as opposed to the number at the end of a period - in their portfolio • Lowest vacancy rate - based on the percentage of available properties over their portfolio

• Least number of tenants 7 days and over in arrears as a percentage of the fully occupied properties in their portfolio

• The highest number of lets done by the Property Manager during the month - includes placing tenants in both new and current managements but does not include resigning an existing fixed-term tenancy

The Property Manager must have data entered into each month of the period to qualify.

NOTE 12. (PROPERTY MANAGEMENT OFFICE EXCELLENCE AWARD)

Awarded to the office with the:

• Highest total income into the office-based on gross income

• Highest net growth - based on the number of managements at the beginning of the period as opposed to the number at the end of a period • Lowest vacancy rate - based on the percentage of available properties to let over the rent roll

• Least number of tenants 7 days and over in arrears as a percentage of the fully occupied properties in the rent roll

• The highest number of lets done during the month - includes placing tenants in both new and current managements but does not include resigning an existing fixed-term tenancy

The office must have data entered each month of the period to qualify.

NOTE 13. (PROPERTY MANAGEMENT OFFICE/COMPANY TOTAL REVENUE AWARD)

Awarded to the office/company with the highest total Income into an office/franchise from all Property Management activities - excludes any monies collected as a cost recovery.

NOTE 14. (PROPERTY MANAGEMENT OFFICE GROWTH (ORGANIC & PURCHASED) AWARD)

Awarded to the office that has increased the number of properties managed during the award period. This is a net number and does take losses into account. There is no distinction between organic growth and the purchase of a rent-roll. There must be a signed management authority and the property must be entered into the office’s software system to qualify.

NOTE 15. (PROPERTY MANAGEMENT OFFICE ORGANIC GROWTH AWARD)

Awarded to the office that has organically increased the number of properties managed during the award period. This is a net number and does take losses into account. Growth must be organic, and purchases do not qualify. There must be a signed management authority and the property must be entered into the office’s software system to qualify.

NOTE 16. (NUTRIEN HARCOURTS DICK LARKIN MEMORIAL AWARD)

Awarded to a:

• Person who has an absolute commitment to their client and company

• Person who displays a team approach to making performance a part of their culture • A person who has outstanding communication skills

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Property Management Rules

1. Total income means income to the business - (the same as income reported from sales) - excludes any monies collected as a cost recovery.

2. Management fees are the income from the percentage charged to manage a property - if an all-inclusive fee is charged then it is entered in the

Management fee column. (This column does not count towards the awards this is taken from the total income column). 3. All figures are to be reported exclusive of GST

4. A new management is counted from the date a completed and signed Management Authority has been received and entered into the software system

whether vacant or occupied.

5. A new management is counted as a vacancy if available for rent - i.e. - it is not counted if the owner is still residing in the property or there is work to be

carried out and it is not being actively advertised or there is a vacating tenant still residing in the property. 6. A lost new Management is only counted as a loss if it has been recorded as a gain in the previous month.

7. A management is counted as one management per property. To qualify as a property there must be a management authority naming it as the property

and there must be an individual tenancy agreement along with a separate inspection report.

8. When a property is no longer being managed - even if there is a debt still attached to the property it is counted as a loss. This is taken from either the date

the bond has been disbursed or the date of the Tribunal/mediated Order (if no bond held), and/or the property is made inactive in your software system. 9. Rent arrears equates to rent owing on current tenancies only - anything else comes under debt collection.

10. Rent arrears for the purposes of awards recognition are counted from one week (7 days) in arrears and over.

11. A let is counted from the date the tenancy starts and is counted in that month.

12. If a property is not allocated to a Property Manager (eg recorded in the unallocated column or against a BDM) any vacancy or lets must be recorded in the

same column.

13. Minimum number of properties managed - for both the office awards and the PM individual awards - 50 properties must be managed (as at end of

qualifying quarter/year).

14. A Business Owner working as a Property Manager qualifies for awards.

15. A Property Manager and/or a BDM qualifies for the BDM award.

16. A person working as a BDM or managing Holiday properties qualifies for the BDM and income awards but does not qualify for the Property Manager

Excellence award.

17. Under the ‘portfolio’ system all data needs to be entered against the Property Manager’s name. When the ‘Pod’ or Task based’ systems are used the

business owner needs to make the decision as to whether the data is recorded against the ‘head of each team or they may choose to divide the data equally between the team members. Once a decision has been made then it cannot be changed unless done at the end of the financial year - that is the change would be made on the 1st of April for the coming year.

18. The ‘unallocated’ column should only be used to record income from any unallocated properties or if an office chooses not to input the data against an individual property manager/s under either the Pod or Task systems then all data is recorded in this area.

19. Data from casual lets is counted as income (from the let fee) and counted in the let column. Casual lets must not be counted as new managements. 20. When properties are transferred from one Property Manager to another this must be done by the POM at the back end of the system. If the transfer

column is used this will give the property manager a ‘false’ gain.

21. The PUM transfer column is used by the offices when a BDM brings in new properties and they are entered as a gain against their name and then transferred to a property manager using the PUM Transfer column.

22. When a property manager leaves and there is no replacement and the Business Owner does not want to move the properties to another property manager the properties are moved, by the POM, to the unallocated column and all data pertaining to those properties is entered there.

23. Properties are only moved between property managers between the 1st and 7th of each month. The offices can report to their POM the changes that

need to be made at any time during the month and the POM must advise the office that they will make the changes at the beginning of the next month and that they will let them know when they have been done so that the office can enter their figures. It is much easier to do this than to try and change the figures once the data has been entered.

Recognition Program AUSTRALIA

2020-2021