EAE Preview Brochure by The Academy

Friday 3rd December 2010: Lancaster London Hotel

Event Preview Your essential guide to what is happening at the estate agency event of the year

Contents Welcome to Estate Agency Live 2010 Leadership Summit Future Estate Agency Seminar Valuable Learning Points by Rightmove The Million Pound Office Introducing the estate Agency of the Year Awards 2010 Performance in Detail

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Welcome to

ESTATE AGENCY EVENTS LIVE 2010

Join us at EAE LIVE 10 where you will experience some of the most proactive, innovative and successful names in the business, where leaders gain ideas and inspiration to achieve stand out amongst the competition.

The Leadership Summit on Friday 3rd December sets the political and economic context for 2011 while providing insight into online behaviour, intelligent customer relations and the fastest-growing estate agency business in the UK. Olympic rower, James Cracknell, will also be speaking, providing his own motivating perspective on success. The Future Estate Agency Seminar (also on 3rd) for frontline team and smaller business owners, focusing on practical take home ideas to maximise performance. Ben Harris has travelled the world to bring you the best 20 innovations.

There will be an exhibition throughout the day and, of course, the excitement of the Estate Agency of the Year Awards in association with The Sunday Times and The Times in the afternoon. In addition to EAE LIVE 10, is The Million Pound Office event taking place in London on Thursday 2nd December. A select number of agents will be learning the secrets of outstanding performance at our first ever seminar and workshop. Visit www.estateagencyevents.com to book your place now. I look forward to seeing you there.

When: Friday 3rd December 2010

Where: Lancaster London Hotel, Lancaster Terrace, London W2 2TY

By Road: M4 and M40 within 5 miles

By Underground: Lancaster Gate Station (Central Line)

Parking: On site car park

How to book: visit estateagencyevents. com

Peter Knight.

Introducing the

LEADERSHIP SUMMIT For the fourth year running, we look forward to welcoming industry leaders to our flagship seminar to hear the views and insights from a selection of elite agents and experts in property. The Summit will focus on the challenges 2011 will present including the opportunities and potential pitfalls as we move out of recession. James Cracknell Keynote presentation James will deliver a motivational keynote session talking about his outstanding sporting achievements and challenge experiences, which he combines with intelligence and a great sense of humour. Heâ&#x20AC;&#x2122;ll touch on teamwork, dedication, drive, overcoming setbacks, responding to pressure and maintaining excellence whilst sharing experiences of his Olympic success, the Atlantic Row Race and the South Pole Race.

Jon Cooke, Managing Director of LSLi Insights from the fastest growing estate agency business in the UK Jon Cooke, the founder of Fine & Country and Intercounty and now MD of LSLi will give insights from the fastest growing estate agency business in the UK including the importance of brand development and how LSL has managed to become number one in asset management and surveying as well as pulling off the incredible deal from Halifax.

Charles Davis - cebr What does Coalition economics mean for the UK economy and housing market? Can the UK economy avoid a double dip recession? How will public spending cuts affect the economy over the next few years and how will monetary policy respond? Will the housing market ever get back to the boom years of the 2000s?

Robin Goad - Hitwise Trends in online behaviour for the property market The internet is the first place many people turn when looking to move house and as a result their online behaviour is worth understanding. Who and how do people search for property online and what differences exist regionally? By analysing the trends in online behaviour, Robin will provide valuable insight and discuss the role of aggregators and estate agents in the market.

David Adams - Chesterton Humberts Developing and implementing innovations within the industry What type of leadership is required to gain the buy-in, from the team, to utilise the new competitive advantage in the most decisive way. Looking at the present innovations and changes within the industry, as a response to a global downturn in the volume of sales, what is agency likely to look like in the future, and is the present model sustainable?

Sponsored by:

Schedule

Friday 3rd December 2010

0815

Registration & Exhibition

0915

Welcome & Introduction

0930-1015

Julian Oâ&#x20AC;&#x2122;Dell, TM Training "Back to the Future"

1015-1100

Adam Walker, Leading Industry Trainer Future - Proof Your Business

1100-1130

Coffee break

1130-1200

Miles Shipside and Tim Muir - Rightmove Calling all agents...

1200-1245

Bill Lublin - Social Media Marketing Institute, USA "Lead, Follow, or Get out of the Web"

1245-1315

Ben Harris, Director of the Estate Agency Academy and Editor of housingdabble.com Top 20 Review

1315

(All timings and speakers are subject to change)

Selling? We advertise on 10 years ago, when Rightmove was in its infancy, agents who were early adopters of the internet could rightly feel one step ahead of their local rivals as long as they had a presence online. Whether that was their own website or membership of Rightmove or a similar portal offering, did not seem particularly crucial. The theory was that you needed an internet strategy in order to unlock a worldwide audience of potential buyers, and few troubled themselves with questioning how well the site functioned or how much user-traffic it actually attracted. For most it was about ticking a box, while, in reality, the industry would carry on as normal, advertising and selling houses through newspapers like it had been done with little change for the last 100 years or so. 10 years can seem like a long time, especially in the housing market, but that should not disguise the pace of change of this media revolution and just how dramatically the internet has changed our everyday lives â&#x20AC;&#x201C; not to mention the impact on the way agents seek to promote their properties and communicate their proposition to both buyers and potential sellers.

RM 141

Fast forward to 2010, and it’s not whether agents advertise on the internet or not, but how they look. On the internet, just as on the High Street, appearances really do matter. What all potential sellers want to know is: “How will you make my property look?” The biggest marketplace for property on the internet is Rightmove and therefore the most critical place to create the right impression and gain a competitive edge.

Whilst it won’t replace attending the Rightmove seminar at the EAE, here’s what the attendees at previous Rightmove seminars held across the UK have said they found especially valuable learning points:

In the busiest marketplace, two things are crucial in creating the right impression and standing out: quality of property presentation, and effectively and efficiently servicing enquiries. The seminars being run by Rightmove at EAE will highlight some of the best practice being used by the most effective agents, as well as sharing some exclusive research into seller behaviours. We will also be previewing some of the latest developments in Rightmoveplus to help give those agents attending a further competitive edge.

• The speed of your reply to an e-mail enquiry is important to impress…though the content of your reply is critical too

Rightmove

In the web dominated world of 2010, Rightmove provides agents with a ‘virtual’ shop window. We keep it clean and bright and work hard to ensure it is the portal of choice for the vast majority of agent’s potential customers. The challenging market combined with home movers more discerning expectations (partly driven by the transparency of the internet) makes it vital that agents are able to differentiate themselves and stand-out in this ‘new media’ world of major competitive importance.

• Potential sellers and prospective landlords state that property portals are the most useful place to do their research before inviting an agent out

• Agents who use and present facts and figures from the reports in Rightmoveplus say they are crucial to persuading sellers and landlords to instruct them at the right price - and to help achieve subsequent price reductions How an agent stands out and presents their brand and their properties on the internet is a major influence in attracting not only the right buyers and tenants, but also the right potential sellers and landlords. The content of Rightmove’s seminars includes what we believe is the largest piece of research carried out with landlords and sellers, and provides a valuable insight into their likes and dislikes, as well as common mistakes and top tips. Who better to listen to and learn from than landlords and sellers themselves? Miles Shipside

www.rightmove.co.uk 9

Introducing the

MILLION POUND OFFICE This full day seminar and workshop will be facilitated by Peter Knight, who will provide attendees with the knowledge and understanding to radically improve the performance of their offices.

The essential requirements for a £million office.

A small number of estate agency offices turnover £1million a year; a tiny number turnover £1million a year for both sales and lettings. Are they just lucky or do they have a magic formula? The answer is "no" to both. The Property Academy has analysed £million offices and has identified several common factors which combined result in outstanding performance and is now sharing these with a limited number of agents who wish to join this elite group.

Sponsored by:

How to attract and keep a £million team

What to measure and what not to ensure you're focussed on £million activities

How to build a £million brand

How £million offices grow market share in the sterner times

Which things £million offices cut and how they invest for the future

The systems and processes which add to the bottom line rather than stifle it

Full day seminar and workshop

Thursday 2nd

December 2010

Introducing the

ESTATE AGENCY OF THE YEAR AWARDS 2010

Lead sponsor:

Also sponsored by:

Schedule

Friday 3rd December 2010

0815-0915

Registration & Exhibition

0915-1100

Future Estate Agency Seminar & Leadership Summit

1100-1130

Coffee

1130-1315

Future Estate Agency Seminar & Leadership Summit continue

1315-1415

Drinks Reception

1415-1700

Gala Lunch and Awards Ceremony

1700-1900

After Show Bar

(All timings and speakers are subject to change)

Supported by:

Winners and shortlisted agents will be announced at an awards ceremony as part of EAE LIVE 10 on Friday 3rd December at the Lancaster London Hotel.

By Ben Harris, Estate Agency Events

In the recent England rugby teams victory over the Australians, some of the credit for their success was given to the digital monitors and GPS system used to keep tabs on the players. This impressive new technology tracks each player, monitoring their wellbeing and giving the coaches and analysts a detailed breakdown of their performance. The information is relayed to the Lap Tops, iPhone and iPads, of the England staff and enables them to make more educated decisions on the management of the team. By using this real time system effectively, they can make calls on the game, during the game, track dips in performance and react accordingly. By using this system to its full benefit and understanding their teams performance in detail, they can give themselves an edge in an extremely competitive field. They use every bit of information. Prior to its introduction, coaches would have made decisions such as substitutions based on perception, their gut feel. Now they can make the right decisions having been presented with accurate data. The leading football teams use Prozone and Opta, to get similar insights into the performance of their team and also the teams they are competing against. PROZONE TELL US: “Effective post-match analysis provides the platform for objective insight into performance that enables coaches to supplement their own intuition with scientific information.

Post-match analysis can be used to identify strengths and weaknesses in both player and team performance and allows you to create and adapt effective training programmes and manage specific areas in need of improvement.” Opta provide a “pre-match opposition report” which highlights previous meetings and recent match data including penalty analysis. In Rowing, coaches and athletes alike use the Peach system to quantify improvements in technique and performance and providing valuable feedback particularly from un-coached outings. In the forthcoming Olympic games the Rowing team will also be using a wireless system created by McLaren's Applied Technology arm that measures the relationship between paddle, boat and athlete. Their spokesperson said: "It means the coach is freed up to reflect on what is going on and the time he would have spent analysing huge amounts of data is freed up to do other things. That frees up imagination and that's really hard to quantify. Data and numbers help you change athletes' behaviour."

SO HOW DOES THIS TRANSLATE TO ESTATE AGENCY PERFORMANCE? Simply this. That attention to detail and using technology analysis to give you the edge can be the difference between good performance and exceptional performance. We rely on our gut feel or gut instinct an awful lot, but if there are facts and data available, then surely we should trust them. Gut feel or perception is all very well, but if you have at your fingertips a more accurate reliable picture, you will have the edge over your competitors. There is no doubt that technology can give us the edge in sport and in business. If Roger Federer was using the same wooden tennis racket that Bjorn Borg used, I doubt he would be anywhere near his record 16 grand slam titles. But having the technology is not enough. The best agents don’t just have the best software, they use all the tools available to them, day in day out, relentlessly, to track performance to the point where it becomes their great strength. They have a watchful eye on the business metrics and identify what is going well and what needs fixing before it becomes a serious issue. Can you imagine the England Rugby team having all that info but not looking at their iPads during the game? Or allowing some members of the team not to wear their tracking device? Can you imagine a premiership goalkeeper who doesn’t know where the competitor’s penalty kick taker normally places them? There are some agents that manage to stand out head and shoulders above the rest and their profits simply underline their attention to detail and their ability to not just have the latest technology but to use it effectively.

Come and find at stand 2 and WIN an iPad

This year we're sponsoring the Awards, but during the day weâ&#x20AC;&#x2122;ll have a team on our stand who will be demonstrating one of our unique tools/products â&#x20AC;&#x201C;

AskMe.

AskMe is unique to Zoopla and one of the many tools we have designed to help connect our users to property professionals. AskMe is the only online community of its kind in the UK, where consumers and agents can come together to ask and answer local property market questions, forming relationships and building trust, leading to business opportunities. This feature has directly led to numerous instructions for our agent members and we're here to show you how it works.

On the day we'll be publishing the current top 10 AskMe experts - so get involved now zoopla.co.uk/askme to get on that list or come and visit us on stand 2 and we'll show you how AskMe can help your business.

We at Property On Video believe in innovation for online marketing of property that is both rich in information and engaging for browsers. On the day, our stand will be showcasing exactly how we can help UK estate agents showcase their property portfolio online at costs that many will not think possible. Both Directors (Christopher and Victoria) will be present and with the likes of a flat screen television and laptops will exhibit the past and current projects they are working on to include multi-million pound property video tours in London to .tv websites for national estate agents.

Each attendee of the 'Estate Agency of the Year Awards' will have already received a Free 6 Audio Tour voucher from Property On Video and during the day the stand will be collecting business cards for a draw which will take place during or after everybody has sat down for the lunchtime meal with the prize being a

Free .tv website worth £3,000 for one lucky estate agency

With GoView see how quick and easy it is to measure property boundaries and download maps for your particulars – use our tools!

Having been formulated in early 2010, Property On Video brings a wealth of social media and video production experience and knowledge together to offer UK estate agents the likes of Audio Tours, Property Video Tours, Branch Profile Videos, Home Staging documentaries and bespoked .tv websites. "We are excited to be attending this years Awards Ceremony and showcasing the quality marketing solutions that we offer and with prices starting from as low as under £17 for Audio Tours and Property Videos starting from £99, I know that 'cost' will not be what determines a decision. Either you embrace innovation in this industry or you shy away from it."

To show the best use of our measuring tool, we will be asking you ‘What is the area (sq ft) of the Lancaster London Hotel?’ Submit your entry at GoView stand to be in with a chance to win some fantastic prizes!! The nearest estimate will be announced after the exhibition.

Visit us to find out how you can benefit from the use of high quality, cost effective mapping online from GoView… We’ll look forward to seeing you there!

5 Properties, 5 Areas, 5 Valuations,

1 Winner...

Who Is The Ultimate Valuer?

Dove & Hawk will be hosting the most competitive game ever at the Estate Agency of the Year Awards 2010. Pit your wits against the markets very best, who will overvalue, who will undervalue and who will be crowned The Ultimate Valuer? To stand a chance of winning the only unofficial award of the evening then please come over and see a member of the Dove & Hawk team. WHAT DO YOU GET FOR WINNING? A brand NEW Apple iPad – not to mention all the recognition that comes with being classed as The Ultimate Valuer within the industry. Be the envy of competitors and rise above the rest of the field, come and see Dove & Hawk at the Estate Agency of the Year Awards 2010.

For more information on ‘The Ultimate Valuer’ game please see our website: www.doveandhawk.co.uk

Reapit will be running a user clinic demonstrating an exclusive tool, available to their impressive client list, that is being demonstrated to the wider audience for the very first time at the EAE Live 2010 show.

How to

increase your stock of saleable listings in 2011

Don’t miss out on this opportunity to see how the best agents operate. To reserve your individual one-on-one session, please email unfairadvantage@reapit.com or phone 0843 2184549. 16

In a tougher sales market we all know that having the right priced instruction with highly motivated vendors is crucial. Reapit will show how sometimes it’s better to walk away from overpriced instructions, as long as a suitable plan is in place to win back the instruction at a time when the vendor is most susceptible and motivated to changing their agent. Reapit can show you not only how to target the correct instructions but how to formulate and execute an effective canvassing plan that works time and time again. This plan can be developed on either an ad-hoc instruction by instruction basis or a more targeted approach. Say for example targeting a specific troublesome competitor who are a perennial over valuer’s. Reapit will be offering agents (by prior booked appointment only) a one-on-one session with a specific look at their own marketplace and how by using Reapit’s proven formula you may be able to win more sensibly priced instructions in 2011. Also being unveiled in the public for the first time is the new RPS MOBILE solution from Reapit. Linking the office database directly to mobile staff using iPhones, iPads, tablets, etc. Come and see this state of the art IT solution from the UK's most trusted software supplier.

Giant Jenga CAN YOU MASTER THE

y peers?! & your Estate Agenc

myhomemove, the largest independent provider of mover conveyancing in England & Wales are giving you the opportunity to challenge your industry peers… at your peril! We’ve got a Jenga Tower that makes the leaning tower of Pisa look like the epitome of solid foundations! All you need to do is place a block at the top of the tower... if it stays, you can relax and hang around to watch the anguish of others. If the tower tumbles, prepare for some mocking laughter at the hands of your fellow agents. You will have a chance to redeem

yourself, as we ask you to dig deep, and donate to the Estate Agency Foundation. After you’ve had a bit of fun on the Giant Jenga, why not take a closer look at our stand, where we’ll be happy to demo our exciting new online conveyancing enhancement – Eway, our online system for your clients to update, and check conveyancing documents online.

For more Eway information before the show, give Stephen Hayter a call on 07780 662975