2014 EA LIVE GET AHEAD. STAY AHEAD.
Harris real estate SPONSORED BY
Phil
Harris
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2010 5 Staff
2012 Acquired rent roll of 600 properties
2013 65 Staff
2014 4 Offices - 101 staff 1232 Listings, 1100 Sales, $8,802,714 Commission 2000 Properties Under Management, $3.7m P H
Where We Are Going • 6 Offices • 3000 managements • $12,000,000 sales fees • $5,200,000 in PM fees
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55/58
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284
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92% of people will change brands, products or companies to align with those that serve a greater cause
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Agent 1.0 – Local legend Agent 2.0 – Electronic database, reasonable use of systems + PA Agent 3.0 – Intensely trained + rapid growth + saturation marketing + massive leverage + brand within a brand + nice guy approach + pro athlete fit = corporate athlete P H
Things That Made A Difference
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Company Prospecting Plan
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• Anniversary cards • Quarterly postcode reports • Weekly auction results • Weekly New Listings • Monthly market update video • Monthly sales results • Monthly property investors podcast video
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HARRIS WEEKLY SALES RESULTS 1-7 JULY
ADELAIDE WEEKLY AUCTION RESULTS 1-7 JULY
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PROPERTIES AUCTIONED IN ADELAIDE
SOLD WITH A 67.2% CLEARANCE RATE
8 0 31 19
16
$1.12M
HOMES SOLD
HIGHEST SELLING PRICE
22
$249K
AVERAGE DAYS TO SELL
LOWEST SELLING PRICE
SOLD PRIOR TO AUCTION
SOLD AFTER AUCTION
SOLD AT AUCTION
PASSED IN OR WITHDRAWN
LAST WEEKS SALES Belair 13 Apple Ct $840K
Colonel Lt Gds 43 Sunvalley Rd $960K
NATIONAL AUCTION CLEARANCE RATES QLD 51% / ACT 49% / VIC 71% / WA 38% / NSW 76% / TAS 40%
THIS WEEKS AUCTION RESULTS AND SALE PRICES ABERFOYLE PARK
11 OAKRIDGE RD
$725K
ABERFOYLE PARK
34 SERENADE CT
$370K
ABERFOYLE PARK
11 GODFORD ST
$385K
ADELAIDE
324 GILLES ST
$451K
ADELAIDE
12 GOUGER ST
$657K
ALDINGA
46 KINGFISHER CT
$467K
ALDINGA BEACH
56 CASURINA CT
BANKSIA PARK
SOLD
SOLD
ADDRESS
TYPE
DATE LISTED
DATE SOLD
DAYS ON MARKET
FIRST AD $
LAST AD $
$689K
ABERFOYLE PARK 11 OAKRIDGE RD
HOUSE
11/08/14
27/08/14
26
$740K
$740K
$725K
28 DELANGE CT
$395K
UNIT/T-HOUSE
13/08/14
23/08/14
10
$365K
$365K
$370K
BELAIR
1 OSWALD RD
$895K
ABERFOYLE PARK 34 SERENADE CT
BELAIR
23 GOSFORD CT
$475K
ABERFOYLE PARK 11 GODFORD ST
HOUSE
05/08/14
18/08/14
13
$365K
$365K
$385K
BLACK FOREST
45 GILLES AV
$674K
ADELAIDE 324 GILLES ST
UNIT/T-HOUSE
03/08/14
05/08/14
2
$450K
$450K
$451K
BRAHMA LODGE
36 THE STRAND
$242K
UNIT/T-HOUSE
05/07/17
22/08/14
48
$635K
$635K
$657K
BRIGHTON
17 KING ST
$2.5M
ADELAIDE 12 GOUGER ST
BROADVIEW
1 SHELDRICK CT
$393K
ALDINGA 46 KINGFISHER CT
HOUSE
11/08/14
27/08/14
26
$455K
$455K
$467K
BROOKLYN PARK
2 KOPURLO AV
$615K
ALDINGA BEACH 56 CASURINA CT
HOUSE
13/08/14
23/08/14
10
$667K
$667K
$689K
CLEARVIEW
35 ORMAND AV
$400K
BANKSIA PARK 28 DELANGE CT
HOUSE
05/08/14
18/08/14
13
$1.25M
$1.25M
$1.2M
COLLINSWOOD
1/58a HARVEY CT
$257K
CRAIGBURN FARM
77 HIGHFIELD DR
$529K
BELAIR 1 OSWALD RD
HOUSE
03/08/14
05/08/14
2
$906K
$906K
$895K
CRAIGMORE
10 SPAXTON CR
$285K
BELAIR 23 GOSFORD CT
HOUSE
05/07/17
22/08/14
48
$450K
$450K
$475K
DAVERON PARK
97 GERALD BLVD
$242K
BLACK FOREST 45 GILLES AV
UNIT/T-HOUSE
11/08/14
27/08/14
26
$740K
$740K
$674K
BELAIR
23 GOSFORD CT
$475K
HOUSE
13/08/14
23/08/14
10
$250K
$250K
$242K
BLACK FOREST
45 GILLES AV
$674K
BRAHMA LODGE 36 THE STRAND
BRAHMA LODGE
36 THE STRAND
$242K
BRIGHTON 17 KING ST
HOUSE
05/08/14
18/08/14
13
$2.45M
$2.45M
$2.5M
BRIGHTON
17 KING ST
$2.5M
BROADVIEW 1 SHELDRICK CT
HOUSE
03/08/14
05/08/14
2
$390K
$390K
$393K
BROADVIEW
1 SHELDRICK CT
$393K
HOUSE
05/07/17
22/08/14
48
$640K
$640K
$615K
BROOKLYN PARK
2 KOPURLO AV
$615K
BROOKLYN PARK 2 KOPURLO AV
CLEARVIEW
35 ORMAND AV
$400K
CLEARVIEW 35 ORMAND AV
HOUSE
11/08/14
27/08/14
26
$405K
$405K
$400K
COLLINSWOOD
1/58a HARVEY CT
$257K
COLLINSWOOD 1/58a HARVEY CT
HOUSE
13/08/14
23/08/14
10
$255K
$255K
$257K
CRAIGBURN FARM
77 HIGHFIELD DR
$529K
CRAIGBURN FARM 77 HIGHFIELD DR
HOUSE
03/08/14
18/08/14
13
$535K
$535K
$529K
CRAIGMORE 10 SPAXTON CR
HOUSE
11/08/14
18/08/14
7
$283K
$283K
$285K
HARRISREALESTATE.COM.AU
RLA 226409
HARRISREALESTATE.COM.AU
RLA 226409
SALE $
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Team Rapid Growth
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• Young focused professional people • The existing talent pool is thin • Daily accountability sheets • Thursday morning training • Unique pay structures • Experienced agent buddy system • Assessment based learning
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Tom Hector “A Short Story”
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Discipline and Consistency
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Weekly Execution Team
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Our Culture
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• Define your core values • Hire and fire based on core values • Retention Plan • Think Big Book - What it means to be a Harris • Provide an inspirational environment • A Culture of Training & Self Development • Annual culture day
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Annual Culture Day • Mission, Purpose, Values • What do you like most about Harris? • What are the things that need to be improved? • What words best describe Harris? • How would you want Harris to be described in 5 years time? • How would you like the Harris culture to look and feel • How would you like the Harris brand to be regarded in the market place?
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Culture Plan • Christmas party
• Coffee machine
• Annual awards dinner
• Music in the common room
• Quarterly awards
• Table Tennis Competition
• Pets in the park
• Team bonding events
• Friday night drinks
• Monthly team lunches
• Company birthday
• REISA awards night
• Staff birthdays
• Melbourne cup
• End of financial year party
• Casual day
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Rent Roll Acquisitions
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Advisory Board
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Attraction Based Agency
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Our Greatest Lessons • Poor professional advisors • Scalability - growth requires the right infrastructure in place • Not understanding who you go into Partnership with • Not clearly identifying our culture before we began • Not hiring and firing around culture and core values • People join Phil Harris not Harris Real Estate • You can't outsource culture • Personally not wanting to know or understand the numbers • Poor VPA process
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A few things I focus on • • • • • • •
Be industry iconic
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The pied piper effect - let everyone else take the credit
Don't worry about impressing people just do great work and people will be impressed Pro athlete fit pro athlete diet - energy is everything Achieve more between 5am and 8am than others do in a day - morning ritual Steal duplicate and rip off as much as you can Out learn my competition Excellence is not a long term aspiration its what Im doing in the next 5 minutes that counts Be an inspiration machine - no one cares how Im feeling
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World&Class& &
PROCESS'
SIMPLICITY'
AUTHENTICITY'
ENERGY'
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Internal behaviour consistent with external message = industry icon
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The secret is we know there are no secrets
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Who you will be in the next 5 years comes down to the books you are reading, the courses you are doing and the people you are spending most of your time with
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Execution is the strategy
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Are you in growth mode or profit mode? Because no one ever saved their way to growth
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philh@harrisrealestate.com.au
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