South Australia & Northern Territory 2015 Profe s s i o na l D e v e lo p m e n t S c h e d ule
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Professional Development
contents Introduction 3
Sessions and Quarterly Awards 8
The Complete Salesperson Course
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Live Webcasts
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South Australian Training Centres 29
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INTRODUCTION
First National’s Professional Development is member driven, consisting of State based sessions and Online Academy. Our objective is to provide regular; quality professional development opportunities for every person within our members’ real estate organisation, with the expected outcome of giving their business – their people – the essential skills and knowledge required to not only remain competitive but grow in a marketplace environment. In fact, many industry educators regard First National Professional Development programme as being unique, in terms of volume, frequency of training, variety, and cost to agency principals. The programme provides comprehensive and strategic ongoing professional development coaching for its real estate principals, salespeople, property managers, administrative, marketing and support staff. Most of the training is conducted within various zones ensuring the majority of the offices have access to many of the courses. All participants have the chance to exchange ideas, share knowledge and suggestions with other First National members as attending these professional development session offers great networking experiences as well. Identifying and selecting suitable, quality trainers is an ongoing process and to ensure we have the best trainers available, we very much rely on the attendance and feedback by First National members. Take full advantage of your Professional Development – enjoy, grow and profit from the learning opportunities.
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INTRODUCTION
State Based Training State based training is member and council driven. Each State Council or Training Committee works in association with National Office administration team to create the Professional Development schedule, based on member requirements and feedback.
Categories SALES The sales training offered by your State Council provides professionals; a roadmap to success with hundreds of valuable tips, tools, ideas and processes presented by top real estate educators who have already proven that the strategies they share actually work. Today’s competitive marketplace demands more than average responses, it demands knowledge and skills to meet above average challenges. Success never comes to those who wait! Nothing mirrors your level of success greater than your level of commitment to personal growth through ongoing learning and professional development. Developing the skills to reach peak performance will only evolve through continual education and training. To get physically fit, we must train and to stay fit, we must keep training. To master our profession and maintain our skills, we must continue the same process – just as any elite sportsperson will tell you. If you are serious about mastering your profession and moving to the next level in your career the Sales sessions will help you get there.
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INTRODUCTION
PROPERTY MANAGEMENT With legislation changing frequently, property management can sometimes feel like a legal minefield. So, it’s good to go back to basics. The focus on workshops will show First National Property Managers and Administration staff how to navigate the correct procedures to ensure the office meets legislative compliancy and Professional Indemnity standards. Property Managers plus office staff who deal with tenants, landlords and tradespeople – whether new or experienced – should attend these courses. If the tenant is in arrears or the lessor is being demanding, training can provide you with the tools to respond swiftly and appropriately. Property Management training also covers techniques on growing you rent roll- focussing on business development.
PRINCIPAL WORKSHOPS Professional business coaching for Principals or Management. Ever wondered why some staff leave their principals while others stick to them like glue.... And why some offices thrive in any market conditions while others struggle to survive? One of the many benefits of being part of the First National Group, and in particular, a principal or manager is that you have access to coaching programmes that give you all the answers. The Principal workshops show business owners and managers the secrets to leading a team to price – inducing results and how to gain the business acumen to build a goal–kicking business. Providing the cornerstone to successful agencies, Principals Workshops cover topics ranging from developing business plans and marketing strategies, to recruiting the right number of staff to maximise market share.
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INTRODUCTION
Products First National offers a vast range of Products and Services to help you and your staff run the business to the best of your ability. Product workshops provide you with the necessary skills and information to maximise their utlisation within your office.
ONLINE ACADEMY Access training anywhere, anytime for your staff, via Gateway! First National’s Online Academy offers skills and product training for all your staff members. The benefits include: • Cost & Time savings for staff travel • Accessibility for members, especially in regional areas • Available online- all the time, anywhere A new addition to the First National’s Online Academy for 2014 is “Live” Streaming of sessions. This year, First National will again stream numerous sessions – Sales, Property Management and Principal training everywhere in Australia. Anyone will be able to log into the session from their computers and “attend” the session and have their questions answered. Keep a look out for registration details.
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INTRODUCTION
First National’s Competitive Edge programme Included in the online Academy is First National’s Competitive Edge programme. It’s all about how to recruit, retain and stimulate your team through managerial leadership in all divisions of Sales, Property Management and Business Management. Presented by Lee Woodward, it is a custom 12 file audio programme that provides brilliant, yet simple, business systems and strategies to coach all team members to greater levels. There is a core focus on leadership methods, with solid actions and company projects that keep all team members excited and committed to the business vision. Added to this, is the Real Estate Hot Topics programme – ‘How 2’, which is also referenced through Lee’s coaching and is an additional 12 audio session resource, complete with documented checklists.
David Knox Available to members via Gateway, David Knox online training offers high quality video covering: lead generation, social media, prospecting, listing, selling, negotiating, objections, business management and more. Additional videos available including Recruiting, Training and Coaching. New content is uploaded every month with topics that reflect market training demand.
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Sessions & Quarterly Awards
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Lee Woodward Lee Woodward is one of Australia’s most ‘in demand’ sales coaches and inspirational business speakers. As Real Estate Academy’s founder, driver and CEO, he is involved every day in his chosen operational areas of training and creative systems design. Lee’s greatest lessons have come from facing his own business challenges. His passion for growth and technology makes him the perfect trainer for business people who wish to improve their operation. To help other real estate Sales people and managers, Lee has produced a series of specially tailored training programs. He also hosts Australia’s most respected real estate audio program, Real Estate Hot Topics, featuring the industry’s best sales professionals.
Sales & Property Management session with Lee: Where: Stamford Plaza, Adelaide When: 6th February
8.30am – 1.00pm
Note: General members meeting: Where: Stamford Plaza, Adelaide When: 6th February
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1pm – 2pm
Product Day Training First National offers a vast range of Products and Services to help you and your staff run the business to the best of your ability. This workshop will provide you with the information you need to best implement these in your office as well as give you the opportunity to see some products you may not be utilising and ask any questions you may have in relation to these products and services. This workshop is open to everyone from Principals and Salespeople to Property Managers and administration staff. Where: The Lion Hotel, North Adelaide When: 3rd March
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10.00am - 3.00pm
Aaron Shiner Aaron is a dynamic and fresh new breed of real estate sales coaches. In his eight years in real estate, he has been awarded First National’s Young Achiever for Australia, No. 1 Listing and No. 1 Selling Agent for First National network Australia. His results are evidence of his passion for making and keeping customers for life. Last year, Aaron used his unique ‘database mining’ techniques to make more than 184 listings and 145 sales, generating over $1 million in commission. Every 11.4 hours of his working week, Aaron sells a property. He takes 6 weeks off each year, doesn’t work on Sundays and is normally home each night by 6.30. To achieve this impressive result, he made a massive 44,424 points of contact to his database of clients. At the same time Aaron has been sharing his ideas, concepts and strategies with agents around the country.
Sales session with Aaron: Where: Mt Lofty House, Crafers When: 17th April
8.30am – 1.00pm
1st Quarterly Awards Lunch Where: Mt Lofty House, Crafers When: 17th April
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1.00pm – 3.00pm
Amanda Kohler Amanda Kohler is First National Real Estate’s National Property & Commercial Manager. Her exceptional combination of property management and marketing skills bring a wealth of international and local experience to our membership. She has been in the industry for more than 15 years and has run her own business in recruiting and temping for the real estate industry, has operated in both property management and sales, and just prior to joining First National was the Victorian State Manager for the largest utility connection company in Australia. Amanda remains a licensed agent and has worked for property agencies in London and Poland. While working for one English agency as Sales and Acquisitions Manager, she started its Sales & Marketing and Property Management Departments.
Principals Think Tank Breakfast Where: Crowne Plaza, Adelaide When: 16th June
7.30am – 9.30am
Property Management Forum and lunch Where: Crowne Plaza, Adelaide When: 16th June
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10.00am – 2.00pm
Rik Rushton Rik Rushton coaches, mentors and educates in the arenas of professional sport, professional sales and even the elite Olympic field; training and inspiring countless thousands since 1995. For well over a decade, Insight Personal Development has continued to fulfil its original mission, the credo still holds dear today: “to deliver the highest quality personal development programs, empowering individuals to soar to their next level in business and life!” How does Rik do that? By training you to take ACTION. His philosophy has always been that ACTIONS, not words, determine the outcome of our lives.
Sales session with Rik: Where: The Highway Hotel, Plympton When: 17th July
8.30am – 1.00pm
2nd Quarterly Awards Lunch Where: The Highway Hotel, Plympton When: 17th July
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1.00pm – 3.00pm
Product Day Training First National offers a vast range of Products and Services to help you and your staff run the business to the best of your ability. This workshop will provide you with the information you need to best implement these in your office as well as give you the opportunity to see some products you may not be utilising and ask any questions you may have in relation to these products and services. This workshop is open to everyone from Principals and Salespeople to Property Managers and administration staff. Where: The Lion Hotel, North Adelaide When: 3rd September
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10.00am - 3.00pm
3rd Quarterly Awards Breakfast Where: The Playford, Adelaide When: 16th October
8.00am – 10.00am
SAVE THE DATE Auction session: Where: The Lion Hotel When: 17th February
First National High Tea Where: TBC When: 24th March
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The Complete Salesperson Course
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T he C omplete S alesperson C ourse
Lee Woodward Where: Novotel Sydney Brighton Beach, Cnr Grand Parade & Princess Street, Brighton Le Sands NSW 2216 When: Wednesday 16th & Thursday 17th September 2015 Time: 8.45am - 5pm Investment: $175 per person 5 or more staff - $120 per person Cost includes 2 day course, morning and afternoon tea & lunch (flights and accommodation not included)
What is the Complete Salesperson Course? Much more than a training course, The Complete Salesperson Course is a complete interactive learning experience and system aimed at propelling your real estate career to superstar status. Over 2 interactive days, you are given all the very latest ideas, proven methods, tools, visuals, scripts and audio to: • Manage your time more effectively, • Win more business, • Gain more referrals, and • Take control of your business like never before. Benefit from the course’s constantly updated consolidation of ideas and tried and tested methods used by real estate’s current national top performers. Access to so many proven hints and trade secrets is simply unattainable any other way. Attending The Complete Salesperson Course is the next best thing to having all the current industry superstars as your very own professional mentors.
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T he C omplete S alesperson C ourse
Who Should Attend? If you are passionate about taking your real estate career to the next level, then The Complete Salesperson Course is for you. It is relevant to every level, from new starters to managers and business owners, including the following roles: • Sales agents – residential and commercial (including Listers, Buyers Agents, selling Principals and those operating in an Effective Business Unit) • Property Managers • Sales and Business Managers • Business owners • Administrative personnel (including Vendor Managers, PAs and reception staff) Following completion of the 2-day interactive workshop, you will return to the office motivated, inspired and armed with new skills and knowledge. You will also come away with a host of tools and reference material for learning consolidation and on-the-job implementation.
Accommodation available on site at the Novotel Brighton Beach subject to availability www.novotelbrightonbeach.com.au/accommodation-en.html For more information on the course www.thecompletesalespersoncourse.com.au/about.php
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Live Webcasts
LIVE WEBCAST
Denise Stanley Denise has been involved in the industry for many years, both as an investor, home owner, property manager, sales consultant, trainer and guest speaker. Denise completed her qualifications as a distance student to enable her to deliver training to others in what she calls ‘real estate in plain English’. After successfully completing her studies Denise was appointed as an Assessor and Trainer. Denise has subsequently assisted over 150 students to achieve their qualification in both Certificate III and IV in Property (RealEstate) plus Licence and Certificate courses. As an avid supporter of learning and acquiring the skills to perform real estate duties that comply with the legislation, Denise continues in her quest to educate through her own company. Recently Denise formed an association with Lee Woodward (Real Estate Academy) writing material for training in other states.
Property Management session with Denise: Live webcast
Online Academy When: 10th February 9.30am - 1.00pm AEDT
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LIVE WEBCAST
Lee Woodward Lee Woodward is one of Australia’s most ‘in demand’ sales coaches and inspirational business speakers. As Real Estate Academy’s founder, driver and CEO, he is involved every day in his chosen operational areas of training and creative systems design. Lee’s greatest lessons have come from facing his own business challenges. His passion for growth and technology makes him the perfect trainer for business people who wish to improve their operation. Sales people and managers, Lee has produced a series of specially tailored training programs. He also hosts Australia’s most respected real estate audio program, Real Estate Hot Topics, featuring the industry’s best sales professionals.
Sales session with Lee: Live webcast
Online Academy When: 17th February 9.30am - 1.00pm AEDT
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LIVE WEBCAST
Nathan Brett Nathan Brett is celebrating 20 years in Real Estate this year. As a former owner of an Award Winning, thriving and highly profitable Rent Roll business, Nathan dramatically grew this Rent Roll and his team in 10 years. Adding 780 properties and a Winning Team of 10 Property Managers, Nathan’s Rent Roll of 1010 properties achieved massive successes in profitability, fee charging but, most importantly, Client Care, referral business, ethics and professionalism. Well respected for his high standards (measured by his Clients and Team’s loyalty), Nathan has done every job in a Rent Roll business as a hands on leader. He personally trained Property Managers without experience, preferring to recruit people with fine character and enthusiasm who suited certain roles and then train them from the ground up.
Property Management session with Nathan: Live webcast
Online Academy When: 16th June
9.30am - 1.00pm AEST
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LIVE WEBCAST
Jason Andrews Jason Andrew is a master of his craft and one of the most respected and sought after auctioneers, speakers and real estate trainers in the country. His energy is contagious and a trademark of his business. Jason has personally conducted more than 6000 auctions during his career. Jason launched his namesake business in 2008. Quickly growing in size and reputation. The team at JA now calls over 2500 auctions a year nationwide. Jason was awarded Australasian Auctioneering Champion in 2010, the highest industry accolade available. Jason was awarded Auctioneer of the Year in 2009, 2012 and 2014 by the Real Estate Institute of Queensland making him Queensland’s most awarded auctioneer. Jason has now become a leading industry commentator and mentor, freely sharing his fresh and dynamic approach to established real estate concepts in ubiquitous style.
Auctions session with Jason: Live webcast
Online Academy When: 23rd June
9.30am - 1.00pm AEST
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LIVE WEBCAST
Stephen Silk Stephen joined APC as the founding general manager in early 2012. He has over 30 year’s experience in business with leading Australian firms such as CSL Limited and the Victoria Racing Club(VRC). Whilst at the VRC he was general manager of the racecourse and its facilities and experienced many of the challenges we face today. His expertise is in maintaining a large complex property site with many facilities and buildings, and ensuring their compliance with today’s regulatory and work health and safety standards.
Live webcast
Commercial Property management session with Stephen: Online Academy When: 21st July
9.30am - 1.00pm AEST
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LIVE WEBCAST
Dr Fred Grosse Dr Grosse is a business psychotherapist, corporate consultant, systems designer, personal coach, mentor and trainer. He shares his considerable insight and practical experience with luminaries of the real estate, legal, accounting, automotive and other key industries, as well as private individuals who pursue excellence as a matter of course. He has the critical edge which gives his clients the ability to work smarter to maximise income while minimising the time it takes to do this, and to take steps towards identifying and fulfilling their unique life purpose.
Business coaching session with Dr Fred: Live webcast
Online Academy When: 6th August
9.30am – 3.00pm AEST
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LIVE WEBCAST
George Norris & Ray Ellis Join the network’s Chief Executive, Ray Ellis and leading performance trainer George Norris for a leadership session like no other you have experienced. It is vital, today, that leaders focus on their vision and show leadership to grow people and lead them through change and innovation. Leaders need to tap the talents of their teams to achieve their corporate goals and create a customer centred corporate culture. Performance coaches, mentors and facilitators inspire and help people improve their performance to achieve their goals in life, business and sport by creating strategies for success. In addition to George Norris, as Principal, Norris Management works with specialised coaches/mentors with specific experience and skills to assist in creating strategies for success.
Leadership session with George & Ray: Live webcast
Online Academy When: 14th August
9.30am - 1.00pm AEST
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LIVE WEBCAST
Josh Phegan Josh conducts over 150 in-house training sessions each year across Australia and New Zealand, with speaking engagements as far as Dubai, Los Angeles, and New Zealand. The majority of his engagements are across Australia’s capital cities. He works for a select group of Australia’s leading boutique firms, undertaking the delivery of their entire learning and development training programs. These programs are specifically written for each client based on their needs. The training sessions are delivered with a minimum of 3 sessions through to 10 sessions per year per client, across multiple locations. Each training and development program consists of face to face delivery and may also include development of custom content, from listing presentation approaches, scripts and dialogues, tools, assessment, and brand specific audio programs.
Sales session with Josh: Live webcast
Online Academy When: 12th November
9.30am - 1.00pm AEDT
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LIVE WEBCAST
Rose Kelly Rose Kelly is well known as a leader in Australian Real Estate circles with a broad base of knowledge, experience and expertise extending across three decades. She has excelled as a Business Owner, Manager, Property Manager, Sales Manager, Marketer, Trainer, Consultant and Publisher, bringing together her passion for people and property with her skilful insight into the workings of a Real Estate business. Rose Kelly joined Real Estate Dynamics in September 2013 as a Consultant, Coach, Trainer and Business Analyst and is highly qualified to work at any level required of a Property Management or Real Estate Agency Business.
Property Management session with Rose: Live webcast
Online Academy When: 17th November
9.30am - 1.00pm AEDT
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Training Centres
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Stamford Plaza Adelaide 150 North Terrace Adelaide (08) 8461 1111 stamford.com.au
Mount Lofty House 74 Mount Lofty Summit Road Crafers (08) 8339 6777 mtloftyhouse.com.au
The Highway Hotel 290 Anzac Highway Plympton (08) 8297 8155 thehighway.com.au
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Crowne Plaza Adelaide 16 Hindmarsh Square Adelaide (08) 8206 8888 crowneplazaadelaide.com.au
The Sebel Playford Adelaide 120 North Terrace Adelaide (08) 8213 8888 theplayford.com.au
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