2014 Trainer Booklet

2014 TRAINER

BOOKLET Professional Development

1

contents Sales Aaron Shiner Adam Medaglia Annette Ferrari Craig Hadfield Daniel Spencer Fiona Blayney Grant Thorpe Jet Xavier Josh Phegan Justin Nickerson Lee Woodward Mark Dwyer Michael Kies Peter Ford Richie Williams Rik Rushton

Auction 03 04 05 07 08 12 16 17 19 20 22 23 27 28 32 33

Property Management Amanda Kohler Annette Ferrari Daniel Spencer Denise Stanley Dorothy Hamilton Fiona Blayney Grant Thorpe Jo-Anne Hamilton Peter O’Brien Richie Williams Stacey Holt

02 05 08 10 11 12 16 18 29 32 34

Admin Dorothy Hamilton Karla Spencer Stacey Holt

11 21 34

Craig Hadfield Daniel Spencer Josh Phegan Justin Nickerson Michael McCaffery Peter Ford Phil de Fegely

07 08 19 20 25 28 30

Management/Leadership Annette Ferrari Christina Guidotti Craig Hadfield Daniel Spencer Dorothy Hamilton Fiona Blayney Florence Caruette Frank Tierney George Norris Josh Phegan Karla Spencer Lee Woodward Mark Dwyer Richard Day Richie Williams Rik Rushton

05 06 07 08 11 12 13 14 15 19 21 22 23 31 32 33

Other Daniel Spencer Darren Hill Frank Tierney Jet Xavier Josh Phegan Karla Spencer Matthew Harvey Martin Grunstein Richard Day

08 09 14 17 19 21 24 26 31

Amanda Kohler Based in Victoria

First National Real Estate - National Property & Commercial Manager

Amanda Kohler is First National Real Estate’s National Property and Commercial Manager. Her exceptional combination of property management and commercial acumen brings 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.

Area of specialty Property Management

02

Aaron Shiner Based in New South Wales

Half Day cost - $4,400 Inc. GST + travel expenses Full Day cost - $7,000 Inc. GST + travel expenses

Aaron is a dynamic and fresh new breed of real estate sales coach. 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 in 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.

Area of specialty Defining your succession plan and building your vision Advanced buyer strategies Filling your pipeline Marketing U A spectacular listing system Vendor care strategies SMS and MMS swipe files

03

Adam Medaglia Based in New South Wales

Half Day - $3,850 Inc. GST + travel expenses Full Day - $6,950 Inc. GST + travel expenses

My life’s purpose is to help people believe in themselves so they are able to achieve their goals and aspirations. I have always wanted to teach and inspire others to live more fulfilling and abundant lives and to help them realise that they, too, are worthy.

However, before I had the right to do this, I had to first go out and apply the principles I had learnt in my own life. Over the last 20 years, I have continued learning and, most importantly, apply the teachings to both my personal and professional life.

Being a shy person with no selling experience I entered the Real Estate sales industry as a novice and in 18 months became the highest listing salesperson in that company. I learnt everything I could about selling and continued the self-improvement direction I was on and applied what I learnt every day. My results and my life soared as I continued to discover my true sense of self belief. After I left the Real Estate industry I purchased my first business. By consistently applying the same lessons and teachings, 12 months later I had increased the client base by 210%.

Sales Mastery and the Psychology of Sales is one of the most POWERFUL sales, professional and personal development programmes in the world. It will show salespeople how they can SUBSTANTIALLY improve their current results and sales performances by a minimum of 50% with the ultimate aim being a sale every day! It is an entirely practical and hands on tool which details the mindset required in selling as well the daily activities performed by top salespeople.

Area of specialty Sales mastery and the psychology of sales

04

Annette Ferrari Based in New South Wales

Half Day - $1,200.00 + GST + travel expenses Full Day - $1,800.00 + GST + travel expenses

Annette Ferrari has been a popular member of the REINSW training team for more than 10 years, and has worked in the real estate industry as an agency Principal and sales specialist for almost 20 years.

She is a highly qualified trainer, with a Masters in Behavioural Science, a Bachelor of Arts (Communications Studies), and a Bachelor of Adult Education.

Expertly facilitating all programs offered by REINSW, Annette couples her diverse understanding of the subject matter with thorough theoretical analysis.

Annette’s practical day-to-day agency knowledge is complemented by her entertaining style, making her a favourite among students. Her professionalism and passion for the industry is reflected in the patience and encouragement she accords her students.

Area of specialty Managing a high conflict environment Team management effectiveness Planning workshop for 2014 Grow your rent roll: steps to PM listing success Marketing essentials: working in a crowded market Managing your workplace Making time for success: effective time management Professional influence Effective negotiating Mastering management Securing new business Prospecting essentials Winning the business How to facilitate an effective sales meeting

05

Christina Guidotti Based in Queensland

Full Day - $4,000 + travel expenses

Christina Guidotti is an authentic, energetic and entertaining speaker, author, mentor and trainer known for her expertise in Personal Effectiveness and her passion for sharing her powerful messages.

Christina is an expert in helping you get more of what you want at work and in life by teaching the mechanics of productivity and the mastery of fulfillment.

Christina’s message is centered on success being a combination of both Achievement AND Fulfillment, and she has cracked the formula with her unique methods that work. Many people climb up the ladder of success - but Christina ensures that when you get to the top, you are leaning on the right wall. It’s not just about getting things done, but getting things done that matter.

For 25 years Christina has consistently juggled a successful career in Retail then Real Estate Sales and Leadership, now her own practice in Personal Effectiveness, a husband and a 25 year relationship, two children, some personal time and all the whilst growing and keeping wealth assets. What’s quite unique about Christina is her stamina in maintaining energy, enthusiasm and optimism for such a sustained period. She is certainly living proof that her methods work.

An author, speaker, mentor and trainer, Christina delights audiences as she shares her methods of success for getting things done that matter so you can have it all.

Area of specialty Leadership Personal effectiveness How to have it all

06

Craig Hadfield Based in New South Wales

4 hour session - $2,000 per session + GST & travel expenses

Craig’s passion is helping people engage, grow and perform. Craig has more than 20 years’ experience in business management and provides a wealth of knowledge that he shares with others trying to succeed in both business and life.

Craig is formally trained in Results Systems coaching, which takes a scientific, brain based approach to help facilitate positive change.

Craig works in a variety of sectors including child care, real estate and Information Technology.

Craig has been in real estate for 14 years - Three as an agent and ten as a principal at Raine and Horne Culburra beach and Callala Bay. He splits his time between running two offices and coaching.

He is a qualified coach that works both within the real estate industry and outside. He is also a published author on the topic of high performance real estate which he does most of his speaking on.

Area of specialty Creating a Winners Mindset for Real Estate Building High performance Teams (suitable for owners and Managers) Prospecting Listing

07

Daniel Spencer Based in New South Wales

Half day - $5,500 (inc. GST) + travel expenses Full day - $7,700 (inc. GST) + travel expenses (Discounted sessions for volume bookings)

Daniel Spencer is a passionate keynote presenter, trainer, facilitator and coach, who has been well recognised as an influential leader in the Real Estate industry over the last 15 years.

Not only has Daniel coached and trained a number of Australia’s most successful real estate agents, Daniel has also run his own real estate business and achieved great success in tough market conditions. Daniel realises first-hand what it takes to be successful and has tremendous ability connecting with others in a coaching and training capacity to bring out the best in an individual or business.

Having developed and implemented training curriculum for most of Australia’s largest Real Estate brands, Daniel believes as the market shifts, so too does the need for a new paradigm in how Real Estate agents operate daily.

With an ever present focus on integrity and the highest levels of customer service and professionalism, Daniel’s philosophy is about tailoring a market specific approach to pricing strategy, vendor paid advertising, vendor management and the overall sales process, a formula to sell a property for a premium price in 30 days or less.

Area of specialty ­Prospecting (various areas) ­Listing (various areas) ­Vendor & buyer Management ­Negotiation Skills ­Business Development skills for property management ­Business Development ­Recruitment ­Leadership/Culture/Retention ­Social Media

08

Darren Hill Based in Queensland Keynote

- $7,000 + travel expenses

Day session - $8,500 + travel expenses

Lasting impressions matter. Whether you are in leadership, sales, or delivering a conference; the key to your success is how well you are remembered.

So much information assaults our senses every day, with mind-blowing amounts of data at our disposal every second.

It has created an increased need to be memorable; the ability to take root in someone’s mind has never been more important.

Darren Hill understands people like few others. A Behavioural Scientist, Darren’s study of people has seen him emerge as one of Australia’s most authoritative voices on the topic of behavioural dynamics within business.

With an incredibly diverse working background, from abattoir worker to bouncer, pubs to the public service, Darren is truly a speaker who can communicate to both blue-collar and white-collar audiences. Darren’s practical and grounded messages about human behaviour are insightful, credible and often very, very funny.

Audiences leave knowing more about themselves, and the people they work with. He is simply excellent at what he does, because he goes to great lengths to understand the people he is there for.

Area of specialty Behaviour Leaving a lasting impression Dealing with the tough stuff

09

Denise Stanley Based in New South Wales

Half Day cost - $880 Inc. GST + travel expenses Full Day cost - $1,320 Inc. GST + travel expenses

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 for UNE Partnerships. Denise has subsequently assisted over 150 students to achieve their qualification in both Certificate III and IV in Property (Real Estate) 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 Real Estate Consulting Solutions in conjunction with Real Estate Training Solutions (RETS). Recently, Denise formed an association with Lee Woodward (Real Estate Academy) writing material for training in other states.

Area of specialty Legislation for NSW & QLD Skill (nationally) Conflict resolution Negotiation and communication

10

Dorothy Hamilton Based in Queensland

Half Day cost - $600 + GST & travel expenses Full Day cost - $1,000 + GST & travel expenses

Dorothy Hamilton is a licensed Real Estate Agent who has been a Property Manager in the Palm Beach area for 15 years. She offers our owners an exceptional depth of knowledge and experience in our local rental market.

In 1999 she was REIQ Gold Coast Property Manager of the Year and with her guidance Palm Beach First National has won several First National Gold Coast and State Team Awards.

Area of specialty Property Management Principals Listing presentation Admin

11

Fiona Blayney Based in New South Wales

Half & full day - $4,400 Inc. GST + travel expenses (Customised programme and costing can be created where volume and other opportunities exist)

Fiona Blayney is the Managing Director of the highly successful consultancy, coaching and training business Blayney Potential Plus, specialising in estate agency services in Australia, New Zealand, the U.K and the U.S. Over the past eight years, she has developed a reputation for being one of the best business strategy and growth specialists around.

Fiona’s energetic and motivational presence has ensured her popularity at industry events. She regularly performs keynote presentations for many of the leading industry groups both in Australia and abroad including the National Association of Realtors (NAR) in the U.S and the National Association of Estate Agents, England and Scotland.

Demand for Fiona’s services continues to grow with a natural association to Strategic Human Resource Development. With extensive studies in this field, it was a natural progression for Fiona to launch Real Estate Career Developers Australia (RECD).

Area of specialty Business growth Systems Relationship building Rent roll Management Communication Conflict Resolution New Business Scripts

12

Florence Caruette Based in New South Wales

Half Day costs - $990 Inc. GST + travel expenses Full Day cost - $1,950 Inc. GST + travel expenses

Florence has worked with individual Real Estate offices as well as presented at our National Conventions.

Florence’s main focus is in areas of Business Strategy and Human Resources: 1. HR – Recruitment, retention, performance management 2. Business Strategy – setting KPI, Vision and Objectives for the company, Department strategy – Property Management and Sales Florence has a great overall knowledge of the Real Estate industry and business management/project management.

Area of specialty Business planning Business growth SWOT and USP analysis Business values Sales and property management departments growth strategy planning All HR related aspects Recruitment strategy People strategy

13

Frank Tierney Based in Victoria

Half Day cost – Negotiable depending on volume and location Full Day cost - $5,000.00 + GST + expenses

Renowned business and commercial practitioner Frank Tierney offers members tools, procedures and resources to grow, add value and capture a larger market share in your area.

Frank is a past chairman of First National and his expertise represents a lifetime of real estate, property and business experience condensed into one management program - topics include Quick Start Commercial and Real Estate is Local (REIL).

Area of specialty Quick Start Commercial Easy Commercial Business growth and development Building a better business with greater market share Commercial agency - Transition from now to a full Commercial Footprint.

Real Estate is Local Walk in the Clients Shoes

14

George Norris Based in Victoria

Half day cost - $2,500 + GST & travel expenses Full Day cost - $4,000 + GST & travel expenses

To lead in the world of corporate business and sport, in today’s demanding times of responsibility and accountability, takes courage and competence.

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.

One of Australia’s leading and most experienced Performance Coaching Companies providing the following performance solutions to improve people and business performance.

Area of specialty Leadership Communication Sales Culture Innovation

15

Grant Thorpe Based in Queensland

Half Day - $6,000 + GST & travel expenses (rate negotiable for volume bookings)

Grant Thorpe is an internationally recognised achievement based Business Coach, Mentor and Professional Speaker.

His specialty as a business coach and mentor is working to double or triple the income of high performing entrepreneurs, business owners, CEOs, corporations and salespeople right around the world.

Grant covers both Real Estate Sales and Property Management Sales training and brings ‘ fresh and topical’ content to both new and existing regions. His style is as much about the way they need to think as what they have to do, and believes this content gives him a unique position in our training program.

His successful work in this field coupled with his incredible energy and enthusiasm makes him a highly sought after speaker.

Area of specialty Sales Property Management sales

16

Jet Xavier

Based in New South Wales Half Day - $3,000 + GST & travel expenses Full Day - $4,000 + GST & travel expenses

Jet Xavier is one of Australia’s leading Elite performance mindset Coaches and trainers for real estate sales professionals.

He has conducted hundreds of Elite performance mindset coaching, mentoring and training sessions with various agents and major agencies across Australia, helping many to increase their commissions by over $250,000 per year utilising his elite performance formula.

He has spoken at major Real Estate conferences with the likes of Jason Boon, Charles Tarbey, Chris Gilmour, Glen Twiddle, Josh Phegan, Damien Cooley, Geoff Baldwin, Danny Hayes and others. He also writes a regular popular column for the national Real Estate industry magazine SOLD and in 2012 he appeared on the RE UNCUT AREC Lounge. He is also an author and main contributor to the international bestselling book The Millionaire Motivators.

Jet is a pioneer in the Real Estate industry as his training and coaching techniques bring the latest neuroscience, positive psychology and elite performance models to agents and principals helping them to create success at every level.

With over 20 years in performance coaching Jet is a sought after expert when it comes to elite performance for real estate agents.

Area of specialty ­Sales performance ­Human behaviour ­Mindsets for success ­Motivation

17

Jo-Anne Hamilton Based in New South Wales

Half Day cost - $600 Inc. GST (Metro Syd) Full Day cost - $1,100 Inc. GST (Metro Syd) Interstate - $2,100 Inc. GST + travel expenses

Jo-Anne Hamilton’s career in real estate spans almost 30 years, and she has been a licensed real estate agent since 1986. She specialises in property management and has managed the residential property management team of a successful agency for more than 20 years.

Jo-Anne sees great value in education and understands the challenges of learning new knowledge and skills. Personal experience, juggling full-time work and family life makes her an empathetic and effective trainer, and she is always looking for ways to make the learning experience relevant to real life practice.

In addition to property management, Jo-Anne specialises in communication – a vital ingredient for success in real estate.

She has a Certificate IV in Workplace Training and Assessment, a TAFE Diploma in Real Estate Practice, a Bachelor of Arts in literature and psychology, and Masters in Organisational Communication.

Area of specialty Dealing with difficult people Interpersonal communication Conflict management Dealing with difficult people Time management Negotiating and selling skills Cross cultural communication Organisational culture Crisis management and public relations Customer service

18

Josh Phegan Based in New South Wales

Session rate - $4,250 Inc. GST + travel expenses

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.

Area of specialty Prospecting Live Listing presentations Energy and self-management Vendor & Buyer work Auction agent Business planning Marketing Live

19

Justin Nickerson Based in Queensland

Half Day cost - $550.00 Inc. GST Full day cost - $1,100.00 Inc. GST

Always drawn to the auction process, Justin Nickerson came to the world of real estate after a career in the competitive sporting industry. An effective communicator with a compelling and energetic call style, Justin is a professional and highly respected auctioneer.

Justin’s unwavering belief in and understanding of the auction process has proven to be the cornerstone of his established agent relationships.

His love for his part in the process translates to an energy that’s irresistible on auction day.

With a distinctive ability to quickly connect with people of any age and from any background, teamed with a clear and direct communication style, Justin regularly achieves results above what many think possible.

His day to day experience in working with buyers and vendors, coupled with an excellent practical understanding of the changing market, make his training necessary for anyone who wants continued growth in their business.

Area of specialty The Auction Process Sales

20

Karla Spencer Based in New South Wales

Half Day cost - $5,500 Inc. GST + travel expenses Full Day cost - $7,700 Inc. GST + travel expenses (Discounted sessions for volume bookings)

Karla Spencer has over 13 years commercial experience working with business to assist leaders in understanding how to motivate, engage and best leverage a business’s most important asset it’s people.

With a background in human resource management, leadership, culture and organisational structure and design, Karla understands the opportunities that lie in the Real Estate industry to best leverage people for business growth and profitability.

Karla has worked across a variety of industries and businesses large and small. Irrespective of the industry or business, Karla believes the common factor in achieving true business success, is the motivation, passion, training, development, leadership and discretionary effort of its people working towards a shared goal.

Karla also has a keen interest in social media and the opportunity that lies in the Real Estate industry to connect with current clients and future prospects in a way that is meaningful and drives tangible business growth.

Area of specialty ­Becoming an effective administrator ­Personal Development ­Business Development ­Recruitment ­Leadership/Culture/Retention ­Social Media

21

Lee Woodward Based in New South Wales

Half Day - $5,000 Inc GST (Syd Metro) + travel expenses

- $7,500 Inc GST (Interstate ) + travel expenses Full Day - $7,500 Inc GST (Syd Metro) + travel expenses

- $12,000 Inc GST (Interstate ) + travel expenses

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.

Area of specialty Sales Management & Leadership

22

Mark Dwyer Based in New South Wales

SEQA rate - $11,500 + GST & travel expenses Half Day - $4,450 + GST & travel expenses Full Day - $8,000 + GST & travel expenses

Mark is a career real estate professional. For 21 years he has been an innovative leader in professional property selling.

Breaking productivity records for listings, sales as well as gross commissions by both auction and private treaty he held the number one sales position over 500 offices through Australia and New Zealand in the tough market of the early nineties.

He began his own agency in north-west of Sydney that grew into a partnership of agencies and as word of his sales training techniques spread so too did the idea of creating a sales training system that is now known as Sales Trainer.

Mark still owns, operates, leads, manages and administrates real estate businesses. He simply can’t resist the opportunity to list and sell property between writing and speaking engagements. And Sales Trainer graduates are setting the industry benchmarks for listing and selling using Mark’s innovative techniques.

He is an extraordinarily talented salesperson that relishes the challenge of what others call a tough market. He is passionate about sales success and prosperity.

Area of specialty ­Sales ­Sales management ­Agency management

23

Matthew Harvey Based in New South Wales

National Systems & Implementation Manager

Matthew assists effective implementation of network technologies in your office.

Liaising between National Office departments, Member Services Managers and members, Matthew will help you and your staff extract the full benefit of First National’s systems with training, face-to-face support and trouble shooting.

Area of specialty Technology products

24

Michael McCaffery Based in New South Wales

First National Chief Auctioneer

First National’s Corporate Auctioneer, Michael McCaffery is an Accredited Auctioneer and is currently Vice-Chairman of the Auctioneers Chapter Committee of the Real Estate Institute of NSW. He has been a regular finalist in the Real Estate Institute Award for Excellence in Auctioneering.

Area of specialty Auction

25

Martin Grunstein Based in New South Wales

Keynote (90 mins) - $4,500 + GST & travel expenses Half Day - $5,500 + GST & travel expenses

Martin Grunstein is a speaker who will get your staff or conference delegates to take action after the meeting. He has the ability to get an important customer service message across but still have the audience laughing while they learn.

Martin tells stories of Australasian applications of his concepts that people will relate to as consumers and be able to apply to their business. He has outstanding results with over 500 Australasian companies across over 100 industries have made him this country’s most in-demand speaker on outstanding customer service.

Martin Grunstein’s two keynote presentations “Making Profits in Changing Times” and “The Future Of Business” have helped change the way some of this country’s cleverest companies do business.

Area of specialty Customer Service Making profits in changing times The future of business

26

Michael Kies Based in South Australia

Half Day - $4,000 + GST & travel expenses Full Day - $6,000 + GST & travel expenses

Michael Kies grew up on a farm in the Barossa Valley. He knows what it’s like to ‘do it tough’. In the late 1980’s, Michael chose to walk away from the constant battle of farming. He wasn’t sure what to do with his life, so he bought a supermarket. “That was like being in prison,” Michael recalls. “I couldn’t wait to get out of it.”

Finally, when all seemed lost, Michael got a job in real estate. Six months later, after making hardly any sales, Michael was on the verge of quitting again. Just as he was about to hand in his notice, Michael saw an advertisement for a sales training seminar. The cost was $95.

Michael bought a ticket. At the seminar, he invested a further $700 in buying audio training tapes. That day, Michael’s total investment represented almost 80% of all the money he had in the world.

The month following the training seminar, Michael, single-handedly, sold 19 properties. Over the next 18 months, he went on to become the top salesperson in his franchise group. In 1990, Michael took on an LJ Hooker franchise in Gawler. For the next five years he was their top selling salesperson in SA and the NT. Now Michael travels across Australia sharing his secrets to sales success.

Area of specialty The Ultimate Objection Handling Tool ­The Million Dollar Plan ­27 Powerful Closes to help you Make More Sales ­Characteristics of a Great Salesperson ­The Power of Three for Sales ­Make More Sales High Performance Selling

27

Peter Ford Based in Queensland

Half Day only - $2,500 Inc. GST + travel expenses

For the past 10 years, Peter held the position of General Manager of one of Queensland’s largest, privately owned Real Estate Companies. With Peter at the helm, this Company achieved growth from $30 million per year to over $300 million per year in annual sales.

With more than 20 years’ experience in Leadership, Sales and Business Ownership in the Real Estate Industry, Peter has the knowledge and skills to “SUPERCHARGE” your business through simple processes which WILL get extraordinary results.

Peter Ford delivers the “how to” of what you want to achieve in your Real Estate Career. His hands-on approach to coaching, training and mentoring will give you the scripts, dialogues and strategies that will totally DEVASTATE your competitors.

Peter has proved consistently that ordinary people CAN achieve extraordinary results. His knowledge, enthusiasm and energy will INSPIRE you.

Area of specialty Auction Prospecting Seller Education

28

Peter O’Brien Based in Victoria

Half Day - $720 + GST & travel expenses Full Day - $1,350 + GST & travel expenses (Discounted sessions for volume bookings)

With over twenty years of experience in the real estate industry, Peter O’Brien established the O’Brien Property Group to offer a unique, personalised Real Estate Consultancy Service.

Peter has been an Owner, Director, CEO and General Manager of some of the most successful Real Estate and Property related companies in Melbourne. He has a passion for the property industry that surpasses other specialists and this passion is contagious to those that he works with. Peter created OPG so he could share his wealth of experience in property management, sales, people management and property investing.

Peter is a qualified Real Estate Trainer and fully licensed Real Estate Agent. He has enjoyed involvement with the Real Estate Institute of Victoria as a Trainer and is currently a committee member of the Property Management Chapter.

Peter holds the academic qualifications for; Business (Estate Agency Practice), Assessment and Workplace Training, Small Business Management, Retail Operations and Hospitality Training.

Area of specialty ­Property Management

29

Phil de Fegely Based in Victoria

Half Day (melb metro) - $2,750 + GST Half Day - $3,000 + GST Full Day - $4,000 + GST 2 hour session - $2,000 + GST 1 hour session - $1,250 + GST

Phil de Fégely has sold and auctioned all sorts of things, in all sorts of places, from cattle to cars, furniture to fish, horses to houses, memorabilia and much, much more.

His sales career commenced wholesaling and retailing seafood and game products sourced fromlocal and international growers.

Phil’s training career commenced in 1990 with the establishment of a national auction school for Fowles. He continued running that school until his departure and still acts as a consultant to the company on a regular basis. During his time at Fowles he commenced one on one coaching of real estate auctioneers to give them a different perspective of auction which he continued to do once he entered the industry. In 2003 he commenced working on a part time basis with the REIV and subsequently with the REIT. This vast experience has been the basis from which he has formulated his very successful Sales & Auctioneer Assist Coaching Program for both companies and individuals alike. He regularly facilitates group training within companies and performs specialist one on one coaching for individuals with particular needs.

Area of specialty ­Auction Assist… the Art of Auctioneering ­Auction Assist... refining your Auction Strategy for success ­Prospecting and pipeline ­Accountability

30

Richard Day Based in Victoria

Workshop (1-2 hours) - $1,850 Inc. GST + travel expenses Half Day - $2,500 Inc. GST + travel expenses Full Day - $4,500 Inc. GST + travel expenses

Richard Day is a dynamic and inspirational Motivational Speaker , Corporate Facilitator and successful Life and Business Coach. Richard has been working within the Leadership, Business and Personal Development industry for twenty five years, both nationally and internationally.

He has a Bachelor’s Degree in Human Performance and a Diploma of Education and is a current member of the Australian New Zealand Institute of Coaching and is an accredited Professional Coach, the International Coach Federation and the Institute for Learning Practitioners. Richard is also a member of the Australian Association of Exercise and Sports Science. He is a popular Speaker and Coach for Saxtons Speakers Bureau and the Australian Speakers Bureau.

He specialises in the following areas of leadership: Leadership, Team Development, Change Management, Time Management, Stress Management, Powerful Conversations, Assertiveness Skills, Life and Work Balance, Leadership Rituals and Goal Setting. His experience in the design and structure of corporate and leadership seminars and programs and individual business success strategies has resulted in him presenting on these topics and others at International, National and State Conferences since 1990.

Area of specialty Leadership Powerful conversations Leading and team Development Assertive techniques Stress & time management  

31

Richie Williams Based in New South Wales

Half Day - $2,860 Inc. GST + travel expenses Full Day - $3,960 Inc. GST + travel expenses (Discounted rate for volume bookings)

Richie Williams has been coaching businesses for the past 18 years and has developed a great rapport with his clients while building strategies for success in their business and life. Achieving peak performance out of a talented team is second nature to this former representative footballer and sports coach.

His past 18 years has seen him stimulate organisational teams across every section of industry into empowered and proactive groups striving for their targets and setting new benchmarks for their business.

The benefits that businesses have derived from his knowledge, skill and wisdom have included record breaking results, elevated positions within their industry groups, and acknowledgements through business awards.

Area of specialty Succession Strategic Development Business Target Setting Selling for Success Personal Planning and Organisation

32

Rik Rushton Based in Victoria

Half Day cost - $3,300.00 Inc. GST + expenses Full Day cost - $5,000.00 + expenses

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.

Rik can help you online or face to face.

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.

Area of specialty Scripts and dialogues Management Leadership Communication techniques Goal setting Prospecting Listing Negotiation & closing strategies Financial planning & business planning Coaching

33

Stacey Holt Based in Queensland

SEQA 4 or more sessions booked - $990ea Inc. GST Less than 4 sessions booked - $1,100ea Inc. GST Outside of BRIS Single session - $2,750.00 Inc. GST + travel expenses More than 2 sessions - $2,200ea Inc. GST

Stacey Holt began the company Real Estate Excellence Academy Pty Ltd in January 2010 to continue and expand on an already extensive and successful real estate career.

Prior to the launch of her own business, Stacey had 10 years in agency practice in regional Queensland, followed by a further six years in a corporate role as a best practice and policy manager in Brisbane.

Stacey began Real Estate in Biloela, where she spent 18 months working in a reception and property management role. Stacey then moved to Rockhampton where she spent 8 years with Ray White. Stacey managed 300 properties for a number of years, and then progressed to Office Manager, winning the Ray White Office Manager of the Year QLD award in 2000/2001.

Stacey’s role included administering the Trust Account for the business with some 650 managements, managing up to 10 staff, and managing new business for the company. The role also included being responsible for best practice, compliance, risk management and training of all staff in the Property Management Department and General Agency Manager.

Area of specialty ­Routine inspections and maintenance ­Risk management ­Best practice ­Administration

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