2015 TRAINER
BOOKLET Professional Development
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contents Sales Aaron Shiner Adam Medaglia Annette Ferrari Brad Jackson Chris Hanley Craig Hadfield Daniel Spencer Deniz Yusuf Eric Thain Fiona Blayney Grant Thorpe Jet Xavier Josh Phegan Justin Nickerson Lee Woodward Mandy Wurth Mark Dwyer Michael Kies Michael Sheargold Peter Ford Richie Williams Rik Rushton
Auction 03 04 05 06 07 09 10 13 15 16 20 22 26 27 28 29 30 33 34 35 41 42
Property Management Amanda Kohler Annette Ferrari Denise Stanley Deniz Yusuf Dorothy Hamilton Fiona Blayney Grant Thorpe Jo-Anne Hamilton Jo-Anne Oliveri Peter O’Brien Real Estate Dynamics - Nathan Brett - Rose Kelly Richie Williams Shane Stone Stacey Holt Tara Bradbury
02 05 12 13 14 16 20 23 24 36 39 38 41 43 45 46
Admin Dorothy Hamilton Stacey Holt
14 45
Adrian Butera Daniel Spencer Josh Phegan Justin Nickerson Michael McCaffery Peter Ford Phil de Fegely
01 10 26 27 32 35 37
Management/Leadership Annette Ferrari Brad Jackson Chris Hanley Christina Guidotti Craig Hadfield Daniel Spencer Dorothy Hamilton Fiona Blayney Florence Caruette Frank Tierney George Norris Jo-Anne Oliveri John Shackleton Josh Phegan Lee Woodward Mandy Wurth Mark Dwyer Richard Day Richie Williams Rik Rushton Simon Madden Tara Bradbury
05 06 07 08 09 10 14 16 17 18 19 24 25 26 28 29 30 40 41 42 44 46
Other Daniel Spencer Darren Hill Deniz Yusuf Frank Tierney HR Advice Online Jet Xavier John Shackleton Josh Phegan Mandy Wurth Matthew Harvey Michael Sheargold Richard Day Simon Madden
10 11 13 18 21 22 25 26 29 31 34 40 44
Adrian Butera Based in Victoria Fees TBC
Adrian Butera is one of Australia’s most passionate and renowned auctioneers. His natural ability to achieve outstanding results and trademark skill set makes him highly respected in the industry. As a coach and trainer, Adrian has developed a talented team of auctioneers who provide a consistent level of service. Adrian has work around Australia with some of the finest auctioneers, agencies and industry organisations in the country
Area of specialty - Auction day strategy - Golden Rules of Auctioneering - Voice - Who do we conduct an auction for? - Advanced auctioneers work shop - Auctioneering for beginners
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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
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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.
Areas of specialty - Lead Generation USP/POD’s session
- Working a database to become more efficient and effective
- Nurturing your prosects
- The prospecting blueprint
- Lead Conversation
- The winning mindset
- Client Fulfilment
- Turbo Charge Your Sales Team
- Working with a database - Winning the business - Scripts and Dialogues session - Working with buyers - Getting Systemised
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Adam Medaglia Based in New South Wales
Half Day - $4,950 Inc. GST + travel expenses Full Day - $9,900 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 specialtvy - Sales mastery and the psychology of sales (more information available on request)
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Annette Ferrari Based in New South Wales
Half Day - $1,200 + GST + travel expenses Full Day - $2,200 + 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.
Areas of specialty Property Management - Customer service skills - Growing your rent roll - Professional listing presentation skills - Dealing with difficult people - Conflict management - Professional influence Sales - Listing presentation skills - Growing your business - Prospecting basics - Standing out in the crowd - Managing your buyers - Conflict management - Basics for successful selling - Professional influence
People management - Mastering Management: setting expectations and measuring performance - Managing business relationships - Making time for success: effective time-management strategies - Managing your workplace
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Brad Jackson Based in Queensland
Eastern & Southern states - Half Day - $2,480 + GST & travel expenses - Full Day - $3,120 + GST & travel expenses Western Australia
- Half Day - $3,200 + GST & travel expenses - Full Day - $3,950 + GST & travel expenses
In 1997 he opened his own real estate office with one employee and grew it to a team of 41 at peak including 28 salespeople. His office was a regular in the No.1 spot across his group nationally. His reputation for growing his team members and retaining them became well known. He was approached by a competitor to sell his business in 2013 and he did. The most important facet of ‘Who Brad’ is what he does today and the space he works in with business leaders (primarily in the real estate industry.) He works to help drive their businesses to greater success and them to greater enjoyment of that business. If a leader’s business is growing and high energy then the filterthrough effect delivers sterling outcomes across the board. Brad works with individual businesses and business leaders in one-on-one coaching consultancies. He works extensively with franchise and business groups via workshops and seminars. His delivery of keynote addresses at conferences on a variety of topics outside the usual template, genuinely enhancing business leader thinking (and results), are universally applauded.
Areas of specialty Sales - Delivering Winning Listing Presentations! - Auctions – Better for the Seller, Better for the Property, Better for You! - Moving Sellers to Sold (with a big ‘thank you’!)
- $ Value Prospecting, It Just Makes sense! - Negotiating ... - Building Profile, Brand & Results with VPA! - ‘The 20+ Super Ideas for Making 2015 Your Best Year Yet’ - ‘Top 10 Prospecting Tips For Modern Agents’
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- ‘The New Top 3 For Massive Improvement In your Business!’
Business Owners & Leaders
- Being an energised leader, not just a lacklustre boss! - Your Salesperson Business – What business you are really in? - SGR Serious, Gutsy Recruiting & Retention! - ‘It doesn’t Need To Be Lonely out There!’ - Profitability Through Growth! - Co-hosting the Real Estate Academy’s 2015 Leadership Audio series
Chris Hanley Based in New South Wales
Half day - $3,950 + GST & travel expenses Full day - $4,950 + GST & travel expenses
Having dominated the real estate market in Byron Bay for over a decade, Chris Hanley has established himself as one of the industry’s best professionals. As well as his real estate achievements, Chris has devoted many years to the growth of the arts industry in Byron Bay. His ability to consistently excel in all these fields proves why Chris Hanley really is Byron Bay’s best Chris is a business coach and regular speaker at real estate conferences across Australia and in Asia. For reasons he has never fully understood people seem interested in his thoughts on business and particularly his ideas relating to business culture, teamwork and management practices. Please look out for his soon to be launched blog.
Areas of specialty Principals - Building An All Weather Business
Sales - Negotiation
- Property Management session Focuses on building a strong team culture and an effective growth strategy
- Highly Effective Prospecting and Building a Real Data Base... Communicating effectively with your Community
- Sales Management and Team Coaching day
- Building a Winning Listing Presentation
- Building and operating a strong Data Base
- Vendor Education that really works... How to close the GAP
- Things I have Learned in Leadership
- Authentic Communication that wins you business and makes you money
- Good Boss Habits and Bad Boss Habits
- Changing your Mindset... How to move from $200000 in fees to $500000
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Christina Guidotti Based in Queensland & New South Wales Half Day - $5,000 + GST + travel expenses Full Day - $8,000 + GST + 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.
Areas of specialty - Planning to Win
- Leading Your Team to Success
- Prospecting for more Business
- Get More Done in Less Time with Top 10 Productivity Tools
- Increase your Presentation to List Ratio - Increase your List to Sell Ratio with Better Client Care - Create More Sales - Double It!
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- Be the Go-To Person in Real Estate
- Essential Success Mindsets for Real Estate - More Fulfilment at Work & in Life
Craig Hadfield Based in New South Wales
5 hour session - $1,800 inc 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.
Areas of specialty - Creating a Winners Mindset for Real Estate - Building High performance Teams (suitable for owners and Managers) - Prospecting - Listing
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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 firsthand 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.
Areas 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
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Darren Hill Based in Queensland
Half Day - $7,000 + GST & travel expenses Full Day - $10,000 + GST & 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.
Areas of specialty - Workplace Culture - Leaving Lasting Impressions - Tough Conversations - Navigating Change Environments
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Denise Stanley Based in New South Wales
Half Day cost - $990 Inc. GST + travel expenses Full Day cost - $1,420 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.
Areas of specialty - Compliance with Legislation for NSW & QLD - Property management - Customer service - Risk management
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Deniz Yusuf Based in New South Wales
Half Day - $2,500 + GST & travel expenses Full Day - $3,300 + GST & travel expenses Keynote - $2,500 + GST & travel expenses
Deniz Yusuf was a BDM for Integrity real estate on the South Coast of NSW, having listed over 900 new managements in a 4 year period, with an astonishing 317 in 2012, and was awarded the best BDM two years in a row with Leading Property Managers of Australia during his time as an agent. Now Deniz is a Coach & Mentor to agents across Australia & New Zealand through BDMCoach.com.au, and he’s already impacted the industry as some of Deniz’s clients he’s done consulting and presenting with, is already an impressive line-up.
Areas of specialty - Lead generating tools & Objections - Three keys to winning the business - Investor Support Service - How to become the number 1 BDM in your area - From Fruito to BDMCoach - Sales 101 for property managers - Targets & Accountability - My favourite winning strategies - Mistakes I made as a BDM & How I turned it around - Winning the business from the email - Don’t negotiate your fees - Benefits of Information nights
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Dorothy Hamilton Based in Queensland
Half Day cost - $700 + GST & travel expenses Full Day cost - $1,250 + 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.
Areas of specialty - Property Management - Principals - Listing presentation - Admin - Policies and procedures - Checklists and department structure - Best practice - Risk management - Office culture - Compliance
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Eric Thain Based in Queensland
Half Day only (3 hrs) - $1,320 Inc GST + travel expenses
Eric Thain is Australia’s foremost expert on prospecting and telephone sales. His unique, practical advice provides a template for success in many industries where customer contact is required. Eric has authored books on the subject and his audio presentations are available for purchase. Do you feel you have reached a point of no return in prospecting? Let Australia’s best coach in prospecting show you how to be more successful in prospecting, taking you from a point of no return to a turning point in your business.
Areas of specialty - Prospecting - Putting a Stop to putting it off
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Fiona Blayney Based in New South Wales
Half & full day rate - $6,000 + GST & travel expenses Keynote - $5,000 + 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).
Areas of specialty - Property Management/Principals/ New Business
- Scripts
- Business growth
- Technology
- Systems
- Listing presentation
- Relationship building
- Procedures
- Rent roll
- Marketing
- Management - Communication - Conflict Resolution - New Business
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- Business
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.
Areas of specialty - Business planning - Business growth (with specific Sales and PM departments growth strategy) - SWOT and USP analysis - Business values - Recruitment strategy - People strategy - Culture, leadership and staff Motivation - Human resource strategies
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Frank Tierney Based in Victoria
Half Day – $3,200 + GST & travel expenses Full Day - $5,000.00 + GST & travel expenses (rate negotiable for multiple bookings)
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).
Areas of specialty - Real Estate and Market Share Growth - Commercial Sales and Growth of Commercial Registers - Challenges of commercial leasing and the tools to build a Commercial Leasing Register.
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George Norris Based in Victoria
Half day cost - $2,750 + GST & travel expenses Full Day cost - $4,250 + 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.
Areas of specialty - Leadership - Communication - Sales - Culture - Innovation
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Grant Thorpe Based in Queensland
4 hour session - $5,000 + GST & travel expenses
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.
Areas of specialty - Sales - Property Management sales
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HR Advice Online Based in Victoria
Half Day - $1,000 + GST & travel expenses Full Day - $1,800 + GST & travel expenses
Cheryl Disher Cheryl Disher has a career spanning 25 years working in senior Human Resource and General Management roles in the automotive industry, membership industry associations and food and beverage industry. In this time Cheryl has developed skills and capabilities in driving change, high level negotiations and developing and implementing strategies that drive results for the organisation. She works in tandem with her clientele targeting cultural change, leadership development, sales and buyer styles development, executive coaching and change management. As an expert facilitator in workplace management issues, Cheryl believes every person has something to contribute and it is her goal to help them both recognise and maximise their potential. Cheryl has experience working with people at all levels of organisations, providing support to senior executive team members, team leaders, managers and frontline employees.
Kerrie Canning Kerrie Canning is an experienced human resources and organisational development professional, bringing over 20 years’ experience working both within organisations and as an external consultant on cultural change, leadership development, recruitment and selection and coaching. She has been a member of executive leadership teams in Australia and Asia Pacific within organisations that have been recognised for innovative employer of choice initiatives. Kerrie is passionate about enabling individuals and organisations to succeed, engaging people using a range of techniques from facilitated group sessions, business simulations, case studies, role plays and one-on-one coaching and mentoring.
Areas of specialty - Compliance HR training
- Sales skills
- Bullying and harassment
- Giving and receiving feedback
- Interview techniques
- Having the difficult conversation
- Performance management
- Behavioural profiling (Extended DISC) – increase self-awareness, team effectiveness
- Leadership coaching
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- Personal Development - Communication skills
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.
Areas of specialty - Sales performance - Human behaviour - Mindsets for success - Motivation
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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.
Areas of specialty - Dealing with difficult people - Interpersonal communication - Conflict management - Dealing with difficult people - Time management - Negotiating and selling skills for property managers - Cross cultural communication
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- Organisational culture - Crisis management and public relations - Customer service & client relationship management - General real estate and consumer protection law - Property management procedures (NSW legislation) - Growing the rent roll
Jo-Anne Oliveri Based in Queensland
Half Day - $600 + GST & travel expenses Full Day - $1,000 + GST & travel expenses
An award-winning and internationally qualified industry identity, Jo-Anne Oliveri, is known as the world’s first international property management guru. Jo-Anne successfully developed the systems and training used by Harcourts franchises nationwide to optimize each agency’s efficiency and profitability. As a former member of the Real Estate Institute of Queensland (REIQ) Property Management Chapter and Property Chapter Committee for the Leading Agents of Australia, she has a wealth of real estate knowledge and experience. She won the 2001 Australian Property Manager of the Year and 2003 REIQ Property Management of the Year Award for Excellence. She also holds the prestigious Certified International Property Specialist (CIPS) designation, awarded by the National Association of Realtors (NAR), which represents over 1,100,000 realtors in the US and recognizes members who have achieved the necessary training and experience to work successfully with international clients and properties. In 2007 Jo-Anne attended the Disney Institute in Anaheim, California and successfully graduated after completing the Management and Business Course ‘Leading and Sustaining a Service Culture’. After 20 years real estate experience, Jo-Anne established ireviloution intelligence to provide online systems, training, resources and other services to principals and their property management teams as part of her mission to lead positive change in the industry.
Areas of specialty - Cultivate your business, nurture your brand, mentor your team, protect your asset
- Motivate and mentor
- Compliance through consistency
- Prospecting consistent and persistent diligence
- Measuring, monitoring and managing - Recruitment, interview and induction
- Creating business by design and culture by design
- Rent roll acquisition - Understanding your business - Disclose and dispose
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John Shackleton Based in New Zealand
Key note and full day rate - $5,000 Inc flights (Syd, Melb & Bris)
John is the ideal person to inspire your team to lift their performance, raise their game and improve your profitability. His message is universal, his delivery is entertaining and thought provoking. John motivates his audience to take his message away and to apply it to all areas of their life. Your team will emerge rejuvenated, with a renewed passion for setting goals and achieving everything they are capable of. John’s background is in sports psychology and over 30 years he has entertained, motivated and trained athletes, corporate clients and small business owners alike.
Areas of specialty - Choosing the correct motivation strategies to ensure we stay focused and inspired - Mental approaches to developing commitment and persistency within business activity. - Business goal setting and achievement - Breaking through barriers and overcoming fear. - The Sports Psychology approach to coaching high achievement (for leaders) - Pitching and presenting for maximum profit (particularly good for listing presentations)
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Josh Phegan Based in New South Wales
Day rate (7 hrs) - $4,950 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.
Areas of specialty - Prospecting and live call sessions - Listing presentations - Energy and self-management - Clearance - Vendor & Buyer work - Business planning - Marketing Live - Business Planning - Getting you and your business right - Database health and best practice - Auction day - Qualifying buyers, registration, Working in-room and on-site auctions - Building Great Teams - From putting on an assistant to developing skills and efficiency
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Justin Nickerson Based in Queensland
Half Day cost - $775 Inc. GST + travel expenses Full day cost - $1,500 Inc. GST + travel expenses
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.
Areas of specialty - Prospecting - Database management - Listing - Selling - Auction specific training (listing & process) - Auctioneer training
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Lee Woodward Based in New South Wales
1 to 2 sessions - Half Day - $7,500 Inc GST (Syd Metro) + travel expenses - $10,000 Inc GST (Interstate ) + travel expenses Full Day - $12,000 Inc GST (Syd Metro) + travel expenses - $15,000 Inc GST (Interstate) + travel expenses 3 or more - Half Day - $5,000 Inc GST (Syd Metro) + travel expenses - $7,000 Inc GST (Interstate ) + travel expenses Full Day - $10,000 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. 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.
Areas of specialty - Running Friendly Auctions - Effective Business Units - Advanced Negotiation - Prospecting School - Advanced Listing - Time and Action Management - Client Management - Management Workshop topics include - Recruitment and retention - On boarding - Motivational Leadership - Business Profit
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Mandy Wurth Based in South Australia
Half Day - $2,500 Inc GST + travel expenses Full Day - $3,500 Inc GST + travel expenses In house training and coaching - $1,500 per day 1 hour mentoring session for Real Estate personnel - $200 per hour 1 hour mentoring session for Principals - $350 per hour
As a mentor and coach Mandy believes she can deliver what you are looking for and meet the requirements of any business. Mandy has had extensive experience in the management of businesses and sales teams/agents. Her career has spanned more than a decade and her experience will meet any desired outcomes. I have managed, coached and mentored diverse groups of people in the Real Estate industry over the years including but not limited to: As a Systems Trainer and General Manager for Lee Woodward, I have assisted him in the writing and delivering of The Complete Sales Persons Course, Professional Assistance Program and other training as required. As the General Manager of Toop&Toop Real Estate South Australia, managed the day to day business as well as a sales team of 40 Sales Partners. Held the position of General Manager of McGrath, Lower North Shore NSW. Mentor and coach for businesses and sales consultants throughout Australia.
Areas of specialty - People Management - Recruitment - On boarding (Induction) - Business Planning and Goal setting - One on One coaching with Sales Consultants though to Principals - System Audits - Office Audits - Time & Action Management - Lead Generation - Systems & Infrastructure - Client Management
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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.
Areas of specialty - Sales - Sales management - Agency management
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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.
Areas of specialty - Technology products
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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 ViceChairman 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.
Areas of specialty - Auction
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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.
Areas 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 - Finish the year Like a Rocket
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Michael Sheargold Based in Queensland Half Day - TBC Full Day - TBC
Widely regarded as one of Australia’s authorities on creating outstanding results in business and in life, Michael is a highly sought-after and experienced speaker, media talent and coach to high achievers in almost every field. When you look at any high performance athlete or team you know that behind them is an inspiring coach giving them skills, motivation and support to reach their true and full potential. Michael Sheargold has taken this fitness and coaching metaphor and applied it to business - it’s having an amazing impact. In today’s hectic environment it’s becoming increasingly difficult to know the most effective way to develop your business and your people. Equally challenging is knowing who to turn to for advice and support.
Areas of specialty - Sales - Team/Business Coaching
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Peter Ford Based in Queensland
Half Day only - $2,200 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.
Areas of specialty - 3 systems you must perfect to become a million dollar agent - Making Auctions your weapon of choice
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Peter O’Brien Based in Victoria Melb Metro
Half day - $1,200 Inc GST + travel expenses Full day - $2,000 Inc GST + travel expenses
Regional Vic & Interstate Half day - $1,650 Inc GST Full day - $2,500 Inc GST (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.
Areas of specialty - Prosperous Property Management
- Property Maintenance Essentials
- Creating Lifetime Landlord Clients
- Perfect Property Inspections
- Making More Money from your Rent Roll
- Sack him! Hire Her. Watch out for that one! We need someone like him!
- Powerful Personal Productivity - Keeping your Finger on the Pulse - Dealing with Difficult Customers Professionally
- Buying a Rent Roll – Money Pitt or Road to Riches - Stress Free Property Management
- The Listing Presentation
- What is Property Management
- Active Communication in a Fast Paced World
- How to Grow your Rent Roll
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Phil de Fegely Based in Victoria
Half Day (melb metro) Half Day Full Day 2 hour session 1 hour session
- $3,000 + GST - $3,350 + GST - $4,350 + GST - $2,300 + GST - $1,450 + 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 from local 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.
Areas of specialty - Auction Assist… the Art of Auctioneering - Auction Assist… refining your Auction Strategy for success - Prospecting and pipeline - Accountability - Novice Auctioneers - Intermediate Auctioneers - Advanced Auctioneers
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Real Estate Dynamics Based in Queensland
Half Day - $2,000 + GST & travel expenses Full Day - $3,200 + GST & travel expenses Tailored topics - POA
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 3 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. Following an initial successful period in sales in regional Queensland and a background in adult education, Rose was invited to join a rapidly growing Franchise Group as their National Trainer in the late 1980’s. It was in this role that her passion for developing others ignited and since then it has been one of the hallmarks of her success. Over the following 10 years Rose was instrumental in developing training at the Real Estate Institute of Queensland with her involvement in authoring many of their original programs from the National Real Estate Curriculum. Following a successful move into Property Management she also developed Australia’s first independently owned Real Estate Journal, ‘The Property Management Journal’, which she continued to publish and edit until 2002 when it was sold. As a natural progression Rose became well known across Australia and New Zealand for her training, speaking, mentoring and business coaching, working with Franchise Groups, Real Estate Institutes, Agency networks and individual offices in the field of Residential Property Management. More recently Rose built a successful Agency business and Rent Roll of her own from the ground up, showing that she has the skills and knowledge to transfer into any Real Estate business setting. With future opportunities in her sights, Rose sold her Agency and Rent Roll and as a result gained invaluable knowledge and expertise in that process. 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.
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Real Estate Dynamics Based in Queensland
Half Day - $2,000 + GST & travel expenses Full Day - $3,200 + GST & travel expenses Tailored topics - POA
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 grew this Rent Roll and his team dramatically 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. Many of Nathan’s Property Managers were with him for 6 to 10 years and he still talks with many former Clients who have become lifelong friends and is a trusted advisor for many Landlords. Nathan is now a Director and Owner at Real Estate Dynamics, helping Rent Roll businesses and their teams. Nathan remains a keen student and an avid learner. He is a passionate believer in quality Property Management Training and Coaching that provides real outcomes. Having completed a Diploma in Business Administration and a Bachelor or Business Management, Nathan continues his studies by devouring business and leadership books and attending as many Seminars and Training sessions as he delivers. Nathan not only knows Rent Rolls and Property Management, he knows how to teach it.
Areas of specialty - Bootcamp for property management - Rent roll leadership and management - The Leasing Machine - Business Development Mastery
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- Reduce your disputes - Tailored topics
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.
Areas of specialty - Leadership - Powerful conversations - Leading and team Development - Assertive techniques - Stress & time management - Self Leadership (Health, Stress, Work Life Balance, Peak Performance) - Building Powerful Teams - Powerful Conversations - Rituals for High Level Performance - How To Get What You Want
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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.
Areas of specialty - Succession - Strategic Development - Business Target Setting - Selling for Success - Personal Planning and Organisation
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Rik Rushton Based in Victoria
Daily Rate - $5,000 + GST + travel 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.
Areas of specialty - Scripts and dialogues - Management Leadership - Communication techniques - Goal setting - Prospecting - Listing - Negotiation & closing strategies - Financial planning & business planning - Coaching
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Shane Stone Based in Victoria
Half Day - $450 + GST & travel expenses Full Day - $800 + GST & travel expenses
Shane Stone is a practising property manager who is on the ground daily. His training is conducted in a professional and fun manner. For nearly 20 years, he has worked for several companies throughout Australia including the rural sector, and trained several companies also. Shane specialises in rural and regional property management, and has extensive knowledge and understanding of VCAT and residential tenancies matters. He also lectures at Swinburne and numerous other universities teaching all real estate qualifications.
Areas of specialty - Arrears Management - Advanced Growth Strategies - Communication - Dispute Management - Wellbeing, work/life balance - Positive outcome for Court outcomes - Maintaining Motivation - Goal Setting - One on One Coaching - Business health checks - Business Owners/Directors Education - Introduction to Property Management - Intermediate Property Management - Advanced Property Management
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Simon Madden Based in Victoria
Half Day - $1,500 TBC + expenses Full Day - $3,000 TBC + expenses
With experience in education, business and elite sport, Simon Madden has a unique outlook on what it takes to be successful. With 15 years teaching experience in the western and northern suburbs of Melbourne and 14 years in the information technology, media and marketing industries, Simon still managed to fit in 19 years of Australian Rules Football at the highest level after making his debut at just 16 years of age. Attaining the position of Vice Principal during his teaching carrier he was also able to play 378 games for the Essendon Football Club, be named captain of the club and Victorian, play in two premiership teams and be selected All Australian on nine occasions. He also had a great of deal of involvement in the Players Association including time as president laying the foundations for the association’s present success. After finishing his playing career he moved into the dynamic world of business and in sales and management roles successfully dealt with many large corporations and government bodies. During this time his football career was further acknowledged when he had the dual honor of being inducted into Essendon’s Hall of Fame as well as the AFL Hall of Fame. Now Simon has directed all his energy into assisting organizations improve their people. He incorporates all his years of experience and knowledge in providing you with the philosophies, insights and processes to assist you develop and harness the strengths of your team. Driven by his underlying belief that if you improve your people you improve your business, Simon and his team offer a range of services to help your people connect with their work, their colleagues and their clients in exciting and invigorating ways.
Areas of specialty - Management
- Team Building
- Modern Business Development
- Standing Out From the Crowd
- Modern Business Leadership
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Stacey Holt Based in Queensland SEQA
Brisbane - $1250 Inc. GST Gold Coast & Sunshine Coast - $1650 Inc. GST Admin day - $1250 Inc GST
Outside of BRIS Half Day - $3,300 Inc. GST + travel expenses
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.
Areas of specialty - Routine inspections and maintenance - Risk management - Best practice - Administration
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Tara Bradbury Based in Queensland
Half Day - $1,750 + GST & travel expenses Full Day - $2750 + GST & travel expenses
Tara commenced work as a Trainee Property Manager following High School and after gaining valuable knowledge and experience became the Business Development Manager at Wide Bay Prestige Properties. Tara is dynamic, highly motivated and has an explosive passion for Business Development. She has a very strong understanding and appreciates the importance of growth in the Property Management Department. Tara’s major accomplishments include successfully securing 268 listings in one financial year and signing 30 new rental listings in one month. Tara is now the Director of the BDM Academy and she shares her ideas and strategies with BDM’s and Principals throughout Australia and New Zealand. Tara says the role is often assumed simply to be signing new landlords. From her experience she can assure you it’s much more than that. A successful BDM needs to be sales minded, able to establish and maintain relationships with landlords and referral sources whilst understanding the vision of the Agency and provide direction for the entire Property Management Department. Tara’s vast wealth of knowledge in Property Management Growth is sure to interest Real Estate Principals who are looking to grow their most valuable asset and income stream, their Rental Roll.
Areas of specialty - Prospecting and promotion activities - Lead generation, conversion and retention
- Maintaining a happy and healthy rent roll
- Property management department growth Customer service
- Managing the vacant property process
- Overcoming objections
- Becoming the solution expert and negotiation training
- Time management tips and tricks - Managing stress in the workplace and attitude - Goal setting and creating an exciting career path
- Full time BDM Vs Acquisition (great for principals, BDM and office manager) - Scripts and dialogue training - Property management department structures
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