South Australia & Northern Territory 2014 Profe s s i o na l D e v e lo p m e n t S c h e d ule
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Professional Development
contents Introduction 3
Sessions and Quarterly Awards 8
South Australian Training Centres 22
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INTRODUCTION
First National’s Professional Development is member driven, consisting of State based sessions and Online Academy. Our objective is to provide regular; quality professional development opportunities for every person within our members’ real estate organisation, with the expected outcome of giving their business – their people – the essential skills and knowledge required to not only remain competitive but grow in a marketplace environment. In fact, many industry educators regard First National Professional Development programme as being unique, in terms of volume, frequency of training, variety, and cost to agency principals. The programme provides comprehensive and strategic ongoing professional development coaching for its real estate principals, salespeople, property managers, administrative, marketing and support staff. Most of the training is conducted within various zones ensuring the majority of the offices have access to many of the courses. All participants have the chance to exchange ideas, share knowledge and suggestions with other First National members as attending these professional development session offers great networking experiences as well. Identifying and selecting suitable, quality trainers is an ongoing process and to ensure we have the best trainers available, we very much rely on the attendance and feedback by First National members. Take full advantage of your Professional Development – enjoy, grow and profit from the learning opportunities.
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INTRODUCTION
State Based Training State based training is member and council driven. Each State Council or Training Committee works in association with National Office administration team to create the Professional Development schedule, based on member requirements and feedback.
Categories SALES The sales training offered by your State Council provides professionals a roadmap to success with hundreds of valuable tips, tools, ideas and processes presented by top real estate educators who have already proven that the strategies they share actually work. Today’s competitive marketplace demands more than average responses. It demands knowledge and skills to meet above average challenges. Success never comes to those who wait! Nothing mirrors your level of success greater than your level of commitment to personal growth through ongoing learning and professional development. Developing the skills to reach peak performance will only evolve through continual education and training. To get physically fit, we must train and to stay fit, we must keep training. To master our profession and maintain our skills, we must continue the same process – just as any elite sportsperson will tell you. If you are serious about mastering your profession and moving to the next level in your career, the Sales sessions will help you get there.
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INTRODUCTION
PROPERTY MANAGEMENT With legislation changing frequently, property management can sometimes feel like a legal minefield. So, it’s good to go back to basics. The focus on workshops will show First National Property Managers and administration staff how to navigate the correct procedures to ensure the office meets legislative compliancy and Professional Indemnity standards. Property Managers plus office staff who deal with tenants, landlords and tradespeople – whether new or experienced – should attend these courses. If the tenant is in arrears or the lessor is being demanding, training can provide you with the tools to respond swiftly and appropriately. Property Management training also covers techniques on growing your rent roll- focussing on business development.
PRINCIPAL WORKSHOPS Professional business coaching for Principals and Management. Ever wondered why some staff leave their principals while others stick to them like glue.... And why some offices thrive in any market conditions while others struggle to survive? One of the many benefits of being part of the First National Group, and in particular, a principal or manager is that you have access to coaching programmes that provide all the answers. The Principal workshops show business owners and managers the secrets to leading a team to price – inducing results and how to gain the business acumen to build a goal–kicking business. Providing the cornerstone to successful agencies, Principals’ Workshops cover topics ranging from developing business plans and marketing strategies, to recruiting the right number of staff to maximise market share.
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INTRODUCTION
ONLINE ACADEMY Access training anywhere, anytime for your staff, via Gateway! First National’s Online Academy offers skills and product training for all staff members. The benefits include: • Cost and time savings for staff travel • Accessibility for members, especially in regional areas • Available online- all the time, anywhere A new addition to the First National’s Online Academy for 2014 is “Live” Streaming of sessions. This year, First National will stream numerous sessions – Sales, Property Management and Principal training everywhere in Australia. Anyone will be able to log into the session from their computers and “attend” the session and have their questions answered. This is a network first.... keep a look out for registration details.
First National’s Competitive Edge programme Included in the online Academy is First National’s Competitive Edge programme. It’s all about how to recruit, retain and stimulate your team through managerial leadership in all divisions of Sales, Property Management and Business Management. Presented by Lee Woodward, it is a custom 12 file audio programme that provides brilliant, yet simple, business systems and strategies to coach all team members to greater levels. There is a core focus on leadership methods, with solid actions and company projects that keep all team members excited and committed to the business vision. Added to this, is the Real Estate Hot Topics programme – ‘How 2’, which is also referenced through Lee’s coaching and is an additional 12 audio session resource, complete with documented checklists.
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INTRODUCTION
David Knox Available to members via Gateway, David Knox online training offers high quality video covering: lead generation, social media, prospecting, listing, selling, negotiating, objections, business management and more. Additional videos available including Recruiting, Training and Coaching. New content is uploaded every month with topics that reflect market training demand.
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LIVE WEBCAST
Fiona Blayney 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 UK and the US. 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.
Property Management session with Fiona: Live webcast
Online Academy When: 4th February 9.30am - 3.00pm AEDT
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ADELAIDE
Derrick McManus On 3 May 1994 Senior Constable Derrick McManus was shot 14 times with a high-powered semi-automatic rifle in less than 5 seconds. He literally laughed at the time he was being shot and still laughs about it today. Derrick is not one to take serious matters lightly. He prepares well for the contingencies that life may bring. Working in the elite SA Police Special Task And Rescue (STAR) Group Derrick knew there were many dangers – High Risk Arrest, Hostage/Siege situations, Counter-Terrorism and cliff/cave/mine rescues to mention a few. However, Derrick was so well prepared for the perils that come with high-risk work that he dealt with the shooting decisively while literally laughing about ‘what the boys would say when he gets back to work’. He returned fire and found protection but with broken bones and severed arteries he was lying bleeding to death for three hours before he could be rescued. This incident turned into South Australia’s longest siege in history – 42 hours and 2000 rounds of ammunition exchanged between offender and the Police. Incredibly, Derrick survived and, in doing so, demonstrated that individuals can defy the odds; nothing is impossible.
Sales session with Derrick: Where: Hilton, Adelaide When: 7th February 7th February
8.30 am – 1.00 pm 1.00 pm – 2.30 pm
Sales Quarterly Awards lunch
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ADELAIDE
Stacey Holt Stacey Holt founded the Real Estate Excellence Academy in 2010 to expand on her already successful real estate career. Prior to the launch of her business, Stacey had 10 years in regional QLD agency practice, followed by a further six years in a corporate role as a Best Practice and Policy Manager in Brisbane. Stacey has managed large numbers of properties, administered trust accounts, managed staff, and managing new business acquisition. Her understanding of best practice, compliance, risk management and training is exceptional.
Property Management session with Stacey: Where: Hilton, Adelaide When: 7th February 7th February
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8.30 am – 1.00 pm 1.00 pm – 2.30 pm
Property Management Quarterly Awards lunch
LIVE WEBCAST
Daniel Spencer Daniel Spencer is a passionate keynote presenter, trainer, facilitator and coach, who has earned the reputation as an influential leader in the Real Estate industry over 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.
Sales session with Daniel: Live webcast
Online Academy When: 11th February
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9.30am – 3.00pm AEDT
LIVE WEBCAST
Chris Hanley 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.
Management session with Chris: Live webcast
Online Academy When: 20th March
9.30am – 3.00pm AEDT
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LIVE WEBCAST
Peter O’Brien With over 20 years 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. 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.
Property Management session with Peter: Live webcast
Online Academy When: 2nd April
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9.30am – 3.00pm AEDT
LIVE WEBCAST
John Lees John Lees is a sales and marketing specialist with a no nonsense, original, practical and entertaining style as a Conference Speaker and Sales Trainer. John has been a keynote speaker at more than 2,000 major conferences, he appears often on The Foxtel “Switzer” Business Channel, he has also appeared on the ABC Four Corners programme ‘The Business of Change’, and has written more than 1,000 articles on business development. John Lees performed a number of selling and sales management roles for 7 years with Reckitt & Colman (now Reckitt Benckiser), in both the UK and Australia, and was then invited to take control of national sales operations for Schwarzkopf. After these operations became the most successful for the company worldwide, in terms of market share and profitability, he was invited to perform an international consulting role for the organization introducing his advanced ideas on service to the American, Canadian, British, South African and Western European markets. John Lees spent 15 years with Schwarzkopf prior to forming his own consulting firm, specialising in sales and marketing. John Lees has also performed the role of ‘consultant chairman’ to an accounting firm, for 5 years. These days John Lees is well known as a professional conference speaker, sales and management Trainer, Business Coach and Consultant, he is also the author of 11 books on business development… and a humourist of note.
Sales session with John: Live webcast
Online Academy When: 8th April
9.30am – 3.00pm AEST
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ADELAIDE
Adam Medaglia 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 people 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.
Sales session with Adam: Where: Hahndorf Old Mill, Hahndorf When: 2nd May 2nd May
8.30am – 1.00pm 1.00pm – 2.30pm
Sales Quarterly Awards Lunch
Where: Sfera’s Park Suites & Convention Centre, Modbury When: 1st August 1st August
8.30am – 1.00pm 1.00pm – 2.30pm
Sales Quarterly Awards Lunch
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ADELAIDE
Amanda Kohler Amanda Kohler is First National Real Estate’s National Property & Commercial Manager. Her exceptional combination of property management and marketing skill 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.
Principals Think Tank with Amanda: Where: The Highway, Plympton When:
3rd July 10.00 am – 1.00 pm
Property Management Forum with Amanda: Where: The Highway, Plympton When:
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4th July 9.00 am – 1.00 pm
LIVE WEBCAST
Dr Fred Grosse Dr Grosse is a business psychotherapist, corporate consultant, systems designer, personal coach, mentor and trainer. He shares his considerable insight and practical experience with luminaries of the real estate, legal, accounting, automotive and other key industries, as well as private individuals who pursue excellence as a matter of course. He has the critical edge which gives his clients the ability to work smarter, to maximize income while minimizing the time it takes to do this, and to take steps towards identifying and fulfilling their unique life purpose.
Business coaching session with Dr Fred: Live webcast
Online Academy When: 5th August
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9.30am – 3.30pm AEST
LIVE WEBCAST
Nathan Brett Nathan Brett’s high profile career in Real Estate spans almost two decades and has earned him an envied reputation as a leader in Agency business and Rent Roll management, high end Client and Customer service, ethics, professionalism, and most importantly, results. Well respected for his high standards, innovative ideas and hands-on operational experience as a previous business owner of an Award winning, thriving and highly profitable Rent Roll business, Nathan has so much to offer others in the industry. Combined with his Bachelor of Business, Management and Human Resources Management, your Agency can only benefit and progress. Now, as a business partner and Director of Real Estate Dynamics, Nathan’s expertise in an increasingly complex industry is invaluable.
Property Management session with Nathan: Live webcast
Online Academy When: 12th August
9.30am – 3.00pm AEST
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ADELAIDE
Quarterly Awards Breakfast - 3rd Quarter 2014 Where: The Sebel Playford, Adelaide When:
17th October
8.00 am – 10.00 pm
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LIVE WEBCAST
Dane Atherton Dane Atherton is passionate about dramatically impacting on the productivity of real estate sales professionals. Dane coaches hundreds of real estate sales people across Australia including many of the businesses elite performers and leading real estate groups. He offers coaching programs to a wide spectrum of real estate professionals and can personally design a strategy to suit both you and your team. Dane has been personally involved in over 6000 property transactions since joining the industry in 1998. This invaluable experience gives him a rare ‘in-the-trenches’ perspective which means Dane is able to offer unique insights which can only be gained through such an intense understanding of the sales process.
Sales session with Dane: Live webcast
Online Academy When: 5th November
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9.30am – 3.00pm AEDT
LIVE WEBCAST
Deniz Yusuf Deniz has listed over 900 managements in a short 5 year career in real estate with Integrity Real Estate Nowra, in regional NSW. In 2012, he listed an amazing 317 properties, with an average of 90% listed at FULL FEE, astonishing figures to be proud of. From humble beginnings, owning a family fruit market, Deniz grew his business to the largest fruit market in the Shoalhaven area. Deniz is now a full time coach and mentor to property management Business Development Managers across Australia and New Zealand. Deniz is the leading Property Managers of Australia’s Business Development Manager of the Year for 2 years in a row.
Property management session with Deniz: Live webcast
Online Academy When: 18th November
9.30am – 3.00pm AEDT
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Training Centres
S A T raining C entre S for 2 0 1 4
Hilton Hotel 233 Victoria Square Adelaide
Hahndorf Old Mill Main Street Hahndorf
Sfera’s Park Suites & Convention Centre 191 Reservoir Road Modbury
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S A T raining C entre S for 2 0 1 4
The Sebel Playford Adelaide 120 North Terrace Adelaide
The Highway Hotel 290 Anzac Highway Plympton
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13 16 66 firstnational.com.au