YOUR CHOICE OF 2 PROGRAMS + 28 MORE INDUSTRY LEADERS
MELBOURNE Friday 2 May 2014 Shed 14, Docklands
How to Grow Your Real Estate Business PAGE 4
Speaker Program Melbourne PAGE 6
Speaker Program Sydney PAGE 8
MAJOR PARTNERS:
Brought to you By:
SYDNEY
Tuesday 6 May 2014 The Star, Pyrmont Strengthening Your Mindset by Chris Heller PAGE 10
Inside the Minds of Real Estate’s Top Performers PAGE 12
MEDIA PARTNERS:
FEEDBACK FROM IDEAS EXCHANGE 2013 I came back “It was a great day! great ideas to refreshed and full of siness....I liked the bu y m to in t en em pl im , hearing from all diversity of speakers .” sides of our business urts Coastal Consultant Harco Katrina Keegan, Sales
that you could t n te n o c l a re d a h t “I practice te ta s e l a re y a d to y a use in d local…. It was re o m lt fe it t c fa e th and t event.” a refreshingly hones Estate Plus
“I have been to many training sess ions over my career, with many differe nt speakers, but this one had it all… To be able to listen to the quality of spea kers at the same time was simply awes ome.” Justin Wiggins, Sales Agent, Aqu a Property Tasmania
“The mix of speakers... kept the excitement level on an even keel all day. It was impossible to tune out!” Mark Cresp, Principal, Ray White Renmark
ipal, Real Milton Rendell, Princ
“A top class gathering to hear from the best in the industry all under one roof and completed in one day Magnificent value for money.” Pakenham Colin Judd, General Manager, LJ Hooker Berwick /
“Inspirational and diverse speakers that gave me the enthusiasm to recharge the batteries so I will consistently do things better.” Helen Newall, Licensed Real Estate Agent. RE/MAX Real Estate Solutions
MAJOR PARTNERS:
2
MEDIA PARTNERS:
IDEAS EXCHANGE 2014 • MELBOURNE 2 MAY • SYDNEY 6 MAY
WELCOME TO IDEAS EXCHANGE 2014 When we set out to create a new and exciting real estate event in 2013, we made our attendees a promise. “No life stories, just systems and processes that are working in real estate right now!” Based on the feedback we received from the attendees at all the events we held last year, I believe we kept that promise. That, and a whole lot more; practical, relevant ideas that delegates could implement into their business straight away. And in 2014, it’s time to raise the bar again! In the eight months since the 2013 events, our team has travelled around the country meeting with business owners, sales agents, and department managers to find out what topics they would like to hear
about and the people they want to hear from. We gathered all their ideas and shortlisted those onto a “most wanted” list. From there, we started drafting a program, testing and re-testing it several times over to ensure we are delivering precisely what the industry wants, in a format that is most convenient for everyone. And then we start looking for the exceptional operators to deliver it. We are delighted to have Chris Heller, President of Keller Williams Worldwide speak in two separate sessions for us, ‘Global Trends in Real Estate,’ (an optional morning leadership session) and also ‘What the Top 1% percent Agents in the US Do Differently’. We have included breakout sessions for principals and
sales agents where we will get right down into the detail of how the best are dealing with the real challenges, such as the stock shortage, innovation, and generally staying ahead of their competition. We are honoured to have such an amazing lineup of speakers, we truly believe that Ideas Exchange 2014 will raise the bar in real estate events once again!
LEANNE HOWARD, MD The Real Estate Project
A MESSAGE FROM KEYNOTE PRESENTER, CHRIS HELLER To say I am looking forward to coming to Australia to speak at Ideas Exchange in Sydney and Melbourne would be a bit of an understatement - there isn’t a single person in KW who doesn’t want to be in my shoes right now! We are the #1 real estate company in the US but we also see ourselves as a training and education business. Personally I am a big believer in education and ongoing learning - it is one of the non-negotiable elements to a ‘winning mindset’ in real estate. Whether you are a business owner or a sales professional you should constantly be asking the question, “Have we developed our skills to a level that would give us an unfair advantage in doing our job every day?” If the answer is “no,” then what’s the next step? The next step, is to develop those skills and to practice and role play and record yourself and to do that over and over again. If you do that, you can’t help but get better. Taking that step, and coming to Ideas Exchange 2014 is a great start. I’m so impressed by the program which is packed full of information and practical strategies to boost your pipeline, productivity, and performance from the very moment you go back to your office, and I am truly honoured to be part of this event. See you there!
CHRIS HELLER President, Keller Williams Worldwide VISIT WWW.THEREALESTATEPROJECT.COM.AU FOR MORE EVENT INFO
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l and presented u rf e w o p y, h c n u p s a “It w erstanding. d n u d n a l o tr n o c h it w reat! “ The speakers were g arys
Proudly produced by The Real Estate Project, Ideas Exchange is the premier real estate industry event for industry professionals who want exceptional content with a large helping of ‘use now’ tips, insights and takeaways!
ons St M Agent, Laing + Simm s le Sa , es ar M es m Tristan Ja
At the inaugural events in 2013 in Sydney, Melbourne and Brisbane, we hosted more than 1300 industry professionals and business leaders. This year promises to be even bigger and brighter! OUR DIFFERENCE: We provide you with an outstanding setting and atmosphere to learn, network and become a better agent or business owner — promoting excellence in events and the industry. AT IDEAS EXCHANGE 2014 YOU WILL EXPERIENCE: • Keynote presentations and panel sessions featuring leaders and innovators in the industry, both local and international • Top producing Australian real estate agents and business leaders
• Real people that are driving positive change in the industry • A leading set of exhibitors/sponsors representing some businesses you already know, as well as some new and exciting products for the industry • Networking with industry leaders including the executives of top real estate franchises
WHAT YOU WILL TAKE AWAY FROM IDEAS EXCHANGE HOW TO GET MORE PEOPLE TO SAY ‘YES’ The latest scripts and dialogs and how to overcome even the trickiest of objections
IDEAS
INNOVATION
USING SELF DISCIPLINE TO WIN MORE BUSINESS Our experts reveal the systems and accountabilities that really make a difference to GCI and productivity
INCREASED SELF AWARENESS We uncover the number one thing that could be stopping you personally from being a $2m earner
SHARING
CREATIVE WAYS TO GENERATE MORE LEADS Be prepared to come away with at least five new ideas to generate more listings and explode your business immediately
MULTIPLE WAYS TO REINFORCE YOUR RELATIONSHIPS We will show you how to remain top of mind with your ‘farm area’ and become someone’s agent before they even know they need one!
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GROWTH
IDEAS EXCHANGE 2014 • MELBOURNE 2 MAY • SYDNEY 6 MAY
M ANAGEMENT + SALES STREAMS UNIQUE TO IDEAS EXCHANGE EVENTS
At Ideas Exchange 2014, we have created two learning streams. You choose the content that is most relevant to you.
SALES // LEAD THE PACK In the sales stream we focus on the three things that really matter: • PRODUCTIVITY - how to use your time effectively to maximise your earning potential • RELATIONSHIPS - ways you can nurture and build rock solid partnerships with your prospects and clients • PERSONAL BRANDING - how to take “Brand You” to being the best and most recognised in your area
LEADERSHIP // BUILD YOUR BUSINESS As well as the morning leadership session with Chris Heller, we have designed sessions for business owners that will kick start your business goals and revitalise your strategy! The first hour of the management stream will feature James Connell of Marshall White in Sydney and Gary Peer of Gary Peer & Associates in Melbourne outlining step by step how they ensure their businesses are completely bulletproof to the competition and the economy. PEOPLE, PROFIT, POTENTIAL. WHAT’S ON YOUR MIND? The second hour will feature a fast paced panel session of top principals discussing issues such as recruitment, retention, business structure, commissions, driving the sales team, technology and more. Have your questions ready!
Dean Mackie from McGrath Estate Agents joins the Management Stream line-up presenting on People, Profit, Potential in Sydney. See programs on page 6 and 8 for full details.
NO TIME FOR FEAR! Real Estate can be tough, and at times you might feel you are swimming with sharks. But could you survive a brutal shark attack, and come back better and stronger than ever? We invite you this year to be inspired by Paul de Gelder, who was brutally attacked by a shark in February 2009. As a result, he lost two limbs, and his career as a ‘daredevil’ navy clearance diver was flung into jeopardy. Drawing
VISIT WWW.THEREALESTATEPROJECT.COM.AU FOR MORE EVENT INFO
on everything his eventful life had taught him and an incredible positive mindset, Paul left nothing to chance in his recovery. He fought through excruciating pain, smashing challenge after challenge, and amazing the medical staff with his will to succeed. His inspiring story takes ‘never say die’ to a whole new level, and we think his story is the most inspirational you will hear in 2014.
Paul is presenting at both Ideas Exchange Melbourne and Sydney in 2014. His not-to-be-missed session “Improvise… Adapt… Overcome” kicks off the day.
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MELBOURNE Friday 2 May 2014 Shed 14, Docklands
7.30am
Global Trends in Real Estate Optional Leadership Session* Chris Heller, President of Keller Williams Worldwide
8.25am
Welcome and Kick Off Rik Rushton, First National, Victoria
8.30am
Improvise… Adapt… Overcome Paul de Gelder
9.15am
Systems and Accountability – The Key to Growth Toby Parker, hockingstuart
9.45am
Live Scripts Session – Overcoming the Trickiest Objections Peter Florentzos, LJ Hooker
10.15am
MORNING TEA
STREAM 2 —MANAGEMENT
STREAM 1 —SALES
Creating a Bullet-proof Business Gary Peer, Gary Peer and Associates
10.45am
Becoming a More Effective Agent James Keenan, Nelson Alexander
10.45am
11.15am
even Non-negotiable Habits S of Industry’s Best Matt Sims, Ray White
11.45am Principal Panel – People, Profit, Potential Karen Vogl, hockingstuart; James Connell, Marshall White; James Hatzimoisis, Barry Plant; Andrew McCann, Jellis Craig; Jason Salan, Fletchers
11.45am How to Be Someone’s Agent Before They Need One Adrian Butera, Compton Green 12.30pm
LUNCH
1.15pm
What the Top 1 per cent of Agents in the US Do Differently Chris Heller, Keller Williams
2.00pm
Five Sure-fire Strategies to Double Your Productivity Campbell Cooney, Hodges
2.45pm
Mistakes I’ve Made & What I Have Learned From Them Tim Foote, Belle Property
3.15pm
What’s Preventing You From Being a $2 million Earner? Peter Gilchrist
4.00pm Interactive Think Tank – Creative Lead Generation Jarrod Carman, E-View; Geordie Dixon, Jellis Craig; Katie Smith, Williams; Adam Flynn, Biggin & Scott 4.30pm
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NETWORKING DRINKS
ADRIAN BUTERA
JAMES KEENAN
JAMES HATZIMIOSIS
ANDREW McCANN
JASON SALAN
JARROD CARMAN
GEORDIE DIXON
KATIE SMITH
ADAM FLYNN
JAMES CONNELL
CHRIS HELLER
RIK RUSHTON
IDEAS EXCHANGE 2014 • MELBOURNE 2 MAY • SYDNEY 6 MAY
GARY PEER Director, Gary Peer and Associates
TIM FOOTE Principal, Belle Property Australasia
CAMPBELL COONEY Director, Hodges
KAREN VOGL Principal, hockingstuart Ringwood
MATT SIMS Principal, Ray White Ferngully
TOBY PARKER Director, hockingstuart, Balwyn
PETER GILCHRIST Coach & Trainer, Real Training International
PETER FLORENTZOS Partner, LJ Hooker Sunnybank Hills
VISIT WWW.THEREALESTATEPROJECT.COM.AU FOR MORE EVENT INFO
One of the most respected icons in the Melbourne Real Estate world; Gary Peer enjoys 40% market share year on year. Part of the business success is due to Gary’s total and utter belief that in order to be the best, you need to have the best people working with you. He has never wavered from this stance and it’s no accident that Gary Peer employs many of the best people in the industry.
Tim Foote has been the No 1 selling principal at Belle Property Australasia 8 times in the past 10 years. In 2013, he set a new company record by earning $450,000 GCI in one month. Last year he had sold one in every four properties in his specialist area of Balmoral, including the top two sales worth a combined $20M.
With over 24 years experience as a licensed real estate agent, Campbell is a proud owner and director of the Hodges group. He has proven himself to be an extremely skilled negotiator and a dynamic auctioneer possessing a fierce reputation for demanding the same standards of success from those he works alongside as he demands from himself.
Karen’s single-minded determination and experience have won her an extraordinary number of client recommendations and accolades. She has established an imposing reputation in Ringwood, and has been the driving force behind many sales success stories in the area. She has been twice named Top Female Agent in Australia for 2012 and 2013 by Real Estate Business Magazine, and was one of the five finalists in the inaugural Australian Real Estate Awards in the category of Residential Real Estate Agent of the Year. For the last eight years Matt has taken the Ferntree Gully office from 93rd in Victoria in 2005 to No 1 in 2012 for Ray White. This year the office will gross in excess of $6M in commissions, with a young dynamic team of 45 people in the largest real estate premises in Victoria.
At age 25, Toby took a risk that has made him one of real estate’s youngest success stories. He was offered the chance to buy the hockingstuart Balwyn office, but it came with a disclaimer – that it would never turn over more than $1 million a year. Always up for a challenge, Toby took it on. His philosophy was one step at a time; “one board up, one happy customer and one sale at a time”. It took just five years for Toby to achieve this goal, with the office generating more than $3 million in annual sales and operating a rent roll of over 850 properties. Peter Gilchrist is one of Australasia’s top business coaches. He is renowned for assisting top principals and sales performers to excel and achieve even higher growth through his coaching. Peter’s rare brand of motivation and knowledge sharing means that his clients, and his audiences, are moved to make change in how they operate both in their businesses and in life.
A partner in the multi-award-winning office of L J Hooker Sunnybank Hills, Peter was awarded with Platinum Life Membership of the multimillion dollar chapter of the Captains Club in 2011. He is LJ Hooker’s No 1 agent for Queensland and is currently ranked fourth for top salesperson in the LJ Hooker network internationally. Peter received the top marketing award in 2012. Last year alone he earned more than $391 thousand in VPA.
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LEARN & EARN
SYDNEY
Tuesday 6 May 2014 The Star, Pyrmont
12 CPD POINTS (N SW) 4 CPD POINTS (ACT )
7.30am
Global Trends in Real Estate Optional Leadership Session* Chris Heller, President of Keller Williams Worldwide
8.25am
Welcome and Kick Off Rik Rushton, First National, Victoria
8.30am
Improvise… Adapt… Overcome Paul de Gelder
9.15am
Live Scripts Session – Overcoming the Trickiest Objections Peter Florentzos, LJ Hooker
9.45am
The Daily Disciplines of a Winning Agent in Any Market Marcus Chiminello, Marshall White
10.15am
MORNING TEA
on completion of post-event assessm ent
STREAM 2 —MANAGEMENT
STREAM 1 — SALES
Creating a Bullet-proof Business James Connell, Marshall White
10.45am
Creating an Awesome Personal Brand Tim Heavyside, Fletchers
10.45am
11.15am
he Personal Touch – Building Rock Solid T Partnerships with Buyers and Sellers Pete Gordon, Cobden & Hayson; Matt Bolin, Chadwick Real Estate; James Crow, Morton & Morton
11.45am Principal Panel – People, Profit, Potential Richard Harding, LJ Hooker; Dean Mackie, McGrath Estate Agents; Steven Devine, Devine Real Estate; Matthew Bourn, mcconnell bourn
11.45am Planning – The Five Keys to Double Your Productivity and Income Tony Larkin, Barry Plant 12.30pm
LUNCH
1.15pm
What the Top 1 per cent of Agents in the US Do Differently Chris Heller, Keller Williams
2.00pm
How to Become an Indispensable Asset to Your Clients Brad Caldwell-Eyles, 1st City-Hasemer+Caldwell.Eyles
2.45pm
Mistakes I’ve Made & What I Have Learned From Them Tim Foote, Belle Property
3.15pm
What’s Preventing You From Being a $2 million Earner? Peter Gilchrist
4.00pm Interactive Think Tank – Creative Lead Generation Stephanie Hearne, Century 21; Gavin Croft, Bresic Whitney; Adam Denina, Starr Partners; Dion Markovics, Raine & Horne Double Bay; Georgi Bates, Cunningham Property 4.45pm
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NETWORKING DRINKS
PETER FLORENTZOS
MARCUS CHIMINELLO
MATT BOLIN
JAMES CROW
TONY LARKIN
RICHARD HARDING
DEAN MACKIE
STEVEN DEVINE
MATTHEW BOURN
TIM FOOTE
GAVIN CROFT
ADAM DENINA
IDEAS EXCHANGE 2014 • MELBOURNE 2 MAY • SYDNEY 6 MAY
JAMES CONNELL Principal, Marshall White & Co
DION MARKOVICS Sales Agent, Raine & Horne Double Bay
PETE GORDON Sales Agent, Cobden & Hayson
BRAD CALDWELLEYLES Principal, 1st City-Hasemer+Caldwell. Eyles
STEPHANIE HEARNE Sales Agent, CENTURY 21 Cordeau Marshall (Lindfield)
TIM HEAVYSIDE Director/Part Owner, Fletchers Real Estate
PETER GILCHRIST Coach & Trainer, Real Training International
GEORGI BATES Sales Agent Cunnninghams Property
VISIT WWW.THEREALESTATEPROJECT.COM.AU FOR MORE EVENT INFO
As both an agency principal and industry mentor, James Connell is considered one of the most influential figures in Melbourne real estate. James has helped transform Marshall White & Co into a leading agency in the Stonnington and Boroondara areas, and the fastest growing presence in Port Phillip and Bayside with the recent opening of the Albert Park and Brighton offices. Under his effective control the Marshall White Group now employs over 180 people and sells in excess of $1.8 billion worth of real estate every year. After just three years in real estate Dion is writing sales numbers that other agents can take a lifetime to accomplish. He has sold more than $28 million worth of property since his first sale at age 17. Working exclusively in the eastern suburbs market in Sydney Dion’s average sale price is $3,500,000 with his highest sale to date at $6,750,000. Last year was his first year working as a stand-alone agent and he wrote more than $400,000 GCI and broke three Sydney street records. One to watch in Australian real estate - Dion is only 20 years old. Peter joined Cobden & Hayson, then trading as Raine & Horne Balmain, in 2005. As a leading sales agent, he has since played an integral role in the company’s development into one of Sydney’s most dynamic independent agencies, with a 40 per cent market share in their core area. In recent years Peter has personally sold in excess of 60 properties per year and is recognised as the highest performing sales agent in the Balmain area.
Brad’s move into real estate at the turn of the millennium saw him quickly climb the ranks within the Raine & Horne franchise group (operating from Double Bay) including being awarded the group’s ‘No 1 Dollar Producing Agent’ accolade and five other top awards, both for New South Wales/Australian Capital Territory and nationally. In 2008, Brad established a partnership to create the Double Bay based boutique agency 1st City Hasemer + Caldwell.Eyles, which quickly climbed to the top 10 out of the approximately 120 agencies operating throughout Sydney’s eastern suburbs. Stephanie Hearne has been ranked in Real Estate Business Magazine’s ‘Top 100 Agents’ List for the past two years. With over 11 years of amazing success in selling real estate on Sydney’s North Shore, Stephanie has earned an impressive reputation as an outstanding professional. Her consistently strong performance has rewarded her with a ranking as Century 21’s No 1 sales agent for the last four years.
Tim Heavyside is instantly recognisable as one of Australia’s elite real estate professionals. Tim is an Auctioneer, Licensed Estate Agent and a Director/ part owner of Fletchers Real Estate – an iconic firm, rich in history of servicing Melbourne’s eastern suburbs since 1919. He also has won many industry accolades including twice winner of the REIA Residential Salesperson of the year (2011/2013), and four times winner of the REIV Residential Salesperson of the year (2006/2010/2011/2012). Peter Gilchrist is one of Australasia’s top business coaches. He is renowned for assisting top principals and sales performers to excel and achieve even higher growth through his coaching. Peter’s rare brand of motivation and knowledge sharing means that his clients, and his audiences, are moved to make change in how they operate both in their businesses and in life.
Georgi Bates is known for her hard-working, fast-paced approach to business. Coupled with her absolute determination to make the sales process an exciting and rewarding experience for her clients, Georgi is extremely successful and highly regarded throughout the Northern Beaches region. Georgi has achieved many sales records and has won numerous awards during her successful career. Some of these include RER, No 1 Selling Agent in New South Wales, Achiever of the Year and Marketing Campaign of the Year.
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STRENGTHEN YOUR
MINDSET BY CHRIS HELLER
W
hen I got into real estate, I knew that I wasn’t the smartest. I didn’t have the most knowledge. In fact, I didn’t know anything about it, but I knew that if I had the strongest mindset possible and the most discipline and was responsible for what I did each day, hour, and moment, then I could compete. How do we get a strong mindset? Our mindset is like any other habit. It’s developed. It’s something that we think about. We have mindsets, thoughts, and actions that are going on all the time. So, what are we thinking about? What are we focusing on? Are we focusing on the good, the positive, and the things that we’re accomplishing, or are we focusing on the negative?
Another way to create a strong mindset is to spend less time comparing yourself to others and more time focusing on obtaining your goals. I’ve never looked at others or compared myself to others, not because I’m not interested, but because I know that if I’m watching them, then I can’t, at the same time, be doing what I should be doing. Do what you know you need to do every day. Everything else will take care of itself.
“I’ve always had the mindset that the weaker the competition is, the stronger I get”
Our mindset aligns to our attitude. So, what’s the attitude that most people have right now? I’ve always had the mindset that the weaker the competition is, the stronger I get. So, in a down market, my business always went up. There are no good or bad markets. There are just markets and what makes them good or bad is how we approach them. We must be unwavering in our desire, regardless of the daily ups and downs of the business and regardless of what’s going on around us. This goes with the next thought that we must work daily on removing the drama around us. I don’t want drama 10
around me. I won’t have it around me and I don’t allow it around me. What are we doing to remove drama from our lives and not get involved with it?
Another thought on mindset is that we have to eliminate the option called “failure.” Do I fail? Absolutely – all the time and probably more than you could ever imagine. However, I’ve eliminated the thought of failure. I’ve eliminated that as an option in how I operate. So, I move forward, not thinking about, worrying about, or fearful about failing. I move forward – period. To control our mindset, we need to put positive things in all the time. Are we listening to the right audio books and reading the right books and listening to the right tapes and watching the right videos? There’s no reason why we can’t spend a certain amount of time every day watching videos that would put us in the right mindset. IDEAS EXCHANGE 2014 • MELBOURNE 2 MAY • SYDNEY 6 MAY
A
ATTITUDE
If you want to lead a better business in 2014 then you must attend this session!
productivity, profitability and profit sharing; statistics which are at all time highs for the company and are unrivaled in the industry.
With a net ‘gain’ of 15,000 associates in the past year, Keller Williams (KW) Realty is now the largest real estate franchise in the USA and is now home to more than 95,000 agents around the world.
As president of KW Worldwide, Chris Heller has played a major role in building the business and elevating the team. With constant change in the industry, Chris’s Leadership session on Global Trends in Real Estate will be a revelation for many. This is definitely one that will ensure our Principals are ready to thrive KW style in the coming years!
This growth is no surprise given that those who work for KW believe they have the best business model in the industry which has lead to increased
Whether we’re an agent building a team or a team leader building a business, are we always going after the best possible talent? It’s much easier to have a great mindset when you have talented people working all around you. Discipline is critical to having the right mindset. If I don’t have the discipline to do my job every day, it’s hard for me to have the right mindset about doing my job. Are you willing to create discipline in different areas of your life? If you can create it in one area of your life, you can create it in another area. If you want to
“There are no good or bad markets. There are just markets and what makes them good or bad is how we approach them”
have the type of life that you want and the type of business that you want, it is up to you. You can accomplish whatever goals you have set for yourself. There’s no way that you won’t be able to and there’s no one who will be able to stop you.
Book your Ideas Exchange ticket prior to 3 March for $395pp and Chris’ early morning leadership sessions is included in the ticket price.
Use the form on page 15 or visit www.therealestateproject.com.au
At the age of 21, Chris Heller earned his license and launched a stellar career in the real estate industry. He was named ‘Rookie of the Year’ following his first full year in the business, and his career trajectory has continued on a steady upward climb. For 21 consecutive years Chris has sold more than 100 homes per year, and more than 3,500 in his career. In the past five years, during one of the most challenging real estate markets in history, his sales volume has totaled more than $450 million. Chris’s success in an increasingly complex and competitive marketplace is a function of his tenacity, drive, leadership skills, and the ability to assemble and empower high-functioning teams. Now, having been named President of KW Worldwide, Chris’s leadership and relationship building skills are laying the groundwork for the expansion of the Keller Williams opportunity beyond the North American continent. At Ideas Exchange 2014, Chris will be speak in the morning Leadership session “Global Trends in Real Estate” and the afternoon keynote presentation “What the Top 1% of Agents in the US Do Differently”. VISIT WWW.THEREALESTATEPROJECT.COM.AU FOR MORE EVENT INFO
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INSIDE THE MINDS OF OUR
TOP PERFORMERS Our speakers answer: What is the one piece of advice you would give your younger self starting out in real estate? “Create an awesome system of record keeping
and communication with everyone you want to stay in touch with throughout your career.
”
Gary Peer
“
more earlier, duplicate other successful agents and get an assistant as soon as possible.
”
Jason Salan
Work your database more! It took me too long to appreciate that by nurturing, being in constant contact and ultimately providing a service to clients ensures being on the front foot if there is competition!
“Self belief is the key. You can achieve whatever you want if you put your mind to it.”
Geordie Dixon
“Work harder on being a better you, than being
”
“Go for it! You can do it!” Tim Foote
and nurture it from day one. Implement communication plans that allow you to stay in touch and front of mind with past clients (buyers and sellers). Keep it simple. Be accessible Pete Gordon
Stephanie Hearne
a better salesperson! This industry needs better people. The sales skills will come.
”
Tony Larkin
“Build your own rock solid database ”
“
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“Have a written plan, know your numbers, learn
“Use a great CRM (Customer Relationship
Management) tool, keep your data clean, and be consistent and persistent.
”
Adam Denina
“I have discovered keeping fit and healthy
helps me stay focussed and energetic throughout the day.
”
Dion Markovics
From the first day in the industry think of yourself as a brand that you will develop and leverage from the rest of your career. All your actions and behaviours should be governed by your inner brand manager.
Real Estate is not about who you know, it’s about who knows you.
James Keenan
Peter Florentzos
”
“Build phenomenal relationships with people. ”
IDEAS EXCHANGE 2014 • MELBOURNE 2 MAY • SYDNEY 6 MAY
IDEAS EXCHANGE SPEAKER “NUMBER CRUNCH”
62 408 2.4 16 Average number of hours worked per week
Approximate total years of experience in Real Estate
Average number of Assistants
Number of major franchises represented
92 Percent of speakers who are practicing agents right now
“Relax and enjoy the ride. Try not to be so
impatient and stay focused on the long term – don’t deviate!
”
Andrew McCann
“Ask more questions and learn from the best listing presentations.” Matt Bolin
DO YOU NEED ANSWERS?
GIVE US YOUR QUESTIONS!
“Be more accountable, don’t let yourself
off the hook and set the bar high; you are capable of more than you realise! Matt Sims
”
“Treat it like an apprenticeship and work hard.
Be honest with people from the start and build your profile on honesty and trust. Don’t just focus on the transaction.
Jarrod Carmen
”
“Be consistent, day in day out, week in week out, year after year. It’s that simple.” Karen Vogl
“Be buyer focused. Do not focus on money. Value customer service and transparency. ”
While the market has been very strong in recent months, in many areas stock is still low. It’s no surprise that the topic we get asked for most is about listing or lead generation. We have put together two creative “Think Tank” sessions, each with five panelists who have been incredibly successful at prospecting. You will have the opportunity to ask them your toughest prospecting questions on the day and ask them direct questions about how they do it. All participants should walk away with at least five new strategies to generate more listings from this session.
These THINK TANK sessions finish off the day at both Ideas Exchange Melbourne and Sydney. Continue the conversation in the relaxed environment of the networking drinks at Docklands or The Star in Sydney.
James Crow
VISIT WWW.THEREALESTATEPROJECT.COM.AU FOR MORE EVENT INFO
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TICKET & VENUE INFORMATION ALL EVENT TICKETS INCLUDE
SUPER EARLY BIRD $395pp
GROUP TICKETS $375pp
• One day conference access • Gourmet lunch + morning tea • Networking drinks after the conference • Leading edge trade exhibition • Give aways from our event partners • Conference bag and workbook * Post-event speaker presentations + training resources
• Available until 3 March 2014 • BONUS: includes early morning leadership session with Chris Heller, President of Keller Williams
• Available for bookings of 5 + registrations • Includes early morning leadership session with Chris Heller, President of Keller Williams
EARLY BIRD $450pp
OPTIONAL EARLY MORNING LEADERSHIP SESSION $45pp
• Available until 6 April 2014
STANDARD $495pp • Available after 6 April 2014
• 7.30am – 8.15am • “Global Trends in Real Estate” with Chris Heller, President of Keller Williams
BOOK FOR INDIVIDUALS AND GROUPS EASILY ONLINE AT WWW.THEREALESTATEPROJECT.COM.AU/IDEAS-EXCHANGE/
MELBOURNE
SYDNEY
Ideas Exchange Melbourne will be held at Docklands once again. Enjoy the relaxed atmosphere of this great urban setting - just a short trip from the inner CBD area and surrounded by stunning water views.
Enjoy an amazing conference day at The Star Event Centre which is built on the rooftop of The Star with views over Sydney Harbour and the city skyline.
DATE & TIME
Tuesday 6 May 2014 7.30am–8.15am Early Morning Leadership Session 8.25am–4.30pm Conference 4.30pm–5.15pm Networking drinks
Friday 2 May 2014 7.30am–8.15am 8.25am–4.30pm 4.30pm–5.15pm
Early Morning Leadership Session Conference Networking drinks
LOCATION The Peninsula Shed 14, Central Pier, 161 Harbour Esplanade Docklands, Melbourne
PARKING Parking is available for $12 all day at the Pier. Additional parking available for $20 flat rate at Ethiad Stadium.
DATE & TIME
LOCATION The Star Event Centre Level 3, The Star, 80 Pyrmont Street, Pyrmont NSW
PARKING Parking vouchers will be available on the day from the event team. The voucher will need to be validated to receive the available $20 day rate.
ACCOMMODATION A special rate discount of 15% is available for rooms at The Star hotel venues for Monday 5 & Tuesday 6 May. Details of offer will be available with your booking confirmation.
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IDEAS EXCHANGE 2014 • MELBOURNE 2 MAY • SYDNEY 6 MAY
MELBOURNE DOCKLANDS // FRIDAY MAY 2, 2014 SYDNEY THE STAR // TUESDAY MAY 6, 2014
SUPER EARLY BIRD TICKETS $395pp
YOUR BOOKING SUMMARY
includes Leadership Session with Chris Heller
Number of tickets
Save $145pp or $165pp for Group Booking* (Offer only until 3rd March 2014) * Compared to Individual Ticket Price + Leadership Session = $540pp Group rate is available for 5 + registrations in same booking
Price per person
$395 $375 (Group of 5+ ONLY) TOTAL $AUD
$
How to register: Book for individuals and groups easily online at www.therealestateproject.com.au/ideas-exchange/ and instantly receive your registration confirmation & access to tax invoice. Payment is by credit/debit card only (Visa, Mastercard or AMEX). Alternatively use this form and return scanned copy via email to pvalentine@therealestateproject.com.au Please ensure you bring your barcode either as a print out or on your smart phone for express registration.
For enquiries contact us: Freecall from Australia: 1800 621 321
Freecall from New Zealand: 0800 170 456
Email: pvalentine@therealestateproject.com.au
REGISTRATION DETAILS: Please choose your Ideas Exchange 2014 event location
Sydney
Melbourne
I will be attending the Morning Leadership Session (7.30am)
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Payment Details Please complete the booking summary box above and upon payment please treat this booking form as a tax invoice. All ticket prices are inclusive of GST. Visa
Mastercard
Amex
Card Number ..........................................................................................................................Expires ............................................................................. CCV........................................ Cardholder Name............................................................................................................................................................................................................................................................ Signature....................................................................................................................................................................................................................................................................... The Ideas Exchange, the Brightest Ideas In Real Estate is brought to you by The Real Estate Project. ABN 35160630580 PO Box 7202 South Sydney Business Hub, Alexandria NSW 2015.. Brought to you By:
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FOR ENQUIRIES CONTACT US: Freecall from Australia: 1800 621 321 Freecall from New Zealand: 0800 170 456 Email pvalentine@therealestateproject.com.au
The Real Estate Project Pty Ltd 191 Botany Road Alexandria NSW 2015 http://therealestateproject.com.au
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THEREALESTATEPROJECT.COM.AU