AREC 2016 SPEAKER SLIDES
Ivan Bresic
$1m $2m
Lincoln Westerman 1st year
Nick Gill 3rd year
Andrew Liddell 5th year
Catherine Dixon 7th year
William Phillips 8th year
Commitment
Technical
Energy
Listing Profile
Qualification
Buyers
Product knowledge
Open houses | Call backs Database
Physical
Emotional
Mentoring
Commitment A willingness to give your time and energy to something that you believe in.
If you have a strong commitment to your goals and dreams, if you wake up every day with a passion to do your job, everything is possible. Chantal Petitclerc
The Law of Relativity dictates that in order to grow, prosper and evolve, everything must face challenges and tests which allow energies to adapt and find inner strength.
Kate Strickland Mindfulness of an agent Instagram- katestricklandbayside Facebook - www.facebook.com/public/kate-strickland
“The quality or state of being conscious or aware of something.”
Work / Life / Balance “WORK EXPANDS TO FILL THE TIME YOU GIVE IT!” • • • •
Boundaries.. 1x late start, 1x early finish, 1x day off Pre frame prevents frustration Use Outlook and voicemail (visual) LET GO!
“Busyness vs. Business Which one are you?�
“I wish I worked more.� Said no one ever on their death bed
Work Style • “Work sprints” – 10 weeks on, 1-2 weeks off • EARN IT!! • Keeps you fresh • Family/friends aware • More present in breaks
Mindful Upgrades • • • • • • • • • •
Health Retreat (January) 1 Giant Mind – Guided Meditation Massage Yoga Personal Trainer Mindfulness Coach Saturday morning podcast No Sugar Ayurveda – health & nutrition Fun runs/ triathlons – work towards something all the time to stay on track
Highly Recommended • Book: Dan Harris ‘10% Happier – How to Tame the Voice Inside Your Head’ • Podcast: Tim Ferris ‘Mindfulness’
• TED Talks: Brene Brown ‘The Power of Vulnerability’ & Rory Vaden ‘How to Multiply Your Time’
“If they like you they’ll listen to you, if they trust you they’ll do business with you.” Zig Ziglar
“What impact are you having?”
JARED COOKSLEY How Millennials Make Millions
DEFINING
SUCCESS
“To create an environment conducive to success”
Disruptive MARKETING
EASTER COLOURING COMPETITION
Photos with santa
Prospecting Letters
$1 RESERVE AUCTION
LIVE STREAMING AUCTIONS ON FB
Keep it Super Simple Refine Target Market Templates available to download
Disruptive MARKETING
Set up for strategic thinking Fill in the gaps One Step Ahead
Key listing questions
WHAT ARE YOU LOOKING FOR IN A REAL ESTATE AGENT?
• Why are they saying this?
• Mental Note Taking • Trust & Rapport
STRATEGIC THINKING
BUILD FOR CAPACITY
CLIENT FLOW CHART
ACTION PLANS
Wunderlist App
Download Templates Efficiency > Procedures > Capacity
BUILD FOR CAPACITY
It’s not that hard Ask the question Build the environment
AMATEUR OR PRO
SUSANNE KING You
YOU What is your Success Code?
www.susanneking.com.au
Your Way
Smart Strategy?
“Success cannot be defined in one sentence. One could argue that the definition depends on the individual and one size does not fit all� Zig Ziglar
You Need To Understand You
You must create your own code Commitment to improve you
Own your Results
Decide for yourself
Everything is Figureoutable
What Is Your Code?
“Do it your way!” Elon Musk
PHIL HARRIS The Elite Performers Blueprint
SHIFT YOUR THINKING
MATTHEW HAYSON
MAT STEINWEDE
JAMES TOSTEVIN
SHAD HASSEN
285
DON RITCHIE
Is there something I can help you with?
92% OF PEOPLE WILL CHANGE BRANDS PRODUCTS OR COMPANIES TO ALIGN WITH THOSE THAT SERVE A GREATER CAUSE
AGENT 1.0 – LOCAL LEGEND
AGENT 2.0 – ELECTRONIC DATABASE, REASONABLE USE OF SYSTEMS + PA AGENT 3.0 – INTENSELY TRAINED + RAPID GROWTH + SATURATION MARKETING + MASSIVE LEVERAGE + BRAND WITHIN A BRAND + NICE GUY APPROACH + PRO ATHLETE FIT = CORPORATE ATHELETE
PERSONAL LEADERSHIP • A selfless desire to grow people around them and see others achieve • Grow a team • Brand within a brand
WINNING RITUALS • 4 x daily déjà vu • Weekly review • AM/PM
CALL LISTS ARE NOW THE IN THING • • • • • • • •
ABC appraisals Top 20 Top 100 Top 20 buyers Current vendor list Just listed appraisals Just sold appraisals Saturday past appraisal updates
SELL PROPERTY IN 30 DAYS • • • •
Total straight talk Set to sell meeting Daily communication The ability to close deals without bruising people
AN OBESSION AROUND REFERRAL BUSINESS • Amazing customer service • Tight database • Reward people well
KNOW YOUR STYLE
KRIS CASEY
TOM HECTOR
ARABELLA HOOPER
BE THE BEST AT WHAT YOU DO, IT’S THE ONLY MARKET PLACE THAT ISN’T CROWDED TOM PETERS
ZALI REYNOLDS Sow The Seeds to Reap The Rewards
The Farming System •
APPROXIMATELY 1000 HOMES
•
CONSISTENT TURNOVER
•
GOOD AVERAGE SALE PRICE
•
HIGH LEVEL OF OWNER OCCUPIED HOMES
•
APPROPRIATE COMPETITION
•
RELATABLE DEMOGRAPHIC
•
PASSION FOR THE AREA
The Seeds •
LETTERBOX DROPS
•
MAILERS
•
NEWSLETTERS
•
SUBURB REPORTS
•
JUST LISTED / INVITE TO AUCTION / JUST SOLD
•
DOOR KNOCKING
•
SPONSORSHIP
•
BE SEEN
•
CLIENT NIGHTS
Being a Farmer •
PLANT MORE SEEDS
•
AUTOMATION / DELEGATION
•
CONSISTENCY
•
SEASONS / CYCLES
•
CAFÉ OFFICE
Harvesting LEVERAGE YOUR LISTING • DOORKNOCK THE STREET • NOTIFICATION TO DATABASE • INVITE ALL THE NEIGHBOURS TO THE 1ST OPEN • VENDOR TO LAUNCH SOCIAL MEDIA PRESENCE
• SOLD!!!!
Perseverance •
THERE IS NO MAGIC BULLET
•
TIME
•
HARD WORK
•
DEDICATION
•
SACRIFICE
•
PERSISTENCE
•
THIS WILL NOT WORK IF YOU DO IT HALFWAY
Mindset •
YOU NEED A WHY!
•
YOU HAVE TO HAVE REALISTIC GOALS AND A PLAN
•
READ AS OFTEN AS POSSIBLE
•
YOU NEED A DREAM TEAM
TOM HECTOR 0-130 Transactions In 3 Years
TAKE AWAY POINTS • Make prospecting an obsession – having the belief in activity when you are not getting results • Own your area - consistently have at least 30% market share • Learn the craft of listing and selling
CURRENT 2016 NUMBERS Gross Commission: $1.235m Appraisals: 489 Number of new listings: 181 Properties sold: 147
STARTING AT ZERO
SERVICE AREA PLAN • Dwellings database in your CRM platform • Marketing material sent out on a weekly basis • ‘Just Listed’ and ‘Just Sold’ letters for every listing in your area • ‘Just Listed’ and ‘Just Sold’ calls for every listing in your area • Handwritten notepads • Market report every 3 months • Letterbox drop – 2 streets per day • 100% product knowledge • Default activities i.e. door knocking • Minimum spend of $12K per year • Automation is the way of the future
A DAY IN MY LIFE
TOM’S TOP TIPS • • • • •
Own your area Convert your opportunities Volume + skill Long term psychology Leverage
SHERRIE STOROR Creating A Social Empire
The power of social media Sherrie Storor Property Sherrie Storor Property
Sherrie Storor
@sherriestoror
sherriestoror@mcgrath.co m.au
@sherriestororproperty
0466 872 705
Sherrie Storor
2016
2004
Why use Social Media and how can it help me increase my business?
Social media is #1 activity on the web
The average Australian spends 1 working day every week on Facebook
There is over ½ Billion people on Linkedin worldwide
Over 400 million users on Instagra m
1.65 billion 310 users on million Facebook users on Twitter
Why use Social Media and how can it help me increase my business?
If you are not using these platforms – you are missing opportunities
We sell real estate differently today to what we did 10 years ago
Prospecting tool
To make more $$$ through more sales, profile, referrals, less prospecting
Differentiate between you other agents
Power of referral
Power of referral
3 1 referral
Listings
2 Sale s
1 Apprais al
Power of referral
My husband & I have an investment portfolio and decided to sell one of our properties in Brisbane. We were referred to Sherrie Storor by a friend. Sherrie was absolutely professional and had her finger on the pulse of the property market. What made this even more significant is that she handled the complete process for us from receiving keys when tenants vacated, to obtaining quotes for painting and styling, managing these jobs and the actual sale whilst we were based interstate. It was
important to us to turn the property around quickly, so we were overjoyed when we sold on opening weekend with 6 written offers and at the price we wanted. This was testimony of a well planned and executed campaign. Thank you and best wishes Marli and Dirk Smith
My husband & I have an investment portfolio and decided to sell one of our properties in Brisbane. We were referred to Sherrie Storor by a friend. Sherrie was absolutely professional and had her finger on the pulse of the property market. What made this even more significant is that she handled the complete process for us from receiving keys when tenants vacated, to obtaining quotes for painting and styling, managing these jobs and the actual sale whilst we were based interstate. It was
Power of referral
1 1 referral
important to us to turn the property around quickly, so we were overjoyed when we sold on opening weekend with 6 written offers and at the price we wanted. This was testimony of a well planned and executed campaign.
6
1
and best wishes Sale in Thank youOffer Apprais Marli and Dirk Smith 24 hours s al
Biggest social media fan
Strongest social media client 7 5 referrals
Sales
2 Appraisals
How to build your social empire Different platforms require different language Be authentic in your posts Add everyone Put your social media logos on everything Engage with your sellers – ask them to share Consistency is the key to your listings and successes Share yourself but not too much! Give, give, give, ask!
Focus on one
Just start Ask your kids, nephews, nieces
Go to social media meetmeet-ups/breakfasts ups/breakfasts Courses YouTube it
Facebook Like page vs friend page It is not about the number of likes but the engagement
Schedule it! Post interesting and relevant content targeted to your audience Need to boost and pay for posts Videos, testimonials, pre release, community engagement Post 2-4 times per day Best time to optimise your engagement: Mon - Fri 1-3 pm and 6-8pm Make sure your page and posts look great on mobile
Fredrik Eklund
Ryan Serhant
Linkedin Keep in strictly professional - no emojis or xx Post during business hours Use it as a tool to message those that engage with you Great place to meet new COI
Tool to find out more about your clients Strong engagement from youth tomorrow's vendors
Instagram Think of your audience. Do they work? Are they stay at home mums or business people
Best time to post Daily 6am-12pm and Mon - Thurs 3-4pm Aspirational real estate Your community Sold signs
Emoji it up! Videos, videos, videos
My 5 top tips Be authentic. Be true to who you are as a person and use the same language. If you believe in motivational quotes, put them there. If you don’t, don’t. People respond to authenticity Add everyone & research hot buyers, pipeline sellers & COI Use aspirational images. Aussies love real estate after all it is the great Australian dream and we all want to upgrade. Be sure to target your audience and your demographic
Ask your sellers to get involved. Ask them to share their property once it’s listed for sale on their personal social media pages Give before asking. Don’t be afraid to ask for business but only after building up trust with your audience
GAVIN RUBINSTEIN From Zero To Hero
GAVIN RUBINSTEIN THIS IS MY STORY
FIND YOUR FIRE
@g_rubinstein
MY BUSINESS: BUILDING A TEAM
MY BUSINESS: SUSTAINING A SUCCESSFUL BUSINESS TODAY
TOP TIPS HOW TO MAKE 10 COMMISSIONS FROM 1
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TOP TIPS BE QUESTION BASED NEVER STOP LEARNING
HEALTH IS WEALTH
REWARD THE HARD WORK
MENTORS
THINK
Monika Tu Chinese Take Away
Monika Tu Chinese Take Away
Who are you?
What are your values?
What do you stand for in your market?
• What characteristic is your most defining or most valuable asset in todays real estate climate? • Are you utilising your most valuable asset?
• Are you creating the best first impression, for the ultimate lasting impression? • Are you capitalising on all networking opportunities? • Are you providing genuine customer service?
• Has your company partnered with the correct suppliers? • Do you have in place, strategic business relationships that will take your business forward?
ShenzhenChina
AucklandNew Zealand
Hong Kong
SydneyAustralia
In order to grow‌. you must let go!
“Every second counts”….?
“Every minute can earn”…!
• Are you continuing to grow…. bigger, bolder, better? • Are you analysing your wins…. not just celebrating them?
• Do you focus on your losses…. or learn from your mistakes?
$13,500,000
Take Away No.63
Identify your strengths, know your market
No.27
Solidify strong strategic partnerships
No.44
Cultivate a trusted and empowering network
No.33
In order to grow, you must let go
No.11
Active not re-active
No. 66
You are only as good as the company you keep
No.88
Values and integrity are priceless
RICKY CAVE RAY WHITE REMUERA AUCKLAND
What would you do if your market place was completely destroyed today by an Earthquake?
This is what happened to me in 2011
What would you do if a curve ball comes?
12:51pm, Friday 22 February 2011 
6.3 magnitude earthquake completely destroys the city and the real estate market.
12:51pm, Friday 22 February 2011 
6.3 magnitude earthquake completely destroys the city and the real estate market

Do you stay & battle through it?
12:51pm, Friday 22 February 2011
6.3 magnitude earthquake completely destroys the city and the real estate market
Do you stay & battle through it?
Or do you pack up & leave?
12:51pm, Friday 22 February 2011
$40 billion worth of damage
185 deaths
1000 buildings demolished
Life was turned upside down for the entire city
MY JOURNEY Let me share with you my journey over the past 5 years & what has helped me rebuild my business from ground zero.
THE BEGINNING • •
•
•
Born in 1985 in Christchurch Left school when I was 15 years From 19-23yrs I trained as an Electrician Started in Real Estate in 2008 when I was 23 years
THE BEGINNING • •
•
•
My first year I wrote $250k My second year I wrote $350k First in the office & the last to leave
I was working extremely hard
THE BEGINNING •
•
•
•
Life was great and everything was running smoothly My business was at a good stage and I was really on my way
Then came the quake & all hell broke loose for all of us in Christchurch Sitting on the doorstep that afternoon I made the decision to move to Auckland
THE RISKS & CHALLENGES • •
•
• •
I didn’t know a single person I knew starting from scratch would be very difficult I was moving from an area where I was selling $300k homes to an area where it is $5m Average age of a Salesperson is 55 Remuera is the most competitive market place in New Zealand
REMUERA | AUCKLAND
REMUERA | AUCKLAND •
Remuera is one of the largest markets in NZ
•
10,500 homes
•
House prices range from $500k to $30 million
•
Average price is $1.6 million
KEY TAKE AWAY POINTS
If a ‘Curve Ball’ comes embrace it
Your skills are portable
Your skills are transferable
Your attitude is determined by altitude
BASIC FUNDAMENTALS •
•
•
•
The real estate business is always changing
We are always implementing new systems & structures When you have rapid growth you need to be adaptable My business isn’t perfect as with growth comes speed wobbles
BASIC FUNDAMENTALS THE 6 PILLARS •
• • • • •
Pipeline Stock Management Data Relationship Referrers After Sale Care Community Awareness
BASIC FUNDAMENTALS MY FOUR S’S • •
• •
Strategy System Structure Support
We are always refining and tweaking
TEAM RICKY CAVE GROSS COMMISSION
2016 2015
2014 2013 2012
2011
$250K
1st year in Auckland
TEAM RICKY CAVE GROSS COMMISSION
2016 2015
2014 2013
$500K
2012
2011
$250K
Hired an Assistant
TEAM RICKY CAVE OPERATIONS MANAGER •
Handles the day to day running of the business
•
Campaign management
•
Marketing
•
Vendor reporting
•
Life organiser
TEAM RICKY CAVE GROSS COMMISSION
2016 2015
2014 $800K
2013
$500K
2012
2011
$250K
TEAM RICKY CAVE GROSS COMMISSION
2016 2015
$1m
2014
$800K
2013
$500K
2012
2011
$250K
Hired a Sales Associate
TEAM RICKY CAVE SALES ASSOCIATE •
• •
•
Appraise / List / Negotiate / Sell Stock Management 70% of homes we sell are to Chinese speakers This is a great value proposition at listing presentations
TEAM RICKY CAVE GROSS COMMISSION
2016 $1.25m
2015
$1m
2014
$800K
2013
$500K
2012
2011
$250K
Hired a Database Manager
TEAM RICKY CAVE DATABASE MANAGER •
• • • • • •
Database Management 100 phone calls per day Just listed / Just sold calls Geographical database calls After sales care service programme Door knocking Customer care
TEAM RICKY CAVE GROSS COMMISSION
$1.8m
2016 $1.25m
2015
$1m
2014
$800K
2013
$500K
2012
2011
$250K
Goal
TEAM RICKY CAVE PART OF RAY WHITE REMUERA
No 1 Ray White office internationally out of 1000 offices
RAY WHITE REMUERA MEGAN JAFFE REAL ESTATE •
•
Having a great leader is paramount in running a successful sales business
Full credit to Megan’s leadership, her passion, and her friendship which means the world to me
RAY WHITE REMUERA MEGAN JAFFE REAL ESTATE •
•
•
Having mentors & role models to support you is vital Here is one of my role models, former Mayor of Auckland, RT Hon. John Banks A hard task master – just what everyone needs
KEY TAKE AWAY POINTS
To grow you need to let go
Hire a PA before you need one
If you don’t have a PA you are a PA
Have a business mentor preferably not from the same industry Surround yourself with like minded people
YOU as a brand
YOUR BRAND •
Is your brand a household name?
•
Do people know you before they meet you?
•
What is your value proposition?
•
What do you stand for?
•
What is your vision?
•
What is your defining competitive advantage?
THINKING OUTSIDE THE SQUARE •
•
I want you to think about how you stand out in your market place? Look for opportunities in your area that could be right under your nose.
THINKING OUTSIDE THE SQUARE • •
•
Local council elections Installed 4 huge billboards on the corners of the busiest roads in Remuera
They all said vote Ricky Cave – locals actually thought I was running for council
•
It is illegal & only lasted 5 days
•
But WORTH IT
THINKING OUTSIDE THE SQUARE Billboards •
Think of spots in your area that you could promote yourself.
THINKING OUTSIDE THE SQUARE
I found a spot at the back of our office in Christchurch that was perfect for a billboard
THINKING OUTSIDE THE SQUARE
Another spot at the back of my current office that was empty
THINKING OUTSIDE THE SQUARE •
No one in my marketplace has their own magazine
•
‘Out There’ is on good quality, glossy paper
•
Distributed to 2,000 homes
•
3,000 are placed in magazine bins outside local shops
THINKING OUTSIDE THE SQUARE •
The magazine is made up of: •
20% promoting local businesses
•
20% what is happening in the area
•
60% property
WHAT MAKES US DIFFERENT?
•
•
We are innovative & focus on personal promotion Your name is what you want to promote as well as the companies
WHAT MAKES US DIFFERENT?
•
•
Always take pictures with the happy new owners
Use these for social media, flyers & case studies
WHAT MAKES US DIFFERENT?
• •
We are creative with our videos Using actors, cars, props to enhance the video
WHAT MAKES US DIFFERENT?
• •
We provide bespoke marketing Be creative
WHAT MAKES US DIFFERENT?
• •
•
We make every open home an experience This is how I want my market place to view my brand We are constantly changing & refining the brand
WHAT MAKES US DIFFERENT?
•
•
•
•
•
We use social media to its full potential
Full video tour for every listing which is loaded to my you tube channel All listings posted on to Facebook
Why? Because my entire network can see how active I am and they refer me clients, on average 1 a week Every single person I meet I add to Facebook
I WANT YOU TO WRITE THIS DOWN •
What can you do to stand out from the crowd?
•
What is your value proposition?
•
How are you different?
•
What are your core principles?
MY CORE PRINCIPLES • • • •
• • •
Hard working Genuine Enthusiastic Energetic Motivated Ambitious Grateful
KEY TAKE AWAY POINTS
Work out your value proposition
Stick to your core principles
Never miss a photo opportunity
Have high impact touch points
World class open homes
Delight your customers
Be consistent
YOUR WORKSPACE •
• •
•
Having an environment that suits you and makes you happy is very important Do you feel good at work? Is your office full of your own personal touches? Are you surrounded by inspirational things?
MY WORKSPACE
Home, Beach, Car, Work
KEY TAKE AWAY POINTS
Make your workspace YOU
Bring the things in that make YOU happy
Make sure you have more than one place to work from ie: café, home, office, car
MINDFULNESS & SELF BELIEF
MINDFULNESS | SELF BELIEF
MINDFULNESS & HEADSPACE •
Headspace is very important
•
If you are busy slow down and chill out
•
Have a quiet space to relax and regroup
•
You are the master of your own destiny
•
•
Your thoughts become actions and your actions become habits – your habits define your character Be real
FINAL TAKEAWAY POINTS
Back yourself Work to your strengths Be the best you can be Work harder than anyone else Be a nice genuine person Stay grateful I am grateful
FINAL TAKEAWAY POINTS
Most importantly
BE YOU!
Thank you
JOSH PHEGAN www.joshphegan.com.au/arec