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Professional Development 2018 – Page 2 2 / Brochure Proposal
Your Pathway to Success At RE/MAX we are committed to the professional and personal development of our members and provide numerous events throughout the year to aid this development. Whether you are a Broker/Owner, A Sales Associate, a Property Manager or an Administrator; you will have access to courses, events and workshops to help you grow as a professional.
Our supportive culture creates an environment where each member can pursue his or her own personal career path. To do this, we equip all agents with access to training resources covering disciplines such as marketing, appraising, listing, negotiating, service and sales. remax@remax.com.au
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Table of contents The minute you join RE/MAX, a multitude of tools and resources designed to help you prosper are right at your fingertips. Use this guide as a reference to the outstanding resources available to you as a RE/MAX member. Refer to it often to ensure you are maximizing the value to which you are entitled. We are confident you will find these tools invaluable as you conduct your day-today business.
Meet The Trainers
06
Section 1. All Members
07
Section 2. Broker/Owners
12
Section 3. Sales Associates
19
Section 4. Auctions
22
Section 5. Project Marketing
25
Section 6. Commercial
27
Section 7. Property Management
29
Section 8. Administrators Day
31
Section 9. Webinars, Podcasts & Online
33
Section 10. International Events & Resources
37
Calendar
40 & 41
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Meet Our Trainers Another great reason to be a part of RE/MAX – we have created the RE/MAX Professional Development program and associated ourselves with trainers from around Australia, New Zealand and the globe to deliver the best training to our members. We use internal and external trainers to deliver our training as the system is designed to accommodate all levels of experience and offer you a career path.
Aaron Shiner
Cindy Tate
Auctioneer / Trainer
Speaker / Trainer
Sales Training
Sales Training
Mentoring / Coaching
Auction Training Facilitator
Garry Malcolm
Corinna Mansell
Broker / Trainer
Momentum Training
Registered Training Organisation / Trainer
Sales Training Broker Training
Sales Training Fire Up Training
Cameron Hems
Jasmine Rimmer
Business Growth Manager
Member Services Coordinator
Broker Training
RE/MAX Experience
Auction Training
Administrators Training
Sales Training
Webinars
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Section 1. All Members RE/MAX Experience RE/MAX Rally RE/MAX Annual Awards RE/MAX 6 Monthly Awards Ladies Night
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RE/MAX Experience
The RE/MAX Experience event is hosted by the Regional Office in Auckland and is designed to guide those new to RE/MAX through the many tools and support service we offer to build your business. You will learn how RE/MAX came to be what it is today, as well as the vision for the future. Some of the topics covered over this day are:
RE/MAX History & Future Marketing Technology – Design Center, Mainstreet, Maxcntr Awards Criteria RE/MAX Partners Pivotal Financial Variety – the children’s charity Public Relations Professional Development
Knowing what resources are available and in your toolbox will help you successfully plan your RE/MAX career. Remember, you are in business for yourself – but not by yourself! THIS EVENT IS HELD IN OUR RE/MAX NEW ZEALAND CORPORATE OFFICE OR IS AVAILABLE VIA WEBINAR RE/MAX Members:
Nil Cost
Testimonials “A very worthwhile session to attend, lots to take away and put into action” SALES ASSOCIATE “Being new to RE/MAX found this most interesting and encouraging – the systems are awesome” SALES ASSOCIATE “Must do to gain brand knowledge and history. Really impressed with resources available to us. Really excited about a career with RE/MAX”. ADMINISTRATOR
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RE/MAX Rally Motivation is the key to becoming a top-performing salesperson, property manager or administrator. Although a large portion of motivation needs to come from within, RE/MAX is eager to do whatever it can to stoke that fire within our members. Our RE/MAX Rally is a complete day full of networking, speakers and fun. We hold this event in February & August. RE/MAX Members:
Cost to cover catering only.
RE/MAX Partners are featured at these two events and we have a trade show to supply and showcase the systems and services provided to RE/MAX members. These days are about YOU!! We aim to: • • • • •
Motivate Network Learn Recognise Reward
Elevate your Career with RE/MAX Many agents cite excellence in career development as a driving force behind their success. We know that developing sales techniques, career path support, coach and mentoring are the best ways to achieve long lasting success.
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RE/MAX Annual Awards
RE/MAX features an Awards Night which recognizes the achievements of RE/MAX New Zealand’s top-performers over the previous year. One of the advantages of membership in RE/MAX is the opportunity to compete on a national and international scale. The Annual Awards in February is RE/MAX New Zealand’ chance to recognize our members. RE/MAX Members:
Cost TBC
RE/MAX 6 Months Awards REMAX recognizes our members from the January to June period of the year and rewards our members at the July RE/MAX Rally. RE/MAX Members:
Cost TBC.
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Ladies Night Ladies’ Night is designed to create an opportunity for the ladies of RE/MAX to meet and network with each other in a social environment. At these sessions we may hold fashion parades and/or stalls and we will get together a panel of woman to discuss challenges and issues that are arising. RE/MAX Members cost: TBA
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Section 2. Broker / Owners Broker Management Training Momentum Momentum - Agent Series Broker Meetings Broker Forums
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Broker
Management
Training
Broker Management Training has been specifically designed to assist Brokers in running a highly successful & profitable business and caters for both the new & experienced broker. Over the 2 day event Cindy Tate will facilitate interactive session on these topics. Profitability - understanding what your P & L is telling you, essential business performance measurements & business structures for maximum success. People – Getting the right people on your team, improving the productivity of your team & keeping them in your team longer. Process – systems to improve productivity, & utilizing the tools in your tool kit. Property Management – building a rent roll through organic growth. The RE/MAX concept & system is unique, these 2 days will assist you to make the most of the flexible approach of the brand. You will leave with a business plan to keep you on your path to success
New Brokers – this is a requirement as part of your franchise agreement. Existing Brokers HIGHLY RECOMMENDED RE/MAX Members:
Nil Cost
Facilitated by Cindy Tate
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Offered exclusively by RE/MAX, the Momentum program provides comprehensive education for brokers and recruiters.
In three modules, the course teaches a system for building a successful brokerage and creating unstoppable momentum for growth. It offers practical strategies that help brokers add value and create compelling reasons for agents to join. Momentum is adapted from a successful program implemented in RE/MAX of Texas, where participating brokerages have seen substantial increases in office profitability and agent count. THE PROGRAM CONSISTS OF 3 MODULES Module 1: Planning – Establishing a personal office culture to promote office growth Module 2: Value – Discovering the office’s unique value and how to communicate it to agents and recruits Module 3: Recruiting – Using scripts and developing a definitive plan for successful recruiting. RE/MAX Members cost:
$495.00 + GST
Administrators who are involved with the Broker on recruitment can attend, but must accompany the Broker.
Testimonial
I’ve been in business for some 30 years and I’ve never struck a system like Momentum! At a brokerage level, followed properly it gives you the ability to set up and monitor your business. It’s all good common sense and includes everything you need to run a successful business, including the little things that often get overlooked. It’s provided the mission, the vision, the values and beliefs that too many small businesses lack. Even more importantly the training modules for Sales Associates gives all our team purpose and drive to run their own businesses on a daily basis. - BROKER
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Broker Meetings Broker Forums are held twice a year and scheduled the day before the RE/MAX Rally in February and August Also a great networking event to meet with other Broker/Owners.
RECRUITING
Recruiting is the most important function for the Broker/Owner. By using long-term recruiting skills and consistent planned recruiting, the Broker/Owner becomes a proficient, experienced recruiter and recruiting can become comfortable, fun and rewarding.
RE/MAX New Zealand provides a day that gives our franchisees the opportunity to network, exchange ideas and success stories; and to learn from top speakers and trainers focusing on recruitment, retention and profitability.
RETENTION
Departures hurt your pocket and your RE/MAX image. It’s not always easy finding the balance between trust and appropriate risk management. However in saying this, your staff are your greatest asset and need to be valued, supported and encouraged. A happy staff is a productive team.
PROFITABILITY
Profitability is the ability of a business to earn a profit. In this forum you can network and share with other Broker/Owners and trainers on how you can best stay on top of your profitability.
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Section 3. Sales Associates RE/MAX Sales Associate Max Program RE/MAX Platinum + Luncheon RE/MAX Platinum + Forum
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RE/MAX Australia & New Zealand brings you a 2-day event to cover the A to Z of Listing & Selling. Our trainers and Partners will guide you through an intense 2 days to assist you through the sales process. Whether you are new to the industry or you have been doing it for some time, this course will assist you to maximize your results with RE/MAX. This event is held at RE/MAX Australia Corporate Office, Milton, QLD
TOPICS INCLUDE: • • • • • • • • •
Highly effective prospecting consultative sales, effective questioning techniques, educating sellers, overcoming seller objections including fee negotiation and vendor paid marketing, getting the listing, listing presentations, setting the vendor up to sell, using your database effectively
WHO SHOULD ATTEND? • • •
New Sales Associates Existing members who need to revise Those wishing to learn from and collaborate with other sales associates
COST TO MEMBERS? Nil Cost
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RE/MAX Platinum + Luncheon Team Leaders & Individuals who have achieved Platinum Club and above are invited to a special event hosted by RE/MAX New Zealand during the Sales Rally in February. The event is not open to Team Members or Administrators. RE/MAX Members cost:
Nil Cost
To recognise and support our high achievers, RE/MAX Australia and New Zealand host a special function which feature top industry speakers and trainers. This initiative is designed to assist our associates to grow their business without limits. The Platinum + Forum is an educational event that Team Leaders & Individuals who have achieved Platinum Club and above are invited to. Team Members may also be invited to this event if they are a registered Sales Associate and significantly contributing towards the overall commission for the team (These members will need to be approved by RE/MAX New Zealand). Members who have not quite reached the required criteria can be put forward as a Wild Card entry (Wild Card entries can only be submitted by the Broker Owner). A Wild Card entry is determined by RE/MAX New Zealand.
Platinum + members are agents that have achieved $300,000 in Gross Commission for a calendar year or over 60 transaction sides.
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Section 4. Auctions Auction Training Auctioneer Training
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Auction Training Auctions are the process of buying and selling property by offering it to bidders at a forum conducted by a licensed auctioneer. The property will be sold to the bidder who makes the highest offer, if it is more than the 'reserve price'. Agents need to be trained to understand and believe in the auction process in order to sell this strategy to their customers. In 2018, RE/MAX New Zealand will be working with internal and external trainers to make sure that we are educating and arming our members with the most up to date and relevant information for them to use this process.
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OUR RESOURCES IN 2018: Video marketing content from top Auction Agents including subjects as: * Belief in the Auction System * How to present the Auction in a listing presentation * Managing the Auction vendor * Managing buyers on auction properties * AUCTION DAY * Post Auction process
Auction Training events will be available throughout the year to discuss the above six topics.
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05
INVESTMENT
Section 5.
Project Marketing
Project Marketing
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Project Marketing RE/MAX Offices all over Australia & New Zealand are working closely with Developers to market and sell their properties. RE/MAX Australia & New Zealand has started conducting quarterly Project Marketing meetings with Brokers and Sales Associates to come together and discuss the resources and tools needed to assist our members with successfully marketing projects. In 2016, RE/MAX launched a website dedicated RE/MAX Australia Project Marketing, in order to group all Project Marketing developments together. This site www.projects.remax.co.nz has been able to assist our Sales Associates in showcasing our global offering and work with Developers & Buyers. A Project Marketing branding guidelines is available at RE/MAX New Zealand for use on the logo.
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06 Section 6. Commercial
05 – Project Marketing
06 – Commercial
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RE/MAX offers the use of the RE/MAX Commercial trademark to be used, as per the guidelines to our International Branding Guide. RE/MAX Commercial, part of the world’s most productive real estate network, is a leader in the commercial and investments areas. Whatever the property and whatever the transaction, RE/MAX Commercial delivers a level of awareness, trust and confidence the competitors simply can’t match. RE/MAX LLC provides a complete resource centre to help you get started. CLICK HERE
Design Centre Templates Design Centre offers you marketing templates to assist with your presentations of Commercial property including Virtual Tours, ePostcards & flyers:
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Section 7. Property Management Property Management Training
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Property management is the operation, control, and oversight of real estate as used in its most broad terms. Management indicates a need to be cared for, monitored and accountability given for its useful life and condition. We use internal and external trainers to assist our offices in making sure that they are staying on top of compliance and best practices within the Property Management section of the business. RE/MAX New Zealand have also associated ourselves with RE/MAX Partners that can assist with running your property management business. RE/MAX Members cost:
Nil Cost
OUR RESOURCES IN 2018 RE/MAX New Property management is the operation, control, and oversight of Zealand will TESTIMONIALS real estate as used in its most broad terms. Management continue to work indicates a need to be cared for, monitored and accountability with our Property “Brilliant training, given for its useful life and condition. Managers to create
Thank you, Brilliant marketing tools and trainers.” We use internal and external trainers to assist our offices in resources to enable
making sure that they are staying on top of compliance and best our Property “Really valuable practices within the Property Management section of the offices session, learntManagement new business. to continue to grow ideas which can be implementedand intobe able to not RE/MAX New Zealand have also associated ourselves with the wheel our business reinvent to RE/MAX Partners that can assist with running your property improve structure.” and share internal management business. knowledge and resources. We will also look into further education by providing a series of webinars in relation to the Property Management cycle. RE/MAX Members cost: Nil cost
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Section 8. Administrators Day
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08 Administrators
RE/MAX New Zealand holds an Administrators Day throughout the year and quarterly online meetings through the year to assist in Administration roles. This day is designed to provide an opportunity for administration and support staff to meet the regional team and stay up to date with the Tools and Resources offered by RE/MAX. We also like to include guest speakers and topics such as Time Management, Self Defense, Personal Development and it is also a chance to network with other administrators. RE/MAX Members cost:
Nil Cost
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Section 9. Webinars, Podcasts & Online Training
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WEBINARS
09 11
Webinars
08 – Administrators
Webinars, Podcasts & Online Training
A webinar is a live web-based video conference that uses the internet to connect the individual hosting the webinar to an audience–the viewers and listeners of the webinar from all over the world. Hosts can show themselves speaking, switch to their computer screens for slideshows or demonstrations, and even invite guests from other locations to cohost the webinar with them. There are also interactive features that the audience can use to ask questions and chat with host. Many people who host webinars include Q&A sessions at the end to answer viewers' questions.
Webinars included are: • •
•
•
New Members and the chance to view our Tools and resources Maxcntr – RE/MAX LLC’s extranet site including marketing & recruitment tools, training & education, PR resources, referral networks and much more. Design Centre - offers the RE/MAX agent access to design and create high-quality, customizable marketing pieces at no additional cost. Pivotal Financial – RE/MAX’s Finance arm that keeps you updated.
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Podcasts are digital audio files made available on the Internet for downloading to a computer or mobile device. RE/MAX will be delivering podcasts next year that will include interviews with our top agents and property managers. Listen to our members on what is happening in their areas and what processes they are using to in their markets. We will also have some of our events & training available to listen via our podcast channel. RE/MAX uses soundcloud as its Podcast station and will upload via this system and send a link to all members to listen to.
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Whether it's on your computer, in the classroom or through a webinar, RE/MAX University is your 24/7 source for the best ideas, training and real estate information in the industry. The thousands of hours of RE/MAX University videos and webinars are available worldwide through the "Learn" area of RE/MAX Mainstreet. Videos are easily found by browsing channels and subchannels or via keyword search. Get your RU content on the go.
RE/MAX University The award-winning RE/MAX University (RU) provides tools, resources and programming for continual growth. Through RU, you can access: • • • •
Live Sessions Web-Based Programs Relevant Designation Courses More than 1,000 On-Demand Videos
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Section 11. International Events R4 Convention Asia Pacific Convention
RE/MAX R4
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Each year RE/MAX International hosts a Convention for RE/MAX members worldwide - this draws an annual attendance of approximately 6,000 people. The International Convention features the industry's top guest speakers, training and entertainment. The RE/MAX R4 provides education and inspiration to make the rest of your year the best yet. With top industry and celebrity speakers you’ll be inspired to tackle any obstacles that come your way. RE/MAX Members cost:
Contact RE/MAX Regional for all details.
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1111 – RE/MAX International Events – RE/MAX International Events
11 – RE/MAX International Events
Have you heard the big news? Bon Jovi and the Kings of Suburbia will perform privately at RE/MAX Fun Night Concert at R4 on Tuesday, 2/27!! More information to come soon.
JANUARY SUN
FEBRUARY
MON 1
2018
TUE 2
WED 3
THU
FRI
SAT
SUN
MON
TUE
WED
THU 1
4
5
6
11
12
13
18
19
20
24 New 25 Member Webinar
26
27
FRI
SAT
2
3
9
10
16
17
23
24
New Year 7
8
9
14
15
16
21
22
28
10
17
23
4
11
TUE
WED
THU 1 R4, Las Vegas
5
11
18
13
25
14
Momentum
15
Momentum
Momentum
20 Sales 21 Sales 22 Associate Associate Max Max Program Program
19
26
FRI 2
28 29 Webinar
27
SAT
26 R4, Las Vegas
SUN 1
3
21 Broker Forum
27 R4, Las Vegas
MON 2
Easter
7 Pivotal 8 9 RE/MAX Financial Webinar ExperIence
6
12
20
10
8
4 Design Center Webinar
3 Easter 10
9
16
17
23
24
30 Easter
31 Easter
15
16
22
23
29
30
WED
11
24
FRI SAT
5 Administrators 6 Day 12 Managing for Profit
7
13
14
19
20
21
25 26 Anzac Day
27
28
Broker M/ment 18 New Member Webinar
17
THU
JUNE
SUN
MON
TUE
WED
THU
FRI
1
2
3
9 Webinar
10 11 Property M/ment Training
6
7
8
13
14
15
16
17
4
SAT
SUN
MON
TUE
21
22
23
24
Webinar 28
29
30 28 RE/MAX Experience
WED
THU
5
FRI
SAT
1
2
8
9
15
16
12
3
4 5 Sales 6 Sales 7 Queens Associate Associate Max Max Birthday Program Program
18
19
10
11
25
26
17 18 19 20 Platinum Platinum Platinum + + Forum + Forum Forum
21
22
23
24
28
29
30
12
Auction Training
27
22 NZ Rally & Annual Awards
28 R4, Las Vegas/ Marketing Webinar
TUE
Broker M/ment
MAY
20
15
APRIL
MON
4
13 14 Maxcntr Webinar
19
25
MARCH SUN
12
18
30 31 Founders Day/ RE/MAX Partner Event
29
7 6 8 Marketing Waitangi Webinar Day
5
25
26
13 Pivotal Financial Webinar
27
14
Webinar
** Events are subject to change. Please refer to Monthly Regional Update or Events Email to book direct for all events.
JULY
AUGUST
SUN 1
MON
TUE
9
4
10
11
Momentum
15
22
29
16
WED
3
2
8
6
12
Momentum
20
SUN
SUN
MON
WED
THU
5
4 11 RE/MAX
10
18
17
FRI
SAT
6
7
13 14 Sales Associate Max Program
15
19
20
22
21
12
13
14
25 Broker Forum
19
20
21
22 Webinar
26
27
28
29
SUN
MON 1
26
27
28
9
8
14
15
22 Labour Day
28
TUE
WED
6
7
Melbourne
Design Center Webinar
Cup
25
19
26
13
14
THU
20
21 Webinar
27
28
Webinars
Property M’ment
8
FRI 2
SAT
25
30
31
Convention /Seoul, Sth Korea
Convention /Seoul, Sth Korea
Asia Pacific
THU
FRI
SAT
3
4
5
6
10
11
12
13
Momentum
17 Webinar
18
19
20
23
24 Property M’ment Training
25
26
27
FRI
SAT
30
31 New Member Webinar
SUN
Broker M’ment Training
9
Sales Associate Max Program
22
29 Broker Xmas
Training for All Administrators
23
3
WED
THU
4
5
6
7
8
12
13
14
15
21
22
28
29
RE/MAX Experience
10 10
11
Pivotal Financial Webinar
17 16
17
23
24
30
31
18
24
30
Broker Only
TUE
1
9 16
MON
3
Golf Day 15
Sales Associate Max Program
Broker M’ment Training Public Holidays
24
16
29
2
18
23
DECEMBER 1
12
18
Momentum Momentum
29
NOVEMBER
11
11
17
WED
30
5
Rally & 6 month awards
Asia Pacific
TUE 2
7
21
Auction Training
4
4
8
12 Sales Associate Max Program
25
SUN MON
SAT
3
8 Broker 9 10 Managing M’ment for Profit Training
28
Pivotal Financial Webinar 24
FRI
OCTOBER TUE
3
THU
7 Broker M’ment Training
31
Experience
23
WED
6
14
Webinar
16
TUE
5
1
9
MON
1 2 Marketing Webinar
21
26 Ladies 27 Night
25
SAT 7
13
18 19 Maxcntr Webinar
24
30
FRI
5
New Member Webinar
Momentum 17
23
THU
SEPTEMBER
2
2018
25 Xmas Day
Xmas Picnic
19 New 20 Member Webinar 26 Boxing Day
27
** Events are subject to change. Please refer to Monthly Regional Update or Events Email to book direct for all events.
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RE/MAX REGIONAL OFFICE: NEW ZEALAND Level 1, 70 Stanley Street, Parnell AKL 1010 PO Box 11331 Ellerslie 1542 P E W
64 9 3098478 corporate@remax.co.nz remax.co.nz