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Contents 12 ARERA's 2013 ARERA's was a very special evening and the feedback from Members has been fantastic!

Features 5

Advisory Board Meet our trusted Network advisors.



Member Talk

Home Staging

Members open up about their real estate experiences.

What used to work 5 or 10 years ago simply doesn’t work now...


New Members Welcome to our newest RER Network Members!


The Godfather The Godfather home hits the rental market for US$600,000 a month.


ARERA's 2013 All the glitz and glamour at the iconic Luna Park.

21 On the cover Australasian Real Estate Results Awards - The Best of The Best recognised. See page 12

RER. CONNECT Magazine Issue 13 · 2013 · EDITOR Shane McLucas GRAPHIC DESIGN · Marketing Sarah Bidmead MEMBER MANAGER Kristy Ahrens


2013 · RER. CONNECT Magazine

KickStart 2013 The annual event rocked! Members are calling it the best event ever.


Sales Summit Over 440 real estate professionals gathered for 1 day of amazing presentations.

Welcome Welcome to the first RER Connect for 2013 - Celebrating all the great things in the Network! I know you’re going to LOVE this issue and hearing about all the exciting things that have happened in the Network over the last few months – especially the AMAZING time we had at KickStart and ARERA’s 2013! Not to mention celebrating the awesome results that RER Members accomplished in 2012. Just to remind you, here's what we as a Network accomplished last year:

Total number of properties listed: 7,126
 Total number of properties sold: 5,263
 Total value of properties sold: $3,234,504,156 Billion Total properties under management: 5,988
 Total rent income: $2,827,593.48 Million What an amazing result for the Network! Well done! I’m also sure you’re going to have a great time reading about and seeing some of the pictures from KickStart and ARERA’s - if you’d like to see even more pics just jump onto the RER Members site or Facebook to check them out!!! Some of you kicked off the year with a Sales Summit and a KickStart bang - and for those of you who couldn’t make it, I’d suggest you buy the DVD! You know that it’s the most skilled agent who will dominate the market, so I believe anything that you can get your hands on, from a learning, motivation or even just a reminder point of view, will definitely support you to be the best you can be! We also have our Network-only event - PowerUP - travelling around the country in March and April. This event is an important part of your Network training and learning for the year, so do whatever you have to do to have you and your team there! Check out the Members site for more details. For our regional Members who can’t make it into the city events, we have scheduled webinars that will support you and your team - so look out for them and make sure that you register and tune in! Further on in this issue of RER Connect you’ll see a schedule of events for 2013, so make sure that you add these dates to your diary! Let’s get into it and make 2013 an exceptional year for you, your agency and your family... leave no rock unturned, no previous buyer/seller uncalled and get out there and meet some new potential clients! The team and I at RER are totally behind you, supporting, encouraging and guiding you to be the best that you can be! I look forward to catching up with you soon at one of our events or on a webinar. Yours in Results,

Michael Sheargold CEO and Head Coach Real Estate Results Network PS. There are some great new tools on the Knowledge Base PLUS some great Momentum Sessions that you may want to revisit! PPS. Hopefully Principals and Leaders - you’ll be at Leaders Summit on the Gold Coast in March and Agents and teams will be at Ideas Exchange in Sydney, Melbourne and Brisbane in May – It’s a great speaker line up with some of our most outstanding Members speaking, so do take the time to support the events and support your fellow Members. If you haven’t organised your ticket - best you do and remember that you get a special discount for being an RER Network Member! Contact your Member Manager, Kristy Ahrens for more information -

RER. CONNECT Magazine · 2013


Real Estate Results Network

Network Members 2013

all residential Real estate Wollongong, NSW


andrew blake real estate Avalon, NSW


BHR estate agents Edgecliff, NSW

Warwick Williams REAL ESTATE Drummoyne, NSW



Wilson Property Agents Sydney CBD, NSW









2013 · RER. CONNECT Magazine









Collins Simms Hawthorn, Vic CAPORN YOUNG ESTATE AGENTS Claremont, WA LUCAS REAL ESTATE Docklands, Vic Limnios Property group Perth, WA CUTLERS Dunedin, South Island, NZ BENDIGO REAL ESTATE Bendigo, Vic HOAMZ Queenstown, South Island, NZ CHRIS PEAKE REAL ESTATE Berwick, Vic JUST PATERSON REAL ESTATE Wellington, North Island, NZ COLAC TO COAST REAL ESTATE Colac, Vic JVL Palmerston North, North Island, NZ MARSHALL WHITE & CO. Armadale, Vic LUGTON’S REAL ESTATE Hamilton, North Island, NZ MARSHALL WHITE ONE Armadale, Vic PASTORAL REALTY Te Awamutu, North Island, NZ

Thank You We would like to take this opportunity to thank our Advisory Board for the time and energy they put in to supporting our Network.

Advisory Board Members

Hugh Bateman

Sam Bourn

John Cunningham Marisa Adams Cunninghams Property

Chris Peake Real Estate

SINCE August 20 1973, The Property Shop’s aim has been to build long lasting relationships with clients by offering the best professional advice and service.

mcconnell bourn was founded by Matt and Sam Bourn in 2000 and is now firmly established as one of the fastest growing real estate companies in Australia.

The Cunninghams Team are proud of ‘the Cunninghams way’ and the reputation they have developed both in our industry and in their local community.

RATHER than the daunting procedure that renting, buying and selling often is today, Chris Peake Real Estate strive to their clients experience of this process to be a stress free and seamless one.

Simon Lugton

Ian Paterson

Scott Nolan

Reece Coleman

With over 65 specialist residential, residential section, and lifestyle sales people, and a strong property management division supported by highly experienced management and administration team, Lugton’s is going from strength to strength.

wellington is a small city, and Just Paterson is ‘boutique – designed’, so this approach means Just Paterson can attract and keep the best, most experienced sales team in the region.

The Property Shop



Just Paterson Real Estate

Nolan & Partners Estate Agents nolan & partners

was launched by award winning agents Scott and Melissa Nolan in Coffs Harbour in 2004. Nolan & Partners office offers a fresh, contemporary and innovative approach to selling, marketing and managing real estate on the Coffs Coast.

BHR Estate Agents

founded on a work hard play hard ethic, BHR is a successful independent company breaking the rules of traditional real estate.

What is the function of the Advisory Board? Advisory Board is a group of Network Members who help guide, collaborate and support the growth of the Network while ensuring our events, learning and development are always at the cutting edge. The

RER. CONNECT Magazine · 2013



New Members

Welcome to our

Unlike franchise groups, Real Estate Results Network supports the independence and branding of individual businesses. If you’re seriously looking at growing your business, your team and your market share - explore the benefits of Real Estate Results Network Membership.

4 Newest Members The Network

Some of the best ideas in the world are incredibly simple. And the idea behind Real Estate Results Network is exactly that – helping you and your team produce outstanding results in your real estate business.

In fact, there are two key elements to Network Membership: Unlocking the growth potential in every person within your business by delivering a breakthrough learning and development system. And then... High quality networking with Members to ensure the best strategies are implemented within our Member’s businesses. The real estate landscape is changing. When you see these changes as an opportunity instead of a challenge, you will enjoy greater market share, growth and even more satisfaction.

Exclusive Real Estate Results Network offers a select group of independent real estate professionals access to the most advanced learning and development systems in the world today.

The Network is not for everyone The Network Membership Application and Approval Process is designed to ensure there is a great “fit” between your goals and direction and what we are out to achieve with Real Estate Results Network. Once you have been approved, you will have access to the information, strategies and framework our Members benefit from to give them an even greater competitive edge in their local areas.

All Residential Real Estate All Residential Real Estate (formerly Fanning Real Estate) is a progressive and established boutique agency that specialises in residential sales and property management in the Wollongong area and surrounds.

Unique Unlike franchise groups, Real Estate Results Network supports the independence and branding of individual businesses. It also requires a real commitment to performance excellence and business development through ongoing professional development and professional peer interaction throughout Australia and New Zealand.

Opportunity This is your unique opportunity to participate in Australasia’s leading Network of high-performing independent agencies.


2013 · RER. CONNECT Magazine

Perry Beebe 0419 174 168 Office details: 306 Crown Street Wollongong NSW, 2500

RER Network Real Estate Results Network offers a select group of independent real estate professionals, access to the most advanced learning and development systems in the world today.

Real Estate Results Network is designed for principals of independent agencies who are looking to take their business to a new level of performance.

North Nor’West Property

Warwick Williams Real Estate

Wilson Property Agents

North Nor’West has the largest real estate team in the Northern Districts of Sydney, and they continue to set the benchmark in real estate service in Epping and the Northern Districts.

Wilson Property Agents have two modern offices; Hyde Park and Circular Quay, strategically located in Sydney's CBD.

Principal, Ben Seehusen, has been at the helm of this agency for the past 38 years and is excited about their new brand!

Warwick Williams Real Estate is one of the largest independent agencies in Sydney's Inner West region. Warwick Williams Real Estate covers the full spectrum of the real estate market with dedicated teams specialising in residential and commercial sales, property management and project management.

Ben Seehusen 0418 972 553

Warwick Williams 0418 259 081

Adrian Wilson 0410 444 044

Office details: 28 High Street Epping NSW 2121

Office details: 200 Victoria Rd Drummoyne NSW 2047

Office details: Shop 1/130 Elizabeth Street Sydney NSW 2000

Principal, Adrian Wilson, has been involved in the prestige property market since 2002.

RER. CONNECT Magazine · 2013


Members Members are loving the extra accountability and it's having a dramatic impact on their business.


GOLD Club is a new coaching program exclusively for RER Network Members As a Network Member you’ve seen and experienced the benefits of SILVER Membership and NOW because you’ve asked for it – GOLD Membership is an upgrade to your Real Estate Results Network Membership. If you’re looking for more support and structure, then we’d like you to explore GOLD Membership. GOLD Membership is the next level in accountability and business support designed to ensure that your great ideas turn into actions and results. This is your chance as a Principal to get that extra edge to move you and your business forward at a faster rate. This Business Productivity Plan consists of your Key Projects, Quick Wins and KPI’s to be achieved in the next 90 days. This totally shifts your focus and energy around implementation.

GOLD Membership consists of up to 10 likeminded RER Network Principals who come together regularly (face to face, phone and webinars) to share their current business performance, gain leading edge growth strategies, learn from each other and be held accountable. GOLD Membership promises to be a rewarding journey!

6 Key Outcomes of GOLD Membership 1. Grow your market share 2. Grow your revenue 3. Enhance your profit performance 4. Grow your asset value 5. Progress your team performance 6. Improve your balance and lifestyle Members are loving the extra accountability and GOLD Club is having a dramatic impact on their business results. If you want to find out more about GOLD Membership simply give the office a call on 07 5592 4344.

Unleash your true potential

Making a difference

You can see that as little as one dollar can make a massive difference!

Paul Dunn - Founder of B1G1

Companies of all types and sizes across the world are joining B1G1 and positively impacting lives.

Since 2007 B1G1 has supported 23, 008, 986 micro-giving activities. How it works... … Your company’s dollars go directly to the micro-activities that make a real difference in the communities! Things like: educating a child for a week, giving a child access to clean water for a month, giving a family a nutritious meal for a week, training and educating an indigenous trainer for a day, the list goes on. Every little bit helps and every little microgiving activity is important!

B1G1 is all about... Businesses and individuals giving to under-developed countries around the world. Contact B1G1 at

Small giving - BIG Impact! Real Estate Results Network supports B1G1 - since September 2012, we, as a Network have given... Leveraged Giving Impact Summary (DGI) for RER Network:

Monthly Average:

Gave 502,150 people access to clean water for a day


Gave 153,944 people in need accommodation for a day


Gave 91,250 people in need agriculture support for a day


Gave 37,200 children education support for a day


Gave 36,865 children a special life education program


Gave 22,000 children in need a learning tool


Gave 21,500 people medical support for one day


Gave 6,320 children in need full support for a day


Gave 4,848 children in need a meal at school


Gave 3,100 people in need a nourishing meal


Gave 2,030 social workers a full days wage


Gave 2,000 people in need required medication


Gave 700 children computer education for a day


Gave 300 people in need vitamin supplements for a day


Gave 110 children in need a book to read


Gave 100 people a special gift


Gave 20 animals shelter


Gave 19 families a domestic animal to provide income


Gave 10 people a life saving mosquito net


RER. CONNECT Magazine · March 2013


With Performance Coach Michael Sheargold

The Sales Performance Program!

If you want to rapidly accelerate the results you're achieving in your real estate career you must attand TurningPoint

Sydney Venue: Novotel Brighton Le Sands Dates: April 28th and 29th Price: RER Network rate $495

James Tostevin of Marshall White says‌ If you ever have a chance to spend time with Michael Sheargold, then do it! The impact he has had on my business and the entire Marshall White team is impressive!

What more could you want? The sprawling property sits on 3.7 acres with original landscaping and boasts of 29 bedrooms, 40 bathrooms, waterfalls and a pool.

International property

The Godfather The Godfather home hits the rental market for US$600,000 a month!

Would you like to live here? We would too!

Currently listed for US$95 million 'The Godfather' home has hit the rental market for US$600,000 per month! The sprawling property sits on 3.7 acres with original landscaping and boasts of 29 bedrooms, 40 bathrooms, waterfalls and a pool. Beverly House, the iconic film location for 'The Godfather' and 'The Bodyguard', has hit the rental market for a staggering US$600,000 a month, property blog Trulia has reported. Used for the most iconic horse-head scene in the Francis Ford Coppola classic, the home is located in the Hollywood Hills and is

just three blocks from the glamourous Sunset Boulevard. The sprawling property sits on 3.7 acres with original landscaping and boasts of 29 bedrooms, 40 bathrooms, waterfalls and a pool. Among the other standout features is a billiard room, a tennis court with its own indoor bar and media center, spa facilities with a gym and massage, a nightclub, a wine cellar and a family room with terrace that can accommodate up to 400 people, Trulia reports. The estate was also the former home of newspaper magnate William Randolph Hearst

and actress Marian Davies, as well as the honeymoon venue for John F Kennedy and Jackie Kennedy Onassis in 1953. It was featured in both 'The Bodyguard' as Whitney Houston’s character's house and in 'The Godfather' as the home of horse-loving producer Jack Woltz. It was listed in 2007 for US$165 million and was LA’s most expensive property yet. However, the owner Leonard M Ross slashed the asking price to US$95 million after filing for bankruptcy, according to the LA Times. For more information visit

RER. CONNECT Magazine · March 2013


Luna Park RER Network Members take over Sydney's iconic Luna Park for the 2013 ARERA's.

ARERA'S All the glitz & glam of ARERA’s 2013

Let the fun begin!

The Newton Real Estate team before they descend on Luna Park

Arera's 2013

As the boat pulled into the wharf at one of Sydney’s iconic locations - Luna Park - the secret was out!


he secret venue for the 2013 ARERA's was well disguised with all Members meeting at Darling Harbour… anticipation was high as Members boarded the boat that would take them to the top-secret location! Members were greeted on arrival with champagne and wine, and whilst sailing down Sydney Harbour sipping on drinks and taking in the breathtaking views of Sydney Harbour, everyone was still guessing (and betting) about the final destination! As the boat pulled into the wharf at one of Sydney’s most well recognised locations Luna Park - the secret was out!

Once we docked, the event turned into a carnival of fun with stilt walkers and clowns entertaining everyone, whilst the ferris wheel and tango train had delighted guests screaming and shrieking with delight!

Lucious ladies from Cunninghams Property

RER. CONNECT Magazine · March 2013


Congratulations to all the nominees, finalists and the winners of this years awards!

The rain held off just long enough for everyone to be seated in the Crystal Ballroom - decorated in carnival colours as world famous DJ Kate Monroe played funky tunes! The ARERA's lived up to it’s reputation as a stunning Network event where Members are recognized for their efforts throughout the previous year and rewarded accordingly! Network CEO, Michael Sheargold played ring master and MC (and dance instructor!) as the award winners were announced. With award winners being crowned the best in the field, we were all reminded of the amazing ability, talent and hard work of all RER Network Members! Lavish food, wine and champagne flowed throughout the evening and there was a wonderful family feeling to the entire event. All Members celebrated together and shared in each others successes, which was fantastic to see, and the dance floor went off! Kate outdid herself with the tunes and we all enjoyed letting our hair down and having fun together! All in all, it was a very special evening and the feedback has been fantastic! So, from your RER Team – congratulations to all the nominees, finalists and the winners and thank you for making the night such a special event!

We were all remided of the amazing ability, talent and hard work of all RER Network Members.

The Chris Peake Real Estate team celebrates in style


2013 · RER. CONNECT Magazine

Arera's 2013

Agency of the Year – mcconnell bourn – accepted by Sam & Matt Bourn

Agent of the Year – Marcus Chiminello, Marshall White & Co (Previous photo)

Cunninghams Property team members and Tony Santolin from Griffith Real Estate

Principal of the Year – John Bongiorno, Marshall White & Co (Previous photo)

The Luna Park stilt walkers were happy to oblige the team from Just Paterson talking happy snaps

RER. CONNECT Magazine · 2013


Congratulations to all the nominees, finalists and the winners of this years awards!

Service Excellence of the Year – Marshall White & Co – accepted by James Redfern

Property Manager of the Year – Kerrie Walker, Newton Real Estate

Property Management Team of the Year – Philip Webb Real Estate – accepted by Philip Webb

Community Service of the Year – Just Paterson Real Estate

Marketing Agency of the Year – BHR Estate Agents

Commercial Agency of the Year – First Commercial Realty – accepted by Angelo Efstathis

Support Star of the Year – Kathryn Haecker, Philip Webb Real Estate

Marketing Campaign of the Year Under $10k – Ben Bickmore-Hutt & Sarah Moore, BHR Estate Agents – accepted by Ben Bickmore-Hutt

Marketing Campaign of the Year Over $10k – Steve Lambley & Kingsley Looker, Cunninghams Property


2013 · RER. CONNECT Magazine

Arera's Winners 2013

Boutique Agency of the Year – Cunninghams Property – accepted by Ann & John Cunningham, Andrew Lutze & Bree Higgins

Regional Boutique Agency of the Year – Nolan & Partners Estate Agents – accepted by Scott & Melissa Nolan

Auctioneer of the Year – John van Lienen, JVL

Rural Agency of the Year – The Property Shop – accepted by Andrew Palmer & Hugh Bateman

Rookie of the Year – David Wereszczuk, Chris Peake Real Estate

Rising Star of the Year – Nahid Coventry, mcconnell bourn

Manager of the Year – Bree Higgins, Cunninghams Property

Regional Agency of the Year – Cutlers – accepted by John Cutler

Agent Achiever of the Year – Steve Lambley, Cunninghams Property – accepted by Jodie Lynch & Steve Lambley

RER. CONNECT Magazine · 2013


Congratulations to all the nominees, finalists and the winners of this years awards!

Lifetime Contribution of the Year – Hugh Bateman, The Property Shop

New Zealand Agency of the Year – Lugton’s

New Zealand Agent of the Year – Terry Ryan, Lugton’s – accepted by Simon Lugton

NSW Agent of the Year – Andrew Lutze, Cunninghams Property

Qld Agent of the Year – Emmy Thies, House Estate Agents

Rising Star Agency of the Year – House Estate Agents

Regional Agent Achiever of the Year – Lucas Sheppard, The Property Shop – accepted by Hugh Bateman

Vic Agent of the Year – Andrew Hayne, Marshall White & Co

WA Agent of the Year – Stefanie Dobro, Caporn Young Estate Agents


2013 · RER. CONNECT Magazine

18th, 19th, 20th, 21st August 2013

Block out your diary now! Principal Advance 2013 - Bali here we come! Considered one of the most exotic and beautiful locations in the WORLD, Seminyak, Bali is our home for Principal Advance 2013. Set in the stunning W Hotel, Seminyak, Principal Advance 2013 will be the ideal location for us to take our leadership to the next level.

Members rated KickStart 2013 the best to date! More Pictures Here’s just a few of the pics – to see more just go to the RER Members site.

KickStart 2013

KickStart 2013

Rocked! KickStart 2013 ROCKED Sydney Convention Centre on February 11th and 12th! Over 250 Network Members were in attendance and the energy in the room was electric!

KickStart 2013 Performer Panel

Our amazing KickStart speakers shared their strategies for success; Philanthropist, Paul Dunn, Super Principal, Matthew Bourn, Top Selling Star, Andrew Hayne and Performer Panelists; Emmy Thies, Jill Henry and Steve Lambley inspired and motivated us all to take massive action and spoke about what sets them apart in their market place! Led by Michael Sheargold, KickStart 2013 certainly was

a great way to KICK OFF the year. The networking was great, the content was rich, the Auctioneers Competition was entertaining and the Panelists gave real and current feedback!

Matthew Bourn

We had some new Members in attendance and a fantastic time was had by all - so a HUGE Thank You to all Members for taking part and for being so open and welcoming to our new Network Members. KickStart 2013 has been rated the best to date! If you didn’t make it... you seriously missed out! Do whatever you need to do to get there next year!

Michael Sheargold RER. CONNECT Magazine · 2013


Steve Lambley Cunninghams Property Agent Achiever of the Year

Member Talk

Building my position and reputation in the market for “going the extra mile”.

Steve Lambley of Cunninghams Property: receiving ‘Agent Achiever of the Year’ award from Michael Sheargold, together with Jodie Lynch

His Virgin businesses are the epitome of great service and great branding in practice. I would love to have even a little of his positive attitude rub off on me, not taking “No” as the answer. Read the book, you’ll know what I mean! STEVE LAMBLEY

What are the Top 5 things you focus on daily? • Maintaining buyer momentum for each listing
 • Constant vendor contact
 • Keeping “top of mind” pipeline opportunities on track and advancing
 • Nurture, nurture nurture… something I have not been great at in the past. That’s going to change! • Dollar productive focus for me and my team How long have you been in real estate? 6 years now. Leaving 20+ years in sales in the IT sector, I needed more balance. My friends laugh when I tell them that, but the difference is: I have the control of what and where I spend my time. I just need to be smarter about what I do. I’m also sorting that one out!


2013 · RER. CONNECT Magazine

What is your biggest achievement?

What was your first job in real estate?

Building my position and reputation in the market for “going the extra mile”. Service, service, service!

Thrown in the deep end (with a lot of encouragement and advice from John Cunningham and all the team)! And go and create a market!

How do you keep balance in your life?

Who is the most inspirational person in your life?

As much as I love what I do, I keep remembering every day I have a family that needs my time as well. Again I am constantly questioning every day how I work, the time it takes, and the focus I need… when needed.

Would you believe my Deputy Headmaster at school. He kept me on the straight and narrow, and believed in me. Even when I was getting distracted on all the things teenagers do! Also my father-in-law, as a leader in his work role, he empowered the people around him and their success translated naturally to HIS success. It’s not hard.

If you could spend the day with anyone in the world to gain skill and knowledge, who would that be and what skill would you like to walk away with? Richard Branson has been someone I have admired for a long time. If you have read his autobiography, it’s an inspiration how a single person can change the entrenched establishment and over deliver on expectations.

What is your funniest or strangest experience in real estate so far? When my past assistant mentioned to one of our clients by email that “there has been a shit in the market”, and actually meant “shift”. I laughed for days afterwards. I still chuckle about it and always will.

Scott Nolan Nolan and Partners Estate Agents Regional Boutique Agency of the Year

Member Talk

In business if you focus on the people the money will look after itself

Scott and Melissa Nolan of Nolan and Partners Estate Agents: Winners 'Regional Boutique Agency of the Year'

Scott Nolan

What are the Top 5 things you focus on daily? • Health - start each day with a crossfit session, a run, stand-up paddle board session or walk the dog (if its been a big night) • Learn - Read the paper or e-mails with breakfast to find interesting stories to share on facebook, my newsletter or in team meetings • Team - I say good morning to everyone individually at office and ask them if anything exciting or interesting is happening in their day • Work - Make sure I work through my “To Do list” everyday and go home with a clean sheet and organized for the next day • Relationships - Ensure I touch base regularly with friends, family, and business associates How long have you been in real estate? 25 years, started in Real Estate in 1988 as a Property Manager, bought into my first office in 1993 (PRDnationwide Coffs) sold in 2004 because my partner was an a@#$%e, opened Nolan and Partners with Melissa in 2004. What is your biggest achievement? Married the most beautiful woman in the world (30 years this year!) and raised four fantastic children!

How do you keep balance in your life? Plan work around my life. Plan social activities, sport, fitness, holidays, family time etc first then fit work around it. I believe success is not measured in money but rather how you view yourself and how others view you as a person, I've met plenty of miserable multi-millionaires with no friends! The best piece of advice I received early in my career was “In business if you focus on the people the money will look after itself”. Still as true today as it was in 1988! If you could spend the day with anyone in the world to gain skill and knowledge, who would that be and what skill would you like to walk away with? Batman! Successful businessman by day, super hero by night! I'm sure he could teach me plenty. What was your first job in real estate? Property Manager (nothing like learning both sides of the business) Who is the most inspirational person in your life? I love reading autobiographies about successful business or sports people and people who have overcome adversity so it changes regularly. I am currently looking for inspiration

to run my third marathon and came across the story of Dick and Rick Hoyt. Google “Team Hoyt”, if you don't find them inspirational then you must be a corpse! What is your funniest or strangest experience in real estate so far? In about 1989 I had a nerdy, desperate looking guy run into our office and asked to hide. Two seconds later two big bikies walked in the front door and said "where is he?!" Being bold and brazen I looked them in the eye, folded my arms and then pointed to the office where he was hiding. They dragged him out kicking and screaming and forced him into a car with two other tattooed terrors. I rang the police with the car's number plate and a description of what had transpired. About an hour later the police phoned back to say everything was fine. Apparently the nerdy guy was the previous accountant for the bikie gang and he was up on embezzlement charges. The bikie gang had paid his bail and then he had disappeared so the bikies had found him and were taking him back to Sydney to make sure he fronted court and they got there bail back! True story.

RER. CONNECT Magazine · 2013


John van Lienen JVL Auctioneer of the Year

Member Talk John van Lienen

John van Lienen of JVL: recieving Auctioneer of the Year award from Michael Sheargold.

What are the Top 5 things you focus on daily?

Elton John and his lyricist Bernie Taupin for how the lyrics and the melodies came together so beautifully. “Your Song" and "Candle in the wind" were written in minutes. Johan Cruyff, the famous Dutch footballer for his presence and grace on a football field who created “total football“ which is played by Barcelona today.

A good old fashion start to the day with either a run or bike ride for fitness and breakfast with the kids before they go to school. I love it. Thinking about what team listings or sales can be brought together through Michelle (my wife and business partner) and my help. Continually annoying our marketing department looking for innovative ways to have the JVL brand promise and current client marketing campaigns attract a meaningful impact. Wanting to be a positive third voice in every agent/ vendor catch up meeting. I hope to leave all meetings with the right adjustments to help there property sell and for them to feel we care and are working hard for them. As busy as my day is, I try to connect with each person in the company and all costumers positively. Enthusiasm is contagious. How long have you been in real estate? I have been selling real estate since 1986. I started 27 years ago when I was 12 years old. What is your biggest achievement? Marrying Michelle and having two special children Jake 15 and Gorgi 13. In New Zealand we have to complete a University diploma in business studies before we could open our real estate business. Capping day for both Michelle and I after 3 years of study was a huge achievement. The sore head the next morning was worth it and now 14 years on JVL has a reputation we are proud of. How do you keep balance in your life? Having sporting kids we are proud of makes you commit to supporting their success and takes your obsession away from working 24/7 in real estate. Our son Jake is a national talent in school boy cycling. Our daughter Gorgi is number 2 in NZ for triathlons in her age group and a future football talent aiming at the under 17 World Cup.


2013 · RER. CONNECT Magazine

Who is the most inspirational person in your life?

What is your funniest or strangest experience in real estate so far?

If you could spend the day with anyone in the world to gain skill and knowledge, who would that be and what skill would you like to walk away with? Business: Micheal Sheargold (free workshop) so I could be totally immersed in his performance-based leadership accountability. This is an area of the business that will always inspire. Elton John: Inspirational icon in the music world for 45 years. His intelligence and creative has to be admired by the countless songs that remain classics for the world to enjoy forever and I love singing. Both people make an everlasting impact in people's lives which I would like to be able to say I can do! What was your first job in real estate? I listed 25 -30 properties on my push bike in the dark at night before opening a startup office after arriving back in my home town broke from my OE in 1986. I had landed a real estate sales persons job for this startup company and couldn’t afford a car. So my prospecting strategy was scanning all the opposition window cards at night with a torch. When I listed the houses I had to hide my push bike. There was no training and I didn’t know any better. The embarrassing story later become a bit of local folklore.

Michelle took our JVL team on a our annual surprise team building day out. She split the team in to 4 groups to play a game of treasure hunt. It involved them racing around our city by foot searching out pre selected businesses where envelopes awaited them with instructions to purchase outrageous items along the way. The theme for the day was ‘bad taste’ so everyone had to come dressed in some hideous outfit. The items collected included a marriage certificate from the courthouse, some rings from a safety deposit box in a bank, flowers from a florist, confetti from a travel agency etc... Later at the final destination the music bellowed out “Here comes the Bride” and Michelle and I walked down the isle to the shock of everyone dressed as the Bride and Groom, Michelle in a beautiful meringue dress. The humorous Minister (comedian) proceeded to marry us and we played our part perfectly. The problem was we had intended this mock wedding to be short lived but we were having so much fun we carried the joke into the next day. There were tears of happiness and joy and we had fooled pretty much everyone even the radio station and newspaper who promoted the joyous occasion. After returning home at 1am from a pre arranged bus trip to the reception and dinner party in Wellington we still did not have the heart to tell everyone because it had gone to far by this time. Not long after we tied the knot for real: Thank God.

Nahid Coventry mcconnell bourn Rising Star of the Year

Member Talk Nahid Coventry of mcconnell bourn: recieving ‘Rising Star of the Year’ award from Michael Sheargold.

My biggest achievement last year was my record sale $4.35m

Nahid Coventry

What are the Top 5 things you focus on daily? • Call backs from opens • Hot buyers • Top vendors • Prospecting my top vendors • Getting the worst done first! How long have you been in real estate? I have been in real estate for 6 years. What is your biggest achievement? My biggest achievement last year was my record sale $4.35m which was also the record sale for the suburb! Also selling another 4 properties all at the top end off market by matching the buyers to the properties.

How do you keep balance in your life?

What was your first job in real estate?

Unfortunately not too much balance in my life last year, work did consume my life a bit, getting some balance back is my focus this year. I want to be able to get my exercise in daily in the morning by getting up early. So far so good!

I have only worked with mcconnell bourn. Previously I worked in Relocations so a bit like a buyers agent relocating expats to Sydney or newcomers.

If you could spend the day with anyone in the world to gain skill and knowledge, who would that be and what skill would you like to walk away with?

Most inspirational – I have to say I learn from my teenage/older children every day.

In real estate I would say James Tostevin or Andrew Hayne. Anyone in the world - George Clooney!!! I would like to know how to achieve my goals (both business and personal) and be the best at what I do and continue being the best, not dropping the ball. Getting the balance with work and play.

Who is the most inspirational person in your life?

What is your funniest or strangest experience in real estate so far? We meet funny and strange people every day and are dealt challenges every day!

RER. CONNECT Magazine · 2013


Ruby Public Relations Pty Ltd “A creative and successful public relations campaign will create a buzz about your product, business, organisation, message or cause engaging your desired target markets while building strong lasting relationships and increasing business development”.

Courier Mail  

Mudgee Guardian   &  Gulong  Adver,ser   Hornsby  Advocate  

Manly Daily

Courier Mail



Star   (Greater  Dandenong)  

Mudgee Guardian & Gulong Advertiser THE PROPERTY SHOP Mudgee, NSW

Hornsby Advocate MCCONNELL BOURN Lindfield, NSW

Coffs Coast  Advocate   Community  Residen,al   West  


North Shore Times MCCONNELL BOURN Lindfield, NSW

Star (Greater Dandenong), Cranbourne News & Berwick News CHRIS PEAKE REAL ESTATE Berwick, Vic


2013 · RER. CONNECT Magazine

Coffs Coast Advocate NOLAN AND PARTNERS ESTATE AGENTS Coffs Harbour, NSW

Community Residential West CAPORN YOUNG ESTATE AGENTS Claremont, WA

Members out in the field

Public Relations


Here are JUST a few articles about how Network Members have made it to press over the last few months.

Cranbourne News CHRIS PEAKE REAL ESTATE Berwick, Vic


ith a strong focus on Public Relations around the Network, here are JUST a few articles that have made it to press over the last few months. Manly Daily, Courier Mail, Mudgee Guardian & Gulong Advertiser, Hornsby Advocate, Cranbourne News, North Shore Times, Star (Greater Dandenong), Cranbourne News & Berwick News, Coffs Coast Advocate, Community

,n n)  

Morning Bulletin (Rockhampton) Yeppoon Real Estate Yeppoon, Qld

Residential West & Morning Bulletin (Rockhampton). We are working with many additional media outlets and if you want PR support, please use our PR company Ruby Public Relations, they will look after you. Contact the team on 07 5514 8575.

Public Relations can lift your profile, improve your credibility and can create greater relationships between the public, the community, employees, and customers.

RER. CONNECT Magazine · 2013


How Samsung reinvented itself How many times did Samsung pivot their business before becoming the No.1 smart phone seller in the world, beating Apple at their own game? 13 TIMES! Here’s how...

Reinvention It takes courage, it takes commitment and, as Samsung says in their most recent ads, ‘It doesn’t take a genius’.

START HERE - Lee Byungchull launched Samsung to sell groceries in South Korea in 1938.

PIVOT No.1 - By the early 1940s, in a competitive grocery market, Lee changed tack, went vertical and Samsung began producing and selling their own noodles.

PIVOT No.2 - By 1950, with the Korean War ruining his business, Lee left Seoul and turned Samsung into a sugar company with its own sugar refinery.

PIVOT No.3 - After the war, in 1954, Lee switched Samsung’s focus again, launching the largest woollen mill in Korea.

PIVOT No.4 - As Korea developed, Lee switched to cater for the growing population, focusing Samsung on selling insurance and securities.


March 2012 · RER. CONNECT Magazine

PIVOT No.5 - By 1960, Lee In 2012, Samsung became the largest mobile and smart phone maker in the world

had switched Samsung again to focus on electronics, with its first electronic product being a black & white TV.

PIVOT No.6 - By 1980, Lee moved Samsung into telecoms, producing telephone switch boards and fax systems.

PIVOT No.7 - When Lee died in 1987, Samsung separated into four companies - Department stores; Chemicals & logistics; Paper/Telecom; and electronics. PIVOT No.8 - By 1980, Samsung Electronics decided to focus on international investing, investing in plants and semiconductor facilities around the world.

PIVOT No.9 - By 1990, Samsung began moving from investing to property, and became a world leader in

construction, with building contracts on 3 of the world’s tallest buildings: Petronas Towers in Malaysia, Taipei 101 in Taiwan and Burj Khalifa in UAE.

PIVOT No.10 - In an attempt to rationalise during the 1990s recession, in 1993 Lee’s son, Lee Kun-Hee, began downsizing, selling many subsidiaries and merging the rest. PIVOT No.11 - By the late 1990s, the merging of electonics, engineering and chemicals in Samsung led to the company becoming the largest producer of memory chips in the world. PIVOT No.12 - As memory chips became more competitive, in 1995 Samsung switched to liquid-crystal

Samsung reinvented

By 1980, Lee moved Samsung into telecoms, producing telephone switch boards and fax systems. From selling groceries in 1938, Samsung is now responsible for about 20% of South Korea's exports

displays, and over the next 10 years became the world’s largest manufacturer for flat screen TVs.

PIVOT No.13 - By 2010, with liquid-crystal displays becoming more competitive, Samsung launched a 10 year growth strategy, with smart phones being a key focus. At this point, they were already providing Apple with many components for the new iPhone. (For now) - In 2012, Samsung became the world’s largest mobile phone and smart phone maker, outselling iPhones two to one. With so much change, what remains the same? When Lee began his company all those years ago, he called it ‘Samsung’ which means ‘Three Stars’ in Korean. His three meant ‘big, numerous, powerful’ and the stars meant ‘eternal’.

From the beginning, his vision for Samsung was to leave a legacy as a leader in whichever market made sense at the time. That strategy has led to Samsung having sales today of over $250 billion and producing about a fifth of South Korea’s total exports.

How many times have you pivoted your business onto a new wave of success when things aren’t going your way? What is the bigger purpose you are pivoting your business around? In fast changing times, take Samsung as an example: Set a bigger purpose, with a long term vision and short term results, and have the courage to switch when you need to. It takes courage, it takes commitment and, as Samsung says in their most recent ads, ‘It doesn’t take a genius’.

RER. CONNECT Magazine · March 2013


Annual Event Due to the overwhelming positive feedback from all clients, speakers and sponsors, Sales Summit will now be an annual event.

Sales Summit 30

2013 路 RER. CONNECT Magazine

Did you miss Sales Summit? DVD now available If you missed the event, call the office on 07 5592 4344 to purchase the DVD!

Real Estate Sales Summit

James Tostevin from Marshall White & Co. presenting to a full house.

Over 440 real estate professionals gathered in Sydney on Sunday February 10th to hear and learn from some of the real estate industry’s leading identities.


ebruary 10th 2013 saw the first ever Real Estate Sales Summit held at the Sydney Convention and Exhibition Centre. Due to the overwhelming positive feedback from all clients,

speakers and sponsors, Sales Summit will now be an annual event. Over 440 real estate professionals dedicated their Sunday to hear and learn from some of the industry’s leading identities. Leading real estate professionals James Tostevin,

Some of the presenters at Sales Summit

Madeline Kennedy, Josh Phegan, Tom Panos, Bethwyn Richards, Cathy Richards, Henry Ruiz, Chris Gilmour, Glenn Twiddle, Kevin Turner and Michael Sheargold all shared their top tips to help and support each attendee reach new heights in their results. All the presentations were full of take-home value! Thank you again to our Sales Summit sponsors: realestate., Real Estate Business, Marsh Media, PrintForce, RE UNCUT and UREC. And thank you to all the RER Network Members who attended - it was great to see such a great Network representation at an industry event! If you missed the event, call the office on 07 5592 4344 to buy the DVD! We can’t wait until Real Estate Sales Summit 2014!

RER. CONNECT Magazine · 2013


Deb Lindner

Sell faster for more The real estate market has changed. You can’t use old-school marketing anymore and expect to be an industryleader! You must change too. What used to work 5 or 10 years ago simply doesn’t work now...

The evidence is in. Emotions drive sales. Daniel Kahneman is widely regarded as the world’s most influential living psychologist. He teaches that we have two Brain Systems:

Emotional Brain = 95%
 Rational Brain = 5% So if you are only selling the ‘features’ of a property, you are only selling to 5% of your buyer’s brain. If you are using old-school marketing strategies, you are almost certainly LOSING thousands or millions of dollars in sales! That’s a big piece of the pie you don’t want to miss out on! Large developers have been ‘doing it’ for years. Australia’s leading agents have been ‘doing it’ for years. They have tapped into the power of emotional selling – that is, selling a ‘lifestyle’.

What is ‘Lifestyle Selling’? Property Styling (also called Home Staging) is an essential marketing tool that enables you to sell a listing in the FASTEST possible time, for the HIGHEST possible price, by engaging your buyers’ emotions. It means presenting a property at its absolute best before it hits the market and SHOWING your buyers the lifestyle it offers…tapping into their dreams and desires and having them fall in love with the property.


2013 · RER. CONNECT Magazine

Home Staging Here’s the Stats: • Staged Homes sell 30-50% faster • They sell for 7-17% more • 83% of buyers pay more for premium presentation, with no work to do It’s exactly like creating a 30 second TV commercial for a property. Stastically, you have 30 seconds before a potential buyer decides if they are interested in your listing or not. And here’s the thing – buyers love display homes. Perfect homes filled with beautiful furniture and luxurious accessories, that they can just walk into and enjoy. So that is what you need to give them…

Benefits for Agents: • Sell listings faster and for a premium price (Homegain Survey of 2000 US agents. 340% ROI on staging expense) • More listings because you offer a different marketing strategy vs other agents • Reputation for selling premium properties (and attract more premium listings) • Great photos for internet advertising creates more traffic at showings • Your listings attract more buyers than other badly-presented or vacant houses competing in the same price range • You can focus on listing and selling (not presentation details) • A professional stylist on your team means you have an objective ‘middle-man’ and maintain a better relationship with your clients.

How do you know the house needs property styling? The way you live in a home is NOT the way to present it for sale. You can particularly recommend a home stager if the house is: • Vacant (95% of people can’t visualise it if you don’t show it to them – so a vacant house confuses buyers as they don’t know where to put their furniture…or even if it will fit!) • Has a few empty rooms (rooms ALWAYS look smaller when empty) • Cluttered with a lifetime of possessions • Has oversized or dated furniture • Decorated in a very personal way that will be a turn-off for buyers • Has strong colours that will be a turn-off

3 Key Steps There are three key steps to making sure your listing attracts premium buyers – NOT bargain hunters. 1. Property maintenance, cleaning & upgrades • Make sure that EVERYTHING is perfectly clean and in working order before listing a property • You don’t want buyers to focus on any small flaws (like dripping taps, stained carpet, damaged paintwork etc) as this obviously results in lower-priced offers (for inexpensive repairs that only cost hundreds to fix).

2. Maximise space • Remove excess furniture and clutter to make the property appear larger • Don’t use furniture that is too heavy or over-sized as this can overcrowd rooms • Remove personal clutter so your buyers can more easily imagine themselves living there.

3. Add the style • Once all the repairs, decluttering, cleaning and planning are done, it is important to add back in the style. • It needs to appear light, spacious and aspirational • A professional stylist can recommend beautiful furniture, artwork, throw rugs, lighting, cushions, premium bedding, mirrors and accessories. These things definitely create the ‘wow’ factor.

What are the benefits for your seller? Remove Stress Sellers are NOT marketing and presentation experts! They don’t know the best way to present their home and are often confused and unsure. Stagers offer expertise, practical help and a complete ‘done for you’ service which sellers love.

Save time Stylists can offer sellers a great, instant ‘team’ of experts – they can quickly recommend storage solutions, painters, landscap-

RER. CONNECT Magazine · 2013


Home Staging ers, cleaners, tradesmen etc. This is a great time saver for your seller and gets properties ready to go to market faster.

Money Staged houses sell for 7 – 17% more, and 30-50% faster. This represents a big chunk of extra profit that all sellers love!

When is the best time to call in a stylist? Ideally call in your stylist 1-2 weeks before the house goes on the market. This allows time for an initial stylist’s consultation, maintenance work and all the recommended de-cluttering to be completed. If the house needs hire furniture this can easily be achieved in this timeframe also – which means the house is showcased and ready to wow your buyers as soon as it hits the market. If you were starting your real estate career now, would you be building home staging into your offering? It might be time to stop selling to only 5% of the brain, and engage with the other 95% as well!

Case Study: This Brisbane family home was being sold by an owner-occupier. • He had never used staging as a marketing tool before, and was VERY skeptical about spending ‘extra money’ on top of his marketing and agent’s fees. • The home had lots of dark, heavy furniture which made the rooms look cramped, and unfurnished bedrooms, which looked cold and depressing • His market-savvy agent recommended he make the extra investment as he knew the property would be difficult to sell in it’s current condition. • The entire home was styled with light, contemporary, stylish furniture and accessories It sold for $100,000 over the expected price. The property sold in 7 days. It received over 1500 internet hits, 39 inspections and multiple written offers in the first week.

Staged Property Appraisal Price Sale Price Cost of Staging Selling time Extra Profit

$ 950,000K $ 1,050,000K $ 3,500K 7 days $ 96,500K

Article by Deb Lindner

Before and after


March 2012 · RER. CONNECT Magazine

Darren Saunderson When you work with Darren you’ll quickly realise his 15 years experience within the real estate profession as an agent, sales manager, principal, trainer and coach will give you a real competitive edge.

Get ready to take your results to a whole new level with this innovative 3 month coaching support program designed for agents who are committed to success and ready to grow… .

The Agent Accelerator Coaching Program is a highly interactive program that firstly identifies your “current reality” and then arms you with the resources, strategies and key ingredients to accelerate your performance.

Do not apply for the Agent Accelerator unless you’re committed to: • D  ramatically improving your individual performance and results • Becoming the agent of choice in your marketplace • Growing your self confidence to do what it takes • Being fully accountable and responsible for making it happen • Building your marketshare growth strategy • Developing a daily system for self-management • Getting off the real estate roller coaster and avoiding sale slumps • Developing new habits of success • Identifying how to build a brilliant listing pipeline

• B  uilding a generating platform that delivers results • Enhancing your listing win rate • Identify essential questions you’re not asking that defuse objections • Learning cut-through dialogue to have clients on your team • Building a powerful plan for growth • Clearing roadblocks that in the past may have stopped you • Uncovering your strengths and how to maximise them for results

The Agent Accelerator Coaching Program will give you the tools, strategies and mindset you need to accelerate your real estate career. If you’re committed to transforming your results over the next 3 months, then apply today! Also, as an RER Network Member you get a discount on all programs. Contact RER HQ on 07 5592 4344

Fashion with Shane Reference Sherry Maysonave and Empowerment Enterprises LLC

Dress T Like You Own It!

The BIG question is “What to wear?“ For many business people this is a surprisingly difficult question... You typically want to show your own style, be an individual and stand out from the crowd. But there’s more to just grabbing the first thing you put your hands on in your wardrobe and throwing it on. You see - YOU - yes YOU - Ms and Mr Real Estate Guru are in the business of selling a dream, selling a lifestyle, selling your professionalism – and how you dress and your appearence contributes to this in a BIG way.

here’s more to just grabbing the first thing you put your hands on in your wardrobe and throwing it on.

So girls, Paris Hilton, Rihanna, or Britney Spears may be fashion icons in street wear but you don't want to dress like them at the office. And guys if your dressing like Seal, Johnny Depp or Justin Beiber then get off the dance floor during the working week and get into looking professional. The real key is knowing what is acceptable in your office and in your market place. Ask around the office and have a chat with your Principal - they’re a good guide on what’s appropriate attire.

So, here's a general rule: Understated elegance beats flash and trash five days a week. That means men shouldn't dress like aspiring rock stars, and women should shun the Paris Hilton look. 

Opt for a more conservative fashionable look, not an outlandish one. In most cases it makes sense to choose simple, understated styles and colors — blues and greys or charcoals, for example. Black also could work, as long as you won’t be mistaken for an undertaker or a Johnny Cash wannabe. To avoid that fate, soften up your look by wearing another color near your face or a crisp white shirt.

Dress it UP and Get Ahead 1. Attract, don't distract. Look business like, yet stylish (not boring like a corporate filing cabinet). Wear a fashionable suit or dressy tailored separates that appear as a well-coordinated outfit. A tailored jacket, one that fits you well and for the ladies a nicely fitted jacket with a dress for a more casual look works well. 2. Organise your wardrobe. Win the time war, organise your closet so that your business clothing is separated from your social apparel. Even colour blocking your clothes helps if you’d like to be even more organized. 3. Accessorise with great care. This isn’t the time to go

Mark Twain Mark Twain said it best: "Clothes make the man. Naked people have little or no influence in society."


2013 · RER. CONNECT Magazine

with wild nail polish, jangle-y jewellery, face & body jewellery, ankle bracelets, strong perfumes or colognes, brightly colored or printed purses or briefcases, scuffed briefcases, open-toed shoes, big chunky high heels or sandals. All of your accessories should be understated, inconspicuous and professional. This is true for the guys as well. Guys ditch the bracelets!

4. Cleanliness is next to Godliness. Clean, pressed clothes are important, of course, and avoiding linen and pure cotton shirts due to creasing. Have clean, polished shoes in good repair, clean, groomed hair and fingernails, well-brushed teeth, fresh breath and absolutely no body odour.

The BIG question is “What to wear?“ For many business people this is a surprisingly difficult question… because you typically want to show your own style, be an individual and stand out from the crowd.

5. Stay up to date. For men, suits and tie patterns can look dated if they’ve been hanging in your closet for several years. The same goes for women’s suits and dress-shirt patterns. Even worse, make sure your clothes fit well - not to big or too tight. To find out whether you’re looking a little bit too 1996, ask a trusted friend to help you assess your working wardrobe.

6. Don’t wear these items! Just say no to: Low-cut or see-through blouses, bootilicious pants or miniskirts,
visible bra straps or thong (obviously!)
open-toed, strappy sandals or excessively high stilettos or exaggerated high fashion shoes. short skirts; capri pants; leggings; leather jackets for men or women; or turtlenecks for men. Men should wear collared shirts and a tie if appropriate. 7. Your own common sense and good judgment should prevail. If you know for sure that wearing a tie on a particular interview wouldn’t be the right thing to do, then don’t do it. Same for a formal business suit. But don’t stubbornly think that this is the time to make a flashy fashion statement. Instead, this is the time to make sure your appearance doesn’t detract in any way from all the good information you have to share about you and your company.

8. Set aside enough time for a scan in the mirror. Before you go into an appointment, slip into the restroom and look in the mirror. Is your tie flipped around? Do you have any food in your teeth? Is your hair standing straight up? If not, you’re good to go!

9. Body art and the pursuit of happiness. If you look like David Beckham or Pink and you make as much money as them – and you have a hot bod then flaunt it baby. Other wise cover up.

10. Put Your Best Foot Forward. Shoes tell your secrets; they are the strongest indicators of your socioeconomic status. For business wear, shoe styles must be closedtoe and they must be in mint condition. Nicked heels, scruffy toes, or unpolished footwear scream "failure". 11. Look Successful. A successful image attracts greater success. And success leaves clues in your physical image. Buy the best quality garments and accessories that you can afford. Have goals to get ahead and work them by dressing for success. 12. Turn offs – Smelly breath – If you smoke (you’re a fool)

14. Exude Confidence. Stand tall, with your shoulders back. To be perceived as confident, women must wear tastefully applied makeup. In our society, well-applied makeup conveys high self-esteem and confidence. It says that you pay attention to details. Women who consistently wear tastefully applied makeup earn 20 to 30% higher incomes. For both men and women, be sure to finish your face with a smile. And men moisturise your face every night before bed. You’ll be amassed how much better you look

15. Get A-head. A stylish haircut is essential to a professional image. If you have dandruff – get it treated. If you dye your hair make sure it looks natural. And if you’re bald, a little polish is always good.

16. Last but not least. Make sure that you don’t have left over hair on your shoulders, food on your shirt or jacket – give yourself a little dust either side before walking into an appointment. 17. Breathe powerfully. Accumulated stress shows in your body via your breathing. The more stressed you are, the more you tend to breathe shallowly. Take several time outs each day to do power breathing exercises. Let your mind go, and breathe in and out - from your lower abdomen - for three full minutes at a time. Then watch your energy be revitalized. Your skin and eyes will look refreshed. And your posture will return to a power position. It pays. Take control. Go that extra image mile. De-stress and power up your nonverbal communication today. Maintain your image consistently and watch your ability to command respect and your income potential soar. In the end, we all tend to associate well-dressed individuals with intelligence and achievement. And most people like to be associated with winners. Well- dressed and well-groomed people are always granted more opportunities for success.

make sure that you have breath freshener and mints in your car and a light spray to spray over yourself to get rid of the smoke on your clothes. Make sure the ashtray in your car is always clean and the car smells nice and fresh. Ideally don’t smoke in your car.

Business is a game, somewhere between war and sport. Both war and sport require strategies to win. Just as the best sports equipment can give an athlete the competitive edge, a crisp businesslike image can work to help you become more successful and attract more clients.

13. Have perfect timing. Wear a metal watch; it adds

There are many things in life that we have no control over. One thing you can take charge of is your image; you actually have a monopoly on it.

enduring strength and power to any business image - male and female.

RER. CONNECT Magazine · 2013


Members in the field The Property Shop Chris Peake Real Estate Auctions for a good cause is running non-stop for 24 hours

Nolan & Partners Estate Agents help raise funds

this year Chris Peake Real Estate are once more supporting a great cause and entering a team in the “Relay For Life” overnight walk to support the Cancer Council.

scott nolan official auctioneer for the Kids Foundation Charity Ball raised over $16,000.for this very worth while organisation.

auction action Celebrity Golf Classic dinner/auction sponsored by The Property Shop was a HUGE success with the event raising over $10,700 for Mudgee Hospital, Pioneer House and Junior Golf club.

The night was a HUGE success with celebrity sports heros, Ken Sutcliffe (Channel 9), Peter Sterling (Parramatta and The Footy Show), Geoff Lawson (Australian Cricketer), Malcolm Johnston (Australian Cricketer), Brett Kenny (Parramatta) , Paul Martell (Comedian) , Steve Mortimer (Canterbury), Nick Bell (Australian Cricketer), Chris Anderson (Cronulla) and Daniel Hughes (AFL) and many more in attendance.

The event takes place from 6pm on Friday 15th March to 6pm on Saturday 16th March, and will be held at Akoonah Park, Berwick Victoria. Relay For Life is an overnight, community event where teams of 10 or more keep a baton moving in a relay-style walk or run to raise funds for the Cancer Council. The event brings the whole community together for a night of fun, entertainment, celebration and remembrance. So if you would like to support the guys and help them raise funds, they would really appreciate your support.

How To Make a Donation - You can donate to a team, a team member or to the Casey Cardinia Relay For Life event. This can be done online, over the phone on 1300 65 65 85.

Online : Click "sponsor" on the left hand side Team Search – Chris Peake Real Estate, Casey Cardinia (location) Donate to this team & follow credit card prompts

The Property Shop's own Andrew Palmer auctioning off items with his burly assistant Nathan Hindmarsh from Parramatta Eels.


2013 · RER. CONNECT Magazine

Snitzel Filly Takes Flight on another note Scott's prize horse 'Flying Snitzel' Wins again!

Tara Madgwick - Saturday, 9 March 2013. Group 1 winner Norzita was the raging hot favourite for the Group 2 VRC Kewney Stakes at Flemington on Saturday, but nobody told Flying Snitzel, who ran past the favourite in the last 50 metres like it was tied to the fence. Astute Sydney trainer Gerald Ryan sent Flying Snitzel down south to dodge the better fillies in Sydney and was hopeful rather than confident of beating Norzita with a change in riding tactics proving the key.

Having drawn wide for the 1400 metre assignment, Flying Snitzel (pictured Racepix Vic) was eased back to last by Craig Williams and ridden cold before unleashing an explosive finish. She zoomed into contention and then ran straight past Norzita to win by more than a length, her overall record now three wins and two placings from 13 starts with prizemoney in excess of $300,000.

Members in the field Glowing purple

Caporn Young are growing


colac to coast Real Estate are proud to be taking part in 'Painting Our Town Purple' to support Cancer Council's Relay for Life.

OPENING a new office … Very exciting for Caporn Young to be opening there third office in Applecross in Western Australia. Well done guys!

presenting The Opposition Leader Mr Tony Abbott with The REINSW position on increasing the standards of The Real Estate Industry in Australia... interesting what he’ll do with it!

Just Paterson Run for Research

just paterson's Marcia, Angela and Erin are really excited to support the Malaghan Institute this year in the "Round the Bays" Event.

Marcia and Angela will be taking on the half marathon and Erin walking the 7kms course. So well done guys on what a difference you are making and we can't wait to hear all about the tight hamstrings a few days later!

Caporn Young have also just announced there charity of choice for 2013, The Telethon Adventurers! The Caporn Young Team had the privilege of meeting Rick Parish, founder of The Telethon Adventurers, whose mission is to find a cause and ultimately a cure for childhood cancer. Sadly, Rick's 2.5 year old son, Elliot, lost his battle with brain cancer in 2011. Rick's presentation was nothing short of inspiring, his passion for life and making a difference in the world is infectious.

It's the Caporn Young Annual Derby Day Bake Off! Yummm...

John Cunnigham

Cunninghams are out and about and networking with some interesting people. AT THE RECENT surf carnival in Manly, The Reserve Boat Crew won – not only a medal but got to be photgraghed with a very special sign... Nice work!

RER. CONNECT Magazine · 2013


Members in the field

Awesome results in the Network

Yeppoon went troppo

Happy Birthday


with the annual main street Pineapple Festival parade. This year the theme of the parade was “Tutti Fruitti” and the Capricorn Coast is known for pineapple. Claudia and Shelley all dressed up as Carmen Miranda – we think.

more february birthdays! Hawaii Five O – Mr Walsh. A BIG happy 50th with Chris celebrating in (his style) Hawaiian. Bookem Dano! Chris and wife Kylie celebrating.

conGratulations Kerstyn Walsh, winner of the prestigious Youth Leader Award! The whole Newton team are so proud of you!

The parade through the main street

We're having a baby

REIA’s 2013

Yes, that's right Kristy Ahrens, RER Network’s Member Manager and her partner Ben are expecting their first baby, due mid September. Kristy won’t be going too far, she’ll be taking some time off but joining the team again in 2014. Please join us in congratulating Kristy & Ben for what promises to be very exciting times!

conGratulations to Maria Selleck Properties for winning REIA’s 2013 Small Agency of the Year! After 4 years in a row of taking out the Small Agency award at the REIACT Awards and being inducted into the REIACT Small Agency Hall of Fame, Maria Selleck Properties has been given the biggest accolade yet! Well done to Maria, Gordon and the rest of the Maria Selleck Properties team!

The parade through the main street


2013 · RER. CONNECT Magazine

Win a trip for 2 to New York

WIN A TRIP TO THE BIG APPLE! Yes that’s right, you could be on your way to Times Square, Rockefeller Plaza and Park Avenue! All you need to do to enter is HELP US grow the Network! If you identify at least 5 good quality potential RER Network Members before January 31st 2014 you will be given 2 Return Business Class tickets to New York (to the value of $20 000). The potential Member Agency’s must be qualified - you need to work with us at RER HQ to set up a meeting/discovery call about Membership and the agency is added to your tally when they join as a Member. This is THE BEST competition we’ve ever run and we are really excited about the potential growth of the Network (and being able to send you to New York!) What are you waiting for? Miss Liberty is waiting! Get started now!

For more information and conditions contact Member Manager, Kristy Ahrens on 07 5592 4344

Win a trip for 2 to New York


How do you become a Network Member? The Network Some of the best ideas in the world are incredibly simple. The idea behind Real Estate Results Network is exactly that – helping you and your team produce outstanding results in your real estate business. We call this ‘The Real Estate S-Factor’. The Real Estate S-Factor is all about helping your business have the right Strategy, the right Structure, the right Standards, the right Systems, the right Skills, the right Service and the right Support to ensure you stand out in a positive and significant way.

Unlike franchise groups, Real Estate Results Network supports the independence and branding of individual businesses.

If you’re seriously looking at growing your business, your team and your market share - explore the benefits of Real Estate Results Network Membership.

Two other key elements to Network Membership are: 1. Unlocking the growth potential in every person within your business by delivering a breakthrough learning and development system. 2. High quality networking with Members to ensure the best strategies are implemented within the businesses of our Members.

Exclusive Real Estate Results Network offers a select group of independent real estate professionals, access to the most advanced learning and development systems in the world today.

The Network is not for everyone. The Membership Application and Approval Process is designed to ensure there is a great ‘fit’ between your goals and direction and what we are out to achieve with the Network. Network Membership requires a real commitment to performance excellence and business development through ongoing professional development and professional peer interaction throughout Australia and New Zealand.

“I believe our company is where it is today as a result of the Network - I can’t recommend it highly enough, we have access to the best real estate network in the world!”

“This is such a high performance Network with some of the best real estate strategies I’ve seen in 39 years in the business. To say I’m excited is an understatement!”

Sam Bourn, Principal mcconnell bourn, NSW

Hugh Bateman, Principal The Property Shop, NSW

“I cannot believe how improved we were after only 12 months Membership! We have been swamped with training opportunities and information - overload never experienced in 30 years with major marketing and training groups.” David Deane, Principal David Deane Real Estate, QLD

Make Our Network Your Network! If you’re looking for a new level of support and a fresh approach to business development, then find out more about our exclusive area territories and how we can help you grow simply call 07 5592 4344

Grow your results Real Estate Results Network offers a select group of independent real estate professionals, access to the most advanced learning and development systems in the world today.

Michael Sheargold

Shane McLucas

The RER Team

Mark Humphries

Neil Williams

CEO and head coach

managing director

business development


As Head Coach of RER Network Michael has conducted over 6000 coaching sessions over the last 21 years – making him one of the most experienced coaches in the world today. Michael is dedicated to helping, inspiring and coaching you and your business to great success and real results!

Shane is Managing Director and Partner in RER Network. With over twenty years experience in marketing and business management, Shane looks after the day-today running of RER as well as heading the Marketing and Events departments.

Mark is focused on growing Membership and further enhancing the elite Network of agencies through out Australia and NZ. Mark is an active Auctioneer, a Board member of Kingscliff Chamber of Commerce, a Licensed Real Estate Agent, Stock and Station Agent, and an accredited Auctioneer in NSW and licensed in Queensland.

Neil has over two decades of sales and coaching experience and has successfully ran both mainstream and boutique agencies in the Canberra and Melbourne market place. He has delivered Real Estate training to agencies up and down the eastern seaboard as well as in Germany, New Zealand and China.

Darren Saunderson

Kristy Ahrens

Sarah Bidmead

Kirsten Ross


member manager

marketing manager

events manager

Darren has the ability and contagious enthusiasm to quickly get clients engaged in growth and taking massive action. When you work with Darren you’ll quickly realise his 15 years experience within the real estate profession as an agent, sales manager, principal, trainer and coach give you a real competitive edge.

With a background in Advertising, Magazines and Radio Media, Kristy joined the RER Team in November 2007 when she moved home to the Gold Coast after spending 6 years advancing her career in Sydney. Kristy is your dedicated RER Network Member Manager who is here to make sure you upgrade your results through Network Membership.

Sarah comes from a magazine publishing and marketing background. Sarah has also freelanced as an event manager and worked with some outstanding companies before moving to the Gold Coast and joining the RER Team. Contact Sarah for anything related to RER Marketing.

Kirsten comes from a marketing and PR background, with the bulk of her experience working for marketing agencies across the UK. Kirsten freelanced as a marketing consultant before joining the RER Team. Contact Kirsten for anything related to RER Events.

ABN 88 114 013 660 | PO Box 9239 Gold Coast MC QLD 9726 p 1300 2 RESULTS (1300 273 785) p +61 7 5592 4344 f +61 7 5592 4599 e |


Did you know?

RER Network is fastest growing real estate Network in Australiasia

RER Network is the highest producing Network in Australia; per agent

RER Network Members are considered to be the best looking people in real estate

2013REREVENTS. Here are the dates you need to lock in to your calendar! Real Estate Results specialises in helping real estate professionals by delivering a superior range of learning and development seminars, programs and products designed to help you produce outstanding results. For full event details and registration go to or call + 61 7 5592 4344 to speak to our events team.

Sun 10th

Sales Summit (Public)

Tue 12th

PowerUP Perth

Tue 9th

PowerUP Sydney

Mon 11th & Tue 12th


Thu 21st

PowerUP Brisbane

Wed 17th

PowerUP Melbourne

Mon 11th ARERA’s

Fri 3rd

Ideas Exchange Melbourne (external)

Tue 7th Ideas Exchange Sydney (external) Thu 9th Ideas Exchange Brisbane (external)

Wed 4th SuperCharge Melbourne (public)

Fri 14th

PowerUP Brisbane

Mon 17th

PowerUP Perth

Tue 18th

PowerUP Sydney

Wed 19th

PowerUP Melbourne

Sun 6th & Mon 7th TurningPoint Melbourne (public)

Fri 6th SuperCharge Sydney (public) Wed 11th SuperCharge Brisbane (public) Fri 13th

SuperCharge Perth (public)

Sun 29th – Tues 1st Principal Intensive Workshop (public)

Sun 24th - Tues 26th Real Estate Leaders Summit

Sun 28th & Mon 29th TurningPoint Sydney (public)

Sun 18th – Wed 21st Principal Advance Bali Thu 29th SuperCharge Adelaide (public)

Wed 27th

Getting Set for Success Perth

Wed 3rd

Getting Set for Success Sydney

Fri 29th

Getting Set for Success Brisbane

Wed 4th

Getting Set for Success Melbourne

RER Connect Issue 1, 2013  

RER Connect is Real Estate Results Network's Member publication.

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