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RER NETWORK MEMBERS andrew blake real estate Avalon, NSW

BHR - Your Agency for Life Edgecliff, NSW





MARSHALL WHITE & CO. Armadale, Vic









Collins Simms Hawthorn, Vic











Limnios Property group Perth, WA




CUTLERS Dunedin, South Island, NZ

HOAMZ Queenstown, South Island, NZ

JUST PATERSON REAL ESTATE Wellington, North Island, NZ

JVL Palmerston North, North Island, NZ

LUGTON’S REAL ESTATE Hamilton, North Island, NZ

PASTORAL REALTY Te Awamutu, North Island, NZ

principal advance 2012


CONTENTS 5. Welcome

With Michael Sheargold

6. advisory board members Your RER Network Advisory Board

20 Awesome results in the network


6 new Members join the Network

9. Principal advance

ULURU - The BEST Principal Advance to date!

15. B1g1


17. MEMBERS out in the field PR is a powerful tool


20. awesome results in the network Catch up with the lastest Member news and achievements

23. Member talk

Q & A’s with high achieving Members


25. Care More With Paul Dunn

27. amazing days

Michael’s inspirational Californian ride for charity

29. three traits of every rock star agent Agents need every advantage they can find





In just one day you’ll transform the way you think about your business forever. Hear the strategies from HUGELY SUCCESSFUL real estate legends and learn how they dominate their respective markets. February 10th 2013 Sydney Convention Centre rer member rate $195 AUD visit

BOO re K NO ce W BONUive to a S S p spe AVE ac cia an k l d


Sales Summit is the must attend agent focused sales event for 2013.

Welcome A HUGE Welcome to RER Connect! Here we are three quarters into the year and for many, coming up to the busiest time of the year – what I call PEAK SELLING and LISTING time. I’m extremely excited about the months ahead and what’s in store for 2013, for me personally and for RER Network. After an amazing few weeks of touring throughout Australia and New Zealand with SuperCharge Your Results and TurningPoint, to the amazing time we had at Principal Advance in ULURU - it certainly has been a lot of traveling over the last few months! And I have to say I’m the proudest that I’ve ever been about the Network and its Members! From the achievements I hear about each and every day, to the actual results that you guys are achieving out there in your market. So a BIG Congratulations to you! Here are the latest figures achieved by Members for the 2011 to 2012 Financial Year. Total number of properties listed: 8,976 Total number of properties sold: 7,146 Total value of properties sold: $5,724,185,867.63 Total properties under management: 16,456 Total rent income: $24,517,933.22 WOW… What an amazing result for the Network! Well done! I’m also sure you’re going to have a great time reading this edition of RER Connect and seeing some of the awesome articles and pictures from around the Network. Coming up we have Getting Set for Success workshops in Melbourne, Sydney, Perth and Brisbane - keep an eye out on the RER 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 make sure you tune in. Let’s finish off 2012 with a bang 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!!! So let’s get into it… And I look forward to catching up with you at one of our upcoming events or on a webinar. Yours in Results

Michael Sheargold PS. There are some great new tools on the KnowledgeBase PLUS some great Momentum Sessions that you may want to have a look at to learn more to earn more! PPS. We have an exciting new event coming up in February 2013 called Sales Summit with a great line up of some of the industry’s top performers – I’ll let you know more about this soon!!!


RER Connect – Issue 2.12

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

Hugh Bateman The Property Shop

John Cunningham Cunninghams Property

Simon Lugton Lugton’s

Sam Bourn mcconnellbourn

Marisa Adams Chris Peake Real Estate

Ian Paterson Just Paterson Real Estate

And a BIG welcome to our two new Advisory Board Members

Scott Nolan Nolan Partners Real Estate

Reece Coleman BHR – Your Agency for Life

Thanks guys, we know you’re going to add a lot of value to the Network. RER Connect – Issue 2.12


New Members

Caine Real Estate

Limnios Property Group

Yeppoon Real Estate

Founder and Director, Paul Caine, has almost 30 years experience in residential sales, executive leasing and property management.

A family owned and managed business, Limnios has been in the real estate industry for 40 years, founded by its Chairman Mr Atha Limnios and Licensee Mrs Helen Limnios, Limnios Property Group has emerged to become one of Perth’s most progressive and innovative real estate companies.

Yeppoon Real Estate is a true independent family owned and operated agency. Established on the Capricorn Coast in 1993, the agency is owned by local real estate identity Esme Coren.

Paul’s personal commitment to accountability underpins Caine Real Estate’s core promise of excellence through a transparent process of skilled marketing, communication and competitive negotiation. With a team of 10 and his son Jacob as CEO, Caine Real Estate is very seriously looking to grow their results and business with RER Network over the next few years.

Paul Caine 0407 393 900

Office details: 370 Albert Street East Melbourne, Vic 3002 +61 3 8413 8000


RER Connect – Issue 2.12

From the long-term dedication and expertise of Atha Limnios, the drive and determination of his son James and daughters Irene and Stell, together with their team of highly professional and experienced individuals guarantees Limnios Property Group is set to see some awesome growth.

James Limnios 0419 949 658

Office details: 300 Newcastle Street Perth, WA 6000 +61 8 9328 3866

Under the direction of Esme and her daughter Claudia, the agency has been re-energised and provides a new and exciting perspective within the industry. With a strong focus on fresh innovations and strong fundamentals, Claudia, Esme and the amazing team at Yeppoon are ready for action and implementation!

Esme Coren 0423 877 414

Office details: 21 Hill Street Yeppoon, QLD 4703 +61 7 4938 3777

Real Estate Results Network is designed for Principals of independent agencies who are looking TO TAKE THEIR BUSINESS TO A new LEVEL OF PERFORMANCE.

Philip Webb Real Estate

First Commercial Realty

Lucas Real Estate

In 1972 Philip Webb Real Estate began as a two-man operation in an area of Melbourne that was still making the transition from orchard district to fully-fledged suburb. Today, with two of Philip’s sons fully embracing the company, it is an industry leader in the eastern suburbs.

First Commercial Realty is a leading Brisbane-based real estate agency, specialising in selling, leasing and managing commercial, retail and industrial property. Headed up by Angelo Efstathis, First Commercial Realty is the fastest growing commercial agency in Queensland.

Philip Webb is one of the largest nonfranchise real estate firm in Victoria, employing over 110 talented people and specialising in residential sales, auctioneering, property management, commercial sales and investment.

Angelo and his wife Nicola established First Commercial Realty in 2009 and introduced a fresh new approach to commercial property after owning a very successful Queensland furniture Pine Company. He also has a long history of success as a property developer and investor.

Lucas Real Estate lives and breathes Docklands being the first and largest real estate agent in the Docklands operating independently to the developers and have established themselves as the market leader with two strategically located offices open seven days a week servicing all precincts, with a full range of professional real estate services in the sale and management of Docklands property.

Philip Webb is very much an RER Network Member, saying “We didn’t get to where we are today by following the crowd. We’re not into bland “mission statements” and the latest buzzwords. But we do stick to a philosophy that says good customer service is more than an objective - it’s a way of doing business.”

It’s great to have Angelo, Nicola and his team part of the Network, expanding the Network’s knowledge heavily into commercial real estate.

With over 26 years in residential real estate, Glen Lucas is the premier property professional in Docklands and together with his son, Baden are looking forward to their business growth.

Glen Lucas 0418 355 777

Angelo Efstathis Philip Webb

Office details:

0418 884 480

Shop 1, 401 Docklands Drive NewQuay Docklands, Vic 3008 +61 3 9091 1400

0418 550 990 Office details: Office details: 989 Doncaster Road, Doncaster East, Vic 3109 +61 3 9842 1477

Suite 2, 125 Wellington Road East Brisbane, Qld 4169 +61 7 3391 9500

RER Connect – Issue 2.12


Set in one of the most exquisite places on earth: the Red Centre of Australia - Principal Advance 2012 was an awe-inspiring experience for the Principals of our Network. The theme for the conference was ‘the Spirit of Leadership’ and with the beautiful backdrop of the outback, the stunning red dirt, and the amazing rock face of Uluru, it was a magical place to totally focus on our businesses. Kicking into the spirit of things, Sunday was a day for exercise and sight seeing with a group of Members and their families heading off on the 4-hour Kata Tjuta Valley of the Winds trek. The trek was followed up by a group picnic lunch at the base of Kata Tjuta. The entire experience was simply stunning and some of the most amazing scenery we’ve ever seen. From there, it was off to get ready for our Welcome Drinks overlooking Uluru at sunset! With drinks, nibbles and a performance by the Wakagetti Cultural Dancers, it was absolutely incredible and we were all delighted by the experience. On Monday morning it was an early wake-up as we headed off to the Uluru sunrise viewing area to watch the amazing sunrise as it rose from the land. Then it was down to business and the conference was underway… Naomi Simson lead a very timely session on building culture and how she has taken


her business and her team to great heights. Michael Sheargold followed up with insights into leadership and how to develop people in your business. The amazing Paul Dunn shared his outstanding session on THE WHY… Why we do what we do. Insightfully motivating each and every one of us to make a difference in everything we do. Members were so motivated by the remarkable charitable organisation B1G1, and the difference that B1G1 is making all around the world, that an impromptu auction was held at the Productivity Awards dinner on the Tuesday evening. As a Network we raised an incredible $40,000 in 15 minutes! Well done to everyone for making a huge difference to communities all around the world. There were so many highlights throughout Principal Advance 2012, with some impressive contributions from around the Network. This year’s Marketing

RER Connect – Issue 2.12

Showcase really typified the calibre of Agencies we have in
the Network, where a large amount of new ideas were exchanged, together with past and present evidence of some wonderful rip off and duplicates! A special thank you to Hugh Bateman, Marisa Adams and Kristen Turner for their knowledgeable presentations – hearing what these guys are up to really inspires others to take action, so well done guys!!! A HUGE CONGRATULATIONS to Cunninghams Property, The Property Shop, BHR – Your Agency for Life, Caporn Young Estate Agents and Marshall White for their 2011-2012 achievements – bagging each of them a Productivity Award! The feedback from the Principal Advance 2012 has been exceptional, with Members saying it was the best Principal Advance to date... cool hey?! So here’s to an even bigger and better Principal Advance 2013!

The feedback from Principal Advance 2012 has been exceptional, with Members saying it was the best Principal Advance to date...

Member feedback: Congratulations to all again on an amazing conference. Without “pissing in your pocket” Melissa and I both agree that it’s the most valuable conference in terms of content that we have attended in the past 20 years. It’s the first time I think you had everyone in the group engaged 100% of the time which is a great testament to all involved. With so many exciting new initiatives to implement over the next few months we are looking forward to having some great success stories to tell at Kickstart! Talk soon Scott Nolan Hi Michael, RER Team and all RER Members Wow! What a great few days. Claudia and I greatly appreciated the warmth and friendship and every one, we are thrilled to be part of Real Estate Results family and extend an invitation to come to Yeppoon, on our beautiful Capricorn Coast if you are ever up in Central Queensland. A big thank you Michael and your team, we look forward to Bali 2013 and the warm weather. Have a fantastic week. Esme & Claudia Coren Yeppoon Real Estate Loved Principal Advance and all the fantastic people I met! I truly thank you for the opportunity and the amazing Network you have created! This is truly thought leading “stuff”! I am very proud to be part of the Network and your influence. Thanks to all the great people I met over the conference and thanks to Michael and the RER Team! James Limnios Limnios Property Group WOW – What an inspirational Principal Advance! That is exactly what it was in every possible way thank you guys so very very much for an awesome experience and such a high standard of presentation Michael, as well as guest speakers. Uluru is somewhere I would never have gone by choice, but thoroughly enjoyed all the spiritual and cultural experiences along with dinner under the stars and all that entailed. One of your best ever performances I believe. Always enjoy the stimulating conversations with other Members – so much depth, friendship and knowledge to be gained. Thank you all once again! Clare Peacocke Pastoral Realty Limited Thanks Michael, Shane, Kristy, Mark & Kirsten. Enjoyed it immensely - especially the walk! See you in Bali! Bruce McLachlan

Principal Advance Productivity Awards. AND THE WINNERS ARE…


Salesperson Effectiveness

Maximising Property Value

Most Properties Sold – avg per Agent

Highest Property Value Sold per Agent

WINNER: The Property Shop

WINNER: Cunninghams Property

RER Connect – Issue 2.12

Property Management Excellence Most Properties Under Management – avg per PM WINNER: BHR – Your Agency for Life

Highest Total

Sales Effectiveness

Signboard of the Year

Highest Total Value of Properties Sold

Highest Value of Gross fees to the office

Best signboard of the year – voted by peers

WINNER: Marshall White & Co.

WINNER: The Property Shop

WINNER: Caporn Young Estate Agents

RER Connect – Issue 2.12







M o n d a y 11 t h Fe b r u a r y 2 0 1 3 Set your sights high and set your goals on winning an ARERA! There is nothing more exciting than reaching a goal and being rewarded for it… Make 2013 the year that you soar to new heights and take home an ARERA! Nominations will soon be open for the Australasian Real Estate Results Awards 2013.

A R E R A’s N o m i n a t i o n C a t e g o r i e s Agency of the Year (Metro) Agency of the Year (Regional) Agency of the Year (Rural) Agency of the Year (New Zealand) Agent Achiever of the Year (Metro) Agent Achiever of the Year (Regional) Agent Achiever of the Year (New Zealand) Agent of the Year (Australia) Agent of the Year (New Zealand) Auctioneer of the Year Boutique Agency of the Year Community Achievement of the Year Marketing Agency of the Year Marketing Campaign of the Year < $5,000

Marketing Campaign of the Year > $5,000 Manager of the Year Principal of the Year Property Management Team of the Year Property Manager of the Year Rising Star Agency of the Year Rookie of the Year Service Excellence of the Year Support Star of the Year NSW Agent of the Year Qld Agent of the Year WA Agent of the Year Vic Agent of the Year

G et rea d y to c ele b rate ! ! !



RER Connect – Issue 2.12



who will be the winners


network members share their top Strategies





AND february 2013

convention centre darling harbour sydney

RER Network Members give and make a difference to communities around the world through their contribution to B1G1. Because your business has the power to change lives! B1G1 is redefining giving in businesses right around the world. When your business is part of B1G1, everything changes literally for the better. As a B1G1 Member, giving simply becomes part of who you are and what you do. You sell something - some real measurable good gets done.You choose the impact and the projects you want. You have total control. You can change things in a heartbeat. And 100% of the donation goes to the projects you choose. Joy, impact, habit and connection. Business giving totally re-imagined.


RER Connect â&#x20AC;&#x201C; Issue 2.12

A BIG thank you to Members who donated prizes, and a HUGE thank you to the winners of the auctions. This is just what RER Network Members have given to dateâ&#x20AC;Ś and we still have more to give! Leveraged Giving Impact Summary: Gave 29, 603 people in need accommodation for a day Monthly Average: 5870 Gave 18,250 people in need agriculture support for a day Monthly Average: 18,250 Gave 8,000 people access to clean water for a day Monthly Average: 4,000 Gave 2,000 children in need a learning tool Monthly Average: 1,000 Gave 1,300 social workers for a full day wage Monthly Average: 300 Gave 1,000 people in need required medication Monthly Average: 1,000 Gave 700 children computer education for a day Monthly Average: 200 Gave 110 children in need a book to read Monthly Average: 110 Gave 100 people a special gift Monthly Average: 100 Gave 100 children in need full support for a day Monthly Average: 100 Gave 20 animals shelter Monthly Average: 20

Smiths Lake House Getaway

Romantic French Villa

Mudgee Getaway

Winner – Caporn Young Estate Agents

Winner – Michael Sheargold

Winner – Cunninghams Property

Thanks John and Ann Cunningham

Thanks to Paul and Paula Caine

Thanks to Hugh and Catherine Bateman

Property Management Day with Sophie Lyon from Philip Webb Real Estate

2 pages in Boutique Magazine

Property Management Day

Michael Sheargold In House

Winner – Nolan & Partners

Winner – Andrew Blake Real Estate

Winner – Philip Webb Real Estate

Winner – McLachlan Partners

Winner – Newton Real Estate

Winner – Chris Peake Real Estate

Thanks to Reece Coleman

Thanks to Sophie Lyon

Thanks to Michael Sheargold

Palm Cove Getaway

Paul Dunn In House

A day at the office of your choice

Winner – Cunninghams Property

Winner – Just Paterson Real Estate

Winner – mcconnell bourn

Thanks to Angelo and Nicola Efstathis

Thanks to Paul Dunn

Thanks to Caporn Young Estate Agents

RER Connect – Issue 2.12


y Ltd (CAL)

With 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.

Shire Leader, Melbourne Star, WA Business News Real Estate Business Review, Business Acumen Magazine, gold coast bulletin, Brisbane Business News.

Courier Mail, Pine Rivers Press, The Northern Times, Herald Sun, Bendigo Advertiser, Area News, Mudgee Guardian and The Weekly, St George & Sutherland

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.

The Weekly, Mudgee NSW 11 Jul 2012, by Lauren Stanford

General News, page 2 - 371.00 cm² Regional - circulation 3,087 (--W----)

ID 00153662703

PAGE 1 of 1

Media Monitors Client Service Centre 1300 880 082 Copyright Agency Ltd (CAL) licenced copy





Marcia Paterson, real estate agent, at Hippopotamus



Y MUM, Sally, died quite suddenly three years ago and over the years this had been one of her favourite places to come. Mum had a form of brain cancer, glioblastoma multiforme, which is actually more common than we initially thought. Over the years, we’ve come here as a family a lot, always for special occasions. We always seem to drink Champagne when we come here. Mum was a Bolly girl – she always had a glass of Champagne or two when she came here. She liked Hippopotamus for a sense of occasion. It’s a place that feels indulgent – the pinks, blues and green fabrics on the furniture, and the way that most of the staff are French, speaking in gorgeous French accents. Do I feel sad when I come here because of Mum’s love of it? No. I try and think about the good memories. That’s what she would want. Mum, my dad, Ian, and my sisters, Kate and Jay, we’ve always loved this place. Since Mum passed away, we’ve still been coming here. We came here on the anniversary of her death. Our family firm, Just Paterson, is really close on Tory St, and Dad and Kate and I are shareholders and directors, all working as agents. We were last here three weeks ago. My sister, Kate, is commuting from Singapore so we came here for dinner with Dad. We always do the whole Hippopotamus experience, grazing through the menu. The food is delicious and the flavours are amazing, really different to anything I eat at home. I love the sashimi as an entree but try to sample new dishes from the menu. Hippopotamus also does fantastic high teas and we’ve organised a couple of those for our staff. We had a surprise baby shower for one of our


Good memories: Marcia Paterson’s mum, who died three years ago, loved Hippopotamus.

agents here. A high tea is a fun thing to do with a group of girlfriends. I do love the French focus here and try to practise my schoolgirl French. I spent six weeks doing a language exchange in Tahiti some years ago when I was 15. It was quite a brave experience being that age and away in another country. To be honest, I didn’t discover French cuisine over there or anything like that. But I am a bit of a foodie; we all are in my family. One of my brother-in-laws always jokes that the Patersons are always planning the next meal. We’re thinking about what we’re going to do for breakfast, lunch and dinner. I think it’s the Kiwi way. I grew up in Taihape, Whanganui and Wellington, shifting here when I

was 9. Mum and Dad set up a real estate firm with Ted and Sylvie Jewett, called Jewetts Paterson, and then they all went out on their own, so Mum and Dad’s became Just Paterson. I studied PE and nutrition at Otago University and fought real estate for a long time but it’s in my blood, really. I spent most of my teenage years living in Mt Victoria, and Capitol restaurant is also a family favourite. When Mum was ill, Rob, from Capitol, delivered a few restaurant meals to her and Dad. I can’t go past Joe’s Garage for coffee. It’s a couple of doors down from my office, and it’s so child-friendly, too, with pens and pencils and vintage trucks for the kids.



Museum Hotel, 90 Cable St, Te Aro 6011. Phone: (04) 802 8935. Opening hours: Breakfast – Monday-Friday, 6.30am10.30am; weekends and public holidays, 7am-11am. Lunch – Monday-Friday, 12pm-2pm. High tea – Wednesday-Sunday, 2pm-4.30pm. Dinner – daily, 6pm-10pm. Hippopotamus Cocktail Bar – daily, 2pmmidnight.

I’m a foodie but my husband, Kit, does most of the cooking. Since we’ve had kids – Charlie, 4, and Oscar, 7 – we entertain a lot more at our Northland home, doing family dinners, that kind of thing. Cooking is a great way to unwind. Mum was a great cook and entertainer. Mum and Dad used to always say: ‘‘There will always be enough peas in the pot for one more.’’ They hosted a lot and I’ve inherited a love of that. I love nothing more than having friends sitting on our breakfast bar stools while I make something. When Mum got this cancer, and after she passed away, we really wanted to do something as a family to help fight the disease. So we started supporting the Malaghan Institute as they’re doing a clinical trial, trying to find a vaccine for this form of brain cancer. A portion of Just Paterson’s fee goes to them. So far, in three years, we’ve raised $172,000 and we’re hoping to make $200,000 by the end of the calendar year. Every Like we get on our Facebook page, we also donate $1. After Mum died, we had to get back to work. We still had to go out and sell property. For a while there, you question everything and it puts everything into perspective when someone you love who is a huge part of your life passes away. This is a way of doing something positive in Mum’s memory. As told to SARAH CATHERALL

Waitoa free range chicken

Wellington Cuisine

Miramar’s Chocolate Frog Cafe, which has long

Since we bought the café in May this year, we’ve been

been a favourite on the Wellington café scene, has

consciously converting products to free range where

recently come under the care of new owners Peter

we can and we’ve had only positive feedback from

and Judy Fisher. Peter’s vision for the café includes

our customers”. Peter and Judy say that using free

gradually converting all poultry, meat and egg

range products is a growing expectation of diners.

products to free range.

According to Peter, options and tough competition

Using quality, locally sourced, free range products is

keep Wellington cafes at the top of their game.

at the heart of the Chocolate Frog Café experience,

“We are spoilt for choice in Wellington. There is a

says Peter. “My wife and I only use free range

wide range of eateries offering every type of food,

products at home so why would we operate under

right across the price spectrum – from pizza at

different rules in the cafe?”

the local market right through to five star dining.

Peter and Judy say a superior look and taste are

Just look at Miramar where we are – there are

the reasons behind their decision to use free range

at least half a dozen great cafes all within a few

chicken. “It’s noticeably vibrant and tasty and the

kilometres. This helps keep the pressure on us

dishes look great as well.

to deliver great quality and service”.

“It’s noticeably

vibrant and tasty and the dishes look great as well.”

Peter on Waitoa… “We use Waitoa free range chicken in our lunch dishes including our Caesar salad, rolls and sandwiches. They are very popular with our regulars and we seem to sell out of them daily, which proves you don't need a fancy dish, as long as it is consistently fresh and tastes great. That's why we use quality ingredients and why our customers keep returning”.


Client Service 082

Members out in the field

Independents thrive in ‘new’ market ndependent agencies are emerging as the big winners in a property market constrained by one of the longest running corrections in recent real estate history. According to Real Estate Results Network founder Michael Sheargold, an increasing number of agents and franchisees are fleeing the big franchise model in favour of independently run businesses. Real Estate Results Network supports principals and agents in gaining a real competitive advantage in the market place. Widely regarded as one of Australia’s leading authorities on creating outstanding results in business, Mr Sheargold has coached many of Australia’s leading real estate professionals. Michael helped CEO John McGrath of McGrath Estate Agents turn his business into an empire over a period of 12 years from working with John and his team of two in an office in Paddington. Since then Mr McGrath has grown his empire to 46 offices around Australia. Michael said the paradigm had shifted to such an extent that a new methodology must be adopted when buying and selling real estate. “The results of these incredibly successful independent agencies are testament to the entrepreneurial spirit of small business owners when market


conditions are altered,” he said. Kristen Turner is the director of Chris Peake Real Estate at Berwick. She said having total control of the business presented opportunity. “In an independent business, you’re in control of every detail, large and small. With a franchise, you sign an agreement to follow the rules laid out by the franchisor,” she said. “Reputation is also an important consideration for choosing to own an independent agency over a franchise. Not all branches of a franchise are equal - with this in mind, you have to rely on your surrounding franchisees to be well regarded as any negative feedback could reflect badly on you. “In smaller, outer suburb areas like Berwick, people tend to talk to each other more and you’re more likely to get referrals through word of mouth.” “The last six months have seen us record our best month ever and our market share has grown in leaps and bounds ahead of any other agency in our area. “Sales have been consistent and our rental department is one which we have recorded significant growth in the last few months,” she said. For more information please visit or phone (07) 5592 4344 or email

Berwick News, Melbourne 28 Jun 2012 General News, page 56 - 129.00 cm² Suburban - circulation 52,707 (---T---)

ID 00152007193

PAGE 1 of 1

Independents thrive in ‘new’ market ndependent agencies are emerging as the big winners in a property market constrained by one of the longest running corrections in recent real estate history. According to Real Estate Results Network founder Michael Sheargold, an increasing number of agents and franchisees are fleeing the big franchise model in favour of independently run businesses. Real Estate Results Network supports principals and agents in gaining a real competitive advantage in the market place. Widely regarded as one of Australia’s leading authorities on creating outstanding results in business, Mr Sheargold has coached many of Australia’s leading real estate professionals. Michael helped CEO John McGrath of McGrath Estate Agents turn his business into an empire over a period of 12 years from working with John and his team of two in an office in Paddington. Since then Mr McGrath has grown his empire to 46 offices around Australia. Michael said the paradigm had shifted to such an extent that a new methodology must be adopted when buying and selling real estate. “The results of these incredibly successful independent agencies are testament to the


conditions are altered,” he said. Kristen Turner is the director of Chris Peake Real Estate at Berwick. She said having total control of the business presented opportunity. “In an independent business, you’re in control of every detail, large and small. With a franchise, you sign an agreement to follow the rules laid out by the franchisor,” she said. “Reputation is also an important consideration for choosing to own an independent agency over a franchise. Not all branches of a franchise are equal - with this in mind, you have to rely on your surrounding franchisees to be well regarded as any negative feedback could reflect badly on you. “In smaller, outer suburb areas like Berwick, people tend to talk to each other more and you’re more likely to get referrals through word of mouth.” “The last six months have seen us record our best month ever and our market share has grown in leaps and bounds ahead of any other agency in our area. “Sales have been consistent and our rental department is one which we have recorded significant growth in the last few months,” she said. For more information please visit or

RER Connect – Issue 2.12

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.

Awesome results in the network Welcome to GOLD Membership

Member Birthdays… In July, House Estate Agents held their 2nd birthday party and it was awesome. They had over 100 past and present clients attend the evening and raised $3000 for a local cancer patient to help pay her medical bills. Newton Real Estate celebrated it’s 11th Birthday in the month of April with four of its 19 staff having been employed since the firm first launched in 2001.

Exciting NEWS. Gold membership is off and running with the following Members going for Gold. Congrats to: BHR – Your Agency for Life have moved! Their new offices, just a few doors down are: 136 New South Head Road (Cnr Darling Point Road) Edgecliff NSW 2027

Andrew Blake Real Estate Chris Peake Real Estate Colac to Coast Real Estate House Estate Agents Maria Selleck Properties The Property Palace Lucas Real Estate

New ‘Stuff’ Damian Kearns (The Property Shop Mudgee) and his wife welcomed their son Olle into the world.

Dean Gilbert (Marshall White & Co.) and his wife welcomed their daughter Olivia just before the Victorian Winter.

Expansion sees opening of New Rural Office at Erina Heights McLachlan Partners, Central Coast’s longest serving agency has now opened a dedicated Rural Sales Centre strategically located on the Scenic Coast Highway at Erina Heights Shopping Village. Dedicated to the sale and leasing of our coast acreage properties, the office is managed by leading estate agent and former Australian Team Athletics Representative, Debbie Montgomery.

Romm Niblett (Caporn Young Estate Agents) enjoyed a beautiful wedding and honeymoon in July.

Debbie and her family enjoy the Central Coast acreage lifestyle herself and offers clients sales and advice backed by her own personal experiences and beliefs to the amazing lifestyle opportunities available here on the coast. Backed by one of the most experienced teams on the Central Coast the office, Debbie and her team will bring the solid, no nonsense industry reputation of McLachlan Partners to the rural acreage markets.

STRONG TIES TO THE AREA McLachlan Partner’s Principal, Bruce McLachlan’s earliest association with Erina Heights rural properties was as a child visiting his Aunty’s property, Mary McLachlan (nee Penguilley) Orchard and Fruit Stall, and now the site of Central Coast Grammar School and Franklins Supermarket. As a youth Bruce worked on orchards in Peats Ridge fruit picking, which lead to a share farming venture with the Wilson family in Hallards Rd. Bruce has also enjoyed acreage living on the Coast and McLachlan Partners understand the market trends and desires of our local families moving from residential to acreages then often downsizing back to the beaches. The dedicated Rural Office is a perfect complement to our existing residential and beachfront sales activities, as many of our clients move between the beaches to acreages.

RER Connect – Issue 2.12


Judy-Ann Cantwell of Bendigo Real Estate is really painting a good picture of herself in her market! Check out the paintings Judy-Ann does as a gift for her vendors.

Grandmaster Team Young, extremely proud of their Team Leader, Richard Young, for achieving the 2012 REIWA Grandmaster Award!

Well done to Cunninghams who had their biggest August ever with over $27.8 million worth of property sold! While we were at Uluru they also had 2 teams play in the local Balgowlah Rotary Golf day of which they were the main sponsor, with Andrew Lutze being the Auctioneer for the charity dinner.

Matt Bourn was in NZ speaking at the Bayleys conference recently, spreading the his wisdom and a couple of plugs for RER Network. Well done Matt!

John Cunningham shares his wisdomâ&#x20AC;Ś After 36 years in the Property Business I have summarised how to be successful into 8 lines and thought I would share my thoughts in a moment of clarity.

it as an opportunity to create quality relationships.

To get down to the fundamentals, Agents always seem to get complicated by a lack of commitment to doing some very simple, common sense human activities.

There are only 5 categories they fall into:

The simple truth of success in the Real Estate business is this: Every person you meet and talk to has a purpose in your business. The more people you meet, talk to and communicate with, the more business you will do. The best agents know this and see


RER Connect â&#x20AC;&#x201C; Issue 2.12

All you have to do is engage with every prospective client and discover the purpose for each one.

Hot sellers, warm sellers, hot buyers, warm buyers and advocates. Then it is simply a matter of recording the details and communicating with frequency, value, relevance and purpose. If you do this you will be successful. Cheers, John

The Famous Carving of the Ham! We’ve heard about it, and now we can share with you, a small insight into Just Paterson’s ‘Carving of the Ham’. Now a Wellington tradition, Just Paterson invites their top 100 COI’s to a gala lunch of fantastic fare and wonderful wine.

TURN OFF THE LIGHTS!!! I wonder how many people reading this column are like me and are sick of reading and hearing a different expert each week telling us how bad things are now and how scared we should all be for the future. If you are a small business owner and you believe all these negative reports it will be a case of “last one out, turn off the lights”! These experts have been predicting the end of the world now since the GFC started 4 years ago and are still peddling the same old tune. For every negative report there are at least as many economists predicting a much better outlook for the next 6 – 18 months however you will need to look past the front page of national newspapers and the six o`clock news to get these stories.

The fact that we have low unemployment, interest rates at their lowest level in many years, building approvals increasing and home loan approvals are on the rise should be good news for our local area and local real estate market in the coming years. I can only wonder how we would all feel if we weren`t in the “age of information overload” and there were no newspapers, TV shows, tweeters, bloggers, and other blusterers telling us how scared we should all feel! Maybe a bit of positive thinking will help us all through this period. Remember we are living in the best part of the best country in the world and 95% of the world’s population would swap lifestyles with us today! Scott Nolan

ONE TOUGH MUDDER Well done to our very own Tammy Howard of Caporn Young for completing Tough Mudder in Sydney! If you’ve not heard of it before, Tough Mudder events are hard core 20 kmlong obstacle courses designed by British Special Forces to test your all around strength, stamina, mental grit, and cameraderie. With the most innovative courses and half a million inspiring participants, Tough Mudder is the premier adventure challenge series in the world. Comprising of mud, fire, ice-water, and 10,000 volts of electricity, Tammy completed it with a group of friends, and to go through that and get over 3 metre walls and through underground mud tunnels, we can understand why! Well done Tammy!!!

andrew blake... The running man Following months of training and conditioning, Andrew Blake completed his first marathon in Sydney in September. Crossing the line in under four hours... very impressive congratulations Andrew!

Making the most of living trans city (Wellington/ Singapore), Kate Paterson makes the most of the visit from her sister Marcia, brother in law and nephews.

RER Connect – Issue 2.12



Newton Real Estate The top 5 things I focus on: In business: • Vendors and Buyers; this game is about good lines of communication and getting answers. • Focusing on asking as many questions from my buyers and sellers to get as much detail as possible. Information is power. • Client Nurturing; I am proud to say that most of my business is from repeat clients and referrals.

‘perfect balance’ will never get there unless they account for what I call ‘Chaos’. I have structured my days based on a daily plan where there is plenty of time for a change of tasks. And therefore, I have been more consistent in getting work done so I can get home for family time. The most inspirational person in my life: My wife. Plain and simple. We have common goals. She is my rock. Most interesting experience I’ve had in real estate: There have been many. One that I always remember is that we had a property on the market, we lost it to another agent. A month later I got the property back and sold it for a great price. It sure had people talking.

• I focus on delivering the best service to each and every client.

The most amusing memory I’ve had in real estate:


One of the guys on our Sales Team was showing a property and could hear a noise coming from the garage area as they were walking through the house. He didn’t realise that he’d parked too close to the garage door and it had been opening and closing on his car for about 15 minutes. Needless to say, I am very careful where I park my car!

• Time with my wife; we’ve been lucky enough to take a few long trips overseas in the past 5 years and I believe it’s important to have a “reward” to look forward to. • Employing Kerstyn, my eldest daughter as my assistant has certainly given more balance to work and home. My biggest achievement: Biting the bullet to change careers at age 38, 11 years ago. I had a young family to support and I am so glad I made the decision as it has changed my life for the better. How I balance my life:

My favourite food: I can’t pass up a good steak; specifically I love a cattleman’s cutlet with a bottle of Henry 7. Best advice I’ve ever been given: “This isn’t a neatness contest. You’re in sales”

Balance is a difficult thing to achieve in Real Estate, and I can’t say I haven’t struggled finding it. Those who focus on getting the


Yeppoon Real Estate The top 5 things I focus on: • Client nurture • Training • Marketing and branding • Building market share • Selling houses My biggest achievement: Other than 2 women starting a business in a male dominated area, we achieved market share leadership in our second year of business when others said it couldn’t be done. How I balance my life: I’ve stopped reading my emails in bed late at night and now ensure that my weekly gym sessions are booked firmly into my calendar as a non-negotiable.

The most amusing memory I’ve had in real estate: I was at a buyer appointment and the buyers were on the verge of putting in an offer but they were concerned about the condition of the roof of this highset home and they really wanted to take a good look at it before making a final decision. Going the extra mile, I thought I’d call up one of our sales consultant’s partners who is a builder to see if he could bring around a ladder whilst we were at the property. Five minutes later we see this great big fire truck come up this little street with its lights flashing and horns blaring and park outside the house. The buyers stare at the truck wondering where the emergency might be and then out jumps this guy from truck saying, “I’ve got your ladder!” My jaw drops and then I realise that as well as being a builder, he was also doing some work with the fire service and was all suited up as a fire man. Needless to say the buyers were extremely impressed that we called upon the emergency services just for them and they ended up buying the house. My favourite food:

The most inspirational person in my life:

Japanese. I would love to travel to Japan.

My Mum. We work very closely together and I am constantly amazed by her skill, resilience, vision and exceptional problem solving skills. She is a dynamo!

Best advice I’ve ever been given:

The most interesting experience I’ve had in real estate: A lady came through one of my open homes and mentioned that from seeing me in the newspaper she thought I looked like a lovely person. She then asked if I would be a surrogate for her child!


RER Connect – Issue 2.12

Feel the fear and do it anyway. The results are outstanding!


The top 5 things I focus on: Trying hard to build up the property management side of the business, so as part of this and part of generally being part of mcconnell bourn focussing on:• Building our rent roll !!! • Being the number 1 property management team on the North Shore. • We’ve finally got a great team so focussing on assisting them to be the best they can be • Customer service and nurturing clients- our business is based so much on word of mouth referrals and doing that little bit extra for a client or tenant is invaluable

The most inspirational person in my life: Can’t say there’s only one person, so the family as a whole The most interesting experience I’ve had in real estate: There’s been a few, but probably being part of a rapidly growing business in tough economic times and being listed in BRW Top 100!! Very exciting. The most amusing memory I’ve had in real estate: Was probably the recent “rat escapade” in our new property management office. I got stuck in the toilet/store room with Leanne, one of our property managers, after we found a MASSIVE RAT hiding behind a box. We both screamed blue murder and tried to bolt out the door together. I got out first and left Leanne for dead not realising that Leanne had fallen flat on her face in with the monster on the loose.

• Really trying to define and refine our procedures and systems – it’s a work in progress but getting there

I ended up in tears as I actually partially tore my hamstring in the dash out the door. The pest control man had to be called in to get the rat but we ended up laughing hysterically for the rest of the day (after the pain killers kicked in).

My biggest achievement:

My favourite food:

I’d like to think helping Matt and Sam build the business to where it is today!

Addicted to teriyaki salmon (weird I know) but also can’t pass up roast pumpkin and hot chips.

How I balance my life:

The best advice I’ve ever been given:

Very slowly getting better at it – ( I think ) – but learning to say no is probably the key.

“Worst first” and “don’t sweat the small stuff”.


House Estate Agents The top 5 things I focus on: • Client nurture • Going above and beyond • Prospecting expired listings • Property-centric prospecting • Exceptional follow up My biggest achievement: July this year was a highlight for me, I sold 13 properties for the month, my new record. How I balance my life: I love to treat myself! Whether it is a massage, spending time with friends or a great meal out. The most inspirational person in my life: My husband and business partner Tye. He was the inspiration and brains behind starting the business.

The most interesting experience I’ve had in real estate: At a private inspection for a high-end property I had some buyers that had come through twice before. Every time they had worn the same old grubby outfits and turned up in the same beaten up old car. The lady who came through, (now one of my favourite clients) was really down to earth, made jokes and drank out of the kitchen tap! I was later to find out that they had just sold out of a 10 million dollar property. They have been some of the funniest and best clients to deal with so far. The most amusing memory I’ve had in real estate: I will never forget, when I was a property manager 4 years ago I was doing a quarterly inspection and had checked that no one was home. I unlocked the door and walked into the lounge room and started doing my inspection, only to be greeted by the naked tenant who had just gotten out of the shower! I ran! My favourite food: Anything gourmet! The best advice I’ve ever been given: To never give up because there is always, always a way.

RER Connect – Issue 2.12


Care more

- Words Matter (and so do deeds). Paul Dunn here… And I wanted to share a few things with you.

Money first.

Confession number 1: I’m a great admirer of Seth Godin. In my view, he’s a genius and how he writes what he does EVERY day amazes me.

Many salespeople face a similar problem, perhaps because for years they’ve used a shallow version of caring as a marketing technique to boost their commissions. One report by the National Association of Realtors found that more than 90% of all homeowners are never again contacted by their real estate agent after the contracts for the home are signed. Why bother... there’s no money in it, just the possibility of complaints. Well, the reason is obvious - you’d come by with cookies and introductions to the neighbors if you cared.

Subscribe to his blog now! Confession number 2: I’m at the airport in Singapore heading for the gate to get to the UK to do some programs there and I just got an email from Kristy (literally at this minute) saying “Paul, we’ve got a deadline for our newsletter today, can you help?” Solution: (all guys like to jump to solutions don’t we)?! I’ll share with you some words (WORDS MATTER) from Seth from a few weeks ago. Here they are: Care. “Care more than you need to, more often than expected & more completely than the other guy. No one reports liking Steve Jobs very much, yet he was as embraced as any businessperson since Walt Disney. Because he cared. He cared deeply about what he was making and how it would be used. Of course, he didn’t just care in a general, amorphous, whiny way, he cared and then actually delivered. Politicians are held in astonishingly low esteem. Congress in particular is setting record lows, but it’s an endemic problem. The reason? They consistently act as if they don’t care. They don’t care about their peers, certainly, and by their actions, apparently, they don’t care about us.


RER Connect – Issue 2.12

Economists tell us that the reason to care is that it increases customer retention, profitability and brand value. For me, though, that’s beside the point (and even counter to the real goal). Caring gives you a compass, a direction to head and most of all, a reason to do the work you do in the first place. Care More. It’s only two words, but it’s hard to think of a better mantra for the organization that is smart enough to understand the core underpinning of their business, as well as one in search of a reason for being. There’s no need to get all tied up in sub cycles of ‘this leads to this, which leads to that, so therefore I care’... Instead, there’s the opportunity to follow the direct and difficult road of someone who truly cares about what’s being made/done/offered and who it is for.” Got to fly - literally. Gate B2 is closing. Enjoy and create an outstanding day ahead. Much love, Paul Dunn






Sales Summit is the must attend agent focused sales event for 2013.

Michael Sheargold


Bethwyn Richards


Josh Phegan



Cathy Richards

Madeline Kennedy

Be inspired Be excited Be motivated February 10th 2013 Sydney Convention Centre rer member rate $195 AUD

welcome: Real Estate Sales Summit is designed for agents committed to going places. 1 Day… 1 Goal… To bring out the best in you! If you ever thought it was possible to go to another level of performance, then Real Estate Sales Summit is the launch pad for you.

So get ready to take your career to the next level in this hard-hitting one day event. You’ll walk out of Sales Summit with new clarity, all fired up for brilliant results in 2013! For further information please visit

BOO re K NO ce W BONUive to a S S p spe AVE ac cia an k l d

In just one day you’ll transform the way you think about your business forever as you hear the strategies that have made these real estate legends HUGELY SUCCESSFUL and dominate their respective markets.

7 Amazing days!

RIDING THE Californian Highway 1 Road from San Francisco to L.A, Trip: The Coastal Route A special thank you to all the Members who supported my Aids Lifecycle ride from San Francisco to LA. I personally raised $9,520 and along with the other 2,205 riders and 500 roadies we raised over $12.6 million dollars! The funds are used for education, research and support in the quest to end Aids on the planet. The ride itself was challenging both physically and emotionally as we rode the 545 miles (about 900km) through some of California’s most stunning coastline and country areas. Logistically this is a BIG event. In fact, I have never been involved in something with such amazing logistics. Close to 3,000 people “move” down the coast from camp site to camp site until the final day riding into LA to a hero’s welcome. And the hills in California are BIG!!! Here’s to next year’s ride… Let me also congratulate all our Members for the amazing fund raising activities you’ve done in the last 12 months – I am truly impressed!

The rest stops were themed making it even more fun to stop; be entertained as well as rest and refuel! Welcome to the 50’s beauty parlour.


The wet day - extremely bad weather! Thermal blankets and garbage bags were all the rage!

RER Connect – Issue 2.12

Halfway to LA! My bike and I celebrate making this milestone - but they told me it’s all down hill.

The bikes ready and waiting for the big ride out of San Francisco.

The ride was stopped one day due to safety - extremely bad weather. A contingency plan was put in place to move 2,000 riders and their bikes to camp!

The Aussie jersey made it easy for the other 7 Aussies to say G’day!

Each rest stop had bike maintenance, medical, sports med and of course loads of food!

Bike parking - you can only imagine the logistics of all this!

Each night an inspirational story was shared as well as helping us understand the difference we were making in support and education to end Aids.

A night of remembrance for those who have left this world. A candlelight ceremony of peace and love.

You gotta love port-a-loos!

Don’t ask me how Charlie and his (um her) Oompa Loompas rode like this but they did!

The exceptional woman behind the AIDS Lifecycle - Lori Jean. 11 years of amazing experiences and this year raising over $12 million dollars

The support and gear team would always make the mornings special!

At lunch the ride supported a local community where everyone pitched in. We raised enough funds on that day to support the school’s After School Care program for a year! Checkout the BBQ - now that’s a serious BBQ.

This is what 2205 riders and 500 support crew’s sleeping quarters are like. There’s a level of military precision on the grid.

The amazing Californian coastline! This is on the second last day and I’m still smiling.


RER Connect – Issue 2.12

THREE TRAITS OF EVERy ROCK STAR AGENT It’s certainly been a rough few years for the real estate industry. In most cases, there are fewer deals happening, and those which do close, sell for significantly less. Given this, agents need every advantage they can find to stay ahead of their competition and provide each and every customer with the best experience possible. Happy clients (and the referrals from them), after all, are what fill the bulk of agents’ pipelines. Agents are feeling pressure from both a soft market and from the ever-shifting demands of consumers clamoring for reduced hassle in their transaction, which nowadays includes a completely electronic environment. It’s this shift in the industry that requires agents to take a different approach to their business and adopt the traits of those who are truly “rock stars”. Here are three ways the most successful agents have adapted to the ever-changing industry and market: 1. Client Convenience. It’s a fact: Inefficiency and time kills deals. Agents need to adopt technology that solves real problems, instead of relying on tools (or multiple tools) that solve a portion of the problem or a portion of a business process. Look for a solution that solves an entire business process. Buyers and sellers — especially the younger generation — expect to do most of their negotiating, amending and signing online. This client expectation is what should drive implementation of technology, making everyone’s lives easier, including that of the agent. Fortunately, there are solutions on the market aiding in digitizing the entire transactional process. Solutions that expedite the transaction can save agents and clients significant amounts of time and money by facilitating collaboration and providing instant access to important information. The solution also provides clients with the option to access and sign documents from the handiness of their mobile device. The agents who have adapted to this trend, and who accommodate their clients on their terms, are proving to be most valuable. In this market, customer satisfaction is everything, and if you’re not effectively using technology to make your clients’ lives easier, you’re trailing the industry. 2. Redefine Lead Generation. Every agent knows there’s nothing more vital than a Rolodex of happy customers — they’re what keep the referrals coming in. Instead of always looking for the silver bullet, agents should consider selective and attentive presence among their close network of clients and contacts, because the majority of all business comes through an established network of satisfied customers. Nurture your existing relationships to maximize your lead pipeline.

3. 1 Equals 90. The work you do today affects what you experience (or at least what your pocketbook experiences) in 90 days or more. Therefore, the decision to lead generate or not to lead generate, follow-up or not to follow-up, or just plain procrastinate, count each and every day. While you’re contemplating action, your competitor is building a relationship with your past client. Having a strong systematic business running on all cylinders can certainly help you to stay ahead in the now, so you can reap the rewards in the future. Keep in mind, while technology tools and channels like social media are great business enhancers for communication with clients, do not underestimate the value of face-to-face and responsiveness, hallmarks of every successful agent and something that will never change. Technology should serve to have your back, so you can spend more time with people building the relationship. There are several common traits rock star agents possess, and it’s evident by their productivity numbers that their methods of business are working. These industrious agents take the time to evaluate their current business structure and the systems they have in place. They often find they don’t need to reinvent the wheel rather repurpose and/or tweak. By focusing their attention on creating robust customer service-based businesses and providing clients with an efficient and fulfilling digital experience, rock star agents are coordinating their steady stream of closings versus some has-been trying to fund their next office bill.

Joelle Senter Technology should serve to have your back, so you can spend more time with people building the relationship.

RER Connect – Issue 2.12


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

“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!” Sam Bourn, Principal mcconnell bourn, 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 “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!” Hugh Bateman, Principal The Property Shop, NSW

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. Two other key elements to Network Membership are: 1. U  nlocking the growth potential in every person within your business by delivering a breakthrough learning and development system. 2. H  igh 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.

Unique 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.

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

theRERteam. Michael Sheargold CEO and Head Coach

Shane McLucas Managing Director

Mark Humphries Business Development

Neil Williams Coach

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-to-day running of RER as well as heading the Marketing and Events departments.

Mark Humphries is focused on growing Membership and further enhancing the elite Network of agencies through out Australia and NZ. Mark has an impressive background and a wealth of business experience. Mark remains an active Auctioneer, is 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 negotiation training to agencies up and down the eastern seaboard as well as in Germany, New Zealand and China. Neil brings a wealth of knowledge and a new energy to the CoachingClub Team.

Michael can be contacted on

Shane can be contacted on

Mark can be contacted on

Neil can be contacted on coachneil@realestate

Julie Davis Coach

Kristy Ahrens Member Manager

Sarah Bidmead Marketing Manager

Kirsten Ross Events Manager

Julie has over two decades of sales and coaching experience, and is certainly no stranger to the real estate industry. In her very first year Julie earned a merit award from the REI in ACT, and has since then achieved “superstar” status. Julie brings her valuable experience, enthusiasm, and formidable array of coaching skills to Michael Sheargold’s CoachingClub Team.

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 early last year. 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 last year. Contact Kirsten for anything related to RER Events.

Kristy can be contacted on

Sarah can be contacted on

Kirsten can be contacted on

Julie can be contacted on coachjulie@realestate

27 November 29 November 5 December 7 December

This is your chance to review 2012 and importantly build a focused resultsproducing plan for making 2013 a brilliant year!

Perth Brisbane Melbourne Sydney

A R E R A’s

11 February

The Australasian Real Estate Results Awards, known as the ARERA’s, recognise Network Members for their outstanding achievements throughout the year, with a strong focus on service excellence and brilliant results. By nominating, being a finalist and for the winners, the ARERA’s provides an accolade that only they in their area can boast. It certainly provides a point of difference in your marketplace and promises a great night of celebration! Sydney

Regional Webinar

10 December

The GettingSet for Success program comes to our Regional Network Members via live webinars presented by Michael Sheargold. The GettingSet for Success webinar is approximately 60 minutes in length.

GettingSet for Success

Series One

21 March 9 April 12 April 17 April

The PowerUP program is an important part of your RER Network agent and principal learning and development. PowerUP’s are designed to cover specific and timely strategies to navigate current market conditions. It’s also a great chance to meet other Network Members and take part in powerful learning experience.

Perth Brisbane Sydney Melbourne

2013 Sales Summit 2013

1 day ... 1 goal... To bring out the best in you! If you ever though it was possible to go to another level of performance the n Sales Summit is the launch pad for you!

10 February

This is a one-day multi-speaker event aimed at educating, inspiring and motivating agents to have their best year in real estate to date.



leaders Summit 2013

24 - 26 March

This three day event will change the way you approach your business. Discover new strategies on how to manager your team, your market share and your profits. Held on the Gold Coast, Leaders Summit is set to be THE leaders event of 2013.

Gold Coast



An incredible two days of networking and learning insights.

11 & 12 February

At KickStart you will hear from some of the leading agents within The Network as well as hand-picked speakers who have a powerful message to deliver.


Series Two

14 June 17 June 18 June 19 June

The PowerUP program is an important part of your RER Network agent and principal learning and development. PowerUP’s are designed to cover specific and timely strategies to navigate current market conditions. It’s also a great chance to meet other Network Members and take part in powerful learning experience.

Brisbane Perth Sydney  Melbourne

To register for any events visit or call the office on +61 7 5592 4344

rer connect, issue 2, 2012  
rer connect, issue 2, 2012  

rer network