RER Connect Issue 1, 2015 by Real Estate Results Network

ISSUE 1 • 2015

R E A L E S TAT E R E S U LT S N E T W O R K M A G A Z I N E

DELIVER + 1 THE STRATEGY THAT WILL CHANGE YOUR CLIENT MANAGEMENT!

OUR BIGGEST KICKSTART EVER

ARERAS 2015 ALL THE GLAMOUR SHOTS FROM THE NETWORK’S NIGHT OF NIGHTS!

10 SUCCESS QUALITIES OF HIGH ACHIEVERS MEMBER NEWS • KBASE TOOLS • NETWORK RESULTS

June 14th - 17th, 2015

RER Network Member Exclusive Event Only

Join your fellow Network Principals for mastermind strategies around People, Performance and Profit and expand your business success. “This Principal Advance is set to be the biggest, best, most intensive Principal Advance we’ve ever run!” Michael Sheargold

WELCOME FROM MICHAEL

Welcome to your RER Connect! It’s been a massive few months for RER Network and its Members – our biggest ever KickStart and ARERAs, some new initiatives, new websites, new Members and it’s only April! Congratulations to all the ARERAs Finalists and Winners! (You can read some more about the ARERAS on page 26) At KickStart we reviewed the State of the Nation Network figures. Just to recap for you, in the last twelve months, RER Network Members have: Won 12,961 Listings Sold 10,719 Properties Sold $8.8 Billion worth of real estate Managed 32,000 Properties RER Network currently represents over 1317 real estate professionals across Australia and New Zealand. That is approximately 142 Principals, 672 Sales Agents, 248 Property Managers and over 255 Support Team Members. So thank you to each and every person to contributing to the Network! These are amazing results and the team and I at RER HQ are really proud of the progress and momentum that RER Network Members have created in their market places. Well done!

We’ve got some information on our upcoming events, as well as the new RER Network website, and also a special story around “Social Media in Real Estate” on page 46 in this issue – so enjoy the read! I’m extremely excited about the months ahead and what’s in store for the Network for 2015 and beyond. The team and I at RER HQ are completely dedicated to you and your success. Should you need anything please call the team and we will help you - this is what we are here for! So let’s get into it… and I look forward to catching up with you at the next PowerSeries events!

Yours in Results

In this issue of RER Connect read about the theory of “Deliver + 1” on page 34.“10 Success Qualities of High Achievers” on page 44 This issue’s “A Day in the life” feature showcases 2 of the Network’s consistent highest performing agents and what they do on a daily basis to stay motivated and produce great results. Check it out on page 14. Also make sure you read the “Members Talk” section on page 36 where you’ll learn a little more about 4 Network Members.

Michael Sheargold CEO and Head Coach Real Estate Results Network PS. There are some great new tools on the KnowledgeBase PLUS some great Momentums that you may want to have a look at so log on to the site today and check it out!

rnet now on edia

CONTENTS OF THE ISSUE

89%

72%

60%

43%

Social Media usage

Time spent on Facebook per country USA 16min AUS 14min UK 13min

71% access Social Media from a mobile device

10 Success Qualitie

ges and 20% about ur listings, your sales. Social and Hootsuite ine an agent’s social with the ability to post to multiple e and analyse who th them online, what ing better stats than effective their social g actually is.

time for your face-to-face meetings, phone calls and appointments.

aid “Social media is but it’s really the raction that makes a ct.” Social Media can connect with potential rs, however it can ier to not take the

*Thanks to sprout social and Jeff Bullas for some excellent information. Facts thanks to ActiveRain and Properties Online.

So make sure that you use social media in the best way but you don’t forget that some of the best connections, the best nurturing, the best promotions all take place faceto-face. Don’t neglect the simple and profound impact of coffee catch-ups and physical meetings!

TEREST

HIGH Achiever 22

By Michael Sheargold, CEO Real Estate

One of the things that fascinates me is how is it that 10% of age writing the vast majority of business – and that’s pretty much a markets. What are they doing? What are the key success qualit put into place that makes the biggest difference in their results?

Having completed over 7,000 coaching sessions in the real esta profession I’d like to share with you the 10 Success Qualities of Achievers. As you review these, ask yourself the question… “How well am I applying this success quality?” and give yoursel out of 10 on each.

48 INSTAGRAM

Obviously from there, build for yourself a simple action plan ba what you are going to Start doing… Stop doing… and Continue to make the biggest difference in your results. Enjoy reviewing - I’d love to hear your upgrades!

YOU-TUBE

1 2

boards” of Neil Patel, one of the world’s set up a board best internet marketers, says r your listings, Instagram is the most under 12 Amazing Homes from around the Network as of the house, utilised platform in the property room, Bedroom, Instagram has over 19 A Day in theindustry. Life orn Young, 300 million active users and 20 KBase tools n and Marshall 75 million daily users. This is a xcellent Pinterest massive market – you can use 22 Kickstart online and have instagram to share pics of the oards. homes you are currently listing, 28 ARERA’s pics of your area, pics of sold 36 Deliver+1 signs – link your account to the facebook account.

According to an Australian Real 19 Estate Group, real estate listings

BUILD A WINNING ATTITUDE that include a video receive 39 Members Talk 403% more than those One of the things to recognise is thatinquiries you must have a great attitude – one that’s positive and motivating. What is your without. Videos for your listings, 46 10 Success of High attitude saying about you? Qualities Your attitude really creates Achievers your world view and it’s what you’re putting out before youagency, get videos introducing your anything back. What is your winning attitude like? 48 Make the Most Out of Social Media yourit sorental properties Can you tweak it,your hone itteam, and improve it’s a can-do attitude? It’s all about getting out there and making it happen. – video it all! Caine Real Estate 50 Members Charity Drives have a great YouTube channel so log on and watch some of their 52 2015 Events videos today.

GET SUP

That fastest way to g clients get what they tune in to them. Aski service to you and help it’s the ultimate Win-W and the buyer wins, the the best marketing in Achievers kn

congratulations

congratulations congratulations

huge huge totoour ourRER RERNetwork NetworkMembers Members named namedininthis thisyear’s year’sReal RealEstate EstateBusiness Business Top Top100 100Agent’s Agent’sList List aa

Our Network Members who are listed in the rankings:

James Tostevin Marshall White

Marcus Chiminello Marshall White

15 21 29 29 #

congra congr Hamish Tostevin Marshall White

Steven Kourdis mcconnell bourn

Andrew Andrew Lutze Lutze Cunninghams Cunninghams

The results of the 2015 REB Top 100 Rankings are in and our RER Network Members across the country have done exceptionally well! Special mention to those in the Top 10 James Tostevin and Marcus Chiminello! This year, RER Network finished in second place out of all the networkâ&#x20AC;&#x2122;s across Australia with 10 agents making the Top 100 cut. An awesome result, with the Network pushing out larger groups like LJ Hooker, Ray White, Century 21, Raine & Horne - just to name a few. This is especially impressive given the size of these other agencies! These awesome results are fantastic to see and a great testament to the ongoing training, coaching and development that each Network Agent and Principal are investing in.

For the full list of the Top 100 2015 rankings, visit rebonline.com.au/rankings/8978-top-100-agents-2015 (REB online are charging for content now). The winners were judged on three criteria: the number of sales, the volume of sales and the average sale price recorded during the 2014 calendar year. This yearâ&#x20AC;&#x2122;s top 100 agents also improved in three other key areas, with property sales up 6.3 per cent to 86.1, listings up 10.0 per cent to 95.7 and time on market down 13.6 per cent to 31 days. The only category in which they went backwards was conversion ratio, which fell from 93 per cent to 90 per cent. Well done to our Top 100 Team - looking forward to seeing more RER Network Members in the Top 100 List next year!

45 61 64 91 96 #

ratulations Zali Reynolds Marshall White

Stefanie Dobro Caporn Young Estate Agents

Kaine Lanyon Marshall White

Paul Caine Caine Real Estate

Jill Henry mcconnell bourn

NETWORK MEMBERS

ALL RESIDENTIAL REAL ESTATE

THE PROPERTY SHOP

MORTON & MORTON

PHILIP WEBB REALTY

WOLLONGONG, NSW

MUDGEE, NSW

SYDNEY, NSW

DONCASTER EAST, VIC

ANDREW BLAKE REAL ESTATE

SANDERS NOONAN REAL ESTATE

LES FREEMAN REAL ESTATE

CAINE REAL ESTATE

AVALON, NSW

LUGARNO, NSW

CAIRNS, QLD

MELBOURNE, VIC

THE AGENCY

SOUTH EASTERN REALTY

BAZZO REAL ESTATE

LUCAS REAL ESTATE

DOUBLE BAY, NSW

MALABAR, NSW

BALLAJURA, WA

DOCKLANDS, VIC

CALLAGHER

WARWICK WILLIAMS REAL ESTATE

CAPORN YOUNG ESTATE AGENTS

KEMP REAL ESTATE

ANNANDALE, NSW

DRUMMOYNE, NSW

CLAREMONT, WA

PORT LINCOLN, SA

CUNNINGHAMS PROPERTY

BAY WEST REAL ESTATE CONCORD WEST, NSW

LIMINOS PROPERTY GROUP

CUTLERS

BALGOWLAH, NSW

PERTH, WA

DUNEDIN, SOUTH ISLAND, NZ

GRIFFITH REAL ESTATE

DAVID DEANE REAL ESTATE

BENEDIGO REAL ESTATE

GRIFFITH, NSW

STRATHPINE, QLD

BENDIGO, VIC

QUEENSTOWN, SOUTH ISLAND, NZ

MCCONNELL BOURN

HAVIG JACKSON REAL ESTATE

PEAKE REAL ESTATE

JUST PATERSON REAL ESTATE

CLAYFIELD, QLD

BERWICK, VIC

WELLINGTON, NORTH ISLAND, NZ

MCLACHLAN PARTNERS

HOUSE ESTATE AGENTS

COMPTON GREEN

LUGTON’S REAL ESTATE

YARRAVILLE, VIC

HAMILTON, NORTH ISLAND, NZ

NEWTON REAL ESTATE

KEN GUY BUDERIM

MARSHALL WHITE & CO

BUDERIM, QLD

ARMADALE, VIC

PASTORAL REALTY

CARINGBAH, NSW

NOLAN AND PARTNERS ESTATE AGENTS

THE PROPERTY PALACE

JEFF JONES REAL ESTATE

LINDFIELD, NSW

LONG JETTY, NSW

COFFS HARBOUR, NSW

NNW PROPERTY EPPING, NSW

MARSHALL WHITE ONE ARMADALE, VIC

TOOWOOMBA, QLD

BOOVAL, QLD

YEPPOON REAL ESTATE

YEPPOON, QLD

STONES CORNER, QLD

EXPLORE PROPERTY

TOWNSVILLE, QLD

HOAMZ

TE AWAMUTU, NORTH ISLAND, NZ

FIRST ASSET MANAGEMENT

EAST BRISBANE, QLD

MCCORMACK BARBER ORANGE, NSW

ADVISORY BOARD MEMBERS PAGE

SAM BOURN mcconnell bourn

REECE COLEMAN The Agency

MARISA ADAMS Peake Real Estate

ANGELO EFSTATHIS First Asset Management

PETER REID Bazzo Real Estate

DAVID NEWTON Newton Real Estate

THANK YOU!!!

SCOTT NOLAN Nolan & Partners Estate Agents

We would like to take this opportunity to thank the RER Network Members who dedicate their time, energy and effort in providing their advice and guidance to RER Network HQ. The Advisory Board exists to provide much needed feedback and suggestions (from a Memberâ&#x20AC;&#x2122;s point of view) on all important Network decisions. So a massive Thank You to all the Advisory Board Members! WHAT IS THE FUNCTION OF THE ADVISORY BOARD? The Advisory Board is a group of Network Members who help guide, collaborate and support the growth of the Network whilst ensuring our events, learning and development are always at the cutting edge.

Introducing Real Estate Results Networkâ&#x20AC;&#x2122;s

Property Management Performance Program rernetwork.com.au

An exciting New initiative for Property Managers and their teams.

RER Networkâ&#x20AC;&#x2122;s Property Management Performance Program is structured to improve your growth strategies, influencing and negotiating skills, relationship and client nurture and many more business building skills to enhance your PM business. Call our team on 1300 273 785 for more information today.

FINALLY... IT’S ARRIVED. AN EASIER WAY TO RECRUIT.

RER People is all about finding great talent to enhance the performance of your business. We place the right People for your business, so you don’t have to.

RECRUIT ENGAGE RETAIN rerpeople.com 1300 273 785

A DAY IN A LIFE

DAMIAN KEARNS

The sense of achievement when I get a ‘thank you’ after a sale. I love what I do! What does a typical Monday – Friday look like to you? I start each day with a 5-15 minute blast of training via podcast, past coaching session notes, RE Uncut or similar. It is then a routine of admin tasks, email replies, take care of any urgent matters with sales in progress then into either prospecting/pipeline calls or buyer follow ups. Listing appointments and inspections I push to the afternoons and evenings. I finish with a quick review at the end of each day and then a look at what’s on tomorrow. Give an example of your regular weekend? A regular weekend begins with an early start Saturday morning to put out open house signs, grab a coffee and to ensure I’m well prepared for the day’s appointments. I usually do 2-3 open homes in the morning and the afternoons are qualified buyer appointments, rural inspections or listing presentations and then set up for the week ahead. How many prospecting calls would you be doing a day? I average around 30-40 calls per day including calls to warm prospects and leads. Living in a town of only 10,000 many of my contact points are face to face. I’m also always generating leads at the supermarket, social engagements or when dropping my kids to school and daycare, and always asking for referrals. How much time do you spend talking with your hot list each day? My hot list of potential sellers will usually have around 20 contacts, a mix of hot buyers and sellers close to listing. Around 1 to 1 ½ hours is the

average time I spend on these calls appointing them or working towards an appointment. How much time do you spend talking with your hot list each day? The strategy or philosophy I use each day is to be doing the one or two extra things that my competition are not. From an extra touch point with valuable information for a potential seller to sending a card to the parents of each of the newborn babies in Mudgee after they are in the local paper birth notices. I look for the small things that will make people remember me. I want the difference between me and my competition to be clearly visible. What’s the day you look forward to most each week and why? Monday. I’ve had time with my family over the weekend, I’m prepared and know what the week ahead looks like. I’m always excited to get stuck in and get some early results to start the week well. What’s the biggest challenge you face on a day-to-day basis? My school reports all read “Damian is a diligent worker but at times can be easily distracted”. This can still be the case at times! To overcome this I’ll often lock myself away in blocks to power through tasks without distractions. I work without an assistant so covering every step pre, during and post transaction can be a challenge when combined with

prospecting, vendor nurturing, creating marketing, erecting signs etc. What’s been the biggest change you’ve made to see your results change? Two things really. Tracking my results - From how many people I’m speaking with each day to how my month is shaping up. If I’m not on track early on I can tweak and have more focus on where I need to improve or increase activity. What do you enjoy most about working in Real Estate? Training - Whether it be audio, print, online, role play or an event like KickStart, the time spent on training and development is proportionate to my results. The challenge to be constantly better than the day before. The competitiveness. The relationships I build. I love what I do! What piece of advice would you have liked to receive when you were first starting out? The importance of mindset and how significantly it affects the belief in your own ability, your ability to create opportunities, the results you achieve and your overall success. As Michael says: ‘If you think you can or think you can’t you’re right’! What’s your next holiday destination? My goal this year is to finally convince my wife to go camping at the beach. (Mel prefers a nice resort!). I can’t wait to see my kids wake up at sunrise and run straight onto the sand with big smiles on their faces.

THE STRATEGY OR PHILOSOPHY I USE EACH DAY IS TO BE DOING THE ONE OR TWO EXTRA THINGS THAT MY COMPETITION ARE NOT.

Introducing Real Estate Results Network’s NEW Website.

For everything Network related - Events, Momentums, KBase, Member details, Photos, News...

Knowledge Base tools available for you 24/7 as an RER Network Member! Agent Blueprint This is “You” Incorporated. This is the business success plan which will massively assist in you being crystal clear on your goals, your plans and your strategies to achieve those goals. This tools starts with your purpose and your passion - what are your beliefs and what are your commitments. The document also goes through your key targets, the plan you’d like to create around your sales and earnings as well your pipeline. This tool is a must for all high achievers or agents looking to step into an achievement zone.

1300 273 785

The tools on the Knowledge Base are designed specifically to help you as a high performance agent, property manager, assistant or principal massively upgrade your skill set on certain areas of the business where you feel you need a helping hand. The KBase has thousands of tools and resources ready and waiting for you to utilise!

Triple A Objection Handling This is a Momentum (part of the weekly video series that Head Coach, Michael Sheargold presents weekly) all about handling objections. Objections handled well are actually road blocks that are moving you closer to a decision. An objection handled poorly are getting in the way of you achieving your goals. Acknowledge, Ask, Answer - that’s the Triple A! Listen as Michael spends around 8 minutes talking through the best way to handle objections.

...this is YOUR Membership site!

Fees - Best Agent for the Job Itâ&#x20AC;&#x2122;s important that you can powerfully present yourself as the best agent for the job. This tool gives you some excellent dialogue around letting vendors know that you are indeed the Best Agent to manage their property goals.

Code of Ethics This code of ethics one pager contributed by Compton Green, can be used in pre-listing kits and submissions so your clients know what they can expect when they choose you as their agent of choice.

Benefits of a Boutique Agency When your competition is larger than you and seems to have a wider reach to the market, this tool provides some dialogue to help emphasise your own strengths. This tool is to position your smaller, boutique agency as the big advantage in your market place. This dialogue also explains that your agency is a proud Member of RER Network, and what that means to your agency - and more importantly, the benefits to the vendor.

From scripts and dialogues, to letters, interviews and marketing templates - all the tools that you need are in one, easy to access place - the RER Network KBase! (Available for RER Network Members only).

rernetwork.com.au

RER FEATURE

KICKSTART 2015 Over 410 Network Members attended this year at the Melbourne Convention and Exhibition Centre and the energy in the room was amaazing! With our biggest ever numbers, the growth of the Network in the last 12 months was on display â&#x20AC;&#x201C; as were the results of the Network.

old Medalist, Alisa Camplin (OAM) started KickStart with a presentation full of excellent mindset and determination tips. She had the entire audience on their feet taking part in a live ski jump reenactment. Her incredibly honest and humble story telling had the entire room on the edge of their seats and her sheer passion and true grit inspired even the most seasoned of agents in the room. Andrew Lutze of Cunninghams Property – and the Network’s new “Agent of the Year” shared what he does differently to create his outstanding results. Andrew shared a lot of information around how he runs his sales team, what roles and responsibilities each has and how the team works together towards specific goals. Andrew also shared his daily rituals and how he eliminates negativity and limiting beliefs. An energetic and

KICKSTART 2015 CERTAINLY WAS A GREAT WAY TO KICK OFF WHAT IS SET TO BE AN AMAZING YEAR FOR THE NETWORK

inspiring presentation from a start of the Network! Each year we ask some high achieving Network Members to share with the group what sets them apart in their market and how they work to create incredible results. This year’s KickStart saw two panels: the Performer Panel consisting of Wei Sen Chow from Lugton’s, Erin Poole from House Estate Agents and Andy Howden from mcconnell bourn estate agents, as well as a SuperTeams panel with Baden Lucas from Lucas Real Estate, Madeline Kennedy from Marshall White and Stefanie Dobro from Caporn Young Estate Agents. Both panels gave tonnes of real life, easy to use, quick to implement strategies to help agents from any market across the Network seriously step up their results. RER Network legend James Tostevin from Marshall White gave a stellar presentation

around creating the right mindset for growth. James shared his top prospecting and listing techniques – the real nuts and bolts of how he has become Australia’s number one agent. A lot of agents were inspired by James sharing his strategies on the KickStart stage! The second day of KickStart was a Principals-only session and saw branding and marketing legend, Justin Marden from Studio Mardo present around the best branding ideas as well as John Knight from Business Depot talk to leaders around financial fitness. Network Members Phil Hayes from Caporn Young and Peter Kakos from Marshall White gave fantastic presentations full of key insights around team performance. We took advantage of hosting KickStart in Melbourne this year and on Wednesday, February 18th hosted a Network Agency tour to four of our

MASSIVE THANK YOU TO ALL MEMBERS FOR TAKING PART AND FOR BEING SO OPEN AND WELCOMING TO OUR NEWEST NETWORK MEMBERS.

Member Agencies. Philip Webb Real Estate, Marshall White, Compton Green and Lucas Real Estate hosted 50+ Network Principals and gave a personal tour of their offices, their team set up and their work environment. It was a fantastic day – Thank You to everyone involved! A big Thank You to our Partners: VFX Print Group, Platinum HD and ZENU. If you would like to get in touch with any partners please let the team at RER HQ know. KickStart 2015 certainly was a great way to kick off what is set to be an amazing year for the Network! We did have some new Member agencies in attendance - so a massive Thank You to all Members for taking part and for being so open and welcoming to our newest Network Members. Here’s just a few of the pictures – to see more just go to your Members site: www.rernetwork.com.au

SPECIAL PROPERTY MANAGEMENT KICKSTART SESSION! This year we did something different and ran a Property Management break out session. Facilitated by Yvonne Hilsz, the Property Management session saw Principals and Property Managers share and discuss key Property Management tools and marketing. We Jason Rose from had a guest presentation Rental Express presents at the by Jason Rose from Rental PM Session Express and a panel session with Kylie Davis from First Asset Management, Dylan Emmett from Lucas Real Estate, Jayne Humphries from Compton Green and Verna Osborne from David Deane Real Estate. A big Thank You to all the panelists and to all the Property Managers who attended the session and making it a massive success!

OAM and Australian Gold Medalist, Alisa Camplin wowed the audience with her honest and interactive presentation all about determination and mindset!

MEMBER INOVATION On the final day of the KickStart event this year Principals who opted to join the team for our 4 office Melbourne Tour were treated to a fantastic day bussing around the Melbourne suburbs. The group visited PhilipWebb where we were given a personal tour and presentation from Philip Webb himself on how the Ringwood office operates. Next stop was the Marshall White Armadale office and a joint presentation from Jackie Hall, Andrew Hayne, Jack Bongiorno and Sean Cussell around what makes the Marshall White machine work! After a lunch en route, the group was treated to a look and the new Compton Green Williamstown office and an honest and open presentation by Principal, Adrian Butera. The final office on the tour was Glen Lucasâ&#x20AC;&#x2122;s docklands office of Lucas Real Estate. Thank you to all our Network offices for the effort that went into coordinating the day each and every Member walked away with some key insights and learnings!

RER FEATURE

9th

Annual

ARERAS 2015

The Australasian Real Estate Results Awards was set to be a stand out event with an amazing venue, our biggest ever attendance and the most hotly contended awards in recent history!

eld at the glamorous National Gallery of Victoria in Melbourne, RER Network Members embraced the “Art is Life” theme with all the ladies dressing exceptionally well in stunning gowns and the gents dusting off the suits and looking very dapper. Members were greeted on arrival with a beautiful, classically trained quartette playing contemporary tunes, were able to mingle with fellow Members and enjoy a cocktail hour along side the stunning Carsten Höller’s Golden Mirror Carousel, currently displayed at the gallery. After special team photos were taken, Members were escorted into the grand gallery room where champagne and wine flowed as everyone started getting into the spirit of the night! The awards commenced immediately as some of the best individuals and agencies in the real estate industry

were recognised for their amazing achievements through 2014. We were all once again reminded of the outstanding ability, talent and results of all agencies in the Network - so well done to all the Finalists and Winners. A special mention to our Hall of Fame inductees: Marcus Chiminello from Marshall White for “Agent of the

OUTSTANDING FOOD, EXCELLENT WINE AND BUBBLY FLOWED THROUGHOUT THE EVENING AND THERE WAS A GREAT ENERGY TO THE ENTIRE NIGHT.

Year”, Marshall White for “Agency of the Year”, Lugton’s for “New Zealand Agency of the Year”, Cutlers for “Regional Agency of the Year”, The Property Shop for “Rural Agency of the Year” and Terry Ryan from Lugton’s for “New Zealand Agent of the Year”. The 9th Annual ARERAs also saw two Lifetime Contribution Awards – John Bongiorno and James Connell, both from Marshall White. The energy of the night was electric with Members celebrating each others wins - and the dance floor once again was a highlight to the night. Worldclass DJ Kate Munro out-did herself again this year! This year’s ARERAs lived up to it’s reputation as a premier Network event, so from your RER Team at HQ – congratulations to all the Nominees, Finalists and the Winners and Thank You for making the night such a special event.

9th Annual ARERA’s

CONGRATULATIONS TO ARERAS WINNERS Agency Awards

AGENCY OF THE YEAR Marshall White

COMMERCIAL AGENCY OF THE YEAR First Asset Management

SERVICE EXCELLENCE OF THE YEAR Caine Real Estate

DIGITAL EXCELLENCE OF THE YEAR Marshall White

BOUTIQUE AGENCY OF THE YEAR Cunninghams Property

MARKETING AGENCY OF THE YEAR PhilipWebb Real Estate

MARKETING CAMPAIGN OF THE YEAR >$10,000 Paul Caine - Caine Real Estate

MARKETING CAMPAIGN OF THE YEAR >$10,000 Emma Powell & Stefanie Dobro Caporn Young Estate Agents

MARKETING CAMPAIGN OF THE YEAR <$10,000 David Newton - Newton Real Estate

AGENCY OF THE YEAR (RURAL) Griffith Real Estate

NEW ZEALAND AGENCY OF THE YEAR Lugton’s

PROPERTY MANAGEMENT TEAM OF THE YEAR OVER 1,000 Compton Green Real Estate

AGENCY OF THE YEAR (REGIONAL) McLachlan Partners

BOUTIQUE AGENCY OF THE YEAR (REGIONAL) House Estate Agents

HALL OF FAME RURAL AGENCY OF THE YEAR The Property Shop

INNOVATION EXCELLENCE OF THE YEAR Compton Green Real Estate

PROPERTY MANAGEMENT TEAM OF THE YEAR UNDER 1,000 David Deane Real Estate

PROPERTY MANAGEMENT TEAM OF THE YEAR UNDER 1,000 Lucas Real Estate

RISING STAR AGENCY OF THE YEAR Nolan Partners Estate Agents

COMMUNITY ACHIEVEMENT OF THE YEAR Peake Real Estate

Individual Awards

AGENT OF THE YEAR Andrew Lutze Cunninghams Property

PROPERTY MANAGER OF THE YEAR – OVER 1,000 MANAGEMENTS Christine Cianfichi Warwick Williams Real Estate

ROOKIE OF THE YEAR Erin Poole & Michael Poole House Estate Agents

AGENT ACHIEVER OF THE YEAR Craig Reid - Lugton’s Accepted by Claire Lugton

AUCTIONEER OF THE YEAR Phil Hayes Caporn Young Estate Agents

BOUTIQUE PRINCIPAL OF THE YEAR Emmy Thies House Estate Agents

QLD AGENT OF THE YEAR Emmy Thies House Estate Agents

LIFETIME ACHIEVEMENT AWARD John Bongiorno and James Connell Marshall White

VIC AGENT OF THE YEAR James Redfern Marshall White

HALL OF FAME NEW ZEALAND AGENT OF THE YEAR Terry Ryan – Lugton’s Accepted by Claire Lugton

MANAGER OF THE YEAR Jackie Hall Marshall White

SUPPORT STAR OF THE YEAR Natalia Benitez Compton Green Real Estate

SA AGENT OF THE YEAR Steve Kemp Kemp Real Estate

HALL OF FAME AGENT OF THE YEAR Marcus Chiminello Marshall White

NEW ZEALAND AGENT OF THE YEAR Kristen Gould - Lugton’s Accepted by Simon Lugton

PROPERTY MANAGER OF THE YEAR - UP TO 1,000 MANAGEMENTS Verna Osborne David Deane Real Estate

RISING STAR OF THE YEAR Wei Sen Chow Lugton’s

RISING STAR OF THE YEAR Andy Howden mcconnell bourn estate agents

AGENT ACHIEVER OF THE YEAR (REGIONAL) Damian Kearns - The Property Shop

AGENT ACHIEVER OF THE YEAR (REGIONAL) Nathan Thomas - Griffith Real Estate

CONGRATS AND SEE YOU NEXT YEAR PRINCIPAL OF THE YEAR Richard Young Caporn Young Estate Agents

WA AGENT OF THE YEAR Stefanie Dobro Caporn Young Estate Agents

NSW AGENT OF THE YEAR Steven Kourdis mcconnell bourn estate agents

RER PR

ARERAS WINNERS IN THE PRESS!

RUBY PUBLIC RELATIONS HAS DONE AN AMAZING JOB AT HELPING GENERATE SOME EXCELLENT PRESS FOR RER NETWORK MEMBERS AROUND THE ARERAS THIS YEAR!

Here is a list of all the media outlets we, as a Network have managed to achieved some press: REB online, Manly Daily, Port Lincoln Times, Berwick Leader, Coffs Coast Advocate, Toowoomba Chronicle, Weekend West, Pine Rivers Press, Hobsons Bay Leader, St George & Sutherland Shire Leader, Central Coast Express-Advocate, Berwick News, Cranbourne News, Progress Leader, Irrigator, The Star.

RER REBRANDING

NEW LOOK RER NETWORK MEMBERS!

Congratulations to our Members who have successfully launched new brands in the recent months.

EWAN MORTON COMMENTS ON THE CHANGES TO THE BRAND “Only a little bit but the small change in our name and corporate identity reflects the big changes that have been going on across our business. Under our new name Morton we’re proud to be the same, but different. 2014 was a very big year for our business. I’m not just talking about the impact of the strong property market on our finan-

cials, although that was great too, I’m talking more about the expansion of the services we offer our clients. We opened a finance division. We bought Wilson Property Agents to expand our team of experts and secure our place as the leading independent agency servicing the CBD and city fringe. We have come a long way since my father and I first opened our door as Morton & Morton 19 years ago. Today we have an

CUNNINGHAMS PROPERTY When John and Ann established Cunninghams in 1991, their vision was to create a trusted, independent, family run business offering compelling advice to sellers, buyers, investors and tenants. Since then, technology has changed dramatically and the market waxed and waned, but the core philosophy never wavered. At the end of 2014 the brand underwent some changes - with the new Cunninghams look based around the premise of FIND - LOVE - LIVE. It’s fresh, clean and innovative and perfectly suited to their market place. With help from Justin Marden at Studio Mardo, the Cunninghams brand has evolved significantly. Well done to John, Ann and the team.

amazing team of property professionals all committed to delivering exactly those same results with exactly the same level of insight and integrity.” To read more head to: morton.com.au.

FIRST ASSET MANAGEMENT First Commercial Realty has rebranded as First Asset Management. Our business has grown and evolved since it was established in 2009, and our new brand better better reflects the exceptional client service and expert asset management service we offer. The new branding was developed in consultation with Shane McLucas from RER Network, with design implementation led by Gary Thompson of Toto Design. “Our strength has always been asset management so it’s important that our branding reflects that” explained First Asset Management Managing Director Angelo Efstathis. “We’ve created an environment in which our team can excel and achieve our vision - One Team. One Goal.”

PEAKE REAL ESTATE A decade after storming the local real estate market Chris Peake Real Estate are embarking on their newest endeavour an forging a future as Peake Real Estate. It’s an exciting, more relevant brand for a company that’s growing and changing the local real estate

industry – a company that’s attracting the next generation of real estate professionals. The original Chris Peake Real Estate brand has certainly withstood the test of time and it’s time to revitalize, revamp and rethink our brand position in the market.

RER FEATURE

DELIVERING By Michael Sheargold, CEO Real Estate Results

et’s have a conversation about Delivering +1 - which means delivering beyond the existing expectations of a client. As a real estate professional you should be aiming for Delivering + 1 at every stage of your buyer, seller, owner, client and prospective client interaction.

What are the desires and what will actually surprise our marketplace? What’s a little WOW we could put in place? What is our Deliver +1?

I’d like to share with you ideas and views around Delivering + 1. As you review these, ask yourself the question… “How

• What are the basics with this settlement process? The keys are available upon settlement. The funds are available at settlement.

well am I applying Delivering +1 at every point of your client’s experience?” and give yourself a score out of 10 on each. Obviously from there, build for yourself a simple action plan based on what you are going to Start doing… Stop doing… and Continue doing… to make the biggest difference in your client relationship management. What’s interesting is that anytime you have an upset or sensitive client, there is an expectation that they had of you, or of the business, that wasn’t delivered on. So getting clear on the expectations from the outset makes it an easier process for you to then Deliver + 1. To help with this, I have developed a very simple ladder called the Wow Ladder. That is: How can a client walk away from an experience with you or your agency (any experience) and say

“Wow, they delivered more than my expectations.” Look at how your team can deliver a little more than the clients’ expectations? What I’d like for your team to do is go through the various key aspects of the business, once a week and see how you can Deliver +1. You might take your open homes, and as a team, say what are the basics from an open home point of view?

Let’s look at the settlement process:

• What are the desires? It’s a positive experience. • Was it a surprise? Not necessarily a gift but it might be everyone in the team applauding them and saying congratulations. Or five people coming out and shaking their hands and saying “Congratulations on the particular decision.” Or doing something that creates a surprise. So, let’s get clear on the basics, let’s get clear on the surprises. Let me give another example for us real estate agents: In the car industry, if we go back 20 years ago, ABS breaking was a surprise in a vehicle. Going back 10 years ago it was a desire and today it’s a basic. Same goes for seatbelts, CD Players and other things that were actually there to make it simple for you. Recognising that, we want to continue to innovate and continually improve and look for smarter and better ways to deliver WOW to our clients. When we do, word of mouth is out there and we grow in the business even more effectively. Enjoy the discussion!

The best and worst marketing in the world today is word of mouth. There’s no question about that. When we have a great experience, we share that with a lot people. With a bad experience, we tell even more people about it. Typically, there’s a 3-1 ratio; a client will tell 10 people about a great experience and for a bad experience, they’ll tell 30 people. That was pre-social media. Now, you can easily multiply those numbers by 10 so, the 10 will become 100 and the 30 bad reviews will be 300. Some are passionate about telling people about their experiences, good or bad.

There are three rungs to the Wow Ladder:

1 2

The Basics – These get you into the game plan. The only time, if you’re delivering the basics that gives you an advantage, is if the other competitors on your marketplace aren’t delivering the basics. The Basics are incredibly important to have in play.

The Desires – When someone is looking to buy a property, what are the basics (from their point of view), and what are the desires (from their point of view)? The great thing is, they can let us know about these two levels. Probably with buyers, we’re not going to deliver immediately on their desires because if we don’t have a property that meets those particular needs, we’re not going to deliver on their desires. But we can deliver on the experience side of it from a client point of view.

Surprises – These are things that your clients are not expecting. This is the Deliver +1. What is something that’s a little bit MORE? A good example is if I say to you, after a speaking with you as a buyer, “There are three properties that suit your needs. How about I organise to get you through these properties over the next 2 days?”. Fantastic! Great! So we put the phone down, and from there the client immediately receives an email from you with the link to those particular three properties. If you tell me on the phone that you’re sending you an email now with a link to those three properties, it’s no longer a surprise; it becomes a basic or a desire. But if you don’t tell me something and then you deliver on it, it is actually a Deliver +1; and you’re adding value. Take the Wow Ladder a step further and think about every service experience: How can we Deliver +1 at our open homes? How can we Deliver +1 in terms of open homes follow up? How can we Deliver +1 in the buying process? How can we Deliver +1 at nurturing?

For information on Michael Sheargold head to michaelsheargold.com.

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MEMBERS TALK

JANE HUMPHRIES

I focus on team motivation and morale! TOP 5 THINGS THAT YOU FOCUS ON DAILY?

Q&A What is your biggest achievement to date? Out of Real Estate it would have to be getting the opportunity to work in India for 6 months, it really was an amazing experience. I have to say that it did change my perspective on life and make me realise what is truly important. In Real Estate I have recently been appointed to Team Leader which is an honour and a challenge. I am enjoying the role and working on growing the team and the business. How do you keep balance in your life? I now have a full time wonderful assistant that certainly has improved the operations of the business. Spending time with my family, friends, nieces and my step daughter certainly keep me on my toes. I also love

walking the dogs, Bibi and Buffa my little fur babies. I love going away on weekends in the countryside from time to time. 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?

Jason Statham - not sure what skill I would walk away with but I surely would have a smile on my face. What was your first job in real estate? My first job in real estate was as Property Manager at Compton Green. I had never been in real estate before but I had a strong background in Customer Service. I decided it was time for a change and a challenge, and Adrian gave me that opportunity. Five years down the line and I am now a Senior Property Manager and Team Leader. Who is the most inspirational person in your life? Without a doubt it has to be my Sister who is my ROCK and go to person, such a strong and motivated individual.

Team motivation and morale

Communication

Time Management

My to do List

Family

How long have you been in Real Estate?

5 years

FUNNY MOMENT WHAT HAS BEEN YOUR FUNNIEST OR STRANGEST EXPERIENCE IN REAL ESTATE TO DATE? It was finding a mouse in a bath! My colleague caught it and we let it go outside but then we had a second thought…What if it was someone’s pet? Luckily it wasn’t!

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Agents & Sales Managers

MEMBERS TALK

PETER HANNON

With the support from Caine RE my goals are close to reality Q&A How long have you been in Real Estate? Began a degree in Property Management and Valuation in 2008 and started my first job in 2011. What is your biggest achievement to date? I moved over from Ireland over two years ago with the ambition to make a career in the industry. With the sponsorship and support from Caine RE I have recently been successfully granted a 4-year extension on my visa making my goals a close reality. How do you keep balance in your life?

I would like to say I turn off my phone when I get home but that would be untrue. My girlfriend and I are both in the business; I like to think we keep each other sane. I also find exercise and a healthy diet a good way to keep balanced with a well deserved Guinness at the weekend. 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

EXERCISING DAILY AND A HEALTHY DIET KEEP ME BALANCED

walk away with? Sir Richard Branson - His passion drives every new target he sets himself. I would like his determination, persistence and his never give up attitude. What was your first job in real estate? When I was 16 I spent a week doing work experience for a commercial agency and my first long term role as a Valuations Officer for Glasgow City Council. Who is the most inspirational person in your life? Its hard to pick just one… I like to think I take a little inspiration from all the positive people I meet.

TOP 5 THINGS THAT YOU FOCUS ON DAILY?

45 minutes of exercise every morning

Follow up OFI call backs and buyer enquires

Prospecting and building my pipeline

Nurture established clients

Make at least two face to face appointments

FUNNY MOMENT WHAT HAS BEEN YOUR FUNNIEST OR STRANGEST EXPERIENCE IN REAL ESTATE TO DATE? I was walking into an appointment when bird droppings landed all down my jacket and shirt. As you can imagine it wasn’t that funny at the time but I’m sure if it happened to anyone else it would have been hilarious. 41

NEW LEGISLATION ON EMPLOYEE SHARE SCHEMES... could be great for both engagement and retention!

The Government has now entered a bill into parliament to give effect to proposals to reduce tax payable on “employee share schemes” (ESS’s) starting on 1 July 2015.

WHAT’S AN ESS?

With growth back on the agenda for so many real estate businesses, this legislation is great news! For many of the businesses looking for growth, they know that both employee engagement and incentivisation are vital to achieving their overall enterprise goals.

ESS’s can be an effective way of rewarding performance and increasing motivation in your team. In addition to wages, employees may receive shares in the company which entitles them to future dividends and a share of the potential growth in the business.

The aim of these changes is to improve the concessions available for both the businesses and employees. They also aim to allow some further concessions to start-ups and companies in the innovation space so they can compete as an employer with foreign start-ups.

WHAT ARE THE EXISTING TAX CONCESSIONS?

START UP CONCESSION

To make an ESS attractive, shares are issued at a discount to market value.

A new concession is also being aimed at the entrepreneurial spirits out there [including start-up companies].

Without any tax concessions, this discount would be taxed to the employee up-front at their normal individual income tax rate [currently the maximum is 49% with the medicare levy and budget repair levy].

For example, if you are issued $10,000 worth of shares for $1,000 then the employee will have to pay tax on the discount of $9,000. In some cases the payment of tax on the $9,000 can be deferred until a future event occurred. For example, ceasing employment.

EXPANDING THE EXISTING CONCESSIONS From 1 July 2015, it is proposed to expand the tax concessions in the following manner:

ı ı ı ı ı

Deferring when your employees can be taxed out to a maximum of 15 years [up from 7 years].

To be eligible:

ı ı ı

A start-up is a company that has existed for 10 years or less [a very generous outcome]. The turnover, in the year prior to the share issue, must be $50 million or less [including related businesses]. So very simply many real estate businesses will qualify for this concession where they are less than 10 years old.

WHERE TO FROM HERE

The tax concessions will be available if an employee holds no more than 10% in the Company [an increase from the current 5%]. The Government is proposing to work with Industry to find simpler ways to value shares in a company [the current process of substantiating market value of private companies can be difficult and costly]. There is also a proposal to simplify the documentation process for setting up an employee share scheme [something common to foreign jurisdictions where off the shelf schemes are available]. These are all great signs for small to medium enterprises who often baulk at the set-up costs of an ESS - let alone the complexity involved.

Of course there are other ways to retain and energise key employees within the real estate industry – we would be happy to discuss.

Under the proposed legislation, provided the discount on market value is less than 15%, the entire discount will be tax-free.

The new measures are expected to be legislated soon. Hopefully this will mean an upswing in the use of equity to incentivise employees and drive growth in both new and existing businesses. This is something that will not only benefit individuals from a tax perspective but is a massive opportunity for those businesses focusing on being a lean start-up and really involving the team in the business journey. Many real estate businesses are likely to fit into the thresholds mentioned so this could be a good opportunity to bring key team players to the table.

If you have any questions please contact John Knight of businessDEPOT on 07 3193 3000 or j.knight@businessdepot.com.au www.businessdepot.com.au

MEMBERS TALK

WEI SEN CHOW

Remain grateful for all things! Q&A How long have you been in Real Estate?

months

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?

TOP 5 THINGS THAT YOU FOCUS ON DAILY?

Mindset, remain grateful for all things. Life is short, make the most of every day.

What is your biggest achievement to date? 2014-2015 ARERA for Rising Star

Exercise, stay healthy.

How do you keep balance in your life? My work life balance has not been the best. It’s been long hours, I’m setting some boundaries moving forward with new listings. In NZ we run open homes both Saturdays and Sundays, my ideal is to work one day per weekend.

Have a clear daily plan for the team. Delegate responsibility to capable team members.

What was your first job in real estate? Sales Person. Who is the most inspirational person in your life? My Father.

FIRSTLY KIM KARDASHIAN, HOW TO TAKE A SELFIE.

SECONDLY STEVE JOBS, HOW TO REVOLUTIONIZE AN INDUSTRY.

FUNNY MOMENT WHAT HAS BEEN YOUR FUNNIEST OR STRANGEST EXPERIENCE IN REAL ESTATE TO DATE? A lady in my office, when quoting the square metres on a property, quotes: “460 scary metres”. I hope real estate gets stranger and funnier.

Getting to the table, then win business at the table (business generation) all activities must align with this.

Commitment growth. How can I do what I do better?

MEMBERS TALK

ERIN POOLE

Stick to an ideal week! Q&A How long have you been in Real Estate? Roughly 4 years- 8 months as a selling agent.   What is your biggest achievement to date? Winning “Rookie of the Year” at the 2015 ARERAs. How do you keep balance in your life? I love to socialize with friends, but I also enjoy time alone, so I really make an effort to balance both. One thing I changed in my business this year was cutting back from working 7 days a week to 6 days and it hasn’t changed my results at all, if anything it’s made me more energized and focused. Goal is to get to 5 days a week!

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? At the moment- I’d love to follow James Tostevin around for the day and watch the best performer in Australian Real Estate, and how he operates. I’d like to walk away with some of his conviction, dedication and relaxed confidence. What was your first job in real estate? - I began as a receptionist, grew into a role as a PA to

ONE THING I CHANGED IN MY BUSINESS THIS YEAR WAS CUTTING BACK FROM WORKING 7 DAYS A WEEK TO 6 DAYS AND IT HASN’T CHANGED MY RESULTS AT ALL

TOP 5 THINGS THAT YOU FOCUS ON DAILY?

JAMES TOSTEVIN the Principal and became her Buyers Agent.   Who is the most inspirational person in your life? My Pop. He’s an amazing grandfather and businessman who came from absolutely nothing- he grew up during the war and moved to PNG as a 14 year old. He worked his way to being the CEO of the biggest company in PNG, he’s my inspiration.

My To Do list

My yearly and monthly goals & directions

Progressing current listings

Prospecting through past clients for referrals

Personal Development

WHAT HAS BEEN YOUR FUNNIEST OR STRANGEST EXPERIENCE IN REAL ESTATE TO DATE? There’s been some highlights but nothing too far out of the ordinary so far.

A DAY IN A LIFE

CHRIS HENSON

I endeavour to spend my mornings in the office prospecting! What does a typical Monday- Friday look like to you? Monday is primarily a day of buyer follow up and planning for the week. We have our weekly sales team meeting and a training session where we workshop any objections raised from our potential buyers on the weekend. Whilst Thursday is a day allocated for mid-week OFI’s, working in a private sale market we often conduct private appointments during the week. To manage my time effectively throughout the week, I endeavour to spend my mornings in the office prospecting and liaising with my clients and allocate my afternoons to spend out meeting with clients. Give an Example of your regular weekend? Saturday is generally spent conducting a full day of OFIs from 10-4pm. Sunday is time spent with my family and re-charging my batteries for a busy week ahead! How many prospecting calls would you be doing a day? Anywhere form 20 calls onwards every day of the week. How much time do you spend talking with your hot list each day? I work on the ‘10 before 10 principle’ - I try to speak to my top 10 prospects each day before 10am.

WHILST THERE IS ALWAYS INTERRUPTIONS IN REAL ESTATE, IT’S A MATTER OF STAYING FOCUSED ON GETTING MY TASKS DONE AND KEEPING MY CLIENTS HAPPY IN A TIMELY AND EFFICIENT MANNER Is there a piece of dialogue or a strategy that you find yourself using each day? “There’s 2 types of agents working in our market: one you would prefer to buy through and one you would sell through….” What’s the biggest challenge you face on a day-to-day basis? Time management - whilst sticking to my ideal week can be tricky, I’m very structured in sticking to my weekly tasks. Whilst there is always interruptions in real estate, it’s a matter of staying focused on getting my tasks done and keeping my clients happy in a timely and efficient manner. What day do you look forward to most each week and why? Saturdays - I love getting out meeting buyers and prospective vendors! What’s been the biggest change you’ve made to see your results

KEY LESSON TO LEARN IS HOW TO TAKE THE HIGHS AND LOWS OF REAL ESTATE IN YOUR STRIDE WITHOUT MISSING A BEAT.

change? Increasing my number of prospecting calls. I schedule several hours of dedicated prospecting time in my diary each week – it’s a non-negotiable. What do you enjoy most about working in real estate? I enjoy the diversity of the role - no day, week or month is ever the same. What piece of advice would you have liked to receive when you were first starting out? Apart from the obvious one of building a solid database straight away, it would be to spend time to training and educating yourself. This might involve learning and not necessarily earning immediately, but it will be essential for your career. Another key lesson to learn is how to take the highs and lows of real estate in your stride without missing a beat. What’s your next holiday destination? Sydney. I have booked a low-key holiday with my wife and new baby Olivia for a week to just relax and catch up with friends. How do you reward yourself when you reach a large goal? Have a baby!

RER FEATURE

10 Success Qualities of

HIGH Achievers By Michael Sheargold, CEO Real Estate Results

One of the things that fascinates me is how is it that 10% of agents are writing the vast majority of business – and that’s pretty much across all markets. What are they doing? What are the key success qualities they put into place that makes the biggest difference in their results? Having completed over 7,000 coaching sessions in the real estate profession I’d like to share with you the 10 Success Qualities of High Achievers. As you review these, ask yourself the question… “How well am I applying this success quality?” and give yourself a score out of 10 on each. Obviously from there, build for yourself a simple action plan based on what you are going to Start doing… Stop doing… and Continue doing… to make the biggest difference in your results. Enjoy reviewing - I’d love to hear your upgrades!

1 2 46

BUILD A WINNING ATTITUDE

GET SUPER CLIENT FOCUSED

One of the things to recognise is that you must have a great attitude – one that’s positive and motivating. What is your attitude saying about you? Your attitude really creates your world view and it’s what you’re putting out before you get anything back. What is your winning attitude like? Can you tweak it, hone it and improve it so it’s a can-do attitude? It’s all about getting out there and making it happen.

That fastest way to get you what you want is to help your clients get what they want. When you’re client focused, you tune in to them. Asking yourself… “How can I deliver great service to you and help you achieve your goals?”. In real estate, it’s the ultimate Win-Win-Win situation – when the seller wins and the buyer wins, then you win. Service also kicks into gear the best marketing in the world – word of mouth and High Achievers know the referral power of this.

3 5 7 9

4 6 8 10

BECOME MASSIVELY ORGANISED & FOLLOW THROUGH Your level of organisational skills has a huge impact on your success. You might be a great communicator but if you’re not great at following through on the commitments you make, that’s going to get in the way of how people perceive you. It won’t be a communication issue, it will be an organisation issue. So how organised are you? Are you putting the right things in at the right time to produce the right results? My simple view and one that High Achievers embrace is… It’s not the hours you put in that count, it’s what you put into the hours!

GROW YOUR LEVEL OF PASSION Being passionate about helping people and passionate about this business is critical to your success. It’s a turn on, a switch on, it’s being passionate about helping them achieve their goals but also being passionate about property. This allows you to explore and you’re your knowledge. You’ll ask that extra question or two because you’re passionate in helping them. An average agent might stop after the first question but you go and ask an extra 1, 2 or 3 additional questions about them and their situation – you truly are interested in them.

DEVELOP A HIGHLY CONFIDENT BELIEF This is about bringing your confidence into play. One of the things that happens is that if you lose confidence in a property or client, I can pretty much guarantee that’s going to roll through in terms of the way you communicate. So make sure you’re playing the confidence game. That means you have positive anticipation – you’re going to have a great open or a great auction. Confidence is driven by the level of knowledge and skillset you have developed. A great strategy here is to explore areas of knowledge and skill improvements you know would make a difference to you being even more confident.

MAINTAIN HIGH STANDARDS OF EXCELLENCE Without a doubt, the best agents in the business have high standards of excellence – the standards they choose to operate by. So you go to one of their opens, you’ll experience high standards or their buyer follow up – high standards. Anyone around them starts to step up to the plate as well. A great strategy here is to ask yourself and the team… “Where do my/our standards sit?”. If you haven’t done any work on this area, I strongly recommend you do.

LIVE WITH HIGH ENERGY You might think this is similar to passion but it does have a twist. More than anything else people buy your energy! Your energy is influenced on many level but do a review of your balance, sleep, exercise and food management – all of these have a significant impact on who you are being and the energy levels you have. Interestingly anyone can have high energy on a few calls, High Achievers have the ability to turn up their energy for the 120 calls they’ll make this week! How would you rate your energy?

BE AN INFLUENCING & COMMUNICATION LEGEND A great influencer doesn’t have only one way to communicate. High Achievers recognise it’s all about different strokes for different folks. Your style needs to change if you’re dealing with a young professional couple, an elderly couple, or if someone has gone through some hard times personally – it’s the ability for you to tune in to their wavelength. You see, you’re either broadcasting or tuned in to your client. The question is, how much work have you done in improving your communication, influencing and negotiation skills?

DEVELOP YOUR OUTCOME & DEAL FOCUS A lot of the time people think that negotiations start when someone puts their hand up and says “I would like to buy this property.” But the best in the business understand that deal focus begins now. On an initial phone enquiry sharing… “I strongly recommend you put this property on your shopping list. It would absolutely be on the top of my shopping list if I was in search mode for a property along these lines. Can I ask you a couple more questions to understand your situation a little better?”. You become engaging and help people marry the property – it really builds amazing momentum.

UPGRADE YOUR WILLINGNESS TO LEARN Where can you improve? How can you tweak that strategy? This is about making learning an essential – so you’re focused on getting smarter faster. Great agents review their listing appointment, you can ask: “What did I learn from this? How could I/we do it better?”. The key here is to not attempt to improve everything at once. Focus on 3 to 5 improvement areas that will give you the biggest bang for your buck. Then find someone who can help you build that skill. That could be attending a workshop, jumping online to grab a resource or bring coaching into the mix of your success strategy.

These 10 Success Qualities are incredibly important to have in your toolkit. So now rate yourself (or if you’re game have someone else rate you) to identify your greatest opportunities to improve. You’ll also see where you’re strong and look at how you could build on it even further.

You improve these success qualities and I guarantee you’re going to improve who you are in the marketplace. You move from being the secret agent to being the one people want to choose! For information on Michael Sheargold head to michaelsheargold.com.

GET CONNECTED

Make the Most out of Social Media By Shane McLucas, Managing Director, Real Estate Results

“Social media can be a powerful tool to listen to, engage with and gain access to customers that you would otherwise not be able to connect with.” – Carol Roth

agents and agencies should spend time cultivating a brilliant online social presence to ensure that they are always in front of potential buyers and sellers.

74% of sellers used social media to find their agent and 90% of buyers look for a new house online. These are impressive statistics to say the least – and any real estate agent or agency that has ignored social media needs to get into the game!

As with any business marketing plan you want to plan out your approach to social media and dissect how it will fit into your personal marketing plan and your agency’s marketing plan. Get clear on your objectives, your strategy and your tactics before you dive in.

Real Estate is a business that thrives on in-person connections – however this does not mean that agents and agencies should shy away from technology. In fact,

Objectives: You want to be social and relevant at the same time. You want to form relationships and increase your results. Defining your objectives helps to focus your efforts!

LINKED-IN This is the most popular business networking social media site! Ensure you set up a business page and make sure your personal LinkedIn page is filled in – introduce yourself, write a good summary, include information about your core marketing areas, why you’re a good real estate agent, what kind of homes you specialise in. Join groups and keep connected with your clients. Andrew Lutze has a good LinkedIn profile mentioning his accreditation and awards. 48

FACEBOOK Use images of your neighbourhood, keep your followers up to date on anything that is happening in your area - take images of your auctions and open homes, anything that gives an insight into your agency. Compton Green Real Estate do this very well! So check out their facebook page today.

Strategy: Your strategy is to create new business. Simple. However you’re also setting yourself apart as the agent in your area with the best market and area knowledge. You also want to use social media to increase your credibility and create more opportunities for you. Tactics: To reach out to as many people as possible (in your target market) it is essential that you add value to them and create a clear message. Share your opinions, your insights, your knowledge – be helpful and useful to your audience. Remember the 80/20 rule with social media. 80% about content,

TWITTER Tweet tips about staging, moving, renovating, choosing an agent etc – you can use it as a tool to increase interaction with your followers. Use hashtags to increase visibility. Always use hashtags for your area i.e. #Bondi and you can use hashtags for what you’re promoting #movingtips #newkitchen #newhome #4bedrooms #chooseanagent etc. Marshall White use twitter really well – have a look at their feed.

DID YOU KNOW...

72%

89%

72%

60%

43%

of all internet users are now active on Social Media

Social Media usage

connecting, images and 20% about your results, your listings, your sales. Apps like Sprout Social and Hootsuite can help streamline an agent’s social media updating with the ability to schedule posts, post to multiple platforms at once and analyse who is connecting with them online, what posts are achieving better stats than others and how effective their social media marketing actually is.

time for your face-to-face meetings, phone calls and appointments.

Felicia Day has said “Social media is an amazing tool, but it’s really the face-to-face interaction that makes a long-term impact.” Social Media can make it easy to connect with potential buyers and sellers, however it can also make it easier to not take the

*Thanks to sprout social and Jeff Bullas for some excellent information. Facts thanks to ActiveRain and Properties Online.

PINTEREST Pinterest uses “boards” of images. You can set up a board for your area, for your listings, for different areas of the house, ie Kitchen, Bathroom, Bedroom, Lounge etc. Caporn Young, mcconnell bourn and Marshall White all have excellent Pinterest accounts, so get online and have a look at their boards.

Time spent on Facebook per country USA 16min AUS 14min UK 13min

71% access Social Media from a mobile device

INSTAGRAM Neil Patel, one of the world’s best internet marketers, says Instagram is the most underutilised platform in the property industry. Instagram has over 300 million active users and 75 million daily users. This is a massive market – you can use instagram to share pics of the homes you are currently listing, pics of your area, pics of sold signs – link your account to the facebook account.

YOU-TUBE According to an Australian Real Estate Group, real estate listings that include a video receive 403% more inquiries than those without. Videos for your listings, videos introducing your agency, your team, your rental properties – video it all! Caine Real Estate have a great YouTube channel so log on and watch some of their videos today.

MEMBERS CHARITY DRIVES

Relay for Life

Ride for Research Congratulations to Katherine Roth on completing her 350km ‘Ride for Research’ across Cambodia. Kathy and the team committed to this inspiring adventure cycle across Cambodia, through stunning countryside, bustling cities and friendly villages. They have raised over $90,000 for the National Breast Cancer Foundation (NBCF), that will help fund NBCF’s vital research for prevention and a cure.

Relay For Life is an overnight, community event for thousands of Australians who, relay non-stop as they celebrate cancer survivors, remember those lost, and fight back against the disease by raising important funds. Peake Real Estate is the major sponsor of this event and relayed in honor of our beloved Chris Peake & also loved ones whom were or are currently a midst their battle with cancer. The event was held at Akoonah Park, Berwick with many family, friends and supporters coming down to join in the fun, and help us all remember and support all whom have lost their lives to or are battling this disease...

Alisa, Oliver and team at the recent Finnan’s Gift’s presentation to the Royal Children's Hospital.

FINNAN’S GIFT

SPECIAL OLYMPICS UPPER NORTH SHORE Recently the team at mconnell bourn supported the Special Olympics Upper North Shore in the Ku-Ring-Gai Chase fun run. An excess of over $30,000 was raised collectively and the team enjoyed being a part of this great event for another year. You can still donate by visiting the website: https://kuringgaichase2015. everydayhero.com/au/teambourn

If you attended KickStart you would have seen Alisa Camplin’s inspirational story about the work and results that she and her husband Oliver are achieving with their charity Finnan’s Gift. In 2011 Alisa and Oliver’s baby boy, Finnan Maximus Camplin-Warner, passed away from a Congenital Heart Disease. Alisa and Oliver created The Finnan’s Gift project to thank and provide ongoing support to the amazing team of doctors and nurses at The Royal Children’s Hospital, Melbourne (RCH). We were all moved by Alisa’s honest story and her ability to put into words what her experience with Finnan’s Gift has taught her and we had a lot of Members ask us after the event, how they can become involved and support Finnan’s Gift. Alisa and Finnan’s Gift Coordinater, Caroline have kindly set up a RERN Donation page so it’s very easy to donate to this incredibly worthy cause. This is the website: http://finnansgift.gofundraise.com.au/ page/RERNetwork

F innan’s Gift Supporting cardiac care at The Royal Children’s Hospital, Melbourne

Ladies & Gentlemen: Start your engines! Hugh Bateman from The Property Shop in Mudgee is embarking on a pink tractor trek to raise funds for Breast Cancer care and will be visiting real estate offices in the Real Estate Results Network. The trip begins in Mudgee on October 9th and ends in Coffs Harbour on October 30th. Hugh will be taking the scenic route - visiting places such as Orange, Griffith, Wollongong, Sydney and Long Jetty - and he'd welcome any company along the way! Hugh has a goal of raising $250,000 and with your support we know he can make it! Visit the website today: www.pinktractortrek.com.au/ We're very proud to be a Business Friend with the McGrath Foundation in the raising of $250,000 for Breast

Cancer Care along with our RER Network Real Estate Members across the country. Did you know that the McGrath Foundation is now 10 years young?? It is anticipated that Channel Nine’s Today Show will be following the Trek along with the Super Network of radio stations from Mudgee to Griffith, Wollongong, Sydney, Long Jetty to Coffs Harbour. If you would like some assistance in fundraising for this cause or need a guest speaker, then give Hugh a call on 0418 413 413. So, in true RER Network fashion, let’s show them team. Let’s get behind the Pink Tractor Trek and Breast Cancer Care!

FUNDRAISING GOAL: $250,000!

TRACTOR TAKE OFF: October 9th, 2015 - Get ready! You can donate now! 51

2015 EVENTS Platinum Members gather together for a day of learning and development with Michael Sheargold to discuss new strategies, direction and growth for the next 6-12 months. Perth

Thursday, March 12th

TurningPoint is just that, a point where your career takes a massive turn towards outstanding results. It’s an intensive and focused two days set to empower you with the most effective real estate success strategies available. Sydney

Sunday, March 29th & Monday, March 30th

Melbourne Crown Promenade

Sunday, August 16th & Monday, August 17th

[ ADVISORY BOARD ] The Advisory Board is a group of Network Members who help guide, collaborate and support the growth of the Network whilst ensuring our events, learning and development are always cutting edge. The Advisory Board meets on webinars and events throughout the year.

Sydney Hilton Sydney

Club 3 Monday, May 18th Club 2 Tuesday, May 19th Club 1 Thursday, May 21st

Sydney Hilton Sydney

Club 4 Monday, November 2nd Club 2 Tuesday, November 3rd Club 3 Wednesday, November 4th Club 1 Thursday, November 5th

Sydney Hilton Sydney

Friday, May 22nd Friday, November 6th

[ SUPERTEAMS ] This special program looks at how to massively grow your results by buidling SuperTeams; how to create SuperTeams, getting ready for growth, defining your Teams’ work style, the characteristics of a high performing Team and much more! Melbourne Crown Promenade

Tuesday, August 18th

Hamilton Island

In these two days you’ll discover the coaching strategies to bring out the best in your team. By understanding breakthrough coaching strategies at a deeper level you’ll be able to dramatically shift the performance of your team. Special one-day session for RERN Members only. Melbourne

This is a multi-speaker event with presentations from leading business minds within the Australasian real estate industry. The intensive program is designed to have Principals equipped with the best and most effective strategies to see you, your team, and your agency have an amazing year ahead.

Sunday, October 11th & Monday, October 12th Tuesday, October 13th Special RERN only day

Monday, August 31st, Tuesday, September 1st & Wednesday, September 2nd

This is your chance to review 2015 and importantly build a focused resultsproducing plan for making 2016 a brilliant year! Perth Sydney Melbourne Brisbane

Crown Perth Thursday, December 3rd North Sydney Rydges Tuesday, December 8th Amora Riverwalk Wednesday, December 9th Brisbane Convention Centre Friday, December 11th

Lock these dates in to your calendar! AGENT

PRINCIPAL

NETWORK ONLY

SALES MANAGERS

PROPERTY MANAGERS

PUBLIC

The Principal BootCamp is an intensive workshop, designed to build your business blueprint and create an awesome real estate business. Two full days working ON your business lead by Michael Sheargold. For Principals serious about taking their agency to the next level of success and want to change their business mindset forever, this is a must attend event. Sydney Hilton Sydney

Monday, April 27th & Tuesday, April 28th

June 14th - 17th Palazzo Versace, Gold Coast

The Quarterly Power Series is an important part of your RER Network agent and principal learning and development program. These quarterly events 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 a powerful learning experience. Sydney Perth Brisbane Melbourne

Unlocking Sales Success North Sydney Rydges Wednesday, April 29th Crown Perth Friday, May 1st Brisbane Convention Centre Tuesday, May 5th Amora Riverwalk Wednesday, May 6th

Perth Brisbane Sydney Melbourne

Spring into Action Crown Perth Thursday, August 6th Brisbane Convention Centre Monday, August 10th North Sydney Rydges Tuesday, August 11th Amora Riverwalk Friday, August 14th

Perth Sydney Melbourne Brisbane

Property Management Power Crown Perth Thursday, October 15th North Sydney Rydges Tuesday, October 20th Amora Riverwalk Wednesday, October 21st Brisbane Convention Centre Friday, October 23rd

Our annual signature leadership event exclusively for Real Estate Results Network Principal Members. As the name suggests, the Advance is designed to move your business forward faster as you network with fellow Members and share leading strategies from around the Network. A range of internal and external speakers are selected to truly advance your leadership within the business. The key message this year is “People – Performance – Profit.” Gold Coast Sunday, June 14th - Wednesday, June 17th Palazzo Versace

R UND TABLE Property Management Round Table is an event designed specifically for Network Members who are looking to invest time in the strategic direction of their Property Management department. Hearing from other Principals and Property Managers around the Network on what is working exceptionally well for them and what upgrades they have taken on to see results improve will be the basis of the Round Table discussion. Sydney

Monday, September 7th, Tuesday September 8th Wednesday, September 9th Principals Only

An incredible 2 days of networking and learning providing you with a “kick start” to a brilliant year. At KickStart you’ll hear from hand picked speakers who can deliver to you specific insights to advance your results plus hear from some of the leading Agents within the Network!

ARERA’s - the Network’s night of nights! Australasian Real Estate Results Awards recognises Members for their outstanding achievements in the real estate industry throughout the previous year. Plus it’s the party of the year!

Sydney Hilton Sydney

Sydney

Monday, February 1st Tuesday, February 2nd

Monday, February 1st

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 realestateresultscentral.com.au or call 1300 2 RESULTS (1300 273 785) to speak to our events team.

LIMITED SEATS >> REGISTER TODAY

THE CONFERENCE EVENT EXCLUSIVELY FOR REAL ESTATE PRINCIPALS AND LEADERS

BOOK NOW and enjoy learning amongst the best leaders in our industry at this luxurious location PLUS a networking dinner on Monday night!

Supported by:

CONFIRMED SPEAKERS Barry Plant, Director, Barry Plant Group Di Jones, Founder & Principal, Di Jones Real Estate Mark Kentwell, Founding Director, PRD Newcastle & Lake Macquarie Chris Rolls, Director, Rental Express Marie Rowlands, Director, Talking Matters James Connell, Director, Marshall White Chris Mercer, Director, Live Bookkeeping John Eales, Rugby Legend Jarrad Boffo, Principal, LJ Hooker Walkerville Emmy Thies, Principal, House Estate Agents Dan Evans, National Head of Residential Real Estate, Macquarie Bank Sadhana Smiles, CEO, Harcourts Victoria John Percudani, Director, Realmark Dr Andrew Wilson, Senior Economist, Domain Group Greg Dickason, GM Product Information Systems, RP Data/Core Logic Justin Marden, Founder, StudioMardo Michael Sheargold, Founder, Real Estate Results

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