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