Archive for the ‘Leadership’ Category

Zac McHardy

My Recipe For Real Estate Success – Top 5 Ingredients

When I started in real estate four years ago, I honestly had no real idea what I was meant to be doing. I was working as a PA for a leading agent in the area and noticed that vendors were always calling to list with him. At this stage, I thought the real estate game seemed really easy, and wished I had entered it sooner. Then I stopped being a PA and opened a new office nearby and realised it was not that easy. It took me a while to figure it all out but slowly, ingredient-by-ingredient, I was able to put it all together and build a successful business.

INGREDIENT 1: KNOWING WHAT YOU WANT

Everyone talks about goals all the time but do they really believe them and follow them? Do they have them written down? Do they look at them every day and visualise them? Unfortunately, most people don’t. There was a massive change in my career when I looked over them every day. I had them in my wallet in my bedroom, in front of my laptop at the office and any place I would look when I was not focused or stressed. Only a short time after, I could see the movement towards them and the focus was much higher.

Top Tip: Write your top five goals, laminate them, put them in your wallet, and look at them three times a day.

There is a secret to prospecting that only a few agents seem to have a grasp on – consistency and discipline.

 

INGREDIENT 2: PROSPECTING.

I stick to four types of prospecting in my core area. Cold calling, warm calls (contacts I have made over the time), letterbox drops, and open homes. There is a secret to prospecting that only a few agents seem to have a grasp on – consistency and discipline. Prospecting takes up about 60% of my day and the rest will fit in. You need to feel comfortable about your prospecting and have a plan. Follow your numbers and see where you get the most leads. For me it is open for inspections. I generally get about 60% of my leads from this. Therefore, I put most of my time into this style of prospecting.

Top Tip: Make a prospecting plan and stick to it. Make it your priority. Follow your numbers and see what is working for you. Do not start with something then stop only 3 weeks later.

Having time for yourself and your family is vital.

 

INGREDIENT 3: WORKING HARD AND TIME FOR YOU.

I loved working seven days a week running around chasing the deal (and I still do). However, I worked myself to the ground. I now only work five and a half days each week. I have a 5am start on a Friday and then head home around 1pm to wash the car and relax for show day on Saturdays. I also do not work Sundays. This is something new for me but I can already see the difference. Real estate can give you a lot but it can also take much away if you let it. Having time for yourself and your family is vital. You need to constantly recharge and be fresh. I recently came back from fantastic two months in Vietnam, Cambodia, and Singapore. I was able to get my mind off the day to work and look at my business from a different perspective. On return, I implemented new systems that are already working for me.

Top Tip: Book your breaks on the calendar now and look at it every day. You will be amazed how much you will focus on making sure that time away is the best you have had.

 

INGREDIENT 4: TRAINING AND IMPLEMENTATION.

Time after time, I went to conferences, seminars, and in house training. I always walked out pumped up and keen to get it all going. Even though I picked up at least 10 ideas from each session, I still noticed that nothing was really changing and I could not understand why. Then I realised I was not implementing anything. A great idea picked up from a friend and mentor of mine is implementation Thursday. Make a list of everything you want to start doing or implement into your business and work on that once a week for two hours on a Thursday. Since learning this very simple skill, I have implemented over 35 new ideas into my business.

Top Tip: Make a list of 100 things to implement. Go back through all your notes from any training you have done to help you make your list. Rank them from easiest to hardest and work on one easy one and one hard one.

Just like a good recipe, it can take time for everything to blend but the sooner you start the quicker you get to eat your cake.

 

INGREDIENT 5: KPI AND ACCOUNTABILITY

One of the best things I have implemented, and continue to do today, is taking time to analyse my numbers. I have been doing this for just over a year now and it really shows you what you are doing or not doing. Grab any one of the KPI forms from the Internet and start with what numbers you want to do per week. I currently use an iPad app for mine, as it’s mobile and easy to download a report at the end of the week to see how I have gone. I have now implemented a “Buddy System” with another agent and we compare numbers at the end of the day/ week and keep challenging ourselves. If we do not achieve our numbers, we try to figure out why.

Being accountable has been a great way to ensure I reach 100% on all of my KPIs. Don’t try to put numbers in that are unachievable. Be realistic, but push yourself.

Top Tip: Talk to someone you trust. They do not have to be in your office (mine isn’t) and send them a text each day or a quick call to let them know how you went. Book in a fortnightly lunch. Sit down with them and talk about any issues you have had during the past two weeks. Another person’s advice might be just what you need to help you get to you achievements.

 

This is my recipe. It has been great for me, and so far in my career it has been a fantastic ride. I think if you follow these five steps, you will see a big change in your business in only a short amount of time. Just like a good recipe, it can take time for everything to blend but the sooner you start the quicker you get to eat your cake.

 

Keen to hear your thoughts…

I’m putting together a Top 10 Ingredients for Real Estate Success and I’d be really interested to hear from Real Estate Mentors readers if you have any other ingredients that you feel should be included.

Thank You in advance. I hope you enjoyed the insights I shared within this Top 5 Ingredients article.

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This article originally appeared in Sold Magazine.

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Graeme Mills

The Best Motivational Movie Ever, 2013 – GET RESULTS

It has been a long held belief of mine that one has to be motivated in all walks of life or the world becomes a different place. Life without effort is a life full of regret.

Family, health, fitness, education, finance, business, employers, employees, the law, etc., etc., all test the mind and its normal functioning. There are times when it all appears far too hard and it is natural to question one’s own inner strength. If one is not motivated these items will destroy normal functioning of many brains with, sadly too often, devastating consequences.

“Believe in yourself, because if you don’t, no others will”

 

With this in mind I thought I’d share this truly inspirational video with agents:

Don’t let others tell you that you can’t achieve your dreams. If you have a dream then ‘GO AFTER IT’ and inch forward towards your own goals, NOT those of others.

Set your own desires, live your life on your terms and go after what you want…and stop getting in your own way with self-limiting beliefs and freedom-sucking fears that always appear just at that moment you were about to take the next step towards your goals and stop you. We all have fears. Some cripple us into non-action, whilst others excite us in to achieving incredible against the odds results.

Make a vow to yourself to…

Take Control of Your Fears

…and RUN TOWARDS YOUR FEARS!

Remember what Henry Ford said,

“whether you think you can or you think you can’t, you’re right”

This statement applies to life in so many ways.

We often associate motivation with sport and there are truly some great sportspeople with stories that will motivate the slowest of all. The desire to achieve or win is paramount to the whole position of motivation. In the movie we see a football team being “coached” to play inch by inch, play by play and fight their way back from a losing position. It is when all the inches are added up that the difference will be recorded as winning or losing. The team is propelled to “die for each inch” and to never give in.

Above is the inspirational cartoon that you may have seen before (involving the frog in the mouth of the pelican, about to be swallowed with the frog holding to the throat of the bird with grim death in order to restrict it from letting that happen). How better to be motivated – life or death.

Understand That Your Personal Determination and Mental Toughness Will Be Questioned Continuously!

Mental strength is vital to motivation in order to take you to the top. If you want something badly enough – go get it.

In this video, Mrs. J. K. Rowling (bestselling author of “Harry Potter”) noted that

“… some failure in life is inevitable. It is impossible to live without failing at something, unless you live so cautiously that you might well not have lived at all.”

How true!

Personally, adversity is the greatest disruption to a normal life. Health, injuries, death, breakdowns in business practice, deceipt within close quarters and financial stresses really place many pressures upon one’s mind. It is difficult to get motivated at times. As an agent I turn to sport or a hobby such as fishing. Time allows for clear thinking and the appraisal of one’s values in life.

A “repulser” is a handy instrument to the clear mind. Have a physical object or item that you can view when you need to straighten out.  For me, in the past, that merely involved a paper twenty dollar note that was inside the front cover of my diary. This reminded me of some issue of the past and gave me the drive to make sure that it did not happen again.

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“If you’ve gotta dream, you’ve gotta protect it”

As an agent you face many obstacles that will deliver volumes of adversity to your surroundings. Many buyers and vendors are making decisions, big decisions, based on adversity. Results are required by desire, death, family situations unknown, the bank, investment requirements, locations, etc. It is how you face and deal with these obstacles that will deliver your desired goals. You need to be motivated or the people with whom you are dealing will pick up on your down day and you will pay the consequences. You will not be the appointed agent or you will not observe the motivation factor of the party and miss the business.

Live in the moment! and…

Get Out There And Give It Everything You’ve Got!

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Success requires a deal of effort. But it’s worth it. Most humans invariably choose the path of least resistance and this is where a top performer will take advantage of set-backs or any situations with competitors… You are your greatest competitor! Take action, keep motivated and never give up on your dreams.

ACTION STEP: Watch this video! Get inspired and commit to taking action on something you’ve been putting off…

Love to hear your thoughts about this video and what part resonated with you the most!

 

Glenn Twiddle

A Day w. John McGrath, Glenn Twiddle, Mat Steinwede & Chris Gilmour

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I recently did a survey on Facebook asking….

If you could spend a day picking the brain of a real estate Mastermind, who would be on the list?’

(the question is still there if you want to have a look at the hundreds of votes
http://www.facebook.com/questions/10150404309812787/)

But the results were these top 4
1. John McGrath
2. Mat Steinwede
3. Chris Gilmour
4. Glenn Twiddle (and I suspect I got some pity votes as it was me who asked the question, haha)

And a noteable mention to Edgar Natolo as well.

Well, it’s on !!! I have convinced the top of the survey to come and spend the day with you, and answer YOUR questions so you can make 2012 an absolute KILLER year.

What questions would you ask?

- How on earth do you get a great marketing campaign on EVERY property you list? – Chris Gilmour
- How do you get a 97% conversion on your appraisals – Mat Steinwede
- What skills are going to take agents to the top of their area in 2012 – John McGrath
- With all the agents you see, what have the #1′s got in common that other agents don’t – Glenn Twiddle

These questions and many, many more are what our ‘brainstrust’ of Heavy Artillery are going to be answering.

Put your question in, even if you can’t make the event at

www.HeavyArtillery.com.au

And let’s seriously make 2012 the year you finally take your career, inject it with the ‘X Factor’ that my colleague Greg Vincent has been talking about on this and other sites, and live the life that brought you to real estate in the first place.

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Dane Atherton

Start Your Year On Fire!

Ignite11 promises to be the years premier one day sales event, bringing you a ‘never before assembled’ line up of Australia’s real estate superstars.

A must attend for Sales Agents, Principals, PA’s, Buyers Agents and Team Support Members, you will be inspired and informed by the strategies, tools and mindsets of the country’s best.

Leading agents and coaches’ will share how to:

- ‘lift the lid’ on conventional real estate thinking!
- create a plan for MASSIVE results
- master social media
- become a ‘listing magnet’
- develop processes and systems that work
- become a top listing generator of the elite
- develop dominant profile
- maximise and manage your energy
- sell with purpose and passion

Visit the website below to see the lineup in your city…

www.IgniteYourResults.com.au

Michael Sheargold is one of the most in-demand real estate coaches in Australia. Widely regarded as one of Australia’s leading authorities on creating outstanding results in business and in life, Michael is a highly sought-after and experienced speaker, media talent and coach to high achievers in almost every field. Over the past 17 years Michael has conducted more than 5,000 coaching sessions – making him one of the most experienced coaches in the world today.

John McGrath is considered one of the most influential figures in the Australian property industry, with his company fast becoming Australia’s biggest property services group. John ranks amongst the country’s most in-demand platform speakers and speaks extensively on peak performance strategies and the maximising of success. John is the founder of AREC and few have had a bigger impact on Australian Real Estate.

Greg Vincent – If you’re not using social media to build your profile, it’s time to start – and social media guru Greg Vincent will show you how! Make sense of social media and learn how to develop and maintain relationships with your clients. Having been a successful real estate agent for over 20 years, running multiple agencies, Greg Vincent has now become one of the most respected Online Real Estate Marketing Experts/Speakers within the real estate industry.

Cathy Richards is recognised as one of the leading agents within her core locale of suburbs in Brisbane’s East. This can be attributed to Cathy’s diligence, commitment to client service on both sides of the real estate transaction, understanding and empathy towards the ‘human’ side of her business and her unique initiatives towards client events to assist in community schemes. Cathy’s results have been nothing short of amazing – in her third year Cathy has written just shy of $1 million in GCI! Cathy will share her amazing story!

Dane Atherton is the Founder and Director of Ignite. He is passionate about impacting on the productivity of real estate sales professionals, a goal that has seen him create one of the country’s most successful real estate coaching businesses. Dane has been personally involved in over 6000 property auctions since joining the industry in 1998. Dane has also been awarded the 2004 Queensland Auctioneer of the Year Award and has previously been invited to speak at the Australasian Real Estate Conference. Dane will attempt to change the way you think about real estate.

James Redferm is one of Australia’s few multi-million dollar real estate superstar. He has more than 22 years of experience in selling real estate both in Australia and overseas, James has acquired the skills to successfully and confidently operate in every type of real estate climate. He is passionate about selling property and the auction system and strives to give outstanding personal service. Never one to be complacent, James is renowned as one of the most innovative industry professionals. His proactive marketing approach, that has kept him at the forefront of the industry, was recognised when James was awarded the ARER Marketing Agent of the Year Award in 2007.

Madeline Kennedy devotes to her work exactly the type of professionalism required by today’s real estate market. At the 2008 ARER Network Australasian awards, Madeline was honoured to receive the Results Award for Excellence. She was also a Finalist for the Rising Star of the Year award. Possessing high levels of market knowledge, motivation and enthusiasm, she represents the new breed of estate agents who are committed to on-going training and development in the interests of being able to deliver client service and results that remain ahead of the game. Her great record of referral business reflects the success of her approach.

Heath Williams is fast becoming a dominant mover and shaker in the Brisbane market. Heath’s career highlights include wining back to back Real Estate Results Awards in 2009 for Rising Star of the Year and in 2010 for Marketing Campaign of the Year. Heath has had a phenomenal 2010 with record breaking results including some extremely high profile riverfront sales.

Paul Curtain – Managing Director of Place Estate Agents has the immeasurable job of managing, mentoring, training and coaching vast sales teams at each of the Place establishments. This has been a major driving force to the success of the Place operation. Throughout Paul’s real estate career of over 10 years he has had many notable achievements including a winner for the REIQ Auctioneer of the Year. In 2010, Paul has been engaged by the REIQ as a member of the board. Paul has an original mind for business and an energetic passion, imagination and implementation attitude for innovation in real estate on a daily basis.

Robert Dolan has been consistently been his company’s highest performing sales person over the last decade. A huge proportion of Robert’s business is generated by referrals and repeat business. As testament to his commitment, In 2007 and 2008, Robert travelled abroad to further his real estate study. In 2010 we was awarded the the RERA Outstanding Acheivement of the Year.

Phil Harris – As Managing Director of Harris Real Estate, Phil combines an outstanding career in sales and auctioneering with sound business sense and a passion and vision for higher standards within the industry. Phil himself is the most recognised and awarded real estate professional in South Australia and the only person to have ever won both the REI South Australian Salesperson of the Year and the Golden Gavel Auctioneering Championships. A much-requested real estate speaker worldwide, Phil is highly regarded as an industry role model and leader in his field.

James Curtain is in a position to offer Place clients a combination of market knowledge, communication, marketing & negotiating skills along with an outstanding professional attitude. With an understanding of design and construction, James can ensure properties are positioned and presented strategically resulting in maximum SOLD prices. With 14 years senior management experience in executing and marketing local and national events, it’s no wonder James secured $10 million worth of sales in his first five months of real estate. James focus is to painlessly bridge the needs of both buyers and sellers, he will control, not courier home negotiations. In 2010 James’ GCI was $1.3 million.

Mark Earle is renowned for his unwavering commitment and his unyielding motivation to succeed. Headhunted into real-estate at an early age, Mark’s desire to lead the way in his chosen profession is clear…he has been in the business for 14 years most of which has been spent as one of Victoria’s top estate agents. As an industry expert Mark has spoken Australia wide on his success as a business owner and salesperson.

Dates:-

Brisbane – Feb 9

Sydney – Feb 28

Perth – Mar 1

Adelaide – Mar 3

Melbourne – Mar 15

Tickets only $395 inc. GST

“Just one idea from Ignite could transform your business in 2011″

Visit the website below to view your lineup in your city…

www.IgniteYourResults.com.au

For more information or to book online go to www.IgniteYourResults.com.au or phone 0412 182 582

James Redferm is one of Australia’s few multi-million dollar real estate superstar. He has more than 22 years of experience in selling real estate both in Australia and overseas, James has acquired the skills to successfully and confidently operate in every type of real estate climate. He is passionate about selling property and the auction system and strives to give outstanding personal service. Never one to be complacent, James is renowned as one of the most innovative industry professionals. His proactive marketing approach, that has kept him at the forefront of the industry, was recognised when James was awarded the ARER Marketing Agent of the Year Award in 2007.

Greg Vincent

Persist and You Will Succeed

Persistence is one of my greatest strengths and I’ve found that by persisting you can overcome almost any obstacle in life, but persistence doesn’t come easily.

Nowadays it’s so easy to ‘Give Up’ on our dreams. If things are getting too tough many people simply quit but yet if they just held on a little bit longer the tide may change or the key that unlocks the door could actually appear within reach.

Whilst persistence is a key ingredient to success, a lack of persistence is a major reason for many failures in business, life, relationships and goal achievement.

Persistence is crucial BUT should not be confused with stubbornness.

Stubborness means that you aren’t prepared to change your mind or adapt to circumstances/environment. For me persistence is more a level of determination that you need to adopt to be able to overcome all bumps and roadblocks along the way.

Persistence helps you jump out of bed in the morning with a certain level of commitment and preparedness to toil hard in an effort to achieve the next goal for that day, week or month and deal with the struggles that come your way.

I wasn’t born with persistence. I had to work at it. I had to discover ways that I could remain focussed.

There was one scroll written by Og Mandino in his book ‘The Greatest Salesman in the World’ called “I will persist until I succeed” that was shared with me approx. 20 years ago by my friend Charles Tarbey, Chairman of Century 21 Australia and it’s something that I’ve regularly referred back to and read over and over again.

It has had a very positive impact on my life.

It is something that you can apply to the principles of everyday life as well as in real estate sales. I hope you enjoy it too…If so make sure you Bookmark it, Share it, Email it, Print it so that you can refer to it regularly.

All the best for 2011….Here’s the scroll…

“If I Persist I Will Succeed” by Og Mandino

“I will persist until I succeed.

In the Orient young bulls are tested for the fight arena in a certain manner. Each is brought to the ring and allowed to attack a picador who pricks them with a lance. The bravery of each bull is then rated with care according to the number of times he demonstrates his willingness to charge in spite of the sting of the blade. Henceforth will I recognize that each day I am tested by life in like manner. If I persist, if I continue to try, if I continue to charge forward, I will succeed.

I will persist until I succeed.

I was not delivered unto this world in defeat, nor does failure course in my veins. I am not a sheep waiting to be prodded by my shepherd. I am a lion and I refuse to talk, to walk, to sleep with the sheep. I will hear not those who weep and complain, for their disease is contagious. Let them join the sheep. The slaughterhouse of failure is not my destiny.

I will persist until I succeed.

The prizes of life are at the end of each journey, not near the beginning; and it is not given to me to know how many steps are necessary in order to reach my goal. Failure I may still encounter at the thousandth step, yet success hides behind the next bend in the road. Never will I know how close it lies unless I turn the corner.

Always will I take another step. If that is of no avail I will take another, and yet another. In truth, one step at a time is not too difficult.

I will persist until I succeed.

Henceforth, I will consider each day’s effort as but one blow of my blade against a mighty oak. The first blow may cause not a tremor in the wood, nor the second, nor the third. Each blow, of itself, may be trifling and seem of no consequence. Yet from childish swipes the oak will eventually tumble. So it will be with my efforts of today.

I will be liken to the rain drop which washes away the mountain; the ant who devours a tiger; the star which brightens the earth; the slave who builds a pyramid. I will build my castle one brick at a time for I know that small attempts, repeated, will complete any undertaking.

I will persist until I succeed.

I will never consider defeat and I will remove from my vocabulary such words and phrases as quit, cannot, unable, impossible, out of the question, improbable, failure, unworkable, hopeless and retreat; for they are the words of fools. I will avoid despair but if this disease of the mind should infect me then I will work on in despair. I will toil and I will endure. I will ignore the obstacles at my feet and keep mine eyes on the goals above my head, for I know that where dry desert ends, green grass grows.

I will persist until I succeed.

I will remember the ancient law of averages and I will bend it to my good. I will persist with knowledge that each failure to sell will increase my chance for success at the next attempt. Each nay I hear will bring me closer to the sound of yea. Each frown I meet only prepares me for the smile to come. Each misfortune I encounter will carry in it the seed of tomorrow’s good luck. I must have the night to appreciate the day. I must fail often to succeed only once.

I will persist until I succeed.

I will try, and try, and try again. Each obstacle I will consider as a mere detour to my goal and a challenge to my profession. I will persist and develop my skills as the mariner develops his, by learning to ride out the wrath of each storm.

I will persist until I succeed.

Henceforth, I will learn and apply another secret of those who excel in my work. When each day is ended, not regarding whether it has been a success or failure, I will attempt to achieve one more sale. When my thoughts beckon my tired body homeward I will resist the temptation to depart. I will try again. I will make one more attempt to close with victory, and if that fails I will make another. Never will I allow any day to end in failure. Thus will I plant the seed of tomorrow’s success and gain an insurmountable advantage over those who cease their labor at a prescribed time. When others cease their struggle, then mine will begin, and my harvest will be full.

I will persist until I succeed.

Nor will I allow yesterday’s success to lull me into today’s complacency, for this is the great foundation of failure. I will forget the happenings of the day that is gone, whether they were good or bad, and greet the new sun with confidence that this will be the best day of my life.

So long as there is breath in me, that long will I persist. For now I know one of the greatest principles of success; if I persist long enough I will win.

I will persist.

I will win.”

I hope this scroll helps you to persist and achieve more success in 2011 and beyond.

Warm regards

Greg Vincent

www.GregVincent.com.au

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