Just as Day 1 delivered something for everyone, Day 2 at AREC 2022 saw plenty of laughter, a few tears and a host of inspiring takeaways. We were there for all of the action once again and have narrowed down our Day 2 highlights…
The 5 Second Rule
In one of the most highly anticipated sessions of the two-day conference, bestselling author and global personal development and transformation specialist, Mel Robbins shared a “brain trick” that enables users to interrupt habit loops and change their behaviour.
Mel says the 5 Second Rule is not a tactic that allows you to quickly eat food that has dropped on the floor, but instead makes you do things you know you should be doing but would otherwise be too scared to complete.
“The secret to life, to reaching business goals, to leadership and to happiness is knowing how,” she says.
“How to make yourself do things you don’t feel like doing. How to motivate yourself when the market starts to soften.
“Everything comes down to action. You can’t think your way to more money; you can’t think your way to confidence or the courage you need to be better at prospecting.”
Mel says the 5 Second Rule is the simple task of counting backwards, ‘5, 4, 3, 2, 1’, when you find yourself hesitating and overthinking a task you know you should do.
She says it’s a simple trick, but not to dismiss it because it appears so easy.
“Knowing what to do is easy, doing it is a whole different ball game, especially when you’re stressed,” Mel explains.
She says when you continually make tiny negative decisions, they have the power to take your life off-track.
In 2008, after the collapse of her family’s restaurant business, Mel and her husband found themselves $800,000 in debt. So she used the 5 Second Rule to get back on track.
Every morning when she woke up and found herself procrastinating about getting out of bed, she started counting ‘5, 4, 3, 2, 1’ before getting up.
“I knew I had to get up, to start looking for a job, to stop yelling at Chris, and to stop drinking so much,” Mel explains.
“I knew I had to stop laying in bed like a pot roast marinating in fear.”
Mel says using the rule helped her get her life back on track.
She says one way to start using the rule is to set your alarm half an hour early in the morning, and as soon as you feel the urge not to get up, count backwards and then get out of bed.
“Don’t count up; it doesn’t work,” Mel says.
“Counting up is a habit stored in your subconscious. Counting back interrupts habit loops such as fear, laziness and impostor syndrome.
“Count backwards, then get up. If you can do that, you know the secret to behaviour change.”
How to prospect fearlessly
When Hanan Cawley arrived in Australia from New Zealand 4.5 years ago, he transitioned from being a commercial fisherman to becoming a million-dollar agent in under three years.
He says the secret behind his success was learning to prospect without fear. But he insisted it was no easy task.
“I was given a phone, a laptop, scripts and dialogues and told to prospect,” Hanan says.
“I was paralysed with fear, looking at the scripts, with no idea how to get over it. I asked to be put in a back office so no one would see me fail at the scripts.
“I wasted the first three months of my career scared of prospecting, scared of the phone.”
Now with Harcourts Coastal, Hanan says three things helped him prospect fearlessly
Confidence is built through consistently keeping the promises you make to yourself daily. If you say you will get up at 5am, don’t hit the snooze button the next morning.
“You’ll wonder why you’re not feeling as sharp as you could, and it’s because you told yourself you would do something, and you didn’t do it, so you believe in yourself a little bit less.
You need to consistently do the tasks you know will progress you forward every day.
Similar to being a child who repeatedly gets back on their bike when they are learning to ride without training wheels, you need to get up every time you get knocked down.
Most people think of discipline as restrictions, but it’s about taking enough action for long enough to make serious changes in life.
Make 50 prospecting calls every day, Monday to Friday.
“Once motivation wears off, discipline has to click in to move through the tasks.”
4. Go the extra mile
Hanan also revealed his commitment to going the extra mile for his clients to turn them into raving fans that sell with him repeatedly and send him multiple referrals.
He shared the story of a sale where the buyer arrived after settlement to find the property had not been cleaned as previously arranged.
Hanan’s cleaner was fully booked, but the buyer had a cleaner who would clean the property before it was used as an Airbnb.
So, Hanan paid the $1000 bill for the cleaner.
“I received a text saying she couldn’t believe it and 30 seconds after that, I got a referral from it,” Hanan says.
Diversify how you help your clients
One of Australia’s best female agents, Helen Yan sat down for a highly-engaging Q and A with Tom Panos on the AREC stage.
The Ray White Balwyn director revealed how, early in her career, she assisted many Chinese families moving to Australia with a lot more than just real estate.
“When I started, I had no listings, and I had no idea what to do,” she says.
“Many Chinese people from overseas were coming over wanting a property in a certain school zone. I also helped by picking them up at the airport, with hotels, with showing them around and helping them get internet, phone and electricity connections.”
The pay-off is that Helen created a referral-based business, and she now doesn’t have to prospect. The business comes to her.
Five lessons in real estate
Helen also shared her most pivotal real estate lessons and the key criteria that have helped her build her successful business to the point where, in 2021, she sold $300 million worth of property despite COVID-19 lockdowns.
- Never give up. You have to make things happen. Real estate is a very tough job. No listing is easy, and vendors have very high expectations.
- Maintain your integrity and always do your best for your vendors.
- Have confidence and believe in yourself. With every property, you have to think you can do it – get the sale and get a good price.
- Good communication is essential. This business is a people business, not a selling houses business.
- Pay attention to buyers. At the moment, the market in Victoria is still very tough. People have money, but everyone is holding back, so spend time with the buyers.
Building a super team
Jellis Craig Inner North Director Sam Rigopoulos stepped onto the stage to share his secrets for building an A-Grade team.
He says every agent has a picture of success and the way to achieve their dreams is to build a team that would collectively strive to achieve not just their own goals but each others’.
Why build a team?
Sam says there are three reasons to build a super team.
- Customer experience. You must do it for the client first. Service without reward. You can’t do everything yourself. Creating positive customer experiences leads to repeat referral business.
- Time. You can’t buy more, but you can create more time with a team – time to plan, time to execute, time to chase business, time to rest and recuperate and time to live a more balanced life.
- Financial growth. The underpinning pillar of building a team is maximising the opportunities created in your business.
How do you build a team?
Sam says it’s critical to build a solid base and the key to that base is a strong leader.
“You are the foundation,” he says.
“You can’t build a super team without building yourself first. You will need to be a leader in your marketplace first.”
Your vibe attracts your tribe
Sam explained he hired team members who weren’t a good fit in the beginning.
“I kept hiring people I liked rather than the best person for the job.”
Now he uses personality profiling and says there are four key types of team members –
Coaches. Coaches ignite greatness in themselves, in others, in the business.
Connector. Connectors are emotionally intelligent, understanding people who can build bridges within the team and the market and offer a broader perspective.
Custodians. Custodians know how to deliver a game plan, they understand the value of having a plan, and they deliver it.
Calibrators. Calibrators are a fine-tuning instrument; they are process-driven, systems-oriented and tech-savvy.
Sam says he is looking to hire a calibrator at the moment.
“We won’t hire anyone in our team unless they fit the personality profile of someone who is a fine-tuning instrument,” he says.
Manage your team right
Sam says his team is on track to sell more than 200 properties this year and write between $5 million and $6 million.
Every team member knows their role, and each of the sales associates handles campaigns based on geographical location and property type.
The team elevates their opportunities and each other while also growing their digital footprint.
Plan for success
Sam says planning for success is critical, and it should be done away from the office in an “immersive environment” that’s distracting-free.
His team has an annual planning meeting, including SWOT and Keep, Stop, Start analysis, innovation review, and a reset of financial targets and personal goals and intentions.
“Understanding what the team wants to achieve personally is the fuel that drives them,” Sam says.
“You need to help them achieve those goals and help lift them up. That’s when you move from work colleagues to work family.”
Missed out on Day 1 of AREC 2022? You can real our full recap here…