Productivity & Best Practice
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It’s not about you: Four tips for confident presenting in front of an audience
There's no single thing or magic formula that is a panacea for a lack of confidence when presenting. There are no short cuts, however, I would say that people who lack confidence should consider a change of approach. Begin by writing a slogan in big letters: It’s not about me, it's all about my audience!…
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How to beat real estate fatigue
Career fatigue is not often talked about openly in our industry. But career fatigue is real. As agents, we tend to be conditioned to accept tough outcomes, rejection and negativity and react by getting on with things. We’re expected to take the knockbacks and the disappointments on the chin, and keep going. While it is…
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Future proofing in the tech age
Working closely with many of Australia’s leading agents allows us to see what separates the best agents from the pack. Despite the transformation in real estate right now, it almost always comes down to the same factors. The best agents have mastered four things: prospecting, listing, negotiating and – of course – selling. We believe…
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Leveraging your assets
Leveraging your assets With so many new and exciting tech offerings in real estate, it would be easy to become swamped without knowing if what you’re doing is working. Caroline Bolderston explains why sometimes keeping it simple is best. Humans are a complex bunch. Many of us are attracted to what is new, exciting and…
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How to set yourself free from negative thinking
OUR MIND IS PERHAPS the most advanced piece of technology in existence, but it is not without a glitch or two. Pancho Mehrotra delves into negative thinking patterns, how they can hold us back and how to set ourselves free. In the current challenging economic climate, many people struggle to change the way they react…
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10 tips to becoming more confident and closing more deals
Confidence is something people are looking for in order to go to for bigger clients, talk to important people or even speak in front of an audience. Because let's face it - if you can be confident in your personal and professional life it might make you believe you can get things done (especially if…
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The gift of real estate
I recently spent time with some second and third year agents who have all been doing relatively well in the industry. I asked them to come to the whiteboard and map out the ideal real estate business. Save for a few minor details they could write down what it would take for them to become…
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Complete productivity plan for real estate agents: Tony Rowe
Do you find yourself stuck in a continuous loop of procrastination with a to-do list as long as your arm? Learning how to be efficient, effective and organised can take some effort, but it is achievable with the right approach. Here is a list of 12 things you can do to become more productive, less…
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Convert copy into clients
Not everyone has the luxury of hiring a copywriter to draft their prospecting emails and letters. But with a little bit of practise, anyone can nail the five principles of sales writing that converts prospects to clients. 1 RIGHT MESSAGE, RIGHT PERSON, RIGHT TIME These are the three elements of all successful sales and marketing…
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The number one reason partnerships fail
Many businesses are owned by more than one principal. Sometimes these multipleprincipal businesses are family businesses with one spouse looking after sales and the other looking after property management and back office. Sometimes, they are successful businesses with unrelated principals working together. However, not all partnerships are successful. Many of them fail. There can be…
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“The Cheat is not the Treat” (or what I learned during a 30-day challenge – and beyond)
Living your best life means something different to every person and it doesn’t have to mean fame, fortune or a million dollars in GCI. Your definition may be drastically different from that of your spouse, partner or boss, and there’s nothing wrong with that. The important thing to remember is that it is never too…
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Spring into action
Can you hear the relief of the recharging real estate market? With opportunity everywhere, how can you invigorate your sales team to change gears and take advantage of new market sentiment? There are some foundation areas you need to have right to ensure your sales team starts the spring selling season well. Regardless of the…
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5 ways to bring CEO thinking to your business
You may have noticed that every large business has a chief executive officer at the helm. As businesses grow, they recognise the need to hire an individual who is responsible for the overall success of the business and has the ultimate authority to make final decisions. The CEO sets the culture and business standards and…
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The ebbs and flows of real estate: Nathan Jones
The ebb and flow of the real estate industry in Australia has been well-documented over the past year, from ongoing discussions around the state of the market to the Royal Commission into Australia’s banking sector. However, it seems pertinent to reflect on the impact we have seen across the industry when it comes to the…
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Are you working to live or living to work?
More and more Australians are going above and beyond in the workplace, and the real estate industry is far from immune. Kate Strickland ponders the big question of inner guilt and fostering the work/life balance. I recently read a stat about how Aussies aren’t taking leave anymore and it had me thinking about the reasons…
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Byron Kerr: A new brand of leader
Byron Kerr isn’t afraid of declining stock levels. In the 2018-2019 financial year, when the Melbourne market was on a downward slide, the O’Brien Real Estate Mentone director and his team sold more properties than the year before. “It was a market with decreased stock levels of about 25 per cent,” he said. “Yet we…
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Make the most of your meetings
The modern day workplace meeting is vastly different from days gone by. Forget serious, clinical boardroom events, today we have walking meetings, town hall gatherings and zoom coffee catch-ups. The intention is that a relaxed environment will make participants feel more relaxed and comfortable to share. The less formal and intimidating the meeting, the more…
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Business auditor reveals the 7 most frequent failures by Australian organisations
A leading global risk management provider has revealed the most common reasons why organisations fail to meet the goals they set. SAI Global is a trusted global leader in risk management solutions through its standards, assurance and training offerings across more than 130 countries. Over the years they've audited thousands of organisations – from the…
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Divide your database in order to conquer
Have you heard the term "divide and conquer"? Of course you have, but what does it have to do with real estate, you’re thinking? When it comes to your database you need to divide in order to conquer. More gently put, I’m talking about long-term nurture versus an active, short-term pipeline of potential vendors. Your…
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Business game plan
Firstly, yes: a business plan is important and can help greatly, but a business plan has no hope without belief and action. Having the belief and intention of mind is what creates success, writing it down is just a reminder. So giving yourself a clear reminder of what you want to achieve in the form…
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Financial wellness for agents: Mikaela Patterson
What’s the difference between success and financial wellness? In real estate, success is different from one individual to the next. It could mean pulling up at a listing presentation in the Mercedes-AMG GT Roadster or opening an office in the adjoining postcode. For others, it’s taking every second Friday off to play golf. So what’s…
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How agents can thrive in a challenging market
Over the past decade, Australia has been in a golden age of property that has seen increasing house prices, happy vendors and competitive buyers – an environment that made things relatively easy for the average real estate agent. However, recent lower auction clearance rates and stagnating buyer activity means agents need to roll up their…
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12 tips for better telephone technique
It seems like one of the simplest tasks – making a phone call. Yet it is one so many professionals, real estate agents included, fear and fail at. Here are my top 12 tips for getting traction on the telephone. 1. Familiarity breeds liking. Do your homework before the call and make it feel personal.…
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What goes on tour lasts long after the tour: Hannah Gill
One of my favourite things about our industry is the focus on and range of professional development opportunities. We have no shortage of conferences, forums, round tables and resources to choose from. There are also so many quality and diverse trainers, speakers, coaches and facilitators, we’re spoilt for choice! In the last few years, I’ve…
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Don’t run the risk of having to pay for company debts yourself
Recent changes to company tax obligations could put company directors at increased risk of being personally liable for the Superannuation Guarantee Charge (SCG), according to legal experts Meyer Vandenberg Lawyers. They explain amendments to the Commonwealth legislation in April have extended the enforcement measures and decreased the reporting timeframes for a company’s SCG obligations. Meanwhile,…
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Workplace wellness key to success
The best leaders are staying abreast of current global wellness trends and applying them to their own businesses. Then they are closing the gap between what employees value in regards to wellness and wellbeing and what employers provide. Finally, they are focusing on what they can control and influence to improve wellness and wellbeing in…
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Five signs you need to improve your business operations and how get started
Efficiency is such a buzz word right now. In real estate, everyone is talking about how they need to become more efficient to remain competitive in a tech-enabled future. In part, much of this relates to having great, repeatable processes that allow you to manage more customers with fewer resources. In sales, you can scale…
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Four missed opportunities that are costing your business
The agencies who will come out of this cycle stronger than they entered it are those who are proactively and critically assessing their people. Using processes and technology, they are taking care to implement changes and future-proof their business. Want to be amongst their number? An area you should interrogate is your underlying business systems.…
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Finding your break-even point to make better business decisions: John Knight
In business, there are hundreds of numbers you could be tracking and the key is to know which one to focus on at the right time. Recently we’ve had a number of discussions with clients where they have expressed concerns about whether or not they should cut costs in their business. ‘Is it time to…
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Pareto people: Sarah Dawson
What do the humble green pea and real estate have in common? The Pareto Principle. The brain child of Italian philosopher and economist Vilfredo Frederico Damaso Pareto, the concept evolved from his observation that 20 per cent of the pea plants in his garden generated 80 per cent of the healthy pea pods. Commonly known…
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Reimagine, realign, rebuild
The number one thing leaders need to do in turbulent markets is to reinvest - in people, process and resources. You’ll never cost-cut your way to greatness. To build a great business, you need to be super clear on your operating system. That operating system is built on three foundations: 1. Purpose – why you’re…
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Why creativity makes better leaders
Why do Gandhi, Elvis and Steve Jobs stand out in their respective fields? What is it that makes them different? It’s simple - creativity. Their ability to think outside the box. Their ability to dream and act on that dream. We see leaders, big and small, in everyday life. Every leader has basic problem solving,…
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Making your time make you money
No matter what industry you’re in, once you’re looking to grow and take success to the next level, you’re no longer a real estate agent, lawyer, builder, baker, or business consultant. You’re a marketer. And your product is you. The fate of your business lies in not just in offering the best real estate services…
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How to break through the emotional barriers that may be holding you back
Things most people want: to be able to manage their time more effectively, forget self-limiting believes and of course the ability to make more money. I have met a number of real estate and other professionals who are stuck behind emotional barriers that keep them from success. But there are solutions to the problems we…
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It’s the climb: Jet Xavier
In May 2019 I will be taking a group of real estate professionals on a personal development trek to Mt Everest’s Base Camp. The aim of the trek is to help them grow as humans, and also to raise money for the charity Seven Women, which is based in Kathmandu, Nepal. But what many people…
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