LEADERSHIP
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What’s Your Workflow?
Let’s say, for argument’s sake, someone started writing $1 million GCI in their first or second year. Logic would tell you the suburb or suburbs they work in didn’t start producing an extra $1 million of GCI because agent X started working in the area. So who did they take it from? In simple terms, they were able to take…
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Ready, Set, Start!
Many a successful salesperson has walked into my office exclaiming, ‘I’m ready to start my own office’. Many do start, but not all survive. It’s not uncommon to hear a new principal declare it is not what they thought it would be and ‘I just want to sell again’. Firstly, I do not think selling and being a principal are…
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Why Am I Here?
AFTER 17 YEARS IN REAL ESTATE, business coach Jacob Aldridge has sat through more than 6,800 meetings. You’ve probably been to a few yourself. If you’ve ever found yourself asking ‘Why am I here?’ you need to check out these five steps to making meetings more productive and valuable to all participants. HAVE YOU EVER been to a meeting that…
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Success on Your Own Terms: What Real Estate Agent Type Are You?
When it comes to helping agents reach their potential, Dane Atherton is peerless. The record-shattering operation at Harcourts Coastal shows that as Managing Director he knows what it takes to create a cluster of high-performance agents. Dane offers a unique insight into the agent experience. Reflecting on his current agency practice, drawing on his experience of training thousands of sales…
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Team Building: What’s Stopping You?
THE TREND TOWARD having a high-performance team around a lead agent is only at the infancy stage of opportunities this type of arrangement can deliver. If you’ve been putting off reinforcing your business because of cost or some other reason, coach Nick Boyd says it’s time to look at things in a different way. A CROSS THE INDUSTRY the majority…
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Breaking the Recruitment Cycle: Julie Davis & Neil Williams
One of the questions we hear most often from the folk we work with is, ‘I’m looking for more salespeople or another property manager. Do you know anyone?’ It is the eternal issue faced by a lot of business owners, with real estate right up there with hospitality when it comes to team turnover. So why is it so difficult…
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The State Of Industry Leadership
Real estate has typically been a self-made industry, with low financial and educational barriers to entry and dominated by big, street-smart personalities who have pulled themselves up by their bootstraps to make themselves successful. But research shows a new breed of business-educated and managerially savvy real estate agents are starting to make their mark. These new agents run tighter ships…
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Century 21’s Grant Smith Shares Secret to Success
With over 16 years’ experience in the real estate industry, Grant Smith has achieved a host of awards throughout his career, including becoming the youngest agent in the Australasian network to achieve ‘Centurion’ status for placing in the top two per cent of over 100,000 Century 21 agents worldwide for five years running (2007 to 2012). Remarkably, he also achieved…
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To Sell or Not To Sell?
Some say that if you are ‘working on the business, not in the business’, then you cannot be a selling principal. I disagree. Selling-principal businesses are still a ‘business’ that you need to work on – they just have a different business model behind them. WHAT THE DATA SAYS When I analysed the data, I found that selling-principal businesses typically…
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The Cycle of Performance Management
No matter who it is you are leading – an assistant, sales team, PM department or the whole agency – you have a critical role to play in the success of others, which of course impacts your own bottom line. Tony Rowe from MRT outlines his four step process to ensure top performance from everyone. All team members who play…
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Psychology expert says working remotely has benefits
Offering your employees the option to work remotely should be standard practice rather than a perk, and is the key to implementing the practice successfully. This is the message a workplace psychology expert will give the APS College of Organisational Psychologists Conference in Sydney today. Workplace psychologist George Mylonas MAPS says that in the right circumstances remote work, or telecommuting…
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3 Steps to take if you have a ‘Tomic’ Employee – by Pam Macdonald
There have been many stories about Bernard Tomic and that interview at Wimbledon, along with the fine he has now received for faking an injury. People have expressed shock, dismay and judgement at how such a talented young man could make the comments he has. How many business owners and leaders have looked around their teams and seen talent that…
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Leading With Integrity
DRAWING ON YEARS OF EXPERIENCE in managing businesses both in and outside the real estate industry, Stone Real Estate Founder and CEO Peter Mumford explains why he would like to create a new ‘norm’ in real estate leadership. FOR MANY YEARS I have thought the property industry needs more ethical leadership and integrity, starting right from the top. This urgent…
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How to Build a Super-Team: Matt Lahood
A SUCCESSFUL AGENCY depends on strong leadership and support, but this doesn’t always come naturally to real estate principals. New CEO of The Agency, Matt Lahood, who has spent over two decades transforming careers, building super-teams and mentoring more than 200 agents, shares some of his leadership secrets. THE BIGGEST mistake I see leaders make is being complacent, thinking the…
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The Top 3 Reasons Real Estate Teams Fail: Kathleen Black
Kathleen Black believes in the power of team environments; knowing that the success of a new member has more to do with the team environment, then the member themselves. Through my experience coaching teams, I have found three reoccurring difficulties facing Team Leaders; compensation, training, and recruitment.  They aren’t entirely roadblocks, because to every problem there is a solution, however,…
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Becoming Your Own Boss
IF YOU DREAM of opening your own agency one day, you may be wondering what’s in store for you. Cameron Nicholls recently went through the transition from agent to owning his own independent agency, and shares some of what he learned along the way. Some of us have already done it; many more are toying with the idea. If you…
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Impactful decision making to drive your career
When faced with numerous choices, prioritise what will make a difference to your career, says CoreLogic CEO Lisa Claes. I often liken the leadership journey to conducting an orchestra: you need to make timely decisions with the instruments (tools) at your disposal, and ensure everything is working in harmony so that you can deliver an exceptional performance. It’s likely you’ll…
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Influencing for success: How to master the power of personal impact
When it comes to climbing the career ladder, sometimes it’s the little things that make the biggest difference says CoreLogic CEO Lisa Claes. There’s no such thing as an overnight success in life and business, but it doesn’t have to be all blood, sweat and tears to the top either. My career trajectory has been a varied and unconventional one,…
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When an employee leaves
Regardless of the reason someone leaves your business, how you communicate the situation with your clients and the remaining team can have a huge impact. The procedure around a departing team member can essentially be broken down into three main processes – how you communicate the news to staff, how you communicate the news to clients and the recruitment process.…
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The High Cost of Pointless Conversations
HAVING WORKED WITH LEADERS and teams for 27 years, Tanja M Jones has observed how many of them spend too much time talking about ‘stuff’, situations or people outside of their control, with not enough time speaking for possibility, excellence, innovation and change. Here are some good reasons why leaders should think first before they speak, and how the things…
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The Culture Club
The most important element to an agency’s long-term growth and success is the culture that exists within the business. Vendors and landlords have a sense for it. They may have difficulty describing it, but it is often the deciding factor when it comes to winning a close-fought listing presentation. Every great office has a great culture, which over time becomes…
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Has Your Business Lost Its Mojo?
When someone is on their game, the energy they exude is contagious. In the same way, when a real estate business is on its game you can feel it when you walk in the door – they are ‘on a roll’ and can do no wrong. But what if you’re not feeling refreshed and positive going into the new year?…
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Let Go To Grow: Julie Davis and Neil Williams
One of the most commonly heard terms in this industry is ‘taking your business to the next level’. To some, this may mean opening another office or buying another rent roll. To others, it may be putting on a business development manager, a PA or investing in technology or equipment. But you need to make sure you are making the right…
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Why Your Business Is Worth Squat: John Knight
If you are looking to sell your business, we all believe the real value is in the rent roll. John Knight says it is time we challenged this notion to create sales businesses that are actually worth something too. I am often asked ‘What is my business worth?’ The reality is that most sales businesses are worth squat; rarely do…
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Short-term Wins, Long-term Success: Charles Tarbey
Since the early days of his career, Charles Tarbey says he has sought to abandon goal setting in the traditional sense, as it is too easy to fall victim to an all-or-nothing set of achievements. Instead, he says, you should consider 2017 as the time for creating a workspace that you enjoy and approach your goals with a new, flexible…
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Local Hero on a Pink Tractor – Hugh Bateman
October is traditionally breast cancer awareness month and for the past two years, there has been a spotlight on Mudgee, a regional town in NSW. Last year Hugh Bateman, Director of The Property Shop in Mudgee, went the extra mile embarking on a 2,900km trip around NSW on a pink tractor and raising more than $381,000 for the McGrath Foundation.…
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Top 10 Coaching Tips from Sales Transform 2016
Transform was like the real estate equivalent of Masterchef this year. Individuals challenging themselves to reach new goals in record time and the opportunity to be mentored by some of the most respected industry leaders and trainers. Here are our favourite 10 Coaching Tips from Transform which were featured in EA Issue #11. “The only thing that will get in the way of…
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Humans of Real Estate
An issue that seems to continually create division in the industry is that of equality between men and women or depending on your viewpoint, a lack thereof. On the female side there are many keen champions of the cause to celebrate and support female success, but does this ‘impact’ their overall achievements as ‘humans of real estate’? And, are we…
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Why They Stay: Secrets from a Recruiter
Most of us are aware of the unfortunate and sometimes rapid turnover of staff in our industry. There are, of course, many motives that drive a team member to look for a new job, but if you want to keep employees you may need to focus instead on the reasons why people stay. Experienced recruiter Alison McGavin explains. Day in,…
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Motivating Your Team Starts With A Simple Question
Business growth can be stunted by a lack of motivation among your team waiting on praise for a job well done that is not forthcoming. Removing these expectations will make all the difference, says Mike Irving of Advanced Business Abilities. Too many people today are waiting to be recognised for their work by a boss or colleague and if they…
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Planning For the Best, Protecting From the Worst: John Knight
No one knows what’s around the corner with the Australian economy, but instead of planning for the worst and hoping for the best, Business Depot CEO John Knight suggests doing things a little differently. The real estate agencies who are ahead of the game are already looking to the future and are scouring their business models to identify strategies they…
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7 Tips for ‘Smart Hiring’
You understand and know your pipeline when it comes to listing, selling and renting, right? But do you understand what your HR pipeline is? If you are thinking about recruiting another member of staff, don’t wait until it’s urgent – think ahead while you have time, says experienced recruiter from Real+ Alison McGavin. Last week, a client and I achieved…
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Lead from The Top
Investing in training for all staff is vital – starting from the top. Alison McGavin explains how principals need to show the way in their personal and professional development to inspire growth in their team. Iwon’t be the first person you have heard bang on about how your staff are your most valuable asset, and I certainly won’t be the…
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Top Three Ways to Recruit on Social Media
Social media has become an integral part of Real Estate marketing strategies. Most activities, including recruiting agents, gathering customer interest and promoting agents, run through social channels in some way. Here are three top ways to use social media as an effective Real Estate recruiting tool: Use Video to Sell Video has become the most powerful social tool the Real…
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Creating a Collective Team Culture: Natalie Koutsikas
In such a fast-paced industry as real estate, what would it mean to take your brand one step further and understand and be able to clearly identify what it is that you and your staff represent? Do you all share the same values and passion for achieving a collective goal? But most importantly, are you aware of what being able…
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