how to think. what to do

Angelo Nickolas

HOW TO THINK. WHAT TO DO.

+ SHIFT YOUR THINKING

+ DAY TO DAY TACTICS

+ AGENT GROWTH FORMULA

On the agenda…

183 $10,105Sales Average commission

2020SCORECARD

$115MSales volume

$629kAverage sale price

$1,849,373Gross commission income

SALESNUMBERS

FY 18/19 128

FY 19/20

FY 17/18 98

FY 16/17 68

FY 15/16 33

183

SHIFT YOUR THINKING

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HOW DO GREAT AGENTS THINK?

• Total self responsibility

• Focus on daily improvement

• No end game

OUREVEREST MISSION

HOW DO GREAT AGENTS THINK?

• Total self responsibility

• Focus on daily improvement

• No end game

+

DAY TO DAY TACTICS

“People fail to achieve mastery, not because they are not talented

but because they are not disciplined”

MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY SUNDAY

5am Rise / Morning routine Rise / Morning routine Rise / Morning routine Rise / Morning routine Rise / Morning routine

6am Morning rountine Morning rountine Morning rountine Morning rountine Morning rountine Rise / Morning routine

7am In office 7.15am In office 7.15am In office 7.15am In office 7.15am In office 7.15am Mourning routine

8am Meeting / Vendor calls Meeting / Vendor calls Meeting / Vendor calls Meeting / Vendor calls Meeting / Vendor calls

9am OFI call backs Second round OFI Prospecting Prospecting Prospecting OFI / Auctions

10am Prospecting Prospecting Prospecting Prospecting Prospecting

11am 11.30am check in 11.30am check in 11.30am check in 11.30am check in 11.30am check in OFI

12pm Lunch Lunch Lunch Lunch Lunch

1pm Appraisals / BA / Calls Appraisals / BA / Calls Appraisals / BA / Calls Appraisals / BA / Calls Appraisals / BA / Calls

2pm

3pm Hot calls

4pm Weekly review

5pm Data entry

6pm

7pm

IDEAL WEEK

DAILY TEAM MEETINGSMonday to Friday / 8.00am

MONTHLY TEAM MEETINGSFirst Friday of every month

11.00am or 7.15am

Followed by Team Lunch

ANNUAL FY TEAM PLANNING

Mid June / 1.00 – 4.00pm

Followed by Team EOFY Celebration

MONTHLY BOARD ROAD MEETINGSBig 3 Review with Mentor

BI-ANNUAL DECEMBERTEAM PLANNING

Mid December / 1.00 – 4.00pm

Followed by Team Christmas Celebration

BUSINESS PLANIMPLEMENTATION DAY

Full day

Review and planning

Meeting Rhythms

OVERVIEW

Meeting Rhythms

DAILY

MONDAY• Weekend results / vendor gifts to

go out

• Today’s appraisals

• Market place reports

• Stock review – additional marketing requests

• Open Inspections this week

• Saturday Advertiser ads

• Finance Progress? Cooling off? Deposits due?

• Selling proposals / Pre-lists to go out

• New property match emails to be sent

• Calls to make today

• Settlements for this week, confirm keys and gifts

• Pre-settlement emails to vendors & purchasers

• JS drops from the w/e auctions & sales

• General business

TUESDAY• Today’s appraisals

• Selling proposals / Pre-lists to go out

• Calls to make today – second round call backs

• Open Inspection confirmation & put opens online – check online

• Price changes?

• Check auction contracts and form 1’s for coming week new releases

• Finalise contract & form 1 for coming week auctions

• Proof weekday ads

• Settlements today

• Properties out of cooling off? Deposits due?

• New Listings in S/A

• How many connects did we do yesterday?

• General business

WEDNESDAY• Today’s appraisals

• Calls to make today

• Advertiser proofs

• Selling proposals / Pre-lists to go out

• Price changes

• Finance progress? Cooling off? Deposits due?

• Settlements today

• Settlement letters to vendor & purchasers from previous week

• Pre-settlement emails to vendors & purchasers

• FAQ sheets for new releases in & checked

• New sold listings in S/A & our listings

• How many connects did we do yesterday?

• General business

THURSDAY• Today’s appraisals

• Selling proposals / Pre-lists to go out

• Calls to make today

• Open Inspection confirmation

• Service area prospecting update

• Settlements today

• New listings in S/A

• Stock review & open review

• How many connects did we do yesterday?

• General business

FRIDAY• Diary review

• Today’s appraisals

• Calls to make today

• Set to launch calls to upcoming vendors

• New property match emails to be sent

• Selling proposals

• Final weekend review

• Settlements for the day

• Weekly KPI’s

• Properties out of cooling off? Deposits due?

• Expired listings

• General business

• How many connects did we do yesterday?

• Goodluck SMS to vendors of new releases

• The month it was

- No. of appraisals

- No. of listings

- No. of sales

- No. of call connects

• What’s in the pipeline

• Review A, B, and C appraisal

• Book agent marketing for month/quarter

• Things to implement

• Ongoing projects

• Highlights and lowlights

• The year that was – 6 month review

• The year ahead – 6 month review

• Review Business Plan

• Marketing Plan for new year

• Review Business Standards

• Highlights and lowlights

• Goal review – business & personal

Meeting Rhythms

MONTHLY & ANNUALLY

MONTHLY TEAM MEETINGS BI-ANNUAL TEAM PLANNING MEETING

TOP 10STANDARDS

1. We are committed to the team Everest Mission

2. Daily team meeting will start 8am sharp

3. We will constantly challenge and progress our personal and team goals

4. All actions/words to be conducted with absolute transparency no matter who we are dealing with

5. Weekly KPI reporting – be accountable and know our numbers

6. OFI & appointments to be run at a world class standard and to follow the Nickolas team process

7. Work ethic to be 100% at all times – we support each other and our colleagues

8. Be accountable and follow through with our individual quarterly projects

9. We reward and celebrate our achievements – numbers and/or standards

10.Team members to always have input for new implementations and changes

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THE AGENT GROWTHFORMULA

BUILD SYSTEMS FOR THE FUTURE

• The multiplier effect

• The snowball effect

• Mentored to mentor

• Make the changes before it’s too late

• Learn to say no

THE SPEED BUMP

“IMPLEMENT TO WIN”

Angelo Nickolas