how to think. what to do
TRANSCRIPT
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Angelo Nickolas
HOW TO THINK. WHAT TO DO.
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+ SHIFT YOUR THINKING
+ DAY TO DAY TACTICS
+ AGENT GROWTH FORMULA
On the agenda…
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183 $10,105Sales Average commission
2020SCORECARD
$115MSales volume
$629kAverage sale price
$1,849,373Gross commission income
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SALESNUMBERS
FY 18/19 128
FY 19/20
FY 17/18 98
FY 16/17 68
FY 15/16 33
183
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SHIFT YOUR THINKING
+
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HOW DO GREAT AGENTS THINK?
• Total self responsibility
• Focus on daily improvement
• No end game
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OUREVEREST MISSION
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HOW DO GREAT AGENTS THINK?
• Total self responsibility
• Focus on daily improvement
• No end game
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+
DAY TO DAY TACTICS
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“People fail to achieve mastery, not because they are not talented
but because they are not disciplined”
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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
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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
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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
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• 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
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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
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BUILD SYSTEMS FOR THE FUTURE
• The multiplier effect
• The snowball effect
• Mentored to mentor
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• Make the changes before it’s too late
• Learn to say no
THE SPEED BUMP
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“IMPLEMENT TO WIN”
Angelo Nickolas