ISSUE 2 • 2014

R E A L E S T A T E R E S U L T S N E T W O R K M A G A Z I N E

THE BEST SOURCES OF NEW BUSINESS!

A DAY IN THE LIFE.. TOP AGENTS SHARE WHAT

MAKES THEM BRILLIANT!

MEMBER NEWS

Principal Advance 2014HAWAII

ALL THE FUN, PICS AND AWARD WINNERS!

HOW YOU CAN

WIN A TRIP FOR 2 TO

BORA BORA

LEADERSHIP DEVELOPMENT

& BUSINESS PLANNING

BUSINESS

INNOVATION

TEAM DEVELOPMENTGROWING

MARKETSHARE

SYSTEMS &

RESOU

RCES

PROFIT

PERFOR

MA

NCE

EXCL

USI

VE A

REA

& N

ETW

ORK

ING

BA

LAN

CE &

LIFE

STYL

E

RECOGNITION& AWARDS

MARKETING

& BRANDING

ASSET VALUE

GROWTHTEAM

PRODUCTIVITY

LEADERSHIP DEVELOPMENT

& BUSINESS PLANNING

BUSINESS

INNOVATION

TEAM DEVELOPMENTGROWING

MARKETSHARE

SYSTEMS &

RESOU

RCES

PROFIT

PERFOR

MA

NCE

EXCL

USI

VE A

REA

& N

ETW

ORK

ING

BA

LAN

CE &

LIFE

STYL

E

RECOGNITION& AWARDS

MARKETING

& BRANDING

ASSET VALUE

GROWTHTEAM

PRODUCTIVITY

CONTENTSOF THE ISSUE

10 What’s New

11 Pitching to the Media - the Do’s and Dont’s!

12 Best Sources of New BusinessThis article could seriously upgrade your

2014/15 results!

16 A Day In The LifeHigh performing Network Members share

their day-to-day routine of what makes them brilliant!

20 Principal Advance Takes Over Waikiki See all the Principal Advance Photos and

hear what the conference was about

26 Member’s Talk - see what motivates and inspires 4 Network Members to work in

real estate.

30 Network Members Congratulations!

32 Create a Fun and Engaging Leadership Style and Workplace - Principals you

need to read this!

34 Member NewsCatch up on what’s happening around the Network

39 New RER Logo takes over Hawaii..and the world!

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3432

16

20

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WELCOMELETTER

It’s been a massive few months for RER Network and its Members – we’ve enjoyed some pretty impressive wins in the industry, enjoyed our an-nual leadership conference – Principal Advance – see the story on page 20 - plus launched the new RER brand! Add to that a round of Listing Power events and you have a busy time indeed! Coming up is our premier agent sales workshop – TurningPoint - in Melbourne, September 14th and 15th. So whether you’re an sales agent, sup-port star, sales manager, or business develop-ment officer and you haven’t yet experienced TurningPoint – you need to. So call the team and register today! We have some serious wins to celebrate! Make sure you read page 30 and hear all about them. Network Members are some of the highest producing agencies and agents, and some of the most respected in Australasia - and these results are evidence of that – so well done!! Also in this issue, catch up on all the Member’s News on page 34 onwards. We also have a new feature in this issue of RER Connect called “A Day in the life”.. this issue we showcase 4 of the Network’s highest performing agents and what they do on a daily basis to stay motivated and produce great results. Check it out on page 16. Also in this issue of RER Connect we’ll learn a little about The Best Sources of Business on page 12, and how to create a fun yet engaging leadership style and workplace on page 32.I’m extremely excited about the months ahead

Welcome to your RER Connect!

and what’s in store for the Network for the remainder of 2014 and beyond. The team and I at RER HQ are completely dedicated to you and your success. Should you need anything please call the team and we will help you - this is what we are here for! So let’s get into it… and I look forward to catching up with you at one of our upcoming events or on a webinar.

Yours in Results

Michael Sheargold CEO and Head Coach Real Estate Results Network PS. There are some great new tools on the KnowledgeBase PLUS some great Momentums that you may want to have a look at so log on to the site today and check it out!

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NETWORKMEMBERS

CAINE REAL ESTATEMELBOURNE, VIC

KEMP REAL ESTATEPORT LINCOLN, SA

MARIA SELLECK PROPERTIESMANUKA, ACT

CUTLERSDUNEDIN, SOUTH ISLAND, NZ

DONCASTER EAST, VICPHILIP WEBB REALTY

LUCAS REAL ESTATEDOCKLANDS, VIC

HOAMZQUEENSTOWN, SOUTH ISLAND, NZ

JUST PATERSON REAL ESTATEWELLINGTON, NORTH ISLAND, NZ

LUGTON’S REAL ESTATEHAMILTON, NORTH ISLAND, NZ

PASTORAL REALTYTE AWAMUTU, NORTH ISLAND, NZ

SANDERS NOONAN REAL ESTATELUGARNO, NSW

WARWICK WILLIAMS REAL ESTATEDRUMMOYNE, NSW

WILSON PROPERTY AGENTSSYDNEY CBD, NSW

DAVID DEANE REAL ESTATESTRATHPINE, QLD

KEN GUY BUDERIMBUDERIM, QLD

THE PROPERTY PALACEBOOVAL, QLD

MUDGEE, NSWTHE PROPERTY SHOP

MALABAR, NSWSOUTH EASTERN REALTY

HAVIG JACKSON REAL ESTATECLAYFIELD, QLD

HOUSE ESTATE AGENTSTOOWOOMBA, QLD

YEPPOON REAL ESTATEYEPPOON, QLD

FIRST COMMERCIAL REALTYEAST BRISBANE, QLD

LES FREEMAN REAL ESTATECAIRNS, QLD

CAPORN YOUNG ESTATE AGENTSCLAREMONT, WA

CRAWFORD REALTYSOUTH HEDLAND, WA

LIMINOS PROPERTY GROUPPERTH, WA

COLACTO COAST REAL ESTATECOLAC, VIC

COMPTON GREENYARRAVILLE, VIC

EAST BRISBANE, QLDFIRST RESIDENTIAL REALTY

BAZZO REAL ESTATEBALLAJURA, WA

BENEDIGO REAL ESTATEBENDIGO, VIC

CHRIS PEAKE REAL ESTATEBERWICK, VIC

MARSHALL WHITE & CO ARMADALE, VIC

MARSHALL WHITE ONEARMADALE, VIC

MCCORMACK BARBERORANGE, NSW

JEFF JONES REAL ESTATESTONES CORNER, QLD TOWNSVILLE, QLD

EXPLORE PROPERTY

ANDREW BLAKE REAL ESTATEAVALON, NSW

CLARK ESTATE AGENTSWATERLOO, NSW

CUNNINGHAMS PROPERTYBALGOWLAH, NSW

GRIFFITH REAL ESTATEGRIFFITH, NSW

NEWTON REAL ESTATECARINGBAH, NSW

NOLAN AND PARTNERS ESTATE AGENTSCOFFS HARBOUR, NSW

WOLLONGONG, NSWALL RESIDENTIAL REAL ESTATE

THE AGENCYDOUBLE BAY, NSW

MCCONNELL BOURNLINDFIELD, NSW

MCLACHLAN PARTNERSLONG JETTY, NSW

NNW PROPERTYEPPING, NSW

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Thank You!!!

ADVISORY BOARD MEMBERS PAGE

The Advisory Board is a group of Network Members who help guide, collaborate and support the growth of the Network whilst ensur-ing our events, learning and development are always at the cutting edge.

Hugh Bateman The Property Shop

Angelo Efstathis First Commercial

Realty

Scott Nolan Nolan & Partners

Estate Agents

John CunninghamCunninghams

Property

David Newton Newton Real Estate

Reece Coleman The Agency

Simon Lugton Lugton’s

Real Estate

Peter ReidBazzo Real Estate

Marisa AdamsChris Peake Real Estate

Ian Paterson Just Paterson

Real Estate

Sam Bourn mcconnell bourn

WHAT IS THE FUNCTION OF THE ADVISORY BOARD?

W e would like to take this opportunity to thank the RER Network Members who have kindly dedicated their time, energy and effort in providing their advice and guidance on all important Network decisions. The Members who are now pass-

ing on the Advisory Board baton are:

Thank you so much for all that you’ve contributed during your time on the Advisory Board!And a big WELCOME to our new Advisory Board Members:

The Members who continue to provide valuable feedback and insight and will continue to contribute to The Advisory Board are:

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WHAT’SNEW

CARS

2015 Aston Martin Vanquish CoupeWith an 8-speed automatic transmission and a top speed of 322km/h and 20 inch rims, the new Aston Martin Vanquish Coupe is a serious car. It has a 6.0 litre V12 engine with 424kW of power at 6500rpm. With an 8-speed automatic, RWD it’s torque is 630Nm at 5500rpm! Great news is that it’s fuel economy has reduced to an average of 12.9L/100km - which for a high powered sports vehicle is extraordinary. Nearly invisible in it’s transaction of another gear and the only noticeable reaction is an octave drop from the sweet-sounding burble of the V12. 2015 Aston Martin Vanquish Coupe is priced from $479,995 plus on-road costs, goes on sale in December 2014 in Australia. Sadly…..Aston Q isn’t as inventive as Bond’s gadget man as there are no ejector seats, machine guns or rotating number plates!

APPS

Hilton smartphone check-in After investing a whopping US $550 Million, Hilton Worldwide Holdings is convinced that hotel guests will increasingly use smartphones to choose rooms, check-in and even unlock doors. The new technology will roll out to 4200 properties worldwide and target young travellers. This plan aims to leapfrog Hiltons competitors who have released new services like using mobile phones as room keys. You can already check-in & out of US Hilton hotels with smartphone or tablet-computers. However, this new technology will allow guests to see the location of and select their own rooms by mobile phone. Although it will take until the end of 2016 to roll-out the technology, it’s exciting to know that you won’t have to wait at front desk any longer, rather using your phone to unlock your room!

Home Open AppPhilipWebb Real Estate and Zynet have joined forces to create an awesome new personalised app for customers looking to buy or rent. It’s adapted to your brand, and allows customers to set specific search criteria based on: Price, Property Type and Location. They can view photos and property descriptions as well as mark favourite proper-ties and receive alerts for any changes to those properties. The customer can also create an appointment in their phone’s calendar at the touch of a but-ton, so it reminds them when to turn up for opens and also allows them to schedule their Saturday hunt for homes easily. They can also contact the agent directly via phone or email using the App. The app is downloaded in ITunes and you can link it to your website. For more information chat to Anthony Webb at PhilipWebb Real Estate.

PHONES

Iphone 6 With a bigger screen size (4.7 inches) and a super-durable sapphire glass display as well as bigger and better battery and an upgraded A8 processor, the new iPhone is set to be a serious upgrade. Moving from an 8Mp to a 10Mp camera, with an improved filter and image stabilization, the iPhone 6 will have wireless charging and be thinner than the 5S. The rumoured Australian release date of the IPhone 6 is September 9th, 2014.

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RER CONNECTSTORY

O ne of the best ways to tell your story is through the media, but how do you make that happen?

Anyone who has tried to garner media attention will tell you a successful me-dia pitch requires careful considera-tion, and a bit of elbow grease.

READY Before you pitch your story, be re-

ally clear on what that story is, and why anyone will be interested. Ask yourself what the journalist will surely ask themselves: why do the readers care? You have listed a new property for sale. Who cares? In most instanc-es on its own, that’s not a story, and a journalist won’t run it. What they will be more interested in is the story behind the property. Was it once the first bakery in your town? Are the vendors high profile in the community? Does the proper-ty have a unique architect or new eco feature? Is the property the largest or most expensive apartment in your region?Media will also be interested in a trend story (first home buyers flocking to your area, or interstate investors on the rise), a how to story (top ten things to get your property ready for sale in Spring) or a piggyback story, where you take a current news story and position yourself as an expert (news story on industry issues; you advise readers on what to look out for and how you are different to this). The idea with this approach is not to pitch your business, rather, pitch a story that in-cludes your business.

AIM Once you have decided what your story is, find

the journalists and publications that will be most interested, and the ones whose readership best represents your target audience. Familiarise yourself with the content and tone of their work, and pitch to the most ap-propriate place. A real estate report-er would be best suited for the prop-erty related story, while the business

Pitching to MediaYour agency has a great story to tell, and you want the world to know about it.

reporter is more likely to run with trend stories or industry commen-tary. Create your shortlist carefully and thoughtfully, rather than firing the pitch off to every publication you can think of.

FIRE Pitch your story via email first, clearly, con-

cisely (they just need the general idea, not a 1200 word essay) and al-ways keeping the ‘why do the readers care?’ rule in mind. Provide all your back up data (statistics, supporting in-formation), contact details, and make yourself available for interview, com-ment and photography is necessary. Let the journalist know why you have chosen to pitch to them, and what you think is of value to their readership. Advise them you will follow up with a phone call in the coming days. When you do follow up, listen to the journal-ist’s feedback regarding your pitch, and, if they are interested, let them take the lead in directing the story. Remember you are coming at it from slightly different angles: they want to give their readers a valuable sto-ry, and you want to tell their readers about your business. With considera-tion you can both achieve your desired outcomes. If for some reason the journalist isn’t interested in running your story this time, be respectful of that decision and ask for any feedback or advice on pitching in the future. Ask them to hold onto your contact details should they require comment on your field of expertise. Thank them for their time and let them know you will contact them again when you have anoth-er story idea. Then continue to follow that publication or writer so you can look for opportunities to insert your business into storylines they may be following. You may not have had your story pub-lished this time, but if you are smart about it, you have opened up a line of communication that could prove in-valuable later.

by Naomi Spies from Ruby Public Relations

A REAL ESTATE REPORTER WOULD BE BEST SUITED

FOR THE PROPERTY RELATED STORY, WHILE

THE BUSINESS REPORTER IS MORE LIKELY TO RUN WITH TREND

STORIES OR INDUSTRY COMMENTARY. CREATE

YOUR SHORTLIST CAREFULLY AND

THOUGHTFULLY, RATHER THAN FIRING THE

PITCH OFF TO EVERY PUBLICATION YOU CAN

THINK OF.

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RERFEATURE

L ess “train,” more “boutique hotel on rails,” Cruise Train will cost about $50 million to develop

and is the brainchild of Japan’s JR East Railway company, in collaboration with designer, Ken Okuyama, whose resume includes designing eyewear, furniture, and even Ferraris. His talent for producing sleek, innovative (and sometimes futuristic) design is what makes this train in a league all its own.With a 34-passenger capacity, Cruise Train will offer 10 carriages composed of both standard suites and split-level deluxe suites in addition to a dining car and lounge area. Contrary to what travelers are used to on the road, each deluxe suite will have a living area/loft on the top floor, a sleeping area below, and a private bathroom on the entry level in between.

This lavish bathroom features marble flooring with a classic, black & white theme. After getting primped and ready for the evening, guests can head on over to the dining car where one glass of champagne will have them forgetting that their romantic, white tablecloth restaurant is in motion.The real “wow” factor lies in the two glass-encased observation areas located on either end of the train—an eye-opening way to experience the countryside. Beyond being another opportunity to enjoy incredible view-points, the central lounge area is the perfect place to meet and mingle with fellow passengers on-boardThe opulent transport, which will cost about $50 million to develop and seats 34 people, will begin running in 2017.Thanks to: http://www.theagencyre.com/

WITH A 34-PASSENGER CAPACITY, CRUISE TRAIN

WILL OFFER 10 CARRIAGES COMPOSED OF BOTH

STANDARD SUITES AND SPLIT-LEVEL DELUXE

SUITES IN ADDITION TO A DINING CAR

AND LOUNGE AREA.

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Best Sources of BusinessComing into Spring selling season you want to make sure

you are capitalising on every opportunity that comes your way – and be on the look out to create as many new opportunities

as possible – re-discover these tips for the Best Sources of Business!

Michael Sheargold, CEO, Real Estate Results Network

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OPEN HOMES Open homes are the biggest public showing of how good you are. Remem-ber – at least 2/10 buyers are also pipeline sellers. You can ask anyone at your opens: Where are you at in the buying and selling process?

BUYER ENQUIRIES Buyers don’t always buy the prop-erty they enquire on. Have powerful conversations, deliver brilliant service from the beginning and see your buyers turn into brilliant sources of business. Also remember, if 2/10 buy-ers are also sellers and you deal with them exceptionally well at the buying stage, it puts you in a good position when the time comes for someone to sell a property to approach you first.

EXISTING CLIENTS Nurture. Nurture. Nurture. This is so important and here are some strate-gies for client nurturing:Set a performance standard of 5 non-urgent client calls per day.A nurturing program that has continu-ous contact with clients that moved out of the market place. You should be making 3 or 4 calls per year after the transition phase with an existing client.Reconnect Dialogue: “I was driving past your place the other day, and thought of you. It’s been ages since we’ve spoken, how are you enjoy-ing the property? How are the kids? Did you do the renovation you had planned?” OR “By the way, if you have any friends or family members, or work colleagues who are needing any advise on property, I would be delight-ed to help. Please pass on my details.”

10X10X20 This is when (during a campaign of a property which you are selling) you can contact and connect with people in the local street/area for a valid reason and uncover some new business. There are three logical times to do this so it makes sense: • Before the signboard goes up• During the Campaign• Once it SoldThe key here is offering information that is notable and adding value to them. Not just giving them facts but actually starting a conversation. YOUR PMA: PRIMARY MARKETING AREA You need to have superior market knowledge in your PMA or farm area. Live, breath and love your PMA. Know local statistics, historical knowledge, facts and figures about your PMA. These are called “Did you know’s”. Also know your “Hot Streets” in your PMA – these are the streets that have a slightly higher than average turno-ver. You should know these streets very well! Some properties may not suit some client needs, but they like the area. Not an example of property in terms of area is:• Priority Property – is a property that “oh you’re selling that!?” type of property. Other types of Primary Market Area: • Type of Property – specialised prop-erty only; apartments, waterfronts, type of client, developments, over a certain value etc. • Type of Client – specialized in terms of developers, specialised in terms of culture or language that requires ad-ditional attention.

HAVE POWERFUL CONVERSATIONS,

DELIVER BRILLIANT SERVICE FROM

THE BEGINNING AND SEE YOUR BUYERS TURN

INTO BRILLIANT SOURCES OF

BUSINESS.

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Just a note on your PMA plan – “Frequency Builds Trust!” Sometimes from a primary marketing area, an agent can try one thing and then say: “Oh well that didn’t work.” In actual fact, it’s many things that make it work, not just one thing. It’s having the coffee catch ups. It’s being seen around the community, walking the streets. (By the way there’s a massive difference between you driving the street versus walking a street.)

ENDORSEMENTCOI=Circle of Influence. The ultimate question when looking at your circle of influence is: “Who is likely to know about someone thinking of selling before an agent does?” Think about teachers, accountants, solicitors, tradies, painters, gardeners, hairdress-ers, florists, interior decorators etc. You want these people around you to endorse you as an agent. Your Circle of Influence can create “Stealth List-ings” for you. You might already have relationships with these people in the community. All you need to do is to upgrade them into your COI network. In a network, it’s a two way thing; you helping them and them helping you. The main reason some agents don’t network is because they don’t want to be perceived as a “slime-bag net-worker.” The reality is - people are interested in property. You need to really get yourself out there. If you have the knowledge to help people buy and sell property in your marketplace, you have an obligation to buy and sell property in your marketplace.

REVERSE MARKETINGThis can be the strategy that allows you to get pipeline A’s or Pipeline B’s

rapidly. An industry that is superb at reverse marketing is Recruit-ment - they can effectively create an opportunity where opportunity doesn’t exist. In real estate, most agents are concerned about finding the stock ver-sus flipping it over and finding the hot buyers who are cashed up and ready to go and finding them property.

EXPIRED LISTINGSThere are certain agents who are good at expiring property. Follow these particular agents. If someone is sell-ing their property, the assumption is they’re interested in buying. I suggest for you to build a buyer relationship with a seller. “Congratulations on your decision to sell, typically those looking to sell are looking to buy. I’d love to help you with your buying needs.”Based on the length of agent’s agree-ment, the goal is to know when their agent’s agreement is expiring. “Hey look, just wondering, How’s the sale of your property going? Because we had some really cool results over the last little while selling properties similar to yours.”“There’s only 1 of 3 or 4 reasons why your property hasn’t sold. How about I drop in and have a chat?“ Do not say “let’s meet and discuss this” or “let’s have a meeting.” The reasons are: • Price• Presentation• Promotion/Marketing• Agent (lazy agent) The goal is to be face to face with them – you want to go through these reasons in a healthy face to face discussion.

THE RULE ON SOCIAL MEDIA IS:

VALUE, VALUE, VALUE, SELL.

IF YOU ONLY POST ABOUT SELL, SELL,

SELL, CHANCES ARE THEY WILL REMOVE YOU. IF YOU DO VALUE, VALUE, VALUE,

SELL, THEN THEY WOULD SEE IT DIFFERENTLY.

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MULTIPLE SELLERS The goal is to add one multiple seller per quarter.This works up to 20 multiple sellers in 5 years and leaves you with 20 listings at the start of the 6th year. These is someone who buys a property then they renovate the property then sell it. It could also be someone who bought a property then split it up, rent one and sell the other.

INVESTORSYou must add value to them. How? By giving good information on what’s happening in the marketplace. You also direct them to any bargain prop-erty floating around and help them buy it. When circumstances change for an investor, they want to move fast.

FAMILY AND FRIENDSYour family and friends want to see you succeed. You could do a monthly update and/or facebook update as to what’s happening for you and what’s happening in the marketplace, so people could connect to that.

BUSINESS AND COMMU-NITY GROUPThis could be a social charity group, church group, a club, a sporting group, or anything that you’re interest-ed in.Important to note that you must be interested on the group you’re in. By doing this you increase and expand your network and meet people who, some, are potential clients.

SOCIAL MEDIAThe Facebook Profile – if you’re Mother is OK reading it, then it’s ok to have it on your profile. There are three search engines that people search your name on: • Google• Youtube• Facebook• LinkedIn• Twitter The rule on Social Media is: Value, Value, Value, Sell.If you only post about Sell, Sell, Sell, chances are they will remove you. If you do Value, Value, Value, Sell, then they would see it differently. As a sug-gestion, if you need to put a property on Facebook, put it on as a question. Put a backyard photo and ask: “Can you imagine the entertaining you can do in this backyard?”

Smartphones nowadays have built-in HD capabilities that can record videos like client testimonials you can post on youtube or a website. There’s not a lot of technical needs to create good videos worthy to be posted on the internet at present. Take advantage of this and have fun.

SALE BY OWNERThere are two reasons a person chooses to sell their own property:They think they can save money.They haven’t met a great agent...yetSuggested Dialogue: “Congratulations on your decision to sell. I’d love to pop over and have a look at your property and see if there’s any opportunities for me to refer buyers to you. Would that be OK?”Here you can establish rapport, communicate with them and build a relationship with the seller. After the first week of opens: “We have a prop-erty similar to yours go to market and we have these many groups through our open. How many did you have? … Hmm, that’s interesting. Well, Good luck.”Now, do this again after another week. And add the question: “Could you help me understand, is the reason you’re selling privately that you want to save the fee? or have you not yet met a great agent?”They can say one of the two reasons, or both. This is where you can ask “Well why don’t I pop over and see if I could help? By the way, how long do you plan on attempting to sell this property yourself?”

PAST CONTACTSMost of us have had a life before real estate! You want to transition your previous life contacts from knowing you - in your old life/career - into your new agent image and becoming part of your real estate family. You can send out a letter, then pick up the phone and place a call. Some dialogue you can use: “Would it be OK with you if I gave you some updated informa-tion on property from time to time?” Most people will say yes. You now have an impressive platform in generating business into your pipeline! You just have to put these into action.

What an Opportunity!

THE MAIN REASON SOME AGENTS DON’T NETWORK IS BECAUSE THEY DON’T WANT TO BE PERCEIVED AS A “SLIME-BAG NETWORKER.” THE REALITY IS - PEOPLE ARE INTERESTED IN PROPERTY. YOU NEED TO REALLY GET YOURSELF OUT THERE.

A DAY IN A LIFE

It is imperative to have a mentor and/or coach

JAMES TOSTEVIN MARSHALL WHITE

What does a typical Monday – Friday look like to you? Mondays – team meeting, numerous appraisals & mid-campaign vendor meetings.Tuesdays & Wednesdays – a sig-nificant amount of time is dedicated to prospecting, also a number of appraisals, vendor meetings and pres-entations for listings.Thursdays – team meeting, open for inspections form a large part of the day and pre-auction meetings.Fridays – prospecting.

Give an example of your regular weekendGym at 7am, open for inspections and auctions from 9.30am until 5pm. Then to my beach house at Sorrento from Saturday night until early Monday morning.

How many prospecting calls would you be doing a day? Prospecting Calls – 200 a week on Tuesdays/Wednesdays/Friday. I don’t do prospecting on a Monday or Thursday. How much time do you spend talking with your hot list each day?

As much as possible, it varies incred-ibly from week to week.

Is there a piece of dialogue or a strategy that you find yourself using each day?“At what stage are you at in the house hunting process, have you sold your home or are you currently renting?”“Is one of our team at Marshall White currently in touch with you?”When prospecting, ensure it is a con-venient time to talk: “Have you got 30 seconds to speak briefly? (or) Can you talk for a moment?” “Just a very quick call to maintain contact”

What’s the biggest challenge you face on a day-to-day basis? Interruptions are always an issue for all agents and the demanding nature of keeping a very large number of vendor clients happy.

What’s the day you look forward to most each week and why? Both Friday and Saturday… Friday is a more relaxing day with prospecting and normally no appointments and Saturdays because it’s the culmi-nation of a campaign and a money making day!

What’s been the biggest change you’ve made to see your results change? Without a doubt, instead of prospect-ing each day, concentrating on making calls 3 days a week and having blocks of time to complete tasks on a weekly basis both have had a significant im-pact on my career.

What do you enjoy most about work-ing in Real Estate?The “thrill of the chase” for a listing provides an amazing feeling of sat-isfaction and accomplishment when you win, negotiating an exceptional price for a vendor client, the fact that you are not restricted to ‘desk work’ all day….and also that the money is unlimited if you are good enough!

What piece of advice would you have liked to receive when you were first starting out? The importance of prospecting/nur-turing calls, blocks of time in a week and time management overall.

What do you do to keep focused?Exercise regularly, having written goals that I consistently refer to and earning enough money to have an incredible lifestyle.

What’s your next holiday destination?Noosa in September, Hawaii in early November, Sorrento over the Christ-mas period break and Switzerland/France in June/July 2015 – it’s all planned/booked in!

How do you reward yourself when you reach a large goal?Holidays and also reducing debt pro-vides immense satisfaction.

Anything else you’d like to add? It is imperative to have a mentor and/or coach that guides you in your ca-reer. Attend as much sales training as possible in your formative years then don’t stop because you think or believe you know everything – you don’t and nor do I!

THERE IS FREEDOM TO BE OUT AND ABOUT MEETING CLIENTS AND INSPECTING SOME AMAZING PROPERTIES AND ALSO THAT THE MONEY IS UNLIMITED IF YOU ARE GOOD ENOUGH!

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Just work harder than everybody else

MARCUS CHIMINELLOMARSHALL WHITE

What does a typical Monday – Friday look like to you? BUSY!! Monday through to Wednes-day is typically filled with plenty of phone calls, appraisals, face-to-face meetings and private appointments. Thursday is inspection day and Friday is client nurture and auction prepara-tion. Everyday starts around 5.30am with the gym, daily planning, emails and time with the kids before heading to the office.

Give an example of your regular weekend? Saturday is streamlined, efficient and successful chaos. Inspections and auctions fill my day from 9.30am to around 5.00pm, a quick gym session on the way home and then followed by a quiet night at home or out for dinner. With young children, Sunday is family day. I would normally plan my week ahead on Sunday night.

How many prospecting calls would you be doing a day? Normally 20-30, Monday through Wednesday & then Friday. How much time do you spend talking with your hot list each day? Great question. It’s not something I’ve measured by time but aside from immediate deals, it would be the next most prioritised call or meeting.

Is there a piece of dialogue or a strategy that you find yourself using each day?Always strategising my day around the next most dollar-productive task before all else.

What’s the biggest challenge you face on a day-to-day basis? Aside from not having enough hours in the day, probably just having the ability to say no more often. Provided you remain focused, there is so much opportunity out there in every market, you just have find where opportunity hides! Once you have the ability to find it, get ready because you’re going to be busy!!

What’s the day you look forward to most each week and why? Saturdays are fantastic as it’s typi-cally the day where the culmination of weeks, months and perhaps years of your efforts come together. Though I love what I do, real estate runs a dis-tant second to my family so Sundays are definitely my favourite day.

What’s been the biggest change you’ve made to see your results change? Mastering my day - time management is the hardest part of our business to be exceptionally good at. If you can be disciplined enough to be ruthless with your time each day, your productivity will skyrocket.

What do you enjoy most about work-ing in Real Estate? The diversity of each day, week and month; no two days are the same. Handling the sale of most clients greatest asset and the ability to have a positive impact on that process is an incredible privilege.

What piece of advice would you have liked to receive when you were first

starting out? Simple. Just work harder than every-body else.

What do you do to keep focused?Have great goals & have purpose to each day. Minimise distractions and avoid time thieves!

What’s your next holiday destination?Queensland in September to get some sunshine and recharge the batteries before a huge finish to the year.

How do you reward yourself when you reach a large goal?A new watch - that is my one weak-ness, beautiful watches.

Anything else you’d like to add? Irrespective of how much or how little success you have, always make an effort to give back. There is always someone else out there doing it much tougher than you.

HANDLING THE SALE OF MOST CLIENTS IS THE GREATEST ASSET AND THE ABILITY TO HAVE A POSITIVE IMPACT ON THAT PROCESS IS AN INCREDIBLE PRIVILEGE

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Be a specialist, not a generalist!

EMMY THIESHOUSE ESTATE AGENTS

What does a typical Monday – Friday look like to you? My week is structured with an Ideal Week table where each day I block out time to communicate with my clients, Pipeline and COI. We have a sales meeting every Monday where we watch the Momentum Session and celebrate our achievements. I also schedule in time each day every week to meet with every team member to catch up with them and give them support, advice and guidance.

Give an example of your regular weekend?My weekend includes a busy Saturday with 4-7 Open Home inspections, at least 2 private inspections and Auc-tions of my own and my awesome team. Sunday is a catch up day of fun and relaxation!

How many prospecting calls would you be doing a day? I’m at a different stage now in the business but at the beginning it would be 30-70 calls a day minimum, 5 days a week. When you are making calls it is important that they are quality calls.

How much time do you spend talking with your hot list each day? First up, at the start of the day for about 45 minutes, then later in the afternoon if I haven’t connected or reached them.

Is there a piece of dialogue or a strategy that you find yourself using each day?The strategies are different but I’m always positive and have an attitude of relaxed confidence but also high energy and enthusiasm when needed. Some great dialogue I use is “Records are set in the pool, you need competi-tion to create that,” and “The more people you help get what they want the quicker you achieve what you want” I believe in building up the people around me to help them achieve their goals, which in turn helps me achieve my own.

What’s the biggest challenge you face on a day-to-day basis? Making sure I achieve what I set out to do and I am continually striving to improve my time management.

What’s the day you look forward to most each week and why? Monday, because it’s a huge day and it’s when I get to celebrate everyone’s success’s. I also really enjoy Sunday afternoons because it’s my relaxation time.

What’s been the biggest change you’ve made to see your results change?

The biggest change would be time management, it’s something that can always be improved but I’ve worked really hard to manage it and manage myself.

What do you enjoy most about work-ing in Real Estate? The great people I meet and the expe-riences. It keeps my heart racing and my mind focused!

What piece of advice would you have liked to receive when you were first starting out?Be a specialist, not a generalist! And also hammer down on time manage-ment early in your career!

What do you do to keep focused?Zone time where I block out time to sit and really focus on my tasks and calls.

What’s your next holiday destination?Noosa in Queensland and then Japan for skiing!

How do you reward yourself when you reach a large goal?Treats! Shoes, clothes and dinner are smaller scale rewards, and when I really hit my big goal I bought a new Mercedes!

Anything else you’d like to add? Belief in yourself is essential, you can achieve everything you want to if you really believe and work hard. And take risks, you can’t always play it safe!

I’M ALWAYS POSITIVE AND HAVE AN ATTITUDE OF RELAXED CONFIDENCE BUT ALSO HIGH ENERGY AND ENTHUSIASM WHEN NEEDED.

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I genuinely love meeting and helping people

STEFANIE DOBROCAPORN YOUNG ESTATE AGENTS

What does a typical Monday – Friday look like to you? Full! I like to run a very structured week with calls and training in the morning and appointments in the afternoons. Tuesday afternoons I have seller meetings in the office back to back from 4pm to 7pm and that works extremely well for managing cam-paigns, keeping me accountable and my sellers informed.

Give an example of your regular weekend? Family night at home Friday night and bed early. Up 5.30am Saturday, exercise and get set for the day. In the office by 8.30am and go, go, go til the deals are done! Sundays are for fam-ily breakfast and kids’ sport, Sunday markets, exercise, a nap, cooking and a family roast dinner!

How many prospecting calls would you be doing a day? 20-50 How much time do you spend talking with your hot list each day? I make as many calls a day as I can fit in between back to back appoint-ments. I make sure that my team are dealing with any hot buyers that I’m not speaking with and I focus on sell-ers and active change overs.

Is there a piece of dialogue or a strategy that you find yourself using each day?“I’m here to help you.”

What’s the biggest challenge you face on a day-to-day basis? Time management.

What’s the day you look forward to most each week and why? Sunday, because I get to spend it with my family and it’s my reward for all the long hours and hard work I’ve put in all week.

What’s been the biggest change you’ve made to see your results change? Bringing the right people into my team, people who are not just amaz-ing at their jobs but great people that I really enjoy working with. Getting clarity around each of our roles and focusing on our roles has been a game changer.

What do you enjoy most about work-ing in Real Estate? I love so many things about real estate…. I genuinely love meeting and helping people, hearing their story and finding out how I can help. I love getting a deal together as it helps people move to the next phase of their life. It’s a real privilege to be a part of that for me.I also love mentoring and helping people who might just be starting in real estate and looking for guidance.I also love building a business and being part of a team, Caporn Young Estate Agents and of course Real Estate Results Network.

What piece of advice would you have liked to receive when you were first starting out? I was fortunate to receive fantastic advice and support right from the beginning so my advice is to find the right company to work with, find a mentor and accountability buddy, set

your goals, track your numbers, then work as hard as you can, do as much training as possible, keep at it!

What do you do to keep focused?I’m very goal oriented so I set my goals, know what I need to do to reach them and I track my numbers.

What’s your next holiday destination?Broome with the company, hopefully Melbourne to see the Fremantle Dock-ers play in the Grand Final again and then Hawaii as a surprise!

How do you reward yourself when you reach a large goal?Amazing holidays!!

I LOVE MENTORING AND HELPING PEOPLE WHO MIGHT JUST BE STARTING IN REAL ESTATE AND LOOKING FOR GUIDANCE, AND BUILDING A BUSINESS AND BEING PART OF A TEAM, CAPORN YOUNG ESTATE AGENTS AND OF COURSE REAL ESTATE RESULTS NETWORK

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PRINCIPALADVANCE 2014

Real Estate Results Network takes over Waikiki!Principal Advance 2014 was held at the historic Moana Surfrider Resort in Waikiki, Hawaii - one of the most beautiful locations in the world – and our stage for one of the best leadership events Real Estate Results Network has ever experienced!

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WE THOROUGHLY ENJOYED OUR TIME WITH YOU AND

HAD SO MUCH FUN MIXING LEARNING, NETWORKING,

INDULGING AND RELAXING WITH YOU AT PRINCIPAL

ADVANCE 2014.

R ER Network’s premier Principal event saw Members “Take the Lead” – in their business and

their life. All Principals who attended Principal Advance 2014 walked away feeling a new sense of direction and were armed with fresh and innovative ways to lead their team and agency.

Network CEO, Michael Sheargold acted as keynote speaker for the entire conference after feedback from recent years indicating this is exactly what Network Principals wanted! Mi-chael’s sessions were centered around the dynamics of change, coaching your team to greatness, explaining the wealth profile, going through what it means to be a digitally progressive agency and creating excellent mo-mentum to see great results. Principal Advance was the perfect platform to unveil the new look RER Brand to all our Member Principals – thank you for all your positive feed-back – we hope this is the beginning of a new era for RER and it’s place in the industry - the branding just being one part of that. Thank you for also embracing the Principal Advance challenge with the RER logo – all the fun pictures with the RER logo from around Waikiki were awesome!

One of the highlights for Members is hearing from their peers– so this year we organised two Member performer panels. The first was a Property Man-

agement Performance Panel with An-gelo Efstathis from First Realty Group, Sophie Lyon of PhilipWebb Real Estate and Warwick Williams from Warwick Williams Real Estate, sharing their top tips around Property Management Excellence.

Anthony Webb from PhilipWebb Real Estate, James Redfern from Mar-shall White and Matthew Bourn from mcconnell bourn shared valuable insights around Sales Performance – and gave an open and honest dialogue around how their businesses consist-ently perform so well and what works to create positive change.

Emmy Thies from House Estate Agents, Richard Young from Caporn Young and Mark Rumsey from David Deane Real Estate also shared with the group information on how their agencies run, where they have come from and what they do habitually to create amazing results. A mas-sive Thank You to the Members that contributed to the sessions – it not only is a great showcase of what you are doing so well in your markets, it inspires other Member agencies to start employing some new practices to upgrade their results.

Members also heard different strate-gies Network agencies use in the Member Innovations section of the conference – so many of the ideas shared here you will see replicated

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and improved on across the Network so thank you for being so open and honest in sharing your best ideas! This is the power of the Network – seeing a fantastic idea that’s working well in a Melbourne market place being imple-mented in North Queensland to bring about positive change and results – so well done. This mentality is also shown with the Marketing Showcase – and this year’s marketing was superb! There were some excellent examples of why Network Members are often the leaders in their marketplace.

Once again the “Signboard Off” was a highlight with Members voting for their top 3 favourite signboards in the Marketing Showcase. First time Prin-cipal Advance attendees Adrian Butera and Dee Gibson from one of our newer Member Agencies – Compton Green took home the much-coveted “Shane” trophy. Congratulations Compton Green – take care of him until next year!

The Principal Advance Excellence Awards were handed out with great

Hawaiian fanfare onboard “The Star of Honolulu”. Amongst the danc-ing, congo line, tropical cocktails and five-course dinner we managed to conduct our awards ceremony! A big congratulations to all the agencies who won Excellence Awards: Cunninghams Property, PhilipWebb Real Estate, Grif-fith Real Estate, Lucas Real Estate, Lug-ton’s, Marshall White, Compton Green Real Estate, Wilson Property Agents, Warwick Williams Real Estate, South Eastern Realty and House Estate Agents - you are all legends in your field and doing excellent things in your market – to win an Excellence Award is a massive deal – so well done!

So a big THANK YOU to all the Mem-bers and their families that made the journey to Hawaii – we thoroughly enjoyed our time with you and had so much fun mixing learning, network-ing, indulging and relaxing with you at Principal Advance 2014.Next year’s Principal Advance will be Australian based – details soon to be released!

PRINCIPALADVANCE 2014

ONE OF THE HIGHLIGHTS FOR MEMBERS IS

HEARING FROM THEIR PEERS– SO THIS YEAR WE

ORGANISED TWO MEMBER PERFORMER PANELS.

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RER Network Principals recognised for excellence! The 2014 Principal Advance Excellence Awards represent real, tangible achievement and this year we were incredibly impressed with the high level of innovation and hard work that has been shown by all Network Principals to continuously strive for greater results.

Achieving the level of success required to win a Principal Ad-vance Excellence Award shows a high level of direction, dedi-cation and innovative thinking. The Principals and Agencies that won awards this year have worked hard to stay ahead of the game and strive for excellence in everything they do.

SALES EXCELLENCE Marshall White

PROPERTY MANAGEMENT EXCELLENCEPhilipWebb Real Estate

PROPERTY MANAGEMENT PERFORMANCE - SMALL

(UP TO 500 MANAGEMENTS)Wilson Property Agents

SALES PRODUCTIVITY - LARGE - ($5 MIL +) BASED ON SALES VOLUME

PER AGENT SALES PERFORMANCE -

LARGE - ($5 MIL +) BASED ON SALES REVENUE PER AGENTCunninghams Property

SALES PRODUCTIVITY - SMALL – (UP TO $2 MIL)

PROPERTY MANAGEMENT PRODUCTIVITY - MEDIUM (500 - 1,000 MANAGEMENTS)

Griffith Real Estate

PROPERTY MANAGEMENT PRODUCTIVITY - SMALL (UP TO 500 MANAGEMENTS)

Lugton’s

PROPERTY MANAGEMENT PERFORMANCE -

MEDIUM (500 - 1,000 MANAGEMENTS)Caine Real Estate

SALES PERFORMANCE - SMALL - (UP TO $2 MIL)

South Eastern Realty

SALES PRODUCTIVITY - MEDIUM - ($2 MIL TO $5 MIL)House Estate Agents

PROPERTY MANAGEMENT PRODUCTIVITY - LARGE (1,000 PLUS

MANAGEMENTS)  THIS AWARD IS BASED ON PROPERTIES PER MANAGER

Compton Green Real Estate

PROPERTY MANAGEMENT PERFORMANCE - LARGE (1,000 PLUS MANAGEMENTS) BASED ON

REVENUE PER MANAGERWarwick Williams Real Estate

SALES PERFORMANCE - MEDIUM - ($2 MIL TO $5 MIL)

Lucas Real Estate

CONGRATULATIONS TO ALL THE 2014 PRINCIPAL ADVANCE EXCELLENCE AWARD WINNING AGENCIES!

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Network Members celebrate the start of Principal Advance 2014 whilst cruising on The Star of Honolulu...Excellence Awards, congo lines,

Hawaiian dancers and a lot of lobster later...

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ANDREW ACTON

How long have you been in Real Estate?12 yrs

What is your biggest achievement to date? I feel like we are just reach-ing our potential and the best is ahead. I have im-proved as a leader - which I feel is felt in the market place and we do get people drawn to our business. We have people wanting to join us - I’m proud of this.

How do you keep balance in your life?This is easy for me - I love all areas of my life and devote the appropriate time

to the areas that I love; family and work. I think one can over think this balance thing. I also have some ter-rific people who support my role in this business.

If you could spend the day with anyone in the world to gain skill and knowledge who would that be and what skill would you like to walk away with?My grandmother is 91, she has never had a car license,

never paid income tax, never had a paid job since she married although she has been a tremendous worker her whole life. I think a day with her and

the lessons to be learnt from her calmness, accept-ance of life and her world-view would be a rewarding compliment to the motiva-tion and powerful action of

other training that encom-passes my life.

What was your first job in Real estate? I started as a sales per-son straight away, had no support, was in a flat office

and found a way to make it through. I often think how we all find a way, some people start in great offices with all the support and training in the world and still don’t make it.

Who is the most inspira-tional person in your life?My children have inspired me to think more about my future and who I’m becoming. Several of my colleagues are a source of inspiration - we feel the same way about the busi-ness and it’s a powerful source of inspiration to me personally.

PRINCIPAL - EXPLORE PROPERTY

1

2

3

4

5

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?Q&A

My own actions – keeping myself on track

Sticking to the things we’ve planned

Being available

Recruitment

My family

We are just reaching our potential and the best is ahead

STARTING AS A SALES PERSON STRAIGHT AWAY, HAD NO SUPPORT, WAS IN A FLAT OFFICE AND FOUND A WAY TO MAKE IT THROUGH.

SEVERAL OF MY COLLEAGUES ARE A SOURCE OF INSPIRATION - WE FEEL THE SAME WAY ABOUT THE BUSINESS AND IT’S A POWERFUL SOURCE OF INSPIRATION TO ME PERSONALLY

MEMBER’STALK

FUNNY MOMENTWhat has been your funni-est or strangest experience in Real Estate to date? There has been stacks of things - I think you get so used to them that they don’t seem out of the ordinary anymore - I do admit that what may be strange to others has probably become relatively normal to me!

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JACOB CAINE

How long have you been in Real Estate?13 years What is your biggest achievement to date? This year’s P&L

How do you keep balance in your life?Most of the time I don’t (of-ficially) work on weekends, I go to the gym a lot (not that you can tell – see question 1), I’m doing a Masters, and I hang out with my wife, Danielle and the kids.

If you could spend the day with anyone in the world to gain skill and knowledge who would that be and what skill would you like to walk away with? Geoffrey Robertson – Dignity in the face of great adversity.

What was your first job

in Real estate? I cleaned Dad’s

offices.

Who is the most inspira-tional person in your life?Honestly, I think my Dad is! I’ve never known anyone with the work ethic or who performs so well under pressure.

CEO - CAINE REAL ESTATE

Q&A

I started in real estate cleaning Dad’s office!

1

2

3

4

5

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?

Recruitment

Training

Financials

Performance Feedback

Hamburgers

FUNNY MOMENTWhat has been your funniest or strangest experience in Real Estate to date? We had this English chap working for us, he referred to toilets as WC’s - which is only mildly funny. Let’s just say he was a pretty weird unit. One morning I came into the office with one of our PM’s, it was early so the place was locked and the lights were off. We headed down the back of the office switching on lights as we went. When we got to his cubicle I switched on the light to reveal this bloke, wearing only his jocks sitting at his desk. Wide awake, just staring straight ahead with dead eyes. Needless to say we were a bit light on for things to talk about. He stood up and went to get dressed. He finished up that week – but to this day I haven’t the faintest idea what was going through his head.

I’VE NEVER KNOWN ANYONE LIKE MY DAD WITH SUCH WORK ETHIC OR WHO PERFORMS SO WELL UNDER PRESSURE

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With so much time at work it is important to have a healthy personal life

MEMBER’STALK

DYLAN EMMETTDIRECTOR PROPERTY MANAGEMENT - LUCAS REAL ESTATE

1

2

3

4

5

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?Q&A

Positive energy

Happiness & fun

Our team

Daily Plan

Customer service

FUNNY MOMENTWhat has been your funniest or strangest experience in Real Estate to date? I have had a fairly boring career as I tend to stay on the straight and narrow too much. However a long, long time ago we were auctioning a little one bedroom flat in Melbourne’s west. The owner was an eccentric fellow who regular roamed the local streets on foot with his trolley and swag in hand, who would have thought he actually owned a piece of real estate. The property liter-ally had mold coating every surface and we ran the entire 5 week campaign without even stepping inside, although buyers of course had the opportunity to enter ‘at their own risk’. I’ve never seen anything like it before or since, completely black and green inside from top to bottom and that smell of a kid’s school bag who has left a years’ worth of uneaten fruit under all his books. Needless to say we sold the property at Auction!

How long have you been in Real Estate? 14 years.

What is your biggest achievement to date? Joining Lucas Real Estate and being privileged to have an opportunity to join the leadership group as a Director of the business.

How do you keep balance in your life?Spending so much time at work it is important to have a healthy drive in my personal life, but I do find myself doing quite a lot to slow the pace down outside work whether it be some

time out in the backyard or wetting a line out in the bay.

If you could spend the day with anyone in the world to gain skill and knowledge who would that be and what skill would you like to walk away with? Larry Page and Sergey Brin, founders of Google. They have built a company that not only leads the online world but to me more im-portantly has created one of the most enjoyable places to work for their team members and also gives back to the community. This to me sums up what I would like to gain as a business

leader, to create an environ-ment for people to revel in whilst supporting those who need it most.

What was your first job in Real estate? My first gig was putting pointer boards up on street corners.

Who is the most inspira-tional person in your life?I am very fortunate to be surrounded by some very inspirational people in my life but without doubt there are two women in my life who have and continue to inspire me to achieve more than I thought possible.

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FUNNY MOMENTQ: What has been your funniest or strangest experi-ence in Real Estate to date? A: Property man-agement throws

up some strange and funny experiences at times. Most of these experiences can’t be mentioned here!! One ex-perience that comes to mind was a meeting at a property with an unrealistic tenant regarding an outgoing inspection. At the meeting the tenant was getting quiet loud and aggressive with the situation. Whilst we were having the discussion a brick fell out of the roof space and through the gyprock ceiling above him and landed about 3 meters from where he was standing. I am not sure why the brick fell at that time but it certainly settled the situa-tion down (no one was hurt thankfully)

How long have you been in Real Estate?8 years

What is your biggest achievement to date? My biggest achievement to date has been becoming the Senior Asset Manager here at Cunninghams Property and also becoming a partner in the business.

How do you keep balance in your life?It can be difficult to get a good work/ life balance. I try and spend at least one hour every day (mornings usually)

doing exercise. This gives me energy and I feel I am more productive in my work day by doing this. I like to get to work early and be organ-ized so I can achieve my goals for the day and head home at a reasonable hour so I can spend time with my wife and 10 month old son in the evenings.

If you could spend the day with anyone in the world to gain skill and knowledge who would that be and what skill would you like to walk away with? Richard Branson and the

skill I would like to walk away with would be the skill to build and nurture an em-pire from the ground up.

What was your first job in Real estate? My first role in real estate was here at Cunninghams Property and I was the leasing agent for 6 months. I found this the perfect in-troduction to real estate and enjoyed the role.

Who is the most inspira-tional person in your life?It is my my grandfather who passed away 18 months ago now. He taught me a lot of life long lessons and I ad-mire the way he adapted to most situations in life. I am lucky to have had him as my role model and friend.

1 2 3 4 5

Q&A

Leading my asset management

team to provide an excellent

service to our clients.

Supporting the team with anything they

need to carry out their roles

Leading my asset management

team to provide an excellent

service to our clients.

Client nurture

Monitoring our systems to ensure we are working to our

capability

Exercising an hour a day makes me more productive

MY GRANDFATHER TAUGHT ME A LOT OF LIFE LONG LESSONS AND I ADMIRE THE WAY HE ADAPTED TO MOST SITUATIONS IN LIFE

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?

TRENT DOCHERTYPARTNER, ASSET MANAGER - CUNNINGHAMS PROPERTY

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Network Members WIN Big!

Congratulations to RER Network Member Winners - Wilson Property Agents who won the highly coveted “Best Boutique Independent -

under 3 offices” at the 2014 Real Estate Business Awards!Here’s a massive congratulations again to all the RER Network Finalists!

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REAL ESTATEBUSINESS AWARDS

RER NETWORK WON THE “BEST TRAINING & EDUCATION” AWARD RER Network was also a Finalist in the “Boutique Network - Up to 99 Offices”

category and RER Network CEO, Michael Sheargold was a Finalist in the “Industry Thought Leader” category.

SALES OFFICE OF THE YEAR –

REGIONAL House Estate

Agents

SALES OFFICE OF THE YEAR

– METROPOLI-TAN

Cunninghams Property

Newton Real Estate

CONGRATULATIONS TO THE RER NETWORK MEMBERS WHO WERE

LISTED IN THE REAL ESTATE BUSINESS 2014 TOP 100 AGENTS RANKINGS. THIS

IS AN EXCELLENT ACHIEVEMENT TO BE LISTED AMONGST THE HIGHEST

PRODUCING AGENTS IN THE COUNTRY – WELL DONE!

James Tostevin Marshall White (1)

Marcus Chiminello Marshall White (3)

James Redfern Marshall White (14)

Madeline Kennedy Marshall White (27)

Jill Henrymcconnell bourn

(85)

ll

Nahid Coventrymcconnell bourn

(95)

ll

Andrew Lutze Cunninghams Property (40)

Warwick Williams Warwick Williams Real Estate (60)

OFFICE ADMINISTRA-TOR OF THE YEAR

George Fragos David Deane Real Estate

PRINCIPAL OF THE YEAR – REGIONAL

Emmy ThiesHouse Estate Agents

SALES AGENT OF THE YEAR –

REGIONAL Lucas Sheppard

The Property Shop

BEST BOUTIQUE INDEPENDENT - UNDER 3 OFFICESWilson Property

BOUTIQUE INDEPENDENT OF THE YEAR –

THREE OR LESS OFFICES

Warwick Williams Real Estate

PROPERTY MANAGEMENT BUSINESS OF THE YEAR – INDIVIDUAL

OFFICEWarwick Williams

Real Estate

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RERFEATURE

Some people find it hard to imagine how the words “work” and “fun” can be in the same

sentence – but let me tell you, it can be done. By creating a work environment where everyone enjoys what they are contrib-uting and working towards a common goal you will not only see your team happy and engaged – you will see your profits increase as well!

By combining a focus on results, flex-ibility, creativity, hard work and fun in the workplace you can create a team that not only plays, stays and per-forms but one that will hit some big targets in your business and help you create a profitable business. Everyone wants to come to work somewhere that is challenging, positive, encouraging and makes them feel that they matter. So keep this in mind – whilst adding some fun! Here’s some tips to create some fun at work and encourage the team to follow your lead: Celebrate hard work on the spot and in the momentLearn what ‘fun’ means to your team – get their input to plan activities around this Create a committee or one or two team members who can help drive the action – you don’t have to be in control of the fun Be spontaneous – you can interrupt work with a fun activity if it suits Laugh out loud – encourage fun and laughter in the workplace – lead by exampleFun is important – however a team that is engaged and working towards common goals is essential! Sam Walton, founder of Wal-mart, once said: ‘Communicate everything you can to your associates. The more they know, the more they care. Once they care, there is no stopping them.’ Wal-Mart recently topped the worlds Fortune 500 companies with revenues of $263 Billion and profits of $9 bil-lion. Wal-Mart have over 1.5 million employees yet they continue to rate in the Top 5 most desired places to work in America. There are some key messages and information that you

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Making your leadership and

workplace fun and engaging!

“We are what we repeatedly do. Excellence then, is not an act, but a habit.” – Aristotle

By RER Network Managing Director, Shane McLucas

can share with your team and have everyone on the same track – know-ing where the business is heading, what you as a leader expect, and how you can work together as a team to achieve the results. Here’s some messages you can com-municate regularly to the team:

1. The idea behind your business Why you do what you do - the

driving passion

2. What do you want to be known for out in the market and in people’s

minds

3. What are your main goals/main focus in business for the next 6

months – 12 months and what role do team members paly in that

4. Who are your competitors – what do you like & dislike about them.

What sets your business apart from your major competitors.

5. What is the communication style you would like to see implement-

ed across the business - how you all deal and respect one another – also if there is a problem with a team mem-ber how do you deal with that.

6. How each team member will be assessed (key performance

indicators) each 3 – 6 months

7. How and when you celebrate all the individual and business ‘wins’

So the big question is - How do you get your employees to “Fall in Love” with your company? This is a great question.

Treat your employees like you treat your most valuable clients. Strong retention strategies become strong recruiting advantages.Retention is much more effective when you put the right person into the right job. Know the job! Know the employee and their motivations.Money is important but it is not the only reason people stay with an or-ganisation.  Appreciate your employees by recog-nising their small accomplishments with praise and appreciation.Giving Compliments - You can never say thank you too much, it says, ‘I appreciate your hard work!’ Send a handwritten note to team members

that deserve recognition.Socialisation is a key factor for happi-ness so the more fun and social place the happier employees will be.Don’t micromanage your employ-ees! It lowers motivation, the mental health of the employee and the overall morale of the department.Encourage holidays – workers come back happier, refreshed and motivat-ed. Everyone needs a break.Encourage their goals of buying a car, home etc.Have weekly meetings going over the good news for the week. Most meetings go over what’s missing or bad events that happen. Switch it around to a sharing the good meet-ing. Remember moods and emotions are contagious so be the happy boss! You’re the role model and mentor.  How you act is contagious. Encourage the simple things like hello, smiles, and lunch breaksMake work fun. Bring in a baby pic-ture, post it on a wall, then pick which person matched each picture.Help them connect. Introducing em-ployees to key suppliers, customers or someone in senior management can help make an employee’s career.Give them an early mark from time to time. Stoke their passion or help them reach a goal. Remember the spouses and their children on special occa-sions.

You should always make the effort to build good habits that will make you and your team healthier, happier, and more productive over time – and make sure that these are long-term changes, not short lived ones!

Having a fantastic business model and a well thought out business plan means nothing if your team is not on board, enthusiastic, inspired and happy to come to work each day. So think about what the culture, fun, results and enthusiasm look like currently in your business and how you can improve them to see some dramatic changes in your workplace…and if you’re doing it all fantastically well – then keep doing it!

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CREATE A WORK ENVIRONMENT WHERE EVERYONE ENJOYS TO CONTRIBUTE AND WORK TOWARDS A COMMON GOAL

IN FACT THE TOP 10 REASONS

WHY PEOPLE STAY IN COMPANIES ARE:

1.Exciting work and challenge

2.Career growth with coaching/learning

and development

3.Working with great people

4.Fair pay

5.Supportive management/good

manager or Boss

6.Being recognised, valued and

respected

7.Benefits

8.Meaningful work and making a

difference

9.Pride in the organisation, its mission

and its services

10.Great work environment and culture

MEMBERSNEWS

Caporn Young Estate Agents celebrated its record-smashing year with a lively awards night at Freshwater Bay Yacht Club last month.It was the company’s first-ever in-house awards ceremony and teams from its three offices - Claremont, Fremantle and Applecross - were out in force to celebrate each other’s success. The night was particu-larly special as the 2013/2014 financial year saw Caporn Young Estate Agents sell more property than any other year in its history. Co-founder and chief executive Richard Young said he was proud that in just ten years the com-pany has become firmly positioned as

the most respected and results-driven real estate firm in Perth. Major awards included Sales Team of the Year, which was presented to Fremantle’s Team Dobro. Both Team Dobro and Clare-mont’s Team Wallace Gaspar were also given an inaugural welcome to Club $1,000,000 on the night. Applecross sales executive Ryan Dariol joined Club $500,000, and was also named Sales Person of the Year. Team Currie, also based in Applecross, was successful in reaching the Club $500,000 milestone for a second time. Kimberlee Hall was awarded Property Manager of the Year for her talent and

Record year for Caporn YoungInaugural awards night to celebrate individual and collective success

commitment to the company’s northern assets portfolio.Caporn Young Member of the Year, awarded to the company’s most valued team player, went to sales executive Craig Gaspar. His combination of loyalty, commitment and expertise makes him highly regarded by both his clients and colleagues. South Fremantle sales executive Michael Harries was named Caporn Young’s Rising Star of the Year. In just two years since transitioning from a career in radio, Michael has gained strong traction, demonstrating enviable negotiation skills and dedication to the job, as well as compassion for clients going through the sometimes emotional process of selling their home. Michael’s down-to-earth nature and charisma was showcased on the night by his star performance as Master of Ceremonies. Richard Young took the opportunity during the awards to acknowledge the hardworking client service manag-ers and support team, the specialists behind the scenes at Caporn Young. “Without the tireless work of this team, our sales teams, leasing teams and property managers would not be able to perform their roles to the high levels they do out in the field - day in and day out,” he said. “Our team is continuing to grow with fabulous, like-minded new team members. We are committed to growth, to organic growth, with the right people. We are also committed to growth from our existing team so they reach their goals. “The way we achieve our goals is by being expert at helping others achieve their goals in a friendly, professional and efficient manner with a true team culture that is simply not found at other agencies. I am very proud of this. “The year ahead does look very, very exciting. We are eagerly looking forward to another fun filled, record breaking year ahead.”

GO TEAM NEWTON!!!The Newton Team are almost half way into their 60 Day Team Challenge and are feeling fit, fabulous and ready to show off their new bods this summer! The team kicked off the challenge at the annual Sutherland2Surf race, and are enjoying weekly training sessions and nutrition seminars from Shire PTC. Most importantly the whole team are have a great time keeping healthy, exer-cising together and motivating one another.

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GREAT TURNOUT AT MELBOURNE’S LISTING WORKSHOPThe Griffith Team at their Team Development Day – Adrian Butera of Compton Green visited for the day too!Michael and Andrew Lutze perform a Listing Roleplay at Sydney’s Listing Workshop.

COMPTON GREEN’S ANNUAL PROJECT DAYOne of the highlights on the Compton Green Calendar, the Compton Green Project Day is an annual event in which we review the year that was and look at the year ahead with initiatives, actions and plans. Each year we have special guests and speakers who travel from all over the country. This year we were lucky enough to have Nicholas West, Michael Shear-gold, Damian Moore, Justin Marden, Traci Charles, Jayne Humphries and Sanela Sinikovic deliver inspirational presentations to our team. The day ended on a high with our quarterly awards being presented to our top achievers in the categories of Sales, Property Management & Administration.

Warwick Williams Real Eestate Team Run the 7km BayRun!Warwick Williams Real Estate have been Gold Sponsors since the Annual Bay Run’s inception 12 years ago.

The BayRun fun run is one of Sydney’s favourite community fun runs, taking place around the beautiful Iron Cove. It’s objective is to bring people of all ages together to promote and enjoy health, fun and exercise. Warwick and the team are excited to participate

each year, with the whole team trying to beat Warwick’s fast pace. It’s a great community day and attended by many locals - a fantastic opportunity to network and be seen in our marketplace.

JEFF JONES REAL ESTATE BOWLS IN NEW FIN YEAR!The team at Jeff Jones Real Estate celebrated a fantastic financial yearwith the EOFY Bowling & Pizza spec-tacular at Strike Bowling. Results were up over 30% and they’re working hard to make 2014-2015 even better!!!

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After a big three months, Daniel Baran, Paul Wigan and Reece Cole-man are thrilled to be finally trading as The Agency. The new address is 397 New South Head Road, Double Bay and our new online home is www.TheAgencyCo.com. Our new phone is (02) 9302 9555. Stay tuned for details of the opening celebration.

McLachlan Partners Community AchievementIn 2008 & 2012 McLachlan Partners were finalists in the John Greig award for a simple innovation of introducing a charity auction for their local Hospitals Children’s Ward.

CHRIS PEAKE’S 10TH BIRTHDAY CELEBRATIONS ARE BIG!Chris Peake Real Estate are proud to announce they are celebrating their 10-year birthday in November 2014 and what’s even better is that one valued client will receive the gifts!To mark this special milestone, Chris Peake Real Estate will be offering one of their lucky clients the opportunity to win a $20,000.00 (AUD) Gift Voucher that can be redeemed at any Focus on Furniture store. The winner will be announced at the Company’s celebra-tion event which will be held at its office at 18 Langmore Lane, Berwick on Saturday 8th November.

THE AGENCY HAS ARRIVED

Now having continued on with this small innovation for a number of years, they are pleased to report the benefits we have seen to our agency culminating in another finalist nomi-nation for the REINSW 2104 Awards.Whilst McLachlan Partners enjoyed a solid reputation, this simple charita-ble activity has now greatly enhanced their existing reputation in the com-munity. They are now openly seen as the trusted community agents for the district and this has help our branding direction as an agency. Their standing as corporate citizens and company reputation has grown significantly, simply due to this regular, highly vis-ible, small act of charity, to a popular community facility.In addition to adding crowd atmos-phere, it has had the added advantage of reducing the negative connotation of a rigged auction, dummy bidders, agents undesirable pressure tactics etc. and puts them in a good light with the prospective bidders and community.Vendors have been extremely proud to be a participant of the activity and also feel they are contributing back to their community through their actions. We do not raise large amounts of money, on average just $50, each auction, however it is not the amount raised we are praised for, it is their clear

demonstration of support for the local community. They target a collection of $5000 each time they present a cheque to the Hospital. Promoted to the crowd in the agency introduction to them. A charity Auction flyer is produced outlining the details and handed to everybody on the day.

No.165

Market Share out of

Agencies

CONGRATULATIONS TO THE MCLACHLAN PARTNERS TEAM ON

ACHIEVING

for listings on the Central Coast for the month of June!

A RECORD BREAKING MONTH FOR THE RENTAL

DEPARTMENT!

40 24leased

properties new

managements in July.

Well done Team!

&

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CASESTUDY

With RER Network my results are averaging 30% growth per year

MATTHEW BOURNMCCONNELL BOURN

What did your business look like prior to working with RERN? It was small, we had no real goals, it was frustrating and we had very little market share. How were you feeling about your business prior to working with RERN? We felt we had a great brand and could make a difference however we had no idea what was possible with the right coaching and focus.What were some of the challenges in your business prior to joining RER Network? We were a new brand with almost no market share, it was difficult to recruit, we lacked energy at times and we had no one to bounce ideas or gain guidance from.What are the most beneficial aspects of the Network to you? Networking, sharing of ideas, coach-ing and team training, benchmarking against your piers, the KBase, confer-ence locations and cocktails! What are the 5 biggest changes you’ve made since joining RERN? Our attitudes and beliefs, we’ve recruited, performance management, we’ve rebranded and become a Plati-num RER Network Member. How has the Network changed your leadership and business direction? Massively! Never would we have thought we could build a market

leading business in 5 years with 35 employees. How has the Network changed your team culture and performance? Immensely! We’re averaging over 30% growth each year. What impact has the Network had on your results? From 15 to 185 sales in 5 years and over $5m in revenues with strong profits. Now 237 sales, $7.5m ion revenues. If someone was considering joining the Network, what would you say to them? It’s a no brainer, just do it! How many years have you been in business? 14 yearsYour biggest regret in business? Opening a second office without the right people first. All good now though, just a hard slog for the first 4 yearsWhat would you say to an agency who is stagnating? Look at yourself, look at your team, get a coach and get ready to make some serious changes. If not, get out.  If you could instill one piece of advice to other Principals to help their busi-ness, what would it be? Join RER Network with Michael Sheargold! And network with high performing principals of great busi-nesses.

1

2

3

4

5

5 BIGGEST LESSONS IN BUSINESS?

Never assume

Have a plan

Have defined roles

Have time to work on the business and not always be

in it.

Don’t try it alone and be a hero, get a brilliant coach

and mentor

WHAT WAS YOUR SALES TURNOVER LAST FINANCIAL YEAR? (GROSS)

$7.55m

YOUR TOP 5 TIPS FOR RUNNING A GREAT BUSINESS? 1. Get a coach

2. Implement well and execute 3. Have a 3 year plan

4. Get the right people 5. Be a brand nazi in always including brand immersion. 

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As a Real Estate Results Network Member you are eligible to win a trip for 2 people to Bora Bora – all you need to do to enter is HELP US grow the Network!If you IDENTIFY at least 5 excellent quality potential RER Network Members (before January 31st, 2015) you will be given 2 Return Business Class tickets to Bora Bora (to the value of $20,000). The potential Member Agencies must be qualified – meaning you must work with us at RER HQ to set up a meeting/discovery call about Membership and the agency is then added to your tally when they join as a Member. This is a fantastic opportunity for you to have a break – on us! So what are you waiting for? Bora Bora is calling!!!

FOR MORE INFORMATION AND CONDITIONS, CALL KIRSTEN IN THE OFFICE ON 1300 2 RESULTS (1300 273 785)

Bora Bora! Bora Bora! WIN A TRIP FOR 2 TOWIN A TRIP FOR 2 TO

AND YOU COULD BE RELAXING IN TAHITIAN WATERS! AND YOU COULD BE RELAXING IN TAHITIAN WATERS!

LOGOFUN

New RER Logo Fun!

The new RER Symbol had Principals getting creative in Hawaii – and the fun

continued back on Aussie and NZ shores! Thanks to all the Principals that embraced the fun - see some of the best shots below

– RER taking over the world!

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