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📍 Newcastle & Beyond

TRUST IS BUILT ON WHAT WE DO, NOT WHAT WE SAY. The point where trust is the highest is at the time of signing the agency...
12/08/2022

TRUST IS BUILT ON WHAT WE DO, NOT WHAT WE SAY.
The point where trust is the highest is at the time of signing the agency however, what typically happens is the longer it takes to sell the harder it is to maintain trust and secondly the more go- wrongs the owners re looking for!

If you want to be able to influence your owners to adjust their price or accept a lower offer you need to be able to answer two questions;
1. Have you done everything in your power to sell my home?
2. Is there any more money out there?

Typically, most agents ‘ANSWER’ these questions, however high performing agents have generally already ‘DEMONSTRATED’ these answers in their actions.
Here is a simple plan which will create high trust and give you the ability to work with your owners in a manner which will see your time on market decrease, and list to sell increase.

HIGH TRUST VENDOR MANAGEMENT PLAN
On the day of listing:
Call your sellers for the next five days with quick chat updates as to what you are doing behind the scenes, this is when most agents disappear.

Plan for the next five days:
1. Thank you for listing, contract update
2. Brief on data base buyers available
3. Advert/ photography booking (what did you want to see)
4. Market update what’s happening internally, these are the things we will be doing
5. Discuss launch plan, set firm date for the launch and confirm points of contact

By contacting your owners for the first five days, it shows your work ethic and creates what’s called emotional bank account credits.

Check back this week for the next steps for your milestone plan!

CUT THE FAT AND GROWTYPICALLY, A ‘CUT THE FAT’ MEETING IS WHERE WE LOOK AT THE EXPENSES AND WHERE WE CAN TRIM TO SAVE MO...
08/08/2022

CUT THE FAT AND GROW

TYPICALLY, A ‘CUT THE FAT’ MEETING IS WHERE WE LOOK AT THE EXPENSES AND WHERE WE CAN TRIM TO SAVE MONEY. BUT WHAT IF, INSTEAD OF ELIMINATING THESE EXPENSES, WE RE-POSITIONED THEM TO MAKE MORE MONEY?

I would like to challenge your thinking with these three areas in relation to your business expenses.
1. Are we able to meet these expenses?
2. Are these expenses people in non-dollar productive positions?
3. Are the expenses in things that we don’t need?

If you answered yes to the first question, let’s look at the next two this way.
Non-dollar productive people – There are two options here:

1. Find a way to make these people dollar productive. This means assist in the production of listings/new managements.
2. Keep the salary change, the person and the position. This is straight up a reinvestment of funds in a different direction in the area of lead generation.

So many businesses believe they don’t have the funds for growth or expansion. However, in most instances, the ability to grow and the funds to invest in this are already available to them. All they required was a DIFFERENT PERSPECTIVE.

MOST PEOPLE I SPEAK WITH ARE COMPLAINING ABOUT THEIR LEADS DRYING UP. I TELL THEM THE OBVIOUS PLACE TO START IS WITH THE...
06/08/2022

MOST PEOPLE I SPEAK WITH ARE COMPLAINING ABOUT THEIR LEADS DRYING UP.

I TELL THEM THE OBVIOUS PLACE TO START IS WITH THE FOLLOWING QUESTIONS:
1. What’s your company letter box dropping strategy?
2. What’s your digital marketing strategy?
3. What’s your data base strategy?
4. What’s your door knocking strategy?
5. What’s your agent minimum performance plan?

And the reality is, if you were to score yourself out of 10 on ex*****on of the above, I’m fairly confident that the teams that are lacking leads will score low with these five questions. If these things are in place, perhaps consider how much you have increased your activity by? If the market has contracted, then wouldn’t it make sense to expand / grow your lead generation strategy?

The size / frequency of your plan is in direct correlation with the amount of leads you and your team are producing. The biggest mistake leaders are making are:

1. Not having the areas handled
2. Shrinking their expectations on lead production
3. Not rewarding the behaviours and actions they are looking for in their people

SOLUTION –
1. Create a simple plan within these areas. Here is some good news; what we do is very simple, so stop trying
to re-invent the wheel.
2. Reward the behaviours and actions you want to see. If you want them to be on the phones, reward them
for being on the phones. If you want appraisals, reward them when they create appraisals. If you want an APA
drive, you guessed it… reward them to achieve the desired targets.
3. It sounds simple, and it is simple. It is a case of having a plan people can follow and feel good about
doing. In essence, you are duping them into being successful!

IS IT THE ENVIRONMENT, THE MARKET OR THE PERSON?I OFTEN WONDER, IF ONE OF MY PEOPLE WERE IN A DIFFERENT OFFICE, WOULD TH...
04/08/2022

IS IT THE ENVIRONMENT, THE MARKET OR THE PERSON?

I OFTEN WONDER, IF ONE OF MY PEOPLE WERE IN A DIFFERENT OFFICE, WOULD THEIR PERFORMANCE CHANGE?

Someone once said to me, “PEOPLE ARE DIFFERENT WITH DIFFERENT PEOPLE”.

So here is what recently happened that meant we got to test this theory…
A client’s failing team member came to our office for one week, in his agency that he has been employed at for over 12 months. He had achieved around 30 listing appointments for the whole year so far (7 months).

He arrived at our office on a Monday and attended our team training session that started at 7:30am each morning. He attended our regular sales meeting, and he was buddied with one of our team members to work alongside. Whilst in our office he logged into his agency’s database / CRM and prospected. He also had a few short catch ups with me of no more than 15-20 minutes and we focused on several quick chats around psychology on goals and expectations of targets.

In just 3 DAYS HE ACHIEVED 14 LISTING APPOINTMENTS from his agency’s data base.

The very same database he works within in his agency environment every day, the same database that he had produced 30 listing appointments from in 7 months.

So, what is it besides geography that changed here?
The following changed:
1. Standards
2. Expectations
3. Energy (environment)
4. Structure
5. Value Add / Value Subtract mindset

When you look at these 5 areas, these are the critical elements that have the capability to influence your team member’s performance, energy, and results. What is happening, is that ultimately the current market is starting to call out lazy agents, however my question for principals to consider in their own business is:
“Is the agent not getting results being lazy, or is it the environment that has created that ‘lazy’?”

My next question is “What is the energy like in your office?”
Finally, are your team members being given something to believe in and / or follow, or are we just all going through the motions?

MATCH BUYERS AND SELLERS - FORGET ABOUT PRICEDURING THE FALL AFTER THE FIRST BOOM IN, WE SAW PRICES DROP TENS OF THOUSAN...
02/08/2022

MATCH BUYERS AND SELLERS - FORGET ABOUT PRICE

DURING THE FALL AFTER THE FIRST BOOM IN, WE SAW PRICES DROP TENS OF THOUSANDS OF DOLLARS EVERY MONTH AND, AS A CONSEQUENCE, SALES STALLED RIGHT UP AND DOWN THE COAST
- PARTICULARLY IN OUR LOCAL AREA.

Yes, we had our normal sales strategies and plans, some of which we have shared in our POWERED WITH LOVE articles over the last few months, but the most powerful was matching the buyer's requests, or features with the available stock regardless of price.

What resulted was the company we worked for at the time, Creer Property, becoming the example on stage at real estate conferences that trainers revered as how to make sales in a changing market.
The sales at the time went through the roof, and then, of course, board breeding boards. As a result, this company’s market share dramatically increased in a very short time frame. In a stalled market, sold properties stand out to sellers!

So, here is what happens;
Buyer’s features, wants and needs are matched with the homes available. This is regardless of price. What happens next is, either the buyer is wrong with their perception of value, or the seller is wrong with their price perception. One thing is for certain, you will increase your offers, increase your sales opportunities and ultimately, the sales results will follow.

If you would like further assistance on how this strategy is applied reach out to [email protected] to organize your 45-minute consultation.

4 WAYS TO GROW YOUR RENT ROLL!1. Team referral system!What are you paying your staff / team to generate leads? How often...
29/07/2022

4 WAYS TO GROW YOUR RENT ROLL!

1. Team referral system!
What are you paying your staff / team to generate leads? How often do you discuss it? How is it measured?

2. Landlords / tenants
What referral system do you have in place? How often do you market it? And, how often do you communicate this with your landlords / tenants?

3. Active buyers / Open Homes
If I don’t buy from you, what’s your sticky to come back to you? You should have an irresistible offer made to every investor your team / agency come across.

4. Digital / letter box
What have you invested / do invest in marketing? What’s your monthly budget plan, and what is your expected return?

As we can see, again, there is nothing new here. But, what’s hopefully become apparent is: WHAT WE FOCUS ON BECOMES OUR REALITY.

SALES SHORTAGES ARE SOLVED!WITH 4 SIMPLE STEPS:1. More listings!2. The best priced listings3. Increased market share4. H...
26/07/2022

SALES SHORTAGES ARE SOLVED!
WITH 4 SIMPLE STEPS:

1. More listings!
2. The best priced listings
3. Increased market share
4. Higher buyer activity

If you want to fix your sale shortage, start with creating an action list from this magazine!
Secondly, put together a SIMPLE strategy that addresses each one of these areas!
Remember, sales is a numbers game. Focus on the right numbers.

Calls = Appointments
Appointments (LA’S - BA’S) = Results
Material dropped = Appointments
Google / Facebook paid ads = Appointments

Identify what these numbers are, then build your plan around creating the numbers you require to get the results you are going to get!

THE VALUE OF YOUR DATABASE/PROPERTY MANAGEMENT PORTFOLIOThe value in your database is beyond the transactional value att...
21/07/2022

THE VALUE OF YOUR DATABASE/PROPERTY MANAGEMENT PORTFOLIO

The value in your database is beyond the transactional value attached to specific real estate transactions. What about the true transactional value attached to every client? What are they?

1. Insurance, house, contents, personal
2. Connections (services)
3. Loans homes / personal
4. Financial planning
5. Wills / estates
6. Vendor paid advertising

How many tens of thousands of dollars are being lost? And most of these areas having re-occurring incomes attached to them? Also, attract a multiplier when assessing the volume of your business, and separately increase client’s relationship. Both from a starting point and value point with your business!

What is your plan to make this a department in your business?

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91 Main Road
Boolaroo, NSW
2284

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+61249588555

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