LEADERSHIP
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What real estate leaders can learn from sporting legends: Pancho Mehrotra
Pancho Mehrotra has applied some important leadership lessons from sports legends to the world of real estate.
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How to communicate empathetically with your team in 2021: Kamal Sarma
Just because humans know how to talk doesn’t mean they know how to connect, an expert in resilience and human connection says.
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Lessons from 25 years in franchising: Leanne Pilkington
From working as a Sunday receptionist at her father's agency to chief executive officer and co-owner at Laing+Simmons, Leanne Pilkington knows real estate. Here she shares the lessons she's learnt along the way.
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Matt Lahood: What is your rebound strategy?
The Agency CEO Matt Lahood explains the importance of having a post-lockdown strategy and what needs to implemented right now
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How rookies can reach elite status in record time: Manos Findikakis
Being a rookie agent can be a nerve-racking journey, but as Eview Group CEO Manos Findikakis explains, new starts often have key attributes every agent should aspire to.
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Laing+Simmons: Sharing strategies to scale up
A recent Scaling Up workshop involving Laing+Simmons' principals has reinforced the network's renewed focus on collaboration.
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Champions of service: Claudio Encina
Claudio Encina explains how you can use technology to create certainty in times of change and use this to connect with your clients on a deeper, more meaningful level.
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Shane Kempton: Positive mental attitude (in three simple steps!)
Chris is an agent who has missed out on his past two listing presentations. He is now starting to think he has lost his edge and he’s not as good as his competitors. He goes to his third listing presentation with this negative thinking and, sure enough, he misses this one too. When he gets home, he starts saying to…
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Control the controllables: Matt Lahood
He’s one of the most-talked-about figures in the Australian real estate industry and The Agency’s CEO Matt Lahood lives by the motto “great leaders are those that empower and inspire others”.
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How to master strategic thinking in real estate: Scott Bateman
For more than 20 years I’ve been involved in sales across various industries and there’s a question I’ve asked every team I’ve worked with during this time which is (almost) always guaranteed to result in stunned silence – “what do you do that your competitors would admit they can’t or don’t?” It sounds like a simple question, but I want…
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The four Cs of leadership in a crisis: Leanne Pilkington
Like many leaders, the past few months have given me time to reflect on what effective leadership really means and how it is delivered. Challenges and widespread uncertainty might be shared by everyone, but these issues manifest among teams in countless individual ways. Leaders must frame these challenges to resonate with their teams while providing comfort and clarity, even though…
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2021: The year of people-driven leadership
As we move into 2021, there are still so many questions to be asked, and answered, about the lasting impact of 2020.
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Leading a franchise during a pandemic
We all watched in horror as Wuhan in China was consumed by the Coronavirus (later renamed COVID-19) in the first few months of 2020. We saw the chaos, the heartbreak, the overwhelmed hospital system and what looked perilously like a breakdown of society. By early March it was evident that…
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Michael Sheargold expands leadership toolkit with Coach the Coach
With a tough year now entering its final stretch, there’s never been a better time for real estate leaders to expand their toolkit and bring out the best in their team, according to renowned real…
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An essential cashflow management guide for difficult times
It’s just as easy to go broke in a boom as it is in a bust. Equally you can make profit with negative cashflow and a loss with positive cashflow. Whilst a good majority of business owners will continue to look at their feet, some will raise their gaze to focus on opportunities. Difficult times call for extraordinary measures to…
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Communication conquers crisis
From bushfires and hail storms to Coronavirus and Kanye for president; we’ve been living through a state of instability and unknowns. Many industries, including ours, have kept on keeping on—albeit with a host of changes, and a welcome opportunity to innovate and challenge the status quo. Everywhere you look, there are lessons to be learnt from living through times of…
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The buck stops with the boss
Every day I receive an email from Seth Godin and I highly recommend you subscribe to him too. One particular piece that he wrote recently resonated with me. The piece was titled Systems, Design and The Front Line. In this blog, Seth talked about how when things are not going well, the buck stops with the boss. “If you experience…
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The leadership workout
Real estate is a fast-paced, relationships-based industry, where you get to work your own hours and set the sky as the limit for growth and earning. Hard work is rewarded, competitive streaks are stroked, and tangible achievements make it an exciting, lucrative career for anyone who considers themselves a ‘people’ person. KEY CHALLENGESThe current coronavirus pandemic has created even more…
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How to build a stress-free dream team
In these unprecedented times, many employers are fighting harder than ever to remain profitable, and employee performance is one of the most influential drivers when it comes to business success. Employee well-being directly affects how employees think and feel about their job and their organisation, and research has consistently shown that it predicts job attitudes, execution, efficiency, energy levels, and…
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Self motivation: Work out what drives you and why
Whether you are transacting with a buyer or a seller – the customer trigger, or the motivation, is essentially emotional driven. As a property professional, your capacity to understand the emotional motivations of your customer,…
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Let’s talk about the E word
When he wrote the breakthrough book Emotional Intelligence in 1995, Daniel Goleman identified the five pillars of Emotional Intelligence, in this article we look at empathy and those things you can do to improve yours. For leaders, having empathy is critical to managing a successful team or organisation. The reasons are plentiful but primarily because leaders with empathy have the…
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Bridging the gap
Richard Branson made an excellent point when he declared employees, not clients, should come first in business. “If you take care of your employees, they will take care of the clients,” he said. The book, The Mind of the Leader, backs this up with its extensive research,involving 35,000 leaders, showing leaders are failing to meet employees’ need to find purpose,…
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Unlocking potential
Unless your internet has been offline for the past decade, every business knows the importance of the customer experience, or CX as it’s more commonly known. Having your customer receive the experience you want them to have, and indeed the one they are expecting, requires you knowing and understanding your client’s journey. And, just as the client journey comes before…
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Who are your customers?
At what point does someone become our customer? While there is not too much travel going on right now, let’ssay you go online and book a flight with Qantas, you proceed tocheck-in and head to the lounge before boarding the plane. When do you think Qantas believes you become their customer? If the experience at…
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How COVID-19 changed business practices
The pandemic literally changed the world. It certainly changed the way we conduct business of all kind. The real estate industry has learnt a lot of lessons from March through to the end of June, and continues to learn. These lessons learned from how we have been forced to adapt have a great many positives. My observation of the main…
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Staying on track
Running a real estate business requires its leaders to wear many hats. We are still people businesses, so the discussions that drive accountability remain critical. Sales divisions still rely heavily on the commission structure to drive performance, but moving forward it may not be enough on its own. As technology becomes more and more a critical part of the business…
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Management mess or leadership success?
Over the past 12 years, I have had the privilege of working in some smooth operations, with fantastic leaders paving the way for their team to succeed. I have also had the underwhelming experience of working in departments where the ‘leader’ was a person whose idea of leadership is to incite fear and a culture that is a representation of…
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Rolling up their sleeves
In good times a leader’s job is to run the business smoothly and foster happy and productive employees and customers. What happens in uncertain times, when how we work has never been more fluid? That’s the situation the nation has been in since the arrival of COVID-19. PEOPLE FIRST At Direct Connect, a leading moving services company, people are at…
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Leanne Pilkington: Smart, strategic, and not to be underestimated
While Leanne says she is honoured to have received the award, she is – by her own admission – a somewhat disbelieving face of the women’s real estate movement. “The only special thing about me is my willingness to work hard,” she reflects. “That’s really what has got me to where I am, bloody hard work.” It’s that tireless work…
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The best that they can be
Too often as principals we become fixated on how people fit in with our agenda as business owners. We become less concerned with carefully listening and observing the needs of our colleagues and clients and can become focused on our own requirements. Here’s where the French concept of noblesse oblige comes in. Noblesse oblige implies that power, wealth and prestige…
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Matt Lahood – The Agency: There’s no COVID-19 manual but there is common sense
“It’s not like you can reach for a Coronavirus manual that’s sitting on the office shelf. The reality is we have to step up as leaders and an industry, and it’s a lot about common sense.” Over the past few weeks, Matt Lahood has been implementing a raft of changes in The Agency that are designed to protect the welfare…
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The ultimate human upgrade
When Digital Live founder Steve Carroll put out the call for real estate agents to ride with him across Thailand in support of orphaned children, he was overwhelmed by the positive response. Last April, 30 riders from all walks of life, with all levels of fitness, enthusiastically embraced the challenge, raising $250,000 in the process. Now, the event is set…
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A new direction
If you visited Direct Connect’s stand at AREC this year, you would have noticed something different. While other real estate related companies had branded pens, keyrings and mugs, the moving services company hadn’t produced any merchandise to give away. In a market where competition is increasing, and brand awareness is as important as ever, you’d…
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AI and the bottom line
With the introduction of Artificial Intelligence in business comes the challenge of what to do with the humans no longer needed. When it comes to supporting businesses, often we talk with clients about the best course of action for them. Perhaps surprisingly, it isn’t all about immediate bottom-line gain. According to the World Economic Forum Future of Jobs Report 2018,…
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How to build a recurring revenue stream by changing your purpose
The brands and people that move any market are customer-obsessed. They put the customer at the centre of everything they do. The future of our industry is to realign our purpose rapidly. The sales pitch has driven our business models. Our purpose has been to maximise the saleable value of the asset at the point of sale. But what would…
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