LEADERSHIP
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Why it’s important to have an open door policy as a real estate CEO
Being a CEO comes with a busier schedule than most, but there’s nothing more important than being accessible to both your staff and clients – even if there are over 400 of them. Having staff and customers who view you as an approachable CEO is extremely pertinent. It can translate to staff being friendly to clients and the overall company…
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John Knight: How to Create a Successful Succession Plan
Only an estimated 10 per cent of real estate businesses have a succession plan in place. Many default to the idea that when the time is right they will simply sell the rent roll, while others assume their kids will take over at some point. As John Knight explains, neither of these plans are in fact ‘plans’ unless you have…
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Rik Rushton: How to ‘tune in’ before you broadcast
Do you work with people who seem to come from another planet? Sometimes it can feel like we are speaking in a whole different language. To communicate well with others, we have to ‘connect with them’. Rik Rushton explains. 100% of your success will come from your ability to communicate. Deeper connections with those close to you — family, friends, work…
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5 Ways To Improve The Employee Experience: Ush Dhanak
Improving the ‘customer experience’ has become a buzz phrase in business. From e-commerce stores to any retail or other service-oriented business, the phrase neatly sums up the need to focus on personal user experiences in all customer interactions. It’s seen as the key to retaining loyalty and winning new customers. Could our job as HR professionals be described as looking…
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Big data on track to drive big business in 2018: Lisa Claes
It’s in a fast-changing environment that data really gets the opportunity to shine, says CoreLogic CEO Lisa Claes, with the insights it generates having the potential to deliver true customer value. 2017 was a year of curveballs, contrasts and contradictions. The housing market has continued to deliver for sellers, with capital gains reaching their peak earlier in the first six…
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Making Your Business Goals a Reality: John Knight
Juggling your to-do list between strategic and operational issues can become a job in itself. Once you have a clear picture of where you want to take the business and a plan as to how you will get there, it is then all about implementation. These are our top tips to make your business goals a reality: TIP 1: KNOW…
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How the real estate employment landscape shapes up in 2018
McGavin’s sentiments echo the findings of global human resources think-tank Reventure who tip worker wellbeing will remain one of our priorities in 2018. The Reventure research indicates a quarter of Australian workers believe their workplace’s focus on wellbeing increased in 2017, as an estimated 49 per cent of Australian employees are likely to consider looking for a new job in…
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Elite Agent: Inspired Goals 2018
JOHN MCGRATH Founder & Executive Director, McGrath Estate Agents The four key areas for 2018 for me will be on talent attraction, agent productivity, digital marketing and social media, as I believe that growth in the near future will be connected to these key areas. You will either win or lose dependent upon how well you execute these areas. MARK…
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SMARTER Goal Setting in 2018: Alison McGavin
As 2017 draws to a close, it’s time to think about 2018. What will this year look like to you? What do you want to achieve? We all have things that we want to achieve, whether that be growth within our business, monetary targets, a new job, a promotion, education and learning that we want to do but have…
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Ask the Coach: How to Prepare for the New Year in a Changing Market
Any tips on preparing for the New Year in a changing market? Michael Pastrikos, Ray White Southbank-Melbourne Claudio says: Go back to basics. Write down a business plan with what you would like to achieve over the next 12 months in sales, listings, presentations and market appraisals. Draft a marketing plan – prospecting and canvassing – to create new and…
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A New Way of Working: Alison McGavin
Talented but tricky? The generation known as ‘millennials’ have a lot to offer if they find meaning and value in their work. Alison McGavin from Real+ shares some tips for ensuring you can engage and retain your top young talent. The millennial portion of your office, already likely to make up a substantial percentage which will just get larger as…
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How to Survive the Business of Family
Many real estate agencies are classic ‘family businesses’ with more than one family member working within them. John Knight looks at the challenges and the opportunities unique to family business. Growing up in a family business, I never knew any different than the sound of the fax machine early in the morning and Dad being on call 24/7. Although I…
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Emotional Intelligence: Is It Inherited Or Learnt?
But is our level of emotional intelligence all mapped out for us when we’re born? It is often said that we are born with our intelligence (IQ) level and I’ve heard the same applied to emotional intelligence. The good news for those of you who may be struggling with emotional intelligence is that, from my own observations AND from the…
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The Age of Influence
Influence (n): the capacity to have an effect on the character, development, or behaviour of someone or something, or the effect itself. Trust (n): firm belief in the reliability, truth, or ability of someone or something. Put these two terms together, influence and trust, and according to Julie Masters you create the most powerful tool possible to market either yourself or…
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Rethinking Your Systems: Josh Phegan
The challenge with technology in our industry is that we’re not playing a big enough game. It’s our strategy that’s wrong, not the technology itself. In recent years we’ve been longing for a piece of tech that does it all, a magical database that lets property management and sales play together. Instead, what we’ve developed to date are silos of…
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What was Coach Tom Ferry about to say?
TRANSCRIPT Claudio Encina: So, here I am in LA with Elite Agent Magazine and we’re doing a little US tour. It wouldn’t be the same if we didn’t stop by and said hello to one coach, who certainly impacted my life almost 20 years ago. I was in Palm Springs, at the Marriott, and I saw this guy and it…
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Ewan Morton on leadership, teamwork and discipline
Ewan Morton has spent 24 years in the industry which were shaped by some earlier years at IBM. “When I look at real estate and how we carry on, (most) wouldn’t cut it at IBM,” says Ewan. Ewan studied an economics degree and completed the graduate trainee program at IBM, which he says was one of the “toughest things I’ve…
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5 Ways to Inspire Your Team through Emotional Intelligence
While we all want the professionals we work with to be self-motivated, a helping hand from inspiring leaders never hurts. After all, without motivating his hordes, Genghis Khan may have remained the chief of a small Mongol tribe; and without inspiring a band of entrepreneurs to help him grow his empire, Sir Richard Branson might still be working in a record…
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Is it time to sell your property management business: John Rigby
You might there’s really only one way to sell a business: the buyer makes an offer, the seller accepts the offer and the deal is done. Easy, but incorrect; there’s a little bit more to it than that. The first question you need to answer is what are you selling – the asset, or the shares?
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5 Changes You Can Make To Raise Employee Motivation
Motivation cannot be imposed from outside, like a rule! It comes from inside and, as such, to raise motivation levels among employees, the workplace needs to offer something that connects to the personal needs of individuals.This simple reality is surprisingly poorly understood by many organisations, which often tackle the problem of poor engagement and motivation levels by looking in the…
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The Long-Service Myth
Long-service leave is practically a myth in today’s jobs market, where the common trend amongst Australian workers is to change jobs instead. I am constantly faced with questions and statements by prospective employers, such as ‘Why have they moved around so much?’ or ‘Their CV is too jumpy’. As a collective, I think it’s important that we all understand what…
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What’s Your Workflow?
Let’s say, for argument’s sake, someone started writing $1 million GCI in their first or second year. Logic would tell you the suburb or suburbs they work in didn’t start producing an extra $1 million of GCI because agent X started working in the area. So who did they take it from? In simple terms, they were able to take…
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Ready, Set, Start!
Many a successful salesperson has walked into my office exclaiming, ‘I’m ready to start my own office’. Many do start, but not all survive. It’s not uncommon to hear a new principal declare it is not what they thought it would be and ‘I just want to sell again’. Firstly, I do not think selling and being a principal are…
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Why Am I Here?
AFTER 17 YEARS IN REAL ESTATE, business coach Jacob Aldridge has sat through more than 6,800 meetings. You’ve probably been to a few yourself. If you’ve ever found yourself asking ‘Why am I here?’ you need to check out these five steps to making meetings more productive and valuable to all participants. HAVE YOU EVER been to a meeting that…
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Success on Your Own Terms: What Real Estate Agent Type Are You?
When it comes to helping agents reach their potential, Dane Atherton is peerless. The record-shattering operation at Harcourts Coastal shows that as Managing Director he knows what it takes to create a cluster of high-performance agents. Dane offers a unique insight into the agent experience. Reflecting on his current agency practice, drawing on his experience of training thousands of sales…
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Team Building: What’s Stopping You?
THE TREND TOWARD having a high-performance team around a lead agent is only at the infancy stage of opportunities this type of arrangement can deliver. If you’ve been putting off reinforcing your business because of cost or some other reason, coach Nick Boyd says it’s time to look at things in a different way. A CROSS THE INDUSTRY the majority…
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Breaking the Recruitment Cycle: Julie Davis & Neil Williams
One of the questions we hear most often from the folk we work with is, ‘I’m looking for more salespeople or another property manager. Do you know anyone?’ It is the eternal issue faced by a lot of business owners, with real estate right up there with hospitality when it comes to team turnover. So why is it so difficult…
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The State Of Industry Leadership
Real estate has typically been a self-made industry, with low financial and educational barriers to entry and dominated by big, street-smart personalities who have pulled themselves up by their bootstraps to make themselves successful. But research shows a new breed of business-educated and managerially savvy real estate agents are starting to make their mark. These new agents run tighter ships…
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Century 21’s Grant Smith Shares Secret to Success
With over 16 years’ experience in the real estate industry, Grant Smith has achieved a host of awards throughout his career, including becoming the youngest agent in the Australasian network to achieve ‘Centurion’ status for placing in the top two per cent of over 100,000 Century 21 agents worldwide for five years running (2007 to 2012). Remarkably, he also achieved…
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To Sell or Not To Sell?
Some say that if you are ‘working on the business, not in the business’, then you cannot be a selling principal. I disagree. Selling-principal businesses are still a ‘business’ that you need to work on – they just have a different business model behind them. WHAT THE DATA SAYS When I analysed the data, I found that selling-principal businesses typically…
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The Cycle of Performance Management
No matter who it is you are leading – an assistant, sales team, PM department or the whole agency – you have a critical role to play in the success of others, which of course impacts your own bottom line. Tony Rowe from MRT outlines his four step process to ensure top performance from everyone. All team members who play…
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Psychology expert says working remotely has benefits
Offering your employees the option to work remotely should be standard practice rather than a perk, and is the key to implementing the practice successfully. This is the message a workplace psychology expert will give the APS College of Organisational Psychologists Conference in Sydney today. Workplace psychologist George Mylonas MAPS says that in the right circumstances remote work, or telecommuting…
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3 Steps to take if you have a ‘Tomic’ Employee – by Pam Macdonald
There have been many stories about Bernard Tomic and that interview at Wimbledon, along with the fine he has now received for faking an injury. People have expressed shock, dismay and judgement at how such a talented young man could make the comments he has. How many business owners and leaders have looked around their teams and seen talent that…
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Leading With Integrity
DRAWING ON YEARS OF EXPERIENCE in managing businesses both in and outside the real estate industry, Stone Real Estate Founder and CEO Peter Mumford explains why he would like to create a new ‘norm’ in real estate leadership. FOR MANY YEARS I have thought the property industry needs more ethical leadership and integrity, starting right from the top. This urgent…
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How to Build a Super-Team: Matt Lahood
A SUCCESSFUL AGENCY depends on strong leadership and support, but this doesn’t always come naturally to real estate principals. New CEO of The Agency, Matt Lahood, who has spent over two decades transforming careers, building super-teams and mentoring more than 200 agents, shares some of his leadership secrets. THE BIGGEST mistake I see leaders make is being complacent, thinking the…
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