LEADERSHIP
-
The Top 3 Reasons Real Estate Teams Fail: Kathleen Black
Kathleen Black believes in the power of team environments; knowing that the success of a new member has more to do with the team environment, then the member themselves. Through my experience coaching teams, I have found three reoccurring difficulties facing Team Leaders; compensation, training, and recruitment. They aren’t entirely roadblocks, because to every problem there is a solution, however,…
Read More » -
Becoming Your Own Boss
IF YOU DREAM of opening your own agency one day, you may be wondering what’s in store for you. Cameron Nicholls recently went through the transition from agent to owning his own independent agency, and shares some of what he learned along the way. Some of us have already done it; many more are toying with the idea. If you…
Read More » -
Impactful decision making to drive your career
When faced with numerous choices, prioritise what will make a difference to your career, says CoreLogic CEO Lisa Claes. I often liken the leadership journey to conducting an orchestra: you need to make timely decisions with the instruments (tools) at your disposal, and ensure everything is working in harmony so that you can deliver an exceptional performance. It’s likely you’ll…
Read More » -
Influencing for success: How to master the power of personal impact
When it comes to climbing the career ladder, sometimes it’s the little things that make the biggest difference says CoreLogic CEO Lisa Claes. There’s no such thing as an overnight success in life and business, but it doesn’t have to be all blood, sweat and tears to the top either. My career trajectory has been a varied and unconventional one,…
Read More » -
When an employee leaves
Regardless of the reason someone leaves your business, how you communicate the situation with your clients and the remaining team can have a huge impact. The procedure around a departing team member can essentially be broken down into three main processes – how you communicate the news to staff, how you communicate the news to clients and the recruitment process.…
Read More » -
The High Cost of Pointless Conversations
HAVING WORKED WITH LEADERS and teams for 27 years, Tanja M Jones has observed how many of them spend too much time talking about ‘stuff’, situations or people outside of their control, with not enough time speaking for possibility, excellence, innovation and change. Here are some good reasons why leaders should think first before they speak, and how the things…
Read More » -
The Culture Club
The most important element to an agency’s long-term growth and success is the culture that exists within the business. Vendors and landlords have a sense for it. They may have difficulty describing it, but it is often the deciding factor when it comes to winning a close-fought listing presentation. Every great office has a great culture, which over time becomes…
Read More » -
Has Your Business Lost Its Mojo?
When someone is on their game, the energy they exude is contagious. In the same way, when a real estate business is on its game you can feel it when you walk in the door – they are ‘on a roll’ and can do no wrong. But what if you’re not feeling refreshed and positive going into the new year?…
Read More » -
Let Go To Grow: Julie Davis and Neil Williams
One of the most commonly heard terms in this industry is ‘taking your business to the next level’. To some, this may mean opening another office or buying another rent roll. To others, it may be putting on a business development manager, a PA or investing in technology or equipment. But you need to make sure you are making the right…
Read More » -
Why Your Business Is Worth Squat: John Knight
If you are looking to sell your business, we all believe the real value is in the rent roll. John Knight says it is time we challenged this notion to create sales businesses that are actually worth something too. I am often asked ‘What is my business worth?’ The reality is that most sales businesses are worth squat; rarely do…
Read More » -
Short-term Wins, Long-term Success: Charles Tarbey
Since the early days of his career, Charles Tarbey says he has sought to abandon goal setting in the traditional sense, as it is too easy to fall victim to an all-or-nothing set of achievements. Instead, he says, you should consider 2017 as the time for creating a workspace that you enjoy and approach your goals with a new, flexible…
Read More » -
Local Hero on a Pink Tractor – Hugh Bateman
October is traditionally breast cancer awareness month and for the past two years, there has been a spotlight on Mudgee, a regional town in NSW. Last year Hugh Bateman, Director of The Property Shop in Mudgee, went the extra mile embarking on a 2,900km trip around NSW on a pink tractor and raising more than $381,000 for the McGrath Foundation.…
Read More » -
Top 10 Coaching Tips from Sales Transform 2016
Transform was like the real estate equivalent of Masterchef this year. Individuals challenging themselves to reach new goals in record time and the opportunity to be mentored by some of the most respected industry leaders and trainers. Here are our favourite 10 Coaching Tips from Transform which were featured in EA Issue #11. “The only thing that will get in the way of…
Read More » -
Humans of Real Estate
An issue that seems to continually create division in the industry is that of equality between men and women or depending on your viewpoint, a lack thereof. On the female side there are many keen champions of the cause to celebrate and support female success, but does this ‘impact’ their overall achievements as ‘humans of real estate’? And, are we…
Read More » -
Why They Stay: Secrets from a Recruiter
Most of us are aware of the unfortunate and sometimes rapid turnover of staff in our industry. There are, of course, many motives that drive a team member to look for a new job, but if you want to keep employees you may need to focus instead on the reasons why people stay. Experienced recruiter Alison McGavin explains. Day in,…
Read More » -
Motivating Your Team Starts With A Simple Question
Business growth can be stunted by a lack of motivation among your team waiting on praise for a job well done that is not forthcoming. Removing these expectations will make all the difference, says Mike Irving of Advanced Business Abilities. Too many people today are waiting to be recognised for their work by a boss or colleague and if they…
Read More » -
Planning For the Best, Protecting From the Worst: John Knight
No one knows what’s around the corner with the Australian economy, but instead of planning for the worst and hoping for the best, Business Depot CEO John Knight suggests doing things a little differently. The real estate agencies who are ahead of the game are already looking to the future and are scouring their business models to identify strategies they…
Read More » -
7 Tips for ‘Smart Hiring’
You understand and know your pipeline when it comes to listing, selling and renting, right? But do you understand what your HR pipeline is? If you are thinking about recruiting another member of staff, don’t wait until it’s urgent – think ahead while you have time, says experienced recruiter from Real+ Alison McGavin. Last week, a client and I achieved…
Read More » -
Lead from The Top
Investing in training for all staff is vital – starting from the top. Alison McGavin explains how principals need to show the way in their personal and professional development to inspire growth in their team. Iwon’t be the first person you have heard bang on about how your staff are your most valuable asset, and I certainly won’t be the…
Read More » -
Top Three Ways to Recruit on Social Media
Social media has become an integral part of Real Estate marketing strategies. Most activities, including recruiting agents, gathering customer interest and promoting agents, run through social channels in some way. Here are three top ways to use social media as an effective Real Estate recruiting tool: Use Video to Sell Video has become the most powerful social tool the Real…
Read More » -
Creating a Collective Team Culture: Natalie Koutsikas
In such a fast-paced industry as real estate, what would it mean to take your brand one step further and understand and be able to clearly identify what it is that you and your staff represent? Do you all share the same values and passion for achieving a collective goal? But most importantly, are you aware of what being able…
Read More » -
Prepare For The Obstacles
We’ve all said it: ‘I’m going to start on Monday!’ This is the banner cry for people who are momentarily inspired to make some big changes, only to run into difficulties when Monday arrives. But if you prepare in advance for the obstacles that you may find in your way, you will be more likely to succeed. Chris Helder explains.…
Read More » -
7 Things Top Principals Are Doing To Achieve Great Results
There are always standout real estate principals who are ‘smashing it’ in one way or another, regardless of whether it is a tough market or not. John Knight pinpoints what these top principals are doing that makes the difference in their business success. If you are a business leader or owner, clarity on what is working is just as important…
Read More » -
Five Tips for Managing Virtual Teams
Virtual teams are an increasingly common part of the Australian real estate industry, thanks to the reduced overhead and limitless location flexibility they allow. Whether you’re going all-virtual or integrating one remote worker, the lack of in-person communication can be a challenge. With the right strategies, you can build a strong, productive team. 1. Integrate Video Conferencing For real estate…
Read More » -
Would You Hire a Chef Without Tasting Their Food?
THE MOST IMPORTANT element of a real estate agent’s business is without doubt their ability to list a property. If we all recognise the importance of a professional and competent listing presentation, why do we totally ignore this when we recruit or head-hunt experienced agents? When was the last time you asked a prospective team member to do a role…
Read More » -
The New Real Estate Business Model
TECHNOLOGICAL DISRUPTION means anyone – including vendors – can master the basics of property marketing. So the new value proposition for real estate will be agents as a coach, guiding vendors through a stress-free sales process. Kylie Davis explains. The traditional business model for real estate is being seriously challenged. It is no longer enough for real estate agents to…
Read More » -
ARPM 2016: It’s a wrap
Here are a couple of tips of the week from ARPM 2016. ARPM 2016 once again, lived up to all of its promises and was full of great speakers including Lisa McInnes Smith, Fiona Blayney, David Thomas, Peter Knight and Matina Jewell just to name a few. We have got plenty of interviews and takeaways from the conference coming up…
Read More » -
James Tostevin: Learn from Australia’s #1
James Tostevin, Director and Auctioneer at Marshall White, has been ranked Australia’s number one real estate agent in three of the past four years. Now after 30 years in the industry, he is using his wealth of knowledge, experience and skills to conduct seminars for other agents, designed to propel their real estate careers and help them achieve more, in less time. James…
Read More » -
Fibonacci rules for real estate agencies
Dan Brown’s The Da Vinci Code may have been the first time you came across Fibonacci numbers, but according to Peter Knight of Property Academy who will be speaking at ARPM 16 in August the magical sequence discovered by Fibonacci in 1202 also applies to real estate agencies. Let me start with the sequence: 1,1,2,3,5,8,13,21,34,55,89,144,233,377… These numbers are typically the…
Read More » -
Bridging the Leadership Skills Gap
THE PATH FROM salesperson to leader is often one huge leap with no middle management experience in between. Julie Davis and Neil Williams reveal how to overcome this gap and become a leader worth following. THE QUESTION of good leadership becomes more vexed in real estate because, more often than not, in our industry a career path is often salesperson…
Read More » -
Five Ways to Keep Morale High While Growing the Team
IN LAST YEAR’S Elite Agent Reader Survey, many of you noted there were plans to grow the team in 2016. We all know this can be a challenge if you aren’t completely prepared. Experienced recruiter Virginia Brookes looks at how to grow while keeping team morale high. Some of the most common phrases we hear are ‘I’m thinking of putting…
Read More » -
The Top 10 Mistakes of New Principals
John Knight from Business Depot looks how to avoid the most common errors when buying into or starting a new real estate business. I OFTEN FIND MYSELF (unfortunately!) advising new principals and picking up the pieces when things don’t quite go to plan. ‘Stepping up’ is an exciting time but here are some things to look out for. WRONG LEGAL…
Read More » -
The Art of Managing Sales People
The measure of success is directly related to the level of ownership that is inherent in the business plan, plus the consistency with which you deliver it to your team. Focus on that and success will follow. Managing a team that openly approaches you with challenges and solutions is far less stressful than those who come with problems, no solutions,…
Read More » -
8 Ways To Keep The Peace in Your Workplace
LOOK UP CONFLICT IN THE dictionary and you will read ‘a serious disagreement or argument, typically a protracted one, to fight or contend; do battle, or struggle, especially a prolonged struggle; strife.’ Any wonder why many of us avoid it like the plague. Why would we actively step into situations where pain will be felt and feelings will be hurt?…
Read More » -
The Good, The Bad and The Ugly
When was the last time you had a “no holds barred” discussion about what is working and what’s not working in your business? John Knight from Business Depot has some tips for effective team workshops that will prioritise the your most urgent actions. Jim Collins was spot on when he said you need “the right people on the bus”. But…
Read More »