AREC 2016 Speaker Slides

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AREC 2016 SPEAKER SLIDES

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Transcript of AREC 2016 Speaker Slides

Page 1: AREC 2016 Speaker Slides

AREC 2016 SPEAKER SLIDES

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Ivan Bresic

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$1m

$2m

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Lincoln

Westerman

1st year

Nick Gill

3rd year

Andrew

Liddell

5th year Catherine

Dixon

7th year

William

Phillips

8th year

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Commitment Technical Energy

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Listing

Product knowledge

Open houses | Call backs

Qualification

Buyers

Profile

Database

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Physical Emotional Mentoring

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Commitment

A willingness to give

your time and energy

to something that you

believe in.

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If you have a strong commitment

to your goals and dreams, if you

wake up every day with a passion

to do your job, everything is

possible. Chantal Petitclerc

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The Law of Relativity dictates

that in order to grow, prosper

and evolve, everything must

face challenges and tests which

allow energies to adapt and

find inner strength.

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Kate Strickland

Mindfulness of an agent

Instagram- katestricklandbayside

Facebook - www.facebook.com/public/kate-strickland

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“The quality or state of being conscious

or aware of something.”

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Work / Life / Balance

“WORK EXPANDS TO FILL THE TIME YOU GIVE IT!”

• Boundaries..

• 1x late start, 1x early finish, 1x day off

• Pre frame prevents frustration

• Use Outlook and voicemail (visual)

LET GO!

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“Busyness vs. Business

Which one are you?”

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“I wish I worked more.”

Said no one ever on their death bed

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Work Style

• “Work sprints” – 10 weeks on, 1-2 weeks

off

• EARN IT!!

• Keeps you fresh

• Family/friends aware

• More present in breaks

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Mindful Upgrades

• Health Retreat (January)

• 1 Giant Mind – Guided Meditation

• Massage

• Yoga

• Personal Trainer

• Mindfulness Coach

• Saturday morning podcast

• No Sugar

• Ayurveda – health & nutrition

• Fun runs/ triathlons – work towards something all the time to

stay on track

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Highly Recommended

• Book: Dan Harris ‘10% Happier – How to

Tame the Voice Inside Your Head’

• Podcast: Tim Ferris ‘Mindfulness’

• TED Talks: Brene Brown ‘The Power of

Vulnerability’ & Rory Vaden ‘How to Multiply

Your Time’

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“If they like you they’ll listen to you, if

they trust you they’ll do business with

you.”

Zig Ziglar

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“What impact are

you having?”

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JARED COOKSLEY

How Millennials Make Millions

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DEFINING

SUCCESS

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“To create an environment conducive to success”

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Disruptive MARKETING

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EASTER COLOURING COMPETITION

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Photos with santa

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Prospecting Letters

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$1 RESERVE AUCTION

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LIVE STREAMING AUCTIONS ON FB

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Disruptive MARKETING

Keep it Super Simple

Refine Target Market

Templates available to download

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Key listing questions

WHAT ARE YOU LOOKING FOR IN A REAL ESTATE AGENT?

Set up for strategic thinking

Fill in the gaps One Step Ahead

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STRATEGIC THINKING

• Why are they saying this?

• Mental Note Taking

• Trust & Rapport

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BUILD FOR CAPACITY

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CLIENT FLOW CHART

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ACTION PLANS

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BUILD FOR CAPACITY

Wunderlist App

Download Templates

Efficiency > Procedures > Capacity

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AMATEUR OR PRO

It’s not that hard

Ask the question

Build the environment

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SUSANNE KING

You

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YOU

What is your Success Code?

www.susanneking.com.au

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Your Way

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Smart Strategy?

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“Success cannot be defined in

one sentence. One could

argue that the definition

depends

on the individual and one size

does not fit all”

Zig Ziglar

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You Need To Understand You

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What Is Your Code?

You must create your own code

Commitment to improve you

Own your Results

Decide for yourself

Everything is Figureoutable

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“Do it your way!”

Elon Musk

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PHIL HARRIS

The Elite Performers Blueprint

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SHIFT YOUR THINKING

JAMES TOSTEVIN

MAT STEINWEDE MATTHEW HAYSON

SHAD HASSEN

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285

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DON RITCHIE

Is there something I can help you with?

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92% OF PEOPLE WILL CHANGE BRANDS PRODUCTS OR COMPANIES TO ALIGN WITH THOSE THAT SERVE A GREATER

CAUSE

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AGENT 1.0 – LOCAL LEGEND

AGENT 2.0 – ELECTRONIC DATABASE, REASONABLE USE OF SYSTEMS + PA

AGENT 3.0 – INTENSELY TRAINED + RAPID GROWTH + SATURATION MARKETING +

MASSIVE LEVERAGE + BRAND WITHIN A BRAND + NICE GUY APPROACH + PRO ATHLETE FIT =

CORPORATE ATHELETE

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• A selfless desire to grow people around them and see others achieve

• Grow a team

• Brand within a brand

PERSONAL LEADERSHIP

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• 4 x daily déjà vu

• Weekly review

• AM/PM

WINNING RITUALS

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• ABC appraisals

• Top 20

• Top 100

• Top 20 buyers

• Current vendor list

• Just listed appraisals

• Just sold appraisals

• Saturday past appraisal updates

CALL LISTS ARE NOW THE IN THING

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• Total straight talk

• Set to sell meeting

• Daily communication

• The ability to close deals without bruising people

SELL PROPERTY IN 30 DAYS

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AN OBESSION AROUND REFERRAL BUSINESS

• Amazing customer service

• Tight database

• Reward people well

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KNOW YOUR STYLE

KRIS CASEY TOM HECTOR ARABELLA HOOPER

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BE THE BEST AT WHAT YOU DO, IT’S THE ONLY MARKET

PLACE THAT ISN’T CROWDED

TOM PETERS

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ZALI REYNOLDS

Sow The Seeds to Reap The Rewards

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• APPROXIMATELY 1000 HOMES

• CONSISTENT TURNOVER

• GOOD AVERAGE SALE PRICE

• HIGH LEVEL OF OWNER OCCUPIED HOMES

• APPROPRIATE COMPETITION

• RELATABLE DEMOGRAPHIC

• PASSION FOR THE AREA

The Farming System

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The Seeds

• LETTERBOX DROPS

• MAILERS

• NEWSLETTERS

• SUBURB REPORTS

• JUST LISTED / INVITE TO AUCTION / JUST SOLD

• DOOR KNOCKING

• SPONSORSHIP

• BE SEEN

• CLIENT NIGHTS

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Being a Farmer

• PLANT MORE SEEDS

• AUTOMATION / DELEGATION

• CONSISTENCY

• SEASONS / CYCLES

• CAFÉ OFFICE

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Harvesting

LEVERAGE YOUR LISTING • DOORKNOCK THE STREET • NOTIFICATION TO DATABASE

• INVITE ALL THE NEIGHBOURS TO THE 1ST OPEN • VENDOR TO LAUNCH SOCIAL MEDIA PRESENCE • SOLD!!!!

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Perseverance

• THERE IS NO MAGIC BULLET

• TIME

• HARD WORK

• DEDICATION

• SACRIFICE

• PERSISTENCE

• THIS WILL NOT WORK IF YOU DO IT HALFWAY

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Mindset

• YOU NEED A WHY!

• YOU HAVE TO HAVE REALISTIC GOALS AND A PLAN

• READ AS OFTEN AS POSSIBLE

• YOU NEED A DREAM TEAM

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TOM HECTOR

0-130 Transactions In 3 Years

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TAKE AWAY POINTS

• Make prospecting an obsession – having the belief in activity when you are not getting results

• Own your area - consistently have at least 30% market share

• Learn the craft of listing and selling

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Gross Commission: $1.235m Appraisals: 489 Number of new listings: 181 Properties sold: 147

CURRENT 2016 NUMBERS

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STARTING AT ZERO

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SERVICE AREA PLAN

• Dwellings database in your CRM platform • Marketing material sent out on a weekly basis • ‘Just Listed’ and ‘Just Sold’ letters for every listing in your

area • ‘Just Listed’ and ‘Just Sold’ calls for every listing in your area • Handwritten notepads • Market report every 3 months • Letterbox drop – 2 streets per day • 100% product knowledge • Default activities i.e. door knocking • Minimum spend of $12K per year • Automation is the way of the future

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A DAY IN MY LIFE

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TOM’S TOP TIPS

• Own your area

• Convert your opportunities

• Volume + skill

• Long term psychology

• Leverage

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SHERRIE STOROR

Creating A Social Empire

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The power of social media Sherrie Storor Property

Sherrie Storor Property

@sherriestoror

Sherrie Storor

@sherriestororproperty

[email protected]

Sherrie Storor

0466 872 705

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2016 2004

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Social media is #1 activity on the web

The average Australian spends 1 working day every week on Facebook

There is over ½ Billion people on Linkedin worldwide

310 million users on Twitter

Over 400 million users on Instagram

1.65 billion users on Facebook

Why use Social Media and how can it help me increase my business?

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If you are not using these platforms – you are missing opportunities

Why use Social Media and how can it help me increase my business?

We sell real estate differently today to what we did 10 years ago

Prospecting tool

To make more $$$ through more sales, profile, referrals, less prospecting

Differentiate between you other agents

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Power of referral

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Listings Sales

Appraisal

3 2 1

1 referral

Power of referral

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Power of referral

My husband & I have an investment portfolio and decided to sell one of our properties in Brisbane. We were referred to Sherrie Storor by a friend. Sherrie was absolutely professional and had her finger on the pulse of the property market. What made this even more significant is that she handled the complete process for us from receiving keys when tenants vacated, to obtaining quotes for painting and styling, managing these jobs and the actual sale whilst we were based interstate. It was important to us to turn the property around quickly, so we were overjoyed when we sold on opening weekend with 6 written offers and at the price we wanted. This was testimony of a well planned and executed campaign. Thank you and best wishes Marli and Dirk Smith

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My husband & I have an investment portfolio and decided to sell one of our properties in Brisbane. We were referred to Sherrie Storor by a friend. Sherrie was absolutely professional and had her finger on the pulse of the property market. What made this even more significant is that she handled the complete process for us from receiving keys when tenants vacated, to obtaining quotes for painting and styling, managing these jobs and the actual sale whilst we were based interstate. It was important to us to turn the property around quickly, so we were overjoyed when we sold on opening weekend with 6 written offers and at the price we wanted. This was testimony of a well planned and executed campaign. Thank you and best wishes Marli and Dirk Smith

Sale in 24 hours

Offers

1 1

1 referral

Power of referral

Appraisal

6

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Biggest social media fan

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5 referrals

Sales

7

Strongest social media client

2

Appraisals

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Give, give, give, ask!

How to build your social empire

Different platforms require different language

Be authentic in your posts

Put your social media logos on everything

Share yourself but not too much!

Engage with your sellers – ask them to share

Consistency is the key to your listings and successes

Focus on one

Add everyone

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Just start

Ask your kids, nephews, nieces

Go to social media meet-ups/breakfasts Courses

YouTube it

Ask your kids, nephews, nieces

Go to social media meet-ups/breakfasts

Courses

YouTube it

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Facebook

Like page vs friend page

It is not about the number of likes but the engagement

Schedule it!

Post interesting and relevant content targeted to your audience

Need to boost and pay for posts

Post 2-4 times per day

Make sure your page and posts look great on mobile

Best time to optimise your engagement: Mon - Fri 1-3 pm and 6-8pm

Videos, testimonials, pre release, community engagement

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Fredrik Eklund

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Ryan Serhant

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Linkedin

Keep in strictly professional - no emojis or xx

Post during business hours

Use it as a tool to message those that engage with you

Great place to meet new COI

Tool to find out more about your clients

Strong engagement from youth - tomorrow's vendors

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Instagram

Think of your audience. Do they work? Are they stay at home mums or business people

Best time to post

Daily 6am-12pm and Mon - Thurs 3-4pm

Aspirational real estate

Your community

Sold signs

Emoji it up!

Videos, videos, videos

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My 5 top tips

Be authentic. Be true to who you are as a person and use the same language. If you believe in motivational quotes, put them there. If you don’t, don’t. People respond to authenticity

Add everyone & research hot buyers, pipeline sellers & COI

Use aspirational images. Aussies love real estate after all it is the great Australian dream and we all want to upgrade. Be sure to target your audience and your demographic

Ask your sellers to get involved. Ask them to share their property once it’s listed for sale on their personal social media pages

Give before asking. Don’t be afraid to ask for business but only after building up trust with your audience

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GAVIN RUBINSTEIN

From Zero To Hero

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GAVIN

RUBINSTEIN

THIS IS MY

STORY

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FIND YOUR

FIRE

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@g_rubinstein

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MY BUSINESS: BUILDING A TEAM

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MY BUSINESS:

SUSTAINING A SUCCESSFUL

BUSINESS TODAY

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TOP TIPS

HOW TO MAKE 10 COMMISSIONS FROM 1

-------------

-------------

-------------

-------------

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NEVER STOP LEARNING

HEALTH IS WEALTH

REWARD THE HARD WORK

MENTORS

TOP TIPS BE QUESTION BASED

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THINK

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Monika Tu

Chinese

Take Away

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Monika Tu

Chinese

Take Away

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Who are you?

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What are your

values?

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What do you stand

for in your market?

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• What characteristic is your most defining

or most valuable asset in todays real

estate climate?

• Are you utilising your most valuable

asset?

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• Are you creating the best first impression,

for the ultimate lasting impression?

• Are you capitalising on all networking

opportunities?

• Are you providing genuine customer

service?

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• Has your company partnered with the

correct suppliers?

• Do you have in place, strategic business

relationships that will take your business

forward?

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Shenzhen- China

Hong Kong

Auckland- New Zealand

Sydney- Australia

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In order to grow…. you must let go!

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“Every second counts”….?

“Every minute can earn”…!

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• Are you continuing to grow…. bigger,

bolder, better?

• Are you analysing your wins…. not just

celebrating them?

• Do you focus on your losses…. or learn

from your mistakes?

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$13,500,000

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No.63 Identify your strengths, know your market

Take Away

No.27 Solidify strong strategic partnerships

No.44 Cultivate a trusted and empowering network

No.33 In order to grow, you must let go

No.11 Active not re-active

No. 66 You are only as good as the company you keep

No.88 Values and integrity are priceless

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RICKY CAVE RAY WHITE

REMUERA AUCKLAND

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What would you do if your market place was

completely destroyed today by an Earthquake?

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This is what happened to me in 2011

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What would you do if a

curve ball comes?

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6.3 magnitude earthquake

completely destroys the city and

the real estate market.

12:51pm, Friday 22 February 2011

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12:51pm, Friday 22 February 2011

6.3 magnitude earthquake

completely destroys the city and

the real estate market

Do you stay & battle through it?

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12:51pm, Friday 22 February 2011

6.3 magnitude earthquake

completely destroys the city and

the real estate market

Do you stay & battle through it?

Or do you pack up & leave?

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12:51pm, Friday 22 February 2011

$40 billion worth of damage

185 deaths

1000 buildings demolished

Life was turned upside down for

the entire city

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MY JOURNEY

Let me share with you my journey over

the past 5 years & what has helped me

rebuild my business from ground zero.

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• Born in 1985 in Christchurch

• Left school when I was 15

years

• From 19-23yrs I trained as

an Electrician

• Started in Real Estate in

2008 when I was 23 years

THE BEGINNING

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• My first year I wrote $250k

• My second year I wrote

$350k

• First in the office & the last

to leave

• I was working extremely

hard

THE BEGINNING

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THE BEGINNING

• Life was great and everything was running

smoothly

• My business was at a good stage and I was

really on my way

• Then came the quake & all hell broke loose

for all of us in Christchurch

• Sitting on the doorstep that afternoon I made

the decision to move to Auckland

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THE RISKS & CHALLENGES

• I didn’t know a single person

• I knew starting from scratch would be very

difficult

• I was moving from an area where I was

selling $300k homes to an area where it is

$5m

• Average age of a Salesperson is 55

• Remuera is the most competitive market

place in New Zealand

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REMUERA | AUCKLAND

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• Remuera is one of the largest markets in NZ

• 10,500 homes

• House prices range from $500k to $30 million

• Average price is $1.6 million

REMUERA | AUCKLAND

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KEY TAKE AWAY POINTS

If a ‘Curve Ball’ comes embrace it

Your skills are portable

Your skills are transferable

Your attitude is determined by altitude

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BASIC FUNDAMENTALS

• The real estate business is always changing

• We are always implementing new systems &

structures

• When you have rapid growth you need to be

adaptable

• My business isn’t perfect as with growth

comes speed wobbles

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• Pipeline

• Stock Management

• Data Relationship

• Referrers

• After Sale Care

• Community Awareness

THE 6 PILLARS

BASIC FUNDAMENTALS

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• Strategy

• System

• Structure

• Support

BASIC FUNDAMENTALS MY FOUR S’S

We are always refining and

tweaking

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2011

2012

2013

2014

2015

2016

$250K 1st year in Auckland

TEAM RICKY CAVE GROSS COMMISSION

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2011

2012

2013

2014

2015

2016

$250K

$500K

TEAM RICKY CAVE GROSS COMMISSION

Hired an Assistant

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• Handles the day to day running of the

business

• Campaign management

• Marketing

• Vendor reporting

• Life organiser

TEAM RICKY CAVE OPERATIONS MANAGER

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2011

2012

2013

2014

2015

2016

$250K

$500K

$800K

TEAM RICKY CAVE GROSS COMMISSION

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2011

2012

2013

2014

2015

2016

$250K

Hired a Sales Associate

$500K

$800K

$1m

TEAM RICKY CAVE GROSS COMMISSION

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• Appraise / List / Negotiate / Sell

• Stock Management

• 70% of homes we sell are to Chinese

speakers

• This is a great value proposition at

listing presentations

TEAM RICKY CAVE SALES ASSOCIATE

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2011

2012

2013

2014

2015

2016

$250K

Hired a Database Manager

$500K

$800K

$1m

$1.25m

TEAM RICKY CAVE GROSS COMMISSION

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• Database Management

• 100 phone calls per day

• Just listed / Just sold calls

• Geographical database calls

• After sales care service programme

• Door knocking

• Customer care

TEAM RICKY CAVE DATABASE MANAGER

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2011

2012

2013

2014

2015

2016

$250K

Goal

$500K

$800K

$1m

$1.25m

$1.8m

TEAM RICKY CAVE GROSS COMMISSION

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TEAM RICKY CAVE PART OF RAY WHITE REMUERA

No 1 Ray White office internationally out of 1000 offices

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RAY WHITE REMUERA MEGAN JAFFE REAL ESTATE

• Having a great leader is paramount

in running a successful sales

business

• Full credit to Megan’s leadership,

her passion, and her friendship

which means the world to me

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RAY WHITE REMUERA MEGAN JAFFE REAL ESTATE

• Having mentors & role models to

support you is vital

• Here is one of my role models,

former Mayor of Auckland, RT Hon.

John Banks

• A hard task master – just what

everyone needs

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KEY TAKE AWAY POINTS

To grow you need to let go

Hire a PA before you need one

If you don’t have a PA you are a PA

Have a business mentor preferably not from

the same industry

Surround yourself with like minded people

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YOU as a brand

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• Is your brand a household name?

• Do people know you before they meet you?

• What is your value proposition?

• What do you stand for?

• What is your vision?

• What is your defining competitive advantage?

YOUR BRAND

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• I want you to think about how you stand out in

your market place?

• Look for opportunities in your area that could be

right under your nose.

THINKING OUTSIDE THE SQUARE

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THINKING OUTSIDE THE SQUARE

• Local council elections

• Installed 4 huge billboards on

the corners of the busiest roads

in Remuera

• They all said vote Ricky Cave –

locals actually thought I was

running for council

• It is illegal & only lasted 5 days

• But WORTH IT

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Billboards

• Think of spots in your area that you could

promote yourself.

THINKING OUTSIDE THE SQUARE

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I found a spot at the back of our office in

Christchurch that was perfect for a billboard

THINKING OUTSIDE THE SQUARE

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Another spot at the back of my current office

that was empty

THINKING OUTSIDE THE SQUARE

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• No one in my marketplace has their own

magazine

• ‘Out There’ is on good quality, glossy paper

• Distributed to 2,000 homes

• 3,000 are placed in magazine bins outside local

shops

THINKING OUTSIDE THE SQUARE

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• The magazine is made up of:

• 20% promoting local businesses

• 20% what is happening in the area

• 60% property

THINKING OUTSIDE THE SQUARE

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• We are innovative & focus on personal

promotion

• Your name is what you want to promote as

well as the companies

WHAT MAKES US DIFFERENT?

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WHAT MAKES US DIFFERENT?

• Always take pictures with the happy new

owners

• Use these for social media, flyers & case

studies

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• We are creative with our videos

• Using actors, cars, props to enhance the

video

WHAT MAKES US DIFFERENT?

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• We provide bespoke marketing

• Be creative

WHAT MAKES US DIFFERENT?

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• We make every open home an experience

• This is how I want my market place to view my

brand

• We are constantly changing & refining the brand

WHAT MAKES US DIFFERENT?

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• We use social media to its full potential

• Full video tour for every listing which is loaded

to my you tube channel

• All listings posted on to Facebook

• Why? Because my entire network can see how

active I am and they refer me clients, on

average 1 a week

• Every single person I meet I add to Facebook

WHAT MAKES US DIFFERENT?

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• What can you do to stand out from the crowd?

• What is your value proposition?

• How are you different?

• What are your core principles?

I WANT YOU TO WRITE THIS DOWN

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• Hard working

• Genuine

• Enthusiastic

• Energetic

• Motivated

• Ambitious

• Grateful

MY CORE PRINCIPLES

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KEY TAKE AWAY POINTS

Work out your value proposition

Stick to your core principles

Never miss a photo opportunity

Have high impact touch points

World class open homes

Delight your customers

Be consistent

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• Having an environment that suits you and

makes you happy is very important

• Do you feel good at work?

• Is your office full of your own personal

touches?

• Are you surrounded by inspirational things?

YOUR WORKSPACE

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MY WORKSPACE

Home, Beach, Car, Work

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KEY TAKE AWAY POINTS

Make your workspace YOU

Bring the things in that make YOU happy

Make sure you have more than one place to

work from ie: café, home, office, car

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MINDFULNESS | SELF BELIEF MINDFULNESS & SELF BELIEF

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• Headspace is very important

• If you are busy slow down and chill out

• Have a quiet space to relax and regroup

• You are the master of your own destiny

• Your thoughts become actions and your actions

become habits – your habits define your

character

• Be real

MINDFULNESS & HEADSPACE

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FINAL TAKEAWAY POINTS

Back yourself

Work to your strengths

Be the best you can be

Work harder than anyone else

Be a nice genuine person

Stay grateful

I am grateful

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Most importantly

BE YOU!

FINAL TAKEAWAY POINTS

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Thank you

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JOSH PHEGAN

www.joshphegan.com.au/arec