MICHAEL CLARKE - Tret · 2015. 6. 4. · In 2012 we started Clarke & Humel Property • Year 1:...
Transcript of MICHAEL CLARKE - Tret · 2015. 6. 4. · In 2012 we started Clarke & Humel Property • Year 1:...
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MICHAEL CLARKE FROM ROCK BOTTOM TO $3.5
MILLION
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www.clarkeandhumel.com.au
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www.clarkeandhumel.com.au
• In the beginning… • Early Years: Orange, 7 Kids • University: Communications/Advertising – University by day, sold encyclopaedias
by night • Advertising: bored • Needed a hobby: Kung Fu • Salsa? • Met Cherie
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www.clarkeandhumel.com.au
• I was given a book to read… • Started in Manly and had no
idea!!! • I was prepared to work
hard: 130 Cold Calls a week, 7:30am - 8pm most days
• Debit/Credit package of $32,000 and 12 weeks to get into momentum…
• Tick Tick Tick…
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Rock Bottom
July 2006 • Manly Servo and checked ATM Reality set in… • Renting a sunroom • Nothing but a HECS debt and credit cards maxed • Called Dad to transfer some money; the toughest call… • Walked home that night… • How could I try so hard and still go backwards?
www.clarkeandhumel.com.au
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www.clarkeandhumel.com.au
“We’re going backwards but not fast”
How are we going?
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The mission… Get better fast!!! • Couldn’t learn all the lessons myself – had to leverage from others’ mistakes and efforts • Top ten agents • As I knew nothing, I’d need to know Scripts and Dialogues and Vendor Management • Simon Pilcher: Caught up for 6 months doing scripts and dialogues • Wayne Vaughn, Peter Chauncey & John McGrath – this supercharged me
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Things started to change… • My first big commission cheque… • 2007 Finalist in REINSW Best New Agent • 2008 Decision time for us Cherie into Real Estate or Architecture?
www.clarkeandhumel.com.au
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www.clarkeandhumel.com.au
Cherie joined me… • I had a teammate! • My first open home with Cherie • “What price do the vendors
want?”
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In 2009 we cracked the million dollar mark In 2012 we started Clarke & Humel Property
www.clarkeandhumel.com.au
• Year 1: Over $100,000,000 • Year 2: $140,000,000 • Last year almost $250,000,000 • Staff of 22 people including 7 salespeople • 300 Property managements • On track for $350,000,000 this year
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Scripts and Dialogues… Are they dead?
• A question I asked myself? Should I persist? • Our toolbox • Must understand the strategy around it • I practiced, rehearsed and practiced again… • What’s it really going to sell for? • Inexperienced agents… • I don’t want to Auction…
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Vendor Management Types of vendors…
• Cynical: Sandra • Overly Positive: Keith • No sense of urgency:
Patricia/Deepak? • Aggressively opinionated:
Graeme • Take good advice
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You Can’t Do It Alone!
www.clarkeandhumel.com.au
The Biggest secret to success..?
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• If you are struggling or new… • December 2014… Caltex Service Station • Sold in excess of $200,000,000 for CY 2014 • From Sunroom to Seaside…
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