RER Connect - Issue 3, 2014

ISSUE 3 • 2014

R E A L E S T A T E R E S U L T S N E T W O R K M A G A Z I N E

2015 REAL ESTATE

RESULTS EVENTS

FEATURES POWERFUL PROSPECTINGWINNING THE NEGOTIATION GAMEWRAPPING THE YEAR POSITIVELY WITH YOUR TEAM

• DISCOVER SOME AMAZING HOMES FROM AROUND THE NETWORK •

NewKBaseToolsA DAY IN THE LIFE WHAT RER NETWORK MEMBERS DO ON A DAILY BASIS!

LEADERSHIP DEVELOPMENT

& BUSINESS PLANNING

BUSINESS

INNOVATION

TEAM DEVELOPMENTGROWING

MARKETSHARE

SYSTEMS &

RESOU

RCES

PROFIT

PERFOR

MA

NCE

EXCL

USI

VE A

REA

& N

ETW

ORK

ING

BA

LAN

CE &

LIFE

STYL

E

RECOGNITION& AWARDS

MARKETING

& BRANDING

ASSET VALUE

GROWTHTEAM

PRODUCTIVITY

RER_2.indb 2 8/22/14 9:48 AM


& BUSINESS PLANNING

BUSINESS

INNOVATION


MARKETSHARE

SYSTEMS &

RESOU

RCES

PROFIT

PERFOR

MA

NCE

EXCL

USI

VE A

REA

& N

ETW

ORK

ING

BA

LAN

CE &

LIFE

STYL

E

RECOGNITION& AWARDS

MARKETING

& BRANDING

ASSET VALUE

GROWTHTEAM

PRODUCTIVITY

RER_2.indb 3 8/22/14 9:48 AM


& BUSINESS PLANNING

BUSINESS

INNOVATION


MARKETSHARE

SYSTEMS &

RESOU

RCES

PROFIT

PERFOR

MA

NCE

EXCL

USI

VE A

REA

& N

ETW

ORK

ING

BA

LAN

CE &

LIFE

STYL

E

RECOGNITION& AWARDS

MARKETING

& BRANDING

ASSET VALUE

GROWTHTEAM

PRODUCTIVITY

RER_2.indb 3 8/22/14 9:48 AM

WON“The Best Training &

Education” Award in the 2014 Real Estate Business Awards

CUNNINGHAMS PROPERTY

2014 REINSW Award for Excellence “Residential

Sales Team”

WON 11,766 LISTINGS

A 39% increase from the previous year

MANAGED OVER 25,000 PROPERTIES

by property Management teams

RANKED 8THin the Top 20

Real Estate Groups across the country

SOLD 9,651 PROPERTIES


FINALIST“Boutique Network up to 99 offices” Award in the

2014 Real Estate Business Awards

WILSON PROPERTY AGENTS 2014 REINSW Award for Excellence “Digital

Marketing” & “Real Estate Agency - Small”

SOLD $6,7 BILLION

worth of real estate

CEO, MICHAEL SHEARGOLD

FINALIST“Industry Thought Leader”

Award in the 2014 Real Estate Business Awards

. LUCAS REAL ESTATE

2014 REIVIC Award for Excellence “Agency of

the Year - Private Sales” & “Residential Property Manager of the Year -

Principal”

SOLD $6,7 BILLION


To fast track your business success, call the team at RERN on +61 7 5592 4344.

T +61 7 5592 4344 F +61 7 5592 4599 E [email protected]

realestateresultscentral.com.au

Real Estate Results Network is the leading network for Independent Agencies

around Australia and New Zealand.

Over the last 12 months, RER Network members have...

We are in such rapidly changing times that it is critical in business today to ensure you are armed with all the options in your tool kit and Michael and the RERN team certainly deliver on that...

So to enjoy the benefits of being associated with 45 of some of the top agencies in Australia, provides us with not only with the best connections

but also with Agents who are willing to share their secrets. There is simply no other Network like it in Australiaand being a Member is an opportunity to take that

next step in business growth and success.

When it comes to real estate coaching in Australia – Michael sets the bar.

Over the last 16 years that Michael has coached our group, he has, year in and year out, been acknowledged by our Company for the clarity

that he has created through our entire team – not only from the Directors – but from the sales and property management teams.

Michael has been instrumental in our groups achievements and success – which has positioned Marshall White to where it is today.

John Cunningham CUNNINGHAMS PROPERTY

John Bongiorno MARSHALL WHITE

NEWTON REAL ESTATE, CAPORN

YOUNG ESTATE AGENTS & CUNNINGHAMS

PROPERTYTop 50 Sales Offices around

the country in 2014

WON“The Best Training &

Education” Award in the 2014 Real Estate Business Awards

CUNNINGHAMS PROPERTY

2014 REINSW Award for Excellence “Residential

Sales Team”

WON 11,766 LISTINGS


MANAGED OVER 25,000 PROPERTIES

by property Management teams

RANKED 8THin the Top 20

Real Estate Groups across the country

SOLD 9,651 PROPERTIES


FINALIST“Boutique Network up to 99 offices” Award in the

2014 Real Estate Business Awards

WILSON PROPERTY AGENTS 2014 REINSW Award for Excellence “Digital

Marketing” & “Real Estate Agency - Small”

SOLD $6,7 BILLION


CEO, MICHAEL SHEARGOLD

FINALIST“Industry Thought Leader”

Award in the 2014 Real Estate Business Awards

. LUCAS REAL ESTATE

2014 REIVIC Award for Excellence “Agency of

the Year - Private Sales” & “Residential Property Manager of the Year -

Principal”

SOLD $6,7 BILLION


To fast track your business success, call the team at RERN on +61 7 5592 4344.

T +61 7 5592 4344 F +61 7 5592 4599 E [email protected]

realestateresultscentral.com.au

Real Estate Results Network is the leading network for Independent Agencies

around Australia and New Zealand.

Over the last 12 months, RER Network members have...

We are in such rapidly changing times that it is critical in business today to ensure you are armed with all the options in your tool kit and Michael and the RERN team certainly deliver on that...

So to enjoy the benefits of being associated with 45 of some of the top agencies in Australia, provides us with not only with the best connections

but also with Agents who are willing to share their secrets. There is simply no other Network like it in Australiaand being a Member is an opportunity to take that

next step in business growth and success.

When it comes to real estate coaching in Australia – Michael sets the bar.

Over the last 16 years that Michael has coached our group, he has, year in and year out, been acknowledged by our Company for the clarity

that he has created through our entire team – not only from the Directors – but from the sales and property management teams.

Michael has been instrumental in our groups achievements and success – which has positioned Marshall White to where it is today.

John Cunningham CUNNINGHAMS PROPERTY

John Bongiorno MARSHALL WHITE

NEWTON REAL ESTATE, CAPORN

YOUNG ESTATE AGENTS & CUNNINGHAMS

PROPERTYTop 50 Sales Offices around

the country in 2014

CONTENTSOF THE ISSUE

9 Advisory Board Members

10 Amazing Homes from around the Network

20 A Day in the Life

24 New KBase tools

2 5 RERN Case Study - Kemp Real Estate

26 The Business of Real Estate

28 Powerful Prospecting

33 KickStart

34 Winning the Negotiation Game

40 ARERA’s

42 Members Talk

46 Wrapping the Year Positively with Your Team

50 Members News

53 2015 Events 46

50

42

mcconnellbourn.com.au

Enjoy the many luxuries of this private and

impressive residence situated in beautiful

Mons on the Sunshine Coast. Set on

6,330m2, this resort style residence raises the

standard for lifestyle and offers its new owner

a vast menu of inclusions without comparison

across the Sunshine Coast. Located very

privately and without fanfare on a gently sloping

site featuring grounds abundant with birdlife,

flowering shrubs and majestic palms.

Situated on a huge 6,330m2 gently sloping

allotment, 1 Topview will impress even the

most discerning buyer with its own full sized

tennis court and two in-ground salt water pools

surrounded by luscious tropical gardens. The

entertainment pavilion features a full sized

stainless steel kitchen and is the perfect spot to

enjoy a BBQ while watching friends and family

play a match of tennis!

Being just 12 minutes to some of the coast’s

famous beaches really ticks the last of the boxes

for this lifestyle property.

• Stunning polished timber floors throughout

• Multiple living spaces ideal for the extended family

• 8 Over sized bedrooms, five of which are

ensuited and each featuring a bay window

• Spacious master with lavish ensuite, spa and

private balcony with beautiful views

• Quality and classic style kitchen with walk-in pantry

• Large in-ground, salt water pool with lap lanes

and tropical gardens

• Second lagoon style in-ground pool

• Full sized, flood-lit tennis court

• Undercover BBQ entertainment area

overlooking pool & tennis court

• Massive outdoor entertainment pavilion including

a full stainless steel kitchen plus shower & change

rooms for easy post-swim access

• Full sized gymnasium complete with mirrors,

ballet bar and a wash room.

A PRIVILEGED LIFESTYLE!

1 Topview Drive, Mons

kenguybuderim.com.au

FEDERATION CHARACTER FAMILY HOME

31 Nelson Street, Gordon

This genteel two storey family home c1910

resides within a wide fronted 2240 sqm

approx parcel of land in a blue ribbon

east side walk to rail location and showcases a

stylish blend of modern updates and additions

including fabulous entertaining overlooking the

pool and tennis court.

• Tessellated tile entry leading to formal

lounge/library with original fireplace, porthole

leadlight window and bay alcove opening to

wraparound verandah.

• Spacious and light open plan living and dining

with wood-burning fire and seamless indoor

outdoor flow to the covered entertainment

terrace

• Modern entertainers kitchen with large central

island/eat in counter, caesarstone bench

tops, quality miele appliances, induction/gas

cooktop, electric and steam ovens, remote

control solar blinds

• Five bedrooms, built in and walk in robes,

master with full ensuite with underfloor

heating and twin basins/showers, 6th guest

bedroom/sitting room, separate study

• Three beautifully presented modern

bathrooms, full family bathroom with

underfloor heating, powder room, fitted

internal laundry

• Large covered entertaining terrace with

district views

• Fabulous cabana opening on two sides for

pavilion style ambience and showcasing a

soaring vaulted ceiling and impressive wet bar

• Fully tiled and gas heated in ground

swimming pool, full size north/south

tennis court with all weather surface, lovely

established gardens, pool shower, garden wc

• Soaring pressed metal ceilings, mackintosh

rose leadlight, transoms, polished timber

floors, plantation shutters, fireplaces

• Parking for four cars including 2/3 car garage

and 2 car carport, auto gate, workshop,

masses of storage, garden shed, water feature,

garden lighting, gaspoints, alarm, three unit

ducted reverse cycle air conditioning, instant

gas hot water and a 20,000 ltr water tank

• Walk to rail and ravenswood, easy commute

to other private schools, set in gordon east

public and killara high catchments

AMA ZINGHOM ES

10

25

28

6

WELCOMELETTER

It’s been a massive few months for RER Network and its Members – we’ve enjoyed some pretty impressive wins in the industry, our principals and agents continue to dominate in their markets, continuing to prove themselves as leading real estate professionals. Congratulations to all the award Finalists and Winners! (You can read some more about this on page 50) In the coming weeks we have Getting Set to Success touring the country – this is your last RER Network event of the year and a great opportunity to review the year that was and get some serious goals set for 2015. We also have KickStart and ARERAs open for registrations - So call the team and register today via the RER Network site.Also in this issue, catch up on all the Member’s News on page 50-52 on-wards. The “A Day in the life” feature showcases 4 of the Network’s highest performing agents and what they do on a daily basis to stay motivated and produce great results. Check it out on page 20. Learn about Powerful Prospecting on page 28, Winning the Negotiation Game on page 34 and How to End The Year Positively with Your Team on page 46.

Welcome to your RER Connect!

I’m extremely excited about the months ahead and what’s in store for the Network for the remainder of 2014 and beyond. The team and I at RER HQ are completely dedicated to you and your success. Should you need any-thing please call the team and we will help you - this is what we are here for! So let’s get into it… and I look forward to catching up with you at KickStart!

Yours in ResultsMichael Sheargold CEO and Head Coach Real Estate Results Network

PS. There are some great new tools on the KnowledgeBase PLUS some great Momentums that you may want to have a look at so log on to the site today and check it out!

7

NETWORKMEMBERS

CAINE REAL ESTATEMELBOURNE, VIC

KEMP REAL ESTATEPORT LINCOLN, SA

MARIA SELLECK PROPERTIESMANUKA, ACT

CUTLERSDUNEDIN, SOUTH ISLAND, NZ

DONCASTER EAST, VICPHILIP WEBB REALTY

LUCAS REAL ESTATEDOCKLANDS, VIC

HOAMZQUEENSTOWN, SOUTH ISLAND, NZ

JUST PATERSON REAL ESTATEWELLINGTON, NORTH ISLAND, NZ

LUGTON’S REAL ESTATEHAMILTON, NORTH ISLAND, NZ

PASTORAL REALTYTE AWAMUTU, NORTH ISLAND, NZ

SANDERS NOONAN REAL ESTATELUGARNO, NSW

WARWICK WILLIAMS REAL ESTATEDRUMMOYNE, NSW

WILSON PROPERTY AGENTSSYDNEY CBD, NSW

DAVID DEANE REAL ESTATESTRATHPINE, QLD

KEN GUY BUDERIMBUDERIM, QLD

THE PROPERTY PALACEBOOVAL, QLD

MUDGEE, NSWTHE PROPERTY SHOP

MALABAR, NSWSOUTH EASTERN REALTY

HAVIG JACKSON REAL ESTATECLAYFIELD, QLD

HOUSE ESTATE AGENTSTOOWOOMBA, QLD

YEPPOON REAL ESTATEYEPPOON, QLD

FIRST COMMERCIALEAST BRISBANE, QLD

LES FREEMAN REAL ESTATECAIRNS, QLD

CAPORN YOUNG ESTATE AGENTSCLAREMONT, WA

LIMINOS PROPERTY GROUPPERTH, WA

COMPTON GREENYARRAVILLE, VIC

EAST BRISBANE, QLDFIRST RESIDENTIAL REALTY

BAZZO REAL ESTATEBALLAJURA, WA

BENEDIGO REAL ESTATEBENDIGO, VIC

CHRIS PEAKE REAL ESTATEBERWICK, VIC

MARSHALL WHITE & CO ARMADALE, VIC

MARSHALL WHITE ONEARMADALE, VIC

MCCORMACK BARBERORANGE, NSW

COLAC TO COASTCOLAC, VIC

JEFF JONES REAL ESTATESTONES CORNER, QLD

TOWNSVILLE, QLDEXPLORE PROPERTY

ANDREW BLAKE REAL ESTATEAVALON, NSW

CALLAGHERANNANDALE, NSW

CUNNINGHAMS PROPERTYBALGOWLAH, NSW

GRIFFITH REAL ESTATEGRIFFITH, NSW

NEWTON REAL ESTATECARINGBAH, NSW

NOLAN AND PARTNERS ESTATE AGENTSCOFFS HARBOUR, NSW

WOLLONGONG, NSWALL RESIDENTIAL REAL ESTATE

THE AGENCYDOUBLE BAY, NSW

MCCONNELL BOURNLINDFIELD, NSW

MCLACHLAN PARTNERSLONG JETTY, NSW

NNW PROPERTYEPPING, NSW

BAY WEST REAL ESTATE CONCORD WEST, NSW

8

Thank You!!!

ADVISORY BOARD MEMBERS PAGE

The Advisory Board is a group of Network Members who help guide, collaborate and support the growth of the Network whilst ensuring our events, learning and development are always at the cutting edge.

Reece Coleman The Agency

Angelo Efstathis First Commercial

Realty

Scott Nolan Nolan & Partners

Estate Agents

David Newton Newton Real Estate

Peter ReidBazzo Real Estate

Marisa AdamsChris Peake Real Estate

Sam Bourn mcconnell bourn

WHAT IS THE FUNCTION OF THE ADVISORY BOARD?

We would like to take this opportunity to thank the RER Network Members who dedicate their time, energy and effort in providing their advice and guidance to RER Network HQ. The Adviso-ry Board exists to provide much needed feedback and suggestions (from a Member’s point of

view) on all important Network decisions. So a massive Thank You to all the Advisory Board Members!

9

This home showcases distinctive designer

style and captivating historic elegance

that creates an unprecedented and

superlative lifestyle opportunity for the

discerning few who know and seek quality at

the highest level.

A more rustic theme ensues with the generous

and well appointed kitchen and meals area,

with the iconic Aga cooker setting the tone for

the quality of fittings and finishes.

After an exhaustive and detailed full internal

renovation, the two main bedroom suites

leave no sense of ambiguity at all, these are

grand rooms, by any measure. Both have

adjoining bathrooms and enjoy full heating

and cooling as would be expected, but the

spaces could be reconfigured if desired to

create additional rooms.

The master suite to the front also provides

access to the balconied terrace verandah that

afford the residents exceptional perspective

views north, south east and west to the city

and parks skyline, whilst the secondary suite

affords view of the Dandenongs.

This much loved property is dress circle East

Melbourne at its finest with protected vistas

and all the amenities that make this address

so highly prized including beautiful parks, the

MCG and a 15 minute stroll into the Paris end

of Collins Street. This is a rare opportunity to

secure a very special home in a unique position.

AMA ZINGHOM ES FROM AROUND

REAL ESTATE RESULTS NETWORK

SIGNIFICANT C1877 VICTORIAN RESIDENCE

82 Powlett Street, East Melbourne

caine.com.au






the highest level.


























AMA ZINGHOM ES FROM AROUND

REAL ESTATE RESULTS NETWORK

SIGNIFICANT C1877 VICTORIAN RESIDENCE

82 Powlett Street, East Melbourne

caine.com.au

This simply stunning 290 square metre

luxury penthouse apartment located in

the prestigious Birkenhead Quays is all

about outdoor living and entertaining. This

three bedroom property with study or fourth

bedroom has a huge open plan kitchen, dining

and living area with wrap around balcony with

almost 360 degree district views.

The property has new bamboo timber flooring

in the high traffic areas and plush carpet in the

bedrooms and study. A private roof terrace,

great for entertaining or just relaxing and

watching the water activity below, completes

the picture. This is a fantastic opportunity for

those wanting to live a penthouse lifestyle.

• Master suite with walk in robe, ensuite and

private balcony

• State-of-the-art granite kitchen, Smeg appliances

• Two outside entertaining terraces with city views

• Spacious bedrooms with built-ins plus study or

fourth bedroom

• Two secure car spaces plus storeroom

• Outdoor pool and gym in the building

• Security intercom and lift access

• Easy access to Birkenhead Shopping Centre

from apartment building

The creators of this unique and distinctive

home have stayed in the great boutique

hotels and resorts of the world and have

drawn on that experience to craft a series of

independent spaces infused with a deep feeling of

openness and relaxation. Everything is designed

around light and water - the river, the ocean and

the pool. The house is a series of pavilions, each

surrounded by bi-fold doors so the spaces open up

completely, each offering its own perspective on the

views - from Garden Island to the south, to the port,

to Rottnest and the Perth city skyline to the east.

While there’s a sense of opulence, with rare

light blue marble in the kitchen, bathrooms and

laundry, hand selected ornate antique timber

features and bespoke decorative wrought-iron

staircases, there’s also a sense of simplicity and

ease. The Grecian white walls, the timber and

stone floors, the lime-washed cabinetry, lofty

ceilings and the way the immense, light-flooded

rooms interact and yet retain their own privacy

all create an air of serenity and well-being.

Thoughtful and imaginative lighting, including

antique candlelight-inspired fittings, creates a

truly magical atmosphere at night.

The master bedroom, with its ample dressing

room and luxurious bathroom, has direct

access to the swimming pool, as well as its

own courtyard perched above the river. This

extraordinary home, in its secluded cliff top

location in a lovely part of East Fremantle, is

indeed a rare offering.

callagher.com.au

capornyoung.com.au

LUXURY PENTHOUSE

WITH CITY VIEWS

1204/3 Cary Street, Drummoyne

“MYSTIQUE” – CLIFFTOP SPECTACULAR

35 Locke Crescent, East Freemantle

AMA ZINGHOM ES

This simply stunning 290 square metre

luxury penthouse apartment located in

the prestigious Birkenhead Quays is all

about outdoor living and entertaining. This

three bedroom property with study or fourth

bedroom has a huge open plan kitchen, dining

and living area with wrap around balcony with

almost 360 degree district views.

The property has new bamboo timber flooring

in the high traffic areas and plush carpet in the

bedrooms and study. A private roof terrace,

great for entertaining or just relaxing and

watching the water activity below, completes

the picture. This is a fantastic opportunity for

those wanting to live a penthouse lifestyle.

• Master suite with walk in robe, ensuite and

private balcony

• State-of-the-art granite kitchen, Smeg appliances

• Two outside entertaining terraces with city views

• Spacious bedrooms with built-ins plus study or

fourth bedroom

• Two secure car spaces plus storeroom

• Outdoor pool and gym in the building

• Security intercom and lift access

• Easy access to Birkenhead Shopping Centre

from apartment building

The creators of this unique and distinctive

home have stayed in the great boutique

hotels and resorts of the world and have

drawn on that experience to craft a series of

independent spaces infused with a deep feeling of

openness and relaxation. Everything is designed

around light and water - the river, the ocean and

the pool. The house is a series of pavilions, each

surrounded by bi-fold doors so the spaces open up

completely, each offering its own perspective on the

views - from Garden Island to the south, to the port,

to Rottnest and the Perth city skyline to the east.

While there’s a sense of opulence, with rare

light blue marble in the kitchen, bathrooms and

laundry, hand selected ornate antique timber

features and bespoke decorative wrought-iron

staircases, there’s also a sense of simplicity and

ease. The Grecian white walls, the timber and

stone floors, the lime-washed cabinetry, lofty

ceilings and the way the immense, light-flooded

rooms interact and yet retain their own privacy

all create an air of serenity and well-being.

Thoughtful and imaginative lighting, including

antique candlelight-inspired fittings, creates a

truly magical atmosphere at night.

The master bedroom, with its ample dressing

room and luxurious bathroom, has direct

access to the swimming pool, as well as its

own courtyard perched above the river. This

extraordinary home, in its secluded cliff top

location in a lovely part of East Fremantle, is

indeed a rare offering.

callagher.com.au

capornyoung.com.au

LUXURY PENTHOUSE

WITH CITY VIEWS

1204/3 Cary Street, Drummoyne

“MYSTIQUE” – CLIFFTOP SPECTACULAR

35 Locke Crescent, East Freemantle

AMA ZINGHOM ES






the highest level.


























CHAMPAGNE LIVING IN A WORLD OF

IT’S OWN

572 Salisbury Road, Beaconsfield Upper

Set in a most select location, this iconic

property stands spectacularly behind

private remote gates, offering an

idyllic country lifestyle which showcases an

architecturally designed, state-of-the-art luxurious

residence. This striking floor plan sprawls over 55

squares (approx.) of floor space and 13 acres of

natural bush land. Whilst swimming in the pool

or relaxing in the spa, you will embrace sweeping

views down the Toomuc Valley and sparkling

lights in the distance, yet be far enough away

for the ultimate in privacy and seclusion. Upon

entry, you are greeted by impressive cathedral

ceilings and a clever floorplan that consists of

4 bedrooms, 2 study rooms all a very generous

size and with ample cupboard space and/or walk

in robes. The master wing is also home to large

double vanity ensuite, corner spa and double

shower. A combination of separately zoned living

areas is perfect for today’s modern family, a huge

sprawling family room with grand ceilings, the

perfect children’s playroom or teenage retreat

and ideal rumpus room with French doors to a

stylish sun-kissed alfresco area. The chef’s kitchen

is cleverly designed with ample storage and

quality AEG induction cooktop, double oven,

hot rock cooker and built in deep fryer. A large

home office is also on offer, perfect for running

a small business or just the perfect quiet place

to study. If a home run business is what you are

looking for, a large powered shed with separate

driveway is here ready to go - separately alarmed

to the house as well as a loft or studio above the

oversized double garage. Keeping the home

temperate is easy with polished concrete floor

heating, coonara fire, reverse cycle heating/

cooling, and ceiling fans. Additional features:

3 phase power, keyless entry, solar heating for

pool, gas heating for spa, outdoor shower,

23,000 litre water tank, automated greenhouse,

built in bar, new solar and heat pump hot water,

remote blinds to main living area and wired for

surround sound. A remarkable property - one of

Beaconsfield Upper’s finest.

chrispeake.com.au

CONSTRUCTED IN 1886

74 The Strand,Newport

comptongreen.com.au

AMA ZINGHOM ES






the highest level.


























CHAMPAGNE LIVING IN A WORLD OF

IT’S OWN

572 Salisbury Road, Beaconsfield Upper

Set in a most select location, this iconic

property stands spectacularly behind

private remote gates, offering an

idyllic country lifestyle which showcases an

architecturally designed, state-of-the-art luxurious

residence. This striking floor plan sprawls over 55

squares (approx.) of floor space and 13 acres of

natural bush land. Whilst swimming in the pool

or relaxing in the spa, you will embrace sweeping

views down the Toomuc Valley and sparkling

lights in the distance, yet be far enough away

for the ultimate in privacy and seclusion. Upon

entry, you are greeted by impressive cathedral

ceilings and a clever floorplan that consists of

4 bedrooms, 2 study rooms all a very generous

size and with ample cupboard space and/or walk

in robes. The master wing is also home to large

double vanity ensuite, corner spa and double

shower. A combination of separately zoned living

areas is perfect for today’s modern family, a huge

sprawling family room with grand ceilings, the

perfect children’s playroom or teenage retreat

and ideal rumpus room with French doors to a

stylish sun-kissed alfresco area. The chef’s kitchen

is cleverly designed with ample storage and

quality AEG induction cooktop, double oven,

hot rock cooker and built in deep fryer. A large

home office is also on offer, perfect for running

a small business or just the perfect quiet place

to study. If a home run business is what you are

looking for, a large powered shed with separate

driveway is here ready to go - separately alarmed

to the house as well as a loft or studio above the

oversized double garage. Keeping the home

temperate is easy with polished concrete floor

heating, coonara fire, reverse cycle heating/

cooling, and ceiling fans. Additional features:

3 phase power, keyless entry, solar heating for

pool, gas heating for spa, outdoor shower,

23,000 litre water tank, automated greenhouse,

built in bar, new solar and heat pump hot water,

remote blinds to main living area and wired for

surround sound. A remarkable property - one of

Beaconsfield Upper’s finest.

chrispeake.com.au

CONSTRUCTED IN 1886

74 The Strand,Newport

comptongreen.com.au

AMA ZINGHOM ES





























































terrace













internal laundry


district views




















AMA ZINGHOM ES





























































terrace













internal laundry


district views




















AMA ZINGHOM ES

One of Coffs Coast most outstanding

homes situated in possibly Sapphire

Beach’s best position. The home enjoys

a sunny easterly aspect with picturesque views

taking in the ocean, sand, solitary islands and up

the coastline outwards the hinterland.

Cinque Terre embodies luxurious

surroundings in a beachfront estate with time

for relaxation, the essential ingredients for a

dream lifestyle or holiday.

There are several living spaces; the master

retreat has its own sitting area, massive walk in

robe, well appointed en-suite and access to an

undercover balcony. In total accommodation

caters for up to 8+ people with the properties

current use as a beachfront holiday let, this

home is earning a substantial income.

Gated beachfront enclave creates privacy

and security Direct beach access through

the beachfront estate Magnificent 150 odd

degrees ocean views from the home The home

also includes full security, reverse cycle air

conditioning, an impressive bi-fold door system

taking inside living outside onto the expansive

deck, impressive gourmet kitchen, plentiful

storage, cellar, double garage with internal

electronic -access plus extra parking for further

vehicles on the substantial driveway.

Private, peaceful and exceptionally secure, this

breathtaking home is located just minutes into

the Coffs Harbour CBD, restaurants, cafes and

attractions. Short stroll along the beach to the

surroundings resorts and their facilities.

The sheer scale, peerless quality and

exquisite elegance exhibited by this

brand new architect designed European

inspired family residence sets a new benchmark

in contemporary luxury. Incomparable in terms of

finish, fittings and attention to detail this superb

home offers the ultimate family accommodation

in one of Balwyn’s most prestigious locales

close to leading schools including Balwyn High,

Beckett Park, Balwyn Village and Whitehorse

Rd trams. Magnificently detailed ceilings and

marble and wide oak floors distinguish the

sumptuous formal sitting and dining room and

expansive family living and dining room opening

out to a wide north-facing balcony overlooking

the stunning landscaped garden with heated

pool and al fresco dining area. The state of the

art premium marble kitchen is fully equipped

with Gagggenau appliances including a steamer,

coffee maker and grill while the butler’s pantry

includes a Gaggenau deep fryer and wok burner.

An adjacent fully fitted scullery illustrates the

impressive attention to detail. On the lower

level, a home cinema room, 5th bathroom, sauna

and huge recreation room open to the garden

and pool. The opulent main bedroom with

dressing room, balcony and lavish marble en-

suite is accompanied by three further bedrooms

all with walk in robes and marble en-suites and

a spacious retreat. Comprehensively appointed

with lift, zoned heating and cooling, swipe entry,

alarm, video intercom, ducted vacuum, powder-

room, laundry, abundant storage, auto gates and

6 car basement garage.

EOI Close Mon 10th November at 12noon

nolanpartners.com.au

marshallwhite.com.au

HOLIDAY AT HOME IN

STYLE AND LUXURY

4 Beachfront Close, Sapphire Beach

PEERLESS QUALITY AND EXQUISITE ELEGANCE!

85 Winmalee Road, Balwyn

AMA ZINGHOM ES

One of Coffs Coast most outstanding

homes situated in possibly Sapphire

Beach’s best position. The home enjoys

a sunny easterly aspect with picturesque views

taking in the ocean, sand, solitary islands and up

the coastline outwards the hinterland.

Cinque Terre embodies luxurious

surroundings in a beachfront estate with time

for relaxation, the essential ingredients for a

dream lifestyle or holiday.

There are several living spaces; the master

retreat has its own sitting area, massive walk in

robe, well appointed en-suite and access to an

undercover balcony. In total accommodation

caters for up to 8+ people with the properties

current use as a beachfront holiday let, this

home is earning a substantial income.

Gated beachfront enclave creates privacy

and security Direct beach access through

the beachfront estate Magnificent 150 odd

degrees ocean views from the home The home

also includes full security, reverse cycle air

conditioning, an impressive bi-fold door system

taking inside living outside onto the expansive

deck, impressive gourmet kitchen, plentiful

storage, cellar, double garage with internal

electronic -access plus extra parking for further

vehicles on the substantial driveway.

Private, peaceful and exceptionally secure, this

breathtaking home is located just minutes into

the Coffs Harbour CBD, restaurants, cafes and

attractions. Short stroll along the beach to the

surroundings resorts and their facilities.

The sheer scale, peerless quality and

exquisite elegance exhibited by this

brand new architect designed European

inspired family residence sets a new benchmark

in contemporary luxury. Incomparable in terms of

finish, fittings and attention to detail this superb

home offers the ultimate family accommodation

in one of Balwyn’s most prestigious locales

close to leading schools including Balwyn High,

Beckett Park, Balwyn Village and Whitehorse

Rd trams. Magnificently detailed ceilings and

marble and wide oak floors distinguish the

sumptuous formal sitting and dining room and

expansive family living and dining room opening

out to a wide north-facing balcony overlooking

the stunning landscaped garden with heated

pool and al fresco dining area. The state of the

art premium marble kitchen is fully equipped

with Gagggenau appliances including a steamer,

coffee maker and grill while the butler’s pantry

includes a Gaggenau deep fryer and wok burner.

An adjacent fully fitted scullery illustrates the

impressive attention to detail. On the lower

level, a home cinema room, 5th bathroom, sauna

and huge recreation room open to the garden

and pool. The opulent main bedroom with

dressing room, balcony and lavish marble en-

suite is accompanied by three further bedrooms

all with walk in robes and marble en-suites and

a spacious retreat. Comprehensively appointed

with lift, zoned heating and cooling, swipe entry,

alarm, video intercom, ducted vacuum, powder-

room, laundry, abundant storage, auto gates and

6 car basement garage.

EOI Close Mon 10th November at 12noon

nolanpartners.com.au

marshallwhite.com.au

HOLIDAY AT HOME IN

STYLE AND LUXURY

4 Beachfront Close, Sapphire Beach

PEERLESS QUALITY AND EXQUISITE ELEGANCE!

85 Winmalee Road, Balwyn

AMA ZINGHOM ES

A DAY IN A LIFE

Quite simply it was a mind shift for me.

AMANDA BECKEFIRST RESIDENTIAL

What does a typical Monday – Friday look like to you? A typical day starts with a swim at 5:30am. From 7:30am I drive through my farm area to the office, trying to take a different route each day, then quick team catch-ups. On Monday’s I finish any Saturday call-backs and add everyone to the CRM, call all vendors and send vendor reports. On Tuesdays we have a team role play session and our sales meeting. On Friday’s I pre-pare for Saturday’s OFI’s, get my car washed and get ready for the weekend!

Give an example of your regular weekend? I NEVER go out on Friday nights. I try and get out of the office by 5pm at the latest to have the car cleaned and fuelled. I love the excitement and energy that Saturday brings. Open Homes, buy-er call backs, EOI’s, contracts and nego-tiations. I can work up to as late as 10pm when offers and negotiations are taking place, although I try and finish no later than 8pm. Sunday is my day to relax, take it easy and re-charge my batteries.

How many prospecting calls would you be doing a day? I try and aim for at least 10 connect/discussion calls to my pipeline. Calls to outside of my pipeline are made at any time of the day and a lot is done while driving. I am ALWAYS prospecting, business developing and asking for the business - it doesn’t matter who it is. How much time do you spend talking with your hot list each day? I make the calls and touch base at least a few times a week, even daily if I feel that they need it or that they are particularly close in the decision making process.

Is there a piece of dialogue or a strat-egy that you find yourself using each day? For a current listing and person that attended an open, if you’ve obtained that they have no further interest in this property then I always offer to try and help them find something else more suitable. “So you’re not interested and I appreciate your feedback, but so that I might be able to help you even fur-ther, the property that you are currently in………. are you looking at renting that property or selling it?” Depending on their response: ”Have you seen someone regarding your home in the last few weeks?” (this part of my question is loaded and very important) in regards to the property and where it’s currently sitting in the market.

What’s the biggest challenge you face on a day-to-day basis? 1. Finding another potential seller to fill up the pipeline as I tend to sell my list-ings very quickly2. People making their minds up3. Balancing it all and having enough ho-urs in the day when things get a bit crazy!

What’s the day you look forward to most each week and why? Saturday- The excitement and energy is a great feeling! It’s the day to ensure a lot of money is made for my clients and for my own family and I. Sunday- This is the day I get to spend with my family and I don’t have to dress up if I don’t want to!

What’s been the biggest change you’ve made to see your results change? 1. Listening to the experts like Michael Sheargold and others in RER Network has been instrumental. 2. Quite simply it was a mind shift for me. I actually thought that the ingredients to a successful career was working hard, being a good person and a few other things. While they are important quali-ties and factors to have in this industry, they aren’t factors to true success if your mind is filled with chatter and self-sab-otage! For me it was about where my mind was, I stopped making excuses and stopped just dreaming about what I wanted and started believing in it.

What do you enjoy most about working in Real Estate? I’m a people person and love meeting new people and helping them wherev-er possible. So I enjoy getting to help people, in some instances an outstand-ing sale price can change their lives and that is an amazing and rewarding feeling. Each transaction that I under-take is very personable - this sets me apart from other agents that they have dealt with in the past and ensures a long-term relationship.

What piece of advice would you have liked to receive when you were first starting out? To be appreciative and more grateful for what I am doing as a career.

What’s your next holiday destination?We are having a White Christmas in Europe this year and I cannot wait!

How do you reward yourself when you reach a large goal?An overseas holiday at least every 2 years and the goal is to make it every year.

I’M A PEOPLE PERSON AND LOVE MEETING NEW PEOPLE AND HELPING THEM WHEREVER POSSIBLE.

20

Not all real estate agents are the same

NATHAN DOBBSNOLAN PARTNERS

What does a typical Monday – Friday look like to you? Monday morning is locked out for open for inspection follow up calls and owner reports. Tuesday afternoons are booked out for by appointment viewings and appraisals. Wednesday starts off with a sales meeting in the morning and then viewing all new listings coming onto the market that week. Wednesday afternoon consists of five client nurture calls and five pipeline calls. Thursday mornings until midday are locked out for by ap-pointment viewings or appraisals then from 1.30pm -5.30pm is my prospect-ing, which is letter box dropping one of my four areas to make sure they get an update once a month. Fridays then consist of viewings and apprais-als in the morning and prospecting in the afternoon, 20x10x10 calls around my successes, sign count, phone calls around other agent’s signs and also my newsletter.

Give an example of your regular weekend? A regular weekend for me will usually consist of me doing 4 - 6 open for in-spections on the Saturday and try and end the day with a surf. Sunday is my day to spend time with my girlfriend.

How many prospecting calls would you be doing a day? 20 calls in my immediate BDA. How much time do you spend talking with your hot list each day? This can vary but for example if I’m working with 20 people on my hot list, I would aim to call 4 per day. I would usually spend 10mins on the phone

with each contact so around 40mins of my day is spent on my hot list.

Is there a piece of dialogue or a strategy that you find yourself using each day?For me this would have to be qualify-ing buyers when being called about my current listings. I find myself auto-matically asking them questions now like “Do you mind me asking, have you currently sold a property or do you need to sell to buy or do you have pre approved finance?” “Have you set a price range for yourself in which you wish to secure your ideal property?”

What’s the biggest challenge you face on a day-to-day basis? Helping the people that I meet under-stand that not all real estate agents are the same. My belief is that if I can give one person a great experience, they will tell ten people about me but if I give them a bad experience they will tell one hundred.

What’s the day you look forward to most each week and why? I enjoy the open for inspections on a Saturday and interacting with pro-spective purchasers. However for me it would have to be my Sundays, after a six day week it’s great to relax!

What’s been the biggest change you’ve made to see your results change? This is a question that’s had me thinking a lot, for me though I feel by becoming a licensed agent and an auctioneer it’s cemented the fact that this is my career path. I would say the biggest change by doing this was

the mindset change it had for me and the choice to work as a commission only agent, has also made me see a change in my results by keeping me focused.

What do you enjoy most about work-ing in Real Estate? For me it would be helping someone on their journey and being able to make that possible by either getting them a great sale price, or finding them that ideal property. Negotiating is something that I enjoy and although it can get stressful, it feels good to put the deal together.

What piece of advice would you have liked to receive when you were first starting out? Advice on handling objection would have been great. Starting out as an agent and heading straight out into the public can be daunting, and objection is something that you soon face as a young agent with no experience.

What’s your next holiday destination?My grandmother owns a holiday home by the beach at Crescent Head and I’ve been meaning to make more use of it!

How do you reward yourself when you reach a large goal?For me this would usually be checking out new stand up paddle boards and going into Fishing Tackle Australia and getting something to add to my collection.

BIGGEST CHANGE HAPPENED WHEN I CHANGED MY MINDSET

21

Make the decision to look after the clients first and the results will come

MIKE MUNCEYPHILIPWEBB REAL ESTATE

What does a typical Monday – Friday look like to you?Monday - Team meeting, admin set up for the week for opens/auctions, callbacks and hot deals we are work-ing on, listing appointments in the evening.Tuesday- Sales Meeting, caravan run, prospecting block time, listing ap-pointments.Wednesday - Scripts and Dialogues meeting, prospecting time, listing ap-pointments, twilight open homes from 5pm.Thursday- prospecting in the morning, listing appointments, campaign meet-ings or pre auctions afternoon, twilight open homes from 5pm.Friday- work from home on the phone! Give an example of your regular weekend?Wake early on Saturday, get in have the day already pre-set up, opens and auctions on the Saturday, final-ize hot deals or loose ends, home by 5.30pm. Sunday is a rest day, go out

for breakfast with my wife and son, continue with renovations or catch up with family. How many prospecting calls would you be doing a day?100 connect calls per week to pros-pects, past clients or referral contacts is the target.

How much time do you spend talking with your hot list each day?I carry my pipeline with me cater-gorized into a,b,c and make calls to these people each day, say an hour. Is there a piece of dialogue or a strategy that you find yourself using each day?It’s not the promise of a price that is important it is the execution of the process that creates the outcomeUltimately its not how long the prop-erty has been on the market its how long the buyer has been in the marketFundamentally the quality of the agents negotiation skill and the ex-posure created by the marketing plan that determines the final sale result. What’s the biggest challenge you face on a day-to-day basis?Time management with distractions from non-dollar productive tasks, finding time to step away from the business to plan. What’s the day you look forward to most each week and why?Saturday Auction day without doubt, the excitement and engagement of a

hot auction or busy open home ulti-mately achieving great results for our clients is the thing that provides the most satisfaction. What’s been the biggest change you’ve made to see your results change? Making the decision to look after the clients first and the results will come. Setting written goals, reviewing them regularly and surrounding yourself with like-minded people who will push you out of your comfort zone. What do you enjoy most about work-ing in Real Estate?Seeing the effect our work and results have on peoples lives. Helping people out of financial difficulty, allowing families to have a stay at home parent from the over reserve result, provid-ing a mortgage free life. These are the things that make it worth it. What piece of advice would you have liked to receive when you were first starting out?Create an accurate database and start from day one. Put everyone who you meet into a CRM and set trails and keep in touch. What’s your next holiday destination?Adelaide over Christmas to see family, but we have a Fiji holiday planned early 2015. How do you reward yourself when you reach a large goal?Traditional celebration in our house-hold is Moet champagne and pizza.

HELPING PEOPLE OUT OF FINANCIAL DIFFICULTY, ALLOWING FAMILIES TO HAVE A STAY AT HOME PARENT FROM THE OVER RESERVE RESULT, PROVIDING A MORTGAGE FREE LIFE. THESE ARE THE THINGS THAT MAKE IT WORTH IT.

22

Work hard and don’t sweat about the small stuff.

TRACEY FENWICKNEWTON REAL ESTATE

What does a typical Monday – Friday look like to you? Very structured, it’s easy to fall into the trap of wasting time, so I have an ideal week which I endeavor to stick to. Monday’s and Tuesday’s are buyer call backs, Wednesday, Thursday and Friday I focus on generating. Satur-day’s are our show day and always busy with lots of open homes.

Give an example of your regular weekend? A typical Saturday starts at 5am with a class at the gym before breakfast with the kids, then off to a full day of open homes. Usually no plans for the evening as never sure when your day will end.

How many prospecting calls would you be doing a day? I aim to do 40 prospecting calls per day. How much time do you spend talking with your hot list each day? As these are my most important clients (apart from my vendors of course!), they are always my first port of call in the morning.

Is there a piece of dialogue or a strategy that you find yourself using each day?So that I may help you, at what stage are you at in the buying/selling pro-cess.

What’s the biggest challenge you face on a day-to-day basis? Staying on track and not being inter-rupted or distracted. Time manage-ment is a big factor and being disci-plined enough to stay focused.

What’s the day you look forward to most each week and why? Workwise, I look forward to Saturday as this is the day where we showcase what our team does best and get to interact with potential clients. Person-ally I look forward to Sunday, my day off and spending it with my family.

What’s been the biggest change you’ve made to see your results change? Changing my thought process and helping the client, what I can do for them rather than what can get out of the relationship. Changing the struc-ture to my day and being committed to staying on track and sticking to my ideal week.

What do you enjoy most about work-ing in Real Estate? I love the flexibility. Having 3 children, my job allows me the flexibility to attend their school functions etc. I also enjoy the thrill of putting a deal together and obtaining a great price and results for my clients.

What piece of advice would you have liked to receive when you were first starting out? Work hard and don’t sweat the small stuff.

What’s your next holiday destination?Camping at South West Rocks at Christmas with the family. No power and no electronics!

How do you reward yourself when you reach a large goal?Having just built a new house, finish-ing off landscaping etc is where our focus is at the moment. One day a holiday in the south of France!

WORKWISE, I LOOK FORWARD TO SATURDAY AS THIS IS THE DAY WHERE WE SHOWCASE WHAT OUR TEAM DOES BEST AND GET TO INTERACT WITH POTENTIAL CLIENTS.

CHANGING THE STRUCTURE TO MY DAY AND BEING COMMITTED TO STAYING ON TRACK AND STICKING TO MY IDEAL WEEK WAS THE BIGGEST CHANGE THAT MADE MY RESULTS BETTER

23

RENOVATION LETTER TO OWNERA letter to send to an owner letting them know that you’ve

noticed their renovations and invite them to contact you for a complementary appraisal.

Check out these tools - and many more on the RER Network Member KBase today!

JOHN CUNNINGHAM PRESENTATION PRINCIPAL ADVANCE -

EMPOWERING LEADERSHIPClick here to view John Cunningham’s presentation

from Principal Advance in Bali. John shares his key tips on Empowering Leadership.

MOMENTUM SESSION YOUR SPRING ADVANTAGE 4 MINS

Here Michael discusses a key strategy for you to have a brilliant end of year - Your Spring Advantage Plan!

RENOVATION FOLLOW UP LETTER TO OWNERA letter to send to an owner following up on the previous

letter you’d sent to them about their renovations and inviting them to contact you for a complementary appraisal.

ULTIMATE NEGOTIATOR’S HANDBOOKLike it or not, negotiating is the game of life. We play it in our business life with sellers, buyers and colleagues as well as in our personal life. Put simply, negotiation impacts every relationship we have in our life. So honing, improving and developing your negotiation skills and strategies is a real

key to unlock your true influencing potential.

MOMENTUM SESSION YOUR PIPELINE GAME 4 MINS

Here’s your chance to massively upgrade your pipeline - commit to this 4 week challenge to truly capitalise on the

great work you’re already doing!

RENOVATION LETTER TO OWNERA letter to send to an owner letting them know that you’ve

noticed their renovations and invite them to contact you for a complementary appraisal.

Check out these tools - and many more on the RER Network Member KBase today!

JOHN CUNNINGHAM PRESENTATION PRINCIPAL ADVANCE -

EMPOWERING LEADERSHIPClick here to view John Cunningham’s presentation

from Principal Advance in Bali. John shares his key tips on Empowering Leadership.

MOMENTUM SESSION YOUR SPRING ADVANTAGE 4 MINS

Here Michael discusses a key strategy for you to have a brilliant end of year - Your Spring Advantage Plan!

RENOVATION FOLLOW UP LETTER TO OWNERA letter to send to an owner following up on the previous

letter you’d sent to them about their renovations and inviting them to contact you for a complementary appraisal.

ULTIMATE NEGOTIATOR’S HANDBOOKLike it or not, negotiating is the game of life. We play it in our business life with sellers, buyers and colleagues as well as in our personal life. Put simply, negotiation impacts every relationship we have in our life. So honing, improving and developing your negotiation skills and strategies is a real

key to unlock your true influencing potential.

MOMENTUM SESSION YOUR PIPELINE GAME 4 MINS

Here’s your chance to massively upgrade your pipeline - commit to this 4 week challenge to truly capitalise on the

great work you’re already doing!

CASESTUDY

RERN can add so much diverse value to your business

STEVE KEMPKEMP REAL ESTATE

What were some of the challenges in your business prior to joining RERN? We are an independent agency, a little isolated in Port Lincoln, South Austral-ia, so training, leadership and advanc-ing our brand, were all getting stale.

What did your business look like prior to working with RERN?Prior to joining we had a strong brand with market share of 40-43% but busi-ness needed to be challenged (so did I).

How were you feeling about your business prior to working with RERN? I was feeling stale and wasn’t leading strong enough from in front.

What are the most beneficial aspects of the Network to you? Sharing ideas, learn from similar inde-pendent agents, refresh our marketing and procedures by sharing with other like-minded agents and principals – all of it has been of huge value. The RERN events - KickStart, Turning Point and the annual Principal Advance retreat have been incredibly beneficial.

How has the Network changed your leadership and business direction? I was getting a little stale after 30 years in real estate and RER has given me a new lease of life and focus. It certainly is true that a business will never overtake its leader!

How has the Network changed your team culture and performance? We certainly talk about culture all the time now and that we respect each other and I have noticed a big change in team work, support and communi-cation.

What impact has the Network had on your sales results?Results - quite amazing in our first year our turnover was up 20% and nearly all members of our team had their best years!

If a Principal is considering joining RERN what would you say to them? My advice is this – joining RERN has been the best thing I have done in my 30 years of real estate. I wish I had joined when I first talked about it!!

What was your sales turnover last financial year? (gross) Sales turnover $1,500,000 and now have 53% market share and grown rent roll to 540.

What would you say to an agency Principal who is stagnating? I would say this: “Invest in RERN. I am not aware of any other Network or group that can add so much diverse value to your business. RERN ad-dresses all the problem areas that I have encountered in my business.”

1

234

5

5 BIGGEST LESSONS IN BUSINESS?

A business will not overtake its leader

Not investing enough in training

Not having a recruiting plan

Not having a coach

Don’t procrastinate and not joining RERN earlier!

1Complete

new meeting procedures

and agendas

2 Upgrade of marketing material

(still work in progress)

3 New training schedule and

budget

4 A lot more account-ability for all team

members

5A new focus

on-my leadership

WHAT ARE THE 5 BIGGEST CHANGES YOU’VE MADE SINCE BECOMING A MEMBER?

TIPS FOR RUNNING

A GREAT BUSINESS?

• Lead from in front

• Have a coach

• Communicate openly and regularly

with all team

• Structured and planned meetings,

set goals and targets as team and

individual

• Train hard.. all of these form a great

team culture

TOP 5

25

L ess “train,” more “boutique hotel on rails,” Cruise Train will cost about $50 million to develop

and is the brainchild of Japan’s JR East Railway company, in collaboration with designer, Ken Okuyama, whose resume includes designing eyewear, furniture, and even Ferraris. His talent for producing sleek, innovative (and sometimes futuristic) design is what makes this train in a league all its own.With a 34-passenger capacity, Cruise Train will offer 10 carriages composed of both standard suites and split-level deluxe suites in addition to a dining car and lounge area. Contrary to what travelers are used to on the road, each deluxe suite will have a living area/loft on the top floor, a sleeping area below, and a private bathroom on the entry level in between.

This lavish bathroom features marble flooring with a classic, black & white theme. After getting primped and ready for the evening, guests can head on over to the dining car where one glass of champagne will have them forgetting that their romantic, white tablecloth restaurant is in motion.The real “wow” factor lies in the two glass-encased observation areas located on either end of the train—an eye-opening way to experience the countryside. Beyond being another opportunity to enjoy incredible view-points, the central lounge area is the perfect place to meet and mingle with fellow passengers on-boardThe opulent transport, which will cost about $50 million to develop and seats 34 people, will begin running in 2017.Thanks to: http://www.theagencyre.com/

WITH A 34-PASSENGER CAPACITY, CRUISE TRAIN

WILL OFFER 10 CARRIAGES COMPOSED OF BOTH

STANDARD SUITES AND SPLIT-LEVEL DELUXE

SUITES IN ADDITION TO A DINING CAR

AND LOUNGE AREA.

POWERFUL

PROSPECTINGCommon Sense into Common Practice…

by Real Estate Results CEO, Michael Sheargold

Without a systematic method of generating clients, you will rarely produce outstanding sales results consistently. Consistency in this business is incredibly important!

RERFEATURE

28

There are two main reasons why you might not be winning more listings:

You weren’t there! The sellers didn’t know about you – you weren’t ATT (At The Table). If there are people thinking of selling in your market place, and you’re not ATT, then you remove your chances of win-ning that business.

The sellers perceived your competi-tion to be more capable.

Know that there are two types of agents: Proactive - Who are agents out in the market place, connecting, prospecting, nurturing – making it happen. And then there are Reactive agents - These are agents who are waiting for something to land in their lap, then they’ll work on it.

Proactive agents will win the vast ma-jority of the business because they’re out there doing it and getting the listings.

The base of the Productivity Platform is Generating

If you’re great at generating you have a hunter mindset and a hunter capa-bility. The Generating Success that you’re experiencing will be a combi-nation of four pillars that leads to suc-cess and achieving your goals:

1. Prospecting – what we’re focusing on today.2. Nurturing – the quality of nurtur-ing of those relationships you already have.3. Networking – with your Circle of Influence (COI) and those people who can have a significant level of influence.4. Marketing – not property marketing but the type of marketing where we

REMEMBER - WHAT YOU CONSISTENTLY APPLY

ENERGY TO WILL ACHIEVE SUCCESS!

GENERATING

pipeline

listingproperty

listingproperty

THE PRODUCTIVITY PLATFORM

Here is a brief descripton of The Productivity Platform:

the productivity

platform

100$ productive time

can put you as an agent and position you in the marketplace as their agent.

The mix of all four is based on where you are as an agent. For example, if you are an experienced agent in your marketplace, and you have listed and sold 1 or 2 properties a month, that puts you in a category that you should have a lot of your business generation activities coming from Nurturing, Net-working and Marketing, with a small-er focus in terms of Prospecting. But if you’re new to the business, then the fastest way for you is to redirect some energy into your Prospecting activity.

You can think of this like a tap. And if you want more water in the bath, you turn the tap on faster and if you want less, you turn the tap back.

Pipeline is the ability to nurture those people we already know and are con-nected with, that you know are selling in the foreseeable future.

At a listing appointment, this is your Hour of Power - being a brilliant pre-senter and being able to connect and build instant rapport with differ-ent kinds of people. This is where the flexibility and the adaptability come in.

JUST REMEMBER THAT “A BUYER TODAY IS A SELLER TOMORROW”.

With listings, you need to be brilliant with your qualification process and that will do one of two things: gener-ate opportunities into your Pipeline or, going to the next step and meet and list the property. Again, two things may happen there. Either they are not ready and they go back into your Pipe-line or go the next step and take their property to market.

Selling has two components: a pro-ject management component, and a people management component. With selling, you need to be great with your qualification process for buyer inquir-ies. This could be by email, phone calls or even someone walking in. With that in mind, let’s look at the buyer frames that exist along the managing, negotiating and selling property to Hot buyers and different areas of your Pipeline buyers.

Your Goal = At least 4 Listing Leads per week.

29

This means, your Prospecting, Nur-turing, Networking and your Market-ing need to be working together to create this short term goal of 4 op-portunities landing into your Pipeline per week. They may not all be now opportunities, a lot of them will be fu-ture opportunities. But if you have the consistency of 4 going in per week, I can pretty much guarantee that you’re going to have consistency of a couple coming out per week. Some people may want to sell, some may renovate, some you may not have the opportuni-ty and some will rent the property and move overseas.

120 Proactive Calls per weekThis may be a shocking number but the reason for this is when you have that momentum happening in the business, the results coming out of that are huge! You might load the front of the week by doing 40 calls from Monday till Wednesday. These aren’t all prospect-ing calls - there are so many other op-portunities - if you have in your mind when you’re doing 30 calls a week you’re doing a great job, you need to re-frame that mindset. You want to speed up this part of your business to generate the opportunities in your Pipeline.

This will make your dialogue bet-ter; it actually takes care of itself. If you don’t have a valid reason, at best you’re going to sound fluffy. When you have something valid to communicate you come across as strong and direct and your clients will stop and listen to you.

Prospecting Opportunity ListPROPERTY CENTRIC – This is the most effective prospecting strategy I’ve seen so far. Think of every single one of your properties as an epicen-tre of prospecting success. Think in terms of “how property centric am I?”. Within that, you will have proper-ties called “Priority Properties.” My goal for you is to look at 1 or 2 Prior-ity Properties per month and how you can capitalise on those. What PR can

ALL ROADS LEAD TO

GENERATING

30

AN IMPORTANT NOTE ABOUT YOUR PROSPECTING CALLS -

YOU MUST HAVE VALID REASONS TO

CONTACT PEOPLEoccur with that? What prospecting you can do around those properties? Basically, what activity levels you can do around this property to capitalise on the opportunity to present it more effectively to your marketplace and to best position you as the agent of choice in your marketplace.

OPENS AND BUYER ENQUIRY – as a career agent, you want to make sure your opens stand out! This is a key opportunity for you to stand out and present yourself to your marketplace. While it is not Proactive Prospecting, it’s Reactive - you’re waiting for peo-ple to turn up. How responsive you are makes a massive difference to the op-portunities there. Opens are your op-portunity to ask: “Where are you in the buying or selling process?” You can start to guage whether someone is a potential buyer or seller. Then always ask for an email address to keep them updated with what is happening in the market place.

10 X 10 X 20 – When you put a proper-ty to market in a street, the Reticular Activating System (RAS) of the owners in that street, their awareness around properties increases. It becomes a discussion at dinner parties, barbe-cues and other social interactions. You can capitalise on this. There are three logical times: Before the signboard goes upDuring the campaignOnce it has sold

HOT SPOTS – you can uncover these by using a technique called Prospect-ing by Driving Around. Do not drive

the same way or road to or from work. Drive Around. You might stumble on garage sales, renovations, and houses being painted or prepared for sale.

HOT STREETS AND BUILDINGS – the goal here is for you to know more about a particular street/s than the people living in it. You can ask the neighbours and create a portfo-lio about the street. What you can do here is a combination of Marketing and Prospecting activity. The Market-ing is literally creating the “hot street” report. You can talk about the sale of properties for the last 3, 6 and 12 months. Average sale price now com-pared to 5 or 10 years ago. It will liter-ally be a property report. Same deal with a particular building/s.

REVERSE MARKETING – The best at this is the recruitment industry. They can effectively create an opportuni-ty where opportunity doesn’t exist. In real estate, most agents are con-cerned about finding the stock ver-sus flipping it over and finding the hot buyers who are cashed up and ready to go and finding them property.

EXPIRED LISTINGS - There are cer-tain agents who are good at expir-ing property. Follow these particu-lar agents. If someone is selling their property, the assumption is they’re in-terested in buying. I suggest you build a buyer relationship with the seller.

“Congratulations on your decision to sell, typically those looking to sell are looking to buy. I’d love to help you with your buying needs.”

Based on the length of agent’s agree-ment, the goal is to know when their agent’s agreement is expiring.

“Hey look, just wondering, how’s the sale of your property going? Because we’ve had some really cool results over the last little while selling prop-erties similar to yours.”

“There’s only 1 of 3 or 4 reasons why your property hasn’t sold. How about I drop in and have a chat? “

THE REASONS GENERALLY ARE:• Price• Presentation• Promotion/Marketing• Agent

PRIVATE SALES - Two reasons why an owner decides to privately sell; they think they can save money or they haven’t met a great agent…yet!

Here’s some suggested dialogue: “Congratulations on your decision to sell. I’d love to pop over and have a look at your property and see if there’s any opportunities for me to refer buy-ers to you. Would that be ok?”

Here you can establish rapport, com-municate and build a relationship with the seller. After the first week of opens: “We have had a property simi-lar to yours go to market and we had x amount of groups through our open. How many did you have? … Hmm, that’s interesting. Well, good luck.”

Now, do this again after another week. And add the question: “Could

31

you help me understand, is the reason you’re selling privately is you want to save the fee or you have not yet met a great agent?”

They can say one of the two reasons, or both. This is where you can ask “Well why don’t I pop over and see if I could help? By the way, how long do you plan on selling this property yourself?”

Prospecting is all about being pro-active and strong in your position-ing. You will have times where you hit some objections though. So here is a list of some disempowering beliefs, and some empowering beliefs for you to use.

AFTER READING THROUGH THESE TIPS AROUND POWERFUL PROSPECTING, DO YOU HAVE

A LIST OF THINGS THAT YOU ARE LOOKING TO STOP, START AND CONTINUE?

Dis-empowering Beliefs• I don’t have time to prospect• The leads I get from prospecting are

not that good• If they say No, it will hurt me• Low self esteem• No systematic approach• No ideal week• Don’t control distractions

Empowering Beliefs• “My most important appointment

is prospecting. I do it first up every day.”

• “I qualify all leads I generate and have an approach to handle those that aren’t ready yet.”

• “People appreciate a professional sales approach and need only say

‘no’ of they’re not interested.”• “I have a list of categorised pros-

pects of influencers and a set ap-proach for each category.”

There are some agents that think there is only one skillset to being a great agent, but it’s the wrap-around of all these skillsets in the Produc-tivity Platform that make you work in a super effective way and become a stand out agent in your market.

GO OUT THERE AND MAKE IT HAPPEN!

32

KickStart is RER Network’s biggest annual event!

Monday & Tuesday, February 16th & 17th

DAY ONE 8.00am for an 8.30am start to 4:30pmAgents, Sales Managers, Property Managers & Principals.

DAY TWO9.00am to 4.00pm Sales Managers & Principals only

This is the one event where the entire Network gathers to learn and gain motivation to become market leaders!

MELBOURNE CONVENTION CENTRE 1 CONVENTION CENTRE PLAZARegister online via the RERN Members site or call the office on +617 5592 4344 and speak with the team.

Rise Above

L ess “train,” more “boutique hotel on rails,” Cruise Train will cost about $50 million to develop

and is the brainchild of Japan’s JR East Railway company, in collaboration with designer, Ken Okuyama, whose resume includes designing eyewear, furniture, and even Ferraris. His talent for producing sleek, innovative (and sometimes futuristic) design is what makes this train in a league all its own.With a 34-passenger capacity, Cruise Train will offer 10 carriages composed of both standard suites and split-level deluxe suites in addition to a dining car and lounge area. Contrary to what travelers are used to on the road, each deluxe suite will have a living area/loft on the top floor, a sleeping area below, and a private bathroom on the entry level in between.

This lavish bathroom features marble flooring with a classic, black & white theme. After getting primped and ready for the evening, guests can head on over to the dining car where one glass of champagne will have them forgetting that their romantic, white tablecloth restaurant is in motion.The real “wow” factor lies in the two glass-encased observation areas located on either end of the train—an eye-opening way to experience the countryside. Beyond being another opportunity to enjoy incredible view-points, the central lounge area is the perfect place to meet and mingle with fellow passengers on-boardThe opulent transport, which will cost about $50 million to develop and seats 34 people, will begin running in 2017.Thanks to: http://www.theagencyre.com/

WITH A 34-PASSENGER CAPACITY, CRUISE TRAIN

WILL OFFER 10 CARRIAGES COMPOSED OF BOTH

STANDARD SUITES AND SPLIT-LEVEL DELUXE

SUITES IN ADDITION TO A DINING CAR

AND LOUNGE AREA.

WINNINGTHE NEGOTIATION GAME

by Real Estate Results CEO, Michael Sheargold

It is my belief that negotiating really well is what you as an agent, get paid for. This article is designed to give you some fast, key strategies to help you negotiate even more

effectively. Recharge and refocus on your negotiation tips and be confident to negotiate more effectively with your buyer

and sellers!

RERFEATURE

34

Let me first talk about the two modes of negotiating:

1. You’re a participant in the negotia-tion – will I hire you to sell my prop-erty? Do I believe what you’re actually saying to me? Am I going to back you as the winner to be able to achieve my property goal?2. You’re an adviser in the negotiation – you can’t make the decision to buy or sell in behalf of someone, but you can advise them. You can give them the information so they can make an informed decision about moving forward.

The fastest way for you to get what you want... Help other people get what they want! In this business it is not possible for you to achieve your goals unless you are helping other peo-ple achieve their goals. From a listing

point of view, you need to come from the point of view of you wanting the listing so you can provide the level of service and experience that has them become a raving fan out there in the market place, spreading exceptional word-of-mouth and having them be-come part of your ‘unpaid marketing team’. With a buyer, they are looking to secure their desired property at the lowest possible rate – whereas a seller is looking to sell their property at the highest possible rate – herein lies the tension of the real estate business and your goal, as an agent is to ensure the seller and the buyer both walk away delighted with their experience.

The ultimate question here is “What is the most effective pathway to an ideal outcome?” Your potential clients need to think: “You provide me a significant value upgrade when I have you on my

team” – particularly from a selling point of view. Secondly, A strong belief in what you’re selling – you and prop-erty. People buy properties because they see value in it. Typically this has two big drivers in terms of purchasing property:a) Lifestyle Driver - “What lifestyle do you want to achieve and does this property meet that lifestyle criteria?”b) Financial Driver - “Does this prop-erty meet my financial point of view?” For wealth creation and investment.

THE KEY TO NEGOTIATION IS HAVING EACH PARTY

FEEL THEY’VE DONE THE BEST DEAL THEY COULD – IT HAS ALMOST NOTHING

TO DO WITH MONEY.

35

We need to be clear on the “Goal of the Goal”. When someone buys a prop-erty, they’re buying it for a reason, and the clearer you are on the goal of the goal the more motivation you can have on the negotiation process. Similarly, when someone sells a property, the clearer you are on the goal of the goal, (the reason for selling) the more you can focus on helping achieve that par-ticular outcome.

Let’s move now to “At Listing” Negotiating. You are now in participa-tion mode. • Hiring you - the big question of “Are

you ready to put me to work?” • Method of sale• Pricing strategy• Marketing program

GENERATING

Negotiate and sell

Listing

Qualify

Meet&List

Market

Qualify

Show

Hot Buyers Managing Buyers

Managing Sellers

Selling

Client Nurture Strategy

Purchaser Nurture Strategy

• Fees - if you’ve done a great job of selling the value of doing busi-ness with you, the fees won’t be as important!

If we look at the Treasure Map, the top most part is Negotiate and Sell. But when you think about it, your negotiat-ing starts when you qualify a potential buyer, when you’re at the listing, when you’re presenting a pricing strategy, when a client calls in to ask ques-tions about a property…all of that is part of the negotiating process. From the very first time you interact with a buyer or seller, think ‘negotiation’. Also be thinking “advancement”. “I’m about to call an owner – how can I ad-vance this? I’m going to call a Pipeline A seller – what can I do on this call to advance the process?” “I’m about to have a mid-way meeting with a seller – what can I add to this meeting to ad-vance this?” This type of thinking will lead to “SOLD”. What can I do to have a higher advancement process? Be thinking in this mode!

There are two questions that I want you to have in your toolkit. They are: “Why

buy now?” and “Why sell now?” The best way is to brainstorm with your col-leagues all of the reasons you can think of and put them up on a whiteboard. If you’ve been keeping media files on your local area, the “Why buy now?” and “Why sell now?” exercise will be fun and you’ll be amazed at all the rea-sons that can come out of your team brainstorm session. It is essential that you do this, so when you are talking to potential buyers and sellers you have an arsenal of information to use in that conversation.

With the subject of winning the Negotiation Game, there’s a couple of strategies I can share with you.

First is the Negotiating Funnel. We’ve established that your negotiating starts with Marketing. So your mar-keting has to have standout capabili-ties to create a level of interest. The next step in the funnel is Interest. I’m suggesting if it’s a phone call or email that comes in, you need to have a high level of responsiveness to that and pop some energy into it. Effectively what we want to get to is to the third level

THE FASTEST WAY FOR YOU TO GET WHAT YOU WANT... HELP OTHER PEOPLE GET WHAT THEY WANT!

36

NEGOTIATING FUNNEL

MARKETING

INTEREST

INSPECTIONS

ENGAGEMENT

OFFERS

SALE

on the Negotiating Funnel, which is Inspections. If it’s a private inspection, I would like you to have a 3-to-1 strat-egy. In other words, someone that has inquired about 1 property, you show them 3 properties – keep in mind they have to be in range. This creates con-trast and shows them the level of in-spections and service that you have compared to your competitors. We are looking to create Engagement. We’ve talked about engagement and mar-riage in real estate, and we’re actually looking for multiple engagements in a property and then a marriage. To have people more engaged in a process is moving them from a logical mode into an emotional mode about the prop-erty. This leads to Offers. From there, the next goal is of course, the SALE. Where do you think you need the en-ergy on this process? The answer is on every single level.

Let me do a recap of the “station” that buyers are tuned into, and that is Buyer FM. The more you speak my language as a buyer, the better results you will produce. Sometimes, an agent does less conversation with buyers

and too much interrogation. Given this, these are tips for Buyer FM for a specific Property:1. Property – What will this property facilitate lifestyle wise and from a fi-nancial point of view? What is it about the property that a buyer might be in-terested in? What are the non-obvi-ous features of the property? Ask the owners about this! You need to sell the potential of the property as well. Most buyers cannot visualise what isn’t there or a potential feature of a prop-erty that could be developed. By listing these and creating interest you’re one step closer to creating engagement. 2. Street - What is it about this street that will interest and stand out for a buyer? This is where you need to know your area and street statistics, so you can say: “In the last 2 years, there has been only 2 properties sold which tells you that this street is very tightly held and people love living here”. How has the street performed in the market? 3. Area – The same goes for the area. What is it about this area that makes it attractive to live in? Is this a safe area? What properties are sold in this area? Is this a good area to invest in?

Do people enjoy living in this area? Are there any interesting facts or history about the area?

Buyer Negotiating – tips to remember Emotional Connection - The more emotional connection, the higher someone is willing to pay for a proper-ty. When they see themselves living in the property, their furniture placed in the property, their kids playing in the backyard - that’s when they fall in love with the property and have an emo-tional connection.Offer extraction – Getting someone ready to put an offer in! This is when you can say: “Clearly you love the property, and now you want to own the property.” You are the key interested party in this property. It is now time to secure the property.” You need to posi-tion the property in the correct way to negotiate more effectively. Price – This is part of the offer extraction. Terms – remaining terms of the prop-erty. “You are in the box seat to secure this property. We need to go in with a great offer with terms that are going to work for you, and the owner to se-cure this property.”

Seller Negotiating – tips to remember• “It’s important for you to remember that I’m on your Team.” - This is you making the client feel you’re working with them. • The best possible result – The best possible result for you in achieving your property goals. • Keep price – There’s another price aside from the sale price, which is the keep price. Maybe two weeks into the campaign you can say: “I’m clear on what you would sell the property for

THERE ARE TWO QUESTIONS THAT

I WANT YOU TO HAVE IN YOUR TOOLKIT. THEY ARE:

“WHY BUY NOW?” AND “WHY SELL NOW?”

37

today, I just need to be aware of your keep price.” This is where the property is more important for you to keep than sell and move on. • Information vs. Advice – Your goal is to provide them with the informa-tion so they can make an informed decision. “Here’s the information, this is the first serious offer we’ve had. Ultimately it’s your decision, and I can’t tell you what offers will come in a month’s time, but this is the situa-tion right now.” Let the seller to make an informed decision. This is where your case studies (both success sto-ries and horror stories) will come in handy!

Negotiation VariablesHave these on a sheet of paper to al-ways refer to – these are great to have in your tool kit!

1. Motivation comes before Negotiation – With most negotiations, the reason why they’re stalling is be-cause we have to go back and link in motivation. Everyone has a reason for selling. If you can tap into those you can understand more succinctly their motivation. From a buyer point of view, what is it that is motivating your

buyers to buy in that particular area, that particular street, that particular property?2. Needs... Wants... Desires... - The closer you can understand the needs, wants and desires (needs – a must have, wants – I would really like this, desire – I would love this). You can starting seeing the flexibility of where the buyers sits in terms of needs, wants and desires once you know the answers to these questions. 3. Supply and Demand – You negotiate the highest price in the market place that’s presented to you at the time. Real estate is driven by supply and demand.4. Scarcity and Urgency – How can you create scarcity in this property? How do you make the property so unique and stand out to make potential buy-ers believe that if they missed this property, they’d miss out on some-thing? Present information with a level of energy, enthusiasm and urgency that creates momentum. 5. Flexibility = Strength – I’m sure you’ve heard the strategy around an-swering question’s with a question. If someone asks you a question, do not feel that you are compelled to answer it. Have the flexibility to answer it in

another way. To switch it in a differ-ent way to present it. “Are the sellers negotiable on price?” “Well is this the type of property you’re looking for? Is this the property you’ve fallen in love with? Is this the property you’d like to secure?” Think about how you can switch questions and create a bet-ter question to create dialogue and engagement. 6. Perspectives – The ability to step into another person’s shoes. To be in the client’s shoes. Where they are coming from, what is important for them, and what so they want to achieve? It is essential to always be thinking in perspectives.

Negotiations must-have dialogues • “It’s my job to give you the informa-tion as clearly and accurately as possi-ble so you can make an informed deci-sion about moving forward.”

• “My recommendations are based on what’s best for you to achieve your property goals.“When you’re coming from this energy, a buyer and seller will recognise this and respond to it!

THE MORE YOU SPEAK MY LANGUAGE AS A BUYER, THE BETTER RESULTS YOU WILL PRODUCE

38

✓ THE TRADE OFF PRINCIPLE – In

a negotiation, you will only have

trade off capabilities if you are in

the trade. ✓ THE LAW OF CONTRAST – If you

only talk about 1 property, the buyer

may not have enough contrast to

where the property sits. Same goes

for the seller – give them feedback

on their property but also on prop-

erties in the area, or past proper-

ties you’ve sold. ✓ WALK AWAY POWER – Even if

you don't have this, act like you do.

Care, but not as much. You could

say “Well, look if this property is not

right for you, it's not right for you.

Let’s move on and find something

else for you.”✓ AGREEMENTS – Always focus

on the agreements in a negotia-

tion. “We agree on X, we agree on

Y, we agree on Z. There is just one

little issue…” That issue could be

the price, the terms, or the amount

of deposit. Whatever it is, continue

to focus on the agreements. “The

owners would love to see you living

in the property and enjoying the

property as much as they have.”

✓ CHALLENGE AND CONVINCE

ME! – From a buying point of view,

when a low offer comes in that

you weren’t expecting, you can ask

them: “Can you convince me why

the property is only worth $X? In my

point of the view the property repre-

sents excellent value for money at

the full asking price. If we came in

NEGOTIATION QUICK-TIPScloser to the full asking price, I’m

sure we could present that to the

owners as an offer. Ultimately it’s

their decision.” Get the buyers to

present the offer to you in writing,

with their thoughts and concerns

as to why the property is only worth

$X. They could actually give you

some excellent information that you

can relay back to owners.

✓ HARD ON THE ISSUE, SOFT ON

THE PEOPLE – without knowing it,

you may have fallen into the trap of

being hard on the people, soft on

the issue. If you say “The owner is

being really difficult on the price of

the property.” The issue is the price

– not the owners. You can say; “The

owners are lovely people, they’re

looking for someone to enjoy the

property as much as they have, we

do have an issue and that is the

price. Let’s look at your flexibility

around the price.” This is where you

as an agent, need to be completely

across what the difference in add-

ing an extra $20 or $30k to a 10

year mortgage kicks in. It’s not

about the price of the property – it’s

about it’s affordability. Two different

things. Also with the sellers, you

can apply this strategy as well.

✓ THE PULL BACK AND SQUEEZE

– you want to be surprised with a

low offer. You can be a little cheeky

here, depending on your relation-

ship with them. Pull back a little as

if to say “Didn’t see that coming.”

Some cheekiness can be; “You

realise you get the house as well as

the land?” “Do you know this house

has a second level?”✓ SAY YES SLOWLY – If you say yes

too fast, they'll think they didn't get

what they want, or they could have

done a better job at negotiation.

✓ ISOLATION AND PARKING -

“Let's put the price aside for a mo-

ment. Can you see yourself living

here? Can you see yourself raising

your family here, living here for the

next 5 – 10 years?” If it's yes, then

“let's look at what we can do from a

monetary point of view to make this

work.” ✓ SUPPOSE... WOULD YOU…” -

Make a bold suggestion. Suppose

a buyer has put in a very low offer,

you could say: “At this particu-

lar rate, I don’t think the owner

would consider this offer favour-

ably. Would you then be back in

house hunting mode or would you

consider increasing the offer by

$50,000?” Make a bold statement.

“Suppose we are able to secure the

property at the full asking price?”

No. ”Well suppose we can increase

your offer by another $20,000?” Or,

“If someone put in an offer $30,000

more than yours, would you match

it or would you move on with your

search?” Get a level of flexibility around

someone’s thinking so you can

best help them achieve their

property goals.

SO – NOW YOU HAVE SOME AWESOME NEGOTIATION

STRATEGIES THAT YOU CAN START USING TODAY TO

CREATE RESULTS.

WHAT ARE YOU GOING TO START DOING,

STOP DOING, AND CONTINUE TO DO IN

YOUR FUTURE NEGOTIATIONS?

39

2015

Life is Art &

Art is Life....Sprinkle in a little bit of

theatre & a little bit of art.Create your own individual style.

Think Met Ball, think Tonys, Emmys & Oscars!

Monday, 16th February 7:00pm - 12:00amNational Gallery of Victoria: 180 St Kilda Road, Melbourne

TICKETS on sale now

$195per person

rernetwork.com.au

...reach your goals. Reward yourself & make 2015

the year that you soar to new heights and take home an ARERA.

Nominations are now open forAustralasian Real Estate Results Awards 2015

Setyour

goals...

2015

Life is Art &

Art is Life....Sprinkle in a little bit of

theatre & a little bit of art.Create your own individual style.

Think Met Ball, think Tonys, Emmys & Oscars!

Monday, 16th February 7:00pm - 12:00amNational Gallery of Victoria: 180 St Kilda Road, Melbourne

TICKETS on sale now

$195per person

rernetwork.com.au

...reach your goals. Reward yourself & make 2015

the year that you soar to new heights and take home an ARERA.

Nominations are now open forAustralasian Real Estate Results Awards 2015

Setyour

goals...

PETER MCCORMACKMCCORMACK BARBER

1

2

3

4

5

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?Q&A

Daily gratitude’s

To do list

Finding listings

Do/Doing/Done board

Quality time with family

I started in real estate delivering pamphlets at the age of 10

MEMBER’STALK

FUNNY MOMENTWhat has been your funniest or strang-est experience in Real Estate to date? Too rude to say, but if you get a chance, ask me….. it is hilari-ous!

How long have you been in

Real Estate?

19 years

WHAT IS YOUR BIGGEST ACHIEVEMENT TO DATE? ORGANICALLY GROWING THE LARGEST RENT ROLL IN ORANGE IN UNDER 6 YEARS

How do you keep balance in your life?

What is balance!?

WHAT WAS YOURFIRST JOB INREAL ESTATE?DELIVERINGPAMPHLETSAT THE AGE OF

10

If you could spend the day with anyone in the world to gain skill and knowledge, who would that

be and what skill would you like to walk away with?

Prince Harry…. How to party!

WHO IS THE MOST INSPIRATIONAL PERSON IN YOUR LIFE?TOM FERRY

42

VITTORIA PIZZOLATO

How long have you been in Real Estate?Since April 2006 What is your biggest achievement to date? Selling almost $12m in one month in November 2013, the month prior I brought in a PA as I could foresee a huge month.

How do you keep balance in your life?I now share my work load with my business partner Ian, we train together doing crossfit twice a week and have since started a new eating plan so our health keeps on track. This is the important key to balance, if it is out of whack then you can’t perform at a 100%. We stick to an ideal week with flexibility to allow for appointments that just pop

CALLAGHER ESTATE AGENTS

Q&A

Stick to an ideal week!

1

2

3

4

5

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?

Communicating with current vendors and warm

vendors

Communicating with hot buyers

Liaising with my business partner on where our next

listing is

Prospecting through past clients for referrals

Booking in face to face appointments whether pro-spective sellers or second inspections with buyers.

What has been your funniest or strangest experience in Real Estate to date? Opening a house on auction day in Peter-sham, I went to open the back door and found the back yard with two chooks run-ning around, it was rather funny as they had made that place their home. Trying to assist them out the back gate was a rather funny strenuous task which felt like an eternity

at the time, in fact it probably took all of 3 minutes but I thought they were never going to leave. Not a good look when prospective purchasers were turning up in 10 minutes and there were feathers and poo all over the place. Fortunately I had a broom and hose so could wash the yard clean just in time.Lesson learnt, always have a broom avail-able at an open house!

up. I work half day’s on Mondays with the balance of the day spent following up Saturday open houses, Tuesday and Wednesday are usually big prospecting day’s followed by mid week open houses, vendor meet-ings and market appraisals of an evening, Thursday is spent working from home, by that I mean I am on the phone and accessible via email but do not see clients, this allows me to run my errands, keep my personal life in check and spend time with my niece and nephew. Friday’s are usually a full day of listing presentations finished off by photo shoots at dusk plus preparing for Saturday. Saturday’s are kept to open houses and auctions and occasionally listing presentations for the vendors who were not avail-

able during the week.

If you could spend the day with anyone in the world to gain skill and knowledge, who would that be and what skill would you like to walk away with? Tony Robbins, his ability to constantly motivate others and himself. I believe he has an infectious aura that is something I think everyone can benefit from.

What was your first job in real estate? Receptionist at the cur-rent company I am at, in this role I learnt all the skills needed with admin-istration and communica-tions, dealing with difficult customers (very few I might add) dabbed into property management, learnt how to liaise with tenants and

43

I try to block 1 - 2 hours a day for prospecting

Q&A

MEMBER’STALK

FLORENCE LABADENSCUNNINGHAMS PROPERTY

FUNNY MOMENTWhat has been your funniest or strangest experience in Real Estate to date? There’s been a few, I’ve got quite a unique accent, mixed of Australian and French, I make the girls at the office laugh quite often with the way I pronounce some words. One example was when my accent made it sound like I was saying Bacon Hill instead of Beacon Hill.

What is your biggest achievement to date? I’ve been a sales agent for 8 weeks now and selling my first 5 properties on my own has been my biggest achievement so far.

How do you keep balance in your life?It’s a work in progress. Spending time with my 2 year old daughter and my partner is a priority, I haven’t found a way to fit in some fitness yet

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?

1Pipeline nurture

2Prospecting- I try to time block between 1-2 hours/

day

3OFI call backs

4Buyers enquiries: call back buyers who have enquired

via email, qualify them before adding them to

the database

5Market knowledge: I

always keep an eye on new properties coming up in my

farm area and around


Real Estate?

1 year 1/2

What was your first job in real estate? I started as a Personal As-sistant. My main task was generating business. I would spend most of my day pros-pecting: call old OFI books, RP data, door knocking

If you could spend the day with anyone in the world to gain skill and knowledge, who would that be and what skill would you like to walk away with? Bethany Hamilton. A true in-spiration, humble, beautiful and who against all odds, af-ter losing her arm in a shark attack kept pushing herself to become one of the best surfers in the world. I would love to have her strength.

Who is the most inspira-tional person in your life?My little sister, raising 2 kids on her own, working night shifts and always so positive.

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What has been your funni-est or strangest experience in Real Estate to date? Being made to drink vodka at a 9am listing appoint-ment! Funny enough I won the business..

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Q&A

Winning new business

Giving exceptional

service to existing clients

Networking Personal development

Family time

I am constantly learning from everyone I meet

TOP 5 THINGS

THAT YOU FOCUS ON

DAILY?

ADAM COOK


Real Estate?

2 years 1/2

What is your biggest achievement to

date? I am at the stage in my business that I am able to employ

an assistant to help with workload.

IF YOU COULD SPEND THE DAY WITH ANYONE IN THE WORLD TO GAIN SKILL AND KNOWLEDGE, WHO WOULD THAT BE AND WHAT SKILL WOULD YOU LIKE TO WALK AWAY WITH? I DON’T HAVE ANYONE IN PARTICULAR THAT COME TO MIND. I AM CONSTANTLY LEARNING FROM EVERYONE I MEET DAY-TO-DAY.

What was your first job in real estate? The job I hold now- Sales consultant at Yeppoon Real Estate

Who is the most inspirational person in your life?

My 2 year old little princess!She teaches me how to negotiate on a daily basis

How do you keep balance in your life?I really struggle with balance, this is definitely something I need to concentrate on more - I tend to work too much!

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RERFEATURE

WRAPPING THE YEAR POSITIVELY WITH YOUR TEAM!

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WRAPPING THE YEAR POSITIVELY WITH YOUR TEAM!

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After your team’s year of hard work, long hours, energy and effort it’s nice to wrap the year on a positive note – letting

them know you appreciate all they do for the business.

by Real Estate Results Managing Director, Shane McLucas

IF YOU WANT TO REWARD YOUR TEAM, BUT ARE NOT SURE HOW TO DO IT, THEN SET UP A SUGGESTION BOX IN THE OFFICE AND EACH QUARTER, EVERYONE HAS TO WRITE ONE SUGGESTION AS TO HOW THEY’D LIKE TO BE REWARDED

A good way to do this is through a team day or half day. This is usually best if you can organise it out of the office, it will give you a chance to really spend a few hours with each other as a cohesive unit.

Year End Meeting Schedule: Lead the meeting clearly and concise-ly, share the current business situa-tion - what has worked well during the year and what hasn’t worked well. Make sure you really celebrate the big wins! The best outcome would be if every individual can have something they’ve achieved during the year out-lined and celebrated in a positive way with the team. Once the team’s wins have been discussed share your plans for the year ahead - what are you thinking about changing and implementing for the next 12 months, what are the areas you want to concentrate on fro a business point of view and where you

think the team’s focus should be in the new year.If there is a dramatic new business direction, communicate this succinctly and positively. Don’t “lay down the law” so to speak, but be encourag-ing and enthusiastic about what the changes will mean to your team, and to them as an individual. If you already have a transparent review and meeting policy, open the floor for general discussion – this is the time to hear from your team and see if they have any ideas or sugges-tions for the upcoming year. Your most valuable resource is your team – they know your business inside out – their great ideas could see your profits increase dramatically. Awards are always fun – so long as they’re not condescending and make people feel self conscious about certain personality traits. “Best and Fairest”, “Always end the meeting positively.

Plan a ‘wow’ for the meeting wrap, whether that be a special gift, voucher, bonus for all team members. Just because it’s an end of year meet-ing, remember to stick to the meeting formula: Be efficient, positive, partici-pative, open and creative.

Appreciation and RecognitionAppreciation shouldn’t always be shown in cash bonuses. There are thousands of ways to say “Thank You” in a creative and demonstrable way. It will probably remembered for a longer time than $$ and it will show your ap-preciation on a personal level. Here’s a few ideas around rewarding your team and recognizing the effort they put in: Take the team out to a late lunch – then as a last minute surprise you can give them the rest of the day off!Send a well written thank you email detailing a relevant specific time or

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project which you know they have worked really hard to pull together.Work out a system of “free days” or “half days” as recognition for work-ing longer hours or putting incredible energy and effort into a project. This is especially useful with team members who do not have that flexible a work style and are in the office generally from 8:00am – 5:00pm. Block out an afternoon in your team’s diary and have a company like 3 Minute Angels come in and give every-

one neck and shoulder massages.If you want to reward your team, but are not sure how to do it, then set up a suggestion box in the office and each quarter, everyone has to write one suggestion as to how they’d like to be rewarded – if you see a trend – follow that! Plan a surprise and give hints in the week leading up to it.. be clear on the time they’ll need to take part in sur-prise, the dress code and the general tone of the surprise.. and make sure

to drop a few mis-leading hints along the way to keep up the suspense!Organise for everyone in the office to receive a lovely bunch of flowers just as a nice way to brighten their day. If there is a conference or event you know they’d like to attend, but are not able to afford, give them a paid ticket! If you know a team member/s are passionate about a certain cause or invested in a community team or organisation, ask what you can do to help.

WHAT YOUR TEAM NEEDS FROM YOU AS A LEADER AT THE END OF THE YEAR:

To feel as though their hard work for the year

has been acknowledged.

To feel as though they are appreciated for the

work they do.

To feel that they are an important part of the

team.

To know they are working towards a

common goal with the rest of the team.

To end the year and break for a holiday

knowing they are happy with their job…and enjoy

a well deserved rest!

To feel that they will be starting the year with renewed energy and enthusiasm for their

role, their place in the team and the company.

Just think, a little bit of planning, preparation and gratefulness can change a team members entire experience with you and the company.

This is your chance to show your appreciation as a business owner to the very people who help you recognise your dream.

Enjoy the end of your year with your team - get ready to take on 2015 and make it exceptional!

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MEMBERSNEWS

Congratulations to Network Members!Network Members celebrate big wins at REINSW and REIV Excellence Awards!

REINSW Awards: Congratulations to Wilson Property Agents, who won the REINSW Award for Excellence – Digital Marketing. They were also the co-winners of the Award for Excellence – Real Estate Agency – Small (along with Atkinsons Real Estate.) Cunninghams Property won the Award for Excellence - Resi-dential Sales Team. Congratulations on these wins! A massive congratula-tions to everyone who was announced as Finalists in the Awards: • Bruce McLachlan from McLachlan Partners was a Finalist in the John Greig OAM Community Service Award• Andrew Lutze from Cunning-hams Property was a Finalist in the Award for Excellence - Residential Salesperson• Lesley Tobin from Cunninghams Property was a Finalist in the Award for Excellence - Rising Star• Anthony Santolin from Griffith Real

Estate was a Finalist in the Award for Excellence - Rural Marketer• Vittoria Pizzolato and Jamie Thom-as from Callagher Estate Agent were Finalists in the Award for Excellence - Young Agent• Newton Real Estate was a Finalist in the Award for Excellence - Residential Sales Team.

REIV AwardsA massive congratulations to Lucas Real Estate Docklands for winning the realestateview.com.au “Agency of the Year - Private Sale” award and the “Residential Property Manager of the Year - Principal” awards at the Real Estate Institute of Victoria [REIV] Ex-cellence Awards! Also a big congratulations to all our Victorian Members who were Finalists in the REIV Awards: • PhilipWebb Real Estate was a Final-ist in the Residential Marketing Award,

under $10 K as well as the Best Web-site Award, Community Service Award and the Communications Award. • Sophie Lyon from PhilipWebb Real Estate was also a Finalist in the Resi-dential Property Manager of the Year (Principals)• Compton Green Real Estate for the Innovation Award. • Caine Real Estate was a Finalist in the realestateVIEW.com.au Agency of the Year Award – Auction • John Luong from Compton Green Real Estate for the Achievement Award. • Dylan Emmett from Lucas Real Es-tate was a Finalist in the Residen-tial Property Manager of the Year (Principals) • Justin Holod from Marshall White and Jason Starchenko from Philip-Webb Real Estate for the Novice Auc-tioneer of the Year Award.

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Record Price Sales for Maria Selleck PropertiesMaria Selleck of Maria Selleck Properties recently achieved four (not one) record price sales - three of which broke the previous records by more than $100,000.Maria Selleck Properties is the only ACT Boutique Agency to be entered into the REIACT Hall of Fame and the only Agency in the ACT ever to have been recognized nationally by the Real Estate Institute of Australia as the best Bou-tique Agency in the nation. RERN CEO, Michael Shergold recently visited Maria and the team in Canberra for an excellent training day!

CUNNINGHAMS TO MANLY! Cunninghams Property is opening its 2nd Office on Pittwater Road, Manly in the new year. After 23 years in the one office the time has come to set up a 2nd home and where better to do so than in the Queenscliff/North Steyne Cafe hub right in the heart of Manly Flat. What Cunninghams are planning to create is a property hub unlike any other real estate office that will pro-vide the Manly locals and the Northern Beaches with a refreshing environ-ment and experience. Stay tuned for updates as they come!

ART AUCTION IN AUCKLAND!A fantastic night was enjoyed by the team at Just Paterson’s at the annual Pablo’s Art Auction. Some fabulous and varied works auctioned by our legend auctioneer Ian Paterson!

HAPPY BIRTHDAY TO NOLAN PARTNERS!Congratulations to Scott, Melissa and the team at Nolan Partners for reach-ing 10 years in real estate! During the past ten years Nolans have sold, leased and managed over 3000 prop-erties – impressive to say the least! Here’s to another 10!

DAVID NEWTON FINALIST IN BUSINESS AWARDS!David Newton from Newton Real Estate has received a Finalist award in the Sutherland Shire Leader Business Awards for “Business Person of the Year.” Congratulations David!

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CONGRATULATIONS!Congratulations to Paul Caine from Caine Real Estate on receiving a Bronze Commendation from Mel-bourne Lord Mayor, Robert Doyle. The Bronze Commendation is for the long term commitment of Melbourne small business owners - so congratulations to Paul on achieving this award!

CHRIS PEAKE ADVANCE!The Chris Peake Real Estate Team held their ‘Advance’ weekend in Phillip Island on the 11th and 12th October. The day started the with a morning workout, a scavenger then a fully packed day of learning, listening and laughing.

HOAMZ BACK TO SCHOOL!Hoamz Queenstown (along with local building supplies company, Placemakers) recently held a fun-draiser for the local High School – Wakatipu High School. Running a school-themed evening with a game show twist, a live auction and excel-lent entertainment resulted in raising $95,000! It was an amount beyond even our most optimistic projections, hence the school are absolutely delighted with the result.

Yeppoon turns pink!The team at Yeppoon Real Estate supported “Bright Pink Lipstick Day” on Friday, September 26th. Pink Hope is a charity that empowers women and their families to take control of their hereditary breast and ovarian health through education, prevention and support. The day aims to promote the inves-tigation of your family’s history of breast and ovarian cancer to determine your own risk. To read more about Pink Hope click this link: http://pinkhope.org.au/

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As a Real Estate Results Network Member you are eligible to win a trip for 2 people to Bora Bora – all you need to do to enter is HELP US grow the Network!If you IDENTIFY at least 5 excellent quality potential RER Network Members (before January 31st, 2015) you will be given 2 Return Business Class tickets to Bora Bora (to the value of $20,000). The potential Member Agencies must be qualified – meaning you must work with us at RER HQ to set up a meeting/discovery call about Membership and the agency is then added to your tally when they join as a Member. This is a fantastic opportunity for you to have a break – on us! So what are you waiting for? Bora Bora is calling!!!

FOR MORE INFORMATION AND CONDITIONS, CALL KIRSTEN IN THE OFFICE ON 1300 2 RESULTS (1300 273 785)

Bora Bora! Bora Bora! WIN A TRIP FOR 2 TOWIN A TRIP FOR 2 TO

AND YOU COULD BE RELAXING IN TAHITIAN WATERS! AND YOU COULD BE RELAXING IN TAHITIAN WATERS!

AGENT PRINCIPAL NETWORK ONLY SALES MANAGERS PROPERTY MANAGERS PUBLIC

Lock these dates in to your calendar!

This is your chance to review 2014 and importantly build a focused results-producing plan for making 2015 a brilliant year!

Sydney Tuesday, December 2nd, 2014 Brisbane Friday, December 5th, 2014 Melbourne Wednesday, December 10th, 2014 Perth Thursday, December 11th, 2014

Our annual signature leadership event for RERN Principal Members. As the name suggests, the Advance is designed to move your business forward faster as you network with fellow Members and share leading strategies from around the Network. A range of internal and external speaker are selected to truly advance your leadership within the business.

Gold Coast Sunday, June 14th - Wednesday, June 17th Platinum Members Day Thursday, June 18th

TurningPoint is just that, a point where your career takes a massive turn towards outstanding results. It’s an intensive and focused two days set to empower you with the most effective real estate success strategies available.

Take your prospecting, client nurturing, listing, selling and negotiating to a whole new level a�er spending two days with Michael Sheargold.

In 2015, a special “Managers Day” has been added to TurningPoint.

Sydney Sunday, March 29th & Monday, March 30th TurningPoint Managers Day Tuesday, March 31st

Melbourne Monday, September 14th & Tuesday, September 15th TurningPoint Managers Day Wednesday, September 16th

In these two days you’ll discover the coaching strategies to bring out the best in your team. By understanding breakthrough coaching strategies at a deeper level you’ll be

RERN Members only.

Gold Coast Sunday, March 22nd & Monday, March 23rd Tuesday, March 24th Special RERN only day

An incredible 2 days of networking and learning providing you with a “kick start” to a brilliant year. At KickStart you’ll hear from hand picked speakers

s plus hear from some of the leading Agents within the Network!

Melbourne Monday, February 16th Tuesday, February 17th

Real Estate Results specialises in helping real estate professionals by delivering a superior range of learning and development seminars, programs and products, designed to help you produce oustanding results.

For full event details and registration, go to realestateresultscentral.com.au or call 1300 2 RESULTS (1300 273 785) to speak to our events team.

Here’s your chance to invest half a day with Performance Coach, Michael Sheargold and unlock the potential of your agency. Learn the essentials you need to navigate the current market and leave the session with greater focus, motivation and an essential implementation plan to accelerate your success in 2015.

Perth Friday, March 13th Sydney Tuesday, March 17th Melbourne Wednesday, March 18th Brisbane Friday, March 20th

The Quarterly Power Series is an important part of your RER Network agent and principal learning and development program. These quarterly events are designed to cover specific and timely strategies to navigate current market conditions. It’s also a great chance to meet other Network Members and take part in powerful learning experience.

Sydney Wednesday, April 29thPerth Friday, May 1st Brisbane Tuesday, May 5th Melbourne Wednesday, May 6th

Perth Thursday, August 6th Brisbane Monday, August 10thSydney Tuesday, August 11th Melbourne Friday, August 14th

Perth Thursday, October 15thSydney Tuesday, October 20th Melbourne Wednesday, October 21stBrisbane Friday, October 23rd

The Principal BootCamp is an intensive workshop, designed to build your business blueprint and create an awesome real estate business. Two full days working ON your business lead by Michael Sheargold. For Principals serious about taking their agency to the next level of success and want to change their business mindset forever, this is a must attend event.

Gold Coast Monday, April 27th & Tuesday, April 28th

This is a multi-speaker event with presentations from leading business minds within the Australasian real estate industry. The intensive program is designed to have Principals equipped with the best and most effective strategies to see you, your team, and your agency have an amazing year ahead.

Hamilton Island Monday, August 31st, Tuesday, September 1st & Wednesday, September 2nd

ARERA’s - the Network’s night of nights! Australasian Real Estate Results Awards recognises Members for their outstanding achievements in the real estate industry throughout the previous year. Plus it’s the party of the year!

Melbourne Monday, February 16th

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RER Connect - Issue 3, 2014

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