The first speaker Bob Bohlen (who was moved to first speaker after a late programme change which aptly the conference theme was ‘shift happens’) was amazing. An older gent who started real estate at the tender age of fifty and who has transacted over 9000 real estate transactions in 22 years was truly inspiring. Bob had a simple and gentle approach to his presentation, with a great deal of grace providing many great tips and reminders for us all.
Bob’s tips included
· Have written personal and business plans – you don’t drive to a new or unknown destination without looking at a map or your GPS – how true Bob!
· Have an ideal day and week (many agents I work with look at me in disdain when I mention this in my business Real Estate Excellence but they don’t hear the word ideal and think the word perfect is used – there is no such thing!)
· Have a weekly prospect list, people who will do business with you in the next 30 to 90 days - buyers and sellers (or landlords)
· Have time management blocks such as the first hour check emails and then shut your computer down! The next hour is phone calls and the like.
· Some great sayings from Bob included
o If you don’t have an assistant, you are an assistant
o Your job description is “prospecting, selling, listing and negotiating”
o Welcome change, don’t fight it – embrace change, it provides opportunities
o Have someone like a mentor/coach who you are accountable to daily
o Keep your prospect list with you 24/7
o Revisit your business plan a couple of times a day to focus your energy on what you are want to accomplish
o What to say to close deals, JAQ – Just Ask Questions
o Door knocking and letter box dropping work, though expensive due to time taken and printing costs, it is better than not prospecting.
Alan Jones was one of the many highlights for me at AREC11. His ability to capture an audience was magical with so many meaningful tips and advice. There was so much said by Alan that it is impossible to do his session any justice in this article; however some of the highlights include
· Make the next scene the best scene you have ever done. Onwards and upwards was the key to Alan’s message in my opinion, and in my words, keep striving for Excellence.
· Success is born with adversity
· Successful people enjoy (even love) their work!
· Successful people have a positive attitude and great confidence (fake it till you make it sometimes I say!)
· Be positive – negativism is corroded (rust starts and if not dealt with takes over)
· Use negative experiences to discover your strengths
· Successful people are decisive, disciplined goal setters
· Believe in something, or you believe in nothing
· Make sure you gather good people around you
· Leaders should encourage contributory environments in their teams; identify problems together and creates solutions together as a team
· When you climb Mt Everest, there aren’t any chairs!
· Become a headline, not a footnote
Rudy Giuliani was a humble man who struck me as very ‘real’. His leadership skills were very obvious before today due to the tragedy of 9/11. He was every bit of the person who I have seen on the television; if not more.
Some of Rudy’s key messages (and again I won’t do his session justice by this summary) were;
· If you make people dependant, they stay dependant
· Leaders have to lead by participation
· You can make a lot of money in a declining market
· For one hour of presentation, spend four hours preparing
· Relentless preparation is the key to success
· To be a leader, you must be an optimist
· Courage does not mean you don’t have fears; it is what you do with the fear that makes you courageous
· Leaders must have strong beliefs and be able to communicate them
· Leaders must have clear consistent vision
· Tell people what you expect of them
· Balance your strengths and weaknesses; get someone to help you where you need help!
· A leader is a motivator and a teacher
Bill Malouf, a selling agent at LJ Hooker Double Bay was exceptional and had some simple yet powerful messages. Simply Bill’s great messages were
· Be accessible to your clients
· Have credibility
· Always be honest
· Have great product knowledge
· Nobody can stop you from succeeding other than yourself
· I want to get paid for the effort I put in and get paid at the end of the month
· Never make an appointment with a client without doing your research.
Mike Morrison was comical and had a great sense of humour. He had a hard gig coming on just before lunch after a great morning and a later lunch coming. The key to Mike’s message was
· Have a sense of humour
· Care for people, don’t just service them
· Go from service to ‘specialness’
· People buy people, not processes
Michal Palllier, well wow! A humble quietly spoken agent from Raine and Horne Double Bay who almost made me cry because he was just so ‘real’ and honest. Raw is another word that comes to mind when considering Michael. His manner was nothing short of special, and this session made me feel that I was the only one that he was speaking too. He has that uncanny ability to make you think that you are the only one in the room and that it is a one on one conversation; not 2500 people in front of him! Michael’s message was one of humility and grace. His key focus is working really hard and doing the right thing by people.
In summing up Michael, and I am far from doing his session justice; I would sell my house with him any day! But regrettably I don’t have one to sell in Double bay (yet!).
Regrettably I had to leave early due to meeting with Clients. I met with some great new people and the exhibitors are fantastic! There are so many great services are available to Real Estate Agents. One of the many things I love about the Real Estate industry is the networking and the wonderful people that are in it!
A few connections I met today include Kylie Davis, the national Real Estate editor of News limited, Brad Pawlyszyn, the state manager for QLD GBC – www.gbcaustralia.com.au Renee Lambert from Real Estate Review, www.aprs.com.au, Lyn Wicks from Poolwerx (and old friend) www.poolwerx.com.au, Terri Cooper (another old friend) from Real Estate Mastery www.realestatemastery.com.au assisting Kevin Turner from REUNCUT www.reuncut.com.au and Jennifer and Vas from R&W www.randw.com.au (great rebranding of the group!). AREC11 was money worth spent; though it is only half over, I have sure got my monies worth already. I am looking forward to tomorrow!
Stacey Holt
Director, Real Estate Excellence Academy Pty Ltd trading as Stacey Holt Real Estate Excellence
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