REAL ESTATE IT’S NOT AS WE KNOW IT

Matthew Hayson | ch.com.au

> Going pro as an agent

> Agent vs. property based marketing

> Understanding the changing face of the ever dynamic client

KEYS TO SUCCESS

“In my opinion our industry is over paid…

so two things can happen, we either reduce fees or we lift our skills and the

client experience.”

LET’S GET THE BASICS

RIGHT

> Strong personal brand, not hiding behind a company > Nurture, nurture, nurture> Grit > Developed & refined skills> Conviction, confidence & self-belief> Set goals & standards> Business fit & accountable > Mentors & shared IP> Raving fans

PILLARS OF A PRO AGENT

> BRANDChoose a high quality & consistent brand that will provide a confident platform & get you to the door. A brand that is connected to your community & demographic

> ADMINCreate an environment that allows you to focus & thrive, & one that takes all the mundane off your desk

> CULTURESurround yourself with energetic, passionate & ambitious people

CEMENT FOUNDATIONS

> Great negotiation skills> Track record > Sound advice & guidance > Smart strategy > Hyper local > High quality marketing > Attention to detail > Open communication> Strong relationships

A CLIENTS EXPECTATIONS

ARE YOU READY?

> Total immersion

> Set your pace NOW! (Hours you work, calls you make, listings you manage)

> Be your demographic

> Think consistency and commitment in all aspects of your life (dress, car, speech). Congruence is key!

> Fine-tune your skills

> Learn to adapt

> Embrace training, mentoring & imitation

> Seek out inspiration (Branson/Slater/ Murdoch/Woodman)

IT’S ABOUT YOU

> Our clients have changed

> Informed & knowledgeable

> Zero tolerance for fakes

> A return to boutique service & personal engagement

> Intuit, personal & impatient

> People-power, blogs & Social Media (be real)

> Multi-Dimensional (buyer, seller, tenant, landlord & community)

IT’S ABOUT NOW

> Client management & clean, relational data

> Manage relevant follow up

> Understand the multi-dimensional nature of the client

> High quality communication/advice

> Constant data capture – nurture daily

> Relevant, timely & personalised communication

> Be front of mind

IT’S ABOUT RELATIONSHIPS

> How easy is it to do business with you?

> How good are your weekly vendor reports?

> Do you meet enough people face to face?

> How strong is your strategic advice?

> How structured is your week?

> Are you producing videos that benefit your clients?

ARE YOU ENGAGED?

> How quickly do you return calls/emails?

> Do you communicate with key clients every 3 days?

> Is it relevant, factual & humble?

> Do you contact clients after every OFI - with purpose?

> Do you do Saturday afternoon or Sunday call backs to take advantage of weekend energy?

> Are you providing constant market commentary & advice?

> Are you inviting clients to auctions, home opens & events?

ARE YOU FAST & ACCURATE?

> Are you building a trust based relationship?

> How easy do you make the process?

> Do you give honest & realistic price guides?

> Are you flexible in arranging access to a property?

> How do you rate your response & transparency?

> Do you make B+P & Strata reports available for free?

> Do you provide comparable sales?

> Are your contracts easy to download/access?

> If you turned up at your open home - would you be impressed?

HAPPY BUYER HAPPY SELLER

THINK | ACT | DELIVER

AS A PRO

SOCIAL MEDIA | Consider the relevance of each platform

CONSISTENCY | Any agent can publish a one-off newsletter

12 MONTH PLAN | Prevents you rushing deadlines

WORD OF MOUTH | Utilise testimonials in the right way

REPETITION | Roll out messages across multiple media platforms

BE HUMBLE | Remember simplicity & humility at all times

A SNAPSHOT OF MY

APPROACH

> 30 people on 0 - 60 day SELLING A plans

> 60 people on 60 - 100 day SELLING B plans

> 200 people on 100+ day C plans

> 7 appraisals per week

> 80 sales per annum

> 2000 clean & relational contacts on database

MY TARGETS

> MH List & Sale Market Awareness Guidance

> 2 X ASSOCIATE AGENTS Buyers & OpensDatabase

> 1 X ADMIN MarketingProposals & ReportsGatekeeper

MY TEAM STRUCTURE

> THINK AHEAD OF THE CURVESell 30+ properties p.a. 3+ appraisals per week

> TELLTALE SIGNSToo many buyers to keep up withNot maintaining contact with past clients/top 100 Not engaging with the community enough Not executing a personal marketing plan Wish you could over service your sellersWish you were running a high calibre campaign Longing for time to re-energise & re-set goals

MY HIRING TIPS

> MONDAY Calls, vendor feedback, deals, close

> TUESDAY Internal management & appraisals

> WEDNESDAY Mid week opens & buyer appointments

> THURSDAY Appraisals & buyer appointments

> FRIDAY Prepare for Saturday

> SATURDAY All day, 8am – 6pm Opens, buyer calls, offers/contracts, vendor feedback

> SUNDAY Family

MY WEEK

> 4.15am Get up

> 5.05am At deskSet my tasks Set key outcomes Email EVERY active clientEmail my team their tasks Network email

> 8.00am Team meetingAgree on tasks/outcomes Clear any roadblocks

> 8.30am – 5.30pm Normal day-to-day

> 5.30pm – 7.00pm Planning & calls

> 7.30pm Home

MY DAY

> BUY ANOTHER RENT ROLL

> RECRUIT 8 TOP AGENTS

> TRANSACT 80 SALES

> MAINTAIN 2K DATABASE

> RETIRE DEBT

MY BUSINESS GOALS

> Swim 4x a week, surf 3x a week> Drink more water, eradicate sugar> 2x holidays (4 booked) > Ensure my family knows they are loved> Offer my kids leadership, encouragement & the freedom to create > Eye on the prize, present like a winner > Always energetic & passionate (or go home)> Choose my friends > Love life, music, food, surf, improvement & growth > Seek challenges

MY PERSONAL GOALS

“Success is never final, failure is never fatal.

It’s courage that counts”

- John Wooden