1Professional Development

Western Australia 2014 PROFESSIONAL DEVELOPMENT SCHEDULE

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Introduction 3

CPD Training 8

Live Webcasts 9

contents

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First National’s Professional Development is member driven, consisting of State based sessions and Online Academy.

Our objective is to provide regular; quality professional development opportunities for every person within our members’ real estate organisation, with the expected outcome of giving their business – their people – the essential skills and knowledge required to not only remain competitive but grow in a marketplace environment.

In fact, many industry educators regard First National Professional Development programme as being unique, in terms of volume, frequency of training, variety, and cost to agency principals. The programme provides comprehensive and strategic ongoing professional development coaching for its real estate principals, salespeople, property managers, administrative, marketing and support staff. Most of the training is conducted within various zones ensuring the majority of the offices have access to many of the courses.

All participants have the chance to exchange ideas, share knowledge and suggestions with other First National members as attending these professional development session offers great networking experiences as well.

Identifying and selecting suitable, quality trainers is an ongoing process and to ensure we have the best trainers available, we very much rely on the attendance and feedback by First National members.

Take full advantage of your Professional Development – enjoy, grow and profit from the learning opportunities.

I N TRODUCT ION

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State Based TrainingState based training is member and council driven. Each State Council or Training Committee works in association with National Office administration team to create the Professional Development schedule, based on member requirements and feedback.

Categories SALES

The sales training offered by your State Council provides professionals a roadmap to success with hundreds of valuable tips, tools, ideas and processes presented by top real estate educators who have already proven that the strategies they share actually work.

Today’s competitive marketplace demands more than average responses. It demands knowledge and skills to meet above average challenges.

Success never comes to those who wait! Nothing mirrors your level of success greater than your level of commitment to personal growth through ongoing learning and professional development.

Developing the skills to reach peak performance will only evolve through continual education and training.

To get physically fit, we must train and to stay fit, we must keep training. To master our profession and maintain our skills, we must continue the same process – just as any elite sportsperson will tell you.

If you are serious about mastering your profession and moving to the next level in your career, the Sales sessions will help you get there.

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PROPERTY MANAGEMENT

With legislation changing frequently, property management can sometimes feel like a legal minefield. So, it’s good to go back to basics.

The focus on workshops will show First National Property Managers and administration staff how to navigate the correct procedures to ensure the office meets legislative compliancy and Professional Indemnity standards.

Property Managers plus office staff who deal with tenants, landlords and tradespeople – whether new or experienced – should attend these courses.

If the tenant is in arrears or the lessor is being demanding, training can provide you with the tools to respond swiftly and appropriately.

Property Management training also covers techniques on growing your rent roll- focussing on business development.

PRINCIPAL WORKSHOPS

Professional business coaching for Principals and Management.

Ever wondered why some staff leave their principals while others stick to them like glue.... And why some offices thrive in any market conditions while others struggle to survive?

One of the many benefits of being part of the First National Group, and in particular, a principal or manager is that you have access to coaching programmes that provide all the answers.

The Principal workshops show business owners and managers the secrets to leading a team to price – inducing results and how to gain the business acumen to build a goal–kicking business.

Providing the cornerstone to successful agencies, Principals’ Workshops cover topics ranging from developing business plans and marketing strategies, to recruiting the right number of staff to maximise market share.

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ONLINE ACADEMY

Access training anywhere, anytime for your staff, via Gateway!

First National’s Online Academy offers skills and product training for all staff members.

The benefits include:

• Costandtimesavingsforstafftravel

• Accessibilityformembers,especiallyinregionalareas

• Availableonline-allthetime,anywhere

A new addition to the First National’s Online Academy for 2014 is “Live” Streaming of sessions.

This year, First National will stream numerous sessions – Sales, Property Management and Principal training everywhere in Australia. Anyone will be able to log into the session from their computers and “attend” the session and have their questions answered. This is a network first.... keep a look out for registration details.

First National’s Competitive Edge programme

Included in the online Academy is First National’s Competitive Edge programme.

It’s all about how to recruit, retain and stimulate your team through managerial leadership in all divisions of Sales, Property Management and Business Management.

Presented by Lee Woodward, it is a custom 12 file audio programme that provides brilliant, yet simple, business systems and strategies to coach all team members to greater levels. There is a core focus on leadership methods, with solid actions and company projects that keep all team members excited and committed to the business vision.

Added to this, is the Real Estate Hot Topics programme –

‘How 2’, which is also referenced through Lee’s coaching and is an additional 12 audio session resource, complete with documented checklists.

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David Knox

Available to members via Gateway, David Knox online training offers high quality video covering: lead generation, social media, prospecting, listing, selling, negotiating, objections, business management and more. Additional videos available including - Recruiting, Training and Coaching.

New content is uploaded every month with topics that reflect market training demand.

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Sales CPD Training

Property management CPD Training

This exciting new session will cover a variety of sales related topics from the massive demand for sustainable housing to background on the Strata Titles Act and then will feature an afternoon of Hypotheticals where you will delve into everyday scenarios which may not be black or white, but could fall into the spectrum of grey.

Not everything is black or white, some aspects of the law can be grey - either in interpretation of the legislation or in the knowledge that the sales representative has about the topic.

This highly interactive session will allow you to discuss those ‘grey’ areas of your job with your peers. Don’t miss out on this exciting new course!

Legislation isn’t always black or white - in the past you may have had conflicting responses from your employer, colleagues or others in the industry. This is an opportunity to get together with your peers and discuss those “shady” areas.

This exciting new course will explore areas that may be considered ‘grey’ - either in interpretation of the legislation or in the knowledge that the property manager has about the topic.

This session is one not to be missed!

Who should enrol? Licensed agents, licensees, principals, branch managers and sales representatives

CPD points: Accrues 7 elective CPD points - REIWA 440

Trainer: REIWA

When: Friday 14th March, 8.30am - 5.00pm

Where: REIWA House, Level 1, 215 Hay Street, Subiaco

Cost: $154pp Inc. GST

Who should enrol? Licensed agents, licensees, principals, branch managers and property managers

CPD points: Accrues 7 elective CPD points - REIWA 439

Trainer: REIWA

When: Friday 14th March, 8.30am - 5.00pm

Where: REIWA House, Level 1, 215 Hay Street, Subiaco

Cost: $154pp Inc. GST

CPD TRA IN ING

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Property Management session with Fiona:

Online Academy

When: 4th February 9.30am - 3.00pm AEDT

Fiona BlayneyFiona Blayney is the Managing Director of the highly successful consultancy, coaching and training business Blayney Potential Plus, specialising in estate agency services in Australia, New Zealand, the UK and the US.

Over the past eight years she has developed a reputation for being one of the best business strategy and growth specialists around.

Fiona’s energetic and motivational presence has ensured her popularity at industry events. She regularly performs keynote presentations for many of the leading industry groups both in Australia and abroad including, the National Association of Realtors (NAR) in the U.S and the National Association of Estate Agents, England and Scotland.

Live webcast

L I V E WEBCA S T

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Daniel SpencerDaniel Spencer is a passionate keynote presenter, trainer, facilitator and coach, who has earned the reputation as an influential leader in the Real Estate industry over 15 years.

Not only has Daniel coached and trained a number of Australia’s most successful real estate agents, Daniel has also run his own real estate business and achieved great success in tough market conditions. Daniel realises first-hand what it takes to be successful and has tremendous ability connecting with others in a coaching and training capacity to bring out the best in an individual or business.

Sales session with Daniel:

Online Academy

When: 11th February 9.30am – 3.00pm AEDT

Live webcast

L I V E WEBCA S T

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Chris HanleyHaving dominated the real estate market in Byron Bay for over a decade, Chris Hanley has established himself as one of the industry’s best professionals.

As well as his real estate achievements, Chris has devoted many years to the growth of the arts industry in Byron Bay. His ability to consistently excel in all these fields proves why Chris Hanley really is Byron Bay’s best.

Chris is a business coach and regular speaker at real estate conferences across Australia and in Asia. For reasons he has never fully understood people seem interested in his thoughts on business and particularly his ideas relating to business culture, teamwork and management practices.

Management session with Chris:

Online Academy

When: 20th March 9.30am – 3.00pm AEDT

Live webcast

L I V E WEBCA S T

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Peter O’Brien With over 20 years experience in the real estate industry, Peter O’Brien established the O’Brien Property Group to offer a unique, personalised Real Estate Consultancy Service.

Peter has been an Owner, Director, CEO and General Manager of some of the most successful Real Estate and Property related companies in Melbourne. Peter created OPG so he could share his wealth of experience in property management, sales, people management and property investing.

Peter is a qualified Real Estate Trainer and fully licensed Real Estate Agent. He has enjoyed involvement with the Real Estate Institute of Victoria as a Trainer and is currently a committee member of the Property Management Chapter.

Property Management session with Peter:

Online Academy

When: 2nd April 9.30am – 3.00pm AEDT

Live webcast

L I V E WEBCA S T

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John LeesJohn Lees is a sales and marketing specialist with a no nonsense, original, practical and entertaining style as a Conference Speaker and Sales Trainer.

John has been a keynote speaker at more than 2,000 major conferences, he appears often on The Foxtel “Switzer” Business Channel, he has also appeared on the ABC Four Corners programme ‘The Business of Change’, and has written more than 1,000 articles on business development.

John Lees performed a number of selling and sales management roles for 7 years with Reckitt & Colman (now Reckitt Benckiser), in both the UK and Australia, and was then invited to take control of national sales operations for Schwarzkopf. After these operations became the most successful for the company worldwide, in terms of market share and profitability, he was invited to perform an international consulting role for the organization introducing his advanced ideas on service to the American, Canadian, British, South African and Western European markets.

John Lees spent 15 years with Schwarzkopf prior to forming his own consulting firm, specialising in sales and marketing. John Lees has also performed the role of ‘consultant chairman’ to an accounting firm, for 5 years. These days John Lees is well known as a professional conference speaker, sales and management Trainer, Business Coach and Consultant, he is also the author of 11 books on business development… and a humourist of note.

Sales session with John:

Online Academy

When: 8th April 9.30am – 3.00pm AEST

Live webcast

L I V E WEBCA S T

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Dr Fred GrosseDr Grosse is a business psychotherapist, corporate consultant, systems designer, personal coach, mentor and trainer.

He shares his considerable insight and practical experience with luminaries of the real estate, legal, accounting, automotive and other key industries, as well as private individuals who pursue excellence as a matter of course.

He has the critical edge which gives his clients the ability to work smarter, to maximize income while minimizing the time it takes to do this, and to take steps towards identifying and fulfilling their unique life purpose.

Business coaching session with Dr Fred:

Online Academy

When: 5th August 9.30am – 3.30pm AEST

Live webcast

L I V E WEBCA S T

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Simon CoxSimon Cox is a highly respected Rent Roll Business Coach, Trainer and Consultant with Real Estate Dynamics.

Simon comes from an incredibly successful Property Management and Management career path with years of ‘hands- on’ practical and technical industry knowledge and experience.

As a result of his skills, strategies, implementation and dedication, Simon accomplished achievements throughout his career that many in the field dream of; included being awarded the prestigious ‘REIQ Property Manager of the Year’ and ‘REIA Finalist for Property Manager of the Year for Australia’, as well as numerous other industry awards and accolades.

Property Management session with Simon:

Online Academy

When: 12th August 9.30am – 3.00pm AEST

Live webcast

L I V E WEBCA S T

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Dane AthertonDane Atherton is passionate about dramatically impacting on the productivity of real estate sales professionals.

Dane coaches hundreds of real estate sales people across Australia including many of the businesses elite performers and leading real estate groups. He offers coaching programs to a wide spectrum of real estate professionals and can personally design a strategy to suit both you and your team.

Dane has been personally involved in over 6000 property transactions since joining the industry in 1998. This invaluable experience gives him a rare ‘in-the-trenches’ perspective which means Dane is able to offer unique insights which can only be gained through such an intense understanding of the sales process.

Sales session with Dane:

Online Academy

When: 5th November 9.30am – 3.00pm AEDT

Live webcast

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Debbie PalmerDebbie celebrated her 20th year in property management in October, 2009. She is dedicated, passionate, focused and offers a youthful approach to Property Management.

She has worked in the industry since 1989, both in London/UK and on the Gold Coast/Australia.

Debbie is the founder and Managing Director of the PPM Group, a national company that encourages and supports business development opportunities within property management departments through the development of systems, consultancy and training.

Debbie is also the owner and senior editor of the Property Management Journal, Australia’s leading property management magazine.

Property management session with Debbie:

Online Academy

When: 18th November 9.30am – 3.00pm AEDT

Live webcast

L I V E WEBCA S T

13 16 66firstnational.com.au