Category: Principals

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The Power of Coaching

The power of coaching has been recognised by leaders and organisations alike as an effective way to develop people and add to bottom line business performance. In fact, a recent study of Fortune 1000 companies using coaching as a development tool reported a range of benefits from increases in productivity, to higher levels of customer service and staff retention.

Essentially business coaching has made the shift from fad to fundamental. As a business leader, it is important that you are prepared for this shift and that you have the skill set needed to effectively coach and develop your team.

Strategies to create an effective coaching relationship

All clients (employees) bring with them a different set of challenges and opportunities so it is important to remember you can’t adopt a ‘one size fits all’ coaching model. That said, there are a number of strategies that underline any effective coaching relationship. These include:

  • Rapport: there must be good rapport between coach and client.
  • Permission: you need to ask and be granted permission to coach a client, essentially creating an agreement between parties.
  • Honesty: there has to be an understanding that you both can work in a place of 100% honesty.
  • Confidentiality: this is assumed but occasionally it is a good idea to reinforce that everything discussed is confidential.
  • Resetting: if to date the coaching relationship hasn’t been ideal, you need to reset the relationship. What have you both learnt from what you’ve done and what can you do differently?
  • Apology: you don’t necessarily have to be wrong to say you’re sorry! In some cases you might apologise because you haven’t been coaching in a way that would make a difference to your client’s growth.  
  • The coaching space: ensure where you coach is the ideal coaching space. Go somewhere where you can focus and not get interrupted. The appropriate coaching space will differ for every client.
  • The best way to work together: have a brainstorm about the best way to work together and commit to that.
  • Frequency: how often will you meet? Make time to meet this commitment.

Understanding the career cycle
For any coaching relationship to be effective, the coach needs to understand why they are coaching and what specific strategies need to be applied. The conversations and strategies will differ depending on the clients’ career cycle. Career cycles can be categorised into three areas:

  1.     Performers:
  • Are well and truly in momentum and know what they need to do
  • Monthly coffee catch up is likely all that is required
  • Conversation needs to be driven from “you are better than that” and “what are you going to do next?”
  • Supercharge them to move in to that direction
  • Recognition will be based on results
  • Whilst we do tend to spend less time coaching performers, it is important to recognise that a 20% improvement in performers will give you more bang for your buck than a 20% improvement in fast starters. So you cannot afford to not have coaching techniques in place for this group.

  1.     Rising stars:
  • Know what they need to do – they need confidence and belief.
  • Fortnightly meeting
  • Conversation needs to be driven from “you can do it” and “I believe in you”.
  • When they hear that they go to another level of performance
  1.     Fast starters:
  • Typically in the first two years of the job
  • Weekly meeting – more regimented in office
  • Conversation needs to be driven from “are you on track?”
  • Recognition will be more based on activity

Business coaching is all about growth, development and achieving goals. Yes, at times it may be challenging, but knowing you are helping people create a roadmap for amazing results and success makes it well worth it!

For further information about becoming a more effective business coach contact the team on 1300 273 785.


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Managing Personalities

As a business leader and coach you connect with a variety of people with different goals, motivations and personalities. There is no ‘one size fits all’ coaching model because of this very reason. Instead, you need to be able to tailor and adapt your coaching approach in order to meet the needs of various clients. This can be a difficult skill to master but is aided through an understanding of the four main personality profiles.

Personality profiles

Directive (D)

  •        Driving and decisive
  •        Strong willed
  •        Faced paced
  •        Bottom line results
  •        Like getting to the point

If you’re coaching someone who is a high D, they want to get in to the conversation and the specifics. No table talk. Tasks and results focused. In other words – get to the point!

Thrive on: accuracy and efficient utilisation of time and materials.


  •        Optimistic and outgoing
  •        Very social
  •        Sharing thoughts
  •        Entertaining
  •        Entertaining others

Like Directives, influencers are interested in results.

Thrive on: results and people


  •        Concerned and cautious
  •        Focussed on details
  •        Plan ahead
  •        Accuracy checks
  •        Want how’s and why’s

Thrive on: process and task – quality of checklist that they need to work through on a daily basis.


  •        Sympathetic
  •        Cooperative
  •        Supportive
  •        Good listeners
  •        Like predictability

Happy to do whatever you want to do.

Thrive on: Knowing exactly what is expected of them and the rules or procedures established for accomplishing the objectives. They like people and process.

As a business coach, it pays to invest time and energy in identifying which personality type your client fits in to. The four personality profiles are designed to help you gain greater insight in to what motivates and stimulates individuals in the workplace,  enabling you to more effectively leverage their strengths. By tailoring your coaching approach to each client, you will no doubt become a better judge of how to get the most of their talent and skills and pave the way for a more productive, efficient and motivated workforce.

For further information about how to construct more effective business coaching, please contact the team on 1300 273 785.


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Stellar Seller Frames

So you’ve listed the property and you’re on the same team as your client, nothing more to do now but sell and get a result, right?

I’m glad you’re thinking no, well at least I hope you’re thinking no! Sure, a considerable amount of pressure has been lifted however you have opened up a whole new task in the form of campaign management.

Remember it’s not only the result that matters here, it’s the journey.

Get it right, and all of a sudden you create a raving fan for life. Get the journey wrong and (even if you get the pricing result) you will fall short of meeting expectations of providing an unforgettable client experience.

Below are 10 points which I believe will enhance your continued conversation with your clients and help build the momentum you need throughout your campaigns. The 10 Steller Seller Frames will do much more than create a tongue twister, they’ll help you provide your clients with a selling experience to talk about.  

10 Stellar Seller Frames

  1. Setting the scene

Prior to listing the property you were meeting your client on a very different level so now it’s time to re-set the scene. It is likely your client will not remember everything from your listing appointment so take the time to clarify their expectations. In this meeting you will need to come up with a plan for the best way you can work together to achieve your goal of getting the maximum price. Things you may cover this this meeting include:

  •        Communication – how they would like to be communicated with
  •        Offer/auction process
  •        Buyer questions – typical things that will be asked
  •        Open home schedule
  •        Feedback – how they would like to receive feedback.
  1. Consistent feedback

The key to any successful relationship is communication – clear and frequent! Potential ways to communicate with your clients include:

  •       Weekly reports
  •       SMS
  •       Daily calls
  •       Video updates between open homes
  •       Face to face meetings

It’s important to get the mix right here and it will change with every client so be adaptable! 

  1.  Activity review

As part of your communication with your client, ensure you provide regular market updates. This is particularly important during a slowdown in the market. By providing a simple marketplace review you can alleviate any client concerns and provide them with a greater understanding of the market their home is competing in.  

  1. Time blow out

Air any time-blow out concerns with your client in terms of negotiation power shifts.

  1. Evidence

The more evidence you provide will boost your clients’ confidence in your capabilities.

  •       Case studies
  •       Sales results
  •       Media articles – have it in your mix what the media is saying about the market.
  1. Price feedback

This is a moving part and the conversation you need to have will be dependent on how the campaign is tracking.

  1. Buyer feedback

Have a clear buyer feedback mechanism.

  1. I’m on your team

Reiterate to your client that you are on their team and you want to sell their property from the highest point the market will pay.

  1. Offer process

Discuss the keep price – i.e. the price when it is more value for your client to keep property then sell it to achieve their goals.

  1. Goals review

Here we need to look at the goal of the goal. For example if your client is moving they are going to be more focussed on that than anything else. Step in to their shoes and help them in any way you can.

The Stellar Seller Frames are an important framework underlying your sales campaign. The list provide you will a lot of opportunity to capitalise on the sales process and create a sales experience like no other. For further information please call  the team on 1300 273 785. 

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Standing out Online: Social Media 101

Social media has fast become a powerful tool for businesses operating in a society that largely handles business online. According to a 2018 Sensis social media report almost eight in 10 people (79%) now use social media. Key factors driving this trend are increasing mobile access and older use adoption, so rest assured this is a figure that will continue to grow.  

The Real Estate industry as a whole, I believe, have a long way to go to capitalise on the role social media plays in consumer communication. Many business owners I talk to say they simply don’t “get” social media. My response is: you don’t need to know how it works, just utilise it in a way to build momentum and effectiveness. It is easier than you think.

Visibility creates credibility

What are you currently doing from a social media point of view? Don’t be embarrassed to say nothing – you’re certainly not alone! But by the end of this article I want you to be open to creating a social media plan – something you can implement this month. It’s no longer an option not having visibility in this space because it is likely that some of your customers will want to get information from you and about you via a social network.

So buckle up and enjoy the social media ride that is taking the world by storm.

Understanding social media

At a basic level, social media can be understood by knowing the channels, dos and don’ts and learning the language of the platform. Here’s a snapshot of each:

  1. Top channels of social media
  •        Facebook remains the largest social media channel with 94% of social media users on the platform.*
  •        Visual Platforms continue to grow in popularity, with Instagram seeing a 15 point jump in users from 31% t0 46%*
  •        18% of social media users use LinkedIn*
  1. The dos and don’ts of social media.


  •        Use a Mix of professional and personal updates, 4-7 times per week
  •        Engage with your followers (like, comment, tag, share information)
  •        Provide value with images, articles, market knowledge


  •        Rant or be negative
  •        Overshare personal information
  •        Ignore comments and likes
  •        Use bad grammar
  1.  Mastering the language

Remember it’s social media, not business media so anything you post should reflect that. Other terms you need to be across:

  •        Like – I enjoyed your content
  •        Status – allows you to post updates
  •        Tag – identifies a person

Social media strategy

A social media strategy defines how your organisation will use social media to achieve its communications aims, and the supporting platform and tools needed to achieve this. It can be broken down in to five main focal points:

  1. Establish goals
  •        What do you want to get out of social media?

–        Deepen existing relationships?

–        Highlight your competencies?

–        Stay on top of mind?

  1. Narrow your focus – pick two or three channels to master. As a minimum I would recommend focusing on Facebook, Instagram and LinkedIn.

  2. Develop a content plan
  •        Create a repository of content that:

–        Provides value

–        Encourages engagement

–        Builds trust

  1. Schedule/interact/monitor
  •        Set aside 10 minutes every morning and afternoon for social media
  •        Set a goal – engage with one person each day on a social media platform

  1. Track and measure how you’re going
  •        Take time to look at your reach, engagement and growth per month

Social media has tremendous value for anyone looking to build awareness of their business, foster prospective customers and establish themselves as an expert in their industry. For further information about how you can make social media work for your business or to request a copy of our Social Media Strategy Guide, contact the team on 1300 273 785.

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The future of real estate: consumer choice and customer experience

Having worked in the real estate industry for more than 20 years, Leanne Howard knows a thing or two about the importance of customer experience (CX). In her current role as Head of Growth and Client Engagement at RERN, Leanne has provided valuable insights in to the future of real estate and the role CX will play in the industry.

I sat down with Leanne to find out more.

The real estate industry has faced heavy criticism in the past when it comes to creating good client experiences, why do you think that is?

I really think it all comes down to being able to offer consistency. As an industry we are not traditionally good at that. A client’s experience is very much dependant on either the agent or property manager they deal with. This means it can vary from brand to brand, office to office or agent to agent. I’m yet to see a real estate brand that offers consistent, exceptional on-brand experience which astounds me given the cost of poor performance can be considerable!

What is the cost agencies will pay by not offering exceptional service?

In a nutshell loss of income – from sales, from referrals and from management fees.

A 2016 study conducted by CoreLogic found that 62% of tenants would never recommend their agency and 39% of landlords would not sell through their agency. Here you have both sides of the client base saying they would not use or recommend their property managers services. These stats are, and should, be really concerning. We’re talking about more than $3.5 billion in commissions that are up for the taking so we have to take that extremely seriously. We need to do better.

Do you think CX is an area that franchise owners are seriously why/not?

I think more and more business owners are understanding that people don’t put up with bad service anymore. Moreover, they are seeing the benefit of offering exceptional service to clients. The emergence of low cost competitors have prompted everyone to look at their offering more closely.  But what we really need to aim for is creating a consistent customer journey, not just a once-off great experience. You want your brand to strive to be like an Apple, Disney or Four Seasons – not matter where you go you will experience a consistent customer experience with these brands. No one in real estate is doing this yet.

So, what can business owners do to become more like an Apple or Disney?

  1.  Map out a journey: from initial contact right through to post transaction. What does the journey look like for your clients?       How do you make it easy for them to work with you? How do you surprise and delight them at every point in that journey? Most importantly, how do you show consistency?
  2. Benchmark: look around. Who is setting the benchmarks in the industry? Who are doing the best opens? Settlement gifts? In-office? Find out who is the best of the best and then make that your new standard.
  3. Show empathy: in real estate you are dealing with someone’s biggest asset. It’s their home, their shelter and the safest place in the world for them so it’s important to understand that. How in the customer journey do you acknowledge and show empathy towards that?

Two great examples:

Di Jones: Every customer who sells or buys through Di Jones gets eight hours of free packing with a packing company. A fantastic example of how they have looked at the pain point (of moving) and created a solution to make the journey easier for their customers.

Harcourts: When people buy a home one of the first things they want to do is show it off to family, friends of even get a few trades in. The challenge with this is that there often is a 6-8 week settlement period and most agents won’t give you access to the home. As part of the vendor contract, Harcourts now include a provision that allows the buyer a three hour visit to the home in the first two weeks after exchange!

Those are the sorts of things that are making things easier and creating memorable experiences for clients.

What us the best way to train your staff to provide exceptional service?

I would say rather than training, the most important thing you can do is work with your team to design the client journey. Look at all of your touch points, how do you enhance these? Some of the solutions will be automated and some will rely on support staff or agents but ensure everyone is across what their role in the journey is.

I would also suggest to have a list of office promises i.e. this is what we always do with clients, this is what we never do. Include in that a ‘no negotiable’ list – i.e. we always return calls or emails within 24 hours.  

How can agencies track their success in CX?

There are multiple ways to track your success in the CX space.

  •        Repeat and referral rates give you a great indication of how well you do
  •        For property management you might look at the longevity of the client and repeat or referral business
  •        Adoption of other services ie loan services, property management
  •        Net promoter score system ie Real Satisfied – a survey is sent after every transition for instant feedback
  •        Online comments or testimonials

In addition to all of those measurement tools, I am a huge fan of creating an advisory board. Gather current or previous clients together once or twice a year and find out from them how you can do better.

 For further information about the direction of CX the vital role it could play for your agency, contact the team on 1300 273 785.


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Strategising You Inc.

In today’s business world, everyone is under pressure to get more done, to work more efficiently and increase productivity.

But how do we make sure we are getting the best “bang for our buck” when it comes to our own productivity? The answer is not to work more, rather work more intelligently and to put strategies in place that are designed to achieve more with your time and resources.

In other words: we need to Strategise You Inc.

Where do we start?

We are all familiar with the 80:20 rule in terms of results and activities whereby 20% of your activities will drive 80% of your results.

The issue I see with this concept is that often we focus on the lower value activities and put off the bigger or more important activities. Doing this time and time again will not produce the right result. Instead, I believe we need to add time in to the mix.

Afterall besides energy, time is the single most important thing you can put in to your business.

If we mix the equation around and put 80% of our time into the 20% of activities that produce 80% of our results,  all of a sudden you are looking at a far more effective strategy that could make a real difference to your productivity.

80% Time = 20% Activities = 80% Results

Results Profit Zone

We can also start to incorporate this new shift of thinking in to our results profit zone. The results profit zone is underpinned by the idea that the more dollar productive you are, the better results you will produce. Traditionally agents would immediately bring this back to listing and selling. But what if we shifted our thinking to managing our pipeline and generating leads? I feel like I need to insert a footnote here! I’m not suggesting listing and selling aren’t important, but with the right mix of dollar productive activities and appropriate measures in place, listing and selling should naturally flow. What I am saying is that if you also dedicated some of your time to pipeline and lead generation, all of a sudden the increased number of qualified meetings and potential listings will be there for you to capitalise on. It’s food for thought.

Short-term $ producing activities vs medium-term

Working more dollar-productive hours are critical to boosting team productivity. Sometimes the success of these activities is dependant on the market. For example, if the market was in momentum some agencies could manage by only undertaking short-term dollar producing activities such as:

  •      Listing appointments
  •      Buyer/seller calls
  •      Seller meetings
  •      Open homes
  •      Private showings
  •      Auctions
  •      Negotiations

These activities all rely on keeping commitment to people so are much easier to achieve. On the other hand, when the market is not in momentum (such as now), medium-term dollar producing activities become more critical.

These activities include:

  •      Training and role playing
  •      Prospecting
  •      Networking
  •      Nurturing

With these activities, results are not always obvious instantaneously but will certainly get you moving forward and with momentum down the track.

Strategising You Inc.

The most important thing to remember when formulating a strategy to boost your productivity is that you need to measure productivity in terms of how much you accomplish – not how busy you are.

hile there are certain activities we must do each day if we want to be successful in business, it is also good to think outside the box and take a longer-term sustainable view as opposed to a short-term fix.

A great line I like to use that I believe perfectly sums this up: “Don’t freak out when you haven’t got a listing, get excited when you have 10 in your pipeline”!

For further assistance in creating your productivity strategy contact check out Drive Performance –


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Moving with Momentum

On the sporting field we often talk about teams gaining momentum and by that we usually mean they are on a winning streak, unstoppable even.

The same rings true in business.

When you have team momentum, everything seems to be in great working order, targets are met, employees are productive, customers are happy and spectacular results are realised.

So how do you create momentum in your business?

And, perhaps more importantly, how can you measure its success?

Creating Momentum

In any industry businesses are faced with external and internal market factors. External market factors are things that we need to be aware of, but ultimately are out of our control. Internal market factors are things we can (and should!) have some influence over. Real Estate is no exception.

In order to gain momentum, it is imperative that you have clarity around what it is you are trying to achieve. Lack of clarity leads to confusion and a confused mind? Well, it stalls. Not from laziness or lack of skill, just because it doesn’t know which direction to head.

To capitalise on what you can control and propel your business forward, you need:

  1. a) a clear and concise strategy
  2. b) to know what your workload looks like and;
  3. c) know exactly what you need to do to focus on your role.

Once you have clarity around these three areas, you will find it much easier to gain momentum in your work and ultimately in your business.

Measuring Momentum

In the past, real estate agents have fallen into the trap of measuring their level of momentum using a simplistic formula: What did I list and what did I sell?

While these are important momentum indicators, the concept of momentum is so much more than that.

My suggestion is to create 3-5 momentum indicators that you can apply to your work. If you regularly achieve these indicators, you will know that you are on an upward trajectory.

Two great examples include:

  1.     Have I had three qualified face to face meetings with qualified buyers/sellers per day? If you can say yes to this, that is a total of     15 for the week – a huge momentum indicator!
  2.     If someone were to come and ask you for your next 10 listings, could you provide them straight away? Not three, but 10?!

Momentum indicators are a really important tool that will help you and your team focus on what is important to keep the business moving forward.

Another practical exercise you can adopt to ensure greater momentum in your business is to apply the 5 E’s – energy, empathy, expertise, enthusiasm and effort.

These five areas are critical to achieving that renewed sense of energy and productivity.

  • Energy – people buy your energy so don’t store it, use it.
  • Empathy – step in to your clients shoes. Understand what they are trying to achieve and their associated feelings and work out how you can play a role in easing any pressure.
  • Expertise – ensure you have unparalleled insight and expertise. The two times you are going to be asked to demonstrate this will be in listing and pricing. How are you going to showcase your skills in these areas to stand out from competition?
  • Enthusiasm – different from energy. Energy is what you bring to play. Enthusiasm is how excited are you to bringing this property to market? Clients will judge you on this.
  • Effort – there is no point in having the energy with no effort behind it.

Momentum is the key to success of any business but it doesn’t happen by chance. It requires an application of process, planning and commitment.  

For further information on how you can enhance your business through momentum, see Drive Performance.



Thinking ahead…what’s your 3 year plan?

Real Estate expert Michael Sheargold takes us through the ins and outs of having a three year business plan.

If you fail to plan…you are planning to fail – the words of Benjamin Franklin ring true to this day. Yet, time and time again I come across business leaders in real estate who struggle to make the transition from having a short-term view on their business to a much longer-term view with adequate planning for the future.

Changing this mindset in our industry is one of our greatest challenges but as a business owner it is one you need to overcome. After all, if you as the leader don’t have a long-term view of your business, by default your team won’t either!

So where do you begin? Having three year business plan that underpins your operation is a great start. Why three years? Put simply, people tend to overestimate what they can do in one year and underestimate what they can do in five, so three years is the perfect compromise.

Your three year business plan should clearly lay out the long-term milestones that are most important to the success of your business and should contain five key components which we will explore in detail below:

  1. Vision: sometimes called a picture of your company in the future. You vision statement needs to provide clarity on where you are heading and ultimately what you want to achieve in your business. 
  2. Growth strategy: what is your strategy aimed at winning larger market share? Consult with your business coach, partners and staff to determine where you want to be in your market and devise a strategy as to how you can get there. 
  3. Targets: anything you want to target over the next 12 months. The list can be wide and varied from an increase in listings, focus on recruiting or achieving training objectives. 
  4. Values: should support your vision and guide everything your employees do at work. Your organisation’s workplace values set the tone for your company’s culture, and they identify what your organisation, as a whole, cares about. It’s important that your people’s values align with these. 
  5. Upgrades to make this happen: what changes need to be made, what upgrades need to be implemented and what training needs to be integrated to make this happen?

Once you have your three year plan in place, you need to communicate and get buy-in from your team. It is fundamental that each component of your business plan is understood by every person in the business and moreover that they have a sense of how their roles interweave with the larger goals of the company.

But don’t stop there. It’s no use having a plan that everyone loves – it has to also be one that makes your business goals a reality.

Quarterly check points and team meetings are a great way to show progress and draw on your team’s insights to see how the business is tracking from different perspectives. In addition, recognising and rewarding staff who go above and beyond to achieve your business goals is fundamental to creating a positive work culture and employee engagement.

And finally, continue to make time every week to work on your business, not just in it.

This is vital to the wellbeing of both you and your business and will provide you with time to innovate, create, set new goals and uncover new opportunities.

If you’re a principal wanting to capitalise on the next three years of your business growth I would suggest attending The Business of Real Estate in September on the Gold Coast. Check out the website here.


10 Success Qualities of Elite Agents

One of the things that fascinates me is how is it that 10% of agents are writing the vast majority of business – and that’s pretty much across all markets. What are they doing? What are the key success qualities they put into place that makes the biggest difference in their results?

Having completed over 7,000 coaching sessions in the real estate profession I’d like to share with you the 10 Success Qualities of Elite Agents.  

As you review these, ask yourself the question…

“How well am I applying this success quality?”  And give yourself a score out of 10 on each.

Obviously from there, build for yourself a simple action plan based on what you are going to Start doing… Stop doing… and Continue doing… to make the biggest difference in your results.

The 10 Success Qualities

  1.   Build a Winning Attitude

One of the things to recognise is that you must have a great attitude – one that’s positive and motivating. What is your attitude saying about you? Your attitude really creates your world view and it’s what you’re putting out before you get anything back. What is your winning attitude like? Can you tweak it, hone it and improve it so it’s a can-do attitude?  It’s all about getting out there and making it happen.

  1. Get Super Client Focused

That fastest way to get you what you want is to help your clients get what they want. When you’re client focused, you tune in to them.
Asking yourself… “How can I deliver great service to you and help you achieve your goals?”
In real estate, it’s the ultimate Win-Win-Win situation – when the seller wins and the buyer wins, then you win.
Service also kicks into gear the best marketing in the world – word of mouth and Elite Agents know the referral power of this.

  1.   Become Massively Organised and Follow Through

Your level of organisational skills has a huge impact on your success.  You might be a great communicator but if you’re not great at following through on the commitments you make, that’s going to get in the way of how people perceive you. It won’t be a communication issue, it will be an organisation issue.
So how organised are you? Are you putting the right things in at the right time to produce the right results?
My simple view and one that Elite Agents embrace is… It’s not the hours you put in that count, it’s what you put into the hours!

  1.   Grow Your Level of Passion

Being passionate about helping people and passionate about this business is critical to your success. It’s a turn on, a switch on, it’s being passionate about helping them achieve their goals but also being passionate about property. This allows you to explore and you’re your knowledge. You’ll ask that extra question or two because you’re passionate in helping them. An average agent might stop after the first question but you go and ask an extra 1, 2 or 3 additional questions about them and their situation – you truly are interested in them.


  1.   Develop a Highly Confident Belief

This is about bringing your confidence into play. One of the things that happens is that if you lose confidence in a property or client, I can pretty much guarantee that’s going to roll through in terms of the way you communicate. So make sure you’re playing the confidence game. That means you have positive anticipation – you’re going to have a great open or a great auction.
Confidence is driven by the level of knowledge and skill set you have developed. A great strategy here is to explore areas of knowledge and skill improvements you know would make a difference to you being even more confident.


  1.   Maintain High Standards of Excellence

Without a doubt, the best agents in the business have high standards of excellence – the standards they choose to operate by. So you go to one of their opens, you’ll experience high standards or their buyer follow up – high standards. Anyone around them starts to step up to the plate as well. A great strategy here is to ask yourself and the team…
“Where do my/our standards sit?” If you haven’t done any work on this area, I strongly recommend you do.


  1.   Live with High Energy

You might think this is similar to passion but it does have a twist. More than anything else people buy your energy! Your energy is influenced on many level but do a review of your balance, sleep, excercise and food management – all of these have a significant impact on who you are being and the energy levels you have. Interestingly anyone can have high energy on a few calls, Elite Agents have the ability to turn up their energy for the 120 calls they’ll make this week! How would you rate your energy?


  1.   Be an Influencing and Communication Legend

A great influencer doesn’t have only one way to communicate. Elite Agents recognise it’s all about different strokes for different folks. Your style needs to change if you’re dealing with a young professional couple, an elderly couple, or if someone has gone through some hard times personally – it’s the ability for you to tune in to their wavelength. You see, you’re either broadcasting or tuned in to your client. The question is, how much work have you done in improving your communication, influencing and negotiation skills?

  1.   Develop Your Outcome and Deal Focus

A lot of the time people think that negotiations start when someone puts their hand up and says “I would like to buy this property.”
But the best in the business understand that deal focus begins now. On an initial phone enquiry sharing…
“I strongly recommend you put this property on your shopping list. It would absolutely be on the top of my shopping list if I was in search mode for a property along these lines. Can I ask you a couple more questions to understand your situation a little better?”  You become engaging and help people marry the property – it really builds amazing momentum.

  1.  Upgrade Your Willingness to Learn

Where can you improve? How can you tweak that strategy?  This is about making learning an essential – so you’re focused on getting smarter faster.

Great agents review their listing appointment, you can ask: “What did I learn from this? How could I/we do it better?”

The key here is to not attempt to improve everything at once.  Focus on 3 to 5 improvement areas that will give you the biggest bang for your buck.  Then find someone who can help you build that skill. That could be attending a workshop, jumping online to grab a resource or bring coaching into the mix of your success strategy.

These 10 Success Qualities are incredibly important to have in your toolkit. So now rate yourself (or if you’re game have someone else rate you) to identify your greatest opportunities to improve.
You’ll also see where you’re strong and look at how you could build on it even further. 
You improve these success qualities and I guarantee you’re going to improve who you are in the marketplace.

You can move from being the secret agent to being the one people want to choose!


Your team’s best ever mid-year review

Mid-year is the perfect time of year to sit down with your team and check in on productivity and progress. Here’s an effective process for you as a leader to work through in order to capitalize on the next 6 months and enjoy the best preparation for the next year.

  1. The first step is to schedule this team meeting, set aside part of the day for this meeting, part of the day for a learning element and part of the day (usually the last part of the day) for a celebration with the team. Maybe that’s a beers & bbq, a dinner out, an afternoon drinks session – however your team celebrates together!
  2. Set the agenda for the meeting. This meeting is a 3 part meeting. You want to cover what is working, what’s not working and the projects you want to focus on between now and the end of the year. So basically – past, present, future.

Here’s a meeting flow for you:

Part One (Past)

An excellent way to start the meeting and clear the air from the last six months. Remember the reason for this meeting with your team – to move towards a powerful 6 months of big results. Sometimes to achieve that you need to acknowledge and move past whatever the team is hanging onto.  This section is also where you celebrate exactly what you have achieved so far as a team (whether that’s marketshare, rebrand, new office, implementing a new system, marketing campaigns, etc).


  • What have we achieved so far this year?
    These are real, tangible achievements.
  • What is going well?
    The highlights of this year so far – what are the wins and the standouts?
  • What hasn’t gone well so far?
    Where are the ‘clunky’ parts of the business. What is frustrating you? What problems exist in the business?



Part two (Present)

From there, the meeting evolves beautifully to current upgrades. Listen to the elements the team has just outlined in what is clunky in the business and acknowledge to fix them.

This is where you as your team’s leader is already prepared with what you want to see happen in the next 6 months, however it’s also an open forum to what the team sees they can achieve in the next 6 months.

4) What are the things we need to upgrade or improve?


Part Three (Future)

So, continuing the process and creating momentum for change, part three is to uncover “where to from here” and show that you have moved on from the past 6 months and looking forward to a bright future.

Focus on 3 key questions to wrap the meeting:

5) What are the December benchmarks?
At the end of the year, what are the benchmarks or successes we want to achieve so we can really say “We have moved forward in the last 6 months”.


6) What are the key projects that will help us achieve those benchmarks?
These might be certain systems or standards you need to implement.


7) Are there any quick wins we can make happen right now?
This is all about ‘new business energy’ and what can be implemented quickly to see big results.


This is a simple structure that you can do with your team so you can enjoy a great end of the year, popping the champagne and heading into the Christmas New Year celebrations on a high!

Please invest the time in doing this as a group (the same can be used individually with your personal team reviews). You will be amazed at the energy it can create with your team.

Side note: Mid-year is also a perfect time for an office spring clean, a chance to have any ‘hard’ conversations you’ve been putting off, a chance to show your team you appreciate them and acknowledge the hard work they’ve put in so far this year.

From a client perspective, mid-year is an awesome opportunity to ramp up client appreciation events, maybe implement an appraisal drive, reach out to your COI’s, communicate any big wins to your market and freshen up the look and feel of your website and marketing – all in preparation for the Spring selling season!

Enjoy mid-year and if you and your team would like to join me for two full days of strategy, you are invited to my award winning Agent Success Program: TurningPoint, coming up soon in Sydney. Please click here for all the info.