The Property PushCast

SHOW NOTES   Mentor:  Tracie Palmer – of Cornerstone Sales Consulting Cornerstone Sales Consulting http://cornerstonesalesconsulting.com.au/ What is your best trait?   Time management, Tracie gets through a mountain of work every single day (turning off the phone and email to allow headspace to power through tasks). What is your weakness? Caring about people too much, at times will dedicate more time than is available to assist people.     Mentor Moment     Have a clear plan, set goals and have those goals in a place you will see them all the time. Each morning, start with a to-do list, cross off any many of the little tasks to gain momentum in your day.   To gain momentum, write down all the people the people you know who might have a home loan. Collate their details, send them a letter them know you are now a mortgage broker and ask if they know anyone who you would be able to help. A few days after the letter goes out follow them up with a phone call to talk about it further. Once you have a small group of people who now know you are in the field, create a newsletter that allows you to keep in contact with those people you are building a relationship with. A personal, handwritten note that goes out with a newsletter. Join networking groups right away, not with a view to writing loans for the people in the networking group but being the person they think of when other people they know may need your services. When you are out and about meeting real estate agents and other professionals, don't go in with a view to pitching yourself, build the rapport to get to know them. By getting out in the community, not keeping yourself a secret letting everyone know you are there to help you raise your profile and become top of mind. In the unavoidable event things do go wrong, look for an opportunity to turn the client into a raving fan.   Best piece of advice you've ever been given? Never give up, be persistent and treat your customers like gold. Top three points:  Set and exceed client expectations. Have a newsletter, but also include a personal handwritten note to each person the newsletter is sent out to. Build a relationship with referrers, it is like a relationship, you need to get to know each other, become comfortable with you before they will send you business. Must read book: The one Minute Manager by Kennith Blanchard & Spencer Johnson (Skills also apply how to manage your clients).  

SHOW NOTES Mentor:  Ruan Burger of Time Home Loans Which villain do you identify with? The Joker What would not be on your LinkedIn? Has pushed an application from start to finish is only days. Lengths gone to for a client? Pushed a loan through from application to settlement in 5 days. What is your best trait?   Talks to everyone and treat them like a client you would love to work with. What is your weakness? Does not make apologies.   Mentor Moment Every client matters, treat every customer like the most important one you have. When you have conflict, take stock of yourself and try and see the other point of view before you engage in conflict, in other words understand the other person before you want to be understood. People connect with people, not with the business. Seek out people who you work well with regardless of the business brand they work under. Part of this is working out what is important to the person you want to work with and find a way to add value to them that is in line with what they find important. When you go beyond a surface relationship you build a network of supporters, not just referrers. When you are just starting out (or re-starting) you need to be consistent and persevere, know what you are doing so in the lower moments you can keep moving forward. Work back from the numbers you want to achieve so you can set targets that help you meet the end goal. Depending on the way you work, don't be tied to 'blocks', it will restrict you from engaging in the part of your business that you are best at. The communities that help us should be the communities we help, get involved. Go sit with an agent every week for four weeks, this allows you and the agent to understand each other to work out if you want to work together (this goes back to the consistency and perseverance). Three tasks new brokers can do today to build momentum: Get to know the banks, BDM and their credit teams so you understand how the process works. Talk to the people you want to work with regularly. Go out of your way to build your team. Best piece of advice you've ever been given? Nothing in life is free, for the good and the bad, there is a price.

Mentor:  Brad Triplett of RealMark What would not be on your LinkedIn? Plays football What is your best trait?   Persistence. What is your weakness?  Too much focus on only consulting. Mentor Moment You will see the rewards, but you will not see it initially, put in the hard-yards before you see the rewards. You have to invest both time and money into building your profile. Look at the money you need to spend to get your face out there, this is no way around it, when you cut corners, you also cut the results. To build momentum, seek out the agents who are doing well in your area and learn from them. Talking to people is free and people will talk to you. When you are just starting out, tell everyone you are out there and looking for people to help. Best piece of advice you've ever been given? Don't throw in the towel too early, stay at it, stick at it and don't give up. If you are putting the hard work in, keep at it. Top three points:  You have to invest in your own success. Does not leave the office until he has reached the quota he sets to talk to people. Don't get up too soon!   Where do you find inspiration: Takes inspiration from athletes who have overcome challenges to be at the top of their game.

SHOW NOTES Mentor:  Mark McGill of Amber Werchon. Which villain do you identify with? Don't have a villain he identifies with. Is probably the nice guy all the time. What would not be on your LinkedIn? Used to be pretty keen on music, interested in drums, guitar and saxophone. It was pretty obvious he was an architect in a past life. Lengths gone to for a client? A property that had been trashed by tenants, Mark came up a plan to change the property from a two bedroom one-bathroom unit to a two bedroom two-bathroom unit and was involved with the consulting and organising of the right trades for this to occur. 6 weeks later the property sold with 100k profit. Hustle: Reputation and profile today, by not chasing the listings, he places himself as a person who can give recommendations. When he was starting mark was involved in various groups where he was a key person of influence. What is your best trait?   Knows the property inside out. The client can be confident Mark knows all there is to know about the property. What is your weakness? Hates asking for the business, by adding value to the client it becomes a natural progression from presentation to listing.   Mentor Moment   When starting out the new agents needs to get involved with the various groups, work out where the value you have contributes to these groups. In the first week call all the people in your network ask them if they or someone they know was having an issue with a property. Ask the take over the data of someone who has just retired or left, there is a lot of gold in the office that is not being followed up. Have a plan to take the property to market in its best possible form, don't list the property unless it is polished and ready to go. When you attend the listing presentation, ask for an experienced agent to come along with you. You don't need to have all the specialised skills, be the professional who connects all the key people to each other. For Mark, having no 'Plan B' was a key part of his success. Mark was in a position where not succeeding was an option. New people to the industry are calling it a day before they are seeing the results of the work they are doing. The benefits of the effort are not always immediate, new agents are giving up too soon. The average lifecycle for Mark is three years from first meeting to when the property is listed with him. New agents could ask existing listings if they want to do a second open home, everyone wins. Sellers get more exposure, listing agents get more buyers thought the property. Top three points:  Actively seek out where your existing skills are, add value to those in the industry by applying those skills to your profession. If nothing else this helps increase your profile in a way nobody else can. Work with those are successful in your office, offer to assist them by going the extra mile on their work for them. You meet people and everyone wins. Dive into the resources of the office, find people who have been under services and extend your value to them. Best piece of advice you've ever been given? If there is anything you want to do, look at and copy those who have successfully done it Must read book:  Personality Plus: How to Understand Others by Understanding Yourself by Florence Littauer. YouTube link mentioned by Mark called "The Third Space" Dr Adam Fraser.

Mentor: James Chatfield Which villain do you identify with? Deadpool. Biggest length gone to assist a client: Over a period 12 months an investment structure was changed 24 times. What is your best trait? There is not much I would not do for a client. Your biggest weakness? There is not much I would not do for a client, I don't know when to stop and let it go.   Mentor Moment Help the clients to understand where they are at and how they can reach their financial goals, build the relationship with the view to helping the client in the long term. Being personable and building relationships is the biggest asset You need to know the answer to any question the client may ask you to demonstrate confidence. Over a period 12 months an investment structure was changed 24 times. There is no such thing as a bad meeting. Have a follow up system for the week and the month. Contact between 80 and 100 people each week. Take a few moments each day to hit the 'reset button', go for a walk, have lunch by yourself and find your head space. When you are just starting out leverage your existing network, let them know you are there and able to help them. Don't lose the drive to build your business, talk with the clients and develop relationships. When you are just starting out this is the drive that will set you apart.   Top Three Points: Always show up in top form. Know your products and present the best possible version of yourself. There is no such thing as a bad meeting, any opportunity to build a relationship is golden even if it take time for them to do work with you.  When starting out, become a Teflon duck. Rejection needs to just bounce right off you.  Not advice: "When someone tells you that you will not make it, turn that into the fuel that drives you". Must read book Mindsight by Dr Dan Siegel

Mentor: Kaia Hunter of Mortgage Choice Which villain do you identify with? Scarlet Overkill from the Minions What is your best trait? Ambition. Your biggest weakness? Impatience and being her own worst critic. What do you see holding new brokers back? Not hustling enough. Mentor Moment As a broker, you need to back yourself and spend the money to advertise yourself. Look at the cost of promoting yourself on Facebook it can be from as little as $1 a day. It takes 2 years create momentum and three years to be comfortable. When dealing with conflict that can get emotive, have a third party cast a second set of eyes go over the materials before engaging. Anyone can have ambition; you have to get off your backside to make it happen. You have to put the hard work into making the ambition a reality. Knowing everything in the first 2 months is totally unrealistic, it takes time to grow a deep understanding of the product and how to manipulate them for the client. Start the day with a list of urgent tasks so you can be proactive instead of reactive. Make 25 outbound phone calls every single day. Write affirmations every day in the present tense as if it has already happened. Putting some wins up on the board Have a plan, write out your vision, goals, objective and USP. Know what your ideal client looks like Review it regularly Join networking groups and attended constantly Ensure your own personal networks Find a mentor to motivate you and keep you accountable Follow the action plan without fail. It is a nonnegotiable.  Must read book The law of attraction by Ester Hicks "Treat others the way you wish to be treated."

"Never ask a question you don't know the answer to" Mentor: Justin Hagen of Calibre Real Estate   Which villain do you identify with? Invented his own. What is your best trait? Communication. Your biggest weakness? Paper work.  What do you see holding new brokers back? Trying to know it all without putting in the effort to research the area. Forgetting their main responsibility at the start of their career is to serve people. Mentor Moment We can all get caught up looking at out screens waiting for something to happen, you have to put yourself out there to meet people. When you meet them be of all the time, by building the relationship and offering information they will let you know when they are ready to use your service. Your network of people can be built by making the 50 phone calls each day, door knocking three streets and/or working in a place of high visibility i.e. a café. The number one way of getting around rejection is to ask questions you cannot get rejected for. It is not about asking for their business; it is about adding value to their day. Asking questions like 'Hi, did you know the local primary school is having a fete this weekend?'. An ideal time to make these connections is going the extra 10 steps to the front door when letter box dropping. If you miss out on a listing, you have only yourself to blame. Seek feedback from the client, reflect upon the feedback and adjust your practice. Without seeking feedback, you run the risk of missing out again for the same reason. Top Three Points: Set achievable K.P.S's for the day, and peruse them. Seek feedback, reflect, act. Be visible and a person of value, by doing this you don't need to be pushy. When your clients are ready they will let you know Generating Momentum 50 phone calls a day. 2 x appointments. There is no better way than to door knock the neighbourhood (with something that adds value to their day).

"Knock on 10 doors on the way home"   Mentor: Nathan Strudwick   Which villain do you identify with? The Joker, you have to be relentless when making mischief.    What is your best trait? Hard work.    Your biggest weakness? Worried too much about what his competition was doing, making excuses for not getting the business.    What do you see holding new agents back? Knowing it all, not asking enough questions and a fear of rejection.     Mentor Moment   You have to make rejection your best friend, when you have placed yourself in the position to be rejected, and it is actually happening the pain is never as bad as you have made it out to be.   Sales is a roller coaster; the wins wear off quickly but so too do the losses. Get off the emotional ups and downs and board the monorail and try and even out the emotions of the negative moments. You are a professional, it is your job to do the best thing for the client but not get emotionally invested in the transaction or listing.   Knock on 10 doors every single day. Make rejection your friend, pick up the phone and have a conversation. It all comes down to knowing as many people as you can, it is your job to go out there and be known (without being a douchbag).   You do not need to know it all, ask the questions so you can personalise your service to what your client needs. Make the sale a process you work with the client on.   Top Three Points: Get in front of as many people as you can. Get off the roller coaster and board the monorail. Fear of rejection has got to be your best friend, actually being rejected it not that bad when it is actually happening. Must read book   Buy Too Soon Old, Too Late Smart: Thirty True Things You Need to Know Now  

"There is no immediate success"   Mentor: Alan Taylor of Aussie    Which villain do you identify with? Loki    What is your best trait? Hard work.    Your biggest weakness? Spelling and lack of filter when opening the mouth.    What do you see holding new brokers back? Re-inventing the wheel.    Mentor Moment   Know why are you are doing what you do. Ask yourself what your endgame is, having this will allow you to work backwards using the smaller steps.    Ask. Don't have fear of the phone, pick it up and have value to offer. It is not about what they can do for you but what you have for them. Give, don't take. Never go in empty handed and expect them to want to use you just because you are there, add value to their situation.    Do what you need to do today, if it can be done today get it done. It is easier to be ahead of the curve then behind it.    Knowing what your goals are and working back using the numbers to plan your approach. If you want to write an amount of loans each month, start with knowing your conversion rate. From that point you can work out how many people you need to be in front of to write X volume of loans.    Meet people, put yourself in the placed your customers will be such as open homes, real estate agents and display villages. When they are in these places they are in the mindset where you can be of assistance.    Quick wins are about the numbers, in the early days you may spend a lot of time with no result but you will get better. Success is a long term plan (after you have worked out why).  You are not going to be a brain surgeon after 6 months, it takes years of practice.    Top Three Points: Why, plan, execute - Before you start ask yourself 'why', plan backwards from the why and now here is the hardest part... Execute!  Read about how to fish, watch someone fishing and then go where the fish are and start casting out that line.  Make the complicated simple.    Must read book (x2)    Endless Referrals by Bob Burg 7 Habits of Highly Successful People by Steven Covey 

Mentor:  Scott Beattie of Cube Central Which villain do you identify with? The Hulk, don't make me angry (according to my children)  What would not be on your LinkedIn? once saw very notable football player naked.  Lengths gone to for a client? I once picked up a client off the highway and drive them to the Titles Office, only to find out the other side was not ready to settle. Recently settled a loan that had been going since 2014 roughly 2 years. What is your best trait?  Determination and work ethic. What is your weakness? Administrative work, but having a team that supports me helps minimise my weakness Mentor Moment You may not be able to help people the first time you're in front of them, but you don't know who is in their network who might need your assistance. Invest in a good pair of shoes and a value yourself, if you are new to the industry establish yourself as someone value quickly. Hit the pavement go out and meet our colleagues in the profession, be they real estate agents, solicitors or anybody else who is involved in the property transaction. Offer to be of value to them, have something of utility to them that you can provide that will not cost anything. Which book has had the greatest impact? Anything by Richard Branson, most recently "Losing my virginity." Best piece of advice you've ever been given? What would you do if this was your loan? Treat each loan as if it was for yourself.