We all get caught up in our stories.
Most of us think we are our stories. The problem is that when these stories take on a life of their own and that life isn’t the one we want.
That’s when things start to suck.
Are you happy with the story you are living now?
Who wrote it?
Did you create it or was it simply shaped by your parents, friends, society, or even the media?
The story you’re living in right now is only a chapter.
You can write the next chapter of your story.
The trick is, if you want it more, you actually see more people, and the agent that generates the most appointments wins in real estate – end of story.
Make rejection your best friend. Establish yourself in the market, not in the office. Other agents in your office do not pay your mortgage, vendors pay your mortgage. Let go of the addiction to being liked by everyone.
Diagnose then Prescribe
Agents should act like doctors and try to make a diagnosis at their listing presentations by asking the right questions in order to determine the right path forward with clients.
Million-dollar agents ask questions, rookies make statements. And when I ask million-dollar agents about their biggest source for new listing opportunities, they say “open houses”.
Every buyer that you speak to must be asked this question, ‘Is this your first purchase in the area or your second?’ because if it’s their second purchase then they’re a potential vendor.
Agents should also be looking at every listing within their market by attending open for inspections and seeing what their competitors are doing differently.
Those who want success the most are the ones who end up with it.
“If you want to win more listings, you simply have to see more people. The agent who generates the most appointments wins in real estate – end of story,” he says.
Successful agents are not only ok with rejection; they use it to propel them to continue prospecting.
“Establish yourself in the market, not in the office. Other agents in your office do not pay your wages. Vendors pay your wages. Let go of the addiction of being liked by everyone.”
As a coach to some of the top million dollar agents across Australasia, here’s a listing presentation tip to differentiate yourself that has proven to work.
Firstly, you need to visit the open homes in your farm area, collect brochures, making notes about the properties – and then bring this portfolio of marketing material and analysis to the listing presentations.
Then the next time you’re at a listing presentation you can sit in front of a vendor and say:
“I’d like to let you know that when your home comes on the market you will be in competition, not in isolation. My job is to make sure that I know everything about every home that you’re up against. Let me show you the homes that your property is competing against.”
It was a day when new members met more established members, faces were put to names and lots of knowledge and experience was shared.
John Stewart, our Australasian Membership Consultant was our MC for the day and he did a stellar job. John has been a major player in our move into New Zealand and we are thrilled to announce our first One Agency office has opened there this week.
Tom Panos presented for us again, in his inimitable style and bringing great ideas and energy to the stage. Tom shared some great tips on helping create your best financial year ever. His wealth of knowledge was as insightful and inspiring as ever.
The hotel put on a fabulous lunch and gave everyone a chance to catch up and kick back. Nick Bendel, Editor at REB online joined us for part of the day along with other guests and One Agency suppliers.
You’ll have plenty of opportunity to meet other members and join in with our ever popular ‘sharing & learning session’ with our exclusive panel of One Agency members.
We also have two great speakers lined up and at the end of the day there’ll be drinks & canapés in the drawing room of this beautiful hotel to unwind and socialise.
KEYNOTE SPEAKER:
Tom Panos
Real Estate Advertising Director for News Ltd & Leading Real Estate Auctioneer
Tom is regarded as Australia’s premier authority on Real Estate marketing and considered by his peers and Australia’s leading real estate agents as the No. 1 educator and thought leader in his field. We are excited to have enticed him back to us for this event.
SPEAKER
Phil Harris
Managing Director/Auctioneer, Harris Real Estate
Phil Harris is fast becoming one of the foremost real estate speakers in the country. As the founder and Managing Director of Harris Real Estate, Phil has a passion and acute knowledge of what it takes to become a market leader and enjoys inspiring others to do the same. He is always thrilled to share his experiences and ‘recipe for success’ with an audience.
EVENT SCHEDULE WEDNESDAY, 26 AUGUST 2015
The cost is $395 + GST per ticket (bulk discount available for the purchase of 5 or more tickets per office). Please note that this is a not for profit event and represents exceptional value. Upon receipt of your payment, your ticket will be issued and your seat confirmed. Tickets are non-refundable, but may be transferred.
Invitations will be mailed out to members over the next few weeks. To book please contact Rita Mann on 1300 79 23 88 or via email.
At One Agency we are always open for a conversation, so if you have anything to say in response or have any questions, please contact us.
T 1300 79 23 88
T +61 2 8039 2110 (International)
I’m sure that you’re all busy making sure that your sales, rentals and businesses are managed through the holidays of this festive season.
We’ve had another extremely productive year here at One Agency and have almost doubled the number of members joining the group. With one new member from the Northern Territory, we are now in all States and Territories of Australia.
Rita and Karin have been joined at Head Office this year by Therese, Emma and Darelle. Between them, they’ve managed the huge growth we’ve seen, and I thank them all for their contribution to our group. The One Agency brand is getting more and more exposure in the market place and we look forward to welcoming in more real estate professionals in 2015.
With enquiries pouring in from across the Tasman, we are also investigating establishing operations in New Zealand, to offer these real estate agents the same great opportunity as our Australian members.
Many of you will be pleased to hear that we’ve been working on the new One Agency website and it’s looking great. It will be a beautiful design, easy to navigate and have lots of excellent new features. Launch is due early in the New Year.
“Our very first two-day interstate conference was a major success. From the amazing speakers like Tom Panos, who nobody ever tires of seeing, he is simply inspiring every single time, to our surprise speaker Dane Atherton, who also was a stand out. Gary Pittard also shared his vast knowledge providing a diversity of information.
Julie Davis and Neil Williams provided a valuable personality profile, which is great to assist in staff selection. Denise Stanley also helped keep our members businesses compliant. Advenda announced a new economical price structure and Tony Chadwick from Rype Ideas discussed the advantages of Google Apps, which is included in the email accounts for members. The number ONE attraction was the sharing and learning session from our very own members.
The evening soirée was our first such event and thanks to Annie was a great success. Kate Maday and husband Andrew took out the best dressed. The One Agency ‘family’ shared and cared for each other as we always do and a lot of laughs were had by all. One Agency to the fore!” Paul and Annie Davies.
Myth #1: The most successful real estate salespeople are born, not made
Fact: Incorrect. Yes, a good agent may have a tendency and inclination to be a savvier negotiator with better people skills, but these are things that can be learnt and nurtured. Research shows that at a maximum, people are operating at 50 per cent of capability which means the majority of human beings are not realising their potential.
Myth #2: Agents that write $1m in gross commission do a lot of cold calling
Fact: There is no evidence that seven figure agents do cold calling. Seven figure agents run an attraction business that is built on momentum; their prospecting is best defined as either “warm” or “smart” calling. They simply are nurturing contacts they already have. In marketing this is called “lead nurturing”. At one stage they did have to do cold calling, but most of these agents have got to a level where they are having more calls come in than calls go out.
Tom Panos is back to present by popular demand and we have a great day planned for all our members. Steve Carroll, Head of Sales Residential North at realestate.com.au will present after lunch and then a session with Joshua Hodge, State Sales Manager NSW/ACT for RP Data. You will have received an email announcing our new and enhanced RP Data Subscription for all our One Agency members at a greatly discounted fee – contact Head Office for further information.
Tony Chadwick Co-Founder of Rype Ideas – a new fresh IT technology business offering Apple-centric and cloud based business and creative solutions will present “Work in the Future Today”. It’ll be a great session.
The day concludes with a sharing and learning session before heading up to the bar for some festive cheer!
We have a new product catalogue launching next week with some great new items:
We love the new bunting! There are also document boxes arriving early next week. Email us by clicking here if you would like to make an order.
At One Agency we are always open for a conversation, so if you have anything to say in response or have any questions, please contact us.
T 1300 79 23 88
T +61 2 8039 2110 (International)
We’d like to offer ONE big congratulations to our 3 businesses in the Illawarra just south of Sydney on the coast who recently featured 16 full pages in the local newspaper, the Illawarra Mercury – One Agency Denison-Pender & Moore, One Agency Zeidler Hayman and One Agency Sally Absalom. They came only second to Ray White who have been long established in the region and have 9 large offices.
The One Agency Head Office has recently moved to new premises in Brookvale – the ‘Lifestyle Working Building’ . It’s a benchmark ‘green’ building that provides considerable energy and environmental savings whilst offering us fresh air, sunlight, creative spaces, health facilities and a great community to work within. Located at 117 Old Pittwater Rd, Brookvale, adjoining Warringah Mall, we’re loving our new home.
We are pleased to announce that we now have more than 100 agents in the One Agency Group!
With 12 new members and 17 individual agents joining us in the last month, we are Australia’s fastest growing brand. If you want to find out more, contact us in complete confidentiality.
Tel 1300 79 23 88.
We’d like to offer ONE big congratulations to Peter and Dean Harper at One Agency Harper Property in Tasmania who won the Best Small Agency of the Year at the Real Estate Institute of Tasmania annual awards last week.
Dean and Peter have worked tirelessly at building their business and are going great guns in their marketing campaigns – follow them on Facebook.
Sales Scripts & Dialogues | Attracting Business & Marketing | How to be the Best Version of You
We’re excited to announce that by popular demand from all who attended, Tom Panos has agreed to come and speak at our next conference on 28th November 2013 at the Novotel Brighton Beach.
His last presentation was both inspirational and motivational and we look forward to hearing more from him, so don’t miss out and add the 28th November to your diary now. We recommend that you book seats in advance as numbers have more than doubled at each event we’ve held so far.
We are also thrilled to announce that the business is growing at record speed: we’ve received 9 licenses in 9 days! We are please to welcome Michael Potter in Canberra South, ACT and Tracey Goodwin in Main Beach, QLD. Also joining us in the ACT is Scott Crossman.
We were lucky to have Tom Panos come and speak and his presentation was fantastic, everyone took a lot of great ideas and inspiration away with them. Tom is a motivating force to be reckoned with, you can access his FREE Success Tools here.
The day was a great success with other presentations from Travis Williams, CEO of Box & Dice and our own Annie Davies showing our new range of promotional products. There will be a new product catalogue out in late August.
Our new products include:
– Corporate Branded Ladies Scarves
– Corporate Branded Mens Ties
– Wine Bags
– One Agency Branded Ribbons
– One Step Ahead Running Singlets for both men and women
Email Head Office to order by clicking here.
The day closed after an excellent exchange of ideas in the ‘Sharing & Learning’ session and had a very social conclusion in the bar at the Novotel Brighton Beach. We hope you found the new location more convenient in its proximity to Sydney airport.
Come and say hello at One Agency Head Office and discover why One Agency is the fastest growing real estate brand in Australia. You’ll find us at Booth 55.
There is an excellent line-up of speakers including Chris Gardner – the real life inspiration behind the Academy Award nominated movie The Pursuit of Happyness.
We’ve had more new members join us this month and will be announcing them over the coming weeks. This week we’d like to welcome Trevor Byrne and Peter Cutuli from One Agency Carnes Hill in Western Sydney.
One Agency is a revolution in real estate, empowering both individual real estate professionals and established agencies to take control of their future and bring an entirely new level of service to clients.
