Tips from Australia’s Best BDM

Recently Real+ were excited to invite Adam Freitas, BDM at Raine & Horne Newtown & 2018 REB Australian BDM of the Year into our Virtual Classroom.

During the session, here are some of the top take tips Adam shared with his Real+ Coach, Kate Benjamin:

  • Elevator pitch – You need to be able to clearly articulate “Why” a client would choose you and your brand to manage their property and this will differ based on client needs and previous experiences.
  • Lead Sources – Based on current market conditions, missed opportunities are the best source of New Business in a slowing market for Adam. In the early days of his career, he spent hours each day building his database with sales OFI attendees and current tenants -he continues to do this on a regular basis.
  • Prospecting targets – Aim high, 40 – 50 calls per day dependent on the source you are focusing on.
  • Accountability is imperative, know your numbers and involve your team, peers and a coach to hold you accountable to sticking to them.
  • Block out time – Prospecting needs to be in your calendar every day. You must love the phone.
  • Listing presentation – You must have a tool kit stocked with evidence, stats, comparable properties and case studies. You must understand in some presentations you may never use these tools, but you can never be too prepared.
  • Fees – at least 75% of Adam’s clients want to negotiate, and you have to be ready and willing to fight for your fees. Adam overcomes client objections by demonstrating a premium marketing plan and well documented market share across all property types in his core areas.
  • Marketing – Social media is where Adam experiences the most traction. Adams personal website and his use of video has allowed him to connect with his ever-expanding client base.
  • Key to success – Discipline, focus, structure. Sit down and work out, based on the number of properties you need to achieve, what activity to you need to undertake to achieve this. Consistency of prospecting and don’t me afraid to miss out on listings because the more you lose, the more you win.

Thanks, Adam, for sharing!

Adam has been working with Kate Benjamin, New Business Coach at Real+ for over 18 months. During December they will be focusing on Adam’s 2019 goals.

If you would like a copy of the Real+ goals template, click here to request a copy, and go into the draw for a free New Business Goals setting session.

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I’m Dreaming of a Stress-free Christmas!

As the end of the year draws near, we all seem to be a little more busy, a little more impatient and a lot more stressed.

Relationships Australia conducted a 3 year study and found that Christmas rates in the top 6 most stressful life events between Divorce and Moving house.

With office closure dates looming, financial pressures of gift giving and the commodity of time slipping away from us, time that is needed to prepare all those last minute errands, gift buying, baking and constant events, it is little wonder we become overwhelmed with the world around us and down right Grinchy!

According to the world famous Mayo Clinic, planning ahead and taking quick breathers for yourself to clear the mind and restore your calm are the 2 most important strategies to combat Christmas Stress. Reach out to colleagues, family or friends and let them know if you are feeling overwhelmed and welcome those who offer to give you a helping hand when you need it.

Most of all remember Christmas is about family, friends and the spirit of giving, so slow down, remove some events from your agenda, turn on some silly Christmas music and enjoy what is most important in your life this holiday season. 

Click here for some Christmas Colouring to help restore your Christmas calm!

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Data Breaches – What are your obligations as a business?

You will have seen many reports about data breaches in Australia and around the world. Obviously, you want to keep your and your customers’ private data secure. However, do you know your obligations?

An important change occurred on February 22, 2018 when the Notifiable Data Breaches (NBD) scheme came into effect.

The Notifiable Data Breaches (NDB) is a scheme under the 1988 privacy act that covers the responsibilities for entities responding to a data breach. It is an obligation for organizations to notify the breached parties whenever a data breach is likely to result in “serious harm” to any individual whose personal information is involved in the breach. Serious harm includes physical, psychological, emotional, financial and reputational harm. The Australian Information Commissioner must also be notified of eligible data breaches.

What is a data breach?

A data breach occurs if there is an unauthorised access to, unauthorised disclosure of, or loss of information. Examples of data breach includes

  • Data or records containing customers personal information is lost or stolen
  • A database containing personal record is hacked (Page up recent breach)
  • A cyber-attack that results in personal information being disclosed
  • Personal information is mistakenly provided to the wrong person
  • Employees browsing sensitive customer records without any legitimate purpose

Who must comply with the NDB scheme?

  • Agencies and organisations with an annual turnover of $3 million or more, credit reporting bodies, health service providers, and TFN recipients, among others.
  • Agencies and organisations that already have obligations under the privacy Act 1988 to secure personal information.
  • Entities that have privacy act obligations in relation to particular types of information only (for example, small businesses that are required to secure tax file number information) do not need to notify data breaches that affect other types of information outside the scope of their obligation.
  • Regulated credit providers (banks or other credit providers).

A preparatory checklist

The following steps will help organisations to comply with the notifiable data breach regime.

  • Conduct an information security audit (and fix any issues)
  • Establish a data breach response team (In house team or outsource)
  • Create (or update) and test your data breach response plan
  • Update your internal cyber security policies and train staff
  • Review key contracts with third party service providers

Chill IT manages the Essential Eight (Australian Cyber Security Centre) for clients, a prioritised list of mitigation strategies to protect their system and data against Cyber Attacks.

References
oaic.gov.au/privacy-law/privacy-act/notifiable-data-breaches-scheme
acsc.gov.au/publications/protect/essential-eight-explained.htm

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What does 2019 have in store for you?

Yikes! For most of us, there are only three more working weeks left of the year…

As the year draws to a close, it’s time to think about 2019. What will this year look like to you? What do you want to achieve?

We all have things we want to achieve, whether that be growth within our business, a monetary target, a new job, a promotion, education and learning that we want to do but have never made time for or something as simple as being as being able to organise yourself in your daily activities.

To get to where we want to go we often need to set goals. And though we all know the importance of goal settings, a lot of us think about it, but the implementation and completion are not as successful.

With any goal, the challenge lies in ensuring you break it down into realistic step-by-step mini-goals to ensuring that you can celebrate the small wins along the way whilst knowing that you’re on track to achieving the big picture.

It’s easy to say “This year I want to make x amount” but knowing what you need to actually do to get there is the challenge.  It starts with writing these goals down, setting a realistic time frame of when they should be completed and then putting the energy into reaching them!

Here are a few simple steps to set your goals, so 2019 can become your year of achievement. Follow our SMARTER goal setting….

  • Specific: Define the goal you want to achieve and why
  • Measurable: Be able to quantify the goal
  • Achievable: Determine if you can realise the goal
  • Reasonable: Is the goal worth your time?
  • Time-based: Establish a timeframe for reaching the goal
  • Energy: What energy is required to achieve your goals
  • Risk: What is the risk of achieving or not achieving the goal

If you reach your deadline and you’ve haven’t quite reached your goal, so what? Keep going! Not achieving your goal doesn’t mean failure. It just means you may need to reassess what you want to achieve and break down those mini goals again and again. Assess what you did right and what you could do differently, develop a new plan and keep going. The biggest mistake is not actually trying!

We love helping you set goals and plan for success, so if you’re after some help with your 2019 goals, feel free to get in touch with the Real+ team.

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How to Avoid the Cold Turkey – The benefits of being proactive not reactive

As a Property Manager, there’s nothing worse than getting a call on Christmas Eve from a tenant with a broken oven and who has 30 people coming for a hot Christmas lunch!

To try and avoid these dreaded calls over the summer break, we recommend a thorough audit of repairs and maintenance items including outstanding repairs, appliance services and a pool, gutter and garden maintenance check.

We also recommend you:

  • Speak with your preferred trades and ensure they will be available over the break to help out any tenants with emergency repairs
  • Let them know your closure dates and who to contact if they need to carry out any extensive repairs and give them a limit on small repairs to be done without your authority
  • When sending tenants your end of year closure email, have clear instructions on your preferred tradesmen including, plumbers, electricians, pool companies and locksmiths and ask the tenants to contact you with any new repair issues no later than 2 weeks prior to your Christmas closure date
  • Call any tenants who have outstanding repairs and arrange these to be done before Christmas
  • Speak to your Landlords about any seasonal maintenance required, such as air conditioning services, smoke alarm services, pool pump services or gutter cleans.

With summer set to be a scorcher, keep your cool by being proactive in your repair and maintenance schedules, take the hassle out of the Christmas break and keep your tenants in a merry mindset.

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