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The Accountability Collective – Lions

The Accountability Collective is designed to be an incredible combination of brainstorming, education, peer accountability and group accountability which we know works. We work with small groups (maximum 6-8 people) to help them sharpen their business, productivity and marketing skills in a safe and highly-focused business environment.

The Completion Level of Your Training.

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October Meeting

Intros

Kylie

Kylie King: Current Projects
  • New staff member starting this week 
  • Culture playbook, getting the HR stuff “nutted down”
Current concerns/Roadblocks
  • Herself (!)
Help/Suggestions for Kylie
Sam 
  • Let’s maybe get Hannah along to talk culture playbooks, work at freeing up time and all the transformy type marketing stuff

Kathy

Kathy Tsai: Current Projects
  • Polish up the listing presentation
  • Improve conversion rate – work across the chain-link system
  • Marketing consistently for six months
Wins
  • Successfully conjuncted with a colleague on a developer deal
Current concerns/Roadblocks
  • Personal marketing falls off the radar when it gets busy (common problem for all!)
Help/Suggestions for Kathy
Sam
  • Look at ways of freeing up time to ensure that marketing gets done
  • Marketing will get you in the doors when times are tough – this is something we will be doing a lot more work on.

Melissa

Melissa Burtt: Current Projects
  • Maintaining momentum – they have grown a lot
  • Listing presentation
  • Onboarding new employees
Wins
  • Hired a new salesperson  – starting October 15
Current concerns/Roadblocks
  • Time management

Colin

Colin Wallbank: Current Projects
  • People changes – previous employee returning – so effectively onboarding new people
  • Working on his listing presentation
Wins
  • When Colin puts someone’s name in the CRM he puts them in his phone too so he knows them by name when they call
  • This paid off big time this week when a prospect called trying to figure out whether she should hire an agent or sell herself. Colin ended up winning the deal with the client saying she was so impressed when he answered the phone and remembered who she was… 
Current concerns/Roadblocks
  • Changes in Staff particularly the BSO (sales administrator) – but this is an opportunity to get in a really strong staffing position or next year
  • Perhaps ‘winging it’ a bit with his listing presentation
  • Absentee owners – how to communicate effectively with them
Help/Suggestions for Colin
Sam 
  • Sam feels that authenticity and willingness to help people and listen to them usually beats polish and perfection
  • With the listing presentation its often the long game – the guy that sold our office simply just kept in touch with us over the last five years. We called in three agents and even though Nick was more expensive trust won the day.
  • Don’t forget the cards each year (like the card lady!)
  • For onboarding – Document everything using Loom – then document the steps – then get someone else to follow the steps to see how tight the checklist is. If not rinse and repeat until the process is watertight
Melissa
  • Also wants to work on her listing presentation. But she hasn’t presented. 
  • “I’ve just gone in there and said, what do you need? How can I help?” And it’s been as simple as that, and they’ve gone, “I just need you to do this. I need you to take this off me.” And do it and yeah, probably 60% of the ones that I’ve brought I’ve listed but I haven’t even done a presentation on.
  • Melissa says with the absentee owners – its a case by case communicating with them  – Zoom has worked in the past
  • Allocate the time
  • Get the technology right – eg ring light etc and in a good place that you can access it straight away when the mood takes you to create a video. “If you get it and you don’t use it then you feel guilty for not using it!”
  • Mark to put together a list of things to buy
Colin
  • Don’t get complacent about referral business coming to you
Kelley
  • For onboarding focuses on culture
Melissa
  • Ensure that you have regular performance reviews during the day so that people can see how they are tracking

Kelley

Kelley Seaton: Current Projects
  • Has had a lot of properties sell – (being sold, fees)
  • Define and differentiate amongst cheap fee agents
  • Really show what the value is – to be able to protect fees against people that are half their price
Current concerns/Roadblocks
  • People asking for fees straight off the bat
  • Lack of loyalty
  • COVID affected landlords eg Qantas employees jumping straight to the cheaper rate (fearful for their jobs)
  • The usual objection handling – longevity, staff turnover, is just not working – the general attitude of the landlord is they don’t care about that.
Help/Suggestions for Kelley
Kylie 
  • Going through the same pain – issues with fees and staffing
  • Found agents in her area who were cutting fees are not around now – 
Melissa
  • Doesn’t discount but they do lose on fees at times. Would like to know more about how to protect fees.
Sam
  • Use the Jimmy Mackin tactic – When the ask your fee straight up, make a surprised noise and say, “whoa we going to fees straight up, is that the most important thing to you…”
  • This gives you a chance to uncover what might be really important by asking them a question – the person who asks the questions holds the power… (because this year it could literally be anything… )
  • Keep going with your market monitor – days on market is everything
  • Evolution – needs a slight COVID update – but the DSP chapter is useful
  • “When the consumer can’t see value they will differentiate on price”
  • Think in the future – what happens to investors when mortgage holidays end
Colin
  • Colin had a similar issue over the weekend. A young female vendor called in her dad to negotiate. Dad wanted 50 per cent off the fee.
  • “I am fortunate that I’ve managed to carve out quite a successful niche down here. And, in the end, I got it. I got it down to 20% of my startup phase but got full marketing fee up front.”
  • In PM – Colin and his wife are trying to grow the rent roll and they won’t take crap properties – they do discount a little bit if it’s a ‘good client’
  • It’s a bit of a long game – the client finds out eventually that the discounters don’t give great service – so keep in touch with investors even if you want to lose the listing
Kathy
  • Kathy says, “Our fees are not the cheapest, but we are not the most expensive either. How about I include my commission rate with my CMA which I will send over by email to you.” – So Kathy says don’t give it away in the conversation but do send it to them later

November Meeting

Colin

 

Colin: Current goals

  • To be less busy. A few staff members have needed to be bedded in, he needs to get that sorted. 
  • Trying to adopt a less negative attitude, which stems from stress regarding trying to run three different online auctions at the moment, and is being carried through elsewhere.
Things that would cap off the year
  • To sell the Openn Negotiation homes, and get the subdivision started and a few lots sold.
Wins for the month
  • A subdivision on and off for a number of years (27 lots) which has finally been secured. 
  • Good numbers at two open homes on the weekend (6 and 4)
  • Has the wellness side of life handled: doing exercise, meditating, journaling, etc.
Help/Suggestions for Colin
Sam
  • Try not to be so hard on yourself, especially given circumstances out of your control. “This too shall pass”. 
  • Go back through our journal, and to the gratitude stuff. Sometimes being busy can be reframed as “this is a good problem to have.”
  • Speak to Will Ainsworth about getting help with Openn

Heidi

 

Heidi: Current Projects

  • In the process of hiring someone.
  • At the moment I’ve committed to a salary for six months, and after that, I’d like to move to more commission style. 
  • Find out if the above strategy is the most efficient way to sort wages.
Biggest wins for the month
  • In the process of hiring someone.
Things that would cap off the year
  • To shift some of the field mice work: pre-settlement inspections, the card writing, getting messages off message bank, social media.
Advice for Heidi
Sam
  • Start small. You can even start someone on one day a week, and grow from there, as the person takes on more and more, she could afford to pay for two days, three days, etc.  Work out how to pay someone for one day, a week or two days a week? Give them stuff to do, systemise that, and then build on it. 
  • You’re still going to have to handle the wages (with JobTrainer, which is another thing that you guys need to factor into your whole days. When you’re responsible for someone else, you’ve actually got a fun time to pay them and do their super and do their tax and do all that sort of stuff.
  • There’s a lot of real estate training companies around at the moment saying, ‘let us help you do this.’
Kelley
  • Look into JobTrainer: “It is an Australian government incentive, with approx. 160,000 or something like that on offer. And the government pays 50% of their wage for the first 12 months. And they also incentive you by paying some funds upfront, I think, when the traineeship starts and then when it ends.”

Kelley

Kelley: Current project

  • Organising a landing page, domain name, etc. 
Biggest wins for the month
  • Decided not to get a commercial office, and to just put a trainee on.
Things that would cap off the year
  • Getting all the marketing out for new business.
  • To be able to end this year with that the training organisation completely done so she can just walk straight into it next year.

 

Kelley/Melissa

Melissa

 

Melissa: Current Projects

  • Still working on a listing presentation
  • Bedding down her ‘what’s next’ so that when we come back in January, “we’re just hammering along and getting the business.” 
  • Having Rebecca on as duel agent, and getting that flowing.
Biggest wins for the month
  • Both new starters have a sale under their belt.
  • A few PM deals came across.
Things that would cap off the year
  • Wants to have a strong post-listing system. Giving vendors clear ‘next steps’ so they are ringing with questions. The goal is eventual efficiency.
  • Personal goal: to set up a morning routine
Help/Suggestions for Melissa
Sam
  • Have a definite December holiday. And set up your morning routine then.
  • On listings presentation: There’s a certain moment where you’ve got to say, if it ain’t broke, don’t fix it. If you’re converting three from three, nothing’s broken. So don’t think you’ve got to do something else because some other agent does it this way or somebody else does it that way.

 

Kathy

 

Kathy: Current Projects

  • Sending out gingerbread house kit to VIP clients, just to keep them busy, gluing the houses together with the icing sugar, and coordinating that with a flyer run to the community with a chance to win a gingerbread house kit (for data collection).
  • Tip from Kathy: Have handwritten cards because people don’t get written mail anymore – get a PA to write the message, and sign it yourself (and add a business card)
Biggest wins for the month
  • Four property offers in the last six days.
Things that would cap off the year
  • To get structure to the part time PA.
  • Get more hours back, dollar-productive hours.
  • Continue signing up new listings.
  • Data collection, to build database.
Help/Suggestions for Kathy
Sam
  • Add a QR code on your competition flyers, something which goes to a landing page, once they fill in your details to do in the draw. 
  • If you’re doing something offline, don’t forget the online equivalent.
  •  People are becoming Zoom-weary and so are more open to taking a phone call. Human conversation trumps everything else.
Colin
  • The ROI mailing out the cards wasn’t deemed to be worth it in his office.
Melissa
  • They don’t send cards, but make end of year calls to all current and past vendors, purchasers, a week before Xmas, and they send a little gift to all the tenants. They have also swapped Christmas cards for anniversary cards.
Kelley
  • Cards get lost in the pile, instead send fridge magnets, the really sticky ones that stay on forever.

 

Star Principle

Team Building: What did you do?

Downloads and Deliverables

  • Nancy Youseff: The Road to Financial Freedom Link

Videos and Training Materials

Sunday 18/10 Live: Kaupapa and Whakapapa

In Te Ara – the encyclopaedia of New Zealand – the word ‘papa’ means foundation.

Kaupapa is a set of values, principles and plans which act as a base of foundation for action.

A Kaupapa is a set of values, principles and plans which people have agreed on as a foundation for their actions.

Our foundation for going from (let’s call it) chaos to clarity is

  • Analogue time in the morning – don’t start with checking your email or social media
  • Work out what your priorities are (apply 80/20)
  • Use social media intentionally – creators not consumers
  • Focus on your one big question
  • Manage energy not time – scheduling time for your big projects when your energy is high
  • Making sure you’re looking after yourself and showing up for the people that matter.

These shouldn’t be seen as extra things to do – they are a standard set of principles to operate from.

If you are having trouble with this then a quick revision on James Clear’s system for adopting good habits

  • Make it obvious
  • Make it attractive
  • Make it easy.

So here’s a big question for you: How can you make the foundations of your productivity – the kaupapa – obvious, easy, and attractive?

The Power of Evolution time

I made this quick video for you guys on the power of the subconscious mind to highlight the importance of setting your own agenda rather than letting others set it for you.

This is also why the habit of starting the day analogue and writing down your priorities for the day before you check your phone works. Somehow it puts a forcefield of organisation around you for the day. It also really helps if you can visualise your day/week running smoothly – the reason why is in this video.

Carpe Diem!

What’s your big question?

“Now that is a good question.” It’s nice when we hear this about the questions we ask because it often means we have asked something different or thought-provoking.

Yet everyone struggles with this in the suggested morning routine in Transform. What is your biggest question for the day?

Why do we get you to do this:

  • To start with it is something that Gary Keller wrote about endlessly in The One Thing – the theory being it helps greatly in prioritising the ‘must do’s’
  • Tony Robbins also wrote “The quality of your life is a direct reflection of the quality of the questions you are asking yourself” in his book Awaken the Giant Within  – the message being similar to James Clear’s message about success being equal parts action and reflection (as opposed to just action!)

And hopefully, in The Accountability Collective, it’s once again a muscle you are exercising on a daily basis (it won’t give you better guns or abs but it will strengthen the muscle that sets you apart from your competitors that don’t.

What are some good questions?

I have a video coming on this soon, but even things can get off track in our world so instead of me, I give you a guy I follow from time to time by the name of Steli Efti who created a CRM for all types of salespeople, not just real estate.

Here’s his take on why he does this every day, and what questions he asks (interesting as this video was created in April at the beginning of the COVID crisis.

His Questions:

  • What can I learn right now?
  • How can I grow in this environment?
  • How can I serve people and the world today?
  • Where are hidden opportunities?
  • What is the change that is about to happen?
  • How can I adapt?
  • What are the benefits of these tough times?
  • What would I do if I had opposite beliefs?
  • How can I decrease anxiety in the world?
  • How can I help people cope better?
  • What can I do to make one person’s life better in the next hour?

And here are mine (or my goto’s at any rate!)

  • What worked well?
  • Where did I get stuck?
  • What did I learn?
  • Am I showing up for key people (family, friends)?
  • Did I make meaningful connections?
  • Did I positively impact anyone’s day?
  • What’s on my not to do list?
  • When did I feel the most energised?

I’d be interested to know what are your big questions – post them in the group 🙂

Carpe Diem!

Perspective

As per my video on Sunday night, this may be a lesson from Transform 2020 worth revisiting from Jet Xavier. Elements of Value (HBR) is in the links.

Downloads and Deliverables

  • Elements of value HBR Link

Win Win Conversations

Allan Pease Sales Success Webinar

The 10k model replay

Lizard Brain replay

A taste of Tom Ferry

Market Monitor – PM Version

Check this section first

Onboarding info

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TAC Code of Conduct

Your TAC agreement

While we all like to have fun while getting stuff done, this agreement is meant to be a serious record of the official procedure and guidelines of the group. The code of conduct here are the big rules for The Accountability Collective (TAC, The Collective), that all members need to be aware of and abide by.

Mission and Philosophy

  • Our group’s mission and philosophy are to become better business people (and better humans!)
  • We come together as a group to significantly improve other group members businesses and themselves in doing so.
  • We do this by implementing the agreed actions and ideas that are agreed in the group.

As Forum Facilitators, Elite Agent’s role is to

  • Come to each session/program prepared
  • Devote our full attention to you during the Coaching Sessions/Programs or Services stretch you outside of your comfort zone into new areas and support you as you do so
  • Provide you with resources and knowledge where possible, or point you in the best direction we can to help you find resources and knowledge
  • Provide a safe space where you can express yourself and be heard
  • Challenge you to create the business you want
  • Offer support, encouragement, feedback, and guidance throughout the sessions or programs

As a participant in TAC, your role is to

  • Be punctual for each session, ensuring you arrive on time and with 100 per cent focus
  • Complete action items and agreed commitments made during and between TAC sessions
  • Be open to new ideas
  • Be ready to take action and make quick decisions
  • Make the program a priority
  • Be prepared and make time for the work that you need to do for the Sessions/Programs or Services
  • Take responsibility for your outcomes
  • Ask and offer help to other participants

Meetings and Your Attendance

  • The group will meet once a month as agreed and you are free to work with each other between meetings to ensure everyone stays on track
  • The session format will be to check-in on everyone’s individual progress of their action items from the previous meeting. The group will debate issues, share ideas and discuss and question areas of relevance to each members business.

TAC Principles

The Collective agrees to operate in accordance with the following principles:

  • We value diversity of thought and experience and our inclusive culture is what contributes to the group’s success
  • We represent a diverse workforce that reflects contemporary, multicultural Australia. We celebrate and promote this diversity and view it as a strength to our individual businesses
  • When members meet or interact, we leave our egos at the door
  • Members act with honesty and integrity and say what they believe, even if at times that’s uncomfortable
  • The group looks to help other group members before looking for help themselves
  • Respect is shown to each other’s views and opinions, even if we don’t always agree with them
  • The group celebrates each other’s successes and provides genuine support a member might be doing it tough.

Confidentiality

Confidentiality is a key component of trust, and trust is essential for this TAC to operate in a fair manner for all attending. At times we will discuss commercially sensitive information or private information. All members both past, present and future, agree to accept and adhere to the group’s confidentiality.

TAC member signoff

I agree to accept these group guidelines as outlined and am 100 per cent ready to crush it.

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Download the App

 

Get the The Accountability Collective (TAC) app.

Scan the QR Code above from your mobile and add the app to your phone’s home-screen or visit tac.eliteagent.com

IMPORTANT NOTE: You will need to access the app using the Email address you registered with for TAC and it will email you a PIN to complete registration. This is a one time registration activity.

Upcoming Group Meetings

December

January

February

March

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