Transform 2018 PM
PM Transform is an intense coaching and training program for real estate agents specialising in property management who want to improve their careers and be coached by the best in the business. We cover everything from prospecting, marketing, customer service, consumer viewpoints, digital branding, social media, PR and more. Take a walk back through PM Transform 2018 with Fiona Blayney, the Real + Coaches and some special guests.
The Completion Level of Your Training.
Lesson 1 – Welcome to PM Transform 2018 – Fiona Blayney and Samantha McLean
Welcome to your first challenge of PM Transform 2018.
Your first session with Head Coach Fiona Blayney has set the benchmark for the energy you can expect from all of our coaches across the next four weeks. There is much to be done and you’ll need to have a pretty clear “why” for being here to ensure you keep the momentum going.
Lesson 2 – How to maintain momentum
As we move through the program there will be much discussion about your business and yourself. Whilst it is assumed that transformation involved professional you, before we embark on that part of our journey we want to spend some time focus on you and your personal goals and aspirations.
Downloads and Deliverables
- Personal Goal Planner Link
Lesson 3 – Potential, capacity and systems
It’s the weekend, and time to do whatever it is you do to recharge from the week and reconnect with your friends and family if the week has seen you connected more to your office than your home.
As you navigate the program there is going to be a significant amount of time needed to ensure you make the most of every learning opportunity. You’ll not only need time to undertake the learning, but you’ll also need time to complete your challenges, check in with your buddy and keep across the FB group for the awesome incidental learning you’ll gain from all the participants and coaches. You’ll be meeting your buddy on Monday.
You may already be thinking, “How am I going to manage it all?”.
To help you get some clarity today we want you to watch an except from the original “sales transform” in 2017 where the industry expert in all things sales Josh Phegan makes a pretty compelling argument for success vs capacity and potential.
Lesson 4 – The world of Business Planning
It’s time to get into the world of Business Planning. By now you will have completed your personal plans and begun speaking with your buddy.
Fiona has provided you with the process by which to identify your business goals and got you thinking about the most important first steps for moving you towards them.
So it makes sense that today’s challenge relates to your business and starting the planning for its success based on Fiona’s session. To do this you’ll undertake the following and upload it for review.
Complete the Business Goals sheet
- Identify the most important goal topic to focus on and explain why
- Identify the top five sub-goals across the sheet to focus on for the year ahead.
The goals that you identify here and in your previous Personal Goals sheet will now become the basis of your work for the next 30 days, as we seek to provide insights that will support your achievement of these goals.
Whilst it’s not part of the challenge, you may want to consider making a vision board, or noting these goals on a ‘poster’ that you see every single day. Bonus points if you have one of these done by the end of the program.
Downloads and Deliverables
- Business Goal Planner Link
Lesson 5 – Time Management
Heidi Walkinshaw, a resident coach with Real+, lives and breathes time Management, personally and professionally. Having sat in every seat in the office and now working with businesses around the country to support them get more done in less time whilst reducing stress Heidi shares how you too can do more with less.
There’s no doubt that you’re awareness of the necessity to have awesome time management has escalated in the the past week. Time management is certainly no static concept and your ability to morph and change with necessity is key to life success.
Lesson 6 – Situation awareness in the field
Self defence a serious matter. We know that you may never need to utilise the physical elements of self-defence, but awareness of your surroundings and the people you are with play an all-important role in ensuring your safety is never in question.
Lesson 7 – The Man in the Mirror
The Man in the Mirror
It’s been a big week! We have seen much excitement out of the Transform Gate. Life takes over and for some of us, things have slowed towards the end of the week.
Tasha Eurich, as seen in her TEDx Talk on how to increase your self-awareness (video below), identified in her research that 95 per cent of people surveyed believed they were self aware, when in reality they found 10 – 15 per cent actually are.
Lesson 8 – The Journey of Leadership
The Journey of Leadership
There are leaders at all levels across all areas of life, from the school playground to the corporate office to the highest roles in Government. Perhaps what is most interesting is that leadership occurs simply when one or more people choose to follow someone, and that may or may not be in the right direction.
Here Fiona Interviews three leaders: Lauren Kirk, General Manager of Real+ and Expert Coach; Trent Shorland, Director of Harcourts Adelaide Hills; and Prue Bryant, Director and Head of Property Management Brad Teal. We see from three angles what leadership is and how it is viewed from a theoretical, professional and practical perspective.
Lesson 9 – Building FOMO in your listing presentation
If you have ever experienced ‘FOMO’ (Fear of Missing Out), you’d be in good company. Imagine if you were able to build a fear of missing out for your potential client into your listing presentation?
Kurtis Pirotta has created a method to achieve just that. In his role as Account Manager with realestate.com.au, you could say that Kurtis has become somewhat of a property management advocate.
From his experience working with agencies across Queensland and his firsthand time in residential sales, Kurtis shares with us today his seven tips to building value and winning your next property management.
Kurtis Pirotta’s Live Session will appear below in 24 hours
Lesson 10 – Emotional Intelligence
Ush Dhanak knows firsthand that those with high EQ understand how to build strong relationships based on mutual trust and respect – and how, without emotional intelligence, relationships invariably suffer.
As property management professionals we deal with a myriad of different people, both internally and externally. Honing our EQ provides value for ourselves in how we manage the property management landscape, whilst creating an enjoyable service experience for our customers and clients alike.
How’s your emotional intelligence? Let’s take a look at what Ush has to say and then find out.
Your challenge today is to get out the mirror and take a good hard look at yourself and your level of EQ. You might even benefit form a chat with your buddy or a team member to get some true clarity.
- How you react to conflict – do you listen to understand or to speak?
- Do you take on the emotions of your customers and clients?
- Are you easily agitated?
- When there’s a problem do you become an oversharer? Do you become angry and lack clear thought to bring resolution?
- Do you move from call to call and email to email with the same view of each person?
Write a critique of your EQ when dealing with your customers and clients. To keep it real you may want to think of the worst interaction you’ve had recently, the one that really got under your skin. It may help to imagine you’re a fly on the wall watching yourself in the office each day. How do you behave? How do you communicate with your peers?
Identify what changes you will work on to improve your EQ and how to apply it in your day-to-day life.
Lesson 11 – Good Works
By now it is not only us who are big fans of Chris Hanley (OAM) from First National Byron Bay, but every Transformer who has gone before you. Chris is renowned around the country and in his local community for his statement ‘Good Works’.
Imagine what we would all achieve if the world over applied this philosophy. Even if you have heard Chris speak on this topic before, you’ll enjoy this podcast (have a listen at the gym or on the way to work).
Chris gave this lesson to our Transform Masters crew last year. Whether you are formally in business development or not, you’ll benefit from the nuggets of gold that show when we do good, good happens to us.
Lesson 12 – Building your online profile
Have you ever had one of those moments when you leave your house only to catch yourself in the mirror later in the day and think ‘Oh my goodness, have I really looked like this all day?’ No doubt we have all had moments where we have not presented ourselves the best.
The beauty of the physical world is we can curtail who sees us throughout the day, and ensure only those with a key to casual us are allowed in.
The online world holds no such key, unless we create it through how we structure and use social media.
Lisa Perruzza, REIQ Business Development Manager of the Year 2017, has negotiated in excess of 1000 managements during her tenure at Place. Knowing that online and in particular social profiles for not just her brand but herself are key to her success, she has honed her online profiles across various mediums.
In her session we take a look at why Lisa believes her social profile is as important as her offline one, and the methods she has used to build her following.
Whether you’re looking to build your profile, keep yourself hidden, or somehow blend the two, you’ll find this session of value.
With a new sense of purpose to your social media profile, it’s time to get serious about it and make immediate change.
Your challenge is to review your accounts:
With reference to Lisa’s insights, identify what changes you would like to make to your profile. ‘Unfriend’ your buddy and review their profile from a consumer’s point of view if they were to undertake a Facebook search.
Lesson 13 – Preparing for growth
Kate Benjamin is an award-winning Business Development Manager in her own right, and now she coaches BDMs and leaders to success as an expert coach with Real+.
Kate knows that every property management business requires rent roll growth to maintain the organic loss, increase the total number under management or make improvements to asset/revenue and profit.
Your involvement in the process of growth is highly dependent on your role within the business, but nonetheless everyone has a role to play.
Drawing on Kate’s session on preparation for growth, what actions can you take in your involvement in the growth of the rent roll?
Downloads and Deliverables
- Growth Worksheet Link
Lesson 14 – Implementing Growth with Adam Freitas
Adam Freitas is the New Business Executive for Raine & Horne Newtown. Now 135 years young, Adam’s office remains at the forefront of technology, adapting to change quickly and ensuring they meet the demands of their colourful inner-city market.
An award-winning BDM with the Raine & Horne Group, Adam has not taken his foot off the pedal despite being at the top of his game for the past four years. In fact, he’s put his foot to the floor over the past 12 months to maximise growth and ensure nothing is left on the table.
In this interview between Adam and his coach Kate Benjamin, Adam will take you behind the scenes of his growth goals, the plans to implement them and how execution happened consistently.
‘That will never work in my business’ is a phrase all too commonly heard over the years that Kate Benjamin has been coaching, so the opportunity to bring Adam into the program and demonstrate firsthand how change matters was invaluable for us all.
So now you’ve had both the theory and its practical application, this challenge is to identify three additions to your New Business Strategy and create a map showing how you are going to implement them.
- What three additions will you make?
- Why do you want to make them?
- What will be the outcome for inclusion?
- What/who is involved in implementation?
- What finances are required?
- What is the action plan?
- How long will it take?
Lesson 15 – The Journey of Leadership (Pt 2)
There is no doubt that Michelle Williams has an innate leadership quality, one that has been honed with dedication, education and commitment throughout her property management career.
Michelle has sat in pretty much every seat in the real estate office, giving her a unique perspective of the role she now holds as Business Owner. Michelle understands what it is like to be in the front line and ensures on a daily basis she keeps a finger on the pulse of the customer and client needs. Supporting her team in providing quality service whilst maintaining their own personal balance is always front of mind.
As Michelle recounts, “You know, one of the hardest things to understand, until you’re sitting in the seat, is what it’s like to be the leader of a business, the stresses and even what the leader does all day”. In this session Michelle discusses how she got to the top, what it’s like to be there and the lessons learned along the way.
Leaning on this energy, bolster your commitment to the program today by continuing on with the development of your leadership challenge.
Whilst leaders play an important role in setting the direction of a business, the people within it are those that keep everything moving towards the achievement of the goal.
Lesson 16 – Mental Resilience
Kamal Sarma led the life of a typical Aussie kid until the age of 13, when he was sent to finishing school in a monastery in India for six years. If that wasn’t learning enough about resilience, the world took a massive turn at the passing of his first daughter. At this point he went on a further discovery of Leadership and Resilience, to lead himself and others out of a dark time.
Through this journey Kamal has discovered what he fitting entitled his book, Mental Resilience: The Power of Clarity. How to develop the focus of a warrior and the peace of a monk.
Across these three sessions, Kamal talks to us about resilience and in particular looking after one of your greatests assets: your mind. Watch time is less than 6 minutes.
Your challenge is to spend 20 – 30 minutes calming your mind. What did you do? How did you feel? How could you do this more often?
If you are interested in trying meditation as your activity, here are some apps that might help you:
Lesson 17 – Breaking Property Management
Have you ever tried to put a piece of IKEA furniture together? Only to discover upon completion you’ve got a few pieces left over, and yet the item is still fully functioning?
Fiona Blayney believes much of business is just that, filled with extra pieces to our systems and processes that are not needed.
What about that time when you found a palm pilot in your drawer and realised that it was a relic that existed in your lifetime?
Perhaps it made you think about the huge amount of technology we have at our disposal – and in many ways have had for years – yet we have not made great use of it.
Imagine if you could break everything that you are doing and rebuild it piece by piece. What would be left over? What would you realise no longer served a purpose?
In this throwback session, you’ll see how Fiona spent time with our previous Transformers debunking exactly this – it was simply too good a session to not include in 2018.
So what do you need to break?
Lesson 18 – How to future proof your business.
As the national Sales Coach at realestate.com.au, Grant has exposure to an enormous number of businesses both inside and outside the real estate industry.
Keeping two eyes on the road – the current one and the road ahead – is what realestate.com.au does best when it comes to supporting the real estate industry and our positioning in line with change and disruption.
The future of yesterday is here, and tomorrow is looming. In his session there is no doubt Grant Turner opened your eyes to how life will be changed and, more importantly, how business will potentially be reshaped.
Lesson 19 – Merging Technology with Service
After speaking so much about technology over the past 4 weeks, it can be a bit overwhelming when we consider what we should implement into our business.
The first place to start, according to Sarah Dawson, Head of Growth at Real+, is understanding what problems your client wants solved (what they want) and then mapping the journey you wish to take them through across their service experience with you.
Fiona and Sarah discuss the merging of tech with service and how you can best approach reviewing your current world and considering the next tech addition to your business.
For today’s challenge: after watching the video, consider this.
Is there tech in your business that actually serves no one? Or is there tech that would make a massive difference in your’s and the customer’s day?
Lesson 20 – The process to list
Tara Bradbury is at the helm of the BDM Academy, which she designed specifically to focus on the education and training of Business Development Managers in the real estate industry.
Tara has demonstrated today how important it is to create that all-powerful listing presentation, where ‘You had me at hello’ can become reality.
Whilst Tara demonstrated there is an art to listing a property, and like all artists skill takes time and dedication to perfect, there are immediate changes you can make to get results, and long-term projects to see consistent benefits.