From all of us at Elite Agent, a big, warm welcome to Transform 2021! What makes this event more fun and rewarding than most virtual events (and to be truthful, even some live events) is the experience you get by participating, fully. Plus getting involved can earn you big leader board points to get you closer to the prize money!

Tips to get the most out of the challenge

Be on time or early...

Often, our team will jump onto the live webinars earlier than the advertised start time and its good practice for you to jump in early and get settled. Plus - as our ‘Transform OGs’ know, Sam is often in there early chatting to everyone and dropping the odd extra hint!

Webcam etiquette

Transform is designed to be an interactive physical event, just delivered digitally. So just as you’d show up in-person to a conference or training room, we ask that you turn on your webcam - and keep it on for the duration of the live webinars. The speakers love it and so do we! A quick webcam tip: Be aware of your surroundings. If you are in a noisy office be sure to plug those headphones in.

No multi-tasking

Being present during the activities is the best gift you can give yourself - and you'll get so much more out of it if you participate in the activities - and multitasking is actually one of the biggest productivity drains of all because nothing is getting your full attention...

Read challenge instructions carefully

A big skill is being able to take instructions and execute on them (your customers expect this too!) We have found the #1 problem with participants getting full points allocated to them is they will submit challenges that are based on what they want the instructions to be, rather than what they actually are. So please read the instructions to each challenge carefully...

Getting support

If you need help at any time the official channel is to email [email protected]. We cannot respond to problems via multiple channels (eg Facebook Chat, Insta Chat, etc etc). There is also a chat box at the bottom of this screen which you can also use (it goes to the same place). Often some of our OGs know the answers to your questions, so a post in the Facebook Group with [ASK] or [HELP] to get assistance from your fellow Transformers...

Share your WINS

No matter what your win is - big or small it should be shared and celebrated. So feel free to get creative and post your win in the Facebook Group starting with  [WIN] and let us know what and how you won. Sometimes these small lessons are where the real magic is created.

Transform Principles - aka the 'code of conduct'

If this is your first time doing Transform one of the amazing things you'll find about this group is how supportive everyone is. (Where else can you find such a big group that wants to celebrate your wins, and see you succeed....?). So here are some guidelines as to how we view the community:

• We value the experience of everyone in the group and promote an inclusive culture
• The group represents a diverse industry that reflects contemporary, multicultural Australia.
• We celebrate and promote this diversity and view it as a strength
• When we interact, we leave our egos at the door
• The group looks to help other group members
• 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 if someone is doing it tough.

Confidentiality

Confidentiality is a key component of trust, and trust is essential. Over the course of the 30 days, you may learn things about people that you didn't know before - and you might find that your fellow Transformers share things that are personal to them. So for that reason, the group, the webinars and this course area need to stay a safe place. What happens in Transform stays in Transform...

Your acceptance of this code of conduct

I agree to accept these group guidelines as outlined and am 100 per cent ready to crush it. [gravityform id="25" title="false" description="false"]

By now you know the Facebook Group is an important part of this challenge - as it allows you to meet and network with coaches and other participants. This year, your participation will give you a shot at winning a $1,000 cash prize. More details on that coming soon... but for now click this link https://facebook.com/groups/jointransform, or scan the QR code below to join the group.

You won’t want to miss a single moment of our Live Webinar sessions, along with the ability to ask our coaches questions!

Most of our webinar sessions will be held on a Tuesday and a Friday at 11 am AEDT, commencing Feb 2. There are some exceptions so check the times and dates below.

You can get an up-to-date schedule at any time by scanning this QR Code and downloading our Eventee App (this has information in it about our speakers, sponsors and more)

Schedule - all times are in AEDST (Sydney, Melbourne, Hobart)

Feb 1 11 am - Dollar Productivity re-defined with Sam

Feb 2 10.15 am - 12 pm (Opening Webinar)

Feb 4 5pm - 6.30pm (Auction contest)

Feb 5 11 am - 12 pm

Feb 9 11am - 12 pm

Feb 12 8 am - 9 am

Feb 16 11am - 12 pm

Feb 19 11am - 12 pm

Feb 23 11am - 12 pm

Feb 26 11am - 12 pm

March 2 11am - 12 pm

In the downloads section, you will find some items that will be useful during the event. (These should arrive by post, but if you need extra copies or a sneaky peek at the workbook, or you registered late, everything is below...)

One of the things you will need to successfully complete this challenge is a diary. The Challenge workbook (in the downloads section) has some pre-printed pages, and those are perfectly OK to use. But if you would like to purchase one of our lovely Elite Agent diaries, there is also a link to do that below.

 

 

Today's Challenge:

Make a personal habit declaration below. This is a habit you will track (and receive leaderboard points for) for the next 29 days.

[gravityform id="21"/]

 

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points. Current Maximum points 100
Day 1 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

You have three jobs to do today

1. Complete your first check-in and set up your reminders. Look for the check-in tab on the menu at the top of this page. If you haven't declared your personal habit yet, check the Day 1 tab (above)
2. Register for the auction happening tomorrow afternoon (we are auctioning prizes, points and challenge advantages, including giving one person the opportunity to go straight through to pitch round...). Plus you'll get points for registering, bidding and winning.
3. Connect with your team to determine your auction strategy - you can bid as an individual but you'll be committing your team's points - so make sure you are all on the same page - and present!

Instructions to register for the Openn Auction

1. Go to www.openn.com.au and click Sign Up.
2. Fill out your contact details
3. In the top right of your screen, click on the arrow icon and click “Training ”

1. Enter the words ‘Mystery Box’ in the property search bar to display the list of boxes available to bid on.
2. Click on a listing you would like to become a bidder on. Why not make a bid on every box – got to be in it to win it!
3. Join as a bidder and submit a starting bid*
   

*Note: in an ordinary Openn Negotiation, all buyers must be pre-contracted before their bid is approved.

Before the Auction Starts: Key Reminders

• You must submit an opening bid BEFORE the Final Bidding Stage starts. 
  • Do that now if you haven’t already. Why not make a bid on every box – got to be in it to win it.
• You’re NOT playing with Monopoly money – you will be using your teams amalgamated challenge points, which will be deducted in full if your team is the winning bidder.
• We encourage you to make bids from a different device to the one you are joining the Zoom conference on.

Who's in my team?

Download the leaderboard app (if you haven't already)

Click on the "My Team" icon at the bottom of app screen

This will show you the names of the people allocated to your team (where you can pool points for the auction)

If you then tap on the person's name, their contact email will be revealed...

 

Auction night is here! Be in the running to nab yourself some great prizes, points and more!

Time - check your timezone!

• NSW, VIC, TAS 5 pm
• QLD 4 pm
• WA - 2pm
• NT - 3.30pm
• SA - 4.30pm
• NZ - 7pm

The webinar link is: https://elite.ag/t21elite

Steps

1. Check out some of the prizes on offer here
2. Register using the Day 2 instructions
3. Put a bid on a box (or boxes) before the final bidding stages commence at the webinar

Some rules and helpful tips

Check the videos from Sam on Day 1d (check the tab above - The TWIST) and last night in the Facebook Group

Here is a quick overview:

• 1 point = $100 - so if you have 10,000 in your SMSF + Leaderboard you can bid up to $1,000,000
  (an easy way to think about this is to add two zeros to your scores)
• You register and bid as an individual, but your individual bids are binding on your team
• You can bid up to the amount of your combined teams SMSF + Leaderboard points - so long as they are online
• If they are not online then your bid may be disqualified (think of it as finance falling through!)
• If you win a mystery box, you win for your team and we spin the wheel for points
• Whatever we spin we x1000 and that's the number of points you'll have to equally distribute back to members of your team who are online
• If the 1 comes up the person in the team with the highest SMSF + Leaderboard score before the auction will win IMMUNITY through to the pitch round
• If the 1 does not come up for a single winning team, then we will take the closest number to 1 (numerically) that was previously spun and that team will win the immunity. Again it will go to the person with the highest SMSF + Leaderboard score

Points on offer

• Register for the auction 500 points
• Attend the auction (type name in the chatbox) 500 points
• Bid at the auction 500 points
• Win the auction (depends on your wheel spin!)

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points. Current Maximum points 600 (this was worth 500 points as above)
Auction Night chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

How to convert more listings - Claudio Encina

 

 

TODAY'S CHALLENGE

Download the Homely iOS app to gain access to your Instant List trial.

Download the Homely iOS app from the App Store and log in with your Homely Agent Account. Check that you have Instant List access under your profile tab. Please get in touch with [email protected] if Instant List does not show up, and they’ll set your office up.

Make sure you get this part done today as we will be working with Instant List next week.

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points. Current Maximum points 700
Day 4 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

2011 vs 2021 Rent Roll Growth

 

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points. Current Maximum points 700
Day 4 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

Today's Exercise:

After listening to Claudio's tip today, use your Evolution time to reflect on who you are and what you do.

Write that down or post in the group.

Have a great Saturday!

In life, we’re all writing our own stories, and no one knows that better than the prolific TV producer Shonda Rhimes.

From Scandal to How to get away with murder, to Grey's Anatomy and now the monstrous hit Bridgerton on Netflix, Shonda is a master storyteller.

But one day not too long ago, The Queen of Television had a wakeup call from her older sister Delorse.

"You never say yes to anything."

The conversation happened during Thanksgiving dinner when Shonda was telling Delores about all of the amazing invitations she was getting.

Delores basically replied, "Who cares about an invite from the Obama's? You’re just going to say ‘no,’ anyway."

The words stung Shonda because they were true.

She had debilitating social anxiety caused her to say ‘no’ to many amazing opportunities outside of her comfort zone—which was basically any place where the characters were real people and she wasn’t writing the script.

I know the feeling - it's like when someone asks to interview me.

It's like an initial wave of terror hits and I have to walk into a place I fear because I'm not in control as I am when I am in the interviewer's chair...

How did Shonda get past it?

She challenged herself to a year of saying yes, calling it her "Year of Yes".

In fact, her first book details how her entire life changed when she committed to saying “yes” to everything for one year.

So, that may sound really easy to do when you’re a mega-millionaire and the things you’re saying ‘yes’ to are sharing a box at the Kennedy Center Honors with President Obama and the First Lady, posing for magazine covers and getting a book deal to write about it all.

Who wouldn’t say yes to that?

But like any of the iconic characters that Shonda has created, we all have the ability surpass the limitations of our own imaginations (and our Lizard Brains!)

You made a decision and you said 'yes' to joining Transform - that was a big move and congratulations on that.

This week we challenge you to say 'yes' to something you would normally say 'no' to.

Whether that is using your voice for a good cause, practising a live video, going a different gym class, doing something you are afraid of, trying new food flavours, catching up with someone that you haven't for a while, doing stuff your kids want you to try, turning off the phone... the list is endless.

It just has to be something you normally would say no to.

And once you've said yes to something - post in the group what you did and what happened...

Carpe Diem!

Sam "everything is a test until it's not" McLean

PS I hope you've taken the downtime we suggested at the beginning of the week, including little bit of time off Facebook (!) and I'll see you guys live in the Group at 6 pm AEDST for the Sunday Wrap

Righto - Let’s get you set for a great week!

Meet Laura Shooter Transform 2020 Winner

Laura Shooter is back for another round of Transform with the whole team from SJ Shooter. Check out her advice for getting to the end of the challenge, how to do well at the challenges, and what you should be thinking about now if you are in it to win it.

In this video, she also explains what she had planned to do with the $5,000 prize money and why and how she pivoted (its a pretty cool marketing idea which you probably tailor and replicate to your own business)

Openn More Doors…

Now that you are familiar with what Openn can do - the gang at Openn have set some individual challenges which you can take part in to earn even more leaderboard points - and an extra qualification on your CV.

In the links section below you will find instructions from Openn where you have a choice of taking on one of two challenges. You have until Feb 28 to complete either of these challenges. 

Tip: Set a reminder by all means but get it out of the way early is our recommendation…

If you decided to take Option One which is becoming Openn certified here’s how to get the course for free:

• Click this link  
• Click ‘Add to Cart’  
• Click ‘Check out’ 
• Fill out the Contact Information and Billing Address sections
• Enter the discount code TRANSFORM21 and click ‘Apply’ to reduce the fee to $0

NOTE: You will be emailed your link to access the online training course 15 minutes later. It is not instant. 

Once you've finished the training, you'll be prompted to download your certificate of completion. To redeem your 500 points, email a copy of your certificate to [email protected] or post a photo of you with your certificate in the Facebook Group with #Openn in the caption

Announcing: SMSF 'Lifelines'

For those of you that were wondering how to use your SMSF points throughout the challenge here are some advantages they can give you…

Here is how to use your SMSF points throughout the remainder of Transform 21

Team Lifeline:

For this lifeline, you can pool points from your team and join the session together.

1. Phone a ‘friend’ (5 x 30-minute sessions available at 15000 points each) If you need a few hints and tips to navigate your way through Transform or develop a strategy to win, or implement you can phone a friend - Sam. Sam is like Janet from The Good Place (who holds all the knowledge in the universe about this challenge and future challenges and cannot lie) so she will answer any question you throw at her. 

Individual Lifelines:

You can use your own SMSF points to gain these lifelines. You may request a ‘loan’ from your teammates but it's up to them whether or not they grant it.

1. ‘Skip this challenge’ you can pass on any challenge which says ‘eligible for lifelines’ at a cost of 1000 points. This means you can slide through the challenge without doing the exercise but still receive 75 per cent of the points that would have been allocated. 
2. I demand a recount/third umpire/I stuffed up - 1000 points - max of 3 per person. Let's say you forget to check-in, or you would like your challenge answer to be changed or reconsidered then use this lifeline. Think of it like the DRS in cricket. The ultimate decision may or may not go your way, but you'll have to be cool with that... 
3. Extension - you can get an extension on the date due of any challenge at a cost of 500 points per day so long as you are not going beyond March 3.
4. Android lifeline - Anyone who is unable to see the Homely Challenges as directed right through to the end because you have an Android phone or because you're outside Australia you will be offered a free lifeline for these challenges and receive the maximum points. To claim this lifeline email us [email protected].
5. Points Audit - An audit of your points for Checkin's and Webinar attendance for 5000 points. This will give you a full view of your points that you've been awarded and where they came from. This will NOT tell you why someone else has a different score than you. If any discrepancies are identified they will be treated the following ways. If this is an error on our part, these will be corrected. If you feel you missed a check-in activity, you can use your #2 lifeline to correct it. As with #2, this audit can go either way.

Note: No refunds on lifelines!

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points. Current Maximum points 800
Day 8 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

 

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points. Current Maximum points 800
Day 8 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

How epic were both presentations yesterday?

While we are sure you will be tucking away some of Andrew Moore's gems to use in your own business (and in the case study later in this challenge, there was a bunch of stuff at the end of Immy Callister's presentation concerning a Digital Health Check which are quick wins for everyone

1. If you weren't at Immy's presentation yesterday - catch up today (see tab above)
2. Immy threw down a couple of challenges which are today's homework:
   • Type your name into Google. What are the top 4 sites serving your brand? Post them in the Facebook Group with the hashtag #DHC6 (this is interesting for everyone to know what's happening out there right now in terms of SEO). NB If you have the same name as a famous person type in "Your name real estate" or "Your name property" into the search bar and see what comes up. 1000 points when you've posted with the correct hashtag
   • Think about your USP - the space only you can own, who you are and what you do. Take inspiration from Claudio's video last Saturday, from Immy's presentation yesterday, or from a tried and tested formula (more explanation on that below). Write this down, or post it to the group with the hashtag #USPchallenge
   • Check out our game of Digital Health Check Bingo in the links below and earn points for putting this to work in your digital profiles.

Some rules

• On the Digital Health Check (DHC) bingo sheet, you will see possible points. The maximum points for each part of Immy's grid are specified on the grid with the exception of the portals which will vary for all of you depending on location. Focus on the ones that come up in your top 4.
• Email evidence to [email protected] (eg a screenshot). You must include the correct hashtag from the bingo grid in your subject line.
• In your USP statements - if we see any of the words passion, passionate, trust, trustworthy, honesty, honesty, hardworking, care, caring or any variations of these words on your profiles you will get zero points for this challenge. As Immy said yesterday they are overused words by agents and don't speak to my specific problems or needs as a real estate customer and you will not stand out ...
• Also relating to your USP statement: If you are going to say you are number 1 in something, you must be able to back it up by using stats from the portals, Google, CoreLogic, or your market monitor (eg lowest days on market in xxx area, or highest average sale price in xxx area)
• You can email us existing content for any of the bingo squares: For example, if you already have three LinkedIn recommendations screenshot those and email those in. Similarly, if you are happy with your USP on your profiles already screenshot those profiles and send it in.
• We will be awarding 500 bonus points for any super creative or impressive USP's posted to the group with #USPchallenge
• SUPER BONUS: If you send all of your stuff in the one email (not multiples) we will award you 2000 bonus points. Make sure you hashtag each component within that one email (the point of awarding bonus points is that it's easy for our team to calculate points owing to you)
• Challenge Due: Monday 15th Feb, 8 pm AEDST - but all lifelines are in play if you have the SMSF points and want to use them

NB - we know that some of you won't be able to complete the whole grid... but the idea is to complete as much as you can.

Help writing your USP (or your elevator pitch)

The easiest way to write a USP is to think about:

• X - who you help (is there a particular type of customer, eg families, CEOs, mum and dad investors, First Homebuyers)
• Y - what you help them with (what problem do you solve)
• and an optional Z - and what pain do you prevent (eg not wasting time).

And then you can put all three together in a formula.

I/We help (X) with (Y) without (Z)

Elite Agents' USP: 

• We help agents (X) grow their businesses by providing top quality content and education (Y) without the hype, clickbait or bad news (Z)

Your USP might be something like

• I help working parents (X) find their dream living spaces in |suburb| (Y)
• I remove the stress (Z) for first-time investors (X) by finding great tenants and maximising their investments (Y).
• Fastest selling agent (days on market) (X) in |suburb|(Y)
• Number 1 seller of duplexes in |Suburb| on realestate.com.au and fluent in both English and Mandarin

There is some more inspiration in Immy's video at about the 17-minute mark

• What's something about you or your business your competitors cannot imitate?
• Why should the customer choose you?

Carpe Diem...and look out for a video from Mark today in the group with some more detail on how the points work for this challenge...

 

Today is part two of the Homely.com.au challenge and is all about shooting your practice ‘hype’ listing preview video. And... there are some Homely Prizes as well as points available for this challenge.

Shoot a practice hype video

Grab that pop socket from your welcome pack (if you need a bit of extra arm length) and head to the front of one of your current listings. If you don't have a listing right now use your own home or office as your pretend listing. 

What is a hype video?

• A hype video is a teaser of your off-market property listing to entice buyers/renters to get in touch with you before your property officially hits the market.
• It is not a full home tour or a professionally shot listing video.
• It’s a quick (30 seconds to one minute ideally), and a candid sneak peek at the property specs and best features designed to generate buzz, drum up early enquiries and get Collection saves.
• It’s your chance to stand out from the competition and inject your brand and personality into your property preview marketing.

What to include in your hype video script? All the key things buyers/ renters want to know, such as:

• Introduce yourself
• Property specs, i.e. beds, baths and car spaces
• Special features, i.e. pool, views, home office
• Location advantages. Is it close to public transport, the beach, parks, school zones, shops or restaurants

TIP: Make sure you hold something back to get people to contact you “To find out more about |something you haven't mentioned| contact me on.... "

Watch sample hype videos here.

Points

• Post your video to the Facebook group with the hashtag #HomelyHype
• Maximum points for this challenge is 500 points
• Say yes to doing this quickly today by 9 pm AEDST or use a lifeline
• The top 4 videos as judged by the Homely judges will win the Homely prize packs

If you need more inspiration on creating your Hype video here is a clip from Lisa Novak from Transform 2020 where she talks about how she works what she calls "Instant" media

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points. Current Maximum points 900
Day 11 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

Today's Exercise:

After listening to Claudio's tip today, think about value bombing at least 5 people over the next week, it could be sending them something interesting, it could be creating a video after you meet someone.

Post in the group: What was your experience creating an experience?

Have a great Saturday!

Last Sunday we talked about saying 'Yes' to something that we normally wouldn't (and I hope you used it to try something slightly outside your comfort zone ...)

But... there is so much on our plates.

We have emails to respond to.

Calls to make.

There is that meeting in a couple of hours.

The couple we met with yesterday is waiting for an answer from the vendor.

There are groceries to pick up.

And kids to drop off.

The distraction of Facebook beckons... (and what's that new app Clubhouse?)

On top of all that, there’s all this stuff we're doing in Transform 2021.

Yes, we’re partially responsible for adding to your plate.

This is the reason we teach you great time management habits to begin with on Day 0. So, if you need a refresher or you are feeling like its all too much - now is the time to go check that lesson out again. I promise you the gift of clarity when we talk about time and energy management is absolutely priceless. And its never too late to start those world-class productivity habits.

Speaking of time management...

Do you remember The Four Hour Work Week?

Tim Ferriss book was an instant hit in the early 2000s but it's not about only working four hours a week.

It’s about reducing the amount of work you don’t particularly enjoy doing to four hours a week.

Then, you can spend the rest of your time doing the actual work you actually enjoy.

Delegation, automation, and elimination lead to liberation (btw folks like Brock Fisher and Will Ainsworth will be talking more about the right way to do this during the week's live sessions... something to look forward to!).

In one of his other books Tools of Titans, Ferriss talks about simple questions that changed the course of his life, one of them was, "What if I could only subtract to solve problems..." or alternately, "What could you simplify?"

So much of what we think we must do, so much of what we end up doing is not essential.

We do it out of habit.

We do it out of guilt.

We do it out of laziness.

We do it because of external expectations.

We do it because we just never considered we might be able to automate it with some software or outsource it or delegate it to a virtual assistant, or maybe even just ignore it...

And then we wonder why we end up slightly unhappy...

Why our performance suffers.

Why our heart isn’t really in it.

So what's the challenge today?

This week, we want you to take a step in gaining back some time by taking one thing off your plate.

Look at your to-do list right now, and for each item ask yourself the question, "What if I don't do this?"

What could you say no to and open up capacity for something more meaningful?

What could you simplify?

Post this in the group with the #simplify

See you at 6 pm AEDST Live with the weekly wrap in the Facebook Group.

Some words of encouragement from Michael Ziegler winner of Accelerate 2020!

• How to make sure your work doesn't slip during Transform
• How to 'fit' everything in
• How he got comfortable on camera (check the Allan Pease video in the Bonuses section!)
• His tips for getting through the next two weeks (to the end)
• What he sees as the future of video

Also - check the downloads link for Video equipment recommendations (similar to the Direct Connect auction prize...) 

Today's challenge

Using some inspiration from our chat with Michael (and also Claudio's weekend value bombs) - create a video confirmation message for one of your clients.

Will Ainsworth - Learning to let go – the exact blueprint to successful delegation

 

 

Brock Fisher - Automation vs outsourcing vs insourcing - the unbiased truth and how to get past what's holding you back

 

 

Today's Challenge - up to 2500 points up for grabs + marketing $$$'s!

You have until February 28 to complete both parts of this task .

Part A - 1000 points

Visit this page which has 10 short videos to teach you the basics of digital advertising concepts for real estate agents.

By completing this mini-course you will:

• build your confidence in selling digital ads in your VPA packages
• be able to use these concepts to grow your business with personal brand campaigns

That link again is over here --> https://page.spokeapp.io/spoke-bites-transform-2021

Once you've watched these videos and taken notes move onto the assessment by completing the quiz here.

This part is worth a maximum of 1000 points. Make sure you watch Anton's final video for the special bonus!

Here is the direct link to the quiz after you've watched the videos         https://eliteagent.typeform.com/to/y2JPLsCU

 

Part B - For a further bonus 1500 points

Once you have achieved at least an 80% score on your quiz, you're going to get a proper certificate from us (via Accredible) that can be used on your LinkedIn profile and more. So:

• 500 points for printing out and posting a 'certificate selfie' in the Transform2021 Facebook group (must have #Spokeads on the post so we can easily find it!). If you want to be eco friendly, post a selfie holding an iPad with your certificate.
• 500 points for adding the certificate to your LinkedIn profile via Accredible (no need to supply proof, on this one, we can tell  and the instructions for getting it onto LinkedIn are in the email containing your certificate)
• 500 points for a selfie certificate snapshot on any of your public social profiles (Myspace does not count) showing off to your followers your new qualification - send them to [email protected]. You must include a link to a public page (ie anyone should be able to see it) and also include #spokeads.

 

We will announce the two Spoke Campaign prize winners that Anton outlines on the same day that we announce the overall challenge winners.

Carpe Diem!

 

 

Zoom chat Transcript...

... in case you want to say you didn't get attendance points please check the transcript you put your name in there. Current Maximum points 1000
Day 15 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

Catch up day

Today we invite you to catch up on some of the challenges you may have missed.

For today only, if you missed any of the challenges for Days 1-15 you may send them through today up until midnight Eastern Daylight Saving Time. But please ensure you follow the rules so we can clearly identify each challenge.

If you've ticked all the boxes, have a well earned day off!

We hope you enjoyed your catchup day yesterday!

Here is a little exercise that managed to generate a lot of leads for Transformers last year.

It's called the 9-word email.

What the heck is a 9-word email?

The short answer is that it is a way to re-engage lost leads that usually works!

The 9-word email was developed by Dean Jackson, a pretty successful real estate entrepreneur and online marketer, in an effort to re-engage lost prospects.

Jackson’s claim was that a subject line with just the recipient’s name and a body with a one-line (originally 9-word) question is all you need to engage.

For example:

That’s basically it.

The entire purpose of the email is to ask a question that engages and gets a response.

There’s an art to it though.

If you compare the example above to alternate phrasing (let’s say “are you house shopping in Ohio?”), the difference is clear.

The original version sounds less pushy, more conversational and focuses on the recipient’s already existing need.

The best part about this marketing tactic?

Nothing to lose.

Whatever response you get is a win and it's free.

Once again, a simple, plain-text email (or SMS) is the best way to execute this strategy.

There are always potential customers among your stale leads.

Once you gained someone’s interest, it’s easier to get it back than to build it all over again.

If done right, the 9-word email works like magic.

Here's Ellen Bathgate talking about how it works:

Today's adventures in Transform are all about lead gen:

1. You can finish off the Homely challenges by posting your sneak peek to Instant list (see the download for instructions)
2. If you don't have an iPhone, you can complete a street/suburb review (instructions also in the download - NB this got a great result for Transformers last year and is great for your SEO)
3. BONUS: Try out a couple of 9-word emails, and let us know how it goes in the Facebook Group. Use the hashtag #9words for an additional 500 points

Note: If you are from NZ you have an automatic lifeline option for either choices 1-2

 

Homely Final Challenge update (21Feb)

• Challenge option 3A or 3B is worth 1000 points. You can do both activities but maximum is 1000 points
• You must use #HomelyInstantList for Option 3A when posting your listing to the Transform2021 Facebook page
• You must include #HomelyReview if you're sending snapshots of the street or Suburb review to [email protected] for Option 3B
• If you're in New Zealand you can get a skip of this challenge by filling out Lifeline #5.
• Challenge due date 28th February

EBU Panel: Will Honey, Hayley Van De Ven, Grant Smith - How to build and run an effective EBU

The Culture Playbook: Hannah Gill

Today's assignment

Catch up on your capture cards and clear the decks. Next week is our last week in Transform 2021 where we start working on your final assignment - which includes the case study. Remember - the final assignment is worth 40 per cent of your final leaderboard score, and whoever wins the Final Assignment goes straight to the pitch round. So it's worth focusing on this with a clean slate!

PS - If you haven't had a chance to have a good read of the case study yet check "The Kolmeo Case Study in part 9 below"

Carpe Diem!

 

ZOOM CHAT TRANSCRIPT…

Live webinar attendance points have been awarded. Current Maximum points 1100
Day 18 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

Today's challenge

Transform is all about creating great daily routines:

• What are your top three drifters? What's slowing you down? How can you focus on eliminating these?
• What are your top three things you're going to do this week that will move you and your business forward?

 

 

This is something we do in Transform every year and maybe on the surface it doesn't look like one of those 'must do' things, but trust me, it is.

If the 80/20 rule applies to all things, it’s likely that around 20 per cent of the people in your life bring you 80 per cent of your happiness.

But often work and other stuff gets in the way.

Your only exercise today (other than taking some time without work, without Transform and without the computer) is this:

• Schedule time in the future (if not for the rest of the year) with the humans who are important to you.
• If you’re married this might be your spouse or your kids.
• If you’re not, then it’s extended family or very close friends.

You may already have stuff like holidays, weddings and birthdays booked.

You may have business stuff on there too.

All that stuff gets put on your calendar months in advance.

Then the minutia gets on your calendar if it’s lucky.

And so the people we MOST care about (and admittedly sometimes take for granted) can just end up with the scraps.

Your challenge today:

Sit down with your partner (and maybe even kids) and plan some simple things – breakfast, lunch, dinner, dates, game nights, whatever.

These might seem like such small things, but you’re saying to the people that are most important to you that they are important.

Sometimes they need to directly hear it and feel it.

Particularly if you've been working super hard in Transform for the past month...

Do this and some people close to you may be surprised, even shocked.

Make the time

Get the diary out.

Don’t let life just ‘happen’ to your important relationships.

Give your important relationships a new life.

Do this, and trust me, your work will also, by default, get a new life.

Everyone wins.

See you guys in the Facebook Group at 6 pm (AEDST)

Today is a bonus lesson for you guys that want to go deeper into digital, and if you enjoyed Spoke bites, you will enjoy this...Join Anton Babkov, CEO of Rexlabs, as he moderates a diverse panel of experts exploring the importance of brand in real estate, how to improve your brand awareness and increase brand loyalty, and get more bang for your marketing buck in 2021.

Today's Challenge

No new challenges today - make sure, as I said last night that you've collated your capture cards, read the case study and you are prepared to put everything you've learned into your final assignment which will be released tomorrow!

Carpe Diem!

Your challenge today

We assume by now you've read and had a think about the Kolmeo Case Study. If you haven't yet, please check part 9 in points and challenges below - or consult the Transform workbook that we sent you at the very beginning of this challenge.

• This case study challenge forms part of your Final Transform assignment (Final Assignment).
• Kolmeo will choose one person from the answers in this Case Study to go straight through to the final pitch round.
• Your score for this challenge from Kolmeo will form 20% of your final Transform score. Another 20% will be from the challenge tomorrow and the remaining 60% will be your Transform 2021 leaderboard score. (So basically, if you have missed a few challenges, today's and tomorrow's challenges could put you back in the game...)

Here are the questions:

[gravityform id="33" title="true" description="true"]

There are no lifelines for this challenge, all answers must be submitted by 2 March 11.59 pm AEDST.

Part Two will land tomorrow 🙂

Carpe Diem!

 

 

ZOOM CHAT TRANSCRIPT…

Live webinar attendance points have been awarded. Current Maximum points 1200
Day 22 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

Final assignment Part 2

In the six years we've been running these challenges we've learned a few things.

Like sometimes, it's the quiet achievers that don't get enough recognition... 

If you go back to week 1, you’ll remember me saying that Transform is a game of you v's you - what can you make an impact on in either your personal life, or your business in 30 days.

• For some people, it’s stripping away stuff and becoming more efficient and getting more balance
• For some people, it’s using evolution time to gain more clarity on their goals and how to get there
• For some people, it’s simply a matter of doing things they’ve never done before
• For some people it’s finding savings in the business they never knew about, or new ways to earn revenue
• Sometimes it's a bunch of new tricks to go into the toolkit or validation that you have everything you need.

Pitch round prizes

• 1st prize $5,000
• 2nd prize $2,500

So, who's going to the pitch round?

The answer is 12 of you...

• Michael Ziegler won his way in at Auction Night
• The winner of the Kolmeo Case Study (see Day 22) gets a free pass through to pitch round
• The top of the raw leaderboard (before we add in the final assignment challenges) will get a free pass through to pitch round
• One person will be chosen by Mark and I, irrespective of your score to go through to the pitch round and win the money.

How we will decide who gets to go will be determined by today's assignment - which also forms part of your final assignment

PART 1: We want you to send us a report on how Transform has had an impact on you.

Send us a

• A 250-word (max)
• and/or 2 minute video (max) summary of your learnings.

PLUS you can also add anything else you want - more words, more pages of documentation, more audios or videos, whatever and however much you like - but the concise 250-word / 2-minute summary is an absolute requirement.

Here are some ideas about what to include:

• What was your reason for joining Transform? What needed to change?
• What are you feeling now?
• How did it affect ….prospecting, sales, numbers, wasted time or energy, new initiatives, database cleanups, saying no to stuff, finding clarity, leveraging your USP, insights you gained about yourself, reduced clutter, personal headspace transformation, procrastination, just to give you a few ideas of the types of specific things we want to hear about.

NB: The more of this you can QUANTIFY, the better - please be specific in your answer. Be clear on the before and the after...

From this, we will choose one person to go straight through to pitch round.

There is still time to get more leaderboard points right up until Day 30 and you should aim for as many as you can:

• 60% of your personal final score will be calculated based on your leaderboard points.
• 20% of your final score will be based on our scores for your answer to PART 1 on day 22 (your final ‘major’ assignment)
• 20% of your final score will be based on this Personal Reflection Assignment (PART 2).

So this is an important part of your overall Transform 2021 score.

Once we add your final leaderboard score (60%) taken at midnight on 3rd March (Day 30) to your Case Study score from Day 22 (20%) and this Personal Reflection Assignment (20%), this will form your final score for the remaining 8 places in the pitch round.

ENTRY DEADLINE Tuesday, March 2, 2021, midnight AEDST. We will reveal the top 12 on March 5 at the live webinar on that day.

How To Submit:

Complete the form below.

Use it to submit your entry - you can even attach your video file (up to 50MB - if your video is bigger than 50MB, upload to a service like Google Drive, Dropbox or WeTransfer.com and include the download link in the text portion of your entry). But remember the criteria above!

Carpe diem!

Sam

 

[gravityform id="34" title="false" description="true"]

Right at the beginning of this challenge, we asked you to fill in The Wheel of Life.

Now it's time to fill it in again, reflecting on the past 30 days.

Download the worksheet in the links section, complete as you did before the challenge started and reflect on where you are at now - and ask yourself what needs your focus next. Is it the same thing or something different?

Email us the completed worksheet ([email protected]) before March 3 for an additional 500 leaderboard points.

Friday's webinar replays are now available:

Matt Lahood - How to handle distractions + managing some of the hard conversations in real estate

Kirk Stafford - Moving from a fixed to a growth mindset in PM - how to build resilience

*No new challenges today as we expect you're either a) getting ready for tomorrow or b) working on your final assignment

 

 

ZOOM CHAT TRANSCRIPT…

Live webinar attendance points have been awarded. Current Maximum points 1300
Day 25 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

Arete.

That’s a powerful word.

To the Greeks, it meant excellence. It was the ultimate expression of human greatness—moral, physical, spiritual.

Authors like Ryan Holiday have made the ancient art of stoicism popular and 'arete' was what the stoics were chasing back in the day.

And most of us today, too.

“We are what we repeatedly do,” Aristotle said, “therefore excellence is not an act, but a habit.”

In other words: Excellence isn’t this thing you do one time. It’s a way of living. It’s foundational. It’s like an operating system and the code this system operates on is habit.

As Epictetus would later say, “capability is confirmed and grows in its corresponding actions, walking by walking, and running by running… therefore, if you want to do something, make a habit of it.”

So if we want to be happy, if we want to be successful, if we want to be great, we have to develop the capability, we have to develop the day-to-day habits that allow this to ensue.

This also goes back to the very beginning of Transform when we talked about Kaupapa and Whakapapa.

The Maoris use the word 'Kaupapa' to mean principle or policy. 'Whakapapa' means to create a base or foundation.

The habits we've set you up with are the base or foundation for productivity, wellness and balance.

Small changes can make a massive difference over a period of time.

There is nothing more powerful than a good habit. Nothing that holds us back quite like a bad habit. We are what we do. What we do determines who we can be.

This afternoon I'll be talking about how to keep your good habits going once Transform is done, because this is where the magic really happens.

See you at 5 pm Qld time, 6pm AEDST (for the final time in Transform 2021!)

 

A while ago (back in 2015) Peter Brewer (you may know him - big tall guy that wears really loud shirts, speaks to a lot of agents about digital and other stuff) wrote an imaginary press release about the entry of Virgin into the niche of real estate in Australia. If you haven't read it - I encourage you to check the download links.

As part of Transform 2021, we thought it might be interesting to answer the question. So this is why we've gone right outside the real estate box and invited former GM of People & Culture at Virgin Australia Emma Mehaffey to speak in Transform this year. Her keynote is tomorrow, and you won't want to miss it.

While Emma and I were talking about what to include in her presentation, we started to talk about how big a role Virgin's fun approach to communicating with staff and clients is such a big part of their brand.

In real estate, we send hundreds of pieces of communication to every customer. Some are emails, some are letters, some are printed. Most of them are templated and inject no brand personality so is it any wonder some people just press 'delete'.

Here's an example

Hi Samantha

As part of our service to our owners and tenants, we conduct routine inspections to determine if there are any maintenance items requiring attention.

The next inspection of the above property is scheduled for 10/02/2021. Please click the link to view the Entry Notice [to property address]

Whilst it's not necessary that you be present at the inspection, we appreciate this is your home, so should you wish to attend, you're more than welcome. If you don't wish to be present I will use the office set of keys to gain access to the property.

Should you have any maintenance which needs attention, please leave us a list in the kitchen bench. (Sidenote: I think that should be on instead of in, but anyway...)

Please note that we will take photos during the inspection in order to demonstrate the way the property is being cared for when we report to the owner. Please be assure your privacy will be protected. (Sidenote 2: I think that should be assured, not assure but ¯\_(ツ)_/¯)

If you have any questions please let me know.

Beige signoff. The End.

How many missed opportunities have you had to set yourself apart from the competition and inject a bit of brand personality into these communications?

These times when you could be creating moments of joy, humour or caring with people who are customers of your agency.

Emma challenged me on how I might rewrite this if I were the marketing manager at Virgin Real Estate Australia.

I was thinking of a subject line along the lines of "UH-OH, it's time to hide the dog again..."

And then having a bit of fun with the text.

"We know you've probably got better things to do than hang out with us while we fill in a big-ass long report for the owner, so you don't need to be there - we're happy to let ourselves in..."

"If there's anything been niggling away at you, like a leaky tap or shower be sure to leave us a post-it note in a place it won't get wet..."

We both had a laugh, but it's true Virgin do speak to you like you are a real person and not just someone on the end of a template.

Here's another 'tick a box' where a ticked box doesn't even get checked:

Every agent on their application form has a box to tick to 'connect the utilities'.

We put a big fat tick in that box.

But we didn't even get a follow-up, let alone anything connected.

So it was yet another average experience in a sea of average experiences as a tenant.

During that time Mark and I would have loved a call from a connection company to sort all that stuff for us, it would have been one less thing for us to do. Truly.

I am not sure where the communication breakdown happened... but again, call it yet another missed opportunity.

Your final task in Transform 2021 for leaderboard points:

You are the new marketing manager of Virgin Real Estate Australia.

Write an email to your new tenants/owners that asks them about having their utilities connected before their move-in date.

Make sure you take the important stuff for your clients into account - things which nobody told us - like somebody has to be present when the power goes on (a bit hard if you are in a different state!).

Keep your email below 400 words and email it to us [email protected] before the 3rd of March.

We will award 1000 points for submitting something in this challenge; and a bonus 1,000 points to anyone who shows real creativity, joy and humour as Virgin would.

And... for an extra 500 bonus points include the contact details of your local Direct Connect BDM in the email and we will award an extra 500 points to your total.

PS I thought about calling this lesson "Connect with your inner Virgin..." ✌🏻 

Carpe Diem!

 

What can you do with your SMSF points?

The question that's been on everyone's lips well today you get a choice...

You can either gift your accumulated SMSF points to someone else or you can 'gift' them to yourself.

Some rules...

• SMSF points when converted are worth 25% of their value. eg 4000 SMSF Points = 1000 Leaderboard Points
• You can only gift to one person whether that's someone else or yourself.
• Any outstanding Lifeline requests will be deducted first.
• There is no splitting or a partial allocation. Your entire SMSF balance will be converted and reset to zero.
• Your allocation decision is final and will not be adjusted, reversed or amended once submitted.
• No other options for 'spending' your SMSF are available.
• You must have your SMSF transfer request below done by midnight 3rd March.

[gravityform id="35" title="false" description="true"]

 

 

ZOOM CHAT TRANSCRIPT…

Live webinar attendance points have been awarded. Current Maximum points 1400
Day 29 chat transcript

Points are not awarded if your name is not in the chat (that means you First and Last name must be clearly typed out as a comment)

Firstly - thank you for participating in Transform 2021 - we hope you've enjoyed the ride and on Day 30 you guys get to tell us what we could do better.

Did we meet your expectations? Was the course value for money? What could we do differently or improve to take it up a notch next year?

For 1500 leaderboard points (promise this is the last one!) - complete your feedback form here:

It should take you approximately 2 minutes - so hopefully not too bad - but obviously, we need this by 5 pm (AEST) today to include it in your final score.

Lastly - although it's true we do love Tim Tams and wine... if you are feeling that way inclined we would really rather a positive Facebook or Google review which we would be forever grateful to you for - and it is way fewer calories 🙂 (No points incentive here - only do this if you think we've earned it...)

As I mentioned in my final live video we are moving to a new community platform that will house our groups, conversations and course materials (ie we're saying 'Yes' to simplifying too!)

So, if you want to keep access to the Transform Course, videos and community you'll need to click this link (which is a personal invitation for you guys who have completed Transform 2021).

See you all Friday at 11 am AEDST for the Final 12 announcement. 

Good luck everyone!

If you are from NSW, ACT or Tasmania and require CPD documentation we can produce this for you for a small admin fee:

• NSW: 3 Elective Hours - must be for the calendar year up to 23rd March, and you need to have attended 3-4 of the webinars or watched the replays. If you need to complete your compulsory CPD this year, you can complete our online course - links below.
• TAS: 25 points - but you must have attended the webinars (or watched the replays) and you need to have submitted an answer to the case study (even if it's late!)
• ACT: 12 points under Category 2 - but you must have attended the webinars (or watched the replays) and you need to have submitted an answer to the case study. Please bear in mind you need to satisfy the other learning category requirements laid out by Access Canberra.

There is a small admin fee for producing these certificates - in line with what we charge for normal CPD courses, once you have paid that and entered your details we will email your certificates through in the next day or two.

Find out who the final 12 are on Friday at 11 am AEDST

Webinar link: https://elite.ag/t21elite

Get the Elite Agent Transform 2021 app.

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

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

The app will allow you to :

• Check your leaderboard points
• Chat with the Group
• Lodge support questions
• Get instant access to the course page
• Single Tap check-in access for leaderboard points

Plus many more features and surprises as the program rolls on.

 

IMPORTANT NOTE!

If you participated in Transform2020 and you installed the app on your phone, please remove it before installing the new homescreen icon.

 

On 5th March the top 12 from Transform 2021 will be invited to pitch for the major prize money.

Here's how the top 12 will be decided:

• On Auction night, one person will win 'Immunity' and go straight through to the pitch round on Auction night
• The person who tops the regular leaderboard at the end of the 30-day challenge will go straight to the pitch round
• The winner of the Kolmeo Case Study Challenge (check the back of the workbook or the tabs below) will go straight to the pitch round
• Elite Agent will choose a second 'Immunity' winner based on someone we think should get the opportunity to pitch (but maybe didn't kick off the leaderboard in such a great way- but deserves a shot!)
• The remaining 8 spots will be decided by a weighted leaderboard score where your raw leaderboard points are worth 60 per cent of your weighted score and the case study/final assignment will be worth 40 per cent of your final score.

The community is going the heartbeat of the Transform Challenge and we want to get to know you before the Challenge begins. This year there are not only leaderboard points on offer for doing this intro video but we are also rewarding the action taker/community builders in the group.

So for every homework update video, every win, every encouragement in the Facebook Group you'll get 1 entry in our $1,000 cash community giveaway.

Here is the rest of the Sunday Wrap for 17/3

 

1. Share the Transform Signup Page on Social media or to your colleagues via email, snap a photo of your share and email it to us [email protected].

• Every public (social media) share will earn you 200 leaderboard points (This includes shares you might have made for Transform 2021 in 2020 - simply present proof of that share....)
• Private shares to single people (eg Emails and DMS) will earn you 20 points per share (again, just present proof via a photo)

Transform is better with friends so what are you waiting for? Share this link on social: https://eliteagent.com/transform2021

Completing any of our Transform challenges will require a time commitment from you that is outside of your normal routine. (And you know to get results you've never had then you need to do something you've never done, right?!)

What we are going to do is 'steal time' from distractions (eg TV, Social Media etc) and channel it into things that are more productive. Sam will be explaining this more fully in the Day 0 webinar, but to give you some idea of how much time you could be spending on 'Making yourself great again' click this link, complete the exercise, and for 500 challenge points post your result in the Facebook Group. Make sure we can easily find your post by hashtagging it #begreat

Here is a quick summary of how you can earn other early leaderboard points:

Challenge	What to do	Points	Ends
Homely Quiz	Check the Workbook	1000 points	2 Feb, 8pm AEDST
Wheel of Life (Part 1)	Check the Workbook	500 points	2 Feb, 8pm AEDST
Social Shares	Check (4) above	200 points per public share / 20 points for DM share	2 Feb, 10am AEDST
Unboxing Video	Check	250 points private share 500 points public share Best 5 win 1000 bonus points	2 Feb, 10am AEDST
Facebook Live Intro	Go Live in the FB group and tell us who you are, where you’re from and what you would like to get out of Transform	500 points	3 Feb 8pm AEDST

 

If you want to win this challenge, have some fun doing new things, or simply remain accountable (because that's what really makes this challenge work) here are the points you can earn along the way:

What	Points	How	Starts/Finishes
Attend Webinars Live	100 per webinar	Type name into the chatbox (First/Name last name)	1 Feb
Complete idea capture card for webinar	MAX 200 points for 1 card (both sides)	Send a photo of your card to [email protected] Must be within an hour of the webinar finishing (rewarding the action takers)	Starts 1 Feb through to final live webinar
Complete idea capture card for webinar	MAX 100 points for 1 card (both sides)	Send a photo of your card to [email protected]  Anytime after the live webinar finishes and before 4/3	Starts 1 Feb through to final live webinar
Ask a good question of the Coaches	100 points if asked live	Email your questions into [email protected]	All Live Webinars
Declare your personal 30-day habit	500	Check the dashboard on Day 1	Complete by 8 pm AEDST
Daily Check-in points	MAX 350 Per day	Complete the daily productivity foundation activities as defined by Sam in the Day 0 webinar	From 3rd Feb - 3 March
Weekly Check-in points	MAX 1500 per week	Complete the weekly check-in activities as defined by Sam in the Day 0 Webinar	From 3rd Feb - 3 March
Other challenges will be added to the dashboard along the way	TBC	Complete the activity or use a ‘challenge lifeline’ (more on that soon)	From 3rd Feb - 3rd March

Here is how you can specifically earn big points (and great prizes) by being at the Auction:

Register for the Auction	500 points	Instructions will be provided on Wednesday 3/2	Closes when the auction begins at 5pm on the 4th of Feb
Attend the Auction	500 points	Type name into the chatbox (First/Name last name)	4th Feb 5pm - 7pm
Bid at the Auction	500 points	Instructions will be provided on Wednesday 3/2	4th Feb 5pm - 7pm
Win the Auction	TBC	In addition to the prizes we are giving away, winners of the auction will have the chance to spin the wheel for big bonus points and a possible immunity win	4th Feb 5pm - 7pm

 

Could you Transform this business?

The following case study centres around a late 30’s couple – Kate and Jason Oliver, who have inherited a real estate business, Banana Real Estate, from Kate’s father. The business used to do well but is now on a slippery slope and they need your help...

Kate and Jason are nice enough people who care about the people around them. But as leaders they’re overwhelmed, feeling defeated and struggling with what to fix first.
To make matters worse, they’ve met heavy resistance from some of their team each time they try to do something new.
They know they have a few issues.
For example, from listening to industry podcasts and reading magazines, they know they need to have a strong vision and strategy, but they simply feel like they have no time to create that. They are too busy all the time just 'doing' – putting out fires, finding new people when someone leaves – and Kate feels like she is doing the work of four people.
Kate often says, "It's a good thing I like wine!" But that is mostly just to relieve the day-to-day stress of running a business.
Both Kate and Jason know that using dated technology doesn't help. Kate keeps trying to evaluate the various options, but is too overwhelmed to make a decision.
Everyone – apart from a couple of solid performers in the team – can't wait for the day to be over so they can rush out the door at 5 pm.
As the business is barely profitable, the time has come for Jason to ask Kate if she would rather just sell the company and 'get a real job' because of the stress it's causing her.
Or, if they should try to turn it around?
Kate is not one to let something beat her and tells Jason she wants to fight, but needs help.
And that help is you: Kate and Jason have asked you to help prepare a plan to help them save their business.
PEELING BACK THE BANANA
“Can you believe that landlord has just left us for a four per cent management fee! What kind of idiots think they can get half-decent service when they’re just getting it for nothing,” Senior Property Manager Jan is just not happy.
Ray, one of Banana Real Estate's (Elite) sales executives, laughs out loud.
“Try listing property against someone who's offering one per cent... that’s the crap I’m dealing with,” as he leaves the office to go out for a coffee.
Kate could hear this whole exchange, listening to the team debate who has it worse.
Last year, COVID had taken its toll on the team, with their office enduring a difficult time in lockdown, but Banana Real Estate had been in some trouble well before the pandemic had hit.
Banana Real Estate used to be the most golden agency in the tropical suburb of Saladsdale.
The office has been around for more than 35 years, started by Kate’s father, Peter Berry back in 1985. Kate remembers the old days of photocopiers, tenants paying cash, and riding her bike around the neighbourhood to drop off rental receipts for her Dad.
“I joined Banana and went to work for Dad straight out of school so it’s all I’ve ever known,” says Kate.
After holding several corporate jobs, in 2008, Jason got his licence and joined the business taking up the sales management mantle.
The pair married in 2013 and now have two kids, Apple who is eight and Olive who is four.
“I love this company, but I really do worry that we won’t have it to pass down to our kids like Dad did for us," Kate says.
They both say it's a blessing that Jason's parents, who are retired, are happy to do the school and day-care runs because it's long hours for Jason and Kate and they haven't had a holiday in 12 months.
But Kate and Jason are always feeling guilty they are not there enough for their kids.
And... the competition is a real worry.
For example, there is Pineapple Real Estate. They are young and hungry and only set up shop a year ago, so they have all the latest tech, with no legacy systems to worry about.
They are smooth and efficient and undercut Banana Real Estate on fees every single time.
Plum Properties are pretty active in the local area. They are on all the billboards and they even have the nerve to letterbox drop Kate and Jason's house with their 'Just Listed/Just Sold' flyers.
And there's also the local Orchard Road office. They are the biggest in the area, and are part of the large Orchard Road Group with offices and support across Australia.
Kate whispers to you: "I don't know how much longer I can keep up this pace... but failure is not an option. What would my Dad say?"

IT'S TIME TO INTERVIEW THE PM TEAM
The Property Management team at Banana describe themselves as providing the best service in the area.

Trish, one of Banana's two veteran property managers has more than 30 years of experience. Her view is they have been in this area for a long time and "people value our expertise”.
This is not a view shared by all however, with Maria and Bill recently joining the team and describing the culture as ‘pretty toxic’.
“This isn’t at all what I thought it would be when I joined,” says Maria.
“The team here just don’t get along at all and it feels like we are stuck in the stone age with technology.”
“Yeah I don’t think I’m going to stay if I’m being honest," Bill reveals.
"Sue and Trish just shut down everything anyone suggests and please don't tell anyone else this, but they openly mock Kate behind her back.
“You can see Kate try to do things to motivate the team and they just sit there, roll their eyes and ignore her.”
A quick look at the Google reviews of Banana reveal the customer view is pretty similar to Maria's and Bill's.
Banana has an average of 2.5 stars and hundreds of comments from disgruntled owners, tenants and former staff who are often quite scathing in the comments they provide.
Banana also has a Facebook page that they haven’t really used, but it too is filled with comments from mostly unhappy people who are upset about everything from a lack of follow up on requests for help, through to constantly changing property managers.
These sorts of reviews are frustrating for people like Lisa Cherry, one of Banana's best performing property managers.
“It breaks my heart to be honest,” she says.
“I’ve got a portfolio of around 150 properties with very few losses, low vacancy and really happy owners and tenants, which proves it can be done."
When asked what she feels she does differently to others, Lisa replies, “I don’t think I do anything special. I care about all of them and treat them with empathy and compassion when they need it."
"I’m pretty well organised with things like routines, and I do my best to get any outstanding requests down to zero every day by replying to calls and emails quickly."
When asked about growing the rent roll, Jan says, “I used to bring in some new business when I joined but now I just don’t focus on it."
“I got sick of getting abused by people who I told to come to Banana who ended up unhappy with something we did.
“We also don’t get paid enough. I have friends who work at other property management agencies who are getting paid for each new management they bring in – and we get nothing."
The property management team also complain to you about feeling overworked and using dated technology.
“The problem is that Kate just won’t make a call,” says Maria.
“She’s had demos from all of the different platforms but she can’t decide between them so we end up doing nothing...”
When asked about this Kate confirms,“I know we need to make the change but it’s just a question of what product, and when.
"They all look the same to me – and I’m also hearing about options like off-shoring and products that remove the trust account, but I don’t even know if that’s legal."
Overall, the rent roll has lost 110 managements in the prior 12 months and now they are down to just 860 properties.

NOW LET'S MEET THE SALES TEAM
When Peter Berry first started Banana back in 1985 he had a simple philosophy.
Kate, explains, “Dad was convinced that selling properties is ultimately about building relationships."
“Pete’s shoes are bloody hard to fill," says Jason.
"So much of the business was tied to his name in the area."

Commission from the sales team is down 20 per cent on the year before COVID hit.
“To make matters worse, people expect a lot more for a lot less now," Jason says.
"They’ll choose the guy down the road based on a percentage of commission even though he won’t sell their house for what it’s worth."
This is a view shared by most of the Banana sales team, who say they are finding it much more difficult now than ever before to win listings and stand out in the market.
It’s true, Banana operate in a market with many agents offering services from low fixed fees (for example $5,000) through to percentages that were not so different from the hey-day of Peter's day.
But fees are not the only issue.
Karina Curry, one of Banana's more junior sales executives, is frustrated with the lack of digital innovation by the company.
“The software we use is garbage, the marketing is really tired and dated and we don’t do anything with digital or social which drives some of us crazy.
"It's 2021 for goodness sake!"
Bob Bacon could not disagree with Karina and some of the newer agents more strongly. “I call BS,” he laughs when asked about the lack of technology or digital marketing.
“I’ve been selling properties in this area for 25 years and you don’t need any of that crap.
"These kids just don’t pick up the phone and call people,” he says.
"They’ve never had to sell in a tough market before. They need to toughen up!”
Shane agrees with Bob, adding “we can’t even get a lead from the PMs!"
"But it's Kate that needs to crack the whip and make that stuff happen..."
Jason agrees that the lack of sales discipline is hurting his team, but also notes the business hadn’t kept up with some of the changes his newer team members were suggesting he explore.
“You’ve got to remember that these older guys are on commission only so it’s hard for me to enforce something that might cost them putting food on the table,” he explains.
Maria Cheese expresses some frustration at this line of thought.
"It’s all well and good to protect the comms of the guys who have been in the area forever, but for those of us starting out, it makes it impossible for us to do anything because they refuse to use any new technology and just want more letterbox drops.”
There is some cause for hope, however, as shown by the results being produced by Ben Onion, who joined the company 12 months ago.
Jason convinced Ben to leave Orchard Road to join Banana Real Estate.
When you talk to Ben about how he has maintained a moderate level of success, he says, “Real Estate is all about the one-percenters."
“It’s about your own mindset, doing things differently, having really strong routines and disciplines for prospecting and managing your pipeline relentlessly."
In a final moment of insight, Ben offers, “The team are getting so caught up in what’s not working that they’re taking not responsibility for what they can control."
"That’s the secret – you’ve got to own the actions you’re taking.”
TO BE CONTINUED...

The Market Monitor is a tool that Claudio has been teaching for quite some time now, but watch this video and you'll see why it's essential to become immersed in your market.

If you're in PM - there are a few extra tips here from Kylie Maxwell (winner of Transform Masters 2017) 

Watch this video where Kylie talks about how to adjust this for PM

Course pre-work

Using the templates in the links section, set up your market monitor. (There is view-only access to this document, so you will need to hit File, Make a copy. Alternately if you are an excel user you can download and import into Excel). Set up alerts in your suburb on the portals for your area eg for ACT it could be allhomes.com.au.

Either way, don't just rely on CoreLogic reports. The goal is to immerse yourself completely in what is going on in your market and doing it this way commits it more to your memory than an automated report ever will!

This exercise will become part of the 'habit stack' we will introduce on Day 1 of the challenge (more on that later)

By Feb 2 you will need a completed spreadsheet for this week (one of upcoming challenges will depend on it!)

NB - if you have both a sales department and a PM department in your office it is highly worthwhile sharing intel with your individual market monitors. Remember the best thing for your customer could be renting their property if it's not selling; or selling the property if it's not earning an income...

Carpe Diem!

I recently completed a podcast interview with Body Language Expert Allan Pease. In this interview, we talked about COVID-19 and how to build relationships digitally via Zoom, Skype etc.

Before you get on your next Zoom, this video is a must-watch.

Also - when you get on the live webinars we want you to turn your camera on 🙂

Here are my takeaways/must-dos – particularly if you have never met the person you are 'Zooming' before:

1. Smile and show your teeth 😁
2. Eyebrow flash (I see you)
3. Nod three times when they are talking to get more information (tell me more) but not more than three (which means shut up!)
4. If there is a distraction, don't be afraid to reach out a hand to gain attention (slowly)
5. If someone is typing or really distracted, just pause and let the silence draw them back in
6. If you are feeling nervous, try the 🙏🏻 steepling technique Allan taught Vladimir Putin to calm you down and tell yourself "I've got this..."
7. Watch your background – build authority if you can by having your awards or qualifications in the picture.

Lastly, there is a second layer of rapport-building here that is not completely obvious because it wasn't part of the discussion, but you may notice he had me giggling like a complete school-girl. It was the way he deliberately built rapport with me ie. Every time I ask him a question, he acknowledges how clever I am and what good questions I am asking (I would love to believe that 😂😂), almost repeats the questions to signify his acknowledgement of how important he thinks it is (gives him time to think) – and then watch how he answers and the body language he uses. He is continually establishing leadership and authority in his field, which is super impressive and clearly why people pay him the big bucks and read his books...

Lots of lessons there – so much more by seeing instead of just listening...so definitely I recommend you give this one a watch!