A Good Leader Inspires People To Have Confidence in Him or Her,
A Great leader Inspires People To Have Confidence in Themselves
...and it's that same confidence and self belief that is the cornerstone to any of your salespeople, and staff, unlocking and reaching their full potential, and with it, the full potential, success and enjoyment of your business. A lack in confidence is the number one inhibitor to an individuals performance, so if your business needs to grow, then so do your people and so do YOU, because only you can make it all happen! This is what my Leadership Masterclass will do for you!
Without Question a Day of Absolute Transformation for You and Your Business
True leaders are made, not born, and those true and genuine leadership skills are what makes good businesses great. Leadership in any business, as it is in Real Estate, is so much more than a mantle of position and the authority and power it allows.
The road to becoming a real estate business owner/principal is highly typical and with it - highly flawed. It's typical because it's the natural progression for the ambitious salesperson while being relatively simple and easy. Yet its flawed because most of the time, the salesperson, like most industry skilled workers who take the leap from a worker to a business owner (ie: the technician, the tradie, the salesperson) they are great at their respective trade or industry skill, but that does not make them/you a good business administrator, people manager/motivator and entrepreneur - the three foundation skills and qualities a successful business needs. And while certain key skills can be delegated or outsourced, it is most likely you as the owner that will be the leader.
"Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others." — Jack Welch
There is little from your real estate sales career that really prepares you to be the Leader that a successful real estate agency business needs you to be, and if your
business employs people then it will only be successful and rewarding if you make those you employ feel valued, appreciated, important, driven and motivated - and that's just a start because there are many other factors at play such as creating that all important office culture within which they work, enjoy and thrive, and the environment which stimulates their performance and motivates them, and the framework, strategies and training that targets results, promotes excellence and doesn't leave success to guesswork. A great leader must have vision and the road to that vision is through your people. A great leader gets the best out of their people by treating their people the best!
Business is about leverage, that is, leveraging the earning and production capacity of your business by more than you as one person can do - that's why we employ. But if you as the Leader of your business are also a selling Principal then your focus of working 'in your business' rather than 'working on it', will present severe growth and earning restrictions. Selling Principals are common place around the Australian Real Estate industry and typically presents in having a high maintenance business with low overall sales performance and a high turnover of salespeople.
Now is the right time to get back on top, to get out of your comfort zone and to get yourself booked into to an amazing one day of leadership and agency sales and performance training!
"with a team of 38 salespeople we settled 1500 sales in a 10 month period with a best ever
month exceeding $1,000,000 in Commissions... now that's performance!"
Leadership Masterclass 2016 - Program Sessions & Curriculum
Session 1: THE BUSINESS OF REAL ESTATE:
To successfully grow your business you need to know what a modern Agency looks like and how it functions so you can put the right foundations and strategies in place. Those strategies include your business/brand image, your business structure and framework, your people and their management, the best of todays technologies for you and your salespeople, and the best marketing concepts across your digital media and social media platforms.
Session 2: THE BUSINESS OF PEOPLE:
When you understand and master leadership you will know that it is only through your people that you will achieve any measure of success, and that success and the associated rewards aren't confined to just money. Your people are your business and this session helps you better understand the core differences in an individuals personality and behavioural styles which is designed to make you a more effective communicator and motivator in turn giving you the opportunity to make each individual in your business more effective and productive, and at the same time making them happier and your business more secure and stable.
Session 3: LEADERSHIP SKILLS:
At the heart of this course, and your Agency business, are your leadership skills. Your leadership doesn't just determine your vision and the direction you set for your business, but it determines whether your people can help you make that happen - it will determine whether they will slow you down, speed you up, or halt you altogether. Grow your people and you will grow your business and they key to your people (sales and administration) is learn how to appreciate them, reward them, motivate them and provide them with a winning, positive and respectful office environment that maximises their effectiveness, production and enjoyment. As the old saying goes...only by giving people what they want will you get what you want. You must believe that a poorly performing business is the result of poorly performing people which is the result of a poor leadership. Also covered is the difference between being a leader and being a manager.
Session 4: CREATING A DYNAMIC OFFICE CULTURE AND WORKING ENVIRONMENT:
We spend most of our waking day at work - the workplace is supposed to be enjoyable, fun and rewarding while at the same time being stimulating and challenging - but too often this is not the case. You will learn how to create an appropriately enjoyable, invigorating and driven environment so that those that wish to excel can. The culture of 'this is how we do things around here' must come from the top. If you as leader don't set and enforce that culture (which includes attitudes, respect, ethics, team work, expectations and performance) then a culture will exist by default and often that culture will have a negative overall influence.
Session 5: SALES TEAM MANAGEMENT AND PERFORMANCE
Above all else it is your sales team that has the biggest influence on your office performance, success, manageability and enjoyment. It's incredibly frustrating to see seemingly good salespeople exit the industry without success or to go to another Company. The time, effort and expense that 'should' go into supporting and growing new salespeople is significant, but why do so many fail or leave? Did we make a bad employment decision? Were they not sufficiently motivated? Did we not support and train them well enough? Did we have a toxic environment? The fact is all of those could be true.
After all is said and done, a happy and well performing salesperson will on average only be with you for 6 years. A successful salesperson will by nature be driven and therefore will have a vision for greater things themselves. We must always positively and continually plan for recruitment.
This sessions key learning outcomes are...
- Understanding the life cycle of a salesperson
- Creating and implementing an effective recruitment strategy and plan
- Making more selective, intelligent recruitment decisions
- How to plan and run your training events
- Training subjects and outcomes
- 30 day Induction Plan for new salespeople
- Senior salesperson mentoring
- How to build confidence (confidence is the number 1 performance inhibitor)
- How to inspire and motivate your salespeople
Recognition & Incentives
- Planning and establishing rewards and incentives
- Different types of rewards, incentives and competitions
- The art of encouragement and recognition (we all need recognition)
Performance and Accountability
- Turning salespeople into business people
- Individual business planning and target setting
- Weekly and monthly reporting
- One-on-one meetings and performance reviews