Proposed Agent Licence Reforms in NSW (as at 14 September, 2018)(and as at 13 May, 2019)
- There is STILL NO DATE set for the ‘new’ licensing regulations or CPD Guidelines
- The Guidelines are being drafted, but NOT yet released for industry consultation
- NOTHING did happen on 1 July, 2018 (despite the assurances it would) – and is, on latest advice, unlikely to happen until July 2019
- Those who have been “claiming to know” what is happening, apparently, still don’t!!
We have been confronted by lots of claims and counter-claims about what is happening in the NSW property industry regarding licensing reforms, and when these changes will occur. To the very best of our knowledge, these are the answers to those questions, as at 14 September, 2018 – and even (still) at 13th May, 2019 ther eis no word from the Regulator in NSW of when the licensing reforms will be implemented.
Frequently Asked Questions
Have the Regulations been drafted by Fair Trading? No, not yet. The Regulations have still NOT been finalised, let alone released for industry discussion, nor approved, nor passed
Should I get my licence now? Why not? Education and training should be a life-long pursuit …. for everyone
Will it be easier now or after the Regulations are implemented? We don’t know for sure – because we don’t know what the new Regulations will say. “They” said it would be 7 units for the COR, then “they” said 5 – then “they” said “5 is like 7”! Until we see the new training package and the new Regulations, it’s anyone’s guess what will be. “They” are still saying it will be 5 on their website, but ….
Does everyone with a Certificate of Registration have to get their Licence? That is what is being proposed. The Reform Paper suggested it should be done within four (4) years
Will all licensed agents have to get the Diploma? The Reform Paper suggested that “a grandfather clause” be put in place for those who are existing Licensees-in-Charge. The Diploma will be the qualification for those wanting to be L-I-C (after the Regulations are introduced), as well as a requirement for 2 years’ experience as a Licensed Agent
Are these reforms a good idea? Some of them are excellent proposals, and anything that increases the knowledge, skills and experience of agents is a great thing for the industry
Do all agents need more training? Of course – lifelong learning is a great thing, to stay with (or ahead of) the pack
Who gets to decide what training you need to do your job better? Great question! At the moment, it’s a small group of ‘industry associations’ and Fair Trading who have been making the decisions
Do all Licensees-in-Charge need to have better management training? No, of course not – but some do!
Will these reforms get rid of “dodgy operators”? No, of course not, but the more knowledge requirements there are focusing on ‘legals’ and ‘ethical behaviours’, the better for everyone
When will we know the details? Unknown. Fair Trading have said CPD changes are “likely” in October or November – at the earliest (don’t hold your breath). It may not be until 2019. It most certainly was NOT 1 July, 2018 – despite what “they” keep saying! Indications are it will be “after the next NSW State election” in March, 2019 – or even July, 2019 ….. fact is WE DON’T KNOW, and NSW Fair Trading have NOT SAID when it will be. [Last time I checked, NSW Fair Trading were the “makers of the rules”]
Should everyone be required to get the full licence? We don’t think so, but Fair Trading and the ‘industry associations’ seem to think it will solve all manner of issues. In no other industry group are ALL employees required to hold the same level of qualification, regardless of their job description or experience – but what would we know?
How long between the COR and full licence? The Reform Paper says there will need to be at least one (1) year between being granted the COR and getting a licence (this is the same criteria as is currently the case in Victoria)
What CPD will COR holders need to do? COR holders will be expected to be doing their Licence course; it is proposed they will have up to four (4) years to complete it. Once completed, and the licence granted, it is anticipated they will then join the regular CPD program outlined below
What CPD will be required for Licenced Agents? Three (3) hours Mandatory; three (3) hours Electives – who knows what that means? We need to wait for the Regulations. The Reform Paper says the Mandatory should be delivered by the ‘industry associations’ – because ……??
What CPD for Principals (Licensee-in-Charge)? An additional three (3) hours for Principals on “business related topics”, (to be determined by the ‘industry associations’?) giving Agency Principals a total of 9 hours of CPD each year
Will training requirements to get a licence increase by 600%? That’s what the “marketing message” has been. A “600% increase” is likely only in the imaginations of those who reside in the cloud fogs of cuckoo land!
According to NSW Fair Trading Minister, Anthony Roberts, the proposed new laws are going to bring strata rules into the 21st century. Will they become a reality: and when do some of the other important things get addressed? Tony Rowe gives his opinion.
The results are in, and apparently, the Minister (and his department) “has listened to concerns on the ground” and will “continue to do so in order ensure the real issues affecting strata owners, strata industry professional organisations and other stakeholders” are considered with the new laws on strata management, to be introduced in mid-2014.
“We can make things a lot simpler and more certain for people. Consumer protection is a guiding principle in the government’s review, as is democratic process, transparency, accountability and appropriateness.” (I can almost hear Sir Humphrey Appleby speaking!)
I hope as readers can forgive my cynicism! I will withhold my enthusiasm for these changes until the final product is revealed – rather than the Press Releases from the Minister’s office trumpeting how good and fair the proposed new laws will be.
The new regulations (drafted by Fair Trading) are being touted as a panacea for all the ills of strata living! They promise to provide a positive outcome for everyone – owners, investors, tenants, and managing agents.
New “model by-laws” will cover smoke drift and allow pets by default, rather than having to seek special permission, as is now the case. Issues with owner renovations, overcrowding, building defects, levies, debt recovery, sinking funds, insurance, money management, dispute resolution, compliance and enforcement are all to be covered.
Nearly 60 percent of all schemes in NSW are currently managed by a licensed strata managing agent and that figure is closer to 100 percent in large and complex schemes. About 25 percent of all disputes reported to Fair Trading are about the conduct of managing agents.
There’s close to 72,000 registered strata plans ranging from 2 unit complexes through to massive mixed residential & commercial blocks.
Proxy votes will be restricted in schemes of more than 20 units to 5 percent of the ownership. In buildings of 20 units or fewer, owners will only be allowed to carry one proxy vote. Postal votes, secret ballots, online teleconferencing, electronic voting, flexibility in the timing of annual meetings, and greater transparency will be part of the package.
Presumably, Fair Trading will also mandate the compulsory attendance by owners at AGMs in this brave new world! So many of the problems faced by strata managing agents will be solved with this legislation – Minister Roberts said so!
The number one enquiry to Land and Property Information and NSW Fair Trading from strata and community schemes across the state is about common property maintenance (more than 500 calls per week). It is often quite a complex matter, with the many anomalies between schemes registered under different Acts. A simpler method of dealing with common property maintenance is desperately needed, and Minister Roberts has the solution.
According to the Minister so-called Phoenix companies and planned bankruptcies will be no more: “There will be serious consequences and ultimately offenders will be removed completely from the industry. This is frankly a disgusting practice and there will be zero tolerance.”
The ”too-hard” basket is pretty full though! Extinguishment of strata title; the vexed issue of short-term and/or holiday lettings in residential buildings; and the perennial problem of rogue parking have apparently been set aside for now (to be addressed later next year).
I shall withhold both my enthusiasm and final judgement until we see what treasures are to be found in the legislation.
Dave Eller is a successful Real Estate Coach, Auctioneer, Author, and Fight MC on Fox Sports and it doesn’t get much cooler than that! Here are his top tips for getting (and staying!) ahead of your competition.
[dropcap]A[/dropcap]s many working people have found, your ‘day-job’ can consume all your time; so much so that you can get into a rut. You end up doing (and achieving) the same things as everyone else. So, I’ve identified the top 13 things (why stop at 10?) you can do which will set you apart from the competition.
1. Pimp your ride
What do you listen to while you are driving around? Music is great: I love screaming out the lyrics to Khe Sahn as much as anyone, but think how much time you spend in the car. This is a fantastic opportunity to learn. There is a plethora of educational, motivational, and spiritual CDs available to turn your ride into a university on the go.
2. Read real estate books
Educating yourself is essential in this day and age: it doesn’t need to be formal face-to-face education. Understand more about how successful agents thought and the strategies they used by reading books. Learn what others have done to become successful to give yourself a great platform to build upon. Besides specific real estate books, you can find books that outline tips for you to model success from other industries. The book The Eight Habits of Highly Successful People by Jean-Marie Stine is a good one to add to your collection.
3. Dress like the person you want to be
There is an old saying, ‘clothes maketh the man’ (and woman!) What you wear and how you wear it says a lot about you. Some real estate agents look like they got dressed in the dark, or in their car. Be a professional and dress like one. The way you dress does not stop at your ankles. Women know the importance of good shoes. Men need to catch up in this regard. Clean, shiny shoes say you take pride in yourself and what you do.
4. Lose the mobile phone
When it’s time to hit the sack, leave your phone out of the bedroom. Firstly, the effect of the radio waves on our brain is now becoming apparent, and it’s not good. Our phones are close to us all day; I like to put a bit of distance between it for my time of rest. Secondly, many people use the alarm clock on their phone to wake them. From personal experience, when I have to get up at 5am in the winter to go to training, I’m less likely to hit the snooze button if I physically have to walk to the kitchen to turn the alarm off.
5. Keep your word
Real estate agents have a bad reputation for not doing what they said, not following up, not calling back and so on. Don’t make casual promises. Be the agent who is known for keeping their word. Your reputation will lead to repeat business.
6. Allocate some thinking time
Think about ways to do things better, how to provide a better service, how to make yourself stand out. Whether it works best for you in the morning or at night when the madness of the day has subsided, take ome time to yourself to ponder. You never know what you might come up with.
7. Take a moment of nothingness
It is equally important to take a few moments every day to enjoy absolutely nothing. Just like an episode of Seinfeld, it’s the moments of nothing that make it special. Our lives can be very busy, and enjoying some nothing time makes it really something. But it does need to be scheduled into your day, otherwise it will become another thing you didn’t do. Mark it down as an appointment with yourself. It could be the most important appointment you make.
8. Understand the power of visualisation
Top athletes swear by the power of visualisation: seeing themselves winning. This is available to each and every one of us. Dare to dream and see yourself where you want to be. This doesn’t need to take hours: a few minutes each day is sufficient. Make it a morning ritual. Set yourself up for a good day. Set yourself up to win.
9. Sweat a little
A sad fact of our times is the increasing number of people who are becoming obese. Exercise has more benefits than just keeping you looking great: exercise releases endorphins in the body that help you feel great too. Exercise reduces stress, reduces the chance of cardiovascular disease, and increases your ability to lead a sickness-free life so you can have energy to play with your kids, your mates or sell more property. A little is better than none, so just do it!
10. Mind your mind
Studies show that keeping your mind active reduces the risk of it deteriorating as you age. Learning new things is beneficial to maintaining the health of what’s between your ears. Instruments, languages and new concepts challenge your brain to be on top of its game. Speaking of games, Scrabble and chess are sure winners for mental fitness. Write poetry, create songs, read books: keep your brain in mint condition!
11. Practise meditation
An extension of exercising your mind is to meditate. Meditation has been around for thousands of years and is much more than a technique for relaxing. It’s a great way to overcome stress, increase your capacity to think clearly and keep you healthy. Meditation doesn’t require sitting for hours with your eyes closed. It can simply be a few moments a day: done almost anywhere.I recommend the book Teach Yourself to Meditate by Australian meditation teacher Eric Harrison.
12. Become a master of self-management
How much TV are you watching? How much time are you spending on Facebook keeping your friends updated, or trying to beat your highest score on X-Box? There is so much more you can do with your time (all the things mentioned above!) I am not trying to sound like your mother, but if you want to be more successful selling real estate, or anything else for that matter, you have to master self-management. If you want to be the best you can be on X-Box then so be it. If you want to propel yourself to new heights in real estate and become a top performer, then your X-Box will have to suffer. Game over.
13. Wake up!
The other piece to the puzzle of trying to find more time is to wake up earlier. I know…who would have thought? Just half an hour earlier will let you get a few more things done: a morning meditation for ten minutes, followed by ten minutes of nothing time and five minutes of visualisation. That leaves five minutes to practise that new song on your guitar. What a great start to the day! I’m feeling good already.
“the brief” is a weekly newsletter to help you stay informed in and around Australia’s real estate industry. Tony Rowe from mrt.wpengine.com has given us a “play” on the word ‘brief ‘which could also be a blueprint for your success in real estate.
BRIEF = Better, Real, Informed, Energetic, Focussed!
B – be Better at whatever it is you set out to do; avoid the rut; mix it up; enjoy it! It’s all about you getting so good at what you do, that you are continually looking for ways to keep doing it better and better. That means, like an elite sportsperson, that you are ever-vigilant for the next opportunity, the next game, the next win; you are constantly striving to improve your skill set, overcome the weaknesses through practice and training, hone the skills that set you apart from your opposition. It’s about being able to recognise areas for improvement and doing what has to be done to make sure those skills are enhanced – that may mean a training program, a coach or mentor; it might just require an honest self-assessment that something can be done better next time; knowing what that something is, and how you can achieve that; and having the commitment to do it!
R – be Real, authentic, honest – if your goal is to build a long term relationship with your clients and develop an ongoing business in a particular area/industry then you need to be real. Trying to be anything other than that is going to get you nowhere. Everyone can see/touch/smell dishonesty pretty quickly, and in this industry, that is not good for anyone planning on being in the game long term. Be real with appraisals, marketing, services, and contacts with clients – if you say you will/can, then you need to deliver on the promise. If the actions don’t match the message, you won’t be around for too long!
I – be Informed
- know your area (it’s basic: schools, transport, facilities, services, have to be part of your local area knowledge before you start – you can’t fake it on this one!)
- know your product (property for sale/lease; marketing packages; agency services; neighbourhood; history – any material facts)
- know your client (find out their motivations, likes, dislikes, what will make them transact and what will prevent them from doing so. You’re about to spend a fair bit of time with them, so make sure you know who you’re getting involved with, so you can ensure you use the right strategies for a long-term, ongoing relationship!)
- know your procedures (make your life as easy as possible in the office by knowing the procedures to be followed to ensure your every interaction is as seamless and trouble-free as possible. If all the paperwork is correct, there won’t be any issues, admin staff will love you, and so will your clients, because you know your stuff, and you do what is expected of you – the same as you expect of others)
- know your scripts and dialogues (know them, use them, but be able to modify and adapt them for the individual – don’t sound like a machine rattling off a pre-set monologue, with no consideration of what the other party is looking for)
E – be Energetic and Enthusiastic about what you do, every single time you set out to do it! Whether it’s about the day ahead, the job you have to do (even the ones you don’t want to do but know are essential to your task success. A positive attitude is essential; planning, strategy, organisation, execution is required, and if you don’t have it, you need to get the skills and knowledge about how best to achieve it!
F – be Focussed on your task – it should be a laser focus on the particular task at hand! Whether that’s an appraisal, a call back, a cold call, listing presentation, open inspections – your focus needs to be on the task. That requires organisation, time management and, most of all, commitment to achieving the best possible outcome. Procrastination is the enemy and the outcome of the task will be compromised. Persistence is necessary until the skills and knowledge have been developed that will allow the focus that enables the desired outcome to be achieved in the most effective way, in the most time-efficient manner. That is what is going to maximise the advantage you have over your competition and that will allow you bragging rights!
Assembling a proposal for the reform of any industry sector is always a challenge, especially when the outcome of that proposal receives widespread criticism and almost universal condemnation. Such has been the outcome of the proposals for a national licensing scheme for the real estate sector.
A dogged determination to achieve a particular outcome – for the sake of achieving a particular goal – is an admirable trait in a sporting context, perhaps. When such determination is directed at a significant industry reform, it is important (indeed, some would say, critical) to the success of such an ambition that there is industry buy-in to the ambition and a clearly articulated industry benefit.
Undertaking a national ‘road show’ to explain a poorly researched and ill-considered Regulatory Impact Statement and attempting to dress it up as a ‘consultation process’ (and then releasing the Draft Legislation before that ‘consultation process’ is completed) would seem to suggest a thinly-veiled contempt for the views of those being consulted.
There have been consultations with regulators across the country who have failed to regulate their industry; with industry representatives who don’t necessarily represent the views of their members; with training providers who are out of touch with the training needs of the industry in which they operate; and with other stakeholders who seem to have a rather tenuous connection to, and an even more tenuous understanding of, the mechanics of government and the particular constitutional arrangements which govern the industry.
There have been (perhaps cynical) suggestions that the intent may well be to ensure the maintenance of the status quo. This is because what has happened is that, rather than gaining the support for what is, essentially, a sensible and practical improvement, hysterical opposition is goaded into action to mount a plethora of dubious arguments against the ill-conceived proposals and embark on a concentrated, coordinated campaign to discredit a fundamentally flawed offering.
The discussions around a consistent National Licensing System have been hijacked away from the merits of such a scheme – which would free up cross border trading and simplify the system to allow the free-flow of skilled operatives to function in multiple jurisdictions.
The harmonisation of consistent legislation for the functions of agency work across the country is a ‘next step’ in this process. There are complex constitutional issues surrounding this whole regulatory review. The ‘conduct’ issues of the property sector (the way agents do their job and the penalties if they don’t) are the preserve of the State and Territory jurisdictions.
State Governments do not transfer powers to the Commonwealth easily. They usually only do so if there is a clear economic or security imperative. No such imperative exists at present.
To expect State and Territory regulators (let alone legislators or industry representative bodies) to agree to harmonised legislation without such imperatives, in the current political circumstances, is naive.
There is no clear political advantage, to either side of politics, at either State or Federal level, to drive such a significant change in the way the property industry functions. Until such an advantage is articulated and gains much broader support, harmonisation of legislation in the property sector is unlikely to be high on any political agenda.
That such strident objections from a diverse range of industry groups and individuals have been made should be sufficient for the proponents of the RIS and the Draft Legislation to give pause, recognise the shortcomings in them and, if not start all over again, at least put any implementation timetable on hold whilst they consider the objections in detail, consult more broadly than they have thus far, and adopt a more balanced approach to achieve an outcome that will have, at least, some industry support.
The one group for whom national licensing makes the most sense – commercial, industrial and retail agents – is to be ‘deregulated’ under the RIS proposal. The committee found it too difficult to define, so opted to leave it out altogether! In so doing, a whole raft of investors – in fact, the great majority of investors in commercial property – will have no specific protection under real property legislation. That is a serious abrogation of responsibility for consumer protection by those responsible for the RIS and the Draft Legislation – and all because they found it too difficult to come up with a workable definition!
It seems, from the consultations thus far, there is widespread industry support for the notion of professional development for property agents, despite the recommendation that it NOT be included in any national licensing system.
The challenge for the regulators is to devise a workable, practical and relevant system which ensures industry operatives maintain currency with legislative and regulatory changes, whilst also providing some flexibility for agents to enhance their skills and knowledge across a range of delivery options relevant to their particular industry sector.
To not have a CPD component under the national licensing regime is an acknowledgement that the regulators do not have the wherewithal to devise a valid, worthwhile scheme for ensuring and improving the professionalism of the industry which they supposedly control and monitor.
It is a ‘surrender’ to the cowboys, and a concession of their abject failure to enhance the industry they purport to oversee in order to protect the consumer.
No one is suggesting it is easy to come up with a program which is going to satisfy all stakeholders. However, much of the opposition would be minimised if there was broader consultation before coming up with the proposals which seem to be ill-considered, irrelevant and based on some fairly spurious claims of industry benefit.
A clearer explanation of the need for a national licensing system, some clarity around the purpose of implementing it, and some appreciation of the peculiar diversity of the property industry would have saved a lot of the back-tracking that is now required.
Here is an article I wrote about two years ago which was originally published in SOLD. Magazine. I thought it was worth publishing here, as I believe the comparisons are still as relevant as they were way back when I wrote it!
Old Fishermen Never Lie (Or the Things I’ve learned about the Real Estate from fishermen)
Skills can be developed; opportunities come our way; circumstances change. The message from people who fish – old & young, men & women – remains pretty much the same: It is a pursuit all can enjoy – if you have the right gear and the right approach, a fishing trip can be just what the doctor ordered!
Spend time in a boat with a fisherman and you are bound to get some advice. I’ve spent some time on the Manning, Hastings, Clarence and Richmond Rivers over the years – and some of the advice the old fishermen along the New South Wales coast dispense can easily be applied to the real estate business. They’ve got a lot to say about life, or business, or the universe, when they’re telling you about fishing.
Fishing is a recreational pursuit for many Australians. It is the largest participation sport in the country. My Dad loves fishing and he’s passed that on. He knows a bit about it, and has dispensed his own advice about how to catch particular fish over the years. He used to beach fish, but doesn’t any more. He would rarely go “black fishing” when we were kids – but likes to now. We used to go fishing on the river bank – but now he’s got a boat. He likes to catch flathead, whiting and bream, but won’t eat them. He knows what bait to use; where to get the bait (live or not); and knows where the “fish are biting” (even if they’re not, he reckons he does!).
Applying the same principles to the real estate game, a good fisherman can catch whatever they are fishing for. If they have the skills (or know where to get them); if they can apply the knowledge; if they have the right gear (or know where to get it); then it’s likely they’ll eat a hearty meal of good sized fish – as regularly as they like
The parallels are yours to draw. See how the lessons of fishermen apply to the real estate industry.
You really need to know what you’re fishing for:
a. whatever you’re fishing for, you need to know what it is
b. what it likes to eat
c. when it’s likely to be around
d. what will make it come out of the water for you
Decide on the right location for the fish you’re after
a. deep sea, lake, beach, surf
b. river mouth, mountain stream, fresh water, salt water
c. boat or shore
Have the right bait
a. know what the fish you’re after like to eat
b. flies, live bait, fresh bait, frozen bait, smelly bait
c. is burly needed?
d. make sure the bait is secure on the hook
Have the right gear
a. rod, reel, handline, net, trap
b. hooks, sinkers, floats
c. dress for the conditions (& recognise that they might change)
d. waders, hat, “aeroguard”, chair
e. have a tackle-box that’s full of options for changing conditions
Sometimes the gear gets tangled – know how to sort it out
a. The line can get tangled when pulling ‘em in
b. Be careful when landing the fish, that the line is out of the way
c. Use a net if you have to, to land them
Sometimes, you’ll hit a snag – know how to deal with it
a. Hazards are everywhere (rocks on the bottom, floating debris, seaweed, etc) – keep an eye out for them; avoid them if you can
b. Have a contingency plan and supplementary equipment – in case you have to cut the line & lose some gear
Don’t jag the line at the first feel of a bite
a. Fish can take your bait, but not the hook
b. Be patient and let the fish swallow the bait (& the hook)
c. Different fish take the bait in different ways – some “strike & run”, others “suck it & see”
d. Make sure the fish is hooked, before you reel it in – or you might lose the bait, your hook & the fish
Know the habits of the fish
a. Have an idea where the fish you’re looking for might be
b. “Big Game” fish won’t be found upstream
c. Fresh Water cod won’t be caught off the beach
d. What bait they’ll swallow usually depends on what they like to eat
Know the tides
a. It affects when the fish will bite
b. It affects what gear you might use
c. It impacts on the success of your trip
d. It can affect whether you get home!
Keep an eye on the sky
a. The weather can change quite quickly
b. That can impact on your capacity to catch the fish you’re after
Big fish are harder to catch than small ones, but you get a bigger meal
a. “Small fish are sweeter” – but they take more bait, more time, more effort, have little bones (which can cause problems for you)
b. When it comes to fish, size does matter!
c. A big trout is better than a small one!
Don’t go after bream on a full moon
a. You won’t catch them – they’ll see you see them and go away
b. Small brains they might have, but they still know to run from a predator
Bag/size limits are important
a. Ensure there’s a sustainable future for the activity you enjoy so much
b. Leaving the little ones in the water for a while longer, means they‘ll grow up into bigger ones for later
c. “There’s plenty of fish in the sea” – being selective about what you catch can be an important distinction between the professional and the amateur
Don’t make too much noise; you’ll scare the fish away.
a. It’s quiet in (and on) the water – keep it that way
b. Let the bait & the gear do the talking
a. That’s part of the exercise
b. Relax, wait, “chill”
c. Good things come to those who wait!
d. Enjoy the experience anyway – full bag or not, enjoy the fishing!
Skills can be developed; opportunities come our way; circumstances change. The message from people who fish – old & young, men & women – remains pretty much the same: It is a pursuit all can enjoy – if you have the right gear and the right approach, a fishing trip can be just what the doctor ordered!
A Career in Real Estate could bring you great success from both a personal satisfaction point of view, as well as financial point of view. We’ve all seen the really successful Agents on the covers of magazines, in the papers and even on Television! (One even married a prince, but thats a story for another day!)
Have you ever wondered why some Real Estate Agents seem to be so much more successful than others?
Here are the top 7 reasons:
- Successful agents consistently set themselves higher goals – once a goal has been achieved, then it’s on to the next goal (bigger & better than the last). They set about constantly adding to their database AND maintaining regular, meaningful contact with that database.
- Successful agents step out of their comfort zones and try different approaches. Doing things the way you’ve always done them, is guaranteed to at least get you the same result – as long as everyone else is doing things the way they’ve always done them. Successful real estate marketing, selling and management require you to be constantly looking to improve the way you do things.
- Successful agents are driven by achievement, not money. Money is a key motivator – and to pretend otherwise would be foolish, BUT job satisfaction has to be a more important consideration if there is to be longevity in this business. What can be more satisfying than having a reputation that says you are the one when it comes to successful sales and efficient service in the property industry in your area? You are known as the “go to” person when a solution is required. Wow! Not much advertising is required if that is the case. The money then becomes incidental!
- Successful agents solve problems, not place the blame – “It’s not our fault” or “Why didn’t we …” gets quickly substituted by “Let’s look at what we could have done better” and see it as a learning experience, figure out how to make it work next time, and move on to making the next client happy.”Every time I fail, I learn something.” Thomas Edison tried 1,114 times to find a filament to stay lit in a bulb. He failed 1,113 times.
- Successful agents undertake a risk analysis on every opportunity – they ask “What could go wrong with this situation” and then make a decision to accept that risk or not. Having made the decision to proceed, it’s onwards and upwards with the confidence and expertise necessary for a successful outcome.
- Successful agents have a vision of where they want to be. Athletes practice the skill of mental rehearsal – where they “see” themselves winning the race, scoring the goal, sinking the put. This visual image gives them the courage and impetus to achieve the goal they have set for themselves. Successful business people move towards the vision they have of where they want their business to be – having first created it in their mind.
- Successful agents consistently look for opportunities to be better than their competition by learning new things – marketing strategies; selling skills; technological developments; compliance requirements; etc.
We hope that if you are looking to give your career a boost that this list will help you in some way with the things that you should be considering. Remember, though, it’s all up to you. Nothing happens until you take action!!