Category Archives for myrealestatetraining

Agent Licence Reforms in NSW – 2018

Proposed Agent Licence Reforms in NSW (as at 14 September, 2018)(and as at 13 May, 2019)


  1. There is STILL NO DATE set for the ‘new’ licensing regulations or CPD Guidelines
  2. The Guidelines are being drafted, but NOT yet released for industry consultation
  3. NOTHING did happen on 1 July, 2018 (despite the assurances it would) – and is, on latest advice, unlikely to happen until July 2019
  4. 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!


Dave Eller’s guide to awesome

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.

Things I’ve learned about the real estate business from fishermen

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

Be patient
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!

The 7 reasons some agents are more successful than others

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:

  1. 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.
  2. 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.
  3. 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!
  4. 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.
  5. 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.
  6. 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.
  7. 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!!