On The Couch with M & M

On the Couch with M&M | Achieve Your Personal Best

Welcome to this weeks episode of ‘On the Couch with M&M.’

 

How is your business plan for 2019 going?

 

Are you on track or off track?

 

In a four-part series, Manos & Maria revisit the PB2019 Goals & Business Planning program.

 

After completing six intensive PB2019 workshops in Sales, Property Management and Business Ownership, Manos & Maria review the 4 parts of the program with further detail & provide a strategic framework to keep you on track.

 

As we cross over the first ‘10% of 2019’ this is an opportune time to review & reset the activities required to achieve the results and targets you are aiming for.

 

We hope you enjoy this weeks episode and the coming episodes. As always, we welcome your comments & feedback below and please tag a friend or colleague you think may benefit from the content.

 

Thank you, M&M.

 

On the Couch with M&M | Property Management

RETENTION: THE NEW GROWTH TERM IN PROPERTY MANAGEMENT

 

KEY TAKE AWAYS FROM THE EVIEW GROUP PB2019 WORKSHOP

 

Welcome to this week’s episode.

 

Property Management is often regarded as the sidekick to sales, but that’s not the case at Eview Group. At Eview Group property management is a main attraction which is why we recently held a PB2019 Workshop specifically tailored to our property management teams across the group.

 

The event was phenomenal, with speakers and pms within the group sharing what has been working well for their business and what their predictions are for 2019.

 

In today’s episode we’ll discuss the key take aways from the PB2019 Workshop, particularly in relation to the new growth term in property management: retention.

 

We hope you enjoy this week’s episode and as always please, leave a comment or share the post with someone you think may benefit from it.

Thank you,

M&M.

 

1:20 - Retention: the new growth term in property management

2:43 - Customer service: why you should be an outbound rather than inbound office.

4:22 - The importance of proactive and immediate communication with landlords and tenants

5:10 - Why you need to use all modes of communication with tenants and landlords

7:00 - How do you present your business in the marketplace?

7:29 - The three types of landlords in the marketplace

9:00 The pen analogy and how it applies to your brand image

10:57 -You never lose a listing in Property Management

12:49 - Appraisal, Listings and Leased Booklet: moving back to an analogue format

13:40 - Marketing Strategy Calendar

 

On the COuch with M&M | Blooper Reel

Welcome to this week’s “blooper” episode!

Our final episode for 2018 and as promised we finish off the year with the ‘bloopers’ real. It’s hilarious!

On that note, we extend our sincere thanks to all our guests who gave their time and invaluable insights to help us all create fun & profitable businesses & a special thank you to our viewers. Your feedback and recognition of our show is extremely appreciated.

We look forward to returning in 2019 with more content and special guests.

As we end 2018 and welcome 2019, we wish everyone a very happy New Year and may all your goals for the next 12 months and beyond become a reality!

All the very best,

Manos & Maria.

On the Couch with M&M | WHAT’S STOPPING YOU FROM MOVING TO THE NEXT STAGE OF YOUR REAL ESTATE CAREER?

APPRENTICE, TRADESPERSON OR REAL ESTATE PRACTICE?

WHAT’S STOPPING YOU FROM MOVING TO THE NEXT STAGE OF YOUR REAL ESTATE CAREER?

Manos flies solo once again – this time in our newly opened corporate office in Cheltenham!

In today’s episode, Manos breaks down the three different stages of growth that real estate agents go through in the industry:

• The Apprentice, who has just entered our exciting industry
• The Tradesperson, who is an experienced lister and seller
• The Real Estate Practice, the agent who together with a team has excelled within his/her marketplace.

Using the IMPACT framework, Manos gets to the core blockages of what may be stopping a real estate agent from moving to the next stage in their career. Manos also discusses what habits and qualities are key to develop should you wish to develop and grow into a Real Estate Practice in the future.

Watch today’s episode for tips on how you can propel your real estate career onwards and upwards in 2019.

We hope you enjoy this episode, and as always, please feel free to share the post or tag someone you may think will benefit.

We welcome your comments below.

Thank you, M&M

If you would like a copy of the IMPACT framework or the Appraisals, Listings, Sales booklet please feel free to contact Manos.

Manos Findikakis

manos@eview.com.au

0438 230 465

1:23 - Apprentice

2:16 - Tradesperson

2:57 - Real Estate Practice

4:01 – IMPACT framework

4:25 - The blockages of an Apprentice to become a Tradesperson

5:56 - The blockages of a Tradesperson to become a Real Estate Practice

7:04 – Characteristics and habits needed to achieve the level of Real Estate Practice

On the Couch with M&M | MANOS GOES ON A BIT OF A RANT

DESK COSTS FOR SALES PEOPLE, PROFITABILITY OF PROPERTY MANAGEMENT & MEMBERSHIP FEES

MANOS GOES ON A BIT OF A RANT

Today’s episode will be something out of the ordinary as Manos is off the couch, flying solo and in the famous words of Tom Panos, going on a bit of a rant!

In today’s episode, Manos will discuss three recent happenings within the real estate industry and how they can impact you as a salesperson or as a business owner.   

Topic 1: Should you invest in calculating the desk cost for your salespeople, or is this a dangerous approach for a sales business?

Topic 2: How do you allocate costs to make your property management business profitable?

Topic 3: Membership fees - believe it or not, but regardless of split, everyone pays for everything.

Covering these three hot topics, today’s episode has something for everyone.

 

We hope you enjoy this episode, and as always, please feel free to share the post or tag someone you may think will benefit.

 

We welcome your comments below.

Thank you, M&M

On the Couch with M&M | JoLuca Design

WORKING IN CONJUNCTION: JOLUCA DESIGN AND CASEY ESTATE AGENTS

THE BENEFITS OF OFFERING ADDITIONAL IN-HOUSE SERVICES

Today we are joined by Mark Bennett from JoLuca design who shares how a joint business venture with Eview Group - Casey Estate Agents has enabled them to provide additional value to their clients in their marketplace.

In today’s episode, Mark shares the process of designing a development or owner-occupancy project with JoLuca Design, focusing on how a real estate agency and home designer work together to enhance the clients’ experience.  

With the ‘one-stop-shop’ concept in mind, we also explore the future of real estate and how offering clients additional in-house services related to your industry, not only provide your business with a point of difference in the marketplace but also benefit your clients.

Watch today’s episode to find out why you should consider expanding the services you offer clients.

We hope you enjoy this episode, and as always, please feel free to share the post or tag someone you may think will benefit.

We welcome your comments below.

Thank you, M&M

 

3:26 - Working in conjunction can provide the vendor with the potential to sell at a higher price in 6-12 months time.

4:00 - figures vs design - working together to find out what is most beneficial to the seller

4:42 - Offering additional and surrounding services in-house provides your real estate business with a Point of Difference

5:05 - The Speed of service will impact your clients overall experience with your business.  

5:51 - Step one: come to an agreement on fee

6:33 - Joluca Design offers a One time fee, no hidden extras.

7:49: Step 2: surveyors visit the site to do the site survey

8:03 - Step 3: complete a rough sketch and estimate budget

8:15 - Step 4: present project to the client and make modifications if desired by the client

8:38 - the benefit of working in conjunction: ensuring the end project meet the market value  

11:11 - Step 5: lodging the plans to the council

12:52 - Step 6: Complete working drawings to be used for the construction of the property

14:40 - Step 7: Start working on site

15:21 - Real Estate has become more than just listing, selling & leasing

15:35 - If your business offers additional in house services, you can provide more value to your clients.  

15:55 - Working in conjunction benefits both businesses as one business can refer clients to the other and vice versa.  

 

On the Couch with M&M | Julie Anderson

SETTING KPI’S FOR YOUR ADMINISTRATION AND SUPPORT STAFF

Today we are joined by Eview Group’s Head of Human Resources & Recruitment, Julie Anderson who shares her tips for setting effective Key Performance Indicators for the administrators and support staff within your business.

In today’s episode, we discuss how you as a business owner can develop and implement clear KPI’s  that your admin and support staff can strive toward with confidence - and know from the start what’s required to go above and beyond them. We will also look at where Google Reviews fit in to KPI spectrum and how you can use them to your advantage in the recruitment process.

Focusing on how to recognise your staff, we will also provide examples from Eview Group’s end of year gala awards to showcase what constitutes as a ‘good’ award nomination and what awards criteria will highlight stand out performances within your business.

We hope you enjoy this episode, and as always, please feel free to share the post or tag someone you may think will benefit.

We welcome your comments below.

Thank you, M&M

 

If you need any support in developing KPIs for your business, please feel free to contact Maria or Julie.

 

Julie Anderson

03 8781 3888

julie.anderson@eview.com.au

 

Maria Findikakis

0417 301 875

maria@eview.com.au

 

1:00 – KPI’s & Continuous Improvement Culture

02:11 – Establishing Criteria for company awards

3:30 – The importance of encouraging colleague nominations

4:45 – Google Reviews  for KPI and Recruitment

5:57 – KPI - Leadership

6:48 – KPI – Communication

7:17 – How your staff will achieve their KPI’s

8: 03 – KPI – Presentation

8:20 – Quick Summary

8:51 – Does your staff demonstrate Cultural Alignment?

On the Couch with M&M | Manos and Maria - SHOULD YOU BUILD OR BUY A RENT ROLL?

SHOULD YOU BUILD OR BUY A RENT ROLL?

HOW YOU CAN GROW YOUR PROPERTY MANAGEMENT DEPARTMENT

Property Management is an exciting department that can benefit your business and help you reach your business goals. However, if you don’t have a clear understanding of what the opportunities are in your market, you may find starting a rent roll or expanding your existing rent roll into a new area, challenging.

In today’s episode, we’ll help you make an informed and well-calculated decision by providing you with tips of what steps you should take to ensure that your rent roll will benefit your business. We’ll discuss how the size of your rent roll, number of property managers in your team as well as whether you’re in growth mode or profit mode, will determine what path is best for your business.  

 Watch today’s episode for tips and strategies for how you can effectively build a rent roll in your real estate business.

We hope you enjoy this episode, and as always, please feel free to share the post or tag someone you may think will benefit.

We welcome your comments below.

Thank you, M&M

2:05 – The importance of Starting a rent roll

2:40 – Reaching critical mass and profiting from your rent roll

4:00 – The challenge of selecting and retaining your property management team.

4:20 – Has your market got the capacity for you to establish a sizable rent roll.

4:32 – What size should your rent roll be?

5:36 – Using your profits to grow the rental department

6:10 – How opportunity costs in the rental department can impact your business

6:52 – The benefit of a larger property management team.

7:40 – Outsourcing opportunities in Property Management

8:10 – Are you in growth mode or in profit mode?

8:26 – Reaching 500 rentals: where you leverage both growth and profit.  

9:24 – The challenge of shrinkage and how it can hinder the ROI on a purchased rent roll

10:32 – Acquisition: purchasing to get cash flow,

10:57 – Reducing debt requires capital injection

11:29 – The 3 steps you need to take before you start building a rent roll.

On the Couch with M&M | Manos & Maria

SEIZING THE OPPORTUNITIES IN YOUR MARKETPLACE

HOW TO CONDUCT A BUSINESS ANALYSIS

Calculating your market share and the volume of business in your marketplace may seem a daunting or unnecessary task. However, conducting a business analysis will provide you with a clear understanding of where your opportunities are in the marketplace and what strategies you need to set in place to seize them.

In today’s episode, we will take you through a step by step guide in how to conduct a business analysis for your real estate business. We will provide you with all the essential tips and formulas in order for you to strategise your team effectively so that you’ll reach the target GCI for your business. 

Watch today’s episode to learn how to conduct a business analysis and how the findings will help you grow your business.

0:35 – What’s a business analysis?

1:29 – Sales meeting Tip – quickly finding out your teams’ opportunity ratio in your weekly meetings 

03:43 – How to find out how many homes sold in your area in the past 12 months. 

4:10 – How to find out who is selling homes in your marketplace.

5:25 – Why there is an increase of out of area agents working other patches

6:04 – Find out how many agents and agencies per 1000 homes in your marketplace

7:15 – The benefits of conducting a Business Analysis

8:23 – The importance of obtaining the market share of agents in an area. 

8:54 – Why Property Management Analysis should also be part of your Business Analysis

10:15 – The gist of A Business Analysis: how many people you need in your agency and how many homes in your territory they need to sell to reach your GCI target.

10:47 – A quick example of how you’ll reach your target GCI

11:38 - How your Business Analysis can help you develop a better recruitment strategy 

On the Couch with M&M | Maria and Manos

HOW TO PERFORMANCE MANAGE YOUR TEAM 

WHAT KPI’S YOU SHOULD USE TO MONITOR YOUR SALES AGENTS.

Today we tackle the frequently asked question: “How do we performance manage our team members to help them be the best they can be?”

In today’s episode, we discuss the benefits of tracking your team’s performance and what you can do as a principal or business owner to help your team members continuously reach and go above and beyond their targets.  However, as there is no ‘one size fits all’ Key Performance Indicators, we’ll provide you with the KPIs you should monitor for the three different types of sales agents that you often find in your team: the newcomer, the established and the veteran.

Watch today’s episode for tips on what type of tailored KPI’s you should monitor so that each individual within your team has the support needed to transcend average performance. 

We hope you enjoy this episode, and as always, please feel free to share the post or tag someone you may think will benefit.

We welcome your comments below.

Thank you, M&M

0:30 – The 3 different levels of sales performance in Real Estate

1:30 – Level 1 – Brand new to the real estate industry

1:50 – KPI #1 – Demonstrating Energy, Enthusiasm and resilience

2:35 – KPI #2 – Demonstrating an eagerness to learn

4:07 – KPI #3 – Demonstrating dedication to the tasks and the outcome of the tasks

4:49 – What gets measured, gets done

5:22 – Providing structure to a new team member in your business is key

5:38 – Level 2 – The agent who’s been in the industry 1-3 years

6:14 – KPI #1 – Understanding their appraisal to list ratio, their success ratio and their opportunity ratio.

6:43 – The data will show you what skills the agent needs to develop further.

7:30 – KPI #2 – Demonstrating Effective and proactive Vendor management techniques

7:52 – Level 3 – The veterans

9:04 – KPI # 1 – GCI

10:07 –Accountability buddies or coaches can help agents keep on track and achieve their targets

10:30 – Meeting KPI’s connects with training

10:53 – Tailor your training to your team members’ level of expertise