LSN Take 5 with … Andrew Keleher

lsnheadshot-andrew-keleher

He’s the lead director in one of the most fiercely competitive markets in Melbourne. A tried and trusted performer with over 1000 transactions under his belt and the titles to match, including Jellis Craig Salesperson of the year from 2012 to 2015. He leads a team of dynamic agents to victory, keeping hungry, humble and well balanced. He will be speaking at the List Sell Negotiate event on November 11.

 

What’s the best piece of advice you’ve ever been given?

Set the bar higher and enjoy the ride. Early on in my career I became friends with some very successful agents. I couldn’t understand how they did so much business. As I got to know them better and studied their ways I realised it wasn’t that I didn’t have the skills or scripts but it was more my mindset. I didn’t set goals that challenged me. Once I did this and improved my structure and systems it was amazing how quick I exceeded my goals.

What does success look like for you?

Balance and great holidays. There is no point being the chook with his head cut off running all over town. Take a breath and stop for a minute because if you are this person the crash will be worst the short ride up. I learned very early in my career that to be a successful agent you must have a long sustained run of listings and not the rollercoaster ride of busy then quiet. Successful agents are consistently busy and build an amazing business on attracting clients through great results and always remaining hungry. To get balance in real estate which probably means a lot of different things to different people I believe you have to be as strong lister. This then allows you to control your market and build a team around you. once the team is in place you have leverage and the ability to have a break and switch off. This is just as important to you as it is to your vendors because it keeps you fresh.

How do you stay hungry and inspired to achieve more?

I stay hungry by staying fresh and taking lots of little breaks. I would be locked up in an institution if I didn’t. when you have a break you generally ring ever potential listing before you go to see where they are at as you don’t want to miss a listing and on your return you ring to make sure you didn’t miss the listing. an agent that has no breaks thru the year hates his job and hopes his phone would stop ringing and hasn’t spoken to this client once in that time. Who is working harder? I am goal driven and hate losing a listing so I chase hard and when flat I have somebody else chase it. I look at every listing as something monetary i.e. a $20,000 listing is the kids schooling paid this term. I’m not paying my new best friend is paying for my child’s education. That $30,000 commission has just sent my family to Hawaii and I am very grateful so why would l let the client sent my opposition to Hawaii. Fight harder.

What’s the best thing about the real estate industry?

The sky is the limit and you are only as good and relevant as your last sale. it doesn’t matter what you wrote last year as it is over. if you are prepared to be well trained and put the systems in place and create accountability in your business you could be Australia’s no1 agent in no time. It’s not what score you got at school because if it was we would all be poor but how well you can set up YOU Inc. Are you being serious about your business or are you a passenger. It’s all up to you.

What one thought do you want to leave LSN attendees with?

You are only worth what you ask your client to pay. You can’t expect to be paid full fees if you don’t believe you are worth it or prepared to show them why you are worth it. Just because the others drop their fees doesn’t mean you have too. yes its hard sometimes and you will have some losses but even the cheap agents lose listing. so why not get the ones that want to deal with you at what you are worth. I love talking about commission and it is my one pet hate in real estate. why should we all be the same fee. Lawyers aren’t and surgeons aren’t. do we try to negotiate with them? Why not. Because they don’t base their business around being the cheapest but more about winning or getting the job done. See you all soon for a great day?

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

LSN Take 5 with … Karl Latham

He’s the down to earth, knock about agent who’s scaled to the heights of success in regional Cairns. A real larrikin of the industry, he knows how to serve the customer and deliver an exceptional customer experience, whether they’re local or interstate clients. An incredible story of grit, determination, doing what it takes and growing from a sales cadet to owning the business he started in, just 8 years ago. He will be speaking at the List Sell Negotiate event on November 11.

 

What’s the best piece of advice you’ve ever been given?

No matter who you meet or talk to, whether it be a tenant, landlord or a phone enquiry from a first home buyer, make sure you service them like they are your best client. Going the extra mile to help someone even if you may not get directly rewarded will be both appreciated and remembered, you will be surprised how often it comes back around down the track in the form of new business or a referral.

What does success look like for you?

My version of success has constantly changed over the years as my career has developed and goals have been met as I am always raising the bar. I believe success is not a destination but rather a journey. However, you need to love what you do or the ride is no fun. Being able to balance a real estate career and enjoying the ride plus spending quality time with my family while the business is making me money in my sleep sounds like an awesome version of success to me!

How do you stay hungry and inspired to achieve more?

I am a competitive person by nature so I love a challenge and reaching my goals. Rewarding myself along the way when I hit my milestones always keeps me hungry. I keep a list of all my achievements (both big and small) on my phone and look at them regularly, it helps you appreciate all your hard work is paying off especially when you have your challenging days.

What’s the best thing about the real estate industry?

This industry is a phenomenal career where you can go from zero to hero in such a short space of time. There are opportunities available as big as you can dream them, all you have to do is believe, focus and commit. Every day is different and full of surprises and challenges which keeps you on your toes. The people, their situations, the property and negotiations are never the same.

What one thought do you want to leave LSN attendees with?

Are you confident in what your clients are saying about you when you are not there?

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

LSN Take 5 with … Dr Fred Grosse

With 40 years under his belt, working with and coaching many of the top realtors and entrepreneurs on the planet, Dr Fred has acquired a rich understanding of what makes successful people tick. He sees it as his soul’s destiny to help others first to identify and then achieve their goals and to have a magnificent life in the process. He will be speaking at the List Sell Negotiate event on November 11.

 

What’s the best piece of advice you’ve ever been given?

Stay with what you can control.

What does success look like for you?

Being able to design the life that I want and live it.

How do you stay hungry and inspired to achieve more?

It’s not a question of being hungry. I absolutely love what I do. If someone has to force him/herself to be “hungry” then they may want to find something they prefer to do.

What’s the best thing about the real estate industry?

You can make as much money as you want – if you focus on dollar-productive behaviour.

What one thought do you want to leave LSN attendees with?

Life will be over quickly. You decide what you want in this life. If you don’t initiate it, it won’t happen. There’s no tooth fairy.

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

Ep 72 — Why Business is the Ultimate Sport

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips discussing Mark Cuban’s observation that business is the ultimate sport. Alexander describes his approach to business competition and Josh tells how proper training prepares you for each new season. They discuss having one shot to win with each client or listing, staying flexible and responsive as the game changes, and maintaining consistency by working ahead. They continue on setting goals and improving performance each year.

Alexander talks strategy and process for selling on or off market, and Josh draws distinct parallels between business and sport and how to leverage those similarities into an incredible business.

Setting the Pace as a Leader

Are you the kind of person that other people want to follow? In my Growth, Leadership & Management tip today I’ll help you answer that question and tell you how to be that leader. The fact is, you are a leader because you set the pace. But what kind of pace are you setting? Your people are following exactly what you do. If they’re slow, negative and uninspired then you need to have a look at your own performance.

Your energy as a leader is critically important because you’re the one who must instill your vision, your purpose and your expectations in your people every day. Being energetic and driven is attractive and influential. It’s a hallmark trait of great agents. But you have to make a conscious decision every day to be that high quality leader by staying focused on the activities that count.

Building a prospecting culture begins with setting that example for getting on the phones and calling customers, and helping people achieve their own success. Sometimes this means having difficult conversations to confront problems with some of your people. But those are the important conversations that keep those people on their career path and headed for success. There are times to be light and jovial, and times to be firm. As a leader you must know when to be friendly and when to take charge. But you must always be driven, energetic, and clear about what everyone needs to be doing every day to win in the marketplace.

Before you dictate roles for your people you must be clear and active around your own role in the business whether that’s income generation, career development, or driving the pace and tone of the company. You have to make that decision to be the kind of agent and the kind of boss you want to be. Live the values you preach, because people don’t follow your words, they follow your example. Make certain you’re setting the right one.

I hope you’ve enjoyed this Growth, Leadership and Management tip, and I look forward to seeing you here again next month.

Can You See Your Opportunities?

A full service firm capitalises on every favourable option, but can you see your opportunities? Today in my Coaching Tip I’ll show you some of those immediate opportunities you’re missing.

One of the most overlooked campaign prospects is landlords. Usually agents only look at the investment properties landlords own, but what about their principal place of residence? The opportunity here is to call them up and offer them an appraisal on their own home. If their not looking to sell, they might still use the equity in their personal residence to purchase more investment properties.

Bear in mind that anyone who owns more than one property is a wealthy individual. Why would you hesitate to call that person and establish a relationship? This is an opportunity for you to become a trusted advisor to someone who is fed up with opportunists, and might want reliable advice on maintaining or increasing the value of their home and other properties. A big part of your role as an agent is to offer an informed opinion on the market valuation of properties and help your clients make better investment decisions.

One other big opportunity most agents miss is anniversaries. When was the last time you followed up on a past client? Even my grandpa knew back in 1972 to keep records of every transaction and call up those clients on the anniversary of that sale or purchase. He used exercise books, you have a database. Use that resource.

If you can see your opportunities you can expand your possibilities under any market conditions. The point is to have a system that works and follow it consistently. Call those landlords and follow up with past clients. Build a full service firm and be that agent that delivers.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

LSN Take 5 with … Justin Marden

He’s the brand designer behind many of Australia’s leading brands, large and small – making what we do, look good and perform better. He knows the industry, understands the customer, and how to make incredibly complex ideas simple. His earnest yet detailed outlook is refreshing as much as it’s inspiring. He will be speaking at the List Sell Negotiate event on November 11.

 

What’s the best piece of advice you’ve ever been given?

Don’t think too hard.

What does success look like for you?

Success in life is having the time to do things within the moment – with focus, love and the energy it deserves.

How do you stay hungry and inspired to achieve more?

Im never satisfied. In the abundance of life – there is simply so much to learn, see, do and experience.

What’s the best thing about the real estate industry?

As a service business, the fundamentals of real estate don’t change. However, the drive and the motivations of the people within the industry to succeed and win pioneer constant innovation. I have been very fortunate to help over 70 brands within the industry over the last 17 years.

What one thought do you want to leave LSN attendees with?

I have 19 minutes to persuade the attendees to stop thinking like an agent and think like someone who’s really not that interested. At least for a moment!

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

LSN Take 5 with … William Phillips

In 2015 William posted sales volumes of roughly $209 million, based on 177 sales at an average price of $1.2 million. At the end of 2015 Phillips was awarded the number one spot in the Real Estate Business Young Guns competition, deeming him the best agent nationwide under the age of 30. He will be speaking at the List Sell Negotiate event on November 11.

 

What’s the best piece of advice you’ve ever been given?

To do rentals before sales.

What does success look like for you?

Helping others to achieve success, like I was.

How do you stay hungry and inspired to achieve more?

Personal and business development means there will always be something I haven’t achieved.

What’s the best thing about the real estate industry?

It is changing – So there is opportunity for those who seek it.

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

LSN Take 5 with … Matthew Hayson

Together with Danny Cobden, Matthew has built an incredible business in the Inner West of Sydney. In seven short years, they’ve seen their brand rapidly grow from one office to four. He will be speaking at the List Sell Negotiate event on November 11.

 

 

What’s the best piece of advice you’ve ever been given?

Be present.

What does success look like for you?

Alignment on purpose with family, business, health and life.

How do you stay hungry and inspired to achieve more?

A burning desire to learn more and be better than I was yesterday.

What’s the best thing about the real estate industry?

It’s an industry where you’re constantly evolving and the effort and sacrifices you’re prepared to put in will reflect in your results and level of satisfaction.

What one thought do you want to leave LSN attendees with?

Are you genuinely up for the challenge to be a great agent?

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

LSN Take 5 with … Christine Mikhael

If there was a soul for selling then Christine Mikhael has it. She’s the lead Sales Manager behind McGrath’s Company Owned North group and is responsible for coaching over 25 teams, writing well in excess of $1m each. She will be speaking at the List Sell Negotiate event on November 11.

 

 

What’s the best piece of advice you’ve ever been given?

Focus on the things you can control, not on the things you can’t – be nimble, learn and move on quickly.

What does success look like for you?

Scoring 10/10 in all facets of my personal, spiritual and professional life.

How do you stay hungry and inspired to achieve more?

Having endless goals … I’m always striving and aspiring for the next thing that will make me jump out of bed in the morning! Some are definitive and others are lifetime goals that never end. As goals are achieved others are added. I’m always learning and expanding my interests. I also like meeting or learning about people who are already where I would like to be. These people could be children or adults, alive or have passed … If you’re clear on what you want; your teacher and opportunities will appear.

What’s the best thing about the real estate industry?

Although the fundamentals are the same the landscape keeps changing … Technology, new generations, legislation and global influences keep it exciting and on the go. Once you reach mastery in the key skills and you stay committed to your values … It’s an industry that’s licence to friendship and wealth creation.

What one thought do you want to leave LSN attendees with?

Be open to change, adapt quickly, be committed rather than interested in what it takes to make it happen, be kind, generous and never stop learning.

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au