The Business of Real Estate 2015

THE CONFERENCE EVENT EXCLUSIVELY FOR REAL ESTATE PRINCIPALS AND LEADERS

Brought to you by:Supported by:

thebusinessofrealestate.com.au | 2

Take your business to another level of intensity and success by attending The Business of Real Estate 2015. Stay ahead of the game when it comes to expanding your influence and brand attraction, garner skills and systems that will set your agency apart from the competition.

At The Business of Real Estate you will hear from Australasia’s most extraordinary property industry operators with the sole aim of better equipping you – a forward looking real estate leader – to survive and thrive in an increasingly competitive and saturated market.

You’ll be given exclusive access to cutting-edge ideas of inestimable value – expect your current thinking on people management, leadership, recruitment, personal branding, industry disruption and prospecting to be blown out of the water. It’s all new, and it’s the kind of hard-won knowledge garnered by our leading panel of speakers who have patiently tested their new hypotheses of real estate business within their own markets to great success. Expect to take on new skills in the key business areas of business structure and ‘the numbers’; innovation and growth; property management and more.

We promise you will enjoy the process of learning amongst the best leaders in our industry at this luxurious location. You will also get a moment to recalibrate, rethink and reinvigorate before heading back to your passion – your business – ready to improve it out of sight.

We look forward to welcoming you.

Leanne Howard, Michael Sheargold and Shane McLucas

WELCOME TO THE BUSINESS OF REAL ESTATE

MICHAEL SHEARGOLD CEO & Head Coach, Real Estate Results

LEANNE HOWARD Managing Director, The Real Estate Project

SHANE McLUCAS Managing Director, Real Estate Results


EVENT PARTNERS

Many thanks to our great event partners who support growth and development in the real estate industry.

BOX+DICE

At Box+Dice we help leading agencies be more successful by helping them stay connected with their clients. Box+Dice is a truly integrated real estate CRM solution combining Australia’s premium software platform with a team of expert consultants that make CRM a reality.

CORE LOGIC / RP DATA

CoreLogic RP Data develops data enabled services to help real estate agents build sustainable profitable businesses. Through the most innovative of solutions that marry digital technology with analogue connections agents can take their business to a new level by adopting 'best in breed' property data and analytics.

DIRECT CONNECT

Direct Connect makes moving easy for your customers by arranging connections to a wide range of services, from electricity and gas to internet and pay TV. Our Always On Guarantee ensures your customers’ connections are our top priority and our industry-leading rewards program means you can reap the benefits too. For more information, visit agents.directconnect.com.au.

DOMAIN

As one of Australia’s leading residential real estate destinations, Domain delivers national property marketing and search solutions across online, mobile and print, to help you build your business and achieve success. Domain are committed to helping real estate professionals reach their potential and dominate in their market.

LIVE BOOKKEEPING

Live Bookkeeping is Australia’s only real estate dedicated bookkeeping service providing tailored outsourced bookkeeping solutions to meet the needs of real estate business owners, from start up to multi-office locations, franchise or independent. Benefit from our experience and flexibility, to save time, money and headaches.

MACQUARIE BANK

At the heart of Macquarie Bank’s offering is their relationship approach to banking. Macquarie starts by building a connection with each client, understanding their business, and then focusing on delivering exceptional service. For more than 30 years, Macquarie has helped businesses forge a path to success. Macquarie continually invests in research to give their clients the tools and insights to help them position their business for growth.


THE LEADERSHIP EVENT PROGRAM THAT HAS EVERYBODY TALKING

TIME SESSION PRESENTER

PRE-EVENT Sunday 30 August 2015

6.30 - 7.30pm Welcome Drinks

DAY ONE Monday 31 August 2015

8.15 - 8.30am The Business of Real Estate. Why are We Here and What are We Going To Achieve?

Michael Sheargold, CEO, Real Estate Results

LEADERSHIP

8.30 - 9.30am Leadership - Learning from the Legends John Eales (AM), Rugby Legend

9.30 - 10.15am30 Years of Success - Community and Collaboration

Di Jones, CEO, Di Jones Real Estate

10.15 - 10.45am Morning Tea

10.45 - 11.45am Building a Bullet-Proof Business James Connell, CEO, Marshall White

11.45 - 12.30pmPANEL SESSION: The Next Generation of Real Estate Leaders

Emmy Thies, Principal, House Estate Agents Jarrad Boffo, Principal, LJ Hooker Walkerville and LJ Hooker UnleyMark Kentwell, Principal, PRD Newcastle and Lake Macquarie

12.30 - 1.15pm Lunch

THE ULTIMATE FUTURE BUSINESS MODEL

1.15 - 2.45pm Financial Mapping for Success in Business

Chris Mercer, Director, Live Bookkeeping

2.45 - 3.30pm Reinventing the Real Estate Model John Percudani, Director, Realmark

3.30 - 4.00pm Afternoon Tea

MANAGING YOUR BUSINESS AND TEAM

4.00 - 4.30pm Building Greater Consumer Trust in Business

Marie Rowland, Director, Talking-Matters

4.30 - 5.30pm Leadership and Ownership – What Does Your Business Future Look Like?

Barry Plant, Director, Barry Plant Group

7.15 - 10.15pm Drinks and Dinner Sponsored by

Note: Program sessions may be subject to change without notification. Correct at the time of printing.

DAY1


BUSINESS AND LEADERSHIP IDEAS THAT WILL RESONATE WITH YOU

TIME SESSION PRESENTER

DAY TWO Tuesday 1 September 2015

INNOVATION AND GROWTH CASE STUDIES

8.15 - 8.30am Welcome and Introduction - Day 2 Michael Sheargold, CEO, Real Estate Results

8.30 - 9.30am Disruption - The New Game Changer Sadhana Smiles, CEO, Harcourts Victoria

9.30 - 10.15am Growing Your Business - Structure, Accountability, Culture and Retention

Jarrad Boffo, Principal, LJ Hooker Walkerville and LJ Hooker Unley

10.15 - 10.45am Morning Tea

THE ECONOMY AND REAL ESTATE

10.45 - 11.15am Current State and Future Prospects for Australian Housing Markets

Dr Andrew Wilson, Senior Economist, Domain Group

11.15 - 11.45am Business Management Tool Dan Evans, National Head of Residential Real Estate, Macquarie Bank

11.45 - 12.15pm Increasing Your Business IQ Greg Dickason, Executive General Manager - Industry Solution and Wholesale, RP Data/CoreLogic

12.15 - 1.00pm Lunch

PROPERTY MANAGEMENT

1.00 - 2.15pm Creating Great Businesses: Why Building One of Australia’s Most Successful Property Management Businesses Had Nothing to Do With Real Estate Knowledge

Chris Rolls, Chairman, Rental Express

2.15 - 2.45pm PANEL SESSION: Managing Your Greatest Asset

Sadhana Smiles, CEO, Harcourts VictoriaJohn Percudani, Director, RealmarkEmmy Thies, Principal, House Estate Agents

BECOMING THE MARKET LEADER

2.45 - 3.30pm How Your Brand Can Change Behaviour in the Marketplace

Mark Kentwell, Principal, PRD Newcastle and Lake Macquarie

3.30 - 4.00pm Afternoon Tea

4.00 - 4.45pm Evolve Your Brand for Market Domination Justin Marden, Founder, Studiomardo

4.45 - 5.15pm Progressive Business Thinking Michael Sheargold, CEO, Real Estate Results

DAY2


THE EVENT VENUE THE CONFERENCE CENTRE, HAMILTON ISLAND

Hamilton Island is nestled among the Whitsunday Islands, a group of 74 islands just off the Queensland coast and at the edge of the world famous Great Barrier Reef. The island enjoys a year round warm tropical climate, which allows you to visit any time of the year. In this quintessential aquatic wonderland, you can revel in the very best of everything that is great about Australia: glorious weather, azure waters, brilliant white beaches, awe-inspiring coral reefs, fascinating flora and fauna, 20km of bushwalking trails, fine food and wines, laid back luxury, and activities almost too numerous to mention.

There is accommodation to suit everyone including hotel-style and a range of self-catering holiday properties, which are conveniently located close to all conference facilities and venues.

ACCOMMODATION OPTIONS

Reef View Hotel* – Spacious Hotel Living with The Conference Centre at Your DoorstepThe Reef View Hotel features extremely large, well-appointed rooms all with private balconies overlooking either landscaped gardens or the breathtaking vista of the Coral Sea. The Reef View Hotel boasts several room types depending on your budget and is located close to many of the island’s restaurants, activities and entertainment.

Beach Club – BoutiqueAn adults-only oasis, this tranquil, boutique resort sits right on Catseye Beach, overlooking the Coral Sea. With its spectacular beachfront location, private restaurant and lounge, child-free ambience and personalised service, the Beach Club Hamilton Island is the ultimate couples’ getaway.

Palm Bungalows – Breezy, Modern, Coastal StyleSet in lush, tropical gardens, and with fresh, contemporary style, these recently refurbished bungalows are the perfect place to relax, unwind, and explore everything that Hamilton Island has to offer. Each bungalow has every convenience you need to enjoy island life your own way, including a kitchenette, bar fridge, microwave and tea and coffee making facilities.



Hamilton Island Holiday Homes – Ideal for Families or Large GroupsScattered around the island on the resort-side and amid the bushland, Hamilton Island Holiday Homes offer self-catering accommodation which comfortably sleeps anywhere from 1-8 people. Depending on the type of accommodation you opt for, you can enjoy the style and sophistication of a studio, the space of a split level and the luxury of two storeys.

Qualia – Premium LuxuryQualia is a unique Australian expression of world-class luxury, situated on the secluded northern-most tip of Hamilton Island. Although located further away to the Conference Centre, Qualia is a completely private hideaway that can only be accessed by Qualia guests. Each freestanding pavilion has amazing views over the Coral Sea, and its own private sundeck or infinity-edge pool for making the most of it.

For more on accommodation, visit hamiltonisland.com.au/accommodation.* Special event room offer available for the Reef View Hotel upon registration.

ACCOMMODATION OPTIONS

ENJOY THE PERFECT DESTINATION



THE EVENT VENUE LOCATION, ACCESS AND GETTING AROUND

GETTING THERE

Hamilton Island is perfectly located just off the Queensland coast of Australia and at the edge of the Great Barrier Reef, positioned approximately 887km north of Brisbane and 512km south of Cairns (by air). It is the only island in the Great Barrier Reef with its own commercial airport. Access to Hamilton Island is easy with short, direct flights from Sydney, Melbourne, Brisbane and Cairns and good connections from other Australian cities. There are also quick 30-minute direct boat transfers from Shute Harbour or Abel Point Marina on the mainland.

Airport TransfersA return complimentary transfer service is provided from Hamilton Island airport or marina to your hotel accommodation. This transfer service meets all groups with a Hamilton Island representative.

Golf BuggyReplacing cars on the island, golf buggies are the main form of transportation. Buggies are available for hire on an hourly or daily basis, or are provided complimentary for Holiday Home, Yacht Club Villa and Qualia guests.

For more on things to do in Hamilton Island, visit hamiltonisland.com.au/things-to-do.

WHERE IN THE WORLD WOULD YOU RATHER MEET?



LEADERSHIP - LEARNING FROM THE LEGENDS

John debuted for the Wallabies in 1991 and captained the side from 1996 until the end of his test career in 2001. He participated in two successful World Cup campaigns, captaining the latter in 1999, and led Australia through three Bledisloe Cups, two Tri-Nations and a British and Irish Lions series victory.

He was inducted into the Sports Australia Hall of Fame, the International Rugby Board Hall of Fame, the Australia Institute of Sport’s Best of the Best, awarded the Australian Sports Medal in 2000 and made a Member of the Order of Australia (AM) in 1999 for services to the community and rugby.

John sits on the boards of Flight Centre Limited, the Australian Rugby Union, FXDMS, GRM International, and International Quarterback. He is also an occasional lecturer at the University of Notre Dame in Sydney.

John is a columnist with The Australian newspaper, part of the Fox Sports team, and author of Learning from Legends - Sport and Learning from Legends - Business.

John will talk about the lessons he has learned from his time in professional sport and business as well as through the research that he has conducted in the space of sustainable leadership and composed performance.

30 YEARS OF SUCCESS – COMMUNITY AND COLLABORATION

When Di Jones opened her agency in June 1992 she only had one thing in mind – to do the very best she could. She set about creating a business offering clients the style of service she would like to receive from a small, very personal ‘boutique agency’ completely different from the existing style of real estate companies at the time.

Di’s goals are now no different from before – to create one of the most respected real estate agencies in the eastern suburbs. As a business Di Jones Real Estate is constantly searching for new ways to further improve the agency and the services it can offer clients.

Di will share the marketing, presentation, selling, management, negotiation and ‘behind the scenes’ elements that go into making a great real estate business.

KEYNOTE SPEAKERS

JOHN EALES (AM)Former Australian Rugby Captain

DI JONESDirector, Di Jones Real Estate


KEYNOTE SPEAKERS

BUILDING A BULLET-PROOF BUSINESS

As both an agency principal and industry mentor, James Connell is considered one of the most influential figures in Melbourne real estate. James has helped transform Marshall White & Co into a leading agency in the Stonnington and Boroondara areas and the fastest growing presence in Port Phillip and Bayside with the recent opening of the Albert Park and Brighton offices.

His innate ability to spot and nurture talent has meant that he has been able to recruit many of the industry’s brightest stars while his commitment to training and new technology have kept the agency at the forefront of the industry.

Under his effective control the Marshall White Group now employs over 180 people and sells in excess of $1.8 billion worth of real estate every year.

In his session, James will share the essential elements to building a business that can survive market downturn or potential disruption and continue to thrive.

JAMES CONNELLCEO, Marshall White

FINANCIAL MAPPING FOR SUCCESS IN BUSINESS

Everybody’s seeking the perfect financial business model to operate a profitable yet stable business. The question is, does this model exist?

There is no one more qualified than Chris Mercer to remove the fog on the numbers and facts surrounding this issue. In his easy to understand style, Chris will shed valuable light on:

• A strategic real estate framework that is based on actions that will deliver the desired financial outcomes.

• Leadership and its crucial role in building a stronger business.• Pay structures and strategies to create career paths for producers.• The profit map he has devised for a typical real estate business.• Strategies for succession by locking in key staff with genuine equity plans.

Chris Mercer’s extensive experience in the real estate industry dates back to 2001 when he helped launch Ray White Group’s Wealth Partners across Australasia. Since 2006 he has operated his own business, providing consulting and outsourced book keeping services to a variety of real estate offices around the country. Chris has worked with hundreds of principals both branded and independent to improve their business’ profitability.

CHRIS MERCERDirector, Live Bookkeeping

“FANTASTIC! COVERED AREAS THAT OTHER CONFERENCES DON’T COVER.”CASSANDRA CRAY, AGREE REAL ESTATE


CREATING GREAT BUSINESSES: WHY BUILDING ONE OF AUSTRALIA’S MOST SUCCESSFUL PROPERTY MANAGEMENT BUSINESSES HAD NOTHING TO DO WITH REAL ESTATE KNOWLEDGE

In this thought-provoking presentation Chris Rolls explains why growing a successful business requires limited industry knowledge, and why in fact a high level of industry knowledge can actually be detrimental to business growth. During this presentation Chris will discuss the secrets that he used to grow three unrelated businesses in three completely different industries to be amongst the largest businesses of their type in Australia.

Rental Express is the fourth start up business that Chris Rolls has founded during an entrepreneurial career which started in his teens. Chris has grown Rental Express to become the largest privately owned residential property management business in Queensland with over $1.5 billion of residential investment property under management across 300 suburbs operating from five locations in South East QLD. Each year Rental Express signs up nearly 1000 new properties to their portfolio, conducts over 10,000 property inspections and accommodates around 9000 tenants.

Chris is now the non executive chairman of Rental Express and has a full time role as Operations Director at ASX listed Arowana International, an investment group that invests in high growth businesses, providing them with expansion capital and assisting them with growth strategy.

CHRIS ROLLSNon Executive Chairman, Rental Express

KEYNOTE SPEAKERS

BUILDING GREATER CONSUMER TRUST IN BUSINESS

Marie Rowland is a psychotherapist and director of Talking-Matters, a private consulting practise on Sydney’s Northern Beaches. She also works as a freelance journalist and feature contributor and writes about wellbeing and living with passion and purpose. Marie is a media consultant for a variety of publications and radio outlets, and also a resident psychology expert for Prevention magazine.

Marie consults to companies on behavioural psychology. Marie will provide some fascinating insights into the psychology of the consumer. Most agents and agencies would say their business is all about the consumer, but research shows that our customers don’t really believe that. Marie will talk about how a consumer focus combined with empathetic selling can create memorable customer experiences that create the ultimate customer satisfaction measure – keeping a client for life.

MARIE ROWLANDDirector, Talking Matters


DISRUPTION – THE NEW GAME CHANGER & MANAGING YOUR GREATEST ASSET (PANELLIST)

Ever wondered when Google or Virgin will set up a real estate vertical? Have you considered the disruption they would create in our industry? We now compete with every business in our market places requiring us to be agile and constantly be disrupting the status quo.

How are you creating disruption so that you get the attention of the consumer over every other brand? How are you providing memorable experiences so that your clients intend to return and recommend? How are you turning the business of real estate upside down and displacing your competition?

In this session Sadhana takes you through key changes she took her business through with a clear intent to act as the ‘disruptors’ to gain market share and growth.

In 2013 Sadhana was named the Victorian Telstra Business Women of the Year, the first woman in real estate to win this award. During the last financial year Sadhana has led Harcourts Victoria through significant growth, providing 17% growth on written sales, 12% growth on settled sales and growing the network by 20%. Under her leadership Harcourts is now the 3rd largest and fastest growing network in Victoria with high levels of consumer engagement and brand recognition. In 2013 Sadhana published her first book – People Power – did you have them at hello? A step by step guide to developing and managing performance driven teams.

KEYNOTE SPEAKERS

LEADERSHIP AND OWNERSHIP – WHAT DOES YOUR BUSINESS FUTURE LOOK LIKE?

The Barry Plant Group is Victoria’s most successful real estate franchise with over 80 offices throughout metropolitan Melbourne, the Mornington and Bellarine Peninsulas, regional Victoria and on the Gold Coast.

In late 2012 Barry Plant Group was awarded the title of Number One Real Estate group in Australia for Sales by Real Estate Business magazine. The following year, the company also won the title of Australian Property Management Company of the Year.

Barry opened his first office in Templestowe in 1979. After three successful years raising his profile in the City of Manningham, he started “branchising” and opened the Blackburn office under the Barry Plant name – the first of many to come.

Barry is a passionate advocate of the auction process and has represented Australia as a top auctioneer and is highly sought after as an expert commentator by the media.

Barry is returning to share his wisdom on succession planning and shaping your business to handle any curveball that it is thrown. He was voted the top speaker by attendees at last year’s event. This heartfelt, honest session will really have you questioning where your business is and should be heading.

BARRY PLANTDirector, Barry Plant Group

SADHANA SMILESCEO, Harcourts Victoria


KEYNOTE SPEAKERS

GROWING YOUR BUSINESS – STRUCTURE, ACCOUNTABILITY, CULTURE AND RETENTION & THE NEXT GENERATION OF REAL ESTATE LEADERS (PANELLIST)

From LJ Hooker network #1 salesperson to Franchise Owner of the Year in South Australia in less than six years, Jarrad Boffo represents the new school of real estate agents. Jarrad is a non-selling principal of three offices with 1100 plus managements and over 50 staff. He leads the most productive team for L J Hooker SA by number of transactions and income earned.

Jarrad has displayed a proven ability to coach and mentor “new to the industry” salespeople, with the majority of his sales team having under 18 months real estate experience. Recently two of Jarrad’s salespeople were recognised as #1 and 2 internationally within LJ Hooker for the highly regarded network Best New Talent award.

Jarrad will share the systems and processes he applies across everything from the sales process to recruitment and retention. Jarrad has built an incredible culture of accountability and team work and his session will provide invaluable insights into strategic business growth in these areas.

JARRAD BOFFOPrincipal, LJ Hooker Walkerville and LJ Hooker Unley, SA

CURRENT STATE AND FUTURE PROSPECTS FOR AUSTRALIAN HOUSING MARKETS

Dr Andrew Wilson is one of Australia’s leading housing market experts. He presents property market intelligence to industry and investor groups around Australia.

Dr Wilson is also one of Australia’s highest profile housing market commentators, appearing regularly in a broad spectrum of print, radio, TV and online media with 15 million average monthly views. He has regular columns in the Sydney Morning Herald, The Age, Canberra Times, Brisbane Times, Weekly Review, Australian Property Investor, Real Estate Business magazine and also provides weekly housing market reports and a blog for the Domain website - www.domain.com.au

He will share his views on how the Australian housing market will change in coming years and how it will impact your business. He will provide insights into what you need to do to futureproof and grow your business.

DR ANDREW WILSONSenior Economist, Domain Group


INCREASING YOUR BUSINESS IQ

With a background as an enterprise architect, combined with customer-facing product roles, Greg is passionate about meeting client’s needs with simple technology solutions.

He leads a team of senior managers at CoreLogic/RP Data to create industry-specific solutions with a focus on the digital space and consumers.

For the real estate industry this includes: mapping market trends; market share and market planning tools for real estate and mortgage broker professionals and digital mortgage acquisition solutions.

Greg and his team also manage digital and direct consumer information channels such as the CBA Property Guide and the MyRP consumer property reports website.

In his presentation, Greg will outline the key business data that you need to be monitoring along with tools and services to help you analyse and use it to grow your business intelligence.

KEYNOTE SPEAKERS

GREG DICKASONExecutive General Manager - Industry Solution and Wholesale, RP Data/CoreLogic

REINVENTING THE REAL ESTATE MODEL & MANAGING YOUR GREATEST ASSET (PANELLIST)

John Percudani is the principal and managing director of Realmark, one of the most progressive and awarded firms in Australian real estate.

John sees himself as a business man who happens to be working in real estate and applies this ‘business first’ philosophy to stay ahead of the curve. He believes traditional real estate commentary is tired and repetitive and communicates via facebook, twitter and blogs. John has been described as the most Gen Y-like Baby Boomer in real estate today. He doesn’t use the well-worn real estate clichés in his regular contributions in BRW, Real Estate Business, and various local and national newspapers.

John will share how his belief in fostering strong and supportive corporate cultures, has helped grow the Realmark group from a typical small agency business to a multi-office, multi-discipline business. His will also share his unique business model, including the success behind Xceed Media, the most awarded real estate marketing outfit in the WA market.

John will also describe how he mentors his talented team, propelling the careers of those around him to new heights.

JOHN PERCUDANIDirector, Realmark, WA


KEYNOTE SPEAKERS

THE NEXT GENERATION OF REAL ESTATE LEADERS & MANAGING YOUR GREATEST ASSET (PANELLIST)

Emmy is the Principal of Toowoomba’s leading real estate agency, House Estate Agents, and a multi-award winning Member of Real Estate Results Network – Australasia’s leading Network of Independent Agencies. Emmy has spent the last 12 years in the real estate industry in various roles from administration and property management to sales and marketing and business management. With her husband Tye she established House Estate Agents in 2010 at the age of 23 with the vision to provide outstanding service and achieve premium results through superior marketing and unparalleled market knowledge. As a selling agent and business manager with one assistant and a projects manager, her last calendar year figures were $1 million in gross commission, a list to sale ratio of 98.67%, and, 26 days on market.

Achieving outstanding results for her clients is something that comes naturally to Emmy. She was humbled to receive the coveted Boutique Principal of the Year, QLD Agent of the Year and the prestigious Boutique Agency of the Year at the 2015 Australasian Real Estate Results Network Awards.

With incredible passion for real estate and her team, Emmy will share her views on leadership, structure and culture and how they have helped her team reach new levels of success.

EMMY THIESPrincipal, House Estate Agents

JUSTIN MARDENFounder, Studiomardo

EVOLVE YOUR BRAND FOR MARKET DOMINATION

Justin is recognised as one of the industry’s brightest minds and a true ideas craftsman, specialising in the insightful creation of brand identities and communications. Over the last 15 years he has been a brand architect, designer, marketer and identity creator for many of Australia’s leading real estate agencies.

The success of his work comes from a desire to foster channels of opportunity through innovative ideas and exceptional design. His process is straightforward and divided into logical steps. His work is undertaken expediently, practically and economically. His results innovate, communicate and above all - add value.

Justin will present three case studies of brand transformations and will take you through a step-by-step rationalisation of how evolving these brands revitalised their market share.

“AWESOME!”SOPHIE LYON, PHILIP WEBB


BUSINESS MANAGEMENT TOOL

Dan Evans is the National Head of Residential Real Estate at Macquarie Bank. Dan joined Macquarie in 2010 initially as the State Head of the NSW/ACT Residential Real Estate team and now manages the team nationally. At Macquarie, Dan has developed a strong understanding of the day-to-day challenges facing small to medium sized businesses and is responsible for a team of Relationship Managers who directly manage over 1500 real estate clients.

He began his career at Barclays Bank in London, where he spent the first six years working in corporate advisory and acquisition finance for private equity clients.

On moving to Australia he began to work directly with small and medium sized businesses in the food and agriculture sector with Rabobank. After 13 years in the banking sector, Dan’s particular strength is working with clients to formulate a strategy and ensuring that their debt structure is appropriate to meet their objectives

DAN EVANSNational Head of Residential Real Estate, Macquarie Bank

KEYNOTE SPEAKERS

CHANGING CONSUMER BEHAVIOUR IN YOUR MARKETPLACE & THE NEXT GENERATION OF REAL ESTATE LEADERS (PANELLIST)

Have you ever wondered why the next town over from you do auctions and you don’t? Or why vendors are happy to pay for marketing in one area but not another? What about fee discounting or contract negotiations varying by suburb? Consumer behaviour can be largely influenced by how agents educate them. In this session, Mark will take you through some key insights gained from diverse market places right around Australia on how agents can influence and change consumer behaviour in a marketplace.

Mark opened PRDnationwide Newcastle and Lake Macquarie in 2005 which now employs 45 staff and makes around 700 sales a year.

Mark won Australian Principal of the Year - Regional at the 2014 Australian Real Estate Awards, has been the #1 Selling Principal in Australia for PRDnationwide since 2008 and has been in the top 50 agents since 2012. Mark also ranked as high as #5 office on the REB Top 50 offices ranking (2014) and #1 office in PRDnationwide.

Mark is an industry innovator - he was the pioneer of the Friendly Auction System, a system that has changed the face of auctions in areas all around the country.

MARK KENTWELLPrincipal, PRDnationwide Newcastle and Lake Macquarie


PROGRESSIVE BUSINESS THINKING AND EVENT MC

Michael Sheargold is a man on a mission.

Michael has over 20 years experience, coaching and consulting with some of the world's leading agencies and agents. During this time, his mission has been to “transform the reputation and the results of each and every real estate professional - supporting them in delivering exceptional client service coupled with extraordinary market knowledge and outstanding negotiation skills.”

Having worked with the who’s who in Real Estate and coached them to stand out as leaders in their market, it is no wonder that Michael is widely regarded as one of Australia’s leading authorities on creating outstanding results in the Real Estate industry.

In the 2014 and 2015 REB Top 50 Sales Offices and REB Top 100 Agents, Michael has worked with and coached over 50% of the ranked offices and agents. Michael’s biggest reward is seeing his coaching clients and his Real Estate Results Network Members blitz the market and massively succeed!

KEYNOTE SPEAKERS

MICHAEL SHEARGOLDCEO, Real Estate Results

“WONDERFUL CONFERENCE. THE RIGHT PEOPLE ATTENDING. GOOD SPEAKERS. ALL IN AN INTIMATE ENVIRONMENT.”BARRY PLANT, THE BARRY PLANT GROUP


“Excellent. Very high calibre and range of speakers and topics.”Andrew Cosgrave, Barfoot & Thompson

“Excellent! This is the best event I have ever been to and I will be back next year!”Jayne Copeland,First National Real Estate Busselton

“Fantastic conference with such relevant material. I got so much content and clarity to go back and implement.”Matthew Bourn, mcconnell bourn

“This was incredibly valuable. So motivating, great ideas, and LOVED the energy, generosity and honesty of the speakers.”Alison Maloney, Altus Real Estate

“Fantastic! As a business owner, this event has given me my mojo back and excitement to get back and work on my business, not in it.”Keren Briers,Kalgoorlie Metro Property Group

“Got some great info, plenty of take home value.”Matt Jones, Jeff Jones Real Estate

“Loads of information and tools to implement. Heaps of notes to read over.”Rowena Gill,LJ Hooker Springwood

“A terrific conference with some great take- aways and well worth the investment and time away from the office.”Craig Shearn, Jellis Craig Inner North

“Some fantastic speakers. I have many ideas to discuss and implement with the team. Thank you.”Kellie Cooper, Summit Realty South West

“Fabulous overall with real practical and innovative ideas and strategies that are cutting edge.”John Cunningham, Cunninghams Property

“Great to hear from such a diverse and accomplished group on subjects relating to good business management.”Sharon Booth, LJ Hooker Browns Plains

“Found it very enlightening – the calibre of guest speakers was very impressive and well arranged.”Tony Miller, LJ Hooker Logan City

“Excellent – content rich and diverse contribution from each speaker.”Wendy Alexander, Barfoot & Thompson

“Fantastic presentations providing really useful content. Can’t wait to get home and start implementing.” Michael Mort, JMW Real Estate Dunsborough

“Consistent informative content. Variety of ideas and topics from wide range of speakers. Great to see some property management covered.”Belinda Fischer,First National Port Macquarie

“Great content. Good refresh and took away great ideas.” Ron Fischer,First National Port Macquarie

“A fantastic event. Every speaker had a great message. Keep doing what you are doing and have local speakers!”Jeremy Rosens, Gary Peer St Kilda

“Loved it! So much quality information from industry icons and visionaries that the challenge is prioritising the ‘to do’ list.” Jamie Harrington, Altus Real Estate

WHAT THE INDUSTRY SAID ABOUT THE BUSINESS OF REAL ESTATE, NOOSA, 2014


“EXCELLENT. THE MOST I’VE EVER TAKEN FROM A LEADERSHIP CONFERENCE.”PAUL CURTAIN, PLACE

“Fantastic – covered areas that other conferences don’t cover.”Cassandra Cray, Agree Real Estate

“I’ve thoroughly enjoyed the quality of the speakers and relevant content and the motivation that came with it.”Mary Harrington, Altus Real Estate

“This event is essential attendance for all real estate principals. Well run and great line-up of speakers and topics.”Kristen Turner, Peake Real Estate

“Excellent sharing from people who are passionate, driven and ‘in the trenches’ as to their own personal recipes for success and the key learnings of when they got it wrong and how they fixed it.”Megan Jaffe, Ray White Remuera

“Loved it!!“Richard Young, Caporn Young Estate Agents

“Excellent overall. Balanced, informative two days from wide range of speakers and topics across Australia.”Hank Petrusma,EIS Property

“A terrific event with lots of great ideas for us to implement. Highly recommend for business owners and leaders.”Melinda O’Malveney, 2233 Realty

“Excellent, relevant, inspiring level of presenters at the top of our industry.”Danny Redman,Ken Guy Buderim

“Consistent informative content. Variety of ideas and topics from wide range of speakers. Great to see some property management covered.”Belinda Fischer,First National Port Macquarie

“Loved the speakers and content. Good having shorter sessions! Great networking.”Marguerite Foxall,Harcourts Victoria

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YOUR INVESTMENT FORTWO PHENOMENAL DAYS

Your event ticket includes arrival drinks, morning tea, lunch and afternoon tea each day and networking dinner on Monday night. Plus conference bag and all event materials.

Returning Delegate Loyalty Offer $995pp Individual Tickets $1195pp (until 31 May 2015)

Individual Tickets $1295pp (after 31 May 2015)

Group of 2 or more $1095pp Group of 10 or more $995pp RER NETWORK MEMBERS

Please contact Kirsten Ross on 1300 273 785 for your member exclusive ticket option.

IDEAS EXCHANGE 2015 & THE BUSINESS OF REAL ESTATE 2014 ATTENDEES

Please contact The Real Estate Project on 1800 621 321 for your exclusive delegate loyalty ticket options.

Only 200 delegate places are available for this event.

12 CPD Points available for NSW and 4 CPD Points available for ACT delegates with a simple online assessment. Register at the event for $50+GST.

FOR ALL EVENT ENQUIRIES, PLEASE CONTACT EITHER:

Ophélie Segura Kirsten Ross Business Development & Member Development Event Manager

The Real Estate Project Real Estate Results (AU) 1800 621 321 or (NZ) 0800 170 456 1300 273 785 [email protected] [email protected]

thebusinessofrealestate.com.au

VISIT thebusinessofrealestate.com.au REGISTER TODAY etouches.com/tbore15SHARE YOUR EXPERIENCE #tbore15

The Business of Real Estate 2015

Documents

Transcript of The Business of Real Estate 2015