Key takeaways from AREC 2021
For the first time, AREC’s program combined three key industry-specific components: residential sales, property management and mortgage brokerage. Halfway through the two-day event, we thought we’d share our top 10 take-out from day one.
Ryan Holiday – Ego is the Enemy
Takeaway 1 – “The ego sucks us in like the law of gravity.”
In the opening keynote at this year’s conference, American author and former American Apparel Marketing Director Ryan Holiday convincingly explained why ego is a barrier to success.
As he points out in his 2016 New York Times bestselling book – which bore the same title as today’s speech – Ego is the Enemy.
As Ryan explained via Texas Satellite, “The first way the ego holds it back is by preventing us from learning.”
“The counterpoint is humility, which opens us to learning,” he added.
Ryan said the reason ego drives failure is because it “does everything on its own when the key to success – in business and in sales – is with others.”
Takeaway 2 – “Isn’t a little ego necessary to be successful?”
Ryan said he would push back against the claim that you need to have a little ego to be successful.
He noted that between impostor syndrome on one side of the spectrum and ego on the other end is trust in the middle. Ryan noted that confidence is different from ego.
“Selfish people want to fight one-on-one and do it all,” Ryan said.
“Selfish people want to go too far and don’t know where their vulnerabilities lie.”
Josh Phegan – How To Have Your Cake And Eat It Too
Takeout 3 – “Would you like some fries with that?”
There’s a good reason why Sydney-based speaker, trainer and trainer Josh Pehagan has become an internationally renowned high performance trainer. He has the talent to convey complex concepts in a simple way.
Josh chatted with McDonald’s staff, “Would you like fries with that?”
He said it was an issue that could be transferred to the real estate industry.
As he explained, the secret is to find your version of this question to ask at open houses. For Josh, it was: “Have you ever bought locally?”
He explained that this can lead to other questions, such as “What are your plans for your existing property when you buy the next one?”
“In what other area would hundreds of people line up to talk to you on a Saturday and ask you the equivalent of ‘do you want fries with that?’ “”
Josh also mentioned the importance of vision and asked the audience, “Are you theater-oriented or future-oriented?
“If you play stupid games, you win stupid prizes,” he says.
Josh conversely said, “playing long-term games with long-term people” was the way to be successful.
Fiona Blayney: Vision 2021; The same but different
Key takeaway 4: “You can rotate more than a ballerina in Swan Lake.”
The authenticity and reliability of Real + CEO Fiona Blayney are two of her greatest strengths, and both were fully on display on day 1 of AREC.
Noting that residents of Victoria were locked in again over the past week, Fiona asked everyone present to stand up and run in place.
There was a method to her madness, as she would tell everyone: “This is what you’ve all been doing for 16 months – run hard”.
“Over the past week we’ve had to do what we’ve had to do for the past 16 months – pivot,” she said.
After “running” for the past 16 months, Fiona detailed four things she had reflected on in preparing for AREC.
“# 1 – Stop and think. It should be a real reflection on what has happened (since the start of the pandemic) and on what you have learned and gained and which you will take into the future from the current year, ”he said. she declared.
“# 2 – Stop and watch out for startups. Look at the agility of startups.
“What would you do differently if you were back in boot mode?”
“N ° 3 – Stop and move on.
“# 4 – Stop and be seen. Look at your digital footprint: When did you stop to see if you are seen? How does it work in a digital space? “
John McGrath: Make Your Mark
Key takeaway 5: “Everyone has greatness in them”
Besides being one of Australia’s leading real estate identities and the founder of McGrath, John also started AREC, and it was his first keynote address since 2014.
Referring to Michelangelo’s sculpture of David, John said that everyone had greatness in them.
“Some people are still a slab of marble, others are still refined,” he said. “You have to know where you are.”
John asked the audience if they were ready to become the person they needed to be successful.
“We have the ultimate luxury of choosing who we are to be today,” he said.
“Complexity is easy. Simplicity is difficult. “
John also advised participants to “get rid of the excuses”.
“Until you get rid of the excuse, you will never get there,” he says.
“Apologies and results are never in one place.”
John concluded by saying, “Maybe your biggest work is going on right now.
“AREC 2021 is the catalyst to bring out your greatness.”
Sophie McGuinness: Hard Work Creates Results
Takeaway 6: “Celebrate the victories”
Jellis Craig’s business development manager, Sophie McGuinness, was in the unfortunate position of being 200 yards from the venue, but still had to deliver her speech virtually.
She was in quarantine at a Star hotel on the Gold Coast after arriving from Melbourne earlier in the week.
Sophie explained that she always started the day with a gratitude journal, and that reflection and gratitude were two of the principles she lived on.
Trust the process – review what you’ve learned and put it into action. Systems vs mechanics; training and support system / mentors; know your numbers; identify gaps.
She also said it was important to have a complete and detailed business plan
By adopting a detailed business plan, Sophie said she no longer felt like she was “at the foot of a roller coaster” so often.
She also spoke about the importance of learning to work smarter, not harder.
“Work on consistency within the company, as well as outside the company.
“Celebrate the victories… and end your day (enjoying) three amazing things that happened.”
Dr Guy Winch: Emotional first aid (part 1)
Key takeaway 7: “How come we take better care of our teeth than our minds?”
Dr. Guy Winch is a leading advocate for integrating the science of emotional health into our daily lives and workplaces.
The bestselling author joined the New York remote conference and explained that he was born an identical twin, “which made (him) an expert on favorites.”
“We suffer emotional wounds such as failure all the time,” he said.
He argued that you wouldn’t tell someone with a broken leg to “walk” or that “it’s all in your leg”.
He pointed out that rejection is common in the real estate industry: “Customers abandon you, people you thought were close colleagues might do something that suggests otherwise.”
He said rejection hurts because we’re wired to hurt.
“When we suffer from rejection, we can have a subsequent drop in self-esteem, and our self-esteem is like an emotional immune system,” he said.
Takeaway 8: “Positive affirmations make people with hurting and low self-esteem make people feel worse.”
Guy explained the difference between positive affirmations and self-affirmations.
“Positive affirmations only work for someone whose self-esteem is naturally high,” he said. “They’re useless because they only work on those who don’t need them.”
He said assertions, on the other hand, were effective.
“If you’ve been rejected, write down every good quality you have – you’re motivated, you’re kind, you’re good to customers…
“Failure is a great teacher, but we rarely use the lessons,” he added.
“You have to be able to look at your failures without being too self-critical.”
Kate Smith: 200 sales per year – From basketball pro to real estate pro
Take away n ° 9: “Own the morning, make the day your own”.
After a successful career playing basketball for Australia, Kate made a massive career change to get into real estate with the family business.
Eighteen years later, company owner Harcourts Smith sells more properties along the Fevre Peninsula in South Australia than any other agent.
Kate takes care of most of the supplier management for the agency.
Kate explained that she uses the mornings for call sessions and shows up to the client as often as possible in the afternoon.
Kate spoke about her morning routine:
- Own the morning, own the day.
- Kate gets up between 3 and 6 in the morning …
- If she can’t sleep, she’ll get on the treadmill …
- Cold shower
- At the office at 7:30 a.m.
- Pod meeting at 8 a.m.
- The executive assistant sets the agenda for the pod meeting (gathers what everyone has done the day before)
- The meeting lasts 15 minutes
- All sellers updated at 9am (non-negotiable)
- Never give the supplier a reason to call you – makes you more proactive …
It’s an end for day 1… We’ll bring you more AREC 2021 news, sprinkled with sunshine and Gold Coast surf, tomorrow.