00:00:00: My team will laugh because I want to know everything that's going on at all times.

00:00:06: And this isn't a control element, i have a responsibility to help you make money.

00:00:09: we would pour everything into

00:00:11: you as long

00:00:12: as it gives us back

00:00:20: Candice Wayne.

00:00:22: Hi How are you?

00:00:23: I'm good,

00:00:23: how're ya?

00:00:25: First podcast For anyone that's now tuning in, you know we've had Neil on his first podcast poppy on her.

00:00:32: First podcast Rick on his.

00:00:34: it says if I got something my contract that says are not allowed any media and only am allowed the glory.

00:00:39: but no i think We spent so much time building this business white and cool from You Know The back end That you know he's haven't had Time to do stuff like This and I And I Think It's Really Important that People See the Kind of people that Are really running the business because it's not me.

00:00:52: It's people like yourself and the rest of guys, so how are you?

00:00:55: I'm good!

00:00:56: Excited for this

00:00:57: Very excited as well.

00:00:58: Let's just get right into it Because...I want to see what your all about.

00:01:03: People see their results but they don't know what happens behind-the scenes.

00:01:07: What does a normal week inside our sales floor actually look like?

00:01:13: Interesting You're right.

00:01:14: Look We post all over the result everything that we do.

00:01:20: One there's a few things that people don't see and I think that you know, we're constantly interviewing people as well.

00:01:26: Australian Daisy to get people into the business.

00:01:28: And When we hire people when they come in and they've already been their one week two weeks three weeks They're always saying to me candies We had no idea it was like this in a positive manner and i think That you know?

00:01:43: We look at Our weekly are working week.

00:01:46: You Know Monday mornings We're in, we are early.

00:01:49: We're prepped across.

00:01:51: myself Rob, Neil and Poppy were prepping for our team meetings... ...we having a meeting ourselves to kind of you know understand what's happened over the weekend with the brokers.. ..we catching up over the week anyway.

00:02:01: so get an idea about happening but want make the delivery of any meetings that we do, any development and training.

00:02:09: Anything that would be delivering to relevant brokers who are actually in market right?

00:02:14: We're prepping for that!

00:02:16: We jump into our team meeting on a Monday morning after sales floor meeting... ...and seeing where the broker is... ...delivering information that's relevant and getting a week going.

00:02:27: Then straight onto the sales floor.

00:02:30: It's our responsibility as leaders to drive Um, drive the again motivation.

00:02:37: I feel like everybody needs to be kind of disciplined and self motivated to get going.

00:02:40: but you know it's our responsibility to drive accountability on that sales floor And keep the brokers kind of On-the-go.

00:02:47: what have you got?

00:02:47: Going and and That level of accountability that all of us do want a daily basis?

00:02:55: You can't hide and you know, that's one of the things that drives are performance and the results that people see online.

00:03:02: But yeah, I think it's just constantly go-go-go in a positive manner.

00:03:06: And we operate at high level.

00:03:08: so people come to us because they want make more money.

00:03:14: We use the term there you can't hide and when hear something like that sounds like some scary game of Hide & Seek.

00:03:19: but what mean is if your performing no reason to hide anyway What many brokerages have Monday morning meeting?

00:03:26: then managers will sit their offices and brokers are going floundering Whereas with us, like you said it's driving the team forward.

00:03:36: It's finding out what is going on.

00:03:37: Anyone who has got a deal Is getting that written down and falling up on anyone Who hasn't gotten a deal?

00:03:43: How are we gonna get one for them?

00:03:44: You know quick wins.

00:03:46: So absolutely I completely agree.

00:03:48: how much of our success comes from talent And how much does it come from processes?

00:03:53: Interesting question.

00:03:55: If look at differences right.

00:03:58: Processes are things We can implement in business.

00:04:02: teach, show and guide.

00:04:04: Talent is things like charisma.

00:04:08: you can't teach somebody to have charisma or that the character would be able to influence human beings.

00:04:17: we're in a sales world right?

00:04:18: So... You cannot teach them.

00:04:21: however if someone's willing to learn about their processes they will gain confidence through doing the thing multiple times, which then can develop into talent.

00:04:37: But I do believe some people have that natural talent to be able to be charisma right?

00:04:42: I would say sixty-seventy percent process thirty per cent talent.

00:04:46: And you just said something really interesting there like if you don't start with any confidence Which most brokers don't because we've never done it before The only way to get confident is to get evidence and after through a process gained talent, which is being confident in your abilities.

00:05:02: Absolutely So.

00:05:04: I hundred percent agree.

00:05:06: If you took one of our top performing brokers and dropped them into an average brokerage Do think they would perform at the same level?

00:05:13: And if it's yes why?

00:05:14: and if its not Why Not?

00:05:17: In every brokerage You have top talent.

00:05:19: Of course We're going to take that away from everybody For many other business right But we create a lot of homegrown talent internally at White and Co.

00:05:28: And that's something that we are proud off

00:05:31: very proud,

00:05:31: and I've been fortunate enough to be involved with that from the training days in watching people develop and grow right?

00:05:40: but The beauty of us now is that we're attracting a lot Of Talent as well.

00:05:45: so if we were to take those people out of white and co That have the foundations over Training, development and what we have implemented into them to enter another brokerage.

00:05:57: That's something that sticks with them for a while.

00:05:59: Yeah agreed

00:05:59: so I do believe that you know if We've had the homegrown talent And we pick them up and put them somewhere else So i feel like they would.

00:06:06: um

00:06:07: and i think it's that age old saying of train people well enough that They could leave but treat them well enough that they don't.

00:06:13: And I think now we have brokers who are massively skilled and talented, But they do not want to leave because their'e looked after.

00:06:19: Now the people joining us You said at start of this sit down They're going...I did not understand what you guys were operating Which is a really nice feeling.

00:06:30: What would it be if we flip on its head?

00:06:32: Do you think an average broker or another company Would perform better with US?

00:06:38: Why?

00:06:39: Sorry to, yes.

00:06:40: No I like, I love you okay?

00:06:41: Yes!

00:06:43: I'm saying yes for many reasons.

00:06:45: now one thing that even when from when i joined Watt & Co nearly three years ago... ...I remember sitting with you in your office When I was doing the training and you said to me if you're not In The Training Room You are on the sales floor but Not On The Sales Floor You're In The training room.

00:07:06: And That Stuck With Me Since That Day.

00:07:09: Because of that mindset, we all have a cross-leadership... ...of investing in the brokers.

00:07:15: Broker first and to develop that broker.

00:07:18: People who've moved from their home country.. To Dubai!

00:07:25: ..to change their life And We Have A Responsibility To Get That Person To A Certain Level.

00:07:32: So I think because we share this same mindset and desire to help people Yes, if we had an average broker come in.

00:07:40: We would definitely be able to take them through the coaching development leads The tools that we have at

00:07:44: the next level.

00:07:45: absolutely

00:07:46: Absolutely.

00:07:48: We generate more leads than anyone else but Leads alone don't create success.

00:07:53: What have we done?

00:07:54: To turn lead volume into actual transactions?

00:07:57: Good question

00:07:58: Thank you

00:08:01: Again.

00:08:01: this is something I'm huge around.

00:08:03: You are too That coaching developing, and I'll just keep saying it.

00:08:08: And developing the brokers.

00:08:11: we could you know.

00:08:12: let's say you have ten leads come in five.

00:08:15: fifty percent of them are agents and five of them our fifty percent is actual buyers.

00:08:20: yeah It is the agent's responsibility to convert those buyers.

00:08:25: if they don't have the knowledge on how do that then they won't be able to convert them into transactions.

00:08:32: So that training development and coaching from our side, the training department help them convert them.

00:08:37: I think thats what helps us get a level of transactions we do because were constantly there helping people come back.

00:08:46: We do it across three different ways skills volume process And i have been going on about that now for years.

00:08:55: but i think right know Every broker every year becomes more skillful.

00:09:00: I will be honest keeping volume high is tough because as brokers continue And becoming better brokers they start thinking.

00:09:06: They don't need to work as hard.

00:09:07: But one thing we'll say us at our business there's their very word hard-working.

00:09:11: like one thing Is we still drive call outs?

00:09:12: We still get on the phones, we still worked hard.

00:09:16: and then the processes We've got.

00:09:18: a process is on a lot of things down into an absolute tee.

00:09:20: There are some that were working on example D new CRM and things like.

00:09:24: but I mean, we're selling more property than anyone else in Dubai right now.

00:09:27: So it must be doing well.

00:09:30: What are the non-negotiable behaviors you see consistently?

00:09:34: and our highest performing brokers?

00:09:36: There's there's two that come to mind The ability To build relationships And which i'll come back too and the ability To overcome objections Yeah yeah and Drive a deal forwards In the best interest of the client.

00:09:54: so You know what.

00:09:55: look at some of our top performers, Mike Stevens for example.

00:10:00: His ability to build relationships over a long period of time with clients is phenomenal and he does the numbers... He does because he has these relationships!

00:10:12: And the same goes across.

00:10:13: you know Georgia Clark for example.

00:10:15: she also has those relationships but she's consistently building on them.

00:10:22: But to be able to have these relationships, you have to go back to the basics which is making the calls.

00:10:27: Yeah speaking to more people because You know?

00:10:30: We need to speak to the people to get get individuals so then build their relationship.

00:10:33: So I think that's one side Is the relationship building but also maintaining that relationship with the client.

00:10:41: and The other side is objection handling.

00:10:43: so Area knowledge should be able To overcome the objections having the confidence to be Able to overcome them And with objections right.

00:10:51: To be able to get better at overcoming objections, you have to have the objection.

00:10:56: So we got a lot of new brokers that are like I don't know how it's overcome.

00:10:59: great!

00:11:00: I'm not expecting you to know how to overcome the objection.

00:11:03: Get The Objection Try It.

00:11:04: If You Don't Know Then We Work On It.

00:11:07: Some Of Our Top Performers Aren't Scared To Hear No

00:11:12: Agreed Agreed.

00:11:15: I want to jump in just quickly on that.

00:11:16: So Mike Stevens, his lowest price point he works on now is five million pounds, twenty-five million dirhams and above.

00:11:23: so the relationships Like.

00:11:25: we're talking about prime luxury property, technically.

00:11:28: I know in Dubai.

00:11:28: We live in this crazy world where five million pounds doesn't sound like a lot but most places on the planet were talking some serious cash and some serious people that he's dealing with.

00:11:37: The biggest thing brokers are saying is what separates me from everyone else?

00:11:42: Well In A World of AI And when everything written on chat GBT Is When You Build Relationships Absolutely That i think it just absolutely massive.

00:11:51: And then separately to that On the second part So many people are just scared of hearing the word know.

00:11:56: Yeah, like we live in this world of instant gratification so people don't get told no anymore and that's why if you're a broker who can handle their nose or rejection picking up your phone You will succeed far more than the broker that hides behind WhatsApp.

00:12:11: And now everyone is favourite social media.

00:12:14: I say to my guys all the time If you hear No it's good thing because most people do not say yes until you overcome three objections And then you'll get to it.

00:12:26: Yes,

00:12:27: but this is the thing as well.

00:12:28: No no doesn't always mean know what means not yet exactly or Not just now that and I think there too many people get disheartened with that Whereas if you don't want to get the first snow You can find out the next one which like your saying let's get through the nose.

00:12:41: How much should a sales manager actually be involved in our brokers deals?

00:12:47: I'm laughing because This is something i'm huge on and my team will laugh because everything that's going on at all times.

00:12:57: If they get enough art, I want to know and this isn't a control element This is...I have a responsibility to help you make money so i think it's crucial.

00:13:09: Now On the flip side of them as A leader?

00:13:14: I Think It's important To understand The People That You're Leading.

00:13:17: Yeah So Some people might not do well to that.

00:13:20: some people Might Do Really Well to that.

00:13:21: so it Is Subjects Of The Individual.

00:13:24: I have some top performers that i don't even need to ask.

00:13:27: They still just come to me and be like, hey Candice they've got this deal.

00:13:30: um This is what i'm thinking of doing.

00:13:32: What do you think?

00:13:32: Yeah great run with it.

00:13:33: actually no let's tweak here.

00:13:35: so It's not...it..It's a relationship.

00:13:37: right it's a working relationship.

00:13:39: And there too Sandboard You're not there to tell you I'm there to sound- A

00:13:43: lot those times our top guys they know what to Do.

00:13:44: they just say you go yeah That sounds Right.

00:13:46: Um but then sometimes I mean I've seen many a broker going To speak the Neil Top Performers and they Come in.

00:13:51: they Say try this and Then Neil goes what Have we thought about this?

00:13:53: and he Go.

00:13:54: Oh!

00:13:54: Thats why I come In Here.

00:13:55: You know, we are there at the sound board.

00:13:56: We're here to give a little opinion and you gonna do it whichever way you want.

00:13:59: I will say for low performers or people that are going through training pips performance plans It's non-negotiable Absolutely!

00:14:06: You bring us your offers...we'll help solve them.

00:14:09: But yeah..We wanna be involved as much as possible.

00:14:11: Yeah absolutely

00:14:12: awesome.

00:14:13: What KPIs do look like before even looking someone's revenue?

00:14:17: Revenue is the result not the effort.

00:14:20: so you need see efforts to get results.

00:14:22: Absolutely Like you say, it's a byproduct of their effort.

00:14:25: Right?

00:14:26: So one... You know the basics of the role are the most crucial in real estate.

00:14:34: and what I mean by basics?

00:14:37: how many calls have you made which is difficult to track?

00:14:39: right It's hard for us to track How many calls somebody has made but we'll be able To tell based on The result Of the listings that they receive whether That's an online listing An offline listing whatever that looks like.

00:14:49: so these Are the KPIs will Be looking at listings.

00:14:53: I will then look and sit in a one-to-one with somebody, say okay great we've got twenty listings here... And fifty percent of them are overpriced, twenty percent of the are well priced and thirty percent of they're not really sure where were going.

00:15:08: so only really twenty percent.

00:15:10: your stock right now is saleable.

00:15:12: So at that point you'll be able to review business saying what do we need this doing?

00:15:18: Okay maybe the listings All, all twenty listings are fantastic.

00:15:22: Let's move on to the next point.

00:15:23: how many inquiries have you had?

00:15:25: And let's look at the enquires.

00:15:27: okay well we've had fifty inquiries.

00:15:28: half of them are agents.

00:15:30: You've managed to go out viewing with ten of them.

00:15:32: Great!

00:15:33: How many viewings have you done?

00:15:34: Okay We've done twenty views but no offers.

00:15:37: Little bit of a problem here.

00:15:38: Uh...okay Well we've five offers and no deals.

00:15:41: Okay, maybe you've got a negotiation skill issue.

00:15:43: So we'll be able to backtrack and see what your absolutely and see where the agents are.

00:15:49: I think A big problem is agents don't look at themselves as a business like I work out how much each agent makes And then i workout You know?

00:15:56: I can reverse engineer The whole business because I Know all my metrics.

00:15:59: but Agents they come in or so many of them sorry In general They coming into this market and just they're winging it every single day.

00:16:06: Yeah Oh!

00:16:07: See y'all that I feel Or thought Like, let's take a look at what it actually says.

00:16:11: I mean most agents think that every call they get is an agent and then you start pulling up their calls And go... Actually its not!

00:16:17: There are lots of clients in here.

00:16:18: They suddenly realise but yeah so the KPIs we should be looking for brought how many calls it made?

00:16:25: How many calls, listings but also just from a listing perspective not just the number of listings.

00:16:30: The quality of those listings because you might have twenty but it might be a smoke screen that only two of them are available.

00:16:36: I did a session yesterday with some guys in my team and i asked him to print out all of their listings they had online And categorize into A B C sellers so A motivated B semi-motivated C unmotivated most.

00:16:48: on average one or two motivated sellers.

00:16:52: We're now, we have a listing issue.

00:16:54: So I think it's crucial to dive deeper into what that looks like rather than just an number.

00:17:01: and then so you've got the calls, listings.

00:17:04: are they converting in to enquiries?

00:17:06: How many inquiries?

00:17:07: And then delving into the enquiries percentage how many are actually going out viewing?

00:17:15: Are we extracting offers asking for their business or Dealing with those offers effectively, are they then converting into deals that revenue is a byproduct of?

00:17:24: Of course.

00:17:24: Makes perfect sense.

00:17:26: makes perfect sense when someone has a bad month How do you determine I don't even know how to wrote this question.

00:17:33: jeez Bad luck dad.

00:17:34: on believe in luck.

00:17:35: When someone has about months Do you determine whether it's bad luck or poor performance?

00:17:40: You

00:17:43: create your own luck.

00:17:45: Yeah, we're not big believers in luck and office because then you know what's going to get out of bed if this job is luck?

00:17:52: If this job has anything to do with luck Then why go a bit ever?

00:17:55: Because it might be or day It may not.

00:17:57: whereas the person who is consistently doing The basics when I have a hell lot more like

00:18:03: And its deal Big deal goes on the board and somebody says oh well they are lucky

00:18:11: That's a move to Dubai, yeah.

00:18:12: To get lucky.

00:18:13: and then they had the start of this company.

00:18:14: And then you have to call however many people in it is that thing as anyone at any company.

00:18:18: if You're watching us don't care for your white and core.

00:18:20: If Your ABC real estate Get that idea out your head because Honestly like you there's always weird.

00:18:26: There's Always The People that are really good.

00:18:28: They get the most luck.

00:18:29: the people that do what they need to be done needs to Be Done.

00:18:31: Do What?

00:18:32: They're told that you know learn thirst For Knowledge Work Hard you Know Area Specialist you name It.

00:18:38: So yeah, so how do you determine whether it's bad luck or poor performance?

00:18:42: It can only be through a performer.

00:18:42: Or

00:18:43: performers lack of effort.

00:18:44: Yeah

00:18:44: Okay okay sorry I kind of I kinda commandeered that answer because i was looking at him going.

00:18:49: I'm gonna even...I can't believe.

00:18:50: I've read that down.

00:18:52: How important is accountability in being a sales manager or sales management?

00:18:59: Very important!

00:19:00: I think we also have to hold ourselves accountable first and foremost In any You know if your if you're in A If u-if you have Chose to move another country, come into a commission only role.

00:19:13: There has to be some element of drive and you know discipline And wanting more out-of life.

00:19:20: so You're then holding yourself accountable in your life To make something happen right?

00:19:27: Now if we look at it from different perspective We could have agents on the floor that are very skilled but they maybe had a lack of discipline, something's happened.

00:19:42: They've kind of dropped off... A little bit of accountability.

00:19:45: well accountability not a little but Accountability consistently over period time will get them back to where they need to be.

00:19:51: so I think we're

00:19:52: seeing that right now with Nathan's group.

00:19:53: Exactly!

00:19:54: They've doubled the revenue since he started work.

00:19:57: Well actually there was a month.

00:19:58: He wasn't even here.

00:19:59: So it has not even had the full three months With them yeah?

00:20:01: They have doubled.

00:20:02: so imagine that quickly.

00:20:03: jump in Maybe three months.

00:20:04: But you'd been there two months.

00:20:06: double the revenue And I know that in the past, you've ran these sort of seminars or training systems.

00:20:13: We have all seen the same results and it comes down to like majority is just accountability because people want do well they are a slumped spiral.

00:20:24: How did we hold them?

00:20:25: A few ways.

00:20:29: You did this with The Sales Guys on the sales floor and Nathan's doing now kind of implemented for that.

00:20:40: accountability is constant communication with the agent, um you know being in the office consistently.

00:20:46: If you're not where you need to be You need to Be doing things To get you what?

00:20:51: That's uh that's inevitable and I'll

00:20:53: say it In a less political way than yourself.

00:20:56: if you are not earning enough money pay your rent Your car and so on And so forth.

00:20:59: i don't want to hear that.

00:21:00: oh i Don't wanna be in an office all The time even don't come work With us go Work at abc real estate because we will drag you to success if you just put in the effort.

00:21:08: So sorry, you've got that communication constantly a little bit more time and office

00:21:13: tracking your progress as well because then shows you where you're slacking no

00:21:18: one's half the battle

00:21:19: absolutely Absolutely And knowing whether gap is we can them review it and say okay Well this is what You need to focus on and taking yourself holding yourself accountable To be able to do That.

00:21:29: Yeah Your working at White & Co for A reason.

00:21:34: We want you to do well, we want you succeed.

00:21:36: So we will pour everything into You

00:21:39: as

00:21:40: long as you give us it back.

00:21:41: Absolutely!

00:21:43: We've grown at an incredible speed.

00:21:45: how have we managed to scale without losing complete control of the standards?

00:21:50: One thing that I love about White & Co and The Business That You've Built is our leadership team And...we Have To Lead From The Front And we have to lead by example.

00:22:06: So, across the board how high standards of ourselves and others around us.

00:22:12: so watching the business scale at a rapid rate.

00:22:15: I think when i joined We were hiring very very rapidly.

00:22:19: right now is training thirty people in month than it was growing rapidly.

00:22:26: but because All an understanding of where we were going.

00:22:29: We knew the vision, we knew where we wanted to take their business... ...we all aligned on that.

00:22:35: so because we aligned with Communicators and we are able to grow So quickly And The beauty working with you Callum This is one thing I've watched over the years.

00:22:52: If You want To make a change or Make A Change and if it's not the right change we'll pivot very, very quickly.

00:22:57: And that is one thing I admire about The Business as we can all go okay well shall we try this?

00:23:01: No let's move!

00:23:02: Let's change...let's run with it.

00:23:04: so because there's a business owner you're able to come to You are able make decisions quickly.

00:23:09: i've sat in meetings before where people have pitched stuff for you and your like yep.

00:23:13: does that makes sense?

00:23:14: yeah lets go for it doesn't work.

00:23:16: remove.

00:23:17: So I think that..the ability to make decision quickly unpivoted quickly But also the standards across all of us, and we're leading by example.

00:23:26: I think that standard thing... ...I look at it from some companies but you see management in their way they conduct themselves on weekends or office And there's a big difference between cults and culture.

00:23:43: If your manager doesn't have respect for them It will never work.

00:23:49: And we've had times in the past where, We have people who are being leadership roles that weren't right for them.

00:23:53: and it happens.

00:23:54: But you can spread like a cancer.

00:23:56: It really does.

00:23:58: So just anyone out there Who wants to reach next level Like if look at our management team now I say this completely To his face but when Nathan went into join us Listen This is big leagues.

00:24:10: He's doing fantastic job so i'm not worried about it Before someone starts with him.

00:24:15: If this doesn't work out You're Out The Door very quickly because we will hire fast now and fire faster.

00:24:20: Because you'll get found out by working alongside Candice, Poppy, Neil, Robb... ...because you guys are so on it!

00:24:27: And the thing is like.. You can message any broker in our company what's their management team like?

00:24:31: They're

00:24:31: brilliant!!

00:24:32: We go for pints all of a time and we love partying together.

00:24:36: These guys are professionals.

00:24:37: The way I would describe to you guys- and i was speaking about yesterday on my podcast- these are operators.

00:24:41: You genuinely run businesses.

00:24:43: That is what you guys do, and yes it might not be everyone together but your team as a business.

00:24:48: You know Poppy's Team As A Business.

00:24:49: that's a full-fledged business.

00:24:50: we forget like you're looking after hundred people when you add in the admins.

00:24:54: they convince them The market.

00:24:56: everything goes into making your guy succeed Massive.

00:25:01: What happens When A Broker Joins White & Co And They Don't Perform?

00:25:04: What Does The Intervention Process Actually Look Like?

00:25:07: We were ninety days into training under the Training Department.

00:25:14: effectively you are held accountable, your coach developed and trained.

00:25:18: So we'll be able to keep a close eye on you within that ninety day period to see... We can identify quite quickly where the gap is.

00:25:26: so within those first ninety days as a brand new broker we can identify it quite quickly and help you change it.

00:25:33: turn around quickly.

00:25:35: if you're joining us an experienced broker would come in straight under myself popping nil or Rob.

00:25:42: Similarly, we would kind of be able to identify and have a look at where the gaps are.

00:25:47: As we know it's not that complicated job so... It is hard work!

00:25:52: We just need find which part missing And see these new people.

00:25:56: what happens if you got into the end-of-the-ninety days?

00:25:57: because I mean training has evolved since you were training all the brokers

00:26:03: but

00:26:04: If get in those ninety day then still haven't go out.

00:26:06: do think.

00:26:09: question to you.

00:26:09: Yeah, do think that we should be saying right if you can't really get it within ninety days?

00:26:12: It's time to go.

00:26:13: or Do You Think That We Can Still Get Out Of Them If We Give Them A Little Bit Longer and a little bit more attention?

00:26:17: what do you think?

00:26:18: personally

00:26:19: I think its case by Case.

00:26:21: i think Its Person Dependent.

00:26:23: um...if u have the Right Attitude The Right Mindset And U Are Willing To Learn Coach Developed.

00:26:27: U've Been Doing Everything That You Know Is Asked Of U And U Should Be Doing To Work Towards Getting The Deals.

00:26:34: Then Absolutely I Think More Time Um..And Thats the beauty of having Nathan as well, there to support us and help us.

00:26:40: As well with that team work.

00:26:44: but you know some people come into business in their mindset or it's not what they thought would be And then thats a different story.

00:26:54: yeah.

00:26:55: So Candice What do our best brokers Do before ten?

00:26:58: am that average broker don't even do all day?

00:27:03: The Best Brokers Before Ten am I Would say They have.

00:27:08: they know what their day is going to look like.

00:27:12: They're prepped, you mentioned earlier about people.

00:27:15: don't look at this as running your own business and when you run your own businesses.

00:27:19: so that's not the

00:27:24: night before.

00:27:27: I think most brokers come in.

00:27:30: They come into the world, you know if they're not a top performer.

00:27:32: They might come in and have a chat with their colleague.

00:27:34: what did you do that night before?

00:27:35: They haven't prepped for the day.

00:27:37: so I suppose... ...they know whats coming!

00:27:40: And on what are days going to look like?

00:27:42: How important is speed & sales?

00:27:43: Speed To Lead, Speed To Viewing, SpeedTo Offer?

00:27:50: That famous saying of Time Kills Dills right?

00:27:53: Now.. ..I'm A Big Believer looking at each individual k Like Each each deal or each situation case by case.

00:28:04: You're dealing with buyers, you are dealing with sellers and...you know..each cases individual.

00:28:08: sometimes you might need to slow it down!

00:28:10: Sometimes you may need speed up from an enquiry to a viewing.

00:28:17: Speedy.

00:28:18: Quick.

00:28:19: Yes I agreed.

00:28:20: Like quick get in front of the client.

00:28:22: And just incase we forget to see it?

00:28:24: When that lead comes then call them as quickly as possible.

00:28:26: Absolutely, absolutely.

00:28:27: Lead come's in, pick-up....You don't watch app.

00:28:29: you pick up the phone, call individual and speak to client.

00:28:33: You understand who they are and go!

00:28:37: You get in front of a client then have more control.

00:28:41: Then when it comes to deal negotiations case by case sometimes speed out or slow down.

00:28:49: There's definitely a lot of studies that say, you know if You can get back to lead within the first five minutes them calling it like an eighty percent chance That they will deal with you which is absolutely massive.

00:28:58: and this Is the biggest saying across all real estate as time kills deals.

00:29:02: but what I would Say?

00:29:02: there?

00:29:02: something not.

00:29:04: i think a lot brokers have The wrong way around.

00:29:07: This is Not nineteen eighties anymore.

00:29:09: we don't need To do high-pressure sales.

00:29:11: i believe that our job now As a broker has much more consultative and Much More than advice or role.

00:29:17: yeah because your You're having to advise, guide if a client has an investment portfolio.

00:29:24: What does that look like?

00:29:25: Where is he exiting?

00:29:26: where's the entering?

00:29:27: you know it says It's

00:29:28: very different from yeah A hundred percent as it's fairly.

00:29:31: it's pretty different From what still a lot of people are taught.

00:29:34: we don't want to put you in The house that's wrong for you.

00:29:36: just make sure That We find you the right one and eventually they're gonna have To either buy or rent something.

00:29:40: Yeah And only difference between buying and selling Is it People need to rent people Don't Need to Buy.

00:29:45: but If you already think about buying chances Are you Already over that fear?

00:29:49: I've pulled the trigger at some point.

00:29:52: What does the rest of the industry misunderstand about building a high volume, high performance sales operation?

00:29:58: So what is the rest to the industry?

00:30:00: misunderstanding about why?

00:30:01: in CoB basically?

00:30:04: Probably the processes that we have in place and The ability to implement those processes.

00:30:11: We don't have to jump through ten hoops to implement process if we need To said it early you know If we need to change something or implement Something to make our brokers lives better for them to perform at a higher rate, we will implement it.

00:30:23: Why would not?

00:30:24: Absolutely!

00:30:25: But I think potentially some businesses might hold back from doing that because they don't put the broker first.

00:30:31: You know what i think a lot of business is doing.

00:30:33: It's just came to me as we're speaking A bit a lot.

00:30:34: brokers go their managers and goes oh i was thinking about this And then say things like yeah yeah no check if you can do anything.

00:30:40: They dont' do anything.

00:30:41: Like when someone comes with feedback or someone come to Neil, Poppy anyone The feedback comes back And then I decide, is it something that's feasible?

00:30:50: Is It Something That i actually think Makes sense?

00:30:52: because also sometimes brokers Think they need stuff and They don't know what they Need.

00:30:55: yeah you Know uh i mean its a famous steve jobs quote but Its like when he was building the iphone.

00:31:00: um turn around said listen i'll give them What they need.

00:31:02: They Don't know.

00:31:03: until He built iphone You know we soon found out Because what We're doing is working.

00:31:07: um it's Working in The Market as it's Performing High so Make sure that everything gets fed back.

00:31:13: Yeah, I think it's super important if you are a business owner or If You Are A Manager just see how much you can get to the top of the pyramid because It's better to know more than no less.

00:31:23: absolutely

00:31:25: Good.

00:31:25: To Remove One Thing From Our Business Tomorrow Leads Brand Technology Training Or Management.

00:31:31: Which One Would Hurt Performance The Most?

00:31:32: Let Me Give You The Five Again Leads yeah brand technology training or management.

00:31:38: which one would hurt performance?

00:31:43: Each one is so important.

00:31:44: Let's

00:31:44: change this a little because the thing I'm like leads, if we had no lead you can't do any deals.

00:31:48: Exactly!

00:31:49: let say that over a year... Like lets' see today it disappears but you've got chance to rebuild it alright?

00:31:55: So let us say tomorrow We have rid of all Leads and we can rebuild them.

00:31:58: Lets say tomorrow we get rid of Brands, we can build that.

00:32:00: Rid of Technology, we could rebuild that, rid of Training, we will be able to rebuild management which would affect our most over next year.

00:32:07: It interesting cos Leads come from doing what..so you could list more properties then get more Leads with our structure and our process that we do.

00:32:16: Brand is built over a period of time in the market to build trust, confidence on what you're doing.

00:32:21: so I think in twelve months it could be hard to rebuild absolutely.

00:32:26: Technology with how things are going and how were implementing will probably implement quite quickly.

00:32:30: We'll there soon!

00:32:31: Our technology right now can still work.

00:32:34: but yes training

00:32:37: We all get involved with the training.

00:32:38: So I think

00:32:40: training would be quite easy to bring back and get back there.

00:32:43: agreed

00:32:44: I Think interesting because management again, we said earlier You know?

00:32:49: I love our leadership team were all on the same page.

00:32:52: if that changed I Would say management.

00:32:57: I

00:32:57: was between leads in management But then again like you know over a course of a year we could get leads.

00:33:02: It's very hard to find good people

00:33:04: yeah.

00:33:04: And i think For the first time in a long time, like you look at our management team not for some of them.

00:33:10: But this is now where we have The A Team if you will What do you think it's harder?

00:33:16: getting a broker to one hundred K year or taking the broker from One Hundred K To Five Hundred K Year?

00:33:23: I would say Taking Them From One Hundred Thousand To Five Hundred Thousand.

00:33:30: The Reason Being Is If You Look At A Broker That's On Zero Taken Into One Hundred Thousands They have a reason why they're there.

00:33:39: Mm-hmm,

00:33:41: they Have more drive to stay consistent To be disciplined because they had that first goal to read yeah once you hit hundred thousand You know one hundred thousand pounds a year for most people is great.

00:33:54: So, you know

00:33:56: I mean even our minimum target in the business as a hundred fifty grand.

00:33:58: take home

00:34:00: OK, so then people hit that.

00:34:02: Great!

00:34:03: I've hit my a hundred thousand now.

00:34:05: So it takes an next level of discipline.

00:34:08: It takes the next level drive and motivation to get to the next Level.

00:34:13: Yeah

00:34:13: not as big one...I agree with you.

00:34:15: actually I think i have already asked this but let's see if its different Its very similar.

00:34:21: What is something we do internally that competitors probably underestimate?

00:34:36: And I'm gonna refer back to leadership again.

00:34:39: The reason being is because myself, Poppy, Rob and Neil we're working from the moment we wake up to the moment that we go to sleep.

00:34:49: so if brokers need us at any time We are their disposal.

00:34:56: In my experience previously in other businesses have not had them.

00:35:01: So i feel like they could be underestimated.

00:35:03: Think about this a lot Because I know how much everyone cares about the brokers and i've always come back to this idea of Broker calls one of my managers at eleven o'clock at night And they're about to go to bed or ten o' clock At night whatever time, and you look at their phone in a go it's fine.

00:35:17: It could just be I could pretend I'm asleep.

00:35:19: I'll ignore that One?

00:35:20: I genuinely believe our manager answers The phone goes.

00:35:23: what can help ya?

00:35:23: whereas I believe the Manager who doesn't care like we do Goes find out do it In the morning.

00:35:29: and That I believe is one Of the fundamental differences between.

00:35:33: you know, if you had to give an anecdote of why does white and cold work how it does like that is an anecdote.

00:35:39: And for anyone listening You can hear through all the managers.

00:35:42: they know that they worked twenty four seven Like.

00:35:44: don't get me wrong everyone's well compensated.

00:35:47: But at the same time as I was spoken in That way from The first moment Everyone joined us.

00:35:52: just To be clear apart From when your on An actual holiday there Is no Time Off and even when you're on holiday Candice, she don't get time off.

00:35:59: We tell the brokers we go.

00:36:00: by the way guys, Candace is on holidays so everyone come to other managers And she'll still get ten messages now saying can help me with this?

00:36:06: Can look at that.

00:36:08: but...you know..we love it!

00:36:10: We wouldn't do this if we didn't Love It.

00:36:13: I think i said earlier right....I have a sense of responsibility To these people That are on commission only To make it work.

00:36:23: There's not many jobs where really you could be the manager of a team and actually change their lives.

00:36:28: Which is quite... I'm just giving myself goosebumps under here!

00:36:31: Me too, it was special!

00:36:32: But honestly there are no many sales roles or managers but Jobs apart from real estate and maybe like I don't know my insurance sales or like tech sales where you could be Like the manager of a team and be like if i help these guys they're actually going to change their lives.

00:36:50: They're not just making a salary.

00:36:51: Not getting enough pay rent on car, we can have them retired in ten years Which is insane.

00:36:57: When it's all said done what do want people say white and co stood for?

00:37:06: The care...the culture Of everybody wanting to see everyone win Like our culture is, that's given me like when a deal goes on the board.

00:37:21: The excitement for everybody we just want.

00:37:26: and the brokers?

00:37:27: they're the ones staying in day out but working so hard And They Just Want People To Win.

00:37:36: Our Culture Is Just.

00:37:38: I'm Proud to Be A Part Of That Culture.

00:37:44: It So Cool!

00:37:47: What do sales directors or managers at other businesses get so wrong?

00:37:54: Three things come to mind.

00:37:56: You're passionate about this topic

00:37:58: already.

00:38:02: First of all as a leader, manager and director your job is to Get people from here-to-here in many financially mentally growth skill set, whatever that looks like.

00:38:20: And I think some leaders and managers they manage people as a collective so They managed people across the board.

00:38:29: So let's say you have sixty people in your team.

00:38:31: You've got sixty different people with different characters Different mindsets, different abilities.

00:38:35: But People manage them but they blanket Manage and That doesn't work!

00:38:41: You need to Individually understand The individual that are working With build a relationship, understand them and manage them based on who they are to get the best out of them.

00:38:51: That's the first thing I would say.

00:38:54: The second thing is some sales directors or managers when they Get into certain role position They sometimes think well i've got that position now.

00:39:06: so one kind of like...that's it right?

00:39:10: And Well I have this position because you don't know at all.

00:39:14: And one of the things that we all do, and I watch myself while I sit next to Poppy every single day.

00:39:22: We take advice from The Broker.

00:39:27: so if someone's doing something really well... ...I'll learn from them!

00:39:33: It is a constant development for my skills to help those around me through people who are doing it day in or day out.

00:39:45: And the third thing I think your own personal development and something that we're big on at The business is how are we growing?

00:39:53: How will be getting better as individuals?

00:39:54: whether that's going to a seminar Whether that watching YouTube video, whether that reading book whatever.

00:39:59: That looks like I Think you're in person Development.

00:40:02: it super important because the more information that You can learn you can develop that then pours into those around you.

00:40:08: Yeah It's like a client right.

00:40:10: and remember you when we did a training session about two years ago You stood there and he said people Read more listen.

00:40:16: More learn more and when you're speaking to clients You have more.

00:40:20: talk about.

00:40:20: yeah, and it's touch points of communication.

00:40:23: And our own development then filters through to the brokers.

00:40:26: So I think that

00:40:27: they see us doing that.

00:40:28: They're going to be like wow I need to keep up with this guy or girl Where as if you say your manager is just messing around every weekend?

00:40:34: Just come the difference Is a job or career.

00:40:38: you know what i mean, and I think too many people in This industry fall upwards you know, they end up in a position just because they've been doing it long time and that's not the way should be.

00:40:47: And thank you so much for taking the time to come sit down do this.