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Trans­form 2018

Trans­form 2018 brought to­gether more than 120 agents from around Aus­tralia who were look­ing to im­prove their skills and learn from the best in the busi­ness. In a chal­leng­ing 30 days, par­tic­i­pants won points for com­plet­ing chal­lenges along the way, with the top six on the leader­board each re­ceiv­ing a plat­inum pass to at­tend AREC 2018.

We asked the 10 top scor­ers for their Trans­form take­aways - in­clud­ing what’s next. SAM BE­VAN Sales As­so­ciate, Real­mark Coastal • What is the mar­ket like in your area?

The sales mar­ket in Perth Metro took a steep down­ward correction around the mid­dle of 2015, af­ter a very buoy­ant cou­ple of years. Right now the Perth mar­ket is de­pressed.

• Why did you join Trans­form?

I wasn’t go­ing to. This year, lead­ing up to it, Nikki [Horner] kept pes­ter­ing me. I told her, “I don’t have $99. I lit­er­ally do not have any money at all. I’m having a re­ally bad time. I’m not list­ing or sell­ing any­thing. I know it’s re­ally im­por­tant and you’re go­ing to be both­er­ing me about it, but there’s just noth­ing I can do.”

Then she called me on the af­ter­noon that en­tries closed off and said, “This is your last chance.” I said, “Sorry, I can’t do it,” and she went, “I’m reg­is­ter­ing you and I don’t ever want you to pay me back. I’m do­ing it be­cause I think you need to do it.”

I guess I had pushed a bit of a so­cial pro­file, and I’ve got friends who think I’m just rak­ing in the money be­cause of what I put out there. It’s just the op­po­site of the truth. Last year, I was in the top five rook­ies in all of WA for sales [yet] I couldn’t even pay my mort­gage. So that just tells you how de­pressed the Perth mar­ket is; you can be one of the top five agents and you’re still strug­gling.

• What is your ‘why’ and how does it mo­ti­vate you?

Hon­estly, my why is me, be­cause I’ve done it tough for a long time for var­i­ous per­sonal rea­sons. What I’ve learned from that is – es­pe­cially when you’ve got chil­dren who are watch­ing what you’re do­ing, lis­ten­ing to what you’re say­ing and see­ing how you treat your­self – it’s so im­por­tant that you get your­self right first. Put your oxy­gen mask on your­self be­fore you help the per­son

next to you. If you don’t look af­ter your­self, you’re not go­ing to be much for them. I’ve put my­self last for many, many years, and I find that by putting my­self first it’s a way of putting my fam­ily first.

• What is one thing you’ve quit do­ing since Trans­form?

My job! We had a big fo­cus on mind­set dur­ing Trans­form, and it helped me re­alise that the en­vi­ron­ment I was in was not healthy. I made a change to chase the pos­i­tive, and with my new com­pany I have found my new nor­mal.

• What’s your big­gest take­away from the pro­gram?

You need to work on your­self from the in­side out. All the scripts in the world won’t help you if you’re un­happy and un­healthy.

Once we put some changes into place, thanks to Jet Xavier’s mindfulness pro­gram, I could feel my­self ra­di­at­ing con­fi­dence and self-be­lief. The turn­around on my busi­ness has been in­cred­i­ble.

It’s not the scripts and di­a­logues. It’s not get­ting the per­fect flyer to put in let­ter boxes. That’s not where your change is go­ing to come. It’s go­ing to be get­ting your head sorted so that ev­ery­thing else goes from there.

• How did you cre­ate ca­pac­ity/bal­ance to com­plete the chal­lenge dur­ing the 30 days?

There’s no such thing as bal­ance. It’s about cre­at­ing a man­age­able im­bal­ance. My kids lis­tened along to the we­bi­nars with me in the car on the way to school and gave their opin­ions!

• What will be your ‘epic con­tri­bu­tion’ to com­mu­nity mov­ing for­ward?

I worked with a sales rep called Michelle Kerr. Michelle has be­come my per­sonal men­tor. I can call her any time of the day or night, and her gen­eros­ity is in­cred­i­ble. She’s got this bal­ance in her life that she has cre­ated, and she’s one of the most suc­cess­ful real es­tate agents in WA.

She and I have started this group called Women in Real Es­tate (The WIRE); we’re say­ing to women that you can have it all, but you just have to do it dif­fer­ently and this is how we’re go­ing to help you do that. We’ve got prin­ci­pals, agency own­ers, prop­erty man­agers, per­sonal as­sis­tants, ev­ery­one who works in real es­tate is wel­come. Peo­ple are re­ally get­ting a lot out of it. • What is your next goal? My next goal is the $1 Mil­lion Club, for what it will make of me to achieve it.

• Would you do it again? Is there any­thing you would do dif­fer­ently?

I would 100 per cent do this pro­gram again for the ca­ma­raderie and per­sonal devel­op­ment I have ex­pe­ri­enced.

• What ad­vice would you now give to some­one in real es­tate or want­ing to do Trans­form?

If you’ve been in real es­tate for years and years and years, and you think you know it all – you don’t. Don’t let that pride get in the way; just say, ‘Right, I’m open to change. I’m open to learn­ing. I might not know it all, so here’s an op­por­tu­nity to learn some more.’

Trans­form is just in­cred­i­ble and the friend­ships I’ve made out of it are un­be­liev­able. I’ve also got­ten re­fer­rals through Trans­form; it’s an amaz­ing net­work­ing op­por­tu­nity. You prob­a­bly don’t even know that you need it un­til you start do­ing it and you re­alise there was some­thing miss­ing.

“If you’ve been in real es­tate for years and years and years, and you think you know it all – you don’t.”

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