BEST IN CLASS
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.”