A great way to help build your plan for the year ahead is to get your team involved. Identify the key people in your business that can assist with creating your business plan and get them all in the room at the one time. Have a discussion around what you are wanting to achieve for the year ahead and what are the opportunities.
I am pleased to announce that we have 2 new specialist consultants that have joined the INK Consulting Team.
1. Jason Borowicz – Customer Experience Designer
We are pleased to have Jason joining our team as our specialist Customer Experience Designer. Jason has had experience in numerous medium to large enterprises and has been fundamental in focusing businesses on developing customer experiences that own their customer relationship. As you will know, my key topic that I speak about is “Your Customer is Leaving” and it is great to have someone on our team now that can help our clients design customer experiences that really stand out in their market place and creates a unique service offering that really stops the customer leaving.
2. Allan Lloyd – Compliance
Allan comes to us from a long history in compliance and audit as many of the industries that we work in start to enter into a more compliance focused regime. It is great to have support of a specialist that can provide practical support for businesses looking to ensure that their compliance requirements are meeting their industries legislative requirements set by Government.
One business owner I met this week was concerned about his team negotiating by phone or email, rather than taking the time to have face-to-face meetings. Under time pressure, there is a huge temptation to pick up the phone or email to progress a deal, but the tradeoff is a loss in 3 key areas of negotiation – feedback, focus and flexibility.
Feedback to a proposal is often communicated by a person’s body language, and without that feedback we can’t judge the best next step. The focus of a meeting is far better than on the phone or emailing where there are more distractions. And flexibility is needed in a give-and-take negotiation, where both sides try to problem-solve and meet their interests. Emails aren’t flexible, and can be recipes for disaster in a negotiation as they tend to state a fixed position.
So following my own advice, if you want to improve your financial performance by up-skilling your team’s negotiation skills, then let me know (by phone or email) and happy to meet up over a coffee to discuss how I can help.
Having a group of people within your business who are all specialists in their areas, is key. Recruiting for these specific people, requires us to be asking the right questions: Here are 6 key questions to ask at your interview:
- Give me an example of how you’ve showed initiative and what was the result?
- How have you created change in your last role?
- Give me your definition of High Performance?
- How have you created an amazing customer experience for a past client?
- As a member of a High Performing Team, taking responsibility and problem solving is critical. Give me examples of how you’ve done this.
- Where do you see your current skills fitting in this role and how can they be developed and complement the team?
Creating the structure for your High Performing team involves having role overviews, establishing expectations, having an activity plan, accountability training and skill development.
If you need assistance creating your EBU or want help motivating your existing team or creating structure, systems and processes, give us a call.
On the 1st Jan 2019 the Anti-Money Laundering and Countering Financing of Terrorism Act (AML/CFT) for Real Estate agents comes into force. This is a critical piece of legislation that brings with it severe penalties of up to $5 million in fines and jail time. It is imperative that you meet your requirements by the due date to avoid prosecution.
Therefore, it is critically important to ensure your team has undergone a base-level of training in understanding their obligations and requirements. As part of our ongoing support for real estate offices in NZ, we have partnered with Strategi Group, who are recognised as compliance leaders in this space. Working alongside Strategi, we have Cat Levine to provide your office with 3 key options.
- In-office Team Session: Understanding your compliance requirements as an individual agent. This session is to make you aware of the risks of money laundering faced by your agency and how the salespeople should respond when confronted with such risks.
- Supply of a company manual, templates and checklists in order for you to create compliance with legislation.
- In-house risk assessment, where we work with you to create a risk management program and support the implementation across the business.
To find out more and then book your team session, give us a call on 0800 800 303 or email email@example.com
Another successful AREC (Australian Real Estate Conference) was held last week on the Gold Coast and over 3000 Real Estate agents descended upon Broadbeach eager to hear from a myriad of speakers on how to improve their game, stand out from the crowd, grow their business and evolve with the times. Whilst there was a lot of information to take in, the message on how to be successful was clear; BE THE TRUSTED ADVISOR – know your market, be professional and focus on your clients to create trust and credibility. STAND OUT FROM THE CROWD – your marketing, image, brand and service delivery matters now, more than ever and EMBRACE TECHNOLOGY – are you progressing or preventing?
The Real Estate industry is changing and rather than fight the change, it’s time to embrace it! With the help of my team of consultants who are experts in their chosen fields, we have the skill and knowledge to arm you with the tools needed to become a powerful industry force. Stop struggling – reach out to those who can help you stand out from the crowd, create and implement systems to boost your business, generate business growth and gain the success you deserve.
When you have made the decision to prioritise the development of a systems and processes philosophy in your business, it is important to get the entire business to understand the key reason and purpose of this project.
Once you have committed to get the team involved, we can begin following a process implementation system that will create a greater lift in your enterprise value.
10 key steps to creating a high performance process:
- Team meeting to explain purpose of systems and processes development and create buy in from the team.
- Identify a list of systems and processes within your business (heading only).
- Review each of these headings and decide on what would be an appropriate outcome if this process was followed.
- Define what the outcome level in dollar terms, customer satisfaction or business efficiency that you would expect if this process was followed correctly.
- Develop a list of activities in the process order that would deliver this outcome.
- Create an on-site delivery mechanism that enables your staff and contractors to follow your prescribed process.
- Create an audit process to ensure the process is being followed and its effectiveness towards achieving the outcome.
- Create a review of actual process outcome versus target and review success.
- Research and investigate industry benchmark outcomes that you can measure your businesses effectiveness and results against.
- Update and improve the process to move outcome towards target required.
Over the last 1½ years, as I have continued to build the darrenpratley.com speaking business, I have been consistently seeing self-employed business owners or team members that are needing support or help in developing their business. As there are many areas of business that I don’t work in, I thought it was important for me to have some very strong solutions that could assist them in developing their business in areas where I don’t necessarily work. From this, we developed the concept of INK Consulting Associates where we have brought together a range of high performing consultants and topic experts that can help support our clients in improving their business and developing growth. We can see from many of our discussions with our clients that growth of their business becomes a very important part of what they do as their success improves. With the success, growth is a key focus and that is why we are really focusing on becoming the growth agency for self-employed business owners and their businesses. Over the coming months, we are looking to add high performing consultants on our team and ensure they are able to provide us with expert and industry leading information to assist our clients.
In an environment where we are constantly looking to develop our business and provide more service, one of the key things every self-employed business owner needs to consider is how they grow their team.
We all know that the best way to develop our business grow our income and ensure we are creating a larger market for our business is to create the leverage of time and use of additional support services. In our business we may be a good widget maker but it is important for us to realize that there are a number of components within our business that are not our specialty. Having someone to provide great administration support, provide on line social media services, providing internal systems and process development are all things that you can have additional members of your team to help you develop to ensure your business grows.
One of the key areas that I ask the people that I am coaching here is these support services or support people that are joining your business do not have to be full time salaried positions. These can be positioned at a level that your business can afford but enable to grow as the market place and your success permits.
Think about your business today and think of all the jobs that you would like somebody else to do. Consider these roles part time positions and who you would need to get to fill these roles. I see many self-employed business owners battling with accounts trying to get their financial accounts completed on time where using the services of a contracted accounts person or bookkeeper can take this whole hassle away from you and ensure that this work is completed in the time frame you need.
Look to develop more people in your business to help support the growth, not necessarily full time.