[PPT] - Matt Giggs - achievements Countrywide between 1996-2012 - Won every PowerPoint Presentation

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Matt Giggs - achievements

Countrywide between 1996-2012 - Won every regional and national award in all positions in this period.
13 Number one branches in separate locations across, Beds, Cambs, Bucks and Northants
Started Giggs & Co in May 2012 and listed/sold more than anyone else in year 1
Number one on listings in 3 months
Number one sold boards 4 months
£300k turnover and £85k net profit in first 12 months
£650k turnover year 2 £280k net profit in year 2
£1,050,000 turnover £500k net profit in year 4
Number 1 agent for 18 Consecutive quarters (230 weeks)
We achieved MUCH of the above in just 2 years 7 months from a serviced office 2.5 miles from the

High Street.

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Brain Conflict

Mindset

growth

Mindset

fixed

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Do you understand your mindset?

An old Cherokeeis teaching his grandson aboutlife. “A fight is going on inside me” he said to the boy. “It is a terrible fight and it is between twowolves. One is evil - he is anger, envy, sorrow, regret, greed, arrogance, self-pity, guilt, resentment, inferiority, lies, false pride, superiority, and ego.” Hecontinued... “The other is good - he his joy, peace, love,hope, serenity, humility, kindness, benevolence, empathy, generosity, truth, compassion, and faith. The same fight is going on inside you - and inside everyother person,too.” The grandson thought about it for a minute and then asked his grandfather, “Which wolf will win?” The old Cherokee simply replied, “The

ne youfeed.”

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Daniel Barea

Rightmove Daniel Barea is a leading Insights Analyst whospecialises in consumer behaviour. For the past two years he has worked with Rightmove, providing insights that help shape the company’s strategy in engaging with its vast customerbase. Having access to one of the UK’s largest

nline audiences places him ina

privileged position to acquire a deepand unique understanding of themodern-day consumer within the property industry: who they are, what motivatesthem, their expectations, frustrations,and challenges. Daniel aims to use aconsultative approach which cuts through unnecessary jargon and lands a message that brings data to life and

ffers truevalue.

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“The Modern-day Home-mover”

A closer look at the consumer journey of sellers and buyers.

Daniel Barea

Insights Manager

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“You’ve got to start with the

customer experience and

work back from there. Not the other way around.”

Steve Jobs

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3 stages of selling a home

Stage 2: On the market Property advert, viewings, negotiation Stage 1: Choose an agent I. Choosing who to call for valuation II. Choosing who to instruct Stage 3: Post SSTC Conveyancing and progression

SLIDE 11 11 2016 Seller Survey – 5,420 respondents

81%

Of sellers instructed a different agent than the one they bought from.

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Stage 1: Choose an agent

I. Choosing who to call for valuation

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Stage 1: Choose an agent

I. Choosing who to call for valuation

Knowledge of the local area 73.7% Other properties they are marketing 47.2% A recognisable brand 41.5% Information about their team and expertise 27.7% The range of services they provide 27.7% Testimonials from satisfied customers 24.2% Other 10.1% Industry affiliations 7.8% Q: When shortlisting and deciding which agent to invite out to value your property, what do you look out for? (Respondents were allowed to choose multiple responses)

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Stage 1: Choose an agent

I. Choosing who to call for valuation

First impressions all important: What is most important in the response to your enquiry?

1 2 3

“The QUALITY of the response” “The PROACTIVITY

f the

response”

“The SPEED

f the

response”

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1out of 10

Of sellers said fee was most important factor

Stage 1: Choose an agent

II. Choosing who to instruct

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Stage 1: Choose an agent

II. Choosing who to instruct

18%

Of sellers chose agent that offered the lowest fee

(of those who did an appraisal)

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Stage 1: Choose an agent

Q: After inviting a few agents to value your property, what would make you decide who to instruct? First time sellers Their knowledge of the local market 40.2% How they intend to market your property 16.2% Clear reason for the asking price recommended 16% Experienced sellers How they intend to market your property 30.6% Their knowledge of the local market 19.7% Fee 18.4% Investors Their knowledge of the local market 23.7% Fee 23.5% Their knowledge of the local market 22.7% Their knowledge of the local market 29.9% How they intend to market your property 23.4% Fee 17.3%

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Stage 1: Choose an agent

Best price
Quickest time
Committed buyer or tenant
As little stress as possible
II. Choosing who to instruct

SLIDE 19 19 “Kyle seems genuine…I think he’ll do a good job…” “I felt like she actually listened…” “There just wasn’t a connection...” “I’m not sure…I guess it felt like the right choice”

Stage 1: Choose an agent

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Trust: the ultimate differentiator

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Stage 2: On the market

Q: Once you've instructed an agent, what is most important to you? Sellers Landlords Regular communication about the sale/rental of your property 55.1% 56.2% Ensuring your property gets maximum exposure to buyers/tenants 26.1% 8.2% Getting your property on the market quickly 9.2% 30.5%

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82%

Of sellers said they’d like to hear from their agent at least once a week.

Stage 2: On the market

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Stage 2: On the market

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Stage 2: On the market

Keep sellers updated on your efforts

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Stage 3: Post SSTC

Do sellers understand the scale of your job?

POST SALE AGREED SERVICE VALUED AT:

8%

There is often a sense of loss of control after offer is

accepted.

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Stage 3: Post SSTC

POST SALE AGREED SERVICE VALUED AT:

8%

30%

f sales fall through after SSTC

On average Do they know?

SLIDE 27 27 “My partner works fulltime but hasn’t a fulltime contract. Can we get a mortgage?” “Excellent till sale agreed, the sales progressor was not, and conveyancer recommended by the agent was even worse.” “I don’t understand what’s happening! Should I do the chasing myself?” “Our mortgage deal may run out before exchange. Can we extend it?”

Stage 3: Post SSTC

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Post offer service levels offered by EAs

Base: 857 Rightmove sellers who had recently completed a sale of their property Which of the following statements best describes your experience of the service your estate agent provided after you had received an offer?

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The better the post offer service, the higher the

verall customer satisfaction

Base: 857 Rightmove sellers who had recently completed a sale of their property Figures are % who were satisfied with the overall service received from their EA

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Summary

Buyers are sellers are buyers

Think of the journey in its entirety

Know your customer

No one-size-fits-all approach will work

Find ways to win trust

It is the ultimate differentiator

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Sam Ashdown

Marketing coach to award winning agents Sam Ashdown is a digital marketing specialist to the property industry, specifically to independent estate agents. She helps agents to grow their businesses through smart and innovative marketing methods. Sam has been featured in the Sunday Times, Bricks and Mortar, The Telegraph, House Beautiful and she is the current editor for Estate Agent NetworkingUK. Sam is prolific on all social platforms,and has a social audience of over50,000. She travels to conferences all over the world, including Social MediaMarketing World, Content Marketing World and Traffic and Conversion, all in the US. She has also travelled toCanada, the US, Nassau and Iceland, researching for her upcoming book on international real estatemethods

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With Sam Ashdown

Get Through

More Doors in 2017

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Hi, I’m Sam

www.samashdown.co.uk www.home-truths.co.uk

(and George)

www.ashdownjones.co.uk

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Friend me!

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Bragging rights

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I travel a bit

to learn about this stuff

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And meet lots and lots of independent estate and letting agents

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I’ve learned

ne thing

above all

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SUCCESSFUL AGENTS WORK SMARTER NOT HARDER

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AND TAKE SWIFT AND DECISIVE ACTION

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THE PROMISE

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How you can use my revolutionary PREDICTION MARKETING to

 Attract your ideal clients by being their trusted source of advice  Anticipate what your future clients will want  Build trust over time  How to not just get on their shortlist, but be their favourite agent.

Here’s what I’m going to show you

SOUND GOOD?

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THE PROBLEM

(Why this idea is so important RIGHT NOW)

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You’re not getting through enough doors.

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Your phone isn’t ringing

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Marketing is getting more and more

expensive

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In fact, most traditional methods of marketing just don’t work today

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THE PITFALLS

(These are NOT the answers)

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Spending a ton on Google Adwords

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Buying newspaper space each week

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A pretty, pricey website

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Complicated customer relationship management software

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Sending out thousands of leaflets each month.

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How happy are you right now with your market share?

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More leads = More appraisals = More instructions = More sales = More money

What do you want? = Happy You

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What’s stopping you?

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Time Money Know-how

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Time Money Know-how 168 hours

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Time Money Know-how 100 x ROI 168 hours

??

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Know-how

(That’s where I come in)

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How much is it costing you right now to have an empty diary?

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Let’s do the maths

Average fee £3000
Conversion rate 60%
Revenue per Val = £1800
5 new Vals per month

= an extra £108,000 a year

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Could Prediction Marketing get you 5 new Vals a month?

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Answer their Googled questions So you become top of mind before they sell And then be their choice of agent when they sell.

Prediction Marketing

Is SIMPLE. Just….

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Let’s talk about Awareness

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The 5 Phases of Awareness

1. NO

AWARENESS

2. LOW

AWARENESS

3. MEDIUM

AWARENESS

4. HIGH

AWARENESS

5. PRIME

CHOICE Rely on touting and joint instructions. Under charge,

ver promise

Low quality, low conversion - price dependent A credible alternative. Better fees and higher quality property. You are their

favourite. Fee

less important than service, values and personality. You are the ONLY agent through the door. Fee unimportant.

TRUST GAP

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But how do you achieve awareness when…

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You can be amazing,

r you can be

useful. Which is easier?

“ “

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In 3 STEPS

Prediction Marketing

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Identify your perfect client

STEP 1

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WHO’S YOUR IDEAL VENDOR?

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Create Content They’ll Love STEP 2

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Telling not selling

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What are they Googling?

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1 2

The 7 Stages of Selling

3 4 5 6 7

Home fits Feeling squeezed House too small What if? How? When? Who? Go! (instruct)

STATUS QUO WONDERING CONSIDERING PLANNING COMMIT

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Align your content with their journey.

With them at every step

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STATUS QUO CONSIDER PLAN COMMIT WONDER PHASE CONTENT

Home organisation tips Extensions, home offices, loft conversions Timing, DIY or full service, choosing 3 agents Questions to ask at a valuation, how to prep for sale Viewings, offers, processes

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STATUS QUO CONSIDER PLAN COMMIT WONDER PHASE CONTENT

Home organisation tips Extensions, home offices, loft conversions Timing, DIY or full service, choosing 3 agents Questions to ask at a valuation, how to prep for sale Viewings, offers, processes

Online valuation

pportunity

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Remember – content is not just blogging!

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Know why you’re doing it STEP 3

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300 visitors/month

2010 - I discovered blogging

2011- 1,000

Now 6,000+

visitors per month

2004-2009 2014 - 3,000

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Just by blogging

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Don’t just take my word for it…

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“Agents should blog as it helps position them as the authoritative go- to agent in their area”

Maurice Kilbride Cheadle

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“It showcases our talents/expertise, shines light on our ethics and the work we put into each and every client.”

Victoria Green VMove

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“It's all about positioning yourself as the expert so you attract business rather than have to scrap for it.”

Perry Power Power Bespoke

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1. Identify your perfect client 2. Create content they’ll love 3. Know why you’re doing it

PREDICTION MARKETING: 3 STEPS

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Change (or become irrelevant.)

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Sam is different. She is exceptional. I have been in this industry for a long time, but learn something new every time I speak to Sam.

“ “

ERIC WALKER MD, NORTHWOOD

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Unless you are a competitor of mine, I highly recommend you give Sam a call.

“

CHARLIE PERDIOS OWNER, ANTHONY PEPE BEST LONDON AGENT, NEGOTIATOR AND TIMES’ AWARDS

“

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I owe every bit of my amazing success to Sam Ashdown

“ “

KARREN, LONDON

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sam@samashdown.co.uk Or message me on Facebook

10 X FREE

ne-to-one-

Marketing Planning Calls

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Sally Lawson

ARLA President-elect Sally started investing in property at the age of 18 with the purchase of her first flat – and set up her lettings agency at the sameage. By 2005, Sally’s Letting agency wastotally systemised and operating withouther, so she felt she needed a newchallenge, so she started working as a consultant helping

ther letting agencybusinesses systemise and

smooth their back end systemsover. To promote the business in the early days, Sally found that the best way to generate interest from a national brand, was through social media and online content, a real benefit of this in particular, was the exceptional reach potential, and zerocost. Harnessing the power of social media, Sally has now reached over 7 million people online, utilising numerous accounts on Facebook, Twitter,LinkedIn, promote her own brand of

perations.

Sally is now a speaker and was awarded International Speaker of the Year by the PSA in 2015. She is also President-elect ofARLA.

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Sally Lawson

MARLA, MNAEA, ARLA Vice President

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Title Text

Body Level One Body Level Two Body Level Three Body Level Four Body Level Five

GROWTH STRATEGIES

FOR AGENTS

SLIDE 103 INCREASED COMPETITION

ONLINE AGENTS

INCREASED LEGISLATION

THE MODERN LETTING AGENTS PLIGHT…

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CHANGES LOOMING…

Tenant Fees Banned - more cost efficiencies
Client Money Protection for ALL agents
Agents needing to be licensed (in Wales

already)

Landlords having to be licensed (in Wales

already)

Fixed Fees and Banning order for failings in

compliance

Removal of section 21 possible
Longer tenancies likely

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SLIDE 106 PROPERTY AGENCY INTENSIVE

LAWSONS 1990-1995

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SLIDE 109 INCOME INVESTIGATE INVEST INCREASE INSPIRE

AGENCY INCOME OPTIMISATION

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WHAT DID YOU DO 10 YRS AGO V

NOW

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WHAT DO YOU DO FOR

FREE?

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WHAT LAYERS CAN

YOU ADD?

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SYSTEMISATION

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YOU NEED TO KNOW THE NUMBERS YOU NEED TO ACHIEVE HIGHER NUMBERS

SLIDE 116 INCOME INVESTIGATE INVEST INCREASE INSPIRE

AGENCY INCOME OPTIMISATION

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Sally Lawson

MARLA, MNAEA, ARLA Vice President

SLIDE 118 What is your companiesvision? A VISION STATEMENT is your business’s ticket to success. A photograph in words

f your

company’s future, it provides the inspiration for your team, daily

perations and your strategicdecisions.

Without a vision statement, effective planning becomes impossible; it’s the vision statement that provides the destination for the journey, and withouta destination, how can you plan theroute? If you don’t have a vision statement, don’t

panic. I bet you do have a vision of what you

want your business to accomplish; you just need toarticulate and formalizeit. We help clients create their vision soit becomes a reality! P.S It isn’t hard to write a vision statement. But it is sometimes difficult to write a vision statement that truly encapsulates your vision for your company. When you write your vision statement, make sure that you have chosen the vision that is mostimportant to you.

Matt Giggs

DESTINATION Anyone can start an estate agency as we all know. The key to being a successful agent isa clear understandingof...

what does your company

look like in the next 3, 5,

r 10 years?
what do you want to

become?

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Your Purpose

HOW

PROCES S

WHY

PURPOSE

WHAT

PRODUCT

People don’t buy what you do... they buy why you do it!

* Simon Sinek The GoldenCircle

SLIDE 120 For what reason are you here? What would you like your contribution to be to others? What personal strengths can you add to the bigger world out there?

Remember: “Whatever is on top, runs everything underneath.”

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How to build a high performance and fearless team!

What does outstanding look like?

SLIDE 122 Focus on Collective Outcome Focussing on... Full Attainment of Commitments Embracing... Clarification and Buy In Achieving... Constructive Debate Mastering... Vulnerability without Fear of Repercussions Building... Trust Conflict Commitment Accountability Results * Lencionimodel

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D I C S

Dominance

Direct
Results-orientated
Firm
Strong
Forceful
Analytical
Reserved
Precise
Private
Systematic

Conscientiousness Influence

Outgoing
Enthusiastic
Optimistic
High-spirited
Lively
Even-tempered
Accommodating
Patient
Humble
Tactful

Steadiness

Seek to understand before being understood

* RRIproperty

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Training and Development with Results

10 9 8 7 6 5 4 3 2 1

SLIDE 125 Others (70offices) Office 12 Office 11 Office 10 Office 9 Office 8 Office 7 Office 6 Office 2 Office 3 Office 4 Office 5 252 88 88 88 50 50 48 49 32 34 36 47 283 PE19 8, PE19 5, PE19 6, PE19 1, PE19 2, PE28 0, MK443

Sales Agreed Report

SLIDE 126 Implementing actions will get the rewards and fulfil the potential of what is already around you. Makea commitment to today and to your future and know exactly what you want in your mind’s eye.

Matt Giggs

PERFORMANCE SOFAR...

YOU KNOW AND UNDERSTAND EXACTLY WHAT YOUR CLIENTS WANT
YOU KNOW NOW HOW TO GET THROUGH EVEN MOREDOORS
YOU KNOW HOW TO CREATE A POWERFUL VISION WHICH MEANSSOMETHING
KNOW HOW TO BUILD A TEAM THATDREAMS
YOU HAVE HEARD FROM KARREN ABOUT OUTSTANDING LEADERSHIP AND A GROWTH MIND

SET

Yet, there is still more...

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Baroness Karren Brady

Baroness Brady of Knightsbridge CBE is one of the most influential, high profile and respected female business leaders in theUK. Voted Business Woman of the Year, Ultimate Entrepreneur and rated among the 50 most inspirational people in the world, she is passionate about business and the promotion

f women inbusiness in theUK.

Karren is CEO of West Ham United Football Club, one of the leading London Premier League football clubs and currently valued at £800,000,000, as well as Senior Non-Executive Directorof Syco Entertainment, a company jointly owned by Simon Cowell andSony and leading retail multinational Taveta Investments, owner of global brands including Topshop. Lady Brady was made a life peer by the Prime Minister, entering theHouse of Lords in 2014 and received a CBE from the Queen for her servicesto business, entrepreneurship and women in business.

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Do you understand the numbers in your business?

Do you know where to grow your business?

SLIDE 130 CONVERSION RATE % = SALES X = 2016 2017 (10% Increase) VALS X CONVERSION RATE % = INSTRUCTIONS X GROSS REVENUE £ EXCHANGE NO. X AVERAGE £INST = 130

CONV. RATE %

5 Key Drivers to Growing Your Business

SLIDE 131 2016 2017 (10% Increase)

Can you realise your REAL potential?

400 440 45% 50% 180 220 CONVERSION RATE % = SALES X = VALS X CONVERSION RATE % = INSTRUCTIONS X GROSS REVENUE £ EXCHANGE NO. X AVERAGE £INST =

CONV. RATE %

60% 66% 108 145 70% 77% 76 112 £3000 £3300 £228,000 £369,600

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So for the extra £141,000...

We only need to make small minor incremental increases.

What can be achieved in your company?

Do you want to understand the numbers

and grow your business? Our achievements are attributed to coaching/ mentoring and constant mastery of what we do.

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ORGANISATIONAL HEALTH

01.

BUILD A COHESIVE LEADERSHIP TEAM

02.

CREATE CLARITY

04.

REINFORCE CLARITY

03.

OVER COMMUNICATE CLARITY

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The Belief Cycle

BELIEF The amount of Belief you have determines the amount of Potential you can tapinto. RESULTS The Results you get determine your belief in yourself. POTENTIAL The amount of Potential you tap determines theamount of Action youtake. ACTION The amount of Action you take determines the Results youget * RRIproperty

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