-
MICHAEL CLARKE FROM ROCK BOTTOM TO $3.5
MILLION
-
www.clarkeandhumel.com.au
-
www.clarkeandhumel.com.au
• In the beginning… • Early Years: Orange, 7 Kids • University:
Communications/Advertising – University by day, sold
encyclopaedias
by night • Advertising: bored • Needed a hobby: Kung Fu • Salsa?
• Met Cherie
-
www.clarkeandhumel.com.au
• I was given a book to read… • Started in Manly and had no
idea!!! • I was prepared to work
hard: 130 Cold Calls a week, 7:30am - 8pm most days
• Debit/Credit package of $32,000 and 12 weeks to get into
momentum…
• Tick Tick Tick…
-
Rock Bottom
July 2006 • Manly Servo and checked ATM Reality set in… •
Renting a sunroom • Nothing but a HECS debt and credit cards maxed
• Called Dad to transfer some money; the toughest call… • Walked
home that night… • How could I try so hard and still go
backwards?
www.clarkeandhumel.com.au
-
www.clarkeandhumel.com.au
“We’re going backwards but not fast”
How are we going?
-
The mission… Get better fast!!! • Couldn’t learn all the lessons
myself – had to leverage from others’ mistakes and efforts • Top
ten agents • As I knew nothing, I’d need to know Scripts and
Dialogues and Vendor Management • Simon Pilcher: Caught up for 6
months doing scripts and dialogues • Wayne Vaughn, Peter Chauncey
& John McGrath – this supercharged me
www.clarkeandhumel.com.au
-
Things started to change… • My first big commission cheque… •
2007 Finalist in REINSW Best New Agent • 2008 Decision time for us
Cherie into Real Estate or Architecture?
www.clarkeandhumel.com.au
-
www.clarkeandhumel.com.au
Cherie joined me… • I had a teammate! • My first open home with
Cherie • “What price do the vendors
want?”
-
In 2009 we cracked the million dollar mark In 2012 we started
Clarke & Humel Property
www.clarkeandhumel.com.au
• Year 1: Over $100,000,000 • Year 2: $140,000,000 • Last year
almost $250,000,000 • Staff of 22 people including 7 salespeople •
300 Property managements • On track for $350,000,000 this year
-
Scripts and Dialogues… Are they dead?
• A question I asked myself? Should I persist? • Our toolbox •
Must understand the strategy around it • I practiced, rehearsed and
practiced again… • What’s it really going to sell for? •
Inexperienced agents… • I don’t want to Auction…
www.clarkeandhumel.com.au
-
Vendor Management Types of vendors…
• Cynical: Sandra • Overly Positive: Keith • No sense of
urgency:
Patricia/Deepak? • Aggressively opinionated:
Graeme • Take good advice
www.clarkeandhumel.com.au
-
You Can’t Do It Alone!
www.clarkeandhumel.com.au
The Biggest secret to success..?
-
• If you are struggling or new… • December 2014… Caltex Service
Station • Sold in excess of $200,000,000 for CY 2014 • From Sunroom
to Seaside…
www.clarkeandhumel.com.au
