Complete Real Estate Success Program

1300 367 412 . www.realestateacademy.com.au
A COMPLETE SYSTEM THAT DELIVERS EVERYTHING YOU NEED TO THRIVE
UNLOCK YOUR
SUCCESS IN REAL ESTATE

A complete system that delivers everything you need to thrive
THE COMPLETE REAL ESTATE SUCCESS PROGRAM

Greatness is built on the
shoulders of giants. We are
the shoulders you can stand
on.You can draw on the
experience of ourselves and of
the industry’s brightest minds.

As real estate professionals we all share a common goal - to be successful and to help
people achieve their property goals.
So why is it that only a small percentage of real estate agents make it into the elite group
at the top of our profession? How do they achieve a level of success that others never
seem to achieve despite putting in the hard yards and working well beyond a 40-hour
week? And why do they make running a successful real estate business (whether it be a
business within a business or an entire agency) look so easy?
Being inspired and setting a goal is easy. It’s maintaining the inspiration and doing what it
takes to achieve your goal that’s the real challenge in this industry. This is where many real
estate agents eventually fall off the rails.
Having the drive to succeed is only one of the ingredients you need to achieve your
goals. Why? For the simple reason that inspiration, like many other things in life, has a
‘Use By’ date. Only a small percentage of real estate professionals (and professionals in
any industry for that matter) actually do what it takes to maintain their initial drive and
successfully transform their inspiration into execution. While this naturally includes putting
in the hard yards, the key to the success of Australia’s top real estate professionals lies in
creating a roadmap for success that allows them to work smarter.
WHY do elite agents make real
estate look so easy?
The result is that they not only
achieve their own professional
goals, but they are also:
• Brilliant role models for
their team
• Leaders that attract,
retain and develop the
best people
• Known by consumers as
the agent/agency to call
• Able to achieve a
sustainable balance
between work and leisure
• Successful in creating a
systemised, saleable business

GREATEST industry challenges
As for the greatest challenges expressed by real estate agents on the front line, most
will tell you they struggle with the many behind the scenes tasks that must be done
in order for them to do the part of their job they love doing – list and sell / lease.
Indeed, we all know real estate can be an administrative nightmare. For every single
listing there’s a myriad of behind-the-scenes tasks that must be done, including:
• Phone calls to be made
• Letters and emails to be written and sent
• Marketing collateral to be produced
• Trust accounts to be managed
• Solicitors to be liaised with
• Numbers to be tracked
• Legislation to be complied with
• Data to be kept up-to-date, and last but certainly not least
• Training and professional development to be maintained
And the list goes on…
It’s no secret that the greatest
challenges expressed by
real estate leaders relate to
people management and
winning business. Ask any
principal today what their
top 3 challenges in business
are and most will tell you the
same 3 things they would
have told you a decade ago:
1. Recruitment Onboarding
2. Lead Generation and
Relationship Development
3. Ongoing Professional
Development
ctivity

What do the industry’s best and
highest earners do differently
from everyone else? How do
they achieve and maintain the
level of success and income
that most real estate agents
only ever dream of?
Based on extensive industry
research conducted over the
past two decades, we have
discovered that there are 10
key traits shared by Australia’s
top real estate professionals.
Master these, and you will have
what it takes to rub shoulders
with the top 5% in the industry.
THE 10 keys to
industry success

1. They work to a proven system that everyone in the business can follow
2. They use software that saves them time, tracks their numbers AND helps them
connect with more people, more often, in the right way
3. They actively and consistently prospect for new business
4. They communicate with their buyers and sellers, keeping them informed every
step of the way (and they understand the importance of buyer management)
5. They place a high value on Training and Professional Development, for
themselves and their staff
6. They use a professional Onboarding System for successful recruitment and
induction of new staff
7. They use a professional, fully branded Listing Presentation System
8. They are Employers of Choice because the workplace culture in their agency
is seen to be exceptional
9. They nail the Negotiation process
10. They have exceptional Time Management skills and aren’t afraid to delegate
(because they know who can do what on the team)

Imagine if you had access to everything that drives the
success of Australia’s elite:
• All the letter and email templates they use to prospect for
business and communicate with their buyers and sellers
• All the scripts and dialogues they role-play (including
their signature negotiation process), which helps them
win more listings and sell more effectively
• The database management system they use
• Your own branded version of the Listing Presentation
System they use to win business in the lounge room
• The onboarding system they use to induct and train
new recruits
• The business framework they follow
• The audio they listen to and the videos they watch
• All the professional training courses they attend and
complete
Now you do…
THE key to unlocking your
success in real estate
u

THE five to thrive
Developed by Australia’s
largest dedicated training
and systems development
company, Real Estate
Academy (REA), The
Complete Real Estate
Success Program delivers 5
core systems covering every
element you need to thrive
in real estate today.
developm

one.
The Visual Business Framework
In the real estate space, clients and consumers have a natural process they follow. The
most successful real estate agents understand this process and use it to ensure they
engage the most appropriate plans, strategies and marketing at the right times to achieve
their goals.
The Visual Business Framework (VBF) brings clarity and structure to all the processes, systems
and services required to produce winning results in any real estate business. It follows the
cyclical journey of an agency’s relationship with a client/prospect from start to listed to
sold or leased and visually highlights every component, action and process that makes up
the journey in an easy to follow format. It also delivers a proven model and system to hand
over to a successor, making it a winning component of any real estate business owner’s
succession plan.ment

three.
The Real Estate
Academy App
Smart people don’t start at the
bottom and reinvent the wheel –
they start at the top and reap the
benefits of learning from other smart
people. At REA, we’ve gathered all
our expertise and understanding
of best practice in real estate and
packaged it together in one easy
to access place.
Your complete pocket library
and resource centre
Downloadable on any Mac
platform, the REA App is your
complete pocket library and
resource centre rolled into one.
Best of all, it’s available anywhere,
any time you need it.
two.
The Complete Salesperson Course
The Complete Salesperson Course delivers the content and context to every
component of the VBF. Much more than just a training course for real estate sales
agents, The Complete Salesperson Course is an interactive learning experience and
system that applies equally to all real estate professionals, from sales agents, property
managers and administrative staff to managers and business owners.
The course covers all the latest ideas, proven methods, tools, visuals, scripts and audio
to be more productive, win more business, gain more referrals and love what you
do. Regularly updated, many agents attend multiple times over the course of their
career (often bringing their team with them) to network, re-energise and refocus.

and deliver professional online ‘books’ that combine text,
audio and video for the purpose for learning, information sharing
and marketing.
Interactive in functionality, Webbooks produces real time information
that can be read, listened to, viewed and then acted upon or
implemented instantly. Any new Webbook we produce is instantly
added to our Knowledge Bank, allowing you to stay up-to-date with
the very latest industry trends.You can also request the production
of a customised Webbook for the purpose of in-house training or
consumer marketing. The possibilities are endless.
What’s on the APP?
a. The Knowledge Bank
An industry first, the Knowledge Bank stores all the
resources you need for success in your business, including:
• Every audio and video ever produced by REA
• Real Estate Hot Topics
• Letter and Email Templates
• Articles of interest
• Visuals
• Scripts and Dialogues (including REA’s Signature
Negotiation Process)
• REA’s Signature Listing Presentation Kit
b. The Complete Real Estate Success Program
The Complete Real Estate Success Program consists of
ten powerhouse multimedia self-paced learning modules
covering everything from Onboarding to Leadership and
everything in between.
c. Webbooks
Our latest innovation, Webbooks takes us into the realms
of what’s truly possible in the 21st century. Webbooks is a
powerful multimedia platform that allows us to produce

The Complete Real Estate Management
System is an industry first multimedia self
study program designed to help real
estate business owners drive opportunity
into their businesses.
The interactive, Just-In-Time learning
system uses the Visual Business Framework
(VBF) as a central component to
teach the skills to achieve an effective
management structure that is readily
followed by every team member.
It includes 10 self-paced learning
modules together with a series of CDs
featuring Australia’s best leadership
and management talent. The system
is complemented by a two-day
leadership event that facilitates
national benchmarking and group
implementation.
four.
The Complete Real
Estate Management
System

five.
Complete Data – the complete real estate
technology platform
Complete Data is the chosen real estate software system and engine that drives
the nation’s best real estate agents.  Designed by real estate experts for real estate
professionals, Complete Data channels and brings to life everything we teach at REA.
A prospecting, communication, marketing and workflow genius, Complete Data is a ‘set
and forget’ system that will capture, process, organise, review and do all the behind the
scenes tasks. The result is the freedom to get on with the income generating side of your
business (and the work you love) – listing and selling/leasing.

BECAUSE no one knows your
business like you do, we put
you in the driver’s seat
ex

At REA, we have never believed in the
‘one size fits all’ concept. After all,
there is no ‘one size fits all’ real estate
business; so why should the systems
and services you need be the same as
what everyone else needs?
As a result, we offer several options
in terms of how you could profit from
our knowledge.
For starters you could simply invest in
a product or service as a standalone
purchase. For instance you may like
to purchase Complete Data or invest in
the REA App. Or you may simply like to
attend The Complete Salesperson Course
or another REA event or workshop.
Alternatively, you could choose the more
cost effective and benefit rich option,
which is to become an REA member.
xcellence

THE options
one.
The Complete
Coaching Licence
two.
REA Member
LEVEL 1
three.
REA Member
LEVEL 2
four.
REA Member
LEVEL 3

THE complete coaching licence
The Complete Coaching Licence gives you unlimited access
to the powerful Real Estate Academy App.
Inclusions:
• Access to The Complete Real Estate Success Program
(10 online learning modules covering everything from
Onboarding to Leadership)
• The current Real Estate Hot Topics audio program
• Complete Data Individual
• A 10% discount on all REA events (including our flagship
program, The Complete Salesperson Course)
• Access to our National Real Estate Agent Referral
Network, which provides an exclusive opportunity
to receive and share great listing leads

Inclusions:
• The REA App and all inclusions for
The Complete Coaching Licence
PLUS
• Unlimited access to The
Complete Salesperson
Course, meaning you can
attend as many times as you
like anywhere in Australia
• A 15% discount on any of our
membership workshops run
throughout the country
REA member - level 1

Inclusions:
• The REA App and all inclusions for
REA Member Level 1
PLUS
• Access to all workshops
• A transferable seat to The
Complete Salesperson Course
• A 4-hour Complete Data support
package
• 20% discount on each additional
seat booked for an event

Inclusions:
• The REA App and all inclusions for REA Member Level 2
PLUS
• A 25% discount on all REA national events
• 2 transferable seats to The Complete Salesperson Course held anywhere
in Australia
• 2 transferable seats to attend coaching workshops held at the Academy
• 2 transferable seats to attend The Complete Leader Conference
• 2 additional seats to attend The Complete Real Estate Management
system - a two-day event that includes the audio, the workbooks - everything
you need to manage and lead your business

All REA members also have access
to the following customised
services:
• Brochure Design
• Custom Visuals
• Post Listing Proposals
• Tailored Coaching Programs
• Video Proposals
• Webbook Development
• On-on-one Coaching
OPTIONAL extras
What you need to know when
purchasing a property
Tips:
1. Get organised
If you want to make an offer, be certain that you can follow through by having the following items confirmed.
3 A pre-approval of finance from your bank or lending institution
3 Your own property sold, or at least assessed for value and possible sale time
3 You have a solicitor or conveyancer selected
3 Determine how you will be paying the 10% deposit and associated costs
3 An idea of settlement times required before you take possession.
2. Building and pest reports
Before you purchase any property – in particular a new home – it is important that you receive a copy of
a Pest and Building Report from a qualified inspector.
Please note that this report is a complete list of defects of the home, and is very different from the feature brochure
that you receive from Real Estate Academy. Most people are shocked with the report they receive on the home,
and most times misinterpret the report, e.g. ‘the home is 24 years old and ... is in need of new roof tiles’.
Roof tiles last approximately 25 years and need replacing on every home of that age. The point to remember here
is that all homes at one time or another require maintenance, and that this is known as a capital improvement on
the property.
3. Bank valuations
Don’t be alarmed if your bank or lending institution request a valuation by a registered property valuer. This is
normal practice of lending institutions, and serves as confirmation of the agreed sale price.
4. Buying at auction
If you are intending to buy at auction, all the above-mentioned must be in place. Auction day is final. If you turn
up to bid and you are the highest bidder past the received price (on-the-market price) you are the instant owner
awaiting settlement of that property.
Summary:
Preparation is the key. Understand your rights and have everything in place. If you follow the advice in this
document, along with that of your solicitor and your Real Estate Academy agent, you will be on your way to securing
the right home for you. Whether you are considering purchasing property in the near future, or are currently in the
process of buying a home through another company and in need of advice, please feel free to call any of the Real
Estate Academy sales team with any questions that you may have. They will be happy to assist you.
Yours faithfully,
Lee Woodward | 0412 410 669
lee.w@realestateacademy.com.au
completeRE.c
om.au
FOR SALE
• Real Estate Agent of the year 2011
• Complete Real Estate Australia Platinum Club 2010• Real Estate International Hall of Fame Member• Real Estate Agent of the year 2013
Robyn has over 25 years experience in marketing and
advertising for some of Australia’s largest propertycompanies and agencies. She brings all her creative
advertising and marketing skills to ensure your property
is presented in its most appealing manner and uses an
extensive database of qualified buyers and sellers to
ensure the best outcomes for all parties.
Robyn has a great deal of experience in negotiating
and securing sales at the highest possible price in the
quickest amount of time.
Robyn
Woodward
Sales Service
0408 294 258
www.completeRE.com.au
Robyn Woodward | Sales Service61 Webb Street, East Gosford, NSW 2250
P. 1300 367 412 F. (02) 9524 8541E. robyn.m@completeRE.com.au
The Complete Real Estate range ofTips for Selling Your Home include:
If you would like a complementary copy of anyof these tips, please call us on 1300 367 412
• Preparing your mind for sale
• To renovate or not to renovate?
• Buy or sell first?
• Making the most of your greatest asset
• Tell your agent your property’s story• Choose an agent who will go into battle for you
• To auction? To auction?
• Marketing is all about careful targeting
Marketing is all about
careful targeting
completeRE.c
om.au
FOR SALE
Robyn
Woodward
Sales Service
0408 294 258
To auction?
To auction?
completeRE.c
om.au
FOR SALE
Robyn
Woodward
Sales Service
0408 294 258
Choose an agent who willgo into battle for you
completeRE.c
om.au
FOR SALE
Robyn
Woodward
Sales Service
0408 294 258
Tell your agent your
property story
Maintaining preparing
your home for profit
your home for profit
Maintaining preparing

5
1
Visual
Business
Framework
If you are interested to start profiting from our knowledge and join the ranks of Australia’s
real estate elite, call us on 1300 367 412 and we’ll let you know how to get started.
PROFIT from our knowledge

3
The
Complete
Coaching
Licence
4
2

REAL estate academy
Real Estate Academy (REA) is a national training and systems
development company that services thousands of real estate
businesses throughout Australia and New Zealand. We have
been supporting and educating new recruits to business
leaders from all major franchises and independently owned
agencies since opening our doors in 1995.
CEO Lee Woodward is well known and respected nationally
and internationally for his innovative work within the real
estate training industry. He has earned widespread acclaim for
delivering interactive, professional and highly relevant training
that has resulted in great people entering, learning, developing
and thriving in the industry.
What do we do
At Real Estate Academy, we are considered a business partner
to the many businesses and individuals we look after. To put
it simply, we look after the complete training, professional
development and on the job systems and resource needs of
a professional real estate business, from sole operators and
independents to multi-divisional agencies and major franchises.
To date we have helped thousands of agents all over Australia
and New Zealand, improve their business, increase their bottom
line and create the lives they have always wanted.

A renowned real estate training identity, Lee Woodward’s
time and expertise is valued by over 30 of the top franchises
and independent real estate businesses in Australia and
New Zealand. Traversing both countries weekly, Woodward
constantly has his finger on the industry pulse. He converses
daily with frontline agents and business owners who
generously share their challenges and successes with him.
He also deals extensively with business leaders from various
other industries who partner with him to exchange business
knowledge and skills for the benefit of cross industry learning.
Originally a real estate agent himself, Woodward is a
perfectionist and passionate about all he sets out to
achieve. His approachable nature means he relates easily
with real estate professionals at all levels - from those just
embarking on their real estate career to the industry greats.
He is hands-on with all Real Estate Academy products,
systems and services and puts great emphasis on
evolving his business in line with the industry’s ever-
changing needs.
ABOUT lee woodward
CEO of Real Estate Academy

To find out more about
The Complete Real Estate Success Program,
contact Real Estate Academy on 1300 367 412.
how to lead a
REAL ESTATE ORGANISATION

FROM THE CREATORS OF:
• The Complete Salesperson Course
• The Complete Leader Conference
• Complete Data Real Estate Software
• Real Estate Hot Topics Audio Coaching Program
• The Complete Real Estate Success Program
Real time training systems at your fingertips

Complete Real Estate Success Program

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