Event PreviewYour essential guide to what is happening at the
estate agency event of the year
Friday 3rd December 2010: Lancaster London Hotel
ContentsWelcome to Estate Agency Live 2010 3Leadership Summit
4Future Estate Agency Seminar 6Valuable Learning Points 8by
RightmoveThe Million Pound Office 10Introducing the estate Agency
12of the Year Awards 2010Performance in Detail 13
Welcome to ESTATE AGENCY EVENTS LIVE 2010
When:Friday 3rd December 2010
Where:Lancaster London Hotel, Lancaster Terrace, London W2
By Road:M4 and M40 within 5 miles
By Underground:Lancaster Gate Station (Central Line)
Parking: On site car park
How to book:visit estateagencyevents. com
The Leadership Summit onFriday 3rd December sets thepolitical
and economiccontext for 2011 whileproviding insight into
onlinebehaviour, intelligentcustomer relations and
thefastest-growing estate agencybusiness in the UK. Olympicrower,
James Cracknell, willalso be speaking, providinghis own
motivatingperspective on success.
The Future Estate AgencySeminar (also on 3rd) forfrontline team
and smallerbusiness owners, focusing onpractical take home ideas
tomaximise performance. Ben Harris has travelled theworld to bring
you the best 20 innovations.
There will be an exhibitionthroughout the day and, ofcourse, the
excitement of theEstate Agency of the YearAwards in association
withThe Sunday Times and TheTimes in the afternoon.
In addition to EAE LIVE 10, is The Million Pound Officeevent
taking place in Londonon Thursday 2nd December. A select number of
agents will be learning the secrets of outstanding performanceat
our first ever seminar andworkshop.
Visitwww.estateagencyevents.comto book your place now.
I look forward to seeing you there.
Join us at EAE LIVE 10 where you will experience some of the
mostproactive, innovative and successfulnames in the business,
where leadersgain ideas and inspiration to achievestand out amongst
4James Cracknell Keynote presentationJames will deliver a
motivational keynote session talking about his outstanding
sportingachievements and challenge experiences, which he combines
with intelligence and a greatsense of humour. Hell touch on
teamwork, dedication, drive, overcoming setbacks,responding to
pressure and maintaining excellence whilst sharing experiences of
hisOlympic success, the Atlantic Row Race and the South Pole
Jon Cooke, Managing Director of LSLiInsights from the fastest
growing estate agency business in the UKJon Cooke, the founder of
Fine & Country and Intercounty and now MD of LSLi will
giveinsights from the fastest growing estate agency business in the
UK including theimportance of brand development and how LSL has
managed to become number one inasset management and surveying as
well as pulling off the incredible deal from Halifax.
Charles Davis - cebrWhat does Coalition economics mean for the
UK economy and housing market? Can the UK economy avoid a double
dip recession? How will public spending cuts affectthe economy over
the next few years and how will monetary policy respond? Will
thehousing market ever get back to the boom years of the 2000s?
Robin Goad - Hitwise Trends in online behaviour for the property
marketThe internet is the first place many people turn when looking
to move house and as aresult their online behaviour is worth
understanding. Who and how do people search forproperty online and
what differences exist regionally? By analysing the trends in
onlinebehaviour, Robin will provide valuable insight and discuss
the role of aggregators andestate agents in the market.
David Adams - Chesterton HumbertsDeveloping and implementing
innovations within the industryWhat type of leadership is required
to gain the buy-in, from the team, to utilise the newcompetitive
advantage in the most decisive way. Looking at the present
innovations andchanges within the industry, as a response to a
global downturn in the volume of sales,what is agency likely to
look like in the future, and is the present model sustainable?
For the fourth year running, we look forward to welcoming
industryleaders to our flagship seminar to hear the views and
insights froma selection of elite agents and experts in property.
The Summit will focus on the challenges 2011 will present including
theopportunities and potential pitfalls as we move out of
0815 Registration & Exhibition
0915 Welcome & Introduction
0930-1000 Miles Shipside & Tim Muir -RightmoveIntelligent
Customer Relationship Management
1000-1030 Charles Davis - cebrWhat does Coalition economics mean
for the UK economy and housing market?
1030-1100 David Adams - Chesterton HumbertsDeveloping and
implementing innovations within the industry
1100-1130 Coffee break
1130-1200 Robin Goad - HitwiseTrends in online behaviour for the
1200-1230 John Cooke - LSLiInsights from the fastest growing
estate agency business in the UK
1230-1315 James CracknellKeynote presentation
1315 Close (All timings and speakers are subject to change)
Miles Shipside and Tim Muir - RightmoveIntelligent Customer
Relationship ManagementInsights from the UKs most visited property
website on the activityand actions of consumers searching for
property. Does your businesshave a culture that understands the
consumer and what they wantfrom you? Are you aware of their
expectations and which tools you canuse to measure how effective
you are at communicating with them?
ScheduleFriday 3rd December 2010
Julian O'Dell - TM Training & Development Back to the
FutureThis fast-paced session focuses on building the strongest
possible foundation for your businessby creating and adhering to
exceptional sales and instruction processes. Through
behaviouraldifferentiation, your firm will stand out from the crowd
and attract extra business from newcustomers and clients. Best
practice principles are the central theme of this session - there
is notheory here, just proven practical techniques to help you
succeed in a challenging market place.
Adam Walker - Leading Industry Trainer Future - Proof Your
BusinessMore than 3000 estate agency offices closed during the
recession but other firms haveemerged from the downturn in
fantastic shape. How did they do it and how can youemulate their
success? This session will look at how you can use key
performanceindicators to spot changes in market conditions much
sooner so that you can take theaction necessary to maintain your
Ben Harris - Director of the Estate Agency Academy & Editor
of housingdabble.com Top 20 Review Top 20 ideas from around the
world; having travelled the industrys top events globally this
year, Ben has heard how agents in the US, Europe and Australasia
are developing new ideas and polishing old ones to make themselves
stand out in their market place.
Bill Lublin - Social Media Marketing Institute, USA Lead,
Follow, or Get out of the WebIf you need to embrace social media
but are a bit hesitant, have a seat. Learn how toeffectively
interact with those who already use social media your customers!
Its okay toshy away from social media and its impact, but you cant
ignore it. Youll learn simple stepsto monitor, manage, and measure
your reputation and the use of social media bycolleagues,
competitors and employees.
Miles Shipside and Tim Muir - Rightmove Calling all agents...How
do some branch managers and senior estate agent staff make themost
of one of the oldest tools in their office by combining it
withmodern technology? A session to share consumer expectations
anddemonstrate what some agents do to exceed them.
MAXIMISE INDIVIDUAL PERFORMANCE Now in its eighth year,this
event has always received great reviews from smaller
businessowners, directors and managers. Top UK industry trainers
will bejoined by international experts for a high impact programme,
packedwith practical take home ideas that you can implement
FUTURE ESTATEAGENCY SEMINAR
0815 Registration & Exhibition
0915 Welcome & Introduction
0930-1015 Julian ODell, TM Training"Back to the Future"
1015-1100 Adam Walker, Leading Industry TrainerFuture - Proof
1100-1130 Coffee break
1130-1200 Miles Shipside and Tim Muir - RightmoveCalling all
1200-1245 Bill Lublin - Social Media Marketing Institute,
USA"Lead, Follow, or Get out of the Web"
1245-1315 Ben Harris, Director of the Estate Agency Academy and
Editor of housingdabble.comTop 20 Review
1315 Close (All timings and speakers are subject to change)
ScheduleFriday 3rd December 2010
Selling?We advertise on
10 years ago, when Rightmove was in its infancy, agents who were
earlyadopters of the internet could rightly feel one step ahead of
their localrivals as long as they had a presence online. Whether
that was their ownwebsite or membership of Rightmove or a similar
portal offering, did notseem particularly crucial. The theory was
that you needed an internetstrategy in order to unlock a worldwide
audience of potential buyers, andfew troubled themselves with
questioning how well the site functioned orhow much user-traffic it
actually attracted. For most it was about ticking abox, while, in
reality, the industry would carry on as normal, advertisingand
selling houses through newspapers like it had been done with
littlechange for the last 100 years or so. 10 years can seem like a
long time,especially in the housing market, but that should not
disguise the pace ofchange of this media revolution and just how
dramatically the internet haschanged our everyday lives not to
mention the impact on the way agentsseek to promote their
properties and communicate their proposition toboth buyers and
RM 141RM 141
Fast forward to 2010, and its not whether agentsadvertise on the
internet or not, but how they look.On the internet, just as on the
High Street,appearances really do matter. What all potentialsellers
want to know is: How will you make myproperty look? The biggest
marketplace forproperty on the internet is Rightmove andtherefore
the most critical place to create the rightimpression and gain a
In the busiest marketplace, two things are crucialin creating
the right impression and standing out:quality of property
presentation, and effectivelyand efficiently servicing enquiries.
The seminarsbeing run by Rightmove at EAE will highlight someof the
best practice being used by the mosteffective agents, as well as
sharing some exclusiveresearch into seller behaviours. We will also
bepreviewing some of the latest developments inRightmoveplus to
help give those agentsattending a further competitive edge.
In the web dominated world of 2010, Rightmoveprovides agents
with a virtual shop window. Wekeep it clean and bright and work
hard to ensure itis the portal of choice for the vast majority
ofagents potential customers. The challengingmarket combined with
home movers morediscerning expectations (partly driven by
thetransparency of the internet) makes it vital thatagents are able
to differentiate themselves andstand-out in this new media world of
Whilst it wont replace attending the Rightmoveseminar at the
EAE, heres what the attendees at previous Rightmove seminars held
across the UK have said they found especially valuable learning
Potential sellers and prospective landlords statethat property
portals are the most useful place todo their research before
inviting an agent out
The speed of your reply to an e-mail enquiry isimportant to
impressthough the content ofyour reply is critical too
Agents who use and present facts and figuresfrom the reports in
Rightmoveplus say they arecrucial to persuading sellers and
landlords toinstruct them at the right price - and to helpachieve
subsequent price reductions
How an agent stands out and presents their brandand their
properties on the internet is a majorinfluence in attracting not
only the right buyersand tenants, but also the right potential
sellers and landlords.
The content of Rightmoves seminars includes whatwe believe is
the largest piece of research carriedout with landlords and
sellers, and provides avaluable insight into their likes and
dislikes, as well as common mistakes and top tips. Who betterto
listen to and learn from than landlords andsellers themselves?
This full day seminar and workshop will be facilitated by Peter
Knight, who will provide attendees with the knowledge and
understanding to radically improve the performance of their
MILLION POUND OFFICE
The essentialrequirements for a millionoffice.
How toattract andkeep a millionteam
What tomeasure andwhat not toensureyou'refocussed
How tobuild amillionbrand
Whichthingsmillionoffices cutand how they investfor
The systemsandprocesseswhich addto thebottom linerather
Howmillionofficesgrowmarketshare inthe sternertimes
Full day seminar and workshop
Thursday 2ndDecember 2010
A small number ofestate agency officesturnover 1million ayear; a
tiny numberturnover 1million ayear for both sales andlettings. Are
they justlucky or do they have
a magic formula? The answer is "no" to both. The Property
Academy hasanalysed million offices and hasidentified several
common factorswhich combined result in outstandingperformance and
is now sharing thesewith a limited number of agents whowish to join
this elite group.
ESTATE AGENCY OF THEYEAR AWARDS 2010
0815-0915 Registration & Exhibition
0915-1100 Future Estate Agency Seminar & Leadership
1130-1315 Future Estate Agency Seminar & Leadership Summit
1315-1415 Drinks Reception
1415-1700 Gala Lunch and Awards Ceremony
1700-1900 After Show Bar (All timings and speakers are subject
ScheduleFriday 3rd December 2010
Winners and shortlisted agents will beannounced at an awards
ceremony as partof EAE LIVE 10 on Friday 3rd Decemberat the
Lancaster London Hotel.
Also sponsored by:
The information is relayed to the Lap Tops,iPhone and iPads, of
the England staff andenables them to make more educateddecisions on
the management of the team.By using this real time system
effectively,they can make calls on the game, duringthe game, track
dips in performance andreact accordingly.
By using this system to its full benefit andunderstanding their
teams performance indetail, they can give themselves an edge inan
extremely competitive field. They useevery bit of information.
Prior to its introduction, coaches wouldhave made decisions such
as substitutionsbased on perception, their gut feel. Nowthey can
make the right decisions havingbeen presented with accurate
The leading football teams use Prozone andOpta, to get similar
insights into theperformance of their team and also theteams they
are competing against.
PROZONE TELL US:Effective post-match analysis provides
theplatform for objective insight intoperformance that enables
coaches tosupplement their own intuition withscientific
Post-match analysis can be used to identifystrengths and
weaknesses in both playerand team performance and allows you
tocreate and adapt effective trainingprogrammes and manage specific
areas inneed of improvement.
Opta provide a pre-match oppositionreport which highlights
previous meetingsand recent match data including
In Rowing, coaches and athletes alike usethe Peach system to
quantifyimprovements in technique andperformance and providing
valuablefeedback particularly from un-coachedoutings. In the
forthcoming Olympic gamesthe Rowing team will also be using
awireless system created by McLaren'sApplied Technology arm that
measures therelationship between paddle, boat andathlete. Their
"It means the coach is freed up to reflect onwhat is going on
and the time he wouldhave spent analysing huge amounts of datais
freed up to do other things. That frees upimagination and that's
really hard toquantify. Data and numbers help youchange athletes'
SO HOW DOES THIS TRANSLATE TOESTATE AGENCY PERFORMANCE?Simply
this. That attention to detail andusing technology analysis to give
you theedge can be the difference between goodperformance and
We rely on our gut feel or gut instinct anawful lot, but if
there are facts and dataavailable, then surely we should trust
them.Gut feel or perception is all very well, but ifyou have at
your fingertips a more accuratereliable picture, you will have the
edge overyour competitors.
There is no doubt that technology can giveus the edge in sport
and in business. IfRoger Federer was using the same woodentennis
racket that Bjorn Borg used, I doubthe would be anywhere near his
record 16grand slam titles.
But having the technology is not enough.The best agents dont
just have the bestsoftware, they use all the tools available
tothem, day in day out, relentlessly, to trackperformance to the
point where it becomestheir great strength. They have a watchfuleye
on the business metrics and identifywhat is going well and what
needs fixingbefore it becomes a serious issue.
Can you imagine the England Rugby teamhaving all that info but
not looking at theiriPads during the game? Or allowing somemembers
of the team not to wear theirtracking device? Can you imagine
apremiership goalkeeper who doesnt knowwhere the competitors
penalty kick takernormally places them?
There are some agents that manage tostand out head and shoulders
above therest and their profits simply underline theirattention to
detail and their ability to notjust have the latest technology but
to use it effectively.
In the recent England rugby teams victory over theAustralians,
some of the credit for their success wasgiven to the digital
monitors and GPS system used to keep tabs on the players. This
impressive newtechnology tracks each player, monitoring
theirwellbeing and giving the coaches and analysts a detailed
breakdown of their performance.
By Ben Harris, Estate Agency Events
Come and find
at stand 2 and WIN an iPad
AskMe is unique to Zoopla and one of the many tools we
havedesigned to help connect our users to property
professionals.AskMe is the only online community of its kind in the
UK, whereconsumers and agents can come together to ask and
answerlocal property market questions, forming relationships
andbuilding trust, leading to business opportunities. This
featurehas directly led to numerous instructions for our
agentmembers and we're here to show you how it works.
This year we're sponsoringthe Awards, but during the
day well have a team onour stand who will be
demonstrating one of ourunique tools/products
AskMe.On the day we'll be publishing the current top 10
AskMeexperts - so get involved now zoopla.co.uk/askme to get on
that list or come and visit us on stand 2 and we'll show you how
AskMe can help your business.
With GoView see how quickand easy it is to measureproperty
boundaries anddownload maps for your particulars use our tools!
We at Property On Video believe in innovationfor online
marketing of property that is bothrich in information and engaging
for browsers.On the day, our stand will be showcasingexactly how we
can help UK estate agentsshowcase their property portfolio online
atcosts that many will not think possible. BothDirectors
(Christopher and Victoria) will bepresent and with the likes of a
flat screentelevision and laptops will exhibit the past and current
projects they are working on toinclude multi-million pound property
videotours in London to .tv websites for nationalestate agents.
Having been formulated in early 2010, PropertyOn Video brings a
wealth of social media andvideo production experience and
knowledgetogether to offer UK estate agents the likes ofAudio
Tours, Property Video Tours, BranchProfile Videos, Home Staging
documentariesand bespoked .tv websites. "We are excited tobe
attending this years Awards Ceremony andshowcasing the quality
marketing solutionsthat we offer and with prices starting from
aslow as under 17 for Audio Tours and PropertyVideos starting from
99, I know that 'cost' willnot be what determines a decision.
Either youembrace innovation in this industry or you shyaway from
Each attendee of the 'Estate Agency of the Year Awards' will
have alreadyreceived a Free 6 Audio Tour voucher fromProperty On
Video and during the day thestand will be collecting business cards
for a draw which will take place during or aftereverybody has sat
down for the lunchtimemeal with the prize being a
Free .tv website worth 3,000 for one lucky estate agency
To show the best use of our measuringtool, we will be asking you
What is thearea (sq ft) of the Lancaster LondonHotel? Submit your
entry at GoViewstand to be in with a chance to win somefantastic
prizes!! The nearest estimatewill be announced after the
Visit us to find out how you can benefit from the use
of high quality, costeffective mapping online from GoViewWell
look forward to seeing you there!
Reapit will be running a user clinic demonstrating anexclusive
tool, available to their impressive client list,that is being
demonstrated to the wider audience forthe very first time at the
EAE Live 2010 show.
In a tougher sales market we all know that having the
rightpriced instruction with highly motivated vendors is
crucial.Reapit will show how sometimes its better to walk away
fromoverpriced instructions, as long as a suitable plan is in place
towin back the instruction at a time when the vendor is most
susceptible and motivated to changing their agent.
Reapit can show you not only how to target the
correctinstructions but how to formulate and execute an
effective canvassing plan that works time and time again.This
plan can be developed on either an ad-hoc instruction by
instruction basis or a more targeted approach. Say for
exampletargeting a specific troublesome competitor who are a
Reapit will be offering agents (by prior booked appointmentonly)
a one-on-one session with a specific look at their ownmarketplace
and how by using Reapits proven formula you maybe able to win more
sensibly priced instructions in 2011. Alsobeing unveiled in the
public for the first time is the new RPSMOBILE solution from
Reapit. Linking the office database directlyto mobile staff using
iPhones, iPads, tablets, etc. Come and seethis state of the art IT
solution from the UK's most trustedsoftware supplier.
Dove & Hawk will be hosting the most competitivegame ever at
the Estate Agency of the Year Awards2010. Pit your wits against the
markets very best,who will overvalue, who will undervalue and
whowill be crowned The Ultimate Valuer? To stand achance of winning
the only unofficial award of theevening then please come over and
see a memberof the Dove & Hawk team.
WHAT DO YOU GET FOR WINNING?A brand NEW Apple iPad not to
mention all therecognition that comes with being classed as
TheUltimate Valuer within the industry. Be the envy ofcompetitors
and rise above the rest of the field,come and see Dove & Hawk
at the Estate Agencyof the Year Awards 2010.
For more information on The UltimateValuer game please see our
5 Properties,5 Areas,
5 Valuations,1 Winner...Who Is The Ultimate Valuer?
How to increase
your stockof saleable listings in 2011
Dont miss out on this opportunity to see how the best agents
operate. To reserveyour individual one-on-one session,please email
[email protected]t.comor phone 0843 2184549.
Weve got a Jenga Tower thatmakes the leaning tower of Pisalook
like the epitome of solidfoundations! All you need to dois place a
block at the top of thetower... if it stays, you can relaxand hang
around to watch theanguish of others. If the towertumbles, prepare
for somemocking laughter at the handsof your fellow agents. You
willhave a chance to redeem
yourself, as we ask you to digdeep, and donate to the
EstateAgency Foundation. After youvehad a bit of fun on the
GiantJenga, why not take a closer look at our stand, where well be
happy to demo our excitingnew online conveyancingenhancement Eway,
our online system for your clients toupdate, and check
myhomemove, the largestindependent provider of moverconveyancing
in England & Walesare giving you the opportunity tochallenge
your industry peers at your peril!
For more Eway information before the show, give Stephen Hayter a
call on 07780 662975
Giant Jenga C A N Y O U M A S T E R T H E
& your Estate Agency peers?!