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26/10/2021

“Change is only slow until it’s not.”

I first heard that phrase many years ago, and it’s stuck with me since. New beginnings are created every day, and we’re rarely aware of it.

There was a time where no one had travelled in an Uber, or stayed in an AirBnb, or Googled anything. Then slowly, these industry-disrupting platforms were created and adopted, until (what seems like) suddenly, they're the ubiquitous term for that activity.

As agents, we’re no different. We are constantly having to reinvent ourselves and our processes if we want to keep up with the way our markets move, and personally, I can pinpoint three pivotal new beginnings in my own career.

The first was in 2007, and like everyone in Geelong at the time, I was doing private sales. I wanted to create a point of difference in my market so I could stand out and be better than my competition - so I decided to start doing auctions.

I sold the first home I auctioned, and then someone in the crowd came up to me and asked if I could do the same for them the next week. From there, I did more and more auctions until I became known in my market as the guy that did auctions.

My second major new beginning was in 2018, when auctions had become the norm. I was no longer standing out, and so, when I came across a platform called Openn Negotiation, I knew that this was going to be my next “thing”.

Almost immediately, it felt like deja vu from 11 years earlier - having success with something that no one else was using. That one decision halved my days on market, doubled my bidders and helped me clear over 100 properties a year.

My latest new beginning? In 2020, I left my career in real estate behind to become the Head of Growth and Training Aus/NZ at Openn, the same company I’d had success with previously. In my new role, I help agents grow their own businesses (and give away a few of my personal secrets for success!)

Everything hasn’t always come up roses for me, of course, and like everyone else, I’ve made mistakes along the way. The important thing I’ve learned, though, is that making a mistake or the wrong choice is better than not doing anything at all.

When I’m struggling to make a decision, I remind myself of these three things.

1. Putting off making a decision is actually a decision in itself.

That is a pretty sobering realisation. I would personally rather make the wrong decision than make no decision at all.

2. If it doesn’t work out, it just means you need to try something else.

When you began your career in real estate, did you go in thinking, “if I don’t get a first good sale, I’m going to quit and try something else.” Unlikely! You would have tried new things when what you were doing wasn’t working. That’s the attitude you need to carry throughout your entire career.

3. If it does work out, being a first mover will always give you the most advantage.

Being the first mover gives you the ability to set the tone for how the new “thing” should be done in your market. If you’re doing it first, people will see your way as the right way.

That’s a massive benefit! It means that other agents who adopt it later on down the track need to perfectly replicate what you’re already doing, or they need to work twice as hard to prove why doing it their way is better.

So, back to that quote: “change is slow until it’s not.”

Ask yourself - do you want to be the agent who used to be good? Or do you want to be the agent that is brave enough to make a scary decision and create your own new beginning?

I have every faith that you can be the latter.

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