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Welcome To The Magnate ModulesYou are now part of a small, elite few that are equipped with newly-forged skills and will deliver epic results provided you apply your knowledge. I truly believe that each and every one of you has the determination, commitment and talent to become a property magnate.

This continual process of learning, growing and improving your skills has begun. It is now as I deliver to you the ‘Magnate Modules’ where preparation meets reality and your new talents are ignited.

Mentoring is the dissection of what works best in this industry. To work with the raw materials you already harbour and finesse these so that what remains is an expert in every sense.

The main objective is to transfer the experience and wisdom that comes over time without the need for years in the field.

It is an honour to share these gifts. So grasp hold of what is truly yours and use this art-form to build your own Property Development Empire.

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What Is Involved With The ‘Magnate Modules’?The ‘Magnate Modules’ have been designed in a specific series that reflect the Conclave Program. Each module is designed to drill down and focus on a particular skill, aspect or process. It will piece together every intricate piece of the puzzle as you begin your journey into the Developers domain. This will involve reviewing some key components, thought provoking themes and distinctions. These will stimulate your learning and creativity for you to engage in practical tasks and recommended readings to keep you focussed and on track toward successful projects.

It is absolutely fundamental that you complete each module as it is delivered to you. Success is also about momentum and consistency, so remain disciplined.

I must also highlight that this is the beginning of your 12 month apprenticeship. There will be times of frustration, impatience and maybe even doubt. Remain positive and focussed on the long-term.

This will be accelerated by applying what you have learnt at the right time.

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Resources Available To YouYou have direct access to our Support Team. They will assist you with all aspects of your deals as and when you require it.

This includes deals that you are working on with yourself or other parties outside of Massland. This is about your progress and success.

I am available to you also but as I have said, please ensure Tracey is your direct contact. If she is unable or does not have the resources to answer your queries, then please feel free to call myself. For some reason, if you need to call me, I would ask that you call me between the hours of 1pm and 3pm during work days.

Contact Details Of The Support Team:Tracey Upton: Office: (07) 5531 7822 Email: jv@conclave.com.au

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Your Objectives As A Conclave Graduate:In pursuit of excellence is where you will get the most out of yourself and those around you.

QUALITITATIVE:

• Complete each module in sequence and on-time. These are to be sent to jv@conclave.com.au by the 15th of each month. You have 4 weeks to complete and execute all tasks.

• Use the thought provoking themes to stimulate deeper learning and understanding

• To build and maintain a positive outlook

• To minimise unnecessary distractions

• To learn from the process and deliver the result you desire

• To activate your knowledge in the field

QUANTITATIVE:

• Set 2 x potential deals within the next 12 months

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Formula:

100 x potential deals

100 x phone calls and direct conversations

15 x face to face meetings

Select 3 x choice transaction

1 x deal committed Development

Jv Structure & ResponsibilitiesNow as a Conclave Graduate you also have the opportunity to work closer with us and our team, if you choose. I will personally give you guidance and oversee all aspects of the project, including securing funding and pre-sales. However, not all deals work and a stringent criteria is in place to effect a Joint Venture arrangement.

The profit split, funding, pre-sales and roles of Massland and you as the Developer are outlined below.

180°

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You, the Developer:• Receive 80% of all profits

• Are the principal borrower

• Oversee and contribute in the Project Management Phase

Massland’s Role• Project Manage and oversee physical construction

until completion

• Provider of pre-sales: up to 30 x per month

• Provider of Funding: Senior & Mezzanine – as required

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Personality ProfilingDISC Types

Communicating, understanding and knowing people is our number one skill as a Developer. You must firstly understand who you are as a leader considering your strengths and weaknesses as well a those of your team around you. Once you have this awareness you are able to access those strengths in other people as you build your team. Knowing how to quickly recognise which personality profile in the person you are communicating with is extremely powerful.

For example, you can build instant rapport and empathy or negotiate from a position of strength.

A revision of the DISC types are included below:

DISC type Description

Dominant(Direct, Driver, Demanding, Determined, Decisive, Doer)

Independent, persistent, direct.Energetic, busy, fearless.Focus on own goals rather than people.Tell rather than ask.Ask ‘What?’

Influential(Inducement, Inspiring, Impressive, Interacting, Interesting)

Social, persuasive, friendly.Energetic, busy, optimistic, distractible.Imaginative, focus on the new and future.Poor time managers. Focussed on people than tasks.Tell rather than ask.Ask ‘Who?’

Steady(Submissive, Stable, Supportive, Shy, Status quo, Specialist)

Consistent, like stability.Accommodating, peace-seeking.Like helping and supporting others. Good listeners and counsellors.Close relationships with few friends.Ask rather than tell.Ask ‘How?’ and ‘When?’

Conscientious(Cautious, Compliant, Correct, Calculating, Concerned, Careful, Contemplative)

Slow and critical thinker, perfectionist.Logical, fact-based, organised, follows rules.Don’t show feelings. Private. Few, but good friends.Big-picture, outlines.Ask ‘Why?’ and ‘How?’

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PreferencesJust by looking closely at this, a number of preferences can be seen within the DISC types, including:

The DISC can be simplified in a 2x2 grid:

Preference Dominant Influential Steady Cautious

Focus on other people

X X

Independent, internal

X X

Energetic and busy X X

Tell rather than ask (vs. opposite)

X X

Imaginative, big-picture, future-focussed

X X

Like stability and predictability

X X

Like change (vs. stability)

X X

Task-orientated (vs. people)

X X

Flexible to changing world

X X

People-focussed Task-focussed

Active, Outgoing Influential Dominant

Passive, Internal Steady Conscientious

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So how is this useful for me as a Developer?Understand the DISC type. They are quite easy to use with practice. You can then match and mirror a person’s preferences and overall type.

Note: This should be used towards forming with you scenarios and never used directly to manipulate or take advantage of others. You will not last in the Development industry if this is your approach.

Approaches with Dominant People• Build respect to avoid conflict

• Focus on facts and ideas rather than the people

• Have evidence to support your argument

• Be quick, focussed, and to the point

• Ask what not how

• Talk about how problems will hinder accomplishments

• Show them how they can succeed

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Approach with Influential people• Be social and friendly with them, building the relationship

• Listen to them talk about their ideas

• Help them find ways to translate the talk into useful action

• Don’t spend much time on the details

• Motivate them to follow through to complete tasks

• Recognise their accomplishments

Approach with Steady people• Be genuinely interested in them as a person

• Create a human working environment for them

• Give them time to adjust to change

• Clearly define goals for them and provide ongoing support

• Recognise and appreciate their achievements

• Avoid hurry and pressure

• Present new ideas carefully

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Approach with Conscientious people• Warn them in time and generally avoid surprises

• Be prepared. Don’t ad-lib with them if you can

• Be logical, accurate and use clear data

• Show how things fit into the bigger picture

• Be specific in disagreement and focus on the facts

• Be patient, persistent and diplomatic

Task 1:a. Using your manual and the section on ‘roles’, describe which

personality type best suits you DIS or C? (You can also buy the test at www.discprofile.com)

b. For the following fortnight, observe the people in your immediate team/circle of friends/negotiations/work colleagues, etc ... try to identify which type they are.

c. Which personality type do you need to fill in your Development team and why?

d. Give 3 examples of each DISC role and how your communication would differ when working with each type (verbally and non-verbally).

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Module 1 “The End Game In Mind ”Thought Provoking Themes:

We are beginning with the most expensive real estate in the universe. Your mind. You need to have absolute clarity in where you are heading so you will naturally be drawn into that vacuum. Clarity is power. You need to set up the game to win. And, in order to do that you must know what your purpose is.

What drives you? What will you do when you never have to work for money again? Who will you help? Where will you go? Who will you be with? How long will you be there? What will it look like? What will it smell like? What will it feel like to have a healthy bank balance and not have to drive to work when the alarm clock goes off? What will it feel like to give something back? What will it feel like to help those who are in need?

You and only you can decide your “why” and your purpose in the wheel of life.

Why is it that only 2% of the population are actually affluent, abundant and successful?

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The number one reason people do not reach abundance or success in their lives is that they never really define, specifically, what wealth means to them. Can you imagine how hard it would be to build a house without sketch drawings first? You have to know what your target is before you go in pursuit.

You only achieve what you believe. No more, no less. So you must make it believable for you. Set goals that will make you move forward and stretch. Take the biggest step you believe you can, achieve it, then take the next. This will build positive reinforcement and your confidence in the process as well.

From experience, you want to be driven by purpose – not just material. That means marshalling all your intent, your will, your direction, into one singular flow that is directed towards your goal. All obstacles are viewed as simple challenges to overcome.

Key Learning Objectives:A. The untapped power of Beliefs.

B. The Plan.

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A. The untapped power of Beliefs

Your potential is determined or limited by your beliefs. You can learn mechanisms to enhance and strengthen your beliefs. 3 pieces that influence and shape our beliefs and how we feel at any point:

1. Physiology;

2. Focus; and

3. Language.

So, in order for us to take massive action towards our goals, we must first have an internal belief that its possible. This is where commitment and constant repetition in the form of ‘empowering beliefs’ come into play.

As many of you know this is what I truly believe set me apart from the rest and gave me the confidence to keep forging in the face of frustration and never ending challenge.

The first is that ‘you must be able to control the ingredients meaning no-one or circumstance determines how you feel. You control that. The second being ‘you cannot attach conditions’ that make it difficult to achieve.

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In the early stages I found that making a lot of money was no longer any fun ... quite a drag in fact. It came with an enormous amount of responsibility, staff, long hours and constant challenges. So I decided to create some new meanings around money. New empowering beliefs that would help me experience the joys of money each day and treat the challenges as a part of the process. For example:

Any time I am grateful, laugh, appreciate my gifts, talk to someone, share an idea, make a phone call, breathe or smile, I experience the gift of wealth.

* Note: How I controlled the ingredients when I engaged any of these actions and that there are no conditions attached to anyone or circumstance.

These encourage positive meanings to be attached to certain actions. You may wish to enforce your identity such as “I am a strong, innovative and intelligent entrepreneur”. Again, as long as it has the key ingredients and gives you strength and belief then you are on the right track.

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Task 2:a. Re-write and restructure your empowering beliefs from your Property

Options experience.

b. Print these affirmations out and repeat them consistently 10 minutes, morning and night for the next 30 days.

B. Why?Goals are like the food that promotes life. They don’t just stand to enhance, but to truly flourish, stretch and grow each of us. One of the greatest learnings I received at an early age was to think big and be courageous enough to record it into a format that I could review frequently.

And similarly, what I’ve noted about exceptional performing graduates around options has been ‘why’ they are doing it. Clearly, there is something well beyond just money that ensures great success.

“Your money needs a greater purpose than just accumulation ...”. So begin to ask yourself why are you in the game? Why is wealth and affluence important to you?

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The way in which I structure my outlook is this; estimate when you’ll no longer be around and make sure its no less than 40 years. And like any entrepreneur, we start with the end in mind. Meaning, sit down and scribe out where you’ll be and what you’re doing 40 years from now and consider the ‘Wheel of Life’ when doing so.

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You can see there are 6 categories that make it easy to work out. When I first understood this concept, I realised just how unbalanced I was and hence, the lack of progress I was making. Initially, it looked something like this:

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If you think as balance being happiness, it was no surprise that wealth hadn’t brought me joy. Clearly the wheel was out of balance and would never work well nor function correctly if it were at high speed. So when setting out the next 40 years of targets, be sure to balance the 6 spokes of the wheel.

Once you’ve taken some time to get clear on the end game, work backwards from 40, 30, 20, 10, 5, 3 and then 12 months, considering all 6 areas. Think big. Brilliance is found in your ability to create.

For many this will be the first time in your life when you’ve considered your purpose. The position you fill that has scope on a global scale. Just what is this about for you and where will the bar be set for you in these 6 areas?

Although this is a very personal aspect of ones’ private life – it is also the spark that will ignite the genius within. So take the time to do this. Use the next 4 weeks to really solidify what this is going to be for you. Because its in this exercise that your long-term strength will be forged.

Measure these 6 areas every 4 weeks to really master balance. I take about an hour on a Sunday afternoon at the end of each month to review and re-calibrate. Serious performers have serious targets. Use this as a guide.

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Be very specific and detail; colour, type, model, time in hours, feelings that it will produce, what it looks like, etc.

Task 3:• Spend this next 4 week block to set-out what it is you want and

ultimately “Why” you are in the game. Set a minimum of 3 hours per week for quiet time to get clear.

• Measure where you are currently on the Wheel of Life. Diarise for the next 12 months every 4 weeks to measure and enact a plan to rectify and constantly improve the shortfall.

• Commit to at least 6 x A4 pages complete with targets and allocated timeframes.

• Set a clear plan for the next 12 months about how you will achieve your targets around deals. Include volume of contacts, size of database (Ultimate Buyers), hours you intend to allocate each week, how many deals you will churn each month, profits you expect to extract, etc.

Spiritual Contribution Physical Relationships Career Financial

12 mths

3 years

5 years

10 years

20 years

30 years

40 years

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Recommended Reading:• Complete ‘Art of the Deal’ – Donald Trump

• ‘The Magic Lamp – Goal Setting for People Who Hate Setting Goals’ – Keith Ellis