Private ProposalPrepared by Michael Mahon

Building business owners.
Creating project leaders.

An eight-week transformation program for the Motiv sales team, with a parallel executive stream for the founder, built on the Sellers Reserve Operating System™.

Prepared for
Carly Cottam, Founder & CEO
Engagement
Team Program + Executive Coaching
Duration
8 Weeks · Brisbane & Gold Coast
A note before we begin

Carly, this is bigger than what you asked for.

After reading your email several times, and considering what I know about Motiv, the Australian project marketing industry, and everything we have built inside the Sellers Reserve Operating System™, I don't think you have a remuneration problem.

You have an operating system problem. The remuneration issue is a symptom of it.

What follows is a diagnosis, an eight-week program for the team, and a parallel executive stream for you. It is intentionally positioned as a premium business transformation engagement, not a sales course, because the change you are asking for is a change of identity, not technique.

The diagnosis

Five problems, happening simultaneously.

Each one looks like a different issue, culture, structure, pay, performance. They are the same issue, expressed five ways.

01

Agents think like employees

Developers create the product, fund the marketing and generate the enquiries. The agent becomes a Lead Processor rather than a Business Builder. They wait. They react. They consume. They don't create.

02

Transactions instead of assets

Every project should be an appreciating business asset, buyers, referrals, investors, future listings, future developers, lifetime value. Instead it's launch, sell, move on. Harvesting fruit instead of building orchards.

03

There is no emotional ownership

People protect what they own. They rarely protect what they are allocated. That distinction is enormous, and it shows up the moment a project gets hard.

04

Success is measured incorrectly

If success equals “sales this month,” behaviour becomes “find the easiest sale and move on.” Project health, developer satisfaction, database growth, pipeline strength and re-engagement need to count.

05

The culture rewards hunters, not builders

Launching projects is exciting. Finishing them is disciplined. Businesses become profitable because of discipline, and the system has to reward both phases.

The reframe

We are not training salespeople to sell more.
We are turning sales agents into business owners inside someone else's business.

The program

The Motiv Business Builder Program

Eight weeks. Eight modules. One outcome: every consultant operating their own highly profitable business inside Motiv Group.

Program objective

Transform every consultant from
“I sell apartments.”
into
“I operate my own highly profitable business inside Motiv Group.”

Module architecture

Every week is structured like the Sellers Reserve Operating System™. Not a lecture series, an operating cadence.

PhilosophyPsychologyStrategySystemsProcessScriptsKPIsExercisesAccountabilityPersonal Action Plan
The eight weeks

From identity to dashboard to accreditation.

Each module includes philosophy, psychology, strategy, systems, process, scripts, KPIs, exercises, accountability and a personal action plan.

  1. 01
    Week 01

    From Salesperson to Business Owner

    The cornerstone module. Reset the operating identity.

    Topics
    • Employee mindset vs entrepreneur mindset
    • Internal locus of control & personal accountability
    • Ownership vs entitlement
    • Commercial awareness, creating your own economy
    • The cost of waiting & the compound effect
    • How top performers actually think
    Workshop

    Every agent writes “My Business Inside Motiv”, income goals, database goals, referral goals, project goals, personal brand, activity schedule.

    Outcome

    No more employees. Everyone owns a business.

  2. 02
    Week 02

    Becoming the CEO of Your Database

    Relationships belong to the agent. Leads are an asset, not an allocation.

    Topics
    • Lifetime value & relationship capital
    • Database segmentation & CRM discipline
    • Re-engagement and long-term nurturing
    • Referral systems & investor relationships
    • Every conversation has future value
    Workshop

    Calculate the lifetime value of one buyer across referrals, repeats and future projects. Mind-blowing every time.

    Outcome

    Stop chasing new leads. Start building assets.

  3. 03
    Week 03

    Project Ownership Excellence

    The direct answer to Carly's biggest issue.

    Topics
    • The psychology of ownership
    • Project life cycle: Launch → Growth → Plateau → Fatigue → Recovery → Sell-Out
    • Maintaining energy through the middle 80%
    • Re-engagement campaigns & creative marketing
    • Weekly project planning rhythms
    • Project Scorecards, Project Health Index, Pipeline Velocity, Buyer Engagement Index, Developer Satisfaction Score
    Workshop

    Each agent selects a tired project and rebuilds the next 90 days of activity, messaging and re-engagement.

    Outcome

    Projects become businesses, not campaigns.

  4. 04
    Week 04

    Creating Opportunity Instead of Waiting For It

    Modern prospecting that reduces dependency on developer marketing.

    Topics
    • Database mining & investor calls
    • Referral generation & social proof
    • Content, video and personal media
    • Neighbour marketing, past, lost & inactive buyers
    • Competitor projects & community engagement
    Workshop

    How one lead becomes ten, mapped, scripted and scheduled.

    Outcome

    Agents become their own demand generation engine.

  5. 05
    Week 05

    Sales Psychology & Buyer Behaviour

    Drawn directly from the Sellers Reserve Operating System™.

    Topics
    • Decision making & emotional buying
    • Scarcity, urgency, risk, trust, status
    • Behavioural economics for off-the-plan
    • Modern negotiation & presentation psychology
    • Questions, storytelling, influence
    Workshop

    Live re-scripting of three real Motiv buyer conversations using the Sellers Reserve frameworks.

    Outcome

    Higher conversion at the same lead cost.

  6. 06
    Week 06

    The Performance Operating System

    How elite businesses actually run.

    Topics
    • Dashboards, KPIs, activity ratios, conversion, revenue
    • Pipeline & forecasting
    • Personal scorecards & daily planning
    • Weekly reviews & monthly CEO meetings
    Workshop

    Every agent leaves with their own operating dashboard, leading and lagging KPIs they will run their week from.

    Outcome

    No surprises. Performance becomes visible to its owner first.

  7. 07
    Week 07

    Culture, Leadership & Team Excellence

    Carly's module. Where standards become measurable.

    Topics
    • Why culture wins, trust, professionalism, reliability
    • Internal leadership & managing energy
    • Developer experience & buyer experience
    • Company reputation as a personal asset
    Workshop

    Co-author “The Motiv Standard”, a behavioural charter the team writes, owns and is held to.

    Outcome

    Culture stops being a poster and becomes a scorecard.

  8. 08
    Week 08

    Becoming an Elite Business Professional

    Finish strong. Set the next five years in motion.

    Topics
    • Personal branding & long-term reputation
    • Leadership, career growth & creating leverage
    • Financial intelligence & building wealth
    • Continuous improvement & legacy
    Workshop

    Final presentation: “My Business”, five year plan, personal KPIs, income goals, database growth, referral strategy, project ownership plan.

    Outcome

    The Motiv Business Partnership, a Memorandum of Understanding & Pledge of Mutual Commitment.

Parallel executive coaching

A dedicated stream for Carly.

Eight × 90-minute sessions, run in parallel with the team program, designing the business around the behaviours the Academy is creating.

Format

8 × 90-minute private sessions · one per week · Brisbane / Gold Coast / virtual

01

Vision, Culture & Organisational Alignment

  • — The Motiv philosophy in writing
  • — Cultural standards & non-negotiables
  • — Leadership behaviours that model the standard
02

Remuneration & Incentive Architecture

  • — Commission structures that reward full project lifecycle ownership
  • — Milestone & graduated incentives
  • — Team vs individual rewards
  • — Profitability modelling against each structure
03

Recruitment & Talent Development

  • — Hiring for attitude and entrepreneurial thinking
  • — Career pathways for emerging talent
  • — Succession planning
  • — Senior-to-junior mentoring that actually happens
04

Performance Management & Accountability

  • — Weekly business reviews
  • — Individual scorecards
  • — Leading and lagging KPIs
  • — Coaching conversations that change behaviour
05

Developer Experience Framework

  • — Measuring developer satisfaction
  • — Reporting standards
  • — Project health reviews
  • — Retention strategies for repeat developer business
06

Sales Leadership & Coaching Systems

  • — Coaching rhythms across the team
  • — One-on-one structures
  • — Team meetings that move numbers
  • — Recognition systems
07

Scaling the Business

  • — Organisational design
  • — Systems and delegation
  • — Operational efficiencies
  • — Preparing for growth across Brisbane & Gold Coast
08

12-Month Strategic Roadmap

  • — Consolidating everything into one implementation plan
  • — Priorities, timelines and measurable outcomes
  • — Governance rhythm for the next 12 months
The signature element

The missing piece.

Rather than teaching people to become better salespeople, this program teaches them to become business owners inside someone else's business. That single philosophy changes every decision an agent makes.

  • Will this grow my business?
  • Will this grow my database?
  • Will this grow my reputation?
  • Will this strengthen my project?
  • Will this increase the developer's confidence in me?
  • Will this create another opportunity?

When people begin asking those questions every day, remuneration becomes the outcome, not the motivation. That is the cultural shift the Motiv Business Builder Program is designed to produce.

What changes

The outcomes Carly is actually asking for.

Full lifecycle ownership

Senior agents stay engaged from launch to sell-out, because the system, the scorecards and the rewards make it the obvious choice.

Emerging talent that stays

Juniors inherit real opportunity and structured mentoring, not just the hard end of someone else's project.

Less reliance on developer spend

Agents generate demand from database, referrals, investors and personal media, not from another marketing top-up.

Measurable culture

The Motiv Standard turns culture from a poster into a scorecard the team writes, owns and is coached against.

A remuneration model that works

Designed in the executive stream against profitability, milestone, graduated and team-based components that reward lifecycle behaviour.

A business that scales

Organisational design, coaching rhythm and dashboards that hold up across Brisbane, Gold Coast and beyond.

The investment

One decision, a generation of compounding return.

This is not a line item against a marketing budget. It is the operating system every consultant, every project and every developer relationship will run on for the next decade of Motiv Group.

Total engagement
$30,000+ GST

$33,000 inclusive of GST, fully invoiced through Sellers Reserve.

Team program

8 modules, delivered live across Brisbane & Gold Coast.

Executive stream

8 one-to-one coaching sessions with Carly.

Frameworks

Full access to the Sellers Reserve Operating System™ toolkit.

Artefacts

Scorecards, dashboards, scripts, The Motiv Standard charter.

What it really costs

One additional off-the-plan settlement, generated by one consultant operating as a business owner instead of a lead processor, returns this investment many times over.

The cost of not doing this is the cost you are already paying, agents waiting on developer leads, projects fatiguing through the middle 80%, developers questioning confidence, culture drifting from standard to story.

$33,000 is what it costs to stop running on hope and start running on system.

Inclusions

  • 8 weekly team workshops, on-site
  • 8 executive coaching sessions with Carly
  • Personal Business Plans for every consultant
  • Project Scorecards & Performance Dashboards
  • The Motiv Standard cultural charter
  • Memorandum of Understanding at graduation

What I commit to

  • Show up prepared for every session
  • Tailor every framework to Motiv Group
  • Hold the team, and Carly, to the standard
  • Be available between sessions for the cohort
  • Deliver an operating system, not a slide deck
To approve

A single email reply, “Carly, approved, let's begin,” and we lock Module 01.

Approve & beginCall Michael
Recommendation

Not an eight-week sales course.
A premium business transformation program for Motiv Group.

Positioned this way, the Motiv Business Builder Program becomes a strategic engagement rather than training. It also becomes a framework that can be licensed and adapted for other project marketing firms in Australia, much like the Sellers Reserve Operating System™.

Next step

A 60-minute strategy session with Carly to confirm scope, cadence, cohort design and the executive coaching rhythm, and to set a launch date for Module 01.

Prepared by

Michael Mahon

Architect, Sellers Reserve Operating System™

michael@sellersreserve.com

+1 949 887 0350

The pledge

The Motiv Business Partnership, a Memorandum of Understanding & Pledge of Mutual Commitment.