Click here to view this video on YouTube. Your contact network represents your net worth, but that value is lost if you cannot effectively use that information to build your business. Your database requires structure and organization to be useful. Establishing categories is the best way to manage the high volume of contacts you collect […]

Posted on April 17th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. One of your tasks as an exceptional real estate agent is managing client expectations. This is true for buyers and sellers alike. You are responsible for presenting realistic sales and pricing figures for a given market as opposed to what your clients may be seeing in the […]

Posted on April 10th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. I believe it is essential to your business to have your whole sales team moving ahead together so you can build momentum and motivation, beyond how you physically bring them together. Most offices require the team to gather together on a weekly basis in what we call […]

Posted on March 27th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Open for inspections are a great way to meet new prospects and keep in touch with current clients. It’s important not to let your presentations falter during the rush of a busy Saturday. One quality showing of a property is far more effective than several poor ones. […]

Posted on March 27th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Mobile technology has added a whole new dimension to your ability to do business effectively, but it also introduces the problem of distractions. Besides incoming phone calls, we also receive constant alerts for incoming SMS, email, and social media messages. Within this barrage of messages is important […]

Posted on March 18th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. If you really want to be successful in your business, you have to be consistent. And the best way to maintain consistency is to set a routine and follow it. That’s the way the best agents stay on track. Your routine will be built on an understanding […]

Posted on March 13th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Whether you are a sales manager, principal or you own your business – do you know exactly what the vital numbers are that really drive your business, so that you can grow the way you want to in 2014? Something interesting I’ve consistently found when coaching people […]

Posted on March 5th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. One of the most important topics for your real estate business is how to utilise the categories in your database for effective automated marketing. This entails targeted, scheduled marketing campaigns to buyers, potential sellers, market appraisals, past clients and key referrers. No matter what the market is […]

Posted on March 4th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. What it takes to be a great lister in real estate is the ability to focus on your client’s needs and fears, and to resolve those issues for them. You address these concerns during your listing presentation, and you take as much or as little time as […]

Posted on February 26th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. As real estate agents we are professionals at knowing where a customer plans to move, when they need to be there, and how to make that happen. However, we rarely get at the true core of the process. Basically we provide a solution for finding places for […]

Posted on February 19th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. In real estate, you need to build a great profile. To do this, you must recognize that your profile is measured by the size of your network, and your network determines your net worth as an agent. Your network is not just about numbers, though – it’s […]

Posted on February 10th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. When you begin to understand your business processes more completely, you can realize much greater success in the way you execute them. This is what our Coaching Tips email series is all about. You know your database is central to doing business, but you may not be […]

Posted on February 7th, 2014 by Josh Phegan - Speaker, Trainer, Coach

Thank you for registering to participate in our very first FREE webinar: How To Start 2014 Right. Learning what makes a great agent is easy. It’s the attitude of consistent improvement, and knowing that success is all about doing the little things well and often. It’s putting this mindset into practice that can be the […]

Posted on February 3rd, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to watch this video on YouTube. PLUS… Enter your details in the form below to register and attend our very first FREE training webinar on Monday, February 3rd at 6:30pm AEDT (Sydney Time). In this webinar April Forbes will interview Josh Phegan about how to start 2014 right and how to package, market […]

Posted on January 31st, 2014 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. When considering client categories inside your database, keep in mind that some individual clients actually belong in more than one category. What this implies is that your business should address them according to every area of the market where they are active, from sales to property management. […]

Posted on November 25th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. You know that objections are simply part of the sales negotiation process. But do you know how to handle them? It helps to realize that objections are natural whether you are working with buyers, tenants, landlords or sellers. They occur because the client has questions and concerns […]

Posted on November 6th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. This time of year more than any other, your ability to sustain a high level of personal productivity is vitally important. As year-end arrives, there are more demands on your time, longer hours and late night appointments. You want to start preparing for it now. Three things […]

Posted on October 31st, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Every business needs a business plan, and your real estate business is no exception. Your business plan is a clear and detailed picture of your business. This is where you plan your strategy for success and plot the numbers that will show you how you are doing. […]

Posted on October 23rd, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. You already know how important your database is as a resource for expanding your business. Inside your database you have lists of buyers, potential sellers, market appraisals, existing clients, past clients, key referrers, landlords and tenants. All of those lists would be far more useful if you […]

Posted on October 17th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. One of the most important skills in real estate is the ability to qualify clients. You need to know each client’s experience in real estate, their level of involvement, and their reasons for buying or selling right now. A lot of agents fail to ask the proper […]

Posted on October 3rd, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. It is critical to your business that you project professionalism in the way you present yourself. You may think you have this handled, but the reality is that you probably have no idea how your clients and colleagues really see you. Following are some actions you can […]

Posted on September 26th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. You could be getting much more out of your open for inspections by making sure information you already have is easy to find and use every day. By implementing a simple, teachable system for structuring your open for inspection packages you can assure that you and your […]

Posted on September 20th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Having a daily routine and following it establishes the consistency and accountability necessary for you to be successful in your business. Build a good routine and everything you do each day will get results. To structure your daily routine, first establish a time to wake up in […]

Posted on September 13th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. One thing that will really set you apart from other agents is your level of market knowledge. No one knows more about this than Shannon Whitney of BresicWhitney. Shannon says, in order to be a great agent you need to go through as many of your competitors’ […]

Posted on September 5th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Click here to get your ticket to the Real Estate Blue-Print in Queenstown. Some aspects of success in real estate are universally basic and necessary. Recently the four finalists for our Australia’s Changed Agents Awards gave presentations at our Real Estate Blue-Print Conference. Not surprisingly, all of […]

Posted on August 16th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Negotiating fees with clients is a necessary part of your business. It is much easier to set your fees and justify them if you are confident of your worth. Ask yourself what you are doing relative to your competition that sets you apart as a client’s best […]

Posted on August 9th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. It is important to know what marketing means to you, because your own beliefs about marketing will determine how effective it is for you and your clients. If nothing else, you should understand the vital role marketing plays in selling properties, and how that works. At the […]

Posted on August 2nd, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Click here to get your ticket to the Real Estate Blue-Print. When you get really good at doing what you do more people are going to want to use you. As more people want to use you it means there will be demand on your time than […]

Posted on July 26th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Click here to get your ticket to the Real Estate Blue-Print. Believe it or not there is actually a secret or, magic formula to how you grow a business.  It’s based around three really simple words; fitness, systems, and people. Let’s have a quick look at each […]

Posted on July 19th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Click here to get your ticket to the Real Estate Blue-Print. Your database is one of the most vital elements inside of your business. Whether you have been in the industry for 30 years or are just starting out, understanding how to categorise and evaluate your lists […]

Posted on July 12th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Click here to get your ticket to the Real Estate Blue-Print. Your database is one of the most vital elements inside of your business. Whether you have been in the industry for 30 years or are just starting out, understanding how to categorise and evaluate your lists […]

Posted on July 5th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Click here to get your ticket to the Real Estate Blue-Print. There are actually two kinds of marketing you need to know how to do well: property marketing and agent marketing. In today’s Coaching Tip video, Josh Phegan will be talking with Matt Hayson of Cobden & […]

Posted on June 28th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Prospecting is basic to your business, so it is important to know the best approach to take with it. There are two different kinds of prospecting: relationship-based prospecting and geographic-based prospecting. With geographic-based prospecting you start by targeting an area of properties where you think you want […]

Posted on June 14th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Here is a prospecting exercise I learned from a highly successful Potts Point real estate agent named Jason Boon. Get a pen and paper. Write the numbers 1 through 30. Now list 30 people you know you need to talk with next. We call this technique “Recency” […]

Posted on June 7th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on YouTube. Selling by auction can be stressful, but there are several things you can do before auction day to alleviate some of the stress. Mostly you want to make sure your buyers will be fully prepared to bid and buy property. Having buyers who are qualified and confident […]

Posted on May 24th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. You may not realize it, but if you want to be doing a successful business next season, you need to be working on that right now. How far in advance are you prospecting for potential leads now so that you can move on them when they become […]

Posted on May 17th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Click here to your free PDF 10-point critical skills evaluation sheet There are three critical skills you need to have a handle on inside your business: Prospecting, finding and winning potential sellers, and selling the properties. It is important for you to do an audit of your […]

Posted on May 10th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. One of the most important elements inside of a listing presentation is tactics. One key tactic is the “trial closure” because it allows you to test how ready your customer is to enter the market with you. You do this by simply asking some important questions. Know […]

Posted on May 2nd, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Click here to enter our ‘Win a Free Ticket to AREC’ competition. We will be be at AREC and we want to see you there, too. We have spoken before about the importance of creating a winning listing presentation. Today we’re going to discuss how to achieve […]

Posted on April 26th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Click here to enter our ‘Win a Free Ticket to AREC’ competition. We will be be at AREC and we want to see you there, too. Knowing how best to execute your listing presentation and making sure that you are really comfortable with it are vital to […]

Posted on April 18th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Click here to enter our ‘Win a Free Ticket to AREC’ competition. We will be be at AREC and we want to see you there, too. Click here to download the Benchmarking Stock table. Today we’re going to speak about what is probably one of the most […]

Posted on April 12th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Today we’re going to talk about multiple offers. Sometimes inside of your real estate career the market can just shift, and within minutes you move into a position where you’ve got multiple offers on a property. One of the most challenging things for agent is that when […]

Posted on April 5th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Hi there, and welcome to this week’s coaching tip.  Today we’re going to talk about one of the most important lead sources inside of your business, which is actually winning business by referral. When we think about building referral, we think about how do we get that […]

Posted on March 22nd, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Hi there, and welcome to this week’s coaching tip. Today we’re going to talk about an incredible rule around seller management called the 7-2-2 rule. Dean Mackie from our first Headstrong series taught this to me. He said that if a property that is on the market […]

Posted on March 15th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Click here for more information about Prospecting School Today we’re going to speak about something called the moments that matter.  In business there are a few moments that matter and will make a huge amount of difference to your success. These moments are generally around prospecticg and […]

Posted on March 8th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Over the last few weeks we’ve had a number of people that have been speaking to us about how to work with an assistant. In most businesses you need to write around $300,000 in gross commissions before it becomes financially viable to hire an assistant. A lot […]

Posted on February 22nd, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. There are effectively six key database categories that you’ll work: Buyers Potential sellers Market appraisals Current clients Past clients Referrals If you think about your database, it’s effectively a little bit like an hourglass in its shape. You’re always going to have a lot of buyers that […]

Posted on February 15th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Click here to automatically download the financial spreadsheet. This week we are going to talk to you about Hard Key Performance Indicators (KPIs). Hard KPIs are significantly more important than the Soft KPIs we discussed last time. These are the numbers you can’t hide from. The Hard […]

Posted on January 31st, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. What should we measure and why should we measure it? It is important for you to know the core numbers that are critically important to your success. Your Soft Key Performance Indicators (KPI) are definitive elements, such as the number of call sessions that you do per […]

Posted on January 24th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. This is the kind of mindset as we move into January that will really make all of the activity happen. Prospecting in January is one of the best things you can do on the inside of your business as there are a lot of people who love […]

Posted on January 18th, 2013 by Josh Phegan - Speaker, Trainer, Coach

Click here to see this video on YouTube. Enter your details below to receive Josh’s weekly Coaching Tip and daily email straight to your inbox.

Posted on December 11th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on our YouTube channel. We are now at the final video of our four part series about the most important practices you need to maintain inside of your business. In this closing video we focus on continuity. Continuity describes the movement that begins with the customer’s purchase or other […]

Posted on December 6th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on our YouTube channel. In most businesses, the place where agents lose most of their clients, from a marketing point of view, is between engagement and conversion. The reason this happens is that they stop asking questions and stop thinking from the customer’s perspective. A great example of this […]

Posted on November 19th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on our YouTube channel. It’s important you understand how engagement really works. What I’ve learnt in marketing is that if you’re the first in the inbox, the first in the voice mail, first in the letter box and the first in the meeting, you’ve got the opportunity to steal […]

Posted on November 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on our YouTube channel. Enter your details below to receive Josh’s weekly Coaching Tip and daily email straight to your inbox.

Posted on November 12th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on our YouTube channel. It is time to think about open for inspections as being a massive opportunity for lead source. This is because you get buyers that are entering into your marketplace. Think of open for inspections as a great way to get known by the neighbours. Not […]

Posted on November 1st, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on our YouTube channel. It’s that time of year again. Everyone is getting into a mad rush to try and make things happen before Christmas. What is the most important thing for you to be doing today? This time of year most people stop prospecting and focus on selling […]

Posted on October 25th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to view this video on our YouTube channel. Write down the actual personal income that you’ve earned over the last twelve months. Now put a little x2 underneath that figure and calculate how much more you could be earning – two times your starting figure. This is what we call “doubling the numbers.” […]

Posted on October 18th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to find out more about List. Sell. Negotiate As we come to the end of the year there’s an important skill you should know about called “clearance.” Clearance is your ability to get all of your properties sold that are currently in the marketplace. One thing that I look for as to whether […]

Posted on October 12th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to find out more about List. Sell. Negotiate Lets talk about how to book an appointment. One of the best things you can do before starting a prospecting session is to review your schedule to work out your available time slots. By having the times already set aside, it’s a lot easier to […]

Posted on October 3rd, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to find out more about List. Sell. Negotiate. No matter which marketplace you work in, there is a dynamic called the rhythm of business. This rhythm usually breaks a year up into quarters around Spring, Summer, Autumn and Winter. In order to really build rhythm in business you need a good system based […]

Posted on September 27th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to find out more about List. Sell. Negotiate. This is one of the most confronting questions you will ask yourself in your real estate career. The first thing that you can do is to increase your fitness: Physical fitness, mental fitness, emotional fitness, spiritual fitness and financial fitness. Altogether, fitness is actually all […]

Posted on September 20th, 2012 by Josh Phegan - Speaker, Trainer, Coach

One of the key components to your marketing and branding is the need to understand that to be really good at what you do, you need to be what we call the “Authentic You.” The Authentic You is the natural, normal You that you are as an individual outside of the real estate world. If […]

Posted on September 14th, 2012 by Josh Phegan - Speaker, Trainer, Coach

In recent weeks we have talked about the number of calls you might make, the number of connections you might get, and the number of appointments you might book. If you are busy with activity you will find that most consumers are raising lots of objections. Sometimes these objections are so good we don’t even […]

Posted on September 4th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Because of this, it is important to know that you must build vital skills long before you need them. One thing that will separate you from the rest is continuously building your market knowledge. Not many people know what market knowledge is. Getting an email alert from realestate.com.au about new listings is not market knowledge. […]

Posted on August 28th, 2012 by Josh Phegan - Speaker, Trainer, Coach

As we head into the spring one of the big things to start to think about is how you can substantially increase the number of listings that you’re holding. To do this, it is important to know what brings people to the market place and the sort of knowledge and information they need to make […]

Posted on August 23rd, 2012 by Josh Phegan - Speaker, Trainer, Coach

  There are two types of key performance indicators (KPIs); we have soft KPIs and hard KPIs. In training we focus mostly on hard KPIs, which are your listings, sales and income.  These are critically important as they lead to the end result, being the income that you produce. Most agents don’t spend enough time […]

Posted on August 17th, 2012 by Josh Phegan - Speaker, Trainer, Coach

A lot of people copy what their competitors do. Every week most agents send out a buyer update email with a list of OFI’s, new properties to the market, etc. Over time that list builds and builds and you are never really sure if anyone is reading the email or not. It is time to […]

Posted on August 9th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Now we have discussed your marketing categories, it is time to set up your marketing calendar. The real estate marketplace generally goes through cycles similar to the different seasons of the year with school holidays generally being precursors to the market having great levels of momentum. A marketing calendar is designs to do two different […]

Posted on August 2nd, 2012 by Josh Phegan - Speaker, Trainer, Coach

As a real estate agent, you have two different types of people that you get to work with. The first one is the people that you already know, made up of past market appraisals, buyers, past clients, etc. The second group of people are those that you want to get to know, these are potential […]

Posted on July 27th, 2012 by Josh Phegan - Speaker, Trainer, Coach

We need to understand what a real estate pipeline really is. The first part of a pipeline is knowing when your potential clients are looking to come to the market, and communicating to them on a regular and consistent basis. Most people when you ask ‘When are you planning on coming to the market?’ will […]

Posted on July 20th, 2012 by Josh Phegan - Speaker, Trainer, Coach

One of the big things that I see in a lot of agents is call reluctance. Call reluctance is that moment when you’re ready to get on the phone and you find all the reasons why you don’t want to be on the phone or the reasons why you shouldn’t call a consumer. There is […]

Posted on July 12th, 2012 by Josh Phegan - Speaker, Trainer, Coach

We live in a different real estate world from 5 years ago, but what holds true are the fundamentals. You’ve got to: Prospect consistently day in day out. You can never have enough stock. Practice, drill and rehearse your listing presentation so that you can win the business more often, on the terms that you […]

Posted on July 10th, 2012 by Josh Phegan - Speaker, Trainer, Coach

One of the most important things ever, is to know the reason why the customer employed you. And the reason why the customer employs you is to get their property sold. The converse to that is the number one reason why the seller leaves you, this is because you can’t get their property sold. You […]

Posted on July 6th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Today we’re going to spend some time around really streamlining your business processes. You may remember that in last week’s video we did a lot of work around the budgeting and the financials inside of your business. As a real estate agent there are only three ways that you can grow your income: 1. Increase […]

Posted on June 28th, 2012 by Josh Phegan - Speaker, Trainer, Coach

          As we come to the end of the financial year, it is important to spend some time understanding your numbers and to start planning for the next 12 months. Across the industry, we have seen the traditional volumes of transactions decrease. The thing is, the number of competitors inside of […]

Posted on June 20th, 2012 by Josh Phegan - Speaker, Trainer, Coach

          Today we are going to spend some time around advanced prospecting.  It is time to do some planning and then implement what you want to do inside your business. If you do this, you will build a lot of momentum over time. The best place to do this is through […]

Posted on June 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

        Click here to find out more information about the Real Estate BluePrint. Enter your details below to receive the weekly coaching tip and daily email straight to your inbox.   First Name * Last Name * Email * Mobile * State * Country * Please select one Afghanistan Albania Algeria American […]

Posted on June 11th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Do you suffer from call reluctance? It’s called the fear of what other people think of you and most agents are paralysed by it. There’s an easy way to diagnose it. When you print out a list of prospects to call, do you run your eye over the list looking for the easy targets? Do […]

Posted on June 7th, 2012 by Josh Phegan - Speaker, Trainer, Coach

The first step in winning in business is being clear about what you came here to do. Nikes vision = crush Reebok. What’s your vision? Connecting back to your vision of what success looks like for you, is something that you have to do daily. There are so many distractions that can pull you off […]

Posted on June 6th, 2012 by Josh Phegan - Speaker, Trainer, Coach

          As real estate agents we often forget some of the basics or fundamentals of a listing presentation that can rapidly reshape your career. Lets summarise what we have gone over in the past month. The listing presentation is effectively based around five key questions. The first key thing is are […]

Posted on June 1st, 2012 by Josh Phegan - Speaker, Trainer, Coach

          Click here to enter the Josh Phegan Apprentice competition Most agents think that they need to have hundreds of different reasons why someone should work with their agency.  In reality, most people buy a particular product or service because of the one thing that it does, not the additional 200 […]

Posted on May 25th, 2012 by Josh Phegan - Speaker, Trainer, Coach

If the size of the pie changes, you have to change your table manners. The question for you is what’s the size of the pie (the current market) and what are you doing to get your share? Your business has never needed your focused attention as much as it needs it today. Why? Because as […]

Posted on May 24th, 2012 by Josh Phegan - Speaker, Trainer, Coach

The most important thing that matters in the world is receiving recognition from others for a job well done. Why is recognition so important? Because deep deep down you search for achievement, fulfilment or closure and recognition helps one of those to be achieved. The truth is that no one else is going to do […]

Posted on May 21st, 2012 by Josh Phegan - Speaker, Trainer, Coach

Greatness doesn’t just happen in business, it’s a human quest. Getting to where you want to go requires three key things: 1. A clear vision on what success looks like for you 2. A plan of the how and whens 3. Getting in there and doing the work. The reason why most real estate businesses […]

Posted on May 20th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to enter the Josh Phegan Apprentice competition Most agents think that they need to have hundreds of different reasons why someone should work with their agency.  In reality, most people buy a particular product or service because of the one thing that it does, not the additional 200 things. As agents, we need […]

Posted on May 18th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Todays email is probably one of the most important email’s I’ll ever write to you. The reason is that I’ve had an incredibly humbling experience over the course of the last 24 hours, looking through the applications so far for the Josh Phegan Apprentice. We’ve seen deeply personal, emotional and driven people giving it there […]

Posted on May 17th, 2012 by Josh Phegan - Speaker, Trainer, Coach

You hear them say it. 80% of my business comes from my referral network, and it frustrates you. How can highly successful agents just get referrals? It all starts with a simple concept in word of mouth marketing called social proof. Social proof is what business fitness is all about. The more for sale and […]

Posted on May 16th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Anyone can be impressive for a few minutes. It takes guts, determination, effort and energy to do it for a lifetime. As we travel across the country, we’re hearing some incredible stories of courage and resilience as agents fight a market that’s changing by the minute. What I know, is that if you follow process, […]

Posted on May 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

It’s got to be a feel good day. Why? Because today marks a milestone. We are 50% of the way through the 2nd quarter of 2012 or 50% through the final quarter for the financial year. It marks a turning point. No matter the numbers, whether your way out in front or far behind, the […]

Posted on May 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

The most important thing you can do is to manage your self talk. If you think you can, you can. Don’t worry about the market or your competitors. No matter how hard they try, if they have you thinking about them then your missing out on thinking about the most important game in town. Your […]

Posted on May 14th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Click here to enter the Josh Phegan Apprentice competition During May we will be focusing on some of the most important skills inside of your listing presentation. One of the most important skills is going to be identification of the need. 90% of the sale is actually done in identifying the needs of the client. […]

Posted on May 11th, 2012 by Josh Phegan - Speaker, Trainer, Coach

here will be challenges. One of the greatest lessons you’ll ever learn is that if you really want growth you’ve got to get out there and give things a go. When you try something new, you can’t expect to just hit it out of the park. There will always we setbacks, disappointments and failure. This […]

Posted on May 9th, 2012 by Josh Phegan - Speaker, Trainer, Coach

When your conviction is strong enough for what you really want in life, then you’ll do the work. It’s time to connect back to your goals. I’ve got an incredibly important question for you this morning: What does success look like to you? In your business? Your personal life? In your relationships? Why is it […]

Posted on May 9th, 2012 by Josh Phegan - Speaker, Trainer, Coach

1. Having a sales process to get properties sold in 30 days or less. Social proof i.e. sold stickers on signboards is the ultimate in marketing. Over the weekend a number of agencies reported higher than average clearance rates, well above 70% and some even at 100% clearance. 2. Working with people. Rather than just […]

Posted on May 6th, 2012 by Josh Phegan - Speaker, Trainer, Coach

No matter the state of the market, or how many homes are being listed or sold, the only thing that matters is that today you get 1. Just 1 listing, just 1 sale, can change the fortunes of your entire business. Why? Because it changes your attitude, which changes the way you think, which changes […]

Posted on May 2nd, 2012 by Josh Phegan - Speaker, Trainer, Coach

What drives you crazy? One of the most amazing things that you can do inside of your business is to actually understand what are all of the stress points that continue to drive you crazy. I have realised that most real estate agents don’t have a clear strategy on how to market themselves inside of […]

Posted on April 26th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Yesterday I had the chance to critique 11 listings presentations of some of Melbourne’s best agents and the results are in. Year in year out I sit in front of 100′s of agents as they give it there best shot and each time the same things come up over and over again. Here’s a few […]

Posted on April 26th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Something hit me last night – when you don’t make the choices to do the work you know you should do, you force yourself into a corner or a tight position, which eventually forces your hand and makes you do the work. So you’ve got two choices. Learn to become incredible at what you do […]

Posted on April 23rd, 2012 by Josh Phegan - Speaker, Trainer, Coach

You’ve got one chance to make today really count. With a public holiday mid-week, you’re going to have to really focus like never before. Short weeks don’t go well for us as we cram our work into a four day work week, so it’s critical you lift the bar – do the most you can […]

Posted on April 22nd, 2012 by Josh Phegan - Speaker, Trainer, Coach

One of the most important meetings that we ever have in our real estate career is the market appraisal. As I travel around the country and internationally now, I find that we, as agents represent ourselves poorly during the market appraisal. The problem with market appraisals is that real estate agents often deliver a price […]

Posted on April 20th, 2012 by Josh Phegan - Speaker, Trainer, Coach

In less than three hours yesterday working with a small group of agents we generated over 38 market appraisals and 6 property management referrals. How? We created an environment for success. Each agent entered the training room with a list of their past market appraisals, past clients and buyers from previous open homes. Then we […]

Posted on April 18th, 2012 by Josh Phegan - Speaker, Trainer, Coach

You sell the feeling, the energy and the connection. It’s critically important that you become a conveyer of great energy, a positive can do attitude and that you back it up with getting in and doing the work. We’ve just returned from our two week research and development tour of the states, and the number […]

Posted on April 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Imagine if there was a way that you could guarantee yourself success inside of the real estate marketplace. Inside of most real estate businesses is an incredible goldmine called the past market appraisals. Think of it this way. The customer will buy your services when they’re ready to buy. But, it’s your sales process that […]

Posted on April 9th, 2012 by Josh Phegan - Speaker, Trainer, Coach

You’ve got to be excited about your business. Face it, if you’re not, then why would your customers? I’m not talking Big Kev type excitement, I’m talking about the kind of energy thats created when you’re clear about you want. You’re energy is contagious when you become a professional, hitting out call after call, making […]

Posted on March 29th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Yesterday we had the opportunity to work with an incredibly talented group of individuals. We got each of them on the phone for 30 minutes or less and generated over 25 market appraisals. How did we do it? We went back to one of the richest lead sources for ready right now business – your […]

Posted on March 29th, 2012 by Josh Phegan - Speaker, Trainer, Coach

It’s one of the most important questions you’ll ever have to answer, and it’s the difference between having an attraction based business or not. Your potential sellers don’t just hang out at home, they hang out at open houses and they enquire on properties you have available for sale. The way you work both your […]

Posted on March 28th, 2012 by Josh Phegan - Speaker, Trainer, Coach

There’s never been a more important time to focus on whats important. This weekend around the country we’ll face another super Saturday as we rush to the finish line before Easter. With increases in the auction clearance rate it shows a steady and somewhat confident marketplace. But great agents aren’t resting. There hustling like never […]

Posted on March 25th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Past client leakage Look at realestate.com.au and domain.com.au and search new listings. For every new street where there’s a new listing, go into your database and find past clients that own a property in this street. Call them using this simple script: ‘Hi, it’s Josh Phegan calling, just a quick courtesy call to let you […]

Posted on March 23rd, 2012 by Josh Phegan - Speaker, Trainer, Coach

This week we had an great group of 9 agents hit the phones in one 45 minute session and pick up 17 appraisals. Imagine if they did just one more 45 minute session? The energy that you convey to the people around you including prospects on the phone determines your success. People want to do […]

Posted on March 21st, 2012 by Josh Phegan - Speaker, Trainer, Coach

You don’t get any better by taking it easier on yourself. You get better by pushing beyond what you thought was possible. If you want to take a market by storm then you’ve got to improve your skills. Real estate is simple, it’s essentially about two core skills, getting the listings and clearing them. Most […]

Posted on March 20th, 2012 by Josh Phegan - Speaker, Trainer, Coach

There is nothing quite like it. Going to the gym with your trainer and really feeling it the next day. You can go by yourself and think that your doing a great workout, and feel no difference the next day. Or you can go with a trainer who’ll correct your technique, pushing up on some […]

Posted on March 19th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Everyone of us is searching for one of three things: 1. Achievement 2. Fulfilment 3. Closure Your work does not define you, but it sure as hell helps to shape the person you will become. The experiences you have everyday, help to build your character and your beliefs. Your beliefs shape your attitude, which shapes […]

Posted on March 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

You’ve got to start stretching and growing. When you stretch you extend beyond your natural comfort levels. You get growth. Growth feels good. You get excited. The challenge is that when we grow we get complacent. We think this is the best it gets. We give up on the pursuit to greatness. Even if we […]

Posted on March 12th, 2012 by Josh Phegan - Speaker, Trainer, Coach

It’s an exciting day today, with half the country on public holiday and the other half working hard, I’ve got to tread the fine line between getting you to work and getting you to rest. What I know, is that you can achieve far more than your mindset allows you to. That’s what a great […]

Posted on March 12th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Whatever happens in the first 10 days of the month usually determines the pace you’ll set for the balance of the month. Get off to a great start and you’ll convince yourself that you’re on a roll. Yesterday I was speaking with one of our clients in NZ who has been getting the daily email […]

Posted on March 9th, 2012 by Josh Phegan - Speaker, Trainer, Coach

You have to be clear on your outcomes and focused on what’s critically important. What I know is that throughout our entire industry, I haven’t seen a brand, an office or an individual salesperson that has actually taken it to the next level in how they work with their past clients. Past clients are the […]

Posted on March 8th, 2012 by Josh Phegan - Speaker, Trainer, Coach

In businesses we see a golden moment, when they reach their potential and achieve far beyond what anyone else ever thought was possible. What would happen if today was the last daily email that we ever sent? What would happen if this was the last time you ever heard from me? Would it be any […]

Posted on March 6th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Bring intense focus to the game today. Why? With just four weeks until Easter it’s time to hustle. The agencies that hold the stock hold the market. Right now there’s never been a better time in real estate. Stable markets bring opportunities for you to shine. The challenge for most of us, is that we […]

Posted on March 5th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Yesterday we had an amazing day at List Sell Negotiate, as we were surrounded by some of the best in our industry. Here are some quick highlights: Damien Cooley: Measure your private treaty clearance rate at day 28 and see how auction stacks up. John McManus: If you do 400 connected calls a week, success […]

Posted on February 29th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Energy plus motion combine together to create emotion. It’s the fuel that brings about action. Emotion precedes action, yet when you undertake the actions it changes your emotions. When you follow up your past market appraisals, how do you get them emotional? The secret is to get them talking about their current and future situations […]

Posted on February 27th, 2012 by Josh Phegan - Speaker, Trainer, Coach

No one is going to save you. In just two days, we’ll enter the final month for the first quarter of 2012. Time flys in the market and you’ve got to make sure you’re focused on what really counts. The problem for most agents is that they’ve become irrelevant to the customer, because they haven’t […]

Posted on February 26th, 2012 by Josh Phegan - Speaker, Trainer, Coach

If you get your side of the street sorted, more people will be attracted to cross from their side of the street. Creating an attraction based business is about thinking what does the customer really value and how do I present / show / demonstrate to the customer that I fit all of these ideals? […]

Posted on February 23rd, 2012 by Josh Phegan - Speaker, Trainer, Coach

We’ve all got through periods where you doubt your ability. We’ve all been rejected by customers or even thought that it’s all to hard. What’s pulled you through though is your vision of where you want to be and what you want to do. It’s the magic force that pulls you through the tough times […]

Posted on February 23rd, 2012 by Josh Phegan - Speaker, Trainer, Coach

If there was one skill, and one skill only which you could perfect over the next 30 days, that would help to double your income this year, what would it be? Your approach to the appraisal. Why? Because we do far more appraisals than we ever do listing presentations. Yet in training we focus so […]

Posted on February 22nd, 2012 by Josh Phegan - Speaker, Trainer, Coach

Why go the gym once a week to feel sore and see no change? That’s the greatest challenge in our real estate careers. We only prospect when we actually have to, which means we never really see either incremental or out of this world growth from our actions. To really grow your business it’s about […]

Posted on February 19th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Every time you find yourself backed into a corner, it’s because you took a shortcut that’s come back to haunt you. The most productive agents in the industry stay focused on doing the basics really well: – They write out a daily task list – each and every day – to keep focused on what’s […]

Posted on February 16th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Things won’t change unless you change. It’s not about all of your success, it’s what happens in the moments well before success, when you make the decision to do the things that you know you need to do. The problem with most of us is that we’re like the great explorers that climb Mount Everest. […]

Posted on February 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

The difference between those that succeed and those that don’t is the actions they undertake. Emotion always precedes the actions. If you don’t feel like doing something it’s much easier to give up. If however you push past the feeling, and undertake the action, it changes the way you feel about it. The more that […]

Posted on February 14th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Ever heard anyone in real estate tell you they’re working their pipeline of potential sellers, then the next minute tell you they can’t find any ‘right now’ business? When you stop and start prospecting you’ll always experience drag and delay. It takes time for people to make the decision to sell. They’ll make their decision […]

Posted on February 14th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Falling below your potential happens because you lack the hunger and desire to see what’s possible. The unique characteristic of some of the most successful people I know is being a life long learner. They learn from everybody they meet. They’re in the pursuit to the top because they really want to live life to […]

Posted on February 9th, 2012 by Josh Phegan - Speaker, Trainer, Coach

There’s nothing stopping you right now from giving your best. Every day you have the opportunity to lift the heavier weights and do what you know you should do. What get’s in the way is having a lack of purpose and real clarity about what’s important in your life? There are only two things we’ll […]

Posted on February 9th, 2012 by Josh Phegan - Speaker, Trainer, Coach

It happens all the time – we miss opportunities that we should win. The reason it happens is we get too focused on what we’re doing and we fail to focus on what the customer wants. Identifying needs is the most important skill you’ll ever develop. It’s used over and over again. It allows you […]

Posted on February 7th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Technique matters, skill matters, focus matters, but it all means nothing if you don’t use it. There is a saying, if you don’t use it, you lose it, and it’s so true. The highest performing and most successful agents I know hit it out harder than anyone. They have a fierce determination to pick up […]

Posted on February 6th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Some people set out to build buildings, clean houses or mark roads, we set out to change the course of peoples lives when dealing with one of the largest asset classes in their lives. There not just open house callbacks, they are the next step in the customer experience, after meeting them on the weekend. […]

Posted on February 5th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Your life is far to valuable to ride the emotional highs and lows of your career. It’s really important you make the decision to run your business on your behaviours, rather than letting your emotions determine what actions you’ll undertake. I had the opportunity to work with some incredible agency principals yesterday in Melbourne around […]

Posted on February 2nd, 2012 by Josh Phegan - Speaker, Trainer, Coach

There are some incredible opportunities out there in the market. As the week speeds by it’s critical to remember that there is a rhythm to your week. Thursdays have a recovery component to them. After a big start to the week, make sure you spend a little time in recovery today. Work in clear 45 […]

Posted on February 1st, 2012 by Josh Phegan - Speaker, Trainer, Coach

How are you feeling today? You should be fresh and focused as we start a new month. The great leveller in our industry is that no matter how good or bad last month was for you, today we are all the same, the scoreboards set back to 0 and the race to the top starts […]

Posted on January 31st, 2012 by Josh Phegan - Speaker, Trainer, Coach

Adversity and fear are best things that can happen in your business. Every time you suffer adversity you have the chance to come out stronger. Every time you face fear you have the chance to dig deeper and be a better you. Without adversity we couldn’t rise to the challenge and without fear you couldn’t […]

Posted on January 30th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Never before has buyer qualification been so important. Over the weekend most of our clients reported record numbers at open homes. We’ve had reports of up to 60 buyers at an individual open. Whilst the signs are positive, it’s now critical that new and old skills kick into action. With renewed buyer interest you’ve got […]

Posted on January 29th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Ever asked a question and not got the response you wanted? Often potential clients duck and weave when you’re just about to get to the part you need to know, so that you can help them move forward. The challenge is, that most agent’s just keep asking questions. Usually the next question is in a […]

Posted on January 26th, 2012 by Josh Phegan - Speaker, Trainer, Coach

The way you turn up will determine what you turn up. Every business day we talk. I share an insight, something that has changed someones career to inspire you to engage, and deliver your very best work. I have something important for you today – you’re not that memorable. It’s hard to hear it, but […]

Posted on January 24th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Your business must have a feeling to it. There’s no point going all out one day then doing nothing the next. You’ve got to build a rhythm and a flow. It’s often referred to as a culture, it’s what great agents create in order to maintain their success. I want today to be the day […]

Posted on January 23rd, 2012 by Josh Phegan - Speaker, Trainer, Coach

There is no doubt that your attitude will determine your altitude. A positive mindset, an upbeat approach to life and a willingness to succeed are all great qualities of winners. It takes a special kind of person to achieve consistent success, facing adversity and setbacks time and time again until they break through. All you […]

Posted on January 22nd, 2012 by Josh Phegan - Speaker, Trainer, Coach

It takes just a second and it’s the most important thing you’ll do each day. It’s overcoming the fear to get on the phones and make something happen. Yesterday I had the chance to work with an incredibly talented group of individuals. We hit it out, working as a team of 6 getting on the […]

Posted on January 19th, 2012 by Josh Phegan - Speaker, Trainer, Coach

One of the little known secrets is just how much your approach can affect an outcome. The most difficult call for most agents is following up past market appraisals. It’s done really poorly – with most of us ending up calling and just saying, ‘so are you ready to sell yet?”. They call that the […]

Posted on January 18th, 2012 by Josh Phegan - Speaker, Trainer, Coach

One of the most important things you’ll ever have to undertake is your personal marketing. Marketing is separated into two cores – property marketing and agent marketing. We’ve all become experts at property marketing over the course of the first decade of 2000. Quality property photography, floor plans, well written copy, photo signboards and video […]

Posted on January 17th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Your morning ritual is the most important thing you’ll ever have in your business. When you wake you’ve got just minutes to get yourself in gear, setting up for success. Overnight you’ve rested and recharged, what happens in the first few hours will determine your success all day. Your food intake, exercise and inputs will […]

Posted on January 16th, 2012 by Josh Phegan - Speaker, Trainer, Coach

Now that you’re back in the saddle it’s time to commit to the simple disciplines that will allow you to achieve your potential this year. Be clear on your numbers – listings, sales and income, month by month, target versus actual. This allows you to take action to keep on track when it counts. Set […]

Posted on January 15th, 2012 by Josh Phegan - Speaker, Trainer, Coach

It’s hard to learn, but it doesn’t matter what your competitors are doing; what matters is what you’re doing and how you’re keeping your head in the game. What’s critical for our leading clients is that their coach has skin in the game. That means a real commitment to their business success by calling it […]

Posted on November 6th, 2011 by Josh Phegan - Speaker, Trainer, Coach


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