How to be Different

How to be Different

The best way to top your competition is to forget about them. This Coaching Tip is about differentiation, and I’ll be showing you how the path to rapid business growth is through focusing on what your customers want, not how big your competitor’s signboards are. Too many agents are working hard to try to top each other, usually winning listings by setting a lower fee. All that time and energy would be better spent in getting to know what your customers really want from you, and demonstrating your expertise in handling their property sale or purchase. Working with clients around…

Ep 15 – How to achieve consistency in Real Estate

Ep 15 – How to achieve consistency in Real Estate

This High Performance Podcast for Real Estate Agents presents Josh Phegan and Alexander Phillips on what it takes to be consistent. Alexander begins by outlining his daily routine and how it keeps him on track. Josh talks about distractions and how to avoid them. Alexander then lists some attributes of highly successful agents and Josh notes some of Alexander’s traits that have guided his success. Next they discuss the importance of the daily diary and how diaries benefit you and your team. This leads into meetings, how to prepare for them, and time required for various meeting formats. Resilience is…

Rapidly Growing a Business

Rapidly Growing a Business

You may have thought about setting up systems for your business, but if you’re not following through you won’t get the growth you need. In this Coaching Tip I will explain what a system is and outline how to set up simple systems to stay productive and reach your goals. A system is an action you program yourself to do that will get you a guaranteed result every time. Simple, motivational systems assure your work gets done, like having a call list in your office when you arrive every the morning so you can immediately get on the phone and…

Ep 14 – Keeping The Vision Big Enough

Ep 14 – Keeping The Vision Big Enough

In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips talk about the importance of having a progressive vision for your business growth. Alexander begins with ways his commitment to training and consistency from the start shaped his success today. Josh talks about how aspirations must change as values increase, and Alexander adds insights on re-evaluating your targets and tracking on the right numbers. They follow with a discussion of setting appropriate timelines and pace. Next they talk about adaptability and advancing your sales level as you expand your skillset. Building client relationships for life comes…

Ep 13 – The Easiest Way To Build Your Business

Ep 13 – The Easiest Way To Build Your Business

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on the best ways to build momentum over time. Alexander begins with tips on building your database, and Josh continues with who you should put into that database. The discussion continues with insights on being an advisor in friendships vs. business relationships. Next they detail how daily database maintenance benefits you over time. Josh brings up the problem of prejudging people on your call list and why you should call those people anyway. They continue with the fast turnover rates in the current market and the…

Dealing with Buyer Enquiry

Dealing with Buyer Enquiry

Addressing email enquiries is necessary, but it can eat away at your time and keep you from doing the work that’s most important. You must respond to buyer enquiries in a timely manner because you never know who is going to become an active buyer. This is especially challenging if you manage all of your business hands-on. This Coaching Tip will explain how to maintain your schedule while handling those consumer questions. If you must reply to emails personally, then train yourself to type faster. Speed will get you through those replies quickly so you can move on to your…

Becoming the Trusted Advisor

Becoming the Trusted Advisor

To be your client’s trusted advisor, you have to perform like one. That means advising them: lead them through the buying/selling process and help them make the best decisions about their property. In some cases you need to make those decisions for them. That is, after all, what they’re paying you to do. Too many agents hesitate to make necessary recommendations to progress clients, and the result is lost sales. Worse, the agent loses credibility. You want to be the real estate professional your client expects you to be. Tell them what they need to do, and execute with confidence…

The Importance of the Red Pen

The Importance of the Red Pen

Consistency is key to achieving your goals, and that begins with you setting an example for your team. Sometimes corrective action is still necessary, so this Growth, Leadership, and Management tip is all about how to get your team on track, and how I use my red pen for positive reinforcement. Consistent performance really isn’t hard to achieve if you maintain a standard for performance over time. Taking a measurement once a month or once a quarter isn’t enough, though. To keep your people motivated they need clear weekly goals, and they need to know you are tracking their performance…

Ep 12 – The Importance Of Great Marketing

Ep 12 – The Importance Of Great Marketing

In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips talk about marketing that gets results. Alexander begins with the effectiveness of marketing that addresses the needs and concerns of potential clients, asking the right questions and creating a vision of possibilities. Josh suggests ways to be more customer-based in your approach, and notes opportunities you may be overlooking for targeting your campaigns. Alexander then talks about working ahead of the curve and channelling your marketing budget where it will count most. Josh reminds us of the importance of using the phone and doing it well,…

How big is your database?

How big is your database?

You’re missing out on incredible opportunities if you don’t know how big your database is, track on your growth, consistently progress customers, and use those contacts to boost your numbers. Let’s start by reviewing your 9 categories: 1. Buyer to buyer hit list 2. Potential sellers 3. Market appraisals 4. Seller hit list 5. Current clients 6. Past clients who have bought from you 7. Past clients who have sold with you 8. Referrers 9. Landlords Next, always know how many clients are in each category because every one of them is an opportunity – especially your past clients. Too…