Narrowing your focus

Narrowing your focus

If you’re not enjoying your work every day then you’re probably not doing the work that’s important. My Coaching Tip today is geared to help you decide what your most important work is and how to make sure all the work gets done. One of the hardest things for a lot of agents is letting go to grow, but with all the daily tasks that must be dealt with in your business you can never grow if you’re trying to do everything yourself. There are only a few crucial activities you should be working on, and you have to stay…

Ep 50 — Managing People

Ep 50 — Managing People

In this High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips discuss managing and working with people successfully. Alexander tells how he interacts with people and spends time with them. Josh states that understanding and helping people is key to communication and working relationships. Alexander talks about his organizational culture and core beliefs, and Josh talks about holding others to high standards and commitments. They agree that presenting yourself professionally and ethically is essential. Discussion continues around the scarcity mindset and how to help people become coachable and experience success. Conflict resolution through direct communication is also…

Why does Growth matter?

Why does Growth matter?

You know that growth is important for your business, but do you really understand it? In my Coaching Tip today I explain what growth is and why you need it to be successful. There are actually two kinds of growth: incremental and exponential. All the little steps that take you forward drive your incremental growth. What you see come together as a result by year’s end is your exponential growth. It’s taking the right measurements and knowing your numbers that show you how you’re progressing. The primary number you need to focus on is your listings. From that you can…

Employing Great People for Growth

Employing Great People for Growth

Building the best business possible depends on employing the best people. In my Growth, Leadership and Management Tip this month I’ll tell you why the people you hire are so important to your business fitness, and how to measure performance for each position in your team. Before you can recruit for any job position you have to define the role of that job. To clarify, you’ll evaluate the critical mission, the job scorecard and activities the employee will be responsible for. The critical mission of a job is simply the primary function that position exists to fulfil. For example, a…

Ep 49 — Delivering Price to Owners

Ep 49 — Delivering Price to Owners

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on delivering the best price possible to your owners. Alexander begins with determining the market value of the property with confidence and clarifying client expectations on price. Josh points out how supply and specific attributes of a property influence pricing. They discuss ways to talk with clients about their needs vs. market realities, and to make sure a property will be presented at its best. They discuss how to handle an early-campaign benchmark offer and how best to present an offer to your vendor. Josh comments…

The Art of Negotiation

The Art of Negotiation

Negotiation is an art that separates the top agents from the average. Getting agreement on price between buyer and seller is the point that makes or breaks the deal. In my Coaching Tip today I’ll help you learn to negotiate with the best so you can be the best. People are basically driven by fear more than any other emotion. It’s the fear of loss, or of not getting what they want, that influences both buyers and sellers. If you understand how this works you can use that heat in the deal between offer and acceptance to bring your clients…

Ep 48 — Everything Price Reductions

Ep 48 — Everything Price Reductions

This High Performance Podcast for Real Estate Agents covers everything price reductions, beginning with Alexander’s explanation of when and why they sometimes need to occur and how to have that discussion with the vendor. Josh notes how inadequate market knowledge leads to poor pricing recommendations, and Alexander tells how he stays ahead of his market. He describes how vendors set their pricing expectations, ways to guide them to a more realistic view, and how to effectively have that conversation. They discuss the importance of producing prospective buyers once a price reduction is decided. Alexander lists ways to find and engage…

Where are the big opportunities in your business?

Where are the big opportunities in your business?

Instead of spending time and energy chasing new business, why don’t you pay some attention to the existing opportunity on the inside of your business? That’s the focus of my Coaching Tip today because if you’re not doing this you’re missing your best opportunities. If you’re not a completely new agent you really don’t have to do any cold-calling at all because you’ve already met hundreds of people. Think about where they each might be in their lives right now. Then think how you could leverage those relationships as their trusted advisor and friend in the business. First, make a…

Ep 47 — Selling Vendor Paid Marketing

Ep 47 — Selling Vendor Paid Marketing

In today’s High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips focus on vendor-paid marketing. Alexander explains how vendor-paid advertising can solidify vendor commitment. Josh describes how most junior agents approach entering the market and Alexander outlines his own strategy for pre-launch. They discuss recent changes in marketing costs and how to sell the most effective marketing during the listing presentation. Alexander details the elements of a successful marketing campaign and how to help the vendor make the best decisions for presenting their property. Josh warns against underselling marketing to secure a listing and tells how to…

Being Consistent and Persistent

Being Consistent and Persistent

Marketing only when your business takes a downturn is too little, too late. In my Coaching Tip today I want to talk to you about being consistent and persistent with your marketing, and tell you how to set up systems that allow you to do this easily. Your marketing should never be an indicator of how well or poorly your business is doing. Consistency will ensure that you are always visible and relevant to customers whenever they come into your marketplace. What it takes is a decision to set a marketing plan and follow it on schedule, all the time….