Ep 11 – Building And Maintaining Your Database

Ep 11 – Building And Maintaining Your Database

This High Performance Podcast for Real Estate Agents focuses on building and leveraging your database. Josh Phegan and Alexander Phillips discuss which details to include about each client, why categories matter, and the importance of mobile access to your database. Alexander tells why he uses a headset in his office, and how he manages incoming information whilst driving. Josh outlines a system for keeping client details current and available, and Alexander explains how grouping calls helps you stay focused. Next they discuss how a shared system keeps your team members informed about who clients are and how to handle each…

Marketing to customer objections

Marketing to customer objections

Marketing savvy is core to being a great agent. Today I will show you some of the best marketing devices for addressing customer objections. Every client has them and you have to get past that to progress them. And the best way to do that is to make their fears and concerns work for you. Learn to view every client objection as a marketing opportunity. The key is to address those objections up front, even before the client brings it up, and present a solution. You already know a lot of those barriers because they are frequent. A big one…

Ep 10 – Getting Past Negative Emotions

Ep 10 – Getting Past Negative Emotions

Today’s High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on how to handle the setbacks, rejections, and negative emotions every agent experiences in their career. Alexander offers tips for quality of life and business specific challenges, and Josh adds the importance of resilience and having a support system. Next they discuss avoiding negative influences in your life and generating a positive attitude. Josh suggests keeping lists in your mobile phone of your goals and achievements to help keep you focused. Alexander gives examples of how he stays motivated and optimistic, how other members of your…

Diary Management

Diary Management

Your diary is a tool to keep you on track with calls and appointments. To be a great agent you have to manage your time and keep your energy up in order to do the work that’s most important, and that work starts first thing every morning. In fact, it starts as soon as you wake up. Follow a routine every day, from when you will wake up, to your first call session, to your meal break, and down to your last appointment. You must be consistent or you will lose momentum very quickly. Remember, mornings are for prospecting and…

Ep 9 – Chase List

Ep 9 – Chase List

In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips explain how keeping a chase list of new buyers in the marketplace helps you focus on progressing those clients. Alexander expands on ways to leverage the list throughout the year according to seasonal activity in the market. Discussion continues with deciding who to put on your list and why. They then discuss timing and the relevance of the list-to-launch timeline. Progressing the client is part of that timeline, and they talk about determining how quickly that process needs to flow depending on the market and the…

Tracking The Progress Of Your Database

Tracking The Progress Of Your Database

Today’s Coaching Tip is all about how to maintain your database so you can use it to its full potential. If you’re not entering every new person you meet every day you’re throwing away potential opportunities and reducing the size of your pipeline. You can’t afford to do that if you want to be a great agent. You then need to track on those clients so you can progress them into all the categories they belong in. Their status changes constantly and you must keep up with those changes in order to be relevant to them, and be there for…

Ep 8 – Working An Area

Ep 8 – Working An Area

Today’s High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips discussing how to choose and work a market area. Alexander tells how he got started in his current market, and began building long-term clients through buyer work. Josh then describes the necessity of understanding the process of progression. Alexander talks about the advantages of adaptability to other markets as well as being responsive to changes inside of your primary area. Next they discuss ways to gain pricing and market knowledge across multiple areas. Josh ends the dialogue with the importance of being able to relate to…

Why Strategic Meetings Are Important

Why Strategic Meetings Are Important

As a real estate principal you can’t just think about tactics – you need to be thinking strategically. In this Growth, Leadership, and Management tip I will explain the importance of stepping back and meeting with your team on a regular basis to discuss your growth strategy and evaluate how well your business is achieving those goals. Scheduling a monthly meeting with your executive team will help everyone maintain a cohesive foundation for growth. Everyone will know exactly where you want to go and what needs to be done to get there. Topics to cover in each meeting include: •…

Becoming A Great Marketer

Becoming A Great Marketer

To be a great real estate agent you also have to be a great marketer. In this Coaching Tip I’m giving you some basic techniques and concepts you can use to achieve real marketing savvy. The key to great marketing is to know your client’s objections from the start, address their fears and counter them with a solution. One of the keys to turning things around in your business is the ability to change adversity into opportunity. In a challenging marketplace where you have an abundance of buyers, but a shortage of stock to sell to them, potential sellers aren’t…

Ep 7 – Diary Management

Ep 7 – Diary Management

This High Performance Podcast for Real Estate Agents presents Josh Phegan and Alexander Phillips on the necessity of keeping a diary of your daily business, what goes in it, and how it aids daily scheduling. They recommend using integrated diaries so everyone on your team stays coordinated and on track. Alexander outlines his daily schedule, and stresses the importance of time and energy management. Setting time limits for tasks, building in buffers for predictable delays, and knowing how to stay productive if you end up with extra time are all key. Hard-line appointments that must be met help structure your…