Learning the Key Numbers of Measurement

Learning the Key Numbers of Measurement

The only way to know how well – or how poorly – your business is doing is through measurement of key numbers. In my Coaching Tip today I’ll tell you which numbers to watch and why they matter. Tracking all of your numbers is important, but there’s one number you need to focus on above all else: Appointments. Everything you do depends on booking appointments, from listings to personal meetings with customers. Just 3 appointments a day means 60 in a month, and every one is an opportunity for a listing or a referral. There’s just one other significant number…

Ep 53 — Negotiation Skills

Ep 53 — Negotiation Skills

In this High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips tell how negotiation skills need to stay fresh and adaptable. Alexander starts with considerations that affect the way he negotiates, especially communication with buyers. Emphasising percentage over price and knowing how to motivate clients to make a timely decision are crucial skills. Josh describes the psychology of transaction vs. transformation, and how to employ humour with the percentage close. Alexander stresses getting the details of the transaction set so there are no delays once a decision is made.

Ego Fullfillment vs Financial Security

Ego Fullfillment vs Financial Security

Are you investing in your confidence or your ego? My Coaching Tip today is about avoiding vanity spending and increasing your financial security so you can grow your business and your confidence. When you first begin to see some success in your real estate career it’s so easy to feel that you deserve a flashy car and expensive clothing, especially when you see so many other agents doing it. It’s an attractive image and you want to present that way, too. There’s nothing wrong with wanting those things and having them, but you’re going to feel a lot better about…

Ep 52 — Navigating an Election Year

Ep 52 — Navigating an Election Year

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips talk about navigating an election year. This can have local and global impact on real estate markets, and Alexander describes ways he maintains numbers when the political climate is uncertain. Josh reinforces knowing what’s coming up a year ahead and being able to adapt to any outcome. They discuss the use of fear and scarcity to bring clients to a timely decision, and also using election uncertainty in marketing headlines. Alexander shows how working through times that other agents step back and wait gets you higher…

Getting over Fear, Procrastination and Distractions

Getting over Fear, Procrastination and Distractions

You know you’ve got potential, but you’re just not accomplishing as much as you should. In my Coaching Tip today I’m going to tell you how to overcome fear, procrastination and distractions with focus and momentum, and make every minute count. A winning real estate career requires confidence, but when you’re operating from fear you’re not going to make it. You must have clarity around your goals, your purpose, and what success looks and feels like to you. Let’s start by defining work time and holiday time. If you know you have time off at regular intervals it’s much easier…

Ep 51 — Having a Great Business Life and Personal Life

Ep 51 — Having a Great Business Life and Personal Life

In today’s High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips focus on building a great business life and personal life. Alexander tells how he maintains balance in his own life and business through planning. Josh notes that you need to know what success looks like to you and how you’ll know when you’ve achieved it, as well as knowing what’s most important to you in life. Alexander talks about the importance of eating well to maintain energy all day, and lists other activities he uses to stay sharp. Josh advises getting intentional around how you spend…

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…