Grant McConnell from Hocking Stuart is one of our Australian Changed Agents Award 2018 finalists. He shares how drastically changing his fitness and health routine paved the way for his success in the industry and helped smash his goal of writing over $1 million in fees.
Grant McConnell has made incredible changes to get to where he is today; one includes losing a massive 25 kilograms, which he believes played a huge role in becoming a high performing agent.
"When I'm fit, I've got more energy; I'm more alive and that comes out in me when I'm with my clients," he said. Last financial year, Mr McConnell wrote $1.2 million, close to $450,000 more than the year prior while being mentored by Josh Phegan.
"There are so many things that resonated with me during our training sessions. Family is very important. You have to have that work/life balance and you have to be healthy to succeed. I decided I wanted to take my business to the next level and being healthy and fit was a big part of that," said Mr McConnell.
Mr McConnell said if you are determined and have a solid work ethic, you can do anything well, but you can't overlook the daily grind.
"You've got to continue to do those little things that make you a good agent. I am constantly following up leads, I dedicate time to prospecting session, I nurture relationships; it's the stuff that we don't overly love doing but you have to do it."
Mr McConnell has increased his sales from 58 to 70 in one year. His market share is now approximately 43% and his average commission went from $13,362 to $17,142.
"The addition of my PA has been amazing. I've obtained more appraisals and pipeline listings," he said.
Implementing constructive change has allowed Mr McConnell to have more time with his family. He is married with two kids and plans his day to be home by .530pm.
"Getting fit and healthy makes me a great competitor, but also gives me the energy to come home and be there for my family."
His biggest tip to agents wanting to increase business:
"You have to be well-liked. Be genuine. You do what you say. You don't procrastinate. Trust doesn't happen overnight and it takes a lot to keep it with someone you've just met. Learn a successful and honest nurturing process where you can build long-term trust with someone."