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…

Overcoming Fee Cutters

Overcoming Fee Cutters

There will always be fee cutters competing against you, but you can overcome them by simply offering a better value. In this Coaching Tip I’ll tell you about differentiating yourself in the marketplace so your customers will gladly pay you what you’re worth. It’s the worst feeling if you cut your fee to match an undercutting competitor and still don’t get the business. The fact is, if you don’t offer a better experience for your higher fee there’s no reason for a client to choose you over any other agent at any fee. This is where differentiation comes into play….

Ep 41 — Cold Appraisals vs. Ready to Go Appraisals

Ep 41 — Cold Appraisals vs. Ready to Go Appraisals

In today’s High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips discuss ways to handle cold appraisals and those that are ready to go. Alexander begins with progressing clients by asking the right questions, and Josh lists some important questions. This leads into a discussion of knowing reasons why people buy and sell so you can ask the best questions. Alexander then describes effective methods for listing presentations including instilling a sense of urgency, winning back a client, and leveraging the summary close. Josh closes with the importance of knowing how to progress each individual client according…

Ep 35 — When a Property Sale is Off Track

Ep 35 — When a Property Sale is Off Track

Today’s High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on getting properties sold in today’s evolving marketplace. Alexander emphasises knowing your process and communicating clearly with your vendors about what is happening. Josh advises setting expectations right from the listing presentation. Both agree the vendor relationship and initial buyer experience are crucial. They discuss indicators for property tracking, how to evaluate where the vendor is emotionally and ways to get buyers more invested in a property. Alexander tells how to handle a property that previously failed to sell through another agency, or get an extension…

Ep 31 — The Structure Inside the Listing Presentation

Ep 31 — The Structure Inside the Listing Presentation

In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips focus on the purpose and philosophy behind an effective listing presentation. Alexander describes the three aspects of a listing presentation and emphasises asking the right questions. They discuss initial contact with a potential vendor, planning the meeting, and dealing with unexpected developments. Alexander tells how he evaluates clients and defines their needs and desires. Next they share procedures and preferences for conducting and controlling the meeting, and discuss whether to make a proposal during the listing presentation or in a second meeting. Josh ends with ways…

Ep 18 – Differentiation

Ep 18 – Differentiation

This High Performance Podcast for Real Estate Agents presents Josh Phegan and Alexander Phillips on how to differentiate yourself from your competition. Alexander begins with reasons why competition is secondary to keeping current with past clients, and Josh adds the importance of prospecting daily. They continue with keeping focused on what the client wants and how to be the agent they want to work with. Next they discuss how targeting one or two aspects of differentiation is most effective, and how to achieve this as a new agent as Alexander tells how he promoted himself early in his career. Josh…

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…

Market Appraisal vs Listing Presentation

Market Appraisal vs Listing Presentation

A market appraisal is not a listing presentation, and if you make the mistake of treating it as such you will drive customers away. However, done properly the market appraisal leads directly into a listing and sale. Often the first step to building a lasting relationship with a client is a market appraisal on their property, but you need to understand their concerns around selling their home. They have real fears as to where to relocate, whether the price they get for their home will be enough, renovations before they can sell, and possibly securing employment in a new place….

Fee Defence

Fee Defence

Setting your fee is one of your most basic decisions for your business, and is often the hardest. This task is complicated further when your competition includes fee discounters. Clients will often ask you why you charge more than another agent they have spoken with. You need to be clear about why you charge the fee you do, and what your services are truly worth. You justify a higher fee than other agents by providing a level of service that is demonstrably better. If the customer can’t see a difference between you and your competition then they won’t be willing…

Becoming a great Lister

Becoming a great Lister

A lot of agents like to have a structured listing presentation that they can step through without having to think about it. However, the point of the listing presentation is to communicate with your clients about what you will do for their unique needs that your competition won’t. They need to know how marketing, pricing, sale method, timing and fee delivery will apply to them, so your delivery needs to change to fit each individual client’s situation. After evaluating hundreds of listing presentations we have identified some fundamental yet powerful techniques you can employ to ensure your process will be…