Data sets

Where is the biggest opportunity inside of your business today? In this Coaching Tip, I’m going to show you how to use your existing data sets to give you a competitive advantage and smash your competition.

A competitive advantage you’re not using isn’t a competitive advantage at all. I’ll show you how I use the data sets inside every agency I work with. I’ll also tell you why a customer who comes to you is far more powerful than customers you have to go to.

You’ve got to get on the phone and have high quality conversations with these customers, beginning with past market appraisals. I’ll give you a phone dialogue you can use to create opportunities to list and sell those properties.

There are also landlords sitting inside of your data sets who have a principal place of residence and could be a potential client. It’s all about working with the data you already have and people you already know. All you have to do is call them.

Fast Pace Ep 67 – How to build a system

This episode of Fast Pace features Dean Mackie and Josh Phegan explaining how to build a system and how that can solve so many basic business problems. They define what a system is and where you need to use them, solving the right problem by asking the right questions and developing cultured discipline and accountability.

Ep 329 – Mapping consumer experiences

Today’s High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on mapping consumer experiences for the quality customer experience you want to provide. Josh lists ways to fulfil customer expectations, and Alex outlines minimum standards for the 6-star service experience your team needs to deliver, from start to sold. He tells how this ultimately gives you advantages and also generates referrals from those customers. They discuss the importance of coaching your team around options that are available to help them win the listing.

Josh and Alex offer touchpoints that can secure the listing before an agreement is signed and to show the vendor you’re there for them by making the process smooth, keeping communication open, and ensuring that all potential buyers will see the property.

Confidence dealer

What great agents actually do is give buyers and sellers the confidence to buy and sell. In my Coaching Tip today, I’ll show you how you can be a top confidence dealer for your customers and in the process, bring confidence to yourself as well.

I’ll give you a look at some of the buyers you’ll be dealing with and tell you exactly how to give them confidence. It’s about your knowledge of properties and pricing in the current marketplace and how well you can show them what you know. 

We’ll talk about how to give sellers the confidence to act using your insight and perspective on what’s selling today. I’ll demonstrate how your confidence in the information you share with them is what gives them the motivation to do the transaction. 

The best way to be your own confidence dealer is to book those appointments every day. Make sure you’re using the right techniques, tactics and strategies as you work with buyers and sellers, and you’ll have an incredible career.

Fast Pace Ep 66 – Making the leap from Salesperson/Property Manager to Director

This week on Fast Pace, Dean Mackie and Josh Phegan share observations on career progression and making the leap from salesperson/property manager to director. They explore reasons for wanting to be a director, adding value as a leader, knowing what you want to accomplish and how much you’re willing to contribute, and being in it for the long haul.

How do we do it here?

How well do the people inside your organisation know what it is you do there? In my Growth, Leadership and Management Tip today, I’m asking you the question, how do we do it here? And I’ll show you how to communicate that to your people.

I’ll explain why the problem is not the problem; it’s how you think about the problem that’s key. And I’ll give you an example dialogue with a landlord based on a form you can step them through, so you know what to ask and what to say.

In seconds you can demonstrate that you really know what’s going on inside the property management world, or you can choose to become just another fee-based commodity. I’ll show you why it’s so important for you to understand equity.

The customer won’t see the value that you and your team are offering if you can’t explain and demonstrate that value. Take your people on the journey of growing their knowledge, skill and capability around “how do we do it here”, and you will become a great leader.

Ep 328 – Repricing

In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss price reductions and repricing. Alex talks about how changes in the market affect pricing and the importance of getting the initial price guide right. Josh recommends always giving people options rather than forcing one issue, keeping an eye on what’s new in the market, and securing plenty of buyer appointments and offers.

Alex and Josh look at quality buyer matching, showing the vendor you’re doing everything you can for them so they understand that the property needs to be repriced, and that a vendor who values their property higher than everyone else gets to keep it.

Peaks and plateaus

One of the great challenges in life is when you hit a plateau that you don’t want to be on, and you can’t get off it. In my Coaching Tip today, I’ll explain peaks and plateaus and help you get motivated towards your next goal.

When you set a goal, you’re in hot pursuit of reaching that peak. When you’re not climbing, you’re on a plateau, and that’s fine if you’ve chosen to be there. But often, you’re stuck there and don’t know what to do next.

A lot of agents are finding themselves on a plateau right now with our current declining market. I’ll show you some decisions you need to make and help you get clear on what motivates you and what matters most to you.

The moment you arrive, it’s time to start out again, and that’s the key to mastering your peaks and plateaus. You’ve got to give yourself permission to dream about the things you really want so you can ultimately improve the quality of your life.

Fast Pace Ep 65 – Financial year planning – reflect to project

In this Fast Pace episode, Dean Mackie and Josh Phegan discuss keeping a finger on the organisation’s pulse through financial year planning. They comment on creating sustainable value, the impact of wage pressure on generating revenue, the three metrics for increasing fees, and the need for making personal investments to improve your performance and productivity.

Ep 327 – Pitching strength

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on finding your pitching strength and perfecting your pitch. Alex advises that you know your advantages over your competitors and relate your skills to the vendor’s needs. He states the importance of asking them the right questions and spending their time well. Josh notes making sure new agents understand what the brand is doing and how other agents pitch for the brand. Alex explains why all offices should share data and agents work together.

Alex and Josh discuss what makes us really powerful and point out that consumers aren’t just choosing you; they’re choosing you as a brand. And Josh lists some of the key things USPs are usually based on.