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.

Reference point

If you buy a property today, what can you expect it to sell for in the future? In today’s Coaching Tip, I’ll show you how to establish a reference point for a property’s value based on the right perspective and insight.

I’ll illustrate how property values can change over a few years with an example of how prices rise and fall. And I’ll show you which date is most important to use as the reference point for calculating capital gain.

Right now, every one of your consumers is stuck at the traffic light of indecision: Red, can’t decide – Orange, might decide to move forward – Green, definitely ready to act. Your job as their agent is to help them work out the numbers and make their best decision.

It all comes down to understanding that amateurs deal on prices whilst professionals deal on changeover cost based on the right reference point. It’s critical that you always have great perspective and insights so you can help your clients make quality decisions.

Fast Pace Ep 64 – System or a person

This episode of Fast Pace features Dean Mackie and Josh Phegan examining how a system or a person can affect outcomes. They look at the roles systems and people play, examples of using systems to control workflow, saving time by keeping organised and being aware of what’s happening across the organisation.