The three lists

It’s not about the size of your database, it’s what you do with the data and how often you review it that matters. In my Coaching Tip today, I’ll give you three lists that will allow you to use that data to build an incredible business.

The seller hitlist contains the people you’ve already pitched to, and they’re either going to choose you or a competitor. I’ll show you what you need to do to make sure you secure those listings.

The next list is market appraisals. I’ll outline what to do beyond the appraisal and where to go with them next when they say they’re not selling. This leads to your list of buyers/sellers who will sell with you if you find them something to buy. It’s crucial that you understand their needs and keep them informed.

Building a huge database is pointless if you do nothing with it. Review that data every day, and use these three lists to print out those call lists and make those calls. Push yourself to the upper echelons of high performance and you’ll scale your business exponentially.

Fast Pace Ep 62 – Onboarding (new, established and learned history)

This week on Fast Pace, Dean Mackie and Josh Phegan talk about onboarding and the first 90 days. They look at optimising the process through pre-boarding, why 30% of hires leave within 90 days, getting people engaged, what to do when onboarding fails, mapping out expectations, making it a good experience, and paying attention to feedback from the new hires’ fresh views of the business.

Performance planning

How are you going to shift your performance over the next 12 months? You need a growth plan, and in this Growth, Leadership and Management Tip I’m talking about performance planning. The end of our financial year is where the rubber hits the road. 

This is where you’re faced with the reality of what’s been happening inside of your business over the past year. What you see here will inform what your next trajectory should be, and I’ll show you where to look for your greatest growth opportunities.

Identifying what to do next and the strengths you need to develop is an essential skill for a great agent. I’ll show you how to build a one-page growth plan that will give you clarity of purpose, values for team building, and the specific mission you want to achieve.

As a business leader, performance planning is necessary to make sure your team is clear on where to find opportunities, and to show you where to help them improve their level of performance. Give them a plan so they know what to do next over the coming financial year.

Motivation commitment

It’s motivation that makes a market fluid and commitment that completes the transaction. In this Coaching Tip, I’ll examine which events affect motivation and commitment and how understanding those influences puts you in control of the transaction.

In any transaction, there is a buyer, a seller and an agent. I’ll break down the motivations of each party and illustrate how the media, the market and opportunities to make the deal can influence their decision making.

When buyer, seller and agent motivation are all low, you experience flat periods in your career. But commitment is another element, and I’ll show you how that looks with buyers, sellers and agents. And I’ll tell you how to make your business market-proof.

The most important thing you can do to make your business seriously move is to make sure you’ve got the motivation and commitment of the buyer, the seller and you as the agent. This will consistently put you in the position to win.

Fast Pace Ep 61 – Entries and exits (slow buy in, slow sell out)

In this Fast Pace episode, Dean Mackie and Josh Phegan look at entries and exits for business ownership. They discuss evaluation methodologies, complete documentation, clear systems and processes, slow buy in and slow sell out, building for saleability, knowing your own strengths and skillset, and insights for shareholders.

Ep 324 – Peaks + plateaus

In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss peaks and plateaus and understanding which position you’re in. Alex tells how we land on a plateau and how he sets goals to get his momentum back. Josh describes changing inputs and knowing whether you’re on the plateau by choice or it just happened to you. They point to competitive nature and recognising positive influences that can push you to achieve more.

They continue with the inspiration of watching others grow, the team mindset, the power of great conversations and the need to push yourself towards getting the things that you really want.

Peaks and plateaus

In our post-pandemic world, most of the rules and restrictions we used to have are gone. Everything is ahead of us now, and in this Coaching Tip, I’m talking about peaks and plateaus and understanding what really drives you.

In life, you need to have something you’re chasing that’s really important to you. These goals drive you on a daily basis. But along the way, you will hit plateaus, and I’ll explain what to do when you find yourself in that position.

As the market cycles, you always need to be in hot pursuit of something. As you climb each new peak, what is it you’re after? That’s the most important question for your personal development.

Knowing what it is you want is critical to all of your decision making. If you don’t have that clarity, you’ll be distracted by everything that comes at you and to get off that plateau, you need to be energised with excitement about getting what you want.

Fast Pace Ep 60 – The power of models in creative thinking

This episode of Fast Pace features Dean Mackie and Josh Phegan discussing the power of models in creative thinking. They look at the need for having your growth infrastructure in place from the start, your vision and the goals that drive you and your decisions, building a strong business core, creating an environment for innovation, and thinking from fresh new viewpoints.

End of financial year metrics

What are the metrics that really matter to your business? In this Growth, Leadership and Management Tip, I’ll show you how you can use your end of financial year metrics to increase growth, revenue and profit and ultimately change the nature of your business.

We’ll look at the net growth of your property management business for the year, and I’ll explain how to use your annual and monthly revenue and expenses to see your total revenue and recurring revenue, and maintain a monthly recurring profit.

Most people focus on top line profit and loss, but it’s the balance sheet items that show you your assets and saleable value. Using these numbers, I’ll help you define what success looks like for you over the next 12 months.

I’ll show you how to use your end of financial year metrics to start thinking differently about what you’re doing over the next 12 months. Let’s get clear about the strategies you need to put in play and the bigger opportunities you should pursue.

Ep 323 – Equity event

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips with their perspective on the highly significant equity event we’ve just experienced in real estate. Alex begins by defining equity and explaining why it’s so important to understand for the market ahead. Josh talks about how the stock market created this event, and they discuss the assets and investments you should be putting together now to create more opportunities in the future.

They look at equity and increased buyer demand, changing the reference point, greater capability to borrow than ever before, and having the right conversations with people to help them change the way they think about doing transactions.