Fast Pace Ep 53 – Sticking to core

In this Fast Pace episode, Dean Mackie and Josh Phegan look at training protocols and initiatives. They discuss short term tactics and long term planning, fundamental core skills vs. current trends, training your brand’s USPs, skills qualification, and skills specific to categories and experience.

The culture doc

You need to know what you actually stand for, and in this Growth, Leadership and Management Tip I’ll tell you why a culture document is such a necessary tool for your organisation and why your people need it.

Who you are determines the culture your business is built on, from the way you conduct business to the core of how your organisation works. I’ll give you detailed examples of the things you need to define as a leader, especially for training your new hires.

When people start working for you they’ve got to know who they represent and understand the operational structures they need to follow. I’ll tell you how to develop and employ a simple culture document that clearly articulates what you stand for as a brand so they can consistently deliver on it for you.

Market knowledge is underrated

It’s the thing that ultimately determines your value as a real estate agent, but market knowledge is underrated in the industry. In my Coaching Tip today, I’ll tell you what you need to know, how to find the information you need, and why it’s so important.

It’s time to start thinking about what your daily activity really breeds. I’ll tell you where to get your market knowledge, what to focus on, and how to use that intel, especially for improving your work with market appraisals.

I’ll show you how to stay relevant to all your buyers so you can do great buyer work. I’ll explain why this knowledge is crucial to what’s about to happen in the industry and how it also helps you with sellers, especially in the listing presentation.

You’ve got to go all in to gather that market knowledge. Use it to create value. Opt-in all your customers to your weekly emails, and keep them up to date on what’s listed and sold. You’ll be the agent who knows what’s happening in today’s transitioning markets.

Fast Pace Ep 52 – Ultimate productivity

This week on Fast Pace, Dean Mackie and Josh Phegan talk about ultimate productivity for leaders. They start with what productivity is and suggest scheduling for unscheduled time, where you can take on fresh opportunities, make space for innovative thinking, take time to slow down and stop reacting and be mindful of what’s really important.

Ep 316 – Consumer confidence

Today’s High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on providing consumer confidence in our current high inflation markets. Alex offers insights and perspectives on why people buy and how that affects the decisions they should make. Josh points out how equity has grown over the past few years, and they discuss what that means to consumers now, including the rise in rental prices.

Alex and Josh discuss the decision to sell prior or wait for the auction if only one interested buyer is there. They examine how to know if you’re at the point where the property is going to sell or if there’s still a chance another buyer will appear and offer more.

Distance the ego

It’s massively important to create an image of who you are as an agent. In my Coaching Tip today, I’ll help you distance the ego so you can position your brand favourably and tell the customer what you actually stand for.

The customer doesn’t care about your award for being yet another No. 1 Agent. What you think the customer wants is probably very different from what they’re actually interested in, and I’ll tell you what they’re really looking for in an agent.

Your role is to place yourself in a position of credibility with the customer and demonstrate what you can do for them. I’ll show you how to prove your capability in the marketplace and make the process easy for them.

You win the business based on the customer experience you deliver. I’ll give you examples of the services customers want, and show you how to distance the ego, stop thinking about yourself, and really be present in the moment for the customer.

Fast Pace Ep 51 – Align

This episode of Fast Pace features Dean Mackie and Josh Phegan on getting alignment around what’s really important. They examine the causes of misalignment within business relationships, staying flexible and adaptable, understanding everyone’s ‘why’, separating wisdom from risk aversion, the need for a succession plan, and setting clear guidelines.

USP – Make it clear

It’s time to make it clear why landlords and sellers decide to use you. In my Growth, Leadership and Management Tip today, I’ll help you craft an incredible story around your brand, your USPs, and what it is you do.

You’ve got to spend time interviewing three basic types of customers. I’ll show you who those customers are, how to set up focus groups to interview several of each type, and what you need to learn from each of them.

I’ll help you recognise and develop your unique selling propositions and train your team to deliver and demonstrate them as they work with customers. You’ll use those USPs to change the way you do marketing and position your brand.

Don’t simply hope your people understand how to pitch your business. Make it clear what your USPs are at the brand level, the office level, and at each individual’s level, so they can help the customer make the decision to use you and your brand.

Ep 315 – Three important skills

In this week’s podcast, Josh Phegan and Alexander Phillips discuss three important skills to master to be an incredible agent. They talk through:
The importance of buyer matching to drive activity on any property.
The role great prospecting plays to keep you ahead of the game.
And why a great agent continually works on their selling skills to stay relevant when markets experience turbulence.