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.

Closing

The real challenge for most agents is that they don’t know how to close. In my Coaching Tip today, I’ll give you the secrets to closing by preparing your mindset, winning the business, and getting that signature before you leave the listing presentation.

The prop tech industry is all about the proposal, but your greatest opportunity is when you’re actually sitting with the customer. I’ll tell you what you need to do inside of the sales process to help them make the decision to sign with you then and there.

I’ll show you how to use trial closes, timing and logistics to test your client’s state of readiness, how to create the ‘yes’ momentum and the summary that will help them commit. I’ll step you through the process, and you’ll clearly see how it flows.

Closing is all about learning to be great at sales. Get rid of the idea of sending a proposal. Prepare to set the business up to win, get good at what you do with the client, be great in the moment and sign the business tonight.

Fast Pace Ep 50 – Driving the narrative

In this Fast Pace episode, Dean Mackie and Josh Phegan discuss driving the narrative inside of the sales meeting. They look at planning ahead whilst staying focused on the now, keeping perspective and controlling the narrative with passive sellers, helping your team handle objections, and delivering the narrative that will give people real confidence.

Getting altitude

Great business turnarounds happen when you start getting altitude. In this Coaching Tip, I’m talking about some simple things you can do to get the momentum that will rapidly change the course of your business.

You have to get exposure to more customers to do more of the transactions that count. I’ll tell you the secret to gaining momentum and explain why your calendar is your life. I’ll also talk about choosing the right call list and why that’s so important.

I’ll help you see all the opportunities sitting inside your business right now and give you the simple dialogue that works with all of the past clients, landlords and buyers sitting in your database.

There are two simple questions that turn buyers into sellers. I’ll give you those questions and help you do the things that work for getting altitude. There are no silver bullets. It’s up to you to make the decision and follow through.

Fast Pace Ep 49 – Flip the script

In this Fast Pace episode, Dean Mackie and Josh Phegan look at taking people from zero to hero inside the property management business. They talk about building the confidence of property managers by implementing training programs, defining the role and making the processes clear. They explain that recruiting the right people can add value to your business. And they discuss the day-to-day functions in property management and how utilising software to improve the workflow can help your team get ahead and build a connection with customers.

Beyond survival

As a business leader, your role goes beyond survival for your organisation. In this Growth, Leadership and Management Tip, I’ll show you how to make sure your people are clear about what you do inside your business and what makes you unique.

Training your people is how you generate leads, win the business and fulfil the buying and selling needs of your customers. I’ll give you specific USPs to use to help your sellers and landlords make the decision to use your brand.

I’ll show you why having an operating system for your business will clearly articulate what’s really important and ensure your people meet and exceed your minimum standards, especially those people who are just starting inside of your business.

I’ll take you through the steps to prepare new people coming into your organisation before they start with you, and I’ll show you how to provide them with the best training possible. Start people off at a higher level, beyond survival, and you’ll win the game.

Ep 313 – Working buyers from other campaigns

In this week’s podcast with Josh Phegan and Alexander Phillips, we discuss the importance of great buyer work, including:
Why you need a new pool of buyers post a price reduction, the skill of cross-selling buyers from other campaigns, how buyers seek out properties where price and value meet and the real value of a great agent in a transitioning market.