This episode of Fast Pace features Dean Mackie and Josh Phegan with insights for business leaders around motivating your team. They talk about knowing when your team is lagging, initiatives that can get them back on track, understanding what drives motivation, helping individuals with their specific challenges and creating a supportive environment.
Ep 310 – Making the perfect call
In this High Performance Podcast, Josh Phegan and Alexander Phillips talk about making the perfect call, areas where most agents have problems, and what you can do to improve your results. Alex tells how he prepares for the call, keeps it productive and gets through it quickly. Josh offers some tips on getting commitments from customers and they discuss why speed, time and volume are important when you’re on the phone.
Alex suggests role playing with a colleague to build confidence and improve your delivery, and Josh adds knowing the purpose for the call you’re making.
Why you lose listings
The number one reason why you lose listings is because you fail to find out about the customer and their situation. In this Coaching Tip, I’ll help you stop telling the customer what you want them to know and learn to listen to what they need you to tell them.
You need to have a clear opener for your listing presentation that sets the scene for the customer to feel comfortable in deciding to use you. I’ll also explain the ‘your situation’ section, where you find out what they need to know and how you can help.
I’ll talk about game changing questions, visuals that show your skills and capabilities as an agent, using trial closes, summarising the end of the presentation with clear confirmation around all agreements, and what’s next if they don’t sign.
After you leave the home, there are more steps to take, and I’ll walk you through those. You need to know why you lose listings and what you can do to really get yourself back in the game. I’ll also show you how you can list a property in under four questions.
Fast Pace Ep 45 – Cracking the formula
This Fast Pace episode features Dean Mackie and Josh Phegan on how to find the best people and help them get seriously good. They acknowledge there’s currently a shortage of qualified people and explain why that’s true, outline different strategies for recruiting and qualities they look for in a good candidate and discuss recruiting from complementary industries and setting a high performance environment so good people will stay.
What’s important now
Your ability to focus on what’s important now will make the difference between having a great business or just an ‘okay’ one. In my Growth, Leadership and Management Tip today, I’ll give you some simple tools to get clear, pivot, and realign.
I’ll show you how we use the W.I.N. acronym inside of our business to realign our focus on what’s important now. I’ll give you my forecast for the coming year and tell you why it’s not going to be as good as last year and how to work with that.
As a leader inside of your organisation, your number one job is to tune your people in to what’s important now and train them on those specific skillsets. And you’ve got to be incredibly optimistic for them, regardless of circumstances.
Sometimes a market happens to you, but I’ll show you how you can respond in a positive way so that you happen to the market. What’s important now needs to be on the agenda of every meeting you do because new waves are rolling in. It’s time to learn to surf.
Ep 309 – Working nervous buyers
This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on working nervous buyers. Alex tells how he sets up an environment where buyers feel the urgency to make a decision and act on it, and he suggests progressing sellers as well as buyers. Josh tells how building relationships boosts customer confidence, and they discuss how buyers want to feel like you’re managing them through the process.
Alex and Josh look at how current market knowledge changes the way you go to work with buyers and sellers, how to stay ahead of a broad marketplace and avoid being pigeonholed into one area, and how to think about your own brand in a way that gives you a wider reach.
Pivot don’t panic
You’ve got to be able to pivot, not panic in business today. With my Coaching Tip this week, I’ll show you how to maintain firm leadership and clarity around what you can and cannot do, and new ways you’ll be operating over the course of this first quarter.
Leadership is your greatest challenge right now because we’re faced with uncertainties at every turn. I’ll show you some of the tools you have at your disposal to handle shortages of people, access to properties, and health-conscious customer interactions.
It’s important to understand how comfortable we feel about connecting with people inside of the environments we’re operating in. I’ll talk about arranging to have those conversations in ways that are healthiest and most appropriate.
I’ll illustrate a variety of new and unexpected situations you must be prepared for. It’s crucial that you know ahead of time which tools you have and exactly what to do at a moment’s notice so you can pivot, don’t panic, in this new world we get to operate in.
Fast Pace Ep 44 – Maximising the value of a business
This week on Fast Pace, Dean Mackie and Josh Phegan talk about maximising the salable value of a business and how to increase that value over time. They note factors that make a sales business valuable and how to measure that value, why understanding your balance sheet is so important, the emerging trend of subscription services companies and service-level contracts, and how a business’ people and culture figure into salable value.
Ep 308 – The guide to 2022
In this week’s podcast, Alexander Phillips and Josh Phegan discuss how to make the most of the next eight weeks, how they expect regular market patterns to return over Easter, and using the fear of the election to drive consumers to act now.
Then what?
You know you’re supposed to do a whole range of things, but do you? And then do you know what to do next? In this Coaching Tip I’ll help you get clear on what to do and then what comes after, and how to train your team to find that clarity.
For example, when you finish doing a market appraisal, then what? And then what’s next? I’ll show you how to take what the best agents do and build a simple system around that, like a market appraisal menu, so that even new team members can clearly see what to do next.
You can design great customer experiences by taking the randomness out of your business. Define which action is best for each specific circumstance, and step by step you’ll be turning that market appraisal into a listing, then turning that into a sold property.
I’ll show you how to use ‘then what’ to test and assess what your trainees actually know by taking them to the place where they don’t. If they can’t explain it and then define it, then it’s not going to happen. Give them what they need to take the next step and win.