Stress management

One of the attributes of top performers is the ability to manage the situation. How you handle stress determines whether you win or not, and in this week’s Coaching Tip I’ll show you how to use stress management to perform at your absolute best.

I’m going to tell you where your daily stress comes from and how you can take control of those sources. You can relieve stress by narrowing your focus to the things you can actually do, and letting go of those things that are beyond your control.

There are models that can change the way you work. As an example, I’ll explain how the can do/can’t do model works, and how much more you can get done by managing your time well. Your ability to adapt and move with changes is also important for stress release.

You’ve got to look after the basics – diet, exercise and sleep – to perform at your best. Stress management means setting boundaries, cutting out bad stress, using positive stress to get results, and knowing when to back it off if it becomes too much. It’s that simple.

Fast Pace Ep 20 – The sales leadership function

This Fast Pace podcast features Dean Mackie and Josh Phegan on the sales leadership function, who should fill the position, different approaches to sales management, and the pros and cons of outsourcing the task. They compare techniques for coaching salespeople and list the key metrics that determine success. They explain that the sales leadership function is ultimately to interpret the numbers and metrics of sales, and communicate the meaning of those elements in a way that helps people perform at their best.

Functional roles

When you feel differently about what you do, you change the scope of your work. My Growth, Leadership and Management Tip this month addresses functional roles inside of your organisation and how each individual feels about how much their role matters. 

One of my favourite things to do is ask people inside of an organisation, “Who are you and what do you do here?” It’s confronting, but I quickly discover how people really feel about what they do. And I’ll show you how to improve the way you feel about your own work.

You are capable of more and you must get clear about who does what inside of your organisation. I’ll illustrate how getting the right perspective will change the way you interact with others and recognise opportunities when you see them. 

Micromanagement won’t get you very far. It’s important that you trust your people to make decisions at their level. I’ll help you put the functional roles in place that will allow you to reach your organisation’s greatest level of success. 

Ep 287 – Starting each day with momentum

This High-Performance Podcast features Josh Phegan and Alexander Phillips on starting each day with momentum. Alex tells how changing your lifestyle to maximise the morning fully prepares you for the whole day. Josh shows how to learn what works so you can do more of that, and tells how getting exercise first thing in the morning makes him better at what he’s doing all day. He illustrates how to work your buyer/seller list and make that a consistent discipline every business day.

Alex explains how your client communication and good advice builds momentum with them, and instils a sense of obligation to use you. And Josh notes that consumers will always know what’s going on in the marketplace because you’ve summarised it for them.

Driving relevance

Too many agents have a hunger to build a really big database, and then they do nothing with it. In my Coaching Tip this week I’ll show you how to make sure you’re driving relevance to all of the customers sitting inside of that database.

The key to changing the game is in the way you play it. I’ll tell you the first thing my most successful clients do at the start of every business day. It’s such a simple thing to do, and I’ll show you why it works. I’ll also give you some great dialogue.

If you follow this system you’ll be tilling your way through all those people inside of your database, and you’ll always be relevant whenever a transaction happens. Most importantly you’ll be creating opportunities for the people you already know.

Driving relevance is achieved through thinking differently, in brand new ways. I’ll give you an example of what that looks like and how to change the way you think. This is how you’ll get to do the most important work that ultimately makes all the difference.

Fast Pace Ep 19 – Leadership in crisis

In this episode, Dean Mackie and Josh Phegan discuss what a crisis is, how people work through them and what exactly they do. They outline 4 leadership behaviours agents can use to help clients through a crisis, using models for strategic and can do/can’t do thinking, reframing opposites; i.e. crisis vs. opportunity, and deciding what really matters.

Ep 286 – Listing skills for new agents

Today’s High-Performance Podcast features Josh Phegan and Alexander Phillips on listing skills for new agents. Alex talks about working from case studies and building confidence with drills to gain experience. Josh advises taking notes and learning the right questions to set the right logistics, and Alex explains how he uses notes to get in the right headspace before going in. He also believes that being direct and to the point is the best approach with vendors.

They discuss which document to show to the vendor to gain their confidence in you as an agent, and Josh shows how it’s like having several case studies in one place that demonstrate that you know exactly what you’re doing.

Price in context

You’ve got to be able to deliver an offer in context so the owner clearly knows the price is right. With my Coaching Tip this week we’re going to look at putting price in context and presenting it in a way they can understand, accept, and act upon.

I’ll give you an example of using multiple buyer offers to put owner expectations in context. By doing this they’ll be more likely to negotiate on price, and you can get them the best possible deal for their property.

As agents, we’ve got to put information in perspective for our clients so they can make better quality decisions. The market changes daily and A-grade properties will always sell right away. It’s the C-grade properties we have to get really good at negotiating for.

Knowing that there’s always a next buyer is the secret to being a great agent. It allows you to put the price in context for the seller so they can understand that your recommendation is the offer they should work with. It’s the agent with the best advice who wins.

Fast Format – July 2021

Hit-refresh. Watch Fast Format now. During the session, Josh will cover the latest market changes across Aus and NZ, how to hit refresh and get back on the radar of your goals, the best ways to progress your pipeline, how to rapidly grow you and your team, get motivated, energised and ready for what’s ahead.