Prospecting formula

The secret to your business success is to get clear about what you do, when to do it, and why it works. In this Coaching Tip, I’ll help you build a prospecting formula that will give you that clarity and make success happen.

You’ll need to discover which lead sources are working for you and what to do with them. I’ll give you the one question you need to ask and show you where to look for the answers. We’ll talk about playing to your strengths and going deeper with client relationships. 

The best businesses in the world understand that real business growth is all about the size and frequency of the customer spend. I’ll tell you how to do multiple client transactions over time, and I’ll break down the formula for how that works.

This prospecting formula will give you measurements to tell you if you’re on or off track, and that will help you excel performance. When you know what you do and how it works then you can scale a team, build your business, and maintain momentum around everything you do.

Fast Pace Ep 7 – Define and live your purpose

In this Fast Pace episode, Dean Mackie and Josh Phegan look at clarity of purpose. They examine purpose as part of your vision, of living your life, and defining what it actually is. They discuss its influence around problem-solving, serving the customer, and decision making. Dean and Josh illustrate ways businesses deliver the idea of who they are and what they’re about to the customer, and why your purpose is never ultimately achieved.

Ep 274 – Crafting a better listing story

During this week’s podcast, Alexander Phillips and Josh Phegan discuss the importance of creating a brand story in your listing presentation. It’s the ultimate story of what you do for the customer, how you make it easier, better, faster for today’s consumer.

What defines you? Great definition for real world purpose

When you’re not doing real estate, what do you do? In this Coaching Tip I’ll help you think about what really defines you and why it’s so important that you know what your real world purpose is.

This is not about your career. What I’m talking about is your other pursuits, your hobbies, the things you like to do outside of work. I’ll give you examples of those interests and activities that define you and show what you’re really all about.

The things you enjoy are the exciting, energising parts of your life. It’s important to identify those pursuits so you can do them when it’s time to take a break and enjoy yourself. These are the things that really help you be at your best.

It’s energy and passion that makes you a great agent. Knowing what defines you and feeling your real world purpose is the secret to success. I’ll help you remove the distractions, and get clear about your goals and what you really want so you can go there.

Fast Pace Ep 6 – The real world and the digital world

In this weeks episode, Dean Mackie and Josh Phegan discuss the intersection between the digital and the real world. They go deep into understanding how agents now need to interact in both environments to understand future customer needs, be there at every decisive moment, and amplify what works.

The data lake and the future of business

You probably don’t realise how much power is sitting inside of the data you already have. In this Growth, Leadership and Management Tip I’ll guide you through the data lake and the future of business based on the power of referrals.

When you bring all of your data together you create a data lake. This is particularly potent for franchises and office networks. But short term thinking causes too many of us to miss our biggest opportunities. I’ll show you how to see those opportunities and act on them.

It’s all about the end customer and how we can serve them in more powerful ways. The secret to being incredible around what you do is the data lake. Bring together all the consumer information you have and you’ll gain perspective on where your leads are.

Everyone could benefit from the data lake and the future of business, but they’re doing nothing with it. Wake up and use the power that’s in your CRMs right now and you’ll unlock data, relationships and technologies that will create a customer experience that’s word-of-mouth worthy.

Ep 273 – Rethinking customer experience

Today’s High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on rethinking customer experience. Josh begins with how to run and work your database, and why he now calls it a customer base. Alex talks about how and why he uses the search function in his database whenever he lists or sells, and what his customer experience looks like. They discuss how to use your diary and database to help the customer, and Alex outlines the most important details to include in your customer data as well as what not to spend time on. 

Josh emphasises having good quality dialogue with the customer and demonstrates how he does it. They warn against wasting time on reviewing notes when you could be making productive calls. And Josh advises asking the right questions to get the best information. 

Conversion conversations

It’s not about more questions. It’s not even about better questions. It’s about game changing questions, and in my Coaching Tip this week I’ll show you how to have those conversion conversations that will improve your level of conversion.

It’s important not only in the listing presentation, but also in prospecting. I’ll tell you the one key question you should ask at an open for inspection to find out exactly what you should do with the customer and how you can help them.

What great agents do is enable the customer and that simple question is key to you getting them in the position they need to be. I’ll explain conversion campaigns and help you understand how to gather and use the data you need.

Think about the game changing questions that you know will shift your conversion conversations in the right direction to move the customer closer to their desired result. Ask that one powerful question and you’ll be playing a much higher quality game.

Fast Pace Ep 5 – Language in business

In this week’s episode, Dean Mackie and Josh Phegan discuss the power of language in business. What can you learn from Cirque du Soleil and the fastest growing real estate firms in the country? One simple thing, they all have their unique language that typifies culture, bonds teams and drives progress.