Finding your angle: tactical conversations

You’ve got to know why customers make the decision to choose you. In this week’s Coaching Tip I’ll help you with finding your angle, and show you the tactical numbers that will make you look incredibly good. Then you can amplify that to new customers.

Whether you’re brand new or have been in your career for a long time you’ve got to get tactical and practical inside of the listing presentation. I’ll show you how to use the power of numbers to show that you can get the customer sold and make it easy for them. 

You can tell a better quality story if you learn to tactically present those numbers that demonstrate you’re a great agent. I’ll illustrate how that works and show you where your strengths are as a younger newer agent, and as an older agent with a career history.

Wherever you are in your career, finding your angle and using tactical listing will give you the opportunity to show who you are and what you can do for the client in a way that’s most meaningful to them. And that will make it easy for them to choose you as their agent.

Brand story: the power of key numbers

It’s all about the brand, but inside of the organisations I work with no one actually understands the attributes of their brand. In this month’s Growth, Leadership and Management Tip I’m talking about your brand story and the power of key numbers you should know. 

Your brand story is the unique selling proposition you offer to the customer. It’s your USP that tells them the things that make you You and why they should choose you. Part of that is knowing the key stats that show the power you have inside of your marketplace.

I’ll list some of the key numbers you need to know at a brand level and explain how to adapt those numbers to drive your pitch during the listing presentation. Your team needs consistent brand reinforcement, not just a once-per-quarter coaching session.

As a leader, you need to present your statistics regularly and help your people understand what it is your organisation does. Know your brand story and employ the power of key numbers so you can grow your people and pitch your brand. Do it now and you’ll become truly great.

Ep 272 – Faster decisions

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss making faster decisions and using datasets to create better call lists. Alex describes how he builds dynamic call lists, keeps his team focused and creates more opportunity when the pipeline starts getting thin. Josh illustrates how to deal with buyer objection and get them sold in record time, match buyers and sellers with previous appraisals, and how great agents create momentum.

Alex talks about getting momentum by having a list of people he wants to call at the start of every day, some extra things you can do to unearth stock, and he emphasises that you’ve got to create the momentum yourself with a sense of urgency and a little bit of fear.

Stage not age: growing great talent

No matter where you are in your real estate career it’s all about the stage you’re at, not the age. With my Coaching Tip this week I’ll help you focus on stage not age, build your skills and competence, and gain the confidence you need to move forward.

You may find yourself at a plateau where you haven’t reached your Everest yet. I’ll help you define five new skills you need to master that will help you grow because there’s always something you can be working on, no matter what stage you’re at.

We’ll talk about the sales skills that will fundamentally make you a great agent and how these skills will also help your team to grow. What’s critical is that every single person has five key skills they need to master in order to build confidence and competence.

Look at your stage not age so you can get off that plateau. Start working on those five skills that will change the game for you as an agent. Get comfortable with rapid change, learn to move quickly, and anticipate what’s going to happen in the market next.

Fast Pace Ep 4 – Functional lanes

In this week’s episode, Dean Mackie and Josh Phegan discuss how to rapidly reshape your team for growth with functional lanes, including why you need to let go to grow, the skills versus what’s needed matrix, what functional swim lanes are and why specialists and generalists are needed for each stage of business growth, and how you enable people to do their best.

Ep 271 – Deal confidence

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on getting deal confidence. Alex begins with insights for making the right decisions in every transaction. Josh describes buyer urgency, and they discuss ways to discover what’s driving a buyer and why the urgency is there. They talk about how to handle a situation where a buyer wants to buy early or they’ll withdraw, and the importance of maintaining control of the process and the deal. Alex tells how to make sure the deal is done at the right time and how not to get pressured by the buyer.

Josh advises discussing timing and process with your vendor, and reminds that you stay in control of the process, keep the buyer on side, and understand that your being in control makes a big difference in the buyer experience.

Balancing act

We live in a world of competing demands. It’s a constant balancing act to determine which of those things needs our attention most. In this Coaching Tip, I’m going to help you get intentional about the things that are most successful for you, and shut out the rest.

The easiest way to start is to have a clear set of values. I’ll use my 3 primary values to illustrate that what’s in your calendar is the way you work your life. I’ll explain how to use your diary for setting intentions and deciding exactly what you can and can’t do.

Start your day doing what’s most important to you. That’s what will energise you most, and great energy is necessary for everything you do each day. You need to have a whole life, and you’ve got to make the decision to do that.

The balancing act is about looking after those things that are most important to your success. You’ve got to get out there and actively interact with life in order to achieve your potential. And that means getting clear around what you want.

Fast Pace Ep 3 – Service lines

In this week’s episode, Dean Mackie and Josh Phegan discuss the secret to serving today’s multi-dimensional customer including the service lines of a modern estate agency, why you need scale to drive recurring and ancillary income, the future service experiences that are required now, the power of data and relationships to serve in new and better ways.

Ep 270 – Unique Selling Proposition

In this week’s podcast, Alexander Phillips and Josh Phegan discuss unique selling propositions. What are they? How do they work? And what are the specific USP’s that win? They delve deep into brand, office and individual USP’s and how to use those when pitching to win.