In this weeks episode, Alexander Phillips and Josh Phegan discuss how to set the terms clearly for the moments that matter, how Alexander sets out the terms of buying before the auction, the power of organisation – getting everything in the right order so you can act quickly, and empowering buyers to act in fast markets.
You must care
You should be thinking about changing your relationship with your existing customers. In this Coaching Tip, I’ll show you why you must care, and I’ll begin by telling you about a personal experience I had with an agent who sold a property to me.
What my story will illustrate is how your past clients feel about you and your business when they never hear back from you after the sale. I’ll also list several of the opportunities you could be missing out on when you fail to maintain those relationships.
Why build a huge database and then do absolutely nothing with the data that’s in it? I’ll help you understand the power of the “data lake”, which is the collection of all the information you’ve been gathering about your customers.
You must care for the people on the inside of your customer base so that you can profit from them later on down the track. Move away from the instant gratification of right-now listings and understand the power of transformative relationships for your business.
Ep 264 – The question skill
In this week’s episode, Alexander Phillips and Josh Phegan discuss questions as a skill, including what makes a great question, the difference between situational and problem-based questions, how to develop question flow, and the game-changing questions for better conversations.
New markets
Cracking a brand new market is such an exciting part of your real estate career. It’s not just about you, it’s about your entire business, and my Coaching Tip this week will show you how to really leverage what you can do to be a great agent.
We’re going to think about all the relationships your business already has, work with your existing data, and track on your past clients, buyers, and landlords. Leveraging all of those resources will significantly change your momentum.
I’ll explain how to leverage those relationships. We’ll talk about how you can take part in your community and schools, and what you can do with local businesses. It’s about amplifying what you do to change your momentum.
We’ll look at data migration patterns, being where the customer needs you to be, turning your marketing off and your focus on to work with the people you already know, and having a system for breaking new markets. Set out with intention and you’ll achieve your personal Everest.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Ep 263 – The leap to a team
In this week’s episode, Alexander Phillips and Josh Phegan discuss why agents grow a team, including the decision to go all-in, the problems you’re solving, why you need to narrow what you do, and why great team members should amplify what already works.
Drive your potential
You know you better than anyone else. It’s important for you to really understand your behaviours if you want to feel and perform better. In my Coaching Tip this week I’m going to help you learn to drive your potential through discovering what excites you.
Make a list of the things that make you feel great. You need to make time to do those things, but also get the rest you need so you can push yourself when you need to. Now more than ever you need to learn to switch out for a while so you can really switch on when it matters most.
We’ve all been in “On” mode for months – on alert to what’s been happening in the news, media, and on social. But how much of all that has been about what you really want? I’ll tell you how to make that decision to find what really works for you in your business.
I’ll give you an exercise to help you discover what you need to do to stay in your zone of high performance. The more you know about how you perform at your best, the more you can focus, scale, and drive your potential.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Ep 262 – Routine sets you free
In this week’s episode, Alexander Phillips and Josh Phegan discuss the power of routine. Why do some people have it, and others don’t? What it takes to master routine, the difference between Alexander’s routine when he first started versus today, and how to commit to what you want.
The “who not how” paradox
Imagine what’s actually possible for you inside of your business. My Coaching Tip this week is about realising those possibilities, and I’ll explain the “who not how” paradox you need to understand so you can make that happen.
Most agents are focused on the “how” when it’s actually the “who” that’s the most important part. It’s about who you can get into your business to do the routine tasks and allow you to become the best agent you’re capable of being.
Great people put great people around them. It’s helpful for you to have someone else on your team who is also capable of prospecting, listing and negotiating. I’ll show you why not having to be there to do all of that yourself gives you career sustainability and growth.
The “who not how” paradox is about building a sustainable business model so you can focus on doing the most important work and take time off when you need to. You’ll discover a new excitement and energy around what you do, and that will bring you up to a new level of performance.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Data driven decisions
You’ve got an amazing sales team and property management business – but what are you doing to maximise your data? In this Growth, Leadership and Management Tip I’ll show you how to make high-quality data driven decisions so you can work with more customers more often.
It amazes me that businesses so often measure their market share in sales but not in property management. All of your landlords live somewhere, and I’ll tell you how to get in front of them and give them an appraisal on their own residential property.
We need to think about changing the context of what it is that we do. I’ll tell you what we do inside of my own business to find our strengths and capabilities, identify what really works in our marketing and lead generation, and why we win our listing presentations.
Data-driven decision making is all about understanding what’s working inside of your business, your systems and how your people are using them, and who’s engaging at a deeper digital level. You make the decision to become an incredible agent, and you get there by looking at what the data is telling you.
I hope you’ve enjoyed this month’s Growth, Leadership and Management Tip, and I look forward to seeing you here again next month.
Customer obsession
Customer experience is the modern version of marketing. In this Coaching Tip, I’ll tell you why customer obsession is everything we do as real estate agents, and how to create a customer experience that satisfies their unmet, unidentified and unsatisfied needs.
I’ll tell you how a great customer experience drives word of mouth marketing and increases your value proposition. We’ll examine why the customer’s information gathering stage is important to you as an agent. And I’ll define client enablement and show you how it works.
We’ll look at how the world has changed and what you need to plan for as the market moves forward into 2021. I’ll talk about fast consumers, our media and social media driven market, and why we had a real estate boom during the pandemic.
Now more than ever before you need to understand and embrace customer obsession, and make sure you deliver on a high customer experience standard. Coach your team on the challenges your customers go through and how to serve the customer in more powerful ways.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.