In this week’s podcast, Alexander Phillips and Josh Phegan talk through what’s critical to refresh your business, including reviewing what’s worked this year for your best lead sources, resetting your financials around volume, average fee and average sale price, the forecast for what’s ahead with NSW stamp duty changes, preparing for a lockdown so if it happens you have a plan, and the simple idea of “who, not how” to expand your thinking on what’s possible.
Negotiation environment
One of your most important skills as an agent is the ability to create competitive tension. In this week’s Coaching Tip I’ll tell you how to set up a negotiation environment that pulls all the necessary elements together for a successful negotiation.
I’ll tell you in detail how to set up situations that will drive that sense of competition with your buyers. Whether it’s auction day, through for sale, or a multi-office situation, it’s your job to put together an environment for productive negotiation.
What you need are some simple elements to help you set pricing and get clear with your buyer. I’ll tell you what to expect and how to negotiate all offers to get the best price possible for your vendor and the buyer, and make it a binding agreement.
You must understand and create the most effective negotiation environment so that you and your vendor can work as a team to assure a successful outcome for everyone. I’ll also give you a simple way to manage sticky situations like multiple offers with confidence.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Ep 259 – Last minute resistance
In this week’s podcast, Alexander Phillips and Josh Phegan talk through everything closing, including what to do at the end of the listing presentation, how to overcome vendor delay tactics, dealing with different client types, and effective follow-up that wins every time.
Fast Format – November 2020
It’s time for new era goals – as an industry, we’ve massively adapted. Get set for 2021, what do you need to do to get prepared? Let’s make the rest of this year count. This is our time, the time to do great work and to make it as an agent. This is an exclusive, limited-edition event – Fast Format. We cover getting ready for 2021 now, how to list now for next year, how to re-position existing stock to get it sold, how to make data-driven decisions for a much bigger business next year.
Ep 258 – The negotiation environment
In this week’s podcast, Alexander Phillips and Josh Phegan talk through the critical elements for a successful negotiation including how to create the perfect negotiation environment, the role of urgency and understanding needs to drive higher offers, why the 6 elements of an offer matter, and what to do with tough negotiators.
Launching in 2021
Your business has peaks, troughs and plateaus every year. In my Growth, Leadership and Management Tip this month I’ll introduce you to an all-new concept called Launching in 2021 that will help you avoid the troughs and make the best of your opportunities.
The only reason you’d have a month with no sales is because you have no clear strategy for the yearly trends in your business. I’m going to give you steps to take in November-December beginning with a new website, and I’ll tell you how to set it up.
We’ll discuss how your agents will use the website to have better conversations with your sellers. You’ll also be set to launch properties onto the major portals in January, ahead of the competition, whilst your agents are already out doing opens.
The way you begin a year is critically important to how you’ll end it. Launching in 2021 with a clear strategy in place, a fresh showcase website, and new narratives for your agents will put you in position to build momentum for a great business next year.
I hope you’ve enjoyed this month’s Growth, Leadership and Management Tip, and I look forward to seeing you here again next month.
Ep 257 – The last sprint
In this week’s podcast, Alexander Phillips and Josh Phegan talk through what to do to make the next six weeks count. From re-engaging with your seller hitlist to work our who’s thinking this year and who’s thinking 2021, to reviewing your current listings to adjust to ensure they sell before the end of the year. They also cover how to refresh your energy, case studies and how to develop a forecast for the market ahead.
Creating momentum for 2021
Great real estate agents are already getting their campaigns together and creating momentum for 2021. In this week’s Coaching Tip I’ll show you what you need to do over the next 60 days to be ready for the January marketplace.
As we close out the year there will be a number of buyers competing for the last listings going to market. Those who miss out won’t have any new homes to choose from. This is an opportune time for new sellers to take advantage of and I’ll tell you how to do that.
We’ll discuss ways to create listing momentum, get more customer exposure and deal exposure, and I’ll help you set yourself up in January for momentum that will carry you all the way through February, March and April.
Creating momentum for 2021 starts with what you do right now, because the way you start the first quarter of the calendar year determines how you end it. Do well in January 2021 and you’ll do well in January 2022, because you’ll have a strategy in play before you end each year.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Ep 256 – Productivity and performance
In this week’s podcast, Alexander Phillips and Josh Phegan talk through everything productivity and performance, including how to perform at your best more often, how to reset when you’re off track, the secret to database growth and efficient calls, setting high standards for you and your team.
System or a person
The only reason you’re not achieving your goal is either a system or a person. In My Coaching Tip this week I’ll talk about the functional roles people play, and getting clear about where you want to go so you can make success happen.
I’ll point out where cultural issues may exist inside of a team because there’s no alignment between team members. When you put a new person on you want them to play a functional role for your business, so they need to know what their role is.
We’ll look at ways you can de-risk your business and allow for opportunities for growth. I’ll cut through all the position titles and get down to what it is you actually want your people to be able to do, and how to help them understand their role in the organisation.
The most important thing is to get people back into their functional lanes. If you’re not reaching your goals it’s a system or a person, so you need to rework the systems or rework the people in order to succeed.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.