Talk your way to the Future

The only way to get through this crisis is to talk your way to the future. In my Coaching Tip this week we’ll start with a discussion of how we tend to overthink and how you can become much more strategic as an agent.

The thing that will get you through this time of isolation and loneliness is talking to people. This is your greatest opportunity to perfect your dialogue on the phone, connect more deeply with your customer base, and interact with your most willing audience ever.

This is your best chance to amplify what it is you’re doing with tools like Zoom and LinkedIn. I’ll tell you what other agents are doing to create better business connections, and how you can learn to do these things, too.

I will show you how to turn worry into productive thinking that can change the course of a relationship or a life in a meaningful way. As an agent in this time of crisis your job is to help others through and talk your way to the future by making personal fulfilment even more important than achievement.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

Calm, Systematic, Pragmatic, Innovative

The whole conversation about being a great leader is learning what it is you need to do. I’ll show you how to be that calm, systematic, pragmatic, innovative leader in this month’s Growth, Leadership and Management Tip.

The number one skill you need to have as a leader is the ability to keep calm. You can’t stop the waves, but you can learn to surf, and this current crisis is actually your best opportunity to demonstrate great leadership skills.

In any crisis, you need to be pragmatic, which means being able to think through the situation to get to the other side of it. And then you need to be systematic in your process for understanding all the options you have available.

Finally, you must be innovative in order to create new solutions to solve real problems. To be a calm, systematic, pragmatic, innovative leader you also need to be really close to your people and I’ll outline ways to do that for you. This moment is a call to leadership. It requires you to be human first, and a great agent, too.

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 232 – Creating Urgency

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on driving urgency in markets with no buyer inquiry. Alex offers advice for getting buyers through properties, back for second appointments, and ultimately to the negotiation table. Josh adds tips on scheduling buyer appointments to create competition, observing social distancing requirements, and keeping the visits short. He includes using streaming virtual open for inspections for booking actual viewings.

They discuss establishing the idea that there is activity and momentum happening with a property, and why case studies generate buyer and seller confidence. Alex talks about using comparable sales, and Josh provides insight on current lead indicators.

Working from Home

Here at the Josh Phegan Company, we’ve been working from home for 13 years. We’re set up to work from wherever we are, whenever we need to. In my Coaching Tip this week I’ll tell you how we do it, and how you can do it, too.

I’ll tell you the simple, basic routines I follow every day to keep myself in a healthy, productive rhythm. Mindset is most important and I’ll show you how to put yourself “in the office” at home and get the work done without distraction.

I’ll give you an outline for your calling sessions as well as some real-life tips for getting those calls made, even if you have children at home. Make sure you have lunch, and keep your appointments whether they’re virtual or face-to-face.

Working from home successfully requires clarity on your intentions for what success looks like for you. This challenging time is actually your greatest opportunity to look out for yourself mentally, emotionally and spiritually whilst improving your skills and staying productive.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

Ep 231 – May & June Pipeline

With a bumpy end to March, an adjustment through April, the ruling out of open homes and live on-site auctions, agent’s pipelines are drying up. In today’s podcast, we’re talking everything you can do to bring forward your May and June pipeline rapidly. Alex shares his insights on social proof, using fear as a motivator and sticking to the plan.

The Customer Base

It’s the dirtiest word in the real estate industry: Database. In my Coaching Tip this week I’ll tell you why you need to start thinking of it as your customer base because right now these are the people you need to be connecting with.

There are three groups of people you need to be working and the first is Inquiries: people who’ve inquired about properties, been through opens, and had private appointments. Get on the phone and find out where they’re at today. I’ll give you the dialogue, you do the rest.

The second group is Market Appraisals. This point in time really has people reflecting on where they’re at in life and what they want to do going forward. Right now you can have a quality conversation with them about their plans for the future.

Last and most important is Past Clients. This is the customer base you need to do annual checkups with, and I’ll give you the dialogue for this important conversation, too. Make these connections now, because this is the greatest time ever for you to reimagine and rebuild your business from scratch.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

Working for the Rebound

We’re currently in a set of extraordinary events. Right now we need to be there for our customers, but we also need to be working for the rebound. In my Coaching Tip this week I’ll show you how focusing on the future now will set you up for incredible success.

For me, this is like being in December and working toward February auctions. As an agent, your job is to facilitate your customers’ problems. You need to provide appropriate solutions for people living in fear as well as those who see opportunities in this market.

It’s important to maintain some simple mindsets around what we can be doing. A great place to start each morning is by asking yourself, What can you do today? The goal is to reduce your risk while still creating opportunity for when things do start to recover.

Connecting with people is your Vitamin C: it’s the cure-all for all life’s challenges. I’ll outline exactly what that looks like and how to implement those connections towards working for the rebound. Choose not to be a victim. Get out on the field and make the market happen.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

Ep 229 – The New Work – Sellers and Buyers

During this special edition of the High-Performance Podcast Alexander and Josh go deep on how to work both buyer and seller motivation. We discuss new qualification skills, how sellers and buyers adapt, and what type of listings to chase.

Work on the Right Problems

Most of what you’re doing right now isn’t helping you build your business. You’ve got to work on the right problems, and my Coaching Tip this week focuses on helping you discover what those problems are.
What really does build your business is being 100% customer-obsessed. I’ll give you an exercise to help you identify your best lead sources, which have already been very successful for you. And you’ll also find out which ones are not working.
How would it feel to be “The Verb” of your area? We’ll talk about being transactional vs. transformational, and how being relationship-driven gives you energy and presence that people can see and feel, and will want to work with.
I’ll tell you the two basic things you’ve got to work on most, how to do marketing for yourself, and what your customers are really trying to tell you. From now on your database is your “customer base” because what you do for the customer is the secret to growing a great business.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.