Winning in Listing

It’s that moment when you find out you’ve lost the listing that you want to know why the vendor went with someone else. My Coaching Tip this week is about winning in listing by focusing instead on why other vendors are using you.

I’ll give you dialogue for calling vendors who have worked with you successfully in the past and asking them why they chose to work with you. This is the most valuable feedback you can use to help you with your next listing presentation.

The thing that can make you truly great inside your business is to learn what people love about you so you can play to that strength. The ability to drive emotion will make you seriously powerful in your presentations.

Do consider any negative feedback you get if it’s real, but for winning in listing pay more attention to the positive feedback you receive. Know where you succeed and learn to adapt the pitch. Tell your story with energy and passion, and you will win the business.

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

Ep 222 – Navigating April

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on navigating April. Alex begins with some ways to prevent low activity during all the holiday weekends coming up, and Josh brings specific attention to Anzac day. Josh moves forward with getting clear on your stock flow and offers several options for making use of your time.

They discuss current lounge room discussions with customers around fears of listing before Easter, Alex talks about how global uncertainty affects the market and the need for adaptability, and Josh wraps it up with the necessity for having a plan.

Growth regardless of conditions

When you realize you’re not growing, you’re on a plateau. In my Coaching Tip this week I’ll show you how to get growth regardless of conditions. I’ll help you get ambitious about setting off on a journey to achieve what you want.
We’ll talk about working your total addressable market (TAM), and I’ll help you focus on what you need to do to move the needle on that success. I’ll also warn you about growth limiters you may be unaware of.
I’ll discuss how broadening the scope of roles inside of your business impact organisational growth and get you the performance you need. I’ll also tell you how to de-risk the business and expand your possibilities by having capable people around you.
Meeting rhythms are really important to growing your business. We’ll look at what kinds of meetings you should have and how often, and I’ll list my personal favourites. Get intentional and you’ll get growth regardless of conditions. It’s a real game changer.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

Ep 221 – Taking Control

In this special edition of the High-Performance podcast, Alexander Phillip’s team manager Pru Kelly shares with us how they use workflow to maximise performance. You’ll learn how to let go, how to hand off work to others in the team, dealing with difficult client situations and empower those around you to do more of the work so you can stay focused on what matters most – customer success.

Amplify what works

In that moment you realize that you’re out of momentum, what do you do? You amplify what works, and in my Coaching Tip this week I’ll share a recent case study with you to demonstrate how a great agent has the proactive conversations that will shift that needle.

It’s never easy being in that position where you have to do a price reduction. You see someone’s number come up on your phone and you really don’t want to talk to them – but you know you’ve got to act. I’ll tell you what your next step is and why it works.

You ultimately realize that the customer doesn’t hire you just to be an agent. They hire you to get them to Sold. You are their trusted advisor, and whatever the key solution is, it’s up to you to be proactive and put the deal together quickly and efficiently.

There can be downsides and we’ll discuss how to handle them. It’s up to you to have uncomfortable discussions and offer the right advice. If you’ve done the work you’ll be able to amplify what works with confidence and make things happen in your favour.

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

Ep 220 – The Power of Routine

In this special edition of the High-Performance podcast, Alexander Phillip’s team manager Pru Kelly takes us through the powerful routines that allow year on year growth. You’ll learn why each day shouldn’t be a surprise, why the best do the same thing over and over and how to build momentum by sticking to a series of basics.

Enthusiasm Wins (I’d love to sell this for you)

It’s simple momentum that really sets you apart as an agent from the rest of the pack. In my Coaching Tip this week I’ll illustrate exactly how enthusiasm wins and how you can develop the view that will make you the agent of choice for your clients.
Great energy is the most powerful selling tool of all time, and telling your customer “I’d love to sell this for you” can build that winning rapport. I’ll tell you what people want to hear from you at the human level – and which talking points will drive them away.
Some vendors will literally list based on the energy of the agent. I’ll give you some examples of winning dialogue to use every time you sit down with a potential client. And I’ll outline the four basic services they want you to provide for them.
Simplistic messaging will completely change the way you list and shift the momentum in your favour. Enthusiasm wins, so really think about what you’re saying, how you articulate your value proposition, and how to present yourself as the logical, easy choice for today’s customer.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

The Age of Customer

We are in the age of the customer. In my Growth, Leadership and Management Tip this month I’ll help you to understand those unique customer journeys and show them that your services will enable them to get to the outcomes they want.

When you put the customer at the centre of your customer service model it rapidly changes your service delivery model. I’ll show you what that looks like and help you define what it is you’re delivering so that your customer experience becomes a major lead generator.

What’s good for the customer is good for us, but for too long we’ve put the industry and our competitors at the centre of everything we do. I’ll show you how to differentiate yourself by developing considerable customer advantages that they’ll be happy to pay for.

I’ll also tell you how to get quality feedback from past clients that will help you improve your pitch. The age of the customer is about how customers make decisions, and how you can help them make better decisions beginning with using you as their agent.

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 219 – Diary management

In this special edition of the High-Performance podcast, Alexander Phillip’s team manager Pru Kelly talks us through how she manages the diary for ultimate performance. You’ll learn the tips and tricks on how they schedule opens and auctions on a Saturday to drive productivity, the role of team and pulse meetings to keep things on track.

New Skills in a Recovery Market

One of your most important skills as an agent is to know how to use data in a powerful way. In my Coaching Tip this week I’ll show you why you need to learn some new skills in a recovery market, especially around making better data-driven decisions.

I’ll illustrate the stages of the market through the “property clock” concept. Your skills need to adjust as you move through these phases. I’ll step you through those stages, from peak to bottom, recovery to decline, and tell you what we did in our last market phases.

We’ll look at the start of the recovery phase that we’re in right now. I’ll show you what that looks like, the special problems that come with it, and tell you how to encourage customers to come back to the market using asset classes.

We have been literally as close to the bottom as we could be and now we’re entering a growth cycle again. You need new skills in a recovery market because the skills have fundamentally changed. Start by getting into the right asset class, having better quality conversations, and building momentum.

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