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)
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.
Purpose drives bigger futures
Ep 218 – Pricing For Volatile, Speculative and Unpredictable Markets
Today’s High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on pricing for volatile, speculative and unpredictable markets. Josh notes that markets have rallied quite suddenly and he outlines some of the challenges that occur in this situation. Alex explains how to place yourself in a realistic yet optimistic position under these conditions. They discuss how buyer urgency can influence final sale results, and Alex shows how to tell if a buyer is really ready to buy and, if so, leverage their sense of urgency to progress them.
They discuss price reductions and the need to introduce the property to a whole new buyer pool, the challenges of pricing in a dynamic market, best ways to increase your market knowledge, and the power of simply being interested in your market and your customers.