Driving your Competitive Nature

Sometimes it’s your competitors who actually get you to step up. In this week’s Coaching Tip I’ll tell you how driving your competitive nature helps you to play at your best and be a great agent.

You know you rise to a higher level in those moments when you’re in direct competition with another agent. What if you could always be at that level? I’ll show you how to build and use your natural competitive nature by focusing on what you do for the customer.

Everything you do needs to lead to a great customer experience. This is how you differentiate yourself from other agents and win the business. I’ll explain the importance of responsiveness and why it’s so important to customers.

We’ll also talk about driving your competitive nature as an internal competition with yourself, and not letting the fear of what your competition is doing paralyse you. Stay focused on the customer and get the basics right, and your business will scale.

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

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As a business owner you’ve set up incredible platforms for success, but how do you get people to use those systems? In my Growth, Leadership and Management Tip this month I’ll tell you how to use Plus-Dot-Minus to lift engagement and use of your existing tools.

Plus-Dot-Minus lets you list the top key initiatives that will give your business traction and move the needle the most. Then you’ll rate the people in your team on which skills they’re best at, and who might get better with a little help.

I’ll step you through the process and offer examples you can apply inside of your own business. You’ll learn to spot patterns of deficiency and implement initiatives to change behaviour and improve performance.

The problem with most businesses is that they’re chasing too many things too often. Plus-Dot-Minus will get you clear on the things that will really make a difference. Know your strategy, measure results, and adjust what you’re doing to reach your target.

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 223 – Fear of the Competition? Or winning with your USP?

In this High-Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips ask, are you pitching to customers or competitors? Alex weighs in on whether agents react more to what competitors might be doing, or to how we can solve customers’ problems. Josh suggests that agents tend to ask for feedback at all the wrong times, and tells how his own company conducts feedback calls. He also relates how to use this information to adapt your pitch, and to understand how your unique proposition actually fixes the customer’s problem.

Josh notes that a great agent understands client needs. Alex outlines reasons why a customer would choose to use him beyond just the numbers. He also tells how to be resilient by always having leads, and to keep going whether you list or miss the client.

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.