Setting Intentions

Welcome to 2020 – It’s time for you to get your people back out there booking appointments and meeting with customers. This year’s first Growth, Leadership, and Management Tip is about setting intentions for business growth and success from the start.

As a principal, owner, or sales manager, you are the custodian of the environment for success. It’s your job to get people back into the momentum of seeing customers. I’ll introduce you to what I call “amplify sessions” to improve specific team skills.

You have to be clear on what success looks like. There are only 39 auction Saturdays in the upcoming calendar, so you have to plan your cash flow and revenue streams, and target your strongest months to maintain consistent cash flow.

I’ll list some high-quality calls to start making, give you some ideas to help you create an environment where people want success, and get into taking measurements so your people can work up to booking 10 appointments per week to really shift the dial-up on confidence.

I hope you’ve enjoyed this month’s Growth, Leadership, and Management Tip, and I look forward to seeing you here again next month.

Building your Narrative

The listing presentation is the ultimate story of what you do for your customer, but too many agents falter in the face of their competition. In this Coaching Tip, I’m telling you that building your narrative is the way to leverage the one part of the process that is unique: You.

You bring things to the table that make you irreplaceable as a phenomenal agent. If you want to be successful in your business today you have to be better than ever before at knowing what those things are and explaining them with confidence.

I’ll tell you the key numbers you need to look at for yourself and your agency. I’ll also demonstrate dialogue you can use for your listing presentations to give the customer a top-floor perspective and valid reasons to use you.

Building your narrative can be based on a number of elements and I’ll list those off for you. It’s critically important for you to have that narrative and be clear about what it is that you do better than anyone else. Do that and you’ll win more business at the fee you deserve.

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

Closing Out The Year – The Biggest Lessons

Some of the greatest lessons we learn in business centre around new skills we need to bring to the table. In this month’s Growth, Leadership, and Management Tip I’m talking about changes in market cycles – in particular, the one we’ve just been through in 2019.

In the first 6 months of the past year, we saw a lot of sellers trying to sell in a down market. I’ll review some of the strategies and tactics we were all using in order to sell properties under these conditions. And we’ll examine how the market changed.

We’ll look at how the market came roaring back, changes in the ways properties were selling, and how that influenced the way agents were working. I’ll also tell you how to achieve and maintain recurring profit.

To be a great principal you’ll want to gear your people up for what success is going to look like in 2020. I’ll outline what you need to be doing now to be ready for the upcoming changes in market cycles and get really intentional around what it is you do.

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 215 – Starting Back Early

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss making the first quarter of 2020 count. Alex starts with knowing your trigger dates, dynamics and data as early as October before the new year begins. Josh warns against going into holiday mode too soon whilst the market is still good, and letting others get the jump on you before you’re ready to come back. Josh lists several opportunities you’ll miss if you’re not planning ahead of the curve and you’re just being reactive to the market today.

Alex states that you’ve got to be working 6 months in advance to stay ahead and avoid getting into panic mode. And Josh advises using the upcoming holiday period to recharge your energy, clarify your goals, and reinstate what’s most important in your life.

What you tolerate is your standard

In business, you must have standards, but let’s be clear: What you tolerate is your standard. In my Coaching Tip this week I’ll show you how standards affect customer service, and why your customer service is your brand.

First I’m going to define what the customer experience is by stepping you through an open for inspection from the customer’s point of view. You’ll see clearly what the customer’s expectation is for how you should serve them.

This standard allows you to get great buyer work, which leads to great listings. As you meet more and more people your standards need to scale. But too many agents don’t even know what their standards are, and so those standards start to slip.

Ultimately the challenge is that when you drop those basic standards the most powerful things you’ve been doing inside of your business vanish. Think about where you actually need to establish standards, because they’ll lead you to better outcomes.

I’ll list some examples of basic standards and ways to offset sticky situations. Remember, what you tolerate is your standard, so instead of ignoring or improvising, design a process around what your customer goes through so you can provide better service for them.

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

Ep 214 – Perfecting the Pitch

In this week’s podcast, we’re talking everything successfully pitching. Alexander reveals the secret to winning business and the role of energy in winning business. Josh talks through the essential dialogues to win by making it easy.

Ep 212 – Special Edition – Part 2 – Live from The IVY Ballroom at LSN19

In today’s podcast, Josh and Alexander talk how to position yourself in the market and how the use last 20 sales document to differentiate. We discuss the forwards for what’s ahead and what Alexander’s doing now to sell his existing stock and list for next year.

2020 Listings Now

What is your vision for listings in your January and February campaigns? I’m telling you why and how to start your 2020 listings now in this week’s Coaching Tip. First I’ll tell you about some fundamental changes in the Australian marketplace you need to know.

There’s a new first-time owners deposit scheme that will have 10,000 new buyers coming into the marketplace and you need to know what you should do as an agent. I’ll explain what’s going to happen and how you can be ready.

I’ll give you a simple exercise to get you thinking about what you have now at the end of 2019 and what you want to do to start off on the right foot in 2020. I’ll also give you some dialogue to use for winning an exclusive agency agreement.

Next, I’ll tell you what to do with the underbidders from your last auctions in November and December and how to prepare your 2020 listings now to bring those buyers through those homes during December and January. Finally, I’ll give you my predictions for what should be your busiest and most productive days going into the new year.

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

Meeting Rhythms

Your number one job as a leader is to make sure you’ve got the right focus on the important conversations inside of your business. In this month’s Growth, Leadership, and Management Tip I’ll tell you why I believe meeting rhythms are everything.

Think about which meeting rhythms build momentum, starting with sales meetings. Your people should leave each meeting inspired to go out and make more sales. It’s your job to make those meetings fun and energetic.

The most important meetings I’ll talk about include the pipeline progression meeting, weekly buyer meeting, and recruitment meeting. A key meeting inside of my own business is the broken systems meeting. If you stay focused on the things that matter with meeting rhythms you literally cannot fall backwards.

I hope you’ve enjoyed this month’s Growth, Leadership, and Management Tip, and I look forward to seeing you here again next month.