Cross selling and sold

As an agent in a declining market, you have an amazing opportunity to boost the confidence of buyers and sellers. In my Coaching Tip today, I’ll show you how to do cross selling and sold in a way that sets you up for your next sale.

Most agents are in a rush to put up the sold sticker, and they have no plan for what happens after. I’ll tell you what great agents do before they affix that sold sticker, so they can shift buyers from one campaign to the next, and cross sell another property.

It’s doing the work in the moment that makes the difference in your overall success. I’ll explain why you want to call each buyer instead of blasting the sale through email and SMS. Building buyer confidence and relationships are the way you sell more properties.

Your job is to communicate with people in powerful ways. Cross sell and sold is the process that takes you further than just the sale itself. Those leftover buyers probably still want to buy a home. Don’t miss that opportunity to get to sold over and over again.

Fast Pace Ep 79 – Running a great sales meeting

This Fast Pace episode features Dean Mackie and Josh Phegan discussing what’s needed for running a great sales meeting. They look at energy management, productive use of time, recognition for great sales, and making it fun. They show why you need rules and an agenda, and they note that people should leave the meeting knowing what to do next.

Ep 341 – Power of teams and workflow

Today’s High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on the power of teams and workflow. Josh begins with the idea that you grow a team so you can do more transactions more often. Alex observes that some agents have their junior agents doing prospecting calls and generating leads instead of helping them grow and setting goals for them. They talk about Alex’s high expectations and why that actually makes him easier to work for.

They continue with a look at systems and processes, challenging your people to keep up with you so they get as good as you, how business growth comes down to a person or a system, and building market share by staying in momentum and always running.

The listed campaign

It’s not about whether or not you do it, it’s about how well you do it, and in my Coaching Tip today, I will show you the purpose of the just listed campaign and how to create a perception of demand with your buyers.

What you want to do is drive traffic to that campaign. I’ll outline how to do a 10-10-20 neighbours-only open for inspection and show you how to generate a high level of competition for buyers, especially in a declining market.

Don’t let your campaigns fall flat. I’ll show you how to get people to that property without relying on traditional marketing mediums alone. And I’ll tell you why you want to call all those people after the sale and what you need to find out from them.

You must remember the basics of what marketing is supposed to do. I’ll show you why the just listed DLs most agents put out fail to attract buyers and how to make your own just listed campaign incredibly successful.

Fast Pace Ep 78 – Landing great people

Today on Fast Pace, Dean Mackie and Josh Phegan show how to land great people for your business. They talk about some of the things exceptional people look for, how to show them you’ll provide their best environment with guiding principles to grow and succeed, how to get past the resistance barrier, and what to do for a great on-boarding experience.

Back on the radar of your goals

Right now, you need to revisit your view of what you want to accomplish. Today in my Growth, Leadership and Management Tip, I’ll be showing you how to get back on the radar of your goals as a business leader.

During the pandemic, we stopped dreaming and pushing toward the things we really want. I’ll show you how to create an Everest mission around your vision of what you want your business to achieve over the next five years.

I’ll help you put a plan together for what your expectations are and how to grow your business over that five year period. We’ll look at sales and recurring revenue, your succession plan for future leadership, growth and expansion models, and centralised services.

The sugar money era is over. It’s time to get back on the radar of your goals, start putting the basic foundational structures in play and get busy growing your business again. Make the decision, get clarity around what you really want, and you will build something truly great.

Ep 340 – Cross selling

In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss cross selling, beginning with the just sold call. Alex explains the skill involved in bringing a buyer in from one location and onward to another, where price and value ultimately meet. He shows how the customer thinks and what you can do to widen their options and opportunities by learning their history. And he notes the advantages of working in multiple marketplaces for cross selling, understanding what the buyer wants, and knowing why most buyers have to be sellers first.

They discuss the way buyers actually work these days, keeping an open mind around what you can offer beyond their specifications, really building relationships with your customers, getting live feedback, and taking pride in how well you did the transaction, not just that it’s done.

The experience

Now more than ever before, you can’t get lazy around the experience you provide when someone walks through an open for inspection. In my Coaching Tip today, I’ll give you touchpoints to get buyers to look at properties during the current market slowdown.

We advocate taking people to private appointments, and I’ll tell you why the middle of the week is the best time for that. But Saturday is showtime, and I’ll show you how providing a professional experience on this day changes everything.

I’ll tell you why you need to pick up that phone and let every buyer who’s inquired or inspected know when a property sells. It’s your job to boost customer confidence that the market is moving, no matter what the media is saying.

Make sure the experience you define and deliver is incredible. I’ll show you what that looks like and how to maintain it. It’s about building your brand experience around what it is that you do so that the customer chooses you to represent and guide them.

Fast Pace Ep 77 – Great interview technique

This week on Fast Pace, Dean Mackie and Josh Phegan show how to conduct a great interview that makes candidates feel good about your organisation. They recommend that you know what you’re recruiting for, look for quality attributes, and have a structure with key questions ready. They also discuss digital vs. face to face and the STAR technique.