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.

Reducing days on market

Your expectation as an agent is to reduce days on market and give the vendor a feeling of momentum inside the campaign. In today’s Coaching Tip, I’ll show you how to keep days on market short, and why days on market is such a critical component in your career.

The easiest way to reduce days on market is to set benchmarks, and I’ll give you some for the start of the campaign and through days 7, 14, 21 and 28. I’ll also share my 9/14 rule around managing appointments and offers for your existing stock.

Properties tend to be on the market for a long time in a declining market like we have now. I’ll explain peaks and troughs and give you the rules for what to do when things aren’t happening when they need to.

Vendors want to manage things emotionally. You need to be using logic to make the right decisions in a timely manner, to get the property sold at the best price. Reducing days on market means putting energy into those campaigns and keeping your confidence high for you and your vendors.