Conversion – Working Out What Works

There are branding campaigns and there are conversion campaigns. In my Coaching Tip this week we’re going to look at conversion – working out what works. This is where all the action really happens.

I’ll introduce you to two elements of conversion campaigns. First, think about the people who come to your open for inspections. You’re probably missing out on leads from those opens, so I’ll show you the measurements you need to be taking from your callbacks.

Next, I’ll show you how to measure the results that the campaign has achieved, including numbers and types of appointments you’ve booked. We’ll then talk about conversions to BAPs, MAPs and LAPs, and how you can double your business with those conversions.

It’s down to knowing what your existing numbers are and learning what to measure so you can make the changes necessary to adjust. I’ll show you the two key places to take those measurements, and how to go around the conversion campaign in selling the property.

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

Growth Plans

Everyone in your organisation looks to you for vision, not only for the business, but also for themselves. In this month’s Growth, Leadership, and Management Tip I’m talking about growth plans, being a great principal, and helping your people reach their highest level of success.

We’ll talk about the three things in every real estate agent’s toolkit that you can go after. You need to look at your numbers for average sale price, average fee, and volume of transactions. Then you can advise the salesperson around what to do next.

We’ll look at the lead sources you currently have working and I’ll show you some that you’re probably missing. The key is to put a strategy in place, put some measurement around it, and then if you’re not getting the results you need, make adjustments according to what you discover.

Your next steps are to see what’s working well in your business and identify areas where you can improve. I’ll show you how to establish and review initiatives that will rapidly change things for your people. That’s ultimately what the growth plan is. It’s your advice and guidance that makes you a leader they’ll want to follow.

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 198 – The Relationship Scorecard

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on the relationship scorecard and how to use it as a measurement tool. Josh overviews a range of things that go into building relationships over time, and Alex tells how he builds relationships for when he needs them. They discuss the need to be aware when a relationship is off track and have that conversation straight away.

Josh points out that the relationship scorecard is just as important and effective in your personal life. He continues around setting up the scorecard early, reviewing your calendar regularly, and driving forward to get as many appointments as you can.

The On and Offline Experience

Today’s consumer sees the online experience as simply “the experience,” but the offline experience is equally crucial. In my Coaching Tip this week I’ll show you how to deliver the best possible on and offline experience the customer can have with you and your brand.

First, I’ll help you understand the things that happen online when consumers interact with you there. A lot depends on what kinds of analytics tools you use, how consistent you are with presenting new emails and content, and how you use statistics and reports.

In reality, offline is where the money is made because that’s where you learn why specific things are happening. I’ll show you how to discover who’s actively looking for properties and why, and I’ll detail how to build a better buyer hit list and why it matters.

Great agents review their buyer hit list every day. There’s no doubt that buyers who are most urgent will pay the highest sale price. Shaping the on and offline experience is not just an art, it’s also a science you need to learn to produce a better call list.

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

Ep 197 – Energy Multiplying

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on energy multiplying and the impact your off-field activities have on your on-field performance. Alex tells how he eats to avoid the midday energy slump, and Josh emphasises the need to have the right health and routines to drive momentum and consistency throughout the day. He explains the essentials for active renewal, then Alex adds the necessity to always work at your peak, especially as you age.

Josh tells how a routine of looking after yourself lets you radiate good energy, Alex highlights the need for positive personal life goals and why they’re even more important than business goals, and Josh ends with building sharp focused energy to feed your dreams.

Routine Mastery

To be in the game and perform well, you have to master the routine. In this week’s Coaching Tip we’re looking at routine mastery, which is one of the six essential components of the real estate flywheel that drives our industry.

As an individual agent, you have to really think about what you’re doing every day to set yourself up for success. Just doing one call session per day is a half-million-dollar decision. I’ll give you the basic formula for doing that, step by step.

Get on track by setting a directions meeting at the start of every business day. Then at 3pm in the afternoon have a loopback meeting to review what’s happened during the day and set up resources for the next day. And great agents also keep task lists for everything.

Consistently doing these four things will set you up for routine mastery. Beyond that, put hardline appointments for fitness, nutrition, sleep and energy in your calendar. And have a daily list at the top of your calendar for everything that needs to happen that day.

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

Changed Agents Award Finalist – Nigel Harry

Nigel Harry, Senior Sales Consultant & Auctioneer of Jellis Craig Northcote is one of our Australian Changed Agents Award 2019 finalists. Nigel explains the importance of diary management, how Josh has helped to expand his depth to see the bigger picture of what’s capable for your business, and how systems have helped their business to grow.

The one thing that has changed me the most for me since working with Josh is diary management. By controlling the day, I’m a lot more productive. Everything goes in the diary – health, family and business, in that order. At the end of the week, I review my goals, what I’ve achieved, and the lessons learned. This gives me inspiration, reassurance and an opportunity to reflect on things that didn’t perhaps go to plan.  All of this helps keep me focussed and stay on the right path.

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Josh continually challenges you to expand your depth of view and create a bigger picture of what’s really possible inside of your business. Speed is the new currency. Clients are time poor; they want relevant information and they want it now. Implementing his systems like results-based geographical prospecting have provided us with a competitive edge, enabling us to deliver exactly what the consumer wants, in real time as it happens.

“No one came here to play it small” is one of my favourite Josh quotes.

 

Changed Agents Award WINNER – Jye Read

Jye Read, Licensed Sales Agent of OBrien Real Estate Mornington is the winner of the 2019 Changed Agents Award for Australia. Jye explains the biggest change he has made since working with Josh and how he works closer with existing customers to deliver better customer service.

The biggest change I have made is developing a great support network of people and mentors around me to help facilitate my growth, goals and dreams – Josh being one of those key people.

In this changing marketplace, I am continuously working with my team to develop processes and checklists that allow us to offer better customer service and work closer with our existing customer base.

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One “Josh saying” that always sticks to mind when I think of our conversations: “The bigger the dream, the more important the team.”

 

Changed Agents Award Finalist – James & Francesca Nicol

James & Francesca Nicol of Biggin & Scott Ballarat are our first ever Australian Changed Agents Award finalists couple. James tells us how their business improved with Josh’s advice, the actions he took to implement strategy, and how accountability adapted their success. Francesca explains how their turning point was with their Property Management department, growth of staff, and how being accountable and supported is so important.

James:

We have completely changed our growth mindset. Ballarat is a very competitive market; we have one of the lowest rate of homeowners to estate agents. Some days, it’s overwhelming and you wonder how you’ll make ends meet. What improved our business is when we took on Josh’s advice. He said, you’ve got to play a bigger game, focus on where you want to be, and daily improvements will ensure you’re successful. This in itself has helped us grow business.

We adapted this into our business by being accountable daily to our KPIs, 45-minute call sessions x three per day, three appointments every day – that’s 60 appointments per month; you can’t help but be a success.

“The quality of your communications determine the quality of your life” – is my favourite Josh Phegan quote, but there are so many. I think what Josh does best, is being able to convey a message that is not just important for us as an agent, but everything he says has a purpose for the vendors and their outcomes.

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Francesca:

For us, trying to secure really good property managers felt challenging as a new business. The most important piece of advice from Josh for us was to buy another rent roll. It seems simple but it was a massive turning point for our business. It took us from a holding pattern to take off. It all flowed on from there. This gave us credibility and allowed us to have the right processes in place. Now we have eight staff and have been able to take it to the next level.

Favourite Josh Phegan saying is, “Are you stick or are you carrot?”

All I need Josh to say is have you got your eight listings for the month? It keeps me in check. I don’t need the long conversation, I just need someone who keeps me accountable. Josh is incredibly supportive.

 

Changed Agents Award Finalist – Peter Joyce

Peter Joyce, Director of Stockdale & Leggo Wangaratta is one of our Australian Changed Agents Award 2019 finalists. Peter tells us about what he’s learnt from training with Josh, how his mindset has improved and shares his key to success.

Before undergoing training with Josh, I didn’t have my priorities in order. I was too focused on work and wasn’t spending enough time with my family or improving my health. As a result of training with Josh, I was able to change my priorities; he taught me to focus on health and family, then work.

My mindset has changed for the better and it has had a ripple effect across my team. I now have a much clearer view of what I want to achieve. From the training sessions, I have been able to implement more attainable goals. As a team, our culture has improved because a greater emphasis is now placed on gratitude, lessons learnt and personal achievements.

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Not being complacent and comfortable is the key to prolonged success. I continue to look at everything we do and ask myself, “how can we do it better?”

My favourite Josh saying is, “What has got you here, won’t necessarily get you to where you want to go”.