Ep 187 – How to start your career

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on how to start your career as an agent. Alex offers his observations and insights for new agents around starting with the right person and in the right culture. They talk about making sure you get the training, support and mentoring you need. Alex notes the need for taking a long view, and Josh details the areas of experience you need to gain competence in as you work your way up.

Josh warns against thinking you know more than you do early on, and Alex describes how to build social proof. They advise taking it slowly and being prepared to do the work. Learn what it takes, master the routines, stay hungry and you’ll become a great agent.

28 Days or Less

No owner wants to have to do another open home or re-list their property if it doesn’t sell. Your job as their agent is to make sure their property sells in 28 days or less and in my Coaching Tip this week I’ll show you how to get that job done.

Too many properties are going back to the market for a second or third time because the agents handling them failed. And the longer a property is on the market, the more likely it is to sell at a discount.

One of the reasons we love auctions is that we can get the best buyers together to bid and buy, and then the owner can move on. The challenge is that too may people don’t know what to do before they go to auction, and how to get a property ready.

I’ll explain how you can get the property in the best position to sell, bring some potential buyers through before the auction, get some quality feedback, and possibly get an offer. And it’s in your owner’s best interest to get it sold as unconditionally as possible.

To sell a property in 28 days or less you need to do the appropriate thing for the market, the property, the owner, and for you as an agent. Keeping your days on market short lets you present a better customer experience and sell more property more often.

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

Ep 186 – Winning the Listing Presentation

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss winning the listing presentation with confidence and clarity. Alex says it’s all in the delivery and illustrates his point with recent client interaction and how he conducted his inquiry with them. Josh demonstrates the need for keeping the dialogue natural and asking relevant questions as you progress through the course of the conversation.

They discuss what to do if the customer says they want to think it over and suggest ways to give them a reason to contact you for more information, tell how to avoid misunderstandings about options and next steps, and know when it’s time to do the close.

Essential business processes and why they matter

When someone starts inside of your business, how long does it take before they actually get what it is that you do? In my Coaching Tip this week I’m talking about six essential business processes and why they matter to moving your business forward.

If it takes too long for your new hires to get up to speed, it’s because you don’t make your essential business processes clear. I’ll break down what it looks like to train for those processes, outline a formula for doing the tasks, and measure your results.

Next, I’ll show why this approach is critically important and how to go about teaching those processes to your people. Doing just part of the process doesn’t work. You have to do the whole process for each client and every situation.

If you don’t follow a process you won’t get the results you need. What you will have is an acute state of confusion where people are doing too many things and none of it is working, because no one has mastered the basics and no one is following the process.

The basic structure of what you do should be a logical flow. If it’s not, then you haven’t established your essential business processes and why they matter. First, get clear on all of this yourself. Then you can bring your people to the point of cognition much faster.

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

Alignment and why it matters

As a business leader, you must be clear about the mission that you really want to achieve.

My Growth, Leadership, and Management Tip this month is about alignment and why it matters. We’re going to talk about your vision and how to create an environment that will take it forward.

In this new financial year, you need to adapt to a different set of conditions. I’ll tell you how to adapt to win, not just adapt to cope. I’ll talk about the three types of talent you need inside of your organisation, and how to make sure they’re able to grow with you.

First is your talent development squad of people in training. Next, are your five-year A-players who will win every time you pass them the ball. And you have the one-year contract extension players who can stay with you as long as they’re writing minimum fees.

The challenge is to maintain all three types of talent. This is about alignment and why it matters. If you’re not developing new talent, you have a problem when someone leaves or retires. Consistent training ensures the growth that will carry your vision and your mission to success.

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 185 – How We Drive Urgency

Today’s High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on how we drive urgency with both sellers and buyers. Alex begins with how he progresses clients through his pipeline and drives urgency by knowing how ready they actually are. Josh talks about the qualification process and knowing the client’s problem, timeline, destination, and their reason for the move. He also demonstrates dialogue for getting the right answers to those questions.

Alex describes a recent sale to illustrate the process of handling a transaction correctly for a specific client’s needs, and Josh reminds us to stop trying to sell the house and start trying to solve the client’s problem.

Navigating the election

No matter where you are, election periods affect you across Australia. So in this week’s Coaching Tip I’ll give you some tips around navigating the election without putting purchasing and selling decisions on pause.

I’ll show you how you can play a really good game by doing the same thing you do each December. Don’t wait, go ahead and list auctions two months ahead depending on your customer’s sense of urgency around the election.

Election or not, what’s critical is that more people walk through open for inspections during the election itself, and especially on election day. If your open home is near a polling place you should definitely have an open for inspection on the day people vote.

There’s a lot of property-related policies on the agenda during an election, and that creates opportunities. Consumer decisions around selling and purchasing are affected, and there may be interest from investors looking to buy under the existing rules.

We’re in a phase of early recovery right now and you’ve got an opportunity to write a lot of income by navigating the election right. Get urgent buyers through your homes and making offers, and be the agent working whilst others are taking time off. The work you do now will set you up for the market once the election is over.

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

Ep 184 – Adjusting To Win

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss adjusting to win and not just to cope. Alex explains how he maintains his mindset for adjusting and reinvesting whenever the market changes. Josh coaches on making adjustments early and not leaving it until it’s too late, and Alex describes how putting on a new person changes the type of work the existing team is doing. Josh notes how having some safety cash in the bank gives agents more confidence regardless of market conditions.

They discuss why it’s important to commit to some simple disciplines to get the business moving again, how momentum can change the perception of the brand in the marketplace, and Josh observes that the team that wins consistently is the one that does the basics well.

Master the call

As a great real estate agent, you’re on the phone a lot. It’s critical that you project confidence whilst talking to people, so in my Coaching Tip this week I’ll help you to master the call and coach you on the basics that you need to get right.

What you do in the first 15 seconds is critical to connecting with the customer, so the first thing you need to work on is projection. You’ve got to sound like you know what you’re talking about, ask relevant questions, and be clear on the outcome of the call.

Accordingly, the last 10% of the call is where the money is made. That’s where you book the appointment, and to do that I’ll give you the dialogue for the specific questions you need, and I’ll show you how to ask them to get that result.

Getting in front of people is where you’re best in influence. The challenge is in keeping the calls short and productive. You’ll get to the point of conversion more quickly by using the critical path of questions, which I’ll outline and demonstrate for you.

The most attractive quality for anyone is to be confident in your own skin. You need to be prepared with your questions, and also prepared to put yourself into a position of possible rejection. Understanding what the client is trying to achieve is your goal.

The key thing is that no one inquires about a property because they’re happy with their current house. Your job is to master the call to discover their dissatisfaction and their vision and get those appointments made.

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

Peter Chauncy

Welcome to The Black & White Interviews, a Josh Phegan initiative to showcase the top agents we work within Australia, New Zealand, the UK and the USA. Our next Black & White interview series will feature Peter Chauncy, Top Sales Agent of McGrath Crows Nest.

  • Total number of sales in a year = 110
  • Core market: Naremburn, Crows Nest, Artarmon, Cammeray, Cremorne
  • Ranked in the top 10 agents for REB Australia last 5 years running
  • No. 1 Salesperson for McGrath Estate Agents
  • REINSW Salesperson of the year 3 times
  • REIA Salesperson of the year once
  • Average days on market is 24
  • 80% Auction vs 20% Private Sale
  • Advice for new agents: Be prepared to work very very hard and play the long game, it takes time to become successful in any business. Be positive, enthusiastic, authentic & invest in yourself.
  • Overcoming challenges: You need to let go to be able to grow and get to the next level so develop a great team and have an open book policy on strengths and weaknesses to help each other improve. Develop structure early on to ensure that you have a balanced business which allows you to grow. Get a coach early on!

We wanted the opportunity to showcase the top agents we get to work with and share their secrets and insights of how they have become exceptional agents in their marketplace and made their way to the top. Each month we will feature a new agent. The full-length version of these interviews will be available exclusively to Josh Phegan Members, giving you a great opportunity to learn and grow from the top agents and their strategies for becoming million dollar agents.

[button type=”primary” size=”x-large”]Get Membership Now[/button]