Ep 181 – How to Sell in a Slowing Market

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on how to sell in a slowing market. Alex begins with ways to get a buyer to make an offer and explains why mental preparation to buy is more important than financial. Josh offers examples of working through the logistics of a sale before getting to price, and Alex adds the advantage of having finance solicitors and other key suppliers that you can refer buyers to.

They discuss how you create a great buyer, Alex describes how he prepares a buyer for the sale, and Josh summarises the elements of making the deal including conversations with the client, logistics of the transaction, clarifying next steps, and having a clear timeline.

Lead Generation

A great agent needs to know what their top four lead sources are. Lead generation is everything in business, and in my Coaching Tip today I’ll show you the essential business processes you must get right to generate your leads.

The best agents understand their primary lead sources. First is your personal network, which includes all the people you already know who own property in your marketplace, including all your phone and social media contacts.

Buyer work is your next critical lead source as it relates to all of your interactions, from online inquiries to face to face conversions. Next is your relationships with past clients, and then we look at landlords, who own both rental and residential properties.

Also consider the agents who retire, retrench, or move on from their current role. They leave all their past clients behind and that’s a too-often missed opportunity to pick up those existing relationships and move forward with them.

Social proof is another lead source, as letting the neighbours know when a property is listed or sold breeds more listings. And last is your community involvement, which means knowing where your customers hang out and putting yourself into those places.

The key to lead generation is looking at all those potential lead sources and defining what your own top four are. Focus on doing just those four over and over, really invest in those relationships, and you’ll have an incredible business.

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

Ep 180 – New Trends for 2019

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips offering their observations of new trends for 2019. Alex outlines his best practices for marketing and sharing information in the industry, Josh weighs in on why some agents don’t disclose their pricing, and they agree that making more information available through promotions and marketing helps buyers make better decisions.

They discuss the necessity for agents to have quality market knowledge, how sharing great sales results and improving pricing knowledge benefits everyone in the database including customers, and they compare this year’s transition into historically high sales.

How You Start the Day Matters

It’s the way you start that determines what happens, and in my Coaching Tip this week I’ll show you that how you start the day matters to your productivity, your momentum, and to achieving what you want to get done by the end of every day.

Routines are a powerful tool to set you up for success, and I’ll outline some of my own routines for you, from when I wake up to when I make those first phone calls of the day. This helps you build momentum for your productivity for the rest of the day.

The best agents put first things first, and I’ll explain the Three Things exercise that helps me make every day incredible. You’ll also see how setting a theme for each day of the week sets you up for success by making sure all the little things get done.

The reality is that how you start the day matters, and if you can get that first morning phone call session done it leads to the next, and soon you’ve got a fully booked afternoon.

Get intentional, don’t procrastinate, and don’t let fear prevent you from reaching your full potential. Start the day by picking up the phone and making that first call. Just taking action will change your thinking and emotions, and allow you to hit success.

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

David Smith

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 David Smith of Highland Property Group.

  • Total number of sales in a year = 61
  • Works with a team of three
  • Core market is Cronulla & Caringbah
  • David has the highest GCI at Highland Property Group
  • Started his real estate career in 2009
  • 75% Auction vs Private Sale
  • Advice for new agents: Be modest, be a student of your market and target area and above all focus only on what is best for client your working for
  • Overcoming challenges: Patience, modesty and being aware of how lucky I am to have these opportunities

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.

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Ep 179 – Being a Leader Inside of Your Team

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss being a leader inside of your team. Josh starts with reasons you need to build soft human skills, and Alex offers his tips on running a great team and leading from the top. Josh talks about helping other team members step up and take leadership roles, and Alex tells why it’s important to expand your territory in this market so you can increase volume and keep writing deals.

Josh notes the importance of maintaining momentum after you make a big sale, Alex tells how he keeps his momentum up through bouncy attendance numbers for open for inspections, and they discuss keeping focused on looking forward and reinvesting in yourself.

It’s Stage Not Age

The biggest challenge for our industry is that people think in terms of being too old or too young to be effective. In my Coaching Tip this week I’ll show you why it’s stage not age that determines your development as a great agent.

The reality is that you don’t need accountability if you take responsibility for making things happen. You need to know which stage you’re at and what steps to take next to improve. These stages will also come about in a different order than you expect.

I’ll give you five key skills that will give you the freedom to become a great agent, and it all begins with becoming a great lister. Everything else you do in your career will depend on your ability to list.

The ultimate story is about what you’re going to do for the client. Once you know this, then you can really execute. I’ll illustrate why roleplay is the best way to practice the essential elements you need to know and turn that knowledge into skill.

It’s stage not age, and it’s all based on your energy, your tenacity for learning, your hunger for change, growth and development, and your desire to become a better agent.

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

Ep 178 – Disruptions Inside of Your Career

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on disruptions inside of your career and how to trade through those periods. They discuss the benefits of pre-planning with the unexpected in mind. Alex outlines how he sits down with clients to outline events that can affect the market, and how to use these events as negotiation tools. Josh notes that some agents use disruptions as an excuse for a lack of performance, and Alex tells how to get through those periods well.

They discuss reasons for the increase in numbers of investors this year from last year, Alex explains negative gearing, and Josh reminds us to make sure you know what’s happening inside of your diary, schedule options 12 months in advance, and secure pre-commitments.

Obsess About The Customer

Between your customer and your competition, one will pay your invoice whilst the other simply annoys you. In my Coaching Tip this week I’ll show you why it pays to obsess about the customer and what it is that you do for them.

Think about how you drive the value of what you do as an agent to make it easy for your customer. If they could press a button and everything around buying or selling their home would just get done, they’d do it. You want to be that button.

The problem arises when you come in to play your part in that role without thinking about all the other people who are critical to getting the deal together. Think of the customer journey and have those conversations with the client around all the steps they’re going to need to take.

The customer experience you deliver is what sets you apart from your competition. It’s not about what you promote, it’s about your service standard and what the client experiences with you as it happens.

Some agents look to other agents for inspiration around what to do on social or in the letterbox, or what fees to charge. In reality the only important thing is what you can do for your customer. When you start to obsess about the customer is when your business will rapidly start to grow.

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

Activities or Outcomes

As a business leader you must be clear about the strategy and the scoreboard inside of your business. In this month’s Growth, Leadership and Management Tip I’m talking about activities and outcomes that everyone inside of your organisation must be clear on.

You may have everything mapped inside of your head, but your people can’t know how to execute unless you communicate that map to them, so we’re going to look at the key numbers you’ll be going after.

I’ll explain how to measure the effectiveness of the activities you’re doing by three specific outcomes. The most important conversation is around which activities will get you more buyer appointments, marketplaces, and listing appointments per salesperson. This then gives you your listing, sales and income production numbers.

The goal is for your people to list more than they sell on a weekly and monthly basis. The real question here is, are the people inside of your business focused on activities or outcomes? Your job is to make sure they’re clear on what their primary measurements should be.

When you look at your dashboard you’ll know how to adjust, but you’ve got to have that dashboard first. Get clear on the numbers that are important, be specific around what you measure and the frequency of those measurements, and you will keep your team on track.

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