Marketing With Only $100

You may not realise it, but your best marketing tool is already at your fingertips. In my Coaching Tip today I’ll tell you how I would do marketing with $100 by simply getting on the phone and speaking to people.

When you think of low-budget marketing your first ideas are probably to buy ads on Facebook or Instagram, to implement a new email template, or to print out lots of letters to put into letterboxes. But really, the phone is where you’re naturally going to be your best at an influence level.

Now, I know a lot of you don’t want to jump on the phones because you think you don’t know what to do or who to call. Even after you make a phone list you don’t want to call all of the people on the list. Then you let yourself get distracted instead of making the calls. But you have to use the phone if you’re going to build a great business.

I’ve never met anyone who’s earned $1 million in fees without booking a minimum of three appointments a day. Those appointments can be market appraisals, listing appointments, or buyer appointments, but phone calls are the best way to get there.

The real challenge is to make those phone sessions count by being super relevant to the customer. That’s why I’ll demonstrate some phone scripts for you that you can use right now to get started with open for inspection call-backs, and just listed/just sold calls.

Practice these scripts and you’ll always deliver simple, clean dialogue that’s relevant to the customer today. It’s the most potent marketing for $100, or even thousands of dollars, that you can do and it’s already in your hands.

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

Ep 103 – Committed Listings Three Months Ahead

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on committed listings 3 months ahead. Alex offers tips and tricks to get that early commitment from owners, and what that actually does for your business. Josh explains why you should always prospect ahead of the curve and demonstrates his dialogue for that. Alex tells what agents should be concentrating on to get that commitment from the owner.

Josh tells why you must always be looking up to 90 days ahead of the curve to avoid being needy and desperate for listings. He tells how customers get lost in your database and Alex describes how to progress the people in your pipeline into the market.

The Customer Experience

Your customer isn’t just buying a property; they’re buying an experience. In my Coaching Tip today I’m talking about the customer experience and where you want to set your standard. You can deliver a two-star experience or a six-star experience. The question is, would you rather get a two-star fee or a six-star fee?

Providing a level of experience that matters determines your position in the experience economy. A great customer experience is going to change your customer’s experience curve. This defines their expectations for a normal, above normal, or below normal experience. It’s a delicate balance and everything you do affects it. So you need to be clear on the level of service you want to deliver and maintain that standard as the normal experience for your brand.

If you believe you’re a six-star agent then you’d better deliver a six-star service. Don’t deliver a different standard than your brand is known for. If you pitch as The Reject Shop, deliver The Reject Shop. But if you pitch as a Louis Vuitton-type service, then deliver a Louis Vuitton level experience. Understand the standard you’re pitching and deliver on it.

I believe the way you leave the customer on settlement day determines whether they’ll become a future customer.

For example, some of the best agents send in a cleaner after the current owner moves out, and before the new owner moves in. They’re setting a higher experience curve by making the customer experience a lot better. This is how you rate as a six-star service and negotiate that six-star fee, because your two-star competition will only deliver a two-star experience.

Remember, it’s your role to set that customer experience journey, and that’s what will keep your customers coming back.

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

Ep 102 – What to Do When Momentum Happens

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss what to do when the momentum happens. First, Josh stresses that you don’t drop the prospecting and Alex notes some ways to deal with momentum as it’s happening while maintaining consistency. Josh reminds us that the momentum isn’t forever, so stay mindful of tasks, priorities, and the work that’s critically important. He also cautions not to be a hire behind. Alex elaborates on the importance of putting on the people and systems that allow you to get that scaleable growth.

Alex tells why you need a clear career path in place for your people, and Josh explores unmet needs and why they are great motivators. He tells why helping people is more important than profit and ends with making each growth spurt your new minimum.

What Is Not As Good As It Could Be?

If you have a reoccurring problem, and you don’t have a solution to it, then you’ll have more of the same recurring problem. In my Coaching Tip this week I’m asking you to look inside of your business and your life to discover what is not as good as it could be.

The systems that got you here are not the systems that will take you where you want to go. We need to look at rebuilding those systems for incremental growth. Look for opportunities for improvement and start thinking differently about what you do as an agent.

I use a system called WWW EBI. That stands for What’s Worked Well and Even Better If. First, think of what’s going well for you inside of your business. Then consider the things that, if you just did them, would make for an even better outcome. And if someone has already done what you’re planning to do you can learn from their mistakes.

That recurring problem of yours is actually an opportunity for growth. The key is to get clear about where your weaknesses are, what isn’t going right, and what’s creating friction. Identify those problems, challenge yourself around what’s worked well, move toward what would be even better if, and you’ll make that incremental progress.

Once you know these things you can give feedback to your team members to help them make improvements to the things they already do well. Defining what is not as good as it could be will allow you to drive that incremental growth. That’s what will set you apart from your competitors and take markets by storm.

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

Ep 101 – Consistency on the Inside of Your Business

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips talk about consistency on the inside of your business. Alex comments on the hallmarks of agents who build consistency as a skill set and the importance of loving what you do. Josh outlines the environmental things that set you up for success, and Alex adds being accountable. Josh lists his daily priorities, his routine, and his big drivers. Alex then breaks down his minimum commitments.

Josh elaborates on balancing priorities and Alex tells how to manage intensity and get back on track when you’re knocked off. Josh ends with the advice that we are our choices, so make great choices to set yourself up for success.

Would You Re-Hire Your Team?

Is the team you’ve got today capable of taking your business to double, or even triple its growth? For my Growth, Leadership and Management Tip this month I want you to ask yourself, would you re-hire your team today, or are there people in your organisation who are holding back your business potential?

You need to be clear about the type of person that you want in each role, the skills they need to bring to the table, and what you want them to achieve. But you also have to give them the opportunity to do it – or if they’re not a good fit, give them their freedom to seek growth and opportunities elsewhere.

The interesting thing is you already have a gut feeling for whether or not you’ve got the right people inside of your organisation. So what’s preventing you from putting a new person in place? Do you have a talent pool? Are you clear about the type of person you want in those roles? Have you given everyone the opportunities they need? Maybe you simply don’t believe you can find great talent so you hold on to the people you have.

When you bring on a new hire their joining experiences make the difference in how they feel about your organisation and what they’ll expect. Make sure they’re immediately exposed to great systems, dialogues, tools, and people. It’s your responsibility as a business owner to have a clear vision for a much bigger future than your past.

Great businesses build great people. They’re the backbone of what makes your business great. You want the best talent available to take your organisation to where it’s capable of being.

So ask yourself, would you re-hire your team today? If you’re prepared to have tough conversations with your people around what your standards of excellence are then you can ensure that your people live that out for you.

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

How Do You Learn?

When you finished school you probably didn’t have a plan to continue learning as an adult from that point forward. That’s a mistake you can’t afford to make. My Coaching Tip today is a conversation to get clear on, how do you learn? Because the faster you learn, the more quickly you’ll earn.

There are lots of different ways you can get exposed to new information. You can watch videos, listen to podcasts, and read books. You should also hang out with people who are better than you because the success level of the people you spend the most time with determines your own level of achievement.

A lot of people say they aren’t good at reading. That’s probably because they don’t do it. I’m telling you that the more you read, they better you will get. Here’s a tip: Use a highlighter. Mark the key points in what you read. When you finish the book go type up the things you highlighted so you can reread them. This will help you learn.

Think about how well you learn when you’re dissatisfied with your current condition. You’ll go out and find new information, and learn it as quickly as possible because you want to fix your situation. You can just as well increase your knowledge when it’s not relevant right now. Once you get clear that you’re always going to be in some situation that needs a solution, then you’ll continually look for opportunities to learn more and get better before those situations occur.

When you think about, how do you learn, you’ll realise that getting inspired by people doing better than you helps you raise yourself to their level. Avoid egoism – that false sense that you’re better than other people. You’ll never learn anything from that position. Practice humility by helping other people realise their talents, achieve their potential and gain the skills they need to be successful. Helping others get better puts you in your own best position to grow.

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

Ep 100 – Selling Vendor-Paid Marketing

In this High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on selling vendor-paid marketing. Alex tells some things you can do to encourage vendors to pay for marketing, especially if you’re just starting out. Josh explains the law of comparison and how to use it, and Alex tells why case studies are important in selling marketing. Josh shows why your confidence in your pitch is crucial to convincing the client to buy, and Alex tells how to know if the client is economically driven.

They discuss the importance of believing in your own product and asking the right questions. Josh stresses getting the pitch right by learning where the customer hangs out so you can recommend the right marketing to differentiate their home.

How Customers Can Fuel Your Growth

Everybody wants to make better decisions for the future. In my Coaching Tip today we’re going to talk about how customers can fuel your growth if you focus on being super relevant to them.

Too many agents are concerned about the extras and they don’t make the most of what they’ve got. It’s the basics that are most important starting with understanding where your customer lives. If you show them specific properties they could upgrade into they can become a seller overnight. Getting that information you need means asking the right questions in the right order, and asking permission.

I’m going to break down that dialogue for you in the video and show you how it works. The key elements to it are using language that is different from the normal real estate agent dialogue, making yourself specific and relevant, asking for that permission, and making it hard for them to say no to your requests.

You also need to know what to do once you’ve got those customers in your database. Think about how you can build relationships with them and upgrade them to face-to-face clients. From there you want them to be someone who refers to you because they see that you’re good at what you do.

I’ll also give you some dialogue that works to help you book those appointments. You’ll learn what to say to make your services look attractive, personalised, and valuable. You’ll see how customers can fuel your growth if you’re doing those simple, basic things. Get the information you need to help them make better decisions for their future instead of wasting time on extras.

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