Ep 99 – Quarter On Quarter Growth

This High-Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips discuss quarter on quarter growth and why agents must track and measure their numbers. Alex tells why he tracks the numbers he does, how it helps secure the next listing, and how that makes his business better every year. Josh clarifies those results in terms of GCI dollars and percentages, and Alex explains the difference that knowledge makes to a career. He goes on to tell how to break down each goal into a routine to maintain focus and structure.

Josh notes that checking your progress allows you to change course if you need to. He advises working further ahead, and Alex tells why it’s most important to focus on listing numbers. Josh ends with getting intentional and knowing where you’re growing.

Let’s Talk About Change

If you want to make a change in your business you need a vision for where you want to go. So in my Coaching Tip today let’s talk about change: why you want it, the steps you need to take, and where you want it to take you.

The formula for change inside of an organisation is that the person who can learn the most, change the most, and can adapt to the situation of the day is the one who can grow the business. Your level of dissatisfaction for your current condition needs to be greater than your resistance to change. You also have to have a clear vision of the outcomes you want and the amount of energy you’re prepared to put into it.

There has to be a level of dissatisfaction great enough to overcome your resistance to change. You have to see a bigger vision around how you want to serve your customer’s condition and bring a more valuable contribution to the table, or you won’t have a reason to change.

Businesses fail when there are problems and people are complaining, but there’s no vision around what to do to get growth. No one wants to work for an organisation like that. You have to be really clear about where you’re going and what you’re doing to stay inspired. Change begins with a higher level of thinking and the desire to take the first steps.

So let’s talk about the change you want to make in your business. What’s really important is that you’re clear about how you’re going to make that change happen. Why do you want to make changes? Where would you like to go? Who will be involved? What steps do we need to take? Get those things in alignment, then you can do what’s needed to make those effective changes in your business and in your life.

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

Ep 98 – How to Build Your Personal Brand

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips talk about how to build your personal brand even if you’re just starting and don’t have a lot of money. Alex starts with ways to gain presence and momentum in the marketplace, and Josh reminds us to start with everyone you already know. Alex adds ways to use social media with your database to target your marketing and build rapport. Josh talks about social proof and Alex tells why it’s the best kind of marketing. Josh continues with getting all you can out of what you’ve got and notes how that doesn’t cost anything.

Josh continues with the effectiveness of being active in your community and Alex relates his personal experience doing that. Josh ends with ways to build your brand by building responsiveness and relevance into all your relationships.

Pitching “Why You?”

What is it that makes you unique compared to other agents? In my Coaching Tip today I’ll help you with pitching “Why You?” We’re going to find out why your customers should choose you and then learn how to tell them your story.

First, forget what everybody else is doing. You don’t want to be like them, you want to be better. And your customer wants the agent with the best ability to get their property sold for the very best price in the shortest period of time. And the listing presentation is where you show them what you can do for them that all the others can’t.

I want you to really think about what makes you great and identify what you do so well so that you can play to your strengths. It could be about your age or energy, or your years of experience. The number of transactions you’ve done or properties you’ve sold, or the people you’ve helped move. And it’s about tactics – how many potential buyers you can produce right now, referrals you can count on, and other agents working with you.

It’s what you do that makes the difference, along with your passion, energy and confidence. These are the qualities that differentiate you as you’re pitching “Why You?” Stop worrying about what everyone else is doing. Understand what makes you unique enough that customers will choose you, and then focus on improving your customers’ condition.

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

Ep 97 – The Speed of Life

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on the speed of life and how to handle growth spurts. Alex agrees that the world moves 10 times faster than it did 10 years ago and explains how he copes with these demands. They discuss ways to either slow life down or take control as things threaten to spin out of control. Alex stresses being prepared and advising the customer of processes and scenarios they need to address quickly. Josh suggests some useful coping mechanisms and Alex reinforces the benefits of preparing for meetings and events ahead of time.

Josh describes commitment creep and tells how to use your diary to avoid it, then Alex offers ways to maintain your energy, know when you’re at your best, and gain clarity on what’s really important. Josh ends with recruiting the help you need to get more done.

Basics Versus Extras

The best thing you can do as an agent is to get clear about basics versus extras. In this Coaching Tip, I’m going to talk about what they are, how they differ, and how you need to prioritise your focus for success.

Building your database is simple, but it’s fundamental to running a great business. Those people you enter and categorise are your audience. You want to get the right marketing to the people who need your help through their transformation. Nurturing your database is about being in the conversation when it counts for listings and sales. It’s about how to communicate with the client over the phone to book those appointments that lead to conversions.

Your job as an agent is to improve conditions for the client. Ask the right questions so you can help them make better decisions and get their best results.

Too many agents don’t really look at the marketing they’re putting out. They just copy each other. They bypass the basics and instead focus on the extras, like their social media activity and their own image as a successful agent. That kind of marketing is all about the agent. It doesn’t relate to the customer at all.

What you want to communicate to your customers is that you can meet their unmet needs because you understand where they’re at. You’re the agent who will help them through their situations regardless of market conditions. You do this by getting clear on basics versus extras. Focus on getting face to face with the customer and making sure you’re hitting your listings numbers. This approach will change everything on the inside of your business and make you an incredible agent.

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

Ep 96 – Rejection, Resilience, and Becoming a Great Agent

In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips talk about rejection, resilience, and becoming a great agent. Alex offers tips to prepare to build resilience and become really good at what you do, beginning with making better calls to reduce rejection. Josh comments on getting out of your own head and thinking about the customer. Alex tells how to get over a bad situation and move into a good position of continuing to grow your business. They then discuss the importance of renewing your energy and ways to do that.

They discuss staying resilient when setbacks get bigger as your business grows larger, and Alex gives an example of things going wrong and how to handle it without panicking. Josh ends with advice on understanding the psychology of what’s happening in a given situation.

What Is It Like to Join You?

It’s what you do on the first day, first week, first month, and the first year that sets your new hire’s expectations for the rest of their career inside of your organisation. In my Growth, Leadership and Management Tip this month I’m challenging you to get clear on what is it like to join you, and what you can do better.

From the moment you first meet a new recruit you create the joining experience they have with your company. Do you know what it’s like for them in terms of your speed of execution, your letter of offer, and your follow-through? You must provide the training they need to understand your systems, how you communicate and function as a team, and how they will contribute to the culture of your organisation.

Don’t let your best talent become lonely in business through lack of communication and wasted potential. Make sure everyone is clear about job roles and not loaded to capacity with tasks that aren’t even part of their job. You need to map out their career journey starting with a basic training plan that covers systems, communication, expectations, forms, processes, and touch points you deliver to your external customers.

The next time you put someone on, list all emails, the letter of offer, touch points and training they require. That will become your checklist for onboarding new people. Then collect feedback from those people at intervals through their first year to learn about questions they had, challenges they faced, and conversations they needed to have. Add those concerns to your checklist and use that information to provide the ultimate internal client experience journey when people join your brand.

It’s up to you to set the experience curve for what is it like to join you. Set high expectations for yourself and for them. Deliver on your promises, and most of all, place them in positions where they will feel empowered to drive change in their personal lives as well as their career. Help each one become the type of person that they’re capable of being. That’s the very best experience you can share.

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

Thinking About the Next 20 Years

What you do as a real estate agent is not about right now, and it’s not about you. In my Coaching Tip today we’ll be thinking about the next 20 years because that vision is important to everything you do inside of your career.

In real estate you need to learn to take a long-term approach to maintaining the energy you need to be consistent as an outstanding performer. You have to know what you’re doing well enough that it shows so that people will want to come and work with you. You have to think about the level of service you want to provide over the next 20 years in order to be relevant now.

Start with getting the information you need to be relevant to your customers. To do that you must ask the right questions the right way. The answers you get will tell you the customer’s motivations, help you build your database, and give you clarity for growth.

Thinking long-term will help you adapt to change, and develop a degree of energy and tenacity that people will want to buy. You’ll also get better at shifting people into a position to become sellers by showing them their ideal aspirational home through social retargeting.

It’s understanding what you’re doing for the customer that makes the difference between a transaction and a transformation.

When you start thinking about the next 20 years you’ll realise that you’re not just making sales, you’re helping people transform into their next major stage of life.

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

Ep 95 — The Importance of Goals Inside of Business

This High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on the importance of goals inside of business. Josh notes the challenge of getting motivated, and Alex tells why it’s important to set goals and maintain a high level of performance. Josh elaborates on goal setting vs. goal getting, dealing with distractions, and thinking of what you really want in the long term. Alex then tells what keeps him hungry for ever greater successes in his business.

Josh explains clarity of purpose and the role of mentors and tormentors in helping you stay passionate. Alex tells how to set mini-goals to give you structure and accountability, and Josh advises getting an early start for energy and momentum.