Ep 77 — Accountability

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips discussing the need for accountability and why agents struggle with it. Alexander talks about how he maintains focus and motivation through measurements, and practices accountability in communicating with customers. Josh notes booked appointments as a key measurement, and tells why accountability partners are helpful. Alexander explains how to set goals and make the achievement of accountability less daunting.

They continue with the influence of consistency in the number of open for inspections as a significant lead generator. Josh sums up by detailing how to reach that necessary number of opens each week for accountability.

The one number you need to track

There’s one key number that will tell you how well you’re going as an agent, and that’s how many appointments you’re booking each week. In my Coaching Tip this week I’ll show you how we develop as agents and what you can do to grow your success more quickly.

The reality is that you’ll only book 3 appointments a day, but you need to get to that number consistently to reach a target goal of 60 appointments a month. When you’re just starting out in real estate you work buyer appointments selling stock made available by all the agents in your office. A lot of those buyers are also going to be sellers. From there you progress into market appraisals, and then into listing appointments.

Your diary will reflect your progress as your 60 buyer appointments per month begin to include more market appraisals. Then you’ll start booking progressively more listing presentations. But the core number you want to keep tracking on is appointments per month. The more of those that are listing presentations, the greater success you’ll realise.

Part of how we develop as agents is our drive to succeed. If you’re having a bad week and not getting those bookings you need, simply make a commitment every business day not to go home until you’ve booked 3 appointments. Exercise that hunger to win and you will become a great agent.

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

LSN Take 5 with … Michael Klim

Eternal hunger – it’s what you do after you’ve won, after you’ve ‘made it’ that determines the type of person you become. Arguably one of Australia’s great swimming success stories, he’s seen it all. From the triumph of winning Gold at the Olympics to life out and beyond the pool, where he’s found a new level of success as an entrepreneur behind the MILK Skincare range. Michael brings commitment, energy, drive and hunger to the game, even after reaching the perceived pinnacle of his career. He’s no stranger to overcoming
adversity, tough competition, training and living life on the road. He will be speaking at the List Sell Negotiate event on November 11.

 

What’s the best piece of advice you’ve ever been given?

It’s nice to be important but it’s more important to be nice.

What does success look like for you?

For me, success is a perfect work-life balance.

How do you stay hungry and inspired to achieve more?

As a person I always strive for further growth personally and professionally so with that mindset it allows me to enjoy and recognise present achievements but it drives me for further growth.

What’s the best thing about the real estate industry?

The best thing about the real estate industry in my mind that you create and deal with something tangible and of meaning.

What one thought do you want to leave LSN attendees with?

I would like to share my 5 simple keys to achieving success in all facets of life.

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

Ep 76 — Adapting to Fast and Slow Markets

n this timely High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips discuss adapting to fast and slow markets. Alexander tells some of the ways he stays successful in either marketplace, and Josh describes 3 types of motivation and explains how to understand them. Alexander adds the importance of clarity in order to be a good advisor. Josh details planning your year and working ahead so that you’re not pushing hard in December.

Josh tells how to maintain hunger and determination to list consistently so you’ll sell well. Alexander advises listing ahead of the curve and maintaining maximum exposure. Josh ends on planning, taking action and reading the rhythm of the market.

How We Learn

The best way to learn is to get clear about what you want to learn. My Coaching Tip today is about how we learn, because once you understand the process you can learn faster, learn more and teach others more effectively.

When I’m teaching someone a new skill set I look at something I call a job scorecard. As an example, let’s say a new buyer’s agent needs to learn how to run an open home, do an open for inspection callback, and do a just sold call. I’ll schedule those specific skills in the scorecard, beginning with running a great open home. When training is done for that skill we then do an assessment on what the agent’s learned. If they pass then we move on to the next skill set on the schedule.

The key is having all of these necessary skill sets clearly mapped out in a training system. The result is that trainees learn a lot faster and get exposure to the forms, checklists, and systems they’re going to be using. They get a much better start toward becoming a great real estate agent.

Knowing how we learn and using the job scorecard to track training and progress also helps you clearly see where your deficiencies are as well as opportunities for improvement. You want to be able to grow great people and a phenomenal team whilst always working to become a better agent yourself.

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

Job Scorecards

You’ll always have great people in your business if you learn how to make them great. The unfortunate thing that usually happens when you bring in a new hire is that training drops as soon as you start to scale. In my Growth, Leadership and Management Tip today I’ll tell you about the job scorecard we use in the Josh Phegan Company and how you can benefit from using it.

There are important skills you need to train specific individuals to perform, and it’s always better to use a system for that training. Our job scorecard lists these required skill sets for each person. You prioritise the order you want the skills to be taught and then schedule training. Teach each skill until that person appears to have it down, then test them and assess their performance. When they can perform that skill correctly you can use the scorecard to start training the next skill.

It’s key that your enthusiasm doesn’t get deflated if someone doesn’t get a skill set down their first time through training. Your job is to help them become great, so be willing to give them the time and support they need to succeed. By using the job scorecard you’ll be able to systematically make progress and see results by doing those assessments and keeping score.

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

Ep 75 — Setting Up Your Environment for Success

In this High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips talk about setting up your environment for success. Josh notes 3 environments – home, work and social – and Alexander tells how he keeps those all in alignment. Josh explains the necessity of socializing with people you want to be like, and keeping your energy high so you present at your best at all times. They discuss ways to set yourself up in a better environment that’s conducive to becoming a great agent.

Discussion continues on the importance of fitness, nutrition, sleep and stress management, and they suggest ways to manage those elements for high performance. Alexander talks about maintaining a mindset of high aspirations for the future, and Josh ends on making the decision to pursue continual growth.

Have We Lost the Ability to Run a Great Campaign?

With all the changes we’re seeing in communication, lifestyles and pricing, have we lost the ability to run a great campaign? That’s what I’ll be discussing in today’s Coaching Tip, and I’ll give you some ideas to up your campaign game.

A high quality campaign relates to the specific needs of the customer, and it’s more about agent marketing than marketing a property. First, you need to hang out where the customer is, and that’s not the letterbox anymore. You need to be digital, online and mobile, and you need to be relevant. That means addressing what’s important to the customer, not necessarily what you’re doing, or think they should be interested in.

Use the SPACER concept to find out what your customer needs are around safety, performance, appearance, convenience, economy and reliability. The greatest campaigns are driven by customer objections you can convert into reasons why they should call you. Think about the special needs so many of your customers have and market solutions to those customers. And don’t forget about all the clients inside of your database that you can contact with targeted campaigns.

You might think you’ve lost the ability to run a great campaign, but with the many new tools available to you and a real understanding of where your customer is at you have fresh opportunities to design campaigns that will get your phone to ring.

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

LSN Take 5 with … Michael Pallier

Michael is the number one sales person for Sotheby’s International Realty worldwide. He has personally negotiated in excess of 1000 eastern suburbs luxury homes in Sydney. His sales include the most expensive home ever sold in Australia, as a joint agent, the nation’s most expensive apartment per square metre and the most expensive home ever sold at auction in the country. Since 2013 Michael has personally sold 27 eastern suburbs homes for in excess of $10,000,000 each. He will be speaking at the List Sell Negotiate event on November 11.

 

What’s the best piece of advice you’ve ever been given?

You can have everything in life you want, if you will just help other people get what they want.

What does success look like for you?

Success is being content with yourself and the people around you.

How do you stay hungry and inspired to achieve more?

Every day is a great challenge and it’s very rewarding working as part of a team and achieving the results.

What’s the best thing about the real estate industry?

Every day you deal with great people and lovely homes.

What one thought do you want to leave LSN attendees with?

If you believe in yourself and you are prepared to put the work in you can do it.

// Learn more about this year’s List Sell Negotiate event at listsellnegotiate.com.au

 

Ep 74 — Mastering Your Pitch

This High Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips discussing the fundamentals of mastering your pitch. Alexander offers tips on cold calling, working with new customers, and tailoring your presentation to the client. Josh notes the importance of flow, and they discuss asking the right questions to get the information you need. Alexander tells why he takes notes during a listing presentation, and they discuss the professionalism of being prepared.

Josh stresses adaptability and Alexander continues with insights on dealing with an influencer and a decision maker. They discuss progressing the customer and clarifying next steps. Josh details steps, structure and scripts for those discussions.