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.

Playing from Center

Both winning and losing can really throw you off balance. My Coaching Tip this week is about playing from center and dealing with the highs and lows no matter what’s coming at you.

People who compete in sports have an interesting psychology. Winning gives them anxiety. Winning means they now have a higher position to maintain. Second place means they didn’t try hard enough or they would have won. Third place is probably the best place to be because that athlete made the podium.

You want to be able to look at your highs and lows as normal and not let them impact you. It’s important to remember that you are not your business. It’s not personal. So if you’re in a losing position there are things you can examine and improve. The role of a great agent is to understand what’s going wrong and take action right away to set things right.

Now, I’ve identified 3 people to help me keep to center: a positive person, a negative person and a neutral person. If I’m feeling down I call the positive person to pump me up. If I’m winning and feeling it I call the negative person to balance that high. If I’m faltering and uncertain I call the neutral person to get advice and stability. It’s crucial that you always play from center in front of the customer, or even your family. Take a walk, go to the gym, listen to music – do whatever works for you to build momentum and regain emotional control.

Playing from center means not letting the highs get too high or the lows too low. Watch what you’re communicating to others and how. Make sure they see you at your best.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.

Ep 73 — Dealing with Change

In this High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips talk about dealing with change as most agents struggle with this constantly. Alexander tells how to prepare for the big changes that occur in every aspect of the real estate business, and Josh reminds us of the pitfalls of failing to change and how to stay positive about it. They discuss communication and preparation for changes before they occur, and how to maintain balance throughout an evolving career.

Josh emphasises the necessity of building systems and relationships before you can work them, and Alexander lists changes you must make to double your fees. Josh ends with planning and inspiration to keep you on track and progressing.

Trigger Points of a Healthy Database

A great database becomes great by choice, and that means progressing people through those categories to each new stage next stage. In my Coaching Tip today I’ll show you how to understand trigger points of a healthy database to make those changes that are so important for successful prospecting.

We use a system called RFM analysis to sustain recency, frequency and monetization. Think about how recently you’ve contacted a customer, how frequently you contact them, and how likely they are to spend money with you. Looking at your categories, most of your customers came to you first as buyers. If some of those have since come back for a second appointment or second open for inspection, requested legal documentation, made an offer, or bid on a property, then they should progress into your buyer hit list.

Next, look at your potential sellers category to see who you can move up to market appraisals. These are people to contact for an appointment to visit and let them know the current market value of their home. From there you will be able to move some of them into your seller hit list. Taking action on this progression puts you well ahead of the curve.

One method to decide who to call next is lead scoring. Using RFM analysis again, think of customers you’ve been recently involved with, those you’re frequently involved with, and those you know are likely to spend money. Also look at your past clients who purchased a home from you because they will eventually be sellers. Be sure to call them up every anniversary of their purchase, and keep them informed of significant listing and sales.

It’s up to you to make that decision to be a great agent. By using these trigger points of a healthy database you’ll always be progressing your clients into new categories at the right times. Maintain that position as their trusted advisor and friend in the business. Whatever they do in real estate, make sure they choose to work with you.

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

LSN Take 5 with … Georgia Cleary

lsnheadshot-georgia-cleary

In 1989 Georgia set out to become one of the Eastern Suburbs leading agents, taking on the industry with her down to earth, straightforward and passionate approach to selling residential real estate. She’s stood the test of time, succeeded in all types of markets and always maximised the sale price for her vendors through her attention to detail around styling, presentation, her frank upfront & honest communication and negotiation skills. She will be speaking at the List Sell Negotiate event on November 11.

 

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

The best piece of advice I’ve ever been given was ‘that a wise head holds a still tongue’-listen more than you speak. Through listening you learn so much more about your clients and certainly sometimes as difficult as it seems at the end of the day the client is more important so what they have to say should matter to you. Listening to your clients also builds an enormous amount of trust and empathy between parties. Once you understand their reasons for making the decisions they are, you are able to better manage and meet their expectations, manage their emotional well being and deliver the level of service they require. In doing so it also builds trust and trust builds long term relationships.

What does success look like for you?

Success for me is that point at which you feel the market place respects and values your opinion, your advice and your skills. Getting to this point takes many many years, the willingness to build long term relationships, the desire to act with integrity and the energy to back up everyday-to be reliable. Reliability is everything in business.

How do you stay hungry and inspired to achieve more?

I personally feel hunger is inside you or its not. You can’t turn it on. You have to want to get up everyday and achieve something-big or small. To do this you need to set goals, create lists and have ambition. The ‘more’ comes from reaching those mile stones each and every day that inches you closer to the bigger goals and the bigger picture! Inspiration also comes from feeling like you make a difference, that you add value in what you do in helping others achieve their goals too.

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

Most definitely the relationships and friendships made by the huge volume of people you have the opportunity to meet each and every day (and you never know where this may take you) and the flexibility of the working day. It means the industry is open to all – of course you need an enormous amount of self discipline to ensure you make a success of each and every day and do not abuse this aspect of the industry.

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

That the quality of your service and business is just as powerful as the quantity of your business.

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

 

LSN Take 5 with … Simon Harrison

lsnheadshot-simon-harrison

Simon is an elite performer and one of Australia’s top selling agents, currently ranked 9 in REB’s national rankings. With over $900 million in real estate sales in the Lower North Shore property market and a remarkable auction clearance rate of 90 percent over the past five years, Simon brings a high level of expertise and prestige to his role as Principal at Belle Property Hunters Hill & Lane Cove. 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?

Always live above the line (responsibility) and not below the line (blame).

What does success look like for you?

It has changed a lot of the years. Success to be now is enjoying what I do, challenging myself and achieving my own personal and family goals, enjoying working with my team and helping them develop and achieve their goals.

How do you stay hungry and inspired to achieve more?

I’m excited by growth (personal, team and business) and I am always looking for the next challenge as an agent and as a business owner.

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

There are no limits and you genuinely get out what you put in.

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

Take action. Build a list of all the great ideas you’ve picked up from LSN, prioritise this list based on what will have the biggest impact to you and your business right now, start with the top 3 and implement them immediately. When you’ve nailed the top 3 move on to 4, 5, 6 and so on.

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

 

LSN Take 5 with … Josh Phegan

He’s developed a reputation as the coach of some of Australia’s greatest agents who have built rapid and sustainable market share to become household names in the last 10 years. With over 204 speaking engagements per year in Australia, New Zealand, the UK and the USA, he’s the in-demand coach for rapid business growth. With simple systems and quick thinking he’s the architect behind some of the fastest growing brands and individuals. From innovative marketing to real world dialogue that helps you to win more business more often, he’s the go-to guy to get your business moving fast with simple systems that sustain year-on-year growth.

 

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

Travel – Spend at least two weeks a year in a non-English speaking country. It teaches you how to communicate and appreciate what you’ve got.

What does success look like for you?

Living out the purpose of our company – to inspire estate agents to achieve their potential and financial freedom.
The experiences you have and the people you get to share them with.

How do you stay hungry and inspired to achieve more?

I read a lot and have a virtual boardroom. I look for mentors in lots of areas, to challenge me, guide me and hold me accountable.

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

The people. A great estate agent helps people to make decisions. You should never underestimate the power of a conversation.

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

There is more opportunity than you see and systems-driven business always achieves growth.

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