In today’s podcast, Josh Phegan and Alexander Phillips talk about getting deal confidence by making the right decisions, understanding buyer urgency and what’s driving them, the importance of timing, and staying in control of the process.
Tag Archives: Seller
Core skills
The most important thing is to do the core of what great agents do. In this Coaching Tip I’ll focus on the basic core skills you must have if you want to earn customer loyalty, show advantages to being your customer, and be exceptional at what you do.
Re-align, re-price, re-market
You don’t want to answer the phone as soon as the owner’s name pops up. In this week’s Coaching Tip I’ll show you how to re-align, re-price, re-market unsold properties by knowing what to watch for, how to advise, and what actions to take to get to sold.
Ep 260 – Hit refresh
In this week’s podcast, Alexander Phillips and Josh Phegan talk through what’s critical to refresh your business, including reviewing what’s worked this year for your best lead sources, resetting your financials around volume, average fee and average sale price, the forecast for what’s ahead with NSW stamp duty changes, preparing for a lockdown so if it happens you have a plan, and the simple idea of “who, not how” to expand your thinking on what’s possible.
Ep 259 – Last minute resistance
In this week’s podcast, Alexander Phillips and Josh Phegan talk through everything closing, including what to do at the end of the listing presentation, how to overcome vendor delay tactics, dealing with different client types,, and effective follow-up that wins every time.
Ep 257 – The last sprint
In this week’s podcast, Alexander Phillips and Josh Phegan talk through what to do to make the next six weeks count. From re-engaging with your seller hitlist to work our who’s thinking this year and who’s thinking 2021, to reviewing your current listings to adjust to ensure they sell before the end of the year. They also cover how to refresh your energy, case studies and how to develop a forecast for the market ahead.
Ep 248 – Spring momentum
In this week’s podcast, Alexander Phillips and Josh Phegan get ready for Spring. Choose your best call lists – market appraisals, seller hit list, past clients, key referrers to drive market momentum. Commit to what great agents do – increase your appointment numbers – buyer appointments, market appraisals, listing appointments and for our Melbourne agents, get ready for a huge rebound in activity as we anticipate the post lockdown market.
Better dialogue
Some calls just come together and others go unbelievably wrong. The secret is better dialogue, and in my Coaching Tip this week I’ll show you some examples of game-changing questions to form a connection with each customer and make it easy for them to say Yes.
What do you do with feedback?
We often tend to do what other agents do, but what do you do with feedback? In my Coaching Tip this week I’ll tell you when and how to get feedback you can actually use, what to avoid doing, and I’ll share insights from using these methods inside of my own business.
Ep 241 – Establishing Value
In this week’s podcast, Alexander Phillips and Josh Phegan talk about the cycle – lower volumes lead to agents panicking and competing on fee. When you compete on fee, you force down the industry. The best agents realise you need to hold or increase fee in lower volume markets, and instead compete on value – on what they do for the customer. There can only be one agent in every market that is the cheapest, so how are you planning on competing? Value.