Ask the CoachElite Agent

Ask the Coach: 8 Moves a Sales Agent Should Focus On

Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process.

I have just moved from a sales assistant role to becoming an agent. What do you recommend I should focus on? – Anthony Antoniou, Laing+Simmons St George

I believe the key to your success is mastering the fundamentals, a little bit like mastering the simple moves in martial arts.

To become a black belt in martial arts is about mastering just eight moves, not 30 or 1000.

As a coach, over the years I have discovered that super-successful agents have been able to master and craft their eight moves and keep it simple.

We need to identify the eight moves for your business that you can master. For example;

  1. Inside sales: Database
  2. Outside sales: Farm area, patch or business development area
  3. Circle sales: Hot-spotting around your listings and other agent listings
  4. Listing presentation: Power of rapport
  5. Mindset: Know your ‘why’
  6. Profit zone: Prospecting
  7. Self-awareness: Accountability
  8. Know your numbers: Business plan.

Mastery is repetition: Go and master your eight moves and become a black belt!

Do you have a pressing question you’d like to ask Claudio? To have your question answered, email

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Claudio Encina

Claudio Encina works directly with some of the leading agents and sales teams in Australia to identify how to deliver optimum performance. For more information visit