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Ask the Coach: Growing Your Business

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.

How can I grow my business in 2017? – Giorgio Koula, Sotheby’s International

As we head into the new year, now is an excellent time to review your business. Start by analysing your 2016 results. Where did your business come from in the last year? Understand that you are running a business and it’s vital you know the cost per lead.

Work out how many leads came from letterbox drops, media advertising, open homes, social media, and so on. Once you break down your business in this way you might start to see where the breakthroughs lie; you will identify the strengths and weaknesses.

I recently had a client who was investing over $10,000 a year on letterbox drops to receive only 10 market appraisals in one year, versus Facebook ads that had generated 27 leads with a spend of $3,000 for the year.

Once you analyse your business, you will be creating the breakthroughs necessary to increase your overall GCI.

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

Photo credit: uberof202 via / CC BY-SA 

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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