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Elite Agent
Claudio Encina: How to transform pain into pleasure for your vendors
Working with vendors to accept an offer can be challenging at times.
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CONTRIBUTORS
Claudio Encina: the listing presentation mistake you don’t want to make
Listing is the heartbeat of any agent’s business. Without listings and sales in exchange for value, the business dies. If you want business certainty, you must have listing certainty.
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BEST PRACTICE
Claudio: will effort or energy generate the best results?
As a leader, your team buys one thing from you every day - energy. Your team feeds off your energy. People are attracted to a particular frequency you can use to propel your team and your clients.
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PROSPECTING + LISTING
How to keep up the momentum until the end of the year
With Christmas just around the corner, you have the choice to stretch or coast towards the finish line.
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BEST PRACTICE
Claudio Encina: Pivot, position, profit
Are you being fear-focused, unfocused or strategy-focused now that we're in a much quieter real estate cycle?
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BEST PRACTICE
Claudio Encina: Become the hero in a changing market
Many vendors believe their situation is unique, yet everyone wants a solution that is proven to work to ensure they get the best price for their home.
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PROSPECTING + LISTING
Claudio Encina: How prospecting has changed in 2022
Prospecting has changed a lot over the years and with the advent of social media there are even more channels for agents to generate leads. But as top coach Claudio Encina explains, the trap many agents fall into is as old as real estate itself - pushy selling.
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CONTRIBUTORS
How to find your ‘voice’, then use it to build rapport
Claudio Encina shares his top tips on finding your 'voice' so you can communicate and build rapport with prospects
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CONTRIBUTORS
Five critical pillars to drive your business
Real estate doesn’t have to be hard, if you have the right strategy. Claudio Encina examines the five critical areas you need to ensure are working together to achieve a constant flow of leads, sales and success. Every real estate agent’s business is built on five pillars: how to attract new and future business, nurture those prospects, convert them to…
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CONTRIBUTORS
Champions of service: Claudio Encina
Claudio Encina explains how you can use technology to create certainty in times of change and use this to connect with your clients on a deeper, more meaningful level.
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Elite Agent
Three principles to triumph in real estate in 2021: Claudio Encina
This year has been a living classroom of lessons about how to turn sales into a genuine superpower. The year offered up many lessons about how people buy and sell. It has been one of the richest periods of discovery and insight into how to express value and to move others to action. This year has taught us that people…
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NEWS
The power of certainty
As we head into the second half of the year, 2020 has been one of those years we wish we could forget. First there were bushfires, then floods, and now we are in the middle of the COVID-19 pandemic. Today, more than ever, we need to sell leadership and mindset when we stand in the living room of would-be clients.…
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CONTRIBUTORS
How to motivate yourself on the tough days
In one of his most popular Ask The Coach columns, Claudio Encina explains how you can turn positive self-talk into noticeable results. Q. How do you get motivated on the days you may feel unmotivated? Ben Lam, Buxton Mount Waverley A. Generating motivation starts with self-talk. What messages are you sending yourself? Your self-talk becomes your thoughts, your thoughts become…
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Elite Agent
Ask the coach: How to get noticed in a competitive area
The solution to this is quite simple. If you came from my era, which was many years ago, the only way to build your name and profile was through letterbox drops and cold calling. Today we also live in a society where we can push our messages on multiple channels, either online or offline. Diversify…
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Ask the Coach
How to successfully target expired listings
Q: I’m looking at targeting expired listings. What would be some strong cut-through questions to ask? A: How do you get the expired or withdrawn listing’s attention? Take the time to strategically think about using a 10-second impact message. To maximise your outcome from a phone call or door knock, you need to get the prospect to stop and think.…
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Ask the Coach
How to win the listing and increase your client network
Q: How do I win listings against more established agents who dominate in my market place? Marc Fitzpatrick, Liberty Real Estate, Leura A: Put yourself in your vendors’ shoes and ask yourself what is running through their mind. They may not say it out loud, but I can guarantee they are asking themselves why they…
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Ask the Coach
How to focus on the process first and the goal second
Q: What would you suggest I do to finish the year strongly? Matt Newey, Fitzpatricks Real Estate, Wagga A: If you need to bring your A-game to the rest of the year, there are several things you need to ‘marry’. Most agents get stuck focusing on a goal, a result or an outcome, and if you’re not on track to…
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Ask the Coach
Ask the coach – With more buyers feeling more confident, do you have any suggestions on how to manage them?
Buyers have been extremely cautious, nervous and sitting on the fence as they may believe the market will continue to fall. In my experience in a bad market, great salespeople move the market by selling. The agents who are selling in this market can do three things with a buyer: 1. Create a connection. 2. Build rapport. 3. Develop trust.…
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Ask the Coach
Ask the coach – How can a team feel more connected and work?
We all face the challenge of motivating our team, developing an awesome culture, like that at Google or Virgin, and seeing the big picture as we want to view it. As a leader, we need to ask ourselves seven questions: 1. Do your people know your plans? The best way to motivate people is to let them know your plans…
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Elite Agent
Ask the coach: I keep hearing you should do 20 to 30 calls a day. My challenge is sometimes I’m not sure who to call
Your goal is to make more calls each day, so it’s vital that you generate leads, attend appointments, take listings, put buyers under contract and sell a lot of homes. With spring a few months away, now is the time to turn the volume up in all areas of your business to create the certainty you deserve. Stay on track…
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Elite Agent
Ask the coach: Where should I focus now?
Q. What advice would you give agents moving through the second quarter of the year? – Shaun Ramani, Stone Real Estate Sans Souci Take the time to reflect on the first quarter of 2019 and enjoy some of the success you achieved. Speaking to a lot of agents in the trenches, there definitely seems to be some renewed confidence now…
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Ask the Coach
Ask the coach: How to deal with buyer and vendor tensions
Q. How can we deal with buyer and vendor tension in the current market? – Christine Henderson, Hodges Beaumaris This is a key issue at the moment. There will always be two types of tension between vendors and buyers – positive tension and negative tension. Negative tension arises when buyers see a risk in purchasing. For example, they worry that…
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Ask the Coach
Ask the coach: How to manage emotions through the highs and lows of the market
Q. I’ve been experiencing a lot of highs and lows with the changing real estate market. How can I better manage my emotions? – Tim Le, Black Diamondz Over the past year there have been many highs and lows in the real estate market and some agents are able to manage their emotions better than others. Real estate is a…
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Ask the Coach
Ask the Coach: How to increase listing conversion
Q. How can I increase my listing conversion? – Henry Burgoyne, Capital One Real Estate When your potential seller hires you, what are they actually buying? Ultimately, in this market, they are buying certainty. In a market where they are seeing heaps of uncertainty and negativity, every human needs to feel some level of certainty. So how can you demonstrate certainty…
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Ask the Coach
How a SWOT analysis will help your results improve immediately
Q. Last year was very challenging – what can I do to reset for 2019? – Jonathan Warren, Independent Property Group Canberra The new year allows you the chance to do three key things in your business which I call the 3R Principle. Reflect Take the time to review every part of your business by understanding where your results came…
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Ask the Coach
Ask the Coach: How to be more direct with people on my database this spring?
Q. What questions should I be asking to be more direct with people on my database this spring? – Calvin Stewart, Ballard Property Double Bay Spring: The weather’s getting better (in most places) and people want to be in their new homes before summer and Christmas. So it’s super-important that you make sure you’re generating leads, going on appointments, taking listings, putting…
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Ask the Coach
Ask the Coach: How to rediscover your lost drive
Q. I’ve achieved my goals for the last couple of years and feel like I have lost the drive. Any tips to help me rediscover it? – Mario Esposito, McGrath Dee Why This happens with so many agents; we accomplish a goal and we think, ‘OK, what’s next?’ Just recently I was working with a client who had hit his first…
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Ask the Coach
Ask the Coach: How to level up my cold-calling prospecting skills on the phone
Q. I feel I need to level up my cold-calling prospecting skills on the phone. Any tips? – Neil Carrasco, McGrath Liverpool The first 10 seconds on the phone can make or break that call. Many telephone sales opportunities are lost because of poor opening technique. Never say, ‘How are you?’ to a stranger. This approach is not sincere. The prospect doesn’t…
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Ask the Coach
Ask the Coach: How to motivate your team more effectively
Q. How can I more effectively motivate my team? – Francois Vassiliades, LJ Hooker Campsie The future of leadership is becoming not a good leader, but about becoming a high-performance leader. I normally raise this with clients if they are struggling to get their team to perform at their highest level. They need you to step up; they will never outgrow…
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Elite Agent
Ask the Coach: How to improve your one-on-one meetings
Q. How can my team and I have better one-on-one meetings? – Ali Oksuz, Century 21 Brighton Le Sands A. I would say consider a five-step framework. STEP 1: CHANGE YOUR APPROACH How you think – your mindset and beliefs – controls how you behave. For example, if as a principal or sales manager you believe that your job is…
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Ask the Coach
Ask the Coach: How to get out of the sales rut
Q. Any tips to get yourself out of a sales slump or rut? – Paul Ephron, Richardson & Wrench Bondi Junction The first thing is to let go of the past and don’t think about the future; just focus on what’s important right now – the present. Thinking about the past and the future can bring anxiety and stress. High achievers are…
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Ask the Coach
Ask the Coach: How to present an offer in a slow market
Q. How can I get my vendors to accept an offer in a slow market? I feel they’re starting to lose faith in me. – Raymond Indrawan, Win Real Estate Mulgrave Victoria Not many agents put much thought into the words they use when presenting offers to vendors. They don’t seem to understand that words have the power to make…
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Elite Agent
Ask the Coach: How to reach your business goals in the next 6 months
Top coach Claudio Encina is back to answer your burning questions, this time around having a half-yearly check-in to see where you are with your goals. Q. Anything I could be doing to improve my business halfway through the year? – Tristan Cavarra, Dunsheas Ingleburn It’s check-in time; we’re at the halfway mark of the year, when I always ask…
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Ask the Coach
Ask the Coach: How to Gain More Listings and Stand Out in a Tightening Market
Q. Any tips with more listings and fewer buyers around? – Alan Fettes, Ballard Property Group Double Bay In changing markets, we often see that we need to adapt to certain conditions to ensure we can get sales across the line for our vendors and keep the days on market below industry average. It will require a new set of skills, mindset…
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Ask the Coach
Ask the Coach: How to Get More Consistent with your Prospecting
Q. I’m struggling to find consistency with my prospecting. Any advice? – Yenson Mui, The Agency Wollongong Firstly, understand that we are currently going through some interesting times in real estate, especially that ‘D’ word – disruption. The market will punish any agents who are C or D players, so lowering your standards in a changing market is not an option. Focus…
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