The Elevate PodcastWEEKLY WRAP

Episode 41: Why it’s important to play offence instead of defence with Josh Phegan

Guest Interview: Samantha McLean talks to Elite Agent regular contributor and real estate coach Josh Phegan about his top negotiation tactics, what works for his clients and why agents should be playing offence, not defence, in the current market.

‘Elevate’ is the official podcast of Elite Agent Magazine for real estate industry sales professionals, property managers, and leaders. Each episode, we will bring you behind the scenes coaching, news analysis, exclusive interviews, technology, and more to help you list more, sell more, and elevate your results.

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Episode host: Samantha McLean
Special guests: Josh Phegan


01:30 In a negative market, have the offence conversation. Play offence instead of defence.
02:30 “Turn service failure into service success”; spend time with your current customers, competitors’ customers and non-customers to find out their pain points.
03:20 “When you go into a real estate office, there is no clear differentiation between what is apparently a 6-star service.”
04:00 Answer your customers’ questions on your website’s homepage instead of showing properties for sale
05:00 Referrals; if you’re good at what you do, your customers speak for you.
06:00 “It is the set of the sails, not the direction of the wind that determines which way we will go.” – Jim Rohn
07:00 How to respond to buyers who ask if anyone else has made an offer before they have.
08:30 How to approach homeowners on behalf of a buyer without being needy for the listing
09:50 How to calm the butterflies and self-talk before negotiating
11:00 Move your customers forward with positive language.
11:45 “Our mission is to help everyone find their place in the world.” – Compass
12:30 The 3 things that make a great real estate transaction come together
13:00 Pain points; the job of a great agent is to take pressure off their clients
14:15 Key takeaways agents should have from AREC18
15: 30 If you can learn how to affect change, you’ll be a very powerful agent
16:20 What’s next for Josh Phegan; for more information visit

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