Ask the Coach

  • 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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  • 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 A: How do you get the expired or withdrawn listing’s attention?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. That’s the job of the 10-second impact message. …

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  • 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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  • How to keep up the momentum until the end of 2019

    Q: As things begin to wind down in 2019, do you have any suggestions to keep me productive for the rest of the year? A: With Christmas just around the corner, we have the choice to stretch or coast towards the finish line. It’s often small decisions, routine things we don’t think about a lot, that have the power to determine much of our success. …

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  • Open Home Callbacks: How To Make Them More Effective

    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 reach it, …

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  • 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. To build rapport you need a strategy to improve the buyer experience that starts from an email or at an open home. …

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  • 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 so they can participate in them. …

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  • 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 the election is behind us. …

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  • 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 buying now may see them pay too much for the property and they wonder if it would be possible to pay less if they waited six months. …

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  • 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 business where rejection and troughs are part of the process. …

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  • 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 in a falling market? …

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  • 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 from in 2018. …

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  • Focus on the opportunities: Mark McLeod

    Talking to a team of agents on the Gold Coast recently, I asked them to picture a football team who has been playing on a dry surface for the last few years when all of a sudden they have a wet, rain-affected pitch to play on. If the players don’t adapt their game, they will lose. In that game, there will still be a winner and a loser, …

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  • 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, …

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  • 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 million GCI. …

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  • 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 really care and certainly doesn’t have time to listen to a story. …

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  • 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 or outperform you with the level of effort you bring. …

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  • 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 to hit them over the head yelling, …

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  • 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 able to manage their moods and emotions through the highs and lows of the real estate rollercoaster. …

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  • 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 or break a sale at any stage. …

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  • 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 my clients to review the year so far. …

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  • 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 and strategies. …

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  • 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. …

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  • Ask the Coach: How to be a better leader in real estate

    Top coach Claudio Encina answers our reader’s burning real estate questions. Here, he tackles the topic of leadership. Q. I want to be a better leader and connect better with my staff. Any tips? – Ben Lawson, Lawson Estate Agents Lake Macquarie As a principal, understand your leadership style. Some principals have a style that is nonrelational and they are usually seen as no-nonsense leaders. …

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  • Ask the Coach: How to Close the Gap with Vendor Expectations

    Q. How can I close the gap with vendor expectations? – Sarah Bourke, Di Jones 1. SET-TO-SELL MEETING Also known as the expectation meeting. This lays the foundation before the first open home and should be set up a few days prior to that date. The key areas to focus on in this meeting are benchmarks: How many contracts do you expect to be requested after the first open home? …

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  • Ask the Coach: How to Stand Out from the Crowd in your Listing

    With our Transform Masters program concluded, we revisit some of the great questions the participants had for head coach Claudio Encina. Q. How do we stand out from the crowd when it comes to listing? Are people more inclined to go to a tech-savvy agent or is the old way still the good way? – Kaly Smith, KS Property Solutions It is a crowded world out there, …

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  • Ask the Coach – Claudio Encina: Conversion Rates

    With our Transform Masters program concluded, we revisit some of the great questions the participants had for head coach Claudio Encina. Q. What is considered a good conversion rate from appraisals to listings? And what are the three best things to focus on? – Ashleigh Goodchild, Soco Realty Awesome question! Generating leads is easy, but all the money is made in the conversion – the lead follow-up and priming the client before the listing appointment by delivering an effective presentation. …

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  • Ask the Coach: How to Prepare for the New Year in a Changing Market

    Any tips on preparing for the New Year in a changing market? Michael Pastrikos, Ray White Southbank-Melbourne Claudio says: Go back to basics. Write down a business plan with what you would like to achieve over the next 12 months in sales, listings, presentations and market appraisals. Draft a marketing plan – prospecting and canvassing – to create new and future business for 2018. …

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  • facebook marketing real estate

    Ask the Coach: How to Stand Out in your Marketing Campaign

    As a new agent who’s about to launch a marketing campaign, should I take the risk and stand out with a bit of pizazz? Conservative or be a purple cow? – Leanne Druery, Gardian Real Estate I believe before knowing which path to take with a marketing campaign you need to ask yourself some of the following questions.   Do I know my client? …

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  • Ask the Coach: How to Get Sales Targets Back on Track

    Top coach Claudio Encina is back to answer some of the final questions from the Transform 2017 #supersix, this time on how to get sales targets back on track. If you are behind your monthly target in the first week, what should you do? – Darin Butcher, Wiseberry Heritage Gorokan Firstly, put things into perspective; if you are only a week or two behind your target – …

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  • Ask the Coach: Claudio Encina – Educating Buyers in a slow market

    Top coach Claudio Encina is back to answer some of the final questions from the Transform 2017 #supersix concerning managing vendor expectations in a slow market and how to get sales targets back on track. Q. What are some tips for helping and educating buyers in a slow and falling market, while still keeping their experience as positive as possible? – Nikki Horner, …

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  • Ask the Coach – Claudio Encina

    Top real estate coach Claudio Encina is back to answer more questions, this time from the Transform 2017 #supersix challengers. This issue he covers morning rituals and agent standards. What are your thoughts on meditation and what is your morning ritual during the week? Michael Carter, Raine & Horne Penrith Meditation is being present and in the now with a high level of spiritual awareness. …

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  • Ask the Coach: How do you find expired listings?

    Top real estate coach Claudio Encina is back to answer more questions, this time from the Transform 2017 #supersix challengers. This time covering expired listings. How do you find expired listings and how exactly should you approach an expired listing to engage them in a conversation with you? – Lukas Pedder, Elders Mildura Firstly find expired listings by monitoring every listing in your area and keeping an eye on the days on market by using a market monitor spreadsheet. …

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  • Ask The Coach: Consistent Prospecting

    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. Q. Sometimes I feel guilty not doing my prospecting calls. Any advice on how to be more consistent? Noemi Guttmann, Black Diamondz International Consistency is easier said than done, especially doing the daily dials of 30 to 50 per day. …

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  • Ask The Coach: Tips to Improve Your Listing Presentation

    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. Q. I’ve recently missed a few listings – any tips to improve my listing presentation? Mele Gong, Professionals Kogarah I read about a year ago some interesting stats from Google in the United States on ‘How do people choose their agent to sell their home?’ Basically, …

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