Ask the Coach
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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…
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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.…
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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…
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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.…
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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…
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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.…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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