Ask the Coach

  • 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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  • 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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  • 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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  • 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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  • 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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  • 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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  • 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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  • 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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  • 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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  • 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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  • Q. I feel that at the moment I don’t have a good work/life balance. Any advice? – Sasha Tasic, Laing+Simmons St George Here are some tips around personal and work balance: Set goals, plan and prioritise Having clear goals makes life so much easier, because you know where you are going, how to get there and you have more control.…

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  • 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…

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  • 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…

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  • 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…

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