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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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Ask the Coach
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…
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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…
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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…
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Elite Agent
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…
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Ask the Coach
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…
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Ask the Coach
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…
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Elite Agent
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…
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Elite Agent TV
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Elite Agent
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?…
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Elite Agent
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…
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Ask the Coach
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…
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Ask the Coach
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…
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Ask the Coach
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…
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Ask the Coach
Ask the Coach: 8 Moves a Sales Agent Should Focus On
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. I have just moved from a sales assistant role to becoming an agent. What do you recommend I should focus on? – Anthony Antoniou, Laing+Simmons St George I believe the key to your success…
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Elite Agent
Ask the Coach: Growing Your Business
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. How can I grow my business in 2017? – Giorgio Koula, Sotheby’s International As we head into the new year, now is an excellent time to review your business. Start by analysing your 2016…
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Elite Agent
Ask the Coach: How Can I Change To Make the Next Quarter Count?
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 had an ordinary start to the first quarter of the year; how can I change to make the next quarter count? Rick Mancini – McGrath Liverpool Focus on the responsibilities and the strategies…
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Ask the Coach
Ask the Coach: How Can I Start To Develop Market Share?
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 have some agents dominating my marketplace. How can I start to develop market share? What’s the formula? Rod McGrath – Professionals Allawah You are either dominating or competing in your marketplace.…
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Elite Agent
Ask the Coach: The Prospecting Mindset
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. Prospecting is a ‘dirty word’ – what can I do to change my mindset around it? – Andrew Burns, McGrath Hornsby Start by seeing prospecting as fun. Think of it as going into your…
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Ask the Coach
Ask the Coach: Industry Trends in 2017
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. What trends do you see in our industry heading into 2017? Ian Qui, Morton Real Estate Pyrmont There are a few emerging trends as we head into the new year, but the…
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Elite Agent
Ask the Coach: Good Results from Doorknocking
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. I’ve heard that doorknocking is getting good results lately as a form of prospecting. How should I approach it if I haven’t done it before? Jesse Wilton, Villager Property Newcastle Doorknocking is gaining…
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Ask the Coach
Ask the Coach: How Do You Deal With Difficult Vendors?
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. How do I deal with difficult vendors? – Matt Marano, Oxford Real Estate Darlinghurst Claudio says: Some people can be difficult, including vendors, but if you have empathy you will be able to…
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Ask the Coach
Ask The Coach: How Can I Avoid Burnout?
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 like real estate just takes and takes from me. How can I avoid burnout? – Patrick Cosgrove, Raine & Horne Bondi Beach First, set some boundaries around work and…
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Elite Agent
Ask the Coach: Buyer Management Plan
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. What are some ideas around having a buyer management plan? – Patrick Byron, Ray White Botany Green Square The top achievers in this industry work their buyers to generate leads. With all buyers…
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Elite Agent
Ask the Coach: Effective Open Home Callbacks
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. How can I be more effective with my open home callbacks? – Jim Nikolopoulos, Belle Property Newtown Many agents are experiencing strong numbers through open homes on weekends due to much lower stock…
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Elite Agent
ASK THE COACH – Claudio Encina
Real estate coach, keynote speaker and mentor Claudio Encina returns to answer your questions – this time in the areas of energy, balance and focus. Q. Sometimes I feel like real estate just takes and takes from me. How can I avoid burnout? – Patrick Cosgrove, Raine & Horne Bondi Beach First, set some boundaries around work and life balance.…
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Elite Agent
ASK THE COACH – Claudio Encina
In his new regular column for Elite Agent Magazine, real estate coach, keynote speaker and mentor Claudio Encina answers your questions. This issue, he tackles the topics of targets, competition and technology. Q. I had an ordinary start to the first quarter of the year; how can I change to make the next quarter count? Rick Mancini – McGrath Liverpool…
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Transform 2016 Coach
Telephone Technique and Cold Calling with Claudio Encina
Thank you our Week 7 sponsor: Real+ are the property experts providing a full spectrum of services to grow your business and yourself. Real+ offers Training, Recruitment and consultancy services… Support + Knowledge + Industry insights + much, much more! Coaches: Claudio Encina and Fiona Blayney Coaching Links: See Claudio’s week 2 lesson where he spoke about defining your Why as well as incorporating it…
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Transform 2016 Coach
Develop hyperlocal market knowledge with Claudio Encina
Thank you our Week 6 sponsor: Vitrine Media Australia. As well as being top of mind for the residents in your BDA, your agency shopfront also helps you stand out. With Vitrine Media LED technology, you can be on the cutting edge of window communications, connecting people to the store 24/7 by capturing their attention, attracting new customers and outpacing the competition…
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Transform 2016 Coach
Connecting your ‘why’ to your results with Claudio Encina
Thank you our Week 2 sponsor: Core Logic Australia. CoreLogic have also provided the supersix access to RP Professional for the 12 week Transform challenge, allowing them to get ahead of the game with the numbers in their local area. Coaches: Claudio Encina and Greg Dickason Coaching Links: Like the Super Six you can be an expert in your local area by finding…
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Elite Agent
8 Steps to Owning Your Market
CONFIDENCE IS A POWERFUL THING. When abundant it can propel a boom; when lacking it crumbles markets. Optimists with a plan lead in real estate, so how can you take charge in a more challenging market? Claudio Encina shares his eight steps to local area market domination. This year, if you are finding yourself in a less confident marketplace with…
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Elite Agent
Vendor Management: Common Knowledge, Not Common Practice
EXTREME SELLER’S MARKETS in our major cities over the past few years mean most agents haven’t had to work too hard to manage vendors. However, there’s no denying we’re now seeing a shift. Lower auction clearance rates and less intense buyer demand indicate the pendulum is swinging towards creating a more balanced market. With this comes a need for agents…
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