Ask the Coach
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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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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: 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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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: 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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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: 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: 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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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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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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