John McGrath tells agents how to double their sales

John McGrath tells agents how to double their sales

20 August 2015 by Nick Bendel 0 comments

Agents who focus on dollar-productive activity can massively increase their volumes without becoming workaholics, according to John McGrath.

Mr McGrath, chief executive of McGrath Estate Agents, said agents can be very successful working just 50 hours per week as long as they prioritise key activities like prospecting.

“That’s really the only stuff that counts – the rest of it is just hanging out, waiting for dollar-productive activity,” he said.

“[What] you’ve got to do is get more appointments in your diary that are with people that can give business to you.”

Mr McGrath was speaking at the Better Business Summit, a mortgage broking event run by REB’s sister title, The Adviser.

He said he learned the idea of dollar-productive activity about 15 years ago from a leading US agent called Bob Bohlen, who wrote US$4.3 million in GCI despite working in a tiny, semi-rural market.

“I said to him, ‘Mr Bohlen, what is your secret to success?’ He said, ‘John, every single day of my working life, I’m face to face with five qualified customers and I ask them for the opportunity to do business with them.’”

Mr McGrath said agents could work 50 hours per week and realistically expect to double their sales as long as they could get in front of 25 qualified customers per week.

Agents who want to book that many appointments need to overcome their fear of rejection, pick up the phone and start prospecting, he added.

Mr McGrath said many agents work 60 hours per week but generate only modest results because they don’t focus on dollar-productive activities during those hours.

Watch John McGrath now – click here to view this limited-time presentation, available only to REB+ subscribers until August 23.

promoted content
Recommended by Spike Native Network
Listen to other installment of the Real Estate Business Podcast
reb top 100 agents 2016

With a combined sales volume of $13 billion in 2016, the Top 100 Agents ranking represents the very best sales agents in Australia. Find out what sets them apart and learn their secrets to success.

featured podcast

featured podcast
REVEALED: The 10 best agents in Australia for 2017

For the first time ever, the top 10 agents in the REB Top 100 Agents ranking are revealed in this exclusive podcast. ...

View all podcasts

Are dodgy agents being punished enough?

Yes (8.6%)
No (55%)
Only in some states (2.3%)
Not all dodgy agents are being found out (34.1%)

Total votes: 220
The voting for this poll has ended on: April 15, 2017
Do you have an industry update?