The smallest change can lead to the greatest success
Blogger: Josh Phegan, real estate trainer
In September this year, I was thrilled to host the first ever Changed Agents Award in New Zealand. I was blown away by the talented line-up of agents who were nominated for this award, every one of them very deserving for their commitment and individual efforts.
The award is inspiring in itself for its very focus on promoting taking initiative – it recognises those agents who have made small changes within their own personal business and have seen outstanding results. Throughout the application process, we came across a number of agents who have had some incredible business turnarounds – some in a very short timeframe. The stories were highly motivating and really made me think again about what I can do in the limited number of hours we all have each day to make a difference.
An expert panel of judges and I undertook an extensive review of all of these entries to ultimately select four finalists. We then invited each person to an interview to present their story about how they overcame adversity, self-doubt and other challenges to reach for, and hit, their targets for success.
Interestingly, despite all of their diverse backgrounds, locations and experiences, the judges found that during their presentations we could identify four common themes in every finalist’s personal story. This is the exciting bit I want to share with you – there is a surefire method for making changes that will spur your own success.
First up, each and every agent got serious about the game and chose to succeed – they nailed down exactly what that would look and feel like to them.
Each finalist understood that real estate is all about connecting with the client and staying focused on achieving the client’s outcomes. Ultimately, this meant reducing the days a property was on the market to create a better customer experience for each of their clients. It meant focusing on each day of every month to achieve their goals by achieving the client’s goal of selling.
Secondly, they understood their highest points would be accompanied by their lowest lows. This meant they had to create a steady playing field, surrounding themselves with great people, a supportive partner and a family environment.
Thirdly, each of the agents identified that the smallest changes can make a huge difference in the success of their business – even something as simple as making the decision to prospect each and every morning and have their coffee as a reward afterwards, rather than wasting any time before getting started.
Lastly, each agent identified the importance of the amount of calls they were making. It’s a fact that the more calls you make will lead to more appointments, which if executed correctly will lead to more income. In turn, that will lead to making better choices and having more options.
All agents have the ability to make small changes in their personal business just like these agents did. All agents have the potential to be up there with the likes of Bill Malouf from LJ Hooker Double Bay, who sells between $200 million to $300 million in property each year. It’s no accident that Bill achieves that kind of success year on year, but it certainly takes focus, at every step.
So if you're ready for success, make the decision to make the changes you need to make in these four key areas. Then follow through and do it; every day, every month and every year.
In case you’re wondering who won the award, it was a tight finish. Ray White Golden Bay owner and operator Billy Kerrisk was named the 2013 Changed Agent of the Year in New Zealand.
Billy’s sales record is proof of her hard work, selling 24 properties in the past year with an average of just 43 days on the market.
Billy’s prizes include a full-day consulting session with me and my team in Sydney, $2,500 in cash and $2,500 in print advertising.
The three runner-ups also received a $1,000 voucher each to spend with my company on live events, private coaching, online learning or audio products. I’m looking forward to continuing to be a part of their journey and their focus on even greater success in the future.
ABOUT THE AUTHOR
Josh Phegan is a high-performance real estate speaker, trainer and coach to some of the best agents and agencies around the world.
This year he has more than 200 speaking engagements in Australia, New Zealand and the United Kingdom.
Josh coaches more than 180 agents, with his top client writing a staggering $4.7 million in fees. More than 60 per cent of his clients write in excess of $600,000.
He is the producer behind the Rapid Focus and Head Strong audio series and has his online Josh Phegan Membership program.
Josh also works with independent and leading brands at training and boardroom levels as well as hosting public events.