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Secret #14: Create winning habits

One of the industry’s most successful agents is about to begin an annual ritual that delivered him 30 listings the last time it was used.

Phillips Pantzer Donnelley partner Alexander Phillips, who placed second in this year’s Top 100 Agents ranking, begins “the most important part” of his year each November.

“On 1 November, Pru, my assistant, prints out my entire database of sellers and past clients. From that point until when I go away on holidays, which is 20 December, I call every single person in my database. That’s about 2,500 people,” he said.

Mr Phillips said he gives his contacts a wrap-up of the year and a forecast for the next 12 months.

At the same time, chatting to all these people allows him to pick up listings that he can then sell when he returns from holidays.

“So when I come back, like I did this year – I had 30 auctions signed up and we just hit the ground running,” he said.

“When you’re in a marketplace that’s pretty savvy like the eastern suburbs [of Sydney], and a vendor is selecting an agent and they see somebody who’s got 30 listings in January and no one else has listings, who do you think they’re going to call?”

Mr Phillips made 156 sales in 2014 valued at $287.7 million. Being so visible early in the year is part of the reason for his success, he said.

“Basically, what that does is set up our whole year, from making sure we've called every single one of our contacts in our database,” according to Mr Phillips.

“I think, these days, people rely too much on emails. The thing you’re doing in real estate is building relationships with people – unless you’re on the phone and sitting in front of them, for me, there’s no point being in [the industry].”

[Related: Phillips Pantzer Donnelley capitalises on strong branding]









Secret #14: Create winning habits
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