Ask the Coach

  • Top coach Claudio Encina is back to answer your burning questions, this time around having a half-yearly check-in to see where you are with your goals. Q. Anything I could be doing to improve my business halfway through the year? – Tristan Cavarra, Dunsheas Ingleburn It’s check-in time; we’re at the halfway mark of the year, when I always ask…

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  • Q. Any tips with more listings and fewer buyers around? – Alan Fettes, Ballard Property Group Double Bay In changing markets, we often see that we need to adapt to certain conditions to ensure we can get sales across the line for our vendors and keep the days on market below industry average. It will require a new set of skills, mindset…

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  • 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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  • Q. I feel that at the moment I don’t have a good work/life balance. Any advice? – Sasha Tasic, Laing+Simmons St George Here are some tips around personal and work balance: Set goals, plan and prioritise Having clear goals makes life so much easier, because you know where you are going, how to get there and you have more control.…

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  • 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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  • 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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  • 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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  • 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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  • 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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  • facebook marketing real estate

    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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  • 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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  • 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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  • 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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  • 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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