Written by Mark Armstrong, CEO and Co-founder of RateMyAgent
I’ve always been curious to know the relationship between coach and agent, do they view their relationship as symbiotic, a mutually beneficial two-way street? We know agents rely on their coaches for advice, particularly when times get tough, but do coaches rely on their agents?
Last week it was an absolute pleasure to have Tom Panos, Australia’s #1 Coach & Trainer and founder of Real Estate Gym and Josh Tesolin, 2020 Australia’s RateMyAgent Agent of the Year and Director of Ray White, Quakers Hill on our Espresso Series webinar to discuss how Josh has been able to reach #1 Agent in Australia in such a short period, top tips on how to win listings, questions from the audience and get my question above answered.
If you missed the Espresso Series session with Josh last week – scroll down to watch the replay, read my summary of the key insights into Tom and Josh’s coach and agent relationship and their top tips on how to stay on top in real estate:
1. Consistency is key
Josh won the Agent of the Year awards through being consistent, not only listing and selling in high volumes but providing high customer service every time.
2. How Josh relies on Tom
Constant communication, learning from Tom’s extensive experience and his high-performing agent connections (learn from the best – how they list, how they market, scripts on how to close etc) and put your personal spin on these approaches.
3. How Tom relies on Josh
Relevance is key. Tom curates content from top agents including Josh. What worked in 2018 may not be relevant in the midst of COVID-19. Providing agents with relevant and current learning experiences, coming from successful agents is key.
4. How to pitch to win business?
Social proof is key. 50% of listing appointments are made up of recommendations. You can sell a property but can you provide the best experience? Josh includes a competitor analysis, 100% reviews requested and received, last 20 reviews received, video testimonials to help him build trust and win the listing in every presentation. And ask two key questions, “Are you happy for me to be your agent?” and “If you are happy with the property result and your experience with me, would you be willing to write a review for me?”
5. New to the industry, three key tips for new agents?
Get on social media, be the local agent, build a personal brand and fail more – you learn more that way.
Stay tuned as Tom Panos will be back for another episode of Espresso Series very soon.
In the meantime, here’s the replay:
The Espresso Series are short 15-minute educational sessions to help you learn practical skills so you can thrive in a changing environment.
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