Category Archives: Real Estate Coaching

Real Estate Market
Real Estate Coaching

Claudio Encina – A New Approach To Listing Property

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There is no better time than NOW to target new and future business.

As the market transitions you need to find new and better ways to do this, by developing a strategy around the ‘expired’s’ and the ‘withdrawn’s’.

Use a market monitor to build your real estate market knowledge or look through portals such as Property Finder or Corelogic to identify any expired or withdrawn listings. First you need to have form of process or a system to target the expired listing.

How do you get the ‘expired or withdrawn’s’ attention?

Have you ever thought about stopping to think what is my strategy when making a call or are you just doing the call without taking the time to know your exact outcome and hoping you may get the result you are after?

What if I said you could probably increase and maximise your result, just by taking the time to strategically think about your ‘30 second Impact Message’.

Real Estate Market
Real Estate Coaching

How To Adapt Your Mind To Market Conditions – Claudio Encina

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Many agents in this market are adapting to the market conditions or some are falling into a sales rut and we have all been there.

First thing, park your funk! Begin by letting go of the past and don’t think about future, just begin to focus on what’s important right now, in the present moment.

Thinking about the past and the future can bring anxiety and stress. High achievers are able to manage their moods and emotions through the highs and lows of the real estate market rollercoaster.

The mind is such a powerful thing and it starts with your self-talk as that  becomes your thoughts, your thoughts becomes your focus, your focus become your actions and your actions lead to your results.

Self-talk is critical, and then focus is nothing more than the questions you repeatedly ask yourself. It’s how you determine your focus. It’s the power of the right question that ultimately produces that attitude.

Your attitude is just simply going to determine the kind of actions that you take. So if you want to be in the right action you got to have the right attitude, starting with your body, your self-talk, and your focus.

When you take action, when you make those phone calls, when you knock on those doors, when you do the things you know you’re supposed to do to go out and win, you produce results. And the results simply reinforce your body, your self-talk, and your focus.

Real Estate Market
Real Estate Coaching

7 Traits Of A High Performance Agent – Claudio Encina

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The future of agents is about becoming not a good agent or a great agent but a High Performance Agent.

So, what’s the difference? There are seven traits that make a High Performance Agent.

If my clients are struggling to perform at their highest level, I find this approach can really help and have discovered that these traits are common with agents who write seven figures. 

Trait No.1: Constant State of Growth 
With high performance agents it is always about how can they can keep growing week by week, month by month and year by year. For this type of agent, not to keep growing is like a foreign concept. Look at always expanding your skills, talents, mindset. Get yourself into a growth process. It’s simple, you are either in Growth Mindset or Fixed Mindset. Make the right choice.

The five areas I believe you should strive for growth in are:

1) Spiritual
2) Mental
3) Physiological
4) Relationships
5) Skills

Trait No.2: High Level of Responsibility
Always take 100% of responsibility with anything and everything in your life.  If you take responsibility and ownership you will begin to work at a different level so therefore it’s never about blaming the market or others.

Trait No.3: Love the Process
It’s the process that you love each day that will give you the necessary outcome. Most agents don’t like or love processes. You can’t achieve great things life without a difficult process or struggle. Learn to love the process. Most people focus on the outcome and aren’t prepared for the process or hard work. Change how you approach the process.

Trait No.4: Spring Loaded Towards Action
You’ve heard the saying ‘Just Do It’. That is what the high-performance agents do, they don’t dwell, think or ponder they just take massive action. Don’t get stuck with paralysis analysis. Make sure your focus is in action not inaction. So just do it.

Real Estate Market
Real Estate Coaching

Claudio Encina – Appointment Setting In A Slow Market

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Why is it that some real estate agents are succeeding wildly today, while literally thousands more are finding it slow right now?

What separates those who are still making sales from those who are not? What is the key to succeeding in this market, or any market for that matter?

The answer is simple. Agents who are setting and going on appointments are producing, period. Even if listing stock is down, there are still sales occurring. The truth is, the more agents who believe it’s slow during winter, the better it is for you.

Even if there are less listings, you have less competition. Again, it is a mental market. Ultimately, it’s how you choose to look at it that makes it a ‘good’ or a ‘bad’ market.

So I dare you. No I double dare you! The next 3 months is all about setting an appointment challenge for each 30 day period. Have specific ideas and techniques that will lead to a breakthrough in the amount of appointments you set.

The intention is that you go on one or more hot appointment every single work day. Remember, when making phone calls ask yourself; what is my intention? The intention is super important as that leads to the result and outcome you seek for. 

Real Estate Market
Real Estate Coaching, Real Estate Training

A New You In Real Estate – Claudio Encina

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A new year a new YOU. This can be your year if you decide to play the best version of you because only you know you.

Your habits come from your daily activities compounded over time. And your activities are the result of the choices you make in the moment.

These moments are what I call ‘micro moments ‘ where the decision can make you a success or lead to failure. If I asked you what are you searching for everyday, most people’s answer would be ‘Happiness’. So, how do you find happiness each day?

The answer is really simple just play the best version of YOU every day.  And crushing these ‘micro moments’ that come up each day. You see people who play, breathe, live and perform the best version of themselves each day have a high level of ‘happiness’. That creates energy, attitude and begins to affect your results, because of your vibration. Vibration is everything!!

Real Estate Market
Real Estate Coaching

A New Year Ahead In Real Estate Sales – Claudio Encina

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How to align and create a new set of standards in real estate sales for 2018!

As we head into yet another new year, I think of the adage ‘what got me here in 2017, won’t get me there in 2018’ both personally and professionally.  

It comes down to knowing; what are your standards? The agents who succeeded this year had a set of disciplines, mindset and beliefs which they followed through no matter what was happening in the market place.

Successful people always raise their principles and standards to aim to become someone they have never been before. It’s like they demand more of themselves and it becomes a necessity in their life. 

For example, look at someone who goes to the gym 3 or 4 times a week – they usually have a set of standards and discipline that they do each week to get physically fit.  Look at their physical body after 90 days of disciplined, consistent training.

The same can be said  about your business. What are the disciplines that you are going to implement each week because you know each of these disciplines will have a massive impact on your business?

Know your daily number in 2018, meaning how many conversations you need to have daily that will guarantee your success and business because only you know you, and that number taps into your full ability and potential.

Real Estate Market
Real Estate Coaching, Real Estate Market

How To Own Your Real Estate Market – Claudio Encina

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How can you own the real estate market this year and set the foundation for next year?

Confidence is a powerful thing. When abundant, it propels booms. When lacking, it crumbles markets. Now in the second half of the year we find ourselves in a different, less confident market place to the first half.

Lower auction clearance rates, number of days on market increasing, more buyers sitting on the fence, tougher lending criteria for investors and numbers of first home buyers on the slide. As a result, median property prices across Australia are starting to retract from the high levels we have seen in the past 18 months.

Optimists with a plan lead in real estate, so how can you take charge in this challenging market?

  1. GOALS – Create a clear plan from now until Christmas. Evidence shows that you are likely to achieve sharp short term goals rather than long term goals. Write down what you would like to achieve over the next 60 days in sales, listings, presentations and market appraisals. Draft a ‘new business’ (prospecting/canvassing) plan for your business to create new and future business for 2018. No plan and no goals leads to coasting through another year at the same level as before. If you want to do better, plan and do more.
  2.  URGENCY – It’s time to change pace. In slower markets fast paced agents clean up while others stand back as if nothing has changed. I’ve seen many agents unable to adapt to a changing market because they didn’t lift the pace. Increase your sense of urgency and this will be a market to harvest.
  3. CONTROL – A slower market means buyers will be fussier and less compromising with their expectations. They will also increase their perception of value. You will need to control your listings, set to sell meetings, marketing and negotiation skills. Control your inner market – YOU.  For buyers and sellers, the process brings emotions to the surface that, when misunderstood by their agent, can lead to feelings of frustration and anger by all involved.

    Clients aren’t the only ones at the mercy of their emotions; even the most level-headed, seasoned agent has moments where his or her emotions bubble to the surface. Agents with high emotional maturity, are able to manage their emotions as well as those of their clients.

  4. SKILL –Some agents will take listings on at any price in a changing market. This doesn’t mean you have to overprice to list, on the contrary, you need to be an expert at showing how your process and company will optimise the result. Agents without real benefits and resources only have overpricing and low fees in their tool bag. Practice fee strategies – you will need them. Don’t wing it!  

    Points of difference between you and the competition will be key. You will need to provide substantial evidence to set yourself apart – ‘Why you?’ – and massive success will come your way. Learn, practise and rehearse your listing presentation, commission objections, marketing objections and negotiation dialogues. I recommend spending 15-30 minutes on this daily.

  5. ACTION – Stock is everything. Want to DOUBLE your business? Then hold DOUBLE the conversations, DOUBLE your profile marketing, have written goals and a simple committed plan. There is no way to make more money without more stock, so start listing like a maniac. Also, expired listings will be a great resource of new and future business in the real estate market this year – identify them in your area.
Real Estate Market
Real Estate Coaching, Real Estate Trainers, Real Estate Training

7 Steps To An Appointment Setting Breakthrough

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Spring is just around the corner and you need to level up your focus on prospecting to build a good pipeline of potential sellers.

We cannot control the market. We can control ourselves and our businesses. We can control our thoughts.

My belief is simple: If our thoughts are positive, we will go out and take positive actions. If we take positive actions, we will succeed…regardless of market conditions! Agents who are setting and going on appointments between now and spring will create the foundation for success.

I want to give you specific ideas and techniques that will lead to a breakthrough in the amount of appointments you set.

The intention that we have for you is that you go on one or more hot appointment every single work day. Let’s begin by defining what an appointment is and then we will look at seven ways to set an appointment a day.

What is an appointment? My belief is that an appointment is any meeting that will positively impact your business. Specifically:

  • Sitting face-to-face with a motivated seller (listing presentation)
  • Working with a buyer who wants to buy
  • Meeting an expired listing
  • A face-to-face meeting with a past client, a centre of influence or anyone who can refer you business

Stop and think for a moment: How would your business be impacted if you went on at least one great appointment each work day? If you work 220 days in a year and go on 220 appointments, what would happen to your production? I am 99% certain that unless you are selling over 100 homes a year, your production would skyrocket.

My goal is to assist you in taking your business to the next level, so let’s look at the seven techniques for setting an appointment a day.

Real Estate Market
Real Estate Coaching, Real Estate Training

Real Estate Sales – How Proactive Are You?

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The first quarter of the year has passed. How is it working out? Are you in flow?

Perhaps start by being totally proactive in the mornings . You see you can get 90 percent or more of your work done in the morning its called the Profit Zone!

How do you do this? Here some tips to make your mornings totally productive: 

First, I’m defining work as stuff that you do, important stuff. Ideally, meetings can be shoved out of the picture. 

Second, this approach is built on the Pareto principle. The Pareto principle states that 80 percent of your results come from 20 percent of your efforts. Getting your work done in the morning means that you can take a leaner approach to the important tasks–a smart approach.

1. Schedule your day the night before.
Every day, you should list all your tasks and when you’re going to do them the following day. You will not be productive unless you plan out everything you’re going to do the next morning.

Quick tip: Don’t schedule too much. Keep it simple such as going to smash 30 calls (old OFI books or past clients).

2. Clean your office the night before.
Clutter in your office creates distractions. A sticky note on your desk that says “Call Bob ASAP!” can throw off your whole day.

Showing up to work in a spic-and-span environment helps you to think clearer and work harder.

3. Wake up at an ungodly hour.
To really get stuff done, you’ve got to get up in time to make it happen.

I recommend anytime from 5:30 to 6:30 a.m. If your morning routine takes a little longer, bump your wake-up time back a little more.

Obviously, you’ll need to adjust your bedtime accordingly.

4. Exercise.
Scientific evidence shows that morning exercise can make us think better, work better, and become more productive.

I read a book from Harvard’s John Ratey – Spark: The Revolutionary New Science of Exercise and the Brain. He writes that exercise is essential for reaching “high-performance levels in intellectually demanding jobs.” Ps. Real Estate

A quick run or 30-minute yoga session in the morning can prepare you for a powerful session of getting stuff done.

5. Stick to your schedule.
Don’t let yourself get off the course that you’ve mapped out. You have a limited amount of time. Don’t ruin the schedule.

Take your schedule, allow it guide you, and you’ll be able to accomplish more.

6. Give yourself 20 minutes to reach flow.
Flow is when you’re in the zone. This happens when you are completely absorbed in your activity, single mindedly accomplishing things at a high level and rapid pace.

It takes some time to reach flow, so if you don’t feel productive or engaged in your work, just give it some time.

Real Estate Market
Real Estate Coaching

How Do You Level Up To The Property Buyer Experience?

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Buyers are everywhere and your next property buyer could also be your next seller.

With many property buyers in the market coming through open homes and a stack of new email enquiries hitting your inbox each day, how can you come from a place to provide a higher level of experience?

Rapport opens doors. To build rapport you need a strategy to level up the buyer experience and help the buyer to not feel like just another number. Working with all the buyers that you are meeting at open homes on the weekend is about having an effective buyer management plan to create buyer relationships.

Some of the top achievers in this industry work their buyers to generate new and future business. The most effective way to service the buyers is come from a place of ‘Help’ rather than ‘Sell’.

Most agents tend to come from a place of sell rather than taking the time to help buyers. Look to add value more than any other agent using ‘Value Hooks’. For example, look at providing a Comparative Market Analysis of the last 6 month sales in the area they are looking to purchase or provide some type of report to where they are looking to buy, that’s help.