agentdynamics

Learning Cycles

Each game in itself is a learning cycle. The number of Times that you play and you’re cumulative learning will define your performance in future critical moments.

When we follow our path, the game comes naturally. The longer we play the game, the better we master it. The better we master it, the more we multiply our critical moments – in the same way, that sportspeople in flow suddenly find multiple scoring opportunities.

As you keep playing the same game, you’re learning.

Cycles build on each other – in a way that they cannot.

If you keep switching games.

As you increase your cycles, you increase your insight into the game.

“Experience isn’t interesting till it begins to repeat itself. In fact, till it does that, it hardly is experience.”

– Elizabeth Bowen

Agent Dynamics is at the forefront of specialized Strategic Guidance and Team Development in the Australian Real Estate Sector.

The Industry has now surpassed the ‘razzmatazz’ approach to business development and Agencies and individuals are now seeking solutions that are practical, straightforward and simple to execute.

Agent Dynamics provides you with those solutions in three key areas, Strategic Planning, Leadership and Team Development. If you have an interest in any of those three key areas, then please follow the appropriate link. For more information or to get in touch please visit our website https://agentdynamics.com.au

#agentdynamics #strategy #leadership #profiling

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Planned Leadership

Leaders take the “Lead” when the Team are looking for someone to direct them to a particular goal.”

That goal can either be planned or a “situation”

If it is planned they display Leadership through;

  • Consistency of message,
  • Consistency of standards and
  • Consistency of performance

A person who, over a period of time, has displayed enough practical evidence to the team for the team to say,

“I have faith in this person and they can help me get the right result or the best outcome”.

The number one question raised by most agency Principals is “How do I attract good people?’ and one of the major gripes from salespeople, property managers and the admin team is about the boss.

While experience can be a great teacher it can also be an expensive one particularly in time, team turnover and ultimately financially.

Recognition

Leaders recognize commitment above all else. They understand that a team of committed people will give their business longevity and ultimate success. Leaders get results because they can walk the line between ego and In such an ego driven industry they need to be conscious of not they need to re Accountability is not setting a team member a KPI and then waiting for a result, that is called a hope strategy. They need to be supported and be accountable to undertake and complete the myriad of steps and tasks required to achieve their goal. Cognize the successes of individuals in being the top lister for the month but avoid rewarding.

#agentdynamics #strategy #leadership #profiling #teamdevelopment #teamretention

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Principals is Your Property Management Department Costing You Valuable Revenue?

Like all Industries Real Estate is no different to any other, in that a group of people works together to achieve a common goal utilising both their innate and their learned skill sets. In property management teams there are typically two different “sections” requiring two different subsets of skill and talent.

The guys in the “Engine Room” look after the day- to-day management of the property and the associated tasks. These tasks include but are not limited to tenant selection, maintenance and accounting etc and involve a lot of process and systems skills.

The other requirement is to have someone out in the marketplace generating new business. The Business Development Manager or BDM. BDM’s require a totally different set of skills and talents to the rest of the team. They are the property management sales gurus. They require the ability to generate, nurture and negotiate.

Within Agent Dynamics Profiling Ecosystem we would steer toward someone who is a “Connector/Coach” profile. Whilst a number of the different profile types would suit the BDM role Connectors have an innate talent for networking, negotiation, and conflict resolution. They also have workplace strength in market research and qualifying.

Presenting to potential landlords is not the place to practice your skills so the more natural talent the BDM brings to the table the greater the opportunity to grow the rent roll.

Just as BDM’s need a subset of skills suited to selling the services of the Agency, those filling other roles within the section require other sets of talent. Tenant selection is critical and when selecting tenants you need a Property Manager who is a good researcher and also displays the necessary client services skills. The biggest complaint from tenants is that they never hear back from the Agency so the natural follow on is that they are out criticising you in the community as being arrogant and not caring. Accumulator profiles are excellent researchers who can readily identify who the best tenant is when assessed against criteria. Combine this with their natural ability to client services and you have a team member who should be able to identify the most appropriate tenant, in the shortest possible time whilst also minimising the chances of them “bagging” you in your marketplace.

Some Property Managers just hate the paperwork and accounting that comes around at the end of each month and it is not uncommon for the odd “sickie to be taken. The cause of this can sometimes be that the team member is a “people” person and is out of their flow when they have to undertake processes or systems based tasks. The outcome can often be that they do the task a lot slower with less attention to detail. They then hurry it up toward the end to get it over with, increasing the chance of breakdowns and short cutting of the PM systems. Conductor Profiles are well suited to the trust accounting and bookkeeping roles within the section. A Lord is in flow when the tasks require attention to detail, accuracy, and compliance. Some would say that they are a “natural” for the role.

Profiling can help identify the innate talents that you need in the team. With each new management adding $4,000 to $5,000 to the asset value of the business why wouldn’t you utilise profiling to increase your chances of getting the right candidate first time up?

Every member of a Property Management Team will bring their own natural talent to the table. Agent Dynamics shows you the best place for them to sit.

#agentdynamics #strategy #leadership #profiling

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Team Management

The first hurdle to get over is to learn to manage each individual team member and not have a one size fits all approach.

Salespeople come in all shapes, sizes and personality types. We need to respect their right to be individuals and manage them accordingly. It is imperative that we know what makes them tic and understand why they get out of bed each morning.

Are they introverted or extroverted and what do they value most? Do they display creativity or do they have a superb sense of timing. Would they prefer to “squeeze the flesh” or “crunch the numbers?”

When you understand and respect your team, they will understand and respect you. Understanding and respect provide an environment that everybody wants to be part of and when they find that place, they want to stay there.

If you don’t know “who your people are” it can make communication very difficult. If you have a team member who is in their flow working with data and systems but you want to send them to a networking breakfast, good luck. Likewise, the agent who is in flow speaking and mixing with people will have their eyes glaze over when questions about days on market and average selling prices come up. Creative agents’ love the hunt and the kill but rarely follow up and those that are sensory by nature have the feel for the deal but write boring ads.

If you know your people then you can provide them with an environment where they will flourish. You can focus them on working within their flow because we know that when they are in flow they are happier, more productive and better time managers. By extension they will then list and sell more property, be more prosperous and your business will continue to grow. It really is that simple! #agentdynamics #strategy #leadership #profiling

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Critical Moments…We All Have Them

critical-moments

At critical moments, it is our instincts that count most. It is not intellectual learning that creates mastery, but physical learning from practice. You cannot master touchdowns by ready books on football. It is financial fitness (by mastering the game) not financial literacy (by mastering the rules) that defines our success. Otherwise, the best footballers would be referees. As Warren Buffet said, “If past history was there was to the game, the richest people would be librarians.”

When we are NOT following our path, it feels like hard work. Not only do we miss critical moments, they seem few and far between. That’s the clue that tells you to change your path. If it feels like hard work, you’re already doing the wrong thing.

When we follow our path, the game comes naturally. The longer we play the game, the better we master it. The better we master it, the more we multiply our critical moments – in the same way, that sportspeople in flow suddenly find multiple scoring opportunities.

In the words of Donald Trump, “Money was never a big motivation for me, except as a way to keep score. The real excitement is in playing the game”

Agent Dynamics is at the forefront of specialized Strategic Guidance and Team Development in the Australian Real Estate Sector.

The Industry has now surpassed the ‘razzmatazz’ approach to business development and Agencies and individuals are now seeking solutions that are practical, straightforward and simple to execute.

Agent Dynamics provides you with those solutions in three key areas, Strategic Planning, Leadership and Team Development. If you have an interest in any of those three key areas, then please follow the appropriate link. For more information or to get in touch please visit our website https://agentdynamics.com.au

#agentdynamics #strategy #leadership #profiling

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Is your radio station in tune?

RADIO is an acronym for the 5 steps in the selling process linking to the application of Agent Dynamics in Selling. It represents the following:

  • Rapport
  • Authority
  • Direction
  • Information
  • Ownership

This approach does not completely replace the old way of selling; instead, it adjusts it to be customer-focused rather than product-focused. It applies your approach with a client according to their frequency and the flow of the interaction that takes place during selling. Traditional closing is the process of “closing off” paths that the customer may take in order to lead them down the path that the salesperson wants them to take. Anyone who has been through basic sales training understands the concept of open-ended questions followed by either/or choices, giving the customer a choice between one package or product and another.

You are taught to never ask questions that could lead to a yes or no answer, because psychologically-speaking once a customer starts giving “no” or negative answers, the likelihood of closing the sale drops exponentially.

Your questions are instead something like “Which of these options do you think would work best for you?” There is nothing inherently wrong with these types of questions, but when they are part of a product-focused selling process instead of a customer-focused selling process, you are much less likely to create long-term success in your selling – even if you generate sales in the short-term. Customers want to trust that what they are buying has value to them and that they are getting the best value for their money. The RADIO process helps to build that trust.

Rapport

Rapport has to do with body language, wording, and the tempo of your speech. These will be adjusted for each frequency of personality, as all four types relate differently to these. A quiet, fact-based buyer will be turned off by fast speech and hyperbole, whereas an emotional or social buyer will not be impressed by the technical specs of a product, but will be very interested in stories you can tell to relate how it has helped someone, and what that experience was like.

Authority

Authority refers to the authority that the prospect grants you in the process, and you must earn their trust for this step to lead to an effective transaction. The customer walks into a situation possessing all of the authority of their decision. They will grant you some or even all of that authority if they trust you, you know what you are talking about, and if you are able to gain that trust and present your knowledge in a manner that they can relate to.

Again, you are required to tune in to their frequency to do this most effectively.

Direction

Direction refers to how well and how much the prospect will take direction from you. In other words, you must be able to get them engaged in the process. If they are a spectator or bystander in the sales process, they will likely not buy anything. They must not only care about what is going on, but they must also be a participant in the game.

Being able to give them direction that they will willingly accept is all about conducting the flow of the process – much like a symphony conductor directs the movement of the music through tempo and dynamics, as opposed to actually playing an instrument him or herself. Your goal is to get the customer playing their instrument and then direct them, and you definitely need solid rapport and to have been granted the authority in order to give them the direction.

Information

Information is where most salespeople go wrong. Overloading a customer with information is often counterproductive because it generally just confuses them and makes it much harder to make a decision. When you have been granted the authority to give them direction and they are actively involved with the sales process, the information, which you give them, should validate the value of the product in their mind.

You have to discover what the value is to them through properly building rapport and assessing their needs. Your information must be relevant to them and their perception of the value.

Ownership

Ownership is the final step, which makes the value you have led the customer to perceive that is there will be real, authentic and genuine value to them personally when they purchase your service or product. They must not only understand that your product or service has value, but that it has value to them specifically. They must see it as the solution to their problem, the answer to their challenge. If they can’t see how you or your product can be beneficial to them in their own lives, you will not get the sale.

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