Top trainers deliver high-volume blueprint to Queensland agents

More than 400 real estate agents from across Queensland received a masterclass in real estate growth by top industry trainers such as Josh Phegan, Tom Panos and Mark McLeod.

Mr Phegan, an internationally renowned go-to speaker and coach for high-performance real estate agencies, asked the agents to be aware of their ‘conscious choices and discipline’.

Mr Phegan said the world was moving fast and now was the best time to focus on generating leads and great campaigns.

“We have been through market cycles but now they can literally run from six to eight weeks,” Mr Phegan said.

“Our job is to get ready for the tidal wave that is coming. You talk to yourself more than anyone else and you convince yourself of the market conditions.

“You can start where you are and change the ending. Life is all about behaviours - what does a top performer do?”

In his dynamic presentation focused on real estate success, Josh Phegan challenged the agents to move beyond emotional decision-making and embrace strategic thinking. He emphasized that too many people allow their moods and emotions to interfere with achieving results, urging the audience to focus on what they truly want to accomplish.

Central to Mr Phegan's message was the importance of conscious preparation and disciplined execution. "Proper preparation will prevent poor performance," he stated, while questioning where agents need more conscious choices and discipline in their practices. He provocatively suggested that people learn more from losing than winning, arguing that "we protect people from losing, and when this happens we prevent their growth."

Mr Phegan used McDonald's as a compelling case study for strategic clarity, highlighting their "Digital, Delivery and Drive-thru" approach. He explained how the fast-food giant adapted to new competition, particularly delivery services from local restaurants, and revolutionised their drive-thru experience with AI-powered ordering systems. This strategic pivot generated $1.1 billion US in revenue, demonstrating the power of having a clear, three-word strategy.

For real estate agents specifically, Mr Phegan distinguished between layered growth and exponential growth, challenging those comfortable with 20 deals annually to consider scaling to 200 transactions. This transition requires examining personal standards and addressing insecurities that surface when pursuing ambitious goals.

Customer experience emerged as a critical theme, with Mr Phegan declaring that "customer experience equaled pricing power." He emphasised that every interaction shapes the customer experience and directly impacts consumer outcomes. Rather than focusing solely on property valuations during market appraisals, he advocated understanding the underlying motivations for moving, which helps accelerate decision-making.

He stressed that lead generation should be systematic rather than intuitive. "Generating leads should be a science, not an art," he explained, urging agents to develop data-backed theories about their business operations. He challenged the audience to identify what differentiates them, whether energy, systems, or processes, and amplify successful strategies.

The session concluded with practical advice about maintaining long-term client relationships and leveraging multiple communication channels. Mr Phegan encouraged agents to think strategically about post-sale opportunities, asking "when a seller sells with you, where do they move to?" His overarching philosophy centered on strategic thinking: "Life is all about strategy," emphasising the need for creativity, vision, and systematic execution to achieve sustained success in real estate. So, how do you win?, Mr Phegan asked the audience.

“Consumers will give you reasons why they chose you. Was it your energy, system or check list?

“For me,I think everyday, what can I put into my business to generate an extra million dollars?

“Life is all about strategy.”

“Go into NurtureCloud - read through your appraisals and start to think about how you can be highly relevant to those people. Who sold last weekend with a competitor?

“If you want to influence someone it is important to get in front of a decision maker whether it be face-to-face, Facetime, phone, voice note, SMS, or email.

“Learn to excel with customer experience.”