The 12 ideas that will double your sales in 12 months – John McGrath at Spring Into Action

John McGrath at Spring Into Action

Today we’re at REIWA’s annual Spring Into Action Sales Conference for a fresh dose of real estate advice and inspiration.

To kick the day off, real estate entrepreneur John McGrath hit the stage to reveal the 12 ideas that will double your sales in 12 months.

John McGrath is something of a legend in the real estate world, having authored several books, spoken at countless real estate conferences, and grown his own company from a lounge-room startup to a huge real estate franchise that sold over $6 billion in residential sales last year.

This year, John McGrath promised to show agents how to “2x” (double), or even “4x” their business. He started by warning agents not to rely on discounting. He advised against starting from a point where you haven’t respected your own fee – and neither has your customer.

Instead, John recommended crafting a point of difference by combining two things: passion and the “MacDonald’s factor.” Passion is the intangible excitement other people can sense and want to work with. The MacDonald’s factor refers to the quality of an agent’s processes: MacDonald’s is a company that relies heavily on teenagers and doesn’t necessarily serve stellar food, but continues to attract legions of customers because of the consistency of its product and customer experience.

He then went on to describe over 12 things that agents should do to 2x their business. Here are a few of the most valuable:

  • Gain hyperlocal knowledge. Knowledge of the market is the bare minimum – the best agents know every detail of specific areas in their patch.
  • No junk mail. Rather than activities such as doorknocking, focus on giving people value if you want to get to that next level.
  • 5 face-to-face qualified appointments daily. If nothing else, this will 2x your business.
  • Every child gets a prize. Treat everyone well – whether they’ve walked into the home open with a chequebook in their pocket, or whether they’ve walked in shorts and thongs.
  • Be obsessed with doing everything better. Whether it’s marketing, prospecting, or any other part of your business, successful agents continually strive for improvement.

John McGrath went on to encourage agents to do an audit on their marketing, and urged us to exercise discipline in how we present ourselves to the community.

If you’re at Spring Into Action today, don’t forget to join in the conversation on Twitter: #reiwaconf.

Did you catch John McGrath’s session? What was your #1 takeaway? Share your thoughts in the comments.

This is one of three posts from Spring Into Action 2013. See part 2: Josh Phegan and part 3: Tom Panos.

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About Emily Murphy

Emily is a digital strategist, Internet Communications graduate, and raving fan of WordPress. She worked with Real Estate Tribe from early 2012 to late 2014.

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