SHOW NOTES
Mentor: Mark McGill of Amber Werchon.
Which villain do you identify with? Don't have a villain he identifies with. Is probably the nice guy all the time.
What would not be on your LinkedIn? Used to be pretty keen on music, interested in drums, guitar and saxophone. It was pretty obvious he was an architect in a past life.
Lengths gone to for a client? A property that had been trashed by tenants, Mark came up a plan to change the property from a two bedroom one-bathroom unit to a two bedroom two-bathroom unit and was involved with the consulting and organising of the right trades for this to occur. 6 weeks later the property sold with 100k profit.
Hustle: Reputation and profile today, by not chasing the listings, he places himself as a person who can give recommendations. When he was starting mark was involved in various groups where he was a key person of influence.
What is your best trait? Knows the property inside out. The client can be confident Mark knows all there is to know about the property.
What is your weakness? Hates asking for the business, by adding value to the client it becomes a natural progression from presentation to listing.
Mentor Moment
When starting out the new agents needs to get involved with the various groups, work out where the value you have contributes to these groups.
In the first week call all the people in your network ask them if they or someone they know was having an issue with a property. Ask the take over the data of someone who has just retired or left, there is a lot of gold in the office that is not being followed up.
Have a plan to take the property to market in its best possible form, don't list the property unless it is polished and ready to go. When you attend the listing presentation, ask for an experienced agent to come along with you.
You don't need to have all the specialised skills, be the professional who connects all the key people to each other.
For Mark, having no 'Plan B' was a key part of his success. Mark was in a position where not succeeding was an option. New people to the industry are calling it a day before they are seeing the results of the work they are doing. The benefits of the effort are not always immediate, new agents are giving up too soon. The average lifecycle for Mark is three years from first meeting to when the property is listed with him.
New agents could ask existing listings if they want to do a second open home, everyone wins. Sellers get more exposure, listing agents get more buyers thought the property.
Top three points:
Best piece of advice you've ever been given? If there is anything you want to do, look at and copy those who have successfully done it
Must read book: Personality Plus: How to Understand Others by Understanding Yourself by Florence Littauer.
YouTube link mentioned by Mark called "The Third Space" Dr Adam Fraser.
