Top 5 with Phil Harris #AREC16

I’m live-blogging #AREC16 from the Gold Coast. Here are my top learnings from Phil Harris: The Elite Performers Blueprint.

A reminder you can sign up for the Real Estate Grow #AREC Pack by clicking here.

What is it that elite performers are doing on a day-to-day basis? Phil Harris has spent a lot of time travelling around the world looking for the best real estate agencies and agents, to find the ideas he shares with his team:

  1. Shifts are more about Mindset than Skill set. Great example of limiting beliefs – when Phil started in real estate, top performers at award nights were selling 4-6 properties per month so he defined that as success (and struggling to reach that ceiling). Then he started meeting genuine top performers who were averaging 10+ transactions per month – Phil broke through that ceiling to achieve 100+ sales in his second year.
  2. Phil’s growth focus wasn’t marketing, billboards, letterbox drops etc … it was making a difference with every person he met. He cites Don Ritchie, ‘The Angel of the Gap’ who saved an estimated 500 people from committing suicide, as a higher level context of willingly asking ‘Is there something I can help you with?‘ with no expectation.92% of people will change brands, products or companies to align with those that serve a greater cause. So we’re back to the critical importance of WHY in business – earning great money is a by-product of serving great people.

    Some great tips – Set to Sell (“Expectation” meetings) with Vendors; Energy management to ‘do deals without bruising people’ including sellers and buyers; and an obsessions with referrals (including rewarding them super well)

  3. How have real estate agents evolved over the years? Phil talks about the evolution of Agent 3.0.
    Agent 1.0: Local Legend, lists 4-6 properties a month … somehow
    Agent 2.0: Electronic Database, Use of Systems, PA. I agree with Phil – this was the pinnacle when I started in the industry 16 years ago
    Agent 3.0: Intensely Trained, Rapid Growth, Saturation Marketing, Massive Leverage, Brand within a Brand, Nice Guy Approach, Pro Athlete Fit
    (For Principals, this means building a platform for great agents to succeed not fearing their departure.)
    (I’m fairly confident an elaboration of this point will make the Top 5 Mission Critical report I’m working on!)The #1 KPI Phil looks for is Legacy – what is the person leaving behind, in particular leadership and supporting career development in those you work with. This is personal leadership – and it’s a magnet for attracting other high performers.
  4. Winning Rituals:
    4x daily deja vu (see below), Weekly reviews, and AM/PM energy management:

    1. Morning routine that gets you into a state of peak performance (eg, exercise, diary review, meditation, affirmations);
    2. Meet with your Team – set agenda, even if it’s just meeting with yourself daily
    3. Prospect every single day – at least 90 minutes before midday. Mat Steinwede taught him that prospecting for an hour every day changes your career, and 2 hours every day will change your life
    4. Do Deals – afternoons are about interfacing with 4-5 people, and you’ve got to be selling property in 30 days (for most markets). This links to a key, repeatable process for Price, Presentation and Marketing
  5. Call Lists – print these out to focus your phone activity:
    1. ABC Appraisals – (A) about to list, (B) 30-90 days, (C) long term
    2. Top 20 Club – Key referral sources
    3. Top 100 Club – Past vendors, Past buyers etc
    4. Top 20 buyers
    5. Current vendor list
    6. Just Listed Appraisals
    7. Just Sold Appraisals
    8. Saturday past appraisal updates – every Saturday afternoon, report on your market place to at least half a dozen A Appraisals. Doesn’t even have to be your sales!

Lastly, another one of these consistent themes: the world needs you to be you. Take the ideas and the strategies but wrap them up in your own personal style. Thanks Phil – I found the frameworks and structures in this presentation to really help pull together a lot of the content from yesterday as well.

If, like Phil, you’re bored with disruption then the webinar Real Estate Grow is about to release will be a breath of fresh air – it’s a lot more lego and coloured textas than doom and gloom, and you can sign up below.

Our next speaker is Zali Reynolds – live blogged here.

Are you receiving our Mission Critical #AREC Giveaways?

If you liked these insights, you’re going to love the AREC Giveaways we’re releasing next week.

  • The 5 Mission Critical Lessons real estate principals need to take away from #AREC16
  • My presentation ‘Disruption in the Real Estate Industry: What You Can and Need to Do About It’
  • PLUS Real Estate Grow newsletter membership.

It’s 100% freesign up by clicking here.

Fancy a coffee?

Jacob Aldridge is a co-founder and business coach at Real Estate Grow.

If you’re a real estate Principal looking for fresh ways to help you work on your business, let’s chat. Contact me on either 0427 151 181 or

Not ready for that level of commitment? Follow me on Twitter @jacobaldridge

Phil Harris
Phil Harris

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