www.mattgiggs.com
My vision and mission My vision is to show, share and inspire good agents to become great entrepreneurs through people mastery. Use the exact tools and strategies to create the same achievements which reward you and your team. In times where more and more business owners feel overwhelmed searching for ‘game changers’ and ‘silver bullets’ when the biggest results will be achieved through growing your people! SPEAKER I TRAINER I MENTOR www.mattgiggs.com
Matt Giggs - achievements Countrywide between 1996 – 2012 - Won every regional and national award in all positions in this period. 13 Number one branches in separate locations across, Beds, Cambs, Bucks and Northants Started Giggs & Co in May 2012 and listed/sold more than anyone else in year 1 Number one on listings in 3 months Number one sold boards 4 months £300k turnover and £85k net profit in first 12 months £650k turnover year 2 £280k net profit in year 2 £1,050,000 turnover £500k net profit in year 4 Number 1 agent for 18 Consecutive quarters (230 weeks) We achieved MUCH of the above in just 2 years 7 months from a serviced office 2.5 miles from the High Street www.mattgiggs.com
steps to becoming number one in your area with Matt Giggs www.mattgiggs.com
Team Giggs & Co May 2012 www.mattgiggs.com
Team Giggs & Co 2016 www.mattgiggs.com
Vision & mission Why are you here? Start with the end in mind. VISION – How do you create your vision? If you don’t know why you are in business, why will your team or clients follow? What business are you in? What is your genuine purpose? What do you excel at? What are you exceptional at? MISSION – is how you reach your vision! www.mattgiggs.com
Why you do what you do? People don’t buy what you do, they buy why you do it! www.mattgiggs.com
Feed your head What is your conditioning? What do you do every morning when you wake up? There is nothing more powerful than a changed mind. Perceptions can either block or build an estate agency. STOP watching the news and get yourself tuned into the people that are smashing it in your industry. DO YOUR CURRENT PATTERNS WORK? www.mattgiggs.com
The difference in you …. May 2012 May 2017
Power of a changed mind How much time do you invest in your own development? www.mattgiggs.com
Success leaves clues What are you learning? Who are you following? Who is your mentor/coach? I have invested over £50k in 5 years on seminars, training and coaching – why? HOW MUCH DO YOU INVEST IN YOU? Your perception, or the industry perception? www.mattgiggs.com
Keep good company Who are in your circle of influence? List the five names of people you spend the most amount of your time with and decide if they will get you to your vision. There are no ‘grey areas’ in life, you either surround yourself with ‘ dream stealers ’ or ‘ dream achievers ’... choose wisely. Remember, proximity is the ultimate power! www.mattgiggs.com
Your circle of influence How would you describe their The five people you spend the influence? most amount of time with? Dream stealers? or Dream achievers? www.mattgiggs.com
Build your fearless team Not a team who fear! Belief building comes in all guises but you need to STOP being trained by those people who don’t take action. Even if you employ them or YOU ARE ONE! There is NO SUCH thing as a fee issue it’s a belief issue. Book, observe and follow the ones who walk their talk. What do the best ’rock star’ agents do???? www.mattgiggs.com
Fearless team pyramid www.mattgiggs.com
Team actions Weekly training sessions on key subjects that take the individuals off course Role play Monthly optimising key drivers Celebrate the wins BUILD leaders not followers Share what works from the best in your team In each discipline use the examples or the model www.mattgiggs.com
Circles of influence Concern Concern Influence Influence Where do you spend your time? www.mattgiggs.com
Five ways to extraordinary progress… www.mattgiggs.com
Can you realise your true potential? www.mattgiggs.com
Set compelling & clear goals Not just you, everyone! We took my team to New York in 2016 after we achieved £1m in 2015 35% increase in one year (same town and team) Spend time setting S.M.A.R.T* goals with each and every one of your team. Reach YOUR outcomes with them The personal goal we encouraged them to set made the biggest impact in helping us reach the milestone. £300k increase in ONE YEAR with only 1 more addition to the team! *Specific. Measurable. Achievable. Realistic. Timely. www.mattgiggs.com
Set compelling & clear goals Not just you… everyone! www.mattgiggs.com
Players purpose Lifestyle Investing business growth More offices Community financial freedom Balance Family Helping Others Is this compelling enough for your team? www.mattgiggs.com
Be inspired What goal can you set yourself here? Massive Action Plan Result Outcome Purpose What goals or dreams do you want to achieve? www.mattgiggs.com
Secrets to achieving goals Be S.M.A.R.T as agreed! Be clear what will prevent you – why? Be clear on HOW you will ACT on when that happens Face the commitment required or don’t start! Diary all follow ups and review actions Give yourself the reward outcome Make what you do even MORE FUN! www.mattgiggs.com
Specific marketing Test and Measure! STOP THE SCATTER GUN APPROACH and sit down. ASK yourself the right questions and plan your strategy to impact your market. WITH YOUR TEAM! A) Market – Who? B) Message – How will you help them? C) Media – How will you reach them? (e.g; newspaper or social media) www.mattgiggs.com
The 3 M’s Market Your marketing refers to your TARGET market. These are the people you want to reach with your marketing. This is a specific group, which is identified by demographics (information about age, gender, income – hard and fast information that is pretty straight-forward to gather) and psychographics (these are more ambiguous, and centre around preferences, opinions, likes and dislikes of your target folks). Do you talk in your clients’ language? www.mattgiggs.com
The 3 M’s Message What have you got that helps your client? Specific things your target market wants and/or needs Generally it’s better to have something that your target marketing actually WANTS. Do you give what your client wants? www.mattgiggs.com
The 3 M’s Media This is the big (HUGE!) list of all the different ways you can put your message out to your target market. Some people think certain media are better than others… I’m more of the opinion that media is neutral – it becomes a better choice for you and your business when it… a) will hit your target market right on the nose b) is easy for you to properly relay your message and c) is accessible to both your business and your target market. Do your clients hear or even see you? www.mattgiggs.com
Training & Development You and Your Team When did you last LISTEN to your guys? What about the last time you trained your front line team? What did you train them on and has it worked? If everyone in your team had your skills and abilities OR the skills and abilities of your top performer - HOW well would your business be performing today? You have to keep progressing for your team to keep growing! How much do you invest in learning new skills? BEHAVIOURS BUILD BELIEF www.mattgiggs.com
BELIEF CYCLE www.mattgiggs.com
Introducing Kirstie… Sold double the properties in 2016 compared to 2015 Achieved buying her first home! How? Training and development? Don’t expect what you don’t inspect! How many Kirstie’s could you help? www.mattgiggs.com
Do more of what works! Ask your audience… Survey your customers and talk to them. Explain how they can help. Imagine if you had a group of REAL sellers and buyers critiquing your service or your offer every month or worst case every week? How hard would that be, so REWARD them. GET FEEDBACK AND ACT ON IT How often do you walk in your customers’ shoes? WHAT WOULD YOUR BUSINESS LOOK LIKE WHEN YOU DO THIS? www.mattgiggs.com
Raving fans recommend you Aim for exceptional results - 10/10 clients How many conversations do you have day – do your team really impress them? Nearly 70% of our vendors have been referred/recommended (no cost advertising) What do you give your raving fans? Social media can excel your business ten fold! Videos / Testimonials and comments Do you know who your raving fans are? www.mattgiggs.com
Win - Win culture Understand your team comes first! They need to see that their voice matters and you need to listen! Reach heights of success that your potential really deserves. Happy motivated teams produce outstanding results for your clients and business. Have FUN and create different incentives for different people with goals but a team goal can create even more leverage. What motivates your team can help to build your culture and values WIN – WIN together! www.mattgiggs.com
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