How I Work

Auctioneer-extraordinaire Phillip Kingston on building rapport quickly, creating urgency in the sales process, and giving yourself the best chance of success on auction day.

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Episode notes

My guest today is Phillip Kingston. Phillip is the co-founder of one of the most successful real estate agencies in Australia, Gary Peer. I first became aware of Phillip about 15 years ago when I randomly encountered an auction he was running. And it was the most entertaining 20 minutes of my week. Phillip is hands down the best auctioneer I have ever seen - it’s like going to outdoor theatre. Over the years, Phillip has sold properties for me and I also recently bought one from him too. I wanted to have Phillip on the show as he is one of the best salespeople I have ever met. We talk about his sales strategies quite a bit during this interview, and if you are planning on bidding at an auction at some time in the future, then we also get into the nitty gritty of how to give yourself the best chance of success. More specifically, we cover: Phillip’s number one strategy for being effective at sales How he optimises his energy levels throughout the day How to ask effective questions in a sales meeting How to fast track rapport How to create a sense of urgency in the sales process Phillip’s strategy for bidding effectively at an auction How Phillip creates an atmosphere of pressure and energy on auction day How Phillip introduced theatre into auction day The style of auctioneer Phillip aspires to be How Phillip has gone about trying to create the optimal environment for auction day The critical role of humour in the sales process Phillip’s process for reflection and learning The power of the unsolicited gift Phillips template for an ideal day Check out Phillip’s agency Gary Peer, follow Gary Peer on Facebook, Instagram, YouTube and LinkedIn.  

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