A conference next week is to hear how an agent generated £400,000 in revenue by calling previous contacts.

Josh Phegan, an agency coach, is to use his contribution to urge agencies to reconnect with their top 100 customers – those who have spent the most with the business or completed multiple transactions. 

He says: “By contacting his best customers, the agent generated more than £400,000 in revenue across 12 transactions in just three months by selling them a property.

“Technology doesn’t build relationships, people do. The agencies that will dominate over the next decade will be those that combine great systems with exceptional human connection.”

Phegan will also explore the two characteristics he believes underpin every elite performer, whether in business or sport – structure and discipline.

“Structure is knowing exactly what needs to happen and when. Discipline is having the consistency to execute it every day” he says.

And he cautions that while the agency industry’s growing use of AI can help reduce chores, it also risks creating ‘sameness’.

“AI creates incredible scale and consistency, but it also creates sameness. Beige doesn’t command a premium fee. Human service does.

“As more people outsource their thinking to technology, authentic human connection becomes even more valuable.

“Great agents do more than sell homes, they help people make some of life’s biggest decisions.”

He will be speaking at a Kerfuffle conference on Tuesday next week.