Real Estate Training Articles and Videos

What Will You Do Differently

In this short sales session, real estate profit consultant and trainer, Gary Pittard, points out that as we approach the halfway mark in the year, now is a good time to reflect on your results so far. If correction is needed, the sooner you begin the better.

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Too Busy To Lead

In my 30 years as a real estate agency management consultant, one of the biggest challenges I see agency leaders face is when the leader is too busy to lead. This can be the agency’s “Achilles Heel”, which stifles growth and profit, and much more.

This problem is particularly acute for leaders who list and sell, . . .   more →

You Pay for Action

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that salespeople, whether salaried or commission-only, must receive clear direction on what actions are required of them.

Many salespeople either do not know what is required of their roles, or if they do, they refuse to do the actions required of those roles.

Could . . .   more →

The Prospect Pipeline

No doubt you have heard of the Prospect Pipeline, a good analogy to describe a constant flow of prospects, from which business should easily flow.

Business should flow, but it doesn’t always. Your Prospect Pipeline requires care and attention if it is to produce the desired results.

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What and How Do You Study?

In this short sales session, real estate agency profit consultant and trainer, Gary Pittard, says that if you aren’t studying your profession, it is only a matter of time before your competitors overtake you. A rusty salesperson is a broke salesperson.

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An Excuse-Free Environment

“You’ve either got the results you say you want, or you have reasons to explain why not. Developing a rigorous and honest relationship with results moves you powerfully toward creating extraordinary results.

Reasons and results both take time. One is an investment in continuous momentum, and the other stalls us in our tracks.”

Cara Licastro

As business . . .   more →

The 600 Pound Gorilla

All leaders want high performers, but sometimes we should be careful what we wish for. That high performer could be a 600 Pound Gorilla. You don’t want one of these!

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that while high fee production is a must-have ingredient for all real estate . . .   more →

When The Market Shifts

Many salespeople around the country are reporting a shift in the market, from a sellers’ to a buyers’ market. A shift in the market can pose several challenges for salespeople.

The first challenge is to notice the shift.

Buyers are usually the first to notice a change in the market. Buyers appear fussier, which is understandable because . . .   more →

Plan Your Training

Training is an essential part of career development, results, high income, and career longevity.

In this short sales session, real estate agency profit consultant, Gary Pittard, says that for training to be truly effective, it should be planned, and focused on areas that need improving.

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The True Cost of Growth

“Growth sucks cash”

Verne Harnish

Verne Harnish is an outstanding business writer. His book “Scaling Up: How a few companies make it and why the rest don’t” is a must-read for every business person.

Verne says that growth sucks cash. If a company is to grow, recruitment processes must be refined and they must work. And you must . . .   more →

No Rookies, No Future

In this short leadership session, real estate agency profit consultant, Gary Pittard, examines whether recruiting experienced salespeople is the best possible way to build a team.

Time in the industry – “experience” – is no indicator of performance.

Experienced people who don’t train may have been in the industry 30 years, but it could be one year . . .   more →

Practice Makes Perfect – Or does it?

The saying, “Practice makes perfect” is one that probably goes unquestioned. We know that the more we practise, the better at that activity we become.

But what if we’re practising an activity that is not productive, and it doesn’t take us closer to our goals?

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Self Management

We hear much about Time Management, but can we really manage time? Every one of us has the same 1,440 minutes each day. Why then, do some people do more with their time than others?

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses self-management and looks at ways to spend more . . .   more →

Look For Drive

The Victorian government recently introduced legislation that requires people who want to take a sales position at a real estate agency to first complete a course of 18 units.

In NSW, salespeople can complete a short course and begin working as a salesperson under close supervision but must complete a Certificate IV within four years.

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So What, Now What?

In this short leadership video, real estate profit consultant, Gary Pittard, looks at the benefits of this shorthand mantra that cuts to the heart of any challenge.

Acknowledge the reality, analyse the problem, then move to a solution. No wallowing, no blame. The longer you spend in a problem, the longer it takes you and your . . .   more →

Low On Stock?

“If the problems you have this year are the same problems you had last year, then you are not a leader. You are rather a problem on your own that must be solved”.

Israelmore Ayivor

Are you low on stock? If so, how long has this been going on?

The Covid Years of 2020 and 2021 were . . .   more →

Mind Your Manners

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses manners. You don’t hear about manners much these days, but in addition to other benefits, good manners are a great selling tool. One that costs nothing.

They don’t say ‘mind your manners’ for nothing!

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Hope for The Best … but Plan for the Worst

Happy New Year! I hope you’ve had some time with your family after a satisfying and profitable 2021, despite the challenges we faced.

Hope is a positive emotion. The dictionary definition is A feeling of expectation and desire.” It’s good to have hope.

It’s perfectly fine to hope that the market will continue to boom in 2022, even to . . .   more →

Bloated and Unprofitable

We are in business to make a profit, yet many companies are bloated and unprofitable. In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the reasons why.

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The Year Ahead

Happy New Year! May 2022 be the year you set goals, make plans, and have your best year ever.

But first let’s talk about last year. Was 2021 a good year for you, despite lockdowns?

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The Water Is Not Always Calm

In this short sales session, real estate agency profit consultant, Gary Pittard, looks at what it takes to thrive in any market.

There is a Swedish proverb that goes, “In calm waters, every ship has a good captain. It’s easy enough to be at the top of our game when things are going well, but it’s . . .   more →