Good News, But Not The Right News

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses some ideas from Jeb Blount’s book Fanatical Prospecting.

Sales gurus that claim prospecting is dead, can greatly harm a salesperson’s career. According to Jeb Blount, this is music to the ears of failing salespeople, who would rather look for a silver bullet than prospect. Good news is not always the right news, however.

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The High Price of Business Lost to the Competition

“Mediocrity requires a big cheque book.”

Gary Pittard

The quality of a sales team should be the main priority for all agency leaders. Allow incompetence to fester in your sales team and the losses can be huge.

Many agency leaders express concern over their present teams. Leaders say that they wish their salespeople would prospect more, were better closers, would lose fewer listings to the competition. These skill and activity deficiencies are the primary reasons why business is lost to the competition, and the price is not just a lost sale, but a massive loss of income and profit. Continue reading The High Price of Business Lost to the Competition

Brightness of Future

In this short leadership session, real estate profit consultant, Gary Pittard, looks at Brightness of Future.

Today’s employees want more than money, they want a LIFE. If we are going to keep team members over the long term, we have to help them build a great life using their real estate sales career as a vehicle.

Sales can wear people down, even those who are ideally suited for a real estate sales career. No amount of real estate training, motivational training, time management, communication training, closing skills, listing ability etc. will offset a lack of brightness of future.

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List More Sell More

In a sellers’ market, where you sell almost every property you list, the last thing you want to do is run low on listings. List more and you will sell more – we all know that – but many agents are low on stock. If you are one of those salespeople, what are you doing about it?

To get more listings, there are four areas salespeople should focus on. Continue reading List More Sell More

What Else Do We Do

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses time management.

A common theme in real estate salespeople’s conversations is, “I’m too busy”, or “I’ve got a lot on”. Check in with those same salespeople at the end of the month and you will often find that their results were poor.

This begs the question, “Busy doing what?” Clearly, while these salespeople might have been busy, they have been busy on the wrong activities. Either that, or their actions were incompetent.

The key to getting more done is to simplify. Time management is not that hard.

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Same Same, But Not Different

No doubt you’ve heard of the saying, ‘Same same, but different’, but sadly this does not often apply in real estate. Most agencies are same, same, but not different.

If you’ve seen one real estate salesperson, you’ve often seen them all – they say similar things to win business. They recommend similar methods of sale. They push for expensive marketing campaigns. They offer similar advertising options. And, if you’ve seen one auction, you’ve seen them all – again, there is no point of difference. Continue reading Same Same, But Not Different

An Eye For Profit

Many real estate business owners struggle to make a profit from their sales departments. And for these agents, booming markets do little to help their profits.

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses profit and explains how to make more of it.

In a market where you sell everything you list, agencies that struggled during buyers’ markets still struggle in sellers’ markets – they struggle to find, and list, sufficient properties to allow them to capitalise on the boom.

Regardless of the market, it always gets the blame when agencies do poorly. But is the market really the culprit for low profits, or could it be that these agency leaders focus on the wrong metrics? Gary believes that some leaders do not have an ‘eye’ for profit.

Sometimes leaders must look at what isn’t working and do things differently. To quote country music performer, Sonia Lee, “If you keep on doin’ what you’re doin’, you’ll keep on getting’ what ya got.”

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Incompetence Comes First

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, asks, “What is your attitude to failure?”

Our school days did not equip us with a healthy respect for failure and its role in the pursuit of success.

At school we learned that getting things wrong is bad. We were taught to commit seemingly endless facts to memory for regurgitation at exam time. Then we were either right or wrong. Wrong was bad. It could see you repeat a year if you were wrong often enough.

The real world is different, or it should be. To master anything, you will probably do it poorly before you ever do it well.

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Low On Listings?

How is your office going for listings? Would you sell more if you listed more? In Australia and New Zealand, many real estate people are facing the same challenge.

Some offices that complain about a shortage of listings were suffering the same affliction pre-COVID.

If that describes you, it’s time to do something about the problem. If you don’t build stock, you will waste a good boom.

Continue reading Low On Listings?

Meetings that get Results

Think about all of the meetings you have ever attended during your business life. Were most a waste of time, if not downright tedious?

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the importance of running results-focused, dynamic, meetings.

The purpose of a meeting should be to discuss matters that need attention – to decide what needs to be done, who’s going to do it and by when, and to set results-focused actions to be carried out by the next meeting. Then it should end, and everybody should get to work.

Meetings should lead to results, and not to boredom.

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Give Up Trying To Manage Time

We hear a lot about Time Management. I talk about it sometimes, but in reality Time Management is the wrong term. If you think you can manage time, good luck.

The fact is you can’t manage time. An hour is 60 minutes. You can’t manage 60 minutes to become 90 minutes. An hour is an hour no matter how much ‘managing’ you do. And, all of us have the same 1,440 minutes in our day. You will never get more. Give up trying to manage time. Continue reading Give Up Trying To Manage Time

Plan or struggle – it’s your call

Who would have thought that many real estate businesses would have had bumper years despite the COVID-19 pandemic? But this was the case for many real estate agencies, and for many real estate salespeople.

It is predicted that 2021 will be even better than 2020, and here in the second quarter of 2021, that appears to be the case.

Continue reading Plan or struggle – it’s your call

Reinvention – The Spice of Life

Companies go stale. Keep doing the same thing for long enough and eventually the company loses its edge.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that a complete reinvention can do wonders for team enthusiasm, market awareness, and public perception. Reinvention is the spice of life.

The purpose of a reinvention is to force change, to do things differently, to remove stale practices and to renew corporate energy and enthusiasm.

Do it properly and you will revitalise your company’s image in the market, improve team morale, and it will inspire you to seek other opportunities within your market.

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Plan, or Struggle: It’s Your Call

Who would have thought that many real estate businesses would have had bumper sales numbers despite the COVID-19 pandemic? But this was the case for many real estate agencies, and for many real estate salespeople.

It is predicted that 2021 will be even better than 2020. That appears true as we enter the second quarter of 2021. Continue reading Plan, or Struggle: It’s Your Call

Relationship or No Sale

We hear more these days about the importance of relationships between salesperson and client. Gary Pittard, CEO of the real estate agency profit consultants, Pittard, says, “When has sales ever not been about relationships?” Continue reading Relationship or No Sale

New Challenges

Stagnation. It is the last thing a leader wants to see happening with the team. Yet, in the absence of new challenges – focused activities that challenge the team, putting a month’s focus on high-intensity activity designed to boost results – stagnation is a real possibility.

For example, many offices across Australia and New Zealand are short of stock. Why not set a challenge with the team and plan an Operation Stock-Up? Continue reading New Challenges

The Phenomenal Few

Many real estate business owners believe that finding good salespeople is not easy. In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that finding good people is NOT THE PROBLEM. Most agency leaders have found good people; they just failed to develop them into good salespeople.

Finding good people is just a start. Once you have them, it is the leader’s job to develop these people and help them grow into great salespeople.

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