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.
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.
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
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
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.
Is the thought of an increase in your monthly targets daunting? If your leader told you that it’s time for you to list 8 properties a month, would you resist?
Most salespeople would resist because they look at the entire figure. Eight listings a month sounds a lot.
Funny, but it’s all relative. I remember times when salespeople listed between 10-15 properties a month without fail. As selling fees increased, listing numbers decreased. This tells me that most of the battle is in our heads. We imagine things to be tougher than they are. Continue reading Prospecting In Bite-Sized Chunks
Leaders often complain that they cannot get their salespeople to perform winning actions – which are necessary for sales success.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that CALL RELUCTANCE is a term often used to describe the reasons for this unwillingness. One of the main reasons for a reluctance to prospect is fear. Fear is irrelevant. Salespeople who will not perform the actions necessary to succeed have no place on a winning team.
“I like technology more than many people”, says real estate agency profit consultant, Gary Pittard, but technology will never replace a good salesperson doing the right actions.
In this short sales session Gary examines the dangers of relying on gimmicks. You can become so occupied with the search for the new that you can take your eye off the ‘basics’, which guarantee sales success.
Some real estate agency owners complain that their salespeople treated the business disruption caused by the COVID-19 pandemic as a paid holiday.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that it’s time to brush off the COVID cobwebs and get to work. Fail to act early and your people could waste the first quarter of 2021.
Happy New Year! I hope 2021 is your best year ever, and if you have goals, challenging targets and a plan, you’ve already laid the foundations for this to be a reality. Now all you need do is get to work and follow your plan. Continue reading Feedback
“May you live in interesting times” is purported to be ‘the Chinese curse’, although its origins in China are doubtful. Chinese or not, the year 2020 has seen ‘interesting times’ thanks to the COVID-19 pandemic. Despite this, many agencies have had a good year.
In this short sales session, real estate agency profit consultant, Gary Pittard, asks, “As 2021 approaches, what are your predictions for 2021 – up or down?”.
Did you think Gary is talking about the market? Guess again!
Business has been good for many agents in 2020, despite the COVID-19 pandemic, but it’s not forecast to stay that way. Experts are forecasting difficult times in 2021 as the economic fallout of the pandemic bites.
Owning a business carries many responsibilities. One responsibility many leaders overlook is Results Control.
In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the different elements that create control in your business. Business should be about prosperity and growth, regardless of market conditions.
“May you live in interesting times” is purported to be ‘the Chinese curse’, although its origins in China are doubtful. Chinese or not, the year 2020 has seen ‘interesting times’ thanks to the COVID-19 pandemic. Despite this, many agencies have had a good year. Continue reading Up or Down in 2021?