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 hope that the boom will never end. Continue reading Hope for The Best … but Plan for the Worst

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 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 during tough times that we are tested.

It doesn’t matter whether you’re in a sellers’ market, a stable market, or a buyers’ market. We see salespeople struggle in all three markets. No doubt, good salespeople get results. Mediocre salespeople struggle, and the market has little to do with the reason why.

What kind of captain are you – are you an ‘all-weather captain’ or are you only good in calm waters?

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What Are You Reading?

Leadership would be so much simpler if it didn’t involve people, wouldn’t it?

People, however, are the reason leadership is necessary. As business owners, it is a skill we should treat seriously because it’s essential.

You can study leadership, or you can learn the hard way through experience, by trial and error, which is not the best way to learn. Continue reading What Are You Reading?

Sink or Swim Is The Hard Way

In this short leadership session, real estate agency consultant, Gary Pittard, talks about what it takes to turn a group of individuals into a team.

To do so, the leader must have a good relationship with team members and their spouses. This occurs over time through care, the gift of the leader’s time, and through support at the individual level.

The old real estate joke, “Here’s your desk, here’s your phone, good luck – you’re on your own” is no joke in some offices. ‘Sink or swim’ is the hard way to begin a career, but in many offices it’s a sad fact of life.

Never allow your team members to sink or swim. Care enough about them to help them grow into their roles and to achieve their goals. Be their trainer and coach. Then focus on the team.

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Try Something Different

Are you happy with your results? With the end of the year quickly looming, if you are happy with your progress to date, congratulations – keep doing what you’re doing.

If you are not happy with your results, real estate agency profit consultant, Gary Pittard, has a suggestion for you: try something different.

In this short sales session, Gary advises that you stop doing things that aren’t working and start doing actions that are more productive. He suggests some productive tasks that are sure to boost your results, and your income.

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Confront Bad Behaviour

Bad behaviour, when allowed to flourish, can destroy a good business.

Like talking detrimentally about clients, treating colleagues with disrespect, or bullying new salespeople. No doubt you’ve seen your share of bad behaviour over the years. Such behaviour must be stepped on quickly.

Some leaders say, “I’m too soft“. Leaders who say that they are ‘soft’ shouldn’t be in leadership positions. Soft people do not make good leaders. Continue reading Confront Bad Behaviour

Discipline

Discipline. It can be the difference between success and failure. Disciplined leaders produce disciplined salespeople. The team ultimately mirrors its leader.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that we don’t have to be disciplined in all areas of our life, but as long as we are disciplined in the important duties, we can be hugely successful, and profitable.

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You First

In this short sales session, real estate agency profit consultant, Gary Pittard, delves into what it takes to reverse a sales performance slump. And it’s not what you may think – instead of focusing on actions, look first at the real issues.

It is easy to jump straight in and talk about actions. Sure, actions and results go together – if the results aren’t right, the actions aren’t right. But actions are a symptom. The real problem most likely isn’t fear, laziness, call reluctance or low motivation. The real problem is more personal.

When your life is right, your business life will fall into line. Success begins with YOU. Success is a case of YOU FIRST.

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Time, Attention and Care

I recently read an industry article about remuneration for salespeople, discussing which was best: salaries or commission-only.

While I do not intend to argue that point now, a comment from an industry leader caused me concern.

This leader said that commission-only percentages varied widely, but the common rule of thumb was that the higher the commission, the less support the salesperson received from the agency. Continue reading Time, Attention and Care

Two Lessons From the Pandemic

There can be no doubt that the pandemic, now in its second year, has disrupted business and the economy.

The real estate industry has been less affected than, say, tourism and entertainment, but the pandemic has still led to periodic restrictions on how we go about our daily business life.

But is it all bad news? For good business owners and salespeople, the pandemic has also taught us valuable lessons. Let’s look at two of those lessons. Continue reading Two Lessons From the Pandemic

The Perfect Sprint Technique

In this short real estate sales session, real estate profit consultant, Gary Pittard, looks at a great sprint technique, which gives you a focused burst of productive activity. It’s an idea of author Mark McKeon, who calls this sprint technique ‘Go Zones’.

Nobody can work ‘flat chat’ all the time, but too many people work erratically at whatever activity comes to mind, or on urgencies that scream the loudest, failing to perform sufficient actions to produce high results.

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How Much Is Your Sales Department Worth?

I am not telling you anything you don’t know when I say that rent rolls sell for big money. But what about your sales department – how much is it worth?

Many, if not most, real estate agency owners place little value on their sales department. They believe their sales department isn’t as valuable as their rent roll. Continue reading How Much Is Your Sales Department Worth?

The Lonely Leader

In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the life of the lonely leader.

They say it’s lonely at the top. But many leaders are lonely, not because of the nature of the position, but because they don’t have a team. And the reason they do not have a team is that they have never fully devoted themselves to building a winning team.

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Used to Low Numbers?

Do you remember the days when salespeople used to list large numbers of properties – eight or more every month? We seldom see numbers like these anymore – salespeople have become used to low numbers.

Many years ago we coined the term, “Take care of the numbers and the dollars will take care of themselves“. This is just as true today. When salespeople focus on gross commission, on the dollars, the numbers always suffer. Salespeople who focus on dollars set lower targets. Continue reading Used to Low Numbers?

Game On

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of being at your best during listing presentations.

Like it or not, sales is an emotional game. When we present, we appeal to our clients’ emotions – they make decisions emotionally, not logically.

Our own emotions can also affect our performance as presenters. The listing presentation is ‘Game On’. In these days of high selling fees, we risk a large amount of money if we go into the ‘game’ without being fully prepared.

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