In this short leadership session, real estate agency profit consultant, Gary Pittard advises leaders to be sure that they aren’t falling for red herrings – excuses from their teams about the training they attend. Take a salesperson to training, and you should expect results.
On an agency visit I spent time with a salesperson who had fallen short of target for the previous two quarters. When I asked what her goal was for the coming quarter she replied, “Hang in and keep my job“.
I told her this was the wrong focus. Fear-based thinking is always the wrong focus. It’s a terrible way to work – there’s nothing inspiring about it, nothing to look forward to. Continue reading The Wrong Focus
In this short real estate sales training session, real estate agency profit consultant, Gary Pittard explains that when it comes to success, there’s the easy way and the hard way. The hard way is to work without something to focus on. This leads to erratic actions, and low results and income.
Every real estate business has a Break Even Point (BEP). The leader might not know what it is, but that doesn’t alter the fact that the office needs so many sales to break even. Beyond BEP, the office begins to make a profit. It’s that simple.
Smart leaders know the break even point for each department in the agency – the BEP for the rental department, the BEP for the sales department, and for any other department operated by the business, strata management for example. If you don’t know your BEP you’re flying blind. Continue reading It’s No Surprise
In this short leadership session, real estate agency profit consultant, Gary Pittard, asks “Are you coaching your people?” Coaching doesn’t mean telling them what to do – that’s lecturing. Fail to coach and you risk losing a lot of money through the incompetence of your team.
If you had to describe your ideal day, would you describe a day where you made a sale, perhaps two?
While this is understandable, and certainly a good day, it is far from ideal. Unless you achieve other vital results, days where you make a sale will be few. How often do ‘sale’ days happen for you now? Would you like more? Continue reading Your Ideal Day
No doubt you do your best to look after your clients, but does this include telling property sellers what they need to know – those hard truths? In this short real estate sales training session, real estate agency profit consultant, Gary Pittard, says that truly caring for your clients means telling the whole truth, especially around the likely selling prices of their properties.
I couldn’t begin to estimate how many times real estate agency leaders have commented about another team saying something along the lines of, “She is lucky – she’s got a great team”.
It’s almost as though they think that all you need do is stick your head out the window and whistle, and winners will come running. You don’t whistle for winners, and luck has nothing to do with building a winning team. Continue reading You Don’t Whistle For Winners
When a team shows little regard for training, that lack of regard eventually manifests as poor results. In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that you don’t train for the sake of it – you train to WIN.
I was talking with a Diamond member of Pittard’s Winners Circle recently. The topic came around to telling sellers the truth about the likely selling prices of their properties.
This million-dollar producer said, “I tell sellers that in this market their properties will sell for $x. If they aren’t willing to price near that, I won’t take on their listing.” He hastened to add that he explains this to sellers more tactfully than that, but his point is that sellers must be told the truth about the likely selling price by their lister. Continue reading A Matter of Integrity
In this short sales session, real estate agency profit consultant, Gary Pittard, explains that while agents must look and act professionally, true sales success is not about looking flashy, but backing up ‘show’ with substance.
Leaders often think that the cost of having an incompetent salesperson on the team is the wage paid to that person. But there is a lot more to lose. The salary is just the beginning.
Let’s say you pay $50,000. In Australia you add 9.5% superannuation so now you’re at $54,750. For this exercise we’ll ignore payroll tax and other on-costs. Continue reading The True Cost of Incompetence
In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that a team will never exceed its leader’s public expectations of the team. If the leader aims high, the team will do likewise. If the leader has low, or no, expectations the team will almost certainly be mediocre.
Great expectations lead to great results.
Agents who inflate the likely selling price with sellers in order to win the listing – who ‘buy the business’ – might get away with it during a boom market, but in a down market this horrible practice no longer works. Many agents paint themselves into a corner.
In our sales program, Winning Ways – A Smarter Sales Career, we teach real estate salespeople that when an agent quotes two figures to buyers by way of a range, the lowest price in that range becomes the de facto list price. Continue reading The Impossible Gap
In this short sales session, real estate agency profit consultant Gary Pittard explains that closing is not like a Wild West gunfight, with six shooters at ten paces and only one walking away. There is nothing adversarial about closing. In fact, it’s the opposite.
Closing is the simple act of helping somebody make a decision. But before the close, there are important things that must be covered if you want to lead the client to the right decision.
Struggling salespeople – we’ve all had them. They can be frustrating, and they can cost your company a lot of money. So how do you know whether to persist with them or fire them?
In 25 years as a real estate agency profit consultant, I have seen entire teams of strugglers who fail to reach an acceptable performance.
Why do leaders keep such people? Some leaders wrongly believe that inconsistent or poor performance is just the way it is in Sales. But I can show you many Pittard clients who have incredible teams of happy, peak performers. Continue reading Four Steps to Turn Around Struggling Salespeople
In this short leadership session, real estate agency profit consultant, Gary Pittard, points out the difference between great leaders and great pretenders.
If you want quality results, you need quality people. You don’t put your head out of your office window and whistle for winners: it takes hard work, over the long term, to find them, develop them, and to weed out those who do not fit the team.
Do your results fluctuate? Are they persistently low? Have you ever found yourself blaming outside forces, such as the market or difficult clients, for a run of bad luck? The good news is that this can be fixed.
In my book, Why Winners Win, I name four Success Ingredients: Attitude, Knowledge, Skill and Competent Action. Continue reading Self-Management
In this short sales session, real estate agency profit consultant, Gary Pittard, says that salespeople who will not train are doomed to fail.
There are no new objections in Sales. It is possible to learn every likely objection and learn how to prevent it from becoming a barrier to a sale.
Training can be expensive. It might cost $2,000 to attend a seminar to learn how to overcome these barriers. But have you ever calculated the cost of incompetence?
To maximise profit, two of the leader’s most important roles are Talent Scout and Coach.
In my 25 years as a real estate agency profit consultant, one of the greatest ‘sins’ I’ve seen leaders commit is holding onto the wrong people for too long – often despite their better judgment.
When an underperforming team member leaves, or is eventually fired, I’ve lost count of how many times the leader has said, “I should have done this long ago”. Continue reading Talent Scout and Coach