Out of Control: What to do when salespeople won’t do the actions

Leaders often complain that their salespeople won’t do the right actions. It’s one of the biggest complaints that leaders make. They fear putting pressure on their salespeople to do the right actions out of fear they will leave.

These leaders have no control, and without control they will never develop winning teams.

A large part of this problem stems from the reward structures these agencies use – commission-only definitely, but debit-credit is no better. When salespeople are in credit, they are fundamentally the same as commission-only salespeople. In their minds, they work for themselves and will resist leaders asking them to do any actions they don’t want to do (like prospecting). Continue reading Out of Control: What to do when salespeople won’t do the actions

Habits Reign Supreme


Whether a real estate agency leader, or a salesperson, good habits propel you toward success, while bad habits hold you back.

Real estate agency profit consultant, Gary Pittard, believes that repeated actions become habits over time. Repeat the right actions and good habits form. Unproductive actions, or inaction, also become habit – bad ones.

Habits reign supreme – wouldn’t it be better to develop habits that lead to success?

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When the Market Turns

During the boom, I heard many salespeople talk up their results. Many of them are quiet now that the market has turned. Now I see many leaders and salespeople in a state of panic. They’re not making sales and they’re blaming the buyers.

It’s time to get out of panic mode and get to work.

Do you have listings? How many are you personally managing? If you have stock, you can talk to the owners about the state of the market. If they want to sell, they must understand that their properties are commodities on a market. Overpriced properties don’t sell. Continue reading When the Market Turns

The Right People Make Life Better


One of the biggest waste of a salesperson’s time is to spend it with the wrong people. This applies in business and in our personal lives.

In this short sales session, real estate agency profit consultant, Gary Pittard, suggests that the right people – buyers and sellers – make life easier. Higher income and work enjoyment are the reward for being choosy.

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Data Theft: Disease or Symptom?

You may have read about the highly publicised court case in South Australia where Harris Real Estate and agent Arabella Hooper were ordered by the court to pay $750,000 in damages. The judgment cited that after leaving Toop & Toop for Harris Real Estate, Hooper used data to develop business using data taken from her former employer.

It’s refreshing to see that the courts are now taking data theft seriously, but if you find yourself overly concerned with this, ask yourself, is data theft a disease, or is it merely a symptom? Continue reading Data Theft: Disease or Symptom?

Keep Marketing

It’s an easy option to blame the market when business is slow, but real estate agency profit consultant, Gary Pittard, asks, “How much marketing are you doing?”.

When promoting advertising to clients, real estate agents often advise sellers that they should not keep their property ‘a secret’. Shouldn’t they follow their own advice and market their own agencies?

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What Is Your Value Chain?

Late last year, I read a Real Estate Business Online article entitled, Purplebricks already effecting ‘dramatic change’ in commission-charging agents’ behaviour. It quoted Purplebricks global COO Neil Tavender stating that since entering the Australian market, Purplebricks has caused traditional agents to reflect significantly on how they operate.

Tavender was quoted as saying, “We have seen in some instances where commissions have come down from 2.5 per cent to 1.8 per cent. But obviously with the fixed cost models that they have, with premises and associated costs, that is not a sustainable future.

Continue reading What Is Your Value Chain?

The Journey To Excellence


In the absence of a conscious pursuit of excellence in our careers, says real estate agency profit consultant, Gary Pittard, many salespeople inadvertently pursue mediocrity. How sad to work hard all our lives and have little to show for it. Gary Pittard believes that the pursuit of excellence, even if for its own sake, is a noble pursuit – a journey worth starting today.

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Listing Flow: an essential focus

Pittard clients are spread across Australia, New Zealand and South East Asia. It stands to reason that they are operating in different markets. Some are in booming markets, some in static markets and some in down-trending markets. But no matter what market they find themselves in, we give all the same advice:

It’s not the market that determines your success, it’s YOU. Continue reading Listing Flow: an essential focus

Where Are You Taking Your Company


As the owner of a real estate business, you are its leader. Real estate agency profit consultant, Gary Pittard, suggests that, as the leader, you should know exactly where you are taking your company. Fail to plan and you run the risk of leading your company downwards. Where are you taking your company? Do you know?

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Wealthy and Well Adjusted

An interview of William Danko, co-author of Richer Than a Millionaire with Richard Van Ness, will be released this month on Pittard’s streaming platform iTrain®.

In Professor Danko’s previous book, The Millionaire Next Door, co-authored with the late Thomas Stanley, the focus was on what it takes to become a millionaire. In Richer Than a Millionaire, the focus has shifted to two areas: what it takes to be wealthy, and what it takes to be well-adjusted.1 Continue reading Wealthy and Well Adjusted

That Elusive Thing Called Motivation


Real estate agency profit consultant, Gary Pittard, warns real estate salespeople that they must be sure to learn the REAL reason why property sellers put their properties on the market. “Motivation” can be elusive and is often misunderstood by salespeople, and the result of this can be a lot of hard work for no fee. Don’t let this happen to you!

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Numbers and Ratios: A Glimpse of the Future

It doesn’t take a genius to figure out when a salesperson is in a performance slump, although many leaders don’t appear to notice until the salesperson has been in the slump for too long – sometimes months.

In aviation, pilots have a saying, “Stay ahead of your aircraft”. There have been many pilots involved in serious accidents or killed because they were flying aircraft that were too fast for their skill. Flying fast aircraft requires thinking ahead especially when landing. Pilots must slow fast aircraft sooner, washing off speed early so that they don’t approach the airstrip too quickly. Continue reading Numbers and Ratios: A Glimpse of the Future

Sack Your Dilberts


While the cartoon series, Dilbert, might be funny, real estate agency profit consultant, Gary Pittard, says that in real life, Dilberts can be anything but. He quotes author, Geoff Burch, who offers sound advice: Sack Your Dilberts!

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The Committee in Your Head

You cannot watch, listen to, or read the news for long without being bombarded with bad news, gloomy forecasts and general negativity. Bad news sells.

Let too much of it into your head, and your performance will suffer. I believe that in life we get the ‘negatives’ for nothing. We must work for the positive. We must consciously seek out the good, the positive, focusing on what we can do instead of worrying about things that are beyond our control, much of which will never happen. Continue reading The Committee in Your Head

A Profound Connection


To succeed, says real estate agency profit consultant, Gary Pittard, we must be masters of our chosen fields. He quotes author Robert Greene, who says that we must grow to feel a profound connection to our work. Gary Pittard says that this profound connection begins with knowledge and leads to immense career satisfaction and a high income.

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Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions – those necessary to succeed – and then help them formulate a plan loaded with those essential actions. Then follow up and ensure they are being done.

Essential actions are non-negotiable. Do the actions, or leave. Never allow your salesperson to negotiate the actions downwards. Continue reading Essential Actions

The Right Amount Of Pressure


There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short leadership session, real estate agency profit consultant, Gary Pittard, says that winners thrive on positive pressure, while mediocre performers detest it. But do you want mediocrity on your team?

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Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold their people accountable. That is, accountable for doing winning actions, in large quantities, on a regular basis.

In Sales, there are right actions and wrong actions. The right actions lead to a listing, a sale, or a price reduction, and eventually to properties sold and fees received. The wrong actions are a waste of time and don’t lead to results. Continue reading Hold Yourself Accountable

Study For Understanding


Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, “Why should I list with you?” They are testing you, and you have better pass or lose the business.

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, says that most salesperson never reach a professional standard because they either shun training, or they do not study for understanding. The difference is success or failure.

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