In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, illustrates how Adam McMahon, from Dignam Real Estate in Thirroul, NSW, Australia, lifted his performance from ordinary to extraordinary. Adam now produces fees in excess of $1.4 million, but earlier in his career he had difficulty getting past the “$100,000 barrier”. That was until Adam sought the advice of another winner who told him to aim high. Adam has never looked back.
I don’t want to alarm you, but we are nearing the end of the first quarter of 2017. Are you following a plan that you devised in late 2016, or early January 2017? Put another way, what’s your plan?
Pittard works with some highly profitable real estate businesses. Several make over $1 million profit just from their residential sales departments.
In many of these businesses, the owner does not list or sell. Some have a huge rental department, but neither the sales department nor the rental department occupies a large amount of the business owner’s time. These owners are running businesses, not departments. Continue reading What’s Your Plan?
Business leaders are faced with many challenges, but for some, overcoming the Leadership Curse should be their number one priority. In this leadership session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains what the Leadership Curse is, and what needs to be done to eradicate it.
David Farrugia, from Macquarie Real Estate in Casula NSW, spoke at Pittard’s Real Estate Agents’ Convention in Brisbane, November 2016. He made many interesting points, including explaining how he plans his training. David trains ‘on purpose’.
Each month, David selects a topic and studies that topic only for the coming month.
For example, if he selects Communication, David will train for the month exclusively on communication. He will enter this into the search box on Pittard’s streaming portal, iTrain, and listen to or view every program he finds there on communication. He will go through his and his company’s extensive training libraries and find what he can on communication. His reading for the month will also be on this topic. Continue reading Plan Your Training
In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains why staying in touch with clients is good business. Contact creates contacts. You must go out and meet people. This is the beginning of relationship building and salespeople who sit waiting for business to walk in the door are almost certainly stifling their careers. It’s an old adage, but still appropriate in the 21st century: TTP – Talk To People.
Growth appears to enjoy good press, but is it always a good thing? I don’t think so. Here are two examples.
A person contacted me saying that he was thinking of opening a real estate agency. He and his wife had another business that still required a good deal of input from them both and would for the foreseeable future. I advised him not to open just yet – wait until the other business was profitable, established, and didn’t need input from the one who was going to run the real estate agency. They opened anyway. Now they are nearly broke.
Another couple has a real estate business and wants to move into another town. Their first business still needs work to make it consistently profitable and it needs a lot of input to get the team right. Some people need to be terminated, some need to lift their game, and others need to be hired and put on a path to peak performance. Continue reading Growth Isn’t Always Good
Real estate business consultant and author of Why Winners Win, Gary Pittard, acknowledges that this title is a negative one, but success is not always about doing the right actions: it is just as important to stop doing certain actions. Real estate businesses are notorious for ‘following the herd’. They offer clients few, if any, points of difference. This short leadership session will guide you on what to stop doing and on what to do to boost your real estate agency’s profit.
We hear much about Time Management, but can we really manage time? Every one of us has the same 1,440 minutes each day. Why, then, do some people do more with their time than others?
The answer is that those people manage themselves and not time: They manage themselves within the time they have available.
The basic tool for self-management is a diary. It doesn’t matter whether you use a hard copy diary or an electronic calendar, what matters is how you use it. Continue reading Self-Management
How has this past year been for you? Are you happy with what you have achieved? If not, why not? The only way results change is when actions change. Take last year’s actions into the new year, and you can guarantee that you will see the same results. In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, asks ‘What if’ you did things differently? He gives a list of winning actions which, if you do them, will boost your real estate sales performance.
In preparation for her interview on Pittard TV on 19 January, I read Susan Scott’s book Fierce Leadership. I read her other book Fierce Conversations many years ago. Both are excellent books.
To clear up any misunderstanding Susan uses the word “fierce” to indicate conversations that we must have – those conversations that if left unsaid can lead to a deterioration in relationships and a loss of morale and productivity. Fierce in Susan’s context does NOT mean aggressive behaviour.
Accountability is a topic I covered in my post in December 2016. Susan’s thoughts on accountability are worth adding to my post. Continue reading The Blame Game
Business owners can be quick to complain about the actions their team members are not performing, but are often guilty of failing to perform the actions to which they themselves have committed. In this short leadership session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains how double standards can tarnish a leader’s reputation with the team.
You don’t hear about manners much these days, but in addition to other benefits, good manners are a great selling tool. And they are a selling tool that cost nothing. They don’t say ‘mind your manners’ for nothing!
Don’t Get It
If you are a member of an online chat group, it won’t take long before bad manners and insensitivity becomes obvious to you. It usually begins with the line, “You don’t get it…”
I was a member of a group where an agent posted a comment, to which somebody else opened with the “You don’t get it” line, followed by paragraphs of ego-bloated diatribe about what the person who posted first didn’t ‘get’. Continue reading Mind Your Manners
People who choose Sales as a career have three options when it comes to shaping their careers: 1. Do as little as possible and hope for success; 2. Put in the hours but not the study; 3. Work at becoming great. In this short sales session, real estate business consultant, Gary Pittard, says that we have a choice. Many real estate salespeople earn incomes around the poverty line. Selling real estate is the hardest way to make $50,000 but it is the best CAREER for making incomes of $200,000 plus. The path to mastery is the way to high income.
“You reap what you sow. If you go through life sowing seeds of inconsistency, shortcuts, compromises, and minimum effort, then you shouldn’t be surprised when you reap a banquet of mediocrity. You are responsible for your decisions, actions, and results; therefore, if you do not like what you are reaping, quit blaming the world, and start sowing something else.”
by Dave Anderson
Responsibility is the cornerstone of great leadership. When we take responsibility for our present circumstances, we hand ourselves the control to change those circumstances. We begin to sow the seeds of success. Continue reading The Seeds We Sow
One of the biggest complaints leaders make is that they cannot get their salespeople to focus on winning actions – those that lead to results. While some the problem is caused by that negative word, Can’t – if you say you can’t you are always right – much of the problem is caused because the leader does not hold his or her people accountable.
It is a sad fact that there are more mediocre people selling real estate than there are winners. This probably applies to most professions. It is difficult to believe that mediocre performers are happy being that way, and they certainly cannot be stress-free. In this short sales session, real estate business consultant, Gary Pittard, explains that working toward being the best we can be makes us happy. We spend so much time working, why not work at being good at what we do and be happier as a result?
“The Winner’s Edge is all in the attitude! Not aptitude—attitude is the criterion for success. But you can’t buy an attitude for a million dollars. Attitudes are not for sale.”
by Dr Denis Waitley
If you want to build a profitable and dynamic business, every member of the team must have the right attitude. This begins with the leader, but must include the entire team. Literally, it’s attitude or bust. Allow poor attitudes to rule your company and it can send you broke.
Author of Winning the War for Talent, Mandy Johnson, says, “When would you hire someone with a bad attitude? The answer is, never!” Continue reading Attitude or Bust
Many business owners fail to realise the part they play in developing their teams to full potential. While each team member has a responsibility to develop himself or herself into the best salesperson possible, the highest calling of leadership is to bring out the best in people. Many, if not most, offices do a minimum amount of training. This explains why most offices in Australia and New Zealand struggle to earn consistent profits from their sales departments. In this short leadership session, real estate business consultant, Gary Pittard, explains the part the leader plays in leading the team to high client satisfaction, to high incomes and maximum profit.
“If our goal is to sell more, we must be valued more and considered as credible, so that when we advance ideas, buyers really listen to us.”
There is nothing wrong with wanting to make a sale. There is nothing wrong with focusing on making the sale. The question is, what ‘sale’ should we focus on first?
If you focus on selling your product (or service), you may be headed for no sale. According to Jerry Acuff and many other sales experts, we must be valued and seen as credible before people will listen to us. This is because clients don’t believe what salespeople say, at least in the early stages of the relationship. Continue reading Credibility in Selling
Some people believe that by committing a goal to writing, the goal’s achievement is almost assured, provided you do the actions – are willing to pay the price. This is untrue. The goal must be realistic if you are going to achieve it. In this short sales session, real estate business consultant, Gary Pittard, explains what it takes to set achievable, worthwhile goals.