Create A Success Environment


Real estate agency profit consultant, Gary Pittard, says, “Real estate agency owners have the options to build their companies into success environments, or do nothing and create mediocrity environments by default”. In this short leadership session, Gary shows how to create a success environment – always the most profitable option.

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Are You Sure It’s the Market?

A lot of leaders and salespeople are complaining about the ‘tough market’. But is the market really the whole problem?

The advice I’ve been giving to Pittard clients is that we can’t change the market – it’s the hand we’ve been dealt – and so instead let’s concentrate on what we can control. Continue reading Are You Sure It’s the Market?

Love Of Quality Work


Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant, Gary Pittard, says that a love of quality work is one thing that differentiates winners from their mediocre counterparts.

This is not ‘going the extra mile’, it’s doing what you said you would do, in the manner you said you would do it, when you said you would do it.

How much better would many salespeople’s careers be if they delivered quality work? If you love quality work, you will deliver it.

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A Sure Way to Higher Profits: why coaching salespeople pays dividends

Many offices struggle and so do their salespeople.

In the nineties, salespeople wrote on average $135,000 in fees. Since 2010 we have seen little evidence that this average has changed much, despite selling fees trebling over that time and markets booming in many regions. Continue reading A Sure Way to Higher Profits: why coaching salespeople pays dividends

Your Number One Leadership Asset


The number one asset for all leaders is their integrity, their character.

Real estate agency profit consultant, Gary Pittard, says that integrity and character lead to trust, and when your people trust you, they will follow you and help your company grow, no matter how tough the market.

Little things make a difference. For example, asking the receptionist to tell a client that you are not in, when you are, erodes your integrity in the eyes of all team members present.

“Little white lie” – there’s no such thing.

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Competence Doesn’t Just Happen

Let me introduce you to Joan Carter, who retired on 30 June 2018, ending a successful twenty-four year career in real estate sales.

Before real estate, Joan was a school teacher. Throughout her career, she was often in the Top Ten Salespeople in the Pittard rankings. She was part of a very impressive pool of winners whose results far exceed typical industry averages. Joan was often in the top three. Continue reading Competence Doesn’t Just Happen

Work Is A Verb


“Bye Darling, I’m off to work”. Salespeople say this every day, but what exactly are they talking about?

Real estate agency profit consultant, Gary Pittard, says that work is a verb, and not a noun. We do work, we don’t go there.

That place we call ‘work’ is your office. And when you’re there, let’s hope you DO work – work that takes you closer to your goals. Work is a verb!

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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. You need to get into the mindset of what a seller wants by reading guides like this.

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