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.”
It’s Not Rocket Science: 4 Simple Strategies for Mastering the Art of Execution
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.”
The Winner’s Edge: How to Develop the Critical Attitude for Success 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.”
Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy by Jerry Acuff
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.
“In reality, the last thing most organizations need is another goal they will miss because their people cannot execute, often simply because they were never taught how.”
It’s Not Rocket Science: 4 Simple Strategies for Mastering the Art of Execution by Dave Anderson
I am a fan of Dave Anderson’s work. I have been promoting Up Your Business to our agency leaders for many years. His new book It’s Not Rocket Science is also a must-read. I interviewed Dave on Pittard TV in August and was reminded about how much he knows about business and leadership. Continue reading Execute Or Be Executed
Leaders often remark how hard it is to get salespeople to do the right actions – those that lead to results. Have you ever wondered why salespeople fight you when you try to help them become more successful? In this short leadership session, real estate business consultant, Gary Pittard, explains how to lead your people to a destination called ‘Greatness’.
No doubt you’ve heard of real estate spruikers, those who con people into buying overpriced properties by making outlandish promises the spruikers had no intention of keeping, nor could they ever keep.
Now we’re seeing the emergence of ‘seminar spruikers’, those who promise “dozens of extra sales” only if you attend their seminars. Some appear to be not overly bothered with the truth, so ridiculous are their promises. Think about it – from all of those seminars you’ve attended where you were promised dozens of extra sales, how many of those sales did you eventually make? Continue reading You’re Not At The Movies
In his book, Put Your Dreams to the Test, Dr John Maxwell said, “When people’s talent does not match their dreams and they fail to recognise it, they will be forever working but never winning.” In this short real estate sales training session, Gary Pittard, business adviser and author of Why Winners Win – what it takes to be successful in business and life, explains that when we think that we are better than we are, we don’t train, and when we don’t train, we lose business through lack of skill. Training, practice, skill, and a good dose of reality are our allies.
Real estate leadership can be tough. Things don’t always go as planned. At times like this, it’s easy to complain: salespeople aren’t doing the right actions; salespeople aren’t performing; the market is tough; listings are tight; we’re not getting called in; you can’t find good people; etc.
But where does this get you?
Complaining fixes nothing. As leaders, we must be decisive. We must decide on the direction in which we want to take our company, and then follow up with purposeful action. Direction (goals and planning), and then action will take you further than complaining ever will.Continue reading Direction and Action
Gary Pittard, business adviser and author of Why Winners Win – what it takes to be successful in business and life, says, “Some things in life are non-negotiable. Three of them are the steps to profit.” Although the three steps to profit that Gary explains do not exact a high price, they are compulsory if you are to enjoy high profit in your business. Performing these steps won’t kill you; they only require sustained application.
Are you happy with your results? I hope that with the end of the third quarter of the year looming, you are happy with your progress to date. And if you are, congratulations. Keep doing what you’re doing.
If you are not happy with your results, may I suggest that you try something different?
Gary Pittard, real estate business adviser and author of Why Winners Win – what it takes to be successful in business and life, says, “It always worries me when I hear salespeople say things such as, ‘I didn’t get the listing, but I have a great relationship with them. If they are going to list with anybody it will be with me.’ I immediately think, ‘That’s one listing lost to the competition'”. Walk out of a listing presentation without a signature, no matter how you dress it up, you failed. In this short real estate training session, Gary explains that while a good relationship is a good start, the ultimate goal of every presentation is to leave with the order, a signed listing. It is a good reminder of the importance of closing.
“I had been at West Point with Thomas one year, and had known him later in the old army. He was a man of commanding appearance, slow and deliberate in speech and action; sensible, honest and brave. He possessed valuable soldierly qualities in an eminent degree. He gained the confidence of all who served under him, and almost their love. This implies a very valuable quality. It is a quality which calls out the most efficient services of the troops serving under the commander possessing it.”
Ulysses S. Grant describing Thomas Jefferson
The qualities Ulysses S. Grant describes in Thomas Jefferson certainly are the qualities that contribute to the making of a great leader. I sincerely hope that you never experience combat, but leadership is not limited to the battlefield. If you have a team, you are its leader. And to lead, you must be made up of the ‘right stuff’, qualities similar to those of Jefferson.
Leaders such as Grant and Jefferson didn’t need uniforms to give them a commanding appearance. Leaders exude a confident demeanour, which in turn instils confidence in the team. How we carry ourselves is important, especially during challenging times.
Slow and deliberate in speech and action
With such a description, could you imagine Jefferson ever flying off the handle? To think before we speak, to carefully plan, these are qualities that will pay dividends in profit.
By carefully choosing our words, we are less likely to have what we say being taken the wrong way, and to have incorrect meanings read into our words. Also, we will be less likely to offend or demotivate our people, meaning that we will have to apologise less.
Deliberate in speech and action are admirable qualities.
This implies that we have our ego in check and make decisions based on what will work, and on what is right.
In a major employee survey, when asked what they expect of their leaders, right up the top of the list was honesty.
This means honesty in all our dealings. If we are wrong, we admit it and apologise. We do our best to tell the absolute truth, without bending it. Of course, we do this diplomatically, but we tell the truth, when doing so won’t hurt others.
Let people ‘bank’ on your word. That’s integrity.
Some decisions are hard. The toughest decisions are those that involve other people – especially when the decision will affect their future. These decisions are tough because we care.
Firing people is always hard, so hard that many people-pleasing leaders will not do it.
When somebody proves to be a poor fit for the team, to keep such people will cause us to lose the respect of the winners on our team. Cowardice will not go unnoticed.
Yes, sometimes we have to be firm, fair and brave. Sometimes we have to do what we don’t want to do. This is the type of decision most likely to give us the greatest success.
The Right Stuff
You may be thinking, “I’ll never be a Grant or Jefferson“. I say, “Why not?” OK, you may never lead a squad into battle, but your ‘squad’, your team, want to be led. And they want to be led well.
With study and practice we can all develop the right stuff – we can all be great leaders.
And, should times turn tough, you will be glad you did.