Why Do We Do It To Ourselves?

There would not be one business leader who doesn’t know that it is easier to lead the right people than it is to lead the wrong people. Despite that, many leaders continue to keep the wrong people on their teams. Why do we do this to ourselves?

I spoke with a leader recently. He has a ‘salesperson’ who has been with him for less than one year. Despite having no previous experience in real estate sales, she refuses to attend training. She is ignorant, and intends to stay that way. Continue reading Why Do We Do It To Ourselves?

Stop Slumps Before They Occur


Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the real art lies in stopping slumps before they occur. With the right tools, agency leaders can keep their teams on track, producing results and higher profits.

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Visual Aids

An age-old question for presenters is, “Should I use visual aids?”.

While I agree that people can become overly reliant on visual aids, resulting in a boring presentation, I believe that good presenters use every tool at their disposal to foster understanding with their audiences. Visual aids do just that: they aid understanding.They don’t say, “A picture is worth a thousand words” for nothing. Continue reading Visual Aids

High But Not Out Of Sight


Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn more than the ninety-five percent of people who don’t set goals.

In this short sales session, real estate agency profit consultant, Gary Pittard, says that while many people believe they have goals, they are not written down, which means that these are not goals, but dreams.

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Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been complaining for almost as long as they have been in business. Wouldn’t you think that at some point they would do something about it?

If you are the leader of your business, you have control, and if you don’t, it’s high time you resumed control.

Agencies with salespeople paid by commission-only or by commission debited against retainer – typical industry reward systems – are most at risk of having little control. They can be too scared to set standards for fear of losing their teams. Is that any way to run a business?

Assuming that you have approachable people who want to win, then you can help them to learn to focus.

Motivation

Continue reading Getting the Team to Focus

Make Them Feel Important


Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and then there’s the loneliness of being out often until late in the evening doing listing presentations to strangers in strangers’ homes. It can be tough.

Some leaders might find this hard to believe, but many salespeople suffer from poor self-esteem. You will know these people instantly – they are the ones who get ‘eaten up’ by sales and are the ones who most often leave.

In this sort leadership session, real estate agency profit consultant, Gary Pittard, discusses the importance of making our team members feel important.

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Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores… Now people are saying that a new player in the Australian market, Purplebricks, could be real estate’s ‘Uber Moment’. I have to say I’m a little over ‘Uber Moments’!

Whether Purplebricks is going to cause disruptive change in the real estate market remains to be seen. While the parent company is throwing millions of dollars into advertising campaigns and the market is booming, it’s easy to see why they may be a threat. Continue reading Has Sales Changed That Much?

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habits.

Operating at a mediocre level is much harder and more stressful than working towards Greatness.

In this short sales session, real estate agency profit consultant, Gary Pittard, asks “What habits would you foster if you were the greatest salesperson in the world?”

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The Changing Face of Adult Education

As an educator in the real estate sector, I have seen the face of adult education change radically. Agency leaders should change their view of training, too, and should ensure that their trainers do likewise. That is, if they do not want their agencies and teams left behind.

Some things never change, however. Our industry still largely shows a disregard for training. In states such as NSW where Continuing Professional Development (CPD) is compulsory, many practitioners begrudgingly attend 3 to 5 hours training so they can tick the box with the state regulator and then attend no other training for the year. Continue reading The Changing Face of Adult Education

Keep The Team Busy

Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to hang around in shopping malls getting into trouble. Busyness is a cure for an idle mind.

In this short leadership session, real estate agency profit consultant, Gary Pittard, suggests that this same principle applies in team management: leaders who want their offices to do well must keep their teams busy. Teams that aren’t kept busy have too much time to think, and left unchecked, this thinking becomes negative. They worry about things like the state of the economy or the state of the market. Before long sales suffer.

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Can Booming Markets Conceal Mediocrity?

The real estate agent’s prayer goes like this: “God grant me another boom and I promise I won’t stuff it up this time”. Such is the prayer of the mediocre salesperson.

Some salespeople are what I call ‘Market Victims’. When the market is booming, they do well, but when the market is falling, so too do their results.

Winners know how to thrive in any market. Sure, when the market corrects, there might be an adjustment period while they change tactics, but once they do, winners start selling properties again. Continue reading Can Booming Markets Conceal Mediocrity?

Group Your Tasks

‘Task Hopping’ is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking is a myth, a practice that prevents us from getting into ‘flow’. Grouping tasks is a smarter way to work.

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Buying a Name

Some real estate agency owners believe you need a big name to survive in the marketplace but this is not necessarily so. In the 25 years that I have been operating as a real estate profit consultant, I have seen franchised offices, marketing group offices and independent offices go broke. I have also seen many thrive, trading successfully for decades.

What makes the difference between success and failure? Is it the name? No. Clearly not. The difference between going broke and profiting over the long term is the calibre of the person who owns the business. All successful businesses need competent leadership. What a competent business leader choose to call their businesses makes little difference. Continue reading Buying a Name

Should Leaders Sell

Owning a real estate agency and being a selling principal can be profitable, but what point is money if you have little free time to enjoy it? Real estate agency profit consultant, Gary Pittard, provides answers to an important business development question: should leaders sell?

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Useless Notes

As a presenter, I often see attendees furiously taking notes, which may be flattering, but often leaves me wondering what they do with those notes. I think most of them are useless.

For more than 30 years I have been taking notes, but never on loose sheets of paper; I always take notes in journals. I number the book, each page number, and to date in am well into my 42nd book. Decades of valuable information gleaned from some of the best speakers in the world. Continue reading Useless Notes

Ask For A Review

There is an old marketing saying that says: “Don’t tell people how good you are. Get happy clients to tell people how good you are”. References from happy clients improve the success rate of your marketing. In this short sales session, real estate business consultant, Gary Pittard, asks, “How many online reviews did YOU get last month?” Salespeople forget to ask for reviews, testimonials and references. Whether this is due to a lack of foresight or just plain forgetfulness, failure to ask for a review costs salespeople, and their agencies, serious money.

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Forwards or Backwards: there is no standing still

A question I often ask leaders is “Where are you taking your business?” The reply is sometimes “Umm..” meaning that the leader does not know.

You are either taking your business forward, toward worthwhile and meaningful goals, or you are going backwards. There is no standing still.

Businesses that attempt to remain static, those with the “business as usual attitude”, will face increased competition over time. If we are not training our teams on ways to improve, it is only a matter of time before competitors steam up behind, poised to overtake. Continue reading Forwards or Backwards: there is no standing still

Point Of Difference

Smart real estate agency leaders seek multiple Points of Difference for their agencies. When a seller says to your salesperson, “Why should I list with you?” what does your salesperson reply? In many cases it’s with rhetoric. Typical salespeople say things like “We’re the best” or “Our service is the best” or “We get higher prices.” In this short leadership session, real estate business consultant, Gary Pittard, says that if this is all you’ve got, you’re in big trouble.

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https://www.youtube.com/user/PittardTraining
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Personality Matters

Meet Brendan and Adam, chefs and proprietors of a new restaurant called 34bia in Redfern in Sydney.

Before this venture, Brendan and Adam owned a smaller café near my home which had a chequered history of success and failure before Brendan and Adam bought it.

The café was part of a block of serviced apartments so its clientele were apartment guests and residents. Continue reading Personality Matters

Willpower Exercises

When it comes to forming new habits, willpower is what you need. With willpower you can say ‘yes’ or ‘no’ to yourself and mean it. In this short sales session, real estate business consultant, Gary Pittard, says that if you feel that you lack willpower, take heart: willpower can be exercised. Start small. Make a short-term commitment and stick to it. Then increase the time and difficulty of the commitments. Your willpower will strengthen.

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