In my experience as a real estate agency profit consultant, I’ve seen many real estate businesses in grave financial trouble, and many spend themselves into oblivion. For businesses to survive and thrive, they must be built on solid financial foundations.
This is explained in depth in our four-day presentation of the Agency Profit System®, but here are some important foundations that all leaders should strive to have in place. Continue reading Financial Foundations
Have you ever noticed how some people say five sentences when a ‘Yes’ or ‘No’ would have sufficed? Some people speak a lot but say little. Real estate agencies cannot afford to have team members like that.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that salespeople who waffle confuse clients and lose business. Salespeople who waffle to their colleagues lose respect. Cut to the chase – every team will benefit from some straight talk.
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Some people say you must love your work. I agree that this is desirable, but it’s not always realistic. Pursuing this ideal could cost you a great career.
Author Larry Winget says you don’t have to love what you do, but if you accept payment to do a job, whether you love it or not, you have a moral obligation to do it well.
Let’s face it, a sales job is tough. When you first start this career, chances are high you’re not going to like it, or at least not every aspect – prospecting for example. But this is irrelevant. Like the task or not, some tasks are essential to success and longevity – prospecting for example! Continue reading Loving What You Do
Written and video reviews are essential. To quote one winning salesperson: “These days, clients go online and do research on you. At the listing presentation, they verify what they already know”. She’s right. Real estate agents who pay little heed to client reviews will lose many listings to their opposition.
And those reviews must be genuine – never ‘fake happiness’. In this short sales session, real estate agency profit consultant, Gary Pittard, says that there is no need to ‘fake happiness’. Obtaining reviews from happy clients is not at all difficult.
Of all sayings, I despise this the most: “If it ain’t broke, don’t fix it”.
I have heard people use this phrase as justification for not training, not leading, not prospecting, not developing a team, as justification for leaving things exactly as they are.
To illustrate how stupid and dangerous this is, let’s apply it to your car. Would you drive your car, kilometre after kilometre, never adding oil, checking the tyre pressure or having it serviced? Would you just drive it into the ground?
Why not? “If it ain’t broke, don’t fix it!”
Treat a car this way and soon it will be ‘broke’ and you will need to fix it. A hefty repair bill will follow.
Imagine if you did this to your business!
Sad news: MANY LEADERS DO!
Leaders who don’t study leadership or work at developing their teams, who fail to determine a culture and set standards, fail to control expenses, fail to keep a watchful eye on profit, who lack discipline, are leading their companies downwards.
There is no marking time. You can’t stay exactly where you are.
You’re either going backwards or forwards, and it’s up to you, the leader, to decide in which direction you will take your company.
Great leaders constantly fine-tune their company and their team for peak performance. Leaders who fail to do this are attempting to mark time, not realising that they are, in fact, going backwards.
A leader who thinks, “If it ain’t broke, don’t fix it” may have a business that is doing fine now, but it’s only a matter of time before the business will be ‘broke’ and the leader in damage control – and probably broke too.
Ditch the loser saying and replace it with this one:
“If it ain’t broke, build on it!”
What most real estate agents refer to as ‘Marketing’ is really nothing more than ‘Advertising’. Advertising is just one small component of the large umbrella that is Marketing. Agents place ads on property portals, they erect signs and distribute leaflets, but these are all advertising. What other MARKETING do they do? Not much really.
In this short leadership session, real estate agency profit consultant, Gary Pittard, explores one marketing channel that is guaranteed to put money in the bank.
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Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in the field. A few topics were offered and dispatched quickly as the solutions were obvious.
I then read to the audience a field challenge submitted by email and asked the audience if that challenge affected anybody. All hands went up. Continue reading Free Shots
“Every task is accomplished piece by piece, and every problem is solved one by one. ‘Problem Stacking’ is a sure way to get nothing done”, says real estate agency profit consultant, Gary Pittard.
In this short sales session, Gary explains that when we stack our problems, we focus on how much there is to do and how hard it’s all going to be, and then we do nothing. There is a better, and smarter, way.
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In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: “Work on your business, not in your business”. A lot of us were very excited to hear that.
I still am. However, I saw a few people send their business bankrupt and then blame Gerber’s maxim. Let me make it clear: it wasn’t Gerber’s fault. His ideas were sound then and now. What these leaders overlooked was the word “Work”. WORK on your business… Continue reading Profit Systems
It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real estate agency profit consultant, Gary Pittard, asks, “Whose bright idea is this?”
How would you feel if you went to a doctor who qualified in 1960, but who never attended a training course since? Mediocrity and lack of training are close cousins!
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Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they’ve won, the results they’ve had. The trouble is, too many salespeople make the presentation all about themselves.
Whether your clients are buyers, sellers, landlords or tenants, they are all out to look after themselves. Most are fair, but in their minds, their own interests are paramount. Continue reading Why You?
If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievable in a realistic time frame. Continue reading Smart Goals Aren’t Enough
In my work as a real estate agency profit consultant, I have heard all the excuses. It’s twenty years since I heard a new one. The complaints remain the same. The same conversations we had in the nineties are still around this century.
One of the top complaints is from leaders: “I can’t get salespeople to focus!” Two others are “It’s different in my area” and “I can’t get my people to prospect”. Continue reading When Salespeople Won’t Do the Actions
“If you want to boost your real estate agency’s profit, put more focus on your agency’s Break Even Point”, says real estate agency profit consultant, Gary Pittard. “The sooner you break even, the sooner you begin to profit”.
How much focus do you give your Break Even Point? How many sales does your office need to break even each month? These are figures that all real estate agency owners MUST know!
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Any person who wants to succeed in their career must study their craft.
Self-improvement isn’t a luxury. Winners realise that every dollar they invest in themselves has the potential to boost their income and job satisfaction.
But there is another benefit to studying that often gets ignored – the improvement to your marketability. Continue reading Studying in the 21st Century
Sales can be a tough career. We face rejection daily, doing most of our presenting in unfamiliar territory. We know that we are only as good as our last order, meaning that if we don’t sell, we don’t eat. And like every other ‘civilian’ we have bills to pay. On days without results (most days for many) it can be extremely stressful. Continue reading How To Enjoy Your Work
Multi-tasking is a myth.
While performing two straightforward chores at the same time is easy – you can stir the custard while talking on the phone – it is folly to think that this transfers to complex tasks. The law forbidding texting while driving is for good reason – you cannot safely do both at the same time. Likewise, you cannot perform other complex tasks simultaneously. Continue reading Less Selling, More Leading
The best leaders Pittard works with NEVER allow their offices to close unless their agencies have at least one real result for the day. But what is a REAL result? In this short leadership session, real estate agency profit consultant, Gary Pittard, explains the four results and shows the importance of focusing on them. You incur expenses every day, so shouldn’t your real estate agency be getting results every day?
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Everybody wants to be a better closer. Of all the skills salespeople say they want to improve, it’s closing. But there is more to a GOOD sale than just closing.
What is a good sale? It’s one where all parties – clients, salespeople and the agency – are satisfied with the transaction.
To make every sale a good sale, there are things to do before the major close, the close for the ‘order’. Continue reading There’s More To a Good Sale Than Just Closing
In this short sales session real estate agency profit consultant, Gary Pittard, says that, for most salespeople, a typical month is a string of bad days punctuated by the odd good day, one where they are happy with their results.
What if you were to reverse this trend? The more good days you have, the higher your income will be. If you are in Sales for the ‘long haul’, this sales session is for you!
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