Make the Most of a Golden Opportunity

When listing the benefits of a sales career, real estate agency profit consultant, Gary Pittard, thought, “This is truly a great career. I wonder how many real estate salespeople actually appreciate the golden opportunity their real estate careers offer them”.

Gary believes that when you landed a position as a real estate salesperson, you won the lottery. Are you making the most of your ‘winnings’?

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Succession Planning All Talk or All Action

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses Succession Planning. Many agency leaders talk about it, but when questioned about what they have done with their succession planning, Gary finds that often very little has been done.

Selling Rent Rolls is a relatively straightforward process, but sales departments can be a little trickier, mostly because outside buyers do not expect them to be profitable. Therefore, you don’t have people queuing up to buy them. So, what’s your plan?

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Short Attention Spans

A common complaint from leaders is that their salespeople lack focus. It has a been constant theme in my 30 years as a real estate agency profit consultant.

One leader said his salespeople had the attention span of a gnat.

A short attention span is not a problem for most people. Watch people doing leisure activities – things they love to do. They have no trouble giving these activities their full attention. Continue reading Short Attention Spans

Ask for Price Feedback

Property sellers need accurate information from the market if they are to develop an understanding of the correct market price at which their property will sell.

According to real estate agency profit consultant, Gary Pittard, the way our industry goes about helping sellers understand the market is all wrong.

Many in our industry indulge in the disgusting practice of conditioning. Sometimes called ‘educating’.

There is a better way. It’s called honest coaching – passing on price feedback elicited from genuine buyers.

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Hiring Do’s and Don’ts (Part 2)

This is a two-part article on the Do’s and Dont’s of hiring. Last month, we discussed the Hiring Don’ts. This month we look at the Hiring Do’s.

The Seven Do’s of Hiring

  1. Hire for attitude

If you hire somebody with a bad attitude, this will poison your team. Author of Winning the War for Talent, Mandy Johnson, says that people with bad attitudes are hardly likely to suddenly develop a good attitude once they join your company.

Frame your questions around testing attitude, for example, “Can you give me an example of what you think is a good work ethic?

Continue reading Hiring Do’s and Don’ts (Part 2)

Sharpen The Saw

Real estate agency profit consultant, Gary Pittard, recommends that leaders give their salespeople knowledge tests, yearly at least. If you think that excessive, remember that salespeople get tested all the time. Every time a seller asks, “Why should I list with you?”, the salesperson is tested. Do you want them to respond with the right words?

Keep your team’s knowledge fresh and current. Sharpen the saw.

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A Foundation of Honesty

Below are snippets are from surveys conducted by Roy Morgan over a 17-year period. I have been following these surveys for 25 years and note the position of our industry moves very little in the list of most trusted professions.

Most Respected Professions: Nurses, Pharmacists and Doctors
Least Respected: Car Salesmen, Journalists and Real Estate Agents.

Roy Morgan 2000 Continue reading A Foundation of Honesty

Happiness Is Relative


In this short sales session, real estate agency profit consultant, Gary Pittard, discusses happiness and its relevance to real estate sales. Happiness is relative – what makes me happy might not make you happy. A win-win outcome is likely if you ask questions, find out what the clients really want and use that knowledge to facilitate the negotiation.

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Hiring Do’s and Don’ts (Part 1)

This is a two-part article on the do’s and don’ts of hiring. In this issue, we will discuss Hiring Don’ts. Next month we will cover Hiring Do’s.

First a question: Do you believe successful hiring is an art or a science?

Many real estate agency leaders will say that hiring is an art. Without  effective hiring and induction systems, they’d be right. But with systems, you have more certainty of finding and developing winners, moving hiring from art to science. Continue reading Hiring Do’s and Don’ts (Part 1)

The Pretence of Social Media


Social media marketing is, or should be, a company function, and not a task undertaken by individual salespeople. Real estate agency profit consultant, Gary Pittard, says, “The pretence of social media is that it is a viable replacement for prospecting. It is not.” In this short leadership session, we discuss the folly of wasting too much time on social media at the expense of speaking with people by telephone or face-to-face.

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How To Make More Sales

Let’s give some thought to how we can make more sales despite the gloom and doom about the current state of the real estate market in many regions.

Reality

The market is your reality. As professionals, we must learn to thrive in all markets, whether booming, static, or down-turning. If you don’t like the reality of this market, ask yourself, “Can I change this?Continue reading How To Make More Sales

The Game of Life


In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of clear and precise communication. He also points out the dangers of failing to push the ‘pause button’, instead sending abusive messages that you may later come to regret. Negotiation is the Game of Life, says author Chester Karrass. The better we are at communication and negotiation, the better our professional, and personal, lives will be.

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Reviews: Your Name in Lights

Here in the digital world of the 21st century, let’s give some thought to happy client reviews and, in particular, how we use them.

Some salespeople appear to be more interested in seeing their ‘names in lights’ on sites like the major property portals and Rate My Agent.

Less, if any, attention is given to Google and Facebook. Continue reading Reviews: Your Name in Lights

Know Your People, Encourage Your People


In his final ill-fated expedition in Africa, explorer Henry Stanley paid the ultimate price for straying from his usual practice – he didn’t choose his people and he didn’t know them. This short leadership session from real estate agency profit consultant Gary Pittard reminds us of the importance of knowing and encouraging our people.

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Two Types of Salesperson

A change in the market has exposed many of those who looked like winners during the boom. Back then, it was easy to look like a hero – if you could get the listings and held onto them long enough, prices would rise to the sellers’ enthusiastic expectations and you’d make a sale.

Times have changed. Now skill is required to make sales.

In the down-turning markets of Sydney and Melbourne I have noticed the emergence of two distinct types of salesperson: Continue reading Two Types of Salesperson

A Deeper Understanding


In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the professional salesperson. That difference can be summed up in one word: understanding. The more you understand your clients’ needs, the better placed you are to not only make a sale, but to have all parties leave the negotiation feeling satisfied with the result. A sale and a delighted client is the ultimate reward.

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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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