The importance of training is underestimated in sales, and by this I don’t mean just real estate sales. Industries worldwide are staffed predominantly by untrained salespeople.
Salespeople who do not train are doomed to fail.
It need not be this way. We train so that we can learn to overcome all of the common barriers . . . more →
The best salespeople in the world began their journeys to greatness with a conscious decision. Gary Pittard tells you what this decision is in this short sales session.
I hear leaders talk often about trying to motivate their teams, but this is a dead loss. Speaker, John Lees, says, “It is not my job to motivate people. It is my job to hire motivated people“.
As leader, the best you can do is inspire your people. But how can . . . more →
Your business accrues expenses every day. It should also achieve at least one result per day. In this short leadership session, Gary Pittard examines the balance between expenses and results.
Two winners were talking. They discussed the sale of a property one had for sale. The winner said, “In this market, if we don’t have it sold in two weeks we’re in trouble”.
From the perspective of both lister and seller, this has interesting connotations. In previous times price . . . more →
Exchange bad habits for good ones and your results will improve, and so will your life. In this short sales session, Gary Pittard discusses how consciously working at good habits can reveal a new you.
Markets in some capital cities have been vigorous, but there are signs of a slowdown. Does this worry you?
Leaders who worry about the state of the real estate market do so because they rely on ‘good’ markets for their success. This is a dangerous way to run a business. Good businesses do not rely on . . . more →
Before authorising any expense, leaders should consider whether this expense will add to the agency’s income. Little expenses add up. Too many can send you broke. In this short leadership session, Gary Pittard talks about the real cost of too many expenses.
I have been writing hiring advertisements this past month and it got me thinking. As I listed the benefits of a real estate career I 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”.
The more I think about Sales, . . . more →
If you are looking for the world’s most simple time management technique, take a few minutes and watch The Tomorrow Principle presented by Gary Pittard. A simple focus: one result per day. You can do it!
I read a great book recently – Mandy Johnson’s Winning The War For Talent. In my opinion, it is a must-read for any leader who wants to build a winning team. It is guaranteed to make you think.
One point Mandy makes is that when you write an advertisement for a real estate career, be sure . . . more →
A short leadership session about communication, presented by Gary Pittard. Whether you communicate with your people, or with clients, to achieve maximum understanding you must communicate clearly, to the point, and with precision.
If you have listings, you have a duty to coach your sellers about the realities of the market. Fail in this duty and many of your listings will not sell.
It could be argued that in a booming market most listings sell, but markets change and so it is better to not let . . . more →
This short sales session presented by Gary Pittard concerns personal accountability. Instead of making excuses we must be accountable for our results, refusing to make excuses. The theme is “I can” instead of “I can’t because…”
“According to Major General Hoyt S. Vandenberg Jr., USAF, retired, all leaders fall into two groups: the hunters and the hunted. Hunted leaders are trying to avoid failure; in their hearts they lack self-confidence and don’t expect to succeed. Hunter leaders expect to win. They are enthusiastically hunting success—and they . . . more →
For real estate agencies to thrive, they need a constant flow of quality listings. Both office and team must be committed to, and active in, the search for new business.
‘There’s an old saying that “one man’s gain must be another man’s loss.” Many people take that old adage for granted as the whole truth. And yet, it is totally false. Why? Because happiness is relative. And what pleases one person is not necessarily going to please the next person. This means that two individuals . . . more →
A short session for salespeople, presented by Gary Pittard. Measure and Improve discusses the importance of understanding your personal statistics. Know where you are now and you will be able to drive improvement.
“The one thing we could not and should not do was dismiss the ability of any competitor to capture our customers.”
Nothing stays the same. Stand still in business and eventually you will be overtaken by an ambitious competitor.
Never underestimate your opposition. You don’t have to like them, but you should respect . . . more →
Negotiation has been called “The Game of Life.” Not a day passes that fails to confirm its presence in almost everything we do with others.
Negotiation is a critical skill to master, in both our professional and personal lives.
The closer people are to us, the easier . . . more →
The idiom “red herring” is used to refer to something that misleads or distracts from the relevant or important issue.
Wikipedia
Real estate salespeople are in the business of listing and selling properties. Sometimes they need to be reminded of this, because sometimes they try and sell the wrong product. Instead of property sales, . . . more →
