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?
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!
Many people who open real estate agencies expect it to be easier than it eventually turns out to be. Many suffer from the Field of Dreams thinking, “If you build it, they will come”. That doesn’t happen very often.
It does not take long for agency owners to realise that Get Rich Quick is not a plan. Most times, business is a hard slog, which can be made harder by a lack of planning and a lack of training. Continue reading Get Rich Quick Is Not a Plan
Whether you run an agency and have a team to lead, or you are a salesperson with clients to lead, you are a leader. And let’s not forget that we must also lead ourselves.
In his book, Think and Grow Rich, Napoleon Hill names Eleven Major Attributes of Leadership. In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses these eleven attributes and offers tips for applying them to your business.
Relentless – I like that word. It means “unceasingly intense”.
I also like the word Persistent, which means “able to bounce, withstand or recover quickly from difficult conditions”. And “continuing firmly or obstinately in an opinion or course of action despite difficulty of opposition”. These are good attributes for salespeople.
Sales is not for everybody, especially those who give up too easily or are easily discouraged. Salespeople need to press on, especially when things aren’t going their way, which is often. Continue reading Relentless
Despite all the automation available to today’s salespeople, how could anybody think that removing a reason for salespeople and Property Managers to speak with clients is a good idea?
In this short sales session, real estate agency profit consultant, Gary Pittard asks, “Is talking to clients now beneath us?” Like it or not, our NUMBER ONE JOB is T.T.P. – TALK TO PEOPLE. It’s what we are paid to do, and in large quantities. Fob off that job and you are negligent in your duty.
As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence. Is Excellence compulsory in your agency?
There is an old saying, “Anything worth doing is worth doing well”. No doubt you have heard this gem. I agree with it wholeheartedly.
If we are going to do anything, shouldn’t we do it well? Personally, I’d rather be known for quality than mediocrity, or carelessness. I am sure you feel the same way. I have great difficulty understanding why anybody would want their name applied to anything less than excellent. Continue reading Is Excellence Compulsory In Your Agency?
Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary Pittard, says that while there are many good seminars and presenters in the marketplace, there are simply not enough regular seminars in your town or city for that method of training to be sufficient to develop a winning team.
Not only must the real estate agency have access to the latest training, delivered through modern training delivery systems, the leader must step up and coach.
There can be many barriers to success, but one of the greatest challenges for some people is perfectionism.
Perfectionism is the enemy of success. People who suffer from it will not ‘launch’ until everything is ‘just so’. Most often, they fail to launch at all.
I find myself wondering if the problem really is perfectionism and not some kind of fear. I have seen salespeople getting ready to prospect spend so much time ‘getting ready’ that they run out of time to make the calls. Continue reading The Enemy of Success
Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those agents who treated them well, and punish those who treated them badly.
In this short sales training session, real estate agency profit consultant, Gary Pittard, says that while no salesperson will admit to treating people badly, you see it all the time. Success in Sales begins with courtesy and good manners, both of which cost nothing.
In almost three decades as a real estate agency profit consultant™, I have worked with many leaders and interviewed many more. Over this time, I have heard many leaders say, “I can’t seem to motivate… [insert name here]”.
Leaders who say such things do not appear to understand the source of motivation: motivation comes from within. Leaders cannot motivate people – it’s a waste of time trying – we all must motivate ourselves. Continue reading You Cannot Motivate People
Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I hope to convince you that it’s nearly always Time To Hire.
Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year? Were you happy with what you achieved? If not, why not?
Far too many business people drift from year to year, without ever setting goals, determining the targets necessary to achieve those goals, and without planning. These people are unfocused and lack direction.
And so they drift – spurts of ‘busyness’ interspersed with long periods of unfocused work that does not produce results. Compound this over a full year and the lack of consistent, focused action manifests as low income.
For these people, unless their thinking and actions change, they are doomed to repeat their previous year’s results.
Habits can be good and bad. Unless we consciously work at developing good habits, we will, by default, develop bad habits.
Action, and lack of action, are habits. We can become used to high levels of focused, productive action, and we can become used to low levels of actions and unfocused drifting.
If you want your results in this new year to be better than last year’s results, you must break the cycle: do things differently than you did last year.
Without something to focus on – a clear goal that is important to you – you will almost certainly drift. What goals are you going to achieve in this coming year? Choose goals that you really want, and are willing to go the extra mile to achieve.
Targets determined from goals
Worthwhile goals require bigger targets. What targets will you need to achieve so that you earn the income necessary to reach your goals?
Targets that are higher than you are used to hitting must be planned. Don’t just plan for the number of listings and sales, plan for the number of people you will need to speak to each day. Hint: if you aren’t speaking to 200 potential sellers every week, your goals aren’t big enough!
If you want to focus, write Affirmations daily. Affirm your major dominant goal by writing it 15 times a day for 21 unbroken days.
You will find more information on affirmations and goal setting in my book, Why Winners Win.
Unless you study your profession, you will not improve. By not studying, you rob yourself of the opportunity to get better results from the many great ideas offered by experts.
Knowing what to do isn’t enough – you have to perform actions competently. You can study all you want, but if you don’t practise what you learn, and keep practising until you get it right, you will never develop skill.
Study will give you knowledge, but knowledge alone is not sufficient to make you successful.
KNOWLEDGE + PRACTICE = SKILL
Study and improve your knowledge. Practise what you learn and develop your skill. Do this and your actions will become more competent.
All you have to do now is increase your level of actions and success is assured. And, provided that you have goals that you really want to achieve, you will stay focused.
You can make 2018 your best year ever – indeed, a very happy new year!
No doubt you have heard real estate agents blame the market, or clients, for their poor results. “Buyers are liars”, or, “Sellers won’t see reason”, are common excuses. Real estate agency profit consultant, Gary Pittard, says that blame isn’t a strategy for getting rich. Instead of thinking and speaking negatively about clients (or the market) your chances of success will soar if you think the best. Look for reasons to succeed instead of laying blame.
In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can’t find good people. A second complaint is that they can’t get salespeople to do the winning actions necessary for success. Prospecting is always top of that list of actions they can’t get people to do.
When are we going to stop whinging and start acting to fix the problem?
In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pittard, says that this thinking is unprofitable. “Look at the real problem”, Gary says. The real problem is not too many listings, but not enough SALEABLE listings. All real estate agencies could do with more listings that are priced to sell.
Show me an industry where you can earn six-figure incomes without knowing what you are doing. I’ll bet that you cannot name one. Yet this is what many real estate people – salespeople and leaders – seem to think. Many believe that they can earn high incomes without learning, study and practice.
The real estate industry demonstrates a low regard for training. The real estate industry is also one of the most lowly-regarded for honesty, competence and integrity. I do not think this is a coincidence. Continue reading The More You Learn
In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In this short sales training presentation, real estate agency profit consultant, Gary Pittard, says that people who say door knocking is dead either haven’t knocked on many doors, or they have a terrible door knocking presentation. Either they did not speak to enough people, or they did so incompetently. For such people door knocking is dead. For the rest, it’s alive and well.