Category: Leadership Articles

The High Price of Business Lost to the Competition

“Mediocrity requires a big cheque book.”

Gary Pittard

The quality of a sales team should be the main priority for all agency leaders. Allow incompetence to fester in your sales team and the losses can be huge.

Many agency leaders express concern over their present teams. Leaders say that they wish their salespeople would prospect more, were better closers, would lose fewer listings to the competition. These skill and activity deficiencies are the primary reasons why business is lost to the competition, and the price is not just a lost sale, but a massive loss of income and profit. Continue reading The High Price of Business Lost to the Competition

Same Same, But Not Different

No doubt you’ve heard of the saying, ‘Same same, but different’, but sadly this does not often apply in real estate. Most agencies are same, same, but not different.

If you’ve seen one real estate salesperson, you’ve often seen them all – they say similar things to win business. They recommend similar methods of sale. They push for expensive marketing campaigns. They offer similar advertising options. And, if you’ve seen one auction, you’ve seen them all – again, there is no point of difference. Continue reading Same Same, But Not Different

Low On Listings?

How is your office going for listings? Would you sell more if you listed more? In Australia and New Zealand, many real estate people are facing the same challenge.

Some offices that complain about a shortage of listings were suffering the same affliction pre-COVID.

If that describes you, it’s time to do something about the problem. If you don’t build stock, you will waste a good boom.

Continue reading Low On Listings?

New Challenges

Stagnation. It is the last thing a leader wants to see happening with the team. Yet, in the absence of new challenges – focused activities that challenge the team, putting a month’s focus on high-intensity activity designed to boost results – stagnation is a real possibility.

For example, many offices across Australia and New Zealand are short of stock. Why not set a challenge with the team and plan an Operation Stock-Up? Continue reading New Challenges

Who’s Making the Excuses?

COVID-19 has certainly made business interesting, but many agencies are still reporting good sales results. Not all, I might add.

Prior to the pandemic, agencies were complaining of a shortage of listings. Those complaints died down as agency leaders had bigger priorities to focus on, but once things settled down the same complaint returned: “Listings are tight” is again the common cry. Continue reading Who’s Making the Excuses?

Saying ‘Yes’ When Others Are Saying ‘No’

There is an old saying which says, “If you want to be successful, just do the opposite to what the majority is doing”. My experience has been that this is often correct. Following the crowd can be unprofitable.

There is much business uncertainty surrounding the COVID-19 outbreak. This follows on from a prolonged drought, an unprecedented bushfire season and then floods in some areas. It would be an understatement to say that business confidence is low. If you doubt that, just look at the share market. Continue reading Saying ‘Yes’ When Others Are Saying ‘No’

Four Steps to Turn Around Struggling Salespeople

Struggling salespeople – we’ve all had them. They can be frustrating, and they can cost your company a lot of money. So how do you know whether to persist with them or fire them?

In 25 years as a real estate agency profit consultant, I have seen entire teams of strugglers who fail to reach an acceptable performance.

Why do leaders keep such people? Some leaders wrongly believe that inconsistent or poor performance is just the way it is in Sales. But I can show you many Pittard clients who have incredible teams of happy, peak performers. Continue reading Four Steps to Turn Around Struggling Salespeople