You Don’t Whistle For Winners
I couldn't begin to estimate how many times real estate agency leaders have commented about another team saying something along…
Leadership Articles
The True Cost of Incompetence
Leaders often think that the cost of having an incompetent salesperson on the team is the wage paid to that…
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…
Talent Scout and Coach
To maximise profit, two of the leader’s most important roles are Talent Scout and Coach. Gary Pittard In my 25…
Marketing
When the market turns down many agency leaders wisely cut expenses. But there is a right way and a wrong…
Think Profit
With another financial year behind us, it’s a good time to ponder: “Are you happy with your profit?” Stating the…
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…
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.…
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,…
A Sure Way to Higher Profits: why coaching salespeople pays dividends
Many offices struggle and so do their salespeople. In the nineties, salespeople wrote on average $135,000 in fees. Since 2010…
Out of Control: What to do when salespeople won’t do the actions
Leaders often complain that their salespeople won’t do the right actions. It’s one of the biggest complaints that leaders make.…
Data Theft: Disease or Symptom?
You may have read about the highly publicised court case in South Australia where Harris Real Estate and agent Arabella…
Listing Flow: an essential focus
Pittard clients are spread across Australia, New Zealand and South East Asia. It stands to reason that they are operating…
Numbers and Ratios: A Glimpse of the Future
It doesn’t take a genius to figure out when a salesperson is in a performance slump, although many leaders don’t…
Essential Actions
If you want to get your new sales recruits off to a flying start, first teach them the essential actions…
Activity
Take a minute and look around your agency. Everybody looks busy, don’t they? But are you making money? Are they…
Financial Foundations
In my experience as a real estate agency profit consultant, I’ve seen many real estate businesses in grave financial trouble,…
There’s No Marking Time
Of all sayings, I despise this the most: “If it ain’t broke, don’t fix it”. I have heard people use…
Profit Systems
In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: “Work on your business,…
When Salespeople Won’t Do the Actions
In my work as a real estate agency profit consultant, I have heard all the excuses. It's twenty years since…