If you are like many agency leaders, you probably began your career in Sales. And the fact that you now own your own agency means that more likely you were pretty good at it.
This ability is actually a two-edged sword. On one hand you have the ability to train your salespeople and, if you . . . more →
“One of the most important lessons of my life forced itself on me at about the time I was graduating from grammar school. It was a lesson that turned into a major principle: You are subject to your environment. Therefore, select the environment that will best develop you toward your desired objective.”
The Success System . . . more →
No matter whether your team is large or small, your leadership is constantly being tested. Those little chats behind your back in the team room, team members whining about you not giving them enough support, salespeople giving you lip during sales meetings – they are all tests. There are various ways to deal with . . . more →
The most effective tool leaders have at their disposal is also the most ignored.
What happened to talking with our team members, one-on-one, over coffee? I think we’ve become so busy that we no longer allow time to do this most important leadership function, but do we really save time by neglecting our one-on-ones?
There is . . . more →
You may have heard of The Mirror Principle, which contends that the quality and performance of the team is a direct reflection of the leader. Lazy leader = lazy team. Focused leader: focused team.
Your team is less inclined to listen to what you say. The team is more inclined to do what you do. . . . more →
Some agents never learn. Erratic actions, erratic marketing, and then they whine about how tough the market is. It doesn’t matter whether you are an individual working in an office (Salesperson or Property Manager), or whether you own the business, if you want consistent incoming enquiry you must keep marketing.
By marketing I mean making . . . more →
Typical real estate agents blame the market for poor sales. And they resort to all sorts of expensive, and quite useless, tools to make sales.
In early November I saw a news item on Channel 10 about an American real estate agent who hired actors to be in attendance during inspections of one of his/her . . . more →
If you own a real estate business, you are the leader. You are leading your company somewhere, but the question is where? Where are you taking your company? Do you know?
Business consultants, and I’m one of them, talk about the importance of a Vision. Over the years I’ve seen people come up with Mission Statements, I’ve seen them . . . more →
Many leaders seem reluctant to pressure their people to perform. This is a big mistake. While nobody loves constant pressure, true winners thrive under regular positive pressure to perform. Mediocre salespeople, on the other hand, detest it. But do you really want mediocre people in your company?
Winning actions, when performed in high and regular . . . more →
Would you pay somebody $9,400 to ‘hold the fort’ while you had a day off? If this sounds like an expensive day off to you prepare to be shocked: there are many leaders who pay this kind of money to non-performing salespeople for little more than the luxury of having somebody in the office . . . more →
Attitude: we all know how important it is, but how often do we allow a person with a lousy attitude to get away with negativity or laziness without calling them on it?
Geoff Burch, in his excellent book, Writing On The Wall, said:
I have noticed recently that a few business books have used Dilbert cartoons to . . . more →
The most common complaint of real estate agents is that they don’t have enough listings. But it’s impossible to be short of listings when you have good prospecting systems in place.
In our Real Estate Agency Management Program, https://pittard.com.au/blog/wp-admin/post.php?post=525&action=editwe show attendees how to implement Permanent Listing Enquiry, which . . . more →
Do you know one the Top Three Greatest Real Estate Excuses Of All Time?
These are profit-killing words you should never utter, let alone believe.
If you truly believe that you cannot find good people, what you are really saying is that your company is no good. That’s nonsense. Why wouldn’t somebody . . . more →
MBWA – management by walking around – is a good thing for leaders to do on occasions. It gives you an opportunity to listen to what your salespeople are saying to their clients. You may be unpleasantly surprised by what you hear.
“Yes Mrs Seller, our company’s service is terrific!”
“We’re the best!”
“We’ll get you the . . . more →
We’ve just booked Rob Redenbach to present his seminar Straight Talkin’ Teams at our Winners Circle Workshops next month. The reason we engaged Rob is that we want to encourage within our team members a culture of straight talk – ‘cutting to the chase’ – in all communication.
Salespeople who waffle confuse clients and . . . more →
One of the biggest handicaps we face as leaders is that many of us are really salespeople. We think like good salespeople. Good salespeople, that is.
A good salesperson wants an instant result. It gives you a ‘high’. This is where a lot of us go wrong – we don’t knuckle down and take care of . . . more →
What most real estate agents refer to as Marketing is really nothing more than Advertising. Advertising is just one small component of the large umbrella that is Marketing.
Agents place ads on websites, in newspapers, they erect signs, they place leaflets in letterboxes, but all of these are advertising. What other MARKETING do they do? Not . . . more →
Over the years many leaders have said, “My team loves me. They would die for me.” This was said when the office’s month-to-date results were pathetic. Your team does not have to die for you, but is it too much for you to expect it to sell for you?
Expenses are incurred by a business daily. . . . more →
I recently attended in Sydney a leadership seminar presented by Professor John Adair. He was the first person ever to be awarded a chair in Leadership Studies by any university anywhere in the world. I thought he’d be worth listening to. He was. But only thirty-nine other people agreed. There was hardly anyone in the . . . more →
When you write a cheque, you would do well to remember that money is about to leave your bank account. Before signing it, ask yourself, “What is this expense for?” If the cheque you are writing isn’t directly contributing to profit, chances are that you should seriously consider never agreeing to this type of expense . . . more →
How much focus do you give your Break Even Point (BEP)? How many sales does your office need to break even each month? This is a figure you MUST know. Once you know your BEP you can focus on:
Reducing it – get your BEP as low as possible;
Reaching it – by the 7th of each . . . more →
