Category: Leadership Videos

Some real estate agency owners complain that their salespeople treated the business disruption caused by the COVID-19 pandemic as a paid holiday.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that it’s time to brush off the COVID cobwebs and get to work. Fail to act early and your people could waste the first quarter of 2021.

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Owning a business carries many responsibilities. One responsibility many leaders overlook is Results Control.

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the different elements that create control in your business. Business should be about prosperity and growth, regardless of market conditions.

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In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses meetings, and why so many are ineffective.

Meetings have been referred to as ‘corporate procrastination’ – a way of making it appear that something is being accomplished, that decisions are being made when in fact they are not.

There are procedural meetings and dynamic meetings that get results. What type do you run?

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Are you a leader who says, “I can’t seem to motivate my people?” If you are,  stop trying!

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that motivating people is not your job. As a leader, you can inspire people, yes, but motivation comes from within. You can’t reach unmotivated people.

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“Leaders who worry about the state of the real estate market do so because they rely on ‘good’ markets for their success” – Gary Pittard.

This short leadership session explains that this is a dangerous way to run a business. Good businesses do not rely on the market; they rely on the skill of their teams to make sales in any market.

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According to US Major General Hoyt Vandenberg Jr., leaders fall into two groups: the hunters and the hunted.

In this short leadership session, real estate agency profit consultant, Gary Pittard explains that hunted leaders try to avoid failure; in their hearts they lack self-confidence and don’t expect to succeed. Hunter leaders expect to win. They enthusiastically hunt success – and they fully expect to find it.

Playing not to lose is not the strategy of great leaders. This is fear-based thinking. This is ‘hunted’ thinking.

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In business, nothing stays the same. Stand still in business and eventually you will be overtaken by an ambitious competitor.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says understanding that competitors can take our customers should inspire leaders to continuously work at reinventing their businesses, developing their teams, and working at being so skilled that competitors don’t stand a chance.

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In this short leadership session, real estate agency profit consultant, Gary Pittard advises leaders to be sure that they aren’t falling for red herrings – excuses from their teams about the training they attend. Take a salesperson to training, and you should expect results.

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In this short leadership session, real estate agency profit consultant, Gary Pittard, asks “Are you coaching your people?” Coaching doesn’t mean telling them what to do – that’s lecturing. Fail to coach and you risk losing a lot of money through the incompetence of your team.

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When a team shows little regard for training, that lack of regard eventually manifests as poor results. In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that you don’t train for the sake of it – you train to WIN.

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In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that a team will never exceed its leader’s public expectations of the team. If the leader aims high, the team will do likewise. If the leader has low, or no, expectations the team will almost certainly be mediocre.

Great expectations lead to great results.

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In this short leadership session, real estate agency profit consultant, Gary Pittard, points out the difference between great leaders and great pretenders.

If you want quality results, you need quality people. You don’t put your head out of your office window and whistle for winners: it takes hard work, over the long term, to find them, develop them, and to weed out those who do not fit the team.

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In the 21^st century, employees work with leaders, and not for them. “Generational differences have changed the face of employment” says real estate agency profit consultant, Gary Pittard.

Respect must be earned. In this short leadership session, Gary discusses how leaders can achieve this.

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Many salespeople either become sales managers or move into a leadership role as owners of their own real estate businesses. Gary Pittard, CEO of the real estate agency profit consultants, Pittard®, believes that author, Chris Lytle, is correct in calling these people, ‘the forgotten rookies’.

Leadership and Sales are different skills. To think that a great salesperson can lead a team without any leadership training is just as stupid as presuming that a great Flight Attendant can pilot the plane.

For salespeople-cum-leaders, the sales habit is hard to kick. But if you’re too busy selling and don’t spent enough time leading, you are on a fast track to low profit.

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In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses Succession Planning. Many agency leaders talk about it, but when questioned about what they have done with their succession planning, Gary finds that often very little has been done.

Selling Rent Rolls is a relatively straightforward process, but sales departments can be a little trickier, mostly because outside buyers do not expect them to be profitable. Therefore, you don’t have people queuing up to buy them. So, what’s your plan?

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Real estate agency profit consultant, Gary Pittard, recommends that leaders give their salespeople knowledge tests, yearly at least. If you think that excessive, remember that salespeople get tested all the time. Every time a seller asks, “Why should I list with you?”, the salesperson is tested. Do you want them to respond with the right words?

Keep your team’s knowledge fresh and current. Sharpen the saw.

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Social media marketing is, or should be, a company function, and not a task undertaken by individual salespeople. Real estate agency profit consultant, Gary Pittard, says, “The pretence of social media is that it is a viable replacement for prospecting. It is not.” In this short leadership session, we discuss the folly of wasting too much time on social media at the expense of speaking with people by telephone or face-to-face.

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In his final ill-fated expedition in Africa, explorer Henry Stanley paid the ultimate price for straying from his usual practice – he didn’t choose his people and he didn’t know them. This short leadership session from real estate agency profit consultant Gary Pittard reminds us of the importance of knowing and encouraging our people.

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Real estate agency profit consultant, Gary Pittard, says, “Real estate agency owners have the options to build their companies into success environments, or do nothing and create mediocrity environments by default”. In this short leadership session, Gary shows how to create a success environment – always the most profitable option.

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The number one asset for all leaders is their integrity, their character.

Real estate agency profit consultant, Gary Pittard, says that integrity and character lead to trust, and when your people trust you, they will follow you and help your company grow, no matter how tough the market.

Little things make a difference. For example, asking the receptionist to tell a client that you are not in, when you are, erodes your integrity in the eyes of all team members present.

“Little white lie” – there’s no such thing.

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