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.
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.
Many real estate agency principals suffer from ‘salary phobia’: they view salaries as an expense instead of an investment. Real estate agency profit consultant, Gary Pittard, says that this salary phobia leads agency owners to use commission-only or debit-credit reward schemes, and in doing so cause their agencies to haemorrhage profit.
Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the real art lies in stopping slumps before they occur. With the right tools, agency leaders can keep their teams on track, producing results and higher profits.
Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and then there’s the loneliness of being out often until late in the evening doing listing presentations to strangers in strangers’ homes. It can be tough.
Some leaders might find this hard to believe, but many salespeople suffer from poor self-esteem. You will know these people instantly – they are the ones who get ‘eaten up’ by sales and are the ones who most often leave.
In this sort leadership session, real estate agency profit consultant, Gary Pittard, discusses the importance of making our team members feel important.
Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to hang around in shopping malls getting into trouble. Busyness is a cure for an idle mind.
In this short leadership session, real estate agency profit consultant, Gary Pittard, suggests that this same principle applies in team management: leaders who want their offices to do well must keep their teams busy. Teams that aren’t kept busy have too much time to think, and left unchecked, this thinking becomes negative. They worry about things like the state of the economy or the state of the market. Before long sales suffer.
Owning a real estate agency and being a selling principal can be profitable, but what point is money if you have little free time to enjoy it? Real estate agency profit consultant, Gary Pittard, provides answers to an important business development question: should leaders sell?
Smart real estate agency leaders seek multiple Points of Difference for their agencies. When a seller says to your salesperson, “Why should I list with you?” what does your salesperson reply? In many cases it’s with rhetoric. Typical salespeople say things like “We’re the best” or “Our service is the best” or “We get higher prices.” In this short leadership session, real estate business consultant, Gary Pittard, says that if this is all you’ve got, you’re in big trouble.
Successful people identify their priorities and spend the bulk of their time working on them. In this short leadership session, real estate business consultant, Gary Pittard asks real estate agency leaders whether they know their most important priorities. Often, short term priorities, such as rectifying a shortage of sales, require immediate attention, but these are survival priorities. In the long term, however, we need to set priorities that go way beyond survival. It is a given that we need to make sales, but how you make those sales is the difference between effective and ineffective leaders.
Regardless of their structures, even the most complex of hierarchies can be broken down into two tiers, and these two tiers have nothing to do with title. In this short leadership video, real estate business consultant, Gary Pittard, explains that the value the individual gives to the company, and the degree of difficulty in replacing them, are important factors that leaders ignore at their peril.
Business leaders are faced with many challenges, but for some, overcoming the Leadership Curse should be their number one priority. In this leadership session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains what the Leadership Curse is, and what needs to be done to eradicate it.
Real estate business consultant and author of Why Winners Win, Gary Pittard, acknowledges that this title is a negative one, but success is not always about doing the right actions: it is just as important to stop doing certain actions. Real estate businesses are notorious for ‘following the herd’. They offer clients few, if any, points of difference. This short leadership session will guide you on what to stop doing and on what to do to boost your real estate agency’s profit.
Business owners can be quick to complain about the actions their team members are not performing, but are often guilty of failing to perform the actions to which they themselves have committed. In this short leadership session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains how double standards can tarnish a leader’s reputation with the team.
One of the biggest complaints leaders make is that they cannot get their salespeople to focus on winning actions – those that lead to results. While some the problem is caused by that negative word, Can’t – if you say you can’t you are always right – much of the problem is caused because the leader does not hold his or her people accountable.
Many business owners fail to realise the part they play in developing their teams to full potential. While each team member has a responsibility to develop himself or herself into the best salesperson possible, the highest calling of leadership is to bring out the best in people. Many, if not most, offices do a minimum amount of training. This explains why most offices in Australia and New Zealand struggle to earn consistent profits from their sales departments. In this short leadership session, real estate business consultant, Gary Pittard, explains the part the leader plays in leading the team to high client satisfaction, to high incomes and maximum profit.
Leaders often remark how hard it is to get salespeople to do the right actions – those that lead to results. Have you ever wondered why salespeople fight you when you try to help them become more successful? In this short leadership session, real estate business consultant, Gary Pittard, explains how to lead your people to a destination called ‘Greatness’.
Gary Pittard, business adviser and author of Why Winners Win – what it takes to be successful in business and life, says, “Some things in life are non-negotiable. Three of them are the steps to profit.” Although the three steps to profit that Gary explains do not exact a high price, they are compulsory if you are to enjoy high profit in your business. Performing these steps won’t kill you; they only require sustained application.
One of the most important factors in your agency’s success is the list-to-sell ratio. In this short leadership session, Gary Pittard, business adviser and author of Why Winners Win – what it takes to be successful in business and life, explains that if you want more profit, without increasing your expenses, you must do more with the leads you have. Know your office’s list-to-sell ratio and constantly work on improving it. In addition to a high List-To-Sell Ratio, you must also achieve high client satisfaction. Gary Pittard offers some solid tips on how to boost real estate agency profit by paying attention to client satisfaction and to the office’s List-To-Sell Ratio.
Desperate hirers are not good hirers. When we become desperate for staff we make rash, and often wrong, decisions. We hire with our hearts and not our heads. In this short leadership session, real estate business adviser and trainer, Gary Pittard, explains the importance of keeping our pipelines of potential winning team members full, so that desperate hiring doesn’t become the norm in your company.
Regardless of the success a real estate agency enjoys, whether flourishing or struggling, business owners have two options, and they must make a choice. In this short real estate leadership session, real estate business trainer, Gary Pittard discusses these choices and explains why one is a clear winner.