Real Estate Training Articles and Videos

You Pay for Action

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that salespeople, whether salaried or commission-only, must receive clear direction on what actions are required of them.

Many salespeople either do not know what is required of their roles, or if they do, they refuse to do the actions required of those roles.

Could . . .   more →

The 600 Pound Gorilla

All leaders want high performers, but sometimes we should be careful what we wish for. That high performer could be a 600 Pound Gorilla. You don’t want one of these!

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that while high fee production is a must-have ingredient for all real estate . . .   more →

No Rookies, No Future

In this short leadership session, real estate agency profit consultant, Gary Pittard, examines whether recruiting experienced salespeople is the best possible way to build a team.

Time in the industry – “experience” – is no indicator of performance.

Experienced people who don’t train may have been in the industry 30 years, but it could be one year . . .   more →

So What, Now What?

In this short leadership video, real estate profit consultant, Gary Pittard, looks at the benefits of this shorthand mantra that cuts to the heart of any challenge.

Acknowledge the reality, analyse the problem, then move to a solution. No wallowing, no blame. The longer you spend in a problem, the longer it takes you and your . . .   more →

Bloated and Unprofitable

We are in business to make a profit, yet many companies are bloated and unprofitable. In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the reasons why.

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Sink or Swim Is The Hard Way

In this short leadership session, real estate agency consultant, Gary Pittard, talks about what it takes to turn a group of individuals into a team.

To do so, the leader must have a good relationship with team members and their spouses. This occurs over time through care, the gift of the leader’s time, and through support . . .   more →

Discipline

Discipline. It can be the difference between success and failure. Disciplined leaders produce disciplined salespeople. The team ultimately mirrors its leader.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that we don’t have to be disciplined in all areas of our life, but as long as we are disciplined in the . . .   more →

Leader and Coach

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the dual roles of leader and coach.

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The Lonely Leader

In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the life of the lonely leader.

They say it’s lonely at the top. But many leaders are lonely, not because of the nature of the position, but because they don’t have a team. And the reason they do not have a team . . .   more →

Fun

In this short real estate leadership session, real estate agency profit consultant, Gary Pittard, discusses how to make your business a happy place to work by injecting a little fun.

But you must strike a balance between work and fun. Salespeople occupy their positions for one purpose: to make sales. When there is too much fun . . .   more →

Brightness of Future

In this short leadership session, real estate profit consultant, Gary Pittard, looks at Brightness of Future.

Today’s employees want more than money, they want a LIFE. If we are going to keep team members over the long term, we have to help them build a great life using their real estate sales career as a vehicle.

Sales . . .   more →

An Eye For Profit

Many real estate business owners struggle to make a profit from their sales departments. And for these agents, booming markets do little to help their profits.

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses profit and explains how to make more of it.

In a market where you sell everything you . . .   more →

Meetings that get Results

Think about all of the meetings you have ever attended during your business life. Were most a waste of time, if not downright tedious?

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the importance of running results-focused, dynamic, meetings.

The purpose of a meeting should be to discuss matters that need attention . . .   more →

Reinvention – The Spice of Life

Companies go stale. Keep doing the same thing for long enough and eventually the company loses its edge.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that a complete reinvention can do wonders for team enthusiasm, market awareness, and public perception. Reinvention is the spice of life.

The purpose of a reinvention . . .   more →

The Phenomenal Few

Many real estate business owners believe that finding good salespeople is not easy. In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that finding good people is NOT THE PROBLEM. Most agency leaders have found good people; they just failed to develop them into good salespeople.

Finding good people is just a . . .   more →

Fear Is Irrelevant

Leaders often complain that they cannot get their salespeople to perform winning actions – which are necessary for sales success.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that CALL RELUCTANCE is a term often used to describe the reasons for this unwillingness. One of the main reasons for a reluctance . . .   more →

Time To Brush Off the COVID Cobwebs

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 . . .   more →

Elements of Results Control

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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Corporate Procrastination

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 . . .   more →

Who Or What Motivates You?

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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A Skilled Team is Market Insurance

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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 . . .   more →