Real Estate Training Articles and Videos

Price Right


In a sellers’ market, salespeople could quote almost any price to sellers and rely on a rising market to achieve their overquoted prices.

I won’t go into the ethics of this practice, but suffice to say that this type of salesperson is going to find life very difficult as the market shifts, and I don’t feel . . .   more →

The Importance of Face To Face

The Covid years saw a rise in the prominence of online training. After all, if we wanted live training, that’s the best we could do, right?

At Pittard, we were giving online presentations six years before Covid. We believed then, as we do now, that online training has its place in the delivery of quality . . .   more →

Direction and Action

In this short leadership session, Gary Pittard, Sales Leader at Pittard says, “Real estate leadership can be tough”. Things don’t always go as planned.

At times like this, it’s easy to complain: salespeople aren’t doing the right actions; salespeople aren’t performing; the market is tough; listings are tight; we’re not getting called in; you can’t find . . .   more →

A Change In The Conversation


When a market shifts from a sellers’ market to a stable market, and then eventually to a buyers’ market, during those transitions the conversations between salesperson and client change, or at least they should.

During the sellers’ market, when salespeople sold everything they listed, handling the issue of likely selling price wasn’t a priority. Even properties . . .   more →

Useless Notes

During seminars and other training sessions, it is not uncommon to see attendees furiously taking notes, which may be flattering for the presenter, but begs the question, “What they do with those notes?”

Real estate agency profit consultant, Gary Pittard, believes that most of those notes are useless.

Your notetaking habits matter. Whether you type, handwrite or . . .   more →

Beware the Shirkers

When the market shifts, salespeople must shift with it. Conversations that were acceptable in a sellers’ market will not provide good outcomes in stable markets or in buyers’ markets.

Chances are high that your market has shifted to a buyers’ market very quickly. If so, has it caught your salespeople off guard?

In sellers’ markets, conversations . . .   more →

The Right Stuff


You know a great leader when you encounter one. You also can easily recognise poor leaders. What qualities do great leaders have that poor leaders don’t?

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that great leaders have the ‘right stuff’.

With study and practice we can all develop the right stuff . . .   more →

Bottom of the Barrel

My wife and I have a property on the market. It’s with an agent we trust, and it’s listed exclusively.

Around 6 weeks into the marketing campaign, I received a phone call from another agent who asked whether I’d consider changing agencies. My reply?

“How would you feel if other agents rang your exclusively-listed . . .   more →

Personality Matters


In this short sales session, real estate agency profit consultant and trainer, Gary Pittard, relates the story of a café with a chequered history of success.

What was the ‘secret ingredient’ that made the difference between the proprietors who failed, and the proprietors who succeeded?

Good food? Some of the failed proprietors had good food too. Yet . . .   more →

An Excuse-Free Environment

“You’ve either got the results you say you want, or you have reasons to explain why not. Developing a rigorous and honest relationship with results moves you powerfully toward creating extraordinary results.

Reasons and results both take time. One is an investment in continuous momentum, and the other stalls us in our tracks.”

Cara Licastro

As business . . .   more →

Low On Stock?

“If the problems you have this year are the same problems you had last year, then you are not a leader. You are rather a problem on your own that must be solved”.

Israelmore Ayivor

Are you low on stock? If so, how long has this been going on?

The Covid Years of 2020 and 2021 were . . .   more →

It’s No Surprise

Every real estate business has a Break Even Point (BEP). The leader might not know what it is, but that doesn’t alter the fact that the office needs so many sales to break even. Beyond BEP, the office begins to make a profit. It’s that simple.

Smart leaders know the break even point for each department . . .   more →

Your Ideal Day

If you had to describe your ideal day, would you describe a day where you made a sale, perhaps two?

While this is understandable, and certainly a good day, it is far from ideal. Unless you achieve other vital results, days where you make a sale will be few. How often do ‘sale’ days happen for . . .   more →

Work Is A Verb

“Bye Darling, I’m off to work”. Salespeople say this every day, but what exactly are they talking about?

Real estate agency profit consultant, Gary Pittard, says that work is a verb, and not a noun. We do work, we don’t go there.

That place we call ‘work’ is your office. And when you’re there, let’s hope . . .   more →

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, “Why should I list with you?” They are testing you, and you have better pass or lose the business.

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, . . .   more →