A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year? Were you happy with what you achieved? If not, why not?

Far too many business people drift from year to year, without ever setting goals, determining the targets necessary to achieve those goals, and without planning. These people are unfocused and lack direction.

And so they drift – spurts of ‘busyness’ interspersed with long periods of unfocused work that does not produce results. Compound this over a full year and the lack of consistent, focused action manifests as low income.

For these people, unless their thinking and actions change, they are doomed to repeat their previous year’s results.

Habits

Habits can be good and bad. Unless we consciously work at developing good habits, we will, by default, develop bad habits.

Action, and lack of action, are habits. We can become used to high levels of focused, productive action, and we can become used to low levels of actions and unfocused drifting.

If you want your results in this new year to be better than last year’s results, you must break the cycle: do things differently than you did last year.

Goals

Without something to focus on – a clear goal that is important to you – you will almost certainly drift. What goals are you going to achieve in this coming year? Choose goals that you really want, and are willing to go the extra mile to achieve.

Targets determined from goals

Worthwhile goals require bigger targets. What targets will you need to achieve so that you earn the income necessary to reach your goals?

Plans

Targets that are higher than you are used to hitting must be planned. Don’t just plan for the number of listings and sales, plan for the number of people you will need to speak to each day. Hint: if you aren’t speaking to 200 potential sellers every week, your goals aren’t big enough!

Affirmations

If you want to focus, write Affirmations daily. Affirm your major dominant goal by writing it 15 times a day for 21 unbroken days.
You will find more information on affirmations and goal setting in my book, Why Winners Win.

Study

Unless you study your profession, you will not improve. By not studying, you rob yourself of the opportunity to get better results from the many great ideas offered by experts.

Practice

Knowing what to do isn’t enough – you have to perform actions competently. You can study all you want, but if you don’t practise what you learn, and keep practising until you get it right, you will never develop skill.

Study will give you knowledge, but knowledge alone is not sufficient to make you successful.

KNOWLEDGE + PRACTICE = SKILL

Study and improve your knowledge. Practise what you learn and develop your skill. Do this and your actions will become more competent.

All you have to do now is increase your level of actions and success is assured. And, provided that you have goals that you really want to achieve, you will stay focused.

You can make 2018 your best year ever – indeed, a very happy new year!

Gary Pittard

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I’ll bet that you cannot name one. Yet this is what many real estate people – salespeople and leaders – seem to think. Many believe that they can earn high incomes without learning, study and practice.

The real estate industry demonstrates a low regard for training. The real estate industry is also one of the most lowly-regarded for honesty, competence and integrity. I do not think this is a coincidence. Continue reading The More You Learn

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consider using more often. That word is ‘No’.

People-pleasing salespeople are too quick to say ‘yes’, and doing so causes them to agree to actions that are, or should be, of a lower priority.

Beware of questions that begin with: Continue reading A Little Word Salespeople Should Use More Often

Visual Aids

An age-old question for presenters is, “Should I use visual aids?”.

While I agree that people can become overly reliant on visual aids, resulting in a boring presentation, I believe that good presenters use every tool at their disposal to foster understanding with their audiences. Visual aids do just that: they aid understanding.They don’t say, “A picture is worth a thousand words” for nothing. Continue reading Visual Aids

Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores… Now people are saying that a new player in the Australian market, Purplebricks, could be real estate’s ‘Uber Moment’. I have to say I’m a little over ‘Uber Moments’!

Whether Purplebricks is going to cause disruptive change in the real estate market remains to be seen. While the parent company is throwing millions of dollars into advertising campaigns and the market is booming, it’s easy to see why they may be a threat. Continue reading Has Sales Changed That Much?

Can Booming Markets Conceal Mediocrity?

The real estate agent’s prayer goes like this: “God grant me another boom and I promise I won’t stuff it up this time”. Such is the prayer of the mediocre salesperson.

Some salespeople are what I call ‘Market Victims’. When the market is booming, they do well, but when the market is falling, so too do their results.

Winners know how to thrive in any market. Sure, when the market corrects, there might be an adjustment period while they change tactics, but once they do, winners start selling properties again. Continue reading Can Booming Markets Conceal Mediocrity?

Useless Notes

As a presenter, I often see attendees furiously taking notes, which may be flattering, but often leaves me wondering what they do with those notes. I think most of them are useless.

For more than 30 years I have been taking notes, but never on loose sheets of paper; I always take notes in journals. I number the book, each page number, and to date in am well into my 42nd book. Decades of valuable information gleaned from some of the best speakers in the world. Continue reading Useless Notes

Personality Matters

Meet Brendan and Adam, chefs and proprietors of a new restaurant called 34bia in Redfern in Sydney.

Before this venture, Brendan and Adam owned a smaller café near my home which had a chequered history of success and failure before Brendan and Adam bought it.

The café was part of a block of serviced apartments so its clientele were apartment guests and residents. Continue reading Personality Matters

What Will You Do Differently?

We are fast approaching the halfway mark of 2017. Now is a good time to reflect on your results so far. If correction is needed, the sooner you begin the better.

Are you happy with your present results and income?

If not, what will you do differently from this point onwards?

If you keep doing what you have been doing, your results for the second half of the year will be almost identical to the first half of the year. To achieve different results, you must do different actions and, often, more actions. Continue reading What Will You Do Differently?

What and How Do You Study?

If you aren’t studying your profession, it is only a matter of time before your competitors overtake you. A rusty salesperson is a broke salesperson.

What are you studying now? And how do you study?

Mix it up

There are mountains of good study material and my advice is to mix it up so we stay interested. The material we study for business purposes falls into three categories: Continue reading What and How Do You Study?

Plan Your Training


David Farrugia, from Macquarie Real Estate in Casula NSW, spoke at Pittard’s Real Estate Agents’ Convention in Brisbane, November 2016. He made many interesting points, including explaining how he plans his training. David trains ‘on purpose’.

Each month, David selects a topic and studies that topic only for the coming month.

For example, if he selects Communication, David will train for the month exclusively on communication. He will enter this into the search box on Pittard’s streaming portal, iTrain, and listen to or view every program he finds there on communication. He will go through his and his company’s extensive training libraries and find what he can on communication. His reading for the month will also be on this topic. Continue reading Plan Your Training

Self-Management

We hear much about Time Management, but can we really manage time? Every one of us has the same 1,440 minutes each day. Why, then, do some people do more with their time than others?

The answer is that those people manage themselves and not time: They manage themselves within the time they have available.

The basic tool for self-management is a diary. It doesn’t matter whether you use a hard copy diary or an electronic calendar, what matters is how you use it. Continue reading Self-Management

Mind Your Manners

You don’t hear about manners much these days, but in addition to other benefits, good manners are a great selling tool. And they are a selling tool that cost nothing. They don’t say ‘mind your manners’ for nothing!

Don’t Get It

If you are a member of an online chat group, it won’t take long before bad manners and insensitivity becomes obvious to you. It usually begins with the line, “You don’t get it…

I was a member of a group where an agent posted a comment, to which somebody else opened with the “You don’t get it” line, followed by paragraphs of ego-bloated diatribe about what the person who posted first didn’t ‘get’. Continue reading Mind Your Manners

Credibility in Selling

“If our goal is to sell more, we must be valued more and considered as credible, so that when we advance ideas, buyers really listen to us.”

Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy by Jerry Acuff

There is nothing wrong with wanting to make a sale. There is nothing wrong with focusing on making the sale. The question is, what ‘sale’ should we focus on first?

Wrong product

If you focus on selling your product (or service), you may be headed for no sale. According to Jerry Acuff and many other sales experts, we must be valued and seen as credible before people will listen to us. This is because clients don’t believe what salespeople say, at least in the early stages of the relationship. Continue reading Credibility in Selling

You’re Not At The Movies

train_rightNo doubt you’ve heard of real estate spruikers, those who con people into buying overpriced properties by making outlandish promises the spruikers had no intention of keeping, nor could they ever keep.

Now we’re seeing the emergence of ‘seminar spruikers’, those who promise “dozens of extra sales” only if you attend their seminars. Some appear to be not overly bothered with the truth, so ridiculous are their promises. Think about it – from all of those seminars you’ve attended where you were promised dozens of extra sales, how many of those sales did you eventually make? Continue reading You’re Not At The Movies

Try Something Different

something_differentAre you happy with your results? I hope that with the end of the third quarter of the year looming, you are happy with your progress to date. And if you are, congratulations. Keep doing what you’re doing.

If you are not happy with your results, may I suggest that you try something different?

Stop doing things that aren’t working and start doing actions that are more productive. Continue reading Try Something Different

You First

failure_attitudeI received a call from a winner who was worried about his fluctuating results. Having known this person for many years, I know that he is a winner and there is no doubt in my mind that he knew what needed to be done to reverse his slump.

In such circumstances, it is easy to jump straight in and talk about the actions he should be doing. Actions and results go together, so if the results aren’t right, the actions aren’t right. Everybody in real estate sales and leadership knows this.

But actions are a symptom. While the symptoms give an idea what the ‘disease’ might be, the symptoms themselves are not the ‘disease’. In medical terms, symptoms can indicate different diseases. In real estate sales terms, symptoms such as erratic actions and results can also be caused by different problems. Continue reading You First

Good News, but not the Right News

good_newsfanatical_prospecting“These experts preach to all who will listen that prospecting—proactively pursuing prospects—no longer works. What’s particularly dangerous about this false teaching is that it is exactly what the struggling, reactive salesperson wants to hear.”

Jeb Blount
Fanatical Prospecting

Jeb Blount, founder of salesgravy.com and author of Fanatical Prospecting, wrote that there are many sales trainers who offer all kinds of schemes designed to remove the need to prospect. He says that this is music to the ears of failing salespeople, who would rather look for a silver bullet than prospect. Good news is not always the right news, however.

There is no avoiding it:

If you want to be a winning salesperson you need to fill your pipeline with prospects. Seeking new business is a no-brainer for superstars. Continue reading Good News, but not the Right News

The Perfect Sprint Technique

perfect_sprint_techniqueget_in_the_go_zoneI spent time on the road with my friend, Mark McKeon, author of Get In The Go Zone, recently. Mark has spent much of his career as a high performance coach for athletes, and was recently inducted into the Collingwood Hall of Fame.

Mark suggests that we take control of ourselves and our day-to-day work habits. One message that many of our people swear by is to have daily Go Zones – time blocks where we work at a high intensity, focusing only on important work.

He recommends a one-hour Go Zone per day, or two-hour Go Zones several times a week. A Go Zone is the perfect sprint technique. Continue reading The Perfect Sprint Technique

Game On

game_on

Like it or not, Sales is an emotional game. When we present we appeal to our clients’ emotions. They make decisions emotionally, not logically.

Our own emotions can also affect our performance as presenters. The listing presentation is ‘Game On’ and in these days of high selling fees, we risk a large amount of money if we go into the ‘game’ without being fully prepared. This includes mental preparation.

If you aren’t on your game mentally, you may say the words you normally use at listing presentations, but your delivery will let you down. Continue reading Game On