In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the professional salesperson. That difference can be summed up in one word: understanding. The more you understand your clients’ needs, the better placed you are to not only make a sale, but to have all parties leave the negotiation feeling satisfied with the result. A sale and a delighted client is the ultimate reward.
Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant, Gary Pittard, says that a love of quality work is one thing that differentiates winners from their mediocre counterparts.
This is not ‘going the extra mile’, it’s doing what you said you would do, in the manner you said you would do it, when you said you would do it.
How much better would many salespeople’s careers be if they delivered quality work? If you love quality work, you will deliver it.
One of the biggest waste of a salesperson’s time is to spend it with the wrong people. This applies in business and in our personal lives.
In this short sales session, real estate agency profit consultant, Gary Pittard, suggests that the right people – buyers and sellers – make life easier. Higher income and work enjoyment are the reward for being choosy.
In the absence of a conscious pursuit of excellence in our careers, says real estate agency profit consultant, Gary Pittard, many salespeople inadvertently pursue mediocrity. How sad to work hard all our lives and have little to show for it. Gary Pittard believes that the pursuit of excellence, even if for its own sake, is a noble pursuit – a journey worth starting today.
Real estate agency profit consultant, Gary Pittard, warns real estate salespeople that they must be sure to learn the REAL reason why property sellers put their properties on the market. “Motivation” can be elusive and is often misunderstood by salespeople, and the result of this can be a lot of hard work for no fee. Don’t let this happen to you!
To succeed, says real estate agency profit consultant, Gary Pittard, we must be masters of our chosen fields. He quotes author Robert Greene, who says that we must grow to feel a profound connection to our work. Gary Pittard says that this profound connection begins with knowledge and leads to immense career satisfaction and a high income.
People who are successful in their chosen fields do more of the right actions every day, over the long term. In this short real estate sales session, real estate agency profit consultant Gary Pittard says that, while most people know what the right actions are, many seem incapable of performing the right actions for a sustained period. It appears that long term is the killer.
Instead of trying to focus on the right actions over a long period, Gary suggests focusing on the right actions for just one day.
Written and video reviews are essential. To quote one winning salesperson: “These days, clients go online and do research on you. At the listing presentation, they verify what they already know”. She’s right. Real estate agents who pay little heed to client reviews will lose many listings to their opposition.
And those reviews must be genuine – never ‘fake happiness’. In this short sales session, real estate agency profit consultant, Gary Pittard, says that there is no need to ‘fake happiness’. Obtaining reviews from happy clients is not at all difficult.
“Every task is accomplished piece by piece, and every problem is solved one by one. ‘Problem Stacking’ is a sure way to get nothing done”, says real estate agency profit consultant, Gary Pittard.
In this short sales session, Gary explains that when we stack our problems, we focus on how much there is to do and how hard it’s all going to be, and then we do nothing. There is a better, and smarter, way.
If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievable in a realistic time frame. Continue reading Smart Goals Aren’t Enough
Sales can be a tough career. We face rejection daily, doing most of our presenting in unfamiliar territory. We know that we are only as good as our last order, meaning that if we don’t sell, we don’t eat. And like every other ‘civilian’ we have bills to pay. On days without results (most days for many) it can be extremely stressful. Continue reading How To Enjoy Your Work
In this short sales session real estate agency profit consultant, Gary Pittard, says that, for most salespeople, a typical month is a string of bad days punctuated by the odd good day, one where they are happy with their results.
What if you were to reverse this trend? The more good days you have, the higher your income will be. If you are in Sales for the ‘long haul’, this sales session is for you!
Despite all the automation available to today’s salespeople, how could anybody think that removing a reason for salespeople and Property Managers to speak with clients is a good idea?
In this short sales session, real estate agency profit consultant, Gary Pittard asks, “Is talking to clients now beneath us?” Like it or not, our NUMBER ONE JOB is T.T.P. – TALK TO PEOPLE. It’s what we are paid to do, and in large quantities. Fob off that job and you are negligent in your duty.
Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those agents who treated them well, and punish those who treated them badly.
In this short sales training session, real estate agency profit consultant, Gary Pittard, says that while no salesperson will admit to treating people badly, you see it all the time. Success in Sales begins with courtesy and good manners, both of which cost nothing.
No doubt you have heard real estate agents blame the market, or clients, for their poor results. “Buyers are liars”, or, “Sellers won’t see reason”, are common excuses. Real estate agency profit consultant, Gary Pittard, says that blame isn’t a strategy for getting rich. Instead of thinking and speaking negatively about clients (or the market) your chances of success will soar if you think the best. Look for reasons to succeed instead of laying blame.
In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In this short sales training presentation, real estate agency profit consultant, Gary Pittard, says that people who say door knocking is dead either haven’t knocked on many doors, or they have a terrible door knocking presentation. Either they did not speak to enough people, or they did so incompetently. For such people door knocking is dead. For the rest, it’s alive and well.
“Transparency” is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that transparency is clueless negotiating. When buyers give an offer on a property, it is nobody’s business but theirs, the agent’s and the sellers’. Gary says, “Give me PRIVACY over transparency any time!”
Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn more than the ninety-five percent of people who don’t set goals.
In this short sales session, real estate agency profit consultant, Gary Pittard, says that while many people believe they have goals, they are not written down, which means that these are not goals, but dreams.
Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habits.
Operating at a mediocre level is much harder and more stressful than working towards Greatness.
In this short sales session, real estate agency profit consultant, Gary Pittard, asks “What habits would you foster if you were the greatest salesperson in the world?”
‘Task Hopping’ is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking is a myth, a practice that prevents us from getting into ‘flow’. Grouping tasks is a smarter way to work.