Relationship or No Sale

We hear more these days about the importance of relationships between salesperson and client. Gary Pittard, CEO of the real estate agency profit consultants, Pittard, says, “When has sales ever not been about relationships?” Continue reading Relationship or No Sale

Competition

You hear people complain about their competition – cutting their fees, over-quoting to ‘buy’ the business and such.

Gary Pittard, CEO of Pittard, the real estate agency profit consultants, says we are powerless over the behaviour of our competition. Respect them, but don’t allow them to occupy headspace.

Good competitors can spur you to improve your business. We should be grateful for good competition.

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In Search of the New

“I like technology more than many people”, says real estate agency profit consultant, Gary Pittard, but technology will never replace a good salesperson doing the right actions.

In this short sales session Gary examines the dangers of relying on gimmicks. You can become so occupied with the search for the new that you can take your eye off the ‘basics’, which guarantee sales success.

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Up or Down in 2021?

“May you live in interesting times” is purported to be ‘the Chinese curse’, although its origins in China are doubtful. Chinese or not, the year 2020 has seen ‘interesting times’ thanks to the COVID-19 pandemic. Despite this, many agencies have had a good year.

In this short sales session, real estate agency profit consultant, Gary Pittard, asks, “As 2021 approaches, what are your predictions for 2021 – up or down?”.

Did you think Gary is talking about the market? Guess again!

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The Entry Level to Success

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Hard work is important, a necessity even, but hard work alone will not guarantee success.

In this short sales session, real estate agency profit consultant, Gary Pittard, says that hard work is the entry level to success.

You can work hard on the wrong actions and accomplish little.

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If I Was The Best Salesperson In The World

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Have you ever thought about what your business environment would be like if you were the best salesperson in the world?

In this short sales session, real estate agency profit consultant, Gary Pittard, asks the question, if you were the best salesperson in the world, what would you do?

Decide what must be done and do it. Every day. And then, one day, somebody may just call YOU, the best salesperson in the world.

Somebody must hold that title. Why not you?

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Keep Going

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of Persistence.

Don’t quit before the miracle happens”, the late Bede Donovan used to say. Keep going!

Set goals, plan, study, apply what you learn, and persist at the right actions, and success for you is inevitable.

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Destination First, Itinerary Second

In this short sales session, real estate agency profit consultant, Gary Pittard, says that people often give more thought and planning to their holidays than their career.

Think about the last time you planned a journey. What is the first choice you make? No doubt, you decide WHERE you want to go. You decide on the destination.

Planning a successful career is like planning a holiday: the destination comes first.

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Choose Wisely

Life offers us many choices. We should choose wisely.

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of looking for the good in your life. We can choose to be a ‘glass half full’ type of person or a ‘glass half empty’ type.

What type of person are you?

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The Hard Way


In this short real estate sales training session, real estate agency profit consultant, Gary Pittard explains that when it comes to success, there’s the easy way and the hard way. The hard way is to work without something to focus on. This leads to erratic actions, and low results and income.

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Hard Truths


No doubt you do your best to look after your clients, but does this include telling property sellers what they need to know – those hard truths? In this short real estate sales training session, real estate agency profit consultant, Gary Pittard, says that truly caring for your clients means telling the whole truth, especially around the likely selling prices of their properties.

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Show Ponies


In this short sales session, real estate agency profit consultant, Gary Pittard, explains that while agents must look and act professionally, true sales success is not about looking flashy, but backing up ‘show’ with substance.

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Before the Close

In this short sales session, real estate agency profit consultant Gary Pittard explains that closing is not like a Wild West gunfight, with six shooters at ten paces and only one walking away. There is nothing adversarial about closing. In fact, it’s the opposite.

Closing is the simple act of helping somebody make a decision. But before the close, there are important things that must be covered if you want to lead the client to the right decision.

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Doomed to Fail

In this short sales session, real estate agency profit consultant, Gary Pittard, says that salespeople who will not train are doomed to fail.

There are no new objections in Sales. It is possible to learn every likely objection and learn how to prevent it from becoming a barrier to a sale.

Training can be expensive. It might cost $2,000 to attend a seminar to learn how to overcome these barriers. But have you ever calculated the cost of incompetence?

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Price and Time

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the danger in allowing sellers to stay on the market overpriced for too long. Gary believes you have two weeks to get your listing priced to sell. Fail to do that and you risk losing the best buyers.

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Make the Most of a Golden Opportunity

“This is truly a great career. I wonder how many real estate salespeople actually appreciate the golden opportunity their real estate career offers them” says real estate agency profit consultant, Gary Pittard.

Gary believes that when you landed a position as a real estate salesperson, you won the lottery. Are you making the most of your winnings?

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Ask for Price Feedback

Property sellers need accurate information from the market if they are to develop an understanding of the correct market price at which their property will sell.

According to real estate agency profit consultant, Gary Pittard, the way our industry goes about helping sellers understand the market is all wrong.

Many in our industry indulge in the disgusting practice of conditioning. Sometimes called ‘educating’.

There is a better way. It’s called honest coaching – passing on price feedback elicited from genuine buyers.

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Happiness Is Relative


In this short sales session, real estate agency profit consultant, Gary Pittard, discusses happiness and its relevance to real estate sales. Happiness is relative – what makes me happy might not make you happy. A win-win outcome is likely if you ask questions, find out what the clients really want and use that knowledge to facilitate the negotiation.

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The Game of Life


In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of clear and precise communication. He also points out the dangers of failing to push the ‘pause button’, instead sending abusive messages that you may later come to regret. Negotiation is the Game of Life, says author Chester Karrass. The better we are at communication and negotiation, the better our professional, and personal, lives will be.

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A Deeper Understanding


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.

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