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.
‘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.
There is an old marketing saying that says: “Don’t tell people how good you are. Get happy clients to tell people how good you are”. References from happy clients improve the success rate of your marketing. In this short sales session, real estate business consultant, Gary Pittard, asks, “How many online reviews did YOU get last month?” Salespeople forget to ask for reviews, testimonials and references. Whether this is due to a lack of foresight or just plain forgetfulness, failure to ask for a review costs salespeople, and their agencies, serious money.
When it comes to forming new habits, willpower is what you need. With willpower you can say ‘yes’ or ‘no’ to yourself and mean it. In this short sales session, real estate business consultant, Gary Pittard, says that if you feel that you lack willpower, take heart: willpower can be exercised. Start small. Make a short-term commitment and stick to it. Then increase the time and difficulty of the commitments. Your willpower will strengthen.
In this short sales session, real estate business consultant, Gary Pittard, asks, “Have you ever put off doing a chore that you thought would be difficult? You dreaded doing it but it proved to be much easier than you thought. Prospecting is like that. It’s just not that difficult. All you have to do is start, keep going, and it will become a habit.” Prospecting is an essential activity for success and there are only 3 reasons why salespeople don’t prospect: 1. They are scared; 2. They are stupid; 3. They are rich.
In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, illustrates how Adam McMahon, from Dignam Real Estate in Thirroul, NSW, Australia, lifted his performance from ordinary to extraordinary. Adam now produces fees in excess of $1.4 million, but earlier in his career he had difficulty getting past the “$100,000 barrier”. That was until Adam sought the advice of another winner who told him to aim high. Adam has never looked back.
In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains why staying in touch with clients is good business. Contact creates contacts. You must go out and meet people. This is the beginning of relationship building and salespeople who sit waiting for business to walk in the door are almost certainly stifling their careers. It’s an old adage, but still appropriate in the 21st century: TTP – Talk To People.
How has this past year been for you? Are you happy with what you have achieved? If not, why not? The only way results change is when actions change. Take last year’s actions into the new year, and you can guarantee that you will see the same results. In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, asks ‘What if’ you did things differently? He gives a list of winning actions which, if you do them, will boost your real estate sales performance.