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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Love Of Quality Work


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.

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The Right People Make Life Better


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.

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The Journey To Excellence


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.

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That Elusive Thing Called Motivation


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!

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A Profound Connection


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.

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For Just One Day


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.

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Faking Happiness


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.

Problem Stacking

“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.

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How To Enjoy Your Work

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

No Bad Days

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!

TTP That’s Our Job

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.

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Courtesy Costs Nothing

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.

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Think the Best

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.

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Is Door Knocking Still Effective?


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.

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