The Perfect Sprint Technique

In this short real estate sales session, real estate profit consultant, Gary Pittard, looks at a great sprint technique, which gives you a focused burst of productive activity. It’s an idea of author Mark McKeon, who calls this sprint technique ‘Go Zones’.

Nobody can work ‘flat chat’ all the time, but too many people work erratically at whatever activity comes to mind, or on urgencies that scream the loudest, failing to perform sufficient actions to produce high results.

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Game On

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of being at your best during listing presentations.

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’. In these days of high selling fees, we risk a large amount of money if we go into the ‘game’ without being fully prepared.

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Good News, But Not The Right News

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses some ideas from Jeb Blount’s book Fanatical Prospecting.

Sales gurus that claim prospecting is dead, can greatly harm a salesperson’s career. According to Jeb Blount, 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.

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What Else Do We Do

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses time management.

A common theme in real estate salespeople’s conversations is, “I’m too busy”, or “I’ve got a lot on”. Check in with those same salespeople at the end of the month and you will often find that their results were poor.

This begs the question, “Busy doing what?” Clearly, while these salespeople might have been busy, they have been busy on the wrong activities. Either that, or their actions were incompetent.

The key to getting more done is to simplify. Time management is not that hard.

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Incompetence Comes First

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, asks, “What is your attitude to failure?”

Our school days did not equip us with a healthy respect for failure and its role in the pursuit of success.

At school we learned that getting things wrong is bad. We were taught to commit seemingly endless facts to memory for regurgitation at exam time. Then we were either right or wrong. Wrong was bad. It could see you repeat a year if you were wrong often enough.

The real world is different, or it should be. To master anything, you will probably do it poorly before you ever do it well.

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Plan or struggle – it’s your call

Who would have thought that many real estate businesses would have had bumper years despite the COVID-19 pandemic? But this was the case for many real estate agencies, and for many real estate salespeople.

It is predicted that 2021 will be even better than 2020, and here in the second quarter of 2021, that appears to be the case.

Continue reading Plan or struggle – it’s your call

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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