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.
When Salespeople Won’t Do the Actions
In my work as a real estate agency profit consultant, I have heard all the excuses. It’s twenty years since I heard a new one. The complaints remain the same. The same conversations we had in the nineties are still around this century.
One of the top complaints is from leaders: “I can’t get . . . more →
Break Even Early
“If you want to boost your real estate agency’s profit, put more focus on your agency’s Break Even Point”, says real estate agency profit consultant, Gary Pittard. “The sooner you break even, the sooner you begin to profit”.
How much focus do you give your Break Even Point? How many sales does your office need to . . . more →
Studying in the 21st Century
Any person who wants to succeed in their career must study their craft.
Self-improvement isn’t a luxury. Winners realise that every dollar they invest in themselves has the potential to boost their income and job satisfaction.
But there is another benefit to studying that often gets ignored – the improvement to your marketability.
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 . . . more →
Less Selling, More Leading
Multi-tasking is a myth.
While performing two straightforward chores at the same time is easy – you can stir the custard while talking on the phone – it is folly to think that this transfers to complex tasks. The law forbidding texting while driving is for good reason – you cannot safely do both at the . . . more →
What is a Result
The best leaders Pittard works with NEVER allow their offices to close unless their agencies have at least one real result for the day. But what is a REAL result? In this short leadership session, real estate agency profit consultant, Gary Pittard, explains the four results and shows the importance of focusing on them. You . . . more →
There’s More To a Good Sale Than Just Closing
Everybody wants to be a better closer. Of all the skills salespeople say they want to improve, it’s closing. But there is more to a GOOD sale than just closing.
What is a good sale? It’s one where all parties – clients, salespeople and the agency – are satisfied with the transaction.
To make every sale a good sale, there are . . . more →
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 . . . more →
Get Rich Quick Is Not a Plan
Many people who open real estate agencies expect it to be easier than it eventually turns out to be. Many suffer from the Field of Dreams thinking, “If you build it, they will come”. That doesn’t happen very often.
It does not take long for agency owners to realise that Get Rich Quick is not a plan. Most times, business . . . more →
Eleven Attributes of Leadership
Whether you run an agency and have a team to lead, or you are a salesperson with clients to lead, you are a leader. And let’s not forget that we must also lead ourselves.
In his book, Think and Grow Rich, Napoleon Hill names Eleven Major Attributes of Leadership. In this short leadership session, real estate . . . more →
Relentless
Relentless – I like that word. It means “unceasingly intense”.
I also like the word Persistent, which means “able to bounce, withstand or recover quickly from difficult conditions”. And “continuing firmly or obstinately in an opinion or course of action despite difficulty of opposition”. These are good attributes for salespeople.
Sales is not for everybody, especially those . . . more →
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 . . . more →
Is Excellence Compulsory In Your Agency?
As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence. Is Excellence compulsory in your agency?
There is an old saying, “Anything worth doing is worth doing well”. No doubt you have heard this gem. I agree with it wholeheartedly.
If we are going to do anything, . . . more →
The Leader As Coach
Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary Pittard, says that while there are many good seminars and presenters in the marketplace, there are simply not enough regular seminars in your town or city for that method of training to be sufficient to . . . more →
The Enemy of Success
There can be many barriers to success, but one of the greatest challenges for some people is perfectionism.
Perfectionism is the enemy of success. People who suffer from it will not ‘launch’ until everything is ‘just so’. Most often, they fail to launch at all.
I find myself wondering if the problem really is perfectionism and not . . . more →
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 . . . more →
You Cannot Motivate People
In almost three decades as a real estate agency profit consultant™, I have worked with many leaders and interviewed many more. Over this time, I have heard many leaders say, “I can’t seem to motivate… [insert name here]”.
Leaders who say such things do not appear to understand the source of motivation: motivation comes from within. Leaders . . . more →
It’s Time To Hire
Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I hope to convince you that it’s nearly always Time To Hire.
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A Repeat of Last Year
Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year? Were you happy with what you achieved? If not, why not?
Far too many business people drift from year to year, without ever setting goals, determining the targets necessary to achieve . . . more →
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) . . . more →