There are many laws of marketing, some more important than others. In this short leadership session real estate trainer, Gary Pittard, discusses one law that many real estate businesses violate every day – and it costs them profit. The remedy is not difficult, but it could give you a competitive edge, and many more . . . more →
Change – Are You Ready?
Times change. Nothing remains the same for long. One thing that is guaranteed to change at some point is the market. Markets change and salespeople need to change with them.
Gary Keller, Jay Papasan and Dave Jenks in their book “Shift – How Top Real Estate Agents Tackle Tough Times” said:
Agents must rethink, restructure, refresh, . . . more →
Focus on the Important
You can be busy and yet not accomplish very much. Being busy does not mean being productive. In this short sales session real estate sales trainer, Gary Pittard, highlights the important activities that get results and advises that they be performed at the expense of lesser-urgent tasks. Time management gives you the opportunity to accomplish . . . more →
Bloated and Unprofitable
Accountability
Real estate agency owners and leaders often complain that it is difficult to get salespeople to perform winning actions that lead to results. They have also been known to complain that it is hard to get salespeople to focus. When salespeople are not held accountable for their actions, their level of winning actions is . . . more →
Incompetence Comes First
What is your attitude to failure?
I fear that 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 . . . more →
A Brilliant Future
Everybody wants to be successful, but how many are willing to do what it takes to get there? In this short sales session real estate sales trainer, Gary Pittard, shares 5 steps to a brilliant future. Follow them and you may be amazed at how better life goes for you.
Sink or Swim Is the Hard Way
The old real estate joke, “Here’s your desk, here’s your phone, good luck – you’re on your own” is no joke in some offices. ‘Sink or swim’ is the hard way to begin a career, but in many offices it’s a sad fact of life.
Just as bad for a budding recruit is outdated and . . . more →
Leadership Talents
In this short leadership session real estate leadership and sales trainer, Gary Pittard, shares Sheila Murray Bethel’s Ten Statements for Change and Growth. Leadership is not always easy. By defining our values as leaders, and as human beings, we set ethical and moral boundaries, something that all leaders should do.
Plan, or Slump: It’s Your Call
Personally, I’m not fond of resolutions but I know many people are. I’d prefer commitments to resolutions, but I’m getting ahead of myself. Before we look forward into the new year, let’s spend some time thinking about the year that is now behind us.
How was this last year for you?
Were . . . more →
Price Stock to Sell
It doesn’t matter how good your real estate marketing may be, if the property is overpriced it will not sell. So much real estate agency profit is lost through advertising properties that have little hope of selling. In this short real estate sales training session, real estate trainer, Gary Pittard, reminds us that price is . . . more →
Discipline
Discipline. It’s the difference between success and failure.
Disciplined leaders produce disciplined salespeople. The team ultimately mirrors its leader.
You would be forgiven for thinking this is not correct. For example, you may have a salesperson who produces great results, but whose office is a disaster. I can think of many like this – desks a . . . more →
Technology
Choosing the right technology for your business can be so confusing that many real estate agency leaders put it in the ‘Too Hard Basket’. In this short real estate leadership training session, real estate trainer, Gary Pittard, discusses the most important aspects of technology.
Off or On?
Salespeople waste an awful lot of time thinking about what they should be doing next. If you have ever kept a Time Log for thirty days you will know what I mean. For these people, even when they are ‘on’, they are ‘off’. Please allow me to explain.
Being in the office does not mean . . . more →
Future and Immediate Sellers
Are you having difficulty finding real estate home owners who are selling now? Successful real estate prospecting requires a lot more than just asking people if they want to sell. It requires skillful questioning that uncovers sellers’ true plans. In this short real estate training session, Gary Pittard will help you find more ‘now’ sellers . . . more →
Leader and Coach
Do you have a team of winners? Do you have salespeople who are new? What about established salespeople who are in slumps? Or salespeople who are doing well but want to take their performance to new levels? Or plodders? Or people who really should leave?
Many teams are a blend of these and if you . . . more →
Standards
Successful real estate agencies have leaders who set high standards, and who ensure those standards are maintained. In the absence of high standards we can be pulled down to the level of those who have low standards, mediocrity being the end result. In this short real estate leadership session, Gary Pittard discusses those standards most . . . more →
Relationship, Or No Sale
We hear more these days about the importance of relationships between salesperson and client. I applaud this way of thinking and have been advocating this for decades. When you think about it:
WHEN HAS SALES EVER NOT BEEN ABOUT RELATIONSHIPS?
There is a saying that says, “All things being equal, people will do business with people . . . more →
Language is Important
If you want to sell more properties, get more listings, and earn a higher income, you must become the best presenter you can possibly be. The best presenters are careful about the language they use. They choose their words carefully, never resorting to jargon when speaking with clients.
In this short real estate sales session, real . . . more →
Fun
We all like to have fun, but you can have too much of it, and too little.
Too much fun
Salespeople occupy their positions for one purpose: to make sales.When there is too much fun in the office it can often be at the expense of results. Leaders tread a fine line between balancing results while . . . more →
The Best Leadership Tool Ever
Whether you are interested in the leadership of a real estate agency, or the leadership of any other business, like most leaders you may be looking for good leadership tools, tools designed to help you lead your team to higher results and therefore more profit for you.
Real estate sales and leadership trainer, Gary Pittard, will . . . more →