No doubt you have heard people complain about their competition – cutting their fees, over-quoting to ‘buy’ the business and such. It happens. But complaining will not cause this behaviour to cease.
We are powerless over the behaviour of our competition.Respect them, sure, but don’t allow them to occupy any of your headspace.
I learned decades . . . more →
Salespeople often come up with all sorts of reasons why their results are low. Real estate sales trainer, Gary Pittard, believes that most of these reasons are not reasons: they are excuses. And as long as we continue making excuses, we continue justifying poor performance, thereby keeping our incomes low.
In this short sales session, Gary . . . more →
They say it’s lonely at the top. But for many leaders they are lonely, not because the nature of the position, but because they don’t have a team. And the reason leaders do not have a team is that they have never fully devoted themselves to building a winning team.
If you don’t have . . . more →
Real estate sales and leadership trainer, Gary Pittard, says, “I have seen many people go broke because they spent more money than they earned. While their credit lasted, they pretended to be rich. But the day always comes when it’s time to pay the piper. Out the back door go the big spenders”.
A smarter strategy . . . more →
I like technology as much as the next person. I consider myself an ‘early adopter’. But there is one trap for the unwary: you can become so occupied with the search for the new that you can take your eye off the basics.
At a recent real estate training conference, there was one theme common . . . more →
“Sales is a numbers game”. We’ve all heard this saying, but have you ever thought just how important the numbers really are? In this short sales session, real estate sales trainer, Gary Pittard, shows why the numbers aren’t just important – get them right and they’re MAGIC! Improve the numbers and you improve your sales . . . more →
Author, Mandy Johnson, wrote an excellent book, Winning the War for Talent. It is a book that every leader and manager should read.
I spoke with Mandy recently about a challenge several real estate business owners had raised with me: salespeople resigning after working in real estate sales between eighteen months and two years.
Mandy . . . more →
None of us is the perfect leader, but there is no doubt that some have mastered the art of leadership better than others. In this short leadership session, real estate sales and leadership trainer, Gary Pittard, points out five signs that indicate poor leadership. Forewarned is forearmed. Being aware of the signs of poor . . . more →
I was talking with some winners, real estate agency business owners, at one of our Winning Ways seminars. They mentioned hearing some industry speakers who all shared one common theme: “Work hard“.
One of them said something telling: “Work hard? That’s the entry level to success. If you want to be successful at anything, . . . more →
At the halfway point, have you ever found yourself uttering these words: “Where has the year gone?” If so, it is highly possible that you have wasted a lot of time during the first six months of the year. Real estate sales trainer, Gary Pittard, offers strategies to ensure that you make up for . . . more →
No doubt you can think of salespeople who spend more time not working on results-producing activities than they do on activities that will earn income. I hope that you are not paying salaries to these people!
But leaders, too, can fall into this trap. I call it the “Field of Dreams Syndrome“, or “If . . . more →
“You’ve got to spend money to make money!” WHO SAYS? Spending money to boost your profits should be a last resort. There are other ways to increase profit and to reduce expenses without large inputs of cash. Join real estate sales and leadership trainer, Gary Pittard, for this short leadership session that shows how to . . . more →
I would set goals. I know that in order to focus for the long term, I have to be working toward something worthwhile. Goals give me focus.
I would plan. Mediocre people drift through their days, weeks, months and years. They are unfocused and have no direction. These people . . . more →
As we approach the halfway mark of the sales calendar year, now is time to review your progress towards your goals. A good performance review will highlight any areas where your sales performance has been deficient and encourage you to take corrective action NOW. In this short real estate sales session with Gary Pittard you . . . more →
“If you keep on doin’ what you’re doing, you’ll keep on getting what ya got.”
From a Sonia Lee song
Many real estate business owners struggle to make a profit from their sales departments.
Although the market is often blamed, my experience is that a leader who does not make profit in a ‘tough’ market fails to . . . more →
Are you the kind of leader whose door is always open to team members? In this short real estate leadership session, real estate management expert, Gary Pittard, describes why an open door policy might not be such a good idea. If your door is always open, you could be setting yourself up to micromanage, and . . . more →
Persistence is one of my favourite attributes.
Set goals, plan, study, apply what you learn, and persist at the right actions. Do this, and success for you is inevitable.
My late friend, Bede Donovan, used to say, “Don’t quit before the miracle happens“. I heard him give this advice often to people who were discouraged with . . . more →
In real estate sales there are ‘Closers’ and ‘Order Takers’. In this short sales session real estate trainer, Gary Pittard, explains the difference between Order Takers and winners. Professional Salespeople Are Leaders: winners first decide what is right for their clients and then they lead those clients to that understanding. Winners find out what is . . . more →
Think about all of the meetings you have ever attended during your business life. Were most a waste of time, if not downright tedious?
Without doubt, you have attended many meetings where you felt like homicide if they didn’t end soon. Perhaps you are gentler than me, but I know I have. These bad . . . more →
A real estate business should never be about merely surviving, but every leader needs tools to help them through tough times, and to prevent tough times from occurring where possible. In this short real estate leadership session, Gary Pittard will provide you with Six Must Do Survival Activities, activities that are sure to keep you . . . more →
Think about the last time you planned a journey. Perhaps you are planning one now. Question: What is the first choice you make? Answer: You decide WHERE you want to go. You decide upon the destination.
Never would you plan a trip beginning with the itinerary – flights, hotels, transfers, tours. . . . more →
