Real Estate Training Articles and Videos

Mind Your Manners

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses manners. You don’t hear about manners much these days, but in addition to other benefits, good manners are a great selling tool. One that costs nothing.

They don’t say ‘mind your manners’ for nothing!

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Hope for The Best … but Plan for the Worst

Happy New Year! I hope you’ve had some time with your family after a satisfying and profitable 2021, despite the challenges we faced.

Hope is a positive emotion. The dictionary definition is A feeling of expectation and desire.” It’s good to have hope.

It’s perfectly fine to hope that the market will continue to boom in 2022, even to . . .   more →

Bloated and Unprofitable

We are in business to make a profit, yet many companies are bloated and unprofitable. In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the reasons why.

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The Year Ahead

Happy New Year! May 2022 be the year you set goals, make plans, and have your best year ever.

But first let’s talk about last year. Was 2021 a good year for you, despite lockdowns?

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The Water Is Not Always Calm

In this short sales session, real estate agency profit consultant, Gary Pittard, looks at what it takes to thrive in any market.

There is a Swedish proverb that goes, “In calm waters, every ship has a good captain. It’s easy enough to be at the top of our game when things are going well, but it’s . . .   more →

What Are You Reading?

Leadership would be so much simpler if it didn’t involve people, wouldn’t it?

People, however, are the reason leadership is necessary. As business owners, it is a skill we should treat seriously because it’s essential.

You can study leadership, or you can learn the hard way through experience, by trial and error, which is not the best . . .   more →

Sink or Swim Is The Hard Way

In this short leadership session, real estate agency consultant, Gary Pittard, talks about what it takes to turn a group of individuals into a team.

To do so, the leader must have a good relationship with team members and their spouses. This occurs over time through care, the gift of the leader’s time, and through support . . .   more →

Planning and Uncertainty

“Everybody has a plan until they get punched in the mouth.”

Mike Tyson

As we approach the end of 2021, I want to convince you to set goals and plan your actions for 2022. The new year is only a month away.

Despite the uncertainty you’ve experienced in 2020 and 2021, goal setting and planning are . . .   more →

Try Something Different

Are you happy with your results? With the end of the year quickly looming, if you are happy with your progress to date, congratulations – keep doing what you’re doing.

If you are not happy with your results, real estate agency profit consultant, Gary Pittard, has a suggestion for you: try something different.

In this short . . .   more →

Confront Bad Behaviour

Bad behaviour, when allowed to flourish, can destroy a good business.

Like talking detrimentally about clients, treating colleagues with disrespect, or bullying new salespeople. No doubt you’ve seen your share of bad behaviour over the years. Such behaviour must be stepped on quickly.

Some leaders say, “I’m too soft“. Leaders who say that they are ‘soft’ shouldn’t . . .   more →

Discipline

Discipline. It can be the difference between success and failure. Disciplined leaders produce disciplined salespeople. The team ultimately mirrors its leader.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that we don’t have to be disciplined in all areas of our life, but as long as we are disciplined in the . . .   more →

The Enemy of Success

There are many traits people possess that can be regarded as enemies of success. The obvious one is lack of integrity. For me, that is top of the list.

But let’s talk about another enemy of success, one that occurs daily for many salespeople:

Procrastination.

How many opportunities are wasted by salespeople waiting for the time to be . . .   more →

You First

In this short sales session, real estate agency profit consultant, Gary Pittard, delves into what it takes to reverse a sales performance slump. And it’s not what you may think – instead of focusing on actions, look first at the real issues.

It is easy to jump straight in and talk about actions. Sure, actions and . . .   more →

Time, Attention and Care

I recently read an industry article about remuneration for salespeople, discussing which was best: salaries or commission-only.

While I do not intend to argue that point now, a comment from an industry leader caused me concern.

This leader said that commission-only percentages varied widely, but the common rule of thumb was that the higher the commission, the less . . .   more →

Leader and Coach

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the dual roles of leader and coach.

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Two Lessons From the Pandemic

There can be no doubt that the pandemic, now in its second year, has disrupted business and the economy.

The real estate industry has been less affected than, say, tourism and entertainment, but the pandemic has still led to periodic restrictions on how we go about our daily business life.

But is it all bad news? For . . .   more →

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 . . .   more →

How Much Is Your Sales Department Worth?

I am not telling you anything you don’t know when I say that rent rolls sell for big money. But what about your sales department – how much is it worth?

Many, if not most, real estate agency owners place little value on their sales department. They believe their sales department isn’t as valuable as their . . .   more →

The Lonely Leader

In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the life of the lonely leader.

They say it’s lonely at the top. But many leaders are lonely, not because of the nature of the position, but because they don’t have a team. And the reason they do not have a team . . .   more →

Used to Low Numbers?

Do you remember the days when salespeople used to list large numbers of properties – eight or more every month? We seldom see numbers like these anymore – salespeople have become used to low numbers.

Many years ago we coined the term, “Take care of the numbers and the dollars will take care of themselves“. This . . .   more →

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 . . .   more →