If you had to describe your ideal day, would you describe a day where you made a sale, perhaps two?
While this is understandable, and certainly a good day, it is far from ideal. Unless you achieve other vital results, days where you make a sale will be few. How often do ‘sale’ days happen for you now? Would you like more? Continue reading Your Ideal Day
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.
I couldn’t begin to estimate how many times real estate agency leaders have commented about another team saying something along the lines of, “She is lucky – she’s got a great team”.
It’s almost as though they think that all you need do is stick your head out the window and whistle, and winners will come running. You don’t whistle for winners, and luck has nothing to do with building a winning team. Continue reading You Don’t Whistle For Winners
When a team shows little regard for training, that lack of regard eventually manifests as poor results. In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that you don’t train for the sake of it – you train to WIN.
I was talking with a Diamond member of Pittard’s Winners Circle recently. The topic came around to telling sellers the truth about the likely selling prices of their properties.
This million-dollar producer said, “I tell sellers that in this market their properties will sell for $x. If they aren’t willing to price near that, I won’t take on their listing.” He hastened to add that he explains this to sellers more tactfully than that, but his point is that sellers must be told the truth about the likely selling price by their lister. Continue reading A Matter of Integrity
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.
In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that a team will never exceed its leader’s public expectations of the team. If the leader aims high, the team will do likewise. If the leader has low, or no, expectations the team will almost certainly be mediocre.
Agents who inflate the likely selling price with sellers in order to win the listing – who ‘buy the business’ – might get away with it during a boom market, but in a down market this horrible practice no longer works. Many agents paint themselves into a corner.
In our sales program, Winning Ways – A Smarter Sales Career, we teach real estate salespeople that when an agent quotes two figures to buyers by way of a range, the lowest price in that range becomes the de facto list price.Continue reading The Impossible Gap
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.
In this short leadership session, real estate agency profit consultant, Gary Pittard, points out the difference between great leaders and great pretenders.
If you want quality results, you need quality people. You don’t put your head out of your office window and whistle for winners: it takes hard work, over the long term, to find them, develop them, and to weed out those who do not fit the team.
Do your results fluctuate? Are they persistently low? Have you ever found yourself blaming outside forces, such as the market or difficult clients, for a run of bad luck? The good news is that this can be fixed.
“The 30–Day Rule states that the prospecting you do in this 30 day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales. Ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day”
Jeb Blount – Fanatical Prospecting
Where is your next listing coming from? If you don’t know, you’re heading for a performance slump. All salespeople should have a full pipeline of prospects – warm leads that will soon germinate into listings, then into sales, then into income. Continue reading Pipeline of Prospects
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the danger in allowing sellers to stay on the market overpriced for too long. Gary believes you have two weeks to get your listing priced to sell. Fail to do that and you risk losing the best buyers.
When the market turns down many agency leaders wisely cut expenses. But there is a right way and a wrong way to do this. Cut the wrong expenses and you will quickly lose profit.
Some expenses can be cut without affecting your income. We call these ‘fat’ expenses. Things like publications you don’t read. Stop expenses like this and you will be more profitable. Continue reading Marketing
Many salespeople either become sales managers or move into a leadership role as owners of their own real estate businesses. Gary Pittard, CEO of the real estate agency profit consultants, Pittard®, believes that author, Chris Lytle, is correct in calling these people, ‘the forgotten rookies’.
Leadership and Sales are different skills. To think that a great salesperson can lead a team without any leadership training is just as stupid as presuming that a great Flight Attendant can pilot the plane.
For salespeople-cum-leaders, the sales habit is hard to kick. But if you’re too busy selling and don’t spent enough time leading, you are on a fast track to low profit.