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.
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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 . . . more →
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 . . . more →
In 30 years I have interviewed countless winners, and have noticed one big difference between winners and their mediocre counterparts:
Winners do the hard tasks. Winners understand that the hard tasks pay.
In truth, the ‘hard’ tasks aren’t hard at all. Simply, salespeople don’t like doing these tasks so they avoid them. In their minds, they make . . . more →
“This is truly a great career. I wonder how many real estate salespeople actually appreciate the golden opportunity their real estate career offers them” says real estate agency profit consultant, Gary Pittard.
Gary believes that when you landed a position as a real estate salesperson, you won the lottery. Are you making the most of your winnings?
With another financial year behind us, it’s a good time to ponder: “Are you happy with your profit?”
Stating the obvious: Profit is the money you keep after expenses are paid. I’m compelled to mention this because the real estate industry and its systems focus on turnover. Turnover is not profit.
In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses Succession Planning. Many agency leaders talk about it, but when questioned about what they have done with their succession planning, Gary finds that often very little has been done.
Selling Rent Rolls is a relatively straightforward process, but sales departments can be . . . more →
A common complaint from leaders is that their salespeople lack focus. It has a been constant theme in my 30 years as a real estate agency profit consultant.
One leader said his salespeople had the attention span of a gnat.
A short attention span is not a problem for most people. Watch people doing leisure activities – things they . . . more →
Property sellers need accurate information from the market if they are to develop an understanding of the correct market price at which their property will sell.
According to real estate agency profit consultant, Gary Pittard, the way our industry goes about helping sellers understand the market is all wrong.
Many in our industry indulge in the disgusting . . . more →
This is a two-part article on the Do’s and Dont’s of hiring. Last month, we discussed the Hiring Don’ts. This month we look at the Hiring Do’s.
Hire for attitude
If you hire somebody with a bad attitude, this will poison your team. Author of Winning the War for Talent, Mandy Johnson, says that . . . more →
Real estate agency profit consultant, Gary Pittard, recommends that leaders give their salespeople knowledge tests, yearly at least. If you think that excessive, remember that salespeople get tested all the time. Every time a seller asks, “Why should I list with you?”, the salesperson is tested. Do you want them to respond with the right . . . more →
Below are snippets are from surveys conducted by Roy Morgan over a 17-year period. I have been following these surveys for 25 years and note the position of our industry moves very little in the list of most trusted professions.
Most Respected Professions: Nurses, Pharmacists and Doctors
Least Respected: Car Salesmen, Journalists and Real Estate Agents.
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In this short sales session, real estate agency profit consultant, Gary Pittard, discusses happiness and its relevance to real estate sales. Happiness is relative – what makes me happy might not make you happy. A win-win outcome is likely if you ask questions, find out what the clients really want and use that knowledge . . . more →
This is a two-part article on the do’s and don’ts of hiring. In this issue, we will discuss Hiring Don’ts. Next month we will cover Hiring Do’s.
First a question: Do you believe successful hiring is an art or a science?
Many real estate agency leaders will say that hiring is an art. Without effective . . . more →
Social media marketing is, or should be, a company function, and not a task undertaken by individual salespeople. Real estate agency profit consultant, Gary Pittard, says, “The pretence of social media is that it is a viable replacement for prospecting. It is not.” In this short leadership session, we discuss the folly of wasting . . . more →
Let’s give some thought to how we can make more sales despite the gloom and doom about the current state of the real estate market in many regions.
Reality
The market is your reality. As professionals, we must learn to thrive in all markets, whether booming, static, or down-turning. If you don’t like the reality of this . . . more →
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of clear and precise communication. He also points out the dangers of failing to push the ‘pause button’, instead sending abusive messages that you may later come to regret. Negotiation is the Game of Life, says author Chester Karrass. . . . more →
Here in the digital world of the 21st century, let’s give some thought to happy client reviews and, in particular, how we use them.
Some salespeople appear to be more interested in seeing their ‘names in lights’ on sites like the major property portals and Rate My Agent.
Less, if any, attention is given to Google and . . . more →
In his final ill-fated expedition in Africa, explorer Henry Stanley paid the ultimate price for straying from his usual practice – he didn’t choose his people and he didn’t know them. This short leadership session from real estate agency profit consultant Gary Pittard reminds us of the importance of knowing and encouraging our people.
A change in the market has exposed many of those who looked like winners during the boom. Back then, it was easy to look like a hero – if you could get the listings and held onto them long enough, prices would rise to the sellers’ enthusiastic expectations and you’d make a sale.
Times have changed. . . . more →
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the professional salesperson. That difference can be summed up in one word: understanding. The more you understand your clients’ needs, the better placed you are to not only make a sale, but to . . . more →