You cannot watch, listen to, or read the news for long without being bombarded with bad news, gloomy forecasts and general negativity. Bad news sells.
Let too much of it into your head, and your performance will suffer. I believe that in life we get the ‘negatives’ for nothing. We must work for the positive. We must consciously . . . more →
To succeed, says real estate agency profit consultant, Gary Pittard, we must be masters of our chosen fields. He quotes author Robert Greene, who says that we . . . more →
If you want to get your new sales recruits off to a flying start, first teach them the essential actions – those necessary to succeed – and then help them formulate a plan loaded with those essential actions. Then follow up and ensure they are being done.
Essential actions are non-negotiable. . . . more →
There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short leadership session, real estate agency profit consultant, Gary Pittard, says that winners thrive on positive pressure, while mediocre performers detest it. But do you want mediocrity on your team?
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In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold their people accountable. That is, accountable for doing winning actions, in large quantities, on a regular basis.
In Sales, there are right actions and wrong actions. The right actions . . . more →
Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, “Why should I list with you?” They are testing you, and you have better pass or lose the business.
In this short real estate sales session, real estate agency profit consultant, Gary Pittard, . . . more →
Take a minute and look around your agency. Everybody looks busy, don’t they? But are you making money? Are they making money? If you’re not careful, you may mistake busyness with production. Remember – not all activity is created equal!
In all jobs, including yours, there are only two types of activity:
ACTIVITIES THAT LEAD TO RESULTS . . . more →
One of the top three greatest real estate excuses of all time is: “You can’t find good people!” In this leadership session, real estate agency profit consultant, Gary Pittard gives a compelling reason why most real estate agencies fail to build winning teams: they are unattractive companies.
Never utter those profit-killing words, “You can’t find . . . more →
To people of integrity, their word is their bond. They do what they say, when they said they’d do it, how they said they’d do it. People of integrity realise that those who promise are in debt.
When I say that our word should be our bond, I mean in matters large and small.
If we say we . . . more →
People who are successful in their chosen fields do more of the right actions every day, over the long term. In this short real estate sales session, real estate agency profit consultant Gary Pittard says that, while most people know what the right actions are, many seem incapable of performing the right actions for . . . more →
In my experience as a real estate agency profit consultant, I’ve seen many real estate businesses in grave financial trouble, and many spend themselves into oblivion. For businesses to survive and thrive, they must be built on solid financial foundations.
This is explained in depth in our four-day presentation of the Agency Profit System®, but here are . . . more →
Have you ever noticed how some people say five sentences when a ‘Yes’ or ‘No’ would have sufficed? Some people speak a lot but say little. Real estate agencies cannot afford to have team members like that.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that salespeople who waffle confuse . . . more →
Some people say you must love your work. I agree that this is desirable, but it’s not always realistic. Pursuing this ideal could cost you a great career.
Author Larry Winget says you don’t have to love what you do, but if you accept payment to do a job, whether you love it or not, you have . . . more →
Written and video reviews are essential. To quote one winning salesperson: “These days, clients go online and do research on you. At the listing presentation, they verify what they already know”. She’s right. Real estate agents who pay little heed to client reviews will lose many listings to their opposition.
And those reviews must be . . . more →
Of all sayings, I despise this the most: “If it ain’t broke, don’t fix it”.
I have heard people use this phrase as justification for not training, not leading, not prospecting, not developing a team, as justification for leaving things exactly as they are.
To illustrate how stupid and dangerous this is, let’s apply it to your . . . more →
What most real estate agents refer to as ‘Marketing’ is really nothing more than ‘Advertising’. Advertising is just one small component of the large umbrella that is Marketing. Agents place ads on property portals, they erect signs and distribute leaflets, but these are all advertising. What other MARKETING do they do? Not much really.
In . . . more →
Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in the field. A few topics were offered and dispatched quickly as the solutions were obvious.
I then read to the audience a field challenge submitted by email and asked the audience if that challenge affected anybody. . . . more →
“Every task is accomplished piece by piece, and every problem is solved one by one. ‘Problem Stacking’ is a sure way to get nothing done”, says real estate agency profit consultant, Gary Pittard.
In this short sales session, Gary explains that when we stack our problems, we focus on how much there is to do . . . more →
In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: “Work on your business, not in your business”. A lot of us were very excited to hear that.
I still am. However, I saw a few people send their business bankrupt and then blame Gerber’s maxim. Let me make it . . . more →
It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real estate agency profit consultant, Gary Pittard, asks, “Whose bright idea is this?”
How would you feel if you went to a doctor who qualified in 1960, but who never attended a training . . . more →
Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they’ve won, the results they’ve had. The trouble is, too many salespeople make the presentation all about themselves.
Whether your clients are buyers, sellers, landlords or tenants, they are all out to look . . . more →