Saying ‘Yes’ When Others Are Saying ‘No’

There is an old saying which says, “If you want to be successful, just do the opposite to what the majority is doing”. My experience has been that this is often correct. Following the crowd can be unprofitable.

There is much business uncertainty surrounding the COVID-19 outbreak. This follows on from a prolonged drought, an unprecedented bushfire season and then floods in some areas. It would be an understatement to say that business confidence is low. If you doubt that, just look at the share market.

It is understandable that many real estate principals will feel the urge to hunker down, lowering expenses wherever possible. This is a smart move… TO A CERTAIN EXTENT.

You may be feeling the urge to hold off on recruiting new salespeople, and while this sounds reasonable in uncertain times, it could be the worst approach you can take. There are times when you should say ‘Yes’ when others are saying ‘No’.

Ask yourself, “Is there room on my team for GOOD salespeople?”.

The answer to this question should always be “YES!”.

If you agree with this, then active recruitment is the only way to find good salespeople. And this is the time to do it – at a time when everybody else is not recruiting.

Government restrictions permitting, in October Pittard releases its NEW Agency Profit System. This is a complete business system for building a profitable real estate business. It covers everything you need to know to make your real estate agency profitable – Culture, Financial Foundations, Cockpit instruments for measuring performance, Training & Coaching, Leading & Managing, Agency Profile & Listing Flow, and Recruitment.

We’ve been testing our new recruitment system for the past eight months, throughout these challenging times. Here are the results:

Out of 8 salespeople hired, 7 are producing solid results.

Seven winners from 8 hires – that’s an outstanding result.

It’s not the market that determines whether you will succeed in building a winning team, it’s the quality of your recruitment systems and your ability to lead.

To quote my friend, Dave Anderson, “You cannot shrink your way to Greatness”.

If you want to cut expenses,¬†remove salespeople from your team who will not do the actions necessary to succeed.¬†Those who won’t train, won’t prospect and thereby are not getting results. This will save you money and a lot of wasted energy.

Replace those people with enthusiastic new salespeople, recruited the right way.

Say ‘Yes’ when everybody else is saying ‘No’. Treat your competitors’ fear as an opportunity to grow your business and to dominate your service area.

And do phone me on +61 2 8217 8500 if you want help.

Gary Pittard

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