The Right Stuff

right_stuff“I had been at West Point with Thomas one year, and had known him later in the old army. He was a man of commanding appearance, slow and deliberate in speech and action; sensible, honest and brave. He possessed valuable soldierly qualities in an eminent degree. He gained the confidence of all who served under him, and almost their love. This implies a very valuable quality. It is a quality which calls out the most efficient services of the troops serving under the commander possessing it.”

Ulysses S. Grant describing Thomas Jefferson

 

The qualities Ulysses S. Grant describes in Thomas Jefferson certainly are the qualities that contribute to the making of a great leader. I sincerely hope that you never experience combat, but leadership is not limited to the battlefield. If you have a team, you are its leader. And to lead, you must be made up of the

Profit and Your List-To-Sell Ratio

One of the most important factors in your agency’s success is the list-to-sell ratio. In this short leadership session, Gary Pittard, business adviser and author of Why Winners Win – what it takes to be successful in business and life, explains that if you want more profit, without increasing your expenses, you must do more with the leads you have. Know your office’s list-to-sell ratio and constantly work on improving it. In addition to a high List-To-Sell Ratio, you must also achieve high client satisfaction. Gary Pittard offers some solid tips on how to boost real estate agency profit by paying attention to client satisfaction and to the office’s List-To-Sell Ratio.

You First

failure_attitudeI received a call from a winner who was worried about his fluctuating results. Having known this person for many years, I know that he is a winner and there is no doubt in my mind that he knew what needed to be done to reverse his slump.

In such circumstances, it is easy to jump straight in and talk about the actions he should be doing. Actions and results go together, so if the results aren’t right, the actions aren’t right. Everybody in real estate sales and leadership knows this.

But actions are a symptom. While the symptoms give an idea what the

What Messages Are You Sending Your Team?

team_message

Leadership success hinges on the messages we send to our people, whether or not we realise that we are sending messages all the time. I learned many years ago that our kids watch what we do and pay more attention to our actions than they do to what we say. I think team members are much the same. Actions speak volumes. So does inaction.

  • Fail to say something when you catch a team member indulging in behaviour that is unacceptable and you silently endorse it. Inaction is an endorsement.

Continue reading What Messages Are You Sending Your Team?

Hiring – Don

Desperate hirers are not good hirers. When we become desperate for staff we make rash, and often wrong, decisions. We hire with our hearts and not our heads. In this short leadership session, real estate business adviser and trainer, Gary Pittard, explains the importance of keeping our pipelines of potential winning team members full, so that desperate hiring doesn’t become the norm in your company.

https://pittard.com.au/
https://www.youtube.com/user/PittardTraining
https://twitter.com/garypittard
https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

You Pay For Action

you_pay_for_action

Almost everybody on the team knows what they have to do – Property Managers, Receptionists, Secretaries, BDMs; etc.

The reason they know what they have to do is because these roles have clear job descriptions. The people in these roles know what they have to do and they know that any competent leader will not accept paying salaries to people who do not perform their roles competently. Continue reading You Pay For Action

The Leaders Choice

Regardless of the success a real estate agency enjoys, whether flourishing or struggling, business owners have two options, and they must make a choice. In this short real estate leadership session, real estate business trainer, Gary Pittard discusses these choices and explains why one is a clear winner.

https://pittard.com.au/
https://www.youtube.com/user/PittardTraining
https://twitter.com/garypittard
https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

The Perfect Sprint Technique

perfect_sprint_techniqueget_in_the_go_zoneI spent time on the road with my friend, Mark McKeon, author of Get In The Go Zone, recently. Mark has spent much of his career as a high performance coach for athletes, and was recently inducted into the Collingwood Hall of Fame.

Mark suggests that we take control of ourselves and our day-to-day work habits. One message that many of our people swear by is to have daily Go Zones – time blocks where we work at a high intensity, focusing only on important work.

He recommends a one-hour Go Zone per day, or two-hour Go Zones several times a week. A Go Zone is the perfect sprint technique. Continue reading The Perfect Sprint Technique

The 600 Pound Gorilla

fun

All leaders want high performers, but sometimes we should be careful what we wish for. That high performer could be a 600 Pound Gorilla. You don’t want one of these!

High fee production is a must-have ingredient for all real estate salespeople, but it is not the only must-have ingredient.

Salespeople must also demonstrate:

  • A dedication to real estate training and to building skill
  • Team spirit and not

The Leader’s Number One Job

With so many things a real estate agency leader must do, what is the number one job that must never be overlooked? In this short real estate leadership session, real estate trainer, Gary Pittard, explains what the number one job is, and highlights some of the areas where leaders should concentrate their efforts.

https://pittard.com.au/
https://www.youtube.com/user/PittardTraining
https://twitter.com/garypittard
https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

Choices

At every stage of life, in both our business and our personal lives, we have choices to make. We can choose to be positive, or we can choose to be negative. We can choose to work or to be lazy. In this short real estate sales training session, Gary Pittard explains that we have more options than we may think. Some decisions are better than others.

https://pittard.com.au/
https://www.youtube.com/user/PittardTraining
https://twitter.com/garypittard
https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

Leadership Skill and the Mirror Principle

Your team is a mirror of you. Dynamic leader, dynamic team. Lazy leader, lazy team. In this short real estate leadership session, real estate sales trainer Gary Pittard discusses the importance of leadership skill and its effect on team performance.

What Else Do We Do?

real_estate_sold

A common theme in real estate salespeople’s conversations is, “I’m too busy“, or “I’ve got a lot on“. Check in with those same salespeople at the end of the month and you will often find that their results were poor.

This begs the question, “Busy doing what?” Clearly, while these salespeople might have been busy, they have been busy on the wrong activities. Either that, or their actions were incompetent.

The key to getting more done is to simplify. Time management is not that hard – determine your priorities and work on those until completed. Continue reading What Else Do We Do?

How Today’s Winners Achieve Massive Success

If you want to achieve massive success in real estate sales, you must do the actions that mediocre people will not do. In this short sales session real estate sales trainer, Gary Pittard, discusses the actions that can make a huge difference in your listings and sales performance. Get more listings, and you will make more sales. This leads to a higher income. Find out how today’s winners achieve massive success!

https://pittard.com.au/
https://www.youtube.com/user/PittardTraining
https://twitter.com/garypittard
https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

A Major Law of Marketing


There are many laws of marketing, some more important than others. In this short leadership session real estate trainer, Gary Pittard, discusses one law that many real estate businesses violate every day – and it costs them profit. The remedy is not difficult, but it could give you a competitive edge, and many more listings and sales.

https://pittard.com.au/
https://www.youtube.com/user/PittardTraining
https://twitter.com/garypittard
https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

Change – Are You Ready?

changeTimes change. Nothing remains the same for long. One thing that is guaranteed to change at some point is the market. Markets change and salespeople need to change with them.

Gary Keller, Jay Papasan and Dave Jenks in their book “Shift – How Top Real Estate Agents Tackle Tough Times” said:

Agents must rethink, restructure, refresh, reenergize, and reinvent every aspect of their business. The ostrich approach guarantees extinction.

Are you ready for a change in your market? Continue reading Change – Are You Ready?