The first activity winning real estate salespeople should focus on each day is lead generation. Finding Customers is a short real estate sales session presented by industry trainer, Gary Pittard, who explains the importance of moving prospecting higher up on your to do list.
Tag: Gary Pittard
Make Training Pay
Whether you use external training, use video or audio programs, or whether you or one of the team presents a training session, you must make your training pay.
By pay I mean that it should lead to results – listings and sales made because your team attended training. Leadership is the necessary ingredient to ensure . . . more →
You Don’t Have To Shout
A short real estate leadership session from industry trainer, Gary Pittard, explaining how shouting should be a leader’s last tool of choice. Bullies do not build great teams. Gary offers leadership tools that work. Intimidation is not one of them.
Coasters
People work in different ways and at different paces. It pays to know your personal work patterns.
Rare is the person who can work steadily for every working hour of every working day. Energy levels ebb and flow and work concentration ebbs and flows with it.
Many people are ‘Sprinters’ – . . . more →
Are You Under Pressure
Not all pressure is bad pressure. There is negative pressure, which should be avoided. But there is also positive pressure – the pressure we put on ourselves. In this short sales session, presented by real estate sales and leadership trainer, Gary Pittard, you will see that the pressure you put on yourself – pressure to . . . more →
The Phenomenal Few
“The phenomenal few can outperform, out-produce, and outpace the mediocre many”
Diane Kink
On a trip to Singapore, I met an agency leader who told me about the state of his business. He said that he had 1,000 salespeople (not a misprint!) who turned over $30 million . . . more →
Stock Pricing – It Pays To Be Aware
Rarely will salespeople say, “My listings aren’t selling because they are overpriced”, yet this is the reason why properties do not sell. In this short leadership session, real estate business owners and brokers are advised to take the focus off the market and put it onto the real reason why their agencies’ properties are not . . . more →
The Hard Way
When it comes to success, there is the easier way, and the hard way. Note that I said, “easier“, and not “easy“. Success is never easy, but some routes to success are easier than others.
Many choose the hard way. This is the way with no . . . more →
Keep Score
If Sales is a ‘numbers game’, then salespeople should know the numbers. This short sales session is presented by real estate sales and leadership trainer, Gary Pittard. Keep Score reveals the numbers and the ratios that salespeople must know if they want to earn a high income. Take off the blindfold. Keep score and know . . . more →
Fear Is Irrelevant
Leaders often complain that they cannot get their salespeople to perform winning actions – those necessary for sales success.
CALL RELUCTANCE is a term often used to describe the reasons for this unwillingness. It is a general term: Call Reluctance falls into several different categories, but all boil . . . more →
Shrinking is Not Always the Answer
If your sales team is too small, you are losing profit. Not only that, but you have no personnel buffer should a salesperson leave. If you have a team of two and one quits or is fired, your team size has fallen by 50 percent! In this short leadership session, real estate sales and leadership . . . more →
Hard Truths
CLIENT CARE – for many salespeople these are words they use often, but as we know actions speak louder than words.
Over and above service, client care means giving clients the right advice, whether or not it is in your best interests to do so. It means telling the . . . more →
Time For A Yearly Review
As the year 2014 winds to a close, now is the time when winning salespeople conduct a yearly review of their past year’s performance. They examine their ratios and other statistics and determine where improvement can be made. Knowing the statistics is a crucial element in goal setting. In this short sales session presented . . . more →
Online Buyers
Online buyers are a new breed. No doubt you know this, so let’s talk about some of the subtle differences between online buyers and those who telephone or visit the office – I will call these personal buyers.
Personal buyers most often give us their contact details and we . . . more →
The Sales Season
Many real estate agents decline listings as Christmas approaches. These agents believe that there are ‘selling seasons’. In this short leadership session, you will discover that EVERY DAY is the sales season. While other agents are playing, work and take over your area!
Show Ponies
Some real estate agents really look the part. Glossy brochures, impressive marketing delivered before, during and after listing presentations, luxurious offices, flash cars… you know the type.
Looking professional is a must, but professionalism goes far beyond appearance.
Agents who look good but who cannot back it up with competent . . . more →
In a Market Like This
Too often, the market is blamed for low sales performance. And if it’s not the market that is being blamed, it is sellers for being stubborn or buyers for being fussy. That’s no way to forge a winning career. We have to take responsibility for our results and never apportion blame on anyone or anything. . . . more →
Elements of Results Control
Owning a business carries many responsibilities. One responsibility many leaders give little consideration to is Results Control.
We can take responsibility for the direction in which we take our businesses, or we can blame the market. Most blame the market.
If you have been in business for 20 . . . more →
Breakthrough Negotiation
This short leadership session focuses on conflict resolution. Presented by real estate sales and leadership trainer, Gary Pittard, Breakthrough Negotiations gives you five techniques for preventing the escalation of hostile behavior during your negotiations. Leaders are often called upon to resolve conflict, as are salespeople. This short video will help you to be a better . . . more →
Before the Close
Closing has received a lot of bad press over the years. Many view closing as adversarial, thinking that if the closer ‘wins’, by default they have defeated the person they closed.
But closing is not like a Wild West gunfight, with six shooters at ten paces and only . . . more →