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 . . . more →
Tag: Pittard
You First
I 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 . . . more →
What Messages Are You Sending Your Team?
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 . . . more →
Hiring – Don’t Be a Heart Buyer
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 . . . more →
Good News, but not the Right News
“These experts preach to all who will listen that prospecting—proactively pursuing prospects—no longer works. What’s particularly dangerous about this false teaching is that it is exactly what the struggling, reactive salesperson wants to hear.”
Jeb Blount
Fanatical Prospecting
Fanatical Prospecting
Jeb Blount, founder of salesgravy.com and author of Fanatical Prospecting, wrote that there are many sales trainers . . . more →
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 . . . more →
The Perfect Sprint Technique
I 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 . . . more →
Excellence in Real Estate Sales
Real Estate Sales is not an easy profession to master. Most people who enter the profession do not succeed. Most people selling real estate today are not succeeding, despite appearances. In this short real estate sales training session, Gary Pittard discusses why people fail and offers some points on how to succeed.
https://pittard.com.au/
https://www.youtube.com/user/PittardTraining
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The 600 Pound Gorilla
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 . . . more →
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.
Game On
Like it or not, Sales is an emotional game. When we present we appeal to our clients’ emotions. They make decisions emotionally, not logically.
Our own emotions can also affect our performance as presenters. The listing presentation is ‘Game On’ and in these days of high selling fees, we risk a large amount of money if . . . more →
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 . . . more →
No Rookies, No Future
I saw this description on an agency’s Twitter feed: “Experienced agency. No rookies… [Agency name] has been providing service to…”
It made me think. Time in the industry – “experience” is no indicator of performance. Among the clients that attend Pittard real estate training, we can cite many examples of rookies who outperform so called . . . more →
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?
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, . . . more →
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 →
So What, Now What?
I recently viewed a Ted Talk presented by Linda Cliatt-Wayman – How To Fix a Broken School. It packed many valuable leadership lessons into twenty short minutes.
Ms. Cliatt-Wayman turned around three schools that had been labeled “low-performing and persistently dangerous.”
She originally planned to lay down the law but soon . . . more →
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 . . . more →
Change – Are You Ready?
Times 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, . . . more →
Focus on the Important
You can be busy and yet not accomplish very much. Being busy does not mean being productive. In this short sales session real estate sales trainer, Gary Pittard, highlights the important activities that get results and advises that they be performed at the expense of lesser-urgent tasks. Time management gives you the opportunity to accomplish . . . more →
Bloated and Unprofitable
