We all like to have fun, but you can have too much of it, and too little.
Too much fun
Salespeople occupy their positions for one purpose: to make sales.When there is too much fun in the office it can often be at the expense of results. Leaders tread a fine line between balancing results while still making their offices a happy place to work.
Notice that I said ‘happy’ and not ‘fun’. Happy offices are not always fun offices. Sometimes the team focuses on work, happily, because everybody is pulling in the one direction without office politics, hidden agenda, or other negative issues chipping away at morale. Continue reading Fun
No doubt you have heard people complain about their competition – cutting their fees, over-quoting to ‘buy’ the business and such. It happens. But complaining will not cause this behaviour to cease.
We are powerless over the behaviour of our competition.Respect them, sure, but don’t allow them to occupy any of your headspace.
I learned decades ago that we are powerless over the behaviour of others. The only person we can control is ourselves. By doing so, we choose our direction and do not allow our competitors any say in our destinies. Continue reading Competition
I was talking with some winners, real estate agency business owners, at one of our Winning Ways seminars. They mentioned hearing some industry speakers who all shared one common theme: “Work hard“.
One of them said something telling: “Work hard? That’s the entry level to success. If you want to be successful at anything, you have to work hard, but you must work hard on the right things“.
The world is full of hardworking plodders who never achieve any real material success in their lives. I am not saying that true success is all about material success, it is not, but let’s face it, life is so much better if you have some material wealth to contribute to your enjoyment of life.
Is anything holding you back?
Some people have a Poverty Consciousness. They cannot bring themselves to believe that they deserve any of life’s little luxuries. This is usually linked to low self-esteem.
Either one on their own is enough to put the brakes on anyone’s journey to greatness, but the two together make it even tougher to succeed.
Such people are most often the ones who never set goals, never formulate plans and, even if they do these things, do so half-heartedly so that when they inevitably fail to reach their ‘goals’ they can say, “See, I tried that but it didn’t work“.
Serious About Success
Over the years I have seen many people come and go from the real estate industry. I have seldom seen any who were serious about success over the long term. They allowed something to hold them back, but in many cases it was not the willingness to work hard.
I agree with my friend’s comment about hard work being the entry level to success. There is a saying that says, “Take an incompetent person and get that person to work hard. All you have is a hardworking idiot“. Harsh, I know, but oh so true.
Never let anyone put you down, convince you that you cannot succeed. You CAN succeed, but it takes more than hard work.
Design your own vision of success. Make it a complete picture – not only material wealth, but also the things that truly contribute to a full and happy life.
Now plan that future – to the decade, year, quarter, month, week and day. Set goals, write Affirmations, and now work hard, every day on actions that take you closer to your vision.
Success won’t just happen. And hard work won’t get you there UNTIL you know where ‘there’ is.
At the halfway point, have you ever found yourself uttering these words: “Where has the year gone?” If so, it is highly possible that you have wasted a lot of time during the first six months of the year. Real estate sales trainer, Gary Pittard, offers strategies to ensure that you make up for lost time (and results) by making the most of the next six months. You can attend as many real estate courses as you like, but if you waste time, you are not productive. “FIX IT NOW” is Gary Pittard’s advice!
I would set goals. I know that in order to focus for the long term, I have to be working toward something worthwhile. Goals give me focus.
I would plan. Mediocre people drift through their days, weeks, months and years. They are unfocused and have no direction. These people are often heard saying, “I can’t believe we’re almost at the end of the year!” Did they plan their poor performances, or was poor performance the result of failing to plan? Continue reading If I Was The Best Salesperson In The World
As we approach the halfway mark of the sales calendar year, now is time to review your progress towards your goals. A good performance review will highlight any areas where your sales performance has been deficient and encourage you to take corrective action NOW. In this short real estate sales session with Gary Pittard you will discover practical tips on how to increase your listings and sales.
“If you keep on doin’ what you’re doing, you’ll keep on getting what ya got.”
From a Sonia Lee song
Many real estate business owners struggle to make a profit from their sales departments.
Although the market is often blamed, my experience is that a leader who does not make profit in a ‘tough’ market fails to make a profit when the market improves. I believe that such leaders do not have an ‘eye’ for profit. Continue reading An Eye For Profit
Set goals, plan, study, apply what you learn, and persist at the right actions. Do this, and success for you is inevitable.
My late friend, Bede Donovan, used to say, “Don’t quit before the miracle happens“. I heard him give this advice often to people who were discouraged with some endeavour or another. Continue reading Keep Going!
In real estate sales there are ‘Closers’ and ‘Order Takers’. In this short sales session real estate trainer, Gary Pittard, explains the difference between Order Takers and winners. Professional Salespeople Are Leaders: winners first decide what is right for their clients and then they lead those clients to that understanding. Winners find out what is right for their clients and ask the clients to do it.
Think about all of the meetings you have ever attended during your business life. Were most a waste of time, if not downright tedious?
Without doubt, you have attended many meetings where you felt like homicide if they didn’t end soon. Perhaps you are gentler than me, but I know I have. These bad meetings should make us resolve to never run a meeting that deteriorates into time-wasting.
A real estate business should never be about merely surviving, but every leader needs tools to help them through tough times, and to prevent tough times from occurring where possible. In this short real estate leadership session, Gary Pittard will provide you with Six Must Do Survival Activities, activities that are sure to keep you ahead in the real estate business.
Think about the last time you planned a journey. Perhaps you are planning one now. Question: What is the first choice you make? Answer: You decide WHERE you want to go. You decide upon the destination.
Never would you plan a trip beginning with the itinerary – flights, hotels, transfers, tours. The destination is the first decision.
Companies go stale. Keep doing the same thing for long enough and eventually the company loses its edge. A complete reinvention can do wonders for team enthusiasm, market awareness, and public perception. Reinvention IS the spice of life. Well, corporate life at least.
How long has your company had its current logo? It might be time for an image update. I don’t mean change your name, although it might need to be brought into the 21st century. For example, in September 2014 Pittard Training Group changed to Pittard. Having ‘group’ in a company name was fine in the nineties, but these days it’s just that – nineties. So out it went. Continue reading Reinvention – The Spice of Life
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.
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.
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 selling: overpriced stock. Real estate sales and leadership trainer, Gary Pittard, gives agency leaders some ideas on how to get stock priced to sell. Hint: it begins with awareness.
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 goals, no plans, and no focused action. People who choose this way go to ‘work’ each day and drift. These are the people who are most often heard saying, “I’m going to do some prospecting” or “I’m going to make some calls“.
How much prospecting? How many calls? When will these tasks be completed? What result is expected from this activity? Drifters never consider these questions. They’ve chosen the hard way.
The easier way appears to be harder, but because it leads to focused competent action, it proves to be the easier way to long term success.
This is success by design.
People who choose this road to success first decide what success means to them. They design their ‘big picture’ by setting goals and deciding upon deadlines to reach them. Continue reading The Hard Way