Growth appears to enjoy good press, but is it always a good thing? I don’t think so. Here are two examples.
A person contacted me saying that he was thinking of opening a real estate agency. He and his wife had another business that still required a good deal of input from them both and would for the foreseeable future. I advised him not to open just yet – wait until the other business was profitable, established, and didn’t need input from the one who was going to run the real estate agency. They opened anyway. Now they are nearly broke.
Another couple has a real estate business and wants to move into another town. Their first business still needs work to make it consistently profitable and it needs a lot of input to get the team right. Some people need to be terminated, some need to lift their game, and others need to be hired and put on a path to peak performance. Continue reading Growth Isn’t Always Good
Real estate business consultant and author of Why Winners Win, Gary Pittard, acknowledges that this title is a negative one, but success is not always about doing the right actions: it is just as important to stop doing certain actions. Real estate businesses are notorious for ‘following the herd’. They offer clients few, if any, points of difference. This short leadership session will guide you on what to stop doing and on what to do to boost your real estate agency’s profit.
“You reap what you sow. If you go through life sowing seeds of inconsistency, shortcuts, compromises, and minimum effort, then you shouldn’t be surprised when you reap a banquet of mediocrity. You are responsible for your decisions, actions, and results; therefore, if you do not like what you are reaping, quit blaming the world, and start sowing something else.”
It’s Not Rocket Science: 4 Simple Strategies for Mastering the Art of Execution
by Dave Anderson
Responsibility is the cornerstone of great leadership. When we take responsibility for our present circumstances, we hand ourselves the control to change those circumstances. We begin to sow the seeds of success. Continue reading The Seeds We Sow
“In reality, the last thing most organizations need is another goal they will miss because their people cannot execute, often simply because they were never taught how.”
It’s Not Rocket Science: 4 Simple Strategies for Mastering the Art of Execution by Dave Anderson
I am a fan of Dave Anderson’s work. I have been promoting Up Your Business to our agency leaders for many years. His new book It’s Not Rocket Science is also a must-read. I interviewed Dave on Pittard TV in August and was reminded about how much he knows about business and leadership. Continue reading Execute Or Be Executed
Real estate leadership can be tough. Things don’t always go as planned. At times like this, it’s easy to complain: salespeople aren’t doing the right actions; salespeople aren’t performing; the market is tough; listings are tight; we’re not getting called in; you can’t find good people; etc.
But where does this get you?
Complaining fixes nothing. As leaders, we must be decisive. We must decide on the direction in which we want to take our company, and then follow up with purposeful action. Direction (goals and planning), and then action will take you further than complaining ever will.Continue reading Direction and Action
Gary Pittard, business adviser and author of Why Winners Win – what it takes to be successful in business and life, says, “Some things in life are non-negotiable. Three of them are the steps to profit.” Although the three steps to profit that Gary explains do not exact a high price, they are compulsory if you are to enjoy high profit in your business. Performing these steps won’t kill you; they only require sustained application.
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.
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.
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.
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
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.
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.
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 experienced people.
Just one example is Jessica Chea from First National Waverley City in Glen Waverley, a Melbourne suburb. She wrote $1.2 million in fees in twelve months. At the time, she had been in real estate for a total of 14 months. In the twelve months that followed, Jessica wrote $1.8 million in fees and won Beginner to Winner at the Australasian Real Estate Awards. Continue reading No Rookies, No Future
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.
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 realised her challenge was far more complex. Leadership was desperately needed, but not just strong leadership – understanding, compassion and respect were also required. Continue reading So What, Now What?
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.
Real estate agency owners and leaders often complain that it is difficult to get salespeople to perform winning actions that lead to results. They have also been known to complain that it is hard to get salespeople to focus. When salespeople are not held accountable for their actions, their level of winning actions is likely to be low. In this short leadership session real estate trainer, Gary Pittard, provides insights into how to hold salespeople accountable and how to increase their results.
The old real estate joke, “Here’s your desk, here’s your phone, good luck – you’re on your own” is no joke in some offices. ‘Sink or swim’ is the hard way to begin a career, but in many offices it’s a sad fact of life.
Just as bad for a budding recruit is outdated and ineffective real estate training – recycled ideas dressed up as new.
Don’t get me wrong – the basics of real estate training never change, but some training methods didn’t work the first time around, so dressing them up to look new won’t make them work any better the next time.
If you want your new recruits to get off to a flying start and climb to greatness, it is essential that you forge a bond with each of your people. You do this at the individual level, and not with the team as a whole. That comes later.
A team is a group of individuals who work together as a team. The beginning of team success lies with your success in bringing out the best in each individual that makes up the team. You do this one-on-one in individual coaching sessions.
Training and Coaching is the Fourth Essential Element in our real estate agency business system Agency Profit System. We believe that training and coaching has been the missing link in team leadership.
Leaders often spend more time talking to their people in groups than they do one-on-one. Often, little attention is given to the new recruit. It’s even worse for experienced people, who are expected to know what to do from the first day they join their new company.
Every new recruit, experienced or not, needs a certain amount of one-on-one time with their new leader. This should continue for as long as these individuals remain with the company. You must also get to know each team member’s spouse. Real estate can affect relationships if the spouse is not supportive.
The highest calling of leadership is to bring out the best in your people. You need training systems to do this effectively.
Do you have these systems in place?
Hiring and Selection systems – to ensure you choose the best people at the beginning
Start-up systems, beginning from the recruit’s first day
Training systems, where they learn about the company’s culture, procedures, and methods of dealing with clients
Ongoing training that is relevant, convenient, and in video, audio and written format
Real estate training that is suitable to all skill levels, from beginner to pro
One-on-one session systems to keep you focused on helping your people to perform better
This is only a small sample of the real estate training and development systems you need if you want to build a winning team.
Individuals, when you have enough of them, become a group of individuals. It takes a leader to turn this group into a team. To do so, the leader must have a good relationship with team members and their spouses. This occurs over time through care, the gift of the leader’s time, and through support at the individual level.
Never allow your team members to sink or swim. Care enough about them to help them grow into their roles and to achieve their goals. Be their trainer and coach. Then focus on the team.
In this short leadership session real estate leadership and sales trainer, Gary Pittard, shares Sheila Murray Bethel’s Ten Statements for Change and Growth. Leadership is not always easy. By defining our values as leaders, and as human beings, we set ethical and moral boundaries, something that all leaders should do.