Contact Creates Contracts

In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains why staying in touch with clients is good business. Contact creates contacts. You must go out and meet people. This is the beginning of relationship building and salespeople who sit waiting for business to walk in the door are almost certainly stifling their careers. It’s an old adage, but still appropriate in the 21st century: TTP – Talk To People.

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

What If?

How has this past year been for you? Are you happy with what you have achieved? If not, why not? The only way results change is when actions change. Take last year’s actions into the new year, and you can guarantee that you will see the same results. In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, asks ‘What if’ you did things differently? He gives a list of winning actions which, if you do them, will boost your real estate sales performance.

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

Try Something Different

something_differentAre you happy with your results? I hope that with the end of the third quarter of the year looming, you are happy with your progress to date. And if you are, congratulations. Keep doing what you’re doing.

If you are not happy with your results, may I suggest that you try something different?

Stop doing things that aren’t working and start doing actions that are more productive. Continue reading Try Something Different

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 ‘disease’ might be, the symptoms themselves are not the ‘disease’. In medical terms, symptoms can indicate different diseases. In real estate sales terms, symptoms such as erratic actions and results can also be caused by different problems. Continue reading You First

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
https://twitter.com/garypittard
https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

Game On

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 we go into the ‘game’ without being fully prepared. This includes mental preparation.

If you aren’t on your game mentally, you may say the words you normally use at listing presentations, but your delivery will let you down. Continue reading Game On

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

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

Plan, or Slump: It’s Your Call

planWelcome to another new year.

Personally, I’m not fond of resolutions but I know many people are. I’d prefer commitments to resolutions, but I’m getting ahead of myself. Before we look forward into the new year, let’s spend some time thinking about the year that is now behind us.

How was this last year for you?

  • Were you happy with your results?
  • Did you set goals and achieve them?
  • Did you complete the year on target and relatively slump-free?

Continue reading Plan, or Slump: It’s Your Call

Future and Immediate Sellers

Are you having difficulty finding real estate home owners who are selling now? Successful real estate prospecting requires a lot more than just asking people if they want to sell. It requires skillful questioning that uncovers sellers’ true plans. In this short real estate training session, Gary Pittard will help you find more ‘now’ sellers from your prospecting efforts.

Relationship, Or No Sale

relationshipsWe hear more these days about the importance of relationships between salesperson and client. I applaud this way of thinking and have been advocating this for decades. When you think about it:

WHEN HAS SALES EVER NOT BEEN ABOUT RELATIONSHIPS?

There is a saying that says, “All things being equal, people will do business with people they like and trust. All things being not quite so equal, people will still do business with people they like and trust.

I truly believe that many salespeople glaze over when they hear the word “trust”. I have heard many remark that people are not as trusting as they used to be. Perhaps this is possible in the country, but not the city they say. Continue reading Relationship, Or No Sale

Language is Important

If you want to sell more properties, get more listings, and earn a higher income, you must become the best presenter you can possibly be. The best presenters are careful about the language they use. They choose their words carefully, never resorting to jargon when speaking with clients.

In this short real estate sales session, real estate trainer, Gary Pittard, shows why language is important and gives practical examples of how sloppy language can lead to misunderstanding, and to the loss of a listing or a sale.

Competition

competitionNo 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

Ten Reasons Salespeople Dont Get Listings

Salespeople often come up with all sorts of reasons why their results are low. Real estate sales trainer, Gary Pittard, believes that most of these reasons are not reasons: they are excuses. And as long as we continue making excuses, we continue justifying poor performance, thereby keeping our incomes low.

In this short sales session, Gary Pittard will show you ten real reasons why salespeople do not get listings, and gives sound advice on how to break free from excuse mode and get into results and action mode.

This short clip is a bite-sized real estate course designed to put you on the road to results!


https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

In Search of the New

search_new
I like technology as much as the next person. I consider myself an ‘early adopter’. But there is one trap for the unwary: you can become so occupied with the search for the new that you can take your eye off the basics.

At a recent real estate training conference, there was one theme common to many speakers:

TALK TO PEOPLE. Continue reading In Search of the New

The Magic of Numbers

“Sales is a numbers game”. We’ve all heard this saying, but have you ever thought just how important the numbers really are? In this short sales session, real estate sales trainer, Gary Pittard, shows why the numbers aren’t just important – get them right and they’re MAGIC! Improve the numbers and you improve your sales results, you will get more listings, make more sales, and earn a higher income.


https://www.facebook.com/gary.pittard
https://www.linkedin.com/in/garypittard

If I Was The Best Salesperson In The World

salespersonI 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

A Review Is In Order

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.

Keep Going!

PersistencePersistence is one of my favourite attributes.

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!