Aim High

In this short sales session, real estate business consultant and author of Why Winners Win, Gary Pittard, illustrates how Adam McMahon, from Dignam Real Estate in Thirroul, NSW, Australia, lifted his performance from ordinary to extraordinary. Adam now produces fees in excess of $1.4 million, but earlier in his career he had difficulty getting past the “$100,000 barrier”. That was until Adam sought the advice of another winner who told him to aim high. Adam has never looked back.

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Plan Your Training


David Farrugia, from Macquarie Real Estate in Casula NSW, spoke at Pittard’s Real Estate Agents’ Convention in Brisbane, November 2016. He made many interesting points, including explaining how he plans his training. David trains ‘on purpose’.

Each month, David selects a topic and studies that topic only for the coming month.

For example, if he selects Communication, David will train for the month exclusively on communication. He will enter this into the search box on Pittard’s streaming portal, iTrain, and listen to or view every program he finds there on communication. He will go through his and his company’s extensive training libraries and find what he can on communication. His reading for the month will also be on this topic. Continue reading Plan Your Training

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.

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Growth Isn’t Always Good

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

How To Make Less Profit

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.

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Self-Management

We hear much about Time Management, but can we really manage time? Every one of us has the same 1,440 minutes each day. Why, then, do some people do more with their time than others?

The answer is that those people manage themselves and not time: They manage themselves within the time they have available.

The basic tool for self-management is a diary. It doesn’t matter whether you use a hard copy diary or an electronic calendar, what matters is how you use it. Continue reading Self-Management

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.

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The Blame Game

In preparation for her interview on Pittard TV on 19 January, I read Susan Scott’s book Fierce Leadership. I read her other book Fierce Conversations many years ago. Both are excellent books.

To clear up any misunderstanding Susan uses the word “fierce” to indicate conversations that we must have – those conversations that if left unsaid can lead to a deterioration in relationships and a loss of morale and productivity. Fierce in Susan’s context does NOT mean aggressive behaviour.

Accountability is a topic I covered in my post in December 2016. Susan’s thoughts on accountability are worth adding to my post. Continue reading The Blame Game

Your Path to Mastery

People who choose Sales as a career have three options when it comes to shaping their careers: 1. Do as little as possible and hope for success; 2. Put in the hours but not the study; 3. Work at becoming great. In this short sales session, real estate business consultant, Gary Pittard, says that we have a choice. Many real estate salespeople earn incomes around the poverty line. Selling real estate is the hardest way to make $50,000 but it is the best CAREER for making incomes of $200,000 plus. The path to mastery is the way to high income.

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The Seeds We Sow

“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

Hold People Accountable

One of the biggest complaints leaders make is that they cannot get their salespeople to focus on winning actions – those that lead to results. While some the problem is caused by that negative word, Can’t – if you say you can’t you are always right – much of the problem is caused because the leader does not hold his or her people accountable.

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Job Satisfaction – Do Your Best and Be Happy

It is a sad fact that there are more mediocre people selling real estate than there are winners. This probably applies to most professions. It is difficult to believe that mediocre performers are happy being that way, and they certainly cannot be stress-free. In this short sales session, real estate business consultant, Gary Pittard, explains that working toward being the best we can be makes us happy. We spend so much time working, why not work at being good at what we do and be happier as a result?

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Realistic Goals

Some people believe that by committing a goal to writing, the goal’s achievement is almost assured, provided you do the actions – are willing to pay the price. This is untrue. The goal must be realistic if you are going to achieve it. In this short sales session, real estate business consultant, Gary Pittard, explains what it takes to set achievable, worthwhile goals.

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Execute Or Be Executed

execute“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

Make Reality Your Ally

In his book, Put Your Dreams to the Test, Dr John Maxwell said, “When people’s talent does not match their dreams and they fail to recognise it, they will be forever working but never winning.” In this short real estate sales training session, Gary Pittard, business adviser and author of Why Winners Win – what it takes to be successful in business and life, explains that when we think that we are better than we are, we don’t train, and when we don’t train, we lose business through lack of skill. Training, practice, skill, and a good dose of reality are our allies.

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Direction and Action

direction_actionReal 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

Three Steps to Profit


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.

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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

Get the Listing

Gary Pittard, real estate business adviser and author of Why Winners Win – what it takes to be successful in business and life, says, “It always worries me when I hear salespeople say things such as, ‘I didn’t get the listing, but I have a great relationship with them. If they are going to list with anybody it will be with me.’ I immediately think, ‘That’s one listing lost to the competition'”. Walk out of a listing presentation without a signature, no matter how you dress it up, you failed. In this short real estate training session, Gary explains that while a good relationship is a good start, the ultimate goal of every presentation is to leave with the order, a signed listing. It is a good reminder of the importance of closing.

The Right Stuff

right_stuff“I had been at West Point with Thomas one year, and had known him later in the old army. He was a man of commanding appearance, slow and deliberate in speech and action; sensible, honest and brave. He possessed valuable soldierly qualities in an eminent degree. He gained the confidence of all who served under him, and almost their love. This implies a very valuable quality. It is a quality which calls out the most efficient services of the troops serving under the commander possessing it.”

Ulysses S. Grant describing Thomas Jefferson

 

The qualities Ulysses S. Grant describes in Thomas Jefferson certainly are the qualities that contribute to the making of a great leader. I sincerely hope that you never experience combat, but leadership is not limited to the battlefield. If you have a team, you are its leader. And to lead, you must be made up of the ‘right stuff’, qualities similar to those of Jefferson. Continue reading The Right Stuff