Would you pay somebody $9,400 to ‘hold the fort’ while you had a day off? If this sounds like an expensive day off to you prepare to be shocked: there are many leaders who pay this kind of money to non-performing salespeople for little more than the luxury of having somebody in the office . . . more →
Expensive Day Off
FAIRNESS Is A Great Sales Tool
Salespeople often blame their clients for indecision. Many prefer blame to taking responsibility for their lack of results. This approach doesn’t help the bank balance. Instead of thinking the worst of people, why not think the best?
I believe that most people are FAIR.
And…
IS A GREAT SALES TOOL.
Indecision has a cause. Sure, some people . . . more →
Measure and Improve
In any professional sport, whether it is AFL, Rugby League or Union, swimming, you name it, teams and individuals compete firstly with themselves.
Athletes know their Personal Best (PB). When athletes beat their PB, this new PB becomes the one to beat. Athletes measure their performances in relation to their PBs – as either falling . . . more →
Sack Your Dilberts
Attitude: we all know how important it is, but how often do we allow a person with a lousy attitude to get away with negativity or laziness without calling them on it?
Geoff Burch, in his excellent book, Writing On The Wall, said:
I have noticed recently that a few business books have used Dilbert cartoons to . . . more →
Listings Require Total Team Commitment
The most common complaint of real estate agents is that they don’t have enough listings. But it’s impossible to be short of listings when you have good prospecting systems in place.
In our Real Estate Agency Management Program, https://pittard.com.au/blog/wp-admin/post.php?post=525&action=editwe show attendees how to implement Permanent Listing Enquiry, which . . . more →
Is Door Knocking Still Effective?
According to an August Straw Poll in a Real Estate Business Bulletin, 47.5 percent of agents believe that door knocking is not effective.
Trainer, Peter Gilchrist, was quoted as saying that the last type of person a home owner wanted knocking uninvited at their front door was an agent. “I’d rather have Mormons knock on . . . more →
Unstick Your Stuck Stock
While visiting a real estate office in Perth recently, a salesperson told me that ‘all‘ the sellers he met wanted too much for their properties. He said, “Nobody is realistic – they all want too much and if they can’t get what they want, they won’t sell.”
Now I could have argued that thinking in absolutes . . . more →
Unattractive Company
Do you know one the Top Three Greatest Real Estate Excuses Of All Time?
You can’t find good people!
These are profit-killing words you should never utter, let alone believe.
If you truly believe that you cannot find good people, what you are really saying is that your company is no good. That’s nonsense. Why wouldn’t somebody . . . more →
Getting Past the Rhetoric
MBWA – management by walking around – is a good thing for leaders to do on occasions. It gives you an opportunity to listen to what your salespeople are saying to their clients. You may be unpleasantly surprised by what you hear.
“Yes Mrs Seller, our company’s service is terrific!”
“We’re the best!”
“We’ll get you the . . . more →
Clueless Negotiating
I recently saw a press release about a “new eBay-style platform which allows vendors to bypass agents” being launched by non-bank lender inTouch. The release said that the service was designed to deliver transparency and allow vendors to avoid paying agents’ fees.
Sounds fair enough: I don’t mind competition, and I especially respect good competition.
The founder . . . more →
Are You Doing Your Best
Are you doing your best? A good way to determine this is to look at your TARGETS and your progress toward achieving them.
Your targets should stretch you and they should be based on reality, not fanciful thinking about what you hope to get. Not only should you know how many listings, sales and asking price . . . more →
Cut To The Chase
We’ve just booked Rob Redenbach to present his seminar Straight Talkin’ Teams at our Winners Circle Workshops next month. The reason we engaged Rob is that we want to encourage within our team members a culture of straight talk – ‘cutting to the chase’ – in all communication.
Salespeople who waffle confuse clients and . . . more →
A Leadership Handicap
One of the biggest handicaps we face as leaders is that many of us are really salespeople. We think like good salespeople. Good salespeople, that is.
A good salesperson wants an instant result. It gives you a ‘high’. This is where a lot of us go wrong – we don’t knuckle down and take care of . . . more →
High, But Not Out Of Sight
Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn more than the ninety-five percent of people who don’t set goals.
Many people believe they have goals, not written down, but ‘in their heads’. This is nonsense. Goals . . . more →
The Most Important Journey
Life: it’s the most important journey you can embark upon. Have you mapped out where you want to go during your life’s journey? People spend more time planning their holidays than they spend planning their lives, which explains why so many people drift through their lives, accomplishing very little, complaining how tough life is. Isn’t . . . more →
Money In The Bank
What most real estate agents refer to as Marketing is really nothing more than Advertising. Advertising is just one small component of the large umbrella that is Marketing.
Agents place ads on websites, in newspapers, they erect signs, they place leaflets in letterboxes, but all of these are advertising. What other MARKETING do they do? Not . . . more →
Group Your Tasks
A few years ago, my wife bought four-flat pack wardrobes, which needed assembly. These times are not exact, but roughly it took me forty-five minutes to assemble the first wardrobe. The second took around thirty-five minutes, the third around twenty-five, and I finished the fourth in under twenty. The more I repeated the same task, . . . more →
Expenses and Results
Over the years many leaders have said, “My team loves me. They would die for me.” This was said when the office’s month-to-date results were pathetic. Your team does not have to die for you, but is it too much for you to expect it to sell for you?
Expenses are incurred by a business daily. . . . more →
Meeting Future and Immediate Sellers
How to become a ‘stand out’ with Potential and Existing Sellers.
Two questions that I always include in our sales program, Winning Ways – Real Estate Sales are “Who wants to sell?” This leads to the second question, “Which property can I list today?” These questions remind us how important it . . . more →
Whose Bright Idea Is This?
I recently attended in Sydney a leadership seminar presented by Professor John Adair. He was the first person ever to be awarded a chair in Leadership Studies by any university anywhere in the world. I thought he’d be worth listening to. He was. But only thirty-nine other people agreed. There was hardly anyone in the . . . more →
The Cost of a Cheque
When you write a cheque, you would do well to remember that money is about to leave your bank account. Before signing it, ask yourself, “What is this expense for?” If the cheque you are writing isn’t directly contributing to profit, chances are that you should seriously consider never agreeing to this type of expense . . . more →