Real Estate Training Articles and Videos

Tag: sales training

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 . . .   more →

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 . . .   more →

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 . . .   more →

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, . . .   more →

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 . . .   more →

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 . . .   more →

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 . . .   more →

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 . . .   more →

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 . . .   more →

Try Something Different

Are 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 . . .   more →

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 . . .   more →

Profit and Your List-To-Sell Ratio

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 . . .   more →

You First

I 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 . . .   more →

Good News, but not the Right News

“These experts preach to all who will listen that prospecting—proactively pursuing prospects—no longer works. What’s particularly dangerous about this false teaching is that it is exactly what the struggling, reactive salesperson wants to hear.”

Jeb Blount
Fanatical Prospecting

Jeb Blount, founder of salesgravy.com and author of Fanatical Prospecting, wrote that there are many sales trainers . . .   more →

The Perfect Sprint Technique

I spent time on the road with my friend, Mark McKeon, author of Get In The Go Zone, recently. Mark has spent much of his career as a high performance coach for athletes, and was recently inducted into the Collingwood Hall of Fame.

Mark suggests that we take control of ourselves and our day-to-day work . . .   more →

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 . . .   more →

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 . . .   more →

What Else Do We Do?

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, . . .   more →

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 →

Change – Are You Ready?

Times change. Nothing remains the same for long. One thing that is guaranteed to change at some point is the market. Markets change and salespeople need to change with them.

Gary Keller, Jay Papasan and Dave Jenks in their book “Shift – How Top Real Estate Agents Tackle Tough Times” said:

Agents must rethink, restructure, refresh, . . .   more →