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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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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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

Hiring – Don’t Be a Heart Buyer

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.

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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.

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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!

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Incompetence Comes First

failure_attitudeWhat is your attitude to failure?

I fear that our school days did not equip us with a healthy respect for failure and its role in the pursuit of success.

At school we learned that getting things wrong is bad. We were taught to commit seemingly endless facts to memory for regurgitation at exam time. Then we were either right or wrong. Wrong was bad. It could see you repeat a year if you were wrong often enough.

The real world is different, or it should be.

To master anything, you will probably do it poorly before you ever do it well.

Are you willing to risk failure? If you aren’t, you are going to find it hard to succeed at anything worthwhile.

We must be willing to be incompetent if we ever hope to be competent.

To fail means to risk embarrassment, to feel stupid, to get annoyed with ourselves – not positive emotions, granted – but we must also seek out the lesson contained in the failure:

  • What did we do right?
  • What could we have done better?
  • How can we do it better?
  • Do we need to seek help?

If we asked these questions every time we failed at something, took positive steps to learn from our mistakes, and persisted, then mastery is only a matter of time.

Salespeople who fear failure will avoid putting themselves in a position where they can fail, and so deny themselves an opportunity to learn and grow.

These people pay the ultimate price: regret. They look back at what they could have accomplished if only they had risked failure – If only I had… is a sad situation to be in towards the end of your life.

I’m not going to say you can do anything you put your mind to. You can’t. Neither can I. But there are many things we can learn to do well, rewarding and fulfilling things, if only we will risk being incompetent in the beginning.

Success awaits those who risk failure, who persist, and who learn along the way.

 

A Brilliant Future

Everybody wants to be successful, but how many are willing to do what it takes to get there? In this short sales session real estate sales trainer, Gary Pittard, shares 5 steps to a brilliant future. Follow them and you may be amazed at how better life goes for you.

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

Fun

fun

We all like to have fun, but you can have too much of it, and too little.

Too much fun

Salespeople occupy their positions for one purpose: to make sales.When there is too much fun in the office it can often be at the expense of results. Leaders tread a fine line between balancing results while still making their offices a happy place to work.

Notice that I said ‘happy’ and not ‘fun’. Happy offices are not always fun offices. Sometimes the team focuses on work, happily, because everybody is pulling in the one direction without office politics, hidden agenda, or other negative issues chipping away at morale. Continue reading Fun

Pretend To Be Poor

Real estate sales and leadership trainer, Gary Pittard, says, “I have seen many people go broke because they spent more money than they earned. While their credit lasted, they pretended to be rich. But the day always comes when it’s time to pay the piper. Out the back door go the big spenders”.

A smarter strategy is to pretend to be poor. Avoid debt, save hard, and buy as much as you can with cash, not credit. In this short leadership session, Gary Pittard shows that by pretending to be poor, you never will be.

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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.


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The Entry Level to Success

work_hardI was talking with some winners, real estate agency business owners, at one of our Winning Ways seminars. They mentioned hearing some industry speakers who all shared one common theme: “Work hard“.

One of them said something telling: “Work hard? That’s the entry level to success. If you want to be successful at anything, you have to work hard, but you must work hard on the right things“.

The world is full of hardworking plodders who never achieve any real material success in their lives. I am not saying that true success is all about material success, it is not, but let’s face it, life is so much better if you have some material wealth to contribute to your enjoyment of life.

Is anything holding you back?

Some people have a Poverty Consciousness. They cannot bring themselves to believe that they deserve any of life’s little luxuries. This is usually linked to low self-esteem.

Either one on their own is enough to put the brakes on anyone’s journey to greatness, but the two together make it even tougher to succeed.

Such people are most often the ones who never set goals, never formulate plans and, even if they do these things, do so half-heartedly so that when they inevitably fail to reach their ‘goals’ they can say, See, I tried that but it didn’t work.

Serious About Success

Over the years I have seen many people come and go from the real estate industry. I have seldom seen any who were serious about success over the long term. They allowed something to hold them back, but in many cases it was not the willingness to work hard.

I agree with my friend’s comment about hard work being the entry level to success. There is a saying that says, “Take an incompetent person and get that person to work hard. All you have is a hardworking idiot“. Harsh, I know, but oh so true.

Never let anyone put you down, convince you that you cannot succeed. You CAN succeed, but it takes more than hard work.

Design your own vision of success. Make it a complete picture – not only material wealth, but also the things that truly contribute to a full and happy life.

Now plan that future – to the decade, year, quarter, month, week and day. Set goals, write Affirmations, and now work hard, every day on actions that take you closer to your vision.

Success won’t just happen. And hard work won’t get you there UNTIL you know where ‘there’ is.

Stock Pricing – It Pays To Be Aware

Rarely will salespeople say, “My listings aren’t selling because they are overpriced”, yet this is the reason why properties do not sell. In this short leadership session, real estate business owners and brokers are advised to take the focus off the market and put it onto the real reason why their agencies’ properties are not selling: overpriced stock. Real estate sales and leadership trainer, Gary Pittard, gives agency leaders some ideas on how to get stock priced to sell. Hint: it begins with awareness.

The Hard Way

hard_way
When it comes to success, there is the easier way, and the hard way. Note that I said, “easier“, and not “easy“. Success is never easy, but some routes to success are easier than others.
Many choose the hard way. This is the way with no goals, no plans, and no focused action. People who choose this way go to ‘work’ each day and drift. These are the people who are most often heard saying, “I’m going to do some prospecting” or “I’m going to make some calls“.

How much prospecting? How many calls? When will these tasks be completed? What result is expected from this activity? Drifters never consider these questions. They’ve chosen the hard way.

The easier way appears to be harder, but because it leads to focused competent action, it proves to be the easier way to long term success.

This is success by design.

People who choose this road to success first decide what success means to them. They design their ‘big picture’ by setting goals and deciding upon deadlines to reach them. Continue reading The Hard Way