Leadership success hinges on the messages we send to our people, whether or not we realise that we are sending messages all the time. I learned many years ago that our kids watch what we do and pay more attention to our actions than they do to what we say. I think team members are much the same. Actions speak volumes. So does inaction.
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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“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, founder of salesgravy.com and author of Fanatical Prospecting, wrote that there are many sales trainers who offer all kinds of schemes designed to remove the need to prospect. He says that this is music to the ears of failing salespeople, who would rather look for a silver bullet than prospect. Good news is not always the right news, however.
There is no avoiding it:
If you want to be a winning salesperson you need to fill your pipeline with prospects. Seeking new business is a no-brainer for superstars. Continue reading Good News, but not the Right News
I saw this description on an agency’s Twitter feed: “Experienced agency. No rookies… [Agency name] has been providing service to…”
It made me think. Time in the industry – “experience” is no indicator of performance. Among the clients that attend Pittard real estate training, we can cite many examples of rookies who outperform so called experienced people.
Just one example is Jessica Chea from First National Waverley City in Glen Waverley, a Melbourne suburb. She wrote $1.2 million in fees in twelve months. At the time, she had been in real estate for a total of 14 months. In the twelve months that followed, Jessica wrote $1.8 million in fees and won Beginner to Winner at the Australasian Real Estate Awards. Continue reading No Rookies, No Future
They say it’s lonely at the top. But for many leaders they are lonely, not because the nature of the position, but because they don’t have a team. And the reason leaders do not have a team is that they have never fully devoted themselves to building a winning team.
If you don’t have a winning team it is always lonely at the top, because there is nobody at the bottom. In order to call yourself a leader, you must have followers. It’s an essential requirement! Continue reading The Lonely Leader
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