The Leadership Curse

Business leaders are faced with many challenges, but for some, overcoming the Leadership Curse should be their number one priority. In this leadership session, real estate business consultant and author of Why Winners Win, Gary Pittard, explains what the Leadership Curse is, and what needs to be done to eradicate it.

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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

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

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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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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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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What Messages Are You Sending Your Team?

team_message

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.

  • Fail to say something when you catch a team member indulging in behaviour that is unacceptable and you silently endorse it. Inaction is an endorsement.

Continue reading What Messages Are You Sending Your Team?

You Pay For Action

you_pay_for_action

Almost everybody on the team knows what they have to do – Property Managers, Receptionists, Secretaries, BDMs; etc.

The reason they know what they have to do is because these roles have clear job descriptions. The people in these roles know what they have to do and they know that any competent leader will not accept paying salaries to people who do not perform their roles competently. Continue reading You Pay For Action

The Leaders Choice

Regardless of the success a real estate agency enjoys, whether flourishing or struggling, business owners have two options, and they must make a choice. In this short real estate leadership session, real estate business trainer, Gary Pittard discusses these choices and explains why one is a clear winner.

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The 600 Pound Gorilla

fun

All leaders want high performers, but sometimes we should be careful what we wish for. That high performer could be a 600 Pound Gorilla. You don’t want one of these!

High fee production is a must-have ingredient for all real estate salespeople, but it is not the only must-have ingredient.

Salespeople must also demonstrate:

  • A dedication to real estate training and to building skill
  • Team spirit and not ‘lone wolf’ behaviour
  • Support of the real estate agency leadership
  • A willingness to prospect when necessary
  • An understanding that the leads belong to the company and not the individual

Continue reading The 600 Pound Gorilla

The Leader’s Number One Job

With so many things a real estate agency leader must do, what is the number one job that must never be overlooked? In this short real estate leadership session, real estate trainer, Gary Pittard, explains what the number one job is, and highlights some of the areas where leaders should concentrate their efforts.

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Leadership Skill and the Mirror Principle

Your team is a mirror of you. Dynamic leader, dynamic team. Lazy leader, lazy team. In this short real estate leadership session, real estate sales trainer Gary Pittard discusses the importance of leadership skill and its effect on team performance.

A Major Law of Marketing


There are many laws of marketing, some more important than others. In this short leadership session real estate trainer, Gary Pittard, discusses one law that many real estate businesses violate every day – and it costs them profit. The remedy is not difficult, but it could give you a competitive edge, and many more listings and sales.

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Focus on the Important

You can be busy and yet not accomplish very much. Being busy does not mean being productive. In this short sales session real estate sales trainer, Gary Pittard, highlights the important activities that get results and advises that they be performed at the expense of lesser-urgent tasks. Time management gives you the opportunity to accomplish more in less time, giving you more leisure time too.

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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.

Sink or Swim Is the Hard Way

teamThe old real estate joke, “Here’s your desk, here’s your phone, good luck – you’re on your own” is no joke in some offices. ‘Sink or swim’ is the hard way to begin a career, but in many offices it’s a sad fact of life.

Just as bad for a budding recruit is outdated and ineffective real estate training – recycled ideas dressed up as new.

Don’t get me wrong – the basics of real estate training never change, but some training methods didn’t work the first time around, so dressing them up to look new won’t make them work any better the next time.

If you want your new recruits to get off to a flying start and climb to greatness, it is essential that you forge a bond with each of your people. You do this at the individual level, and not with the team as a whole. That comes later.

A team is a group of individuals who work together as a team. The beginning of team success lies with your success in bringing out the best in each individual that makes up the team. You do this one-on-one in individual coaching sessions.

Training and Coaching is the Fourth Essential Element in our real estate agency business system Agency Profit System. We believe that training and coaching has been the missing link in team leadership.

Leaders often spend more time talking to their people in groups than they do one-on-one. Often, little attention is given to the new recruit. It’s even worse for experienced people, who are expected to know what to do from the first day they join their new company.

Every new recruit, experienced or not, needs a certain amount of one-on-one time with their new leader. This should continue for as long as these individuals remain with the company. You must also get to know each team member’s spouse. Real estate can affect relationships if the spouse is not supportive.

The highest calling of leadership is to bring out the best in your people. You need training systems to do this effectively.

Do you have these systems in place?

  • Hiring and Selection systems – to ensure you choose the best people at the beginning
  • Start-up systems, beginning from the recruit’s first day
  • Training systems, where they learn about the company’s culture, procedures, and methods of dealing with clients
  • Ongoing training that is relevant, convenient, and in video, audio and written format
  • Real estate training that is suitable to all skill levels, from beginner to pro
  • One-on-one session systems to keep you focused on helping your people to perform better

This is only a small sample of the real estate training and development systems you need if you want to build a winning team.

Individuals, when you have enough of them, become a group of individuals. It takes a leader to turn this group into a team. To do so, the leader must have a good relationship with team members and their spouses. This occurs over time through care, the gift of the leader’s time, and through support at the individual level.

Never allow your team members to sink or swim. Care enough about them to help them grow into their roles and to achieve their goals. Be their trainer and coach. Then focus on the team.