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 . . . more →
It doesn’t matter how good your real estate marketing may be, if the property is overpriced it will not sell. So much real estate agency profit is lost through advertising properties that have little hope of selling. In this short real estate sales training session, real estate trainer, Gary Pittard, reminds us that price is . . . more →
Discipline. It’s the difference between success and failure.
Disciplined leaders produce disciplined salespeople. The team ultimately mirrors its leader.
You would be forgiven for thinking this is not correct. For example, you may have a salesperson who produces great results, but whose office is a disaster. I can think of many like this – desks a . . . more →
Choosing the right technology for your business can be so confusing that many real estate agency leaders put it in the ‘Too Hard Basket’. In this short real estate leadership training session, real estate trainer, Gary Pittard, discusses the most important aspects of technology.
Salespeople waste an awful lot of time thinking about what they should be doing next. If you have ever kept a Time Log for thirty days you will know what I mean. For these people, even when they are ‘on’, they are ‘off’. Please allow me to explain.
Being in the office does not mean . . . more →
Are you having difficulty finding real estate home owners who are selling now? Successful real estate prospecting requires a lot more than just asking people if they want to sell. It requires skillful questioning that uncovers sellers’ true plans. In this short real estate training session, Gary Pittard will help you find more ‘now’ sellers . . . more →
Do you have a team of winners? Do you have salespeople who are new? What about established salespeople who are in slumps? Or salespeople who are doing well but want to take their performance to new levels? Or plodders? Or people who really should leave?
Many teams are a blend of these and if you . . . more →
Successful real estate agencies have leaders who set high standards, and who ensure those standards are maintained. In the absence of high standards we can be pulled down to the level of those who have low standards, mediocrity being the end result. In this short real estate leadership session, Gary Pittard discusses those standards most . . . more →
We hear more these days about the importance of relationships between salesperson and client. I applaud this way of thinking and have been advocating this for decades. When you think about it:
WHEN HAS SALES EVER NOT BEEN ABOUT RELATIONSHIPS?
There is a saying that says, “All things being equal, people will do business with people . . . more →
If you want to sell more properties, get more listings, and earn a higher income, you must become the best presenter you can possibly be. The best presenters are careful about the language they use. They choose their words carefully, never resorting to jargon when speaking with clients.
In this short real estate sales session, real . . . more →
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 . . . more →
Salespeople often come up with all sorts of reasons why their results are low. Real estate sales trainer, Gary Pittard, believes that most of these reasons are not reasons: they are excuses. And as long as we continue making excuses, we continue justifying poor performance, thereby keeping our incomes low.
In this short sales session, Gary . . . more →
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 . . . more →
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 . . . more →
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 . . . more →
“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 . . . more →
Author, Mandy Johnson, wrote an excellent book, Winning the War for Talent. It is a book that every leader and manager should read.
I spoke with Mandy recently about a challenge several real estate business owners had raised with me: salespeople resigning after working in real estate sales between eighteen months and two years.
Mandy . . . more →
None of us is the perfect leader, but there is no doubt that some have mastered the art of leadership better than others. In this short leadership session, real estate sales and leadership trainer, Gary Pittard, points out five signs that indicate poor leadership. Forewarned is forearmed. Being aware of the signs of poor . . . more →
I 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, . . . more →
At the halfway point, have you ever found yourself uttering these words: “Where has the year gone?” If so, it is highly possible that you have wasted a lot of time during the first six months of the year. Real estate sales trainer, Gary Pittard, offers strategies to ensure that you make up for . . . more →
As we approach the halfway mark of the sales calendar year, now is time to review your progress towards your goals. A good performance review will highlight any areas where your sales performance has been deficient and encourage you to take corrective action NOW. In this short real estate sales session with Gary Pittard you . . . more →
