Spend Money To Make Money

Mon, 11 Feb 2019

“You’ve got to spend money to make money!” WHO SAYS? Spending money to boost your profits should be a last resort.

Gary Pittard

The Leader As Coach

Mon, 30 Mar 2020

Salespeople need far more coaching than typical salespeople receive. Not only must the real estate agency have access to the latest training, the leader must step up and coach.

Gary Pittard

Courtesy Costs Nothing

Mon, 23 Mar 2020

While no salesperson will admit to treating people badly, you see it all the time. Success in Sales begins with courtesy and good manners, both of which cost nothing.

Gary Pittard

It's Time To Hire

Mon, 16 Mar 2020

Shrinking your sales team when your market is tough can shrink your business into oblivion. I hope to convince you that it's nearly always Time To Hire.

Gary Pittard

Think the Best

Mon, 09 Mar 2020

Instead of thinking and speaking negatively about clients (or the market) your chances of success will soar if you think the best.

Gary Pittard

Let’s Look At The Real Problem

Mon, 02 Mar 2020

In some markets, real estate agents often say that they have plenty of listings, but need buyers. This thinking is unprofitable.

Gary Pittard

Is Door Knocking Still Effective?

Mon, 24 Feb 2020

People who say door knocking is dead either haven’t knocked on many doors, or they have a terrible door knocking presentation. For such people door knocking is dead. For the rest, it’s alive and well.

Gary Pittard

Salaries: Expense or Return?

Mon, 17 Feb 2020

Aalary phobia leads agency owners to use commission-only or debit-credit reward schemes, and in doing so cause their agencies to haemorrhage profit.

Gary Pittard

Clueless Negotiating

Mon, 10 Feb 2020

Transparency is clueless negotiating. When buyers give an offer on a property, it is nobody's business but theirs, the agent's and the sellers'. 'Give me PRIVACY over transparency any time!'

Gary Pittard

Stop Slumps Before They Occur

Mon, 03 Feb 2020

With the right tools, agency leaders can keep their teams on track, producing results and higher profits.

Gary Pittard

High But Not Out Of Sight

Mon, 27 Jan 2020

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn more than the ninety-five percent of people who don't set goals.

Gary Pittard

Make Them Feel Important

Mon, 20 Jan 2020

Many salespeople suffer from poor self-esteem. You will know these people instantly – they are the ones who get 'eaten up' by sales and are the ones who most often leave.

Gary Pittard

Habits of the Greats

Mon, 13 Jan 2020

Operating at a mediocre level is much harder and more stressful than working towards Greatness.

Gary Pittard

Prospecting

Mon, 06 Jan 2020

Prospecting is an essential activity for success and there are only 3 reasons why salespeople don’t prospect: 1. They are scared; 2. They are stupid; 3. They are rich.

Gary Pittard

What If?

Mon, 30 Dec 2019

Gary Pittard, asks 'What if' you did things differently? He gives a list of winning actions which, if you do them, will boost your real estate sales performance.

Gary Pittard

Keep The Team Busy

Mon, 23 Dec 2019

Teams that aren't kept busy have too much time to think, and left unchecked, this thinking becomes negative. They worry about things like the state of the economy or the state of the market. Before long sales suffer.

Gary Pittard

Group Your Tasks

Mon, 16 Dec 2019

Multitasking is a myth, a practice that prevents us from getting into 'flow'. Grouping tasks is a smarter way to work.

Gary Pittard

Should Leaders Sell

Mon, 09 Dec 2019

Gary Pittard, provides answers to an important business development question: should leaders sell?

Gary Pittard

Ask For A Review

Mon, 02 Dec 2019

Salespeople forget to ask for reviews, testimonials and references. Whether this is due to a lack of foresight or just plain forgetfulness, failure to ask for a review costs salespeople, and their agencies, serious money.

Gary Pittard

Point Of Difference

Mon, 25 Nov 2019

Smart real estate agency leaders seek multiple Points of Difference for their agencies. Good points of difference are difficult for competitors to copy.

Gary Pittard

Priorities

Mon, 18 Nov 2019

It is a given that we need to make sales, but how you make those sales is the difference between effective and ineffective leaders.

Gary Pittard

Willpower Exercises

Mon, 11 Nov 2019

If you feel that you lack willpower, take heart: willpower can be exercised. Start small. Make a short-term commitment and stick to it. Then increase the time and difficulty of the commitments. Your willpower will strengthen.

Gary Pittard

The Second Tier

Mon, 04 Nov 2019

Gary Pittard, explains that the value the individual gives to the company, and the degree of difficulty in replacing them, are important factors that leaders ignore at their peril.

Gary Pittard

Aim High

Mon, 28 Oct 2019

Gary Pittard, illustrates how Adam McMahon, from Dignam Real Estate in Thirroul, NSW, Australia, lifted his performance from ordinary to extraordinary.

Gary Pittard

The Leadership Curse

Mon, 21 Oct 2019

Gary Pittard, explains what the Leadership Curse is, and what needs to be done to eradicate it.

Gary Pittard

Contact Creates Contracts

Mon, 14 Oct 2019

Contact creates contacts. You must go out and meet people. It's an old adage, but still appropriate in the 21st century: TTP – Talk To People.

Gary Pittard

How To Make Less Profit

Mon, 07 Oct 2019

Gary Pittard guides you on what to stop doing and on what to do to boost your real estate agency's profit.

Gary Pittard

Double Standards

Mon, 30 Sep 2019

Gary Pittard, explains how double standards can tarnish a leader's reputation with the team.

Gary Pittard

Hold People Accountable

Mon, 23 Sep 2019

One of the biggest complaints leaders make is that they cannot get their salespeople to focus on winning actions – those that lead to results.

Gary Pittard

Job Satisfaction

Mon, 16 Sep 2019

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?

Gary Pittard

The Part You Play

Mon, 09 Sep 2019

Gary Pittard, explains the part the leader plays in leading the team to high client satisfaction, to high incomes and maximum profit.

Gary Pittard

Realistic Goals

Mon, 02 Sep 2019

The goal must be realistic if you are going to achieve it. Gary Pittard, explains what it takes to set achievable, worthwhile goals.

Gary Pittard

Destination Called Greatness

Mon, 26 Aug 2019

Have you ever wondered why salespeople fight you when you try to help them become more successful? Gary Pittard, explains how to lead your people to a destination called 'Greatness'.

Gary Pittard

Make Reality Your Ally

Mon, 19 Aug 2019

Gary 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.

Gary Pittard

Three Steps to Profit

Mon, 12 Aug 2019

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.

Gary Pittard

Get the Listing

Mon, 05 Aug 2019

While a good relationship is a good start, the ultimate goal of every presentation is to leave with the order, a signed listing.

Gary Pittard

Profit and Your List-To-Sell Ratio

Mon, 29 Jul 2019

If you want more profit, without increasing your expenses, you must do more with the leads you have.

Gary Pittard

Ask

Mon, 22 Jul 2019

There is a one tenet of Sales that is as old as the profession itself. Ask for what you want

Gary Pittard

Hiring - Don't Be a Heart Buyer

Mon, 15 Jul 2019

When we become desperate for staff we make rash, and often wrong, decisions. We hire with our hearts and not our heads.

Gary Pittard

The Leaders Choice

Mon, 08 Jul 2019

Business owners have two main options, and they must make a choice.

Gary Pittard

One Step Further

Mon, 01 Jul 2019

What that one step further is, and why you should take it. This will make you more sales for sure!

Gary Pittard

Excellence in Real Estate Sales

Mon, 24 Jun 2019

Real Estate Sales is not an easy profession to master. Why people fail and some points on how to succeed.

Gary Pittard

Choices

Mon, 17 Jun 2019

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.

Gary Pittard

Leadership Skill and the Mirror Principle

Mon, 10 Jun 2019

Your team is a mirror of you. Dynamic leader, dynamic team. Lazy leader, lazy team. the importance of leadership skill and its effect on team performance.

Gary Pittard

How Today's Winners Achieve Massive Success

Mon, 03 Jun 2019

Actions that can make a huge difference in your listings and sales performance. Get more listings, and you will make more sales.

Gary Pittard

A Major Law of Marketing

Mon, 27 May 2019

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.

Gary Pittard

Focus on the Important

Mon, 20 May 2019

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.

Gary Pittard

Accountability

Mon, 13 May 2019

When salespeople are not held accountable for their actions, their level of winning actions is likely to be low. How to hold salespeople accountable and how to increase their results.

Gary Pittard

A Brilliant Future

Mon, 06 May 2019

5 steps to a brilliant future. Follow them and you may be amazed at how better life goes for you.

Gary Pittard

Leadership Talents

Mon, 29 Apr 2019

Leadership is not always easy. By defining our values as leaders, and as human beings, we set ethical and moral boundaries, something that all leaders should do.

Gary Pittard

Price Stock to Sell

Mon, 22 Apr 2019

It doesn't matter how good your real estate marketing may be, if the property is overpriced it will not sell

Gary Pittard

Technology

Mon, 15 Apr 2019

Choosing the right technology for your business can be so confusing that many real estate agency leaders put it in the ‘Too Hard Basket’

Gary Pittard

Future and Immediate Sellers

Mon, 08 Apr 2019

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

Gary Pittard

Standards

Mon, 01 Apr 2019

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.

Gary Pittard

Language is Important

Mon, 25 Mar 2019

Why language is important and gives practical examples of how sloppy language can lead to misunderstanding, and to the loss of a listing or a sale.

Gary Pittard

The Best Leadership Tool Ever

Mon, 18 Mar 2019

Whether you are interested in the leadership of a real estate agency, or the leadership of any other business, like most leaders you may be looking for good leadership tools.

Gary Pittard

Ten Reasons Salespeople Don't Get Listings

Mon, 11 Mar 2019

Ten real reasons why salespeople do not get listings, and gives sound advice on how to break free from excuse mode and get into results and action mode.

Gary Pittard

Pretend To Be Poor

Mon, 04 Mar 2019

A smarter strategy is to pretend to be poor. Avoid debt, save hard, and buy as much as you can with cash, not credit.

Gary Pittard

The Magic of Numbers

Mon, 25 Feb 2019

"Sales is a numbers game". We've all heard this saying, but have you ever thought just how important the numbers really are?

Gary Pittard

Five Signs Of A Poor Leader

Mon, 18 Feb 2019

None of us is the perfect leader, but there is no doubt that some have mastered the art of leadership better than others.

Gary Pittard

The Open Door Policy

Mon, 04 Feb 2019

Are you the kind of leader whose door is always open to team members? Gary Pittard, describes why an open door policy might not be such a good idea.

Gary Pittard

Professional Salespeople Are Leaders

Mon, 28 Jan 2019

In real estate sales there are 'Closers' and 'Order Takers'. Gary Pittard, explains the difference between Order Takers and winners.

Gary Pittard

Finding Customers

Mon, 21 Jan 2019

The first activity winning real estate salespeople should focus on each day is lead generation.

Gary Pittard

Excuses Do Not Make Sales

Mon, 14 Jan 2019

The number one thing failing salespeople blame is the market. Great salespeople know how to survive and thrive in any market.

Gary Pittard

Reinvention – The Spice of Life

Mon, 07 Jan 2019

Could it be time to refresh your company’s image in the marketplace? Every company needs a good reinvention occasionally

Gary Pittard

A Review Is In Order

Mon, 31 Dec 2018

As we approach the halfway mark of the sales calendar year, now is time to review your progress towards your goals.

Gary Pittard

Six Must Do Survival Activities

Mon, 24 Dec 2018

A real estate business should never be about merely surviving, but every leader needs tools to help them through tough times

Gary Pittard

The Sales Season

Mon, 17 Dec 2018

Many real estate agents decline listings as Christmas approaches. These agents believe that there are ‘selling seasons’.

Gary Pittard

Time For A Yearly Review

Mon, 10 Dec 2018

As the year winds to a close, now is the time when winning salespeople conduct a yearly review of their past year’s performance. They examine their ratios and other statistics and determine where improvement can be made.

Gary Pittard

Are You Under Pressure

Mon, 03 Dec 2018

Not all pressure is bad pressure. There is negative pressure, which should be avoided. But there is also positive pressure – the pressure we put on ourselves.

Gary Pittard

Stock Pricing – It Pays To Be Aware

Mon, 26 Nov 2018

Rarely will salespeople say, "My listings aren’t selling because they are overpriced", yet this is the reason why properties do not sell.

Gary Pittard

Shrinking is Not Always the Answer

Mon, 19 Nov 2018

If your sales team is too small, you are losing profit. Not only that, but you have no personnel buffer should a salesperson leave.

Gary Pittard

In a Market Like This

Mon, 12 Nov 2018

Too often, the market is blamed for low sales performance. And if it’s not the market that is being blamed, it is sellers for being stubborn or buyers for being fussy.

Gary Pittard

Breakthrough Negotiation

Mon, 05 Nov 2018

Breakthrough Negotiations gives you five techniques for preventing the escalation of hostile behavior during your negotiations. Leaders are often called upon to resolve conflict, as are salespeople

Gary Pittard

Influence

Mon, 29 Oct 2018

Gary Pittard, explains six principles of influence. Knowing these will make you a better negotiator, give you more confidence when presenting, and boost your income.

Gary Pittard

Incompetence Costs Your Company Money

Mon, 22 Oct 2018

Have incompetent salespeople representing your company and you lose profit. Lots of it. Gary Pittard, reminds leaders that competent salespeople should be the only ones that speak for their companies.

Gary Pittard

A New You

Mon, 15 Oct 2018

Exchange bad habits for good ones and your results will improve, and so will your life. Gary Pittard discusses how consciously working at good habits can reveal a new you.

Gary Pittard

Cost of a Cheque

Mon, 08 Oct 2018

When you write a cheque, you would do well to remember that money is about to leave your bank account. Before signing it, ask yourself, "What is this expense for?"

Gary Pittard

The Tomorrow Principle

Mon, 01 Oct 2018

If you are looking for the world's most simple time management technique, take a few minutes and watch The Tomorrow Principle presented by Gary Pittard. A simple focus: one result per day. You can do it!

Gary Pittard

Gary Pittard - Real Estate Leadership and Sales Training

Spend Money To Make Money

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