As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence. Is Excellence compulsory in your agency?
There is an old saying, “Anything worth doing is worth doing well”. No doubt you have heard this gem. I agree with it wholeheartedly.
If we are going to do anything, shouldn’t we do it well? Personally, I’d rather be known for quality than mediocrity, or carelessness. I am sure you feel the same way. I have great difficulty understanding why anybody would want their name applied to anything less than excellent. MORE
I don’t claim to be the best at everything I do, but I like to think that in everything I do, I give my best. Ask me to do something, and I’ll do my best to deliver something that meets or exceeds your expectations. I regard this as an obligation – if I say I’ll do something for you, as a matter of pride and courtesy, I’m going to give you my best.
Show the way
Leaders must show the way. Whenever we commit to our teams to do something, we give it our best effort. Quality work is a fine example for leaders to set for their team members.
And when we do it, we have every right to expect the same from our team members. We do it, so they must too:
These are just examples, but you get the idea. In business, giving less than your best is a sure path to low profit. Allowing mediocre people to fester on your team sets a bad example to those team members who look to you to set and enforce standards.
Excellence is a standard that no business can afford to do without. Are you serious about building a great business? If you are, you will become the best leader you can become. And you’ll send this message to your entire team:
Be excellent or be gone!
Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary Pittard, says that while there are many good seminars and presenters in the marketplace, there are simply not enough regular seminars in your town or city for that method of training to be sufficient to develop a winning team.
Not only must the real estate agency have access to the latest training, delivered through modern training delivery systems, the leader must step up and coach.
There can be many barriers to success, but one of the greatest challenges for some people is perfectionism.
Perfectionism is the enemy of success. People who suffer from it will not ‘launch’ until everything is ‘just so’. Most often, they fail to launch at all.
I find myself wondering if the problem really is perfectionism and not some kind of fear. I have seen salespeople getting ready to prospect spend so much time ‘getting ready’ that they run out of time to make the calls. MORE
Their lists had to be right, then there is a right time and a wrong time to call, and they had to clear all their other messages first… You name it, there were so many reasons why the time was not quite right to pick up the phone or to start knocking on doors.
I have seen people working on a project get to a point where it was almost ready to launch, but was not quite perfect. And so they tweaked… and they tweaked. And then somebody else came along with a less-than-perfect product, and stole the market.
If you suffer from perfectionism, understand that there is seldom a perfect time to do anything. Learn to launch, and fix things as you go.
When we rebuilt the Pittard website in 2014, it was far from perfect when we launched, but over time we got it to where we thought it was a useful tool for anybody looking to increase their income or agency profit.
We ran with this for 18 months, and again rebuilt it. And, again, it was less than perfect when we launched, but because we were now ‘live’ we had the advantage of user feedback that made our development much clearer and faster.
Most times, less-than-perfect launched now is better than perfect launched later.
That plan you’ve been playing with for months, those goals you’ve been going to set, but didn’t because the timing wasn’t right… LAUNCH NOW!
Whenever I find myself wanting to put something off until all the lights turn green, or until it’s just perfect, I remind myself of a winner’s mantra:
DO IT NOW!
These three little words might help cure your perfectionism, one of success’s true enemies.
Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those agents who treated them well, and punish those who treated them badly.
In this short sales training session, real estate agency profit consultant, Gary Pittard, says that 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.
In almost three decades as a real estate agency profit consultant™, I have worked with many leaders and interviewed many more. Over this time, I have heard many leaders say, “I can’t seem to motivate… [insert name here]”.
Leaders who say such things do not appear to understand the source of motivation: motivation comes from within. Leaders cannot motivate people – it’s a waste of time trying – we all must motivate ourselves. MORE
Inspiration is different to motivation. The dictionary definition for motivation is “enthusiasm for doing something”. The definition of inspiration is “someone or something that gives you ideas for doing something”. As leaders, we can inspire people, but each person is responsible for his or her own motivation and drive.
Prospecting is one task that leaders struggle to get some salespeople to do. Let me rephrase that: prospecting is one task that leaders struggle to get the WRONG salespeople to do. With the right ones, it’s not so hard.
People who are motivated – driven – who set goals and happily work toward achievement of those goals, are easier to lead. For these people, prospecting takes them closer to their goals; it’s a necessary task in the journey toward a successful life.
As leaders, we can help our salespeople to clarify their goals, decide what they really want and are willing to work hard to achieve. We can inspire them, acting as a sounding board. We can help them see the bigger picture, then help them to set goals and plan the actions necessary to achieve those goals.
But trying to motivate people who are not motivated, who aren’t passionate about Excellence, is draining for leaders. We can threaten and nag, but if there is no motivation, it won’t happen.
What leader in his or her right mind would keep salespeople who are not motivated? Compare the listing presentation to somebody who is driven, passionate and motivated to the listing presentation of an unmotivated plodder. Whom do you think would do the best listing presentation?
You know the answer, and so now for another question: do you want less than the best representing your company?
Yes, we can be inspiring, and we should be, but trying to inspire the unmotivated is like giving medicine to a dead person. Face the fact that you cannot do your people’s wanting for them. If they cannot bring enthusiasm and motivation to their work, find somebody who will.
Do you really want to work with the unmotivated? I don’t!
Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I hope to convince you that it’s nearly always Time To Hire.
Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year? Were you happy with what you achieved? If not, why not?
Far too many business people drift from year to year, without ever setting goals, determining the targets necessary to achieve those goals, and without planning. These people are unfocused and lack direction.
And so they drift – spurts of ‘busyness’ interspersed with long periods of unfocused work that does not produce results. Compound this over a full year and the lack of consistent, focused action manifests as low income.
For these people, unless their thinking and actions change, they are doomed to repeat their previous year’s results.
Habits can be good and bad. Unless we consciously work at developing good habits, we will, by default, develop bad habits.
Action, and lack of action, are habits. We can become used to high levels of focused, productive action, and we can become used to low levels of actions and unfocused drifting.
If you want your results in this new year to be better than last year’s results, you must break the cycle: do things differently than you did last year.
Without something to focus on – a clear goal that is important to you – you will almost certainly drift. What goals are you going to achieve in this coming year? Choose goals that you really want, and are willing to go the extra mile to achieve.
Targets determined from goals
Worthwhile goals require bigger targets. What targets will you need to achieve so that you earn the income necessary to reach your goals?
Targets that are higher than you are used to hitting must be planned. Don’t just plan for the number of listings and sales, plan for the number of people you will need to speak to each day. Hint: if you aren’t speaking to 200 potential sellers every week, your goals aren’t big enough!
If you want to focus, write Affirmations daily. Affirm your major dominant goal by writing it 15 times a day for 21 unbroken days.
You will find more information on affirmations and goal setting in my book, Why Winners Win.
Unless you study your profession, you will not improve. By not studying, you rob yourself of the opportunity to get better results from the many great ideas offered by experts.
Knowing what to do isn’t enough – you have to perform actions competently. You can study all you want, but if you don’t practise what you learn, and keep practising until you get it right, you will never develop skill.
Study will give you knowledge, but knowledge alone is not sufficient to make you successful.
KNOWLEDGE + PRACTICE = SKILL
Study and improve your knowledge. Practise what you learn and develop your skill. Do this and your actions will become more competent.
All you have to do now is increase your level of actions and success is assured. And, provided that you have goals that you really want to achieve, you will stay focused.
You can make 2018 your best year ever – indeed, a very happy new year!
No doubt you have heard real estate agents blame the market, or clients, for their poor results. “Buyers are liars”, or, “Sellers won’t see reason”, are common excuses. Real estate agency profit consultant, Gary Pittard, says that blame isn’t a strategy for getting rich. Instead of thinking and speaking negatively about clients (or the market) your chances of success will soar if you think the best. Look for reasons to succeed instead of laying blame.
In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can’t find good people. A second complaint is that they can’t get salespeople to do the winning actions necessary for success. Prospecting is always top of that list of actions they can’t get people to do.
When are we going to stop whinging and start acting to fix the problem?
Great leaders set standards. Great leaders have Non-Negotiables. Depart from these and you no longer work on the team. MORE
If you are willing to set standards and insist that those standards are met, you are taking firm measures to set your company culture. This can only be a good thing!
Do you have Non-Negotiables in your company? If not, what are you waiting for?
In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pittard, says that this thinking is unprofitable. “Look at the real problem”, Gary says. The real problem is not too many listings, but not enough SALEABLE listings. All real estate agencies could do with more listings that are priced to sell.
Show me an industry where you can earn six-figure incomes without knowing what you are doing. I’ll bet that you cannot name one. Yet this is what many real estate people – salespeople and leaders – seem to think. Many believe that they can earn high incomes without learning, study and practice.
The real estate industry demonstrates a low regard for training. The real estate industry is also one of the most lowly-regarded for honesty, competence and integrity. I do not think this is a coincidence. MORE
Some years ago, NSW introduced compulsory Continuing Professional Development (CPD) for real estate practitioners. I can understand the reasoning behind this, but the sad fact is that you can qualify for a year’s CPD with just four hours’ training.
They don’t say “The more you learn, the more you earn” for nothing. Your knowledge and skill is what sellers are paying you for, and four hours’ training isn’t sufficient to be competent. We all know that many practitioners do just enough training to qualify for CPD.
I agree that good training can be expensive, both in monetary and time investments, but training can easily give you a $100 return for every dollar invested. Despite this, many try to get by on free training.
But the ‘free stuff’ will only take you so far. You will get the odd good idea, but free training is not organised into systems that you can implement over the long term.
Think about it – do you really believe that any trainer is going to give you the whole story – all their training systems – at no charge? What you get is a little ‘taste’, just enough to whet your appetite.
You think you are training, but all you are really doing is SAMPLING. Those little tastes will never make you great.
You are the investment
Next time you are tempted to think that training is ‘too expensive’, ask yourself, “What am I spending this money on?” It’s not training, it’s YOU. You are the investment!
You are not investing in training; you are investing in yourself and your ability to boost your income through increased knowledge and skill. You are investing in your ability to feed your family, and to enjoy longevity and a high income in your real estate career or business.
One more thing:
Training makes you better. ‘Better’ earns more than ‘mediocre’.
The more you learn the more you earn.
In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In this short sales training presentation, real estate agency profit consultant, Gary Pittard, says that people who say door knocking is dead either haven’t knocked on many doors, or they have a terrible door knocking presentation. Either they did not speak to enough people, or they did so incompetently. For such people door knocking is dead. For the rest, it’s alive and well.