In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of Persistence.
“Don’t quit before the miracle happens”, the late Bede Donovan used to say. Keep going!
Set goals, plan, study, apply what you learn, and persist at the right actions, and success for you is inevitable.
As leaders we’ve spent a large part of the year dealing with uncertainty, perhaps even dealing with our fears and with those of our team members and our clients.
So, where to from here? To a large degree, that’s up to you.
In the early days of the pandemic we took a mental battering. One leader told me that he felt he was ‘living in dog years’. Fortunately, that feeling passed, but for a while we were putting in some long days, and mentally challenging ones at that.
How is your thinking now? How are you feeling now?
Are you feeling optimistic with hope for the future? I hope you are. Because how you think and feel determines how you act. And your actions determine your success.
We’re heading into the last quarter of 2020. If you’ve followed my advice from previous articles, you’ve ramped up your office’s marketing and have your team prospecting.
And if you’re smart, you’ve got your team training. Now is not the time for incompetence.
I heard a few leaders say that having their salespeople on the JobKeeper allowance was like having them on paid leave. Really? Who tolerates people like that?
Time to dust off the cobwebs and get to work. There are people out there who want to sell, and there are people who want to buy. Let’s go and look for them and sign them up.
So far, you’ve brought your business through some harrowing times, but now is the time to set goals for your business and to put the focus back onto results.
Where to from here?
You decide. Up or down – you’re leading your business somewhere!
“Leaders who worry about the state of the real estate market do so because they rely on ‘good’ markets for their success” – Gary Pittard.
This short leadership session explains that this is a dangerous way to run a business. Good businesses do not rely on the market; they rely on the skill of their teams to make sales in any market.
I have said on many occasions that clear goals are an essential element in achieving consistent results.
No doubt, many of you began 2020 with clear goals. Then along came COVID-19 and perhaps your goals went out the window. And if you didn’t abandon the idea of achieving goals this year, you may have put your goals on hold. I wouldn’t blame you if you did.
But without goals, the adverse effects of the pandemic on your income will be deeper and remain longer.
If you put your goals on hold, may I suggest that you dust them off and reset them?
Survival, or Growth and Prosperity?
By the end of September, three-quarters of 2020 will be behind you.
You have four months to get yourself out of survival thinking and into a growth and prosperity mindset. You have four months left of the year to get results.
And which line of thinking will serve you better – focusing on surviving, or focusing on growth and prosperity?
We become what we think about. Think survival and you will survive. Think prosperity and you will do the actions to manifest prosperity in your life.
The last pandemic the world saw was in 1918. I’ve never seen a pandemic before and neither have you. COVID-19 was a shock.
However, we need to keep moving forward!
Set goals, put plans in place, and focus on prosperity. Then get to work.
Your thinking makes all the difference.
What you do from this point on determines whether you’ll be a victim, or somebody who overcame adversity and who grew not only as a salesperson but also as a human being.
I can’t change the COVID situation, but I can change how I deal with it. I can choose to set goals and to work toward them.
You have that choice too.
Dust off those goals!
In this short sales session, real estate agency profit consultant, Gary Pittard, says that people often give more thought and planning to their holidays than their career.
Think about the last time you planned a journey. What is the first choice you make? No doubt, you decide WHERE you want to go. You decide on the destination.
Planning a successful career is like planning a holiday: the destination comes first.
COVID-19 has certainly made business interesting, but many agencies are still reporting good sales results. Not all, I might add.
Prior to the pandemic, agencies were complaining of a shortage of listings. Those complaints died down as agency leaders had bigger priorities to focus on, but once things settled down the same complaint returned: “Listings are tight” is again the common cry.
It’s one thing for salespeople to use this excuse, but it endangers profit if leaders buy into any excuses.
Who’s making the excuses in your agency – your salespeople or you?
Every time I hear this complaint, I ask the same question: “What are you doing about it?“.
Here is what I’ve discovered.
- Agencies complaining of a low level of listings are those doing the least amount of marketing.
By marketing I don’t just mean social media posts.
I mean direct mail, leaflets, newsletters in print and digital. When you are low on stock, that’s the time to ramp up your marketing, not cut it down or out!
When an agency is already low on listings and then chooses to cut its marketing, that simple decision, to ‘save money’, loses money by throttling enquiry.
It’s not a smart management decision to become invisible in the marketplace. Ever.
- Agencies complaining of a low level of listings are those that do the least amount of prospecting.
This is another area where salespeople and leaders make excuses.
The problem with prospecting is that for many salespeople the results don’t happen quickly enough. They’d rather see the boss spend company money advertising and then sit and wait for enquiry.
Salespeople like that should be sitting and waiting in your competitors’ offices, not yours!
But even worse than salespeople making excuses is when leaders do.
I’ve heard leaders make excuses on their salespeople’s behalf – “Listings are hard to get now. I’m sure they’re making the calls“.
Whoa! Hold on there!
Ask yourself this question: are any sales being made in your area? Yes or no? And don’t say, “There are, but a lot less than three months ago“. Sales might be down in your AREA, but this is no reason why sales should be down in your AGENCY.
Why didn’t you get those listings? Why are you not speaking with those sellers who will soon list with a competitor if you don’t get to them first?
When you make excuses, you stop looking for solutions.
Don’t accept excuses from your salespeople, and never make excuses yourself.
You’re the leader. Lead!
According to US Major General Hoyt Vandenberg Jr., leaders fall into two groups: the hunters and the hunted.
In this short leadership session, real estate agency profit consultant, Gary Pittard explains that hunted leaders try to avoid failure; in their hearts they lack self-confidence and don’t expect to succeed. Hunter leaders expect to win. They enthusiastically hunt success – and they fully expect to find it.
Playing not to lose is not the strategy of great leaders. This is fear-based thinking. This is ‘hunted’ thinking.
Talking with salespeople at differing skill levels, I notice a subtle, but critical, difference between the pros and the rookies. The difference is that pros have an ‘eye’ for results.
Let me explain.
Talk to a professional salesperson and the conversation quickly moves to results. How many listings they got, how many listings they’re working on. Likewise with sales – sales they’ve made, sales they have ‘cooking’.
Contrast this to a rookie or struggling salesperson. The conversation bogs down in process – how many people they’ve prospected, how many appointments they’ve attended. These conversations centre around actions.
Whether their actions were the right actions that lead to results hardly rates a mention.
Don’t get me wrong, process is important – but focusing on process alone may see you lose sight of the bigger picture.
When I interviewed Jeff Haden, author of The Motivation Myth, for Pittard TV, he said:
“Your goal must always choose your process”.
Put another way…
Your planned RESULTS determines the ACTIONS you do.
Without a focus on results, actions can be random, misdirected, and make you no money.
Ask a rookie or struggling salesperson, “Why do you prospect?” and the answer will most likely be, “To find somebody who wants to sell”. And while this is technically correct, contrast the answer to one a professional salesperson will likely give to the same question: “To get a listing!”.
Actions are a means to an end. That end is the result.
Focus on the results you want, then choose the actions that will get you those results. Then get to work on those actions, but always keep in mind that it’s the result you’re after.
Develop an eye for results. You’ll achieve more.
Life offers us many choices. We should choose wisely.
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of looking for the good in your life. We can choose to be a ‘glass half full’ type of person or a ‘glass half empty’ type.
What type of person are you?
There is an old saying which says, “If you want to be successful, just do the opposite to what the majority is doing”. My experience has been that this is often correct. Following the crowd can be unprofitable.
There is much business uncertainty surrounding the COVID-19 outbreak. This follows on from a prolonged drought, an unprecedented bushfire season and then floods in some areas. It would be an understatement to say that business confidence is low. If you doubt that, just look at the share market.
It is understandable that many real estate principals will feel the urge to hunker down, lowering expenses wherever possible. This is a smart move… TO A CERTAIN EXTENT.
You may be feeling the urge to hold off on recruiting new salespeople, and while this sounds reasonable in uncertain times, it could be the worst approach you can take. There are times when you should say ‘Yes’ when others are saying ‘No’.
Ask yourself, “Is there room on my team for GOOD salespeople?”.
The answer to this question should always be “YES!”.
If you agree with this, then active recruitment is the only way to find good salespeople. And this is the time to do it – at a time when everybody else is not recruiting.
Government restrictions permitting, in October Pittard releases its NEW Agency Profit System. This is a complete business system for building a profitable real estate business. It covers everything you need to know to make your real estate agency profitable – Culture, Financial Foundations, Cockpit instruments for measuring performance, Training & Coaching, Leading & Managing, Agency Profile & Listing Flow, and Recruitment.
We’ve been testing our new recruitment system for the past eight months, throughout these challenging times. Here are the results:
Out of 8 salespeople hired, 7 are producing solid results.
Seven winners from 8 hires – that’s an outstanding result.
It’s not the market that determines whether you will succeed in building a winning team, it’s the quality of your recruitment systems and your ability to lead.
To quote my friend, Dave Anderson, “You cannot shrink your way to Greatness”.
If you want to cut expenses, remove salespeople from your team who will not do the actions necessary to succeed. Those who won’t train, won’t prospect and thereby are not getting results. This will save you money and a lot of wasted energy.
Replace those people with enthusiastic new salespeople, recruited the right way.
Say ‘Yes’ when everybody else is saying ‘No’. Treat your competitors’ fear as an opportunity to grow your business and to dominate your service area.
And do phone me on +61 2 8217 8500 if you want help.
In business, nothing stays the same. Stand still in business and eventually you will be overtaken by an ambitious competitor.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says understanding that competitors can take our customers should inspire leaders to continuously work at reinventing their businesses, developing their teams, and working at being so skilled that competitors don’t stand a chance.
When an aircraft takes off, a huge amount of energy is required to get it off the ground.
Aircraft use a lot of fuel and require a lot of thrust to take off. Once clear of the ground, climb power is applied. Once the aircraft reaches the cruise, thrust is set to cruise power. Each power setting is lower than the one before.
In the cruise, the aircraft has momentum – a high cruise speed is achieved with a minimum amount of power, which allows the aircraft to fly high and fast. High speed with a lower fuel burn.
Momentum is a lovely thing. It takes a while to achieve it, but once you have it, you accomplish more with less energy.
Sales careers are the same.
If you are new to Sales, or are experienced but in a performance slump, your present position is like an aircraft on the ground – you’re going to need maximum energy to get ‘off the ground’.
- Getting off the ground means speaking to people, building contacts, creating leads, working those leads, following them up, converting them into business, and repeating the process until you see a constant flow of results.
- Getting off the ground means consistently looking for new business – prospecting in large numbers, every day. It means diligently entering new leads into your CRM, tracking those leads accurately so that they are followed up on the days when you said you would be back in touch with those clients.
- Getting off the ground means working on your listing presentation, perfecting it so that you win more of the presentations you give. It’s counterproductive to generate leads, only to blow them at the listing presentation.
The profession of Sales is just that – a profession. It requires study, practice, competent actions and good old-fashioned hard work. Lots of it, to get off the ground.
But once momentum is built, results seem to come a little easier, with less effort. That’s the power of momentum.
Are you still on the ground? Are you denying yourself the power of momentum?
You can do something about it. You can study. You can practice. You can get to work. Once you’ve built momentum and the results are flowing, you can reduce ‘thrust’ (effort) and still enjoy the results.
It’s work before reward. It’s thrust before the cruise. It’s effort before momentum.