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Competition

You hear people complain about their competition – cutting their fees, over-quoting to ‘buy’ the business and such.

Gary Pittard, CEO of Pittard, the real estate agency profit consultants, says we are powerless over the behaviour of our competition. Respect them, but don’t allow them to occupy headspace.

Good competitors can spur you to improve your business. We should be grateful for good competition.

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Fear Is Irrelevant

Leaders often complain that they cannot get their salespeople to perform winning actions – which are necessary for sales success.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that CALL RELUCTANCE is a term often used to describe the reasons for this unwillingness. One of the main reasons for a reluctance to prospect is fear. Fear is irrelevant. Salespeople who will not perform the actions necessary to succeed have no place on a winning team.

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Make Your Hard Work Pay Off

A salesperson in Adelaide was doing it tough. For two years he struggled and could barely make enough to cover his bills.

I admired him for persevering but secretly wondered how long he would last before he pursued another career.

But something changed. I spoke with him earlier today and he sounded like a new man. What was he doing differently?

He said, “I’m not working with people who waste my time. I’m busy and if they want to sell, I’ll work with them. If they want to argue and tell me that another agent said the property is worth $50,000 more, I’ll kindly suggest they list with the other agent.”

His results for the last few months improved from 0-1 sale per month to 3 sales per month. He’s held that for the last two months and the month I spoke to him was shaping up well too. He was making his hard work pay off.

This attitude didn’t just boost his results and income. It boosted his self-esteem and his feeling of worth. Don’t underestimate the importance of this.

By regarding himself differently, as a sales professional whose advice should be heeded, and by refusing to work with stubborn people who refuse to listen to common sense, his demeanor changed. He thought like a professional, he believed he was a professional, and he acted that way.

When he acted like a professional, he saw the results that professionals get.

Real estate sales is difficult enough without working with overly difficult people. Do you have clients that refuse to follow sound advice? Why are you working with them?

If you want your hard work to pay off, stop working with stubborn know-alls and find people who are happy to be guided through the selling process. There are plenty out there if you look for them. By look, I mean prospect for them.

Do you know why most salespeople continue working with the wrong people? They are DESPERATE.

Why do you think they’re desperate.?

Because their prospect pipelines are EMPTY.

If you won’t actively search for the right people, you are doomed to work with the wrong ones. You will be frustrated, and your results will be low.

You’re better than that.

Make your hard work pay off. Find the right people and work with them. Leave the wrong ones to your desperate competitors.

Gary Pittard

In Search of the New

“I like technology more than many people”, says real estate agency profit consultant, Gary Pittard, but technology will never replace a good salesperson doing the right actions.

In this short sales session Gary examines the dangers of relying on gimmicks. You can become so occupied with the search for the new that you can take your eye off the ‘basics’, which guarantee sales success.

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Time To Brush Off the COVID Cobwebs

Happy New Year. If you’re just back from a break, I hope you’re refreshed and ready for a new year. A new year of results and profit.

Some real estate businesses did well throughout the pandemic (with the exception of certain state lockdowns). Previous and post lockdowns, trade results appeared to be healthy.

But some leaders complained that their salespeople treated COVID like a holiday. I suggested that the chance of these people succeeding in the long term are next to none. If you have people like this, it’s time to brush off those COVID cobwebs and get to work.

Begin your year with a team meeting. Review the plan that you completed at the end of 2020. The purpose of an annual planning meeting is to target your agency’s results for the following year. It is a key component to high profits.

If you did not hold a planning meeting with your team in December last year, you are strongly advised to hold one as soon as possible. It is not advisable to allow this to spill over into February.

You should ask yourself the following questions:

  • Are they back from holidays and focused on the year ahead?
  • Does everyone know what needs to be done?
  • Do your people have clear goals for the year?
  • Do they have clear targets and plans to achieve their targets?

You really need to know these things.

Sometimes people’s bodies come back from holidays, but their heads don’t. They can waste a week, or more, cranking up.

In the absence of clear goals, targets and plans that show the path to achieving them, your people will drift. They may obtain the odd result here and there, but lack any consistency. Not only can they waste the first week drifting, but wasting the first quarter is common.

I say, if we’re back to work, let’s work!

It’s time to brush off the COVID cobwebs and get to work.

Gary Pittard

Time To Brush Off the COVID Cobwebs

Some real estate agency owners complain that their salespeople treated the business disruption caused by the COVID-19 pandemic as a paid holiday.

In this short leadership session, real estate agency profit consultant, Gary Pittard, says that it’s time to brush off the COVID cobwebs and get to work. Fail to act early and your people could waste the first quarter of 2021.

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Feedback

An essential ingredient to saleable listings

Happy New Year! I hope 2021 is your best year ever, and if you have goals, challenging targets and a plan, you’ve already laid the foundations for this to be a reality. Now all you need do is get to work and follow your plan.

A key to better results is to increase your list-to-sell ratio, to sell more of the properties you list. Your market may be moving now and your list-to-sell ratio might be high, but it would be foolish to think things will stay this way forever.

Have you ever had sellers refuse an offer you know was fair? They wanted a higher price and you doubted whether you could get it.

The culprit might not be seller greed, but a lack of feedback on your part. This can result in a lack of information given to the sellers, for them to understand which offers are fair.

Feedback is essential to sellers understanding where their properties sit in the market. What is a likely selling price for their property? Most agents gloss over this figure at the listing, afraid that if they tell the truth they will lose the listing.

Good honest feedback from buyers who are active in the market help sellers understand their properties’ fair market price. When experienced buyers say that a property is worth $1.2 million, this is good information for the sellers, even if they had hoped for more.

Jayne Finlay, a winner from Page & Pearce Real Estate in Townsville QLD, discussed the importance of feedback during Pittard’s Convention Week. Jayne said, “What’s the point of having listings if you don’t talk with your sellers?”

Jayne carries a lot of listings in Townsville, where prices dropped by 40% over the past 5 years, and believes that honest feedback is essential to pricing her listings so that they are competitive in a marketplace where many properties are for sale. She sets aside Mondays to call her sellers. She recaps buyer inspections and the feedback they gave.

When talking with buyers, Jayne always elicits price feedback from the buyers, feedback she can pass on to the sellers. Jayne will seldom conduct an inspection with buyers without asking them what they think the property is worth.

This helps her qualify the buyers, to see whether they know the market, and gives good information to convey to her sellers.

Professional salespeople don’t avoid the issue of price. They don’t gloss over it. They look the sellers in the eyes and tell them honestly what the buyers said.

Sellers don’t always like what they hear, but it’s the truth, albeit told diplomatically.

They say that truth hurts. Lies hurt more. Do you want to make more sales? Give regular and honest feedback.

Gary Pittard

Up or Down in 2021?

“May you live in interesting times” is purported to be ‘the Chinese curse’, although its origins in China are doubtful. Chinese or not, the year 2020 has seen ‘interesting times’ thanks to the COVID-19 pandemic. Despite this, many agencies have had a good year.

In this short sales session, real estate agency profit consultant, Gary Pittard, asks, “As 2021 approaches, what are your predictions for 2021 – up or down?”.

Did you think Gary is talking about the market? Guess again!

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What Baggage Are You Carrying?

Business has been good for many agents in 2020, despite the COVID-19 pandemic, but it’s not forecast to stay that way. Experts are forecasting difficult times in 2021 as the economic fallout of the pandemic bites.

Please don’t think that I’m trying to scare you, or talking the market down. On the contrary, I’m trying to prepare you.

Are you carrying any unnecessary baggage into 2021? If you are, it could weigh you down and hurt your profit.

The biggest danger you face in 2021 will not be recession or a down turning market. Your greatest challenge will be underperforming salespeople.

Mediocrity is a major cause of lost profit, but more so when the economy is in recession.

The cause of poor performance can be that a salesperson is poorly trained, doesn’t do enough of the right actions, has a bad attitude, or is resistant to change.

Another challenge is the ‘600-pound gorilla’ – the agency’s best performer who threatens to leave any time you try to make changes.

This person may be the highest performer in the agency, but that does not mean that their overall performance is impressive. Often the ‘gorilla’ is not a great salesperson, it’s just that their performance is better than everyone else on the team.

Have you ever fired somebody and had team members congratulate you for ridding the agency of this overbearing person? Then you just got rid of a gorilla.

You undoubtedly know the typical behaviours of the mediocre salesperson. Here are just a few:

  • They complain that there isn’t enough being done to generate enquiry
  • They discount their fees
  • They blame the client – complain that clients are greedy, are bargain hunters, are stupid, or won’t reduce their prices
  • They’d rather read a newspaper than prospect
  • They teach new salespeople bad habits
  • They claim every lead they can as their own, including those prospected by newer, more active salespeople – “They’re my clients, I sold them that property 10 years ago!

Take these people into 2021 and you will struggle. You’ll be listing and selling just to cover their wages.

Even if they’re commission-only, they still cost you by taking up space a winner could occupy. And let’s not forget the massive amount of income they lose for the company because of their bad attitude, incompetence and inactivity.

Trim the fat. Do this sooner rather than later. As Mike Weinberg says, “Free them to succeed somewhere else”.

Take winners into 2021. Only winners. Drop the baggage of mediocrity.

Gary Pittard

Elements of Results Control

Owning a business carries many responsibilities. One responsibility many leaders overlook is Results Control.

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the different elements that create control in your business. Business should be about prosperity and growth, regardless of market conditions.

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Up or Down in 2021?

May you live in interesting times” is purported to be ‘the Chinese curse’, although its origins in China are doubtful. Chinese or not, the year 2020 has seen ‘interesting times’ thanks to the COVID-19 pandemic. Despite this, many agencies have had a good year.

As 2021 approaches, what are your predictions for next year – up or down?

Did you think I was talking about the market? No! I’m talking about YOU!

Will your results be up or down in 2021?

I don’t make light of the hardship COVID-19 brought to many businesses and families, but so far real estate businesses in most places have fared reasonably well. Look around – plenty of people did well despite the pandemic.

Others, who were probably struggling pre-pandemic, continued to struggle, but the pandemic provided them with a convenient excuse.

How has the pandemic affected you? Are you heading into 2021 believing that it will be a great year for you, or are you concerned about tough economic times, thinking it will be a tough year?

The forecasters may be right in saying that the economic fallout from the pandemic will be severe, but does that mean a bad year for you?

Forecasters don’t always get it right and even if they are right on this occasion, does this mean that people won’t need to sell their properties? Does this mean that people won’t buy?

The business of real estate will continue. Future prices may be a lot lower than today’s prices, but in ANY market, properties priced at or near the market price of the day, will sell.

You become what you think about” said Earl Nightingale. Think failure and you’ll fail. Think success and you will seek ways to succeed.

So, what does 2021 hold for you? Success or struggle? It’s largely up to you. How you think determines your actions, and your actions determine your results.

I want you to enter 2021 expecting to succeed. And I want you to define that success and plan how you will achieve it.

Now more than ever, I urge you to plan 2021. Plan to make it a hugely successful year.

  • Goals – you need something good to work toward. Goals help you become immune to rejection. Without goals, you won’t have a hope.
  • Plans – keep you focused on the activity necessary to win. What fee production do you need to achieve your goals? How many listings and sales per month are required to achieve that production? How many prospecting calls each day must be made to achieve your listings target?
  • Affirmations – a great tool when times are tough. Affirmations help you to cement the belief that you are a success. Written 15 times a day for 21 days, a good affirmation will help you focus on winning, instead of worrying about the market.

    If you want to know more about goal setting, get hold of Bill Nasby’s Path To Deliberate Creation. It’s a great goal setting program. You can order it from www.billnasby.com.

    You can also read my book, Why Winners Win. It can be downloaded in eBook format or a copy can be purchased from www.pittard.com.au.

  • Training – you’re either getting better or you’re getting worse. The direction you’ll go is determined by the training you do. Good training, aligned with your values and attitudes, is essential for long term success. Training will also make you ‘market proof’.
  • Practice – turn knowledge into skill. Training will give you knowledge, but it’s only by practising what you learn that skill develops. You need knowledge and skill.

How 2021 treats you is up to you. You can choose to be a Market Victim, or a Market Opportunist.

Enter 2021 believing that there is opportunity for you to have your best year ever, set goals, plan, write affirmations, train and practise and success will be yours.

Up or down in 2021? Your choice.

Gary Pittard

The Entry Level to Success

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Hard work is important, a necessity even, but hard work alone will not guarantee success.

In this short sales session, real estate agency profit consultant, Gary Pittard, says that hard work is the entry level to success.

You can work hard on the wrong actions and accomplish little.

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