A Leader’s ‘Non-Negotiables’

A Leader’s ‘Non-Negotiables’

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.

7 Non-Negotiables

  1. Speak with 40 potential seller each working day – 200 per week. Can’t get salespeople to prospect? Are you willing to fire people who won’t do this essential task and find people who will do it? If you aren’t, don’t complain that you can’t get salespeople to prospect. The wrong people will never prospect; the right people will!
  2. Study for 30 minutes every day. Read a book, attend a seminar, watch a video, listen to an audio. Study, practise and develop your skill.
  3. Review goals every day. Salespeople who have goals are more focused. They are also easier to lead. I say in my book, Why Winners Win, “No goals, no hope”.
  4. Check progress toward targets. Instigate catch-up measures if falling behind. Why wait until the end of the month to discover that you’ve fallen behind target? Target-correction should be a daily discipline.
  5. Conduct Weekly Price and Marketing Reviews. Go over the week’s marketing and discuss sellers’ current pricing. Do this with all sellers, every week.
  6. Conduct 10 Buyer Property Inspections every week. Show one buyer four properties, and that’s 4 Buyer Property Inspections. Focus on the number of properties demonstrated and not the number of buyer appointments. We are not big fans of open inspections – too labour intensive.
  7. Seller feedback the same day. Following every inspection of a listing, contact the sellers immediately and pass on the buyers’ feedback. This is important if you want the sellers to believe you are on their side, doing your best to represent them.

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?

Gary Pittard
Recent Articles

Financial Foundations

In my experience as a real estate agency profit consultant, I've seen many real estate businesses in grave financial trouble, and many spend thems...

Cut To The Chase

Have you ever noticed how some people say five sentences when a 'Yes' or 'No' would have sufficed? Some people speak a lot but say little. Real esta...

Loving What You Do

Some people say you must love your work. I agree that this is desirable, but it's not always realistic. Pursuing this ideal could cost you a ...

Faking Happiness

Written and video reviews are essential. To quote one winning salesperson: "These days, clients go online and do research on you. At the listing pre...

There's No Marking Time

Of all sayings, I despise this the most: "If it ain't broke, don't fix it". I have heard people use this phrase as justification for n...

Money In The Bank

What most real estate agents refer to as 'Marketing' is really nothing more than 'Advertising'. Advertising is just one small component of the large...

Free Shots

Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in the field. ...

Problem Stacking

"Every task is accomplished piece by piece, and every problem is solved one by one. 'Problem Stacking' is a sure way to get nothing done", says re...

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us