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

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

Unattractive Company

One of the top three greatest real estate excuses of all time is: "You can't find good people!" In this leadership session, real estate agency profi...

A Promise Is a Promise

To people of integrity, their word is their bond. They do what they say, when they said they'd do it, how they said they'd do it. People of integrity ...

For Just One Day

People who are successful in their chosen fields do more of the right actions every day, over the long term. In this short real estate sales session...

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...

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