A Leadership Handicap

One of the biggest handicaps we face as leaders is that many of us are really salespeople. We think like good salespeople. Good salespeople, that is.

A good salesperson wants an instant result. It gives you a ‘high’. This is where a lot of us go wrong – we don’t knuckle down and take care of the hard management and leadership tasks that are necessary to our long-term success. We want results NOW.

I know how you feel. It’s like going to a nursery and being told a shrub grows to ten feet fairly quickly. How quickly you ask. Seven years – that long! “How much for one that’s already ten feet tall? I’ll have that one!

Being a good leader is a balancing act. You have to get results now and, at the same time, lay the foundations for your future success.

I’ll give you one example: Spotter Ads. In our Real Estate Agency Management Program we advise leaders to place regular advertisements in their local papers advertising for home owners who may wish to sell to buyers we have on our books. We give specific examples of buyers and describe the type of properties they are looking for.

We advise leaders to set up a regular system for the placement of Spotter Ads and offer plenty of advice on how to write them. We provide many samples of good Spotter Ads in our management manuals. And, at the risk of nagging, we even advise those leaders’ salespeople to use Spotter Ads and include examples in their Winning Ways – Real Estate Sales manuals.

And we even go one step further. I cite an example of a Spotter Ad and show how one leader, Michael Kies, linked more than $92,000 in fees, received over a twelve-month period, to just ONE Spotter Ad.

Guess what happens? Many leaders commence running Spotter Ads. And, when they do not see instant results, they cease running them. The writing of a good Spotter Ad requires practice. More than likely your first few ads won’t be very good, and therefore won’t attract many calls. Even when you get good at them, you may only receive six or so listings per year from Spotter Ads – many offices claim forty or more. But ask yourself this question:

Although you may only get twenty listings a year from Spotter Ads, how many will you receive if you DON’T RUN THEM?

That’s right, none!

This search for instant results at the expense of the long-term is a real handicap. Leaders need to think like leaders, not salespeople. As onerous as some management tasks may be, applying ourselves to making permanent those tasks which lead to long-term success is a worthwhile pursuit of anybody serious about creating a very profitable real estate agency.

Recent Articles

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Make Them Feel Important

Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and t...

Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores... Now people are saying that a new player in the Australian market,...

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habit...

The Changing Face of Adult Education

As an educator in the real estate sector, I have seen the face of adult education change radically. Agency leaders should change their view of trainin...

Keep The Team Busy

Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to...

Can Booming Markets Conceal Mediocrity?

The real estate agent's prayer goes like this: "God grant me another boom and I promise I won't stuff it up this time". Such is the prayer of...

Group Your Tasks

'Task Hopping' is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking...

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