Want to know more?   Contact us today.

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

Hiring Do's and Don'ts (Part 1)

This is a two-part article on the do's and don'ts of hiring. In this issue, we will discuss Hiring Do...

The Pretence of Social Media

Social media marketing is, or should be, a company function, and not a task undertaken by individual salespeople. Real estate agency profit consulta...

How To Make More Sales

Let's give some thought to how we can make more sales despite the gloom and doom about the current state of the real estate market in many regions. ...

The Game of Life

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of clear and precise communication. He als...

Reviews: Your Name in Lights

Here in the digital world of the 21st century, let's give some thought to happy client reviews and, in particular, how we use them. Some salesp...

Know Your People, Encourage Your People

In his final ill-fated expedition in Africa, explorer Henry Stanley paid the ultimate price for straying from his usual practice - he didn't choose ...

Two Types of Salesperson

A change in the market has exposed many of those who looked like winners during the boom. Back then, it was easy to look like a hero - if you co...

A Deeper Understanding

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the prof...

Create A Success Environment

Real estate agency profit consultant, Gary Pittard, says, "Real estate agency owners have the options to build their companies into success environm...

Are You Sure It's the Market?

A lot of leaders and salespeople are complaining about the 'tough market'. But is the market really the whole problem? The advice I've been giving ...

Love Of Quality Work

Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant,...

A Sure Way to Higher Profits: why coaching salespeople pays dividends

Many offices struggle and so do their salespeople. In the nineties, salespeople wrote on average $135,000 in fees. Since 2010 we have seen litt...

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