A New Focus

A New Focus
If you are like many agency leaders, you probably began your career in Sales. And the fact that you now own your own agency means that more likely you were pretty good at it.

This ability is actually a two-edged sword. On one hand you have the ability to train your salespeople and, if you can make them even seventy percent as good as you, you would be very happy. Well, that’s what most leaders say.

But there is a downside: while you are trying to get your salespeople ‘up to speed’ there are bills to pay, and often the salespeople you have aren’t making sufficient sales to do it.

So what does a great salesperson do when sales have to be made? He or she goes out and makes sales. And this is precisely what too many agency leaders do. But if you, the agency owner, has to make the sales in order to cover basic expenses, this means that your Sales Department is not profitable.

As a salesperson, your focus was on making sales.
But as an agency leader, you need a new focus:

FINDING AND DEVELOPING PEOPLE

In our management seminar, the Real Estate Agency Management Program, we spend more than two full days on how to find and develop a winning team. The first thing a leader must do is focus on what is important, and a winning agency needs a winning team.

How do you develop this new focus? Do to yourself what you learned to do with clients: show the benefit.

Without doubt you, the agency leader, could go out and make four or five sales this month. Each time you make a sale you earn a fee of, say, $10,000 for your agency. But how many times can you do this each month? Four? Five? Six? There is a limit to what one person can do.

If one sale of residential property makes you $10,000, let’s compare what would happen if you developed a new focus and instead ‘sold’ one potential winner on joining your agency. We call this a ‘Winner Sale’.

Could you train one salesperson to make four sales a month? Once you got that person ‘up to speed’ could you then train another?

See where this is heading: each salesperson you train brings into the agency $480,000 per year. Therefore:

One residential sale you make yourself earns you $10,000. One ‘Winner Sale’ earns you $480,000.

I do hope this thought encourages you to develop a new focus on finding and developing a Winning Team. And if you would like some assistance, we’d be pleased to be of service.

The next presentation of the Real Estate Agency Management Programis being held in Sydney on May 7-11. For more information, or to receive a confidential and obligation-free agency evaluation, please do contact us at info@pittard.com.au.

Good luck with your new focus.

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