Want to know more?   Contact us today.

Bloated and Unprofitable

succesful_teamIn Warren Buffett Speaks, Buffett’s business partner, Charlie Munger, said:

“Name a business that has been ruined by downsizing. I can’t name one. Name a company that has been ruined by bloat. I can name dozens.”

Team size is important, so is team balance.

Competence balance

In a real estate business, the more sales you want to make each month, the more salespeople you need. This makes sense: you couldn’t expect one salesperson to make 20 sales every month, so if you want to average that number of sales monthly you will need somewhere between 5 and 6 salespeople. If you need many more for that level of sales, you risk being bloated and unprofitable.

Large teams with too high a balance of new and/or incompetent people can also see the wages bill climb with too few results to show for it. The competent/incompetent balance needs to be watched.

I realise that we don’t want incompetent people on our teams at all, but sometimes people are in performance slumps, or have personal problems that cause them to lose focus. This is an inevitability. You just can’t have too many people like this, and you must quickly turn around the performances of such people and get them back to acceptable levels, or you must remove them from the team.

Producer to support balance

Real estate agencies can also subtly shift their balance from producers to supporters.

As the sales or rentals team grows, you can appoint more support and administration people to assist the teams. But if too many producers on a team leave, you could see a balance shift, resulting in the agency becoming too admin-heavy – bloated with non-producers.

Hire and develop producers, or downsize your support team, or be bloated and unprofitable.

Leader’s role

As leaders, we not only must keep an eye on our team size, competence and balance to ensure there is no bloat, but we must remember that we can be part of the problem if we are not productive.

Leaders who do not list and sell add to the imbalance unless they produce income in other ways. A leader who hires productive people for the rental and sales departments, who weeds out the non-performers, who sets standards of excellence and ensures that all team members reach those standards, is extremely productive. In the absence of that contribution to the company, the leader is also excess baggage that adds to the bloat.

A paradox

There is a saying that says, “You cannot shrink your way to greatness…” I believe this and it may appear to contradict my comments on bloat leading to unprofitability, but this is not so.

Provided you keep an eye on the competence balance, and on the producer to support balance, and provided you as leader do your share, your company can grow, it can be profitable, and have no bloat.

It’s all in the balance.

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