Brightness of Future

Brightness of Future

brightness_futurewinning_warAuthor, Mandy Johnson, wrote an excellent book, Winning the War for Talent. It is a book that every leader and manager should read.

I spoke with Mandy recently about a challenge several real estate business owners had raised with me: salespeople resigning after working in real estate sales between eighteen months and two years.

Mandy said, Sounds like a classic case of Brightness of Future“.

I had no trouble agreeing with this diagnosis.

Today’s employees want more than money, they want a LIFE. And if we are going to keep team members over the long term, we have to help them build a great life using their real estate sales career as a vehicle.

Sales can wear people down, even those who are ideally suited for a real estate sales career. No amount of real estate training, motivational training, time management, communication training, closing skills, listing ability; etc. will offset a lack of brightness of future.

Never assume that salespeople will stay just because they are making money.

Never assume that salespeople will leave just because a competitor is offering a bigger commission percentage.

People will leave to pursue a brighter future.

Think: what future can somebody expect if they work with me? It could be:

  • Flexibility
  • The ability to work from home on occasions
  • Fulfilling and satisfying work
  • The feeling of being valued and respected
  • Possibility of a buying into the business
  • Possibility of a partnership in a new real estate office
  • Regular time off, without work following them home
  • Opportunities for longer breaks, travel; etc.

Without brightness of future, people begin to feel frustrated, trapped and hopeless. And then they leave.

My friend, Michael Johnston, says, “People don’t fire the company; they fire the leader“.

Training real estate salespeople is expensive and time consuming. It can be heartbreaking for a leader to go to all this expense and effort only to have a salesperson, who is just getting ‘up to speed’ leave in search of a better opportunity.

If they want a brighter future, let’s do our best to give it to them.

Recent Articles

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...

There's No Marking Time

Of all sayings, I despise this the most: "If it ain't broke, don't fix it". I have heard people use this phrase as justification for n...

Money In The Bank

What most real estate agents refer to as 'Marketing' is really nothing more than 'Advertising'. Advertising is just one small component of the large...

Free Shots

Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in the field. ...

Problem Stacking

"Every task is accomplished piece by piece, and every problem is solved one by one. 'Problem Stacking' is a sure way to get nothing done", says re...

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

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