In this short leadership session, Gary Pittard, Sales Leader at Pittard says, “Real estate leadership can be tough”. Things don’t always go as planned.
At times like this, it’s easy to complain: salespeople aren’t doing the right actions; salespeople aren’t performing; the market is tough; listings are tight; we’re not getting called in; you can’t find good people; etc.
But where does complaining get you?
Complaining fixes nothing. As leaders, we must be decisive. We must decide on the direction in which we want to take our company, and then follow up with purposeful action.
You know a great leader when you encounter one. You also can easily recognise poor leaders. What qualities do great leaders have that poor leaders don’t?
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that great leaders have the ‘right stuff’.
With study and practice we can all develop the right stuff – we can all be great leaders.
And, should times turn tough, you will be glad you did.
Leadership success hinges on the messages we send to our team.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that whether positive or negative, all messages are communicated by word and by action. The more we leaders understand this, the more careful we will become about what we say and do.
Leadership matters. It matters a lot. We might have been great real estate salespeople before becoming leaders, but sales skills do not automatically transfer into leadership skill. We have to work at that.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that salespeople, whether salaried or commission-only, must receive clear direction on what actions are required of them.
Many salespeople either do not know what is required of their roles, or if they do, they refuse to do the actions required of those roles.
Could the problem be caused because leaders do not give their salespeople clear job descriptions? Have you ever seen a job description for a salesperson?
Never allow a salesperson to get away with saying, “I know what I’m supposed to do – I’m just not doing it”?
Since when did Sales become a democracy? Smart leaders give their people two options only: do what you are paid to do, or leave.
All leaders want high performers, but sometimes we should be careful what we wish for. That high performer could be a 600 Pound Gorilla. You don’t want one of these!
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that while high fee production is a must-have ingredient for all real estate salespeople, it is not the only must-have ingredient.
Leaders who allow deviation from their culture and standards could be setting themselves up to develop the type of salesperson they don’t want.
In this short leadership session, real estate agency profit consultant, Gary Pittard, examines whether recruiting experienced salespeople is the best possible way to build a team.
Time in the industry – “experience” – is no indicator of performance.
Experienced people who don’t train may have been in the industry 30 years, but it could be one year repeated 30 times. Have they grown in their roles? Do they get better every year, or are they experienced mediocrity?
In this short leadership video, real estate profit consultant, Gary Pittard, looks at the benefits of this shorthand mantra that cuts to the heart of any challenge.
Acknowledge the reality, analyse the problem, then move to a solution. No wallowing, no blame. The longer you spend in a problem, the longer it takes you and your team to solve it.
We are in business to make a profit, yet many companies are bloated and unprofitable. In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the reasons why.
In this short leadership session, real estate agency consultant, Gary Pittard, talks about what it takes to turn a group of individuals into a team.
To do so, the leader must have a good relationship with team members and their spouses. This occurs over time through care, the gift of the leader’s time, and through support at the individual level.
The old real estate joke, “Here’s your desk, here’s your phone, good luck – you’re on your own” is no joke in some offices. ‘Sink or swim’ is the hard way to begin a career, but in many offices it’s a sad fact of life.
Never allow your team members to sink or swim. Care enough about them to help them grow into their roles and to achieve their goals. Be their trainer and coach. Then focus on the team.
Discipline. It can be the difference between success and failure. Disciplined leaders produce disciplined salespeople. The team ultimately mirrors its leader.
In this short leadership session, real estate agency profit consultant, Gary Pittard, says that we don’t have to be disciplined in all areas of our life, but as long as we are disciplined in the important duties, we can be hugely successful, and profitable.
In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses the dual roles of leader and coach.
Do you have a team of winners? Do you have salespeople who are new? What about established salespeople who are in slumps? Or salespeople who are doing well but want to take their performance to new levels? Or plodders? Or people who really should leave?
Many teams are a blend of these and if you have such a blended team it is your task as leaders to develop these people into a cohesive team comprised entirely of winners.
Like children, team members do not listen so much to what you say, but watch what you do. Your actions speak volumes about your intentions, culture and character.
In this short leadership session, real estate agency profit consultant, Gary Pittard, looks at the life of the lonely leader.
They say it’s lonely at the top. But many leaders are lonely, not because of the nature of the position, but because they don’t have a team. And the reason they do not have a team is that they have never fully devoted themselves to building a winning team.