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You Pay for Action

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.

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The 600 Pound Gorilla

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.

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No Rookies, No Future

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?

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So What, Now What?

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.

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Bloated and Unprofitable

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.

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Sink or Swim Is The Hard Way

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.

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Discipline

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.

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Leader and Coach

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.

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The Lonely Leader

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.

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Fun

In this short real estate leadership session, real estate agency profit consultant, Gary Pittard, discusses how to make your business a happy place to work by injecting a little fun.

But you must strike a balance between work and fun. Salespeople occupy their positions for one purpose: to make sales. When there is too much fun in the office it can often be at the expense of results. Leaders tread a fine line between balancing results while still making their offices a happy place to work.

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Brightness of Future

In this short leadership session, real estate profit consultant, Gary Pittard, looks at Brightness of Future.

Today’s employees want more than money, they want a LIFE. 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.

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An Eye For Profit

Many real estate business owners struggle to make a profit from their sales departments. And for these agents, booming markets do little to help their profits.

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses profit and explains how to make more of it.

In a market where you sell everything you list, agencies that struggled during buyers’ markets still struggle in sellers’ markets – they struggle to find, and list, sufficient properties to allow them to capitalise on the boom.

Regardless of the market, it always gets the blame when agencies do poorly. But is the market really the culprit for low profits, or could it be that these agency leaders focus on the wrong metrics? Gary believes that some leaders do not have an ‘eye’ for profit.

Sometimes leaders must look at what isn’t working and do things differently. To quote country music performer, Sonia Lee, “If you keep on doin’ what you’re doin’, you’ll keep on getting’ what ya got.”

www.pittard.com.au
www.youtube.com/user/PittardTraining
www.twitter.com/garypittard
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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
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