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The Forgotten Rookie Syndrome

Many salespeople either become sales managers or move into a leadership role as owners of their own real estate businesses. Gary Pittard, CEO of the real estate agency profit consultants, Pittard®, believes that author, Chris Lytle, is correct in calling these people, ‘the forgotten rookies’.

Leadership and Sales are different skills. To think that a great salesperson can lead a team without any leadership training is just as stupid as presuming that a great Flight Attendant can pilot the plane.

For salespeople-cum-leaders, the sales habit is hard to kick. But if you’re too busy selling and don’t spent enough time leading, you are on a fast track to low profit.

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Succession Planning All Talk or All Action

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses Succession Planning. Many agency leaders talk about it, but when questioned about what they have done with their succession planning, Gary finds that often very little has been done.

Selling Rent Rolls is a relatively straightforward process, but sales departments can be a little trickier, mostly because outside buyers do not expect them to be profitable. Therefore, you don’t have people queuing up to buy them. So, what’s your plan?

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Sharpen The Saw

Real estate agency profit consultant, Gary Pittard, recommends that leaders give their salespeople knowledge tests, yearly at least. If you think that excessive, remember that salespeople get tested all the time. Every time a seller asks, “Why should I list with you?”, the salesperson is tested. Do you want them to respond with the right words?

Keep your team’s knowledge fresh and current. Sharpen the saw.

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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 consultant, Gary Pittard, says, “The pretence of social media is that it is a viable replacement for prospecting. It is not.” In this short leadership session, we discuss the folly of wasting too much time on social media at the expense of speaking with people by telephone or face-to-face.

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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 his people and he didn’t know them. This short leadership session from real estate agency profit consultant Gary Pittard reminds us of the importance of knowing and encouraging our people.

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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 environments, or do nothing and create mediocrity environments by default”. In this short leadership session, Gary shows how to create a success environment – always the most profitable option.

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Your Number One Leadership Asset


The number one asset for all leaders is their integrity, their character.

Real estate agency profit consultant, Gary Pittard, says that integrity and character lead to trust, and when your people trust you, they will follow you and help your company grow, no matter how tough the market.

Little things make a difference. For example, asking the receptionist to tell a client that you are not in, when you are, erodes your integrity in the eyes of all team members present.

“Little white lie” – there’s no such thing.

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Habits Reign Supreme


Whether a real estate agency leader, or a salesperson, good habits propel you toward success, while bad habits hold you back.

Real estate agency profit consultant, Gary Pittard, believes that repeated actions become habits over time. Repeat the right actions and good habits form. Unproductive actions, or inaction, also become habit – bad ones.

Habits reign supreme – wouldn’t it be better to develop habits that lead to success?

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Keep Marketing

It’s an easy option to blame the market when business is slow, but real estate agency profit consultant, Gary Pittard, asks, “How much marketing are you doing?”.

When promoting advertising to clients, real estate agents often advise sellers that they should not keep their property ‘a secret’. Shouldn’t they follow their own advice and market their own agencies?

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Where Are You Taking Your Company


As the owner of a real estate business, you are its leader. Real estate agency profit consultant, Gary Pittard, suggests that, as the leader, you should know exactly where you are taking your company. Fail to plan and you run the risk of leading your company downwards. Where are you taking your company? Do you know?

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Sack Your Dilberts


While the cartoon series, Dilbert, might be funny, real estate agency profit consultant, Gary Pittard, says that in real life, Dilberts can be anything but. He quotes author, Geoff Burch, who offers sound advice: Sack Your Dilberts!

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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 leadership session, real estate agency profit consultant, Gary Pittard, says that winners thrive on positive pressure, while mediocre performers detest it. But do you want mediocrity on your team?

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Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


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Strawberry Hills NSW 2012


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