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The Water Is Not Always Calm

In this short sales session, real estate agency profit consultant, Gary Pittard, looks at what it takes to thrive in any market.

There is a Swedish proverb that goes, “In calm waters, every ship has a good captain. It’s easy enough to be at the top of our game when things are going well, but it’s during tough times that we are tested.

It doesn’t matter whether you’re in a sellers’ market, a stable market, or a buyers’ market. We see salespeople struggle in all three markets. No doubt, good salespeople get results. Mediocre salespeople struggle, and the market has little to do with the reason why.

What kind of captain are you – are you an ‘all-weather captain’ or are you only good in calm waters?

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Try Something Different

Are you happy with your results? With the end of the year quickly looming, if you are happy with your progress to date, congratulations – keep doing what you’re doing.

If you are not happy with your results, real estate agency profit consultant, Gary Pittard, has a suggestion for you: try something different.

In this short sales session, Gary advises that you stop doing things that aren’t working and start doing actions that are more productive. He suggests some productive tasks that are sure to boost your results, and your income.

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You First

In this short sales session, real estate agency profit consultant, Gary Pittard, delves into what it takes to reverse a sales performance slump. And it’s not what you may think – instead of focusing on actions, look first at the real issues.

It is easy to jump straight in and talk about actions. Sure, actions and results go together – if the results aren’t right, the actions aren’t right. But actions are a symptom. The real problem most likely isn’t fear, laziness, call reluctance or low motivation. The real problem is more personal.

When your life is right, your business life will fall into line. Success begins with YOU. Success is a case of YOU FIRST.

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The Perfect Sprint Technique

In this short real estate sales session, real estate profit consultant, Gary Pittard, looks at a great sprint technique, which gives you a focused burst of productive activity. It’s an idea of author Mark McKeon, who calls this sprint technique ‘Go Zones’.

Nobody can work ‘flat chat’ all the time, but too many people work erratically at whatever activity comes to mind, or on urgencies that scream the loudest, failing to perform sufficient actions to produce high results.

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Game On

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of being at your best during listing presentations.

Like it or not, sales is an emotional game. When we present, we appeal to our clients’ emotions – they make decisions emotionally, not logically.

Our own emotions can also affect our performance as presenters. The listing presentation is ‘Game On’. In these days of high selling fees, we risk a large amount of money if we go into the ‘game’ without being fully prepared.

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Good News, But Not The Right News

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses some ideas from Jeb Blount’s book Fanatical Prospecting.

Sales gurus that claim prospecting is dead, can greatly harm a salesperson’s career. According to Jeb Blount, this is music to the ears of failing salespeople, who would rather look for a silver bullet than prospect. Good news is not always the right news, however.

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What Else Do We Do

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, discusses time management.

A common theme in real estate salespeople’s conversations is, “I’m too busy”, or “I’ve got a lot on”. Check in with those same salespeople at the end of the month and you will often find that their results were poor.

This begs the question, “Busy doing what?” Clearly, while these salespeople might have been busy, they have been busy on the wrong activities. Either that, or their actions were incompetent.

The key to getting more done is to simplify. Time management is not that hard.

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Incompetence Comes First

In this short real estate sales session, real estate agency profit consultant, Gary Pittard, asks, “What is your attitude to failure?”

Our school days did not equip us with a healthy respect for failure and its role in the pursuit of success.

At school we learned that getting things wrong is bad. We were taught to commit seemingly endless facts to memory for regurgitation at exam time. Then we were either right or wrong. Wrong was bad. It could see you repeat a year if you were wrong often enough.

The real world is different, or it should be. To master anything, you will probably do it poorly before you ever do it well.

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Plan or struggle – it’s your call

Who would have thought that many real estate businesses would have had bumper years despite the COVID-19 pandemic? But this was the case for many real estate agencies, and for many real estate salespeople.

It is predicted that 2021 will be even better than 2020, and here in the second quarter of 2021, that appears to be the case.

In this short sales session, real estate agency profit consultant, Gary Pittard, asks “Is this the same for you? Are your results booming? Is your career?”

If you’re not making the most of this sellers’ market, Gary offers some sound advice on how to reverse your fortunes. Plan or struggle – it’s your call.

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Relationship or No Sale

We hear more these days about the importance of relationships between salesperson and client. Gary Pittard, CEO of the real estate agency profit consultants, Pittard, says, “When has sales ever not been about relationships?”

For professional salespeople, their relationships with their clients are paramount. Professionals know that no relationship means no sale.

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Competition

You hear people complain about their competition – cutting their fees, over-quoting to ‘buy’ the business and such.

Gary Pittard, CEO of Pittard, the real estate agency profit consultants, says we are powerless over the behaviour of our competition. Respect them, but don’t allow them to occupy headspace.

Good competitors can spur you to improve your business. We should be grateful for good competition.

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In Search of the New

“I like technology more than many people”, says real estate agency profit consultant, Gary Pittard, but technology will never replace a good salesperson doing the right actions.

In this short sales session Gary examines the dangers of relying on gimmicks. You can become so occupied with the search for the new that you can take your eye off the ‘basics’, which guarantee sales success.

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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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