The Hard Way
In this short real estate sales training session, real estate agency profit consultant, Gary Pittard explains that when it comes to success, there’s the easy way and the hard way. The hard way is to work without something to focus on. This leads to erratic actions, and low results and income.
No doubt you do your best to look after your clients, but does this include telling property sellers what they need to know – those hard truths? In this short real estate sales training session, real estate agency profit consultant, Gary Pittard, says that truly caring for your clients means telling the whole truth, especially around the likely selling prices of their properties.
In this short sales session, real estate agency profit consultant, Gary Pittard, explains that while agents must look and act professionally, true sales success is not about looking flashy, but backing up ‘show’ with substance.
Before the Close
In this short sales session, real estate agency profit consultant Gary Pittard explains that closing is not like a Wild West gunfight, with six shooters at ten paces and only one walking away. There is nothing adversarial about closing. In fact, it’s the opposite.
Closing is the simple act of helping somebody make a decision. But before the close, there are important things that must be covered if you want to lead the client to the right decision.
Doomed to Fail
In this short sales session, real estate agency profit consultant, Gary Pittard, says that salespeople who will not train are doomed to fail.
There are no new objections in Sales. It is possible to learn every likely objection and learn how to prevent it from becoming a barrier to a sale.
Training can be expensive. It might cost $2,000 to attend a seminar to learn how to overcome these barriers. But have you ever calculated the cost of incompetence?
Price and Time
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the danger in allowing sellers to stay on the market overpriced for too long. Gary believes you have two weeks to get your listing priced to sell. Fail to do that and you risk losing the best buyers.
Make the Most of a Golden Opportunity
“This is truly a great career. I wonder how many real estate salespeople actually appreciate the golden opportunity their real estate career offers them” says real estate agency profit consultant, Gary Pittard.
Gary believes that when you landed a position as a real estate salesperson, you won the lottery. Are you making the most of your winnings?
Ask for Price Feedback
Property sellers need accurate information from the market if they are to develop an understanding of the correct market price at which their property will sell.
According to real estate agency profit consultant, Gary Pittard, the way our industry goes about helping sellers understand the market is all wrong.
Many in our industry indulge in the disgusting practice of conditioning. Sometimes called ‘educating’.
There is a better way. It’s called honest coaching – passing on price feedback elicited from genuine buyers.
Happiness Is Relative
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses happiness and its relevance to real estate sales. Happiness is relative – what makes me happy might not make you happy. A win-win outcome is likely if you ask questions, find out what the clients really want and use that knowledge to facilitate the negotiation.
The Game of Life
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of clear and precise communication. He also points out the dangers of failing to push the ‘pause button’, instead sending abusive messages that you may later come to regret. Negotiation is the Game of Life, says author Chester Karrass. The better we are at communication and negotiation, the better our professional, and personal, lives will be.
A Deeper Understanding
In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the professional salesperson. That difference can be summed up in one word: understanding. The more you understand your clients’ needs, the better placed you are to not only make a sale, but to have all parties leave the negotiation feeling satisfied with the result. A sale and a delighted client is the ultimate reward.
Love Of Quality Work
Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant, Gary Pittard, says that a love of quality work is one thing that differentiates winners from their mediocre counterparts.
This is not ‘going the extra mile’, it’s doing what you said you would do, in the manner you said you would do it, when you said you would do it.
How much better would many salespeople’s careers be if they delivered quality work? If you love quality work, you will deliver it.