Go Hard or Go Home

Go hard or go home

One of the biggest complaints agency leaders make is that they cannot get their people to do the right actions. The ‘right actions’ to which they refer are specifically prospecting actions – meeting with and talking to people.

I think this complaint misses the point. The problem is never getting the right people to do the right actions; it’s attempting to get the WRONG people to do the RIGHT actions. This never works.

The right salespeople know that to expect their company to provide them with all their leads makes them Order Takers, not Winners. The right people know that prospecting is a major function of a winner and, although they might not like doing it, they realise that it has to be done, and in sufficient quantities to make a difference. So they get on and do it.

In these days of over-the-top political correctness, too many people pussyfoot around and don’t say what they mean. So let’s tell it like it is:

It’s the wrong people that give leaders the headaches.

To those people I say:

GO HARD, OR GO HOME.

Come up with all the excuses you like, but if you won’t go out and meet people – find NEW CUSTOMERS for your company – leave. Clear the way for somebody who is not scared to go out and meet people.

Business is primarily about doing two things right:

  • Finding new customers.
  • Keeping the customers you have;

Much has been said about keeping customers, in fact, this receives a large amount of attention at our sales training program, Winning Ways – Real Estate Sales. But so too does finding new customers.

On page 25 of the Winning Ways – Real Estate Sales manual you will find recommended minimum activity levels. If your results are not in excess of 8 listings and 4 sales consistently each month, you are not speaking to enough people.

The minimum activity levels over a five-day week are:

  • Prospecting calls – 180 people (potential sellers actually spoken to)
  • Listing presentations attended 5
  • Buyer appointments set – 10
  • Current Sellers (vendors) – 5

Fall below this level and you are not doing enough.

For the wrong people the Do Not Call Register introduced in Australia in June (and now under serious consideration in New Zealand) is godsend. Sure, telephone prospecting is now more difficult, but the last time I checked there is still no such thing as a Do Not DOOR KNOCK Register. And until there is, you can knock on doors until your knuckles bleed without fear of prosecution.

Too scared? Face your fear, or leave. Too lazy? Get to work, or leave. Too busy? Are you listing at least 8 and selling at least 4 properties a month? If not, you are too busy doing the WRONG ACTIONS. Start doing winning actions, and enjoy great results.

Get to work! Go hard, or go home.

Recent Articles

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

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
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us