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

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 sh...

Wealthy and Well Adjusted

An interview of William Danko, co-author of Richer Than a Millionaire with Richard Van Ness, will be released this month on Pittard's streami...

That Elusive Thing Called Motivation

Real estate agency profit consultant, Gary Pittard, warns real estate salespeople that they must be sure to learn the REAL reason why property selle...

Numbers and Ratios: A Glimpse of the Future

It doesn't take a genius to figure out when a salesperson is in a performance slump, although many leaders don't appear to notice until the salesperso...

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 anyth...

The Committee in Your Head

You cannot watch, listen to, or read the news for long without being bombarded with bad news, gloomy forecasts and general negativity. Bad news sells....

A Profound Connection

To succeed, says real estate agency profit consultant, Gary Pittard, we must be masters of our chosen fields. He quotes author ...

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

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 ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

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