No Rookies, No Future

rookiesI saw this description on an agency’s Twitter feed: “Experienced agency. No rookies… [Agency name] has been providing service to…”

It made me think. Time in the industry – “experience” is no indicator of performance. Among the clients that attend Pittard real estate training, we can cite many examples of rookies who outperform so called experienced people.

Just one example is Jessica Chea from First National Waverley City in Glen Waverley, a Melbourne suburb. She wrote $1.2 million in fees in twelve months. At the time, she had been in real estate for a total of 14 months. In the twelve months that followed, Jessica wrote $1.8 million in fees and won Beginner to Winner at the Australasian Real Estate Awards.

Experienced people who don’t train may have been in the industry 30 years, but it could be one year repeated 30 times. Have they grown in their roles? Do they get better every year, or are they experienced losers?

Would you swap one of this type of experienced people for a Jessica-type rookie?

Skill is a major Point of Difference

No rookies really isn’t a major Point of Difference. Skill is, and this comes from a dedication to real estate training, and to practice over time so that skill develops. It has nothing to do with tenure, which is why rookies often outperform the old hands.

And from a real estate leadership perspective, you jeopardise the future of your business if you just stick with experienced people. From the agency perspective, without new blood coming through, what is the future of such an agency? Stagnation for sure.

If you want to build a team of high performing real estate salespeople, you must be dedicated to hiring.

You must have systems for:

  • Attracting winners
  • Selecting winners
  • Training and coaching winners
  • Pulling individuals together as a team
  • Results Control

Don’t fool yourself into thinking that these areas cannot be systemised. They can, and with Pittard they are. With our Agency Profit System, our real estate agency leaders are developing teams that begin with high performing rookies that become high performing experienced people.

Please don’t get me wrong – I am not disparaging experienced people. I am saying that skill, and not experience, is the recipe for success.

No rookies? No future.

Recent Articles

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Make Them Feel Important

Sometimes being a real estate salesperson is hard slog. There is pressure to bring in results, rejection to be faced on an almost daily basis, and t...

Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores... Now people are saying that a new player in the Australian market,...

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results will improve as you replace bad habits with good habit...

The Changing Face of Adult Education

As an educator in the real estate sector, I have seen the face of adult education change radically. Agency leaders should change their view of trainin...

Keep The Team Busy

Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to...

Can Booming Markets Conceal Mediocrity?

The real estate agent's prayer goes like this: "God grant me another boom and I promise I won't stuff it up this time". Such is the prayer of...

Group Your Tasks

'Task Hopping' is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking...

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