Off or On?

on_offSalespeople waste an awful lot of time thinking about what they should be doing next. If you have ever kept a Time Log for thirty days you will know what I mean. For these people, even when they are ‘on’, they are ‘off’. Please allow me to explain.

Being in the office does not mean that you are at work. Work is a verb – you DO work, you don’t go there. So being in the office does not mean that you are ‘on’ – actually working.

The converse applies. If you take a day off, it should be just that – ‘off’. You should rest and enjoy yourself. Taking phone calls and calling into the office means that you are neither ‘on’ nor ‘off’ – you’re doing neither properly. You are not really at work, nor are you resting.

If you’re ‘off’, stay off! Relax, recharge your batteries. Do ‘off’ well.

But if you’re ‘on’, GET TO WORK!

It surprises me how regularly salespeople return to the office after a day off and have no appointments set for the day. The time to set appointments for your first day back at work after time off are the days leading up to your time off. Waiting until you return is too late – you’ve just wasted the day.

Have two days off and return to the office without set appointments on your first day back and you have had THREE DAYS OFF. The only difference is that you are better dressed on the third day because you think you are working.

This is a rookie blunder that people who should know better fall for time and again.

I’m all for time off, but when at work, I believe that the bulk of the day should be spent working.

Salespeople are only working when they are face-to-face with clients or potential clients:  speaking to people.

The rest of the time you are getting ready for work.

Decide: are you ‘on’ or off?

If you are off, be off. But if you are ‘on’, be on. Speak to people for as much of your day as you can. This is where your results will come from.

This is my last bulletin for 2015. Thank you for being a regular reader of my blog. I hope that 2015 was the year you had hoped it would be when you began it. If not, please set goals for 2016 and formulate plans to achieve those goals.

Consistency comes from deciding what you want, planning its achievement, and then working that plan.

Enjoy your time off over Christmas and New Year. And remember, if you’re ‘off’ be ‘off’!

 

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