Want to know more?   Contact us today.

Show Ponies

sales_personSome real estate agents really look the part. Glossy brochures, impressive marketing delivered before, during and after listing presentations, luxurious offices, flash cars… you know the type.

Looking professional is a must, but professionalism goes far beyond appearance.

Agents who look good but who cannot back it up with competent service and proven results are nothing more than show ponies. And there are plenty out there. These people are good looking order takers.

You can only hide behind your marketing and your company image for so long. At some point you have to impress clients with what you can do for them. During your presentation you should give clients compelling reasons to choose you. This must be more than just because of the advertising you do. Advertising is the listing tool of the order taker.

How to blow 12 years’ work.

A friend told me about an agent that had been following her up for 12 years. Over that time he posted her some very expensive marketing, and to his credit he kept in touch with her by telephone too. Finally he set an appointment for a listing presentation.

And then he blew it.

He was two hours late for the listing. A simple basic courtesy of punctuality cost him a $20,000 fee. You could argue that his hourly rate is $10,000 an hour, because that’s how much he lost each hour he was late. Twelve years’ effort blown by one thoughtless act.

This salesperson turned out to be all gloss and no substance. A show pony.

It is my experience that show ponies often tend to believe their own press. They think they are so impressive that they can get away with being late, taking shortcuts, being all show.

Substance and competence.

People aren’t going to list with you because of your glossy marketing. They are going to list with YOU: and you’d better be competent – substance over show.

Your success lies in making people feel at ease with you, with your ability to convince sellers that you can get them the highest prices with the least amount of stress. Often, it’s those little things, such as being punctual, listening, asking the right questions – these things carry far more weight than glossy handouts.

I’ve seen many good salespeople of substance worried by show ponies. They shouldn’t be. Study, train, and let skill be your beacon of success.

Competence trumps show.

Recent Articles

Think Profit

With another financial year behind us, it's a good time to ponder: "Are you happy with your profit?" Stating the obvious: Profit is the mo...

Succession Planning All Talk or All Action

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses Succession Planning. Many agency leaders talk abou...

Short Attention Spans

A common complaint from leaders is that their salespeople lack focus. It has a been constant theme in my 30 years as a real estate agency profit consu...

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 prop...

Hiring Do's and Don'ts (Part 2)

This is a two-part article on the Do's and Dont's of hiring. Last month, we discussed the Hiring Don'ts. This month we look at the Hir...

Sharpen The Saw

Real estate agency profit consultant, Gary Pittard, recommends that leaders give their salespeople knowledge tests, yearly at least. If you think ...

A Foundation of Honesty

Below are snippets are from surveys conducted by Roy Morgan over a 17-year period. I have been following these surveys for 25 years and note the posit...

Happiness Is Relative

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses happiness and its relevance to real estate sales. Happine...

Hiring Do's and Don'ts (Part 1)

This is a two-part article on the do's and don'ts of hiring. In this issue, we will discuss Hiring Do...

The Pretence of Social Media

Social media marketing is, or should be, a company function, and not a task undertaken by individual salespeople. Real estate agency profit consulta...

How To Make More Sales

Let's give some thought to how we can make more sales despite the gloom and doom about the current state of the real estate market in many regions. ...

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 als...

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