Teaching Results Focus

Over the decades, I have worked with many focused leaders and teams. You know these teams when you are among them – they have fun, but they never lose sight of their targets and the actions required to reach them.

I have also worked with unfocused leaders and teams. Almost everybody in these companies is caught up in ‘process’. These are the people who are most likely to tell you that they are busy, but they seldom show results for all this busyness. The work, not results, becomes the focus.

The person responsible for instilling a results focus in the team is the leader – unfocused leader, unfocused team.

Goals and Plans

Without clear goals and plans, how can you possibly know what your targets should be? Plucking targets out of thin air almost guarantees that your team will not reach those targets.

  • What are your goals and how much profit per month do you need to achieve those goals?
  • How many sales per month do you need to reach that profit?
  • How many listings per month do you need to reach those sales?
  • What marketing will you deliver in the coming month and how many listings will it yield?
  • What personal prospecting levels do you expect from each team member, and how many listings will that prospecting yield?

I am sure you get the idea – your targets are derived from your profit goals.

Share the plan

Your plan should be shared with the team. These are the company’s goals.

The team should know what you expect to achieve and you should clearly set expectations in actions and performance for each team member to ensure that the company’s goals are achieved.

Talk about the company goals

Keep mentioning the company’s goals and share with the team how the company is progressing toward them. Talk about the company’s goals often. It is essential that you help each team member set his or her own goals – goal setters are more focused on results than those without goals.

Point out drifting behaviour

Whenever you detect a salesperson working on activity that will not lead to a listing or sale, point it out to the salesperson. Constantly ask the question, “Is what you are doing now going to lead to a listing or a sale?”

If the team hears you talking about results, and if the team see YOU focused on results, this behaviour will gradually be adopted by the team.

There will always be individuals who do not like the results-focused environment, saying that there is too much pressure. You might as well face up to this fact: winning doesn’t suit everybody.

Does it suit you? If so, set goals, plan, focus, and act. Then, teach these habits to your team.

Gary Pittard
Recent Articles

TTP That's Our Job

Despite all the automation available to today's salespeople, how could anybody think that removing a reason for salespeople and Property Managers ...

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...

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