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

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...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

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...

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