Want to know more?   Contact us today.

The 600 Pound Gorilla

fun

All leaders want high performers, but sometimes we should be careful what we wish for. That high performer could be a 600 Pound Gorilla. You don’t want one of these!

High fee production is a must-have ingredient for all real estate salespeople, but it is not the only must-have ingredient.

Salespeople must also demonstrate:

  • A dedication to real estate training and to building skill
  • Team spirit and not ‘lone wolf’ behaviour
  • Support of the real estate agency leadership
  • A willingness to prospect when necessary
  • An understanding that the leads belong to the company and not the individual

No doubt you can think of more, but if you have a person who writes the figures, but who contributes little else to the company, who is demanding, and who terrorises the other team members, you have a decision to make:

  • Tolerate the 600 Pound Gorilla’s bad behaviour; or
  • Fire the Gorilla and build a real team – one where cooperation is the norm

Don’t Tolerate Bad Behaviour

As scary as this might be, you must understand that the 600 Pound Gorilla is holding your company back and keeping good team members down. No amount of fee production is worth tolerating this selfish behaviour.

I saw my friend, Graham Lester from Maggie Dixon Real Estate in Whangarei New Zealand build a team of six team-spirited winners who now write the figures that twelve people (which included a few Gorillas) used to write.

Sure, we want high performance, but if this is the only attractive feature, cut off the supply of bananas to your 600 Pound Gorilla. (By the way, I know that bananas aren’t natural gorilla food, but I like the analogy. Sorry).

Handing Over Control

Did you build a business only to hand control over to somebody else? Keep a Gorilla and that is what you are doing. And you’re handing control over to a person who may be charismatic, but fundamentally is not very nice.

It takes character to dismiss somebody who writes the figures, but who is lousy in attitude and team cooperation. But it has to be done if you ever expect to build a team of high achievers, and not a group of individuals with one high achiever who holds everybody else down.

Recent Articles

Leadership: Not Just Bossing People About

In the 21st century, employees work with leaders, and not for them. "Generational differences have changed the face of employment" says...

Pipeline of Prospects

"The30-Day Rulestates that the prospecting you do in this

Price and Time

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the danger in allowing sellers to stay on the market ov...

Marketing

When the market turns down many agency leaders wisely cut expenses. But there is a right way and a wrong way to do this. Cut the wrong expenses and yo...

The Forgotten Rookie Syndrome

Many salespeople either become sales managers or move into a leadership role as owners of their own real estate businesses. Gary Pittard, CEO of t...

Hard Tasks Pay

In 30 years I have interviewed countless winners, and have noticed one big difference between winners and their mediocre counterparts: ...

Make the Most of a Golden Opportunity

"This is truly a great career. I wonder how many real estate salespeople actually appreciate the golden opportunity their real estate career offer...

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...

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