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

Hiring Dos and Donts (Part 1)

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

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...

Reviews: Your Name in Lights

Here in the digital world of the 21st century, let's give some thought to happy client reviews and, in particular, how we use them. Some salesp...

Know Your People, Encourage Your People

In his final ill-fated expedition in Africa, explorer Henry Stanley paid the ultimate price for straying from his usual practice - he didn't choose ...

Two Types of Salesperson

A change in the market has exposed many of those who looked like winners during the boom. Back then, it was easy to look like a hero - if you co...

A Deeper Understanding

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the prof...

Create A Success Environment

Real estate agency profit consultant, Gary Pittard, says, "Real estate agency owners have the options to build their companies into success environm...

Are You Sure It's the Market?

A lot of leaders and salespeople are complaining about the 'tough market'. But is the market really the whole problem? The advice I've been giving ...

Love Of Quality Work

Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant,...

A Sure Way to Higher Profits: why coaching salespeople pays dividends

Many offices struggle and so do their salespeople. In the nineties, salespeople wrote on average $135,000 in fees. Since 2010 we have seen litt...

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