Pittard Training
The 600 Pound Gorilla
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.
More Real Estate
Training Articles
The True Cost of Incompetence
Leaders often think that the cost of having an incompetent salesperson on the team is the wage paid to that person. There is a lot more to lose with a...
Great Expectations
In this short leadership session, real estate agency profit consultant, Gary Pittard, explains that a team will never exceed its leader's public e...
The Impossible Gap
Agents who inflate the likely selling price with sellers in order to win the listing - who 'buy the business' - might get away with it during ...
Four Steps to Turn Around Struggling Salespeople
Struggling salespeople - we've all had them. They can be frustrating, and they can cost your company a lot of money. So how do you know whether to per...
Great Leader or Pretender
In this short leadership session, real estate agency profit consultant, Gary Pittard, points out the difference between great leaders and great pr...
Self-Management
Do your results fluctuate? Are they persistently low? Have you ever found yourself blaming outside forces, such as the market or difficult clients, fo...
Doomed to Fail
In this short sales session, real estate agency profit consultant, Gary Pittard, says that salespeople who will not train are doomed to fail. T...
Talent Scout and Coach
To maximise profit, two of the leader's most important roles are Talent Scout and Coach.
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
"The 30-Day Rule states 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...
Want to reach your profit potential? Contact us now.
Pittard
330 Wattle Street
Ultimo NSW 2007
Australia
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
