Want to know more?   Contact us today.

The Tomorrow Principle

Tomorrow

What is a result? In real estate only three things count:

  1. An exclusive listing obtained;
  2. A sale started;
  3. One of your listings reduced in price to a point where it is saleable.

The best advice ever given to me as a fledgling salesperson was to strive for one result each working day. “Learn to start working on this result as soon as you get into the office” I was told. “Keep working on the result until it’s achieved.”

Although sometimes difficult to accomplish, I have found that those salespeople who keep their careers this simple out perform those who arrive at the office each day wondering what task they will tackle first.

Get to the office; work for a result. Can Time Management get any simpler?

Now for the bad news.

I have seen many salespeople begin their careers with the intention of obtaining a result each day, but before too long they fall victim to what I call The Tomorrow Principle.

Having completed all of his appointments for the day with no result, the salesperson says, “I’ll do better tomorrow” and resigns himself to no result that day. Before you are tempted to write off a day without a result, give some thought to how you could get one even though you have no more appointments from which you could expect today’s result.

You might not have any listing or buyer appointments left that day, but performing the first of two jobs might still produce a result before you go home, while the second will set you up for a result tomorrow.

Job Number One: make a time to visit one of your sellers (vendors) – visit in person – talk with the sellers about what needs to be done to get their property sold. Talk about the Asking Price Adjustment you know they need. As long as you have listings, you can always get a result.

Job Number Two: make sure that tomorrow is set up with at least one listing appointment, one appointment with a qualified buyer, and one appointment with one of your sellers (vendors) to talk about an Asking Price Adjustment. If tomorrow is set up with good appointments, you will have a much better chance of getting a result.

You might still finish the day without a result, but by putting up a good fight before you give in to The Tomorrow Principle, you will at least assuage your guilt because you know you gave your best effort to get a result before going home.
If you have fallen out of the habit of striving for a result each working day, may I suggest that you join us at the next presentation of Winning Ways?

It’s not what you know that will make you rich, it’s what you do with what you know. Attending seminars regularly reminds you of the things you know, but may have ceased doing. We attend seminars to remind ourselves of what we’ve forgotten, and forgetting simple disciplines like obtaining a result a day, which leads to The Tomorrow Principle, can cost you thousands.

To find out more about the next presentation of Winning Ways please click here.

Recent Articles

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

"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...

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