What a Waste

Leader within you
I had an enlightening chat with a real estate agency leader recently.

He told me that he used to work at an agency across the road. He said that most of his present team at some time or another also used to work at that agency, and these people are now producing great figures in his agency, and now his agency is his old agency’s biggest competitor.

I asked, “What happened when you made a sale?” There was no recognition, no celebration of results. Nothing. This office was joyless, all grind and no fun.

Here were good people who left purely because they were being treated like money-making machines instead of human beings. They were being over-managed and under-led.

He wasn’t being nasty, in fact he had a lot of respect for his former boss – as a MANAGER. As a LEADER, however, it was a different story.

As he told me the story, all I could think of was the previous leader and what great people-opportunities he had wasted. This is only one of many similar stories I have heard about good salespeople who left an office because they weren’t being appreciated by their leader.

Whoever runs the company must have good people skills. Fail to do this and your good people will almost certainly leave. Too much focus on the numbers will eventually lead to lower numbers to focus upon, because the producers – those who make the numbers – will leave.

Fortunately you can learn these skills, that is if you are prepared to study the art of leadership. There are plenty of good books on the subject. One I recommend is John Maxwell’s Develop the Leader Within You.

Recent Articles

Ask For A Review

There is an old marketing saying that says: "Don't tell people how good you are. Get happy clients to tell people how good you are". References fr...

Forwards or Backwards: there is no standing still

A question I often ask leaders is "Where are you takin...

Point Of Difference

Smart real estate agency leaders seek multiple Points of Difference for their agencies. When a seller says to your salesperson, "Why should I list...

Personality Matters

Meet Brendan and Adam, chefs and proprietors of a new restaurant called 34bia in Redfern in Sydney. Before this venture, Brendan and Adam owned a s...

Willpower Exercises

When it comes to forming new habits, willpower is what you need. With willpower you can say 'yes' or 'no' to yourself and mean it. In this short s...

Your Capacity To Market

Over the past year, I have spent a good deal of time visiting real estate businesses. To those clients who attend our business system presentation, Ag...

Priorities

Successful people identify their priorities and spend the bulk of their time working on them. In this short leadership session, real estate busine...

What Will You Do Differently?

We are fast approaching the halfway mark of 2017. Now is a good time to reflect on your results so far. If correction is needed, the sooner you begin ...

Prospecting

In this short sales session, real estate business consultant, Gary Pittard, asks, "Have you ever put off doing a chore that you thought would be d...

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 lo...

The Second Tier

Regardless of their structures, even the most complex of hierarchies can be broken down into two tiers, and these two tiers have nothing to do wit...

What and How Do You Study?

If you aren't studying your profession, it is only a matter of time before your competitors overtake you. A rusty salesperson is a broke salesperson. ...

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