What Else Do We Do?

real_estate_sold

A common theme in real estate salespeople’s conversations is, “I’m too busy“, or “I’ve got a lot on“. Check in with those same salespeople at the end of the month and you will often find that their results were poor.

This begs the question, “Busy doing what?” Clearly, while these salespeople might have been busy, they have been busy on the wrong activities. Either that, or their actions were incompetent.

The key to getting more done is to simplify. Time management is not that hard – determine your priorities and work on those until completed.

Real estate sales IS this simple:

Find Sellers – a large amount of a winning salesperson’s day is devoted to searching for new business, for listings.

List Sellers – getting appointments is good, but you have to convince sellers that you are their best option.

Coach Sellers to have an Understanding of the Market – I don’t mean that disgusting practice called Conditioning. This is where sellers are given good news at the listing presentation, only to be bombarded with negatives after, and pressured into reducing.

Coaching is different. We give an honest opinion of value at the listing presentation – it takes skill to do this – and then we feed the sellers honest feedback from buyers. They learn market price, without pressure from the lister.  Coaching is gentle, understanding, and ensures happy clients and repeat business.

Find Buyers – match the right buyers to the right properties.

Present Properties to Buyers – the property inspection.

Negotiate Sales – doing our best to get the highest prices for the people who pay us – the sellers. It takes knowledge and skill to negotiate well. When was the last time you read a book on negotiation?

Repeat this process from step one – replace stock, list clients, coach, work with buyers and negotiate sales.

What else do we do?

Anything we add to our lists of things to do, which does not involve any one of the above steps, may keep us busy, but it will not keep us productive.

Distractions abound, but you have a choice: focus on the right actions, or drown in distractions.

Keep it simple and work on the actions that give the highest results.

Recent Articles

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

When Salespeople Won't Do the Actions

In my work as a real estate agency profit consultant, I have heard all the excuses. It's twenty years since I heard a new one. The com...

Break Even Early

"If you want to boost your real estate agency's profit, put more focus on your agency's Break Even Point", says real estate agency profit consulta...

Studying in the 21st Century

Any person who wants to succeed in their career must study their craft. Self-improvement isn't a luxury. Winners realise that every dollar they inv...

How To Enjoy Your Work

Sales can be a tough career. We face rejection daily, doing most of our presenting in unfamiliar territory. We know that we are only as good as ou...

Less Selling, More Leading

Multi-tasking is a myth. While performing two straightforward chores at the same time is easy - you can stir the custard while talking on the...

What is a Result

The best leaders Pittard works with NEVER allow their offices to close unless their agencies have at least one real result for the day. But what i...

There's More To a Good Sale Than Just Closing

Everybody wants to be a better closer. Of all the skills salespeople say they want to improve, it's closing. But there is more to a GOOD sale than...

No Bad Days

In this short sales session real estate agency profit consultant, Gary Pittard, says that, for most salespeople, a typical month is a string of ba...

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