What is a Real Result?

Our When you examine the activities that salespeople routinely work on, you have to wonder whether they understand
exactly what a real result is. best leaders NEVER allow their offices to close unless the agency has at least one real result for the day. These leaders understand that they incur expenses every day, therefore they must achieve one real result a day.

As leaders, we must help our people recognise what constitutes a result, what actions are necessary to achieve those results, and then follow up to make sure they are doing those actions. All activities in a salesperson’s day should lead directly a real result.

There are only FOUR real results:

1) A Listing.

Exclusively list a property. Not the promise of a listing: “I’ve got a great relationship with these clients. If they list with anybody they will list with me!” The salesperson is trying to sell you an excuse. You can’t sell a ‘maybe’, nor can you earn a fee from one. Did the salesperson get a listing or not?

2) A New Sale Started.

The salesperson has offer and acceptance. I realise that the sale might ‘fall over’ but the idea is to encourage the salesperson to make another sale.

If you wait until the salesperson has taken the transaction to the unconditional stage, you miss the opportunity to encourage more sales. Recognise offer and acceptance as a sale and help maintain your salespeople’s enthusiasm.

3) A Substantial Price Reduction.

A Substantial Price Reduction is a one where the property has been reduced in price sufficiently to get it sold. Within seven days of a Substantial Price Reduction the property should be sold, otherwise the reduction was a Price Trim, and not a Substantial Price Reduction.

NEVER RECOGNISE A PRICE TRIMS AS A RESULT.

If the only ‘result’ you have for the day is a Price Trim, that has been erroneously called a Substantial Price Reduction, you think your office is closing with a result for the day, but the problem is that it was not a real result.

Remember earlier that I said our best leaders never allow their offices to close unless there is one real result for the day? Price Trims don’t count. The office stays open.

4) Unconditional Contract.

Any activity that leads to a sale becoming unconditional is a good use of time. An unconditional contract is a result. Once the contract is unconditional, it is highly unlikely that either the buyer or seller will decide not to proceed.

You may be thinking that this is ‘double-dipping’ in that we recognised the sale at the time of offer and acceptance.

Don’t get hung up on technicalities. We are not paying the salespeople twice, we are only recognising them twice – once when they made the sale and again when they ‘got it over the line’ by taking it to the unconditional stage.

Offer and acceptance: result. Getting the sale to the point of being unconditional: result. These are two separate steps.

Focus On What You Want

A real result is one of the four. Nothing else counts. Any activity that does not lead your salespeople toward one of those four is a total waste of time.

As harsh as this may appear, you are going to get more results if you decide what constitutes a result and become determined to achieve them.

Never count as results anything but the four. For example, a listing appointment is good, but setting an appointment is an ACTION; getting a listing is a RESULT. Don’t confuse the two. You cannot eat an appointment.

Leaders and salespeople are paid for results. Focus on what you want and you will receive more of what you want.

You want real results.

Every day.

Recent Articles

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...

Get Rich Quick Is Not a Plan

Many people who open real estate agencies expect it to be easier than it eventually turns out to be. Many suffer from theField of Dreamsthi...

Eleven Attributes of Leadership

Whether you run an agency and have a team to lead, or you are a salesperson with clients to lead, you are a leader. And let's not forget that we m...

Relentless

Relentless - I like that word. It means "unceasingly intense". I also like the word Persistent

TTP That's Our Job

Despite all the automation available to today's salespeople, how could anybody think that removing a reason for salespeople and Property Managers ...

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

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