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

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

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