Work Is A Verb

Work is a verb
In grammar, there are nouns and verbs. A noun is a part of speech that is used to name a person, place, thing, quality, or action. A verb is a doing word.

My reason for pointing out the difference is that in modern speech words can switch functions. Some nouns have morphed into verbs, for example, we Google things on the Internet. The noun Google is now also something that we do, a verb.

Most of the time this is innocent enough, but in the case of the verb, “work”, the real meaning of the word can become lost in the transition from verb to noun.

We DO work. We do not GO TO work. Yet this is how many people use the word, “work”, and it is this lack of thought about the true meaning of the word that causes problems.

Bye, Darling, I’m off to work” people say. What they should say is, “Bye, Darling, I’m off to the office” and, when they arrive, they should do some work. But many of them don’t work.

Many salespeople think that because they are dressed up and at the office, they are working. Being well dressed and in an office does not necessarily mean that you are working.

If a salesperson is not speaking with clients, or potential clients, either face-to-face or via the telephone, there is a fair possibility that the salesperson is not doing anything that leads to results. It might be work, but more likely it is self-delusion, thinking that work is being done.

Salespeople are paid for results, not for hours worked, or for being at the office.

So let’s put the emphasis back onto doing work.

One simple adjustment to your day could rocket you to success 

Statistics I’ve read over the years almost unanimously agree that most salespeople do not begin results-producing work until around 11 o’clock each day. They might arrive at the office at 9AM, but do not get to work until eleven.

Imagine how much better your business life, and your income, would be if you readjusted your day.

9AM – 1PM: New business search

Use this time for nothing else but looking for new business. Four hours a day (which includes those two ‘lost’ hours wasted by so many salespeople) spent doing nothing else but speaking with potential clients.

A radical thought, I know, but what this simple daily routine does is put the emphasis on finding new business, which is something that gets pushed to the back of the priority queue when salespeople become busy… on the wrong activities.

Agents are complaining of a shortage of listings. They say that whatever they list, they sell. “If only we could get more listings” they say.

I say, “If only you allocated more time to finding more listings“.

This is the solution to the shortage of listings problem, but few make prospecting a priority, preferring instead to whinge about the lack of listings.

1PM and for the rest of the day

You attend appointments and carried out all of your other sales duties.

Back to the real meaning of ‘WORK”

Success is a combination of attitude, knowledge, skill and ACTION. The missing ingredient for many salespeople is action. No, let me rephrase that: the missing ingredient for many salespeople is large amounts of the right actions. 

Try it. Don’t go to work – DO WORK. 

The right kind of work. Work that brings results.

Recent Articles

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...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

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...

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