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

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