You Pay For Action

you_pay_for_action

Almost everybody on the team knows what they have to do – Property Managers, Receptionists, Secretaries, BDMs; etc.

The reason they know what they have to do is because these roles have clear job descriptions. The people in these roles know what they have to do and they know that any competent leader will not accept paying salaries to people who do not perform their roles competently.

But what about salespeople? It is clear that many either do not know what is required of their roles, or if they do, they are refusing to do the actions required of their roles.

Could the problem be that leaders do not give their salespeople clear job descriptions? Have you ever seen a job description for a salesperson?

How often have you heard salespeople say, “I know what I’m supposed to do – I’m just not doing it“? I have heard this many times, and always the salespeople who said it did so in a tone that indicated they thought this was acceptable. It was as though they wanted you to feel sorry for them.

Since when did Sales become a democracy?

Salespeople enjoy a lot of autonomy. But this does not exempt them from performing duties specific to their roles. Since when does an employee get to decide what tasks in their job description they won’t do? I bet you they didn’t tell you that in their interview!

You pay for action. Every person in your agency is expected to do what they are paid to do. This must include salespeople.

Smart real estate agency leadership gives salespeople two options only:

  • Do the actions you are paid to do, or…
  • Resign

You run a real estate business. Are you serious about results? If so, then you will be serious about actions. Salespeople must:

  • Prospect – talk to people. Look for new business every day.
  • List – competently and honestly.
  • Coach sellers so they come to understand the market, and price their properties accordingly.
  • Show properties priced to sell in today’s market to qualified buyers.
  • Negotiate and close sales.

To salespeople who say, “I know what I’m supposed to do, but I’m just not doing it“. I say, “Do what you are paid to do, or leave“.

I regularly poll leaders during my real estate agency profit webinars. Almost always, eighty percent of responding leaders said they would like their salespeople to do more prospecting. Often this figure is 100 percent.

Some leaders have said that I’m too radical by insisting that salespeople do what they are paid to do. But recently I saw two offices close their doors because the leaders of those offices were too weak to fire people who did not do what they were paid to do.

Going broke is pretty radical too, wouldn’t you say?

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