Want to know more?   Contact us today.

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

Leadership: Not Just Bossing People About

In the 21st century, employees work with leaders, and not for them. "Generational differences have changed the face of employment" says...

Pipeline of Prospects

"The30-Day Rulestates that the prospecting you do in this

Price and Time

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the danger in allowing sellers to stay on the market ov...

Marketing

When the market turns down many agency leaders wisely cut expenses. But there is a right way and a wrong way to do this. Cut the wrong expenses and yo...

The Forgotten Rookie Syndrome

Many salespeople either become sales managers or move into a leadership role as owners of their own real estate businesses. Gary Pittard, CEO of t...

Hard Tasks Pay

In 30 years I have interviewed countless winners, and have noticed one big difference between winners and their mediocre counterparts: ...

Make the Most of a Golden Opportunity

"This is truly a great career. I wonder how many real estate salespeople actually appreciate the golden opportunity their real estate career offer...

Think Profit

With another financial year behind us, it's a good time to ponder: "Are you happy with your profit?" Stating the obvious: Profit is the mo...

Succession Planning All Talk or All Action

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses Succession Planning. Many agency leaders talk abou...

Short Attention Spans

A common complaint from leaders is that their salespeople lack focus. It has a been constant theme in my 30 years as a real estate agency profit consu...

Ask for Price Feedback

Property sellers need accurate information from the market if they are to develop an understanding of the correct market price at which their prop...

Hiring Do's and Don'ts (Part 2)

This is a two-part article on the Do's and Dont's of hiring. Last month, we discussed the Hiring Don'ts. This month we look at the Hir...

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