If you are looking for the world's most simple time management technique, take a few minutes and watch The Tomorrow Principle presented by Gary …
When you write a cheque, you would do well to remember that money is about to leave your bank account. Before signing it, ask yourself, "What is this …
Exchange bad habits for good ones and your results will improve, and so will your life. Gary Pittard discusses how consciously working at good habits …
Have incompetent salespeople representing your company and you lose profit. Lots of it. Gary Pittard, reminds leaders that competent salespeople …
Gary Pittard, explains six principles of influence. Knowing these will make you a better negotiator, give you more confidence when presenting, and boost your income.
Breakthrough Negotiations gives you five techniques for preventing the escalation of hostile behavior during your negotiations. Leaders are often …
Too often, the market is blamed for low sales performance. And if it’s not the market that is being blamed, it is sellers for being stubborn or buyers for being fussy.
If your sales team is too small, you are losing profit. Not only that, but you have no personnel buffer should a salesperson leave.
Rarely will salespeople say, "My listings aren’t selling because they are overpriced", yet this is the reason why properties do not sell.
Not all pressure is bad pressure. There is negative pressure, which should be avoided. But there is also positive pressure – the pressure we put on …
As the year winds to a close, now is the time when winning salespeople conduct a yearly review of their past year’s performance. They examine their ratios and other statistics and determine where improvement can be made.
Many real estate agents decline listings as Christmas approaches. These agents believe that there are ‘selling seasons’.
A real estate business should never be about merely surviving, but every leader needs tools to help them through tough times
As we approach the halfway mark of the sales calendar year, now is time to review your progress towards your goals.
Could it be time to refresh your company’s image in the marketplace? Every company needs a good reinvention occasionally
The number one thing failing salespeople blame is the market. Great salespeople know how to survive and thrive in any market.
The first activity winning real estate salespeople should focus on each day is lead generation.
In real estate sales there are 'Closers' and 'Order Takers'. Gary Pittard, explains the difference between Order Takers and winners.
Are you the kind of leader whose door is always open to team members? Gary Pittard, describes why an open door policy might not be such a good idea.
“You’ve got to spend money to make money!” WHO SAYS? Spending money to boost your profits should be a last resort.
None of us is the perfect leader, but there is no doubt that some have mastered the art of leadership better than others.
"Sales is a numbers game". We've all heard this saying, but have you ever thought just how important the numbers really are?
A smarter strategy is to pretend to be poor. Avoid debt, save hard, and buy as much as you can with cash, not credit.
Ten real reasons why salespeople do not get listings, and gives sound advice on how to break free from excuse mode and get into results and action …
Whether you are interested in the leadership of a real estate agency, or the leadership of any other business, like most leaders you may be looking …
In the absence of high standards we can be pulled down to the level of those who have low standards, mediocrity being the end result.
Choosing the right technology for your business can be so confusing that many real estate agency leaders put it in the ‘Too Hard Basket’
It doesn't matter how good your real estate marketing may be, if the property is overpriced it will not sell
Leadership is not always easy. By defining our values as leaders, and as human beings, we set ethical and moral boundaries, something that all …
5 steps to a brilliant future. Follow them and you may be amazed at how better life goes for you.
When salespeople are not held accountable for their actions, their level of winning actions is likely to be low. How to hold salespeople accountable …
The important activities that get results and advises that they be performed at the expense of lesser-urgent tasks. Time management gives you the …
One law that many real estate businesses violate every day – and it costs them profit. The remedy is not difficult, but it could give you a …
Actions that can make a huge difference in your listings and sales performance. Get more listings, and you will make more sales.
Your team is a mirror of you. Dynamic leader, dynamic team. Lazy leader, lazy team. the importance of leadership skill and its effect on team performance.
At every stage of life, in both our business and our personal lives, we have choices to make. We can choose to be positive, or we can choose to be negative. We can choose to work or to be lazy.
Real Estate Sales is not an easy profession to master. Why people fail and some points on how to succeed.
What that one step further is, and why you should take it. This will make you more sales for sure!
Business owners have two main options, and they must make a choice.
When we become desperate for staff we make rash, and often wrong, decisions. We hire with our hearts and not our heads.
There is a one tenet of Sales that is as old as the profession itself. Ask for what you want
If you want more profit, without increasing your expenses, you must do more with the leads you have.
While a good relationship is a good start, the ultimate goal of every presentation is to leave with the order, a signed listing.
Although the three steps to profit that Gary explains do not exact a high price, they are compulsory if you are to enjoy high profit in your business.
Gary explains that when we think that we are better than we are, we don’t train, and when we don't train, we lose business through lack of skill.
Have you ever wondered why salespeople fight you when you try to help them become more successful? Gary Pittard, explains how to lead your people to …
The goal must be realistic if you are going to achieve it. Gary Pittard, explains what it takes to set achievable, worthwhile goals.
Gary Pittard, explains the part the leader plays in leading the team to high client satisfaction, to high incomes and maximum profit.
Gary Pittard, explains that working toward being the best we can be makes us happy. We spend so much time working, why not work at being good at what …
One of the biggest complaints leaders make is that they cannot get their salespeople to focus on winning actions – those that lead to results.
Gary Pittard, explains how double standards can tarnish a leader's reputation with the team.
Gary Pittard guides you on what to stop doing and on what to do to boost your real estate agency's profit.
Contact creates contacts. You must go out and meet people. It's an old adage, but still appropriate in the 21st century: TTP – Talk To People.
Gary Pittard, explains what the Leadership Curse is, and what needs to be done to eradicate it.
Gary Pittard, illustrates how Adam McMahon, from Dignam Real Estate in Thirroul, NSW, Australia, lifted his performance from ordinary to …
Gary Pittard, explains that the value the individual gives to the company, and the degree of difficulty in replacing them, are important factors that …
If you feel that you lack willpower, take heart: willpower can be exercised. Start small. Make a short-term commitment and stick to it. Then increase …
It is a given that we need to make sales, but how you make those sales is the difference between effective and ineffective leaders.
Smart real estate agency leaders seek multiple Points of Difference for their agencies. Good points of difference are difficult for competitors to …
Salespeople forget to ask for reviews, testimonials and references. Whether this is due to a lack of foresight or just plain forgetfulness, failure …
Gary Pittard, provides answers to an important business development question: should leaders sell?
Multitasking is a myth, a practice that prevents us from getting into 'flow'. Grouping tasks is a smarter way to work.
Teams that aren't kept busy have too much time to think, and left unchecked, this thinking becomes negative. They worry about things like the state of the economy or the state of the market. Before long sales suffer.
Gary Pittard, asks 'What if' you did things differently? He gives a list of winning actions which, if you do them, will boost your real estate sales performance.
Prospecting is an essential activity for success and there are only 3 reasons why salespeople don’t prospect: 1. They are scared; 2. They are stupid; 3. They are rich.
Operating at a mediocre level is much harder and more stressful than working towards Greatness.
Many salespeople suffer from poor self-esteem. You will know these people instantly – they are the ones who get 'eaten up' by sales and are the ones who most often leave.
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 more than the ninety-five percent of people who don't set goals.
With the right tools, agency leaders can keep their teams on track, producing results and higher profits.
Transparency is clueless negotiating. When buyers give an offer on a property, it is nobody's business but theirs, the agent's and the sellers'. 'Give me PRIVACY over transparency any time!'
Aalary phobia leads agency owners to use commission-only or debit-credit reward schemes, and in doing so cause their agencies to haemorrhage profit.
People who say door knocking is dead either haven’t knocked on many doors, or they have a terrible door knocking presentation. For such people door knocking is dead. For the rest, it’s alive and well.
In some markets, real estate agents often say that they have plenty of listings, but need buyers. This thinking is unprofitable.
Instead of thinking and speaking negatively about clients (or the market) your chances of success will soar if you think the best.
Shrinking your sales team when your market is tough can shrink your business into oblivion. I hope to convince you that it's nearly always Time To Hire.
While no salesperson will admit to treating people badly, you see it all the time. Success in Sales begins with courtesy and good manners, both of which cost nothing.
Salespeople need far more coaching than typical salespeople receive. Not only must the real estate agency have access to the latest training, the leader must step up and coach.
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