Cover art for podcast Gary Pittard - Real Estate Leadership and Sales Training

Gary Pittard - Real Estate Leadership and Sales Training

79 EpisodesProduced by Gary PittardWebsite

Sales and leadership training from real estate agency profit consultant, Gary Pittard. For busy leaders and salespeople who like to keep learning on the job.

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The Tomorrow Principle

September 30th, 2018


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 …

Cost of a Cheque

October 7th, 2018


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 …

A New You

October 14th, 2018


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 …

Incompetence Costs Your Company Money

October 21st, 2018


Have incompetent salespeople representing your company and you lose profit. Lots of it. Gary Pittard, reminds leaders that competent salespeople …


October 28th, 2018


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 Negotiation

November 4th, 2018


Breakthrough Negotiations gives you five techniques for preventing the escalation of hostile behavior during your negotiations. Leaders are often …

In a Market Like This

November 11th, 2018


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.

Shrinking is Not Always the Answer

November 18th, 2018


If your sales team is too small, you are losing profit. Not only that, but you have no personnel buffer should a salesperson leave.

Stock Pricing – It Pays To Be Aware

November 25th, 2018


Rarely will salespeople say, "My listings aren’t selling because they are overpriced", yet this is the reason why properties do not sell.

Are You Under Pressure

December 2nd, 2018


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 …

Time For A Yearly Review

December 9th, 2018


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.

The Sales Season

December 16th, 2018


Many real estate agents decline listings as Christmas approaches. These agents believe that there are ‘selling seasons’.

Six Must Do Survival Activities

December 23rd, 2018


A real estate business should never be about merely surviving, but every leader needs tools to help them through tough times

A Review Is In Order

December 30th, 2018


As we approach the halfway mark of the sales calendar year, now is time to review your progress towards your goals.

Reinvention – The Spice of Life

January 6th, 2019


Could it be time to refresh your company’s image in the marketplace? Every company needs a good reinvention occasionally

Excuses Do Not Make Sales

January 13th, 2019


The number one thing failing salespeople blame is the market. Great salespeople know how to survive and thrive in any market.

Finding Customers

January 20th, 2019


The first activity winning real estate salespeople should focus on each day is lead generation.

Professional Salespeople Are Leaders

January 27th, 2019


In real estate sales there are 'Closers' and 'Order Takers'. Gary Pittard, explains the difference between Order Takers and winners.

The Open Door Policy

February 3rd, 2019


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.

Spend Money To Make Money

February 10th, 2019


“You’ve got to spend money to make money!” WHO SAYS? Spending money to boost your profits should be a last resort.

Five Signs Of A Poor Leader

February 17th, 2019


None of us is the perfect leader, but there is no doubt that some have mastered the art of leadership better than others.

The Magic of Numbers

February 24th, 2019


"Sales is a numbers game". We've all heard this saying, but have you ever thought just how important the numbers really are?

Pretend To Be Poor

March 3rd, 2019


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 Reasons Salespeople Don't Get Listings

March 10th, 2019


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 …

The Best Leadership Tool Ever

March 17th, 2019


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 …


March 31st, 2019


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.


April 14th, 2019


Choosing the right technology for your business can be so confusing that many real estate agency leaders put it in the ‘Too Hard Basket’

Price Stock to Sell

April 21st, 2019


It doesn't matter how good your real estate marketing may be, if the property is overpriced it will not sell

Leadership Talents

April 28th, 2019


Leadership is not always easy. By defining our values as leaders, and as human beings, we set ethical and moral boundaries, something that all …

A Brilliant Future

May 5th, 2019


5 steps to a brilliant future. Follow them and you may be amazed at how better life goes for you.


May 12th, 2019


When salespeople are not held accountable for their actions, their level of winning actions is likely to be low. How to hold salespeople accountable …

Focus on the Important

May 19th, 2019


The important activities that get results and advises that they be performed at the expense of lesser-urgent tasks. Time management gives you the …

A Major Law of Marketing

May 26th, 2019


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 …

How Today's Winners Achieve Massive Success

June 2nd, 2019


Actions that can make a huge difference in your listings and sales performance. Get more listings, and you will make more sales.

Leadership Skill and the Mirror Principle

June 9th, 2019


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.


June 16th, 2019


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.

Excellence in Real Estate Sales

June 23rd, 2019


Real Estate Sales is not an easy profession to master. Why people fail and some points on how to succeed.

One Step Further

June 30th, 2019


What that one step further is, and why you should take it. This will make you more sales for sure!

The Leaders Choice

July 7th, 2019


Business owners have two main options, and they must make a choice.

Hiring - Don't Be a Heart Buyer

July 14th, 2019


When we become desperate for staff we make rash, and often wrong, decisions. We hire with our hearts and not our heads.


July 21st, 2019


There is a one tenet of Sales that is as old as the profession itself. Ask for what you want

Profit and Your List-To-Sell Ratio

July 28th, 2019


If you want more profit, without increasing your expenses, you must do more with the leads you have.

Get the Listing

August 4th, 2019


While a good relationship is a good start, the ultimate goal of every presentation is to leave with the order, a signed listing.

Three Steps to Profit

August 11th, 2019


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.

Make Reality Your Ally

August 18th, 2019


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.

Destination Called Greatness

August 25th, 2019


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 …

Realistic Goals

September 1st, 2019


The goal must be realistic if you are going to achieve it. Gary Pittard, explains what it takes to set achievable, worthwhile goals.

The Part You Play

September 8th, 2019


Gary Pittard, explains the part the leader plays in leading the team to high client satisfaction, to high incomes and maximum profit.

Job Satisfaction

September 15th, 2019


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 …

Hold People Accountable

September 22nd, 2019


One of the biggest complaints leaders make is that they cannot get their salespeople to focus on winning actions – those that lead to results.

Double Standards

September 29th, 2019


Gary Pittard, explains how double standards can tarnish a leader's reputation with the team.

How To Make Less Profit

October 6th, 2019


Gary Pittard guides you on what to stop doing and on what to do to boost your real estate agency's profit.

Contact Creates Contracts

October 13th, 2019


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.

The Leadership Curse

October 20th, 2019


Gary Pittard, explains what the Leadership Curse is, and what needs to be done to eradicate it.

Aim High

October 27th, 2019


Gary Pittard, illustrates how Adam McMahon, from Dignam Real Estate in Thirroul, NSW, Australia, lifted his performance from ordinary to …

The Second Tier

November 3rd, 2019


Gary Pittard, explains that the value the individual gives to the company, and the degree of difficulty in replacing them, are important factors that …

Willpower Exercises

November 10th, 2019


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 …


November 17th, 2019


It is a given that we need to make sales, but how you make those sales is the difference between effective and ineffective leaders.

Point Of Difference

November 24th, 2019


Smart real estate agency leaders seek multiple Points of Difference for their agencies. Good points of difference are difficult for competitors to …

Ask For A Review

December 1st, 2019


Salespeople forget to ask for reviews, testimonials and references. Whether this is due to a lack of foresight or just plain forgetfulness, failure …

Should Leaders Sell

December 8th, 2019


Gary Pittard, provides answers to an important business development question: should leaders sell?

Group Your Tasks

December 15th, 2019


Multitasking is a myth, a practice that prevents us from getting into 'flow'. Grouping tasks is a smarter way to work.

Keep The Team Busy

December 22nd, 2019


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.

What If?

December 29th, 2019


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.


January 5th, 2020


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.

Habits of the Greats

January 12th, 2020


Operating at a mediocre level is much harder and more stressful than working towards Greatness.

Make Them Feel Important

January 19th, 2020


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.

High But Not Out Of Sight

January 26th, 2020


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.

Stop Slumps Before They Occur

February 2nd, 2020


With the right tools, agency leaders can keep their teams on track, producing results and higher profits.

Clueless Negotiating

February 9th, 2020


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!'

Salaries: Expense or Return?

February 16th, 2020


Aalary phobia leads agency owners to use commission-only or debit-credit reward schemes, and in doing so cause their agencies to haemorrhage profit.

Is Door Knocking Still Effective?

February 23rd, 2020


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.

Let’s Look At The Real Problem

March 1st, 2020


In some markets, real estate agents often say that they have plenty of listings, but need buyers. This thinking is unprofitable.

Think the Best

March 8th, 2020


Instead of thinking and speaking negatively about clients (or the market) your chances of success will soar if you think the best.

It's Time To Hire

March 15th, 2020


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.

Courtesy Costs Nothing

March 22nd, 2020


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.

The Leader As Coach

March 29th, 2020


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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