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If you would
like more information about a career in real estate please email
or call (02) 9894 8988 |
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AU Free call:
1800 663 600
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NZ
Free call:
0800 448 065 |
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s the real estate industry entered the 21st Century it |
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community. |
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Morgan Group surveys published yearly in The Bulletin revealed
that on average only eight people in one hundred regarded real estate agents as honest and ethical. This
means that nine people in ten have had bad experiences with real estate agents. This is not a record
to be proud of. And there is no sign of improvement.
This reputation is often undeserved. The real estate industry has many fine and honest people and can
be a wonderful industry in which to enjoy a career. Poor systems |
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and outdated practices, however, have led to
widespread public disdain.
Within the industry things are not much better. Apart from those brief periods when the property market
is booming, many real estate agencies, and the salespeople working in them, struggle to survive.
For more than a decade at one training course, a teacher advised his students, "In twelve months most
of you will be out of the real estate industry. And those of you who remain will not be making much money." How
inspiring!
It does not have to be this way.
You are invited to consider a career with a different type of real estate agency |
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– one that believes salespeople
should be well trained in selling skills and client care. These agencies are at various stages of implementing
the Real Estate Agency Management Program, developed by the Pittard Training Group.
These companies are not perfect, but they are attempting to become businesses that are shining examples
in their communities. To achieve this aim they are constantly on the lookout for good people, who are
willing to learn how to sell real estate in a manner that puts the client, not the agent, first.
If you are a person like this we would welcome the opportunity to meet you. |
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gents using the Real Estate Agency Management Program |
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they hire the right people and teach the right skills, the chances of success are excellent. For this
reason they are prepared to back their own judgement by ensuring that all sales staff are paid a good
salary. This breaks ‘tradition’. |
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Many other agents remunerate salespeople either by ‘commission only’ or through a ‘pay
back retainer’ (advances against commissions).
The Real Estate Agency Management Program is vehemently opposed to such schemes, believing they indicate
that most agents are incapable of training their people to succeed. To hire almost anybody and hope things
will
‘work out’ is absurd.
In most cases things don’t work out. Salespeople can |
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struggle for many months on pitiful levels
of income only to leave the industry feeling disillusioned. The industry not only loses many potentially
successful people with these payment schemes, but it also fails to attract the right calibre of people
in the beginning.
Thousands of people are unwilling to enter real estate due to the lack of a guaranteed minimum wage.
‘Traditional’ pay schemes are one of the underlying causes for the bad reputation suffered
by agents. How can the real estate industry expect to attract the best people if it offers some of the
worst conditions in the beginning?
Offices using the Real Estate Agency Management Program won’t just hire anybody, nor will they
allow the permanent hiring of any person until they have successfully completed a |
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number of interviews, training programs and
a series of comprehensive tests.
It is NOT easy to secure a position in an agency using the Real Estate Agency Management Program.
The personal and financial rewards in an office using this program are high. The base salary package
is $55,000 – which excludes bonuses. Included in the salary package is a $3,000 training and education
benefit.
Bonuses are based on sales performance and can easily equal the base salary. Salespeople are expected
to earn at least $75,000 annually in personal income.There are many earning well over $100,000 per annum. |
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To show total honesty at all times in your dealings
with clients |
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To strictly follow the sales programs made
available to you |
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To complete a set number of specific actions on a regular
basis |
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To monitor and observe your results and progress |
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To become part of a close-knit team |
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To possess an attitude that fosters and encourages achievement |
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To continually improve your level of knowledge and skill |
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To use the Client Benefit Strategies to make certain your
clients are delighted |
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To work hard to reach your goals and the goals of your clients |
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To display total loyalty to your clients, your colleagues
and to the culture of your agency |
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A secure salary package |
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A generous bonus package |
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Work-related expenses paid for by the agency |
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Support from your leader and your colleagues |
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A long term career with a high income |
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A high level of pride in being part of an agency the public
can trust |
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Challenges and excitement. No two days are ever the same! |
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Freedom of working hours – time generally under your
control |
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The opportunity to advance in your agency or in training
and assisting other salespeople |
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The happiness that comes from being in one of the best industries
in the world |
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f you have made attempts to enter the real estate industry, |
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expression, ‘We don’t need anybody right now’. This statement is likely to be made
by managers who have been so badly hurt by ‘traditional’ hiring methods that they have become
sceptical. |
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With a high proportion of new
people entering the industry
failing, and with many
experienced people having
horribly ingrained bad habits, it
is not surprising that real estate
managers don't relish the
thought of hiring sales staff.
Most managers fear the thought
of hiring and avoid it where
possible. |
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You may be thinking, "I'm good,
and I'm ready to do 'whatever it
takes' to succeed. How can they say
they don't need me?"
Most offices operating with the
Real Estate Agency Management
Program are always open for
hiring. In these offices,
recruitment is ongoing. There are
set days when they conduct
interviews. A potential applicant
need only ask, "When is your
interview day?" |
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If you are considering real estate
either now, or at some time in the
future, the leader of an office
using the Real Estate Agency
Management Program will always
be happy to speak with you.
An important aspect of the hiring
process is that it allows both the
office and the candidate to
preview each other before a
permanent decision is made. |
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There will be a comprehensive
theory examination based on
Winning Ways - Real Estate Sales.
There is also a four-day practical
assessment.
The entire process can take
approximately 3 months giving
both you and the office plenty of
time to decide.
There will be a three-month Trial
Period before a permanent decision
is made.
You will be asked to read several
books and listen to other brief
audio programs to give you a
greater understanding of what is
involved.
You will be provided with
information regarding legal
obligations and procedures
associated with the buying and
selling of real estate in your state. |
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You will need to
obtain the necessary licences or
certificates to comply with the law.
To research the licensing
requirements in your region please
see the inside back cover for a list of
relevant government websites.
You will be asked to give written
undertakings that you agree to
comply with all aspects of your
training programs, including
achievement of targets and the
performance of specific actions. |
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| THE HOURS |
You must be prepared to work
many hours, particularly in the
early months. It is not unusual
for some days to begin at nine in
the morning and end at ten that
night. At times there is a tendency
for some new salespeople to work
too many hours.
The Real Estate Agency Management Program requires an
enormous amount of dedication.
The primary focus, however, is on
actions completed, not upon
hours worked.
As in most careers, a mastery of
time is critical. Truly successful
real estate achievers have plenty
of free time. They master time
management skills. |
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WEEKENDS
An enormous amount of activity
can be created for weekends. In
the early stages of your career you
may find it necessary to work
many weekends. |
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SPOUSE SUPPORT
You will need the whole-hearted
support of your family. Real
estate can be very demanding on
your family life. Family bonds
need to be strong to withstand
such pressure. By focusing on the
ultimate benefits of a successful
real estate career, a family feels
part of a team.
YOUR IMAGE
With many real estate agents
suffering from a poor public
image, you will need the ability
to separate yourself from this
perception. It will take time to
earn respect in your community.
The Real Estate Agency Management Program is based
solely on putting the client first.
Following the program will
quickly enable you to win the
respect of your clients. |
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TRAINING
The most successful people are
constantly improving. You will
need to devote yourself to
continuous training and
improvement. Studying the
great achievers from real estate,
and from other industries, will
be of great benefit.
SELLING
In real estate, the ‘sale’ is not so
much when someone decides to
purchase a property. The true ‘sale’ is when a person grants
you the right to represent them
as their agent for the sale of their
property. What you ‘sell’ is
yourself, your agency and the
benefits your agency can
provide to the seller. |
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| The sellers are your clients
and their interests are of
paramount importance. By
remembering this principle and
practising a policy of total client
care, you will receive many
recommendations. The better
you care for your clients, the
more successful your career will
be. A struggling real estate agent
is often a real estate agent who
has neglected clients. |
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The interests of your clients are
your major concern. Your
success will be measured not only
by your income but also by the
praise you receive from happy
clients. The programs you will be
taught eliminate all methods that
place agent interests ahead of
clients’ interests.
The philosophy of ‘Client
Benefit Strategies’ is taught in
your pre-start training programs.
These strategies will make you
very proud of your profession.
People of the highest integrity
are very popular with clients.
Trust is the key in every aspect of
the sales programs you will
study and master. |
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WHAT YOU CAN
DO NOW |
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If you are seeking to enter the real estate industry as a salesperson,
the Pittard Training Group would be pleased to introduce you to an agent that attends our training and
who may be interested in talking with you about a career in real estate. If we do not have an
agent close to where you live, we will be unable to do this.
Please Call
1800 663 600
Or
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