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(02) 9519 7500
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his booklet provides details
of a method of recruiting being |
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used by
many real estate companies across Australia and New
Zealand. |
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These companies are committed to building winning teams
consisting of results-focused people who are highly skilled in
sales, customer care, and ethics. They are willing to teach
these skills to the right people: those who want a career, not
merely a job. |
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With the right people and the
right training, the aim of these companies is to improve the
real estate industry, not only for the
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agents themselves, but also for
the clients they serve. This booklet will give you an insight
into what such companies can offer you if you work in one of
them. It will also give you an insight into what is expected
of you should you accept a position with one of these
companies.
If you
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inspired by what you read, you might consider a real estate
career. |
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s the real estate industry
entered the 21st Century it |
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did not
enjoy a good standing in the 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and outdated practices, however,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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are
confident. They know that provided 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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you may
have become familiar with the 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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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 interested in
pursuing the possibility of
a career in real estate, and you feel that you have
the dedication to succeed in an office using the
Real Estate Agency Management Program,
Please Call
(03) 9379 5616
Or
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