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33: Gary Pittard: How To Win More Listings And Close More Sales

By |June 12, 2015| No Comments

Gary Pittard, CEO at the Pittard Training Group, joins Real Estate Pros to share how to win more listings and close more sales. Gary shares an honest account of his successes and failures in the real estate industry and why sales is a numbers game, but leadership isn’t.

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Gary Pittard: How To Win More Listings And Close More Sales

Show Notes

Gary Pittard’s sales career began in the Australian office of the global business machines and copier company, Nashua. Achieving success in the highly competitive business machines market is no easy feat.

With more than 30 years’ experience, working with the best sales and leadership minds in the world, Gary has developed an acute awareness of the subtleties of human communication and influence and the constant requirement for innovation and reinvention to stay relevant in rapidly changing markets.

Almost by chance, Gary transitioned his selling career from business machines sales to real estate in 1989. The most obvious difference between selling business machines and real estate was the customer. Selling to consumers rather than businesses was a huge transition with many (sometimes steep) learning curves along the way.

The one constant across both businesses was that the agents making the most sales (and earning the highest commissions) were the ones who had invested more in training and development, and by extension had greater skills and knowledge than the underperforming salespeople.

This was a tipping point in Gary’s career and he committed to learn everything he possibly could about real estate sales and the industry, as he knew this was essential to forging a prosperous career in real estate.

Gary established a leading real estate sales training and development organisation in Australia – Pittard Training Group – with hundreds of member agencies earning greater profits and experiencing greater levels of success than the average agent. Pittard has been servicing agents in Australia, New Zealand and Asia Pacific for more than ten years.

There is so much valuable content in this episode with Gary, so don’t miss it. Be sure to tune in to hear all his incredible insights and wisdom.

Please join us in thanking Gary for being here today, and thanks to you as well for joining us. We’ll see you next time on Real Estate Pros podcast.

Fast Five

Who has been an inspiration to you throughout your career?

“Ray Iacono – he kept a good eye on expenses without being stupidly stingy.”

What is your favourite thing in the world to do when you’re not at the office?

“Spending time at our house in Patonga.”

What is your favourite business book?

Pulling Your Own Strings – By Wayne Dyer.”

What is your favourite technology resource you use daily to help run a better business?


What is ‘one thing’ that prevents people in real estate from achieving success and what would your advice be to overcome it?

“Lack of focus – you need clear written goals.”

What is your favourite success quote?

“If it’s meant to be, it’s up to me.”

Fast Fact of the Week

Our Real Estate Industry Social Media Survey (soon to be released) found that 63% of real estate professionals are not paying to promote their content on social media.

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