expect that more people would succeed in this career, but sadly many do not. Opportunity is not always obvious – you have to look for it.
While the benefits I have just highlighted apply to real estate, the same principle applies to any career: look for reasons to appreciate the work you do.
If you love what you do, you will learn how to do it better – to excel at your work. Your income will increase as your competence increases and in proportion to the value you give your company. Most jobs offer opportunities for valuable people to advance.
But opportunity alone does not make you a winner. It gives you the potential, but it is just the starting point.
This book will help you grasp that opportunity, avoid the pitfalls and learn the proven path to success.
My background
Hundreds of books have been written about winning and success. Why should you trust me?
Every book is a distillation of the author's experiences, inspirations and learnings. This book contains my thoughts on why winners win, based on my experience working with winners.
I have spent three decades interviewing winners in my role as a sales trainer, sales leadership trainer and sales management trainer. In this book I have brought together all I have seen people do wrong and right.
Over those 30 years I have talked to more than 10 000 people. I have been coaching winners since 1993, and have analysed the data from these salespeople to find out what has held them back. I have been recording interviews with winners since 1995, asking them about their careers, why they do what they do and how they achieve the results they do.
I have also attended thousands of hours of seminars with some of the best speakers and teachers from around the world. I have learned from their wisdom and insights, and subsequently helped thousands of people put them into practice.
Why is this book different?
There is a lot of information available out there – some of it even free – but much of it is not the right information.
In real estate, for example, some people continue to push print media as a viable marketing tool, even though they should know print is dying – or already dead! Upon investigation, you discover they are on the board of a newspaper.
Even if they promote online marketing, their advice can be biased. I once heard an agent announce a goal for his company to ‘dominate the digital space'. He planned to do so by buying premium advertising on a major property portal, later admitting he was a board member.
A lot of information is put out by people who have neither practical experience nor training, so they recycle what they have read in books. But they have not actually applied the advice they offer in the field and have therefore not learned from experience.
I take pride in the fact that in our company, Pittard, we walk our talk. There is nothing in our manuals that is not consistent with what we do in our company. None of our people say, ‘Do this, just because it is a good idea.' Our speakers and trainers (myself included) have done it themselves, and probably have made the same mistakes as the people in our audiences. We aren't theorists.
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