Why Winners Win E-Book

Gary Pittard

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 230

Veröffentlichungsjahr: 2016

Beschreibung

Your journey to success starts here Why Winners Win identifies the crucial elements of business success and provides step-by-step guidance on getting there. Author Gary Pittard shows you why consistent results are the key contributing factor to lasting success, and helps you identify your personal barriers. Whether you lack the ability to set goals or a plan, motivation or focus, this book will show you how to adjust your course and direct you to the top. Based on the Success Journey model, the discussion focuses on attitude, knowledge, skill and competent action to give you a solid framework to boost your potential and achieve prosperity. You'll learn the essential qualities of a winner, and how to demonstrate these qualities every day in every interaction. Case studies demonstrating success and failure provide you with clear examples of the framework in action and illustrate the cause-and-effect relationship behind everyday choices. Believe it or not, failing at something is a great way to become successful. Experience teaches a lesson no advice could impart, and not being at the top just means there's more room to grow. This book equips you with a solid success plan, the skills you need to execute it and expert insight into your own unique path. * Identify and overcome your personal barriers to achieve success * Build and amplify winning qualities that that will keep you on course * Learn a simple four-step model for achieving consistent results * Discover the single most important difference between winners and losers The goal is prosperity - whatever that may mean to you - and attaining a level of freedom and security that allows you to give back and be generous with your money, time and knowledge. Success is a journey, but Why Winners Win provides the roadmap you need to start the journey today.

Leseprobe

Every so often an opportunity comes along to learn from a master; a person who not only has personally reached a huge level of success, but knows how to teach the ‘how-to' just as effectively to others. If you want to know why winners win, simply read this amazing book. On the other hand, if you want to be one of those winners, read the book and immediately begin to apply the knowledge and wisdom the author has so generously shared. If you could only read one book on success and it would have to be enough, this book would qualify. Oh, and despite it being mostly geared to real estate, the principles Gary teaches will work for any entrepreneur; any professional. FANTASTIC!

— Bob Burg, co-author of The Go-Giver

Gary is well qualified to write a book on winning. I have seen him go from deep financial difficulties to prosperity. I have known him in tough times and good times. I have seen him build a training company that offers ethical training that works. I trust Gary's advice.

Personally, I believe we are on this ‘Trip Earth' to help others. Gary had that all figured out when I met him; it is the key to our friendship! He is very aware that when he wins, everyone else in his circle does too, and Gary has helped countless people to succeed while on his own success path. Although much of his background has been in real estate, Why Winners Win is relevant to all industries and professions.

— Bill Nasby, sales trainer, international speaker, and developer of Your Path to Deliberate Creation  and Doors to Success

Gary Pittard's training has helped me in two ways. First, it has had a great influence on my character and helped me become the person I am today. Second, Gary's advice gave my career direction, teaching me in logical sequences about the role of a salesperson and how to handle the mental challenges we face every day.

Through Gary I learned to set goals, which enabled me as a single mother to provide a better life for myself and my family. I developed courage to do those important, but sometimes difficult, tasks and I learned to persist and became more confident — critical attributes for success.

— Sandy Rogers, salesperson, Marsellos Pike Real Estate, Morayfield Qld

I have known Gary Pittard for over 10 years and he has been instrumental in my skill development, training ability and the successes I have achieved whilst operating in real estate, and more recently running my own agency.

It is my genuine belief that his material is second to none, and that following the plans and programs he has in place will all but guarantee your success in real estate.

— Adam Horth, Principal, Johnson Real Estate, Ipswich Qld

Gary Pittard is Australia's #1 expert on success in real estate. In Why Winners Win, Gary has combined three decades of experience, discipline and wisdom with contemporary thinking and practical, cutting-edge strategies. Why Winners Win is a blueprint for success. Schedule a day to read it, because once you pick it up you won't be able to put it down!

— Mark McKeon, author of Every Day Counts and Work a Little Less, Live a Little More

Gary is passionate about business improvement. I worked with him to revamp his organisation's people strategies and it was unusual to find someone so open and willing to change. An early adopter of innovative practices, he uses the latest technology such as podcasts, webinars and Pittard TV to continually transform his business. Gary pursues excellence with a single-mindedness that is refreshing in an era when many leaders are still resistant to change.

— Mandy Johnson, author of Winning the War for Talent

If anyone knows about winning in a sales situation, it's Gary Pittard.

If you're serious about your sales career, this book is for you. It's free of hype and full of practical, tried and true tips to help you also become a winner. It will help you better understand your clients' needs and wants in order to better serve them.

Unlike some salespeople, Gary doesn't spout meaningless platitudes but generously and genuinely shares strategies and information that have helped him — and others he has coached — to succeed.

For anyone in real estate sales, this book is absolutely essential; I believe it is also useful for any sales environment. We're all in ‘Sales' to some degree or other, and I particularly liked the segments on affirmations, persistence, quality and lifelong learning.

Gary walks the talk. He's the real deal with real knowledge for real estate selling success. Gary is indeed a winner in my book.

— Catherine DeVrye, former Australian Executive Woman of the Year and #1 best-selling author of Good Service is Good Business, Hope as My Compass, Hope Happens, Hot Lemon and Honey and four other titles

Gary is a rare individual. He is one of the 2 per cent club: a special club of people who actually get things done. While others wonder what they should do next, Gary does it! A quiet achiever, he personifies the saying that ‘Leaders walk softly and make a big impact'. His work has inspired successful people both inside and outside the real estate industry to achieve success both professionally and personally.

— Matt Church, founder of Thought Leaders Global, author of Amplifiers and seven other national bestsellers on leadership

There are different types of people who work in high performance. Some people have been in the trenches and done it themselves, some people have coached others to be successful, while some have studied how people become successful. It is rare to have someone who has done all three. Gary is one of those people. He brings a unique perspective to high performance. To be the best we have to learn from the best. Gary is that person!

— Dr Adam Fraser, human performance researcher and author of The Third Space

Drawing on decades of accumulated wisdom and study, Gary Pittard shows the way to transform your sales ‘job' into a distinguished career, filled with honour, heart and happiness. Under his guidance, you will learn how to establish high standards and focus a high degree of effort. The profit and wealth will follow.

This is not just a book about sales, but a book about success in life. If you are not in sales, when you read this book you'll wish you were.

— John Kralik, author of A Simple Act of Gratitude (365 Thank Yous)

I've known and worked with Gary Pittard since 2009. He is genuinely interested in improving the lives and income of the people he trains. He operates with integrity and follows through on his promises. He knows the business and delivers methods that will create winners.

— David Knox, international speaker, producer of online real estate video training

WHY WINNERS WIN

What it Takes to be Successful in Business and Life

GARY PITTARD

First published in 2016 by John Wiley & Sons Australia, Ltd 42 McDougall St, Milton Qld 4064Office also in Melbourne

Typeset in 11/13 Palatino LT Std

© Pittard Training Group Pty Ltd 2016

The moral rights of the author have been asserted

National Library of Australia Cataloguing-in-Publication data:

Creator:

Pittard, Gary, author.

Title:

Why Winners Win: what it takes to be successful in business and life / Gary Pittard.

ISBN:

9780730334163 (pbk.) 9780730334170 (ebook)

Notes:

Includes index.

Subjects:

Success. Conduct of life. Success in business. Self-actualization (Psychology)

Dewey Number:

158.1

All rights reserved. Except as permitted under the Australian Copyright Act 1968 (for example, a fair dealing for the purposes of study, research, criticism or review), no part of this book may be reproduced, stored in a retrieval system, communicated or transmitted in any form or by any means without prior written permission. All inquiries should be made to the publisher at the address above.

Cover design by Wiley

Cover images: head: © feelplus/Shutterstock;                    brain: © NotionPic/Shutterstock

Disclaimer

The material in this publication is of the nature of general comment only, and does not represent professional advice. It is not intended to provide specific guidance for particular circumstances and it should not be relied on as the basis for any decision to take action or not take action on any matter which it covers. Readers should obtain professional advice where appropriate, before making any such decision. To the maximum extent permitted by law, the author and publisher disclaim all responsibility and liability to any person, arising directly or indirectly from any person taking or not taking action based on the information in this publication.

For my girl, Kez

CONTENTS

About the author

Acknowledgements

Foreword by Dr Denis Waitley

Introduction

PART I LOOK INWARD: SOURCES OF FAILURE AND SUCCESS

1 Why consistent results are not achieved

The four fatal flaws

Other reasons

2 Winning qualities

Attitude

Knowledge

Skill

Competent action

PART II THE SUCCESS JOURNEY

3 Anything but ‘overnight'

The four-step path

Getting started

4 Attitude

What's the point?

Deserving

Self-esteem

Craving opportunity

Love of quality

Love of work

5 Knowledge

What's the point?

Know your destination

Blueprint your life

Set clear and precise goals

Identify your targets

Make clear plans

Use affirmations

Study

6 Skill

What's the point?

Know your strategy

Understand clients

Search for new business

Overcome fear

Talk to people

Tell the truth

Show courtesy

Negotiate

Close the sale

Practise

7 Competent action

What's the point?

Focus every day

Monitor your time

Hard work and application

Exercise willpower

Create great habits

Set goals

Be passionate about getting better

PART III WINNING FOR LIFE

8 Prosperity

What's the point?

Think abundance

Be grateful

Save more

Build wealth

Give back

Associate with the right people

9 Winners are doers

Index

Advert

EULA

Guide

Cover

Table of Contents

Part

Pages

i

ii

iii

iv

xiii

xiv

xv

xvi

xvii

xviii

xix

xx

xxi

xxii

xxiii

xxiv

xxv

xxvi

xxvii

1

159

160

161

162

163

164

165

167

168

3

4

5

6

7

8

9

10

11

12

13

14

15

16

17

18

19

20

21

22

23

24

25

26

27

28

29

30

31

32

33

34

35

36

37

38

39

41

43

44

45

46

47

48

49

50

51

52

53

54

55

56

57

58

59

61

62

63

64

65

66

67

68

69

70

71

72

73

74

75

76

77

78

79

80

81

82

83

84

85

86

87

88

89

90

91

92

93

94

95

96

97

98

99

100

101

102

103

104

105

106

107

108

109

110

111

112

113

114

115

116

117

118

119

120

121

122

123

124

125

126

127

128

129

130

131

132

133

134

135

136

137

139

141

142

143

144

145

146

147

148

149

150

151

153

154

155

156

157

About the author

Gary Pittard is the managing director of Australia's leading real estate training and development organisation, Pittard. His sales career began in the Australian office of the global business machines and copier company Nashua.

Pittard has been servicing agents in Australia, New Zealand and Asia Pacific for more than a decade. On average, Pittard member agencies earn greater profits and experience greater levels of success than average agents. Pittard revolutionised real estate training with the development of iTrain, a digital real estate training streaming service, and Pittard TV, a live online broadcast network for real estate professionals around the world.

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 need for constant innovation and reinvention to stay relevant in rapidly changing markets.

Web:pittard.com.au

Email:[email protected]

Twitter:@garypittard

LinkedIn:linkedin.com/in/garypittard

Acknowledgements

A recurring theme throughout Why Winners Win is that nobody succeeds alone. The right people in both our business and personal lives not only make the difference between success and failure, but also they greatly affect our happiness and enjoyment of life. I would like to acknowledge those who contribute, and who have contributed, to any success we enjoy.

To my family: my wife Kerry (Kez), daughter Jasmin, son Jesse, their partners Adam King and Martine Zacka, our grandchildren Zachary, Bronte, Layla and Liam, and our unofficially adopted sons Patrick Casey and Thuso Lekwape. What is success without love of family? To me, it's failure of the worst kind. Life is lovely with you in it.

To the Pittard team: Michael Johnston, Ninette Maddrell, Ian Eldershaw, Martyn Jeffs, Phil Lynch, Ben Harvey, Daniel Cao, Daniel Matheson, Melanie Kikoudis and Gerald Crough. I shudder to think where we would be without you.

To the ‘extended' Pittard team: Andrew and Bev Trim, Adam Horth, Jeff Cannon, Chris Pisani, Peter Tran, Samantha Peterffy, Anthony Cordato, Michael Field, Hollie Azzopardi, Kiara Bandiera, Allen and Racheal Larkin and Gihan Perera. Thank you for your friendship and sound advice, and for all of the good things you do for us.

To the late Bruce Clingan: you were the one who got me into Sales, after I returned from living overseas and was undecided about my career direction. Like all good salespeople, you made the decision for me, and then made a telephone call that was to put me on a path that I love, one that I have been on ever since. You were a champion.

Thanks to Paul Jelfs for giving me an opportunity and for your guidance in the early years of my career. Your first lesson was to tell me that a salesperson who will not prospect every day for new business is nothing but an order taker — a lesson I still teach today.

Thanks to Bill Smith and Ross Hall for all the great advice and inspiration you gave me when I first started in Sales. You taught me lessons I'll never forget, the number one being that winners care about helping others.

To Steve Lowry and Michael Simpson, who were fledgling salespeople being led by a fledgling sales manager. We met at the beginning of our careers and I admire the men and businesspeople you have become. To George Georgiou, who joined our sales training sessions in those early days, already a winner: you took the opportunity to learn more. The three of you were the beginning of my love of leadership.

Great leaders speak volumes by their actions and Ray Iacono was no exception. You became CEO while I was a sales manager trying to get a new department off the ground. I admired and respected you because you didn't spout platitudes about character and ethics: by your actions you demonstrated these characteristics, and more, every day. I learned a lot about leadership by being around you. You were fair, competent, loyal and true to your word; you cared for your people and were fun to be around. Your integrity was obvious, to work with you a privilege.

Over the years, many people have presented for Pittard, either live, on Pittard TV, or in audio programs, or have contributed in an advisory capacity behind the scenes. You have generously shared your experience and wisdom and have helped our programs to continuously improve. I cannot name you all, but these people are representative of the beautiful people that have been of great assistance to us: Andrew Trim, Adam Horth, Adam McMahon, Frank Pike, Peter O'Malley, Sandy Rogers, Michael Meakin, Steve Harris, Paul Kounnas, Chris Martin, Arthur Conias, Christina Guidotti, Catherine Ongarello, Cate Killiner, Kelvin Winnie, Adam Smith, Kay Niepold, Graham Lester, Maggie Dixon-Lester, Steve Aitken, Mark McKeon, Kevin Howlett, Nathan Brett, Gihan Perera, Bob Burg, David Knox, Bill Nasby, Dr Denis Waitley, Matt Church, Catherine DeVrye, John Kralik, Dr Adam Fraser, Mandy Johnson, Richard Flint, Margaret Lomas, Wayne Bennett, Dave Tidbold, Paul Foster, Mick Flynn, Allison Mooney, Dan Collins, and the late Peter Lees and Chas Heath. We appreciate the gift of real-world feedback from the field from great leaders, businesspeople, authors, speakers and salespeople.

When working in South-East Asia, I was privileged to meet the founders and directors of Singapore Accredited Estate Agents (SAEA): Dennis Tay, Tay Kah Poh and Peter Koh. The better I get to know you, the more I appreciate your concern for the betterment of the Singapore real estate industry. Thank you for your hospitality when I present in Singapore — the industry is lucky to have you, as am I.

To Pittard clients — members of our Leaders Circle and Winners Circle. You continue to make me proud of the results you achieve and the service you offer your clients. Our company wouldn't exist without you. Thank you for being a major part of our lives.

To my friend the late Bede Donovan and all friends of Bill Wilson. You know who you are and what your fellowship has done for me, and for my family. Keep coming back.

And finally, to my friend Dr Denis Waitley. Thank you for the generous words in your foreword, but more for the lessons you have taught me over the years. Yours was one of the first books on leadership that I ever read and we were honoured to have you present a Leadership Conference for our company. You walk your talk.

Foreword by Dr Denis Waitley

Having devoted my life's work to studying winners in every walk of life, from Apollo astronauts to world-class athletes, from top executives of multinational corporations, to youth groups and young entrepreneurs, I consider it a privilege to offer a few opening comments about Gary Pittard's new book, Why Winners Win.

It has been said, with timeless wisdom, ‘The greatest teachers are themselves the greatest students,' and I can say emphatically that Gary Pittard has studied ‘winners' all his adult life. He is just as curious, inspired and eager to continue growing as a student of life-management attitudes and habits today as he was when he first began his upward journey to enlightenment. As with each of us, Gary was not necessarily born to win. He was born with the equal right to invest in his potential to become a winner by choice, rather than by chance. If winning in life was based on luck, Las Vegas and Macao would be ghost towns. Winning, other than the lottery, is based on universal principles that time, technology and circumstance cannot alter.

There are several major differences that make this book so relevant and special. First, although it deals with winning in the real estate industry, with a banquet of hands-on examples, Why Winners Win is just as applicable to every industry, leadership position, sales situation, and personal development program for individuals and family members. Another major difference is that, while quoting many icons in business and the personal growth fields, Gary does not merely recycle what he has learned by reading and studying their work, as well as attending their keynotes and workshops — he has lived his own success journey after decades of trial and error. He has earned his reputation as one of the premier sales and sales leadership experts in Australia, and I believe his book will gain global recognition as the ‘winning by example' manual.

A noteworthy difference that Gary's book provides is that he structures the critical qualities of a winner in their natural progression: attitude, knowledge, skill and competent action. Attitude certainly is the primary key to our lock on the door leading to success. The right attitude opens up the treasure chest of knowledge and skills (habits) development. While many books talk about the Law of Attraction, Why Winners Win gives us, the readers, the most important ingredient of all: Competent Action. Winners are busy ‘doing' while the rest of the population keeps ‘stewing'.

I consider Gary Pittard a colleague worth emulating and a lifelong friend. If you internalise the concepts within, this book can change your life.

Dr Denis Waitley, author of The Psychology of Winning

Introduction

Why Winners Win shows what it takes to be successful in any field. It is not just for businesspeople, leaders, managers and salespeople — if you want to succeed in any endeavour, this book can help you. It is as much about success in life as it is about success in business. The two, in my opinion, are inextricably linked.

Although my work over the past two decades has focused on training real estate business owners and salespeople, before that I was in sales and sales management in the office equipment industry, and before that I worked in the hospitality industry (hotels).

So, while many of the examples I use concern real estate sales, others relate to office equipment sales and the hotel industry. Still other examples are drawn from people I have met during my life, many of whom were not businesspeople, and from books and seminars I have attended over the past three decades.

Winners are everywhere you look; unfortunately, so too are people who have chosen a different path. I learn from everyone. I recommend you do too.

It can be too easy to look at an example and say to yourself, ‘This doesn't apply to me.' Perhaps the example involves someone who is not in the same field as you, but this does not mean you cannot draw parallels and learn. ‘This doesn't apply to me' shuts out any possibility of learning important lessons that could change your life.

Throughout my career I have always sought winners and gone to great lengths to learn from the best. I did this before I entered Sales and Sales management, and it is a practice I continue to this day.

Why Winners Win is a distillation of lessons from my lifetime of learning. Whether you are in customer service, Sales, leadership or management, or are a salaried employee, a stay-at-home parent or just starting your working life, this book has much to offer you.

A golden opportunity

Sandy Rogers is now a high-income producer at Marsellos Pike Real Estate in Morayfield, Queensland, but her rise to the top wasn't easy.

Sandy started in the real estate business as a single mother with a young son. She has now been in the industry for about 18 years, commencing as a receptionist on $28 000 per annum, later moving into property management.

Observing the company's salespeople in action, Sandy often thought, ‘I can do that.' The company gave her the opportunity to go into Sales; she put her head down, worked hard, set goals and started to forge herself a great career.

She looked after her money carefully and at one stage was able to take her family on an extended trip to Malta.

She was very gracious in thanking us for her success, but I pointed out it was really all her own doing by coming to our training programs and implementing what she had learned.

When she opened a seminar for us once she said, ‘I pulled the manual apart! I'd just go through the manual, study it and then I'd apply it in the field.'

That, to me, is the epitome of a winner: They train, they study and they have the courage to test their knowledge in the field. They know they might fail when they try new techniques. When Sandy tried and failed, she studied the manual again, went back out and tried again … until she got it right.

Fast forward 15 years, and she has built a great life for herself. She has done so as a single mum, raising her son on her own, and now she's financially secure.

Sandy Rogers is a winner — in her career and in her life.

I wonder how many real estate salespeople actually appreciate the golden opportunity their careers offer them. When you landed this career, you won the lottery. Do you need reminding how good you have it?

Selling dreams

: So many people dream of owning property. It is a talking point at many parties and in the media. I would go as far to say that real estate is more talked about now than the weather.

Freedom

: Your time is your own. Although you may have to attend sales and training meetings, you don't have a boss looking over your shoulder. Get results and most of the time you are left alone.

Nice clothes

: You don't have to put on high-vis vests and work in hot, dirty environments. You wear nice clothes, work most of the time in air conditioning, and if you know what you are doing, you make more money than any miner.

Nice car

: I'm not advocating that a salesperson leases a flashy car that ends up costing three times the list price by the time it is paid out. I prefer salespeople to buy good cars with cash. But you

can

still buy a nice car and enjoy it.

Satisfaction

: Salespeople can experience career highs every day when they sell a property and see the faces of happy sellers and buyers. For both sellers and buyers, the process of selling, buying and moving home can be traumatic. What a great feeling it is to help people and get paid well for it!

Huge income potential

: I've put this last because most people put income low in their lists of the most important things they want from a career. This doesn't mean money isn't important; it is just that many people have other priorities. Let's face it: Money is a reward for service. The better trained you are and the more people you serve

competently

, the more money you make.

With such great opportunities, you would 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.