While I thought of it I wanted to get this idea down. Not sure how this might develop but when you see the DROVES of foot and vehicular traffic that follow Christmas lights displays in communities, I wondered how we might take part in this tradition, AND at the same time, position ourselves as the ‘go to’ team for the coming year with people’s real estate needs.

I’ll put some more thought to this, and you guys do the same, and I’d love to hear comments.

Maybe dressing up the office and entering it in the contests. Making it SO unbelievably festive, with Santa Claus every night etc, set to a music soundtrack with the lights sequenced and synchronised so it becomes a stop for all the bus tours etc, maybe even get some press for opening night.

Or help a client selling thier home do the same.

Not sure where this idea might go, if anywhere, but I’m on the way to look at Christmas lights with the family and I wanted to get this idea down while it was still fresh.

Talk soon, and Happy Holidays gang !!

Glenn

Real Estate Training Brisbane

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I have just received an email from the Jim Rohn team that this legend has died. Most famous for being the guy who basically gave us Tony Robbins as one of Tony’s first gigs was working for Jim.

I have quoted, and probably misquoted, this great man many times, have listened to countless hours of his material, and learned so mych from him. One of my favourites that I have tortured you all with over the years is

‘Don’t wish it was easier, wish you were better.’

Even recently I spoke with his team in the hopes of getting an interview for my platinum mentoring program, and with great respect and now of course, completely understandably, he had to decline because of his ill health. I’m honoured that he even took the time to consider it and [politely refuse, but he did send my team, that’s you guys, his best wishes to kick some butt, and he even said jokingly, ‘You’ll have to read about it in my books.’

So here’s the cut and paste of the email that went out. Here’s to the business philospher. Thanks for the lessons….

The Passing of a Legend

With great sadness we share that Jim Rohn, our mentor and friend, left us December 5, 2009 for a better place.

Over the past 18 months, in his battle with Pulmonary Fibrosis, Jim assured us with a smile that all is good, that he would fight until the last breath, yet he had no fear as to what would be next. Jim’s faith was as much a part of his life as his desire to inspire and challenge us all to be the best we could be and to live our dreams.

Jim’s courage in his final months and days were a testament to his message that we should all fight the good fight. He never gave up and never gave in.

Jim Rohn touched millions of lives over the past 46 years through his seminars, books, articles and CDs. He always stayed long after an event t o shake hands, take pictures and sign autographs. He loved making a difference in people’s lives, that was his passion and inspiration. Yet he was also a private man who kept a small, loyal and caring inner circle. He was a tremendous friend to those who knew him.

Harold Dyke, long time close friend of Jim’s for over 55 years said it best, “As Jim is ending one life he is simultaneously being birthed into a new life. One that he has talked about over the years and anticipated with great joy in his last remaining days.”

Kyle Wilson, long time colleague and friend of Jim had this to say about his mentor, “Jim Rohn was a great human being. Jim had the rare ability to take any concept or idea and then frame it in such a way that the rest of us could see it more clearly. His wisdom and insights positively affected everyone he touched on some level and to so many of us it was in an extraordinary way. But even more impressive was Jim Rohn the man. He possessed style and charisma, yet was humble, kind and understated to all who knew him. I find myself every day reflecting, benefiting and passing on the wisdom and ideas that are rooted in Jim’s message and wisdom. Jim is irreplaceable on every level. I will miss him beyond words, but am comforted as I know he was, that his message and legacy will live on and positively change millions of lives over the years to come!”

Someone once said “when you are born you enter the world crying while everyone else is rejoicing and when you die hopefully you have lived such a life that everyone will be crying while you are rejoicing”. Jim Rohn lived such a life.

Jim’s family asked us to thank all of you for your concern, prayers and love toward their father and grandfather, which has been so evident during the past 18 months.

Darren Hardy, dedicated student and Jim Rohn protégé for more than 15 years, said of Jim, “He was the most influential man in my life, second only to my father. Jim cemented my philosophical foundation and nourished my mind with ideas and ambitions never before imagined. He chiseled my character seminar by seminar, tape by tape, book by book, then CD by CD, hour by hour. Jim emboldened my belief, in me and in my most daring dreams. When I fell and was bloodied, he was there with encouraging words to help me get back up. When I didn’t think I could go on, Jim convinced me I was stronger than I imagined. When I wanted a shortcut, he reminded me there aren’t any. Even when I got too caught up in trying to achieve and succeed, Jim compelled me to leave room to live, to laugh and to love.”

Stuart Johnson, business associate and long-time admirer, said, “I was first introduced to the philosophies and teachings of Jim Rohn almost 25 years ago. And he made an immediate impression on me. I was amazed by how this modest and unassuming man could communicate such an extraordinarily powerful message in simple and straightforward terms. In person, one-on-one, he was as humble and down-to-earth as he was in front of an audience of thousands. I will treasure my personal memories of Jim and know that I will forever benefit from the wisdom of this remarkable man.”

There will be a private funeral held in the coming days. Plans and details are also being arranged for a Public Memorial Service to be held in the Los Angeles area in the coming weeks. Details will be announced upon final confirmation at the Jim Rohn Tribute Site.

We know Mr. Rohn is looking down on us at this very moment with a smile saying I did it, I gave it my all, I went for it, now it’s your turn. Go for it. Make your life a life worth living well!

View a special tribute to Jim at the Jim Rohn Tribute Site produced earlier this year and debuted at the March 2009 SUCCESS Symposium. You are also encouraged to post your thoughts and remembrances of Jim on the Memorial Wall.

Jim fondly closed his programs with the following sentiments: “I go with you in all the experience that we’ve had. But I promise you this as we leave here: I will not leave you behind. I’ll take you with me in my thoughts and in my heart.”

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Hi all,

Just a quick plug to all in SE Qld to listen to 4BC’s real estate show at 10am tomorrow. I’ll be sitting in with Kevin discussing the market at the moment, how things are going and how the Qld Real Estate Agents’ Summit can help in these times.

I’ll post the interview here if you miss it afterwards if I can.

Glenn

Real Estate Agents Summit

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Ok, this one got me excited. I had a ‘pie in the sky’ idea about putting together a panel of the best real estate agents in the state to appear at the Qld Real Estate Agents’ Summit, and I did NOT expect the first agents I contacted to ALL say YES. 

There were some agents right up there on my list too, that I didn’t even get a chance to invite because the first five are ALL IN !!!

 So for you, what that means is a ‘behind the scenes’ peek at what makes the best of the best, THE BEST !!

  (check out www.QREAS.com.au for more)

 Hosted by Kevin Turner, you’ll hear from the following LEGENDS of our industry on their insider secrets that they normally keep for their own teams, served up to you on a silver platter to implement into your real estate business -

 (these descriptions are my words so forgive the informality of my descriptions, and also, if anyone else feels they were more deserving of the title ‘Qld’s best, these are the people I contacted first and we only have so much room on the panel, call me about next year)

 - Amber Werchon – An inspiration. You absolutely MUST hear this woman’s story. For anyone who says you can’t make it because of age, gender, race, religion or anything, this woman is proof that no matter what, those things are no excuse for not succeeding. QREAS is honoured to have Amber and her team attending the conference and have Amber as part of the panel. I’ve used Amber in so many trainings as an example of success I owe her big time. I guess I doubly owe her now for being part of QREAS.

 - Chris Hinds – As seen on ‘A Current Affair’ BUT IN A GOOD WAY. Chris took the inner city market by storm over the last few years and has utilised web 2.0 strategies and sales basics to catapult him to the top of his game. (and yes, I tried to recruit him into my business on no less than 3 occasions, and nearly got him I think, haha, but he started his own business instead) Great to have Chris’ perspective on the panel.

 - Jason Adcock – When I first got into real estate, in late 2000, I was given the advice to invite the best in your market place to lunch, pay whatever it took and jut listen. Well I did, and I got two refusals from two high profile female agents who were very prominent in the market, and I got an acceptance from Jason Adcock. His advice was the catalyst for my success, and forever in his debt for that. Again, thanks to Jason for being part of this to help others like he helped me.

 - Peter Sissons – Winner of the REIQ and REIA Agency of the Year on too many occasions to list. Peter is a mainstay of the Brisbane Real Estate market. I visited his agency once and he had a trainee, ON PETER’S TIME and wages, watching a video on sales training by Tom Hopkins. Peter knows what it takes to be a performer and can give you what you need to succeed.

 - David Beard – Arguably the man with more listings than anyone in Brisbane. When I last associated with David Beard, he had a stock list of over a BILLION dollars worth of real estate. He brought the number one real estate company in the world to his SuperOffice and built one of the largest project marketing teams in the state. With a CV longer than your arm, David has seen the ups and downs of the industry, and knows how to thrive in a market where others are saying it can’t be done.

 So there’s the lineup, with Kevin Turner from 4BC’s real estate radio show as the host, this part of QREAS is going to be the surprise hit of the show I expect, so get your tickets NOW, before the early bird pricing finishes.

 Even though we have reached the number, I begged the team to extend it til after I sent this email to you, so I’ll give it til the end of the weekend, then we’ll have to adjust the riduculously affordable price back to the normal price of $197. (yeah I know that’s ridiculously cheap too, but hey, we wanted the price to be a ‘no-brainer’ so there were no ‘I can’t afford it’ excuses.

  (check out www.QREAS.com.au to grab your tickets now)

 PS – I’m gonna give some tough love now. This is the most exciting lineup ever brought to Qld real estate agents. And it’s priced so well it’s almost embarrasing. If you don’t  get your tickets now (and you live in Queensland of course), you probably shouldn’t be on my list and should unsubscribe now.

I’m that passionate about this event, I’ll happily halve my databases size with that statement, so long as I’m only left with the agents who WILL succeed in 2010, and let the rest fade into real estate obscurity.

 PPS- My thanks for reading this far, go to www.QREAS.com.au and sign up now. With our ‘Double Your Money Back Guarantee’ what part of ‘completely risk free doesn’t make sense?

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Hi guys. A new guy to the industry sent me a frustrated, but completely understandable letter in his third week in the game.

I cut and paste my letter below, I didn’t have a lot of time to answer with much thought, but this might be instructional for others, so I cut and pasted it here. No names to ID anyone, but my thanks to him for his letter so others can learn as well. My comments in red. Admittedly, not my best work, but of some value I hope.

 

Hi Glenn

 

How are things?

 

Fantastic mate, loving life, but busy as hell organising this QREAS thing.

 

Glenn, I got those platinum cds, thank you very much..

 

My pleasure, hope u enjoy.

 

Guys, This may be too soon to ask the question, sorry if I’m thinking out loud..

 

Definitely too soon to be panicking / complaining mate. Prepare for six months of struggle, and don’t compare yourself to other sales people. This is your journey, and you have tools that no one in your office (well no one on the whole island really) has access to, so don’t compare yourself to them now, and definitely not in the future.

 

Obviously, I won’t get any listings without prospecting in some way. I was thinking of doing a DL flyer or introductory letter to a small area of homes at a time… but I wasn’t sure if it’d have much effect,  or what exactly to say to win their votes…

 

Make an offer that’s hard to resist.

 

I don’t want to be one of those annoying junk mailers, and always thought of offering something of value /  a good reason to be contacting them… but the introduction message is a valid one…

There’s still the challenge of getting people to read it… then respond in someway… obviously a call to action…  call for a free report or appraisal… Basically, I don’t really know what works, so I thought I’d ask the experts… (you guys)

 

A good way to make a junk mail type flyer better, is to get a string or hook attached to it and hang it on everyone’s doorknob instead of in the mail box with all the junk. Yes you increase the number of complaints but that’s a good thing, it means your stuff is getting read, but it still needs a compelling reason to contact you.

 

I cant collect any testimonials until I sell something….  I doubt my first listing, the guy that listed with another agent each day it didn’t sell, would give me a good word seems I’m not the one who sold his house… another agent put a contract on it on Saturday… I put it in the paper Friday with a price reduction and got 3 calls about it Monday.. I tried to find them anything on the island that suited 2 of the couples and results were nil… so no conjunctional income there…

 

You can get testimonials from people in your other job, hell anyone who knows you and thinks you’re a fair and honest bloke. Something like ‘…Rob’s always been fair, honest, professional and got the job done for me time after time….’ Or something. Maybe in your last business. Even that certificate I sent you is a testimonial of sorts. Get creative. Use video testimonials. Look at my you tube videos of video testimonials. You want lots of these too.

 

Internet doesn’t seem to bring any inquiry from what ive seen listed through our office so far… which is strange… many hits but no questions… wasn’t sure if there was too much info on there or too little… or if buyers are just either few and far between, or hitting other offices… ours is quite low on the food chain… possibly due to location, advertising or number of sales people…

 

The internet doesn’t discriminate between offices. The last thing buyers are looking at on the net is the brand logo when making their property choices. If you’re talking about buyers, the properties mustn’t be well photographed, well priced or have good headlines and copy. Period, that’s all it can be. As for sellers, they don’t often go to the internet to find their agents. They think to themselves

 

1 – who do I know in real estate

2 – do I know anyone who knows someone in real estate

3 – who do I want to know in real estate (this is where being a celebrity, having a profile helps)

 

My Boss reinforced open homes are a great listing tool… and I’ve seen it work for the other sales guy, he just picked up an appraisal for a penthouse at the fairways resort,… but so far I’ve done 3 opens, one I delivered 230 hand written (colour photocopied) invites, and spoke to the people I ran into in the street about it… still No one attended…

 

Too small a case study to make any determinations one way or the other. I’d have rathered you did 80 invites for EACH open that a massive effort for one and nothing for the others. This must become your system, that happens consistently.

 

I also went around to all the businesses I know and had a chat and let them know what I’m doing now and left business cards in their shops…

 

Did you ask for a discount for your customers and clients? Next time.

 

The other new salesman had a 1-2 month head start on me, fresh to the industry, and already sold 7 properties in that time…  even though I’ve been in the office 3 months I‘m only into week 3 of actually being certified.. feel like im missing out on the action….  So ive pretty much turned all my attention to working out how to turn things around….

 

Good, look for solutions, but like I said, don’t compare, man you’re in your 3^rd week, so keep going.

 

I’m in the situation where I’m a bit worn, putting in 6 days of work and 7 days of stress…  I feel I need to either put something good in the paper or the letterboxes, just to get started…  but need it to stand out…. Or need to impress one vendor and one buyer then go from there…

 

They don’t hand out $400,000 annual incomes without some pain mate, but we’re only just getting started. Hell man, our Prime Minister’s income is $320,000 or something man, so know that it is this time that is the price to pay. I went through it, my guys earning $600,000+ went through it. IT is the price to pay for out earning nearly everyone in your community. There is an apprenticeship to serve, luckily for us a paid apprenticeship, but it doesn’t just fall into your lap without hard work, consistency, dedication and learning. Follow the instructions on that email to xxxx I sent you (name deleted for privacy), tweaked to your situation, and go from there. (see the Ultimate Open for Inspection for what advice is comtained in that email, available at my web shop www.glenntwiddle.com.au)

 

Also, if this is truly important to you (like my current learning is to me, here’s my schedule of learning)

 

-          Every morning I follow Kurek Ashley’s instructions (watch the you tube video of me and him for his daily recommendations.)

-          Every time I am in the car EVER, I have Mal, Kurek, Tony Robbins or someone in there educating me. (and I’m in the car a lot, I go to Toowoomba often, Gold Coast etc, so literally an hour or two a day of learning there. Sometimes listening to the same stuff over and over)

-          Every night, I go to sleep with an educational CD on. Lately I’ve been sleeping with Mal Emery banging on in my ears.

-          I also am reading 2 books by Dan Kennedy.

-           

Now the authors here aren’t the point, because they’ve changed over the years and I’ve listened to / read dozens, if not hundreds of authors. The point is, I am committed to this journey, I am an internationally recognised author and trainer who has sold CD’s and training products to 7 countries now (just got my first order from Spain and the Netherlands the other day), have  a coaching program with 30+ people in it, and I still am learning and listening more than anyone in my coaching program, and arguably, on this subject, I already know the most in my group. I should be doing the least learning as there’s already so much in there, but I’m still doing the most. I think I’ll throw this challenge out on my blog, that if anyone out learns me in the next year and doesn’t out EARN me, I’ll send them a prize or something.

 

Whoever learns the most, earns the most…period.

 

So a great start mate, registering for QREAS, joining the cards thing. These are great tools. Now you need the fuel in the car and the rubber on the road. I hope this email helped mate. I’m gonna change the names and areas and post this advice on my blog.

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G’day team,

I’m so excited and fired up to be a part of bringing you the changing face of Real Estate Training here in Queensland.

QREAS (affectionately pronounced ‘curious, cool huh?), is the Queensland Real Estate Agents’ Summit and is here in under two months.

Novemeber 30 and Dec 1 for two jam packed days of commission exploding, midset altering, life changing stuff. And even though it sounds like an oversell, I promise it isn’t. The speakers who are appearing are absolute WORLD CLASS.

Now, the team are wanting to make it so ridiculously priced that there is absolutely no excuse for you not to come, and thank god, many of the speakers are appearing for us for less than their usual costs so we can get this annual event off the ground with a bang.

Check out the website for a run down of the event, and a list of the speakers, but we have a world record holder in fire walking, Success Coach and all round great guy Kurek Ashley, the Millionaire Maker Mal Emery, who is responsible for making more millionaires in this country than any other person, including Packer, ME, and of course I am so fired up I am bringing you my absolute A-game with some of my most closely guarded material, normally I charge $497 for the material I am going to deliver for you….

and what exactly are we going to deliver for you….simple…..

Commissions ON A SILVER PLATTER !!!

The QREAS team have put this baby on for real estate agents, and it has been prepared BY real estate agents. It is what you want, and what you need to make 2010 a killer.

Be there – go to www.qreas.com.au

Here’s an interview summarising a smaller event Mal did with me that was a great sell out success. He will be delivering some of those secrets and much much more in this semanar and he’s just one of the speakers. We have 6 more to blow you away over this fantastic 2 day extravaganza. (and here’s the kicker, if you don’t agree, you get DOUBLE your money back)

Real Estate Training Brisbane

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As I mentioned the other week, I have managed to, against all odds, nail down a morning with someone whose very words normally command thousands of dollars per hour for his time, and command tens (or hundreds) of thousands from the public in the way of sales.  

My brother met Bret, and called him ‘The Word Man’ inspired by the greatest rock movie of all time, Eddie and the Cruisers, but that’s another discussion. The fact is, Bret’s words are worth their weight in gold, and….

WE GOT HIM FOR THREE HOURS !!!  

This guy is so good, that Mal Emery, who we had that day with last month, who himself is one of the best copywriters in the world, himself worth thousands of dollars a day, well, Mal FIRED HIMSELF when he saw how good Bret was, and said to himself, ‘Why should I do it myself when this guy is at least as good as me?’  

So the fact is, spending a few hours with Bret Thomson will add money into your bank account. He has done this as a favour to me, and I owe him big time for this, and I have gone into this debt to Bret, on your behalf, because I KNOW that every one of us will benefit from Bret’s knowledge.  

AND IF THERE WAS ANY DOUBT IN YOUR MIND…  

Bret has offered a service to our group, that he will, ON THE FLY, in the room, allow you to peek over his shoulder into his thought process on how he crafts his message to your market, and he will even.   There is also a prize for the fast movers. For the first 5 people to grab their tickets, you can email, fax or post me your ad, preferably a lead generating ad, and Bret will critique it, and get it up to his standard….   FOR FREE !!!

If there’s any time left he will get to the rest, but first in best dressed, to email me their ad (or just email me quick, and bring your ad with you on the day), and Bret will work his ‘WORD MAGIC’ for you.   Here’s the details  

Diana Plaza Hotel 
12 Annerley Road 
Woolloongabba Qld 4102
Telephone (07) 3391 2911   

 Thursday 15th October 2009 – 8.30am resistration, for a 9am SHARP start.

  Click HERE to register,

and then email me your ad to my email address below and see if you’re one of the ads Bret will work his ‘Word Magic’ on.  

And as always, I will have a pocket full of cash, and if you don’t believe that your investment of time and money was worth every penny, then I will reach into my pocket and pay you DOUBLE your money back.

Glenn
glenn@glenntwiddle.com.au
 0400 466 371  

PS – here’s a few testimonials from other events I have put on showing how thoroughly impressed they were with the event.

http://www.youtube.com/watch?v=nM0QrbUSwOM&feature=channel - A Testomial Video  

http://www.youtube.com/watch?v=XlmBpfBKhpc - more thoroughly happy clients including a lovely young lady, 20 years old, was on reception 2 months ago, entered sales, used the techniques I trained her in, and last week had a full page of seller paid advertising in her major paper. WOW !!!    

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Tags: Glenn Twiddle, Joe Vitale, NLP, Pat Mesiti, hypnosis sales real estate, real estate, real estate sales sucess, sales, sales Brisbane, search engine optimisation // Add Comment »

Are your sales people complaining about the market? If so, Leanne Pilkington, General Manager at Laing + Simmons suggests you get them focused on what they can change and watch the impact it has on your business. Here are 5 things to implement today that will have immediate results:

1. Focus on your saleable listings: Go through your listings and assess the motivation and price of each of them. Any listings that are over-priced and unmotivated need to be sacked – you are wasting your time. Focus on the motivated vendors and then help them become realistic about price. Meet with them to go through an updated CMA, show them what has sold recently, detail what is on the marketing competing with their property. Drive them around if you have to! Point out what has sold and go through open for inspections. Well priced property sells!

2.
Talk to the buyers: Most agents STILL don’t take the time to communicate with buyers. Yes, you do need to work out some time effective ways of doing this, but you do need to talk to them, particularly if they are interested in one of your auction properties. Take the time to have a face to face meeting with everyone that has asked for a contract prior to auction, educate them on what to expect on the day, the importance of actually bidding and the advantages of buying under auction conditions. Too many agents just let the buyers turn up on the day and hope for the best.

3.
Talk to your vendors often: Some of our more successful agents are doing this on a daily basis! The more you communicate what is happening in the market the better your rapport is going to be with the vendor and the more realistic they are going to be in relation to price.

4.
Stop quoting prices: Agents don’t want to see prices drop any more than vendors do. Sometimes they quote prices to buyers that are unrealistic simply because the agent themself thinks the property is “worth it”. Let the market dictate the price. At a recent open for inspection we heard some powerful dialogue when a buyer asked about the price. “The vendor has specifically asked me not to influence the market.” Obviously you need to communicate this strategy to your vendor and explain the benefits of buyers understanding that there is a genuine intention to meet the market.

5.
Train and role play: Regularly role play the communication in Points 1-4. Agents need to be comfortable with what they are saying to clients during difficult conversations – why practice on people that are paying you when you can practice on each other. Talk about these strategies at your next sales meeting and gauge the reaction of your sales people. If they are negative and start giving you excuses about why this won’t work, maybe you have another issue!

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My god guys. Another break from real estate training. My childhood hero is coming, and I feel like a 10 year old kid again.

The Hulkster’s coming…

‘Whatcha gonna DO…..’

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Real Estate Training Brisbane

Glenn Twiddle and Mal Emery Present a seminar that Mal’s advice to you is

‘Cancel EVERYTHING!!’

The title of this seminar we are holding is

‘How to Recession-proof and have an income explosion in your real estate business’

Mal has never really had a good hard crack at the real estate industry until this year, and by god, he’s making waves. If you miss out on this seminar, Mal has some advice for you in this video. Love to see you there and I’m imagining, three years from now, once you’ve taken your business to massive proportions, looking back on this morning seminar as having been the start of everything.

I am going to send out an email to the group that is, no doubt, going to offend some readers. Quite frankly it’s those readers that take offense that I probably didn’t want on my list anyway, as they were never going to change. I say , ‘Don’t get mad, get better !’

They’ll leave the industry and complain that ‘tha market’s changed’ or some other such rubbish, when all they had to do, is what you and I know to be true, is educate themselves with the right information for the market at THIS time, and come and listen to Mal Emery.

Quite simply, Mal has made more millionaires in business than anyone else in this country.

You owe it to yourself to be at this seminar.

Thursday 3 Sept 2009

8.30am rego for a 9am SHARP start. (not real estate time, actual time)

Diana Plaza Hotel 
12 Annerley Road 
Woolloongabba Qld 4102
Telephone (07) 3391 2911

Register here and I’ll see you next Thur for the training seminar of a lifetime.

 Click HERE to REGISTER NOW (if more than one attendee, adjust the number when you get to the payment page)

PS – As Mal says in that video, if you don’t thoroughly agree that this seminar was worth ten times the pittance we are charging, we’ll happily reach into our pockets and hand you DOUBLE your money back.

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