Glenn Twiddle

Well, it’s become a tradition, a break from real estate sales training and a chat about how great the QLD Maroons are.
With a record 4 series in a row streak, that shows no signs of being beaten.

Tonight, injories couldn’t stop them, blatantly wrong and biased calls from Bill Harrigan and the rest of the video ref team couldn’t stop them, and they even won me a week’s consulting fees, so officially, I’m taking a week off in celebration of the Mighty Qld Maroons victory.

Well done boys, see you at Lang Park just to put the icing on the cake.

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I had a question from a lovely lady in a great group the other day, and I thought my response to her question could help a few others of you guys out, so here’s her query of me….

Hi Glenn,

Thanks for your motivating session yesterday.

I am employed as a PA with the role of gathering listings and then passing them on to the sales staff here. Whist some exclusives take a little time of building repour I also target opens which are reasonably easy to list (with the hope to then converting to Exclusives at that time or at a later date). I have found on a few occasions that we are greeted by very aggressive vendors that are just about at wits end and are not too fond of real estate agents in general. This both has its good points and bad. What do you suggest would give us the best out come:

Stay, reassure them of your services and be treated like we are awful people.

Say something like “you seem unhappy with this situation, maybe it is a little confusing with so many agents, why don’t you see how this situation goes for the next week. We can come back and discuss other options that may be more successful” – take it away and don’t sign – and another agent does in the interim.

What is the best way to handle this situation as it actually is a great opportunity and there are many like this on the market ?

Ok, so we get the point there. Angry client, ‘all you guys are idiots, go away, you’re all the same.

Well, Lara (not her real name – I don’t want to mention her name without permission)  here is almost there. The fact that you have an obviously emotional client is  agood sign. In fact if they were all happy and stuff, they don’t have a problem for us to solve.

In some of my training I address this with the statement -

‘An undisturbed client or customer will not sell or buy !!’

The goal here now is to get these clients to see past their emotion and see you as the one agent, or agency given you are in a ‘business creator’ type role.

And actually, if you are in the position of just booking the appointment, that would be great. In that if you utilise a technique called ‘Pacing and Leading.’

I go into this in more detail in other courses but here’s the short version.

- Make 3 statements to which the person agrees. (or better yet, ask 3 questions to which prospect agrees)
- Make a third statement, or question, that leads them where you would like them to take their mental focus.

eg
‘I can hear from your voice, Mr or Mrs Potential Client, that something must have happened that’s less than ideal, would that be a fair statement?’
‘ I understand that the current financial market has some other agencies are struggling to make sales, is that what you’ve found?’ (point or gesture away from yourself towards the other agencies – for more info on body language gesturing with intent, email or call me)
‘Are you currently selling?’
‘Are you currently looking for a solution that actually WORKS ?’

‘If I could show you an agency that is doing some things differently, and it won’t cost you anything to find out what, would that be worth 20 minutes for you to take a look?’

Remember, all your job is here is to BOOK AN APPOINTMENT. That’s it, so if you can pace their anger, acknowledge it, respect the person, and edify your colleague in the office, then the appointment should be a cinch, as this upset client obviously has a problem to solve.

This won’t work unless you genuinely believe in your gut that your office DOES indeed have a superior skill set to your competitors that have upset this client.

Again we are back to the reality that many agents have been hanging around real estate with little or no skill and training and still making sales despite their skills. Those days are over so get the scripts, dialogues, belief and intestinal fortitude to get in these doors and help these people, because you guys who are trained well (or are currently training diligently) ar ethe only ones who can.

Definitely don’t let this client go, Lara (again, not real name). Stay with them, help them, in fact if you let their anger push you away and scare you away, YOU ARE HURTING THEM, by leaving them to the hacks who are currently (dis)serving them. Don’t do that to your clients.

Glenn Twiddle
Real Estate Training

Tags: Glenn Twiddle, Success, hypnosis sales real estate, real estate, real estate sales sucess, sales, sales Brisbane // Add Comment »

He is the author of 22 books on hynosis and hypnotherapy, and has over 3600 different hypnosis products. Jesus, I have 2 and they call me an authority on this subject !!!

So this guy has a program called ‘The Ultimate Conversational Hypnosis’ Program. It’s the program I have my sights set on creating a competitor for, but until I do, check out this guys. His is cheaper and from what I can read, is equally as good. At least read this guys sales letter as he really is giving you the works for very little cash (and fully guaranteed. Click this link to check it out –

Get it here!

I have heard way too many people’s programs that seem to be rip off merchant, but this guy is selling a ‘How to’ that really I paid thousands of dollars and years figuring out, this bugger is giving it to you on a silver platter for less than a hundred bucks.

He’s kind of the hypnotist to the stars as well, and the bugger worked with Tom Mankiewitz, the guy who wrote Superman the Movie so I already love this guy.

Anyway, have a look at his program if this subject interests you, and he, like me, has a no questions asked money back guarantee, so try it with no risk and if you don’t get the value from it, he’ll refund your bucks, can’t ask for better than that.

I’m already fully trained in this and I think I’m going to order his course, I really think it’s going to be that good from the headings, and the interview I listened to.

I’ll at least read his spiel !!

He’s all superstar famous (and I’m only half famous) so when you get it, if you have any questions about the material, feel free to email or call as I love learning and discussing this stuff.

See you all soon,

Glenn Twiddle

Tags: hypnosis, hypnosis sales real estate, sales // Add Comment »

This debate has been going on for a long time. Since this group is about sharing leads, referrals and buyers, then I guess it’s appropriate to discuss here.

Well straight up my opinion is always conjunct, no questions asked 50/50. Could I make sales without this policy? OF COURSE. But I would prefer half of 10 sales a month than one or two full sales.

I mean the extreme of this is a VERY high profile office where I have heard, from more than one source, so I’m going to believe it until I’m proved otherwise, that agents hide their potential appraisals and won’t even utter the address in the office for fear that their own colleagues will jump their listings, before they even get them. God, talk about a scarcity mentality. If you have this mentality, please leave this group.

There are WAY too many listings in all of your respective areas for any one agent to handle, yes even you Chris and Jason, haha. So find the 6-8 exclusive listings at any one time, sell one or two a week, even if it’s in conjunction with another agent, and make a massive 6 figure income.

I once had the perfect buyer for a competing agents property down the road, and I called him and asked if he was conjuncting, and his reply was words to the effect of…

‘Well I still have $3000 of the clients advertising money to spend. Call me in 2 1/2 weeks and I’ll talk to you then.’

Isn’t that dandy when he is working, supposedly, under a code of conduct that says, among other things, act in the clients best interests, under their instructions, keep them informed and get the highest price. All I have to say is OUCH !!!

Now I used to get mad when talking about this guy, but I really owe him a bottle of bourbon as I use him as an example of what NOT TO DO in nearly every REIQ training session on this subject that I teach.

Another point here is I sent the buyers to his open house anyway, and told them to remember who was looking after their client. When they sell, who do you think they’ll call? And by the way, they have already given me one referral making me $4000. Expensive little mistake in scarcity thinking by our friend huh?

While we’re on the Code of Conduct (I hear some of you sigh in boredom, I know I know, stay with me) the code Part 20, with regards to conjunctions states we must

a) Explain to the client what conjunctions are
b)Explain your office policy to the client
c) ACT ON THEIR INTRUCTIONS

No where in the code does it state when asked by your fellow salespeople, that you shoud -

a) go into your head and think ‘Can I sell this myself?’
b) if you think you can, refuse to conjunct
c) if you think you’re struggling, agree to conjunct.

If you do make these sorts of decisions without regard to your clients instructions, you are breaking the LAW. (the code of conduct is the law, with legal ramifications)

But aside from the legal ramifications (that let’s face it, you probably won’t get in trouble for because the clients don’t know the code), it makes good business sense. Consider

- Who gets the credit for a quick sale?
- Who gets the referrals?
- Who gets the SOLD sign plastered on the property?
- Who gets the opportunity to letter box drop the entire area?

Well, if done correctly, the listing agent gets all these things and they DIDN’T
EVEN PRODUCE THE BUYER.

I had an example recently of a listing agent who conjuncted, didn’t do any of the letter box dropping etc, nothing. And then they whinged when the conjuncting agent, when noticing no activity, JUMPED on the chance, and claimed the credit. I tell you guys, the bar is set so low by our competitors, and I’m assuming that those of you who read this post are the ones with my mentality of abundance, skill, marketing and profile.

Develop fans guys, give away ALL the commission if it means you get the yearly referral from both the buyer and seller.

Thanks for reading so much, I got on a roll here, I’d love to hear your comments,

Glenn Twiddle
Real Estate Training Brisbane

Tags: Success, hypnosis sales real estate, real estate, real estate sales sucess, sales, sales Brisbane // 2 Comments »

Jamey Bridges is one of the coaches and founders of the Online Real Estate Success program. The Online Real Estate Success systems allow real estate professionals to learn what they need to succeed with their online marketing efforts. All aspects of marketing online and conversion are covered from Search Engine Optimization and Pay Per Click to Social Networking. Training programs are designed to help agents learn quickly, apply the learning, and see results each and every month. Get the training and coaching you need http://www.OnlineRealEstateSuccess.com Article Source: http://EzineArticles.com/?expert=Jamey_Bridges

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Anthony Robbins has got me doing MORE homework as part of his intensive, 30 day program. And for this lot, there’s no space for it in my ‘Success Journal’ so I’m going to post my ideas here for the world to see.
My task is over the next 10 days to come up wth 3 ideas per day for 10 days on how to add extra income to my life. It is designed to get my unconscious looking for opportunities, thinking outside the box, etc. I think I already do, but hey, I’m smart enough to be dumb enough to just do what I’m told for 30 days and go on faith.
So keep your eyes on the comments box for my ideas, and feel free to add any ideas there yourself if you like, or steal any of my ideas. All good, as you can imagine with an exercise like this, most of these will not be acted upon. This is a brainstorming effort, so there’s no right or wrong.

In Tony Robbins words…Live with Passion…

(some cool links)
Success Book Reviews Blog
New Farm Real Estate
Real Estate Training Brisbane

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I wrote about this young fellow some time back when he was starting his business. That story is here -

Real Estate Listing - What NOT to do !!

And he just sent me a lovely email telling me that in a market where, in the minds of the agents out there (except him of course), you can only get open listings, no exclusives, no seller paid advertising, no pro active marketing or business prospecting, none of the tools required for a successful business.

Being dissatisfied with the situation as described in that last article, he started his own business from scratch and in LESS THAN A YEAR, he now has more exclusive listings than he can handle. He now has a WAITING LIST of clients that he is waiting to list. I LOVE THAT. The rest of his market place is crying that the market is slow and a stone cold rookie has too much business that he has them lining up.

The lesson here accurately sums up what Henry Ford said when he said something like

‘If you think you can do a thing or think you can’t do a thing, you’re right !!’

It is your inner beliefs that will create your reality, and in this case, Pete just didn’t buy into his environment’s limiting beliefs. I’ve heard this story many times, only the names change. Great to see it again.

I know Pete gives my training the credit (well, some of it), and that’s very flattering, but it’s he that has APPLIED what he has learned. The credit goes to him. I have opened the door to hundreds of salespeople, and like anything in life, some people are there but don’t listen, some listen and are entertained but don’t DO anything. And some, like Pete, listen, have fun, learn and then APPLY in their business and reap the rewards.

Well done mate, and thanks for the testimonial.

Glenn

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I have had many guys and girls ask me about working in real estate over the Christmas break. Granted that many solicitors and financiers slow down over this time, so good luck getting a settlement booked for Jan 1.

That being said, given that most real estate agents take the entire time off, then come back mid January and then start making plans for the year, by the time they get their year started it’s February or March and the years 1/4 gone.

I found that the guys who ramp up their listing activities over December with a view to the advertising hitting the ground running they have succeeded in ‘jumping the gun’ and getting a headstart on their ‘holidaying’ competition.

Of course if you are taking some time off, all the luck to you. It is a great time to reflect on what you did well during the year and plan for 2009 to be even bigger, better and more prosperous than ever, while spending less and less time doing so. Becoming efficient as well as highly skilled.

Or, if you had the attitude in 2008 that you wished the market was better as it slowed down a little, then this Christmas break it is ABSOLUTELY INTEGRAL that you find a way to adopt the old Jim Rohn saying,

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

You can’t control the market, so why bother sooking about it. There were people in late 2008 (and I know because I trained them) who earned over $30,000 per month in a market where HALF OF THE INDUSTRY HAS LEFT OR IS CURRENTLY CONSIDERING IT.

According to Kevin Turner from 4BC’s real estate show, at a recent speaking engagement where I saw him speak, he said that approximately 60% of the salespeople in the industry right now, WILL NOT BE IN 12 MONTHS TIME.

 Make sure this isn’t you or your team. Don’t wish the market was better, wish your team had the skill sets it takes to get Exclusive listings, get them priced correctly to sell, procure the seller paid advertising easily and earn the types of the commission that only the top 20% of salespeople earn. Don’t fight over the dribs and drabs like seagulls on a chip at the beach.

 With regard to the market, don’t tell me there’s no buyers, there’s only incorrect pricing, and inadequate marketing. If you think there’s no buyers, please unsubscribe from my mailing list or do my training – period. I know that sounds harsh, but if that’s what you think you are wrong. I AM A BUYER OF WHATEVER PROPERTY YOU THINK YOU CAN”T SELL, it’s just a matter of price. And there are hundreds of people still looking to buy property in your area every weekend.

So to take the next step in making your team or yourself ’vaccinated’ against the dangers of the coming year, and be one of the 40% that is left after we see the predicted ‘blood on the streets’ of the coming 12 months.

 Friends, it is up to you. I look forward to hearing about your success plans over the coming months. Firstly, as always, there’s your secret, hidden page with great pricing on my training CD’s. http://www.glenntwiddle.com.au/main/page_cd_dvd_shop_temp_vip_special_page.html

 Or to take advantage of the package deal for the whole office including

- Every CD, DVD and training product I have ever done, and permission to duplicate it for the whole office

- a morning follow up coaching face to face session with me, email access 

- personal mentoring and guidance for 6 months for the whoile team, and the assurance that your competition don’t get the deal

-  plus the NLP / hypnotic selling seminar next year FOR FREE for the whole team.

All for one low price. Contact me (or get your principal to do so) for more details on that deal.

That’s it for me now guys. Merry Christmas, have a great time with your family. Sent BIG GOALS for 2009 and let’s achieve them together. Remember my goal is a Porsche for free by Easter. That’s a good one, let’s see how I go.

 Glenn Twiddle

Real Estate Training Brisbane

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I was asked recently by a great and motivated student why on my Massive Success in Real Estate CD (click to check it out, it’s still cheap, but only til the end of the year) why I recommended getting on to ‘Commission Only’ as soon as possible.

This is the only way to earn the really big bucks for several reasons.

- The other options are where the business owner is taking a risk on you, so in order to make that risk worthwhile, often your % rate is significantly less than if you take a punt on yourself, like any self employed business person does.

- If you are on a wage PLUS commission (even worse than a debit credit system), then I’ve found most deals are better for the beginner than the super 6 figure earner. eg someone making no sales is way better off on a $52,000 salary plus bonuses. But someone making a sale a week is going to be paid over $350,000 in commission where they’d be lucky to make half that on a wage plus bonus system.

- This takes us to the mindset of Commission only. Just having that safety net of $500 per week, in my opinion, severely limits the chance you will ever make $300,000 per year. The very fact you have in your head $500 a week, means your subconscious is still thinking like a $500 per week employee. I know this doesn’t make sense to your conscious mind, your intellect, your logic, but then hey, not much that the subconscious does think makes any logical sense, it just is. We need to, as soon as possible, get as far away from this ‘exchange a week’s work for a week’s pay’ mentality. That is NOT the business we are in. You no longer exchange your hour for $22.67 or whatever your hourly rate to date has been. If there is a safety net on your wage, then there is a ceiling opn your earnings, even if that ceiling is a psychological one. It’s like the flea and the elephant training. A flea can easily jump out of a jar, but put one in a jar with a piece of cling wrap on top for a period of time, it gets conditioned to not be able to, and eventually it can’t. Same as when a baby elephant is tied by a stake and can’t pull the stake out of the ground. When fully grown that elephant has taken it as a given that when staked it is stuck, even though by this stage the elephant could easily pull the stake out of the ground with it’s massive strength, it just forgot about it.

I say all this and mean it with all my heart, but I want to add something. If your family responsibility requires a $500 a week certainty at this stage in your life and you are risking your family and your financial well being on your real estate career, I am not recommending you go to ‘Commission only’ straight away. If the worst case scenario is not acceptable to you, then don’t do it. Find someone who will pay you a retainer while you grow your mindset to know that you don’t need it anymore. Use it like training wheels. Yes, I believe that you will not succeed as quickly if you start with the training wheels, but at least the fall won’t be the end of your marriage, kids, whatever.

So in my Massive Success in Real Estate program, that is what I mean. Get onto commission only as soon as you can responsibly do so. And if you get that program, implement even a quarter of the strategies in it,  I promise you with a money back guarantee, you’ll be one step closer to doing just that.

Tags: Glenn Twiddle, real estate, real estate sales sucess, sales, sales Brisbane // 2 Comments »