Another great question. How to get sellers to see the wise investment in a marketing plan and campaign that will get them a higher price for their property?
The top real estate agents can skilfully answer this question in no less than five ways.
Here’s my ten minute tip on how to get started with this skill. More study required possibly….
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Cramming this question on doing great Real Estate listing presentations into 10 minutes was nigh on impossible, given this takes me a THREE day training to thoroughly cover.
That being said I gave it a good, red hot go.
Enjoy,
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This campaign is certainly seeing the parties pulling out all the stops. Recent advertising by the LNP has been identified as containing subliminal messages that are designed to have the public voting for them without them even knowing why.
The recent article on my Hypnotic Selling on A Current Affair polarised public opinion when it was revealed some Real Estate agents trained by me, using these techniques. I said recently in a Press Release, ‘I wonder how the public would feel about their politicians using them?’
Some fo the techniques I have seen Politicians using, that appear to be attempting to coerce the unconscious minds of the public I will reveal here -
(Of course, former Prime Minister Kevin Rudd is no stranger to these teaching. Mr Twiddle strongly suspects the victory of the ‘Kevin 07’ campaign contained several techniques of what is known as ‘anchoring’ negative emotions to the Howard Government with specific techniques that seemed to be done, very much deliberately, and with full intent.)
In my opinion, it seems to me, that the current opposition, led by Tony Abbot, are using a technique called ‘phonetic ambiguity’ and you can see in plain sight that they are using subliminal communication to influence you to vote their way, and is it little wonder that only a month ago, you’d have thought Tony Abbot had no chance of winning this election, and now, he looks like he just might.’
Some techniques that are being used by our leaders in this (and the last) election -
- Phoetic Ambiguity – the catch phrase ‘Real Action’ is a phonetic ambiguity of the word ‘re-election’ , ‘With the Coalition (or whatever team member we are plugging’ you get real action. It’s brilliant, yet totally obvious at least to me. The unconscious must process the sentence and interpret both meanings, whereas the conscious mind is oblivious to the multiple levels of linguistic trickery going on here.
If I said the word ‘cheap’ in whatever context, your unconscious has to decide and try on all the meanings of the word cheap, like does he mean inexpensive or the sound a bird makes, before your conscious mind gets the meaning served up to it. Like if I said to you after an advertisement – ‘Bye now’, your unconscious has to decide, at an unconscious level, if I meant a farewell, or a command to ‘Buy Now !!’ and the command is felt by the unconscious mind, even if you meant it as a farewell.
- Anchoring :- Using negative emotions and using visual triggers and linking them to the then Howard Government and was used brilliantly by Kevin Rudd in the ‘Kevin 07’ campaign.
Remember he used to hold up the visual symbol of an open hand, every time he referred to the ‘five times’ the then Howard Government allowed interest rates to be raised etc. This gave him a very powerful visual symbol he could use whenever talking about his opposition, as we now had negative emotions anchored to his visual symbol.
And these are just the obvious ones I’ve seen in a passing glance. I wonder with further study can we find more?
If this subject is of interest, email me as I don’t have a specific training course in a product form, but I do have the recordings of a 2 day event I did with master hypnotist David KEnnedy and myself called ‘Advanced Hypnotic Selling’ but email me if this is of any interest. glenn@glenntwiddle.com.au
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Wow. I’ve had this question a few times, and the person who asked it this time did it so well, I allowed this question to jump the queue and I instantly answered it and posted it.
Please forgive my informal dress, hardly becoming of a professional real estate trainer I know, haha. Oh well, those of you who know me know this is how I dress anyway, outside of the training world.
Anyway, on with the answer to the question ‘Am I too Young?’
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Another in the Real Estate FAQ series, by popular demand, this is my initial thoughts on the question ‘How do I get more appraisals / listing presentations?’
The one thing everyone asks me is ‘If you were brand new where would you start?’ or ‘if you lost everything what would you do?’
Well here’s my short answer in the Real Estate Training FAQ.
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Hi all,
I’ve been getting requests on all sorts of subjects lately from a bunch of agents and some of the questions are starting to double up, so I thought I’d start the Real Estate Training FAQ by Glenn Twiddle.
I’ll post a bunch of short, sharp training sessions to your most pressing questions and hopefully earn you a few commissions with minimal investment on your part, just a few minutes of your time. So stay tuned for future FAQ’s on our favourite subjects.
This first one is on how to get properties sold once they’re listed in a tighter market than you are used to.
I’ve got even a few of my superstar coaching clients having to pull out all the stops to get properties sold, but that’s the point. You need the tools in your arsenal now more than ever, so here’s a starter for you.
Also, here’s a copy of my latest newsletter to consider…
Glenn Twiddle
Training Newsletter
‘Where are the buyers?’
by Glenn Twiddle
Recently some of the teams have been saying there are no buyers out there. Well I understand they may not be stamping down your door, cheque books in hand ready to buy, but if you market effectively, with a compelling offer, they are everywhere, and here’s proof.
One of my clients had a property that was getting close to his guarantee time, meaning if the property didn’t sell the next day, he’d have to sell it for free. Ok, no problem if it did expire, but hey, he’s a good client so I sent out an email to my old, expired database from up to 7 years ago, that has been untouched since getting into real estate training, so suffice to say, it was bordering on worthless in my mind.
So I threw out the following message to the list
Owner demands contract in 24 hours !!
Hey [first name],
I know, I know, two emails in a week when I haven’t touched base with you in years. Well this one demanded urgent attention, so I apologise, but hey, there’s a delete button if it’s of no interest, but it should be. A dirt cheap property, has just had $30,000 knocked off the list price because these sellers DEMAND a sale TOMORROW.
That’s why this couldn’t wait until business hours even. 24 hours from now, the bargain of the decade will be gone.
Now, it’s in Dalby, is on 959m2 of land and would rent, so the property manager tells me, conservatively for $250 quickly.
Given the expected development going on in Dalby, I felt it irresponsible for me not to let you know about this bargain (that I would have bought myself if I didn’t just buy a business and an investment property in Gympie).
So, call Pete directly, because emailing will be too late, (even right now if you can, I told him to keep his phone on).
His number is xxxxxxxxxxx and it’s XXX XXXX.
Glenn
Now this email was hardly given any consideration, I just threw it out there and it got a dozen responses. Imagine if I’d have actually taken a minute to write a decent one, according to the formulae of skilful copywriting.
The fact is the buyers are out there, they are just demanding more value, and won’t act without urgency. Now in some cases the urgency is because their own situation demands it, but you see in this case, the urgency was instilled by me, and ended up getting about a dozen responses between 6pm when the email went out and 9am the next morning.
So you want to somehow find a reason that your buyers should call you, and quickly, and not just think that just because your sellers have graced the realestate.com with their property that buyers are going to line up like a teenager waiting for the next release of an ipod/pad outside the apple store.
Until next month, keep rocking….
Glenn
PS – Oh yeah, check out the blog for a series of Frequently Asked Questions…submit your Q’s there as well. www.GlennTwiddle.com.au/blog
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My six year old son has taken a shine to Jim Rohn’s audios/ How cool is that. We were playing a PlayStation game a while back and he was complaining that it was hard and wanted to give up.
Then he came out with the most amazing thing. He said, you know what Jim said Dad, Don’t Wish it was easier, wish you were better. And yeah, I got him to take note of that saying when Jim said it, but weeks later, HE made the connection to playing a GAME. Wow.
Here’s a bit more Jim for you. Enjoy. (We all should go to the Ant Seminar, haha)
| The Ant Philosophy |
|
by Jim Rohn
Over the years I’ve been teaching children about a simple but powerful concept – the ant philosophy. I think everybody should study ants. They have an amazing four- part philosophy, and here is the first part: ants never quit. That’s a good philosophy. If they’re headed somewhere and you try to stop them; they’ll look for another way. They’ll climb over, they’ll climb under, they’ll climb around. They keep looking for another way. What a neat philosophy, to never quit looking for a way to get where you’re supposed to go. Second, ants think winter all summer. That’s an important perspective. You can’t be so naive as to think summer will last forever. So ants are gathering in their winter food in the middle of summer. An ancient story says, “Don’t build your house on the sand in the summer.” Why do we need that advice? Because it is important to be realistic. In the summer, you’ve got to think storm. You’ve got to think rocks as you enjoy the sand and sun. Think ahead. The third part of the ant philosophy is that ants think summer all winter. That is so important. During the winter, ants remind themselves, “This won’t last long; we’ll soon be out of here.” And the first warm day, the ants are out. If it turns cold again, they’ll dive back down, but then they come out the first warm day. They can’t wait to get out. And here’s the last part of the ant philosophy. How much will an ant gather during the summer to prepare for the winter? All that he possibly can. What an incredible philosophy, the “all-that-you-possibly-can” philosophy. Wow, what a great seminar to attend – the ant seminar. Never give up, look ahead, stay positive and do all you can. To Your Success, |
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Jul 10
21
The QREAS wrap up
Well guys, we’re done and dusted for the Qld Real Estate Agents’ Summit - Brisbane this round, and boy wasn’t it a ripper.
Some of the testimonials we received were out of this world, so thanks to you all who came and made it the best event Qld Real Estate Training has seen once again.
The speakers again blew us away with their material.
Kurek Ashley – The Peak Performance Coach to the champions !! (and International #1 best selling author)
Pat Mesiti – The Millionaire Mindset Coach and author of way too many books to list here
Mal Emery – The Millionaire Maker and NO BS marketing strategist.
Kate Engler – The Publicity Princess
Glenn Twiddle (lil ole me) – well suffice to say, I just rocked !!
Ian Marsh – Where the business world is heading based on where it’s been
Greg Vincent – The Internet marketing ’goto guy’ in real estate
and Terri Cooper, hosting the best of the best panel.
It was a great event, and if you missed it, just email me for a copy of the recordings at cost.
Keep your eyes peeled. We may be drifting north sooner rather than later for a northern coast tour.
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This post is a little different to the usual talk about real estate and sales training, but an important topic none the less. My thanks to Peter Hutton for sparking this line of thinking that I’m going to share with you now.
I am right now walking every morning and I made a comment on facebook about being 10 days in and having only 11 to go to have my new habit ‘instilled.’ I was only half tongue in cheek when saying it and Peter’s comment was…
Peter Hutton sorry mate to burst your bubble, but that’s bullshit about 21 days in a row forms a habit. Most people yo yo after the 21 days because their motivation to make the change in the first place was in reaction to avoiding something. Lasting habit only comes from going for something that you would truly love. And even then it takes will. Not will power that is.
I’d like to give my take on what it takes to form a new habit. Simply this, it takes as long as younr unconscious mind takes to realise THIS MUST HAPPEN.
I have dealt with over one thousand smokers as a Clinical Hypnotherapist, and have a ridiculously high success rate. They form their new habit (of being a non smoker), when they get their unconscious mind aligned with some new beliefs, new patterns of behaviour, coupled with other things we do.
But it doesn’t take a clinical hypnotist to do this. My Dad was diagnosed with Cancer many years ago, and his doctor said something like ‘Mr Twiddle, you are a non-smoker from now on or I’m not helping you.
BANG, unconscious mind is on board and from that day Dad was a non smoker. Habit (whatever that is – GONE) so when the reason is big enough, and emotional enough to impact your unconscious mind, the part of you that just DOES but doesn’t cognitively ‘reason’ the way your conscious mind does, the you’ve got your new habit.
So in some ways I’m on board with Peter’s comment, because it isn’t some mystical figure that someone made up, (21 days), but that might be a handy average, because the 21 days is probably a nice mathmatical average of the time someone who has enough emotional reasons to do something new will stick to it.
Here’s another point, if you believe it to be 21 days, truly in your heart of hearts believe it, then, for you, it’ll be 21 days.
You’ll get what you believe. Now don’t you all go thinking I’ve gone all ‘The Secret’ on you and saying you’ll get everything you want by just thinking it without DOING anything rah rah….
But when your unconscious mind is convinced of something, it’ll usually find a way to make that belief a reality. eg once I had only a bunch of $50 notes in my wallet as that’s all I had at home when I left the house.
I made a purchase and when I was handed change from $20, I politely reminded the lady I’d given her a $50, and she denied it quite confidently that I had given her a $20.
I was SO certain that I’d given her a $50 that she promptly admitted she wasn’t sure, and gave me another $30. I’d driven half way to the city before realising taht I’d bought a quick snack on the way to that store, and yeah, I had only given her a $20.
I went back, gave her back the $30 with a grandiose apology, (I should have sent a note of thanks to the business owner as well), but that taught me a massive lesson….
‘You’ll get what you expect’
It won’t always happen that way, but it will OFTEN happen that way.
I hope this very unstructured article has been some food for thought for a few of you.
Glenn
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Aren’t I just the media tart lately. Stay tuned to my CD of the month club for an interview with the woman who single handedly is responsible for all this publicity.
For a free trial of my CD of the month, grab the free ‘Massive Success’ CD Program to the left, and you get a free 3 month trial to the CD of the month, again, completely FREE.
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