Glenn Twiddle

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

Popularity: unranked [?]

Tags: Glenn Twiddle, Success, hypnosis sales real estate, real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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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

Popularity: 3% [?]

Tags: hypnosis, hypnosis sales real estate, sales by Glenn Twiddle
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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

Popularity: 3% [?]

Tags: Success, hypnosis sales real estate, real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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