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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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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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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Well, maybe. I had a few real estate students ask recently about what to say when a seller says, ‘oh the market’s crud, I’ll wait til my house is worth more before I sell.’

Fair comment and happens fairly often.

The problem is, with most people, they are selling to upgrade. If that’s the case, then while they are waiting for their house to go up 10%, so to is the house they are going to upgrade to.

So in round figures, if the $500,000 house they were selling goes up 10% and the $1,000,000 house they want to upgrade to go up 10% in the same market, your seller is $50,000 worse off than if they made the move NOW.

For my platinum members I have a template for that letter, so email me and you can have that and I’ll put it up in the library soon, but this is the principal in that letter, is that if you’re selling to buy more expensive, waiting will cost you.

Let me know if I can help further you guys,

Glenn Twiddle

PS – I’m trialling a new system that seems amazing – A media breakthrough (as Mal Emery would call it) that I believe will revolutionise our industry. Check it out, and take a free test drive on me – It’s about automating your thank you and other physical cards, but still using your handwriting, pretty cool technology and cheap as chips. Click this link – Automatic Handwritten Greeting Cards

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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

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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 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.

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We are no longer in boom conditions so it is vital that you develop the skills to continue to sell when the others complain about the market.

1. Price must be accurate. Call each of your current listings and get them priced to sell with a well run ‘price adjustment’ meeting. If the owners don’t wish to meet the market price wise, with a well positioned advertising campaign, then do one of two things -

a) put them in your rent roll and look after them with your property management department until the market is ready to meet their price OR

b) refer them to someone else to handle. IF you have someone new in your office who needs the practice, then refer it to them, but if the owners really are unmotivated and overpriced, then refer them to your competition. If they happen to jag a sale, no problem, you still get 20%, but the most likely outcome is you’ll slow them down.

(For more info on this ‘price adjustment meeting’ stay tuned to www.glenntwiddle.com.au for the ‘Recession Buster’ CD and DVD program.)

2. Keep adding to your mailing list using a databasing program. (If you don’t have one yet, here’s a cheap (with a free trial to see if you like it) but very good one click here http://www.icontact.com/a.pl/327537 )

Make sure your clients have heard of you often before you go out and see them. Consistent (but not too often) emails will develop a relationship in the mind of each person, but take very little time on your part to send out emails to your list

3. Take steps to develop ‘Raving Fans’ among your group. See my youtube videos for some tips on what those things might be, but let your imagination run wild. There’s a million things you could do to get the attention of your people. (The ‘Massive Success’ program at my website is dedicated to this and other business creating topics.

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I have mentioned this young champion, Ben, in a previous post. Well here’s a cut and paste of an email he sent me recently that will show you guys and girls in real estate the difference between a mediocre earner and a future superstar like Amber Werchon.

‘…. another thing i think you might find interesting. On thursday i spent the best part of four hours doorknocking in the rain. Within five minutes i was soaked through to the skin and freezing but people took pity on me and i actually got one listing and four appointments out of it becaus people wernt treating me with resent like normal but were feeling sorry for me and were inviting me in for coffee.. i thought i would give it a try and it worked..
 
haha.. Pretty sure people were wondering wat i was doin walking around the streets in the rain, shivering yet with a big smile on my face.. Good fun.
 
Thanks!
 
Ben’

So for you guys saying that listings are tight, a young man with bugger all experience just got 4 appointments and a listing by doing what no one else would be willing to do. Young Ben just mentioned to me that he wanted my latest CD but his boss didn’t want to pay for it (I’ll reserve my comments) so he told me he’d get it on pay day. I told him I’d send him my new one, plus I’ll send him anything I come out with in the future for free, and the first year he earns $250,000 he can buy me a Harley and he agreed.

Man is this the surest bet I’ve ever made. I’ll bet on someone like him ANY DAY. I’ll take it in red Ben. Might take a few years but there’s a spot in my garage saved coz I KNOW he’ll earn $250,000 in his sleep.

Thanks in advance for my shiny Harley mate, your CD’s are on the way.

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