What the hell are you talking about Twiddle?

Well recently I had some constructive criticism, hey he was a nice bloke and was being helpful, saying some of my emails were, well the word ‘pathetic’ was mentioned, but he wasn’t being as harsh (I don’t think) as that word made it seem.I really do think he was passing on constructive assistance.

My reply is below, and whilst I acknowledge I don’t know where to draw the line, some of the time, when I air the mistakes that happen back of house in my business, or with technology, etc, I do it completely on purpose. Here was my reply -

Hey XXXX, cheers for the response and I do appreciate the feedback.

I really hope I can make a point for a sec. While many times these stories that seem like I’m running a junk shop here, many times they are an exaggeration of the truth, or simply relaying what happened. And here’s a few points why.

-          A research team split tested a bunch of headlines, and headlines with slight errors in grammar, spelling, etc win over identical headlines that are grammatically correct. Every time. Probably because our attention gets drawn to them. I’m not interested in the opinion of the people reading them as to the intelligence of the writer, I’m simply talking in $$’s. Incorrect grammar, spelling wins in advertising over correct.

-          Another example was research done by Robert Cialidini and documented in his book Influence – The Psychology of persuasion. They sent out resumes, identical to 1000 jobs (can’t remember the number, but it was enough to get statistically compelling data), and the resumes were IDENTICAL, only one was completely glowing, and the other had one criticism, that he ‘doesn’t always get on with people’ or something, something quite negative, but in all other ways identical. No guesses which one got heaps more job interview call backs than the other.

So yeah, I may go over the top and some of my emails sound unprofessional, but for the most part, I suggest that’s part of the reason I have come from literally no where and am nipping at the heels of the Lee Woodward’s, Michael Sheargold’s etc, and so many other trainers would dearly like to be, who have been trying years longer than me.

So again, what may seem ‘pathetic’ is in some ways, completely by design, I mean thing about it, which real estate trainer, now ignore the content, but which real estate trainer got more of your attention in the last 72 hrs?

Not saying my style is for everyone, but maybe consider this email, and see how slight imperfections, what I call ‘Damning Admissions’ might be useful in your business.

(man I’ve gone on with this, I’ll remove all reference to you, but I’m going to use this lesson in a blog post soon, so thanks mate, if u wanna chat ever mate, I owe u one, shoot me an email with when we can talk if ever u need anything)

Now the fact is, in our own marketing, our job is to cut through the clutter and get noticed, PERIOD. I will not be relenquished to the depths of mediocrity by trying to be Mr Professional, because a) it ain’t me, and b) there’s enough of them out there so I’m going to quote Mal Emery, (quoting Earl Nightingle) when I say….

I think it was Earl Nightingale that said, “If you can’t find a valid model for success in your category, then look at what everyone else is doing and do the opposite.” So true.

Had to share this one.

Subway Sandwiches – who’d have thought a 16 year old girl would be using very Advanced Hypnotic Selling?

Ok, I suspect she didn’t know it, but boy, this is good, good good, and downright naughty.

Ok, what would Subway, or any purveyor of healthy alternative to fast food want us to think about their product? I guess that it’s FRESH would be high on the list yeah?

Well I partake in the odd sub from Subway, and they ask, as part of their procedure, ‘toasted or fresh?’ A seemingly innocuous question yes? Oh but the naughtiness there.

They don’t sya ‘toasted or not toasted?’ or ‘toasted?’…but

‘Toasted or Fresh?’

So what that means is, HALF OF THE TIME, or whenever someone wants an untoasted sandwich. They HAVE to say ‘FRESH’ . They simply can’t say another response to that sentence without it sounding ridiculous. You can’t say yes or no, because that wouldn’t be responding to the question.

So about half, if not more, of their customers are being psychologically driven, (without any inkling of it) into ‘ratifying’ to themselves that Subway make fresh food.

And the fact that WE are saying it, means there is no way that, in our own heads, that we are wrong. No longer is the advertising message coming from outside of us through a TV, paper or billboard.

By cleverly manipulating a simple sales process, the advertising message that Subway want us to believe, is coming from our own mouths and brains.

(hey I eat their stuff so I’m not saying the product is anything but what they say it is, but that isn’t my point. There’s lots of places that make a fresh sandwich though)

They are geniuses. Whoever came up with that simple plan deserves an honourary degree in Advanced Hypnotic Selling. Brilliant, naughty, completely undetectable, and highly influencing.

Would seriously love to hear what the selling community and marketing experts have to say about this. Anyone know if this is deliberate or just the luckiest, cleverest accidental language pattern in fast food history.

I caught up with Mat Steinweide recently, and I tell you, this guy’s a class act.

We conducted an interview for his people for a half hour chat on Hypnotic Selling, NLP and communication in general.

Was a blast and it’s no wonder this guy is so successful, as he really oozes ‘likeability.’

Look forward to picking his brains for you guys as he’s promised to do an interview for us in the near future. For now, enjoy this one…

Glenn Twiddle from Mat Steinwede on Vimeo.

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.

Glenn Twiddle appears on channel 9′s A Current Affair talking about Hypnotic Selling

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 !!!    

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.

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

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

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