Ok, I may be biased because the 12th man albums were massive while I was a teenager, but if you’re 30-40, try and not laugh out loud at this….

Real Estate agent from Brisbane’s Northern Suburbs, Michael Spillane, has put together probably my favourite Real Estate marketing video of all time.

To contact Michael, visit him at
http://www.remax.com.au/staffprofile.asp?userid=951

How humble is MAt? About half way through he’s so excited he’s almost lost for words !!

Love it !!

For the first, and possibly only time, come and join us for arguably the finest ‘career improving’ (for those who come) and ‘business ending’ (for their competition) in Queensland Real Estate history.

If 2011 wasn’t the most fun for you, or even if you just want to make a great career even better, one time only, the biggest names in Real Estate join forces to help you SHINE in 2012.

John McGrath needs no introduction to readers of this blog, Mat Steinwede, arguable the most skilled real estate agent in the country and Chris Gilmour, Qld’s #1 Agent join me for a one day intensive training this February.

And this time, YOU get to control the content, so to ask your question of John, Mat and or Chris, visit www.HeavyArtillery.com.au and leave your most pressing concerns and our guests will move hell or high water to help make your career give you the kind of lifestyle that brought you to real estate in the first place.

More details at
www.QREAS.com.au

(or ask your question of John McGrath, Mat Steinwede or Chris Gilmour at)
www.HeavyArtillery.com.au

Amazing video, by the famous Brett Clements of Platinum HD, speechless. I had no idea this was what he was creating at QREAS.

What you say about yourself, even if you’re a communication master, which I am not, though I am a good student, can only ever be at best a 5/10.

But a message from the heart, when told by someone without a script, just talking, unpolished, even nervous, can be 10/10.

For the Real Estate agents out there who LOVE to tell their communities how great their service is, imagine if you had all of your past sellers singing your praises like this. Do you think that would be more believable and actually BELIEVED by your future sellers than you throwing your own words on your ‘about me’ page?

Hey I walk my talk, this is one of literally hundreds of video case histories in my arsenal, just google or youtube ‘glenn twiddle testimonial’ and see em. This one is special though. Christine just spoke, no slaes pitch, she wasn’t coached, and unlike many of the other testimonials I have gotten, I wasn’t there, she just did it and mailed it to me.

One of the nicest presents I have ever received. Thanks so much Christine. And on behalf of the readers of this blog, thanks for the lesson in marketing !!!

Thought I’d throw a few more examples down !!!

it goes on with about 200 more of them, but I don’t have room, check you tube !!!

It would cost $100,000 PLUS to have this list of trainers, authors, agents and speakers…..Chris Gilmour, Mark Dwyer, Pat Mesiti, Kurek Ashley, Mal Emery and the other experts assembled here to come and mentor you for two full days. They’re yours here for next to nothing.

Personal message from Glenn Twiddle….

I was lucky enough to have been given some great advice early in my career. To study and emulate those who are succeeding, and do what they did to get where they are, and you’ll be just fine. Well, Jason Adcock gave me some advice when I first started. Now at that time, Jason earned $500,000 in commission in the MONTH I met him. So I promised I would do whatever he told me to do. And he said he invested $10,000 in personal development material in the last year. So I just did what I was told, and it worked for me.

We understand though, that not everyone has $10,000 to invest so, here at QREAS, we have endeavoured to take all the risk out of this decision for you. We have made this training affordable, but we still managed to get the world’s best to come and teach us.

So, who are the speakers –

Click here for a comprehensive bio on each of our speakers. But in a nutshell, here are their bios.

First off, little ole ME….

Glenn Twiddle
Didn’t want to sound big headed so I thought I’d let my students talk for me. Check out the ‘Past Recruits War Stories’ Tab, in the menu above, for more examples of my students who have revolutionised their careers based on what I’ve shared with them. Here’s one to whet your whistle….

‘Glenn is the real deal. I personally have gone to number one in my area and I know of no less than three other agents he has done the same for on the last year. His strategies are simple, and you wonder why you didn’t think of them yourself. The fact is, do what he says and you’ll be wondering where the commissions have been hiding all this time.’

Chris Gilmour
The #1 Agent in Queensland right now, (and, unconfirmed, in the country) who has taken the SE Qld Real Estate world by storm.

With an average, normal area, average, normal prices, average, normal, suburban ‘Mum and Dad’ buyers and sellers, Chris has created anything but an average, normal career.

From Chris himself -

“I have just turned 30 and have been in Real Estate for three years. In my 1^st year I made $135,000, with some tweaks and systems in place my 2^nd year saw $880,000 – my 3^rd year I just made my goal of a million, by earning $1,040,966. In the 3 years I have gone from owning one property to now three, I work 6 days a week and spend Sunday’s on my boat or racing Formula 3 at some track around Australia, so anything is possible with systems, focus and dedication, I will show you how to achieve this and enjoy a lifestyle along the way.

I currently run with approx. 40 listings at one time, and have been averaging around the 15 Sales per month, even in a “down market”. I work within only 1160 homes in my farm area and have 82% market share, with a 91% list to sell ratio and my average days on market are 18 Days. Now all this didn’t happen in 3 months, it has taken thousands of dollars’ worth of training and discipline to achieve this and now I’m ready to share to you how I went about achieving this and still are today.”

John Dwyer (yup, THE John Dwyer who got JERRY SEINFELD for an Aussie small business. Not so small anymore though)
Jerry Seinfeld, in his entire lifetime has endorsed three companies – American Express, for a squillion, Microsoft, for several squillion and a little known building society in Newcastle. Well they used to be little known. The marketing genius behind this rags to riches story is John Dwyer. And this marketing genius behind whole ‘Seinfeld’ coup is no ‘one trick pony.’

John has consulted to many of the largest names in Australian business i.e.:

(McDonalds, Caltex, Coca Cola, News Ltd and lots more), but in recent years has specialised in providing wow factor marketing strategies to small businesses like yours.

John also showed his marketing prowess by selling his own home, using these ‘Wow Factor’ techniques for DOUBLE what the local real estate agencies told him he would achieve.

And I’ve talked John into joining us at QREAS and sharing some of his amazing, some would say ingenius, marketing chops with us at our event. Worth the price of admission for this session alone.

Kurek Ashley
One of the world’s absolutely best peak performance coaches. Kurek is responsible for more success than can be listed here. But he took Australians to Olympic gold medals, created many multi millionaires, has taken real estate agents to the top of their area. He also holds the world record for fire walking. He lives what he teaches and his message will rock your world. I spent two days with Kurek last year and I took a few of my close inner circle. One of those agents went from a complete rookie, to the number one agent in his area in the next year.

Click here for a preview interview with Kurek. (approx 10 mins)

Mal Emery
Australia’s Millionaire Maker. Dubbed ‘The Napoleon Hill of the 21^st Century.’ Personally I believe this ‘Napoleon Hill’ title is a little misplaced, because Hill, the Author of Think and Grow Rich, was very much into the midset of wealth. Mal, in my opinion, is at the other end of the wealth spectrum. Mal won’t talk to you about mindset and other things. While he acknowledges their importance, Mal will teach you the 1-2-3, A-B-C, step by step marketing strategies that will get you into the door of your clients, build credibility and trust with your prospects, so they are begging you to take their listing to sell. I personally pay Mal over $10,000 per year. As a favour to me, Mal has agreed to come and share with you, some of the secrets I pay him a small fortune to reveal to me.

Mark Dwyer
In my opinion, Mark Dwyer is one of the most intelligent trainers of Real Estate skill in Australia today. I personally have learned so much from Mark on the subjects of negotiation, getting full commission and running KILLER Open Homes. I’m honoured to have Mark join us at QREAS and whatever he brings to our seminar, will be absolutely top notch, I vow. (a snippet from his bio…)

Mark Dwyer is a career real estate person. Commencing a sales career in the late eighties he broke records for volume of sales and gross commissions by both auction and private treaty.

In 1992 after becoming the top salesperson for the First National Group he began Shire Real Estate Agents. Mark still owns, operates, leads, manages and administrates a real estate business. He is an extraordinarily talented and professional salesperson.

Mark’s vision for the future of real estate practice brings a new dimension for untold prosperity for leaders, managers, salespeople and support personnel alike. His message is clear, ‘the future arrives’ and his aim is to see you there first!

Simon Treselyan
Simon had a very distinguished career, covering more than 19 yers, in the United Kingdom Military Special Forces. A great deal of Simon’s service was conducted in “Covert Operations”. It was during this time that Simon received decorations for Gallantry. Simon has also briefed the UK Prime Minister, Civil and Military leaders on aspects of National Security, plus trained other International “Special Forces” members. He has also given training and instruction to the CIA and other International Intelligence Agencies.

After leaving the military, Simon began his career in the “Personal Development” field and is now one of the most sought after “Personal and Corporate Development Master Trainers”. He uses techniques borne of the most extreme environments and “hones” them into effective and powerful lessons for attaining excellence in the modern world. His work has inspired thousands worldwide to embrace extraordinary training in order to achieve extraordinary results!

Simon has appeared frequently in the television, radio and news media. He is also a regular columnist for magazines. He continues to publish articles on “Human Potential” and “Personal Development”. His first book “Who Dares for Success” was published in 2009.

Greg Vincent
In the past 18 months, Greg Vincent has become the go-to guy for real estate professionals in Australia trying to understand the internet and social media applications for their businesses.

Are you looking for someone who will share their extensive knowledge about how you can achieve better results from the internet as a real estate professional without all of that confusing ‘geek speak’?

Having been a successful real estate agent for over 20 years, running multiple agencies, Greg Vincent has now become one of the most respected Online Real Estate Marketing Experts/Speakers within the real estate industry.

Greg now has multiple web-based businesses & works with some of the greatest internet marketers in Australia. Having over 10,000 followers on Twitter, Greg teaches real estate agents about how to use the internet & Social Media effectively.

Since Greg has an extensive understanding of the real estate profession, he presents the online marketing concepts in a way that cuts through the confusion and makes sense out of the web for real estate professionals.

Greg is always looking for simple and effective ways that real estate agents can achieve more success online today and into the future.

Terri Cooper
Terri brings a wealth of experience, proven skill and passion for the benefit of her many clients. Her work with individuals and sales teams has resulted in massive improvements in sales results for participants and sales teams, and a by-product of this has been incredible personal growth for graduates of her trainings.

Up until the end of 2005, Terri had a very successful career in real estate sales spanning twelve years. She was awarded membership of the RE/MAX Gold Club for high performing agents from 2002 to 2004 and was among the top twenty RE/MAX sales agents throughout Australia in November 2005.

Terri’s recent training, is all about getting back your ‘Mojo’ in a market where you are surrounded by doom and gloom and how you can use the rest of the industry’s negativity as your opportunbity to shine through.

Kevin Turner’s Panel ‘Best of the Best’
The ‘Voice of Real Estate’ Kevin Turner hosts a very unique ‘Best of the Best’ panel this year. In years gone by, we have seen such real estate ‘superstars’ as REIQ Agents of the Year Amber Werchon and Daniel Argent, Agency of the Year Winners Peter Sissons and Paul Curtain of Place Estate Agents, and other thought leaders in Real Estate.

This year the panel exists of ONLY people who are writing sales NOW, in this market where others are struggling, a name alone is not enough. We must be seeing results NOW, in June, July and August 2011.

A session not to be missed !!!

The first major casualty in this market. Yeah, we’ve seen a bunch of agents leave the industry and that is sad, but completely inevitable. And so was this.

http://www.couriermail.com.au/life/homesproperty/gecko-chief-ousted-as-agencies-teeter/story-e6frequ6-1226098631961

The individual agents we have seen leaving the industry (hell I saw a few of them leave my seminar yesterday) are leaving for very obvious reasons. They talk a better game than they live. You want to tell me how good an agent you are, show me your bank account.

Same as a brand. If your economic model does not support success, if you are going to live on price you are going to DIE on price. You become the first and most affected in recessionary times.

I must say, from a business perspective i hope this market stays this way for years. Never before have we seen the differential between a skilled agent, who is actually worth their money, and an idiot being supported and sustained by a bouyant property market, never before have we seen that differential in skill so obvious, and so valuable for sellers.

So you who are currently wondering whether or not top invest in some training, in skilling up, in getting better….best make that decision NOW. Without tooting my own horn, I’m proud that I am creating #1 agents in areas across the state and even a few in other states, and the MORONS who are saying ‘unsubscribe me Glenn, I signed up to your email list, and you have some really good ideas, but you can’t spell…..’ well, I gotta say, suck it up princess, and say Hi to the recruiter at Coles when my guy, who is now your competition, kicks the hell out of you financially.

‘Tigers starve last in the jungle’

and let me just say right now, the tigers who I am working with right now, are making me prouder every single day.

….UNLEASH HELL !!!!!

Ok, I engaged other people to visit over 100 Open Houses and you know, the results are well documented and don’t need revisiting.

Even the dozen or so that I did personally I still only went face to face with about 4 of the 102 secret shops.

Well today, just out of curiousity, I visited seven myself. Wasn’t sure how many recognised me, but you’d think knowing I have a BIG mouth and whether they did a GREAT job or a CRAP job, I was gonna tell the world.

Well let me tell you about a few of them…..

Normally I’d apologise and cut some slack and be all ‘nice’ and say, well maybe they are normally great and I just happened to catch them on a bad day, but you know, that’s a cop out and you guys deserve better than that….so, if you happen to have been one that I visited, email me and you can come to my two day training for free, that’s my apology, an offer for you to get better…that’s it, if you’re mad at me and don’t want to improve…bad luck, and I hope your competitors are at my events.

I had my son on my shoulders for most of these, we had just been to the beach and we were on our way back, we own a house in the area, just bought there so one day we will sell, and you know, if any of these agents were stand outs, well of course, they would have instantly put themselves on my shopping list if even I were to sell.

Hey, I PAY my agents, and full comm if they are worth it….so this wasn’t a secret shop, so to speak, this was real, and if they stacked up, they certainly would have stood out like the proverbial….read on to see if they did….

First off, NO follow up whatsoever, although I admit, 5 of them couldn’t follow up if they tried because I think I was only asked for details twice….(I hear you cringe from here)

Open House #1

Arrive at house, agent (not obvious who the agent was because a neighbour was acting more like an agent than the agent. A few people there, agent says approximately three words to me (no request for name, number anything, I just say, ‘just head in?’ and he says for my boy to watch his head (he was on my shoulders) he kind of advises from the letterbox as we are heading through the front door, and he gets back to his conversation.

I poke around the house unattended, go out through the back door (could have stolen everything, complete lack of security), I head back out front, agent is there.

Neighbour is still by letterbox and I ask how big the block is. Agent says 607m2 or maybe neighbour did. I acknowledge answer then agent wanders off leaving me with neighbour. I ask neighbour, who has told me blocks over the road are a bit bigger, this row is 607 and the ones behind are a little smaller with an easement. Agent has gone somewhere by this stage (still no request for ID, phone, or name.)

I ask neighbour ‘what have they got on it?’

Neighbour replies, ‘oh 390 but it isn’t worth that in a million years. I own next door and the land is worth something but you know what I’d do, knock the house over, the land is worth something but they’ll never get anything like $390….’

‘Didn’t know whether to laugh or cry as I got into the car, my little boy on my shoulders and off to the next one….Hand out material…..

A Business card !!! A crap one at that, and by the way, here’s the kicker…..

It’s (xxx xxx) Real Estate as a brand right, and the sales person’s name…..YUP, it’s (xxx xxx). – The Principal !!……

Open House #2

An auction in 11 days. I identified myself on approach as someone who just bought through their agency

(True, and the agent i bought through is a really, really nice guy. Drink with him any day. Sell through him? Best of the bunch so far, but I’d role play some things to make sure. Look I’m being polite again….I’d grill him and make sure no one stole bought as well as I did when I sell. Like I said, one of the most like-able blokes I’ve met in the game, he could have used that against me more, but that’s another story. I’ve since referred people to him, so he’s definitely my pick up here)

Anyway, onto his colleague. Because I have a rapport owth the other guy, I kind of was ‘nice’ and for those who know me, I think I’m a pretty friendly guy. Well I go into this house, I think I gave a mobile number, pretty sure.

Go through house after meeting agent, and the tenant or owner is home, three kids playing out back, and you know, I just felt uncomfortable despite the resident being very very friendly. Just the kids being out back playing and the person living there being there in the kitchen, when my boy noticed he had dropped his shoe in the house somewhere and we had to go back in, I just didn’t want to go because it felt like I was invading this person’s home.

Left and felt like, ‘you know, who was trying to build rapport there?’ I felt like I was going out of my way to be nice, friendly etc to the agent, probably becuase of my admiration and rapport with the other guy from his office, but I drove off thinking, ‘you know, I think I’d rather fake, cheesy, annoying false real estate agent typical friendliness even though you know they’re not’ than this guy’s attitude.

I made a mental note to ask if this guy was doing any good, coz if he is, seriously, I want to open an office up here.

Hand out – DL card

Open House #3

Ok, this one was the pick of the bunch. I roll up, intro myself and she says ‘go have a look I’ll be right back’ and she goes out to her car for the next few minutes while I look around. No number ask, etc. I note the car had sign written magents of property home websites, maybe like Greg Vincent offers, or she deos her own, I didn’t look at any of them, but I noticed the magnets on the car. Thumbs up !!

So while I’m in the open, I notice a list, in fact I grab two lists, colour copied from the office, so not bad, but ‘office printer’ quality, lists of OTHER properties.

Seems this one was a brand new listing, listed only in the few days leading up to open.

Agent is a nice lady (Chris, one tick, she was nice) and asked me for a name, which I gave, and she recognised me from my marketing, but she was very nice and professional when she didn’t quite know who I was.

In fact, I don’t think she liked me very much, because while still very, very nice and friendly, I got the slight feeling that the rapport went down a bit (not noticably) but I don’t think she liked me prior to meeting me (just a gut feel)

Built rapport by showing me a book she was reading, on health, and we discussed my health goals. All in all, very nice, but….

Unfortuantely, I believe this open was a week premature if she wanted to use it as a lisitng tool, because she did print out the flyers for this property but forgot them, and when I asked the land size, she didn’t know.

Glad she didn’t lie, admitted she didn’t know, but that would have lost me as a potential seller, but all in all, she was nice, and probably wins the day based on that fact alone.

She knew who I was so the lack of follow up forgiven. Although, even if they know who I am, surely they know I live in the area, so don’t ignore me just because me job happens to be helping you, I’m a property owner who pays a real estate agent too !!! AND I refer others from time to time (2  or 3 to my guy already since I’ve been up here, plus countless in other areas to coaching clients !! Impressing me with skills, marketing prowess and service pays dividends people !!!)

Open House #4

A Go Gecko agent. You know, actually all in all, this guy, while not as ‘nice’ as the lady I mentioned, of everyone, he’d be the one I’d sell with (well no I wouldn’t, but if I had to choose, he would be the one. Funny huh, the $5995 guy is the pick of the ones to sell with.

Ok, nothing to write home about in any way, but he was nice enough, and he made it known that the property sold in the last few days, still conditional, under multiple offers conditions. And there were a few people still coming to the opens, so it seems as a marketer and negotiator, the half price guy had the best chops of the lot. If anyone wants to open an agency up here, seriously, if this is the bar, it ain’t high !!! But well done to this fellow.

Follow up – none
Handout – Colour one page printed in office

…ah, just noted, commission increase to $6950 noted.Good, he should be working for full fee, coz he’s as good as the others who are.

Open House #5

Chris Gilmour’s favourite….. (I had to ring him after this one…)

Walk up to driveway and am impressed. Directional signs and flags out front, not bad, best of bunch externally. Oh let’s not get hopes up yet…

I am distracted by the signs and impressed so I don’t notice something that I really should have as I walk up the driveway…..

Anyway, I get to the steps of the house, lady sitting out on patio having a smoke. I am confused, it’s 12.10pm and the OFI was advertised for 12. I ask if she’s the owner or …and she says renting and I ask if she’d stay and she isn’t sure, see who buys it, etc.

I ask politely, and I say, ‘sorry for asking, but is the agent there? have I got the right time?’ and she says, ‘yeah, he’s down in his CAR’ out on the road, yes the very car that had the flag under the wheel, I didn’t notice him in the car reading the paper !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!’

(there’s not enough exclamation marks to do my shock justice)

So I ask him I don’t even know, I was so shocked, he rolls the window down 10 cms, maybe 20, about 1/4 to half way down. I mean seriously, get the fxxx out of your car you frigging poor excuse for an agent….sorry this one really took the cake.

He passes out a flyer though the crack in his window, says something about him thinking I was a friend of the tenant, I said, ‘no I own a house up the road, just checking out what things are worth, you know.’ He says something non descript and I leave.

Seriously guys, don’t think I’m making this up, because I promise, my imagination isn’t this good, and the reports would be better if I was making it up. I would never in a million years have credited this one.

Ok, Gilmour, stop laughing !!! Some poor bastard is paying this clown !!! Seriously, part of me wants to call this sleer who appointed this bloke, (all of them really) and just ask for their address, and go around to their house, say nothing, and just slap them and leave. (ok, getting emotional, calm down……go get a bourbon, and be back for next round….)

Open House #6

Turned up, didn’t get my name, couldn’t follow up if he wanted to, and for a brand I used to have a very high respect for. They’re all the crapping same…

Not going into detail, seriously I’ve had enough of this incompetence and I’m sick of re-living it. Folks, the judge jury and executioner is in. Get your arse to my event, or get the hell off my list, unfriend me on Facebook, unsubscribe from my email list and click ‘do not contact’ and you’ll never hear from me or my team again, and please pass on my details to your competitor who wants to get better.

I thank all 109 agents for the last 14 months in this open house research exercise. I mean honestly, it has given me more training material than any other single source.

If you’re ready to roast me in the comments section, go for it, last time I did this personally I got a law suit threat, so if you want to go dowmn that path, you know what, BRING IT ON, coz every word is true.

I love you guys and I love this industry, and the 10% who make this industry a pleasure to work for and around make it all worth while. And this today, should serve as fuel to the fire in those types of agents.

I might come back and tone down this last paragraph or two, but while it’s up, I hope you’ve enjoyed the read, been challenged by it, if you had opens like this today, well, it’s 8.30pm, and no one’s followed up. Embarrassing.

Two choices, get better, constantly improve, or you WILL be gone, it’s just a matter of when.

Come hang out for two days if I haven’t offended you too much at www.QREAS.com.au

It’s official. Just got this text message….

‘finished the year on $1,040,966! Just did it….Woo Hoo, thanks for all yr help mate’

I just got some feedback that I should have Chris as a wonderful example of success, but make it more about me, and not about him, and you know, that is propbably very good advice, but how the hell do you not have a guy who has taken lots of what I teach, and not only implemented it, and created a seven figure income in his third year, but in many ways IMPROVED my system.

So this post, mate, Chris Gilmour, is a tribute to your success mate, aand a few of your videos below are examples of just why you have done what very few, if any, have done in the past…..

Pipped the seven figure mark, in your third year in the game.

I never did it, 99.9% of agents NEVER do it, including most Principals. Well done mate, the student certainly has, in this case, become the master.