Glenn Twiddle

I have had many guys and girls ask me about working in real estate over the Christmas break. Granted that many solicitors and financiers slow down over this time, so good luck getting a settlement booked for Jan 1.

That being said, given that most real estate agents take the entire time off, then come back mid January and then start making plans for the year, by the time they get their year started it’s February or March and the years 1/4 gone.

I found that the guys who ramp up their listing activities over December with a view to the advertising hitting the ground running they have succeeded in ‘jumping the gun’ and getting a headstart on their ‘holidaying’ competition.

Of course if you are taking some time off, all the luck to you. It is a great time to reflect on what you did well during the year and plan for 2009 to be even bigger, better and more prosperous than ever, while spending less and less time doing so. Becoming efficient as well as highly skilled.

Or, if you had the attitude in 2008 that you wished the market was better as it slowed down a little, then this Christmas break it is ABSOLUTELY INTEGRAL that you find a way to adopt the old Jim Rohn saying,

‘Don’t wish it was easier, wish you were better !!’

You can’t control the market, so why bother sooking about it. There were people in late 2008 (and I know because I trained them) who earned over $30,000 per month in a market where HALF OF THE INDUSTRY HAS LEFT OR IS CURRENTLY CONSIDERING IT.

According to Kevin Turner from 4BC’s real estate show, at a recent speaking engagement where I saw him speak, he said that approximately 60% of the salespeople in the industry right now, WILL NOT BE IN 12 MONTHS TIME.

 Make sure this isn’t you or your team. Don’t wish the market was better, wish your team had the skill sets it takes to get Exclusive listings, get them priced correctly to sell, procure the seller paid advertising easily and earn the types of the commission that only the top 20% of salespeople earn. Don’t fight over the dribs and drabs like seagulls on a chip at the beach.

 With regard to the market, don’t tell me there’s no buyers, there’s only incorrect pricing, and inadequate marketing. If you think there’s no buyers, please unsubscribe from my mailing list or do my training - period. I know that sounds harsh, but if that’s what you think you are wrong. I AM A BUYER OF WHATEVER PROPERTY YOU THINK YOU CAN”T SELL, it’s just a matter of price. And there are hundreds of people still looking to buy property in your area every weekend.

So to take the next step in making your team or yourself ’vaccinated’ against the dangers of the coming year, and be one of the 40% that is left after we see the predicted ‘blood on the streets’ of the coming 12 months.

 Friends, it is up to you. I look forward to hearing about your success plans over the coming months. Firstly, as always, there’s your secret, hidden page with great pricing on my training CD’s. http://www.glenntwiddle.com.au/main/page_cd_dvd_shop_temp_vip_special_page.html

 Or to take advantage of the package deal for the whole office including

- Every CD, DVD and training product I have ever done, and permission to duplicate it for the whole office

- a morning follow up coaching face to face session with me, email access 

- personal mentoring and guidance for 6 months for the whoile team, and the assurance that your competition don’t get the deal

-  plus the NLP / hypnotic selling seminar next year FOR FREE for the whole team.

All for one low price. Contact me (or get your principal to do so) for more details on that deal.

That’s it for me now guys. Merry Christmas, have a great time with your family. Sent BIG GOALS for 2009 and let’s achieve them together. Remember my goal is a Porsche for free by Easter. That’s a good one, let’s see how I go.

 Glenn Twiddle

Real Estate Training Brisbane

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Tags: Brisbane, Success, real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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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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Tags: Glenn Twiddle, real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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Here is a great email that Ray Wood has given me permission to post to you guys. What a champion. Thanks Ray, over to you…             

                       12 ‘Musts’ for Real Estate

            Success In the New Economy 
 
Everything changed last month.  Welcome to the new economy and the most exciting opportunity to shine in sixteen years.  Here are 12 musts that will help you create extra income in the year ahead;

• 1. If you have unsold listings, then sell them or sack them. Simply grade your stock as to motivation (10 has to sell yesterday and 1 has no reason). Then peel off your 7s or better and make a time to meet and get them priced right to sell. Dont do it on the phone if you can help it. Right now you can ask if they want to be sold by Christmas. No point looking for more listings when you are not moving the ones you have. Watch your days on market as well. When this blows out it gets costly. Your sellers want leadership and results. We are marketers not valuers. Honour you commercial obligation and get a sold sticker on that for sale sign before December 25!

• 2. Keep building your contacts. If you go to a listing presentation and you have no relationship established with the seller, chances are you are just a price check.

• 3. Dont rely on email for your communication. Sure, it can be part of it but it’s getting harder and harder to cut through all the junk these days. The only reason you are reading this is that you and I have established a connection and you feel there is value in what Im offering. Otherwise you would unsubscribe so it’s my job to not only come up with fresh ideas that will make you money but I need to keep you interested too.

• 4. So if thats the case, make sure you use the phone as your main contact method. The phone is still the real estate professionals weapon of choice.

• 5. Make a plan to build extra business contacts. Why dont you create a list of PREFERRED BUSINESS PARTNERS? Include everyone from your eye specialist to your dry cleaner and get them printed off. Hand them out at opens and listing appointments. You can offer them as a download from your website too. Make sure you send on to everyone on the list so they know you are helping them make money in the new economy.

• 6. Use a good Professional Photographer to take your pix. Please?

• 7. Offer free stuff (Free Book, Free CD, Free Makeover Consultation, Free Professional Photography etc…) Free stuff is a great lead generator in the new economy

• 8. Use your Free Offers when you make phone contact. Dont call and see if they want to sell, call and offer stuff. EG: Hello Mrs Johnson, its Ray calling from Free Stuff Real Estate and I wanted to let you know that we have a free advertising package available for property sellers in November and December. Can you think of anyone who might be selling?

• 9. Okay…this is good… Make sure you multiple contact. Lets say you have a great free offer in place. Your strike rate will be much higher if you go email, letter, phone and text all in the same two day period.

• 10. Daniel Mendes tells me he regularly swaps vendors with someone else in his office. This is very cool thinking from the guru. He simply calls one of his co-workers vendors and provides buyer feedback when a price needs reducing. His co worker does the same for him.

• 11. Target your marketing to send a single powerful message. Unless you are following the 600 Plan, your promotions need to have one single point. We think its fresh and new and exciting to get different stuff out all the time but our target market just gets confused. Imagine if Nike only used Just Do It every so often.

• 12. Get organised! Heres the number 1 way to catch your competitors napping; Work out what needs to be done and do it beforehand. I love doing a list of things that need doing the day before. That way my sub-conscious gets to work on it while I’m sleeping. Somewhere between lunch with Elle McPherson in Paris and helicopter Skiing in NZ, my mind will begin work on the next days actions. Try it, its amazing…(and say hi to Elle for me)

• 13. Focus on Dollar productive tasks. Spend 90 percent of your time doing… 1 Putting a deal together. 2 A listing presentation. 3 Looking after your sellers and getting their price reduced if required and 4 Finding new contacts and phoning your existing ones. Buyers are way down the list. Control the stock and OWN the buyers.

Ok, it’s Glenn again, follow Ray’s tips, learn your craft because the days of simply being in real estate and making money are over. YOU MUST LEARN THE SKILLS NOW. Check out my stuff, Ray’s or whoever, but get good, QUICK or suffer the consequences of being the latest statistic. Here’s tip 14, buy my CD program designed to get you more business than you can poke a stick at, especially in times of financial crisis, you need choice in order to discard anyone below a ‘7′ (see Ray’s tip number 1)

Glenn Twiddle (guest article by Ray Wood, thanks again mate)

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Tags: real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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For more information on these types of persuasive conversational communication techniques, join my mailing list at Real Estate Training Brisbane, get on my email list to be informed when their is live training or CD / DVD training in this and other skills and techniques, now read on….

I am asked every day how hypnosis relates to selling as it really is a misconception that hypnosis is some mystical thing that is done in a therapist’s chair.

 Hypnosis happens every day to YOU whether you know it or not. Think about the last time you  made a purchase. I bet the salesperson didn’t convince you to buy it, but for whatever reason you decided  you needed to have it. Well, Joe Vitale describes that state of mind as a ‘buying trance.’

And as a salesperson, you can use specific tools of communication to influence your clients, prospects, even family members to go into these ‘everyday trances’ where they just want to do what you suggest, but in their minds, they do it for their own reasons.

 Consider this seemingly innocent paragraph.

 ’By now, you may have heard we had some issues trying to get this product in stores. Well you’ll be happy to know that it is now available for you to get in stores and you can feel great that you are only the right decision away from all the benefits of getting it today. So think to yourself, when making a purchase, what do you need to feel comfortable? With me and this product, we endeavoured to do that for every customer we have helped over the last 10 years. Thanks for listening. Bye now.’

 There’s a few little commands in there, and some of them are more obvious than others. Look for these commands -

‘Buy now’ (on more than one occasion and repetition is the mother of success in advertising and hypnosis.)

‘get this product in stores’ ‘get it today’ etc

‘feel great’

‘ feel comfortable with me and this product’

and if you take your time with your copywriting, you can literally ‘litter’ your words with this ‘covert’ persuasion and people simply ‘find themselves buying your product’ without all the sales closes.

Fun stuff, I urge you to take your command, whatever that is and see if you can put it into language that makes sense in a conversational way.

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Tags: Uncategorized, hypnosis, hypnosis sales real estate, sales by Glenn Twiddle
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One of my clients is looking for the ’next big thing’ in inner city real estate. If that’s you, read on. This is his recent advertisement that he asked me to post on my blog for him. Happy to help…..read on….

The real estate market is changing and we are no longer in boom conditions. Does this mean there’s no successful real estate professionals doing well? NO WAY, the best agents will INCREASE their success in this time !!! Our average earner is over $100,000 per annum.  WE DON’T HIRE GREAT SIX FIGURE INCOME REAL ESTATE EARNERS….WE MAKE THEM………. Sure if you’re already good and want to become great, we might consider you, but if you are brand new, raw, open to learning and ready to go, we can help make it happen for you.  Our system involves =-

• Full and comprehensive world class training materials and systems
• Full company support and admin systems (that is done for you, like having your own personal assistant)
• Career path to follow so you don’t have to leave our company to start your own in the future, as you can build yours WITH us. 
•  Full training, mentorship and coaching support
• Generous commissions (one of the highest in the industry)
• REIQ accredited agency
• High profile office on Brunswick Street New Farm

 For a confidential interview or even an informal chat, call or email Jason on jason@allbrisbanerealty.com.au or 0407 489 992

www.allbrisbanerealty.com.au

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Tags: Brisbane, Success, real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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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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Tags: Brisbane, Glenn Twiddle, Success, real estate, real estate sales sucess, sales by Glenn Twiddle
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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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Tags: Brisbane, Glenn Twiddle, real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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…..And I suspect Joe would be proud.

My program, Massive Success, has just been counted as the number one selling program in the REIQ bookstore in Brisbane Australia. And that includes being up against Joe Vitale’s book, based on P.T. Barnum, called ‘There’s a Customer Born every minute.’

Now, admittedly, I have a home field advantage given that I am from Brisbane and people I teach know my name etc, but that doesn’t stop me being proud of the success my cd series is generating. And that would only happen if the program was worth it’s weight in gold. And the bold, outrageous claim that I make, that if you don’t make a 10,000% return on your investment in this program, that I will refund every cent no questions asked, has yet to not occur for someone who has purchased the product.

I know Joe would be proud that his principals of outrageous marketing, hypnotic selling, and skillful copy-writing are being put to use to great success, and who knows, my students who read this blog, might just re=pay Joe by buying a copy of one of his books and they certainly would be doing themselves a favour by doing just that.

So there you go, Joe Vitale, my thanks for your principals and ideas in making my program outsell yours in my tiny little pond. (of course we all know Joe has outsold me on a global scale by 9,342,864,923,786 %, but that isn’t the point of outrageous marketing now is it???)

So to see what all this fuss is about, click here >>> Real Estate Training Brisbane <<< and grab a copy for yourself with my guarantee that if this product doesn’t return you a 10,000% return on your investment, then it’s yours for free as I’ll return every cent of your investment.

Thanks Joe, (who knows, Joe might even comment on this blog if he Stumble’s upon it….)

 Glenn Twiddle

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Tags: Brisbane, hypnosis, hypnosis sales real estate, real estate sales sucess, sales, sales Brisbane by Glenn Twiddle
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I constantly get impressed by the heart of people I run into in the real estate world. I did a week in Toowoomba training a group of really energetic, brand new, sales people for Real Estate jobs in Toowoomba, and really all over SE Qld.

One of the guys was a young guy called Ben, and he made it known to the group on the last day that for at least one of the nights, he slept in his car between the trainings.

The rest of the group all said, ‘you should have mentioned it and you could have stayed with us…’ and similar comments.

It reminded me of a wrestler who didn’t have the genetics of a Hulk Hogan or Andre the Giant, he was average height, a bit of a porky build, didn’t have a beautiful face, and he just wanted to be a wrestler so bad, he would do WHATEVER it takes to do it. And after much paying of dues, he rose to the absolute top of the world of wrestling. He even drove hundreds of miles to train to be a wrestler and slept in the freezing cold, in his car. That is exactly what young Ben did. (by the way, the wrestler is also a best selling author now called Mick Foley, and his wrestling characters were known as Mankind, Cactus Jack and Dude Love, look him up, he even has a few autobiographies. ) Do some searching and find out how cold it was in Toowoomba in late June, OUCH!! I wish Ben had of mentioned it to someone to save him freezing his butt off, but then, this wouldn’t be as good a story when Ben is making hundreds of thousands a year in his 20’s.

Then young Ben gave me a gift and a thank you card at the end of the training, that he took the time to get to know MY interests, and gave me a nice gift and a thank you. The gift was a pacman belt buckle, and for anyone who’s been in my bar (or as Kayleen and I refer to it, my SHED) will know, after seeing my pacman arcade machine, was a very well placed gift on Ben’s behalf.

Now, whether Ben O’Brien makes it to the top of this industry or not is ENTIRELY up to HIM, but I believe if he can maintain the attitude that he hinted at during the week I spent with that group, then Ipswich real estate agents, watch this space in a year or two, as the top dog may have just been born.

And Ben, keep an eye on the mailbox, there’ll be something in there soon for you.

There’ll be a copy of one of my Cd’s in the mail. (check my shop at www.glenntwiddle.com.au for more info.)

Well done, and I hope to write a follow up to this post when you earn your first six figure yearly income before you turn 25.

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Tags: Success, real estate sales sucess, sales by Glenn Twiddle
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Tonight I had a great dinner with an fired up, intelligent young man and his lovely partner (I won’t name him as I’m about to talk in a somewhat negative manner about his former employer and I don’t really want to be sued, haha).

He has just left his real estate salesperson’s job, and for reasons as I’m about outline.

When listing a property, they don’t do a presentation and in fact they don’t even talk price. In fact, if the owner requests advice about what price to list the property for, their procedure is to form a circle consisting of 3 salespeople and the Principle Licensee around the seller and badger him, sometimes for up to half an hour to an hour, until the seller gives them a price to list it for, and that is the end of the discussion, even if the price the seller ‘guesses’ is too high or too low. If it’s too low, obviously the agency gets a quick sale (and broke about 983261298762198376 sections of the Code of Conduct.

If the price the seller gives is too high and unattainable, the agency simply takes their advertising money, runs the ads and the file gets put in the ‘too hard basket’ and promptly forgotten as sson as the seller’s money for advertiosing is spent.

No wonder some agents have a bad reputation and in this case, the reputation as crooks is rightly deserved.

My friend was absolutely right to leave this agency, and the head office of this brand should take steps to ensure that practice like this doesn’t happen under their banner, but that’s not for me to judge. I trust that as my friend starts his own agency, that it will be very very easy for him to outperform a skilless agency like the abovementioned, grab a market share that is deserved by someone who is truly skilled, well trained and looking out for the best interests of his sellers.

 I wish him all the best but he hardly needs it given what his competition is. It’s like the story of the two guys on safari in Africa who see a hungry lion with a glint in his eyes. One guy starts taking his shoes off to try and get away, and his friends says ‘Shoes on, shoes off, you’re never going to outrun that lion.’ To which the other replies….

‘ I DON’T HAVE TO, I JUST HAVE TO OUTRUN YOU !!!’

It’ll be pretty easy to outrun the ‘Circle of Idiocy’ that you told me about.

Have fun and work hard,

 Glenn Twiddle

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