Entries Tagged as 'Success'

Xmas Lights idea

While I thought of it I wanted to get this idea down. Not sure how this might develop but when you see the DROVES of foot and vehicular traffic that follow Christmas lights displays in communities, I wondered how we might take part in this tradition, AND at the same time, position ourselves as the ‘go to’ team for the coming year with people’s real estate needs.

I’ll put some more thought to this, and you guys do the same, and I’d love to hear comments.

Maybe dressing up the office and entering it in the contests. Making it SO unbelievably festive, with Santa Claus every night etc, set to a music soundtrack with the lights sequenced and synchronised so it becomes a stop for all the bus tours etc, maybe even get some press for opening night.

Or help a client selling thier home do the same.

Not sure where this idea might go, if anywhere, but I’m on the way to look at Christmas lights with the family and I wanted to get this idea down while it was still fresh.

Talk soon, and Happy Holidays gang !!

Glenn

Real Estate Training Brisbane

Popularity: 1% [?]

Jim Rohn – RIP to a man who pioneered Professional Development

I have just received an email from the Jim Rohn team that this legend has died. Most famous for being the guy who basically gave us Tony Robbins as one of Tony’s first gigs was working for Jim.

I have quoted, and probably misquoted, this great man many times, have listened to countless hours of his material, and learned so mych from him. One of my favourites that I have tortured you all with over the years is

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

Even recently I spoke with his team in the hopes of getting an interview for my platinum mentoring program, and with great respect and now of course, completely understandably, he had to decline because of his ill health. I’m honoured that he even took the time to consider it and [politely refuse, but he did send my team, that’s you guys, his best wishes to kick some butt, and he even said jokingly, ‘You’ll have to read about it in my books.’

So here’s the cut and paste of the email that went out. Here’s to the business philospher. Thanks for the lessons….

 

The Passing of a Legend

With great sadness we share that Jim Rohn, our mentor and friend, left us December 5, 2009 for a better place.

Over the past 18 months, in his battle with Pulmonary Fibrosis, Jim assured us with a smile that all is good, that he would fight until the last breath, yet he had no fear as to what would be next. Jim’s faith was as much a part of his life as his desire to inspire and challenge us all to be the best we could be and to live our dreams.

Jim’s courage in his final months and days were a testament to his message that we should all fight the good fight. He never gave up and never gave in.

Jim Rohn touched millions of lives over the past 46 years through his seminars, books, articles and CDs. He always stayed long after an event t o shake hands, take pictures and sign autographs. He loved making a difference in people’s lives, that was his passion and inspiration. Yet he was also a private man who kept a small, loyal and caring inner circle. He was a tremendous friend to those who knew him.

Harold Dyke, long time close friend of Jim’s for over 55 years said it best, “As Jim is ending one life he is simultaneously being birthed into a new life. One that he has talked about over the years and anticipated with great joy in his last remaining days.”

Kyle Wilson, long time colleague and friend of Jim had this to say about his mentor, “Jim Rohn was a great human being. Jim had the rare ability to take any concept or idea and then frame it in such a way that the rest of us could see it more clearly. His wisdom and insights positively affected everyone he touched on some level and to so many of us it was in an extraordinary way. But even more impressive was Jim Rohn the man. He possessed style and charisma, yet was humble, kind and understated to all who knew him. I find myself every day reflecting, benefiting and passing on the wisdom and ideas that are rooted in Jim’s message and wisdom. Jim is irreplaceable on every level. I will miss him beyond words, but am comforted as I know he was, that his message and legacy will live on and positively change millions of lives over the years to come!”

Someone once said “when you are born you enter the world crying while everyone else is rejoicing and when you die hopefully you have lived such a life that everyone will be crying while you are rejoicing”. Jim Rohn lived such a life.

Jim’s family asked us to thank all of you for your concern, prayers and love toward their father and grandfather, which has been so evident during the past 18 months.

Darren Hardy, dedicated student and Jim Rohn protégé for more than 15 years, said of Jim, “He was the most influential man in my life, second only to my father. Jim cemented my philosophical foundation and nourished my mind with ideas and ambitions never before imagined. He chiseled my character seminar by seminar, tape by tape, book by book, then CD by CD, hour by hour. Jim emboldened my belief, in me and in my most daring dreams. When I fell and was bloodied, he was there with encouraging words to help me get back up. When I didn’t think I could go on, Jim convinced me I was stronger than I imagined. When I wanted a shortcut, he reminded me there aren’t any. Even when I got too caught up in trying to achieve and succeed, Jim compelled me to leave room to live, to laugh and to love.”

Stuart Johnson, business associate and long-time admirer, said, “I was first introduced to the philosophies and teachings of Jim Rohn almost 25 years ago. And he made an immediate impression on me. I was amazed by how this modest and unassuming man could communicate such an extraordinarily powerful message in simple and straightforward terms. In person, one-on-one, he was as humble and down-to-earth as he was in front of an audience of thousands. I will treasure my personal memories of Jim and know that I will forever benefit from the wisdom of this remarkable man.”

There will be a private funeral held in the coming days. Plans and details are also being arranged for a Public Memorial Service to be held in the Los Angeles area in the coming weeks. Details will be announced upon final confirmation at the Jim Rohn Tribute Site.

We know Mr. Rohn is looking down on us at this very moment with a smile saying I did it, I gave it my all, I went for it, now it’s your turn. Go for it. Make your life a life worth living well!

View a special tribute to Jim at the Jim Rohn Tribute Site produced earlier this year and debuted at the March 2009 SUCCESS Symposium. You are also encouraged to post your thoughts and remembrances of Jim on the Memorial Wall.

Jim fondly closed his programs with the following sentiments: “I go with you in all the experience that we’ve had. But I promise you this as we leave here: I will not leave you behind. I’ll take you with me in my thoughts and in my heart.”

Popularity: 1% [?]

Queensland Real Estate Agents Summit

G’day team,

I’m so excited and fired up to be a part of bringing you the changing face of Real Estate Training here in Queensland.

QREAS (affectionately pronounced ‘curious, cool huh?), is the Queensland Real Estate Agents’ Summit and is here in under two months.

Novemeber 30 and Dec 1 for two jam packed days of commission exploding, midset altering, life changing stuff. And even though it sounds like an oversell, I promise it isn’t. The speakers who are appearing are absolute WORLD CLASS.

Now, the team are wanting to make it so ridiculously priced that there is absolutely no excuse for you not to come, and thank god, many of the speakers are appearing for us for less than their usual costs so we can get this annual event off the ground with a bang.

Check out the website for a run down of the event, and a list of the speakers, but we have a world record holder in fire walking, Success Coach and all round great guy Kurek Ashley, the Millionaire Maker Mal Emery, who is responsible for making more millionaires in this country than any other person, including Packer, ME, and of course I am so fired up I am bringing you my absolute A-game with some of my most closely guarded material, normally I charge $497 for the material I am going to deliver for you….

and what exactly are we going to deliver for you….simple…..

Commissions ON A SILVER PLATTER !!!

The QREAS team have put this baby on for real estate agents, and it has been prepared BY real estate agents. It is what you want, and what you need to make 2010 a killer.

Be there – go to www.qreas.com.au

Here’s an interview summarising a smaller event Mal did with me that was a great sell out success. He will be delivering some of those secrets and much much more in this semanar and he’s just one of the speakers. We have 6 more to blow you away over this fantastic 2 day extravaganza. (and here’s the kicker, if you don’t agree, you get DOUBLE your money back)

Real Estate Training Brisbane

Popularity: 1% [?]

Guest Article – 5 Things to do THIS week to improve your real estate career

Are your sales people complaining about the market? If so, Leanne Pilkington, General Manager at Laing + Simmons suggests you get them focused on what they can change and watch the impact it has on your business. Here are 5 things to implement today that will have immediate results:

1. Focus on your saleable listings: Go through your listings and assess the motivation and price of each of them. Any listings that are over-priced and unmotivated need to be sacked – you are wasting your time. Focus on the motivated vendors and then help them become realistic about price. Meet with them to go through an updated CMA, show them what has sold recently, detail what is on the marketing competing with their property. Drive them around if you have to! Point out what has sold and go through open for inspections. Well priced property sells!

2.
Talk to the buyers: Most agents STILL don’t take the time to communicate with buyers. Yes, you do need to work out some time effective ways of doing this, but you do need to talk to them, particularly if they are interested in one of your auction properties. Take the time to have a face to face meeting with everyone that has asked for a contract prior to auction, educate them on what to expect on the day, the importance of actually bidding and the advantages of buying under auction conditions. Too many agents just let the buyers turn up on the day and hope for the best.

3.
Talk to your vendors often: Some of our more successful agents are doing this on a daily basis! The more you communicate what is happening in the market the better your rapport is going to be with the vendor and the more realistic they are going to be in relation to price.

4.
Stop quoting prices: Agents don’t want to see prices drop any more than vendors do. Sometimes they quote prices to buyers that are unrealistic simply because the agent themself thinks the property is “worth it”. Let the market dictate the price. At a recent open for inspection we heard some powerful dialogue when a buyer asked about the price. “The vendor has specifically asked me not to influence the market.” Obviously you need to communicate this strategy to your vendor and explain the benefits of buyers understanding that there is a genuine intention to meet the market.

5.
Train and role play: Regularly role play the communication in Points 1-4. Agents need to be comfortable with what they are saying to clients during difficult conversations – why practice on people that are paying you when you can practice on each other. Talk about these strategies at your next sales meeting and gauge the reaction of your sales people. If they are negative and start giving you excuses about why this won’t work, maybe you have another issue!

Popularity: unranked [?]

Now is the Time

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

Popularity: unranked [?]

What to do when clients think all real estate agents are so and so’s?

I had a question from a lovely lady in a great group the other day, and I thought my response to her question could help a few others of you guys out, so here’s her query of me….

Hi Glenn,

Thanks for your motivating session yesterday.

I am employed as a PA with the role of gathering listings and then passing them on to the sales staff here. Whist some exclusives take a little time of building repour I also target opens which are reasonably easy to list (with the hope to then converting to Exclusives at that time or at a later date). I have found on a few occasions that we are greeted by very aggressive vendors that are just about at wits end and are not too fond of real estate agents in general. This both has its good points and bad. What do you suggest would give us the best out come:

Stay, reassure them of your services and be treated like we are awful people.

Say something like “you seem unhappy with this situation, maybe it is a little confusing with so many agents, why don’t you see how this situation goes for the next week. We can come back and discuss other options that may be more successful” – take it away and don’t sign – and another agent does in the interim.

What is the best way to handle this situation as it actually is a great opportunity and there are many like this on the market ?

Ok, so we get the point there. Angry client, ‘all you guys are idiots, go away, you’re all the same.

Well, Lara (not her real name – I don’t want to mention her name without permission)  here is almost there. The fact that you have an obviously emotional client is  agood sign. In fact if they were all happy and stuff, they don’t have a problem for us to solve.

In some of my training I address this with the statement -

‘An undisturbed client or customer will not sell or buy !!’

The goal here now is to get these clients to see past their emotion and see you as the one agent, or agency given you are in a ‘business creator’ type role.

And actually, if you are in the position of just booking the appointment, that would be great. In that if you utilise a technique called ‘Pacing and Leading.’

I go into this in more detail in other courses but here’s the short version.

- Make 3 statements to which the person agrees. (or better yet, ask 3 questions to which prospect agrees)
- Make a third statement, or question, that leads them where you would like them to take their mental focus.

eg
‘I can hear from your voice, Mr or Mrs Potential Client, that something must have happened that’s less than ideal, would that be a fair statement?’
‘ I understand that the current financial market has some other agencies are struggling to make sales, is that what you’ve found?’ (point or gesture away from yourself towards the other agencies – for more info on body language gesturing with intent, email or call me)
‘Are you currently selling?’
‘Are you currently looking for a solution that actually WORKS ?’

‘If I could show you an agency that is doing some things differently, and it won’t cost you anything to find out what, would that be worth 20 minutes for you to take a look?’

Remember, all your job is here is to BOOK AN APPOINTMENT. That’s it, so if you can pace their anger, acknowledge it, respect the person, and edify your colleague in the office, then the appointment should be a cinch, as this upset client obviously has a problem to solve.

This won’t work unless you genuinely believe in your gut that your office DOES indeed have a superior skill set to your competitors that have upset this client.

Again we are back to the reality that many agents have been hanging around real estate with little or no skill and training and still making sales despite their skills. Those days are over so get the scripts, dialogues, belief and intestinal fortitude to get in these doors and help these people, because you guys who are trained well (or are currently training diligently) ar ethe only ones who can.

Definitely don’t let this client go, Lara (again, not real name). Stay with them, help them, in fact if you let their anger push you away and scare you away, YOU ARE HURTING THEM, by leaving them to the hacks who are currently (dis)serving them. Don’t do that to your clients.

Glenn Twiddle
Real Estate Training

Popularity: unranked [?]

Real Estate- To conjunct or not to conjunct…

…that is the question.

This debate has been going on for a long time. Since this group is about sharing leads, referrals and buyers, then I guess it’s appropriate to discuss here.

Well straight up my opinion is always conjunct, no questions asked 50/50. Could I make sales without this policy? OF COURSE. But I would prefer half of 10 sales a month than one or two full sales.

I mean the extreme of this is a VERY high profile office where I have heard, from more than one source, so I’m going to believe it until I’m proved otherwise, that agents hide their potential appraisals and won’t even utter the address in the office for fear that their own colleagues will jump their listings, before they even get them. God, talk about a scarcity mentality. If you have this mentality, please leave this group.

There are WAY too many listings in all of your respective areas for any one agent to handle, yes even you Chris and Jason, haha. So find the 6-8 exclusive listings at any one time, sell one or two a week, even if it’s in conjunction with another agent, and make a massive 6 figure income.

I once had the perfect buyer for a competing agents property down the road, and I called him and asked if he was conjuncting, and his reply was words to the effect of…

‘Well I still have $3000 of the clients advertising money to spend. Call me in 2 1/2 weeks and I’ll talk to you then.’

Isn’t that dandy when he is working, supposedly, under a code of conduct that says, among other things, act in the clients best interests, under their instructions, keep them informed and get the highest price. All I have to say is OUCH !!!

Now I used to get mad when talking about this guy, but I really owe him a bottle of bourbon as I use him as an example of what NOT TO DO in nearly every REIQ training session on this subject that I teach.

Another point here is I sent the buyers to his open house anyway, and told them to remember who was looking after their client. When they sell, who do you think they’ll call? And by the way, they have already given me one referral making me $4000. Expensive little mistake in scarcity thinking by our friend huh?

While we’re on the Code of Conduct (I hear some of you sigh in boredom, I know I know, stay with me) the code Part 20, with regards to conjunctions states we must

a) Explain to the client what conjunctions are
b)Explain your office policy to the client
c) ACT ON THEIR INTRUCTIONS

No where in the code does it state when asked by your fellow salespeople, that you shoud -

a) go into your head and think ‘Can I sell this myself?’
b) if you think you can, refuse to conjunct
c) if you think you’re struggling, agree to conjunct.

If you do make these sorts of decisions without regard to your clients instructions, you are breaking the LAW. (the code of conduct is the law, with legal ramifications)

But aside from the legal ramifications (that let’s face it, you probably won’t get in trouble for because the clients don’t know the code), it makes good business sense. Consider

- Who gets the credit for a quick sale?
- Who gets the referrals?
- Who gets the SOLD sign plastered on the property?
- Who gets the opportunity to letter box drop the entire area?

Well, if done correctly, the listing agent gets all these things and they DIDN’T
EVEN PRODUCE THE BUYER.

I had an example recently of a listing agent who conjuncted, didn’t do any of the letter box dropping etc, nothing. And then they whinged when the conjuncting agent, when noticing no activity, JUMPED on the chance, and claimed the credit. I tell you guys, the bar is set so low by our competitors, and I’m assuming that those of you who read this post are the ones with my mentality of abundance, skill, marketing and profile.

Develop fans guys, give away ALL the commission if it means you get the yearly referral from both the buyer and seller.

Thanks for reading so much, I got on a roll here, I’d love to hear your comments,

Glenn Twiddle
Real Estate Training Brisbane

Popularity: 3% [?]

Anthony Robbins and his bloody homework

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

Popularity: 19% [?]

Rudy – Can watching a DVD change your life?

 

Give me 3 hours and I’ll have you firing more than a hundred Anthony Robbins seminars could!

Simply push play on your DVD player, then listen to the CD… sit back… relax… comfortably watch… and let us do the rest. It’s that EASY! That’s what Rudy and I are here for today !!

Finally, the DVD you all have been asking for is here!

I had so many requests from all of you who bought either the ‘Massive Success’ program or ‘The Ultimate Real Estate Professional’. These requests were very clear: “Please make a DVD / CD for overcoming FEAR.” So I did.

This DVD contains the most remarkable, against all odds story, that teaches your unconscious mind that  you can do it too. By dissolving fear’s sustenance by listening to this CD and watching this DVD, your own personal fears cannot operate any longer. You’ll find that you can do the things you want to do easily, without fear in the way.
 
 
The material in this program has been used by some of the salespeople I have trained to go on to MASSIVE 6 figure incomes, and some of these people were in their EARLY twenties and had no real estate experience whatsoever.
 
I am honoured to have interviewed the man they made a movie about – Rudy Ruettiger. His story is so empowering I have seen grown men reduced to tears, including myself, while at the same time being uplifted to the highest heights.
 
I simply say, if you don’t have it yet, you must OWN THIS MOVIE, and the interview and training material that goes with it is guaranteed to inspire you, or you don’t pay a cent.
 
Try it, and if I’m wrong, send it back because I have more people who want this than I have copies. Supply (until I can find more copies) will outweigh demand in this case. I’m moving mountains to find more, but you can have one of the twenty (yup, only twenty) that I have now.
 
No risk, pay me nothing if it does nothing for you.

Thanks Rudy, you’re the man, and I’ll finish with a quote that I have framed and engraved beneath my autographed poster -

‘….my whole life, people have been telling me what I could do and couldn’t do. I’ve always listened to them, believed what they said. I don’t want to do that any more.” – Daniel ‘Rudy’ Ruettiger
 

 

 

 

Popularity: 22% [?]

Real Estate Listing – What TO do !!

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

Popularity: 29% [?]