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)

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.

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

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.

 By the way the program I use to send you these emails is called icontact and you can get a free trial of this cheap but awesome program at

http://www.icontact.com/a.pl/327537

Anyway, thanks for subscribing and you’ll get some cool free advice and training. Stay in touch if you need anything,

Glenn

 Just a quick note to anyone in my work outlook that I needed to tell you I’ve done us both a favour.

I looked EVERYWHERE for a decent email program to send out emails to people. Outlook is very limited not by outlook itself but by your service provider that will only allow you to send very few (in my case only a few hundred) emails a month. Nowhere near enough for a successful career in any sort of marketing.

I scoured the country (and the rest of the net) for a decent one, and finally got put onto this one by a champion girl called Kirsty Dunphey and if you don’t have her books, you gotta get at least one of them, and get on her free mailing list. (google her, you’ll find her). Anyway here’s the link to that cheap bulk emailing program….

http://www.icontact.com/a.pl/327537 

(cut and paste if link isn’t active in your email prog)

Anyway, here’s the link to get a free trial of these guys. I signed up and this is my first mail with them, (so again make sure you unsubscribe below if you don’t want a good tip or some free training or whatever from time to time, like this email, I don’t want to annoy anyone who doesn’t want to hear from me)

Good to chat, shoot me back a reply or call anytime if you need anything. That link again

http://www.icontact.com/a.pl/327537

Talk soon,

Glenn

‘…. 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.

 The article I refer to is here.

http://www.itnews.it/news/2008/0630080201783/no-place-for-hypnotherapy-and-acupuncture-in-an-evidence-based-nhs-stop-smoking-service.html

And I understand that by linking to this article I only increase its prominence but I feel the need to discuss.

I have been a student of the mind, NLP, hypnosis for many  years now, and now I’m hypnotherapist and work for (I’m honoured and humbled to say) the most successful hypnotherapy and training organisation in Brisbane for the last ….well for many many years, the Brisbane Hypnosis Centre www.brisbanehypnosis.com.au

In my sessions I make this comment or something like it to EVERYONE who comes for smoking cessation, that if for whatever reason they slip up, or heaven forbid, have a cigarette, don’t go through life thinking they are a failure or hypnosis is a failure, or it doesn’t work. But I make the offer to come back, and let’s help them tighten up what they learned at a conscious and an unconscious level and see what happened, what success they did have and build on that success. And despite this offer made to several hundred people, only a handful have taken me up on that offer. That, coupled with the many referrals I have had from people who have stopped smoking FOR GOOD, tells me that this articles’ claim that any long term success over, 20% did it say, is to ‘beware of.’

‘Smokers should beware of any treatment that claims to have a higher than 50 per cent short-term (i.e. four weeks after quitting) or 20 per cent long-term (i.e. after six months) success rate.’

 Here’s my guess. Dr Andy McEwen has just under a 20% long term success rate using whatever method he uses (and just under a 50% short term success rate) so anything that claims to be better than that is to be WARNED about.

I claim to have a 100% success rate. I am a very good hypnotist, so I know what to say, how to say it, using the right tonality and the right skills to induce and deepen an altered state and help influence the unconscious mind. I make it very clear that it isn’t ME, or this state called HYPNOSIS that is doing the smoking cessation though. I give the credit to the PERSON when they give up smoking. It is THEM that deserves the credit and in the same way, if they do NOT give up smoking, they deserve the credit for that as well.

I once saw a client who had previously seen Martin St James and David Kennedy for smoking cessation. Between these two legends of the hypnosis community they have about 400,000% more experice in hypnosis than I have (that figure is approximately accurate according to my research), and the fact that this client has now stopped smoking after seeing me this latest time is a point worthy of discussion.

I could get all egotistical and think I’m the all powerful hypnotist with these great skills because I could do what two of the absolute best of the best could not do. But anyone with half an understanding of hypnosis (and I’m not talking about an authoritarian ‘Look into my eyes and obey me’ type of hypnosis) will know that my thinking and arrogance would be unfounded. Martin I’m sure did a great job. I’ve not met Martin St James but have read his very good book a few times and he claims to have hypnotised over a million people in his career, so no doubt this man knows a thing or two about how to use hypnosis. And I am absolutely sure that David Kennedy, who can hypnotise the unhypnotisable (ie ME), did an absolutely superlative job. I don’t deserve the credit for this guy stopping and they don’t deserve the blame for him not stopping in the past. Only now was he ready to stop, and hypnosis was the thing that helped him instruct his unconscious that he was ready to stop, for his reasons, and now he’s ready to change a behaviour and a series of unconscious responses, that previously, for whatever reason, he was unwilling to do. It could have been anything. It even could have been him saying to himself, ‘..well I’m with Martin St James or David Kennedy and they’re such great hypnotists, then I won’t have to do any work, the HYPNOSIS will quit for me. Well no wonder he kept smoking. Hypnosis doesn’t do it, a person does.

in fact when our friend types this statement “There is no good research evidence to show that hypnotherapy or acupuncture increase a person’s chance of stopping smoking. You may hear people who are convinced that these, or other complementary therapies, helped them stop smoking - but there is no way of knowing whether they would have stopped anyway….” I wonder if he wasn’t closer to the truth than this Doctor realises. They were committed to stopping, and hypnosis assisted in making this commitment become a reality for them in their lives.

I’ll sum up by saying that the Brisbane Hypnosis Centre, www.brisbanehypnosis.com.au, that I am honoured to work at, has seen over 10,000 smokers for more than a decade and more than 70% of the clients there come by way of referral. Make up your own mind as to whether or not a business could be THAT successful if it was founded on the premise that all of those people ‘would have given up anyway.’

I apologise for the inflammatory tone of this article, but I guess when I see people reading this article and I picture them not coming to a skillful hypnotist because of misconceptions like this article, it gets my back up.

Anyway, I’ll get off my soapbox now. I’m quite happy with my level of success, and so are my teachers, employers, students and most importantly, my clients are SO often, getting the outcomes they are after, and if that’s the case, I don’t care who gets the credit, in fact I’d prefer it’s not me, too much pressure on me. haha.

Wonder if this will get the attention of Dr Andy McEwen Cancer Research UK Health Behaviour Research Centre Epidemiology & Public Health University College London? If so, I hope he comments and some healthy debate ensues. Kieren and Co, you up for it?

Comments appreciated. (and late at night so apologies for any spelling or grammatical errors)

It was kind of asking (and I don’t think I worded it very well) him to respond to my spirituality vs the unconscious mind that I outlined in my last post (link here)

Joe Vitale / The Secret vs the Skeptics

I really look forward to hearing how Joe responds to my ‘less spiritual, more scientific explanation of ‘The Secret’ and other similar movies that tell us that the universe magically delivers to us things we focus on, believe, want etc. Whereas my opinion is that our unconscious mind changes US and we move towards the thing, object, whatever, as opposed to the universe being a magical genie that delivers us toys. Again, last post explains a little better I think.

I have learned so much from Joe about being a marketer I really hope he responds to this question and see if the Law of Attraction could, in his opinion, be interpreted this way.

Let’s see…..

I have just spent a few hours reading the blog of a very interesting guy (pen)named Skeptico. I certainly was entertained and enlightened.

The Secret makes many claims that I choose not to have as a part of my life. One of the concepts it marks as a ‘LAW’ like if you think about something with a certain amount of concentration, belief, intensity or whatever that it will come into fruition. If that was the case, Charlize Theron would have knocked on my front door many years ago.

However, I’m not going to say these people are 100% wrong. I’m going to just not have it as part of my belief structure at this time, so for me, the Law of Attraction is a little different to a Law of science, like gravity. I’m simply going to admit that many beliefs I used to have are no longer relevant for me, and I understand that my current beliefs may be different at some indeterminate time in the future.

One thing I certainly do believe, and as a hypnotist I have seen evidence of thousands of times, is our unconscious mind, however one wants to define that part of who we are, is a powerful part of our decision making processes. And these unconscious decisions and reactions, end up creating our reality. And I don’t mean that on a Quantum Physics or Quantum Mechanics level, because aside from a brief understanding of it, I am ill-informed to comment. Check out Skeptico’s blog, because he seems to be the informed one on these matters, certainly more than me, or many of his detractors, who seem to do nothing more than just say ‘closed minded’ and run when asked to discuss things logically.

So on a real world level, if you think day and night, and focus on nothing but a BMW for example, it is my opinion that the universe won’t necessarily deliver one to you, but that you will, or may change at an unconscious level to attract yourself to BMW’s and opportunities regarding BMW’s and doing what it takes to get a BMW and so on.

But that being said, I’m not going to say they are 100% necessarily wrong. I liken it to this example. The art of ‘Cold Reading’ made popular by John Edward and James DuPrague (not sure of the exact spellings of these guys names) claims to talk with spirits passed away. Dead people…(God it’s my blog and I’m worried about being politically correct, haha.)

I can do what they do. By using generalisations, universal truths, observing unconscious cues given to me by the subject, close observation, etc, I can do what they claim to do, and I am NOT talking to a spirit. But I am not saying that I GUARANTEE John Edward isn’t. I am simply saying that I can do what he does, and I don’t speak with the dead.

As with the Secret, I can change me, and my unconscious. I can assist people, through hypnosis, to change theirs, but I don’t believe we change the rest of the universe, I believe we change our beliefs and attract ourselves to whatever part of the universe (hopefully Charlize) that we focus on.

Thanks to Skeptico(click his name for his blog) for the other side of the argument. I have been a student of many of Joe Vitale’s teachings for some time now and have gained enormous value from him as a marketer, and will be forever grateful. (I’m sure he’s grateful for my few instances of a few bucks, so we’ll call it even). But I just can’t swallow what I now know as ‘Woo’ and am glad to continue to learn and have fun along the way.