Seven Crucial Systems & Habits of Top Gun Real Estate Agents…. & what YOU can do to become one too 1 © Glenn Twiddle 2012 Acknowledgement QREAS/Glenn Twiddle would like to acknowledge the following trainers, authors and speakers for their contribution to his learning and for their impact and subsequent contribution to his presentation…. 2 © Glenn Twiddle 2012 Mal Emery Larry Winget Joel Bauer Kurek Ashley Shaune Clarke Anthony Robbins Dan Kennedy/Glazer Kennedy the late, great Jim Rohn Joe Vitale Mark Dywer 3 © Glenn Twiddle 2012 Are You…. Realistic Expectations & Take-Aways READY ? 4 © Glenn Twiddle 2012 Inspired by Larry Winget…. Thanks Sam I owe you one 5 © Glenn Twiddle 2012 6 © Glenn Twiddle 2012 And Joel Bauer 7 © Glenn Twiddle 2012 Who Am I? • Glenn Twiddle • Accredited Business Development Consultant • Author of 3 books • Tens of Thousands of CD’s in offices around the world • CEO of the Qld Real Estate Agents’ Summit • Fastest growing training/coaching company in Australia 2010/2011/2012 • Seven #1 Agents in Their Area • Two Seven Figure Earners • Countless multiple six figure earners 8 © Glenn Twiddle 2012 The reason I do any of this… 9 © Glenn Twiddle 2012 Success Leaves Clues… Mentors have mentors 10 © Glenn Twiddle 2012 11 © Glenn Twiddle 2012 The reason I’m here… 12 © Glenn Twiddle 2012 Century 21’s Official Realistic Expectations & Site Take-Aways ‘It is estimated that 80% of sales staff never renew their Government Registration Certificates by the second year of their career.’ http://www.century21.com.au/reality-bytes/post.cfm/some-interestingstatistics-on-the-real-estate-industry © Glenn Twiddle 2012 13 The reason… • Half the industry does a one week course and that’s it • They make you ‘legal’ not good 14 © Glenn Twiddle 2012 The Magic Pill… © Glenn Twiddle 2012 A ‘Well Systemised Real Estate Business’ 15 Even if you’re a salesperson… YOU are going to systemise your business…. 16 © Glenn Twiddle 2012 Over 5000 hours… • If it worked it stayed • If it didn’t work it got discarded or fixed • If it worked but was too hard it got discarded 17 © Glenn Twiddle 2012 While figuring this out… • through trial and error we stumbled upon many successes 18 © Glenn Twiddle 2012 This isn’t about me… You can have that success too 19 © Glenn Twiddle 2012 My background… • doesn’t require experience • it was all about the SYSTEM • we were # 1 with no right to be 20 © Glenn Twiddle 2012 My background… • Our system combined with over 5000 hours of learning and over 300 books has led to these 7 Elements Common to # 1 Real Estate Agents 21 © Glenn Twiddle 2012 You can do it… Everything that the # 1’s do you can do…. And everything they have you can either now or eventually afford to have 22 © Glenn Twiddle 2012 The ‘P’ Word - Just enough to torture you to death - Back to basics ?? - Work harder ? 23 © Glenn Twiddle 2012 It ain’t (only) hard work… 24 © Glenn Twiddle 2012 The ‘P’ Word - Just because the elements we’re discussing aren’t difficult, they are by no means ‘the basics’ - Common sense is by no means ‘common’ 25 © Glenn Twiddle 2012 The ‘basics’ I’m poo poo’ing - Incestuous marketing -‘Free appraisals’ - Cold Calling - Door knocking - Positive thinking 26 © Glenn Twiddle 2012 It ain’t positive thinking… 27 © Glenn Twiddle 2012 Before we start… Hi Glenn, It’s time…. I would be grateful if you could please remove me from your list. I find your emails very distracting and the last one quite over the top and frankly I am all about the positive Glenn. Regards, xxxx 28 © Glenn Twiddle 2012 Before we start… 29 © Glenn Twiddle 2012 Let me ask you…. So you want the truth…. 30 © Glenn Twiddle 2012 Are You…. Realistic Expectations & Take-Aways 31 © Glenn Twiddle 2012 10,000 + left ‘I guess real estate just isn’t for me….’ 32 © Glenn Twiddle 2012 You’ve probably got some of it I wanted to change the world… I saw you all at the REIQ wide eyed…. There’s nothing wrong with you… Something’s wrong with the plan you’ve been sold 33 © Glenn Twiddle 2012 It ain’t motivation… 34 © Glenn Twiddle 2012 The scary thing for you All other excuses are now removed 35 © Glenn Twiddle 2012 Gilmour’s competition When’s he gonna teach the real stuff 36 © Glenn Twiddle 2012 Step 1 You know…this is all my fault 37 © Glenn Twiddle 2012 The combination…. 38 © Glenn Twiddle 2012 Seven Crucial Systems & Habits of Top Gun Real Estate Agents…. & what YOU can do to become one too 39 © Glenn Twiddle 2012 Element #1 Well Programmed Mindset If you tell me another set of ‘goal-setting techniques’…… …I’m gonna throw up © Glenn Twiddle 2012 40 Element #2 Magnetic Marketing You have to be a better Marketer of the services of a Real Estate Agent than you are at doing the services of a Real Estate Agent 41 © Glenn Twiddle 2012 Element #3 Weapons of First Impression Open Homes, Pre-Listing Kits and other tools that Embarrass Your Competition When Clients Compare Them to You 42 © Glenn Twiddle 2012 Element #4 Power Presenting Presenting is like a performance…. Would you win an Oscar, an Emmy or a Razzie 43 © Glenn Twiddle 2012 Element #5 Surgically Precise Negotiations Your real demonstration of just how valuable you really are 44 © Glenn Twiddle 2012 Element #6 Auto Pilot Systems Put your career on auto pilot so you can live your life. 45 © Glenn Twiddle 2012 Element #7 Influence and Persuasion Mastery One student described these techniques as ‘Legal and Ethical Brain Washing’ © Glenn Twiddle 2012 46 My two best…. What are you looking for in…. 47 © Glenn Twiddle 2012 Hypnotic Sales Tip 10 • • • • Embedded Commands Analogue Marking Phonetic ambiguity Punctuation ambiguity (ooh we’re getting high tech here…..) For example….. 48 © Glenn Twiddle 2012 • • • • ‘You don’t mind if….’ How many of you, like me, don’t like…. By the way…. Flora Pro whatever it is – ‘Lowers Your Cholesterol Absorption’ 49 © Glenn Twiddle 2012 Guaranteed Proven System 50 © Glenn Twiddle 2012 Element #1 Well Programmed Mindset If you tell me another set of ‘goal-setting techniques’…… …I’m gonna throw up © Glenn Twiddle 2012 51 Kurek Ashley Realistic Expectations & Take-Aways “I have had the great honour of working with and around Glenn Twiddle. He is a man who walks his talk and his book is no different. He teaches you the skills needed to succeed. He calls it, ‘Hypnotic Selling.’ I call it ‘POWERFUL !!’ - International #1 Best Selling Author ‘How Would Love Respond’ 52 © Glenn Twiddle 2012 Mindset… So…. Are u sure you Want to hear this??? coz it ain’t gonna get any prettier…. It’s about to get real ugly…. Girls turn away if needed…. 53 © Glenn Twiddle 2012 Ok….… Deleted those frigging shockers (the fat ‘before’ pics) man, sorry !!!! 54 © Glenn Twiddle 2012 Ok….… Ok, you can look back now…. Damn….. 55 © Glenn Twiddle 2012 4 C’s of Success…. 1 – Commitment 2 - Consistency 3 – Coaching 4 - Completion 56 © Glenn Twiddle 2012 The steps… 57 © Glenn Twiddle 2012 Element #2 Magnetic Marketing You have to be a better Marketer of the services of a Real Estate Agent than you are at doing the services of a Real Estate Agent 58 © Glenn Twiddle 2012 59 © Glenn Twiddle 2012 60 © Glenn Twiddle 2012 61 © Glenn Twiddle 2012 62 © Glenn Twiddle 2012 63 © Glenn Twiddle 2012 Glenn Twiddle’s Message… Hunting vs Farming 64 © Glenn Twiddle 2012 Glenn Twiddle’s Message… Tick the boxes 65 © Glenn Twiddle 2012 Glenn Twiddle’s Message… Internet sites (branded and unbranded) Web autoresponders Greeting Cards Voice Broadcast Sales Letter Automation Tear Sheets Evening Seminars String attached Flyers Press releases monthly Lead generation ads Editorial Style Ads 1800 numbers – Free recorded messages Books (as sales letters) Arsenal of lead generating ads DVD’s (as sales letters) Arsenal of lead generating ads Ultimate Business Card ‘Drop your Clients’ Jaw’ overwhelm Pre-listing system 66 © Glenn Twiddle 2012 Your most basic marketing tool 67 © Glenn Twiddle 2012 68 © Glenn Twiddle 2012 Convert 69 © Glenn Twiddle 2012 Convert 70 © Glenn Twiddle 2012 YOU 71 © Glenn Twiddle 2012 The big ‘write me’… An editorial or story gets read 22 times more than an ad…. So why the hell do you make your ads look like ads? 72 © Glenn Twiddle 2012 But until you’re ready…. Points Sheet Calls Cold Invites to Neighbours Invites to Opp Listings Door knock invites Door Hanger invites if not home Silver Platters to Expired Exclusives Cheaper Lumpy Mail Video Testimonial Reel 40+ hrs $$ productive Cheap Ultimate Biz Card (with testimonial reel and/or interview) Brilliant (10/12 or better) open houses 73 © Glenn Twiddle 2012 Digging for Gold… 74 © Glenn Twiddle 2012 Real Estate Weekly Action Plan Worksheet & Summary Start Date:_________________ End Date: ___________________ Activity Pts 1 A Office Meeting / Seminar 2 B Affirmations 1 C Read 20 minutes/day 1 D Counseling Principal 1 E New Listing – Open 2 F New Listing – Exclusive 5 G Add name to database 0.5 H Make contact/seen call to book Listing appointment 0.5 I Make contact/ phone call to book inspection(buyer) 0.5 J Book a Listing Presentation 2 K Book an inspection(buyer) 2 L Attend listing pres. Including ‘V.A.’ & ‘Suppose Close’ 3 M Listing Present. On phone 1 N Attend Inspection(buyer) 3 O Attend Appraisal 1 P Role play for 30 mins 1 Q Signed/countersign offer 5 R Accepted Contract 5 S Contract Settlement 10 T Small Marketing Ad 5 U Large Marketing Ad 10 Name____________________________ Daily Activity Score 2 3 4 5 6,7 Wk 1 1 2 3 4 5 6,7 Wk 2 1 2 3 4 5 6,7 Wk 3 1 2 3 4 5 6,7 Wk 4 Daily Total Weekly Totals: Sinking Just Swimming Average Doing Well You need motivation. Increase your confidence from doing more activity. See further training. Don’t blame others for no success. It’s up to you. Work to improve your presentation. If you don’t have a mentor or you’re not getting the results you desire, study your training manual, listen to CD’s and use the training tools. Do more one-on-one presentations. Focus on essentials. Don’t waste time. Become more active. Use the number averages to work for you. (30 points per day) Keep up your momentum, don’t slacken off. You’re on the way. 76-110 Per Week 111-150 Per Week – 40 Per Week 41-75 Per Week ©1Glenn Twiddle 2012 You’ve Got Momentum Life is exciting! Have your people watch you work to learn good habits. Don’t waste time. You work, they watch. Be the example. 151-200 Per Week Success Is Imminent Nothing can stop you. Keep your eye on your goals. Keep going!! You’re a powerhouse. Wk 1 Weekly Totals Wk Wk 2 3 Monthly Total Wk 4 75 200 + Per Week Weekly Average Points: (Divide Monthly Total by 4) Digging for Gold… 76 © Glenn Twiddle 2012 WEEKLY REPORT STATS SHEET Targets/goals from last week __/__/__ to __/__/__ MON TUES WED THURS FRI SAT SUN TOTALS ATTEMPTED CALLS SEEN CALLS APPTS BKD APPTS SEEN OPEN LIST EXCL LIST EXCL WITH MARKETING MARKETING $$ (TOTAL) BUYER ENQUIRIES BUYER APPTS OFFERS / COUNTER OFFERS SALES CONTRACTS ACHIEVEMENTS CHALLENGES Goals for next week Tick any 2 of the boxes below for the week, and you’re good [ ] 200 Contacts (Seen call, opposition listings, door knock, OFI follow ups, etc) [ ] Read for half hour a day for 6 days (and filled out report on www.successbookreports.com) © Glenn Twiddle 2012 77 CHALLENGES Goals for next week Tick any 2 of the boxes below for the week, and you’re good [ ] 200 Contacts (Seen call, opposition listings, door knock, OFI follow ups, etc) [ ] Read for half hour a day for 6 days (and filled out report on www.successbookreports.com) [ ] 10 emails added to database [ ] 3 Listing appointments / appraisals [ ] 2 Listings [ ] 2 instances of Vendor paid advertising [ ] $1000 in vendor paid advertising [ ] 4 Open for inspections on Saturday [ ] 2 Contracts / Written contractual offers 78 © Glenn Twiddle 2012 Digging for Gold… 79 © Glenn Twiddle 2012 Digging for Gold… 80 © Glenn Twiddle 2012 Guaranteed Proven System 81 © Glenn Twiddle 2012 Element #3 Weapons of First Impression Open Homes, Pre-Listing Kits and other tools that Embarrass Your Competition When Clients Compare Them to You 82 © Glenn Twiddle 2012 Open Home Mystery Shopper Exercise 83 © Glenn Twiddle 2012 The exercise • 17 April 2010 – 15 Oct 2011 • Send in ‘Mystery Shoppers to 149 Real Estate Open Houses (random) • ‘Mystery Shopper made comments like a future seller might ‘I own a house down the road and I’m checking out prices….’ • The Results……. 84 © Glenn Twiddle 2012 Out of 149 visits Realistic Expectations & Take-Aways • 108 No follow up in any way shape or form • 5 followed up on the day of the Open • 5 agents were complete no shows • 47 of the agents made our ladies either ‘feel unwelcome,’ neglected or they described the agent as completely arrogant • 128 of the agents made no attempts to move towards a close in any way • 4 Followed up with an SMS the day of the Open • 4 Followed up on more than one occasion • 4 Got more details than just a mobile • 5 had promo material better than a colour photocopied flyer, or booklet. © Glenn Twiddle 2012 85 Out of 149 visits Realistic Expectations & Take-Aways How many offered free appraisal? 86 © Glenn Twiddle 2012 Remember, the script was… ‘I own a house down the road and I’m checking out prices….’ 87 © Glenn Twiddle 2012 Out of 149 visits Realistic Expectations & Take-Aways Incredible…. 88 © Glenn Twiddle 2012 My tips • Perfect presentation • DVD and / or powerpoint show • 2 people – one greet / take names, you do the run. ‘Buying, selling or just having a look?’ • Killer handouts, more like a magazine • Contracts, disclosure statements, etc on display 89 © Glenn Twiddle 2012 • • • • • Banners, bunting, signs on way in and out Your own book and/or DVD Ultimate Business Card Shoe cover machine Catering with models as hosts (must be personality PLUS) • BBQ on front lawn • Use offers – guess the price • Contact sequence…. 90 © Glenn Twiddle 2012 Contact sequence • Sms as they leave (auto or manual) ‘was great to meet you today. I’ll touch base later tonight to see if there’s any further interest in the property. Talk then, Glenn’ • Follow up call that arvo / night (manual) • Send out thank you card sequence – 3-4 touch sequence over 90 days. (auto) • Follow up call in a week (manual) • Newsletter physical (semi auto) • Newsletter email (auto) 91 © Glenn Twiddle 2012 Getting it full • • • • Well advertised (VPA) 100 invites to neighbours 100 invites to properties on market Segment your area into groups of 100 and use automation to send invites to respective area listings come up in • Vouchers • Seller help 92 © Glenn Twiddle 2012 Send Out Cards Realistic Expectations & Take-Aways 93 © Glenn Twiddle 2012 Pre-Listing System & Take-Aways Realistic Expectations Who has a ‘Well Choreographed Pre-Listing System ?’ 94 © Glenn Twiddle 2012 Chris Gilmour does…. Chris’ system – A case study •Deliver Pre Listing Kit On The Day Of Phone Enquiry •Deliver Pre Listing Kit in Person •Keep Car Running with Door Open •Try not to book the appraisal appointment on the day 95 © Glenn Twiddle 2012 What to ask during the call! *Where do you live – know the area like an expert *Where did the enquiry come from – Marketing Money *Where are you moving to – MOTIVATION *What features has the property got – building rapport *Price Range – YOU MUST GET A PRICE *Kids / Pets *Book a time 96 © Glenn Twiddle 2012 Pre-Listing Kit chrisgilmourtraining.com Black Box 3 Business Cards – For Client and Family / Friends CMA Listing Form – Pre Filled or Blank Marketing Program 4 Testimonials – Profile Brochure + Stats Open Listing Discount Agency Words From A Buyer Phone Me List 2 Sell Ratio – 91% Avg Days On Market – 18 Days Avg Sell Price - $546,317 Best Month – 24 in 26 days Other Achievements - ???? Other Items Inc – Tea / Coffee / Sugar / Ferrero Roche / Toberlone / Chupa Chupas / Smacko Roll / Whiskers 97 © Glenn Twiddle 2012 Other weapons…. Realistic Expectations & Take-Aways • ‘Drop Your Clients Jaw’, overwhelming information packs • Your own book – Ghost Written • Your own book – You write it • FAQ Video series either DVD, online or both • VIP Club Newsletter • Event based marketing • WOW Factor Marketing © Glenn Twiddle 2012 98 Element #4 Power Presenting Presenting is like a performance…. Would you win an Oscar, an Emmy or a Razzie 99 © Glenn Twiddle 2012 Testimonial Integration Procedure 1. 2. 3. 4. 5. Have pocket cam in pocket Ask client at the peak ‘How’d we do? Just so I can tell the Principal how you feel.’ Once they say something positive, pull out camera and say ‘You don’t mind if I capture, on my little pocket camera, the way that you feel, because the way that you feel, can help me help a whole bunch of other people, the same way I’ve helped you.’ ‘and don’t worry about the camera, just tell me, and if you don’t look good, I’ll just erase it, so just speak from the heart, you don’t have to sound professional or anything.’ Monetise if possible 100 © Glenn Twiddle 2012 • Use windows movie maker or other vid editing software • Edit together • Add soundtrack (rocky or something emotional) • Distribute everywhere. Get LOTS • Eventually, have a testimonial reel for every personality type, gender, career, age etc 101 © Glenn Twiddle 2012 Guaranteed Proven System 102 © Glenn Twiddle 2012 Element #5 Surgically Precise Negotiations Your real demonstration of just how valuable you really are 103 © Glenn Twiddle 2012 Multiple Offers • Ideal outcome – multiple offers – Offers signed up independently – Should be confidential even between us – Get best offer and terms – Test and see if it is – Offers presented by Principal – No further negotiations (or you haven’t done your job properly) 104 © Glenn Twiddle 2012 Guaranteed Proven System 105 © Glenn Twiddle 2012 Element #6 Auto Pilot Systems Put your career on auto pilot so you can live your life. 106 © Glenn Twiddle 2012 107 © Glenn Twiddle 2012 Can be Automated… Internet sites (branded and unbranded) Email autoresponders Greeting Cards Voice Broadcast Sales Letter Automation Lead generation ads Editorial Style Ads 1800 numbers – Free recorded messages 3 step mailing sequence Newsletter Twitter Facebook (harder) Search Engine Optimisation Other online strategies Video Ebay Pay per click Blogging Podcasts ‘What Price My House.com’ etc 108 © Glenn Twiddle 2012 Let’s SeeExpectations How Many We & Can Cover Realistic Take-Aways • • • • • • • • Search Engine Optimisation Squeeze / Landing Page (leading to…) Email autoresponders Thank You/Anniversaries/Birthday, etc Cards Voice Broadcast Facebook (not recommended) Twitter (either automate or don’t bother) Other online strategies 109 © Glenn Twiddle 2012 Checklist – Social Media Realistic Expectations & Take-Aways • Facebook – personal • Facebook – Business page • Twitter (automate or don’t bother) • Linked In (mainly for individuals) • Myspace (if at all, do it and forget it) 110 © Glenn Twiddle 2012 SEO Strategy Realistic Expectations & Take-Aways Search Engine Traffic Is Still King • Sept 2010 – 72.15% of search traffic came from Google • On average accounting for 65.3% of ALL traffic delivered to a site • High conversions because people are looking for an agency in your area 111 © Glenn Twiddle 2012 ‘real estate training’ 112 © Glenn Twiddle 2012 ‘real estate agent carina’ 113 © Glenn Twiddle 2012 ‘drewvale real estate’ 114 © Glenn Twiddle 2012 SEO Strategy Realistic Expectations & Take-Aways Start with this…. • Get Firefox & get ‘easycomment’ add on • <a href=“http://www.glenntwiddle.com.au”>Real Estate Training</a> (this bit goes in the ‘comment’ section) • <a href="http://www.your website.com”>Real Estate Agent (your suburb)</a> • Have a different URL completely in the ‘website’ section than in the ‘comment’ section • Go to blogs in your particular business • Quickly, but intelligently ask questions and comment on relevant blogs • Get staff to do it too (5 pw x 10 staff x 50 wks) 115 © Glenn Twiddle 2012 Other ‘To-Do’s’ Realistic Expectations & Take-Aways Get a converting squeeze / landing page • use google analytics to measure stats • use google conversion optimiser ?? to split test headlines, copy, offers, pictures • Consider an ‘unbranded’ site eg whatpricemyhouse.com • link to autoresponding emails 116 © Glenn Twiddle 2012 Other ‘To-Do’s’ Realistic Expectations & Take-Aways Sneaky Landing page example • www.realestatefreegift.com • Incentivise the opt in • If possible don’t make opt in box look like a normal opt in box • use video • not too ‘ad-dy’ 117 © Glenn Twiddle 2012 ‘RealEstateFreeGift.com’ 118 © Glenn Twiddle 2012 119 © Glenn Twiddle 2012 Where is your marketing going? 120 © Glenn Twiddle 2012 Where is your marketing going? C – Junk Mail 121 © Glenn Twiddle 2012 Where is your marketing going? B – Bills/Official letters 122 © Glenn Twiddle 2012 Where is your marketing going? A Pile •Lumpy Mail •Greeting Cards • Hand written letters 123 © Glenn Twiddle 2012 Out of 149 visits Realistic Expectations & Take-Aways • 108 No follow up in any way shape or form • 5 followed up on the day of the Open • 5 agents were complete no shows • 47 of the agents made our ladies either ‘feel unwelcome,’ neglected or they described the agent as completely arrogant • 128 of the agents made no attempts to move towards a close in any way • 4 Followed up with an SMS the day of the Open • 4 Followed up on more than one occasion • 4 Got more details than just a mobile • 5 had promo material better than a colour photocopied flyer, or booklet. 124 © Glenn Twiddle 2012 125 © Glenn Twiddle 2012 Send Out Cards Realistic Expectations & Take-Aways Every Open Home Visitor • Instant thank you sms/phone call etc • next week, ‘great to meet you the other day’ • 2 weeks ‘how goes the search’ • 1 month ‘what’s the plan ?’ • when they buy, switch campaigns…. 126 © Glenn Twiddle 2012 Send Out Cards Realistic Expectations & Take-Aways Bought in your area with you • Welcome gift (at or near after settlement) with card • 1 month – ‘now that you’ve settled in, did you need a tradie? We’ve got…’ • 10 weeks – simple ‘thanks for choosing our agency’ • 20 weeks – Reminder (air con, gutters) and gift 127 © Glenn Twiddle 2012 Send Out Cards Realistic Expectations & Take-Aways • 30 weeks – hint about outdoor retreat adding to livability and reminder about our tradies list to help • 50 weeks – 1st anniversary and gift • 60 weeks – valuation. ‘you’ve been here just over a year,maybe you...’ • 75 weeks – ‘Isn’t it nice to know you aren’t paying off someone else’s mortgage? Now that you’ve been in your home for over a year, maybe…..’ 128 © Glenn Twiddle 2012 Send Out Cards Realistic Expectations & Take-Aways Bought in your area with someone else • Welcome gift (at or near after settlement) with card • 1 month – ‘now that you’ve settled in, did you need a tradie? We’ve got…’ • 10 weeks – simple ‘thanks for choosing our agency’ • 20 weeks – Reminder (air con, gutters) and gift © Glenn Twiddle 2012 129 Send Out Cards Realistic Expectations & Take-Aways • 30 weeks – hint about outdoor retreat adding to livability and reminder about our tradies list to help • 50 weeks – 1st anniversary and gift • 60 weeks – valuation. ‘you’ve been here just over a year,maybe you...’ • 75 weeks – ‘Isn’t it nice to know you aren’t paying off someone else’s mortgage? Now that you’ve been in your home for over a year, maybe…..’ 130 © Glenn Twiddle 2012 Send Out Cards Realistic Expectations & Take-Aways Other campaigns • Appraisals (Aaron Shiner stat 11 months) • Past sellers • Referral givers (heavy on the gifts) • Missed listings (like you’re gonna get any of them??) 131 © Glenn Twiddle 2012 132 © Glenn Twiddle 2012 Other media Realistic Expectations & Take-Aways Other ideas • Voice broadcast • Blogs • Lead Generation ads 133 © Glenn Twiddle 2012 Element #7 Influence and Persuasion Mastery One student described these techniques as ‘Legal and Ethical Brain Washing’ © Glenn Twiddle 2012 134 135 © Glenn Twiddle 2012 Don’t Shoot the messenger…. Realistic Expectations & Take-Aways Most Trusted Professions… http://www.readersdigest.com.au/australias-most-trusted-professions-2011 136 © Glenn Twiddle 2012 Trust… Expectations & Take-Aways Realistic 33. Lawyers 34. Bankers 35. Council workers 36. Tow truck drivers 37. CEOs 38. Celebrities 39. Sex workers 40. Journalists 41. Taxi drivers 42. Real estate agents © Glenn Twiddle 2012 43. Car salesmen 44. Politicians 45. Tele-marketers 137 Real POWER Comes From Diagnosis Price Becomes Irrelevant Make More Money In the Niche Prices Have to be Low I’m a Famous Celebrity Person No One Has Authority Ever Heard of, Specialist Except Where Its Important Amber, John McGrath Specialist Jason Adcock, Judy Goodger, James T Generalist (Every Real Estate Agent in a Street) 138 © Glenn Twiddle 2012 • How did Amber and John get their Celebrity status ? 139 © Glenn Twiddle 2012 Convert 140 © Glenn Twiddle 2012 141 © Glenn Twiddle 2012 Your request You wanted Hypnotic…. Sneaky stuff huh??? 142 © Glenn Twiddle 2012 Hypnotic Sales Tip 10 • • • • Embedded Commands Analogue Marking Phonetic ambiguity Punctuation ambiguity (ooh we’re getting high tech here…..) For example….. 143 © Glenn Twiddle 2012 • • • • ‘You don’t mind if….’ How many of you, like me, don’t like…. By the way…. Flora Pro whatever it is – ‘Lowers Your Cholesterol Absorption’ 144 © Glenn Twiddle 2012 Hypnotic Sales Tip 14 PRESUPPOSITIONS • Implication • You need to accept a certain fact as true to make sense of the rest of the statement Eg – ‘ Does it really give you a feeling of confidence to have one of Australia’s leading authorities on Hypnosis giving you this information, or doesn’t it matter who delivers it ?’ 145 © Glenn Twiddle 2012 OR – ‘Did it bother you that Kevin Rudd used highly trained Hypnotic Selling Strategies and Body Language strategies to help him win the election in 2007 ?’ 146 © Glenn Twiddle 2012 Hypnotic Sale Tip 5 Use Reciprocation. • • • • • • Psychological Indebtedness Very difficult, even impossible to suppress Required because of Social Evolution Eg gifts at airports Shouts at the pub Paul Tonich’s version 147 © Glenn Twiddle 2012 What’s your number? 148 © Glenn Twiddle 2012 How’d We Do? 149 © Glenn Twiddle 2012 Continuing education Join the #1’s 150 © Glenn Twiddle 2012 Continuing education Join the #1’s Option A - My full 24 CD/DVD System 151 © Glenn Twiddle 2012 Massive Success Ultimate OFI Ultimate Real Estate Professional $2997.00 $2997 Negotiation Mastery Separate Purchase $497.00 Included Getting ‘You’ Right and Ready $497.00 Included The Stuff They Don’t Know $497.00 Included The Stuff they REALLY Don’t Know $497.00 Included The 10 week, day by day, step by step, module by module manual $297 Included Re-print rights (you go on the list to have copies of the whole system printed at cost to sell or for future team members) $2997 Included TOTAL VALUE $8279 © Glenn Twiddle 2012 TODAY 152 Success Stories Suzy Niemeyer #1 Ipswich Lisa France #1 Bribie Island Dylan Ansems Ipswich Agency of the Year 09 Jason Bond #1 New Farm Chris Gilmour $1mill Third year EmmaWatts Youngest Re/Max Int Hall of Fame Gavin Jackson Murray Brass MultiLand Sales Millionaire Owner from scratch Zac McHardy Mark Lowrey Mark Kelly – ReMax Brisbane Agency of the Year 09/10 Sean Hart Rookie of the Year Michael Spillane – Marketing Award Ben Tsai – Earned over $1,000,000 – early 20’s #1 Raine & Horne Hall of Fame Peter Forbes #1 Dalby Various backgrounds before my training, some broke, now all successful in their areas 153 © Glenn Twiddle 2012 Today only offer Today- $1000 My full 24 CD/DVD System 154 © Glenn Twiddle 2012 Remember when I said…. 155 © Glenn Twiddle 2012 Your request You wanted a ‘Glenn only, no other speakers, training’ outlining everything in detail…. 156 © Glenn Twiddle 2012 Your request Expression of interest only 157 © Glenn Twiddle 2012 Complete Business Audit - 8 page ‘Well Systemised Real Estate Business’ Audit -See holes in your current system - only invited to 2 day if we AGREE that I can help, and you agree to accept help - Invaluable tool even if you don’t come 158 © Glenn Twiddle 2012 Element #1 Well Programmed Mindset If you tell me another set of ‘goal-setting techniques’…… …I’m gonna throw up © Glenn Twiddle 2012 159 Element #2 Magnetic Marketing You have to be a better Marketer of the services of a Real Estate Agent than you are at doing the services of a Real Estate Agent 160 © Glenn Twiddle 2012 Glenn Twiddle’s Message… Internet sites (branded and unbranded) Web autoresponders Greeting Cards Voice Broadcast Sales Letter Automation Tear Sheets Evening Seminars String attached Flyers Press releases monthly Lead generation ads Editorial Style Ads 1800 numbers – Free recorded messages Books (as sales letters) Arsenal of lead generating ads DVD’s (as sales letters) Arsenal of lead generating ads Ultimate Business Card ‘Drop your Clients’ Jaw’ overwhelm Pre-listing system 161 © Glenn Twiddle 2012 162 © Glenn Twiddle 2012 Remember when I said… An editorial or story gets read 22 times more than an ad…. So why the hell do you make your ads look like ads? 163 © Glenn Twiddle 2012 Element #3 Weapons of First Impression Open Homes, Pre-Listing Kits and other tools that Embarrass Your Competition When Clients Compare Them to You 164 © Glenn Twiddle 2012 Weapons - Precise, proven best practice scripts for use in your OFI’s, pre-listing kits - a list of my suppliers for materials - Templates for your ‘blow client away pre-listing kit’ 165 © Glenn Twiddle 2012 Element #4 Power Presenting Presenting is like a performance…. Would you win an Oscar, an Emmy or a Razzie 166 © Glenn Twiddle 2012 Your Listing Presentation Either done from scratch or your current one tweaked so you convert at 8/10 or better 167 © Glenn Twiddle 2012 Presentation Power - Rapport building that actually works and not seen as false flattery - Never get an objection again (and how to deal with it every time if you do) - How to leave with a listing agreement at whatever % your office charges - Leaving with the right amount of seller paid advertising 100% of the time 168 © Glenn Twiddle 2012 Element #5 Surgically Precise Negotiations Your real demonstration of just how valuable you really are 169 © Glenn Twiddle 2012 Negotiations - Getting buyers and sellers on the same page (in sync psychologically) - scripts for almost every situation - using negotiation prowess to get referrals and future business from BOTH buyers and sellers - Using ‘Hypnotic Selling’ skills in your negotiations 170 © Glenn Twiddle 2012 Element #6 Auto Pilot Systems Put your career on auto pilot so you can live your life. 171 © Glenn Twiddle 2012 Can be Automated… Internet sites (branded and unbranded) Email autoresponders Greeting Cards Voice Broadcast Sales Letter Automation Lead generation ads Editorial Style Ads 1800 numbers – Free recorded messages 3 step mailing sequence Newsletter Twitter Facebook (harder) Search Engine Optimisation Other online strategies Video Ebay Pay per click Blogging Podcasts ‘What Price My House.com’ etc 172 © Glenn Twiddle 2012 Element #7 Influence and Persuasion Mastery One student described these techniques as ‘Legal and Ethical Brain Washing’ © Glenn Twiddle 2012 173 If we don’t get time Once only… David Kennedy/Glenn Twiddle - Australia’s foremost hypnotist Once only event 174 © Glenn Twiddle 2012 Advanced Hypnosis Stuff - Subliminal Rapport building - Anchoring and other sneaky stuff - Embedded Language Commands - Scripts already composed - How to affect the imagination of your prospects - How to Seduce and Persuade your clients and customers using your written words 175 © Glenn Twiddle 2012 Plus LIFE TIME, coaching access -Email support FROM ME -Live, monthly Webinars, Q&A, video modules -Future updates and bonuses Plus 176 © Glenn Twiddle 2012 Bonus for you guys 177 © Glenn Twiddle 2012 178 © Glenn Twiddle 2012 Your ‘Ultimate Business Card’ All the templates to create your own ‘Ultimate Business Card’ All in .psd format ready for you to photoshop me out and insert you in © Glenn Twiddle 2012 179 Your ‘Radio Interview’ I’ll interview you and record and send you your CD for you to include as your Give away in your ‘Ultimate Business Card.’ 180 © Glenn Twiddle 2012 YOU 181 © Glenn Twiddle 2012 Glenn Twiddle’s 60 Day Unconditional 100% Guarantee Please enrol me to Glenn’s 2 day intensive Training which also includes: 24 CD/DVD’s (Over 10 weeks of personal training with Glenn). Your 10 week, step by step action steps and study guide Ongoing education, tax deductable investment: $5000 (or 6 monthly payments x $900) Plus the templates for the Ultimate Business Card – done for you Bonus – Glenn interviews YOU for adding to your Ultimate Business Card Over $9,000 in Free Bonuses include Glenn Twiddle’s monthly coaching volumes, webinars, video modules and more… Debra Messina Your name -______________________ Harcourts Dapto Business name -____________________ 15 Smith St Your ship to address -______________________________________________ Sydney NSW 2000 City __________________ State ______________ Postcode ____________ glenn@glenntwiddle.,com.au 0400 466 371 02 5415 9765 Mobile ____________________ Phone _____________ Email_______________ Visa Mastercard Amex Paypal Call me to arrange 09/05 1234-2345-4567-7890 C/C number______________________________ Exp ___________________ Signature of Cardholder -_________________________ Providing above information constitutes permission for Glenn Twiddle / QREAS representatives to contact you via above listed means © Glenn Twiddle 2012 182 Your request $1997 one payment Or 6 x monthly - $389 183 © Glenn Twiddle 2012 Your request Current clients apply still as you will get credit towards this from previous investment 184 © Glenn Twiddle 2012 Today only offer Today- FREE My full 24 CD/DVD System 185 © Glenn Twiddle 2012 A copy of the full two day 7 systems and habits training. YOURS FREE 186 © Glenn Twiddle 2012 Today only offer $9291 Value 24 disc Glenn Twiddle system/manual $2997 Ultimate Business Card training system $299 Interview for your Ultimate Business C. $999 Coaching Webinars for life $1999 2 Day Systemisation Workshop $2997 © Glenn Twiddle 2012 187 Your request $1997 one payment Or 6 x monthly - $389 188 © Glenn Twiddle 2012 Glenn Twiddle’s War on Slow Market… 189 © Glenn Twiddle 2012 My Personal Guarantee # 1 Come for Day 1 and if you think it was anything but the best investment you ever made, tell me, and pay nothing and keep the audit so you can implement the rest yourself. Glenn Twiddle Best Selling Author & Sales and Marketing Specialist © Glenn Twiddle 2012 190 My Personal Guarantee # 2 If you use our entire system for one year, and do not generate at least $100,000, I’ll send you a cheque for $6,000.00 Glenn Twiddle Best Selling Author & Sales and Marketing Specialist © Glenn Twiddle 2012 191
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