Glenn Twiddle

Real Estate Rebel Alliance

It seems the days of just slapping out a bunch of “free appraisal” flyers and offering to “stay in touch with a little bit of information” may have had it’s day. There’s a new breed of agent, outrageous with their marketing, attention getting in their approaches, and doing things radically different than the norm.

In his grounbreaking book, “Purple Cow”, Seth Godin talks about a trip he had where his family saw a sea of cows, and were mesmerised by this sight. (are you watching for the metaphor here?)

Well after ten minutes or so of cow after cow, the very sight that was only just minutes before, mesmerising, was all of a sudden, “Same old same old.’

Well in real estate it didn’t happen quite that quickly, but in order to stand out amongst the cows, we have to be big, bright, noisy, PURPLE cows in order to cut through the sea of sameness that our industry has become (or possibly always was.)

But, this new breed, coined “The Real Estate Rebel Alliance” by little ole me, has been bucking the system, annoying the competitors, and simply doing a better job by living by the old Earl Nightingale maxim…”In the absence of a valid model for success, look at what everyone else is doing and do the opposite.”

And it’s working. Many of these “Rebels”are leading their areas, while they are surrounded by agents scratching their heads wondering what the hell happened to their market share.

It may be too little too late, as the event is coming very soon, but four of these rebels share their secrets at a full day intensive training on these principles.

Check it out at

www.RealEstateRebelAlliance.com.au

Long live the Rebellion !!

Glenn Twiddle

About the author

‘I teach agents a step by step, 1-2-3, fill in the blanks system for becoming the number one agent in your area,
how to become a six, or even seven figure earner, in 3 years or less no matter where you are right now.

It’s worked for me, for my teams over the years, and now is working for many of my clients.
And if you learn the system, and apply it in the manner it’s described, there’s a good chance it will work for you too.

For a free copy of my best real estate training tip (other than this article),
which is my number one listing tip I’ve ever trained, go to….

www.RealEstateFreeGift.com

Follow me on Twitter

Glenn Twiddle

A Day w. John McGrath, Glenn Twiddle, Mat Steinwede & Chris Gilmour

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I recently did a survey on Facebook asking….

If you could spend a day picking the brain of a real estate Mastermind, who would be on the list?’

(the question is still there if you want to have a look at the hundreds of votes
http://www.facebook.com/questions/10150404309812787/)

But the results were these top 4
1. John McGrath
2. Mat Steinwede
3. Chris Gilmour
4. Glenn Twiddle (and I suspect I got some pity votes as it was me who asked the question, haha)

And a noteable mention to Edgar Natolo as well.

Well, it’s on !!! I have convinced the top of the survey to come and spend the day with you, and answer YOUR questions so you can make 2012 an absolute KILLER year.

What questions would you ask?

- How on earth do you get a great marketing campaign on EVERY property you list? – Chris Gilmour
- How do you get a 97% conversion on your appraisals – Mat Steinwede
- What skills are going to take agents to the top of their area in 2012 – John McGrath
- With all the agents you see, what have the #1′s got in common that other agents don’t – Glenn Twiddle

These questions and many, many more are what our ‘brainstrust’ of Heavy Artillery are going to be answering.

Put your question in, even if you can’t make the event at

www.HeavyArtillery.com.au

And let’s seriously make 2012 the year you finally take your career, inject it with the ‘X Factor’ that my colleague Greg Vincent has been talking about on this and other sites, and live the life that brought you to real estate in the first place.

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Glenn Twiddle

Real Estate Secret Shop Final Results

While I will continue, with my teams of clients around the country, to keep tabs on things, I am done with my year long exercise ‘secret shopping’ agents open houses because the results are in, and clearly, there is a winner….

And the winner is….

ANY AGENT WHO WANTS TO GET OFF THEIR BUTT AND DO THE WORK !!!

Yup, here are the final results. Over 14 months, and after visiting 102 Open Houses, we have the results of how the agents out there treat the properties entrusted to them by property owners.

We were looking for certain criteria. Now not all of the criteria we were looking for is necessarily the right and wrong way, they were just indicators that I was curious about, and of course some of them are absolutely critical to both the agents’ success in terms of their ability to get their sellers the highest price (their legal obligation to do), and in turn, their success in their own career. One cannot exist without the other.

So the critical ones, I believe, are these

- Follow up process – did the agent make one or several attempts to follow up with guests at the open? Did they use multiple media ie phone calls, sms, cards, emails to do so without being too annoying?

- Qualifying – Did they simply give a guided tour? Did they not even do that, did they meet at the door, tell you to have a look around and call me if you like it? Or did they ask you some, not too many too quick, but some probing questions to find out if you may be interested in buying the property, taking a second look, goodness, even flat out did they ask ‘You Want To Buy It???’

- Be Nice - We wanted to know how many of the agents were simply nice people in their character, rapport building etc. Some great customer service advice I got recently that I think many businesses have forgotten. BE NICE !!!

We measured other things into 3 CATEGORIES….

- Presentation of marketing and take home materials below average, average/ok and ‘Very Good or better’

- Presentation of the Open itself  including the agent’s presentation, signage, street appeal, extras, etc.

- Did the agent promote other properties other than the seller’s property before ascertaining that 100% this WASN’T the property for the buyer.

- Were there two people there from the agency? Were the buyers escorted or left to their own devices?

- What contact details were collected? Asked for?

 

So, after visting 102 open homes primarily in S.E. Qld but a few in Perth and Sydney, the results were these.

The secret shoppers were instructed to say ‘We own a house in the neighbourhood, and we’re just checking out prices.’

They were also instructed to give the agents whatever contact details they requested.

Some interesting (I am politely removing the word appalling here) statistics

• 72 made no follow up in any way shape or form

Goodness people. What are you doing to get new business? Even if you go by the this idea, ‘If the buyers want it they’ll call me.’ Ok, wrong idea, not in your sellers best interest so change the idea, but even if you do, what the hell are you doing to get a new client? Are you ignoring the people in ‘Real Estate mode’ and going back to your office on Monday and saying ‘boy it’s  a bit quiet today?’

Or even worse, are you ignoring these people and then going and being an ‘annoying pest’ making cold calls to people who AREN’T interested, while simultaneious ignoring those people who, in some way shape or form, ARE interested.

• 2 followed up on the day of the Open
So you have a chance to be in the top 2 agents to be considered out of 100 choices in your area, if you simply follow up on Saturday. (and you say the market is slow? NO, THE AGENTS ARE SLOW !! – not speaking to you if you are ticking all these boxes I’m describing, see my closing paragraph asd it may be ‘life changing’, or at least, ‘career changing’)

• 4 agents were complete no shows
Unacceptable. Goodness guys, it’s in the paper, it’s on RealEstate.com.au. I don’t care what has to happen, ‘SHOW UP!!!’ If you can’t, get somebody else to show up, but don’t leave me, and several groups of buyers standing on the footpath.

(It’s funny, I did have one Sales Manager call me up after this exercise about a year ago and thanked me for doing him a favour by drawing attention to the study so they could improve. Great attitude !! Initially I was also met with a lawsuit threat. It turns out this was a Principal defending his salesperson, and you know. I get that. What’s really interesting is the defended salesperson has since contacted me, initially a bit p____ off, understandably, but we had a good chat not long ago, and I tell you, while this stuy was not meant to reflect individuals one way or the other, nor to point the finger at any single agents, it did have the benefit of having one of the agents improve out of sight and continue to do so. Hats off to this individual.)

• 31 of the agents made our ladies either ‘feel unwelcome,’ neglected or they described the agent as completely arrogant
There are 10,969 bboks on Amazon on the subject of ‘Customer Service.’ Did we really need over one    million  pages (all of these books are well over 100 pages), at an average of 300 words per page. I mean do we need 300,000,000 wprds to say two……

BE NICE!!


• 83 of the agents made no attempts to move towards a close in any way
Kevin Turner, from Radio 4BC’s Real Estate Talk and RE Uncut, the show for Real Estate Agents, was most appalled by this statistic. In a market where many agents are struggling, to not investigate this is, in Kevin’s opinion, the worst stat of this exercise. I may think the follow up, or lack thereof is worse, but this one’s up there.

• 2 Followed up with an SMS the day of the Open
A good, cheap and impressive strategy, takes 10 seconds using a template or 20 seconds to compose one from scratch, and 2 out of 102 employed it.Don’t get all sexy with you ipads and your facebook pages or any new media until you effectively use the one you already have.

• 2 Followed up on more than one occasion

They say most sales happen, with a prospective client, on a contact between 5 and 19 contacts into a relationship (in this case I’m talking about a listing ‘sale’ because in my opinion, an agent doesn’t ‘sell’ a house, they market it, present it, follow up and negotiate on behalf of the owners, and of course, if a buyer ‘buys’ it, they may do so on the first contact. In this case I’m talking about listings.)

So if that’s the case, all of 2 out of 100 have half a hope in hell of being any better than ‘being tortured to death’ in this industry. There is NO WAY to be successful in any marketplace with this level of follow up systems and procedures.

• 1 Got more details than just a mobile

In this age, people have so many other ways to be contacted, so not to even ask for any other contact details at all, well, it’s a wasted opportunity. I have agents that ask for (AND GET) mobile, email, mailing address (by asking for a license for security condition of entry), and whether or not they are on Facebook.


• 1 had promo material better than a colour photocopied flyer, or booklet.
‘So you’re selling a home and you have promotional material no better than what you’d have to sell your fridge on Ebay for $500. Do you think I am going to entrust my $500,000 ASSET I have worked my whole life for to you, Mr ‘Black and White Photocopied flyer Real Estate Agent?’

That’s what your sellers are thinking. And I know what you’re thinking too…’Oh Glenn I can’t afford to get that fancy printing done, those booklets, CD’s, Video tours, DVD’s…..’

How close was I? Well you can and must, and get the seller to invest in these materials as well. Yes there are some that the office might do for you, or your business might supply, but if you haven’t got the skill to show a seller why they need some of these tools to get the highest price possible, then either get the skill or get out of the industry!! Harsh, but your job is that of a MARKETER and if you can’t MARKET, then when the market is tougher, you’ll be gone, and you’ll blame the market….NO, the reason you left is looking at you in the mirror when you wake up and shave for that Government job you had to go get.
Yeah, this article is getting harsh, well I quote Jim Rohn, ‘Don’t Wish It Was Easier, Wish You Were Better.’


So, if you’re a Real Estate agent….

you’ve probably thrown something at the PC screen, sent me a nasty email saying ‘How dare you Twiddle?’, swore at me under your breath, swore at your brand for not better equipping you (no, it’s not even the brand’s fault), maybe had a cry or at the very least, got upset and frustrated,  and thought of all the reasons why I’m wrong and this article was a waste of your time.

The bit about getting upset though….GOOD…if you got upset, then you deserve it, because believe me, the guys of my training who are kicking butt, would have read this article with the biggest grin on their faces in history. They know that by doing these things, and telling their appraisals to ‘secret shop’ before deciding on an agent, they KNOW they are in the top 1% of the industry if they consistently do this year in year out.

So if you are upset….GOOD….You should feel remorseful !! No one gets into this industry saying ‘I don’t want to be successful.’ EVERYONE WANTS to be successful. But very few people’s ACTIONS reflect this.

So go ahead, feel bad, go and look in the mirror, and believe me this will be hard, arguably the hardest thing you’ve ever done in your life, and say, this market, and my results, THIS IS ALL MY FAULT.’

In fact, until you feel bad, there’s a very high chance that NOTHING will change. So enough of the positive thinking, go and buy Larry Winget’s book, Shut Up, Stop Whining, and Get a Life or People Are Idiots and I Can Prove It! take responsibility for your career and get better.

You might also, at the bottom of your email to me after you’ve finished swearing at me, with a tear in your eye, ask me for a copy of my open home training, although after reading this article, you probably don’t need more training, but get in touch if you need to.

 

Glenn Twiddle
(yup still brave enough to sign my name to this)

About the author

‘I teach agents a step by step, 1-2-3, fill in the blanks system for becoming the number one agent in your area,
how to become a six, or even seven figure earner, in 3 years or less no matter where you are right now.

It’s worked for me, for my teams over the years, and now is working for many of my clients.
And if you learn the system, and apply it in the manner it’s described, there’s a good chance it will work for you too.

For a free copy of my best real estate training tip (other than this article),
which is my number one listing tip I’ve ever trained, go to….

www.RealEstateFreeGift.com

Follow me on Twitter

Glenn Twiddle

Real Estate Training – 10 Tips to Turbo Boost Your Real Estate Career

How to Kickstart or Re-energise a Real Estate Sales Career

Make a decision - The first thing you should do is DECIDE that this is something you want to do. Watch the movie ‘Rudy’ and decide that the effort is worth it, and make it your mission to be the best. Go to www.RudyRuettigerTraining.com for a copy if you can’t find it.

Become a life long learner – I am a full time trainer and speaker and I am still a student as often, if not more often, than I am the ‘teacher.’ For a list of where to start, visit www.SuccessBookReports.com , or email me and I’ll happily give you some of my favourites. Our rules are that if the sun is out, only CD training can be coming through your car stereo.

Build your database. Database is king in the new millennium. Your database is only as good as your ability to use it. As technology gets us in touch with each other in more varied ways and with increasing speed, we need to stay in touch with these advancements. That being said, this will always be a people business, so you can’t rely on your database, but you’ve got to build one. It’s your professional equity.

Make sure your database is segmented. If you have a potential seller on your database who isn’t selling for 7 years, and you contact him with property information and open homes every two days, they will unsubscribe, it’s just a matter of time. However, if your hot buyers only hear from you once a month, they will buy elsewhere, so categorise your contact accordingly.

Study people – There are many ways to improve your ability to communicate with others and influence them. Learn these skills!! Technology is only a small, but necessary part of the equation. The words that come out of our mouth, and the way we use those words are the only product we create, so make those words actually worth the commission you are charging your seller as their representative, and not just being a mere conduit between buyer and seller.

Don’t only email out property stuff. There is a psychological principal that was made famous by Cialdini called ‘Reciprocation.’ The great Aussie tradition of ‘the shout’ at the pub is based on this. Imagine I was to take you out to dinner on a Monday, and I picked up the bill. Then on Thursday we went out again, and again I paid, would you not feel increasingly obligated to repay me in some way? Utilise this principal by GIVING to your list, and not just offering ‘Free Appraisals.’ It’s tired, done to death and your list know they can get a free appraisal so don’t be wondering why they aren’t leaping for joy when you offer them this amazing service. Get more creative. What you give them doesn’t have to cost the earth either, but give give give !!! Especially your potential sellers who aren’t selling yet, and may not sell for many years. Reciprocation encourages referrals !!!!

Businesses are people too !! Why just market to individuals in your marketplace? Build strategic liaisons with local business owners who might want to tap into your evergrowing database. And give referrals for free, without a thought of ‘what’s in it for me?’ Just give and you’ll get back. It’s psychology, not magic. Business owners own properties and deal with hundreds, even thousands of people every month. Think outside the square.

Think like Lexus !! – I have a few videos on YouTube on the subject of ‘Customer Service’ and how much it is said, and how rarely it is experienced. There are many companies (banking, telecommunications, etc) that are WINNING AWARDS and yet I think we’ve all experienced their idea of customer service. They are hardly developing what I call ‘Raving Fans.’ Check out my videos on YouTube for what Lexus do, and find a way to think like LEXUS. They are living it, not just saying it.

And think about what real estate agents often think of as great customer service, maybe a 50c Christmas Card once a year. We’ve got to do more than that.

Get Mentored, Trained and Coached. The first thing I did when getting into real estate was invite the 3 best agents in Brisbane out to lunch, no matter what the cost. And one of the best took me up on the offer. And I listened to his advice, and DID IT. So whenever someone successful gives you a tip, respect them enough to do what they say. If they’re a millionaire and you’re not, just do what they say. They know better than you (for now, keep learning and catch them)

Reward Referrals – I don’t mean the clients, I mean the person who REFERRED them. A thank you is nice, a small gift is better, but think about this. If I was a real estate agent and I gave you a referral, you’d happily give me 20% of the commission for a good referral. Would you be willing to give a member of the public something to the value of 20% of the commission? Why not, if you’d give it to a colleague for the exact same thing? And reward them with something THEY would like, but wouldn’t normally get it for themselves.

About the Author

Glenn Twiddle is internationally known as the no B.S., straight shooting, Real Estate and Marketing Trainer and Author from Australia.

He states ‘I teach Real Estate Agents a step by step, 1-2-3 system for becoming the Number 1 Real Estate Agent in your area in 3 years or less, no matter what your experience right now. It’s worked for me and my salespeople in my business, for many of my coaching clients, and if you learn it and apply it in the manner it’s described, there’s a good chance it will work for you too.

For a free 10-CD and 2 DVD training program, that retails in various Real Estate shops for $1164 at full price, visit

www.FreeRealEstateSalesTraining.com

and you can have a copy for free.

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Greg Vincent

What’s The Future For Real Estate Agent’s Commissions in 2011?

What’s happening with real estate agent commissions?

Are you interested in gaining an insight into how other agents are dealing with the constant pressure that’s being exerted on real estate agents and their commissions?

Well! Last year, I was able to gain an amazing insight into what was happening out there in the front line with real estate agent’s commissions via a quick online survey that I conducted and shared through this Real Estate Mentors site.

Once the survey was finished my team and I compiled a detailed report called ‘The Future of Agent’s Commission 2010 Report’.

The statistical data, opinions, insights and feedback that we received from this initiative was really eye-opening.

But before I share the link to the previous report with you, I wondered if you may be able to help us gain an insight into what you are currently experiencing within your market place?

You see, over the next few weeks, we’ve opened up a similar study for agents in 2011 and we’d love to hear your side of the story.

Could you please take a couple of minutes (it’s really brief) to answer this year’s ‘The Future of Agents Commission – 2011 Questionnaire’?

From some of the data that we’ve already received, this years report looks like being even more comprehensive.

Plus this years online questionnaire is being promoted more broadly via Kevin Turner’s REUNCUT radio show PLUS other real estate trainers/coaches have also joined in to share it with their agents.

We anticipate that the report will provide an insight into where real estate commissions are heading and help us to provide real answers to what agents can do to ensure that they can not only secure more business but also retain a healthy professional fee for their service both now and into the future.

Please join in and have your say by clicking here now.

NOTE: Those agents who contribute to the Questionnaire will receive ‘Exclusive’ access to the full report prior to its official release.

Please take a few moments and help with this important real estate industry initiative by Clicking Here Now.

Thanking You in Advance.

Warm regards

Greg Vincent

www.GregVincent.com.au

PS: Here’s the link to last year’s Future of Agent’s Commission – 2010 Report.

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