Archive for the ‘Events’ Category

Greg Vincent

My tip for the Big Race is…

When picking the winner in the Melbourne Cup, you’ve only got a field of 24 horses to choose from, whereas when a Property Seller is trying to Pick Out an Agent, they now have a whole lot more choice than that…

…and whether you like it or not, the internet and Social Media has now changed our real estate industry forever!

You see, as my great friend Tom Panos said yesterday on Twitter…
“Internet and social media means customers know as much about your business as your employees. You simply can’t fake it. Its so fair now.”

Nowadays the web has become like the Seller’s Online Form Guide for ‘Picking the Winner’ amongst Real Estate Agents…

So how can you increase the odds that you’re THE AGENT selected?

This Thursday morning, Join-in on this FREE ‘LIVE’ Webinar on…
‘How To Guarantee That You’re THE AGENT Who Gets Called-In To Lots  More Listings’ — AUTOMATICALLY!!! -
Click http://www.XFactorAgents.com/Back-Yourself to Grab Your Spot

Real Estate is Your BIG Race and…

…all you really need to do to win the Real Estate BIG Race is BE THE AGENT who gets called-in to more appraisals.

My tip for the BIG Race is ‘Back-Yourself’

You Are YOUR BEST BET!!!

You CAN become the winner you always knew deep down in your heart that you could be (and to achieve it is really simple once you know how)…

To find out how, make sure to tune-in on this High-Impact, ‘LIVE’45 Minute Session that could Change Your Real Estate Results Forever…
…as I open the gates to sharing ‘The 7 Key Accelerators – Guaranteed To Get You Called-In To Lots More Listings’ — AUTOMATICALLY!!! –
http://www.XFactorAgents.com/Back-Yourself

Wishing you all the best in Your BIG Race

Here’s to Your Fast-Track Success

Warm Regards

Greg Vincent
www.GregVincent.com.au

PS: One last tip: You’ll need to jump out of the gates fast to register for this webinar, because Spots are Strictly Limited.

Grab your spot by clicking the link below now…
http://www.XFactorAgents.com/Back-Yourself

Discovering How To Get-Called In and be the first agent past the post at Lots More Listing Presentations will definitely have a MASSIVE impact on your real estate career in 2013 and beyond.

I look forward to catching up with you on Thursday’s FREE webinar.

PPS: Always ‘Back Yourself’. It’s the best bet you will ever place!!!
http://www.XFactorAgents.com/Back-Yourself

 

 

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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

.

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

How to Sell or List a Property every DAY by Some One Who’s Doing It

A note from Glenn Twiddle

(and a gift – download this interview with Chris, completely free – 25 min mp3 format.

Real Estate Training Tips – Chris Gilmour

click or right click and ‘save as’)

.

Rarely have I seen someone come along like Chris. Maybe twice.

And even rarer (ie never) have I had one of my serious hitters, someone who has had six figure MONTHS, offer to share, for an entire day, every secret they have, no holds barred, for such a low investment.

In fact, if he charged $3000, just half of one commission, it would be a bargain, but at the low price he’s offering to do this for, and with a double your money back guarantee, well suffice to say, if you’re not coming, you’re lfat out insane.

A guy who earned $135,000 in his first year and took that to $880,000 in his second, and in his third year, is on track to hit a million, well he DESERVES, no COMMANDS, your (and my) attention.

Visit www.ChrisGilmourTraining.com ,  grab a ticket, because this WILL sell out fast, and I look forward to seeing you there.

Input code ‘MENTORS’ and it will knock $200 off the ticket price, bringing it down to only $97.

Glenn Twiddle
www.GlennTwiddle.com.au/blog for a free gift

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