Posts Tagged ‘Effective Prospecting’

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 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 , 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

and you can have a copy for free.

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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 ,  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 for a free gift

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Keith Barrot

Effective Prospecting

Why do you operate where you do?  (Third in a series)

This is an interesting question and the answer will always give an indication if the salesperson responding is operating like a business, that is, with an eye on profit.

Do they have a vision, goals and a prospecting plan how to get there or are they just treading water, treating every day as it comes using the luck and hope theory for one of the most important aspects of their business life.

Too many salespeople today are unfortunately not getting the full enjoyment from a profession that can deliver so much due to the fact they are frustrated with the hours worked, costs involved and the feeling of being a POW (prisoner of work).

By taking the time to understand what is involved in prospecting a business area, with the goal of sales today and in the future, they will soon dispel negative feelings and build an attitude of confidence through taking control.

To answer the question of why you operate where you do needs to be seen in commercial terms as it is only from this stand point will you assess the financial viability of your reward for effort.

Where ever you operate or the model you work under the market you are in needs to have the potential to deliver an income you are satisfied with and meet your sales and income goals.

Do the annual sales of the area and the price of the properties deliver enough dollar value to give the opportunity, through effective prospecting, of increased market share and a growing income?

Are you prepared to give up those areas that after careful analysis don’t offer the return you need to justify the time, effort and cost of maintaining a presence?


In the area you operate can you build the relationships needed through the effective prospecting that is required for long term repeat business and future re-sales in five, ten, fifteen or twenty years?

Will the expense of marketing in your area be cost effective, fit your budget and deliver the results you desire?

What level of market share in your area do you need to generate the income required based on the average sale price and the level of commission you can charge in that price range?

The common mistake made is to focus purely on turnover and gross sales, but it is the costs of obtaining the business in the end that will determine if the profit margin is at or above the industry standard.

Activity for activities sake results in a feeling over time that is similar to the mouse on the running wheel, after great effort, the long hours, time away from family and the expense the result at the end seems to be just not worth it.

This will result with the salesperson, who, was once satisfied with all the activity and gross sales looking back and seeing that the money in the bank is less than expected, overheads have diluted the profits.

It can be seen time and again where an agent will dominate an area by being extremely active, but after a time they disappear, they failed to do the basics of prospecting and building their business for the future.

Burnout in selling is real and many good salespeople leave the industry but with some careful thought and planning in where and how they operated they could have stayed the course and reaped the rewards.

When answering the question “Why do you operate where you do” your response has to be one that can spell out a clear plan based on sound market analysis and show a satisfactory financial return from your prospecting activity.

“Your future is in you hands, prospecting is the lifeblood of the salesperson”.

Keith Barrot

Effective Prospecting – Where do you Operate? (Second in a series)

Quite often agents spend their days looking for business in a manner that has evolved over time from their first days in the industry. While they have been concentrating on the day to day need to generate listings and sales little thought has gone into where they are operating. By failing to appreciate that for a long term career they need to look at this important aspect of their business.

There are many different business models in selling real estate and in any office these will be on show and it can be seen which one is the most effective. For example is it the agent who concentrates on an area, the one who goes anywhere, the specialist who only sells one style of property or a certain price range?

The most important factor in deciding where you operate is, will it give you the income you want and have the potential for growth. Without these two essentials all your time and effort will be wasted and the usual result will be the all too common approach to start chasing business where ever you can and spreading yourself too thin. This approach is ineffective for the longer term will cost more to service both in time and travelling from one area to another and more importantly become frustrating and drain your enthusiasm.


In deciding where you operate to a large extent will depend on which model you chose and what will suite your long term goals. You may decide to concentrate on the suburb where you live and have local knowledge, friends, contacts, and are well known in you community. You may find that from your data base, contacts, club memberships etc you know people over a wider area and this model will be more effective. Many agents are successful because they have particular knowledge or contacts in the building, development or subdivisions and develop their business in that area.

No matter where you decide to operate it needs to be understood that it must deliver the income you want and have good potential for future growth. Your prospecting will only be effective if it is consistent, promotes your brand, builds relationships and is targeted to the area you want to conduct your business.

Prospecting for business in the different models mentioned will require varied levels of investment e.g. a single banner press advertisement will be less expensive in your suburb compared to several publications if you are covering a larger area. This extra cost needs to be measured against sales results. The balance of reward for effort has to always be considered and what ever model of operating you choose a well thought out marketing plan, costed and programmed for at least twelve months ahead will put you on the path to success.

The reliance of the next sale coming from anywhere will only perpetuate the frustration in your work and the uncertainty of income we all want to avoid. Once you have decided where you want to operate, based on sound consideration of the potential, you can develop your business. Your prospecting will be more effective as it will not be the shot gun approach we see so many agents using today and will set you apart from the competition.

“Choice not chance determines destiny”.

If you have any questions regarding effective prospecting please feel welcome to post your question below or alternatively I can be contacted at