Posts Tagged ‘Glenn Twiddle’

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

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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 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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Glenn Twiddle

Glenn Twiddle’s War on the Slower Real Estate Market

‘Cry Havoc and Let Slip the Dogs of War’

QREAS War

Ok, the theme for this is a bit daggy I know, but hey I had fun designing the marketing and at least 50% of the marketing I do is for my own amusement, haha. Anyway, I wanted to invite you to this event as a reader of this awesome blog, and Greg gave me some stick on Facebook the other day, and as his apology, he let me shamelessly plug this great event I’m putting on for agents.

Here’s the copy….

Hi Team,

I’m here to tell you, you won’t find comfort hiding in your ‘bomb shelter’ when this tight market really hits. It’s pointless and ridiculous to expect to thrive and make great sales careers without new tools in your toolbox in what is a radically new market that some agents are ‘Ill-prepared’ for.

I have responded by preparing what is arguable my best half day training I have ever put together, and I’m joined by a very, very special guest.

There won’t be any mindset training today. This special guest is pure selling skills. In the USA there is a ‘round table’ for excellence in selling in his field and the top 1% are invited to join this round table.

Well, this guy is in the top 1% of the top 1% so suffice to say, ‘He’s a gun !!’

Now I trust you all know the quality of the training we have endeavoured to bring you over the years. Well this day will arguably be the best we’ve ever presented.

And the fact is, I understand many of you are hurting right now. Kevin Turner’s stats that he predicted are coming true as we speak as more than half of the industry leaves because sales are too tough.

Well, it doesn’t have to be that way….

Our guest at this ‘Call to Arms’ has already said that this is the greatest opportunity we have seen in real estate since the boom in early 2000’s and he’ll spend the morning telling you why this is so, and how you can capitalise on this opportunity.

If you’ve never been to a QREAS event before, make sure you click on the ‘What You’ve Said’ link above and see for yourself the quality of the training that QREAS provides, and at the cost we are putting this event on for, there is absolutely no excuse for you not to attend, and subsequently thrive, in this changing market.

You used to have two excuses for struggling in this market…

Ignorance and Laziness

With the ridiculous cost of this summit, you now can no longer use excuse number 1 – so sign up, and join the bootcamp. See you there soldier….

Go to www.nswreas.com.au to ‘Take Up Arms.’

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Glenn Twiddle

How Much Money Did YOU Leave on The Table This Past Weekend ?

Article by Glenn Twiddle
Founder – QREAS Real Estate Agents Summit
Author of ‘Advanced Hypnotic Selling’

Hi there team,

A few weeks ago I ‘mystery shopped’ eleven agents’ Open Homes. (Well some of them may have recognised me so I didn’t do it myself, so I had a lovely woman go into the properties for me, while I waited in the car and took notes.)

The point of this exercise was not to disparage one agent from another, or even one office from another. I removed the names of the individuals, for legal reasons, and the fact is the ‘who’ here for our training purposes isn’t necessary. What is instructional is these were very real and randomly chosen open for inspections, and I wanted to comment on how we can improve our ‘front line’ service to the people who are effectively paying our wages, the clients.

Now, before you download this and analyse, I want to decribe what I did, precisely, so you can judge for yourself how you might have fared with these criteria.

The ‘follow up call’ criteria (which by the way, by Monday 5pm, out of everyone studied only ONE even called) was this…

Full points – if they called by the end of the day my ‘guest’ visited the open
Half point – If they call by end of trace Monday (I understand we’re still not there yet at the time of this posting)
X – if they don’t follow up by Monday 5pm at all.

The other criteria requiring explanation is the ‘quality of take home material’ heading.

Full points if their material is – a full colour, glossy and presentable flyer or booklet AND/OR is bound so has a spine and can’t be easily discarded with all the other rubbish.
Half points if it’s a full colour, but obviously printed in the office on standard paper, and isn’t bad, but is still not quite of the quality we might want representing our biggest asset
X – if it’s black and white, photocopied in the office, throw away as soon as you leave, rubbish.

That’s about it, the rest of the headings are self explanatory I hope.

This study is completely factual. The study was undertaken on April 17 in Brisbane. I have removed the names of the individual agents so as to avoid personal embarrassment, but seriously, the results here are not as gfood as they could be with a few minor tweaks and improvements.

Now, of course, my criteria might be different to other people and of course future sellers who visit your open house have their own criteria, but some of my recommendations for improvement might be food for thought for you who are reading this and want to improve.

I am putting a challenge out to all real estate agents, and I will be persoanlly inviting these agents, who by the way, aren’t bad, this is the standard out there. Some of these agents, in fact, in many ways, are as good or better than some of their competitors. (Well, not the ones who just didn’t show up….Yes 2 out of 11 were complete no shows to an advertised Open House !!)

But I will be inviting these people to come to an event I am taking part in called QREAS, the Real Estate Agents Summit. click the link for more info. Because I PROMISE them, I can double their commissions if they spend just one hour with me. DOUBLE !!! AT LEAST !!!!

Ok, here’s the results. Comments welcomed from agents.

Mystery Shopper Results  –  click or download this file.

Note after the fact – I note on my secret shop that we had a no show (well I note we had two). I just spoke with one of the agents who wasn’t there at the advertised time, and he had on his records 2pm and the Courier Mail printed in the paper 1pm.

From the sounds of it, following the discussion, the agent seems very competent and it’s a shame a mistaken Courier Mail mix up was on the day I did my investigation. (Better it was me though than a serious buyer or seller though)

Lesson here is – be brutally, brutally picky when it comes to proofing your ads amd setting up ‘game day’ because if I was a future seller, that mix up could have potentially cost the agent in question a commission, potentially $10,000 +

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