Posts Tagged ‘Real Estate Training’

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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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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Terri Cooper

Make More Money AND Have More Time Off!!

Is this really possible or just a myth?

Yes!  – it is absolutely possible!  If 6% of the agents sell 90% of the stock, then how do they do it?

This article will give you the clues – will take you to some strategies which the top performers use to skyrocket their sales results.

Clue No 1TAKE YOUR EYE OFF THE DOLLARS!

This may sound like a paradox.  Surely you are in real estate to make money?  Surely you need to track your commissions and know your income targets?

However, when your focus is constantly on the dollars – your anticipated earnings, somehow this focus comes across to your clients and is translated as your client seeing that your main purpose is to use them to make your fortune!  Research has shown that up to 85% of our communication is body language and intuition (which can be wrong) You need to ensure that your focus is OFF THE MONEY whenever you are speaking with clients and tracking your progress.

Think only of the targets, not the money.

1. Set your goals

2. Estimate how much income you will need to achieve these goals

3. Set your targets for how many sales you will need for this income target

4. Then … and here comes the important part …. Forget about the money!

When your focus is on the activities necessary daily, weekly and monthly to stay on track for achieving your targets, the money will take care of itself and your bank balance will automatically reflect these activities.

Don’t spend the money before you get it! Don’t calculate your commissions until AFTER your sale has settled!

I have found that the minute I start thinking of how much a particular sale may be worth to me, things start going wrong. I “take my eye off the ball” and find that the universe seems to stop cooperating with me!  Focus only on the numbers and the money will take care of itself.  Just wait till your sale settles, THEN check your bank balance – not before!!

Clue No 2:  SPEND THE MAJORITY OF YOUR TIME WITH QUALIFIED CLIENTS!

Remember the 80/20 rule -  80% of your business will come from 20% of your clients.

Develop check lists to qualify clients.

Qualify your buyers. Your job is to sell property, not spend your time running around buyers who cannot buy! There are clues as to which are the hot buyers, the ones ready to buy today if you can find them the right property.  These are the ones to contact every few days, to prospect for them if possible with other agents who will conjunct with you.  Remember if they are “hot to trot” and buy from another agent, most likely they will have a house to sell and the odds are “YOU WON”T GET IT!”

Qualify your sellers. I have been guilty of spending too much time and emotional energy with sellers whose price expectations are unrealistic.  Ask the question “What will you do if we can’t find a buyer at the price you need?’  and listen carefully for the answer.  THERE ARE CLUES!! If they are not ready to meet the market at this point in time, don’t lose them altogether – don’t give up and walk away.  They are still sellers, they have just not quite made the decision to go.  It may be that the next house has  not come along yet, their circumstances are not right for the move “JUST YET”   Keep them in your “nursery”  Keep in contact, make them feel you care, no pressure at all, keep the listing but low-key and when the circumstances change, they will want to sell NOW and guess who will get the business!

Service, service, service!! In the changing market it is the agents who go that little bit extra, who make the client feel they are really working hard to get a result for them, whether that is a sale or a purchase, it is these agents who will survive and I truly believe we will be the ones who prosper.  Hard times only serve to sort out the best from the mediocre and I think our level of service will be the factor that will cause us to be among the best!

Clue No 3: DON’T BE AFRAID TO BITE THE BULLET AND GET HELP!!

It is impossible to be all things to all people and be competent at everything.

One of the best decisions I made early in my career, was to employ someone on a part-time basis to help me with the overload.  It was great for my clients, they were amazed and happy to always receive follow up calls, and it took  a burden of guilt off me!! Most of my leads came from this follow up from my open houses, from my past clients, and it was worth every dollar I paid, as it freed me to be dollar-productive with my prospecting and my sales activities.

The next best thing I did was to finally make the decision to have a PA.  The level of stress that disappeared because of having my PA there with me was incredible.  A PA can handle all the administration which takes up so much time and energy. Again you will be able to concentrate on the things that matter the most; prospecting, listing, negotiating and holding sales together.

If you are serious about making a success of this career – sometimes you have to bite the bullet and get help.

Clue No 4: LOOK AT THE BIG PICTURE

When you think of the money needed to run your business, the clue is NEVER work it out on a weekly basis. Often when you do this, the amount of weekly expenses, the fear can paralyse you.

The trick is to allow a certain budget each month for overheads and running expenses, but apart from this, start to  look at every expenditure in the light of how will it increase your business?  If this expenditure or investment causes you to make even one more sale per month at an average commission of $8,000, then surely the expenditure is justified so proceed without fear!

If you change focus and view all expenditure related to your work as an investment in your business – not something I need to budget for weekly – your stress levels will decrease and you will be more focused on your activities, not your bank balance.

Short term vision will paralyse youyou must have a focus, a plan and be clear about where you want to be a year from now. This thinking will guide you in what you need to do and to spend to get there.

In summary, some of the most  important things you can learn from the top performers in the industry are:

To plan, focus, learn, prepare and most of all to be resilient and don’t focus on the small picture!

Keith Barrot

Handling a Changing Market – Problems Are Normal

Recently I was talking to a good friend, a successful real estate agent, who had just come back from a holiday in Fiji. While away enjoying a well earned break a sales colleague sent a message hoping she was having a good holiday and suggested don’t bother coming back, the market had died. It amazes me that anyone in sales would first send such a message and secondly it proves that there are salespeople who have this outlook and are happy to gleefully share it with others.

When any salesperson hears this type of comment their attitude dictates their mindset and there are two ways to feel, it depends if they are a person who reacts (negative) or responds (positive). If you react the news will come as a threat and immediately put you in a position thinking of all the negative outcomes that will affect you, your income and your sales. You will concentrate your thinking to survival mode and take your eye of the ball and cloud your judgement with all the things that can go wrong. “Henny Penny the skies falling in!” 

The positive response to the comment, “The market has died” is to say “what again?” You see we are in an economy that by its very nature will go through cycles and what one day seems to be all good, onward and upward, can the next be in decline. The informed professional salesperson understands these dynamics and has allowed for them in their plans so they are expected. Their prospecting and systems are in place and this approach will provide for them the confidence to be prepared for the events that will always be happening outside their control. In saying, what again, is to understand the events have happened in the past and nothing is new, there is no point for waiting for things to get back to normal, there is no normal? 

You have to expect that the economy and the world in which we live is always changing and it is how you handle this environment will be the measure of your success. There is no point in having the attitude that things will get back to normal and that you will return to your “comfort zone” for the rest of your working life in sales. If you are waiting for things to get back to normal your wait will be in vain, you can’t live in a bubble insulated from world events. If in your market and the economy in general you have not kept up to date with what is happening you will not be in position to understand the causes and effects of why things are the way they are, knowledge is everything. 

Just think for a moment about your competitors and how are they taking the changing market, are they responding or reacting. Based on the eighty twenty rule you could expect that eighty percent of them are in survival mode and have taken their eyes of the ball. In this type of economic environment opportunities will arise, the positive salesperson with an attitude that problems are normal will present themselves as the sales professional and win the business. They know that negativity is contagious and make the conscious decision to separate themselves from the pity parties and all those that seem to enjoy the spreading of bad or negative news. 

The survival of any sales team or endeavour will only be successful if it can achieve this goal of separation and take away all the, sky falling in, negative opinions and views that seem to get more attention than they deserve. 

In researching my book I learned that the Chinese character for change is the same as opportunity. Therefore Change = Opportunity should be in your mind at all times. 

The strength of your career in selling will come from your planned investment of time and money in developing your attitude, knowledge, programs, systems and methods to protect you from any adverse events that will and are going to happen, problems are normal. Be prepared for change it has a habit of happening without warning. 

It is through adapting and coping with change that we evolve, grow and achieve the feeling of accomplishment. 

The sky is NOT falling in! 

For more on Attitude follow the link to read the extract on chapter four in my book “4 Qualities of the Successful Sales Professional”. 

 http://sales-selling.com/the-book/book-extracts