Seven Crucial Systems & Habits of Top Gun Real Estate

Seven Crucial
Systems &
Habits of Top Gun
Real Estate
Agents….
& what YOU can do to
become one too
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© Glenn Twiddle 2012
Acknowledgement QREAS/Glenn Twiddle would like to
acknowledge the following trainers,
authors and speakers for their
contribution to his learning and for
their impact and subsequent
contribution to his presentation….
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© Glenn Twiddle 2012
Mal Emery
Larry Winget
Joel Bauer
Kurek Ashley
Shaune Clarke
Anthony Robbins
Dan Kennedy/Glazer Kennedy
the late, great Jim Rohn
Joe Vitale
Mark Dywer
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© Glenn Twiddle 2012
Are You….
Realistic
Expectations & Take-Aways
READY ?
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© Glenn Twiddle 2012
Inspired by Larry Winget….
Thanks Sam I owe you one
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© Glenn Twiddle 2012
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© Glenn Twiddle 2012
And Joel Bauer
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© Glenn Twiddle 2012
Who Am I?
• Glenn Twiddle
• Accredited Business
Development Consultant
• Author of 3 books
• Tens of Thousands of CD’s in offices
around the world
• CEO of the Qld Real Estate Agents’
Summit
• Fastest growing training/coaching company
in Australia 2010/2011/2012
• Seven #1 Agents in Their Area
• Two Seven Figure Earners
• Countless multiple six figure earners
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© Glenn Twiddle 2012
The reason I do any of this…
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© Glenn Twiddle 2012
Success Leaves Clues…
Mentors have mentors
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© Glenn Twiddle 2012
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© Glenn Twiddle 2012
The reason I’m here…
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© Glenn Twiddle 2012
Century
21’s Official
Realistic
Expectations
& Site
Take-Aways
‘It is estimated that 80% of sales staff never renew their
Government Registration Certificates by the second
year of their career.’
http://www.century21.com.au/reality-bytes/post.cfm/some-interestingstatistics-on-the-real-estate-industry
© Glenn Twiddle 2012
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The reason…
• Half the industry does a one
week course and that’s it
• They make you ‘legal’ not
good
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© Glenn Twiddle 2012
The Magic Pill…
© Glenn Twiddle 2012
A ‘Well Systemised
Real Estate
Business’
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Even if you’re a salesperson…
YOU are going to
systemise your
business….
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© Glenn Twiddle 2012
Over 5000 hours…
• If it worked it stayed
• If it didn’t work it got
discarded or fixed
• If it worked but was too hard
it got discarded
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© Glenn Twiddle 2012
While figuring this out…
• through trial and error we
stumbled upon many
successes
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© Glenn Twiddle 2012
This isn’t about me…
You can have that
success too
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© Glenn Twiddle 2012
My background…
• doesn’t require experience
• it was all about the SYSTEM
• we were # 1 with no right to
be
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© Glenn Twiddle 2012
My background…
• Our system combined with
over 5000 hours of learning
and over 300 books has led to
these 7 Elements Common to
# 1 Real Estate Agents
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© Glenn Twiddle 2012
You can do it…
Everything that the # 1’s do
you can do….
And everything they have you
can either now or eventually
afford to have
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© Glenn Twiddle 2012
The ‘P’ Word
- Just enough to torture you
to death
- Back to basics ??
- Work harder ?
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© Glenn Twiddle 2012
It ain’t (only) hard work…
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© Glenn Twiddle 2012
The ‘P’ Word
- Just because the elements
we’re discussing aren’t
difficult, they are by no means
‘the basics’
- Common sense is by no
means ‘common’
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© Glenn Twiddle 2012
The ‘basics’ I’m poo poo’ing
- Incestuous marketing
-‘Free appraisals’
- Cold Calling
- Door knocking
- Positive thinking
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© Glenn Twiddle 2012
It ain’t positive thinking…
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© Glenn Twiddle 2012
Before we start…
Hi Glenn,
It’s time….
I would be grateful if you could please remove me from
your list. I find your emails very distracting and the last
one quite over the top and frankly I am
all about the positive Glenn.
Regards,
xxxx
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© Glenn Twiddle 2012
Before we start…
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© Glenn Twiddle 2012
Let me ask you….
So you want the
truth….
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© Glenn Twiddle 2012
Are You….
Realistic
Expectations & Take-Aways
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© Glenn Twiddle 2012
10,000 + left
‘I guess real estate just
isn’t for me….’
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© Glenn Twiddle 2012
You’ve probably got some of
it
I wanted to change the world…
I saw you all at the REIQ wide eyed….
There’s nothing wrong with you…
Something’s wrong with the plan
you’ve been sold
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© Glenn Twiddle 2012
It ain’t motivation…
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© Glenn Twiddle 2012
The scary thing for you
All other excuses are now
removed
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© Glenn Twiddle 2012
Gilmour’s competition
When’s he gonna teach
the real stuff
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© Glenn Twiddle 2012
Step 1
You know…this is all my
fault
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© Glenn Twiddle 2012
The combination….
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© Glenn Twiddle 2012
Seven Crucial
Systems &
Habits of Top Gun
Real Estate
Agents….
& what YOU can do to
become one too
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© Glenn Twiddle 2012
Element #1
Well Programmed
Mindset
If you tell me another
set of ‘goal-setting
techniques’……
…I’m gonna throw up
© Glenn Twiddle 2012
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Element #2
Magnetic
Marketing
You have to be a better
Marketer of the services of a
Real Estate Agent than you
are at doing the services of a
Real Estate Agent
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© Glenn Twiddle 2012
Element #3
Weapons of First
Impression
Open Homes, Pre-Listing
Kits and other tools that
Embarrass Your Competition
When Clients Compare Them
to You
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© Glenn Twiddle 2012
Element #4
Power
Presenting
Presenting is like a
performance….
Would you win an Oscar,
an Emmy or a Razzie
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© Glenn Twiddle 2012
Element #5
Surgically
Precise
Negotiations
Your real demonstration of
just how valuable you really
are
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© Glenn Twiddle 2012
Element #6
Auto Pilot
Systems
Put your career on auto
pilot so you can live
your life.
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© Glenn Twiddle 2012
Element #7
Influence and
Persuasion
Mastery
One student described
these techniques as
‘Legal and Ethical
Brain Washing’
© Glenn Twiddle 2012
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My two best….
What are you looking
for in….
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© Glenn Twiddle 2012
Hypnotic Sales Tip 10
•
•
•
•
Embedded Commands
Analogue Marking
Phonetic ambiguity
Punctuation ambiguity (ooh we’re getting
high tech here…..)
For example…..
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© Glenn Twiddle 2012
•
•
•
•
‘You don’t mind if….’
How many of you, like me, don’t like….
By the way….
Flora Pro whatever it is
– ‘Lowers Your Cholesterol
Absorption’
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© Glenn Twiddle 2012
Guaranteed Proven System
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© Glenn Twiddle 2012
Element #1
Well Programmed
Mindset
If you tell me another
set of ‘goal-setting
techniques’……
…I’m gonna throw up
© Glenn Twiddle 2012
51
Kurek Ashley
Realistic
Expectations & Take-Aways
“I have had the great honour
of working with and around
Glenn Twiddle.
He is a man who walks his
talk and his book is no
different.
He teaches you the skills
needed to succeed. He calls
it, ‘Hypnotic Selling.’
I call it ‘POWERFUL !!’
- International #1 Best Selling Author
‘How Would Love Respond’
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© Glenn Twiddle 2012
Mindset…
So…. Are u sure you
Want to hear this??? coz it
ain’t gonna get any prettier….
It’s about to get real
ugly….
Girls turn away if
needed….
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© Glenn Twiddle 2012
Ok….…
Deleted those
frigging shockers (the
fat ‘before’ pics) man,
sorry !!!!
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© Glenn Twiddle 2012
Ok….…
Ok, you can look
back now….
Damn…..
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© Glenn Twiddle 2012
4 C’s of Success….
1 – Commitment
2 - Consistency
3 – Coaching
4 - Completion
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© Glenn Twiddle 2012
The steps…
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© Glenn Twiddle 2012
Element #2
Magnetic
Marketing
You have to be a better
Marketer of the services of a
Real Estate Agent than you
are at doing the services of a
Real Estate Agent
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© Glenn Twiddle 2012
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Glenn Twiddle’s Message…
Hunting vs
Farming
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© Glenn Twiddle 2012
Glenn Twiddle’s Message…
Tick the boxes
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© Glenn Twiddle 2012
Glenn Twiddle’s Message…
 Internet sites (branded
and unbranded)
 Web autoresponders
 Greeting Cards
 Voice Broadcast
 Sales Letter Automation
 Tear Sheets
 Evening Seminars
 String attached Flyers
 Press releases monthly
 Lead generation ads
 Editorial Style Ads
1800 numbers – Free
recorded messages
Books (as sales letters)
Arsenal of lead
generating ads
DVD’s (as sales letters)
Arsenal of lead
generating ads
Ultimate Business Card
‘Drop your Clients’ Jaw’
overwhelm Pre-listing
system
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© Glenn Twiddle 2012
Your most basic marketing tool
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Convert
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Convert
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© Glenn Twiddle 2012
YOU
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© Glenn Twiddle 2012
The big ‘write me’…
An editorial or story gets read
22 times more than an ad….
So why the hell do you make your
ads look like ads?
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© Glenn Twiddle 2012
But until you’re ready….
 Points Sheet
 Calls
 Cold
 Invites to Neighbours
 Invites to Opp Listings
 Door knock invites
 Door Hanger invites if
not home
 Silver Platters to
Expired Exclusives
 Cheaper Lumpy Mail
 Video Testimonial Reel
 40+ hrs $$ productive
Cheap Ultimate Biz Card
(with testimonial reel
and/or interview)
Brilliant (10/12 or better)
open houses
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© Glenn Twiddle 2012
Digging for Gold…
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© Glenn Twiddle 2012
Real Estate Weekly Action Plan Worksheet & Summary
Start Date:_________________ End Date: ___________________
Activity
Pts
1
A
Office Meeting / Seminar
2
B
Affirmations
1
C
Read 20 minutes/day
1
D
Counseling Principal
1
E
New Listing – Open
2
F
New Listing – Exclusive
5
G
Add name to database
0.5
H
Make contact/seen call to
book Listing appointment
0.5
I
Make contact/ phone call
to book inspection(buyer)
0.5
J
Book a Listing
Presentation
2
K
Book an inspection(buyer)
2
L
Attend listing pres.
Including ‘V.A.’ &
‘Suppose Close’
3
M
Listing Present. On phone
1
N
Attend Inspection(buyer)
3
O
Attend Appraisal
1
P
Role play for 30 mins
1
Q
Signed/countersign offer
5
R
Accepted Contract
5
S
Contract Settlement
10
T
Small Marketing Ad
5
U
Large Marketing Ad
10
Name____________________________
Daily Activity Score
2
3
4
5
6,7
Wk
1
1
2
3
4
5
6,7
Wk
2
1
2
3
4
5
6,7
Wk
3
1
2
3
4
5
6,7
Wk
4
Daily Total
Weekly Totals:
Sinking
Just Swimming
Average
Doing Well
You need motivation.
Increase your confidence
from doing more activity.
See further training.
Don’t blame others for no
success. It’s up to you.
Work to improve your
presentation. If you don’t
have a mentor or you’re
not getting the results
you desire, study your
training manual, listen to
CD’s and use the training
tools.
Do more one-on-one
presentations. Focus on
essentials. Don’t waste
time. Become more
active. Use the number
averages to work for you.
(30 points per day)
Keep up your
momentum, don’t slacken
off. You’re on the way.
76-110 Per Week
111-150 Per Week
– 40 Per Week
41-75 Per Week
©1Glenn
Twiddle 2012
You’ve Got
Momentum
Life is exciting! Have
your people watch you
work to learn good
habits. Don’t waste time.
You work, they watch.
Be the example.
151-200 Per Week
Success Is Imminent
Nothing can stop you.
Keep your eye on your
goals. Keep going!!
You’re a powerhouse.
Wk
1
Weekly Totals
Wk
Wk
2
3
Monthly
Total
Wk
4
75
200 + Per Week
Weekly Average Points:
(Divide Monthly Total by 4)
Digging for Gold…
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© Glenn Twiddle 2012
WEEKLY REPORT STATS SHEET
Targets/goals from last week
__/__/__ to __/__/__
MON
TUES
WED
THURS
FRI
SAT
SUN
TOTALS
ATTEMPTED CALLS
SEEN CALLS
APPTS BKD
APPTS SEEN
OPEN LIST
EXCL LIST
EXCL WITH MARKETING
MARKETING $$ (TOTAL)
BUYER ENQUIRIES
BUYER APPTS
OFFERS / COUNTER OFFERS
SALES CONTRACTS
ACHIEVEMENTS
CHALLENGES
Goals for next week Tick any 2 of the boxes below for the week, and you’re good [ ] 200 Contacts (Seen call, opposition listings, door knock, OFI follow ups, etc)
[ ] Read for half hour a day for 6 days (and filled out report on www.successbookreports.com)
© Glenn Twiddle 2012
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CHALLENGES
Goals for next week Tick any 2 of the boxes below for the week, and you’re good [ ] 200 Contacts (Seen call, opposition listings, door knock, OFI follow ups, etc)
[ ] Read for half hour a day for 6 days (and filled out report on www.successbookreports.com)
[ ] 10 emails added to database
[ ] 3 Listing appointments / appraisals
[ ] 2 Listings
[ ] 2 instances of Vendor paid advertising
[ ] $1000 in vendor paid advertising
[ ] 4 Open for inspections on Saturday
[ ] 2 Contracts / Written contractual offers
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© Glenn Twiddle 2012
Digging for Gold…
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© Glenn Twiddle 2012
Digging for Gold…
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© Glenn Twiddle 2012
Guaranteed Proven System
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© Glenn Twiddle 2012
Element #3
Weapons of First
Impression
Open Homes, Pre-Listing
Kits and other tools that
Embarrass Your Competition
When Clients Compare Them
to You
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© Glenn Twiddle 2012
Open
Home
Mystery
Shopper
Exercise
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© Glenn Twiddle 2012
The exercise • 17 April 2010 – 15 Oct 2011
• Send in ‘Mystery Shoppers to 149 Real
Estate Open Houses (random)
• ‘Mystery Shopper made comments like a
future seller might ‘I own a house down
the road and I’m checking out prices….’
• The Results…….
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© Glenn Twiddle 2012
Out of 149
visits
Realistic
Expectations
& Take-Aways
• 108 No follow up in any way shape or form
• 5 followed up on the day of the Open
• 5 agents were complete no shows
• 47 of the agents made our ladies either ‘feel
unwelcome,’ neglected or they described the agent as
completely arrogant
• 128 of the agents made no attempts to move
towards a close in any way
• 4 Followed up with an SMS the day of the Open
• 4 Followed up on more than one occasion
• 4 Got more details than just a mobile
• 5 had promo material better than a colour
photocopied flyer, or booklet.
© Glenn Twiddle 2012
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Out of 149
visits
Realistic
Expectations
& Take-Aways
How many offered
free appraisal?
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Remember, the script was…
‘I own a house down the road
and I’m checking out prices….’
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Out of 149
visits
Realistic
Expectations
& Take-Aways
Incredible….
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My tips
• Perfect presentation
• DVD and / or powerpoint show
• 2 people – one greet / take names, you do
the run. ‘Buying, selling or just having a
look?’
• Killer handouts, more like a magazine
• Contracts, disclosure statements, etc on
display
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•
•
•
•
•
Banners, bunting, signs on way in and out
Your own book and/or DVD
Ultimate Business Card
Shoe cover machine
Catering with models as hosts (must be
personality PLUS)
• BBQ on front lawn
• Use offers – guess the price
• Contact sequence….
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Contact sequence
• Sms as they leave (auto or manual)
‘was great to meet you today. I’ll touch base later
tonight to see if there’s any further interest in
the property. Talk then, Glenn’
• Follow up call that arvo / night (manual)
• Send out thank you card sequence – 3-4 touch
sequence over 90 days. (auto)
• Follow up call in a week (manual)
• Newsletter physical (semi auto)
• Newsletter email (auto)
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Getting it full
•
•
•
•
Well advertised (VPA)
100 invites to neighbours
100 invites to properties on market
Segment your area into groups of 100 and
use automation to send invites to
respective area listings come up in
• Vouchers
• Seller help
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Send Out
Cards
Realistic
Expectations
& Take-Aways
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© Glenn Twiddle 2012
Pre-Listing
System & Take-Aways
Realistic
Expectations
Who has a ‘Well
Choreographed
Pre-Listing
System ?’
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Chris Gilmour does….
Chris’ system – A case study
•Deliver Pre Listing Kit On
The Day Of Phone Enquiry
•Deliver Pre Listing Kit in
Person
•Keep Car Running with
Door Open
•Try not to book the
appraisal appointment on
the day
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What to ask during the call!
*Where do you live – know the area like an expert
*Where did the enquiry come from – Marketing Money
*Where are you moving to – MOTIVATION
*What features has the property got – building rapport
*Price Range – YOU MUST GET A PRICE
*Kids / Pets
*Book a time
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© Glenn Twiddle 2012
Pre-Listing Kit
chrisgilmourtraining.com
Black Box
3 Business Cards – For Client and Family / Friends
CMA
Listing Form – Pre Filled or Blank
Marketing Program
4 Testimonials –
Profile Brochure + Stats
Open Listing
Discount Agency
Words From A Buyer
Phone Me
List 2 Sell Ratio – 91%
Avg Days On Market – 18 Days
Avg Sell Price - $546,317
Best Month – 24 in 26 days
Other Achievements - ????
Other Items Inc – Tea / Coffee / Sugar / Ferrero Roche / Toberlone / Chupa
Chupas / Smacko Roll / Whiskers
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© Glenn Twiddle 2012
Other weapons….
Realistic
Expectations & Take-Aways
• ‘Drop Your Clients Jaw’,
overwhelming information packs
• Your own book – Ghost Written
• Your own book – You write it
• FAQ Video series either DVD, online
or both
• VIP Club Newsletter
• Event based marketing
• WOW Factor Marketing
© Glenn Twiddle 2012
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Element #4
Power
Presenting
Presenting is like a
performance….
Would you win an Oscar,
an Emmy or a Razzie
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© Glenn Twiddle 2012
Testimonial Integration Procedure
1.
2.
3.
4.
5.
Have pocket cam in pocket
Ask client at the peak ‘How’d we do? Just so I can
tell the Principal how you feel.’
Once they say something positive, pull out camera
and say ‘You don’t mind if I capture, on my little
pocket camera, the way that you feel, because the
way that you feel, can help me help a whole bunch
of other people, the same way I’ve helped you.’
‘and don’t worry about the camera, just tell me,
and if you don’t look good, I’ll just erase it, so just
speak from the heart, you don’t have to sound
professional or anything.’
Monetise if possible
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• Use windows movie maker or other vid editing
software
• Edit together
• Add soundtrack (rocky or something emotional)
• Distribute everywhere. Get LOTS
• Eventually, have a testimonial reel for every
personality type, gender, career, age etc
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Guaranteed Proven System
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© Glenn Twiddle 2012
Element #5
Surgically
Precise
Negotiations
Your real demonstration of
just how valuable you really
are
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© Glenn Twiddle 2012
Multiple Offers
• Ideal outcome – multiple offers
– Offers signed up independently
– Should be confidential even between us
– Get best offer and terms
– Test and see if it is
– Offers presented by Principal
– No further negotiations (or you haven’t done
your job properly)
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Guaranteed Proven System
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Element #6
Auto Pilot
Systems
Put your career on auto
pilot so you can live
your life.
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© Glenn Twiddle 2012
Can be Automated…
 Internet sites (branded
and unbranded)
 Email autoresponders
 Greeting Cards
 Voice Broadcast
 Sales Letter Automation
 Lead generation ads
 Editorial Style Ads
 1800 numbers – Free
recorded messages
 3 step mailing sequence
 Newsletter
 Twitter
 Facebook (harder)
 Search Engine
Optimisation
 Other online strategies
 Video
 Ebay
 Pay per click
 Blogging
 Podcasts
 ‘What Price My
House.com’ etc
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Let’s SeeExpectations
How Many We &
Can
Cover
Realistic
Take-Aways
•
•
•
•
•
•
•
•
Search Engine Optimisation
Squeeze / Landing Page (leading to…)
Email autoresponders
Thank You/Anniversaries/Birthday, etc Cards
Voice Broadcast
Facebook (not recommended)
Twitter (either automate or don’t bother)
Other online strategies
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Checklist
– Social Media
Realistic
Expectations
& Take-Aways
• Facebook – personal
• Facebook – Business page
• Twitter (automate or don’t bother)
• Linked In (mainly for individuals)
• Myspace (if at all, do it and forget it)
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SEO Strategy
Realistic
Expectations & Take-Aways
Search Engine Traffic Is Still
King
• Sept 2010 – 72.15% of search
traffic came from Google
• On average accounting for 65.3%
of ALL traffic delivered to a site
• High conversions because people
are looking for an agency in your
area
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‘real estate training’
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‘real estate agent carina’
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‘drewvale real estate’
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SEO Strategy
Realistic
Expectations & Take-Aways
Start with this….
• Get Firefox & get ‘easycomment’ add on
• <a href=“http://www.glenntwiddle.com.au”>Real
Estate Training</a> (this bit goes in the ‘comment’
section)
• <a href="http://www.your website.com”>Real
Estate Agent (your suburb)</a>
• Have a different URL completely in the ‘website’
section than in the ‘comment’ section
• Go to blogs in your particular business
• Quickly, but intelligently ask questions and
comment on relevant blogs
• Get staff to do it too (5 pw x 10 staff x 50 wks) 115
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Other ‘To-Do’s’
Realistic
Expectations & Take-Aways
Get a converting squeeze /
landing page
• use google analytics to measure stats
• use google conversion optimiser ??
to split test headlines, copy, offers,
pictures
• Consider an ‘unbranded’ site eg
whatpricemyhouse.com
• link to autoresponding emails
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Other ‘To-Do’s’
Realistic
Expectations & Take-Aways
Sneaky Landing page
example
• www.realestatefreegift.com
• Incentivise the opt in
• If possible don’t make opt in box look
like a normal opt in box
• use video
• not too ‘ad-dy’
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‘RealEstateFreeGift.com’
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Where is your marketing going?
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Where is your marketing going?
C – Junk Mail
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Where is your marketing going?
B – Bills/Official letters
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© Glenn Twiddle 2012
Where is your marketing going?
A Pile
•Lumpy Mail
•Greeting Cards
• Hand written
letters
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© Glenn Twiddle 2012
Out of 149
visits
Realistic
Expectations
& Take-Aways
• 108 No follow up in any way shape or form
• 5 followed up on the day of the Open
• 5 agents were complete no shows
• 47 of the agents made our ladies either ‘feel
unwelcome,’ neglected or they described the agent as
completely arrogant
• 128 of the agents made no attempts to move
towards a close in any way
• 4 Followed up with an SMS the day of the Open
• 4 Followed up on more than one occasion
• 4 Got more details than just a mobile
• 5 had promo material better than a colour
photocopied flyer, or booklet.
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© Glenn Twiddle 2012
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Send Out
Cards
Realistic
Expectations
& Take-Aways
Every Open Home Visitor
• Instant thank you sms/phone call etc
• next week, ‘great to meet you the
other day’
• 2 weeks ‘how goes the search’
• 1 month ‘what’s the plan ?’
• when they buy, switch campaigns….
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Send Out
Cards
Realistic
Expectations
& Take-Aways
Bought in your area with you
• Welcome gift (at or near after
settlement) with card
• 1 month – ‘now that you’ve settled in,
did you need a tradie? We’ve got…’
• 10 weeks – simple ‘thanks for
choosing our agency’
• 20 weeks – Reminder (air con,
gutters) and gift
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Send Out
Cards
Realistic
Expectations
& Take-Aways
• 30 weeks – hint about outdoor retreat
adding to livability and reminder about
our tradies list to help
• 50 weeks – 1st anniversary and gift
• 60 weeks – valuation. ‘you’ve been
here just over a year,maybe you...’
• 75 weeks – ‘Isn’t it nice to know you
aren’t paying off someone else’s
mortgage? Now that you’ve been in
your home for over a year, maybe…..’
128
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Send Out
Cards
Realistic
Expectations
& Take-Aways
Bought in your area with
someone else
• Welcome gift (at or near after
settlement) with card
• 1 month – ‘now that you’ve settled in,
did you need a tradie? We’ve got…’
• 10 weeks – simple ‘thanks for
choosing our agency’
• 20 weeks – Reminder (air con,
gutters) and gift
© Glenn Twiddle 2012
129
Send Out
Cards
Realistic
Expectations
& Take-Aways
• 30 weeks – hint about outdoor retreat
adding to livability and reminder about
our tradies list to help
• 50 weeks – 1st anniversary and gift
• 60 weeks – valuation. ‘you’ve been
here just over a year,maybe you...’
• 75 weeks – ‘Isn’t it nice to know you
aren’t paying off someone else’s
mortgage? Now that you’ve been in
your home for over a year, maybe…..’
130
© Glenn Twiddle 2012
Send Out
Cards
Realistic
Expectations
& Take-Aways
Other campaigns
• Appraisals
(Aaron Shiner stat 11 months)
• Past sellers
• Referral givers (heavy on the gifts)
• Missed listings (like you’re gonna get
any of them??)
131
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132
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Other media
Realistic
Expectations & Take-Aways
Other ideas
• Voice broadcast
• Blogs
• Lead Generation ads
133
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Element #7
Influence and
Persuasion
Mastery
One student described
these techniques as
‘Legal and Ethical
Brain Washing’
© Glenn Twiddle 2012
134
135
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Don’t Shoot
the messenger….
Realistic
Expectations
& Take-Aways
Most Trusted
Professions…
http://www.readersdigest.com.au/australias-most-trusted-professions-2011
136
© Glenn Twiddle 2012
Trust… Expectations & Take-Aways
Realistic
33. Lawyers
34. Bankers
35. Council workers
36. Tow truck drivers
37. CEOs
38. Celebrities
39. Sex workers
40. Journalists
41. Taxi drivers
42. Real estate agents
© Glenn Twiddle 2012
43. Car salesmen
44. Politicians
45. Tele-marketers
137
Real POWER Comes From Diagnosis
Price Becomes
Irrelevant
Make More
Money In the
Niche
Prices Have
to be Low
I’m a Famous
Celebrity
Person No One Has
Authority
Ever Heard of,
Specialist
Except Where Its
Important
Amber, John McGrath
Specialist
Jason Adcock, Judy Goodger,
James T
Generalist
(Every Real Estate Agent in a Street)
138
© Glenn Twiddle 2012
• How did Amber and John get their
Celebrity status ?
139
© Glenn Twiddle 2012
Convert
140
© Glenn Twiddle 2012
141
© Glenn Twiddle 2012
Your request
You wanted Hypnotic….
Sneaky stuff huh???
142
© Glenn Twiddle 2012
Hypnotic Sales Tip 10
•
•
•
•
Embedded Commands
Analogue Marking
Phonetic ambiguity
Punctuation ambiguity (ooh we’re getting
high tech here…..)
For example…..
143
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•
•
•
•
‘You don’t mind if….’
How many of you, like me, don’t like….
By the way….
Flora Pro whatever it is
– ‘Lowers Your Cholesterol
Absorption’
144
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Hypnotic Sales Tip 14
PRESUPPOSITIONS
• Implication
• You need to accept a certain fact as true
to make sense of the rest of the statement
Eg – ‘ Does it really give you a feeling of confidence to
have one of Australia’s leading authorities on Hypnosis
giving you this information, or doesn’t it matter who
delivers it ?’
145
© Glenn Twiddle 2012
OR – ‘Did it bother you that Kevin Rudd
used highly trained Hypnotic Selling
Strategies and Body Language strategies
to help him win the election in 2007 ?’
146
© Glenn Twiddle 2012
Hypnotic Sale Tip 5
Use Reciprocation.
•
•
•
•
•
•
Psychological Indebtedness
Very difficult, even impossible to suppress
Required because of Social Evolution
Eg gifts at airports
Shouts at the pub
Paul Tonich’s version
147
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What’s your number?
148
© Glenn Twiddle 2012
How’d We Do?
149
© Glenn Twiddle 2012
Continuing education
Join the #1’s
150
© Glenn Twiddle 2012
Continuing education
Join the #1’s
Option A - My full 24 CD/DVD
System
151
© Glenn Twiddle 2012
Massive Success
Ultimate OFI
Ultimate Real Estate Professional
$2997.00
$2997
Negotiation Mastery
Separate
Purchase
$497.00
Included
Getting ‘You’ Right and Ready
$497.00
Included
The Stuff They Don’t Know
$497.00
Included
The Stuff they REALLY Don’t Know
$497.00
Included
The 10 week, day by day, step by step,
module by module manual
$297
Included
Re-print rights (you go on the list to have
copies of the whole system printed at
cost to sell or for future team members)
$2997
Included
TOTAL VALUE
$8279
© Glenn Twiddle 2012
TODAY
152
Success Stories
Suzy
Niemeyer
#1
Ipswich
Lisa France
#1 Bribie
Island
Dylan Ansems
Ipswich
Agency of the
Year 09
Jason Bond
#1
New Farm
Chris
Gilmour
$1mill
Third year
EmmaWatts
Youngest
Re/Max
Int Hall of
Fame
Gavin Jackson Murray Brass
MultiLand Sales
Millionaire
Owner
from scratch
Zac McHardy
Mark Lowrey
Mark Kelly
– ReMax
Brisbane
Agency of the
Year 09/10
Sean Hart
Rookie of the
Year
Michael
Spillane –
Marketing
Award
Ben Tsai –
Earned over
$1,000,000 –
early 20’s
#1 Raine &
Horne
Hall of Fame
Peter Forbes
#1
Dalby
Various backgrounds before my training, some broke,
now all successful in their areas
153
© Glenn Twiddle 2012
Today only offer
Today- $1000
My full 24 CD/DVD
System
154
© Glenn Twiddle 2012
Remember when I said….
155
© Glenn Twiddle 2012
Your request
You wanted a
‘Glenn only, no
other speakers,
training’ outlining
everything in detail….
156
© Glenn Twiddle 2012
Your request
Expression of interest only
157
© Glenn Twiddle 2012
Complete Business Audit
- 8 page ‘Well Systemised Real Estate
Business’ Audit
-See holes in your current system
- only invited to 2 day if we AGREE that I
can help, and you agree to accept help
- Invaluable tool even if you don’t come
158
© Glenn Twiddle 2012
Element #1
Well Programmed
Mindset
If you tell me another
set of ‘goal-setting
techniques’……
…I’m gonna throw up
© Glenn Twiddle 2012
159
Element #2
Magnetic
Marketing
You have to be a better
Marketer of the services of a
Real Estate Agent than you
are at doing the services of a
Real Estate Agent
160
© Glenn Twiddle 2012
Glenn Twiddle’s Message…
 Internet sites (branded
and unbranded)
 Web autoresponders
 Greeting Cards
 Voice Broadcast
 Sales Letter Automation
 Tear Sheets
 Evening Seminars
 String attached Flyers
 Press releases monthly
 Lead generation ads
 Editorial Style Ads
1800 numbers – Free
recorded messages
Books (as sales letters)
Arsenal of lead
generating ads
DVD’s (as sales letters)
Arsenal of lead
generating ads
Ultimate Business Card
‘Drop your Clients’ Jaw’
overwhelm Pre-listing
system
161
© Glenn Twiddle 2012
162
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Remember when I said…
An editorial or story gets read
22 times more than an ad….
So why the hell do you make your
ads look like ads?
163
© Glenn Twiddle 2012
Element #3
Weapons of First
Impression
Open Homes, Pre-Listing
Kits and other tools that
Embarrass Your Competition
When Clients Compare Them
to You
164
© Glenn Twiddle 2012
Weapons
- Precise, proven best practice
scripts for use in your
OFI’s, pre-listing kits
- a list of my suppliers for materials
- Templates for your ‘blow client
away pre-listing kit’
165
© Glenn Twiddle 2012
Element #4
Power
Presenting
Presenting is like a
performance….
Would you win an Oscar,
an Emmy or a Razzie
166
© Glenn Twiddle 2012
Your Listing Presentation
Either done from scratch
or your current one
tweaked so you convert
at 8/10 or better
167
© Glenn Twiddle 2012
Presentation Power
- Rapport building that actually works
and not seen as false flattery
- Never get an objection again (and
how to deal with it every time if you
do)
- How to leave with a listing agreement
at whatever % your office charges
- Leaving with the right amount of
seller paid advertising 100% of the time
168
© Glenn Twiddle 2012
Element #5
Surgically
Precise
Negotiations
Your real demonstration of
just how valuable you really
are
169
© Glenn Twiddle 2012
Negotiations
- Getting buyers and sellers on the
same page (in sync psychologically)
- scripts for almost every situation
- using negotiation prowess to get
referrals and future business from
BOTH buyers and sellers
- Using ‘Hypnotic Selling’ skills in
your negotiations
170
© Glenn Twiddle 2012
Element #6
Auto Pilot
Systems
Put your career on auto
pilot so you can live
your life.
171
© Glenn Twiddle 2012
Can be Automated…
 Internet sites (branded
and unbranded)
 Email autoresponders
 Greeting Cards
 Voice Broadcast
 Sales Letter Automation
 Lead generation ads
 Editorial Style Ads
 1800 numbers – Free
recorded messages
 3 step mailing sequence
 Newsletter
 Twitter
 Facebook (harder)
 Search Engine
Optimisation
 Other online strategies
 Video
 Ebay
 Pay per click
 Blogging
 Podcasts
 ‘What Price My
House.com’ etc
172
© Glenn Twiddle 2012
Element #7
Influence and
Persuasion
Mastery
One student described
these techniques as
‘Legal and Ethical
Brain Washing’
© Glenn Twiddle 2012
173
If we don’t get time
Once only…
David Kennedy/Glenn Twiddle
- Australia’s foremost hypnotist
Once only event
174
© Glenn Twiddle 2012
Advanced Hypnosis Stuff
- Subliminal Rapport building
- Anchoring and other sneaky stuff
- Embedded Language Commands
- Scripts already composed
- How to affect the imagination of your
prospects
- How to Seduce and Persuade your
clients and customers using your written
words
175
© Glenn Twiddle 2012
Plus LIFE TIME, coaching
access
-Email support FROM ME
-Live, monthly Webinars, Q&A,
video modules
-Future updates and bonuses
Plus
176
© Glenn Twiddle 2012
Bonus for you guys
177
© Glenn Twiddle 2012
178
© Glenn Twiddle 2012
Your ‘Ultimate Business Card’
All the templates to create your own ‘Ultimate Business Card’
All in .psd format ready for you to photoshop me out and insert you in
© Glenn Twiddle 2012
179
Your ‘Radio Interview’
I’ll interview you and record and send you your CD for you to include as your
Give away in your ‘Ultimate Business Card.’
180
© Glenn Twiddle 2012
YOU
181
© Glenn Twiddle 2012
Glenn Twiddle’s 60 Day Unconditional 100% Guarantee
Please enrol me to Glenn’s 2 day intensive Training which also includes:
24 CD/DVD’s (Over 10 weeks of personal training with Glenn).
Your 10 week, step by step action steps and study guide
Ongoing education, tax deductable investment: $5000
(or 6 monthly payments x $900)
Plus the templates for the Ultimate Business Card – done for you
Bonus – Glenn interviews YOU for adding to your Ultimate Business Card
Over $9,000 in Free Bonuses include Glenn Twiddle’s monthly coaching
volumes, webinars, video modules and more…
Debra Messina
Your name -______________________
Harcourts Dapto
Business name -____________________
15 Smith St
Your ship to address -______________________________________________
Sydney
NSW
2000
City __________________
State ______________
Postcode ____________
[email protected],com.au
0400 466 371
02 5415 9765 Mobile ____________________
Phone _____________
Email_______________
Visa
Mastercard
Amex
Paypal
Call me to arrange
09/05
1234-2345-4567-7890
C/C number______________________________
Exp ___________________
Signature of Cardholder -_________________________
Providing above information constitutes permission for Glenn Twiddle / QREAS representatives to contact you via above listed means
© Glenn Twiddle 2012
182
Your request
$1997 one payment
Or
6 x monthly - $389
183
© Glenn Twiddle 2012
Your request
Current clients apply
still as you will get
credit towards
this from previous
investment
184
© Glenn Twiddle 2012
Today only offer
Today- FREE
My full 24 CD/DVD
System
185
© Glenn Twiddle 2012
A copy of the full two day
7 systems and habits training.
YOURS FREE
186
© Glenn Twiddle 2012
Today only offer
$9291 Value
24 disc Glenn Twiddle system/manual
$2997
Ultimate Business Card training system
$299
Interview for your Ultimate Business C.
$999
Coaching Webinars for life
$1999
2 Day Systemisation Workshop
$2997
© Glenn Twiddle 2012
187
Your request
$1997 one payment
Or
6 x monthly - $389
188
© Glenn Twiddle 2012
Glenn Twiddle’s War on Slow Market…
189
© Glenn Twiddle 2012
My Personal Guarantee # 1
Come for Day 1 and if you
think it was anything but the
best investment you ever
made, tell me, and pay nothing
and keep the audit so you can
implement the rest yourself.
Glenn Twiddle
Best Selling Author &
Sales and Marketing Specialist
© Glenn Twiddle 2012
190
My Personal Guarantee # 2
If you use our entire system
for one year, and do not
generate at least $100,000, I’ll
send you a cheque for
$6,000.00
Glenn Twiddle
Best Selling Author &
Sales and Marketing Specialist
© Glenn Twiddle 2012
191