Glenn Twiddle, Building Relationships Before Selling – InnovaBuzz 288
Glenn Twiddle, Total Success Summit
In this episode, I’m really excited to have as my guest, Glenn Twiddle whose history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal, and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner-city Brisbane apartment market.
Glenn has trained and mentored thousands of real estate agents. He now teaches Real Estate Agents a step by step, fill in the blanks system for becoming the #1 Real Estate Agent in their area, in 3 years or less, no matter where they are starting right now.
In our discussion, Glenn and I talked about:
- How to use Facebook Ads to learn about our target audience and focus our marketing
- Giving value without expectation
- Creative ways to build relationships before selling
Matt Johnson in episode 267 introduced us to Glenn.
Listen to the podcast to find out more.
Listen to the PodcastPut in as much humanity and as little ickiness as possible when making a sales call. A salesperson's ickiness is the biggest barrier to his success. @GlennTwiddle on #InnovaBuzz podcast Click To Tweet
Show Notes from this episode with Glenn Twiddle of the Total Success Summit
Key points and takeaways from this episode include:
- When you’re always looking at what everyone else is doing, you’ll end up modeling some of the worst practices too.
- Meet your customers where they’re at.
- Put in as much humanity and as little ickiness as possible when making a sales call. A salesperson’s ickiness is the biggest barrier to his success.
- Meet your prospects now to start building the connection for them to get to know you and you’ll be top of mind when they are ready to buy.
- Don’t rely on a hope strategy. Know your math. Know the psychology of your consumers. Think about how you can get their attention and deliver your service.
- Getting a break-even with your ads promotion is OK because everyone who saw your offer and your brand already have an impression of your name and face. Your branding has been paid for and was self-liquidated. A break-even or better is OK. Making a profit is wonderful. Losing money is not as happy. You want to fix whatever it is that going to bring your promotion at least to a break-even point or better. When you have that kind of thinking, you can afford to spend a disproportionate amount of money because you know it can either make you profit or build your branding for money in the future.
- Facebook is the most powerful advertising mechanism.
- Be very cognizant of the economic impact because not everyone is going to make it. The more extreme the crisis, the more businesses are going to close.
- When you have a margin that is too small, your business is not going to make it. You need to be prudent. You need to invest in things so that you’re not always on the razor’s edge.
- Give without the thought of receiving something in return knowing that in some way something good is going to happen. Keep giving without putting pressure on you and to the world out there to reciprocate and give back.
- In these troubling economic times, you have to dig deep and think about how you are really serving your people because you’ll never know who’s watching.
- Treat everyone like how you would treat a celebrity or someone you admire.
- Add value without expectation.
- Principles are solid across humans. You just have to find out how to apply them to your business.
The Buzz – Our Innovation Round
Here are Glenn’s answers to the questions of our Innovation round. Listen to the interview to get the full scoop.
- #1 thing to be more innovative – Fire, aim, who cares if you’re ready! Take massive action when you have an idea. Aim and see how it’s working. Don’t spend too much time over-preparing. To be more innovative, you have to act quickly and always be executing. Don’t let perfect get in the way of done.
- Best thing for new ideas – Copy off people in other industries. Tweak it and adapt it to my own.
- Favourite tool for innovation – FB Ads Manager, books. 10,000 hours of reading books and listening to experts.
- Keep project/client on track – Do it for them. Set goals and plans. Be really clear about what you’re aiming for.
- Differentiate – Read the Purple Cow book by Seth Godin. Stand out by any means necessary except for where it will make you less positioned to your ideal client. Employ the principles of celebrity.
Glenn suggested I interview Matt Steinweide, a world-class Sales Specialist and Founder of the 31 Minute Movement. So Matt, keep an eye on your inbox for an invitation from us to the InnovaBuzz podcast, courtesy of Glenn Twiddle.
- Website – Glenn Twiddle
- Website – Total Success Summit
- Real Estate Renegades Podcast
- Twitter – @GlennTwiddle
- Punching Above Your Weight
- Purple Cow: Transform Your Business by Being Remarkable by Seth Godin
- The Thank You Economy by Gary Vaynerchuk
- Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk
Cool things about Glenn
- He’s a singer of songs and a lover of life.
- He’s one of the few people on earth to have employed Arnold Schwarzenegger, Richard Branson, Gary Vaynerchuk, Eric Thomas, and a host of other celebrities, trainers, and leaders in their respective fields to work with him.
- Dr. Eric Thomas brought him all the way from Australia to his home town of Detroit, Michigan in order to train his staff.