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Business Marketing

How to Get the Listing Everytime


This video is about 8 minutes, but it is fascinating. I’d like to hear a few comments before I write what I have to say about it.

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Writer for national real estate opinion column, focusing on the improvement of the real estate industry by educating peers about technology, real estate legislation, ethics, practices and brokerage with the end result being that consumers have a better experience.



  1. PeterT

    December 10, 2007 at 10:42 pm

    That is fascinating, and it has to be a form of hypnosis with the auto suggestions. I wonder if they screened for suggestability earlier? I saw a stage hypnotist once who worked the full room with suggestions and eliminated those least suggestable in batches, until at the end he had 5 highly suggestable people on stage. I remember one was a usually reserved accountant who was up on stage convinced he was the world’s greatest lover. Very convincing.

    The mind works in strange was and this is a lot of what marketing is about. But I wonder if buyer’s remorse sets in after the manipulator leaves? I know it wouldn’t be good for referrals.

  2. Benn Rosales

    December 11, 2007 at 10:53 am

    Very cool to see the power of suggestion in action. What was interesting about this test is that the subject was aware going in that something would be of suggestion and he had agreed in his mind to go along. On a cold call, and a subject that is an unwilling participant would probably have asked him to repeat himself several times as his words were at times jumbled and out of place. I do believe that great sales folks do this every day in the way in which they speak, but without the intent of manipulating your choice, but to convice you of the reason you’re a better fit than joe blow down the street.

  3. Benn Rosales

    December 11, 2007 at 10:54 am

    also of note, I really liked the comforting touches he used to gain his audience.

  4. Ben Bach

    December 11, 2007 at 3:24 pm

    I didn’t find myself wanting a BMX bike. Maybe I missed the point of the video ?

  5. Heather Barr

    December 12, 2007 at 3:27 pm

    It’s a nice parlor trick, but unworkable in the real world of real estate. We don’t typically get clients to sign docs in a carefully contructed & controlled office space (even the art on Derren’s wall reflected his ‘gift’ of a bike.) We work on the fly – at seller’s homes, at buyer’s homes, in restaurants, and online. Also, all the touchy-touchy personal contact comes off as creepy and pervy.

    Besides, what’s the subliminal messages I’d use to express, “Just sign the bleeding listing agreement already!”

  6. Jeremy Hart

    December 13, 2007 at 6:23 pm

    I don’t quite know what to think, either. I doubt I’ll be trying it at my next presentation … but I DID get a kick out of the vid when the subject said “What’s my name?” Poor guy didn’t know what was going on.

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