Robert Ringer wrote Winning Through Intimidation in 1973 and renamed and relaunched it in 2002. The name change was a good move because winning through intimidation was never Robert’s intention. How to survive in the jungle and overcome the intimidating tactics of its inhabitants is the true purpose and is much better expressed by the new title.

Robert Ringer takes on the alter-ego of a tortoise and tests his wits against the metaphorical hare. Keep moving forward, never take your eyes off the goal and something will happen that will hold the hare and very often the tortoise will pass slowly on the home stretch.

Robert talks about his early days in the real estate business and the different types of intimidating rogues he faced. He lost a few battles early on, but was able to rank the intimidators and use the lessons learned to overcome similar tactics on later occasions. He refers to this educational period as his time at Screw U.

Basically, Robert came to assume that all property sellers were happy to use his services, take their time and expenses, but when it came time to pay, he always seemed to have a good reason to withhold some or all of Robert’s money. (referred to as chips). Some started early with every intention of stealing their chips and some found good reasons at the closing of the deal and did so with great regret, but nonetheless, it is safe to assume that no one was happy to pay a real estate agent the commission. owed. That commission could be quite a large sum and what the hell could make a real estate broker believe that he is worth that amount of money?

Robert learned very quickly to put legal matters in order. After a couple of mistakes, I always got a signed commission agreement before doing any work. If for some reason there was no agreement, he would leave.

He learned the hard way to always have the proper broker licenses in whatever state he was operating in. Intimidating salespeople knew the law and always tried loopholes first. By alerting prospective buyers to the properties, he quickly learned to send all documentation by certified mail so that it could never be said that he did not present the buyer to the seller. Would people really behave that way? All the time.

And in a masterstroke of legal maneuvering, Robert decided to always have his own legal representative at the closing of each deal, a move that always caught buyer and seller by surprise and relied on the code of honor between attorneys to ensure that He received a payment. “It was one thing to make a sale,” Robert often said in the book, “but it was another thing to get paid for that sale.”

We’ve covered the basics so far, but with good reason because many people don’t get the basics right. However, there were three great revelations that really made a difference for me, and for which I will be eternally grateful and for which I would have gladly paid many times more than the book’s cover price. $ 14.95 by the way.

Disclosure 1. Not all agreements can reach a satisfactory conclusion. In many cases, it is obvious from the outset that an agreement will not be possible. Robert decided to fix them up front and leave them alone. He focused his efforts on the deal that had a high probability of going through rather than chasing every possible opportunity and clinging to the desperate hope that any one of them would turn out well. Most of us do that, I was doing it, but now, if I see that a deal is not going to result in a win-win situation, I walk away, without regrets, without looking back and becoming a pillar of salt, it just saves me. so much time, money and anguish.

Revelation 2. It is not necessary to climb the ranks by learning slowly and waiting for others to die in order to take their place. No one has the right to hold you if you have the ability to pass them. Other real estate brokers weren’t as kind to Robert and most were eager to fill her mind with his discouraging words. If he had listened, he would have given up and taken a job at a fast food restaurant and there would have been one less competitor to worry about.

Instead, Robert Ringer set out to learn the skills, develop the capacity, show no respect for industry leaders, and put into practice what he calls “The Leap Theory.” In a nutshell, it goes like this: “It is my own decision to move directly to the top of this industry in the shortest time possible and to do so I need to educate myself and make certain changes, first in the way I think about myself, and secondly to the perception that other people have of me, and that leads us to revelation 3.

Revelation 3. ‘Change your posture’. If you feel second, you will act second and they will pay you money second if you are lucky enough to get paid. In the mind of a homeowner looking to sell, the realtor was a necessary evil and Robert Ringer was just another realtor. That was the perception that had to change. He set out not only to appear more than just another real estate agent, but to elevate his stance so much that either the buyer or the seller didn’t have the audacity to even suggest he was a real estate agent.

Your first step was to create a unique business card. A full-color brochure with a high-gloss black, hardcover finish that costs nearly $ 5 each to produce. I’ll spoil the book if I tell you more about the brochure, or about the series of private secretaries who finally arrived or the private jet to visit clients and inspect properties in other states.

Suffice it to say that the tortoise passed the hare and left it in the dust. In his first full year after adopting these principles, Robert Ringer closed deals that resulted in $ 849,901 in fees, and that was a long time ago. A couple of years earlier, he was digging in hopes of making the $ 1,250 and too often burned his fingers for even that.

There are many things in this book that any salesperson can use. Like all businessmen, I need sales opportunities to keep my business thriving. Since reading this book, I have figured out how to rank and wait for the best deals and focus on them and not chase after all the fleeting promises. Not that I’m idle, active sorting makes me a busy life, but I have figured out how to do it in the most efficient way. Since I am not chasing, I have developed the posture that attracts the right people. Thanks to Robert Ringer.