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"Winning Through Intimidation"

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Robert Ringer Photo
4/6/07 Interview with Robert Ringer

A Voice of Sanity in an Insane World
7371 Atlas Walk Way #645
Gainesville, VA 20155

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Personal Success Story

  1. Ringer based his first book, Winning Through Intimidation (WTI), on his personal experiences as a real estate broker; after rejection by 23 publishers, he published and promoted it himself; he eventually hit on a winning ad that he ran weekly in the Wall Street Journal to sell the first 60,000 copies.
  2. Harper & Row picked up the book to distribute to bookstores, and it became a New York Times #1 Best Seller; the success would not have happened if Ringer had not taken matters into his own hands.
The Revamping of WTI

  1. Although the basic content has stood the test of time, Ringer has rewritten the book to update it and improve the style.
  2. The revision has been published as To Be or Not To Be Intimidated? That Is the Question; the new title, unlike the original one, is not misleading-the book is about how to defend yourself against intimidating people, not how to be intimidating.
The Leap Frog Theory

  1. This concept postulates that no one has an obligation (moral, legal or otherwise) to work up through the ranks; it is everyone's right to decide for himself when he is ready to begin operating at a higher level and to redirect his career accordingly.
  2. Ringer did this in the real estate business when he became tired of having buyers and sellers take advantage of him; he took on a new posture in dealing with them that catapulted him from subsistence level to $1 million + in annual commissions.
  3. It isn't what you say or do, it is what your posture is when you say or do it.
Three Types of People in the Business

  1. Ringer jokes that in failing to collect so many real estate commissions, he had been to college at Screw U; he warns about three different kinds of business personalities he learned about.
  2. The least dangerous is the kind who makes it known from the outset with his words and actions that he is out to get your chips, and he follows through with blatant attempts; this straightforward type can be dealt with the most easily.
  3. The second type, the liar, assures you that he is on your side but, without hesitation, goes about taking your chips anyway.
  4. Type #3 is the most dangerous because he says what Type 2 says, but he means it sincerely; yet, he acts on confused reasons to try to take your chips.
  5. The appropriate proactive move is to "salt the record" by documenting what you do to get credit for it later; in the old days, that meant using certified mail but today means using email; the services of ReadNofify can provide email verification.
  6. Be sure to use the right legal contract to force payment of the commissions you earn.
Ringer's Latest Book

  1. Action! Nothing Happens Until Something Moves applies Einstein's self-evident scientific observation to life-you can't expect any result to occur without doing something to make it happen; nowhere is this axiom more true than in real estate.
  2. Ringer cites an agent who, though not charismatic, was very persevering in making cold calls; the law of averages coupled with his willingness to act in a given period of time brought him business.
  3. The important lesson is to squeeze as much action as possible into every workday; doing something earlier-by a month, a week, a day, an hour or 5-minutes sooner-can make a difference.
Significance of the Tortoise

  1. The Tortoise, a recurring character in Ringer's books who acts as his alter-ego, is a reminder of the Tortoise and Hare theory-that the outcome of most situations in life is determined over the long term; getting off to a fast start may win the battle, but winning the war requires being ahead at the end of the race.
  2. The Tortoise is the quintessential anti-hero who prevails by plodding along; examples from pop culture are Dustin Hoffman's character in The Graduate, Peter Falk's Columbo and Sylvester Stallone's Rocky Balboa.
Ringer's Newsletter

  1. Ringer's free newsletter, A Voice of Sanity in an Insane World, at is oriented toward personal development; it comes out three times a week or more.
  2. As a special (temporary) bonus, people who sign up will receive a free e-copy of To Be or Not To Be Intimidated?
People Tax

  1. Ringer uses the term "people tax:" as a metaphor for people who drain you of time, energy and/or money; to be successful, you ultimately have to keep people who drain you out of your life; sometimes making the decision to do that is difficult.
  2. Don't make the mistake of letting something ride because you see someone as a friend; even worse is trying to change people-you do not have that moral right, plus you are likely to fail in the attempt.
  3. Real estate professionals, because they must continuously take action, cannot afford the excess baggage of having a lot of people-taxers in their life.
Looking Out for #1

  1. This bestseller from the 1970s was a follow-up to WTI that branched out into all aspects of life beyond the autobiographical account of Ringer's real estate brokerage experience.
  2. He is in the process of rewriting the book; he offers people who sign up for his Mastermind Discussion Group both a deep discount on enrolling plus a free, autographed copy of the manuscript.
Utilizing the Web

As a break from his daily focus on personal development, Ringer uses the Web to explore ideological sites and those that cover human events as resources for the weekly column (appearing on Thursdays) that he writes for WorldNetDaily.

Advice for Active Brokers and Agents

  1. If you are not where you want to be in the business, think of ways to leapfrog over the pack (i.e., change your image) to put yourself in a more powerful position relative to buyers and sellers; you need to be perceived as someone they respect and want to work through.
  2. Recognize that the more action you take, the more sales you will make-the law of averages guarantees success if you don't give up.
Contact Information for Robert Ringer:

(f) 703-323-1879

Real Estate Sites & Tools in this Briefing:

Ringer's web site: