“The Champion Real Estate Agent”
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Your Personal Introduction to My New
Book
I've
never done this before. I've never taken the time to promote
one of my books all on its own, but this one is worth
it.
"This
Book Should Have Been First!"
Some
of you might argue that this book should have been first.
I know why you might think that, but I never do anything
half-way, and I had to lay the groundwork first
with
"Your First Year as a Real Estate Agent" and "Success
as a Real Estate Agent for Dummies®".
"Not
Theory... 20+ Years of Blood, Sweat, & Tears"
So come
join me if you'd like a personal tour (just a fly-over)
through every single chapter of the advanced real estate
agent tactics that 20+ years of blood, sweat, and tears produced.
This
book is not a theoretical view of Champion Performance
or a theoretical view of how to be successful as a real
estate agent - there are enough of those books. I
will reveal the pathway up the mountain that I discovered
and personally used well over a decade and a half ago.
Through coaching people up that same pathway for almost
ten years, I have fine-tuned
that process to speed up the journey for you and others.
"What
You Should Say, Think, Market, Prospect,
Monitor, and Perfect
to Reach the Top of the Mountain"
I
want to be clear that this book is not written from the
standpoint of, "I am a Champion Agent, what do I do now
to grow, expand, and increase my business and production?".
That type of book is really for less than 1% of the real
estate population. This
book is written for the agent who wants to reach the
Champion Agent Level.
When I look at some of the recent best sellers in real estate
sales, they are books that are theoretical in nature;
they describe the journey of a wildly successful agent
once they have already established a large practice with
lots of assistants. The question is what did they do,
say, think, market, prospect, monitor, and perfect in order
to reach the top of the mountain?
That's what you will find contained within The Champion
Real Estate AgentTM. This book will become your blueprint
to success.
I
created four distinctive parts to this book. The first
is
"Portrait of a Champion". I wanted you to understand
what a Champion looks like, so you could recognize it in
others and begin to acquire the mindset necessary to raise
yourself to that level in your attitude and activities first.
The second part of the book takes you through a collision
course for lead generation.
For any sales organization, the generation of leads is the
first step to sales success. You must have leads to create
sales, and I tell you how to generate and convert them in
this part. The third part of the book focuses on your sales
presentations. As a salesperson, you are constantly
making presentations to prospects, customers, and clients.
We engage in those presentations over the phone and face-to-face
with both buyers and sellers. You have to be at your best
when the sale is on the line. Lastly, in part four, I
coach you through the initial stages most people forget
in establishing a "true" business. This section is
where most agents fail miserably, even if they earn a
six- figure plus income!
"The
4 Rules of Business Expansion"
Chapter
1 discusses "The Champion Agent's Business".
It addresses the Real Estate Agent's business as a
business and how to expand it as a business. I delve
into the Four Rules of Business Expansion, so you can
minimize the risk of expansion, while maximizing the
return. I start the journey here because you need to
know the truth in order to develop a clear pathway
to the top of the mountain of success.
Chapter
2, "What is a Champion Agent?", identifies
the attributes and characteristics of a Champion Agent
and how to attain them. You will explore the different
models agents use to seek success and some of the characteristics
that are consistent in Champion Agents. We will take
our first step of many into the sales aspect of real
estate sales.
Chapter
3, "Attitude and Commitment Come First",
was titled that way because those are the first steps
to Champion Level Performance. If you don't have those
two, you won't get there. In this chapter, the groundwork
is laid with the Four Probabilities of Success and
the Four Ways to Increase Production. These bedrock
principles have guided Sales Champions for generations.
A Champion Level Book would not be complete without
them.
"The Power Source of Your Success"
Chapter
4, "Setting the Sail", focuses you on the power
source of your success . . . goals. I wanted to move
you beyond success, so I have included tools and a section
of the chapter to uncover the Champion's secret edge,
which is the "why" behind the
goal. Once you can uncover that, your rocket ship to the
Champion Level will be fully fueled.
 |
 "Whether you are a novice or experienced "old pro" real estate agent, "The Champion Real Estate Agent" by realty sales coach and former top sales agent Dirk Zeller will alert or remind you of what makes a successful real estate agent by real estate success trainer
Dirk Zeller…by the conclusion it has covered virtually every topic
new and experienced realty agents need to understand... there is far more information in this jam-packed book than most readers can absorb or remember because the author covers all the bases of what makes for a successful agent. Zeller measures success primarily by net earnings, but he also advises agents to balance their lives by taking at least one day off each week, working only one or two evenings per week, and allowing plenty of time for family life. On my scale of one to 10,
this excellent book rates a solid 10 ... Read More...
Robert J. Bruss
Nationally Syndicated Real Estate Columnist
www.bobbruss.com |
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Chapter
5, "Building Credibility and Trust", takes
dead aim at one of the problems we have in sales (especially
real estate sales). We must get people to believe that
we are more knowledgeable and believable and trustworthy
than others they could select. Increased credibility
and trust can be a door opener to an appointment with
a prospect.
Chapter
6, "Dialing for Dollars", looks at the
prospecting side of the business. Most real estate salespeople
are looking for ways to avoid it. In this chapter,
I share the truth about prospecting and its results.
This will enable you to decide whether a prospecting
platform of lead generation is in your future.
"From
a Unique Perspective"
Chapter
7, "Leads are Your Life Blood", looks
at leads from a unique perspective. I do more than just
explore lead generation, which many authors talk about
in theory. The purpose of this chapter is to enhance
your ability to categorize, control, convert, and commit
your leads. It's not enough to just create them.
Chapter
8, "Who Wants Referrals?", evaluates
the steps to generating referrals. In exploring the
Rules of Referral Generation and creating specific strategies
to generate them in large volume, I also wanted to
include a segment on upgrading referrals. This segment
really helps you move beyond the cold referrals or
just getting a name and phone number from one of your
past clients. I teach you how to upgrade the referrals
to a meeting or call from the referrer.
"Internet
Strategies and Tactics for Reasonable Conversion"
Chapter
9, "It's Easy Street on the Internet",
explores the myths about the Internet. I explain my
view of the danger for agents and the industry posed
by the third party lead generation companies. I share
strategies and tactics that are proven winners in lead
generation and also have reasonable conversion numbers.
Chapter
10, "Creating Leads through Interactive Voice Response
Systems",
looks at the implementation of IVR systems. These systems
have transformed many agents' businesses. I address
the use and the landmines of using IVR technology to
generate leads from both buyers and sellers.
Chapter
11, "The Champion Listing Presentation",
delves into the key moment with the seller . . . the
listing presentation. I examine the structure, questions,
delivery, objections, and characteristics of a Champion
Level presentation. Developing a presentation that allows
you to compete with anyone and get it before you walk
out the door is essential.
"What
Every Buyer & Seller Wants to Know"
Chapter
12, "Why Should Someone Hire You?", is the quintessential
question that is explored because every buyer and seller
wants to know. Before they part with their commitment
and money for your services, they want to be assured
they are receiving the best value. In this chapter,
I coach you through how to demonstrate your value,
competitive advantages, and benefits to leave no doubt
in the mind of the prospect that you are the agent
for the job.
Chapter
13, "Protecting Your Commission", is based
on the fact that a Champion has a belief in their personal
value. I coach you through the steps to acquire strong
belief and conviction in your value. This chapter shows
you the Three Core Marketing Messages, why commission
shouldn't be an issue, and how to approach commission
with the right attitude and expectations. I close with
the Rules for Fee Counseling and Cee Discussion.
Chapter
14, "Objections", deals with what
most real estate salespeople hate and Champion Agents
love . . . objections. I delve into the mindset, law
of difficulty, and how to prepare before you are faced
with an objection. I close with a six-step process that
will guarantee you're becoming a Champion Objection
Handler.
"How
to Be Exceptional at Your Buyer Processes"
Chapter
15, "Making the Case to the Buyer",
takes you deep into the world of the buyer. While a
Champion Agent is a listing-focused agent, there are
times in your early career and when building a team
with Buyer's Agents that you must be exceptional at
your buyer processes. Being able to ask the right qualifying
questions, determine their motivation quickly, and deal
with all the misconceptions will enable
you to spend less time with each buyer.
Chapter
16, "Buyer Counseling Interview", enables
you to demonstrate your value in quantifiable terms
to the buyer. You will learn to lock and load the prospect
by turning them into a client quickly or discharge
them quickly, so you don't waste too much time.
Chapter
17, "Buyer Exchange of Commitments", instructs
you through one of the most difficult discussions that
most agents have with a prospect - getting the buyer
to become exclusive with you through signing an Exclusive
Right to Represent Contract. In this chapter, we build
the case for putting all their eggs in your basket.
"How
to Run High Net Profit Businesses"
Chapter
18, "Time Management is Life Management",
is the glue that holds this all together. Champion Agents
who run high net profit businesses are Champion Time
Managers. I teach you how to produce the greatest value
from the minimum amount of time invested. I explain
the new method of approaching time blocking and the
four quadrants of your time.
Chapter
19, "Building a Champion Agent's Ideal Business",
came about as a result of my work coaching thousands
of agents and blending their behavioral
style into their coaching program. I discovered the
ideal method, systems, challenges, and solutions you
can use to create the ideal Champion Agent practice
for you. This revolutionary information is first revealed
in this chapter.
Chapter
20, "A Peek Behind the Curtain", reveals
the final truths about using your effort to create
business and personal wealth. From exploring the three
segments of your business to the seven key numbers in
a Champion Agent's practice to watch and monitor, I
have even included one of the best systems to control
your income and create wealth that I have personally
used for many years.
"Instructions
for Establishing Your Journey"
Chapter
21, "Coaching Yourself to the Champion Level",
contains my final thoughts on what it takes to become
a Champion. I explain how the people you surround yourself
with can either help or hinder your business. I also
talk about how to attract the people who help you and
get away from the ones who hinder you. The chapter
culminates with instructions on establishing your journey
to become a Champion for life!
I
have no doubt that this book will become a resource for
you now and for years to come. It was not designed to be
read merely once but again and again. There is too much
in it for you to implement it all in the next week, month,
or even year. The pathway to the Champion Level begins
with the first step. That first step is what stops most
people. Let's take that first step to your new future
as a Champion in your business and your life, together!
Your
first step could mean that you get your copy
of this book today.
To Your Success,
Dirk
Zeller
CEO
Real Estate Champions
P.S.
The books have arrived
"Dirk
Zeller always produces top notch and valuable materials for real
estate pros. His latest, "The Champion Real Estate Agent" is no exception.
It'll make readers the "Big Papi" of their real estate market! And
even if you aren't a Red Sox fan this book has more good stuff in
it than you could assemble in a year -- and all in Dirk's great easily
understood and easy to apply style. This is another winner for the
Real Estate Champion." 
"Dirk
Zeller really 'hit the ball out of the park' with
this book! I've been in The Real Estate
Business for over two decades, and I have never
seen a body of work that even comes close to this
one. This is a must read for Real Estate
Agents, Brokers, Managers, and people who are
thinking about going into The Real Estate Business.
What Zeller has done is to present what "Champion
Agents" do every day in their real estate practices,
what their businesses look like, and how to earn
the high levels of income that they do. If you
want to really destroy the learning curve, don't
just read this book, devour it!" 
