In This Issue...

• Words From the President
• It’s All About Priorities - Decide More Effectively
• Good Intentions Don’t Excuse Poor Results - Improve Your Bottom-Line

Have You Asked Yourself These Crucial Questions?

Thanks for joining me today on your journey toward success as a Real Estate Agent.

The two areas that we'll focus our time on today are Priorities and Results. Either of these could help you change your life in 2007 if you'll read, absorb, and use the information.

I hope that you'll invest 11 minutes of your precious life with me today and that the information proves to be a blessing to you and your career.

Before I send you off to your training for the week, can I ask you a few questions regarding your plans for 2007? They may be questions you haven't considered yet, but they definitely warrant your time and attention. Your answers to these questions will be crucial to how 2007 ends for you.

Do you have a business plan for your Real Estate Business? Have you decided how much income you want to generate for you and your family? Have you taken your income goal a step further by breaking it down into monthly, weekly, and daily tasks that are easily quantifiable? Do you have accountability set up that will continue to push and drive you toward your goals on a daily basis?

If the answer to any of the above questions is NO... you MUST take the time now or over the next couple of days and find ways to make your answer a resounding YES to all of the above questions. This, my friend, is absolutely critical and crucial to you and your success!

If you would like help in the areas above, you might want to check out our New Online Coaching Program that will be released TODAY! It combines the benefits of Coaching & Training and Online Software Technology to deliver, what I believe to be, the absolute bare essentials for Real Estate Success... and it will be delivered for less than you spend on coffee in a day.

You can take a free 30-day-test-drive this program starting today.

To your achievement of success in life,

Dirk Zeller
CEO
Real Estate Champions, Inc

New Online Training Program - Released Date 1/18/07

Life as a Real Estate Agent can be a struggle on a daily basis. We're pulled in several directions at the same time, which can make business planning, goal setting, skill building, and accountability almost impossible for us to implement.

...Which is why I've had my team of professional Real Estate Coaches and Software Programmers bulding (for over a year now) and Online Coaching & Training Solution for you.

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It’s All About Priorities - Decide More Effectively

To be successful in life we have to have a standard or system for decisions.  Most of us are faced with more decisions in a day than we care to make.  We often are hurried in making decisions because we feel pressure to make them.  We also have a ‘get it done and move on’ mentality. 

How do you make daily decisions?

Is there a process or system that you follow?

Do you have a system to determine your focus point based on what really matters to you?

Let me share with you a series of questions that will help you make decisions more effectively and efficiently.

• Is this consistent with my priorities?

It is amazing how easily we can be moved off our priorities.  Something comes along that looks enticing and we jump on it.  Many of us will change course at the drop of a hat.  Like a game of chess, each move we make must be evaluated against our priorities and our key objectives.  In chess it’s clear, our objective is to capture the king.  Many people think the objective in chess is to win.  That is the result or outcome, but capturing the king is how you do it, which is the priority.

• What are my priorities for this year?
• What are the priorities for this quarter that align with my yearly priorities?
• What must I do this month, or this week, to be able to fulfill my annual priorities?

The next question is:  Is this within my area of skill?

• Am I attempting something I already possess a skill for or am I going to have to perfect a new skill?

Our highest return, with the lowest risk, is staying within an area that we are already competent.  Too many of us venture out into uncharted territory because it’s new, exciting, and fun.  Our objective is to align our priorities with what we already possess in skill and expand the return on investment we can receive.  As we achieve higher levels of skill in our core area, we will be able to devote increased discretionary time to new ventures. 

Most of us are still stuck on the steep side of the efficiency curve where we are investing large amounts of time to acquire the skill necessary to increase the leverage and reduce the time we invest.

A fatal error we see in people is they have multiples of these efficiency curves in new ventures at once.  They are working to climb up too many of these curves with limited results.  Too many new ventures all at once destroy one’s effectiveness.

• Is someone else more capable than I?

The successful leader is the person that evaluates their skill for each activity and delegates accordingly.  Too many of us fear releasing control of things that others are more skillful in completing.  We worry about not being in control.    We worry about it being done perfectly.  Our standard of expectation might be too high.

If perfection or perfect execution is your standard, you will be disappointed with yourself and anyone who works with you.  The value of work produced will be significantly diminished.  The most grueling, time consuming segment in anything in life is the last 10%.  If you will accept a 90% standard of excellence, the volume of work will increase significantly.  We can use up more time in that last 10% than we invested in the initial 90%.  If you are holding out for perfection or that last 10%, you are severely stunting the volume of work completed.

• Do I really have the time?

In our overworked, overextended lives, we have to evaluate – do we have the time for something else?  The key word is really.  We need to get real in evaluating our schedule and current commitments.  Most of us don’t really have the time without changes to our schedule, outsourcing current responsibilities, or changing the priorities and objectives in our plan.  The old saying “something’s gotta give” is really true in decision making toward our objectives.

If you'd like more help with setting your goals, and creating a business plan that will help you stay on the path of success...check out our new online training & coaching for free here.

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Good Intentions don’t Excuse Poor Results - Improve Your Bottom-Line

The world has changed dramatically in the last 50 years.  There has been more innovation and more technological progress in the last 80 years than there were in the previous years added together since the beginning of time.

Moving at the “speed of business”, our society is more results-oriented than ever before. REALTORS®, like other professionals, are judged by the results they get, not by their intent to provide quality service to clients.

REALTORS® are judged by bottom-line criteria - Did the home sell? For what price?  Did the home close?

Vince Lombardi said it best: “Some of us will do our jobs well and some will not, but we will all be judged by only one thing - the result.”

Sellers are like any other consumers. Drivers want their cars to start every time. Computer users want their programs to work every time. Sellers want their homes to sell - no excuses. All that matters is the result . . . getting the job done well.

There are no rewards for good intentions.  As an Agent, you can’t pay the mortgage with good intentions.  I believe all Agents desire to sell the homes that they have listed.  All Agents intend to do the best job for their clients.  But you only get paid for the result.  You provide for your family based on the results you achieve.

You also create long-term relationships and long-term referrals based on the result of a completed job . . . the result of a job well done.  I have never heard of anyone referring an Agent based on the fact that the Agent was nice when the result wasn’t achieved.  Think about it — why would you recommend an attorney who lost your case, or a hair stylist who didn’t cut your hair well?

So why would your clients refer business to you if you didn’t get their homes sold?  The fact that you are a nice person is a bonus that your client will appreciate only when the job is complete.

Focus on doing the steps to ensure that you achieve the result that the client hired you to accomplish. These steps include:

1. Tell the truth to all of your clients:  We often hope a miracle will happen such as finding a house at under market value or having our listing get activity even though it is over priced.  We are betting our commission on a long shot.  In many markets nationally, we are playing against the odds.  Don’t make them longer by not telling your clients the whole truth.


2. Communicate the changes today:  If the marketplace has changed, tell the seller.  If the competitiveness has increased or there are more homes on the market now than when the home was listed - tell them now, don’t wait.  If the deal is starting to go sideways, tell the client.  Tell them now before they hear it from another source.  Give them fair warning that it doesn’t feel right or look good, so when it does die, it is not out of the blue.  Rarely do deals die without signs of trouble. By helping a client face a disappointing reality, at least you have a chance for the sale and for long-term referrals.


3. Marketing versus price reality:  One of these two is more important. One really controls the other.  Which one is it? Price.  Price is truly king.  The marketing is in the king’s court, but it is not the king!  I believe we owe it to our clients to disclose this fact.  We often confuse being a nice guy with having to tell the truth about price. If the client’s price is an obstacle to achieving the desired result, say so -- honestly, fairly and convincingly.  Ignore that inner voice that whines, “But they won’t like me.”  Trust me — they won’t like you anyway when their home doesn’t sell.  Often, we know they are not going to like the true price, so we hedge.  We don’t share the real truth with conviction.  I am sure doctors would prefer not to tell their patients they have cancer, but they do it anyway.  The patient needs to know.  Your seller deserves to know the truth about their property, price, and expectations.  The most respected professionals in other fields do not sugar coat reality.  They lay it on the line.

Need more help with selling homes? Perhaps it's time you look at how you can convert & commit buyers every time here.

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