In This Issue...

• Words From the President
• Leadership - Crucial to YOUR Success?
• Take Action or Accept the Results - Now!

Have You Asked Yourself These Crucial Questions Yet?

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 Leadership 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 9 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 we released last week! 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 Agent Success.

You can take a free 30-day-test-drive of this program or watch the 12 minute preview video today here.

To your achievement of success in life,

Dirk Zeller
CEO
Real Estate Champions, Inc

New Online Training Program

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.

Now any Agent in ANY Real Estate market in the world, can benefit (on a daily basis) from Nano-training combined with Real Estate specific business management software.

Watch a 12 Minute
Preview Video Here

Leadership - Crucial to YOUR Success?

Being a great leader is crucial to becoming successful in real estate sales.  Many would think that statement is off the mark.  What does real estate sales have to do with leadership?  As REALTORS®, we are thrust into a leadership role.  We may not realize it at first, but we are the leaders of transactions.  We lead our sellers to price their home correctly.  We should lead the other Agent in the negotiating process.  We need to lead the buyer into the right selection efficiently.  We must lead our team of affiliates and staff (if we have one).  Leadership is a lost art in the real estate world.  Let me share with you three characteristics of great leaders:

1. Leaders make things happen

Leaders are valuable because they see opportunities and seize them.  They make themselves, and those around them, better because of their ability to move forward at the appropriate time.  Leaders see the opportunity to close on a prospect and act on it.  They don’t wonder if they should do it!  Great leaders take advantage of whatever market condition is in front of them.  Dr. George Crane said, “There is no future in any job.  The future lies in the person who holds the job.”  If you are the person who holds the job, you have the ability to make your career in real estate whatever you desire.  Too many of us wait for the market to slow down or speed up, interest rates to lower, or one of a thousand other changes.  You control the future of your career.  Make the outcome you desire happen.

2. Leaders have strong influencing skills

Leaders must have the ability to influence others to their perspective.  To be an effective influencer, you must focus on two activities.  The activities are preparation and practice.  As REALTORS®, we must prepare before our opportunities to influence arrive.  When we have a listing appointment, or influencing opportunity, we must be well prepared.  Preparing is beyond the obvious.  The obvious would be the CMA, or reviewing the market and condition of the property.  Preparation is knowing who else is interviewing for the job.  Preparation is knowing what matters to the clients, or how their decision or selection criteria will be evaluated.  If you want to be an effective REALTOR®, knowing what their goals, values, and desires are in life and home ownership will give you a better gateway to influence them.  If you are well prepared, the presentation becomes easier. 

Practice is a key for great leadership.  Practice gives leaders the experience before they ever get there.  Professionals in every profession practice long and hard before they are in the moment of competition.  We REALTORS® have to view what we do as competition.  We are competing with other Agents and buyers to find the right home for our client.  We are competing with other Agents to get the listing.  We are in a profession that doesn’t pay for second place.  If we evaluate athletic teams, doctors, dentists, and most other professionals, they practice before they play.  Airline pilots practice in a simulator, for many long hours, before they are allowed to fly a plane.  The pilots get every possible situation, mechanical failure, and weather challenge thrown at them inside the simulator.  It allows them to be razor sharp when it happens in real life.  They practice because they are making life or death choices.  If you want to become a successful professional, your financial outcome for your family is determined by your commitment to practice. 

3. Leaders posses great attitudes

You want to be a leader, so you must develop great attitudes.  Ultimately, an attitude is a choice that you make.  Each day you decide what attitude you will select for the day.  You can select an attitude of expectancy that is positive, uplifting, and focused on success.  This type of attitude is easy to carry around with you everyday.  It grows and builds with the day.  Your other option is the attitude of dejection.  This type of attitude takes tremendous effort to carry with you everyday.  This attitude is like the chain Jacob Marley carried around him in Dickens’ novel, A Christmas Carol.  This attitude, like the chain in that novel, gets longer and heavier with each passing day. 

You have a decision to accept and create either of these attitudes daily.  You must clearly understand that the right attitude is the criterion for success.  A great attitude doesn’t cost anything.  You also couldn’t buy it for a million dollars.  The truth is attitudes are not for sale.  Resolve to select the right one today.  

If you'd like more help with leadership and how you can manage your real estate team...check out my new book "The Champion Real Estate Agent" here.

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Take Action or Accept the Results - Now!

In all areas of life, taking action is the key to success.  Most people who fail to achieve what they want, fail for lack of action.  The ability to take action is the skill that ultimately separates the winners from the losers in the game of life.  There are a number of truths that I have come across in my business and while coaching clients.  These truths should be reviewed and lived by to produce the abundance in life that you desire.

Truth #1:  It’s more essential to success to be consistent than to be precise. 
           
The power of consistency is one of the most significant forces in the world.  It far outstrips the power of exactness.  If you are consistently doing enough things right, you will reap a huge reward.  If you are waiting until you have it down to perfection, you are not going to take any action.

In sales, more than any other profession, consistency of your actions pays big dividends, while infrequent action, even when right, pays very little.  The daily consistency of prospecting and lead follow-up is the gateway to sales success and high profitability.  Again, it’s more essential to success to be consistent than to be precise. 

Truth #2:  A step toward your goal is a step in the right direction . . . even if it is a misstep.

Too often, we fail to act due to fear of failure.  We can become paralyzed by the need to be right or correct in all our actions.  My friend, Jim Rohn, says that to achieve your goal you need “measurable progress in reasonable time.”  That doesn’t mean all the progress we make will be going in the right direction every time.
           
Earl Nightingale said, “Success is the progressive realization of a worthy goal or ideal.”  To achieve a worthy goal, we have to progress toward it through the trials.  We must proceed with consistent action.  It also says there are times when we will be heading in the wrong direction and have to adjust our course of action.

In the end, success is a poor teacher.  The real teacher in life is adversity and short-term failure.  You will always learn more from your defeats than your victories.  In sales, you will learn more from the sale lost than the sale made.  Most salespeople think that when they make the sale, they did everything right.  What happens if that assumption is not true?  What if you did just enough right to beat out the other guy, but he wasn’t any good? What will happen when the competition gets tougher or the marketplace gets tougher? Will you have the skills you need to dominate then?

Too often, we fail to face reality.  This comes back to us in unfulfilled potential.  Unfulfilled potential eventually manifests itself as regret.  We have to be fixated on taking steps to obtain our goals daily . . . even if they are the wrong steps.  It’s better to make a decision and find out it was wrong than avoiding making a decision at all.  At least you know what you should not do next time.

Truth #3:  Even when you choose not to decide, you have still made a choice.

Far too many of us just hope things will get better.  We hope to become healthier or thinner, or we hope we will earn more.  We have wishes and dreams but no commitment or definitiveness to change what we are doing to ensure the desired result.  We fail to take action on what we know we need to do now.

Many of us can vacillate over a decision for days, weeks, months, or even years.  We must realize that by not making a decision, we have essentially made a choice.  We end up making decisions by default because we did not decide and act.  The decision was made for us. 

As salespeople, by not preparing for a changing marketplace or changing economy, our choice is solidified.  We have chosen, by default, to not do as well or earn as much when the marketplace change occurs.  Would it be reasonable to assume that our marketplace will always remain the same or improve? Would we be protecting our families and assets if we assume that we don’t need to improve our skills and abilities in sales? Our decision to not act in truth means we still have made a choice.

Take ten minutes to evaluate these truths.  Are you embracing these truths in how you run your business and life? Are there changes that need to be made? When do you need to make the changes?  Here’s a hint…NOW!

Need more help with taking action? A great coach will ensure that you take action every week toward your goals. Perhaps it's time to set up a free consultation with one of our professional Real Estate Coaches... click here.

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