In This Issue...

• Words From the President
• Attitude and Objections - Kill the Deer-in-the-Headlights
• Bad Weather - Great Production!

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 Attitude & Objections and Bad Weather. 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 building (for over a year now) an Online Coaching & Training Solution for you.

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Watch a 12 Minute
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Attitude and Objections - Kill the Deer-in-the-Headlights

It is amazing how an objection raised in the sales process can make most Agents look like a deer in the headlights: they get that blank look of disbelief that you see just before the front grill of your car connects with deerskin at full speed.  If the deer manages to move at all, he does it at the last split second before fatal impact, leaving you to experience heart-pounding adrenaline for the next 30 minutes. Many Agents treat objections the same way that a deer treats oncoming traffic.  They are frozen in terror, and move only at the last second before the buyer or seller runs them over.

Often, Agents will view an objection as a big wall between them and the sale . . . a wall so tall that they can see no way around, over, under, or through.  But objections are really like a two-to-three-foot-high picket fence.  There are, in fact, many ways over it; or you can walk down its length and find the gate.  An unskilled salesperson fears hearing an objection, but a great salesperson views objections as opportunities.

Your mental approach to an objection will determine your success or failure.  Most Agents dread hearing an objection, but most objections result from one of two situations.  One is the seller or buyer has legitimate concerns regarding the property and/or your skills to sell his home.  The other occurrence of objections is because your presentation was not good enough.  You did not convey the confidence that you are the person for the seller to hire for the sale of his home.  You did not make a convincing enough presentation for the buyer to purchase the home you showed him.  The clients’ desire to work with you is a natural ending to a good presentation.  If the presentation is weak, the objections will flow like a river.  There are really only about forty possible objections in the selling process of real estate.  The question is why haven’t you learned them all?  If you wrote them all down and practiced them for half an hour a day for the next six months, you would know them automatically.  You would be prepared for any situation in selling.  You would then have the confidence to say, “Bring them on; I am ready for them.”  There are about ten to fifteen most common objections that will stop unprepared Agents in their tracks 90% of the time.  How difficult would it be to learn just those ten in the next 30 to 60 days?

The problem is we do not regularly practice countering objections in real estate.  The Denver Broncos spend four to six hours a day practicing football.  The players and coaches spend a couple more hours a day reviewing film and studying their playbooks during a two month span in spring training, then they play four practice games in pre-season to prepare for the real NFL season.  Next, the players and coaches spend a few hours a day practicing and watching films, five or six days a week, to prepare for one 60-minute game.  They will spend 40 to 50 more times practicing and preparing for the game than actually playing the game.  How skilled in sales would you be if you adopted that regiment?  How about if you practiced even one hour a day on your skills at overcoming objections?  You would become an unstoppable real estate sales person.

If you'd like more help with objections and would like to own flashcards to help you conquer just about every one of them...check out my program "Objection Handling Mastery™" here.

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Bad Weather - Great Production!

Weather can affect the business of doing real estate.  With the east coast typically getting hammered with snow and ice this time of year, most Agents view bad weather as lost revenue.  They cannot meet as easily with buyers and sellers.  All appointments have to be cancelled and moved.  Poor weather conditions can be just the right opportunity to jump-start your production!

If you change your mindset, you can win the game.  Poor weather has a tendency to keep people at home rather than work.  It is the perfect opportunity to call all your past clients or even cold call sphere.  If you increase your prospecting time during a winter storm, you will dramatically increase your leads and appointments for when the storm is over.  You will get more contacts per hour for the same amount of time invested in prospecting.

You can also call FSBOs and expireds during the storm.  You will accomplish two things with this technique.  The first is more of them will be home due to the weather; you will get higher contacts per hour than normal, thus saving you time.  You will also be proving to them that you are still working when most Agents are not.  It shows that you are willing to do what it takes to get the job done.  In the case of the FSBO, they are off the market.  No one can drive by or see the property.  You can simply show them that their home will always get exposure with you.  The weather will increase your competitive advantage over the FSBOs and other Agents in the market.

If you can get around safely, keep your listing appointments.  It shows commitment, initiative, and preparedness – three things the seller clearly wants from all Agents.  The evidence of commitment comes when you show up when the entire world has stopped.  When you get a date and meet it when most would not.  Initiative is shown when you figure out a way to be there.  You had to go through hardship to accomplish the goal.  You show preparedness through being ready for the unexpected situation. Be ready for poor weather that will come year after year.  During my career in sales, I took a lot of listings in the three or four days a year Portland shut down for weather.  I knew I could get around because I was prepared.  If the client was motivated, I was there with no competition for a few more days!!!

If you'd like more help with prospecting and how to increase production ...check out my new book "The Champion Real Estate Agent" here.

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• Prospecting?

• Lead Generation?

• Listing Presentations?

• Scripts & Dialogues?

• Objection Handling?

• Converting?