In This Issue...

• Mega Mastermind Teleseminar - Invitation
• The Greatest Salesperson - Is It You?
• Guaranteed Growth with Coaching - Got Growth?

Mega Mastermind Teleseminar - Invitation

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 The Greatest Salesperson & Guaranteed Growth. 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 you head off to your training for the week I'd like to give you a personal invitation to, what I believe to be, a rather noteworthy event.

“Discover the answers to the top 10 most burning questions
from over 250,000 Agents in 159 countries!”

To my knowledge this has never been done before to the degree of which we're doing it. We're calling it the Mega Mastermind Teleseminar. Mega sounds rather hyped up, but if you think about surveying over 250,000 Real Estate Agents in 159 countries, I think that's a big enough deal to call it Mega. It's a Mastermind because I'm opening it up to you and all of my faithful Coaches Corner™ Newsletter Subscribers for your input and participation.

We are implementing a new technology that will allow us to collect all of your questions and sort them to determine the top 10 most important questions. We'll be collecting your questions for the next few weeks, and on March 22^nd I'll deliver the answers, complete with solutions, during a 90 minute free teleseminar.

By design, this will not be at all like the other free teleseminars you're used to getting. If you've been a Coaches Corner™ subscriber for awhile then you'll know for a fact that I don't normally conduct free teleseminars, and normally charge at least $167 for a 90 minute teleseminar like this.

Why am I doing this? Well, by conducting this Mastermind group we all learn and benefit from each other. I'll learn the most important questions facing Agents today (which is invaluable information if you're a Real Estate Coach & Trainer), and you'll learn the answers to the questions and some tips to solving them.

So, here's the deal. Assuming you had me on the phone and could ask me any question whatsoever regarding Real Estate, what would you ask me? Type your most important, burning question below:

"If could ask me any question whatsoever
regarding Real Estate, what would you ask me?"

Over the next few weeks my team will tally the results and hand me the top 10 most asked questions. I'll put together the answers; and any appropriate tips, tricks, scripts, tactics, etc that are required to equip you to not only answer the question, but to solve the underlying problem related to the question.

Then I'll deliver all 10 of them LIVE on March 22^nd at 9:00am. You'll be sent an email invitation to participate in the call, and we'll make room for as many callers as our techie guys can handle.

If you know that you won't be available for the call, that's OK too. We'll make an online recording available for you to listen to afterwards.

To your achievement of success in life,


Dirk Zeller
CEO
Real Estate Champions, Inc

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The Greatest Salesperson - Is It You?

The Greatest Salesman in the World, Og Mandino wrote that classic some thirty years ago, and it still sells over one million copies annually.  After reading a tribute to Og, I started to think about what characteristics make a great salesperson. Og had many brilliant thoughts regarding sales and life.  He said in his book, “Live each day as though it were my last.”  He also said, “Be persistent until you succeed.”  Then, after spending time with a few of my nieces and nephews, I realized that we were all at one time the greatest salesperson in the world.  We often embody Og’s above philosophies.  At the age of three, we all had sales skills that were world class.  Our own parents were afraid to take us to the toy store for fear that we would sell them something.  We all possessed three important skills to make the sale: persistence, creativity, and the ability to ask one question after another. I think most of us lose our “sales skills” in our junior high and high school years.  These are the years when we are really concerned about what others think and how they feel about us.  These are the self-conscious years of life when we are really trying to avoid any kind of rejection in our lives.  But we could all improve our sales performance if we could turn back the clock and reclaim these three skills.

As small children, we all had the ability to ask a continuous stream of questions.  Our questions were rapid-fire, coming one on top of another at a dizzying pace.  I think we were trying to confuse the prospect.  But we were also able to ask very simple, direct questions without worrying about rejection.  If I had a dollar for every time my niece asked me “Why?” in a three-hour period, I would be able to retire.  “Why?” seems to be a favorite question of the under-five set.  We should all be so bold.  “Why do you feel your home is worth $15,000 more than other recent sales?”  “Why are you offering $20,000 less than the true market value?”  “Why, Mr. Co-op Agent, did you write the offer this way?”  These are all “why” questions that any three-year-old would use in our business.  The “why” questions help you ferret out the reasons behind the decisions.  It is easier to show the client, prospect, or other Agent an alternate approach if you know the reason behind the approach that has been taken.  Focus on finding the why.

The childhood ability to ask questions was coupled with great creativity when it came to getting what we wanted. We would ask the same question from different angles.  We would try the same question on different people; involve our siblings, aunts, or uncles; and work to recruit allies to our cause. We would seek to get one of our parents to commit, and then use that commitment to bring the other parent to the desired decision. When one approach didn’t work, we would try another.   With an object in view, our creativity knew no limits.  As adults, we learn from experience that some sales approaches work better for us than others.  But we can get stuck in the method that usually works best and be unable to make the sale in a situation that is an exception to the rules we have learned.   On a listing appointment, there is often one person that is easier to get an agreement with than the other.  Find that person, and use them as an ally.  Get an agreement with that person first.  They will actually help you sell the other party.  Remember, they have more experience getting an agreement with the reluctant person than you do.  In most cases, they have been doing it for years.  Childlike creativity can allow you to make opportunities out of what would otherwise be dead ends.

When creativity didn’t work, we pulled out the big gun -- persistence.  We were singularly focused on the result.  We would spend hours, days, weeks, even months asking for the order in the face of great opposition and even the possibility of punishment.  We were in a battle of wills, and we were going to win; we had no intention of taking “no” for an answer. We were determined to get the desired “yes,” even if it meant wearing down the opposition over an extended period of time.  Not every prospect becomes a client on the first encounter.  But, too often, we are afraid to try more than once, even though no prospect has the power to send you to your room.  The worst thing that can happen is another “no,” and with a child’s focus and persistence, you may turn that “no” into a “yes”.

Long ago, we all had these three techniques, and we used them skillfully.  We lost them later in life, but they don’t have to be lost forever. Take a cue from your children or nieces and nephews.  Use their skills of questioning, creativity, and persistence to your advantage.  Then you will truly become, as Og Mandino wrote, the greatest salesperson in the world.

If you'd like step-by-step training, including the scripts & tools you need for more effective closing techniques ...check out my program "Convert & Commit the Buyer Every Time!™" here.

The Champion
Real Estate Agent - Book

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A proven plan for peak sales performance—and a better life!

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• Supercharge your sales and commissions
• Use Zeller’s unique referral strategy to turn effort into income
• Develop trust and credibility with customers
• Design a custom business plan that fits your life and goals
• Generate multiple streams of income

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Guaranteed Growth with Coaching - Got Growth?

Many Agents today are working longer hours to keep on the treadmill of life.  They are delaying, or scrapping, long-range focus in the marketing and prospecting business system arenas.  They often are neglecting their time investments for their health, families, and self-development areas of their life.  They are spending a tremendous amount of time working on their business.  They are truly an employee of their real estate business, rather than the owner, CEO, and visionary of their multi-million dollar sales company.  To be an owner means you can walk away for a vacation with your family and the business continues to turn out your product.  Your business continues to earn an income for you while you are lying on the beach.  Is the huge price being paid worth the results?  Can one grow with balance?

Real estate Agents are starting to employ the same strategies used for years by the best athletes, entertainers, and business professionals.  They are hiring a coach.

We live in a time when there is an abundance of information.  We can attend seminars, listen to CDs, and read books.  We have more resources for growth than any other time in history.  There is one crucial barrier to utilization of the knowledge you have even now.  It is action, or an implementation strategy.  Someone to hold you accountable for the implementation of the new idea, or development of the new skill needed.  The guidance for creation of the new streamlined system.  The step-by-step strategy of implementing the “Disciplines of a Champion”Ô.

A coach has one other important focus.  Coach, Tom Landry, put it best, “A coach is someone who tells you what you don’t want to hear, and has you see what you don’t want to see, so you can be who you have always known you can be.”   A great coach will shrink the gap between where you are and the true potential that is inside you.  If you are not achieving your full potential you are a prime candidate for coaching.  To be successful, a coach must be passionate about your success in life.

Selecting a coach in your specific field creates a greater impact.  My years of success in selling real estate have enabled me to impact my clients more directly.  Since I have been in similar situations that my clients are currently facing, I am able to help them understand the situation quickly.

A coach will do five specific things to guarantee growth:

• Create a higher level of understanding:  You will know your business at a deeper level than before.  You will understand the components and ratios that make up your whole business.  If you don’t know where you are, and the activities that got you there, you will struggle to move forward.  The path will always be treacherous because often we don’t know the path we are on today.

• Clarify your vision:  Do you know what your business will look like in five to ten years from now?  Creating a strong vision for your multi-million dollar sales company will help you develop a new passion for the business.  If you don’t know where you are going, then how will know when you get there?  I see a lot of frustrated, unhappy Agents nationally.  Unhappiness is defined by not knowing where you are going and killing yourself to get there.

• Strategic plan development:  The plan starts with the vision; it then encompasses your goals, and moves to the smaller bite size pieces.  Your plan needs to be broken down from the big annual goal, to quarterly, monthly, weekly, and daily disciplines, or into specific activities that will ensure the long-term vision.

• Stay on track:  A good coach will motivate, inspire, teach, and hold you accountable to your vision and goals.  He will not only help you focus on the daily activities, but also the big picture and the long-term vision for your company.  He should also hold you accountable to achieve success with balance.

• New ideas and sounding board:  A good coach will challenge you with new concepts and ideas to transform your business.  He will also be a solid sounding board for your new ideas and strategies to move your business forward.  A coach can be objective and non-emotional in the decision making process.

If we are to continue to learn and grow, we need to be continual learners.  We must become master-students of ourselves.  We need to study our strengths and weaknesses.  We must clarify our desires and passion for our life.  Then create the plan to seize opportunities.

The true key to success is through action and implementation.  Think about where you are going and if you are fully equipped to get there.  Do you have the tools ready to put into action?

For more information on how coaching can help you obtain guaranteed business growth, invest 10 seconds of your life & fill out the form below.

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I Want to Learn More

Teleseminars
• Prospecting is Still the Best Answer
March, 13th

Champion Performer Series
• Champion Agent's Buyer Interview

Get Dirk Zeller’s Award Winning Books and Download Real Estate Champions PDF Ebooks!

The Champion Real Estate Agent Now In-Stock!
Here First!

by Dirk Zeller

Success As a Real Estate Agent For Dummies® Dummies Now In-Stock!
Here First!

by Dirk Zeller

Your 1st Year in Real Estate: Making the Transition from Total Novice to Successful Professional

by Dirk Zeller

• Prospecting?

• Lead Generation?

• Listing Presentations?

• Scripts & Dialogues?

• Objection Handling?

• Converting?