In This Issue...

• Mega Mastermind Teleseminar - Invitation
• The Case for Expired and FSBO Listings - Huge Revenue Potential!
• The Zone - Are You In It?

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 Case for Expired and FSBO Listings & The Zone. 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 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

"Swanepoel Real Estate
Trends Report"

During the past year, the real estate industry has experienced unprecedented change and significant innovation. You’ve no doubt experienced it first hand.

The key to being successful in real estate, or any other career for that matter, is staying apprised of the trends in your industry. If you can see where things are heading, you can utilize new opportunities before your competition.

• Beating your competition to the next wave of opportunities
• Avoiding fads that could set your business back years
• Gaining valuable insights about revealing strategies you can use right now

Learn More Here

The Case for Expired and FSBO Listings - Huge Revenue Potential!

If you’ve been in the real estate business for any time at all, you’ve probably already sensed that many Agents have a preconceived negative impression of expired listings and for-sale-by-owner or FSBO listings. They act as if these listings represent second-hand goods not worthy of an Agent’s interest and ability. They can also look down on Agents who do work them as being beneath them. As a result, they turn their backs on tremendous revenue potential and literally thousands of annual listings. That’s great news for Agents like you who can reap great success by converting expireds and FSBOs to new listings for your business.

I’d go so far as to make this bold statement: I honestly believe that Agents who work or have worked expireds and FSBOs with successful outcomes are the best salespeople in the real estate industry. They are skillful in sales, time management, prospecting, lead follow-up, presentations, objection handling, and closing. They know how to put their sales skills to work to book appointments, make presentations, and persuade potential customers to become clients. As a result, they make more money and have more listings than Agents who don’t work these two areas.

If any of that sounds like a pretty good path to follow, read on.

Any new Agent with aspirations to climb all the way to the top tier of success in residential real estate should consider working expired and FSBO listings for three good reasons:

1. They’re easy to find. You don’t even have to ask the owners if they’re considering selling. All you have to do is notice the For Sale By Owner ads or signs or scan the MLS files for property listings that expire without buyer offers. As the saying goes, it’s hardly rocket science.


2. They exist in any kind of market condition. You read that correctly. If you’re accomplished at converting expired and FSBO listings, market conditions will have little bearing on your income and success. Here’s why. In a market that is experiencing sluggish sales, buyers are in control and listings move slowly if at all. As a result, a large number of listings expire each day, week, month, and year, providing you with a near-endless supply of conversion opportunities. On the flip side, when the marketplace is robust and listings are moving briskly, sellers enjoy quick sales, high list to sales price ratios, and multiple offers. In this environment, an abundance of FSBOs sprout up. Consumers, due to what they see and read in the media, think selling a home is easy. So they devalue the services of real estate Agents and try to sell on their own, as proven in the go-go years from 2002 to 2005.
   Agents who work expireds and FSBOs can make their businesses bulletproof by simply shifting their listing emphasis to fit market trends – focusing on expireds in sluggish markets and on FSBOs in brisk markets.


3. Working expireds and FSBOs provides the best training an Agent can get. No question about it, if you’re going to convert four, five, or even six expired or FSBO listings a month, you’re going to become a great salesperson. You’ll work hard getting there; I’m not going to whitewash the truth. But the rewards – in terms of self discipline, time management, sales skills, personal confidence, and (last but certainly not least) a whole lot of money – will make the effort well worth the investment.

Securing an expired listing is a pretty simple process that many Agents make more complicated than necessary.

Basically, to win an expired listing you make a phone call or series of phone calls. Yet Agents create complex and elaborate systems involving extensive postcard mailings followed by sales letters and direct mail packages. They jam the owner’s mailbox with cute, clever, and even corny packages, postcards, and letters. They create envelopes that look like they contain express deliveries. I’ve even seen Agent-created mailers shaped to resemble firecrackers which, when opened, reveal the message: Bang! Your listing is dead. And we wonder why people call it “junk mail”.

If you'd like step-by-step training, including the scripts & tools you need for more effective techniques for expireds ...check out my program "Lead Mastery™" here.

The Champion
Real Estate Agent - Book

Now on the Shelves

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

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Full of insider tips, expert advice, and real-world examples from Zeller’s many years as a champion Agent and trainer, this comprehensive career guide presents a complete system for managing your business and time—so you can earn more money and enjoy more of life.

Don’t just get into the real estate game; become an all-star when you learn how to:

• 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

Reserve Your Copy Today!

Click Here to Get My Personal
Tour Through the Book!

The Zone - Are You In It?

When we listen to professional athletes, they often talk about “the zone”.  “The zone” is the place where they can’t miss the basket or all their putts just fall into the hole.  I was reminded of this performance zone a few years ago when watching David Duvall shoot a 59, in the last round, to win the Bob Hope golf tournament.  He truly was in “the zone”.  His longest putt that day was about ten feet.   His mind and body were working together in a masterful performance.

Since there is a zone in basketball and golf, why not in real estate?  What are the steps to enable us to enter “the zone”?   We have all been in it – at one time or another.  It was the day you had a few appointments booked, and they all signed the contract smoothly (at your price and terms) with little effort.  Or the day you were prospecting and every call seemed to end in an AAA lead or an appointment.  We have all had days like that.  The question is how do we get more of them? 

The first step is to develop a pre-activity routine.  If you watch professional golfers hit a shot or make a putt, they will do the same things, in sequence, through the completion of their shot or putt.  If something breaks their concentration during the pre-shot routine, they start all over again.  Basketball players at the free throw line do the same thing.  They bounce the ball so many times, or flex their knees the same way, every time they shoot a free throw.

If you developed a pre-activity routine before you went on a listing appointment, your results would increase.  You could create a checklist to make sure you are following it.  Here is an example of a pre-activity routine for a listing appointment.

1. Review the CMA for 30 minutes before you leave the office.
2. Determine the price you want the listing at (exact price).
3. Practice the objections you expect to come up from the responses they gave you, after you qualified and confirmed the appointment, earlier that day.
4. “Give” your presentation before you leave the office.
5. Select music to listen to in the car that relaxes and focuses you on your task, or review the presentation again.
6. Take control before you knock on the door.

If you develop a solid pre-activity routine, you will find you will enter “the zone” more frequently and with more intensity.  You could develop a pre-activity routine before prospecting, lead follow-up, negotiating of contracts, etc.

To enter “the zone” you must be relaxed.  We are all at peak-performance in our relaxed state.  Often, people think that, if we are under pressure, we perform best.  Many studies have shown that not to be the case.  When you are relaxed, your body works in unison with your mind.  You will be able to evaluate situations more clearly and make better decisions.  Haven’t we all left late for an appointment, had the death grip on the wheel the whole way, and then not performed well on the appointment?  We need to relax to get in “the zone”.  You might try counting backwards from 100 or taking a few deep breaths to slow down your breathing.  Find what works for you and use it.

Develop the skill to be an effective self-coach.  That does not mean you should be the Lone Ranger.  We all need mentors, coaches, and supporters.  To be an effective self-coach, you must believe in yourself.  No matter how the appointment, negotiation, or prospecting session goes or regardless of what happens, you accept that you did your best at that moment and move on.  You are moving on to do the best you can next time.  You are the only one in charge of how you feel at the end of the day.

To be a true Champion, you have to be willing to take the risks and be able to recover from the setbacks.  True Champions are not always right.  True Champions accept that they will make bad presentations and bad decisions, but they learn from them and say, “Next!”

Michael Jordan was one of the best self-coaches ever.  In 1993 when he walked away from basketball, with a world championship and the MVP, to play baseball, the world was stunned.  All the reporters wanted to know what would happen if he failed at baseball.  Michael was always on his own side, self-coaching his belief that he could make it.  When he didn’t, it did not crush him.  He went back to the NBA and won a few more championships.  Develop a strong self-coach and self-belief inside.  Expect to get in “the zone”.  Expect to succeed daily.

For more information on ways to get into the ”Real Estate Zone” ... see chapters 6, 7, 8 in my New Book.

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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

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