In This Issue...

• Words from the President
• Setting the Stage for Expectations - Secret to Your Value
• Questions for Success - Winners Ask Themselves
• Accomplish Team Training Through Monkey see Monkey Do - O.B.T

Words from the President

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

The three areas that we'll focus our time on today are Setting the Stage for Expectations, Questions for Success, and Accomplish Team Training Through Monkey See Monkey Do. Any of these articles could help you change your life in 2007 if you'll read, absorb, and use the information.

Before you get started, I'd like to take a moment and highlight one small change to Coaches Corner™ that we've made. This will likely carry on through out this year. We're increasing our article content by 33% by adding another article to the newsletter.

Why the change?...you might ask.

Well, there's been a lot of buzz in the industry over the last several weeks about Real Estate Teams. One thing you may not be aware of is that we here at Real Estate Champions, Inc have been coaching clients to build Real Estate Teams since 1998.

We've coached them on how to build them (sometimes from scratch), grow them, sell them, and how to use them as a path to retirement. So, we've got more than enough experience in this area to be called an authority on real estate teams.

Also, I've recently contracted with McGraw-Hill to publish a new book, "The Champion Real Estate Team" (due out Fall 2007). I'm actually wrapping it up right now and will be submitting it to the editor shortly.

In an effort to help meet the need for information regarding building a Real Estate Team, I've instructed my team to 1) assemble a pre-release version of a chapter out of my new book as the "The Champion Real Estate Team Guide" and 2) begin releasing article excerpts from the book here in Coaches Corner™. You can get an instant download of the guide here.

I hope that you'll invest a few minutes of your life with me today and that the information you gain from Coaches Corner™ proves to be a blessing to you and your career.

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

Setting the Stage for Expectations - Secret To Your Value

I truly believe the secret to a significant part of a REALTOR®’s value to clients is setting the stage for expectations. Most sellers think that an agent’s real work involves finding the right buyer, and most buyers think that the agent’s real work involves finding the right house to buy. In fact, the real work involves bringing the deal to a successful close.

The public doesn’t see the gyrations that go into reaching contract agreement and closing the deal, but if that step goes awry, no other step in the real estate sales process matters.

The process of negotiating a deal involves fiduciary responsibility, market knowledge, client relations, and enormous skill and tact. Sometimes success means your client is the one selected over other interested parties to buy a particular home. Sometimes it results in a negotiated reduction in a home’s sales price. Always it reflects the realities of the market and the best terms and conditions the buyer and seller can achieve.

There are rules of negotiating, starting with knowing all there is about the market environment, so you can convince your client to accept terms and conditions you believe are the best to be had at the present time, based on current market conditions. Often, that persuasion needs to be administered to a less-than-enthusiastic client who was hoping for a better outcome. The following helps you prepare for the task.

At the listing presentation or the buyer interview consultation, after you have gained commitment from the client through a signature on the contract, take a few minutes to outline the next steps. Cover the following two points:

• Briefly describe how you will work to represent your clients’ interests when it comes to negotiating and closing their transaction. I always used this final discussion to explain that my typical approach was to handle negotiations during an appointment in my office.  I explained that, as an alternative, I would fax copies to each party prior to a phone meeting during which we would review the documents. I found these two approaches to be most convenient for my clients and most time-efficient for me and for them. By explaining my process in advance my clients knew exactly what to expect.

• Advise your clients to expect that most initial offers will come in below the asking price. I always told my clients that they should expect a below-list price offer; that I rarely saw a transaction that didn’t require a counteroffer. This adjusted expectations and averted disappointment.

Your objective is to set the stage for the negotiations that lie ahead. Preparing your client for what’s in store is an imperative final step that will save you time, emotion, and energy in the future.

Great real estate agents set an optimistic tone and create an expectation that all parties will work together to achieve a negotiated win/win outcome for all involved. This means that the seller and the buyer both need to feel as if they won in the final transaction. The agents for both parties need to feel they won, as well, not just in terms of commissions earned but also in terms of feeling that they earned the satisfaction of their clients. 

When a marketplace becomes unbalanced, it’s harder for all parties to feel they won. Most of North America has experienced an unbalanced real estate environment over the past few years. The inflated seller’s marketplace left buyers feeling that they were at a disadvantage in sales transactions. They had to act quickly, pay more than the asking price, and assume more risks, such as released earnest money, no inspections on the home, and no contingent sale offers. Fortunately, we are exiting that arena and entering back into an environment where win/win outcomes are more possible and probable.

One of your jobs throughout the transaction is to serve as a calming influence.  When emotions run high ­– as they are sure to do ­– be the one to remain focused on the outcome and to settle the buyer, the seller, and all involved agents back down.

If you'd like step-by-step strategies & tactics for Buyer Conversion (including over 45 Scripts & Dialouges) check out my training program "Convert & Commit the Buyer Every Time!™"... check it out here For help with Sellers and setting their expectations see "How to Create & Deliver a Dynamic Listing Presentation!™"... check it out here.

If you're tired of fighting for every listing and would rather have a system that takes you completely through the entire Listing Process, so that you walk out with the listing contract signed, you've got to check out...

How to Create and Deliver a
Dynamic Listing Presentation™

Get the Listing Every Time with these Step-By-Step Instructions, Forms, Handouts, and Scripts.

The difference between getting the listing and walking out with "We'll think it over and get back to you" is all in your listing presentation. If you walk in with Dirk’s time-tested & proven (by 1000's of Agents) listing presentation, you’ll walk out with the listing.

What would your life be like if you had all the winning scripts and dialogues to help you nail the listing presentation every time? Even better than that, what if you had the right seller handouts and scripts to help you get the listing presentation appointment?

The 'How to Create and Deliver a Dynamic Listing Presentation™' Series will teach you how to:
	• Get Control of the Listing Appointment from the Start • Ask the 9 Critical Questions Every Listing Agent Must Know • Qualify Like a Master Listing Agent (Save Tons of Time) • Use a 5 Step (60 Day) Action Plan for a Perfect Listing Presentation • Use the Master Coach's Top-10 Presentation Evaluation Questions • Discover the Secrets Hidden in Your Prospect's Objections that Will End Your Fear of Objections Forever • Defeat Every Seller Objection in 6 Steps • Use 10 Questions to Isolate the Seller's Objection • Find the REAL Reason Behind a Seller's Objection • Plus much more, including 60 pages of tools, handouts (the same ones Dirk uses), scripts, and dialogues you can use as your own.
You'll receive:
	• 4 Audio CDs • 1 CD-ROM Workbook

I Want to Learn How to Get The Listing on the First Appointment Every Time!

Questions for Success - That Winners Ask Themselves

I was looking at the three most important questions winners ask themselves on a daily basis.  These are the questions we need to evaluate for short-term and long-term success.  They will help us produce the fruits of life.

Question #1: What do I want?

This question truly is the most difficult one out of the three.  This question stops most people from moving forward in their life.  They have never determined what they want in concrete terms.  Therefore they never achieve it.  What is it you want?  This question should be answered well by your life plan.  Do you have a life plan?  When was the last time you reviewed your life plan?

Every one of you can have what you want in life.  You have the God given talent and abilities to achieve it.  The question is what do you want?  Benjamin Disraeli said, “A human being with a settled purpose must accomplish it, and that nothing can resist a will which will stake even existence upon its fulfillment.”

Question #2: How am I going to get it?

Once you know what you want the next step is to create a plan to achieve it.  Planning is an important step towards efficiency.  We must focus on efficiency of our time and resources.  By planning we save a great amount of time in executions.  There is an old saying: For every one-minute of planning, we save ten minutes in execution.

Don’t move back and forth from planning to execution.  Complete the planning process and then move into execution.  The constant shift between the two often bogs us down.  I have watched a good friend of mine do this for the five years that I have known him.  He is always looking for the magic answer, the latest get rich quick scheme.  If he would have set a path and then made a plan to stay on the path; he would be financially set by now.  Remember, set the plan then work the plan.

Question #3: When am I going to do something about it?

When do we start?  Start…NOW!  Don’t delay, start today.  There will never be the perfect time to start.  To coin a phrase, just do it!  The biggest waste of time in life is from the moment we know we need to start to when we actually start.  Implementation separates massive success from the result.

If you'd like to learn more Real Estate Agent Success Principles, buy my book "Success as a Real Estate Agent for Dummies^®"... check it out here.

Accomplish Team Training Through Monkey see Monkey Do - Observed Behavior Training

Most of the learning we do in life is from observed behavior.  This observed behavior happens in all environments from work to home.  A few months ago, my wife, Joan, came to me because of observed behavior that Wesley, my five-year-old son, picked up.  Joan was driving home from errands with Wesley in the car.  She was following slow moving cars in front of her, and Wesley asked her why she was going so slow.  Joan told him she couldn’t go any faster because there was a car in front of her.  Wesley asked her, “Why don’t you just honk the horn; that’s what Daddy does.”  I was busted!  In Wesley’s mind, due to observation, he learned that a slow moving car means you should honk the horn.

Your staff, especially the sales staff, will learn from you through observed behavior.  They will learn how to prospect and how frequently they need to prospect and the duration in terms of time that they must prospect.  They will learn how valuable leads are to your team, how to treat leads, and what to do with those leads.  They will also learn what the standard of performance and expectation standards are through observed behavior.  Your team will be able to observe how closely you are really monitoring them.  They will observe if there is consistency in your rhetoric and your actions. 

Champion Team Rule – People will only do consistently what you expect and inspect.

If you are unwilling to set clear expectations and inspect the progress and inspect the results, the outcome for your team will be far less than your goals for the team.  If they know what is important to you and your business, and they know that you are watching or monitoring them, your probability of success increases considerably.

A word of caution, they won’t react favorably to, “Do as I say, not as I do.”  If you want them to prospect consistently, you will have to set the personal example of consistency in this area.  They will need to see you prospecting and making sales that link to your prospecting activities.  For them to work the leads, treat them as valuable, and qualify them effectively, they will need to see you doing the same.  If you want them to have a sense of urgency with the leads, you will need that sense of urgency in dealing with them, as well.

If you'd like more information on how you can build your own real estate team, get your free copy of "The Champion Real Estate Team™ Guide"... here.

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Real Estate Champions is committed to partner with you to create abundance in your business and life.

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I Want to Learn More

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Champion Performer Series
• Determining a Home's Ideal List Price

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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

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