In This Issue...

• Words from the President
• Competitive Positioning Defined - Truthfully!
• Daily Deposits in Yourself - That Improve Your Life!
• Building Your Champion Team - The Right Way!

Words from the President

With all of the changes and challenges agents have been experiencing in the first half of the year, we at Real Estate Champions have been extremely busy helping agents expand their businesses.

We have crossed the half-way point of 2007.  The question is how are you doing?  Are you on track to your goals?  I was on a coaching call yesterday with one of my clients, and we were adjusting her goals upward for the third time this year.  She has taken her market by storm, and in a marketplace that is clearly degrading, she is on track to increase her income by more than $25,000 over last year!

The time is now to review your business plan to see if you are on track.  You also must evaluate your prospecting activities in terms of actual production versus your goals.  How’s your listing inventory in terms of numbers and quality?  Do you have the best priced inventory in the marketplace?  If you need to adjust prices, do it now . . . don’t wait.

The production year of 2007 really ends on November 30th.  If you don’t have the transactions in pending by then, you won’t close them before year’s end.  We really have five months left to earn your revenue goals.  Don’t delay . . . take action today to ensure you will achieve your goals.

I have personally been holed up for the first half of this year writing a new training program, coaching programs, and building video programs.  You will see an ever increasing amount of cutting edge tools, techniques, skills, and strategies to improve your performance and income as the year unfolds to its conclusion.  As a loyal reader of Coaches Corner, you will be one of the first to hear about what’s new.  I urge you to make the commitment to read Coaches Corner each week.

I am in the final push right now to finish writing my second book of 2007!  We will be shipping the book The Champion Real Estate Team by the middle of October.  For anyone who has a team or wants to build a team in real estate, it’s a must read.  Be watching for a sneak peak in the next few weeks.  Shortly after The Champion Real Estate Team hits shelves, Telephone Sales for Dummies will be released in early December.  I am just finishing the last few chapters of that book now.  I know this book will raise the level of salespeople who use the phone to book appointments, build relationships, make presentations, and complete sales.  As a real estate agent, you fit the description of each of the above activities.  You will also find Telephone Sales for Dummies to be an effective training tool.

To your achievement of success in life,

Dirk Zeller
CEO
Real Estate Champions, Inc

P.S. The three areas that we'll focus our time on today are Competitive Postiting Defined, Daily Deposits in Yourself, and Building Your Champion Team. Any of these articles could help you change your life in 2007 if you'll read, absorb, and use the information. I challenge you to take a few minutes of your time to read this material. If you don't have time now, print them out and take them with you to read between appointments.

"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

Competitive Positioning Defined - Truthfully

Ask most agents how they’re different or better than their agent colleagues or competitors, and get ready to hear either a whole lot of hemming and hawing or a lineup of platitudes about how they care more, work harder, make clients happier, whatever.

What you’ll rarely hear is a summary of how the REALTOR® is statistically more effective than other agents or how that statistical advantage translates into a strong position in the overall market and a dominant position in a particular market niche.

If you don’t know how you stack up against your competitors or how your performance is different or better than average, take comfort in the fact that you’re certainly not alone. It amazes me how even very successful agents often can’t define their competitive positions.

In a sentence, your competitive position defines how your real estate practice is better than all others in some unique and meaningful way. It might be that you’re dominant when it comes to selling ranch-style spreads. It may be that you excel in high-end or low-end properties or properties in a certain neighborhood or design category.

In all cases, your competitive position must be real and defensible, which means it must be based on statistics.

The best agents – the most powerful, experienced, high-volume agents ­– share a single advantage: They know the statistics of their market, their own performance statistics, and their statistical position in the overall marketplace or in a particular niche market area.

Recently, I was on a coaching call with a powerful agent in the San Diego marketplace. Her business was going great, but she was looking to the future and planning how to grow to an even higher level.

She had compiled her sales statistics, and we took some time to analyze her performance, define her position, and create a marketing strategy to build upon her competitive advantage:

• Performance: In 2005, 56 homes were listed and sold in one of her market niches. Of those, 17 (or more than 30 percent) were her listings; her nearest competitor listed two. By listings alone, she was 8.5 times more successful than any other agent in her competitive sphere. She also sold more homes in her niche than anyone else. Her closest competitor was a company of 75 agents that listed and sold five homes.

• Position: It didn’t take long for the numbers to prove that she owns a dominant position in her market niche. She knew she was strong, but until she did the math, she didn’t realize just how strong a position she’d staked out. By the end of our call, she had the facts she needed to position herself as the Emerald Heights real estate expert.

• Marketing Strategy: Emerald Heights includes 700 homes. Annually it sees an ownership turnover of 8 percent, which means that somewhere between 50 and 70 homes are bought and sold each year almost as predictably as clockwork. To increase her income, my client knew she couldn’t just convince more people to sell. Her revenue growth would need to result from winning a greater portion of the existing business in the market, and that’s what she’s prepared to do. She plans to grow her slice of the pie (which is called “market share”) by taking listings and sales from other agents. By presenting herself as the regional expert – with the indisputable statistics to back the claim – she’s ready to attract an even greater number of qualified leads and convince an ever-growing number of clients to select her services based upon the proven advantage she offers.

If you'd like step-by-step strategies & tactics for Positioning (including over 40 Scripts & Dialouges) check out my training program "Creating Market Dominance!™"... 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!

Daily Deposits in Yourself - That Improve Your Life!

What is the most important asset you own?  Is it that wonderful home you live in?  Is it the beautiful car that you drive to and from your listing appointments?  Is it your investment account of stocks?

We spend so much time investing in money and the tangible things we are trying to acquire in life that we fail to recognize the most important asset we own.  Your most important asset is not your money . . . it’s you.

How much time and money are you investing in you?  Do you have a set time every day to invest in yourself?  Are you making daily deposits in you?

There are a couple of key areas in your life that you should make daily deposits into.  Each of these areas is essential to building a better you.

• Physical:  We need to move physically daily to be at peak performance.  There have been quite a few studies showing that our American society is more over weight than ever in our history.  We ultimately eat too much and move too little.

How do you rate yourself physically?  Are you on track or off track?  What do you need to do to get back where you should be?  What do you need to cut out?  What do you need to add to your diet and exercise routine?  Make a decision and a commitment right now to begin.  Write down right now when and what you are going to do to change your physical attributes.

• Relational:  This asset of being able to interact with other people is truly a blessing.  We often fail to invest the necessary time, energy, and love to create growth and abundance.  Even the plants in our yard need attention to bring forth the explosive blooms we enjoy.  Unfortunately, sometimes we can pay more attention to our plants than we do to our children, spouse, or significant relationships in our lives.  My question is, are you on the mark with your relationships?  Is there someone who needs more water and fertilizer in your life?  What are you going to do about it?  When?

• Spiritual:  I truly believe we are spiritual beings.  Our spirituality can be the first part of our life to become neglected.  The reason is we don’t have someone saying, “Pay attention to me.”  Your body will often tell you when your clothes don’t fit.  Your spouse or children often speak up when they are neglected.  Many times spiritual beliefs will just let us stray.  They don’t cry out, “Pay attention to me!”  When we wake up later dramatically off the track in our spiritual life, we will say, “How did I get here?”

• Mental:  The asset of our mind is incredible.  We have been blessed with incredible capacity.  Most of us are just using a small percentage of our capacity.  I truly believe the goal for each of us is to play the game of life to the level of potential that we possess.  We have all been gifted with vast untapped resources.  What are you doing to mine those resources regularly? 

Building Your Champion Team - The Right Way!

I have shared with you my long version of what a Champion Team is.  The truth is it matters very little what my definition is.  The true question is what is your definition of a Champion Team?  To be successful in life, we all have to affix the target.  In order to hit our objectives, goals, and dreams, we have to know what those objectives, goals, and dreams are.  You have to be willing to ask yourself the tough questions to get at the right answers.  You have to get out of the answers and into the questions.

Champion Team Rule – The right questions lead you to the right answers.

My belief is that, in life and business, the questions are more important than the answers.  There is a connection between the right questions and the law of cause and effect.  The law of cause and effect states that certain causes repeated over time will produce certain results for the effort.  Eating five Big MAC hamburgers and five large fries a day without exercise will lead to weight gain, high cholesterol, high fat, heart disease, and premature death.  The same is true with the right questions asked to oneself.  If you ask the right questions, you will discover the answers.  Let’s look at a few personal questions you must deal with to start defining the pieces of your Champion Team.

• What are my strengths?
• What are my weaknesses?
• What new behaviors do I need to embrace to achieve a higher level of success?
• What are the key abilities I need to possess to unlock my true potential?
• Why am I not taking the action I need to take?

You have to be willing to look at yourself first before you can start the process of defining your Champion Team.

Champion Team Rule – Champion Agents and Champion Teams are most honest with themselves about where they fall short.

Let me help you establish a target for your team.

• Where do you want to be in five years in terms of units, volume, income, and net profit?
• What’s the mix of business sellers and buyers in units, volume, income, and net profit?
• What sources are you going to use to generate the business (i.e. referrals, marketing, internet, expireds, etc.)?
• What percentages will each source produce?
• What does your team need to look like in terms of people, skills, and positions to produce the above results?
• What will you need to do personally to build this team?
• What will you need to do to maintain it once you have arrived?
• What other outside resources could you use to help you accomplish the above goals?
• Where do you think your biggest challenges will come from?
• Why do I want to build a team?
• What will it do for me and my family?
• I accomplish it . . . now what?

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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I Want to Learn More

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

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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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