The 90-day sprint is here. We are in the final lap of 2008. We are also in the first lap of 2009. Your ability to finish strong in 2008 will directly affect your first quarter in 2009. Take a few moments this week to look at what you want to accomplish in 2009. Decide how much of an increase you want in production.
I was reading a quote from one of my favorite speakers, Jim Rohn. He said, “Never begin a day until it is finished on paper.” We must spend the time to plan the outcome that we want. It’s never too early to start for next year. How you finish in the last quarter of this year determines how you start next year. Make sure that you don’t have to play catch up next year.
If you want to achieve your goals for 2009, you need to start focusing on making this next 90 days a success. But not only is your timing important, you need to have the right plan in place.
What if I told you that you could now get access to the exact same business plan that 84% of my clients used to have their most productive years ever in 2007? Or the same one that one of my clients used to increase his income $100,000+ per year for numerous years?
Well, for years it's only been available to my coaching clients, but after seeing a huge need for it in today's marketplaces, the plan is now available to the general public.
Once you grab your copy, I'll walk you through all the strategies, systems, tactics, and even some closely guarded secrets that I give all of my clients. You'll have everything you need to essentially guarantee that you'll achieve your goals next year.
The next 90 days are the most important for your success in 2009, so make sure to get started today so you don't have to play catch up next year. Take a look now at how you can guarantee your success in 2009 by clicking here.
To Your Achievement of Greater Success in 2009,
Dirk Zeller, CEO
RealEstateChampions.com
P.S. Have you started to seriously plan for 2009 yet? Do you want to find out how you can grow your business by 313% and
reduce your costs per transaction by 40% next year? Click here to find out how!
P.P.S. We are now officially opening up our forum to the general public! It's still in the early building stages, but we hope that you'll help us create a community where Agents can share ideas about what is working in today's marketplaces, and really come together to help each other become Champions. Take a look here (and make sure to sign up and post!): Click Here to Visit the Forum!
If you're tired of bouncing through your Real Estate Career with Yo-Yo Production Numbers and finally want to take control of your own Real Estate Success, it’s time that you check out:
"The REALTOR®'s Ultimate
Business Planning Kit™"
I am really excited about this program for two reasons...
#1) Most Agents (less than 5% of the several thousand I’ve met) never construct a firm business plan to execute in their business. That’s right! A majority of agents only have a few loosely held goals, wants, or even just dreams of what they hope to do with their business. I now have a chance to solve the #1 reason why most Agents fail to achieve a high level of success in their businesses...
#2) The second (and my favorite reason) is that I've teamed up on this program with one of the best minds in real estate. This man (who I'll reveal to you in the program) is truly one of the best real estate agents and business owners in the world!
When he and I met about eight years ago... Click Here.
The
'REALTOR® Ultimate Business Planning Kit™'
Series will teach you how to:
• How you can build your Real Estate Business into an asset that can be sold in the future •How to play the odds in your favor like a casino - you too can become the house •Why spinning the lead generation odds will lead to better income, results, and time off with your family •How to determine & then double your hourly rate which in turn will reduce the number of hours you have to work to make the same amount of money • The #1 way to change the odds of success in your Real Estate Business • Why most agents suffer from “lead bulimia” • 3 Keys to overcoming the hurdles that litter the small, narrow, rocky pathway to super success • 4 Rules of Business Expansion and how to apply them to your business • The largest opportunity in Real Estate today that 87% of Agents completely missed last year • How one simple strategy increased my client’s market share by over 49% in the toughest real estate market in 10 years. • How you can transform your thinking, actions, execution and planning to the level of a successful business person • Three steps to easing the rapid process of real estate market change • The right way to plan your own financial independence
House Clean-Up and Presentation Preparation Checklist
Task
Recommendation
Cleaning
Hire professional cleaners to eliminate odors from pets or smoking, clean carpets, polish wood floors
Other:
Interior Walls
Repaint to achieve a neutral, broadly accepted, contemporary color scheme; tone down bold colors
Repaper or repaint to eliminate themed rooms that limit usability
Other:
Interior Hard Surfaces
Replace dated carpets
Replace dated counters with light, bright surfaces, focusing efforts on key areas in which owners spend the most time
Other:
Exterior Paint
Repaint to eliminate chipping, blistering, or peeling and to achieve a neutral, contemporary color scheme
Repaint fences and railings if necessary
Other:
Landscaping
Thin or limb large trees on mature lots
Plant annuals to add spot color
Reseed or re-sod lawn
Add dimension to flat lots with berms, plants, and rocks
Other:
Clutter Removal
Rent chop box or dumpster
Rent storage unit
Clear out old, unused, outdated belongings
Pack up and store accessories and knick knacks
Dismantle walls of photos, leaving only a few good-quality framed pictures as decoration
Remove most small appliances from countertops, leaving only ones you use on a daily basis
Remove items from bathroom vanity
Remove items to open space in closets
Other:
Traffic Flow
Remove small pieces of furniture that restrict walkways
Remove large pieces of furniture that crowd spaces
Other:
Home Defects
Repair defects or be prepared to provide compensation to buyers
Garage
Move storage and out-of-season items to a storage facility
Hang bikes and other equipment from walls or ceiling
Install storage cabinets
Prepping the Interior of the Home
Once prospective buyers are through the door, you need them to be greeted by a good first impression. Help sellers achieve the lightest, brightest, and largest interior look possible by taking the upcoming advice to heart.
We all have too much stuff. We have kids with toys that are broken or they don’t play with anymore. We have clothes that hang in closets for years while we await the miracle slender drug. One of the reasons homes over the years have grown in size is because we need more and more room to put our stuff.
To help sellers prepare their home interiors for showing, get them to take two initial steps:
The first step is the most draconian. Get them to rent a drop box or large dumpster and throw away anything they haven’t used in the last six months. In fact, you might benefit by doing the same thing in your own home.
Do it now before you have to move long-forgotten relics to a new home where they’ll probably remain unpacked for years to come. I remember moving five boxes of dried flowers that Joan had intended to create arrangements with. From home to home those boxes went with us, always untouched and ready to be carted away in the next move. Conversely, again and again she moved three or four boxes of racquetball trophies that she had banished from the home when we first were married.
You and your sellers will be amazed at how invigorating it is to have that drop box in your driveway for a weekend. It’s almost like a game to see how far and how fast you can fill it to the top. For most people who’ve lived in the same home for a while, it won’t take long.
The second step is to convince the sellers to rent a storage unit. Even after filling a dumpster to the gills they may have things that should be moved out of the house even if they don’t want to move them out of their lives. A storage unit provides an inexpensive, readily available solution.
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How Effective Is Your Listing Presentation
How effective are you when you are face-to-face with your clients on a listing presentation? Do you get the signature quickly and efficiently at your desired price? What do you really sound like to your clients?
These are all valid thoughts regarding your presentation. Do you know of any sports teams that don’t watch films of themselves and their opponents? Athletic teams and individuals are constantly evaluating their performance by viewing videotapes of the game. Have you ever videotaped your presentation? If you want to be truly professional, you need to take the step to record at least an audio version of your presentation.
Make the commitment to record your listing presentations.
Buy a small digital recorder that you can use to create a CD, so you can listen to it in your car.
Prepare a statement to inform your clients why you are recording the conversation and how it benefits them.
“Mr. and Mrs. Seller, I am taping our conversation today for two reasons. The first is to help my team members and me follow through on each and every thing we discuss regarding your desires and our commitments to you regarding the sale of your home. The second is that I am constantly working to improve my skill in selling real estate, just as a golf professional at the top of his game continues to study his swing. My speaking and selling skills are like my golf swing. By working to be the best, I become even better able to serve you, my client.”
Listen to the recordings! This is truly the most difficult part. For some of you, it will be one of the most painful experiences you have had in some time. The value to your career, however, will be immeasurable. You will find out a lot of things that you are doing right. You will find out a few things that you are doing wrong.
By listening to the audio, you will increase your confidence because you will know what your strengths are. You will build stronger rapport with your clients because you will know the areas in which you need improvement.
The recording will also reveal where you are wasting time in your presentation. The listing presentation can almost always be more effective if done in less time. No matter how good you are at the listing presentation, you will find that you talk too much and don’t ask enough questions.
Evaluate yourself. The key is to ask questions:
What are two or three things I did well?
Did I listen to my client’s concerns?
How much time did I talk?
How much time did my client talk?
Did I stay on track during the presentation?
What is one area I could improve on?
What did my client get most excited about?
What steps do I need to take to stay on track better?
Give the tape to a mentor or associate who will listen to and review it. Ask for an honest evaluation. Tell your reviewer what to evaluate. Receive the feedback and make the adjustments that are necessary.
It takes a courageous person to record presentations and review them. There is always a difference between the truth and our perception of the truth. It takes courage to look the truth in the eye and look for ways to improve.
The old saying that we always make three presentations is a valid one. The first presentation is the one we make on the way to the appointment. Then there is the actual one that counts. Finally, we make the best one on the way home, when we replay the presentation and get a chance to answer the questions we missed and to make the best responses. If you record your presentations, soon your best ones will be made in the moment that counts – in front of the client.
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Attitude is Everything For a Buyers Agent
When faced with the decision of new or experienced, I often coach clients on evaluating the attitude of the individual. What is the attitude and character of the individual? Do they have a pleasing, positive attitude? Do they possess the work ethic that is necessary to succeed? Are they willing to receive your coaching and counsel? Do they have the ability to hold themselves accountable to a set standard? Are they willing to work inside your team?
These are all areas that a Champion Lead Agent must evaluate to raise the odds of success through just-hired Buyer’s Agents. These evaluations must be done whether the Buyer’s Agents you are considering are new or experienced. There will be some rocky roads ahead that you will take together even if you hire someone with tremendous attitude and character. All your staff can go through attitude problems periodically. This is especially true for the sales position staff. Their friends, spouses, family, prospects, the marketplace, and other staff members will be influencing them on a regular basis.
I had a wonderful Buyer’s Agent who had a tremendous attitude, but over time her attitude deteriorated to the point that I was forced to terminate her. I later found out that it was a friend in her life that was influencing her by telling her that I was taking advantage of her; that she could be out on her own making more money. When she went out on her own, she failed miserably in short order. We ran into each other about a year later. She was almost out of the business and was desperate. She admitted to me that her friend influenced her badly and that she was no longer in contact with that friend. She asked me boldly for the opportunity to come back and be on the team. After a few more discussions and prayerful evaluation, I offered her an opportunity. She came back to do a marvelous job because the attitude and resentment were gone. She really was grateful for the second chance. I was grateful to have another talented individual on the team.
Behavioral change in attitude is the most challenging change for a human being to complete. Because attitude is fundamentally a decision that you make each day, the time line for attitude behavior changes is exceptionally short. The philosophy you must apply for all staff members, especially Buyer’s Agents, is if you can’t change people, you must change people. I want you to really ponder that concept. If you can’t change the Buyer’s Agents in terms of their attitude, activities, skills, philosophy, and if the behavioral change doesn’t change what they do, then your only choice is to replace them or change people!
My view is that a Team Leader can’t teach attitude. When you are dealing with adults, there are a number of areas that the Lead Agent is not 100% in control of. The attitude of your staff is one of those areas. You can influence, help, or coach them to establish a better attitude. The tripping point is located in the six inches between their ears. Attitude is like honesty; there aren’t gradient levels to attitude or honesty. Either you are honest, or you are not. You can’t be “kind of” honest. It’s like being “kind of” pregnant (Although, I have never experienced that one personally).
In evaluating a new team member, attitude must play a major role in the decision. Most Buyer’s Agents are actually hired for the skills they currently have exhibited, their track record of success, and the potential you believe they have in the future. Most people aren’t fired for lack of skills but because of their attitude. Replay in your brain all of the people you have ever worked with who have been fired or who you fired personally. The vast majority of them will fit into the attitude problem column.
A word of caution, the right attitude doesn’t guarantee a successful result for Buyer’s Agents. You will still experience challenges in sales skills with them. They will still do stupid things (as all human being do) that you will shake your head at. All human beings includes you and me, too. They will make contract writing mistakes, customer service mistakes, lead management and conversion mistakes. There will be an endless list.
With the right attitude, at least they will receive the constructive criticism of their performance correctly. Positive change has an opportunity to take root. The right person will want the feedback and want to make the changes to produce at a higher level. In the end, the right attitude gives you a chance at success. The wrong attitude gives you no chance!
“How Any Real Estate Broker/Owner/Manager Can Instantly Increase Their Office Production Numbers By Using Monthly Training With the #1 Real Estate Trainer & Coach in the Business for Only a Couple of Dollars Per Month Per Agent in Expense!”
Dirk Zeller
CEO
Dear Champion Real Estate Broker,
One of the greatest frustrations for an Agent once they’ve elevated themselves to the Broker/Owner/ Manager position is providing consistent & timely Real Estate Training that gives their sales staff the “knowledge to compete and the skills to win!” Celebrating its fourth year, the Champion Performer Series™ has become a Broker’s favorite for providing LIVE Monthly Training Events to their entire offices.
This series of monthly and semi-annual training programs is designed to deliver timely, time-tested & proven, meat-and-potatoes training that you and the Agents in your office can use right away to grow production numbers and overcome obstacles you may be facing in current market conditions... Learn More.
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