In This Issue...
Words of a Champion
Dirk Zeller
CEO
Tomorrow it's going to be Thanksgiving and this year out of all years there is much to be thankful for!
Your health, your family, and the opportunity that 2009 ushers in!
Like low hanging fruit NOW is time to get your harvesting gear, in gear, to pluck YOUR rewards from out of all of this change.
Chaos, baaaah!
Opportunity!
Again, now is the time to take action...
Why?
Cause the "easy pickings" are literally disappearing everyday as more Agents catch on and realize this is the future!
Now a couple of weeks ago Justin Zimmerman an "Agent of change" unleashed his "BreakingGroundsLive" website...
This site will seed your head with fresh ideas from over 37 webinar videos prepared by top NAR speakers, experts, and Agents who are actually doing it!
http://www.goodmorningrealestate.com/cmd.php?Clk=2710825
What perfect timing!
I checked out a handful of the presentations and this stuff is spot on for you!
*Blogging
*Modern Lead generation
*Podcasting
*Social Media
*Objection Handling
To name a few...
Now I spoke him before sending you this invitation and found out he's got a special 14-day $1 pass to this site, which isn't going to be around much longer!
So if you haven't taken advantage of this yet, I'd say, RUN, not walk, cause like everything else out there...
It's going to change!
Enjoy!
To Your Achievement of Greater Success in 2009,
Dirk Zeller, CEO
RealEstateChampions.com
P.S. Also you can watch for free right now video he made from a report Yahoo! Real Estate released this year about the 4 categories the 67 million online real estate consumers are in and what you can do to reach them.
http://www.goodmorningrealestate.com/cmd.php?Clk=2710825
P.P.S. If you want to learn ALL of the scripts, tactics, and techniques for essentially everything you'll need to know and implement to take advantage of today's changing marketplaces, please join me by clicking here.
"How to Take Advantage of Today's Changing Marketplaces and Learn the Top 5 Lead
Sources You Can & Should Be Using
Right Now for New Business Growth..."
Dear Champion Agent,
A few months ago I received a call from a close friend of mine we affectionately call “John G” here at my office. We have a long real estate history together which includes him as a client, him as one of our Master Real Estate Coaches, and as a co-author of The REALTOR®'s Ultimate Business Planning Kit™.
John and I spoke about how tough the markets are now and how bad a time Agents are having trying to not only survive, but dominate in this new marketplace.
He told me, “Dirk we’ve got to put together something for our customers & clients. Maybe we could put together a couple of CDs of everything they need to do to survive through 2008 and 2009 until things turn around. Some kind of Real Estate Survival Kit or First Aid Kit or something!”
I wholeheartedly agreed with him that something had to be done. Read More by Clicking Below...
Learn How to Dominate
Your Real Estate Market...
Making Time for the Things that Impact Your Success
If controlling time and gaining discipline to invest hours in better, higher-value activities were easy, everyone would be making big money in real estate sales. Facts prove otherwise. On average, newer agents make less than $20,000 a year. Almost certainly, the low-income statistics correlate with poor time-allocation choices.
To allocate larger amounts of time to success-generating actions, follow what I call the four Ds:
Decide that your time management skills, habits, and activities are going to change.
This is a challenging first step for most people. That’s because changing behavior isn’t easy, and time usage is a behavior. To avoid change, people search around for solutions that will allow them to keep doing what they’ve always done. In doing so, they waste yet more time by vacillating between the change they know they must face and the hope that they won’t have to face it.
I believe that the biggest waste of time occurs from the moment you know you need to do something and when you actually set out to do it. That’s why it’s so important to make an immediate commitment to change your time management patterns and habits. Make the decision to change today!
Define what needs to change. This step involves two phases. First you have to determine the specific activities that are causing you to waste time or sacrifice productivity. Then you have to figure out how you can remedy the situation.
For example, do you need to get to your office earlier each day? Does that mean you need to go to sleep earlier each night? Do you need more prospecting time or more time for lead follow-up? Does that mean that you need to turn off your cell phone to minimize distractions when you’re trying to undertake these activities?
What is barring your success?
I worked with a client a few years ago who had difficulty getting into the office early enough to begin his day. We tracked it back to the fact that he was going to bed too late to be able to reach his office consistently by 8 a.m. when he needed his day to start.
We further determined that he needed a certain amount of time in the evening to have dinner as a family, play with his children, put them to bed, and then have time with his wife before their bedtime. He needed to be home from work by a certain hour for all of this to happen efficiently and consistently for him.
Once he made the necessary changes, by coming in earlier and leaving the office on time, his income shot up dramatically. The quality of life with his children and wife skyrocketed as well – all the result of defining the problem, designing a solution, and managing time accordingly.
Design a time management plan. Get proactive rather than reactive. Typical day planners, Day-Timers, Franklin planners, and Palm or Blackberry devices are reactionary time management tools. They allow you to schedule time for client needs, appointments, and limited activities, but they don’t help you take control of time for your own priorities and purposes. You need to do that part on your own.
To master your time, you need to adopt a time-blocking system that dedicates predetermined periods of time to your most valuable activities. The key point is that you can’t leave your days vulnerable to the time needs of others. You must block out periods of time for your own priority activities. Otherwise, you’ll risk giving your days away to the appointment or time requests of clients and colleagues, leaving yourself no time for your own needs. No wonder so many agents feel burned out and as if are being pulled like taffy by others.
Just Do it! Growing up in Portland, Oregon and graduating from Beaverton High School, I lived my early life down the street from a famous company’s world headquarters and within constant earshot of the marketing slogan “Just Do It!”. Nike urged the world to take action now. I interpret their three words as a life success slogan.
Don’t wait to analyze every aspect of every problem, to design the absolutely perfect solution, and then and only then to take action. Waiting promises only unrealized income, unfulfilled potential, and limited wealth. Instead, decide what to change, define how to change, design a time management plan that allows for change, and then just do it.
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Putting Prospecting to Work
You can work harder, or you can work smarter.
Most successful Agents don’t go into a secluded room, pick up the phone, and toil away making hundreds of random calls over a non-stop eight-hour period. Few people would even consider that approach. I know I wouldn’t, and I doubt you would.
Instead, those who win at prospecting begin by targeting who they will call and why. They don’t waste their time or effort calling iffy contacts that may or may not even be in the real estate market.
Prospecting is only effective if it generates a lead from a truly qualified prospect – someone who is interested in what you offer, needs the service you provide, and has the ability and authority to become a client of your business or to refer you to someone who could.
And that’s where targeting comes to your rescue.
Targeting prospects
Let me give you a recent example of the power of targeting. I work with an agent on the east coast. She’s an ace when it comes to monitoring her marketplace, and as a result, she wasn’t surprised when she saw her market’s housing inventory swell significantly over a ninety-day period. For months she’d watched the momentum of the marketplace wane, but over the most recent ninety days, the effect had showed up in the box score. During a coaching call, she said, “It’s over.” What she was saying was that rapid appreciation and insane marketplace frenzy had come to a rapid end.
In the face of the market correction or bubble break, I asked her, “Based on this market change, who should become your new target for prospecting?” After a few minutes of discussion, she aimed her focus on her next prospects: Absentee owners.
She correctly determined that, once they became aware of the changing tide, absentee owners were most likely to want to realize their profits before prices dropped further.
My client made a decision to call these listing prospects. She would share the market evaluation, inventory, and absorption rates with them. Then she would ask if they wanted to risk all the equity and appreciation they had gained, or if they wanted to sell and lock in their gains. As part of her script, she would ask owners whether, with appreciation flattening or potentially declining, they might find the rental management, headaches, and repair hassles not worth the benefits of continued ownership.
Almost immediately, my client launched her new prospecting plan. Within ninety days of our call, she had listed ten absentee-owner properties, with another fifty leads that she expected to list in the next twelve months.
Her success was based largely on focused target-based marketing. She went after the right people at the right time and achieved tremendous results.
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Two Parts of Objections
Objections can be broken down into two parts. Part one is the concern of the client or prospect; part two is the solving of that concern. You need to be proficient at approaching each of these parts. Many Agents make their mistakes on the first part, which gives them no chance to be successful in the end. They are not focused enough to understand the concerns of the clients or prospects.
When you get an objection from buyers or sellers, make sure that you hear clearly what they are saying. If you interpret the objection wrongly, the answer you give, no matter how eloquent, will not be sufficient to overcome their area of concern. Let me give you a few techniques I have used to turn objections into dollars. I would pause to make sure I clearly understood, and then I would repeat what they said or ask them to explain further. This technique did a few things for me. First, I could confirm what their objection was to insure I had understood it properly. Second, it would enable me to be well prepared when I responded. I had bought myself a few seconds while my brain prepared my answer. I was able to respond in a powerful, well-planned manner. Third, I would avoid the big mistake of trying to answer the objection before the buyer or seller got the words completely out of his/her mouth. It’s as if we feel that stopping the buyer or seller from stating the objection completely will stop the objection, and it will go away. The objection is legitimate to that person, no matter how ridiculous it may sound. He feels it is legitimate, so it is legitimate. Interrupting can cause the seller or buyer to become irritated with you. It may not matter how well you handle the objection if you interrupt him.
Once you have properly understood and evaluated the client’s concern, you have moved to the solving stage. You need to train yourself mentally to believe that objections are good at this stage. I know that many of you are going to reread that sentence a few times and then decide that I am nuts. But the truth is that if the clients were not interested in what you have to offer, they would not be giving you objections. They would not bother if they were not interested in the home you showed them or interested in having you list their home for sale.
Objections truly are an opportunity to get a signed contract. When a buyer or seller gives you an objection, he is presenting you an opportunity to close. He is basically saying, “I like this, but there is one factor I do not like.” The buyer might say, “If the home you are showing me had a larger patio, it would be right for me.” All you have to do is get him a larger patio, and you have made a sale. You must put your problem-solver hat on. If you solve his problem, then you get the opportunity to ask him to buy. The client can say, “Yes,” or give you another objection. If he gives you another objection, you get another opportunity to solve the problem and ask him to buy. This procedure may continue for a few objections. Do not give up; you are getting closer to a sale. As long as you are able to continue to solve his problem the client will buy. Remember, you are the problem solver.
You are the one in control, as long as you continue to ask questions. Your questions will move the client forward to the ultimate decision. The goal is to get a decision out of a client quickly. Even if that decision is “no” you will have invested the minimum amount of time to get there.
Join the ranks of the highly skilled and highly paid professional REALTORS®. Change your mental approach to objections. View them as the opportunity to make the sale. Make sure first that you clearly understand the objection of the client. Then put on your problem-solving hat and make the sale.
Dirk Zeller
CEO |
Dear Champion Real Estate Broker,
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