In This Issue...
Words of a Champion
Dirk Zeller
CEO
Dear Friends,
We are at the end of another year. It is amazing how quickly the days, weeks, months and years pass by. This time of year is my favorite because it marks a week of reflection for me. I spend a week reading, writing and reviewing. Be sure to invest in yourself. Take the time to:
- Reset
- Reload
- Recharge
- Recommit
In our tradition at Real Estate Champions, our office will be closed in observance of the Christmas Holiday on Wednesday, Thursday, and Friday of this week and closed in observance of New Years on Thursday of next week.
I want to wish you and your family a blessed holiday season.
To Your Achievement of Greater Success in 2009,
Dirk Zeller, CEO
RealEstateChampions.com
P.S. If the top producing Agent in your marketplace offered to let you use his/her listing presentation as your own, what would that be worth to you? Well, I'm going to give you a peek at the Listing and Pre-Listing Presentation Package and tactics that I used to sell 150+ homes a year and an average Agent used to achieve... (full case study on the next page). This is by far the most requested and anticipated program I've ever produced here at REC, so make sure to take a look further today...
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P.P.S. With the tougher market conditions and to share some of the holiday spirit, I'm doing something I've never done before here at REC... As one of my loyal subscribers, you can now get 25% off ALL of my CD programs and bundles until December 31st! I've never done anything like this before, and definitely won't again at least for another year or more. So make sure that you don't miss out on this opportunity and Click Here to Get Access to Your 25% Off Discounts!
"Finally Revealed: The Exact Listing and Pre-listing Presentation Package (Ready-to-Print) and Tactics That Dirk Zeller Developed and Used to Sell 150+
Homes a Year, and an Average
Agent Used to Achieve..."
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Went From Selling Only 60% of His Listings to Now Selling 9 Out of 10 Listings He Takes, Even in a Tough Market |
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Reduced the Time of Listings Taken to Listings Sold by 30+ Days |
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Beat Out His Competition for the Listing Over 87% of the Time, EVEN if Another Agent Had Been Referred In |
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Increased His Yearly Income by $120,000 (Went From Selling 42 Homes to 60) Just By Using This Specific Listing Presentation and Strategies... |
Dear Champion Agent,
Just a few days ago I received an email from one of my personal clients essentially asking me, "Dirk, would it be possible if you could send me the actual Listing Presentation you used when you sold 150 homes a year?"
Needless to say, this wasn't the first time I'd been asked that question! In fact, I couldn't even begin to tell you how many times my clients and subscribers have inquired about getting ahold of my actual listing presentation to help them improve the listing side of their business.
I mean, who wouldn't want a complete Listing Presentation Package that had been perfected from years and years in the field and proven to achieve such tremendous results? If the top producing Agent in your marketplace offered to let you use his/her listing presentation as your own, what would that be worth to you?
So John and I combined forces to create a turnkey, 100% customizable
(enter your Information, logos, etc. and print) Listing
and Pre-listing Presentation Package that has produced the results you saw above.
Needless to say, the response has been absolutely overwhelming!
This is by far the most requested and anticipated program I've ever produced here at REC, and at this rate, it's looking like we might run out and have to produce more. So if you haven't already grabbed your copy, I'd highly suggest taking a look further by clicking the link below...
Click Here to Take a Peek at the 100% Customizable Listing and Pre-Listing Package That You Can Start Implementing In Your Business Right Away...
New Year Resolutions (New Year)
We are embarking on a new year. The slate is clean for the first time in over a year. What a great opportunity lies before us right now.
My question for you is: what are you aiming for? All great performers in life have a specific aim or objective. The archer is shooting for the bull’s eye. The ship’s captain is aiming for a specific port. What are you aiming for?
This time of year holds the most promise for you over all other times of the year. You have a whole new year to create the outcome you desire. Your sales board for this year has a big zero on it. All the challenges, victories, and hard work you did last year are gone.
Many Agents go through a real panic at this time of year. They wonder if they can do it again. Will they be able to grow their business the way they have outlined it? What if the economy and the market change for the worst?
It’s very easy to get upset, become highly emotional, or even be depressed at the beginning of a new year. I have a few clients whom I go through this drill with every year. These clients are doing huge numbers annually but always are concerned if they can do it again. My guidance to them is: every year we have a January 1st, and every year we start over. All the concern, dread, and depression truly do not make things turn out better. Usually, it zaps a whole lot of energy that could be invested in more productive activities. Especially this time of year, we need the control of our emotions.
In life we have two tanks of energy that we need to protect. The two tanks contain our emotional energy and our physical energy. The physical energy tank can be filled easily through rest and recreation. You can often refill your physical energy tank in a long weekend. Your emotional energy tank takes longer and refills slower. It is paramount that you protect it. You are the one who controls the drain valve. At this time of year, control the drain valve well. If you control your emotions you can control the drain.
Through coaching Agents for years, I realize we also let other people control our emotional tank drain valve. People such as that difficult seller that makes their lack of equity in their home somehow your problem or your fault, or that buyer who doesn’t trust any Agent they work with. All these types of people are trying to get their hands on your emotional drain valve.
Resolve this year to take better control of your emotions. Resolve to control your clients better to not allow them access to your emotional energy tank.
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Using Market Trends To Build Credibility
We Agents need to understand the current and emerging market trends. We need to understand the economic influences of our region and how that will influence the market place in the future. The skill to evaluate the present against the past in order to forecast the future can separate us from others in the marketplace.
Evaluate the total sales volume and number of sales on a year-to-date basis and against the previous year. This will allow you to see where you have been and where the marketplace is trending.
- Is the number of homes sold going up or down?
- Is the total volume increasing or decreasing?
Evaluate the number of listings taken. Remember that real estate is supply and demand influenced. The amount of inventory is the supply segment of the equation.
- Is the number of homes for sale up or down?
- Do buyers have a greater selection than this time last year?
- Is the number of homes for sale rising or falling compared to this time last year?
- Is the mix of inventory for sale the same in town homes, condos, and single-family residences? Is it the same percentage of the overall market as this time last year?
- Is there more inventory in certain geographic areas than this time last year?
If you track the inventory of homes for sale and sold homes, you will have a great wealth of information.
An example is when; earlier this year I led a coaching call with a client in San Diego who is a Champion Agent in that marketplace. The inventory levels have changed rapidly in that area; the marketplace in San Diego has seen rapid increase in inventory of homes for sale in the last year. That has caused the media, consumers, and even Agents to portray gloom and doom across the marketplace. While the days of the home selling within twenty-four hours of listing, with multiple offers, over-asking price, and with escalator clauses is gone, the marketplace is still a great one.
Champion Rule: When inventory of active listings increases, most people panic.
The average Agent will have a fit when the inventory increases. The reason is that it signals a change in the marketplace. The media will pick up on the inventory increase and start broadcasting the change as gloom and doom or the “bubble bursting.” This further increases the consumer’s negatively against the real estate marketplace.
When my client and I compared the current numbers against the previous year’s numbers, there were some startling facts that were contrary to the gloom and doom prognosticators. Inventory had increased by 68% in his service area. Certainly, the increase in inventory would influence the marketplace. At the current rate of growth of the inventory, the marketplace would eventually have price and value corrections.
The list price to sales price in the marketplace, however, was still solid and respectable against historical standards at 96%. Now, against a marketplace where everything was selling above asking price, it was a change, but against the long-term view, 96% is a good number.
The days on the market average for homes that sold was sixty-one days. What that told me is that a home priced competitively would sell in a reasonable period of time. The truth is sixty-one days is not a long days on the market number.
The sold properties monthly is what really clarified the picture. The sold properties were within a few homes either way each month for the last eighteen months. When the marketplace was explosive, there were about the same amount of sold properties per month as there were right now. The sales had not dropped in his market area.
The net result was that homes were still selling. The sellers were still getting close to their asking price in a reasonable period of time. The key is that the seller could only achieve a sale through being competitive on their price. With the high inventory levels, compared to a year ago, there is more competition but the competition that is there has not position itself competitively via price to win the game. The truth is most of the Agents are doing their Eeyore impression. The media and most consumers are wrong about the marketplace. My client is one of the few in the marketplace who has the correct view of the overall picture.
Evaluate average sales price this year versus last year.
- Is it going up or down?
- Is the marketplace depreciating or appreciating in value? Don’t waste your time tracking that on a monthly basis. It is too short a period of time to detect a trend. Calculate this statistic on a quarterly basis.
- Is the inventory aligned with the demands? We need to know if we are experiencing a net gain per month or net loss in the inventory levels.
Evaluate the percentage of appreciation for average sales price last year versus this year.
- Is the appreciating percentage decreasing or increasing compared to the same time last year?
- Is the marketplace gaining or losing strength?
To be a Champion Agent, you must have greater marketplace knowledge. I find that, through marketplace knowledge, an Agent can increase their credibility and trust with a prospect and client.
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Willing To Make The Sacrifice
A Champion is ready and willing to make the sacrifice that is necessary. The challenge for most people climbing the ladder of success to becoming a Champion is knowing when and how much sacrifice is necessary. The key is making the right sacrifice needed for the situation. Too often, Agents expect to give up too much. I was speaking with an Agent the other day who wanted to be one of the top Agents in his marketplace. Based on his comments, I knew he thought the only path to real estate sales success was being a workaholic. As we spoke further, he began to understand there were other, better avenues of success other than a 70 hour work week; that he could achieve a large, successful sales practice by putting forth the effort of sacrifice plus a little bit more.
I don’t believe people need to work 70 hour work weeks to achieve success. It only demonstrates how inefficient one is with the use of their time in activities. It also speaks to a lack of skills that create revenue. Conversely, I do not believe people achieve wealth and success by working a typical 40 hour work week as most workers do. I know that to achieve success and wealth and quality of life, you have to sacrifice by putting in a little more effort than the next guy. Once you have increased your skill level to the Champion’s level, you can go well below a 40 hour work week and still earn a large income. It’s the climb up the success mountain that too many people either don’t give enough or give too much to. In terms of work hours, if you are in a growth stage of your business, I believe around 50 hours a week is required.
Too many of us stop short of what is needed and required. Because we have allocated fewer resources than required, the results are guaranteed to fall short of expectations. Others sacrifice more than is needed, which is a waste of resources. You can kill a fly with a bomb, but it’s really more sacrifice, resources, and power than is necessary. The question is, are you currently making the right amount of sacrifice to be a Champion Agent?
Dirk Zeller
CEO |
Dear Champion Real Estate Broker,
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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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