In This Issue...
Words of a Champion
Dirk Zeller
CEO
Happy New Year!!! Today we are starting a new year. The slate is clean for the first time in over a year. What a great opportunity that lays 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.
For us at Real Estate Champions, I’m thinking about the year gone by. While there are many things that I can think about, both positive and negative, one of the things that keeps coming to the forefront of my thoughts is the wonderful relationships that Real Estate Champions has been able to build. We’ve been able to develop some great programs to offer to Agents and impact the lives and businesses of many. I am thankful that we have gotten to do that and in this New Year we resolve to continue to bring powerful, impactful, relevant, and timely information to you.
This is the time for you to start your year off right. 2009 is the year for you to resolve to make your business and life what you want it to be. Resolve to put the systems in place that will help you achieve what you want to achieve this year. Protect your time by learning how to time block and focus on income producing activities. Protect your emotional energy tank by learning how to qualify your prospects and leads. Resolve to be a life-long learner and increase your skills. Resolve to protect your leads by implementing an effective follow up and referral system.
To help you resolve to stay in touch with leads, clients, and referrals you will want to check out our free webinar on the SendOutCards system. This free webinar will cover exactly how you can build long-lasting relationships with your clients and cultivate solid referrals with the powerful SOC system. You’ll never forget a birthday, anniversary, or holiday again, and you’ll have the ability to follow up with your clients for 4+ years with just a few clicks! Make sure to reserve your FREE spot today by clicking here.
So stay safe, warm and peaceful this weekend. And I hope and pray that each of you have a wonderful 2009.
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...
|
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 January 7th! 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..."
 |
Went From Selling Only 60% of His Listings to Now Selling 9 Out of 10 Listings He Takes, Even in a Tough Market |
|
Reduced the Time of Listings Taken to Listings Sold by 30+ Days |
|
Beat Out His Competition for the Listing Over 87% of the Time, EVEN if Another Agent Had Been Referred In |
|
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.
To
get FREE, instant access to
YOUR copy of the Video Training & Bonus Tools Dirk
mentioned,
Please type your first name and
e-mail address below.
* PRIVACY POLICY: We respect your privacy and promise to never share your e-mail address.
Realizing Your Client's Lifetime Value
Every businessperson wants to win clients for life – and for a good reason. It costs energy, time, and money to gain a prospect’s awareness, win his attention, convince him of your benefits, and bring him into your business circle through an initial sale. If that first sale is the only sale you ever make to the prospect, then your sales investment has only a one-time payoff. But if that client keeps buying from you on a repeated basis – and refers others to you as well – then your investment is amortized over numerous transactions and money-making opportunities.
The key to winning clients for life is to avoid suffering defections. When a customer decides to buy or sell with another agent, you have a defection. When a client doesn’t join your referral team, that’s a defection as well.
Some businesses have an easier time keeping clients in their business circles simply because they have more opportunities to see and serve their customers. For instance, a car dealership sells a car and then, even if the buyer doesn’t purchase another car for a decade, the dealership has the opportunity to see the customer face-to-face every time the vehicle is due for service, oil changes, or tire rotations.
A real estate agent also makes big sales on an infrequent basis to clients. The difference is, in real estate, after-the-sale service isn’t automatic. You have to create strategies to keep in contact with your clients and to and continually remind them of the value you deliver
It’s one thing to have a service delivery plan. It’s another thing to implement your plan on a never-fail basis. I’ve seen marketing packages from countless agents. Most include 15-point, 21-point, or 30-point service action plans provided by the national franchise or large company the agent works for. I always ask, “Do you really do all of these things?” The sheepish response from most agents is that they implement and do fewer than 30% of the service tasks listed on their marketing plans.
The truth is most agents don’t follow through for two reasons: They over-promise, and they lose track of what they said they’d to do because they lack a system to follow.
My advice is this: Go through the multi-point action plan you currently provide to sellers and separate out the highest-value activities that you know you can perform with total consistency. Then commit to perform those tasks and be ready to execute flawlessly on your commitment.
Be ready to under-promise and over-deliver. The separation between marginal performance and stellar performance doesn’t come from an abundance of magical extras. It’s the result of keeping your commitments. For the vast majority of consumers, a professional who keeps commitments is a rarity.
Viewing the closing as a starting point, not a finish line
Great agents know that their job isn’t over when the transaction closes. After you’ve achieved the sale, closed the deal, cashed the commission check, and spent the money, it’s time to start to fortify your client relationship. Sure you need to get on to the next income-producing activity. But as you cultivate your next deal, don’t make the mistake of turning your back on the clients you just served.
In fact, your clients could need you more after their closing than at any previous point in your relationship for any of the following reasons:
- After moving into their new home, they may have discovered repair issues that need attention. They might need the name of someone who can fix their roof, or they might need names of service providers that are honest, trustworthy, fair, and do quality repair work.
- Their home taxes may have shot up substantially, and they might need you to evaluate the marketplace, research comparable properties, and complete a report of your findings that they can use as they contest the increase in their property’s taxable value.
- Your clients’ home purchase may have sparked their thoughts about building wealth through real estate investments. They may be thinking about how to secure their retirement or how to create a nest egg for their children’s college educations. If your clients view real estate as a piece in their wealth puzzle, they may seek your advice about how to acquire and retain properties as a key step toward wealth creation.
- Your clients may simply be interested in how the market around them is doing. When you call them to chat, you’re likely to get the question, “What’s happening in the marketplace?” Now that they’re homeowners, your clients are vested in the local real estate marketplace. Become their resource and you’ll be first in line when they’re ready to make the next physical or investment move.
After reading the above list, you might wonder why an agent needs to be told that the closing must be viewed as the first step toward a long client relationship and countless service opportunities. The reason is that research shows this is an area of agent deficiency.
The National Association of Realtors completed a study over a series of years to gauge the public’s perception of real estate agents. They found:
- 69% of consumers rate the service they received from their agent as satisfactory or better. This is not an outstanding number but it indicates that, as a whole, real estate agents are doing an okay job during the course of the transaction.
- 24% of clients used the same agent that they used on their previous transaction on an upcoming deal. The fact that fewer than one out of four clients went back to use the same agent, even though the majority felt that their previous transaction was handled satisfactorily, is a shocking testimony to the fact that agents aren’t developing long-term relationships. And from here, the figures get even worse.
- In 2004 the total number of real estate transactions hit an all-time high, resulting in 6.8 million sales in a single year. Of those sales, 21%, or approximately 1.4 million deals, involved experienced buyers and sellers conducting investment or second homes transactions. When asked if they used an agent they had worked with previously, only 13% (or 884,000) of these experienced clients said yes. A full 87% – 5.9 million sales – were handled by an agent the consumer had never used before.
These stats reek of poor after-the-sale communication and woefully short relationship development. The only logical conclusion is that, in general, after-the-sale service in the real estate industry really stinks. Break this stereotype by creating a solid after-the-sale service plan.
??? Need Help ???
Get FREE Expert Advice from
One of our Professional Real Estate Coaches Today
...Or simply call 1-877-832-9831
The Law of Difficulty
The Law of Difficulty basically says this: The harder the task, the fewer the people who will try to accomplish it. There is an advantage to the tougher tasks like being a Champion level objection handler. Most Agents will not do the work to perfect the skill. Once you do perfect the skill, you will have very limited competition. When most people face a challenging problem or task, they will stop before they even get started. That’s why so few Agents have the right attitude with objections and the skills to make the sale in spite of the objections or concerns of the prospect.
There are two ways I have discovered in life to make a lot of money. These two ways are, in essence, two choices we make on how we will approach our business. The first is to be exceptional at something that, fundamentally, no one else can do. The world has become a world of small niches or specialists. We can look to the medical field, attorneys, sports, entertainment, and many businesses to see evidence of specialists. The medical field started this trend years ago, but it has branched into other fields. Being a specialist in real estate niches or skills can pay handsomely. One specialty I would suggest is being a specialist in handling objections. Be prepared for all that comes along. Don’t be sidelined, sidetracked, or blindsided by anything a prospect says.
A skilled Trial Attorney has prepared briefs, questions, and analyses of every possible move the opposing counsel could make. He has crafted questions, arguments, statements, and responses to each strategy and tactic he wants to implement in the trial and that his opponent might want to implement. Be as organized, prepared, scripted, and practiced as a Trial Attorney who is representing a client on a murder rap.
The second option for high earnings is to do something that no one else wants to do. There are jobs in this world that earn large incomes because few people would want to do them. Take, for example, working in the oil fields of the Middle East, working on a fishing boat in the Bering Sea, working for an asbestos removal company. All of these are highly paid but highly unpopular jobs. Salespeople can fall into that category, as well. No one likes rejection, especially when you are as close to making the sale as you are when you hear an objection. Mastering objections leads to increased sales, performance, and income. Too few Agents really work at this tough job.
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.
Help Your Friends
If you have friends and colleagues who would enjoy the
Coaches Corner™ lease forward it and invite them to subscribe.
We appreciate your help since your recommendation is how we grow.
Real Estate Champions is committed to partner with you to create
abundance in your business and life.
