In This Issue...
Words of a Champion
Dirk Zeller
CEO
We are now over thirty days into 2009. With January behind us, with only eleven months to the end of the year…just a blink away, time has really struck me as a very precious commodity. Each of us needs to learn how to be better stewards of our time. Time management is the difference for most of us, and whether or not we achieve our financial goals.
Achieving our financial goals is based on how well we adhere to our daily schedule. By utilizing our day to the maximum we will be able to earn what we desire. The average person only puts 25% of his energy and ability into his work. The world takes off its hat to those who put in more than 50% of their capacity. It stands on its head for those few and far between who devote 100%. What percentage are you using daily? What level of energy and ability are you using to achieve your goals and desires in life? Are you giving a 100% daily with a focused desire and time efficiency? Are you focused on only doing the high payoff activities daily that will enable you to earn your desired income?
In Ephesians 5:15 Paul wrote, see that you walk circumspectly not as fools but as wise redeeming the time for the days we are evil. He was trying to say be prudent with your time. None of us know how much time we have so Paul was warning us not to be foolish and think that we have an unlimited supply. We only have 24 hours in a single day. In those 24 hours we need to sleep or rest eight hours. That leaves us with only 16 hours. Don’t waste the 16 hours you have left. It is very clear that fools squander their time because they feel they have an unlimited supply. Wise people redeem their time daily. If you redeem your time wisely you will get a bonus. Time is the only thing that can never be retrieved. One may lose and regain a friend; one may lose and regain money; opportunity that is once spurned may come again; but the hours that are lost in idleness can never be brought back to be used for gainful pursuits.
An action plan for all of us today is to determine the one thing that we do daily that is a low payoff activity. What is the one thing we need to stop doing or to delegate to someone else? Is it an activity that we can delegate to our staff, our affiliates, or just not do it at all? What is the low paying activity that takes the most amount of time? Resolve to stop doing that activity today.
You are the best of the best. Remember, you have what it takes to achieve all the goals you have set for yourself.
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. 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.
"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...
Three Characteristics of Top Sales Producers
Being a successful producer in any aspect of life is more than having high production. Production or money or wealth is only one measuring stick. There are many other measures in life: family life, relationships, spouse, children, physical health, spiritual well being, mental state. One who is fulfilled in these ways, and is also a financial success, has great abundance. I know a lot of people who trade it all for money. Is that really the measure of success? I am far more impressed with people who craft a fabulous lifestyle and are also financially successful. These people share three common traits.
First, they are the explorers. They explore everything and question everybody who could help them to reach the next level. The next level is not always a financial level. It could be a better relationship with a spouse, a higher level of physical fitness, or deeper spiritual convictions. The truth is there are many things more attractive at the next level than money. These things also carry more meaning than money. The ultimate accomplishment is to be an explorer who explores for the joy that growth and creation bring, not just for the cash.
Jim Rohn had a wonderful saying: “It’s not the money that makes the millionaire, it’s what that person had to become.” That millionaire could lose the money tomorrow. The money carries little importance in the long run. What matters is how a person had to change to become the person who had the value of a millionaire.
The opposite of an explorer is a cynic. The cynic looks for reasons why it will not work, for ways to maintain the status quo and continue to do nothing. The explorer is seeking new information and ideas that will lead to the next level.
Second, the successful producers are investors. Successful producers invest in their most important asset: themselves. Just as finding the best real estate deal has no value if you don’t buy it, realizing your true value requires that you invest in yourself. You need to work continually to find the best path to achievement, and then put in what it takes in order to start down that path. Investors buy the best deal, the best book, and the best tape series. They are the people who are constantly reading, who are listening to audiotapes in their cars. They look for others who have been where they want to go, or who are going in their direction but are farther down the path. They stop and ask for directions when they get lost in life.
The opposite of an investor is an excuse maker. Excuse makers are always looking back and covering their tracks. Their vocabularies are littered with “if only” and “but”. Being successful is far more rewarding than achieving mediocrity while having a good excuse. We all have the choice to have what we want in life, being all that God created us to be, or to spend our lives coming up with excuses for having fallen short. The choice is up to you.
Third, the most successful people are implementers. Exploring and investing do not produce success without implementation. Implementation draws the bold line between massive success and failure. We all have found great ideas and done nothing with them. We have all implemented a few small changes and seen staggering results. Resolve today to implement one idea that you have been thinking about, researching and evaluating. Do it now. The implementer is the only one who achieves massive success. How many ideas or thoughts have you had in your real estate sales career that would have been windfalls if you had just disciplined yourself to implement them?
You may need to commit right now to a new path, or you may need only to commit to following your current path farther toward implementation. In either case, begin by making the commitment now to explore, invest, and implement. If you do these things daily, your life will never be the same.
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Three Types of People
When you evaluate performance and people, you can clearly see there are three types. Where you fit in is based on your decision to join one of the groups. The first group is people who make things happen. These people are not afraid to change things up, to go against the grain of the crowd. They are working in action areas of their life daily to produce results.
In sales terms, they are focused on doing their prospecting or lead generation daily. They are engaging daily in lead evaluation, lead qualifying, and working to book appointments either face-to-face or over the phone. This group is working at perfecting their presentation skills to the highest level. They are forcing activity and productivity to happen daily, weekly, and monthly in their business and life. They are fixated on actionable items that make their business and life better.
The second group is those who watch things happen. They are always watching others and how they do things better than they do. This group is great at watching, but they often fall short in doing! Doing is better than watching. We must all watch to learn. The most effective way to learn is to model others who are successful. To watch and to achieve understanding of what they do and how they achieve the results that they achieve is advisable. Modeling can help us avoid the mistakes and pitfalls that caused challenges for someone else. Once watching is over, action must follow. Also, we see people watching and saying, “That will never work for me.” My response to that is . . . how do you know? Have you tried it for a reasonable timeframe with passion, intensity, focus, and the right attitude? This is the only way you will know that it doesn’t work. You have to try it out to know. Henry Ford said, “If you think you can or you think you can’t, either way you are right.”
Other watchers say, “That will never work in my marketplace. That will never work with my type of clients.” My response is always – Why, are you selling to Martians? What works in other markets with other products will work for you; your marketplace is not that different. There usually will be a few adjustments that need to be tried and changed. These adjustments are not as important as your ability to implement the techniques that work and track the results, so you can make further adjustments or refinements. Don’t spend all your time watching. Get in the game and play. Take action and move into the category of people who make things happen. Sometimes, we all need to slow down to speed up. We need the watching and evaluating time, just don’t grow roots while you are doing it.
The last category of people is those who wake up and say, “What happened?” “What Happened” people are in significant trouble throughout their career. “What Happened” people can create a living when things are easy. When the economy is strong or their market segment is strong, they appear to be doing a reasonable job in their performance. It’s when the going gets tougher that they wake up one morning and say – what happened? What actually happened or the change that happened didn’t happen last night. It happened over time; they just did not realize it. They are like the frog that enjoyed swimming in the kettle while the heat was slowly turned up. They just forgot to be aware and jump out before they got cooked.
“What Happened” people need to take a look at themselves, their marketplace, what they are selling, and how they are selling it. They need to get fully engaged in the prospecting and lead follow-up of their sales business daily. Often, “What Happened” people will exclaim that it’s not fair that things changed. Too often, “What Happened” people don’t deal with reality as it truly is. They desire to deal with reality as they wish it to be. They need a reality check.
In the end, your success will be contained in your ability to move out of what happened or watching things happen to making things happen. Make action your asset. Resolve today to do something of importance to advance your skills, abilities, knowledge, and attitudes. Take action now!
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You Reap What You Sow
Being a great salesperson is really not a lot different than being a great farmer. Farming and sales are very similar in what needs to be done. If salespeople would think more like farmers, their income would grow like crops grow.
When you look at farming, it is based on two fundamental laws of nature:
The first is you reap what you sow.
Farmers are paid based on sowing. If the farmer doesn’t sow seeds, the farmer has zero results. The first and most important thing for a farmer to do is sow seed. No seeds…no crop! Now one could argue that there are better fields, more fertile land, more efficient and effective ways to farm, better fertilizer, and better watering techniques. All these variables can increase the quality and quantity of the harvest. They also mean nothing without seeds in the ground. If you don’t plant seeds, it doesn’t matter what else you do after that . . . you won’t have a crop. You could have the best watering system in the whole world, but without seeds, you have nothing.
“Sales” is like farming. The seed-planting process in selling is prospecting. Just as the farmer does not get a crop without planting seeds, a salesperson does not get results without prospecting. I realize there are many people trying to sell you a no-prospecting system, which promises success. I also know that many of us buy these systems, and most of us wish we didn’t have to prospect. When we look at reality and the laws of the world, we can come to only one conclusion; we have to put in before we can take out. The prospecting is putting in.
As a salesperson, you could have the greatest computer driven monitoring system, marketing pieces, presentations, drip campaign, tracking systems, and staff. Without prospecting as a constant focus to sow new seeds, the rest does not matter. Too often, we spend so much time trying to get everything perfect, we lack the one thing that is the choke point for most sales businesses . . . prospecting.
The second fundamental is you reap more than you sow.
The farmer gets far more than he plants. When a farmer plants corn, he receives a return of corn that is greater than what he planted. The seeds of corn will return the original investment to the farmer with interest. The tiny seeds that were sown ended up producing many more ears of corn with hundreds of kernels per ear. This abundance comes from one seed! It is almost unfair how much is received from sowing a little seed. One seed the size of a corn kernel yields thousands of kernels on multiple ears of corn.
As a salesperson, that type of abundant return is waiting for you when you sow your seeds. When you prospect, the return in dollars far outweighs the effort that you put forth. You tap into the law of accumulation, which says everything accumulates. We are in a constant state of accumulation. We are either accumulating positive things or negative things. We do not have the power or choice to not accumulate. The only choice we have is what the accumulation will be. There are only two options when it comes to accumulation. They are dramatically different, either good or bad. Based on what we do, we will either accumulate good things or bad things.
If we sow bad things (bad habits or bad seeds), we will accumulate bad things. Since you reap more than you sow, you will reap an over abundance of negative things if you sow negative seeds. If you sow positive or good habits and good things, you will reap an over abundance of good things.
Let me close with this thought…it is not fair!! It’s not fair that you attract an over abundance of negative things when you sow bad habits and bad things. I am the first to agree with that. I am also the first to say it is just the way it is, and it will not change. The law has been present for thousands of years, and it will still be in effect long after I am gone. Whatever you sow you will reap in great quantities.
It is also not fair that we receive such a large return for sowing positive habits and positive things. We are compensated incredibly for a little bit of consistent sowing or prospecting. We sow a tremendous return for a little physical activity. We receive abundantly from a little time invested consistently with our children. With a little daily physical activity, we can drop weight. With a little savings of money each week, we can become financially independent. The return is huge compared to the small sacrifice or small amount of saving we must do!
If you focus on productive sowing everyday, your life will change dramatically. It won’t change overnight like most of us want. We all want everything yesterday. We live in an instant society. We want it all now: money, wealth, power, physical health, peace of mind, the love and respect of others. It’s pretty hard to liposuction out the bad habits of life today. If you start now, things will change for you. It will change in a season just like the seed of a farmer. Be patient; it will take a season, not overnight. Keep going once you start with the assurance that your career, your life, and your health will get better. Do not wait to let another season pass you by. Start planting and sowing today…do not wait…do it now!
"WANTED! A Few GREAT Coaches..."
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