In This Issue...
Words of a Champion
Dirk Zeller
CEO
True growth in life happens when we are willing to risk and stretch our abilities, when we are willing to put it on the line for change. It is easy to get comfortable being around the same crowd, doing the same thing we have always done. We can often get attached to a system or activities that will only lead us to the same result we have always gotten.
We have to be willing to risk where we are today to get to where we truly want to be. By venturing out, we develop skills of strength that will build us up and make us stronger. Napoleon Hill said, “The strongest oak tree of the forest is not the one that is protected from the storm and hidden from the sun. It’s the one that stands in the open where it is compelled to struggle for its existence against the winds and rain and scorching sun.”
The challenges you are facing right now will make you stronger. Move forward and take them head on. Step up to the challenges. Step up to the opportunities that lie just beyond the challenges. You may be in darkness, but the light is right around the bend. When you overcome the obstacles facing you…you will then be able to drink in the sunlight of accomplishment to recharge your battery.
You are truly like that oak tree. The only difference is that you can replant yourself regularly out in the open. If that tree takes root in the forest, it will live its whole existence there. You can continue to move out into the open. If the forest grows out to you and tries to bring you in, you can move again. You have a tremendous advantage, are you using it? Resolve to move out into the open today!!
To Your Achievement of GREATER success,
Dirk Zeller, CEO
RealEstateChampions.com
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Guaranteed Growth with Coaching
Many Agents today are working longer hours to keep on the treadmill of life. They are delaying, or scrapping, long-range focus in the marketing and prospecting business system arenas. They often are neglecting their time investments for their health, families, and self-development areas of their life. They are spending a tremendous amount of time working on their business. They are truly an employee of their real estate business, rather than the owner, CEO, and visionary of their multi-million dollar sales company. To be an owner means you can walk away for a vacation with your family and the business continues to turn out your product. Your business continues to earn an income for you while you are lying on the beach. Is the huge price being paid worth the results? Can one grow with balance?
Real estate Agents are starting to employ the same strategies used for years by the best athletes, entertainers, and business professionals. They are hiring a coach.
We live in a time when there is an abundance of information. We can attend seminars, listen to tapes, and read books. We have more resources for growth than any other time in history. There is one crucial barrier to utilization of the knowledge you have even now. It is action, or an implementation strategy. Someone to hold you accountable for the implementation of the new idea, or development of the new skill needed. The guidance for creation of the new streamlined system. The step-by-step strategy of implementing the “Disciplines of a Champion”Ô.
A coach has one other important focus. Coach, Tom Landry, put it best, “A coach is someone who tells you what you don’t want to hear, and has you see what you don’t want to see, so you can be who you have always known you can be.” A great coach will shrink the gap between where you are and the true potential that is inside you. If you are not achieving your full potential you are a prime candidate for coaching. To be successful, a coach must be passionate about your success in life.
Selecting a coach in your specific field creates a greater impact. My years of success in selling real estate have enabled me to impact my clients more directly. Since I have been in similar situations that my clients are currently facing, I am able to help them understand the situation quickly.
A coach will do five specific things to guarantee growth:
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Create a higher level of understanding: You will know your business at a deeper level than before. You will understand the components and ratios that make up your whole business. If you don’t know where you are, and the activities that got you there, you will struggle to move forward. The path will always be treacherous because often we don’t know the path we are on today.
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Clarify your vision: Do you know what your business will look like in five to ten years from now? Creating a strong vision for your multi-million dollar sales company will help you develop a new passion for the business. If you don’t know where you are going, then how will know when you get there? I see a lot of frustrated, unhappy Agents nationally. Unhappiness is defined by not knowing where you are going and killing yourself to get there.
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Strategic plan development: The plan starts with the vision; it then encompasses your goals, and moves to the smaller bite size pieces. Your plan needs to be broken down from the big annual goal, to quarterly, monthly, weekly, and daily disciplines, or into specific activities that will ensure the long-term vision.
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Stay on track: A good coach will motivate, inspire, teach, and hold you accountable to your vision and goals. He will not only help you focus on the daily activities, but also the big picture and the long-term vision for your company. He should also hold you accountable to achieve success with balance.
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New ideas and sounding board: A good coach will challenge you with new concepts and ideas to transform your business. He will also be a solid sounding board for your new ideas and strategies to move your business forward. A coach can be objective and non-emotional in the decision making process.
If we are to continue to learn and grow, we need to be continual learners. We must become master-students of ourselves. We need to study our strengths and weaknesses. We must clarify our desires and passion for our life. Then create the plan to seize opportunities.
The true key to success is through action and implementation. Think about where you are going and if you are fully equipped to get there. Do you have the tools ready to put into action?
If you don’t have the tools of implementation, but you do have the desire for improvement and success, you are a candidate for a coach. Don’t sit back on your past success. Grab for the brass ring.
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Survivor
When it first came out, the nation was fascinated for a whole summer by the hit show, Survivor. Upon reflection, there are many similarities between the show and real life. There are also many parallels between real estate sales and the game of Survivor. I was particularly struck by the slogan of Survivor: “To Outplay, Outwit, and Outlast!” Let’s look at each one of those components.
To Outplay:
To outplay, you must know the game better than your opponents. Do you know the game of real estate better than the other Agents? To outplay, you have to master the necessary skills in the game you are playing. Knowing the game well means having supreme knowledge of your business and the ability to know and track where your business is coming from daily. I am amazed at how few Agents really track their business. Most Agents don’t know how many sign or ad calls it takes to guarantee a lead or how many leads are needed to get a buyer appointment or how many buyer appointments are needed to gain a buyer commitment or buyer agency agreement or how many buyer commitments it takes to generate a closing. If you knew these ratios, you would be able to outplay the competition. You would know what is necessary to win the game—each and every time.
To outplay, you must possess masterful sales skills. This arena can make the difference between incredible income and unbelievable poverty. How are your skills in selling? Do you practice your listing presentation weekly or even daily? Do you know how to handle the major objections in the real estate process? Can you effectively convert the ad call, sign call, or referral call? Are you practicing your skills on a daily basis? The biggest barrier to mastery in sales is lack of practice. The practice arena is where most Agents fall short. Resolve to block in 30 minutes of practice time each day to improve your skills.
Outwit:
To outwit, you need to know the marketplace. You must track the market results, as well as your own results. What is your average list price to sale price verses the market’s average? What is your average days on the market verses the market’s average? Using these statistics will help you illustrate the difference between you and your competition. You will be able to clearly demonstrate to your client that, when the market’s average list price to sale price is 94%, and yours is 97%, they will net more money by listing with you. If the market’s average days on the market is 65, and yours is 28, you can show how your client will end up making one less payment on a home he no longer wants to own. The frustration he might experience of living in his home while selling it will be reduced. Outplaying and outwitting your competition lead into outlasting.
Outlast:
Having an effective lead follow-up system is clearly going to help you outlast the competition because most Agents lose more leads than they keep and convert. The reason for this problem is they have never set up a strategic lead follow-up system. They have not invested the time needed to understand the differences in lead quality or developed a way to systematically follow up on those leads. If you define at least three categories of leads based on motivation and time frame, you can reduce the amount of time you spend with the less motivated leads and increase the time you spend with highly motivated leads. You will have a clear picture of where your business stands.
Your business is only as good as the number of hot leads you have right now. Leads who want to buy and sell right now have the greatest value. They also provide the greatest net profit in terms of time invested by you and your staff. They limit the cost of marketing and follow-up techniques. This type of lead will allow you to spend the bulk of your time finding new leads or working on the hot leads, which will help you outlast the competition.
Real Estate is a game for survivors. Preparation and knowing the game well are the key elements of success. If you truly want to learn how to outplay, outwit, and outlast the marketplace, a coach is the answer. A great coach has already learned to outplay, outwit, and outlast.
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Time Compression
One of the skills that top achievers have is the ability to compress time. Compressing time is the ability to accomplish more in less time. If you analyze the highest producers in business, you will observe they have the skill of time compression.
One skill of great time compression is the ability to plan your work for tomorrow, before you leave today. If you spend a few minutes planning your day on paper the day before, your subconscious mind will kick in. The plan, or list, triggers your subconscious to work on your challenges of the next day while you sleep. Your mind will be working like a rotisserie – turning you challenges and your time, all while you rest. When you get up, you will be ready to attack the day.
Before you start your workday make sure to ask these key questions:
- What is my highest payoff activity I can do?
- What, if done with excellence, can make the biggest difference?
- What can I do well that no one else can do?
- Why am I on the payroll?
These questions must be asked each day before you begin your work. The most successful people are not the jacks-of-all-trades. They are the people who specialize in something and perform activities that no one else can do, and they perform these actions with excellence to a higher standard. If you do that, you will be highly sought after.
Successful people understand the trap of urgent versus important. As REALTORS®, we are faced with that challenge daily. Phone calls that are urgent, not important, interrupt us constantly. We have to make quick judgments on unexpected phone calls from other Agents, sellers, buyers, title companies, and escrow people. The consequences of selecting the urgent, not important, can easily cause us to lose productivity. Often, urgent things are not important over the long haul. Here is a good rule to use when evaluating urgent versus important. Important things are usually self-directed or self-generated. They are the things that you can do to move your business and life forward. These important things will have the greatest impact on you and your family. We often select the urgent over the important because of someone else’s emotional state that influences us. When you feel yourself being swayed by someone’s emotional state, take a few steps back to analyze the situation.
Others generate urgent activities. They take place because of inbound calls by others or e-mails or problems. Often, people want their urgent problems to be assumed by you. Someone else causes urgent activities. By setting boundaries as to when you will be dealing with urgent activities, you will be able to accomplish much more in your allotted time.
To compact your time, you must recognize your limiting steps. For every achievement, or accomplishment, there is a limiting step along the way. The sooner you cross over the limiting steps, the more you can accomplish. The limiting steps can create a bottleneck to you achieving what you set out to do. Successful people identify the limiting step quickly. Then they focus with laser intensity on removing the limiting step. Until it is completed, they work on that one activity.
Lastly, successful people have clarity of purpose and clarity of values. They know the direction to travel and what they stand for. They have decided what is important to them. They have determined their priorities, and they implement based on that order of priorities. They have also clearly defined their values . . . the values of what they stand for in business and life. They work to ensure their values don’t conflict with work.
By applying these simple steps of action and clarity, you can compress your work time. You will also be able to double your effectiveness when you are at work. Take the time to review this information daily for the next 30 days. It will enable you to establish some new habits of time compression.
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