Columnist Dirk Zeller
Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate , Success as a Real Estate Agent for Dummies ® , The Champion Real Estate Agent , The Champion Real Estate Team , Telephone Sales for Dummies ® , Successful Time Management for Dummies ® , and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com .
Overcoming Call Reluctance May 21, 2012 Why Host an Open House? May 18, 2012 Exchange of Commitments - Exclusivity May 11, 2012 Exchange of Commitments - Commitment and Belief May 4, 2012 Hiring – The Ideal Buyer's Agent April 27, 2012 Three Core Messages for Building Value With a Buyer April 23, 2012 Working Your List For Revenue and Referrals April 20, 2012 Creating After-the-Sale Service April 16, 2012 The Internet: Your Lead Generation Vehicle April 13, 2012 Proper Listing Pricing Strategies For Any Market April 12, 2012 The Buyer Counseling Interview March 30, 2012 Why Host an Open House? March 23, 2012 Think And Control Your Way To A Profit March 16, 2012 Six Rules For Fee Counseling March 9, 2012 The Buyer Interview - Additional Value of Your Services March 2, 2012 The Buyer Interview - Additional Value of Your Services February 24, 2012 Pressure Proofing Your Business February 22, 2012 Upgrading Your Referral February 17, 2012 Highly Effective Pre-listing Tools February 10, 2012 Agents: Expanding Your Reach In Cyberspace January 20, 2012 Establishing Your Own Board of Directors December 30, 2011 Why Rise To The Championship Level In Life? December 23, 2011 Evaluating The Value of Your Prospects, Clients and Sphere December 16, 2011 Commission Cutting Myths December 9, 2011 The Buyer Interview - Selection Assistance December 2, 2011 Four Rules For Your Financial Future November 25, 2011 Agents: Gaining Objectivity Through Coaching November 18, 2011 The Power of a Mastermind Group November 11, 2011 What Will You Become? November 4, 2011 Creating Your Referral Strategy October 14, 2011 The Six Fears of Buyers and Sellers September 23, 2011 When Most Salespeople Quit September 16, 2011 Willing to Make the Sacrifice September 9, 2011 The Champion Do's and Don't of Objection Handling September 2, 2011 Selling is the Name of the Game August 26, 2011 More Efficient Transactions August 19, 2011 Four Rules of Business Expansion August 12, 2011 Moving Through the Steps to Champion Agent Status August 5, 2011 Pulling Back the Curtain on Success July 29, 2011 Real Estate Sales is an Odds Based Business July 22, 2011 Six Steps to Improve Your Listing Presentation July 15, 2011 The Buyer Interview: The Value of Your Services July 8, 2011 The Champion Listing Agent's Unstoppable Edge July 1, 2011 The Seven Key Numbers in a Champion Agent's Practice June 17, 2011 Scripts: The Six Benefits for a Buyer to Meet with You June 10, 2011 Professional Resources Defined June 3, 2011 More Money from the Sale of the Client's Home May 27, 2011 Financial Management May 20, 2011 Better Positioning Strategy May 13, 2011 Professional Resources Defined May 6, 2011 Reasons For Qualifying the Buyer April 29, 2011 Seven Rules for Lead Follow-Up April 22, 2011 Six Steps of a Champion Objection Handler April 15, 2011 The Champion's Power Source April 8, 2011 The Objective of Qualifying Questions April 1, 2011 The Pre-Listing Package March 25, 2011 The Two C's of Objection Handling March 18, 2011 Why Prospects Object to Your Commission Rate February 18, 2011 Your Goals Defined February 11, 2011 Two Champion Rules of Objections February 4, 2011 Prospecting: The Efficient Lead Generator January 28, 2011 Controlling Your Income January 21, 2011 Generating Referrals From People You Know January 14, 2011 How to Ensure Your Success January 7, 2011 Knowing Why You Are Worth What You Charge December 31, 2010 Mastering the Primary Tool of Every Real Estate Agent December 24, 2010 Buyer Consultation: Financial Options and Qualifications Section December 17, 2010 Believe in Your Value: Attitude and Expectations December 10, 2010 Creating the Structure in Your Listing Presentation for Success December 3, 2010 Determining Factors of a Qualified Prospect November 26, 2010 Establishing Daily Priorities November 19, 2010 Focusing on Listings November 12, 2010 The Importance of Selling Benefits October 29, 2010 Time Management is Crucial October 22, 2010 The Law of Difficulty September 3, 2010 The Real Objective in Lead Follow-up August 27, 2010 Ten Have-to-Haves for a Real Estate Agent August 20, 2010 Accepting Over-Priced Listings August 6, 2010 Diligent Salespeople July 23, 2010 Seven Steps to Success July 16, 2010 Establishing a Lead Triad June 11, 2010 Business Clarity June 4, 2010 Lead Conversion and Follow Up May 21, 2010 The Desperate Agent Model May 14, 2010 Keys to Representing a Seller May 7, 2010 Conditions Versus Objections April 23, 2010 Comparing Different Types of Agencies April 16, 2010 Proper Listing Pricing Strategies For Any Market April 9, 2010 How to Prospect Expired listings March 12, 2010 Keys to Representing a Buyer March 5, 2010 Effective Price Versus Value Counseling February 26, 2010 The Seller Agenda February 19, 2010 The Greatest Salesperson February 12, 2010 Developing Referral Relationships February 5, 2010 Establishing Measurable Benchmarks For Your Team January 29, 2010 Determining Commission Plans Based on Your Key Numbers January 22, 2010 Creating Sales and Sales Volume Comparisons January 15, 2010 Actions or Attitudes December 4, 2009 It's Not What Happens, But How You React That Counts November 20, 2009 Challenges for Sales Professionals November 13, 2009 Prospecting Databases October 30, 2009 Advising Different Kinds of Sellers For Showings October 23, 2009 Handling the Referrals You Receive October 9, 2009 Getting Results September 18, 2009 Level of Service Creates Success September 11, 2009 Putting Prospecting to Work September 4, 2009 Increasing Sales Production Through Quality of the Prospect August 21, 2009 Five Clear Rules To Open House Success August 7, 2009 Communication Within a Team July 31, 2009 Time Management: Attack the Problem in the Correct Order July 24, 2009 Determining When Prospects Become Clients July 10, 2009 How to Engage an Expired Listing July 3, 2009 Entering the For-Sale-By-Owner World June 26, 2009 Avoiding Closing Derailment June 19, 2009 Creating Daily Success in Real Estate June 12, 2009 Accept Nothing Less Than Excellence June 5, 2009 Convey Your Competitive Advantage in Prospect Presentations May 29, 2009 Understanding The Process May 22, 2009 Three Golden Rules For Cultivating Referrals May 8, 2009 Top Producers Don't Prospect? May 1, 2009 Six Characteristics of Champion Teams April 24, 2009 Lotto Mindset April 10, 2009 Pressure Proofing Your Business April 3, 2009 Managing Contacts March 27, 2009 Setting Priorities March 20, 2009 Making Your Presentation Useful and Interesting February 13, 2009 It's All about Priorities February 6, 2009 How to Add Over Six Figures to Your Income Prospecting FSBO's January 30, 2009 Facing New Challenges January 23, 2009 Summit Accommodators Files Bankruptcy January 22, 2009 Dealing with Time-consuming Fires January 16, 2009 Building Your Champion Team December 19, 2008 Focus: Removing the Barrier November 21, 2008 Know Your Competition November 14, 2008 The Start that Stops November 7, 2008 The Greatest Leverage in Real Estate October 31, 2008 Burn Bright or Burn Out October 17, 2008 Closing A Client October 10, 2008 Acquiring Knowledge about Your Marketplace October 3, 2008 Better is Better September 26, 2008 Projecting Trends And Putting Your Findings To Work September 19, 2008 Three Truths that Rule Every Real Estate Market September 12, 2008 Projecting Trends And Putting Your Findings To Work September 5, 2008 Time Mastery August 29, 2008 Overcoming Your Feelings August 13, 2008 How Effective Is Your Listing Presentation? August 6, 2008 Business Plan May 26, 2008 Be Effective In Sales By Understanding People May 19, 2008 Building a Referral-Based Clientele April 28, 2008 Applying the Pareto Principle: The 80/20 Rule April 21, 2008 Don't Wait: Create April 7, 2008 Seven Principles to Successful Real Estate Goal Setting March 31, 2008 Setting And Achieving Prospecting Goals March 24, 2008 Four Easy Steps to Handling Presentation Objections March 17, 2008 Daily Deposits In Your Self Worth March 10, 2008 Qualifying the Buyer March 3, 2008 What Is and Isn't Prospecting February 25, 2008 Achieving Relationship Excellence January 28, 2008 Spending Less Time to Accomplish More December 24, 2007 What Prospecting Is - - And Isn't February 2, 2007 Setting And Achieving Prospecting Goals January 9, 2007 Prospecting Expireds: What To Say and How to Say It December 8, 2006 Agents: What Are You Worth Per Hour? November 29, 2006 Three Truths that Rule Every Real Estate Market November 8, 2006 Checking Your Prospect's "DNA" October 17, 2006 The Purpose and Hierarchy of Value of Prospecting October 11, 2006 Using Facts to Enact Change September 7, 2006 The Four Pillars of Prospecting August 7, 2006 Creating Referrals June 27, 2006 Spending Less Time to Accomplish More June 12, 2006 Applying the Pareto Principle: The 80:20 Rule June 6, 2006 Closing A Client May 22, 2006 Success Comes From Passion April 12, 2006 Achieving Relationship Excellence April 5, 2006 Three Characteristics of Top Sales Producers March 27, 2006 Prospecting: You Reap What You Sow March 15, 2004 Preparing For The No Call World October 17, 2003 No Call Mandates Create Whole New Selling World October 16, 2003 Preparing For The Do-Not-Call Change October 3, 2003 Facing New Challenges In Real Estate December 2, 2002 Why Salespeople Resist Scripts August 27, 2002 Take Action Or Accept The Results March 13, 2002 How Realtors Can Embrace Change January 31, 2002 Sailing Towards Objectives January 9, 2002 The 2001 Finish Line December 27, 2001 The Case For Teams December 20, 2001 Act On Your Thoughts, Now December 12, 2001 Are You There Yet? October 17, 2001 Make Daily Deposits In Yourself October 12, 2001 Put Your Eggs In The Same Basket! August 28, 2001 Sharpen Your Focus July 31, 2001 Staying Motivated Full Time July 23, 2001 What Is The Definition Of Customer Service? July 18, 2001 Better Is Better Than Cheaper July 5, 2001 The Four Rules of Real Estate May 7, 2001 Developing The Winning Mindset March 12, 2001 Attitude and Expectations March 8, 2001 Burn Bright Or Burn Out? March 2, 2001 The Four Rules of Real Estate February 15, 2001 Do You Have Clarity Of Purpose? January 31, 2001 It's The Start That Stops Most People January 20, 2001 Become The Expert November 21, 2000 How Much Are Your Leads Really Worth? November 15, 2000 How To Become Your Clients' Trusted Advisor November 14, 2000 What Kind of Clients Are You Attracting? November 13, 2000 Selling Based on Values October 30, 2000 Wisdom With Finances October 16, 2000 Let Adversity Teach You The Skills You Need To Compete August 21, 2000 Dog Days Of Summer August 3, 2000 Become a Champion Performer August 1, 2000 Define Your Leads July 12, 2000 Two Important Words: Attitude and Expectation May 22, 2000 Time Mastery May 17, 2000 Customer Service Doesn't Equal Accessibility May 8, 2000 The Two Magic Components to Sales Success April 25, 2000 Making Beautiful Music With Mortgage Originators April 20, 2000 Three Characteristics of Top Sales Producers March 21, 2000 Creating Steady Referrals March 14, 2000 Three Characteristics of Top Sales Producers March 1, 2000 Seven Principles to Successful Real Estate Goal Setting February 21, 2000 Guaranteed Growth With Coaching February 11, 2000 Prepare for Emergencies January 31, 2000 What Is a Lead? January 18, 2000 The Lead Generation Machine January 11, 2000 How to Make Over Six Figures Prospecting FSBO's December 6, 1999 Finish 1999 With the Right Score November 30, 1999 Getting Your Prospect to Go the Distance November 24, 1999 The Buyer Interview November 15, 1999 Qualifying The Buyer November 8, 1999 A Bad Lead Takes You Nowhere October 29, 1999 Take Charge of Your Buyers and Sellers October 25, 1999 Focus on Success October 15, 1999 Establishing Benefits Is the Key to Sales October 8, 1999 The Four Rules of Real Estate October 4, 1999 Six Key Rules to Dominating Your Market September 24, 1999 How Good Are Your Sales Skills? September 17, 1999 Choose Your Clients - Choose Your Business September 10, 1999 Is It Time to Hire an Assistant? September 6, 1999 Get Into the "Zone" September 1, 1999 Are You Paying Buyer's Agents Too Much? August 23, 1999 Help Your Staff Climb the Learning Curve August 16, 1999 Is Your Client Motivated? August 9, 1999 How Top-Producers Get Price Reductions August 2, 1999 Five Steps to Prepare Your Listing Presentation July 28, 1999 Price Is King July 19, 1999 The Two Magic Components to Sales Success July 12, 1999 The Ultimate Pre-listing Package June 28, 1999 Practice for the Big Game June 22, 1999 Pressure-Proof Your Business June 15, 1999 When Should a Prospect Become a Client? June 9, 1999 Seven Secrets of Prospecting May 31, 1999 The 20/50/30 Rule May 24, 1999 The Four Rules of Marketing May 17, 1999 Good Intentions Don't Excuse Poor Results May 3, 1999 Do Objections Catch You Like a Deer in the Headlights? April 28, 1999 How to Protect Your Gold Mine of Past Customers April 20, 1999 The Internet Makes a Good Agent Better April 12, 1999 Avoid Roller Coaster Income with Scheduled Prospecting April 6, 1999 How to Handle Objections March 30, 1999 Take Dead Aim at '99 March 22, 1999 Three Golden Traits of Top Producers March 15, 1999 What Makes a Great Real Estate Coach? March 8, 1999 "Time Block" Your Way to Success March 3, 1999 The Greatest Salespeople in the World Are Children February 26, 1999 Three No-Tech Solutions to Weather the Storm to Come February 15, 1999 Effective Listing Presentations February 1, 1999 Why Take Short Term Listings?
January 18, 1999 Magic Success Formulas Are No Substitute for Prospecting January 11, 1999 Show Your Staff How to Put on the Ritz January 5, 1999 How Top Gun Agents Hire the Right Buyers' Agent December 29, 1998 How Effective Is Your Listing Presentation? December 16, 1998 Three Strikes Against Realtors December 4, 1998 Plan a Successful 1999 November 24, 1998 Make Success a Daily Event November 20, 1998
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Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit 