Editorial
Front Page - Friday, November 5, 2010
Coach's Corner
Dirk Zeller
Moving through the steps to champion agent status
When a real estate agent begins their career, they usually work with more buyers than sellers. This pattern or business mix can often continue for the agent’s entire career. To be a true Champion Agent, your personal mix of business needs to be dominated by sellers. You have to do more transactions on the seller side of the business than the buyer side. agents who have more transactions on the buyer side of the business end up working harder, having less time control, and having a lower quality of life.
All agents experience the learning curve of moving from a new struggling agent working predominantly with buyers to a successful agent working with buyers to an agent who has perfected the buyer side of the business. The next step is to begin moving their business mix from buyers to sellers. In order to reach the Champion Agent level, you have to move your business through each of these phases, eventually transitioning away from buyers completely and training other agents to work with them on your behalf.
The challenge for most agents is they have never gotten to a high level of proficiency and efficiency with buyers, so they are ill equipped to teach others this specialization.
Too often, we never learned the skills to the mastery level; or it’s been too long ago, and we have forgotten the critical rules, philosophy, and systems to create, secure, service and generate referrals from the buyers we work with.
The reason I devote such a significant amount of my writings to buyers, when I believe listings are the approach to Champion Agent status, is not obvious to most people. The truth is, in order to fully leverage their business, a Champion Agent eventually builds a team including one or more buyer’s agents. Usually, Champion Agents have no system or structure for these buyer’s agents to follow to success, so they flounder. The Champion Agent gets frustrated and usually goes through a number of them before they get their systems, philosophy and procedures in order, so a buyer’s agent can be successful.
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, please visit: http://www.realestatechampions.com/.
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