With tens of thousands of subscribers, we have the most-read newsletter in the real estate sales industry. Each weekly edition, written by Dirk, is packed with timely articles, insights, and strategies to help you gain a competitive advantage and stay on top of your game.

Coaches CornerTM

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Avoiding Closing Derailment By Dirk Zeller   Like a train, a transaction can get derailed at any point on the track. A closing can be hit by a clouded title, a home not appraising for value, a rapid change in interest rates, an undisclosed credit or income issue, or one […]

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By Dirk Zeller   Through the years of research and working with teams and coaching them to the Champion Team level, there is a repeating pattern of what they possess, implement, and do.  They are focused on results and actions unlike lower performing teams. Standards There is a set of […]

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CREATING THE STRUCTURE IN YOUR LISTING PRESENTATION FOR SUCCESS By Dirk Zeller When I finally arrive at the home, I want to have completed all of my work ahead of time.  I want to walk in the door fully prepared with the expectation of success.  My belief is you establish […]

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By Dirk Zeller We have all listened to sales trainers speak at great length on the importance of price, condition and marketing to get properties sold.  Each one seems to have a magic formula for success via marketing.  Marketing has become their sole answer to the question of why a […]

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By Dirk Zeller 1. Always take notes You don’t need to be a stenographer to be effective at note taking.  Just jotting down the key concepts, problems, issues, and prospect information directly from them will do.  The act of taking notes forces you to focus on the prospect and what […]

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  THE IMPORTANCE OF SELLING BENEFITS By Dirk Zeller   When we evaluate selling our views on why someone would hire us, we really only have two options to sell.  We can sell features of our service, or we can sell the benefits the client will receive. When I listen […]

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 DEMONSTRATING YOUR PROFESSIONAL VALUE By Dirk Zeller A Champion Agent can convey the six key rules that equate to professional value to any prospect or client.  They are able to drive home the key points to raise their value to the prospect. 1. We don’t sell properties We are salespeople, […]

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Counseling Clients on Home Improvements By Dirk Zeller Before you start to counsel owners about home improvements, remember these two rules: 1. First and foremost, never counsel before you are hired. Counseling happens after a client-relationship is established. Attorneys don’t offer legal advice before their services have been officially retained. […]

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 By Dirk Zeller When I finished my active sales career at the end of the 90s, the trend from a 7% fee to the 6% fee was well entrenched.  Most areas were moving rapidly to a lower fee structure, while I was still taking plenty of listings and sales at […]

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By Dirk Zeller I have always believed that new challenges in life present new opportunities.  We are given opportunities to grow, improve, and learn new skills and abilities, which we might not learn otherwise It is easy to get comfortable and complacent when the going is easy.  We often just […]

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