Subscribe to the In The Lead Show on iTunes & YouTube
Today’s guest on In The Lead has been a Top Producing agent and runs a 
successful coaching program. Dirk Zeller and I dive deep into the tactics and strategies an agent can use to get to the next level. His real estate training tips are crucial for any agent looking to stop overworking and under producing.
We examine how critical it is to Slow Down in order to grow your business.
And why Dirk thinks it is sometimes “Ok” to lose business if it doesn’t fit into your niche.
Let’s get into it:
Tip 1: Real Estate Training Advice – Establish Your 3 Pillars
Dirk believes in creating your real estate business around the idea of having 3 main pillars of lead generation.
Most agents understand the importance of cultivating their sphere for referrals. But he encourages agents to find 2 other methods of lead generation that consistently work for them.
Focus is the key word here.
When you listen to the video or podcast, you’ll find that Dirk is all about focusing your efforts.
You cannot manage and groom 400 lead generation sources.
But:
If you want to make blogging, social media, websites, door knocking, direct mail, or anything else profitable; you can with focus.
The key is to give your lead generation method time to grow.
You need to live with a new business acquisition method for at least 6 months before expecting great results from it.
Tip 2: What Are Your Numbers?
The second tip Dirk gives agents it to focus on managing their internal numbers.
Here’s the deal:
It’s really exciting to focus on website traffic.
It’s even more exciting to focus on getting leads.
But:
It’s REALLY boring to develop systems to manage and monitor the conversion of those numbers.
Right?
No one wants to work with spreadsheets or study sales CRM reports. That’s rough work.
But that’s the type of work that will give you clarity to what you’re doing.
You aren’t a real estate agent. You are a business owner.
And the goal of a business owner is to build systems.
What does that mean?
That means you have to know how many of the leads your marketing systems are generating turn into clients.
You need to monitor these numbers. And understand how they relate to the various standard processes you’ve developed.
This is the core work that will serve you well should you ever bring on team members.
Tip 3: Real Estate Is A Sales Business
This may not sound novel at first, but it really is:
Real estate is really the business of selling houses.
So many people get into real estate for the money, homes, or because they like talking to people. But at the end of the day, you’re running a sales based business that just so happens to sell houses.
If you’re struggling right now or struggling to take your business to the next level, examine the three components of that sentence.
- Business:
- Do you treat your career like a business? Do you invest in advertising? And focus on your marketing and sales pipelines? Real estate is not as simple as working for somebody. You have to build systems and protocols for everything. Granted, you can use some standard ones from books like the Millionaire Real Estate Agent. But you have to focus on systems. And separate your personal financial situation from that of the business.
- Sales:
- Do you treat this as a sales position? Real estate is not about showing buyers properties or enjoying the company of people. At its core, real estate is a sales industry and you have to have some capacity to enjoy sales to be in the business.
- Homes:
- Are you an expert in the area? Do you understand the ins-and-outs of the local market?
These three things make up the core of being in real estate. You have to want to work on these aspects of your business if you expect to have a good career selling houses.
Book: Leading an Inspired Life by Jim Rohn
Finally, there was a great book recommendation in this interview. I highly recommend checking out “Leading An Inspired Life” by Jim Rohn.
Often, we get so highly dialed in on growing our businesses that we tend to lose sight of the things that truly matter. This is a great perspective changing book that you should check out.
Quote Of The Day:
“Stay Focused. Stay Consistent. The law of accumulation is alive and well. You’ll get where you want to be in 6 months, in 2 years, or in 20 years.” – Dirk Zeller
The key to success in the real estate business comes through focusing your energies on the lead generation tactics that produce for you.
This will mean saying no to certain opportunities. Should you go door knocking? Maybe not if this isn’t a pipeline you want to build your business around.
Through focusing on your numbers, you’ll be able to better understand what’s going well in your business and where there is room for improvement. Make these improvements over time and the income you want will come your way.
What Do You Think?
Let me know your thoughts on Dirk’s interview below! I’m excited to hear what you took away from it.