Introduction. Part I: Acquiring the Keys to Real Estate Success. Chapter 1: Discovering the Skills of a Successful Agent. Chapter 2: Residential versus Commercial: Deciding Which Type of Real Estate Is Right for You. Chapter 3: Pairing with the Right Agency. Chapter 4: Researching and Understanding Your Marketplace. Part II: Prospecting for Buyers and Sellers. Chapter 5: Prospecting Your Way to Listings and Sales. Chapter 6: Mining Gold from Referrals. Chapter 7: Winning Business from Expired and FSBO Listings. Chapter 8: A Time-Tested Prospecting Tool: Planning and Hosting a Successful Open House. Chapter 9: Presenting and Closing Listing Contracts. Part III: Developing a Winning Sales Strategy. Chapter 10: Determining a Home's Ideal List Price. Chapter 11: Getting the House Ready for Showing. Chapter 12: Marketing Yourself and Your Properties Online and in Print. Chapter 13: Negotiating the Contract and Closing the Deal. Part IV: Running a Successful Real Estate Business. Chapter 14: Staking Your Competitive Position. Chapter 15: Keeping Clients for Life. Chapter 16: Maximizing Your Time. Part V: The Part of Tens. Chapter 17: Ten Must-Haves for a Successful Real Estate Agent. Chapter 18: Ten Tips for Working with Buyers. Chapter 19: Ten Biggest Mistakes and How to Avoid Them. Chapter 20: Ten Web Sites for Real Estate Agents. Index.
Dirk Zeller, who as an agent rose to the top of the real estate field quickly, has been on a meteoric rise since he began his career in 1990. Throughout his sales career, Dirk was recognized numerous times as one of the leading agents in North America. He has been described by industry insiders as the most successful agent in terms of high production with life balance. His ability to sell more than 150 homes annually, while only working Monday through Thursday and taking Friday, Saturday, and Sunday off weekly, is legendary in the real estate field. Dirk turned his selling success into coaching significance through founding Real Estate Champions. Real Estate Champions is the premier coaching company in the real estate industry with clients worldwide. Dirk's clients average more than a $200,000 increase in their income annually. Dirk has created such revolutionary programs as "Protect Your Commission," "Stewardship Selling," "The Champion Listing Agent," and "Positioning Yourself as the Expert." These programs and others like them have changed the lives of hundreds of thousands of real estate agents worldwide. Dirk is one of the most published authors in the areas of success, life balance, sales training, and business development in the real estate field. He has more than 250 published articles to his credit. His weekly Coaches Corner newsletter is read by over 200,000 subscribers each week. His book Your First Year in Real Estate (Prima Publishing) has sold just shy of 100,000 copies in just a few years. Dirk is also one of the most sought-after speakers in the real estate arena. He has spoken to agents and managers at the local, regional, national, and international level for most of the large real estate brands, such as Coldwell Banker, RE/MAX, Century 21, ERA, and Prudential. He has shared the stage with such notable speakers as Zig Ziglar, Brian Tracy, and Les Brown.