Dirk Zeller is the President of Real Estate Champions (REC), where he coaches agents and managers to improve their performance. Through REC, he has also developed an international network of professional real estate coaching offices. Dirk runs a weekly newsletter, Coaches Corner, which has more than 215,000 subscribers.

Introduction 1

Part 1: Showing Up for Your Own Success Story 5

Chapter 1: Cultivating Skills and Strategies for Success 7

Chapter 2: Selecting the Right Company 23

Chapter 3: Mastering Any Marketplace 51

Chapter 4: Positioning Yourself as a Marketplace Expert 65

Part 2: Creating Leads in Our Online World 79

Chapter 5: Using Facebook and Instagram: Online Lead Juggernauts 81

Chapter 6: Uncovering Leads with Online Search 93

Chapter 7: Building a Larger Online Presence 111

Chapter 8: Creating Leads with Third-Party Websites 121

Part 3: Creating Leads through Timeless Channels 133

Chapter 9: Prospecting for Gold: Generating Listings and Sales 135

Chapter 10: Generating Referrals, Recommendations, and Introductions 153

Chapter 11: Working Expired and FSBO Success in Any Marketplace 177

Chapter 12: Hosting Open Houses: New Agents' Bread and Butter 199

Part 4: Winning the Business and Getting Paid 217

Chapter 13: Making Your Listing Presentation a Masterpiece 219

Chapter 14: Converting Buyers and Selling Your Value 247

Chapter 15: Getting the House Ready for Showing 263

Chapter 16: Marketing Yourself and Your Properties 281

Chapter 17: Negotiating the Contract and Closing the Deal 303

Part 5: Creating Ongoing Success in Real Estate Sales 321

Chapter 18: Keeping Clients for Life 323

Chapter 19: Maximizing Your Time 349

Chapter 20: Owning It Is Better Than Selling It 369

Chapter 21: Selling New Construction 391

Part 6: The Part of Tens 403

Chapter 22: Ten Must-Haves for a Successful Agent 405

Chapter 23: Ten Tips for Listing Presentations 411

Index 417