Gail Anderson - Executive Agent Magazine
Gail Anderson - Executive Agent Magazine
Gail Anderson - Executive Agent Magazine
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E A<br />
The Greatest Leverage In Real Estate<br />
continued from page # 33<br />
3. Maintaining a client even if the transaction fails<br />
When representing a seller, if a transaction in pending<br />
fails to close, you still have a client. You can put the<br />
home back on the market, salvage the relationship, and<br />
sell the home. With the buyer, they have the option to<br />
not do business with you in the future. They can decide<br />
to use someone else to represent them on their purchase.<br />
The seller provides more security to your income should<br />
something fail to close or go smoothly.<br />
4. Gaining control of your life<br />
As a listing agent, you will be able to create a business<br />
devoid of the weekends and multiple nights that most<br />
agents must work. You can build a business that is more<br />
family friendly for your children and spouse. While you<br />
are away, you will still be creating growing activity on<br />
offers if you are a listing agent.<br />
I remember very few Monday mornings (after a nice<br />
long weekend with Joan at our vacation home) when there<br />
wasn’t a contract waiting on one of my seller’s homes. I<br />
didn’t know about it until I walked in the door on Monday<br />
morning.<br />
5. Investing less time per transaction<br />
It takes less time to represent a seller than a buyer.<br />
There will be a transaction every so often that will be the<br />
exception to that rule, but over time, the seller is clearly a<br />
lower investment of time. Because the seller uses small<br />
amounts of your time, this enables you to invest that time<br />
elsewhere to create more income.<br />
I believe that our focus as the lead agent or Chief<br />
Rainmaker, of a Champion Team isn’t to achieve a 50/50<br />
mix of buyers and sellers. The objective is to be weighted<br />
to the seller side. The only way your mix should be at<br />
50/50 is if you have two or more buyer’s agents working<br />
for you. Listing agents, ultimately, dictate the marketplace.<br />
They set the terms, conditions, and the control level of the<br />
marketplace. Your leverage benefits need to be established<br />
as a strong listing agent before you hire your first producing<br />
agent assistant like a buyer’s agent.<br />
Dirk Zeller is an <strong>Agent</strong>, an Investor, and the President<br />
& CEO of Real Estate Champions. His company trains<br />
more than 350,000 <strong>Agent</strong>s worldwide each year through<br />
live events, online training, self-study programs, and<br />
newsletters. He’s the widely published author of Your<br />
First Year in Real Estate, Success as a Real Estate<br />
<strong>Agent</strong> for Dummies®, The Champion Real Estate <strong>Agent</strong>,<br />
Telephone Sales for Dummies®, and over 300 articles<br />
in print. You can get more information by visiting www.<br />
RealEstateChampions.com. © 2008, Dirk Zeller. All rights<br />
reserved. For information contact FrogPond at 800.704.<br />
FROG(3764) or email susie@FrogPond.com; http://www.<br />
FrogPond.com<br />
38 <strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
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