SOLD on CHANGE!

Sale!

SOLD on CHANGE!

$20.00

This book will help anyone in Sales establish systems, recognize change, and adapt quickly, just as we have. Many people share their successes, but you can learn far more from their failures. Throughout this book, I’ve shared many ideas that have worked, but also the things that didn’t work. Knowing what doesn’t work should help you achieve results faster than we did and you will soon be on the fast track to success.

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Description

Bob Zachmeier walked away from a twenty-two year career in the electronics industry to open a real estate brokerage. He and his wife, Camille, founded Win3 Realty in Tucson, Arizona in 2004 just before the housing market collapsed. During the worst real estate market since the Great Depression, they increased sales by 1,000% in just three years, and reached a point where their team sold a home every twelve hours! By sharing his practical advice and years of experience as a real estate broker, investor, coach, college instructor, and lecturer, and author, Zachmeier has helped thousands of people improve their well-being. This book is a must-read for anyone who wants to succeed at selling in a “depressed” market.

The Internet has turned local real estate into a global commodity. In the expanded world market, buyers can easily search for property in other cities, states, countries, and continents. Homeowners have the ability to conduct research, find recent sale data, and sell their property themselves on websites like ebay.com or zillow.com without using a real estate agent.

Many technically competent people believe that real estate agents have become obsolete because they no longer add value. In some ways, they are right, but as I will show you in this book, real estate agents capable of adapting to change can provide valuable services to their clients by finding creative ways to market their properties, inventing programs that generate buying opportunities, and keeping emotion out of negotiations.

By 2007, most US housing markets were in a steep decline. Foreclosures increased rapidly, especially in markets that had experienced rapid appreciation in the preceding years. Many areas in the desert southwest were among those hardest hit. These “sand states” include Arizona, California, and Nevada. As the owner of a real estate brokerage in Tucson, Arizona, I have had to change the way we do business as home prices and the number of sales declined drastically.

A popular advertising campaign states that, “What happens in Vegas stays in Vegas,” but that is not true. In reality, most real estate market changes originate in Los Angeles before “happening” in Las Vegas. Next, they continue eastward to Phoenix and then south to Tucson. Because changes in other markets affect my market, I regularly attend real estate conferences to stay abreast of what is happening in other areas of the country, especially in other “sand states.”

We have constantly adjusted our business as the market changed around us. We sold six homes per month in 2007, an all-time high for us. From 2008 to 2010, as other real estate agents watched their sales steadily decline, our sales increased by 1,000%! By 2010, we were closing sixty homes per month, ten times more than the all-time high we had achieved just three years earlier.

Our success is due to our willingness to change our practices to adapt to the market. I am convinced that if we stopped making changes we would be out of business within two years. Although it does not come naturally, I have learned to embrace change.

We can no longer expect to work at a job for thirty or forty years like our parents. Many jobs in the workplace today will not even exist five years from now. New technology is changing the world around us almost daily. We must constantly adapt in order to survive.
Our business prospered because we hired and trained good employees to complete many tasks, created repeatable systems to ensure consistent results, and utilize technology whenever it becomes available. We constantly track local and national housing trends as well as data in our own company. In addition, we consult regularly with coaches…

From the Inside Flap
The only thing that seems to stay constant is change. Each year, it seems to come faster and faster. In business, the companies that adapt to change the fastest win market share. Business owners who educate themselves to understand what is causing the change don’t just survive; they thrive!

The Internet has turned local real estate into a global commodity. In the expanded world market, buyers can easily search for property in other cities, states, countries, and continents. Homeowners have the ability to conduct research, find recent sale data, and sell their property themselves on websites like ebay.com or zillow.com without using a real estate agent.

Many technically competent people believe that real estate agents have become obsolete because they no longer add value. In some ways, they are right, but as I will show you in this book, real estate agents capable of adapting to change can provide valuable services to their clients by finding creative ways to market their properties, inventing programs that generate buying opportunities, and keeping emotion out of negotiations.

By 2007, most US housing markets were in a steep decline. Foreclosures increased rapidly, especially in markets that had experienced rapid appreciation in the preceding years. Many areas in the desert southwest were among those hardest hit. These “sand states” include Arizona, California, and Nevada. As the owner of a real estate brokerage in Tucson, Arizona, I have had to change the way we do business as home prices and the number of sales declined drastically.

A popular advertising campaign states that, “What happens in Vegas stays in Vegas,” but that is not true. In reality, most real estate market changes originate in Los Angeles before “happening” in Las Vegas. Next, they continue eastward to Phoenix and then south to Tucson. Because changes in other markets affect my market, I regularly attend real estate conferences to stay abreast of what is happening in other areas of the country, especially in other “sand states.”

We have constantly adjusted our business as the market changed around us. We sold six homes per month in 2007, an all-time high for us. From 2008 to 2010, as other real estate agents watched their sales steadily decline, our sales increased by 1,000%! By 2010, we were closing sixty homes per month, ten times more than the all-time high we had achieved just three years earlier.

Our success is due to our willingness to change our practices to adapt to the market. I am convinced that if we stopped making changes we would be out of business within two years. Although it does not come naturally, I have learned to embrace change.

We can no longer expect to work at a job for thirty or forty years like our parents. Many jobs in the workplace today will not even exist five years from now. New technology is changing the world around us almost daily. We must constantly adapt in order to survive.

Our business prospered because we hired and trained good employees to complete many tasks, created repeatable systems to ensure consistent results, and utilize technology whenever it becomes available. We constantly track local and national housing trends as well as data in our own company. In addition, we consult regularly with coaches and colleagues around the country who are willing to share their wisdom, advice, and the keys to their success.

I organized this book as follows: Chapters 1-4 discuss our progression through coaching and declining commissions. Chapters 4-8 discuss recruiting, hiring, compensating and training employees and creating company culture. Chapters 9-12 discuss how to divide your business into divisions, which numbers to track and which work to delegate. Chapters 13-18 discuss how we use our inside sales staff to screen calls and book appointments as well as how to recruit, train, and compensate agents. Chapters 19-22 discuss the organization of our REO and short sale divisions. Chapters 23-25 discuss technology that will make your business more efficient. Chapters 26-28 discuss ways to advertise and get referrals from the people you know. Chapters 29-31 discuss sharing.

This book will help anyone in Sales establish systems, recognize change, and adapt quickly, just as we have. Many people share their successes, but you can learn far more from their failures. Throughout this book, I’ve shared many ideas that have worked, but also the things that didn’t work. Knowing what doesn’t work should help you achieve results faster than we did and you will soon be on the fast track to success.

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