Weichert University Presents: 60 Days to a Commission Check!  

Are your buyers asking: “How’s the market?” “Can I even get a loan now?” “Am I too late to get a good bargain?” 

Where is our market right now? Prices Rates High Mid-Range Low The top of the V is high, the bottom is low. Put a dot on the Prices line to indicate where you think prices are right now. Put a dot on the Rates line to indicate where you think rates are right now.

Buyer’s can still get a great “deal.” IT’S NOT TOO LATE  Buyer’s can still get a great “deal.” However, if they are waiting for prices to go down more, they may be taking an expensive gamble.  There is more than just price when paying for a home.  Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland .  He has been selling homes in the local area for over 25 years.

Favorable Market Conditions Interest rates affect a mortgage payment just as price does.  Interest rates are LOW! Stock market – current scenario Right now, interest rates are among the best we’ve seen in a long time.  With all the instability on Wall Street, it’s anybody’s guess if interest rates will stay this low or actually go a lot higher.  A higher interest rate could cost you more than a lower sales price.  As recently as 2000, interested rates were over 8%. Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland .  He has been selling homes in the local area for over 25 years.

See the Opportunity ? Prices Rates High Mid-Range Low It is a great time for buyers to buy. It is smart to buy right now. Good interest rates, good financing programs, inventory for buyers to choose. Buyers in the market are serious. Do you want a serious buyer for your house?

Value is here What that means to a buyer is that a mortgage for $300,000 that would have cost about $1,896 in principal and interest a few weeks ago, costs only about $1,800 today. Put another way, for the same mortgage payment of $1,896, a buyer could buy a home today worth $16,000 more.  Just think, if you keep paying that landlord just $1,400 each month for the next 5 years, you will have paid $84,000 towards his or her mortgage, not your own. Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland .  He has been selling homes in the local area for over 25 years.

Myth vs. Reality Weichert has safe, secure mortgage money readily available. Nine out of 10 people who come to us are approved for a mortgage. Our job is to share this very powerful message. Get on the phone now to all your prospective buyers and reassure them that the credit market is not frozen. Let them know that with interest rates still near historic lows, now is the time to buy. Together, we can move this market, Jim Weichert The nation's current financial situation is unprecedented, and people don't know what to think. Many buyers believe that it is close to impossible to get a mortgage, even with good credit.  On a company-wide level, we will begin combating the mortgage myth through our advertising and on www. Weichert.com. It is important that you also do your part.

Weichert Financial A Vested Interest in YOUR Success 96% of Weichert Buyers rate our service satisfactory/excellent Among the top 28 mortgage lenders in the U.S. Licensed in 44 states 94% of our customers would refer us to friends and family On-site face-to-face personalized service Review the slide to emphasize all of the points and how WFS has a vested interest in the associate's success. Briefly explain the $5,000 Gold Guarantee (there is a slide dedicated to discussing the details for the $5,000 Gold Guarantee).

Financial Optimism for Buyers Some programs offer down payment or closing cost assistance.    An FHA loan is still available with only a 3.5% investment. Credit Assure.  The only one way for a prospect to find out is to sit down with a respected Gold Service Manager and Weichert Realtor. If you would like to own a home, but don’t know if you can, contact a good real estate agent, talk about the process and meet with a good lender.  Now may not be the right time for a prospect to buy a home.  But to explore the idea, this may the best time to find out in years. The state of Maryland CDA program has a variety of below-market rates for buyers who haven’t owned a home in the past three years. Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland .  He has been selling homes in the local area for over 25 years.  

Market Optimism for Sellers Many have priced their homes to meet today’s market.  Most sellers have been willing to help out with buyer’s closing costs.  Today, ample inventory available with reasonable sellers.   Keep in mind that over the last 35 years, the typical home has appreciated over 6%.  More sellers have gotten more realistic.  It took a while for some sellers to realize that they couldn’t expect double-digit inflation. Many of you have heard horror stories of homes losing thousands of dollars in value over the last two years.  Yes, the time is past to make a killing buying and flipping a home for thousands of dollars in six months.  At the same time, you can have your own place to live and a potential savings account for the future.  Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland .  He has been selling homes in the local area for over 25 years.   Buyers in the market are serious. Do you want a serious buyer for your house?

Three Personality Types: Those that “do.” Those that “watch and learn.” Those that are often saying, “What happened?” Which of these describes you and your real estate career in the last 60 days? In the last 6 months? Dirk Zeller, CEO Real Estate Champions 2-13-09

Attracting Opportunity ? What activities have you done in the last 60 days to get a prospect to commit to an appointment with you? What activities have you done in the last 60 days to get a sellers home priced right? What activities have you done in the last 60 days to get a buyer into a house? Agents doing activities consistently are helping those buyers & sellers in the market today!

Activity Breeds Success Anthony Carr 1-2009

Activities & Results Activity # of Contacts (in last 60 Days) Called Your Sphere Held Open Houses (Circle One: 1 2 3 4) Passed out business cards Conducted I-Call session Door knocking Held buyer/seller seminar Mailed to your farm (1x or 2x) Front Desk Duty (estimate no. of incoming calls) Anthony Carr 1-2009

Activities & Results # of Contacts Activity SUBTOTAL: (in last 60 Days) Activity Held Buyer Interviews Held Listing Appointments Listings Taken Buyers signed Contracts written Contracts ratified Went to settlement SUBTOTAL: LESS MAILINGS: TOTAL:

Earn a Commission Check- in the next 60 days Activity Create Marketing Lists Farms (Sellers & Buyers) Sphere Past Customers Niche Market Order/Create Mailing Piece Just Listed/Sold Inventory on the Market Financing Programs Turn Rent into Mortgage Payment Price Trend Analysis Hand out 5 business cards while running errands I-Call 20 prospects Week One Day 1 PLANNING & CREATING OPPORTUNITIES

Earn a Commission Check- in the next 60 days Week 1 Day 2 PLANNING & CREATING OPPORTUNITIES Activity Schedule Open House Get Portfolio production started Hand out 5 business cards during lunch break I-Call 20 prospects Join networking group (chamber, biz network group, faith-based business alliance, etc.)

Earn a Commission Check- in the next 60 days Activity Week 1 Day 3 CREATING OPPORTUNITY Hand out 5 business cards in the afternoon I-Call 20 prospects Determine volunteer effort (school, Red Cross, soccer league, etc.)

Earn a Commission Check- in the next 60 days Activity Week 1 Day 4 Mail out Marketing Lists Hand out 5 business cards while running errands I-Call 20 prospects

Earn a Commission Check- in the next 60 days Activity Week 1 Day 5 Hand out 5 business cards I-Call 20 prospects Walk your farm & knock on doors (Offer PTA, Weichert One Brochure or Newsletter) Appointment from I-Call

Earn a Commission Check- in the next 60 days Week 1 Day 6 Activity Home/Free time!

Earn a Commission Check- in the next 60 days Activity Week 1 Day 7 Open House – Full-blown production with 8 directional signs, invitations, internet, etc Be PREPARED with closing dialogues

Earn a Commission Check- in the next 60 days Activity Finish marketing plan for the year-when will you send out the following? - Just Listed Cards - Market update - Financing Programs - Turn Rent into Mortgage Payment - Price Trend Analysis Schedule production time with Personal Marketing Consultant Hand out 5 business cards while running errands I-Call 20 prospects (Follow up with Open House List- call everyone until you’ve actually TALKED to them !) Week Two Day 1

Earn a Commission Check- in the next 60 days Activity Schedule Open House Hand out 5 business cards during lunch break I-Call 20 prospects Join networking group Week Two Day 2

Earn a Commission Check- in the next 60 days Activity Week Two Day 3 Hand out 5 business cards in the afternoon I-Call 20 prospects Volunteer

Earn a Commission Check- in the next 60 days Activity Week Two Day 4 Mail to Marketing Lists Hand out 5 business cards while running errands I-Call 20 prospects

Earn a Commission Check- in the next 60 days Activity Week Two Day 5 Hand out 5 business cards I-Call 20 prospects Walk your farm & knock on doors (Offer PTA, Weichert One Brochure or Newsletter) Appointment from I-Call

Earn a Commission Check- in the next 60 days Activity Week Two Day 6 Hand out 5 business cards Face-to-face time (Listing appointments/Buyer consultations, etc) Hold “Market Update” seminar

Earn a Commission Check- in the next 60 days Activity Week Two Day 7 Take the Day Off !

Earn a Commission Check- in the next 60 days Weeks Three- Eight Open House: Week 1, 3, 5, 7 Mailing: Week 1, 5 I-Call: DAILY Hand out Cards: DAILY Seminar: Monthly

Earn a Commission Check- in the next 60 days Activity Weeks 3-8 Day 1 Hand out 5 business cards while running errands I-Call 20 prospects (Follow up with Open House List- call everyone until you’ve actually TALKED to them !)

Earn a Commission Check- in the next 60 days Activity Weeks 3-8 Day 2 Schedule Open House Hand out 5 business cards during lunch break I-Call 20 prospects Follow up with networking group

Earn a Commission Check- in the next 60 days Activity Weeks 3-8 Day 3 Hand out 5 business cards in the afternoon I-Call 20 prospects Follow up with volunteer group

Earn a Commission Check- in the next 60 days Activity Weeks 3-8 Day 4 Mail to Marketing Lists Hand out 5 business cards while running errands I-Call 20 prospects

Earn a Commission Check- in the next 60 days Activity Week 3-8 Day 5 Hand out 5 business cards I-Call 20 prospects Walk your farm & knock on doors (Offer PTA, Weichert Brochure or Newsletter) Appointment from I-Call

Earn a Commission Check- in the next 60 days Activity Weeks 3-8 Day 6 Hand out 5 business cards Face-to-face time (Listing appointments/Buyer consultations, etc) OR Take the day off if working an Open tomorrow

Earn a Commission Check- in the next 60 days Activity Weeks 3-8 Day 7 Take the Day Off ! OR Hold an Open if taking Day 6 off

Week __________ Activity Day 1 Day 2 Day 3 Day 4 Day 5 Day 6 Day 7 * Take the day off ! Activities should include: I-Calls, Market inventory (previewing homes) , Open Houses, Contacting Sob's & Expired Listings, Connecting w/ sphere, networking group, volunteering, sending mailers, handing out business cards daily, canvassing door-to-door, face-time (appts w/ seller & buyer prospects).

Daily Prospecting is Essential to YOUR Success

Contact Management System Call Contact Management Sheet & Prospect Follow-Up Sheet i-Call Contact Management Sheet & Prospect Follow-Sheet up are great tools to maintain communication with leads & to track contacts & sources of business.

Covey Quadrant Urgent Not Urgent 1 2 Important 3 4 Not Important Prevention activities New opportunities Business planning Recreation Crises Pressing problems Deadline-driven projects 1 2 Important 3 4 Trivia Busy work Same calls & mail Time wasters Interruptions Some calls & mail Proximate pressing matters Not Important

YOUR Covey Quadrant Urgent Not Urgent 1 2 Important 3 4 Not Important

The sign of a smart decision Accountability You are in control of your success. The market is moving, are you a part of it? You are accountable to yourself. Commit to what you will do to get a commission check in the next 60 days & do it. , get honest about what you have been doing are you waiting for ? Get yourself selected. Weichert, Realtors The sign of a smart decision

Next Steps: See you in two weeks to share your successes! It is time for you to commit to: Update your Income Goals or create for the first time Contact 30 warm leads by phone or in person-bring list Go to www.WeichertOne.com : print the Open House Guest Profile Sheet and the I-Call Sheet Bring 2 completed I-Call sheets and 2 completed Open House Guest Profile sheets to the next session. Go to www.WeichertOne.com: take on-line courses Conducting an Effective Open House and Preparing for a Successful Open House – bring certificate of completion to class

Thought for the Day: ~ Frank Lloyd Wright “The thing you really believe in always happens… and the belief in a thing makes it happen” ~ Frank Lloyd Wright Do you believe in a commission in the next 60 days? Do you believe you are capable of a commission in the next 60 days? Your belief system will determine whether you meet your goal or not. Let’s go back to the last slide and review the activities and assignments to a Commission in the next 60 Days. Then, go out there and make it happen!