Find and win buyers Ignite Power Session #7

Let’s Get Started Mission Expectations Action Reveal Pages 5-6

Action Reveal Contacts? Notecards? Laptop / Tablet? Research statistics? Videos What do you think the benefits will be working with buyers? What do you think the challenges will be working with buyers? What are your aha’s about working with buyers? Page 6

Your Lead Generation Habit Daily 10/4 Your Lead Generation Habit Daily! Add 10 new contacts to your database. Speak with 10 people in your database. Write 10 notes. Weekly! Preview 10 homes. Page 8

Lead Generate Your Turn, p. 8 Get out your call list—begin calls. Handwritten notes 20 minutes Reminder: Comply with federal and state Do Not Call (DNC) and spam laws and the policies of your local Market Center. Pages 8-9

Get Your Head in the Game Finding buyers is simple. Servicing buyers is inexpensive. Earning with buyers is quick. Page 10

Converting Buyer Leads Find buyers—lead generation! Qualify buyers. Sign buyers. Page 11

Converting Buyer Leads Watch video – “Find the Motivated”, p.13 10 minutes Do your market research Discuss questions on p. 14 Know your terms, p. 15 Pages 11-15

Research Your Stats Your Turn – Where to find local market statistics, p. 18 Market statistics 15 minutes Pages 16-18

Qualify and Schedule Buyers for the Consultation Buyer Lead Sheet Get the Appointment Pages 19-29

NAR Fact According to the 2014 NAR Profile of Home Buyers and Sellers, 2/3 of all buyers interviewed only one agent. Page 20

Buyer Consultation A Guide to Buying Your Home Pages 30-44

Scripts Your Turn, p. 48 Script Practice – Practice buyer consultation and handling objections. 20 minutes Pages 45-48

Needs Analysis Watch Video – “Buyer Needs Analysis” 10 minutes Pages 49-50

Needs Analysis Your Turn, p. 53 Needs analysis, buyer needs questionnaire, five must-haves summary 40 minutes Pages 49-53

The Buyer Consultation Your Turn, p. 55 Practice the buyer consultation. 40 minutes Page 55

Putting It All Together Action Plan Prepare for Your Next Class Recall and Remember From Aha’s to Achievement Enhance Your Learning Scripts Pages 56-66

Find and win Buyers Ignite Power Session #7