*Prep for This Week’s Session* Notes/Preparation for Managers: Review the slides before the session. This session features a Sales Associate success story. Slides 3-8 include automatic animation and audio so speakers are required. Slide 9 prepare to conduct a group activity and discussion. *Delete this slide before presenting *

Ralph Gudim Ridgefield CT Office Getting to Know You and Your Next Home Example provided by: Ralph Gudim Ridgefield CT Office

Know What They Mean The Getting to Know You and Your Next Home gives you conversation starters. The Opening Lines eliminate the ambiguity of language.

Get Buyers Involved “I want to see Contemporary homes…” The questions help uncover what is important. We dig deeper into what buyers really mean. Working together, buyers get involved. They see I am listening to them.

Keep Them Excited This meeting must be face-to-face. “It is important to know as much as I can, so I don’t waste your time and frustrate you.” “Every time buyers look at something they are not interested in, they get discouraged, and it is harder for them to get excited.”

Set Priorities The questionnaire helps set priorities. Ask: “What did you not care for?” “What would you change?” Buyers define what they really want, and what is most important to them.

Determine Motivation Not knowing your buyers real motivation for moving puts you at a loss. I always Ask: “What is your number one reason for moving?” This helps me target my search.

Getting to Know You and Your Next Home gives me the whole picture, So I can serve my buyers better!

What is Your Best Technique? Work in pairs to answer the following questions: What process and tools do you use to understand and capture your Buyers wants and needs? What questions do you ask to really uncover what your Buyers require, prefer, dislike, etc? How do you keep Buyers energized and motivated as you guide them through the home search process? Take 3 minutes and then we will discuss as a group.