*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 3-7 include automatic animation and audio so speakers are required. Slide 8 prepare to conduct a group activity and discussion. *Delete this slide before presenting *

Andrea Fanelli White Plains Office Meet Your Buyers Example provided by: Andrea Fanelli White Plains Office

Bring Buyers In Meeting Buyers in the office enhances my professional image. We can have one-on-one, focused time. I learn about them and can then become their advocate in the buying process.

The Buying Process Home Buying is more than looking for a home. Understanding the “why” behind the move is important. I take copious notes, digest the information, and make a plan.

Introduce your team I have the opportunity to introduce the GSM. She can showcase all Weichert Services. She helped my buyers with their mortgage so they could close.

Buyer Consultation = Customer Service I sit with Sellers to go over what I can do for them – Buyers deserve the same individualized attention. “I take the stress out of the whole experience. Does that sound like a good plan for you?”

Buyer Consultation = Results! I have three closings scheduled – two the result of good Buyer Consultations! I zeroed in on properties that met the buyer expectations and had fully executed contracts in less than two weeks.

What is Your Best Technique? Work in pairs to answer the following questions: How do you uncover the buyer’s motivation? What do you do to demonstrate your value to the buyers? How do you showcase Weichert’s services? What do you do to provide them individualized attention? Take 3 minutes and then we will discuss as a group.