*Prep for This Week’s Session* Preparation for Managers: Before your meeting, identify a Sales Associate who has had success with the key actions, and ask them to share their story. Review the slides before your meeting. Be prepared to share any personal instances you observed of Associates utilizing exceptional point-of-sale behaviors (i.e., answering the phone at opportunity time, closing for an appointment in the office, etc.) *Delete this slide before presenting *

Sharing Our Successes Who has had success trying the Five Key Actions at the Open House, on the phone or in person? Greet and smile (Be warm, friendly and likable. Give your name.) Gather contact information (Get their full name and phone number.) Ask, listen and learn Show what you know Close (Ask for an offer at the Open House, for an appointment in the office or at their home, etc.)

Tell Us More… What did you do? What happened? What results did you get? What do you think you’ll do next time? Manager: Share your own observations 3

Winning at the Point of Sale Point of Sale = Any interaction or point of contact that has the potential to lead to a sale. Click to the next slide.

Alexandria/ Old Town Office Not Just a Voice on the Phone Christine Garner Alexandria/ Old Town Office Christine volunteered to help a fellow Sales Associate by covering her opportunity time for the last hour of the day. While on the Opp Desk, Christine recalled her manager’s advice, and smiled and stood up while answering the phone – as if greeting someone who walked in the door . It worked, and Christine secured a listing appointment! Click to the next slide.

Corporate Headquarters Office Miles Do Not Matter Vin recently received an opportunity call for a listing that was 30 miles away. Because the property was such a distance from his sales office, Vin made plans to meet the buyer at the listing instead. Upon arrival, he immediately drove with the client to the closest Weichert office, where he did a buyer consultation and got a pre-approval from the GSM. Vin had a sales contract written and accepted that night! Click to the next slide. Vin Datwani Corporate Headquarters Office

Bethesda/Chevy Chase Office Take the Lead to Motivate Buyers Putting into practice some tips he had received at a recent training on taking control of the buying process, Solomon said to a lead, “I’ve set up a meeting with my GSM on Monday evening, and we can do a buyer consultation at the same time.” Instead, the buyer moved up the buyer consultation to Saturday, and then met with the GSM on Monday as planned. Since then Solomon has scheduled another buyer/GSM appointment! Click to the next slide. Solomon Jackson Bethesda/Chevy Chase Office

Bethesda/Chevy Chase Office Training Makes the Difference Solomon has noticed that since the training he is much more conscious of his various “point-of-sale” moments. “I was with Brand X for two years, and never had such good training,” he said. “Basic, practical stuff that will help me provide better service and do more business.” He looks forward to continuing with his Weichert training. Solomon Jackson Bethesda/Chevy Chase Office