Make Yourself Memorable

Check In What did you do? What happened? What results did you get? What do you think you’ll do next time? Refer to your Sales Planner from last workshop

Meet the Expert Add guest speakers name Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed Add guest speakers name

Distinguish Yourself Ways you can make yourself memorable: Share something interesting about yourself. Give your leads a unique item. “60 second elevator speech”. A combination of these 3 will greatly increase your chance of being remembered by your leads!

Share Something Interesting About Yourself Examples: “In my free time, I like to ride my bicycle around the neighborhoods and look at my inventory. It’s great exercise!” “I always bake cookies for my open houses. I love how it makes the house smell!”

Give Your Leads Unique Handouts Think of gifts that will make you memorable and help your leads remember you. Tie the gift to your contact information. i.e. Name, Phone Number, Email Address. Align the gift with the Weichert brand. Examples: Neighborhood Activities Business Cards. Seed packets that grow yellow flowers. What are other unique gifts you could give out?

“60 Second Elevator Speech” You are in an elevator with a lead. You need to convince them to work with you. You have 60 seconds to tell them your value proposition, and what makes you stand out. What would you say? Examples: “… I commit to keeping my customers informed at every step of the process.” “… I make listening and understanding my clients’ needs my FIRST priority.”

“Elevator Speech” - Activity Partner up and take turns giving a one minute summary of who you are and what makes you different from other sales associates. Share your value proposition and what makes you stand out, so you will be memorable!

Go That Extra Mile! Build rapport and be genuine. Provide your leads with a higher level of service than your competition. Make sure you’re the Associate your leads remember when they are ready to move.

Securing Your Position What do you do to increase your knowledge of market inventory? How do you secure your position as Neighborhood Specialist?

Neighborhood Specialist Who has an example of how knowing the market inventory helped you to be more effective? Success Story

Avoid Becoming a Taxi Driver Do a Buyer Consultation to uncover buyers’ needs and establish their motivation. Select properties from the market inventory that meet buyers’ needs and motivation.

Help Buyers and Sellers Take Action Buyer’s File Prove to buyers that real estate is alive and well. Show properties that have been sold. Encourage buyers to make offers – Any Offer is a Good Offer. Set realistic expectations with sellers. Show properties currently listed, and point out the long days on market. Ask if they want their house to sit on the market as long as the others. Convince sellers that they are lucky to get an offer - You will thank me today. Seller’s File

Call to Action Challenge yourself every day to learn more about our market inventory. Do the market inventory activities to increase your knowledge and secure your value to customers and clients. Focus your efforts by uncovering buyers’ needs and motivation. Use the Weichert brochure to help focus buyers. Log on to WeichertOne Sales Associate Resources for additional resources. Use the buyer and seller files concepts to help buyers and sellers take action.

Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments. Weichert University October 2007 15

Fast Track Facilitator Notes Session 2: Getting Started Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time? Weichert University October 2007 16

Grow Your Skills and Business Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement. Come prepared to make 50 calls at next workshop. Preview homes and take notes on property features. Work an Open House. Follow up with all guests in 24 hours. Take online training – “Making it Matter: Creating Value Statements”.

“The path to success is to take massive, determined action. ” “The path to success is to take massive, determined action.” - Anthony Robbins

Sales Planner Add the assignments we just reviewed to your new Sales Planner. Write down what you will commit to do by next session. You have five minutes to complete this. Ask me or a colleague for ideas and help. Distribute blank copies of Sales Planner

Quickest Way to Boost Your Business REMEMBER… Quickest Way to Boost Your Business Aim for an Appointment a Day! Work an Open House every week. Know the inventory! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence “Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.” Denis Waitly Thank You