* Delete this slide before presenting * *Preparation Notes* Prepare to tell a personal story from your real estate career as a sales associate or as a manager that illustrates how taking the lead with your buyer made the difference. Use an example such as knowing the inventory, doing a buyer consultation, or having them with you in your car. Tell a compelling story that focuses on how taking the lead improved the customer’s experience and help to achieve their desired results. On this slide, share your story . . . * Delete this slide before presenting *

Weichert’s Customer Experience Continuing our Focus on the Point of Sale Taking the Lead 2

Taking the Lead Made the Difference

Leading the Way or NOT We know that buyers want to be guided by an expert; a professional real estate agent that will lead the way with confidence. There are many ways to take the lead with buyers. Let’s review some of the actions, behaviors, or skills that would make buyers feel like they have found an agent who is an expert leading the way with confidence. To have some fun CALL OUT whether that action would be “Leading the Way” or “Not”.

Leading the Way or NOT Leading the Way The sales associate is unfamiliar with the property the buyer is calling about but knows the area well so they make sure to mention the very popular farmers market and the many conveniences located in the center of town. Realizing you can’t see every property - what are other ways to show what you know? Leading the Way

Leading the Way or NOT NOT Why not just ask every time? What are the benefits of doing so? What are the odds they will agree? On an Opp call the sales associate agrees to meet a new buyer for the very first time at the house without even asking to meet at the office. NOT

Leading the Way or NOT Leading the Way A buyer wants to see a property outside the local market area. The sales associate arranges to meet with them first at the local coffee shop near the property. How does meeting with a buyer before going to see the property add value to their experience? Leading the Way

Leading the Way or NOT NOT At the Open House the guest seems uninterested in the property and not very responsive at attempts to engage them. The sales associate assumes they are not interested and simply thanks them for visiting. What is the risk in assuming? Is it possible the people were testing you? Have we become too quick to judge “a good buyer”? NOT

Leading the Way or NOT NOT The buyers agree to meet the sales associate at the office first and had some time to get to know the sales associate and meet the GSM. When they go to look at properties, the sales associate automatically assumes the buyers want to drive in separate cars. What are the benefits to you for bringing them in your car? What are the benefits to the buyer? NOT

What are other ways you close for an appointment at the Open House? Leading the Way or NOT At an Open House the sales associate mentions other homes currently on the market that meet the buyer’s criteria (based on what they’ve shared thus far) and says “I would be happy to take you to see them, I’m available this evening at… or …”* What are other ways you close for an appointment at the Open House? Leading the Way *NOTE: Follow the Maryland guidelines for disclosure when meeting guests at an open house.

What are other ways you close for an offer at the Open House? Leading the Way or NOT At the Open House the guests repeatedly remark how much they like the house but have also stated they are just looking right now. As they wrap up, the sales associate asks the buyers, “You seem to have really connected with this house, would you like to make an offer today?” What are other ways you close for an offer at the Open House? Leading the Way

Leading the Way You are a guide. In your capable hands customers feel more confident.

Leading the Way Discussion What other examples do you have of “Leading the Way” where you are the guide, you’re the expert and you demonstrate your thorough knowledge of the process and the services?

Thank you for your participation! Please share with me any successes you have in taking the lead with your customers. Thank you for your participation! 14