**Delete this Slide After Reading** To customize this workshop to your office, replace all the office-specific slides with your own slides. For the Market Update information, pull relevant stats for the office market areas. Update the slides to reflect the actual dates of the program and the duration of the 3-month contest (start date and end date). Look for text in purple and change this text to your office, dates, etc. Determine your budget (for co. owned offices, get an EA signed to secure the prizes and the incentive for those sales associates who attend every session, do the assignments and secure 2 listings within the 3-month contest). Give Team Leaders video cameras and ask them to video each Sales Associate sharing what they’re most comfortable with/passionate about in their listing presentation. Order participant materials from Alexis Gutsick (agutsick@weichertrealtors.net) or produce your own.

Listing Process Mastery Program Part 2 © Copyright (2012) Weichert Co. Morris Plains, N.J., USA All rights reserved.  Any form of reproduction or distribution is strictly prohibited. Each WEICHERT franchised office is independently owned and operated.

Show of Hands . . . Who here went through the original Listing Mastery program last year? Who here is “new” to this process?

Remember . . . The 2-Step Video Practice & Feedback Differentiation Prospecting!

Remember . . .

I’d like to introduce you to a remarkable marketing tool . . .

Remember . . .

80% of New Sales People Fail because of Call Reluctance Source: Goodson/Dudley, “The Psychology of Sales Call Reluctance,” 11,000 sales people surveyed

Something to Consider . . .

F-E-A-R has TWO Meanings: 1. Forget Everything And Run Or 2. Face Everything And Rise The choice is yours!

Five Tips Get Good Sales Training Start Out Expecting “No.” Prepare Better. Break Your Call Blocks into Small Chunks and Set Goals for those Chunks Accept that you are Dealing with Their Reality, Not Yours Which “tip” means the most to YOU? Read an article on page 22 of the Resources section of your materials and discuss in small groups.

Successes You’ve been focusing on your presentation and your prospecting . . . What’s worked well? Share any successes you’ve had. What have you tried?

Challenges What challenges have you faced? Let’s break into teams and discuss our challenges. Share suggestions on how to overcome them. Each team will share one challenge and solution with the large group.

Our Teams Trina Ocasio Grace Neary Christina Yoon Cassie Lutjen Anita Mason Harminder Gadh Traci Allan Pam Wise Grace Neary Alice Gehl Sue Spence Dalal Nofal Paul Kaeppel Christina Yoon Jessica Kurian Heidi Swenson Ted Kosowski Alex Campos Cassie Lutjen Franklin Mendoza Freddy Amaya Dana LaFever Leslie Davidon

Differentiation How have you succeeded in differentiating yourself? What have you done?

Why are YOU a Sales Associate?

Are you securing enough business to make this dream happen?

Success is not a result of . . .

Working longer hours than anyone else Working longer hours than

Being the SMARTEST person in the room

Grand Acts of . . . Courage

Success is a result of . . .

Seemingly insignificant Small, Seemingly insignificant moment-to-moment Choices

Small, seemingly insignificant choices:

It is all about short-term pain for long-term gain

A Choice: You bump into friends at the grocery store and choose NOT to bring up real estate. After all, you want to avoid seeming to be pushy.

A Choice: You decide NOT to prospect today even though you had planned to do it (deep down . . . you will do anything to avoid having to prospect).

A Choice: You decide to bite the bullet and knock on doors A Choice: You decide to bite the bullet and knock on doors. After all, no pain . . . No gain.

It is all about short-term pain for long-term gain Short-term: Get over being a little uncomfortable in conversations. Work on dialogue. Short-term: Prospect. Every day. Even when you do not feel like it. Short-term: Bite the bullet. Knock on some doors. Get PROACTIVE about your business.

Weichert Sales Associate? (How badly do you want it?) Why are YOU a Weichert Sales Associate? What do you want? (How badly do you want it?)

Key Goals for this Program Strive for FOUR listing appointments Keep prospecting for listings! Use Getting to Know You to build rapport and learn about needs Customize the presentation to the seller using the Marketing Resource Center Master your presentation (from a style, confidence and skill perspective) Win more listings!

How are we going to do this? Your commitment to attend EVERY session Wednesdays from 9:30 to 2:30 February 12, 19, 26 and March 5 3-Month Contest runs from February 12 through end of April Come prepared. Do the work. Your active participation and DOING in these sessions and outside of these sessions will make the difference and lead to your success!

An Incentive for Completing . . . When you attend every workshop, meet weekly in your teams and secure TWO listings between Feb 12 and April 30, you will have your choice of the following: 8 Personalized Open House Directional Signs or . . . $150 in Marketing Dollars for the Weichert Design Center

3-Month Listing Contest! Team with the most points from Feb 12 through April 30 wins $50 Gift Cards! PLUS the winning team gets a terrific luncheon with Nick! Nick has selected the teams and made sure they were balanced. Let’s break into our teams now: 1) Decide on a team name and 2) Agree on a day/time to meet each week OUTSIDE these sessions through the 3-month contest.

Our Teams Trina Ocasio Grace Neary Christina Yoon Cassie Lutjen Anita Mason Harminder Gadh Traci Allan Pam Wise Grace Neary Alice Gehl Sue Spence Dalal Nofal Paul Kaeppel Christina Yoon Jessica Kurian Heidi Swenson Ted Kosowski Alex Campos Cassie Lutjen Franklin Mendoza Freddy Amaya Dana LaFever Leslie Davidon

Teams and Weekly Roll Up 1st Step Use MRC 2nd Step Listing Accepted an Offer Open House Total for Week Team A Team B Team C Team D Totals NOTE: All items tracked are worth 1 point, except Use MRC to customize your portfolio, Secure a Listing and Get an Offer Accepted on one of your listings. These are worth 5 points.

It’s all in the DOING Teams Meet weekly Track progress Be accountable Celebrate Success

The 2-Step 40

Remember Michelle Church?

Share a Success with the 2-Step Since we last met, who has an example of how the 2-step process helped you: Learn all about the sellers and their “hot buttons” Customize the presentation Win the listing

A New Tool to Help You Differentiate Yourself from the Competition

Tailoring your Presentation “tailored” vs. “off the rack” How do YOU do it? When you customize, your value goes UP!

Think DIFFERENT. Be Different.

Remember? Branding & Differentiation

Remember? Branding & Being Distinctive

Perfecting the Presentation! Would you say mastering the 2-step listing process will help you in getting your business to the next level?

Video Practice In our teams, we’re going to practice a portion of the listing presentation and be videotaped. Each person will be sent a link to their video. This is not being shared or shown to everyone. It’s just for you. Here’s a clip to give you another perspective on how people make snap judgments just by your appearance.

Listing Presentation Practice Choose 2 or 3 pages of the Listing Presentation Deliver these and be video taped Keep it to about 2 minutes, no more. We’ll do this within teams in a private room so you won’t have any interruptions. STATE YOUR NAME & OFFICE ASK the Team Leader to take charge of the video camera. Show them how to use it. ASK them to make sure they stand behind the one playing the seller so that they have a good shot/angle of the Sales Associate. Make sure they know that these videos are private. SAY: Only your manager and I will see your video. We will not show it to anyone else without your explicit permission. “T” this up with asking: Who won the first presidential debate in 2012? Why? And also remind them of Kennedy/Nixon. Say: This isn’t about whether you’re a Republican or a Democrate, it’s about presentation style and how it matters.

Presentation Practice Your passion and conviction comes through louder than your words! Body language, posture, facial expressions, how you feel, how you dress, etc. impact how you are received Assignment: Review your video and give yourself some positive and constructive feedback. What changes do you want to make in how you present yourself?

We Need Listing Appointments To get better at this, we need appointments. Who has a listing appointment coming up? Where did you get it? Who has a listing right now? Where did you get it? Flip Chart Responses Record the “Lead Sources” on a flip chart. Mark the number of times a certain lead source comes up. Use hash marks to keep track. Get a sufficient number of examples to identify the top lead sources for the group.

Passive vs. Aggressive When you are more aggressive in your prospecting, you generate more business for yourself. Who has an example of how this worked for them in the past 12 months?

Let’s Make Some Warm Calls Together Friendly Informal Fun NOTE: Keep track of how many dials you make, number of people you actually spoke with, how many appointments you secured

Call Session Results Teams # Calls # Contacts # Leads # Appointments Total Totals Call = dialed the phone. If you get a voice mail leave this message: “This is Mary from Weichert. I’m calling with a real estate question. Please call me back at XXX XXX XXXX.” Contacts = Spoke to someone “live” Lead = They don’t want to meet just yet but you can send them something or stay in touch in a few months. Appointment = Set day, time and place to meet. TEAM LEADERS: Please roll up your numbers for your team

Suggested Dialogue Sphere of Influence Just Sold Warm intro (“it’s been a while . . .”). This is actually a business call. Of all your friends and family who might be next to need help in moving or selling? May I give them a call? I’m calling from Weichert with some information. The house on XX street just sold. Would you be interested in knowing the list price? . . . Are you considering selling now or in the future? ... For more dialogue, go to the Calling Guide in the back of your manual.

Suggested Dialogue Open House Neighbors Multiple Offers on a House I’m calling because I need your help. I’m trying to find my buyers a home and there have been a number of multiple offers on the house down your street. The buyers missed out again. By any chance . . . I’m not just calling to invite you to the Open House but wanted to offer my services to you if you have questions or are thinking about selling . . . Stop by at 1pm and let’s talk! For more dialogue, go to the Calling Guide in the back of your manual.

Call Session Results Let’s roll up our numbers Calls (dials), Contacts (who you actually spoke to), Leads, Appointments Who’s going on a first step listing appointment? What will you do?

Your Assignment Keep prospecting for listings! In one week, you need to get an appointment and conduct the first step of the listing process: Getting to Know You Use the tool and share how it worked. Check out your video and come prepared to discuss a positive and one thing you want to work on in terms of your presentation style.

Contest for the Week! Team with the most points wins ______________________ Sales Activities tracked from TODAY (Wednesday, February 12 through Tuesday, February 18) Come in Wednesday, February 19 ready to share results

Resources – Tips and Training

Related Online Courses

For Our Next Session . . . Our next session will be on Wednesday, February 19th 9:30 am to 2:30 pm Any questions on your assignment? Thank you for your active participation!