Session 4: Program Set-Up Instructions Materials Needed: Buyer Consultation Skills checklist on the Buyer Mastery web page. Use this for each person’s presentation to record what they did well and what they might consider for next time. Lead a feedback discussion after each team presents their assigned pages. Elicit feedback and then provide your own starting with the positives and providing alternate dialogue or tips after discussing the positives. Hand each person their written feedback after each team presents Encourage all Sales Associates to use this checklist to take notes and provide helpful feedback. Sales Associates should bring their CUSTOMIZED Buyer Consultations to the session along with all their materials (Getting to Know You and Your Next Home, MLS sheets of properties that have sold in UNDER 30 days, Guide to the Process, Weichert Brochure, etc.) Prepare for your Call Session. Secure Names and Phone Numbers to invite neighbors to upcoming Open Houses (use a free 30-day Trial to Cole Realty Resource). Ask sales associates to bring their Sphere of Influence, leads, Open House guest registers to make follow up calls. Bonus Points: Award 5 points to each person in a team that used their Open House display board at their open house this past week (have them show you a photo) Modify all text in purple for your program and market. After the contest edit the Achievement Certificates and give to all those who attended all four sessions and met weekly in their teams.

Buyer Mastery Practice Makes Perfect! I’d rather bleed during training then die on the battlefield. Quote from Navy Seals

Teams and Weekly Roll Up Open House (5 pts) Intro Buyer to GSM (1 pt) Hold Buyer Consultation (1 pt) Show Property (1 pt) Present Buyer Offer* Secure ACCEPTED Offer (5 pts) Bonus Points Total for Week Team A Team B Team C Team D Totals *Present Offer in Person and earn DOUBLE points. Present Offer, Accepted Offer and Opens worth 5 points each. All remaining worth 1 point. Each week, opportunity to earn bonus points will be presented.

Share Your Success Who closed for a Buyer Appointment from a WLN Call or from an Open House or from Opp Time or from ANYWHERE? Who did an Open House? Who used the Display Board? How did it work? Buyer Consultation? Introduction to your GSM? How did it go?

Let’s Present!

Criteria for Success Be sure you ENGAGE the Buyer. Ask Open- ended Questions! Use the visuals and materials. LEARN about the Buyers Needs & Priorities Use AT LEAST one feature/Benefit Statement. Incorporate closing/tie-down statements i.e.: “Do you feel this will make the process more comfortable for you?” Handout: Buyer Consultation Skill checklist

Your Turn to Practice Each team will have 10 minutes to present their assigned pages. Make sure you have all your props, materials, customized Buyer Consultation book ready You will have 10 minutes to “huddle up” and organize your everything.

Huddle Up

Team: Buyer Champions Agenda & Motivation

Team: Buyer Crackers The Market

Team: The Winners Building a Sense of Urgency

Win Appointments! Before we finish the presentations, let’s take a break and make some calls . . . to master the buyer consultation, we need more appointments. Let’s go after appointments right now through a call session. We’ll call WLN Active and InActive leads, Open House Guests, Buyers you met at Opp Time or through the course of being in the community and doing business. Prospect Follow-up Sheet, DNC Sheet

Today’s Call Session Prize! Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Team Name # Calls # Contacts # Leads # Appointments As team rolls up their numbers and reports any appointments, ask who secured the appointment. Keep track of names and appointments so you can award the associate with the most appointments the prize. Prize! The Sales Associate with the most appointments secured wins a prize! Weichert University October 2007 13

Team: Dream Team The Home Buying Process

Team: The Consultations Working with YOU

Team: The Generals Working with YOU and your Team

Keep on Prospecting! Remember, the more you prospect, the more buyers you will meet and the closer you and your team will be to winning the $50 prize Meet weekly in your Teams! Help each other. Share the best dialogue and tips. PROSPECT together. Hold each other accountable.

Team Sales Contest We’re giving the teams from January 15 to March 31st. The team with the MOST points during this period of time receives a $50 credit to use in the Weichert Design Center for a mailing of your choice for each winning team member plus a great luncheon.

An Added Incentive When you attend every session (4 workshops), Complete the session Assignments, Meet weekly with your teams and Book TWO sales (Between January 15 and March 31) You will receive a Buyer Gift to give to one of your buyers at closing. A $150 value.

Grow Your Skills and Business NOW, you need to meet each week with your teams to help each other: Prospect for Buyers and Follow-up with Buyers Update/customize your Open House Display Board. Use it at every Open House! Share successes and challenges Discuss dialogue and tips to secure face to face appointments Put together your Buyer File (with articles, flyers, recently sold in less than 30 days, etc.) The team with the most points WINS!

Thank you for your active participation. Here’s to your SUCCESS!