*Prep for This Week’s Session* Preparation for Managers: Review the slides and the information found in the Notes section. Customize slides 5- 9 with buyer profiles and information that would match homes currently on the market in your area. Please add more slides if you wish. Purchase small prizes for the winners. Be sure to have one prize per buyer profile. *Delete this slide before presenting *

Share What You Know State: One of the greatest advantages you have when working with buyers is knowing the inventory. Today, we’ll see how well you do matching buyers with inventory, and adding personal observations about that property. Click to the next slide.

Do You Know the Inventory? I will show you a buyer profile. When you think you know a property in our current inventory to fit this buyer’s needs, shout it out. The first person to find a match is halfway to winning … Click to reveal and read each step. Click to the next slide.

Questions? Let’s begin! To Win, Tell Us More … 3. Tell us one thing about the property that can be provided only by you. For example, there is a park around the corner, separate electrical wiring in the garage for workshop tools, etc. Ask: Any questions? State: Let’s begin. Click to the next slide. Questions? Let’s begin!

Buyer Profile #1: Situation Newly married couple, no children. First home together. Property Specifics (Needs) Minimum 3 bedrooms and 2 full baths. Garage for workshop. Would consider condo properties. Wants Close to public transportation for their commute to work. Price Range $XX - $XX Comments Does not want to do a lot of renovations or upgrades. Note to Manager: Change the slide to reflect the inventory and buyers in your market area. State: Our first buyer is: Read the buyer profile on the slide. Ask: Who has a property for this buyer? Give a prize to the Sales Associate who shouts out an appropriate property first. State: [Associate name] tell us about your property. Ask: Does anyone else have a property for this buyer? Elicit responses and review properties. Click to the next slide.

Buyer Profile #2: Situation Family of four wants a larger home, expecting third child. Property Specifics (Needs) Minimum 4 bedrooms and 2 full baths. Central air conditioning. Wants Near local elementary school. Bedrooms away from main living area. Backyard deck and finished basement. Price Range $XX - $XX Comments Willing to do renovations and upgrades. Note to Manager: Change the slide to reflect the inventory and buyers in your market area. State: Our next buyer is: Read the buyer profile on the slide Ask: Who has a property for this buyer? Give a prize to the Sales Associate who shouts out an appropriate property first. State: [Associate name] tell us about your property. Ask: Does anyone else have a property for this buyer? Elicit responses and review properties. Click to the next slide.

Buyer Profile #3: Situation Couple looking to downsize. Property Specifics (Needs) Condo with 2 bedrooms and 1.5 or 2 baths. Wants Near mass transportation. Price Range $XX - $XX Comments Wants an updated unit. Note to Manager: Change the slide to reflect the inventory and buyers in your market area. State: Our next buyer is: Read the buyer profile on the slide. Ask: Who has a property for this buyer? Give a prize to the Sales Associate who shouts out an appropriate property first. State: [Associate name] tell us about your property. Ask: Does anyone else have a property for this buyer? Elicit responses and review properties. Click to the next slide.

Buyer Profile #4: Situation Family looking to purchase a vacation home. Property Specifics (Needs) 2 bedrooms, 2 baths. Wants Near beach. Patio or deck. Price Range $XX - $XX Comments Would consider a condo. An outdoor shower also a plus. Note to Manager: Change the slide to reflect the inventory and buyers in your market area. State: Our next buyer is: Read the buyer profile on the slide. Ask: Who has a property for this buyer? Give a prize to the Sales Associate who shouts out an appropriate property first. State: [Associate name] tell us about your property. Ask: Does anyone else have a property for this buyer? Elicit responses and review properties. Click to the next slide.

Buyer Profile #5: Situation Buyer looking for an investment property. Property Specifics (Needs) Rental property. Multifamily with 4-units. Wants Near public transportation. Price Range $XX - $XX Comments Wants the property before the tax season. Note to Manager: Change the slide to reflect the inventory and buyers in your market area. State: Our next buyer is: Read the buyer profile on the slide. Ask: Who has a property for this buyer? Give a prize to the Sales Associate who shouts out an appropriate property first. State: [Associate name] tell us about your property. Ask: Does anyone else have a property for this buyer? Elicit responses and review properties. Click to the next slide.

Win More Business! Who knows a buyer for any of the properties we identified today? Call them NOW and set up an appointment to see the home! State: Let’s really make this a winning situation – who knows a buyer for any of the properties we identified today? CALL them now and set up an appointment to see the home. Click to the next slide.