*Prep for This Week’s Session* Preparation for Managers: Review the slides and the information found in the Notes section. Have a flip chart and markers *Delete this slide before presenting *

All Agents Are Not the Same The average consumer views all real estate agents as basically the same . . . We know that’s not true. What makes you different than other Brand X Sales Associates? Read the text on the slide Ask: What makes you different from other Brand X Sales Associates? Elicit responses. Click to next slide 2

Differentiate Yourself Your words, actions and tools should stand out. Set yourself apart. Distinguish yourself. Differentiate yourself. Read text on slide Click to next slide 3 3

Let’s Brainstorm What are some actions you take with your customers and prospects to differentiate yourself? What do you say that makes you stand out, and how do you say it? What tools or materials do you use to set yourself apart from other real estate professionals? Read each bullet point Elicit and record responses Click to next slide 4 4

Helping You Differentiate Yourself Discuss each of the items on the slide and give your own personal story on how these make a Weichert Sales Associate stand out Click to the next slide

Here’s an excerpt from a thank you letter her manager received … A Recent Success Story A Weichert Sales Associate from the Wayne, N.J., office helped her client to market and sell their home. Here’s an excerpt from a thank you letter her manager received … Read the text on the slide Click to the next slide 6 6

An Actual Customer Letter “Aileen is not only a top professional in the business but also a real pleasure to work with.   I didn’t realize how much value a real estate agent could add until we worked with Aileen. She helped immensely through the entire process. The most important part – where she really added value – was in pricing our house. All the other agents merely told us that the market was declining and showed us comps (something I could have easily done on my own). Aileen, on the other hand, worked with us to accurately price our home ... ” Read the text on the slide Ask: Has anyone here received a letter like this? How did it make you feel? Elicit responses Click to the next slide Aileen Williamson Sales Associate Wayne, N.J. 7

Commit to Take Action Write down one action you will try this week to set yourself apart from Brand X agents. Will you answer the phone with renewed energy and enthusiasm? Will you use the Getting to Know You tool to demonstrate how thoughtful, careful and caring you will be when it comes to the largest investment of your sellers’ lives? Will you take the time to do a Price Trend Analysis, in addition to having all the comps as back up? Try it and share how it worked for you! Read the text on the slide.