**Delete this Slide After Reading** Customize these slides to align with your office-specific information, program dates, contest prizes, etc. Text in purple should be changed. Materials Needed: Call Session Prize (Sales Associate with most appointments wins) Weekly Prizes ($25 Gas Card or $25 Amazon Gift Card or your choice depending upon budget) Listing Presentation Practice observer’s sheet (in the back of Session 4)

Listing Process Mastery Program Session 4: Practice Makes Perfect © 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.

Welcome Back! Your Week . . . Take five minutes to meet in your teams! We need your numbers!

Team Award The team with the most points wins __________________________

Share Your Success Who went on a listing appointment? How did it go? What did you do differently? What did you learn?

Team Listing Contest We’re giving the teams from _____ through ______. The team with the MOST points during this period of time receives a $50 gift card for each winning team member!

Added Incentive? Attend every workshop, meet weekly in your team for the next 3 months and Secure 2 listings between ______ and __________ You win your choice of: 8 Personalized Open House Signs OR $150 to use in the Weichert Design Center

Internal Study – Corp HQ Office New Sales Associate Sources

Sources of Listing Leads Past Customers (great return here) FSBOs Expireds Sphere of Influence Open Houses Neighborhood door knocking Calling

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. Give to your Team Leader.

Sphere of Influence Dialogue I’m calling to touch base . . . The market is heating up. Of all your friends and family, who might be next to make a move? Some of the people I’m working with now are moving up because they need more room for the kids, downsizing as they get ready for retirement . . . Who do you know that might need my help? Need More Call Dialogue? Use the Calling Guide for suggested scripts.

Multiple Offer - Neighborhood Calls Call on neighbors nearby a home that sold with multiple offers. “I need your help. I’m trying to find a home for our buyers. The house on XYZ street down your block just sold with multiple offers. A number of buyers missed out on a home in your neighborhood. By any chance . . . “ Need More Call Dialogue? Use the Calling Guide for suggested scripts.

Make it a CONVERSATION! Ask if they noticed the house for sale down the block. Share the good news! Congratulate them on choosing a great neighborhood

Just Sold Dialogue We just sold a home in your neighborhood. Would you be interested in learning about the location and price? There’s been a lot of interest in your neighborhood from qualified buyers who are still in the market for a new home. I was wondering if you might know someone in your area that may be thinking about making a move in the future?

Try this Approach with a FSBO “If I were trying to sell my house on my own like you are, one of the things I’d be concerned about is whether or not the buyers that make an offer on my home have the financial ability to pay. After all, the last thing you want to do is pull your house off the market in the spring only to find out at the closing table that your buyers couldn’t get a mortgage!”  

Your GSM Can Help You! “I’d like to drop off 20 of my Gold Services Manager’s business cards. You can ask any of your buyers to get pre-approved and he can do it for them. I just want you to know I don’t get anything from Steve Arsenault (my Gold Services Manager) for doing this. In fact, he is not legally permitted to give me anything.”

Be Sincere. Build Trust in You. “You may be wondering what I get out of this by helping you. I’m hoping that you’ll be impressed with me, my company and my service. If you have any family members or friends who don’t want to do the hard work you’re doing trying to sell on your own, I’m hoping you will refer them to me.”

Expired Dialogue “My name is Robyn Barone from Weichert, Realtors and I see your property recently expired and currently isn’t being marketed.” “Why do you feel your property didn’t sell?” “Do you still want to sell your home?” Alternate dialogue: “I wanted to know if you were co-broking with realtors. Would you consider paying me a commission if I sold your home to a qualified buyer?”

Call Session Results Let’s roll up our numbers Give the Number of Calls, Contacts, Leads and Appointments to your Team Leader Let’s discuss your results!

Six Distinct Advantages Let’s Present! Six Distinct Advantages

Criteria for Success Be sure you ENGAGE the Seller. Use open- ended questions. Use visuals and materials. BRING IN what you learned in Step 1: Getting to Know You (“when we first met you said . . .”) 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?”

Observer’s Checklist This is the checklist we’ll use to evaluate each team’s presentation Have each team present their pages and debrief after each team presentation: what worked well and what suggestions do they have for next time.

Your Turn to Practice Each team will have 10 minutes to present their Distinct Advantage. Make sure you have all your props, materials, customized presentation ready You will have 10 minutes to “huddle up” and organize your everything.

Huddle Up

Team: ___________ Our Team & Six Distinct Advantages

Team: _____________ Online Presence

Team: __________ Dynamic Marketing

Team: _____________ Open Houses & Our Presence

Team: _____________ Gold Services

Team: _____________ Neighborhood Specialist

Team: _____________ Strategic Pricing & The Promise

Keep on Prospecting! Remember, the more you prospect, the more listings you secure, 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.

Use the Tools Weekly Sales Planner and meet in Teams Use the Calling Guide and the Value Story Guide. Practice, drill, and rehearse. Share tips, techniques, successes to keep the momentum going Use the Getting to Know You brochure CUSTOMIZE your marketing presentation and deliver it with confidence.

Here’s to your success!