*Prep for This Week’s Session* Notes/Preparation for Managers: Review the slides before the session Print and make copies of slides 5 and 6 – one set for each associate. *Delete this slide before presenting *

Did You Know … +

As you greet them, meet them! Let Them Hear Your Smile As you greet them, meet them! “By the way, my name is _____________, and to whom am I speaking? In case we get disconnected, may I have your phone number?”

Try asking the “Magic Dozen” Use Downtime to Your Advantage While looking up property information or answers to questions, don’t let the silence build … Build a relationship instead. Try asking the “Magic Dozen”

The Magic Dozen That’s a great property, let me ask you … What attracted you to this particular property? What is your time frame for this move? How did you become familiar with this area? How long have you been looking for a home? What other homes are you interested in seeing? How long is your current commute?

The Magic Dozen Would you like me to generate a list of similar homes that are in the same area? What attracted you to my neighborhood? Do you own your present home or are you renting? What is your “wish list” in a home? How do you plan on financing your home purchase? Are you familiar with our Gold Services Program?

What’s the Magic? The personal touch! Pick two of these questions – any two – and make them yours. Practice using them until you feel totally at ease and are able to make them sound conversational.

Now Close for the Appointment “I look forward to meeting you and showing you this property. Are you available to come to my office on Tuesday at 5 p.m.?”

Five Key Actions Lead to Success Greet and Smile (Warm, friendly, likable. Give your name.) Gather contact information (full name and phone number) Ask, Listen and Learn Show What You Know Close (on the house at the open, for an appointment in the office or at their home, etc.)

Using the Key Action Points Pays On the same day he had attended Point of Sale training, Robert received a Weichert Lead Network warm transfer call. The gentleman was asking all the same questions Robert had heard on the calls earlier in the day! Robert made sure he hit all the 5 key action points mentioned in the morning training to make the call complete. State: One of the greatest advantages you have when working with buyers is knowing the inventory. Today, we’ll see how well you do adding personal observations about the properties in our current inventory. Click to the next slide. Robert Greenfield Glen Rock Office, NJ

Personal Touch Makes the Difference Robert had also seen the house the caller was asking about, so he was comfortable answering the caller’s questions. After exchanging information, a meeting was arranged to see the home at 9 a.m. the next Saturday. By noon the offer was written. Robert presented the offer face-to- face and by 1 p.m. it was signed! State: One of the greatest advantages you have when working with buyers is knowing the inventory. Today, we’ll see how well you do adding personal observations about the properties in our current inventory. Click to the next slide. Robert Greenfield Glen Rock Office, NJ

Try the Key Points this week! Use each of the key action points at every opportunity this week.