Buyer Consultation-A Rose by Any Other Name

Check In What did you do? What happened? What results did you get? What do you think you’ll do next time? Refer to your Sales Planner from last workshop

Meet the Expert Add guest speakers name Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed Add guest speakers name

A Rose by Any Other Name… What does “Buyer Consultation” mean to you? What do you think it means to your potential buyers? What is the main objective of doing a Buyer Consultation? What are the challenges for getting potential buyers to meet your for the buyer consultation? How do you overcome those challenges?

Advantages of the Buyer Consultation Increases Buyer loyalty. Differentiates you and reinforces your value. Understand Buyers’ needs and wants. Decreases amount of time looking at homes. Educates Buyers about current market. Motivates Buyers to buy now, rather than wait.

Steps for a Great Meeting Follow the agenda – follow the sequence and presentation. Learn about the Buyers and their goals & priorities. Use the Weichert Brochure as a way to engage the Buyer and explain the home buying process. Demonstrate value all along the way – use dialogue such as “What makes me different . . .” Sign Pledge of Service - “This is my personal commitment to you – to represent you every step of the way.” Introduce Buyer to GSM. Review agency and secure Buyers’ signature on appropriate state disclosure document.

Key Tips and Techniques Associate Manual - Session Five - Page 5 –7. It’s a conversation, not a presentation. Ask the Buyer questions along the way. Slow down . . . It takes time to emotionally connect with the buyers. Take control by slowing yourself down to slow them down. Use the Defer Technique to stay on track. “We’ll get to that . . .” “We’re going to cover that in just a few minutes . . . First, I need to show you…” Working as an Associate/GSM team is most effective. Associate Manual - Session Five - Page 5 –7.

Understanding Buyer Goals & Priorities Work in pairs and discuss the following: If you have every used it. If so, how did it work? Most valuable aspects of this tool. Anything you would change or modify. Do you think you will use this tool in the future? You will have 5 minutes. After 5 minutes, you will recap your discussion to the full group. Distribute copies of the ‘Getting to Know You and Your Next Home’ form.

Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments. Weichert University October 2007 9

Fast Track Facilitator Notes Session 2: Getting Started Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time? Weichert University October 2007 10

Grow Your Skills and Business Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement. Come prepared to make 50 calls at next workshop. Preview homes and take notes on property features. Work an Open House. Follow up with all guests in 24 hours. Take online training – “Buyer Consultation Presentation”.

“The path to success is to take massive, determined action. ” “The path to success is to take massive, determined action.” - Anthony Robbins

Sales Planner Add the assignments we just reviewed to your new Sales Planner. Write down what you will commit to do by next session. You have five minutes to complete this. Ask me or a colleague for ideas and help. Distribute blank copies of Sales Planner

Quickest Way to Boost Your Business REMEMBER… Quickest Way to Boost Your Business Aim for an Appointment a Day! Work an Open House every week. Know the inventory! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence “Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.” Denis Waitly Thank You