Put the Phone to Work for You

Think Differently, Work Smarter Fast Track Facilitator Notes Session 2: Getting Started Think Differently, Work Smarter Put the phone to work for you. Weichert University October 2007 2

Can your business survive Fast Track Facilitator Notes Session 2: Getting Started Can your business survive without customers? Weichert University October 2007 3

You decide what your time is worth every day. Fast Track Facilitator Notes Session 2: Getting Started Time is Money You decide what your time is worth every day. Weichert University October 2007 4

Were you busy being busy, or were you busy being productive? Fast Track Facilitator Notes Session 2: Getting Started How much time did you spend today speaking to or meeting with a customer? Were you busy being busy, or were you busy being productive? Weichert University October 2007 5

Here’s what we’ve learned about calling… Fast Track Facilitator Notes Session 2: Getting Started Very few “hang ups”. About 30 “live” contacts yields 1 appointment. Felt more comfortable and got easier. It didn’t matter when you called. Group calling creates synergy and ups production. Calling Works and it’s FREE! Weichert University October 2007 6

The Formula… It Works! Dial 100 Calls Actually speak to 30 people Fast Track Facilitator Notes Session 2: Getting Started The Formula… It Works! Actually speak to 30 people Get 1 listing appointment Dial 100 Calls Weichert University October 2007 7

Make it a Conversation Be prepared. Build a relationship. Fast Track Facilitator Notes Session 2: Getting Started Make it a Conversation Be prepared. Introduction Engaging questions Reason to meet and close Build a relationship. Share information and knowledge. Use questions to pique their interest. “Did you know houses in your neighborhood are selling for…” “Did you know your neighbor’s house just sold for…” “Did you know there is an Open House at …” Weichert University October 2007 8

Start Listening & Stop Assuming Fast Track Facilitator Notes Session 2: Getting Started Start Listening & Stop Assuming Be a Good Listener. Active listening is the first step to uncovering the true needs & wants of your Open House Guests. Be Willing to Talk…and Talk, and Talk Some More. Buying Real Estate is one of the biggest financial decisions any of us will ever make. Just because they’re not ready to buy today, doesn’t mean they won’t be ready 3, 6, or even 9 months from now. Be Open-minded. How many of us met and married someone on the first date? Often times, we assume people aren’t serious buyers when, in fact, they may be looking for the right agent or the right property. Be Consistent. Once you’ve gained their okay to maintain contact, then do so! Weichert University October 2007 9

You’ve Got To Ask For What You Want Fast Track Facilitator Notes Session 2: Getting Started Always Be Closing Use what you know about your leads to convince them to meet with you. Connect their unique needs and concerns with how they will benefit from meeting with you. Close for a face-to-face meeting on every call. Weichert University October 2007 10

Sample FSBO Call Dialogue Fast Track Facilitator Notes Session 2: Getting Started Sample FSBO Call Dialogue Introductions Hello, this is ____________ from the ________ office of Weichert, Realtors. I see you are selling your home. I’d like to stop by, visit your home and see it. The purpose of this type call is to close for an appointment. It is necessary to personally meet and establish a rapport with the FSBO. It is after you build that relationship that you can ask questions and discuss Weichert’s services in person. Reason to Meet & Close Are you available today at 4 p.m., or would tomorrow morning be better? (If they agree to meet, confirm the day, date and time. Begin to prepare for the first step of the listing appointment.) Weichert University October 2007 11

Sample OH Follow Up Call Dialogue Fast Track Facilitator Notes Session 2: Getting Started Sample OH Follow Up Call Dialogue Introductions Hello, this is ___________ of Weichert, Realtors. We met today at the Open House at _____________. As a service to the sellers, I’d like to get your opinions on this home – price, presentation, interest. Engaging Questions How long have you been looking for a new home? Why didn’t you like this house? What features are you looking for in a house? Have you been pre-approved for a mortgage? Do you have a home to sell? Reason to Meet & Close It would be great for us to meet at my office so that I can better understand your needs for your next home I would like to introduce to our Gold Services Manager who can help you determine you buying power and all of the other supporting services that Weichert has to offer to make the selling and buying processes go smoothly. I arrange time to meet with you on Thursday at 10 a.m. or would Saturday at Noon be better? Weichert University October 2007 12

Sample Just Listed Call Dialogue Fast Track Facilitator Notes Session 2: Getting Started Sample Just Listed Call Dialogue Introductions Good morning! My name is ____________ from Weichert, Realtors. We have just listed a home on your street (provide address) and I wanted you to know. We do this at Weichert as part of our service to our sellers. I was hoping you might know someone who would be interested in the home, perhaps a relative or a friend who is house hunting right now. Engaging Questions Did you know the house is for sale? It’s a great house – have you been inside? How does it compare to your home? Have you had your home priced recently? Do you have a move planned for yourself in the near future? Reason to Meet & Close I would like to offer you a very unique service that will help you understand the value of your home: a complimentary Price Trend Analysis. I can review this with you on Thursday at 10 a.m. or would Saturday at Noon be better? Weichert University October 2007 13

Sample Farming Call Dialogue Fast Track Facilitator Notes Session 2: Getting Started Sample Farming Call Dialogue Introductions Hello, this is ____________ from the ________ office of Weichert, Realtors. I am your real estate Neighborhood Specialist. I have been actively listing and selling homes in your area and I’m calling to give you the most current real estate updates. Engaging Questions Did you know a home in your neighborhood at _______ recently sold for _______? What do you think of the selling price? Have you had your home priced recently? Just out of curiosity, how much longer will your current home meet your needs? Reason to Meet & Close At Weichert we offer a very unique service that will help you understand the value of your home: a complimentary Price Trend Analysis. I can review this with you on Thursday at 10 a.m. or would Saturday at Noon be better? Weichert University October 2007 14

They’ll be happy you did. Just Dial It! Fast Track Facilitator Notes Session 2: Getting Started You’ll be happy you did. They’ll be happy you did. Weichert University October 2007 15

Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Make a minimum of 50 calls from your prepared list of Sphere of Influence 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 16

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 17

Grow Your Skills and Business Find and download the Associate Calling Guide on WeichertOne Sales Associate Resources – Prospecting for Business Find and download the Prospect Follow Sheet on WeichertOne Sales Associate Resources – Prospecting for Business Call until you get 1 appointment – Goal is to secure 3 appointments.

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

“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