*Prep for This Week’s Session* Notes/Preparation for Managers: Review the slides before the session. This session features a Sales Associate success story. Slides 3-7 include automatic animation and audio so speakers are required. Slide 8 prepare to conduct a group activity and discussion. *Delete this slide before presenting *

Mike Ramos Landing NJ Office Make the most of the phone call Example provided by: Mike Ramos Landing NJ Office

Focus and Start Calling One day I decided it was time to create a home market niche. Grabbing a list of my neighbors, I sat back and started calling.

Introduce Yourself I began by introducing myself as a real estate agent associated with Weichert, Realtors. Then I told them I was a neighbor, and was happy to share information about our local market. I give them my phone number and tell them to call me anytime.

Emphasize You are a Neighbor I then make the call a conversation – a neighbor calling to meet them. I encourage them to tell me about their family, interests, and what is going on in the community.

Establish Rapport at the Call If you wait until getting together to build rapport and establish yourself as the Neighborhood Specialist, it is too late. Develop this relationship at the first call.

Follow up – Build Your Business I secured five listings from that call – and made many more contacts! Continue to make follow up phone calls. You will build your reputation as a neighbor and the Neighborhood Real Estate Specialist!

What is Your Best Technique? Work in pairs to answer the following questions: What is your schedule and system for making prospect calls? How do you make it a conversation? What are some questions you ask to get to know them? And what do you share about yourself? How do you work your value and Weichert’s services into the conversation? What is your system and routine for making follow up calls? Take 3 minutes and then we will discuss as a group.