*Prep for This Week’s Session* Preparation for Managers: IMPORTANT NOTE: Make sure that all discussions are in accordance with the Fair Housing guidelines regarding discrimination and steering. Review the slides and the information found in the Notes section. Print the notes handout and make enough copies to distribute one to each Sales Associate at your meeting. *Delete this slide before presenting *

Every home has features that make it unique. Share What You Know Every home has features that make it unique. We have shared what makes the homes in our market area different, and matched them with buyers’ individual needs. + State: One of the greatest advantages you have when working with buyers is knowing the inventory. Click to the next slide.

= Each community is unique. Each House is Part of a Community State: Each home is located in a community. Each community is unique. Knowing the special ‘fun facts’ about the community enhance your reputation as the neighborhood specialist and buyers can see the value of working with you. Click to the next slide. Each community is unique.

= Each community is unique. Each Unit is Part of a Community State: Each home is located in a community. Each community is unique. Knowing the special ‘fun facts’ about the community enhance your reputation as the neighborhood specialist and buyers can see the value of working with you. Click to the next slide. Each community is unique.

Provide extra value to your buyers – tell them about the community! Help Buyers Know the Community Provide extra value to your buyers – tell them about the community! = State: Today, we’ll talk about how you obtain the information so you can make these personal observations about the communities in your market area. Click to the next slide.

Share Your Community Knowledge What are some of the things you share with your buyers to show the value of your community and your expertise as the neighborhood specialist? Flip chart responses. Did you consider: Community information such as schools, library hours, etc. “Fun facts” such as: festivals, farmer’s markets, block parties, etc. Ask: What are some of the things you share with your buyers to show the value of your community? NOTE: Make sure the discussions do not violate fair housing guidelines. Click to the next slide.

Share Community Trivia Break into groups of three. Discuss how you learned about the community facts you share with perspective buyers. Tell each other how you share this information with buyers. Capture these points on your notes handout. Ask: Any questions? State: Let’s begin. Click to the next slide. Distribute the notes handout.

Share With the Group What did you learn? State: Who would like to share what they learned? Call on a representative from each group. What did you learn?