Opportunity Time Workshop

Opportunity “Luck is what happens when preparation meets opportunity”.

Opportunity Time Certification Criteria For New Associates Complete Fast Track Online course “Converting Calls” A minimum of 9 hours of sitting the front desk with a qualified sales associate. All opportunity calls during this period of time will go to the seasoned agent. Preview / caravan inventory. Attend Opportunity Time workshop. Opportunity Time Assessment.

Opportunity Time Certification Online Course “Converting Calls During Opportunity Time”

Opportunity Time The Proper Greeting Tips to Converting a Lead The Proper Greeting “Thank you for calling Weichert, Realtors. This is Kathy. How may I help you?”

Opportunity Time Tips to Converting a Lead 2. The information given out to the caller should be limited. The goal is to get a face-to-face meeting appointment for every lead call.

Opportunity Time Tips to Converting a Lead Ask probing questions and listen for the caller’s hot buttons. Use the “Answer & Ask” technique.

Opportunity Time Tips to Converting a Lead 4. Get the caller’s name & contact information. Repeat information back to the caller to confirm accuracy.

Opportunity Time Tips to Converting a Lead 5. NEVER leave the caller “hanging” on the phone. Use this time to build rapport and discover their needs and wants.

Opportunity Time Mindset of the Caller Most perspective buyers call to gather information about a property to decide if they should eliminate this property from their search.

Opportunity Time Prepare for the Opportunity Know the inventory. Caravans Sales meetings Preview homes Check MLS & Hotsheet daily Practice the Dialogue The more you practice, the more natural you will sound.

Opportunity Time Prepare for the Opportunity 3. Gather your stationary. Daytimer calendar Contact Management Piece Paper / Pen Dialogue Sheet 4. Prepare for walk-ins. Professional dress Name tag Business cards

Opportunity Time Prepare for the Opportunity “The Phone is Ringing…” Listen. Take notes.

Dialogue to Build Rapport: Opportunity Time Opportunity Time Success Dialogue to Build Rapport: Uncover Needs & Wants

Opportunity Time Opportunity Time Success Let’s Practice!!

Opportunity Time Converting Calls into Opportunities Answer the phone in a professional manner. Take control of the call. Get caller’s name & contact information. Handle eliminator questions effectively. Use the “Answer & Ask Technique”. Identify caller’s needs and wants. Always ask if the caller is aware of their buying power. Introduce to Gold Services Mgr. Convert call to face to face appt. in your office.

Preparation + Practice = Appointments & Activities Winning Equation Preparation + Practice = Appointments & Activities