Boost Your Business The Art of Calling

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 Meet the Expert Add guest speakers name

The 4 Tips of a Great Conversationalist Act like a host/hostess. Take your time. Ask open-ended questions. Listen Actively. So how do these apply to phone conversations?

Act Like a Host/Hostess Greet customers on the phone the same way you’d greet customers at an Open House – warmly & enthusiastically. Keep the conversation upbeat & casual. Be prepared to talk about current events, family vacations, movies, books, etc.

Activity: Say What? Say the following statements out loud emphasizing the italicized & underlined words. What you say is just as important as how you say it! I thought Jan’s house looked great. (But now I think it needs some work…) I thought Jan’s house looked great. (But what’s up with that smell?...) (But Jan looked awful!...) (Compliment)

Take Your Time Long-term relationships are key to growing your business. Invest the time to get to know your leads. People sense when you’re in a hurry. Relax and really listen to what is being said. Ask questions to uncover needs & wants.

Use Open-Ended Questions Instead of saying… Try saying… “Did you see the Open House signs on Main St.?” “Did you like the neighborhood?” “Did you like the house?” “What led you to this particular Open House?” “What are you looking for in a neighborhood?” “What is most important to you in your next house?”

Listen Actively Use verbal clues such as “I see…” and “What happened next?” or “That must be difficult…” Listen for information that can keep the conversation going. Take notes as you listen. Let them tell you what you need to know.

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 10

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 11

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 – “Methods of Engaging Clients and Customers” and Dialogues and Tips for the 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