1 1 Home of unlimited opportunity. Get an appointment today! CALL FOR THE BUSINESS

2 2 Home of unlimited opportunity. Can your business survive without customers?

3 3 Home of unlimited opportunity. You decide what your time is worth every day. Time is money

4 4 Home of unlimited opportunity. 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?

5 5 Home of unlimited opportunity. Think Differently, Work Smarter Put the phone to work for you. Put the phone to work for you.

6 6 Home of unlimited opportunity. The Top 3 Reason #1 – Fear –I dont want to call them because theyll think Im being pushy. –I dont know what to say when people tell me no. Reason #2 –...Not a serious buyer… –If theyre not serious about buying why should I waste my time calling them? –They told me they were just at my Open House to see how their neighbors had remodeled their kitchen. Reason #3 – I dont have time… –If I called every Open House Guest on the register, Id never have time to do anything else! –Open Houses attract curious neighbors, not serious buyers. My time is better spent elsewhere.

7 7 Home of unlimited opportunity. What percent of leads were happy about being contacted the same day you met them? A. 0-25% B % C % D. Over 75% Myth buster Quiz

8 8 Home of unlimited opportunity. 88% of all leads were happy to be contacted when called on the same day you met them. - Source: Knowledgestorm Get Over Your Fear!

9 9 Home of unlimited opportunity. 1.Be a Good Listener. Active listening is the first step to uncovering the true needs & wants of your Open House Guests. 2.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 theyre not ready to buy today, doesnt mean they wont be ready 3, 6, or even 9 months from now. 3.Be Open-minded. How many of us met and married someone on the first date? Often times, we assume people arent serious buyers when, in fact, they may be looking for the right agent or the right property. 4.Be Consistent. Once youve gained their okay to maintain contact, then do so! Start Listening & Stop Assuming

10 Home of unlimited opportunity. 1.Be Disciplined. Commit time everyday to lead follow- up. Put it on your calendar, even if its not at the same time everyday. 2.Be Organized. Use a system that will help you keep your notes & other lead follow-up information in one place. 3.Be Efficient. Consider lead follow-up to be your job when youre not performing duties for your active buyers and sellers. 4.Be Accessible. Todays buyers and sellers expect you to be ready to help when theyre ready to move forward. Making Time for Lead Follow-Up

11 Home of unlimited opportunity. Heres what weve learned about calling… Very few hang ups About 30 live contacts yields 1 appointment Felt more comfortable and got easier It didnt matter when you called Group calling creates synergy and ups production Calling Works and its FREE!

12 Home of unlimited opportunity. The Formula… It Works! Actually speak to 30 people Get 1 listing appointment Dial 100 Calls

13 Home of unlimited opportunity. Make it a conversation Be prepared 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 neighbors house just sold for… –Did you know there is an Open House at …

14 Home of unlimited opportunity. 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 ABC Always Be Closing Youve Got To Ask For What You Want

15 Home of unlimited opportunity. Your Goals: - Get an Appointment - Get Closer to your Prospects! Connect and Build Rapport 1 Probe 2 Close for Buyer Consultation or Listing Appointment 3 Set the Stage for Next Contact 4 Call Flow Checklist

16 Home of unlimited opportunity. Winning Dialogue Hello, _______. My name is Sally Andrews, and I am a sales associate with Weicherts Anytown Office. Im so glad you called today! I would be happy to help you with your real estate needs. Connect and Build Rapport 1

17 Home of unlimited opportunity. Winning Dialogue I understand you are interested in a home in Any town that you saw online. Is that right? Whats prompting you to move so soon if you bought your house a year ago? Whats most important to you in a home? Your search area is pretty broad – how well do you know the area? Probe 2

18 Home of unlimited opportunity. Winning Dialogue You sound pretty excited! Id love to show you whats available. Can we meet tomorrow afternoon or would Wednesday at 3 be better? OR There are several properties I know of that might be what youre looking for. Lets get together and I can show you whats available. Close for Buyer Consultation or Listing Appointment 3

19 Home of unlimited opportunity. Winning Dialogue Okay, well meet at my office tomorrow at 6:30. In the meantime, I will you the directions…If you have questions before then, please call me. My cell phone number is… Set the Stage for Next Contact 4 If the lead agrees to meet with you…

20 Home of unlimited opportunity. Winning Dialogue I understand you are busy for the next few weeks. You know, I see new inventory every day and I dont want you to miss an opportunity. Can we talk again this Friday at 6pm? Which number is best to reach you on? Set the Stage for Next Contact 4 If the lead does NOT want to meet…

21 Home of unlimited opportunity. Lets finish this dialogue Hello, Mr. Bui? This is Linda from Weichert, Realtors. We met Sunday at the open house on Lime St. I was the one handing out cookies by the guest register. When we spoke yesterday, you mentioned that youre not ready to buy yet… Dialogue Practice: You Make the Call!

22 Home of unlimited opportunity. PICTURE yourself on the phone PI- Pitch, Inflection C - Clarity T - Tone of Voice U - Understanding RE - Rate, Energy

23 Home of unlimited opportunity. Dial with a Smile! Your tone of voice is very telling: –Its not what you say, but how you say it. Body language even comes through the phone. Have a mirror in front of you when making these calls. Try standing up when you call your leads. –Its a different energy level: Try it! Are you smiling during your calls?

24 Home of unlimited opportunity. Get Closer to Your Leads Take control of your follow up efforts! Reach out to your leads at least once a month. Keep their interest by offering them something of value: –Market stats –New listings, sales –Community information

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

26 Home of unlimited opportunity. A recent internal survey with Weichert customers showed that approximately 70% would like their agents to follow up with them every week. Did you know….. Source: January 2007 Weichert survey; 93 respondents

27 Home of unlimited opportunity. Your customers want to hear about… School info, Tax info Feedback on my property Are you following up to give them what they need?

28 Home of unlimited opportunity. The Bottom Line If you arent in regular contact with your leads, someone else will get the business.

29 Home of unlimited opportunity. Goal: An Appointment A Day

30 Home of unlimited opportunity. Todays Call Session Prepared list of a minimum of 50 numbers from the Do Call List Keep track and report progress on the board Record all leads and appointments made Utilize Prospect Follow Up Call sheet to set follow up call appointments

31 Home of unlimited opportunity. Just Dial It! Theyll be happy you did. Youll be happy you did.

32 Home of unlimited opportunity. Our Results Calls made: Appointments set:

33 Home of unlimited opportunity. Up and Coming Activities Next Call Session: (fill in date and time of next call session) Training Session: (fill in dates and times of training sessions in office) (fill in dates, times, and locations of other events that could help Associates build their skills)