1. Weichert University Presents: 60 Days to a Commission Check!

2. Are your buyers asking:
“How’s the market?”
“Can I even get a loan now?”
“Am I too late to get a good bargain?” 

3. Where is our market right now?
Prices
Rates
High
Mid-Range
Low
The top of the V is high, the bottom is low.
Put a dot on the Prices line to indicate where you think prices are right now.
Put a dot on the Rates line to indicate where you think rates are right now.

4. Buyer’s can still get a great “deal.”
IT’S NOT TOO LATE
 Buyer’s can still get a great “deal.”
However, if they are waiting for prices to go down more, they may be taking an expensive gamble. 
There is more than just price when paying for a home. 
Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland . 
He has been selling homes in the local area for over 25 years.

5. Favorable Market Conditions
Interest rates affect a mortgage payment
just as price does. 
Interest rates are LOW!
Stock market –
current scenario
Right now, interest rates are among the best we’ve seen in a long time.  With all the instability on Wall Street, it’s anybody’s guess if interest rates will stay this low or actually go a lot higher. 
A higher interest rate could cost you more than a lower sales price.  As recently as 2000, interested rates were over 8%.
Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland . 
He has been selling homes in the local area for over 25 years.

6. See the Opportunity ?
Prices
Rates
High
Mid-Range
Low
It is a great time for buyers to buy. It is smart to buy right now.
Good interest rates, good financing programs, inventory for buyers to choose.
Buyers in the market are serious. Do you want a serious buyer for your house?

7. Value is here
What that means to a buyer is that a mortgage for $300,000 that would have cost about $1,896 in principal and interest a few weeks ago, costs only about $1,800 today.
Put another way, for the same mortgage payment of $1,896, a buyer could buy a home today worth $16,000 more. 
Just think, if you keep paying that landlord just $1,400 each month for the next 5 years, you will have paid $84,000 towards his or her mortgage, not your own. Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland . 
He has been selling homes in the local area for over 25 years.

8. Myth vs. Reality
Weichert has safe, secure mortgage money readily available.
Nine out of 10 people who come to us are approved for a mortgage.
Our job is to share this very powerful message.
Get on the phone now to all your prospective buyers and reassure them that the credit market is not frozen.
Let them know that with interest rates still near historic lows, now is the time to buy.
Together, we can move this market,
Jim Weichert
The nation's current financial situation is unprecedented, and people don't know what to think.
Many buyers believe that it is close to impossible to get a mortgage, even with good credit. 
On a company-wide level, we will begin combating the mortgage myth through our advertising and on www. Weichert.com.
It is important that you also do your part.

9. Weichert Financial A Vested Interest in YOUR Success
96% of Weichert Buyers rate our service satisfactory/excellent
Among the top 28 mortgage lenders in the U.S.
Licensed in 44 states
94% of our customers would refer us to friends and family
On-site face-to-face personalized service
Review the slide to emphasize all of the points and how WFS has a vested interest in the associate's success. Briefly explain the $5,000 Gold Guarantee (there is a slide dedicated to discussing the details for the $5,000 Gold Guarantee).

10. Financial Optimism for Buyers
Some programs offer down payment or closing cost assistance.   
An FHA loan is still available with only a 3.5% investment.
Credit Assure. 
The only one way for a prospect to find out is to sit down with a respected Gold Service Manager and Weichert Realtor.
If you would like to own a home, but don’t know if you can, contact a good real estate agent, talk about the process and meet with a good lender. 
Now may not be the right time for a prospect to buy a home. 
But to explore the idea, this may the best time to find out in years.
The state of Maryland CDA program has a variety of below-market rates for buyers who haven’t owned a home in the past three years. Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland .  He has been selling homes in the local area for over 25 years.

11. Market Optimism for Sellers
Many have priced their homes to meet today’s market. 
Most sellers have been willing to help out with buyer’s closing costs. 
Today, ample inventory available with reasonable sellers.  
Keep in mind that over the last 35 years, the typical home has appreciated over 6%. 
More sellers have gotten more realistic.  It took a while for some sellers to realize that they couldn’t expect double-digit inflation. Many of you have heard horror stories of homes losing thousands of dollars in value over the last two years.  Yes, the time is past to make a killing buying and flipping a home for thousands of dollars in six months. 
At the same time, you can have your own place to live and a potential savings account for the future. 
Rick Murdock is an Associate Broker & Sales Manager for Weichert, Realtors in Olney, Maryland . 
He has been selling homes in the local area for over 25 years.
Buyers in the market are serious.
Do you want a serious buyer for your house?

12. Three Personality Types:
Those that “do.”
Those that “watch and learn.”
Those that are often saying, “What happened?”
Which of these describes you and
your real estate career in the last 60 days?
In the last 6 months?
Dirk Zeller, CEO
Real Estate Champions

13. Attracting Opportunity ?
What activities have you done in the last 60 days to get a prospect to commit to an appointment with you?
What activities have you done in the last 60 days to get a sellers home priced right?
What activities have you done in the last 60 days to get a buyer into a house?
Agents doing activities consistently are helping those buyers & sellers in the market today!

14. Activity Breeds Success
Anthony Carr

15. Activities & Results Activity # of Contacts (in last 60 Days)
Called Your Sphere
Held Open Houses (Circle One: )
Passed out business cards
Conducted I-Call session
Door knocking
Held buyer/seller seminar
Mailed to your farm (1x or 2x)
Front Desk Duty (estimate no. of incoming calls)
Anthony Carr

16. Activities & Results # of Contacts Activity SUBTOTAL:
(in last 60 Days)
Activity
Held Buyer Interviews
Held Listing Appointments
Listings Taken
Buyers signed
Contracts written
Contracts ratified
Went to settlement
SUBTOTAL:
LESS MAILINGS:
TOTAL:

17. Earn a Commission Check- in the next 60 days
Activity
Create Marketing Lists
Farms (Sellers & Buyers)
Sphere
Past Customers
Niche Market
Order/Create Mailing Piece
Just Listed/Sold
Inventory on the Market
Financing Programs
Turn Rent into Mortgage Payment
Price Trend Analysis
Hand out 5 business cards while running errands
I-Call 20 prospects
Week One
Day 1
PLANNING
&
CREATING
OPPORTUNITIES

18. Earn a Commission Check- in the next 60 days
Week 1
Day 2
PLANNING & CREATING
OPPORTUNITIES
Activity
Schedule Open House
Get Portfolio production started
Hand out 5 business cards during lunch break
I-Call 20 prospects
Join networking group (chamber, biz network group, faith-based business alliance, etc.)

19. Earn a Commission Check- in the next 60 days
Activity
Week 1
Day 3
CREATING
OPPORTUNITY
Hand out 5 business cards in the afternoon
I-Call 20 prospects
Determine volunteer effort (school, Red Cross, soccer league, etc.)

20. Earn a Commission Check- in the next 60 days
Activity
Week 1
Day 4
Mail out Marketing Lists
Hand out 5 business cards while running errands
I-Call 20 prospects

21. Earn a Commission Check- in the next 60 days
Activity
Week 1
Day 5
Hand out 5 business cards
I-Call 20 prospects
Walk your farm & knock on doors (Offer PTA, Weichert One Brochure or Newsletter)
Appointment from I-Call

22. Earn a Commission Check- in the next 60 days
Week 1
Day 6
Activity
Home/Free time!

23. Earn a Commission Check- in the next 60 days
Activity
Week 1
Day 7
Open House – Full-blown production with 8 directional signs, invitations, internet, etc
Be PREPARED with closing dialogues

24. Earn a Commission Check- in the next 60 days
Activity
Finish marketing plan for the year-when will you send out the following?
- Just Listed Cards
- Market update
- Financing Programs
- Turn Rent into Mortgage Payment
- Price Trend Analysis
Schedule production time with Personal Marketing Consultant
Hand out 5 business cards while running errands
I-Call 20 prospects (Follow up with Open House List- call everyone until you’ve actually TALKED to them !)
Week Two
Day 1

25. Earn a Commission Check- in the next 60 days
Activity
Schedule Open House
Hand out 5 business cards during lunch break
I-Call 20 prospects
Join networking group
Week Two
Day 2

26. Earn a Commission Check- in the next 60 days
Activity
Week Two
Day 3
Hand out 5 business cards in the afternoon
I-Call 20 prospects
Volunteer

27. Earn a Commission Check- in the next 60 days
Activity
Week Two
Day 4
Mail to Marketing Lists
Hand out 5 business cards while running errands
I-Call 20 prospects

28. Earn a Commission Check- in the next 60 days
Activity
Week Two
Day 5
Hand out 5 business cards
I-Call 20 prospects
Walk your farm & knock on doors (Offer PTA, Weichert One Brochure or Newsletter)
Appointment from I-Call

29. Earn a Commission Check- in the next 60 days
Activity
Week Two
Day 6
Hand out 5 business cards
Face-to-face time (Listing appointments/Buyer consultations, etc)
Hold “Market Update” seminar

30. Earn a Commission Check- in the next 60 days
Activity
Week Two
Day 7
Take the Day Off !

31. Earn a Commission Check- in the next 60 days
Weeks Three- Eight
Open House: Week 1, 3, 5, 7
Mailing: Week 1, 5
I-Call: DAILY
Hand out Cards: DAILY
Seminar: Monthly

32. Earn a Commission Check- in the next 60 days
Activity
Weeks 3-8
Day 1
Hand out 5 business cards while running errands
I-Call 20 prospects (Follow up with Open House List- call everyone until you’ve actually TALKED to them !)

33. Earn a Commission Check- in the next 60 days
Activity
Weeks 3-8
Day 2
Schedule Open House
Hand out 5 business cards during lunch break
I-Call 20 prospects
Follow up with networking group

34. Earn a Commission Check- in the next 60 days
Activity
Weeks 3-8
Day 3
Hand out 5 business cards in the afternoon
I-Call 20 prospects
Follow up with volunteer group

35. Earn a Commission Check- in the next 60 days
Activity
Weeks 3-8
Day 4
Mail to Marketing Lists
Hand out 5 business cards while running errands
I-Call 20 prospects

36. Earn a Commission Check- in the next 60 days
Activity
Week 3-8
Day 5
Hand out 5 business cards
I-Call 20 prospects
Walk your farm & knock on doors (Offer PTA, Weichert Brochure or Newsletter)
Appointment from I-Call

37. Earn a Commission Check- in the next 60 days
Activity
Weeks 3-8
Day 6
Hand out 5 business cards
Face-to-face time (Listing appointments/Buyer consultations, etc) OR
Take the day off if working an Open
tomorrow

38. Earn a Commission Check- in the next 60 days
Activity
Weeks 3-8
Day 7
Take the Day Off ! OR
Hold an Open if taking Day 6 off

39. Week __________ Activity
Day 1
Day 2
Day 3
Day 4
Day 5
Day 6
Day * Take the day off !
Activities should include: I-Calls, Market inventory (previewing homes) , Open Houses, Contacting Sob's & Expired Listings, Connecting w/ sphere, networking group, volunteering, sending mailers, handing out business cards daily, canvassing door-to-door, face-time (appts w/ seller & buyer prospects).

40. Daily Prospecting is Essential to YOUR Success

41. Contact Management System
Call Contact Management Sheet & Prospect Follow-Up Sheet
i-Call Contact Management Sheet & Prospect Follow-Sheet up are great tools to maintain communication with leads & to track contacts & sources of business.

42. Covey Quadrant Urgent Not Urgent 1 2 Important 3 4 Not Important
Prevention activities
New opportunities
Business planning
Recreation
Crises
Pressing problems
Deadline-driven projects 1 2
Important 3 4
Trivia
Busy work
Same calls & mail
Time wasters
Interruptions
Some calls & mail
Proximate pressing matters
Not Important

43. YOUR Covey Quadrant
Urgent Not Urgent 1 2
Important 3 4
Not Important

44. The sign of a smart decision
Accountability
You are in control of your success.
The market is moving, are you a part of it?
You are accountable to yourself.
Commit to what you will do to get a commission check in the next 60 days & do it.
, get honest about what you have been doing
are you waiting for ? Get yourself selected.
Weichert, Realtors
The sign of a smart decision

45. Next Steps: See you in two weeks to share your successes!
It is time for you to commit to:
Update your Income Goals or create for the first time
Contact 30 warm leads by phone or in person-bring list
Go to : print the Open House Guest Profile Sheet and the I-Call Sheet
Bring 2 completed I-Call sheets and 2 completed Open House Guest Profile sheets to the next session.
Go to take on-line courses
Conducting an Effective Open House and Preparing for a Successful Open House – bring certificate of completion to class

46. Thought for the Day: ~ Frank Lloyd Wright
“The thing you really believe in always happens…
and the belief in a thing makes it happen”
~ Frank Lloyd Wright
Do you believe in a commission in the next 60 days?
Do you believe you are capable of a commission in the next 60 days? Your belief system will determine whether you meet your goal or not. Let’s go back to the last slide and review the activities and assignments to a Commission in the next 60 Days. Then, go out there and make it happen!