1. Effective Dialogues to Close for an Appointment

2. Activity Breeds Success

3. “Don’t be Marcel…” Quick Scenario: Colleen & Andrew went car shopping.
They brought their loan approval from their credit union & their checkbook-ready to buy a car. They knew what they were willing to spend & quickly narrowed it down. They went to the dealers to shop and met Marcel who was very nice and took them to drive some cars.
C & A realized which car they wanted and told Marcel they wanted to go to his office & get that car (do the paperwork & discuss loan stuff, etc.).
Marcel was not listening; he insisted they drive more cars? He was concerned that they did not really get a feel for what was available to them. Apparently he was genuinely concerned for them, he wanted them to be certain.
He was also very new to car sales and had no training. He was clearly scared to go to his desk w/ C & A to do paperwork, he was visibly shaking at the thought. C & A were getting tired & wanted to get the car that night. Both are in sales for their profession, so they could empathize w/ Marcel; Colleen was much more understanding then Andrew since her job involves training and she recognizes its value. Andrew was ready to leave and go to another car dealer where they could get the service they needed and leave w/ a car, BUT Colleen insisted that they were going to buy that car from Marcel. They were patient and kind as Marcel gathered his papers & Manager & Finance person to get things happening. Finally they got their car and Marcel clearly felt relieved that night at 10 pm when it was over. Moral of story: how many people in the world will be as patient as Colleen & Andrew were? Most will leave & go to a professional who can recognize the signs of interest, have the courage to ask the Q’s and the confidence & knowledge to make it happen.

4. Quick Scenario: Colleen & Andrew went car shopping.
They brought their loan approval from their credit union & their checkbook-ready to buy a car. They knew what they were willing to spend & quickly narrowed it down. They went to the dealers to shop and met Marcel who was very nice and took them to drive some cars.
C & A realized which car they wanted and told Marcel they wanted to go to his office & get that car (do the paperwork & discuss loan stuff, etc.).
Marcel was not listening; he insisted they drive more cars? He was concerned that they did not really get a feel for what was available to them. Apparently he was genuinely concerned for them, he wanted them to be certain.
Colleen & Andrew went car shopping.
They brought their loan approval from their credit union & their checkbook-ready to buy a car. They knew what they were willing to spend & quickly narrowed it down. They went to the dealers to shop and met Marcel who was very nice and took them to drive some cars.
C & A realized which car they wanted and told Marcel they wanted to go to his office & get that car (do the paperwork & discuss loan stuff, etc.).
Marcel was not listening; he insisted they drive more cars? He was concerned that they did not really get a feel for what was available to them. Apparently he was genuinely concerned for them, he wanted them to be certain.
He was also very new to car sales and had no training. He was clearly scared to go to his desk w/ C & A to do paperwork, he was visibly shaking at the thought. C & A were getting tired & wanted to get the car that night. Both are in sales for their profession, so they could empathize w/ Marcel; Colleen was much more understanding then Andrew since her job involves training and she recognizes its value. Andrew was ready to leave and go to another car dealer where they could get the service they needed and leave w/ a car, BUT Colleen insisted that they were going to buy that car from Marcel. They were patient and kind as Marcel gathered his papers & Manager & Finance person to get things happening. Finally they got their car and Marcel clearly felt relieved that night at 10 pm when it was over. Moral of story: how many people in the world will be as patient as Colleen & Andrew were? Most will leave & go to a professional who can recognize the signs of interest, have the courage to ask the Q’s and the confidence & knowledge to make it happen.

5. Quick Scenario:
He was also very new to car sales and had no training. He was clearly scared to go to his desk w/ C & A to do paperwork, he was visibly shaking at the thought. C & A were getting tired & wanted to get the car that night. Both are in sales for their profession, so they could empathize w/ Marcel; Colleen was much more understanding then Andrew since her job involves training and she recognizes its value.
Andrew was ready to leave and go to another car dealer where they could get the service they needed and leave w/ a car, BUT Colleen insisted that they were going to buy that car from Marcel. They were patient and kind as Marcel gathered his papers & Manager & Finance person to get things happening.
Finally they got their car and Marcel clearly felt relieved that night at 10 pm when it was over.
Colleen & Andrew went car shopping.
They brought their loan approval from their credit union & their checkbook-ready to buy a car. They knew what they were willing to spend & quickly narrowed it down. They went to the dealers to shop and met Marcel who was very nice and took them to drive some cars.
C & A realized which car they wanted and told Marcel they wanted to go to his office & get that car (do the paperwork & discuss loan stuff, etc.).
Marcel was not listening; he insisted they drive more cars? He was concerned that they did not really get a feel for what was available to them. Apparently he was genuinely concerned for them, he wanted them to be certain.
He was also very new to car sales and had no training. He was clearly scared to go to his desk w/ C & A to do paperwork, he was visibly shaking at the thought. C & A were getting tired & wanted to get the car that night. Both are in sales for their profession, so they could empathize w/ Marcel; Colleen was much more understanding then Andrew since her job involves training and she recognizes its value. Andrew was ready to leave and go to another car dealer where they could get the service they needed and leave w/ a car, BUT Colleen insisted that they were going to buy that car from Marcel. They were patient and kind as Marcel gathered his papers & Manager & Finance person to get things happening. Finally they got their car and Marcel clearly felt relieved that night at 10 pm when it was over. Moral of story: how many people in the world will be as patient as Colleen & Andrew were? Most will leave & go to a professional who can recognize the signs of interest, have the courage to ask the Q’s and the confidence & knowledge to make it happen.

6. Quick Scenario:
Moral of story: how many people in the world will be as patient as Colleen & Andrew were? Most will leave & go to a professional who can recognize the signs of interest, have the courage to ask the Q’s and the confidence & knowledge to make it happen.
Colleen & Andrew went car shopping.
They brought their loan approval from their credit union & their checkbook-ready to buy a car. They knew what they were willing to spend & quickly narrowed it down. They went to the dealers to shop and met Marcel who was very nice and took them to drive some cars.
C & A realized which car they wanted and told Marcel they wanted to go to his office & get that car (do the paperwork & discuss loan stuff, etc.).
Marcel was not listening; he insisted they drive more cars? He was concerned that they did not really get a feel for what was available to them. Apparently he was genuinely concerned for them, he wanted them to be certain.
He was also very new to car sales and had no training. He was clearly scared to go to his desk w/ C & A to do paperwork, he was visibly shaking at the thought. C & A were getting tired & wanted to get the car that night. Both are in sales for their profession, so they could empathize w/ Marcel; Colleen was much more understanding then Andrew since her job involves training and she recognizes its value. Andrew was ready to leave and go to another car dealer where they could get the service they needed and leave w/ a car, BUT Colleen insisted that they were going to buy that car from Marcel. They were patient and kind as Marcel gathered his papers & Manager & Finance person to get things happening. Finally they got their car and Marcel clearly felt relieved that night at 10 pm when it was over. Moral of story: how many people in the world will be as patient as Colleen & Andrew were? Most will leave & go to a professional who can recognize the signs of interest, have the courage to ask the Q’s and the confidence & knowledge to make it happen.

7. Is everyone you know and everyone you meet ready to buy today?
Using Effective Dialogues to Get to “YES”
We meet so many
people every day….
Is everyone you know and everyone you meet ready to buy today?

8. How Do You Know When a Prospect is Ready to go Forward?
Are you able to determine when a prospect is serious?
Are you comfortable illustrating the opportunities for buyers & sellers in the real estate market today?
Are you getting your current customers to a “yes”?
Dirk Zeller, CEO
Real Estate Champions

9. Useful Tools for Buyer Prospects
What tools, data or dialogues are you using
effectively to get buyers off the fence?

10. Where is Our Market Right Now?
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.
Prices
Rates
High
Mid-Range
Low

11. 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 Agent. 
He has been selling homes in the local area for over 25 years.

12. Favorable Market Conditions
Interest rates affect a mortgage payment just as price does. 
Interest rates are LOW!
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.

13. See the Opportunity ?
It is a great time for buyers to buy. It is smart to buy right now.
Prices
Rates
High
Mid-Range
Low
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?

14. Value is Here
What this means to a buyer is that a mortgage for $300,000 that would have cost about $1,896 in principal and interest, 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.

15. 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.

16. Financial Optimism for Buyers
There are some outstanding financing programs that 1st-time buyers can take advantage of. 
Some programs offer down payment or closing cost assistance.   
Credit Assure Program – how to legitimately raise credit scores for better interest rate or more buying power
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.

17. Basic Mentality:
Do prospects prefer to discuss selling their current home or buying their next home first?
The general public wants to discuss their next home before they discuss selling their current home- the thought of being “homeless” is scary for most.
So, invite prospect to a free, no-obligation (Buyer) consultation at the office first in most cases.
Once rapport is developed and GSM validates possibilities, many times a person thought they MUST sell their current home in order to purchase the next one, when in fact many, could carry both homes/mortgages for a short time (worst case) if need be.
Just knowing this is sometimes a big relief, even though a person rarely ever actually maneuvers themselves into this position.
Knowing that you could write an offer to purchase that is Not Contingent on the sale of a home makes an offer more desirable.
This is also a great way to ensure the prospect meets the GSM and sets an expectation/level of professionalism.
Then, the offer to come over to prospects’ home for a tour and to come back later to discuss custom marketing & pricing for their home seems less pushy and more natural/appropriate.

18. Instead of saying: “Do you have an Agent?”
Open House Dialogues
Instead of saying: “Do you have an Agent?”
Try: “Is anyone helping you with your home search?” (this opens it up for them to be honest about an agent or any friend or relative who may be giving them input/support).
Ask: “Are you just getting started “? or “Have you been looking for a while?” or “Going to Open houses is a great way to get to see homes and to do some preliminary research, is that your method for finding homes? What other methods are you using?”
Say: “I know, it can be frustrating since you don’t always know the stats of the house until you get inside it, right? …..Plus, so many great homes never get held open….Well, when you feel you are ready, I can save you some time. We can do a consultation at my office to discuss your timeframe, your goals, your needs and wants and get a list of properties that fit your criteria. Would that be beneficial to you? … Great why don’t we get together Thursday at 6 pm?”

19. Closing Dialogues at an Open House
After they have seen the home…say:
“So- Do you love it?” (remember, they came to YOU on their valuable day off-it is safe to assume they are serious about a real estate transaction soon).
I like to think that every prospect had a dream last night or opened a fortune cookie that said “A real estate transaction is in your near future.” (The prospect may or may not remember this message).
Sometimes after “Do you love it? “ I may cushion it with, ”You know as much as I love hanging out here on Sundays (because it’s a great house), the Sellers hired me to get this house sold, so I want to sell it today. Do you want to get it today? Who do you know that might?”
“Tell me what you like about it? …Great, Maybe we should get over to my office and put something together to offer the Sellers-what do you think?” or “What would need to change?.... O.K. I bet we can find something more appropriate for you…”

20. Buyer Consultation Dialogues
Try to set up the expectation that they will love a home. Say:
“When you are in a house & you get that feeling in your tummy that this is “The ONE” you just have to tell me so I know (because I see A LOT of houses & I might not realize it is The ONE if you don’t tell me) and then we’ll get the paperwork together for an offer. Just remember not to reveal your excitement while inside the house if the Sellers are there, wait until we get in the car, o.k?”
“Don’t worry, it is normal & you will know when you are in the right house. I’ve even had clients love the first house they saw! Of course, I showed then a few more so they have a perspective, but a few did end up buying the very first home they saw with me. Most of my clients only need to see 4-5 homes and they find The ONE.”

21. Dialogues with Buyer at a Property
You did a Professional Buyer Consultation and the proper set up mentioned above-now your Buyers have permission to fall in love with a home. It is then very easy (when you detect the signals of serious interest) to ask:
”So is this house at the top of the list?” or
“ Is this The ONE?”

22. Buyer Objections Buyer wants to wait/see more homes- say:
“Why wait for more competition? If you can get a great home with a low monthly payment why not take advantage of this opportunity? Remember when interest rates go up, that makes your monthly payment increase. It also then reduces what you are comfortable spending or able to spend so you may be looking at a lower price range right? If this house has what you are looking for, and the numbers work, maybe we should put an offer in to the Sellers and see what they say?”

23. Buyer Objections
“It isn’t perfect… we would have to change ……. (flooring, paint color, etc)
Your response:

24. Buyer Objections
Buyers say price is too high-say:
“ Let’s get back to the office and do a Price Trend Analysis for this home. We will see what a fair price range really is. Then we can check with ___________ the GSM to determine if the numbers will work for you. If they do we can make an offer that you are comfortable with and maybe get you the house! Let’s try it”

25. Closing Dialogues to get a Seller to List with YOU
What tools, data or dialogues are you using effectively to get Sellers to list their home?

26. 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%. 
Buyers in the market are serious.
Do you want a serious buyer for your house?
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.

27. Closing Dialogues During Value Story
On Portfolio page Re: Weichert website say:
“ What do you think of the photo? This is how your home will appear on the website….We’ll have other interior pictures for prospects to view... What do you like best here?”
On the page Re: open houses say:
”1/3 of Weichert Open houses result in a sale! We get more Buyers in. Do you see the value in our OH program? Let’s get your first Open House scheduled for March 1-5 pm. Does that work for you?”
On the page Re: Direct mail say:
“At Weichert we send direct mailers to neighbors since research shows many only move w/in 12 miles of current home. We also mail to target areas/buyers. What do you think of the quality of the mailer? ..nice right? Well, this type of marketing takes time to set up. With your permission I can go ahead and place the order and begin the process. If you like we can even co-ordinate the “just listed” card to say Open Sunday…”

28. Closing Dialogues During Value Story
On the page Re: Gold Services say:
”The benefit of having Buyers approved by our GSM is that we know they can buy your house…and the Guarantee that comes behind it so you close on time, etc, is peace of mind.”
“Have you spoken to __________, my GSM yet to take advantage of the home services you are eligible for/entitled to as a Weichert client? …Oh, well why don’t I set up a tentative appt. for you to come in and meet with ________, and I will have ________ call you to confirm it?”

29. Asking Dialogues for Price Improvement:
Truthfully, I’d rather just get the listing at the right price (range) from the start. The “hole” is very deep if you have an overpriced listing and an expectation to spend time and money on the property.
Creating proper expectations from the start with a Seller is our responsibility as professional Realtors.
If a Price improvement is needed: Always do a PTA!
Be careful to do it correctly. The pricing discussion must be done in person with the Seller to be effective.

30. After Reviewing PTA & Data With Sellers
Say:
“Buyers shop by price first right? So if the home is not priced properly are we missing a large group of Buyers? Those Buyers could fall in love with your home and can also afford it. Why are we choosing to ignore them?
…We want to attract them, they can’t buy it if they never come see it right? I want you to get the most that you can for your home, but I would be remiss to create an expectation for you that is not realistic. Let’s look at this PTA together. Homes priced right attract Buyers.”

31. After Reviewing PTA & Data With Sellers
“We have 2 battles to win, the way I see it. 1st: the price war; 2nd , the beauty contest. We want to be in the position to win both”
Consider: Jim Weichert has said in the past, “ you can’t improve the price of a listing you don’t have”.
Is your pocket of the market a place to consider this on a case-by-case basis? EX: if homes are selling within 5% of list price and seller insists on pricing a tad high, but the house is in EXCELLENT condition – should you consider listing it at his price?

32. Dialogues…Price Improvement
“Every month your home is on the market and it does not sell, do you still have to make the mortgage payment? What is that total monthly?”
“$ 2,500. o.k. so if your house is on the market for 9 months and you have to make that monthly payment of $ 2,500 for those 9 months what will you have paid at the end of those 9 months (if we get a Buyer by then)?”
“$ 22,500. Wow. O.k. help me. Because I am not seeing the savings for you; not to mention the stress of having open houses, showings, etc all that time. What if we changed the price by that amount now and attracted a new group of Buyers? Do you think that might get you to the settlement table with a motivated, financially solid Buyer sooner?”
“We have to remember, no one gets paid until the Buyer comes to the closing table with the money (or the loan that actually closes). Everything up to that point is just __?__ hoping & dreaming. Are you ready to get the right Buyers into this house? Let’s make the change to our strategy.”

33. The sign of a smart decision
It Pays to Ask
Know when a client is serious or has interest.
Ask for the appointment.
Ask if it would be beneficial to them.
Weichert, Realtors
The sign of a smart decision
Be ready to take customers to the next step to reach their real estate goals.
, get honest about what you have been doing
are you waiting for ? Get yourself selected.

34. Next Steps:
Contact 30 warm leads by phone or in person & use a closing dialogue to get a Buyer Consultation appointment.
Conduct an open house and use a closing dialogue to get a Buyer Consultation appointment.
Go to take on-line courses:
Secrets of Closing
Methods of Engaging Clients (Bite-Sized Learning)
Making it Matter-Creating Value Statements (Bite-Sized Learning)

35. Thought for the Day:
“A real estate transaction is in your near future.”
Weichert University
THANK YOU FOR ATTENDING TODAY!
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!

36. Thank You!