1. Focusing on Sellers Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Focusing on Sellers
Weichert University February

2. Let’s Get Started Success Stories Announcements/Updates Today’s Agenda
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Let’s Get Started
Success Stories
Activities Board
Success Story Board
Call Session Results
Announcements/Updates
Today’s Agenda
Weichert University February

3. Objectives Identify ways to prospect for sellers.
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Objectives
Identify ways to prospect for sellers.
Practice dialogue to use with For Sale By Owner.
Discuss the importance of servicing a listing.
Weichert University February

4. Prospecting for Sellers
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Prospecting for Sellers
An on-going, multi-faceted process to help you obtain listings and increase your income.
Weichert University February

5. Benefits Increases and stabilizes your business
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Benefits
Increases and stabilizes your business
Shows sellers they have better choices among Sales Associates
Builds your name recognition
Builds brand recognition
Weichert University February

6. How do we Prospect for Sellers?
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
How do we Prospect for Sellers?
Sphere of Influence
Pure Gold
Neighborhood Calls
Farming
Weichert University February

7. Farming Growing your business by cultivating neighborhoods
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Farming
Growing your business by cultivating neighborhoods
On-going effort to stay
in front of the owners
A defined area market
that you select
1 mailing/month/year
Marketing using WeichertPRO
Scheduled Follow up calls
***
There is more…
Weichert University February

8. Farming Set up your Weichert Design Center account
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Farming
Set up your Weichert Design Center account
Call and introduce yourself
Keep track of your farm contacts
Use additional methods to stay in front of your farm-newsletters, sales summaries, etc.
Changed logos, post cards were fine and don’t have better
Weichert University February

9. Farming with WeichertPRO
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Farming with WeichertPRO
Import your Farm list into WeichertPRO
Send them Marketing pieces
Schedule follow up in your WeichertPRO calendar
Use the WeichertPRO call list to record your notes for future follow up
Weichert University February

10. Fast Track Facilitator Notes Session 7: Focusing on Sellers
Weichert University February

11. “Seasons of Farming” Season 1 Getting Acquainted 3 months Season 2
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
“Seasons of Farming”
Season 1
Getting Acquainted
3 months
Season 2
Building Name Recognition and Trust
6 months
Season 3
Becoming the Neighborhood Specialist
12 months
Season 4
The Harvest
18 – 24 months
Season 5
Defending Your Territory
Infinity & Beyond
Weichert University February

12. Fast Track Facilitator Notes
Session 7: Focusing on Sellers
For Sale by Owner
A For Sale by Owner is a seller who is trying to sell his property without the services of a Sales Associate
Commonly known as FSBO (“fizz bow”)
Should be referred to as “Private Seller(s)”
Cant really change
Weichert University February

13. Why do some sellers try to sell on their own?
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Why do some sellers try to sell on their own?
Same
Weichert University February

14. Finding FSBOS Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Finding FSBOS
Bill – swap out image
Weichert University February

15. Change image of car, driving around neighborhoods, add MMM
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Finding FSBO’s
Classified ads
Word of mouth
Web sites
Pick up the phone!
Change image of car, driving around neighborhoods, add MMM
Weichert University February

16. FSBO Facts Many FSBOs eventually list with a Sales Associate
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
FSBO Facts
Many FSBOs eventually list with a Sales Associate
It takes an average 5-7 contacts to list a FSBO
Call
Face-to-Face
Mail
Weichert University February

17. Fast Track Facilitator Notes Session 7: Focusing on Sellers
Weichert University February

18. FSBO Psychology 101 Three stages of the private Seller mindset
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
FSBO Psychology 101
Three stages of the private Seller mindset
Get lost!
Let’s talk…
Help!
Every FSBO has a limit
Weichert University February

19. Getting in the Door Get the appointment by calling or stopping by
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Getting in the Door
Get the appointment by calling or stopping by
See the residence
Do a PTA
Build Rapport
Ask key questions
The Associate Calling and Follow Up Guide
Set Expectations
Create doubt
Emphasize all of the work involved
Weichert University February

20. Fast Track Facilitator Notes Session 7: Focusing on Sellers
Don’t have what we need to replace yet
Weichert University February

21. Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Show Your Value
“When you list with me, I will provide you with weekly updates on web traffic. Note the increasing number of buyers searching online, who won’t find your property. You can’t get this report anywhere else!”
Changed
Weichert University February

22. Practice: FSBO Dialogue
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Practice: FSBO Dialogue
Work in groups of 3
Use the For Sale By Owner Brochure
Identify 3 items that prove your value
Develop dialogue for each that you can use with private Sellers to show your value
Weichert University February

23. Suggested dialogue
Did you know that the average home sold by an owner sells for 13% less according to the National Association of Realtors?
Are you prepared to field literally hundreds of phone calls when you’re at work or trying to relax at home?
Is your listing posted on Manhattan’s OLR?
How many broker’s have spoken to? How many actual buyers?
Do you know how many open houses and viewings it could take before you get an offer?
Have you ever read a REBNY financial statement?

24. The Neighborhood Specialist
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
The Neighborhood Specialist
Use your neighborhood knowledge to help prospect for sellers
Know your market area inventory
Research FSBO properties – walk to the buildings, talk to the doorman
Read FSBO brochures
Changed pic
Weichert University February

25. Servicing Listings Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Servicing Listings
Weichert University February

26. Why is it Important? Sellers expect results
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Why is it Important?
Sellers expect results
Sellers rely on your expertise and knowledge to guide them in the process
Sellers expect regular and consistent communication about their listings
Weichert University February

27. Fast Track Facilitator Notes
Session 7: Focusing on Sellers
What needs to be done?
Set clear expectations about the marketing plan with sellers
Communicate regularly with Sellers
Create a reminder in your WeichertPRO calendar to send your sellers the Listing Click Report
Create a schedule to call your sellers on a weekly basis
Schedule a face-to-face meeting every 4th week
Work with the sellers to adjust strategies for getting the property sold
Price improvements
Property showcasing improvements
Weichert University February

28. Tools for Managing Listings
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Tools for Managing Listings
Market Update
Online Traffic Report
WeichertPRO
Weichert University February

29. Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Market Update
Use the Price Trend Analysis (PTA) to educate sellers on the current market
Periodically refresh the PTA, specifically the Current Inventory Analysis Snapshot
done
Use the PTA to introduce discussions on pricing strategies with sellers
Obtain more information from WeichertOne, Sales Associate Resources, Working with Sellers
Weichert University February

30. Fair Housing Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Fair Housing
Weichert University February

31. Seller Prospecting Call Session
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Seller Prospecting Call Session
Add some t- up slides for FSBO and seller prospecting call session
Weichert University February

32. Taking Care of Business
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Taking Care of Business
Weichert University
Related online courses
Overcoming Common Seller Objections
Converting FSBOs and Expireds into Your Listings
Working with the Seller: A Step-by-Step Process
WeichertOne Sales Associate Resources, Working with Sellers
Today’s Work Assignments
Tomorrow’s Agenda
Have a Productive and Successful Day!
Weichert University February