2. September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N. J
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

3. Meet First and Meet in the Office
Common Challenges & Ways to Overcome Them
I’d like to see the house on 123 Main Street. Can you meet me there now?
The owner requires a courtesy call and some notice. Let me give you the directions to my office and you can head over here while I track them down.
It’s more convenient for me to meet you at the house.
I’d love to show you this property. As a professional, I always meet with my clients first before walking them through a seller’s home. I have 2pm open today or 6pm open tomorrow if that would be more convenient.
Just send me listings. When I see one I like, I’ll call you.
You will find that by meeting with me first to discuss exactly what you want and need, I can show you only the properties that are worth seeing Instead of wasting your time reviewing listings. Is Thursday evening good for you or would Friday be better?
I don’t have enough time to come to your office first.
If it’s more convenient, we can meet at _____, another Weichert office where I frequently hold meetings more conveniently located for clients like you coming from ______. We could also meet at your home or at the Dunkin’ Donuts near you. There’s some information I need to share with you before we see the house.
I don’t want to waste your time.
It’s really not a waste of time I frequently learn about properties before they go on the internet. It’s another way I help my clients find the home they really want. Let’s meet on . . .

4. What’s YOUR Value to Buyers?
Think through what you uniquely provide and share this with energy and passion!
Insight into the Market
You know. . . The reason I’m asking you to meet with me is because I can give you insight on this particular market area. My customers appreciate that I share with them an Executive Summary of our Market. When I take them to look for their home, they wind up telling ME which properties are overpriced and which ones are the best value because we spent a few minutes discussing pricing, the market and what they could expect. Would an update on _____ town be of help?
Outperform the Computer
Have you found when you’re looking on the internet and find a home that looks perfect Price, amenities, location That when you call, you find out the house is already under contract? That’s why you need to work with someone like me; A local specialist. I frequently find out about houses before they come online. I can get you in before you get all the competition from other buyers. Would you find this helpful?
Share the BENEFITS for Meeting
I can get you in first
You can learn about properties before they go online
You’ll have a real estate advocate – I’ll be your eyes and ears in the marketplace
I can give you an Executive Summary of what’s happening in the market so you get the inside scoop on pricing, what’s sold and what’s available.

5. What’s YOUR Value to Buyers?
Think through what you uniquely provide and share this with energy and passion!
Passion and Service
I’d love to show you this house and any others that might meet your needs Let’s meet in my office. I can give you an Executive Summary of what’s available on the market, make note of your key priorities and needs in a home and then we’ll go over and take a look at the property. Would that work for you?
Your “Go To” Real Estate Professional
One of the reasons my clients like to meet with me is because I take the time to understand their priorities and needs. Once I learn what you’re looking for I can be your eyes and ears in the marketplace. It’s interesting how all the homes people are most interested in get scooped up first, isn’t it? That’s because those buyers have someone who’s looking out for them – who alerts them to properties right away. I’d like to be your ‘Go To’ person when it comes to real estate.
No “Dog & Pony Show”
I promise you that I won’t give you a ‘dog and pony show.’ I just need to meet you to learn about your needs and your priorities and this way, I can be your eyes and ears in the marketplace so I can find what you’re actually looking for. I learn about properties before they even hit the internet. That’s why meeting with me will not only save you time but will actually help you find the perfect home.

6. Walk the Neighborhood and Invite Them!
(it makes your walk-about worthwhile)
I’m just curious what do YOU like best about this community?*
I find people like to choose their neighbors! Would you know of anyone among your family and friends who might like to live in this beautiful neighborhood?
The market is really heating up Do you have anyone in your circle of family and friends that might be looking to purchase or to sell their home?
What about you? Have you given it any thought?
 I’d like to leave you with my card just in case you know of anyone among your family or friends who are interested in buying or selling. And here’s a property highlight sheet in case you know of anyone who’d like to take a look.”
*It’s a great open-ended question to encourage the neighbor to share. This question also allows you to deepen your knowledge of the neighborhood and gain further insight.
“Hi. My name is _______ from Weichert Realtors and I’m inviting all the neighbors to my open house at 123 Main Street. It’s a great property would you be interested in stopping by? You can get an idea of home values in your area.
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

7. Five Slots and Fill ‘Em!
Memorize five different one-hour slots that you commit to each week to meet customers face-to-face in the office. Make it your goal to fill these slots every single week. Be in the office on these days at these specific times. If you don’t have a face-to-face meeting, prospect to fill next week’s calendar.
Make it the same days and times every week so that no matter where you are, whenever you receive a call or have a chance meeting with a potential customer (at Dunkin’ Donuts, in the grocery store, etc.), you can offer up time on your calendar to meet. Offer two options. If the customer can’t meet, say: I’ll adjust my calendar for you How about Tuesday at 6pm? (That’s one of your five slots). Burn these five time slots into your brain and never deviate from them.
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

8. GSM Objections are really Openings
I’m already pre-approved
That’s great. Amanda, my Gold Services Manager, will just review all the services you’re entitled to as a Weichert customer.
I have a pre-approval
Great. Bring a copy of that letter with you so you can meet with Amanda, my Gold Services Manager. She’ll review the complete financial process you need to know to close. She will also review all the services you’re entitled to as a Weichert customer.
We’re paying in cash
That’s wonderful to have that taken care of You’re still going to need homeowners insurance and title insurance in order to close on whatever home you choose. Amanda, my Gold Services Manager, can manage all this for you.
I have a friend in the business
Good for you. My Gold Services Manager, Amanda, will let you know about the other essential services you’ll need in order to close on your new home – services we can manage for you right here at Weichert.
Offer Gold Services to every customer, every time.
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

9. When on the Phone, Avoid the T.M.I. Dilemma (Too Much Information)
A common pitfall over the phone is talking too much. It’s best to keep your conversation brief. When they ask questions, defer most information and discussion for the face-to-face meeting. Try:
You have some great questions. I can answer all of them at our meeting. OR
I’m in between appointments right now and would love to get together with you to answer that question and more How’s Thursday at 2pm or is Saturday at 10am better for you?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

10. Use the Open House Board to Get a Face-to-Face Meeting*
On the Market Update
This is just a snapshot of what’s happening in Maplewood. I can do a more in-depth analysis on just the property type you’re interested in. Would that be of help? Let’s meet
On the Internet Competitor Flyer
You can see how Weichert beats our local competitors in the marketplace. We have a unique online marketing strategy that results in more visitors to our site. I’d love to show you how this could work for you in selling your home. Would you like to get together on ?
On the Guide to the Process
I can give you this step-by-step guide when we meet to discuss your specific needs in purchasing a home. Would that be of help? Let’s meet on . . .
*Follow the state-specific regulations for inviting customers to meet at an open house

11. Offer Something of Value
A step-by-step guide to the process
It can seem overwhelming as you contemplate purchasing your own place I have a Guide to the Process that will help you see how everything works and what comes next. When we meet, I’ll give you this guide and explain how the process works. Would that be helpful to you?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

12. Offer Something of Value
A tour of the town
As we look at homes together, I will give you a personal tour and point out the best commuting options into the city, highlight local parks, great restaurants and the best shopping. Since you’re new to the area, would this be of help?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

13. Offer Something of Value
An Executive Summary
You know, most of my savvy customers appreciate the Executive Summary I prepare for them.
I put together a list of all the similar properties available in the market, compile list price to sale price so you can see the difference between the two. I average them out and it paints a good picture of the market tailored to the specific property type you’re considering.
I want to respect your time. I’ll prepare this in advance so when we meet you’ll be able to review it. Would this be helpful to you?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

14. Offer Something of Value
Learn About Your Buying Power
You’ve made a wise decision to purchase now. I’ve never seen interest rates lower.
When we meet, I’d like to introduce you to my partner, Ann Reynolds. She’s our Gold Services Manager who will share all the services you’re entitled to as a Weichert customer. She provides you with a private, confidential consultation.
She’ll give you some options to consider and you’ll leave knowing your buying power.
Would this be helpful to you?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

15. Offer Something of Value
A Negotiation Strategy
One of the services I offer my clients is a unique negotiation strategy to ensure you get the home you want. When we find it, I want to make sure your offer stands out among all others and that you win in any situation where you might be competing with other buyers.
I’ll share this strategy with you when we meet on Thursday night.
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

16. Offer Something of Value
Provide Insight so your Buyers will Determine the Right Offer Price
I won’t ever let you overpay for a property a special service I provide is to prepare a Price Trend Analysis when you’re ready to make an offer. This will give you insight on what the appropriate price range should be for the house so you can feel comfortable knowing that you’re offering what’s in line for the market and the trend for the area.
Would this be of help?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

17. Try the Two-Minute Drill!
Make it a game with yourself Can you keep your customer contact to only two minutes and close for the appointment?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.
Let’s Meet
I’d love to get together and show you this property. Is tomorrow at 6pm good for you or would Thursday morning at 10am be better? . . .
Let’s meet at the office and I’ll get an appointment set up to see this house and any others you might find of interest.

18. Get Past the . . . I’m not ready yet to buy . . .
That’s fine. I love working with customers who are early on in the process. This way, there’s no pressure. They find it helpful to have some background knowledge of the local market. Also, by learning about your specific requirements, I can save you a great deal of time when you’re ready to start looking. I’m not going to rush you on this. Let’s get together in the next week or so. Are afternoons or evenings better for you?
OR . . .
I understand In the meantime, it would be helpful for me to completely understand your home search requirements. Could we possibly meet on _____ to review them?
I see Is there anything specifically you’re waiting for that is causing you to hold off right now?
No thanks. I won’t be making a move for a year from now.
That’s fine Would you like me to add you to my preferred client list? I send an update on what’s happening in the market once a month and this might give you some good background information on pricing in the community so when you’re ready to buy, you have some helpful information. 

19. What attracted you to this property?
Ask a GREAT Question!
Get the conversation started with a great open-ended question. A question that elicits more than a “yes” or a “no” or “here’s the MLS number.”
What attracted you to this property?
This is a great question because it’s open-ended, gets the client talking and gives you insight on what the customer likes. Use it and see how your conversation becomes warmer and more authentic.
It’s also a smart question because it OPENS up the conversation and opens up the possibilities so that it’s not just about that one house. If the client likes the “charm” of the house, are there other properties in your market area with “charm?” Then if that house doesn’t work out, you have other options you can show the buyer.
Here’s another great open-ended question to target the priority for your buyer:
What’s most important to you as you consider purchasing a home?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

20. The Property is Already Under Contract
In the beginning, avoid focusing on that specific property and ask about likes:
What is it about this specific property that first attracted you? Then:
This property is already under contract. Homes priced competitively sell quickly. Let’s meet so you don’t miss out again . . . OR
This property is under contract. You don’t want to miss the next opportunity. Let’s spend a few minutes together so I can get a better understanding of your priorities and just what you’re looking for. This way, I can alert you when something comes up that matches your criteria. I don’t want you to miss another opportunity I have time open on Wednesday at 6 pm or Saturday at 10 am. Which is better for you?

21. Connect with Customers at the Open House
Try the F.O.R.D. technique to build a little rapport with guests coming into your open house.
Family: Do you have family in the area? Do you have any children?
Occupation: Where do you work? Will commuting options be important to you? What do you do?
Recreation: What do you like to do when you’re not working? Any hobbies, sports, activities of interest that you’re looking for in this community?
Dreams: As you think about your next home or “dream home,” what’s most important to you? What are you looking for in your “dream home?”
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

22. Get to Know Them!
Besides the great questions in this guide, ask a few extra to really get to know them!
Favorite Music Find out what kind of music they like. You can play it in your car when you’re driving together to preview properties
Sport Activities Who’s into sports or community activities? Scope out the appropriate sports clubs, related activities in the communities in which they are interested to point out what would be most relevant to them and to their family.
Hobbies Pick up a brochure related to one of their favorite hobbies. Find locations in the community related to their hobbies and interests.
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

23. Already Working with an Agent
I understand If I can show you some other homes that meet your criteria, would you be willing to work with me on those properties? Great. Are you available tomorrow or would Thursday be better? OR
I am glad to help you as long as you are not in an agreement with another agent. Which day is better for us to meet Tuesday or Thursday?
NOTE: Follow your state regulations for Exclusive Buyer Agency and representation.
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

24. Use the Key Actions at the Point-of-Sale!
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

25. Use the Key Actions at the Point-of-Sale!
Greet (Smile): Hi, John! This is Lauren Rodriguez from Weichert Realtors. How are you today? So you’re interested in 123 Main Street Terrific!
Gather Contact Information: Your number in case we get disconnected is
Ask, Listen and Learn: What was it about that property that first attracted you?
Show What You Know: You’re so right The rooms ARE big and the pictures don’t do justice to that family room. The extra windows bring in a lot of light.
Close: I’d love to meet you, get a better understanding of your requirements and take you to see this property and any others that meet your needs. I’m available at 1pm on Thursday or Saturday at 10am. Would either of those times work for you? Great! I’ll you directions to my office and I look forward to meeting you then.
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

26. The Magic Dozen
At a face-to-face meeting with the buyer, use the Magic Dozen to learn more about them and their motivation.
What was it about this particular property that first attracted you?
What is your timeframe for a move?
Are you familiar with this area?
How long have you been looking for a home?
Are there any homes you’ve seen you’d like me to look up?
Would you like me to generate a list of similar homes in this area?
Do you own your present home or are you renting?
(Owns) When do you plan on marketing your property?
(Rents) Have you tried to buy before?
How many people will be living in the home?
Currently, how long is your commute?
What’s your wish list in a home?
Have you looked into financing your home purchase? Are you familiar with our Gold Services program?
Do you know your purchasing power?
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

27. Be the Professional!
You are more than a key to get into the house. Think through all the reasons a buyer NEEDS you.
Provide competent representation
Educate the customer on the complete buying process from showing to settlement
Introduce the customer to all the services they’re entitled to as a Weichert customer (and that they’ll need to efficiently close on the home)
Leverage expertise and experience to negotiate and navigate through this highly complex process
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.

28. Your Buyers Need, Deserve and Should Demand Representation!
Asking for their signature on the Buyer Agency Agreement is formally acknowledging your commitment to your customers. It demonstrates you will perform your fiduciary responsibilities with competence and professionalism. Remember these three key words:
Need
Deserve
Demand
Need: “Mr. & Mrs. Buyer, because of how complex the process actually is, you need representation when purchasing a home today.”
Deserve: “You deserve representation. And according to state law, you can choose your representation.”
Demand: “You should demand from your real estate agent fiduciary responsibility. Even if you decide not to sign with me today, please promise me whatever agent you use, you’ll make them sign a Buyer’s Agency Agreement so they will perform their fiduciary responsibilities to you. It’s not about locking you up in a contract, it’s about locking an agent up to give you the representation you need, deserve and should demand.”
September, 2014 (c) Copyright 2014 Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of reproduction or distribution is strictly prohibited.