1. Securing a Home for Your Buyers and Call Session
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Securing a Home for Your Buyers and Call Session
Weichert University June

2. Let’s Get Started Success Stories Activities Board Success Story Board
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Let’s Get Started
Success Stories
Activities Board
Success Story Board
Call Session Results
Announcements/Updates
Today’s Agenda
Weichert University June

3. Objectives Practice demonstrating properties
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Objectives
Practice demonstrating properties
Identify the steps involved in ensuring your buyers move into the residence of their dreams.
Practice negotiating an offer to purchase.
Weichert University June

4. Demonstrating Properties
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Demonstrating Properties
Changed line
Before you leave the office… What should you do?
Weichert University June

5. Demonstrating Properties Tips
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Demonstrating Properties Tips
Ring the doorbell
Introduce buyers to sellers
Knock on all closed doors
Let the buyers enter the room first
There is more…
Weichert University June

6. Demonstrating Properties Tips
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Demonstrating Properties Tips
Point out features & benefits
Keep everyone together
Keep quiet about the sellers’ housekeeping or decorating
Make notes
Weichert University June

7. Practice: Demonstrating Properties
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Practice: Demonstrating Properties
Work in teams
Review room photographs
Determine features & benefits
Identify challenges
“Demonstrate” one room for the class
Weichert University June

8. Room #1

9. Room #2

10. Room #3

11. Room #4

12. Room #5

13. Securing a Home for Your Buyer
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Securing a Home for Your Buyer
Do what it takes!
Write & present an offer
Negotiate
Reach agreement
Provide exceptional service
Follow-up on the process
Countdown to close
Reap the Rewards
Happy customers
Your commission
Weichert University June

14. Benefits of Controlling the Buying Process
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Benefits of Controlling the Buying Process
Gain confidence
Build a good reputation in the business
Satisfy buyers
Establish relationship with buyers
Receive referral business from satisfied buyers
Represent the Weichert name - your success is everyone’s success
Weichert University June

15. Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
The Process
As their Buyer’s Agent, You are their Guide to the Process…your consistent follow up will ensure their closing
Put in new one
Weichert University June

16. Your Buyer Wants to Make an Offer
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Your Buyer Wants to Make an Offer
Ensure they are pre-approved
Fill out a REBNY Financial Statement
Determine a closing date
Determine what price to offer
Contact Listing Agent
Obtain Copy of Seller’s disclosures
Changed
Weichert University June

17. What are the components of a good offer?
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
What are the components of a good offer?
Write the answers on page 6-5
Weichert University June

18. Necessary Sales Paperwork
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Necessary Sales Paperwork
Buyers’ pre-approval
Agency disclosure forms
Copy of OLR listing
REBNY Financial Statement
Escalation Clause (where applicable)
Changed around
Weichert University June

19. Presenting the Offer Do it in person Resolve conflict Negotiate
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Presenting the Offer
Do it in person
Resolve conflict
Negotiate
Facilitate process
Keep communication open
Respect legal & industry requirements
Get the residence for the buyer!
Weichert University June

20. Tips for Presenting the Offer
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Tips for Presenting the Offer
Coach buyers
Contact listing agent ASAP
Present it
Position strength of buyers
Emphasize benefits to sellers
Remain calm
Have a negotiation plan
Weichert University June

21. Presenting the Offer What next? Acceptance Rejection Counter
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Presenting the Offer
What next?
Acceptance
Rejection
Counter
Multiple Offers
Negotiate
Weichert University June

22. Negotiating for Your Buyer
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Negotiating for Your Buyer
Weichert University June

23. Tips for Successful Negotiation
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Tips for Successful Negotiation
Set high goals
Have tough initial demands
Make consistently smaller concessions
Make every concession appear major
Tie up a concession with “What if…” or “If I could…”
Work towards a Win-Win Agreement
Weichert University June

24. Critical Negotiating Mistakes
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Critical Negotiating Mistakes
Inadequate preparation
Ignoring the give/get principal
Use of intimidating behavior
Impatience
Talking too much & listening too little
Arguing rather than influencing
Changed image, does this work?
Weichert University June

25. Negotiating a Counter Offer
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Negotiating a Counter Offer
Communicate to Buyers right away
Assess Buyers’ emotional response
Isolate major objections
Put a positive spin on the offer
Reconnect the Buyers to the property
Advise or close the Buyers on next step
Weichert University June

26. Negotiating Multiple Offers
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Negotiating Multiple Offers
Gather information
Determine seller’s concerns
Closing date, price, terms
Coach Buyers
Introduce the Escalation Clause
Negotiate in one session
Determine buyer flexibility
Get Manager involved
There is more…
Weichert University June

27. Negotiating Multiple Offers
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Negotiating Multiple Offers
Remove contingencies
Present offer in person
Create buyers’ connection and emotional impact
Proceed to Sellers’ Attorney (if needed)
Weichert University June

28. Practice: Presenting an Offer
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Practice: Presenting an Offer
Work in groups of four
Roles
Scenario
Present an offer
Negotiate an agreement
Debrief
Weichert University June

29. Reach Agreement You’ve Got a Deal!
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Weichert University June

30. Time to Get Busy Complete Steps 7-16 Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Time to Get Busy
Complete
Steps 7-16
Weichert University June

31. The Race to the Finish Inform the buyers of acceptance
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
The Race to the Finish
Inform the buyers of acceptance
Complete and follow-up on sales paperwork
Complete and submit Report of Sale to Processing Manager
Arrange for inspections and appraisal
Communicate with buyers and sellers’ agent
Provide resources to buyers
There’s more…
Weichert University June

32. The Race to the Finish Ensure buyers obtain mortgage
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
The Race to the Finish
Ensure buyers obtain mortgage
Attend inspections, appraisal
Submit buyers’ Board Package (when applicable)
Attend walk through
Ensure utilities are transferred
Submit commission bill
Attend settlement/closing
Took out warranty, added pckg.
Weichert University June

33. The Closing Attend settlement/closing Collect TRID Docs Thank everyone
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
The Closing
Attend settlement/closing
Collect TRID Docs
Thank everyone
Ask for referrals
Pick up your commission check
Weichert University June

34. Follow Up Submit commission check to Processing Manager
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Follow Up
Submit commission check to Processing Manager
Order “Just Sold” cards
Confirm OLR update on sold listing with Processing Manager
Send Just Sold s using WeichertPRO
Make neighborhood calls to notify of sale
OLR
Weichert University June

35. Keeping the Relationship Going
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Keeping the Relationship Going
Send a thank you note or a gift to buyers
Call to check in on them
Offer any additional assistance as they move-in
Keep contact on going
Put reminders in your WeichertPRO Calendar
Call regularly
Weichert Pure Gold will automatically send mailers
Weichert University June

36. Today’s Call Session

37. Practice * Practice * Practice
The Choice is Yours…
Set a Goal and keep a Positive attitude
Have a compelling reason for the call
Use personalized, customized information coupled with on-target value statements
“Having a compelling reason and a compelling message can help reduce your fear big time!” Paul Castain
Practice * Practice * Practice

38. Beginners: Experts: They will Meet with Me! The Phone Will Ring
I will speak to the person, or I will leave a message.
I will offer them some valuable information
They will say “I’m Not Interested” (70% of the time)
I will close for an Appointment or Follow Up
They will Meet with Me!
They will Hang Up on Me…
I will sound like I don’t know anything
What if they ask me a question that I don’t know?
They won’t be interested
What happens if they say yes?

39. Prospecting Tips from the “Pros”
Art Sobczak
Author of Smart Calling
Approaches calls with a “primary objective” and a “secondary objective.”
What can we apply to our real estate business?

40. Plan Your Call! Primary Objective Secondary Objective
Secure an appointment to meet with them concerning their real estate needs:
To Purchase
To Sell
Or Both
Would you know of anyone in your family or perhaps a friend who may be in need of my services?
Would you like to be on my preferred customer list and receive a quarterly update on real estate activity in your local market?
After all, it impacts the value of your property.

41. Offer a Local Market Update (Quarterly)
For your Secondary Objective:
Give them relevant, local information using this convenient template in WeichertPRO.
Simply fill in the blanks with your MLS data.
Make it personal
“After all, this affects the value of YOUR property!”
Access this resource in WeichertPRO, Marketing

42. Taking Care of Business
Fast Track Facilitator Notes
Session 6: Securing a Home for Your Buyers
Taking Care of Business
Weichert University
Related online courses
Federal Lead-based Paint Disclosure Law
Multiple Offer Strategies
WeichertPRO.com
Related online Training and Job Aids
Adding an Appointment or Task to Your WeichertPRO Calendar
WeichertOne Sales Associate Resources
Today’s Work Assignments
Tomorrow’s Agenda
Have a Productive and Successful Day!
Weichert University June