2. Find and win buyers Ignite Power Session #7

3. Let’s Get Started
Mission
Expectations
Action Reveal
Pages 5-6

4. Action Reveal Contacts? Notecards? Laptop / Tablet?
Research statistics?
Videos
What do you think the benefits will be working with buyers?
What do you think the challenges will be working with buyers?
What are your aha’s about working with buyers?
Page 6

5. Your Lead Generation Habit
Daily 10/4
Your Lead Generation Habit
Daily!
Add 10 new contacts to your database.
Speak with 10 people in your database.
Write 10 notes.
Weekly!
Preview 10 homes.
Page 8

6. Lead Generate Your Turn, p. 8 Get out your call list—begin calls.
Handwritten notes
20 minutes
Reminder: Comply with federal and state Do Not Call (DNC) and spam laws and the policies of your local Market Center.
Pages 8-9

7. Get Your Head in the Game
Finding buyers is simple.
Servicing buyers is inexpensive.
Earning with buyers is quick.
Page 10

8. Converting Buyer Leads
Find buyers—lead generation!
Qualify buyers.
Sign buyers.
Page 11

9. Converting Buyer Leads
Watch video – “Find the Motivated”, p.13
10 minutes
Do your market research
Discuss questions on p. 14
Know your terms, p. 15
Pages 11-15

10. Research Your Stats
Your Turn – Where to find local market statistics, p. 18
Market statistics
15 minutes
Pages 16-18

11. Qualify and Schedule Buyers for the Consultation
Buyer Lead Sheet
Get the Appointment
Pages 19-29

12. NAR Fact
According to the 2014 NAR Profile of Home Buyers and Sellers, 2/3 of all buyers interviewed only one agent.
Page 20

13. Buyer Consultation
A Guide to Buying Your Home
Pages 30-44

14. Scripts
Your Turn, p. 48
Script Practice – Practice buyer consultation and handling objections.
20 minutes
Pages 45-48

15. Needs Analysis Watch Video – “Buyer Needs Analysis” 10 minutes
Pages 49-50

16. Needs Analysis Your Turn, p. 53
Needs analysis, buyer needs questionnaire, five must-haves summary
40 minutes
Pages 49-53

17. The Buyer Consultation
Your Turn, p. 55
Practice the buyer consultation.
40 minutes
Page 55

18. Putting It All Together
Action Plan
Prepare for Your Next Class
Recall and Remember
From Aha’s to Achievement
Enhance Your Learning
Scripts
Pages 56-66

19. Find and win Buyers Ignite Power Session #7