1. **Delete this Slide After Reading**
Customize these slides to align with your office-specific information, program dates, contest prizes, etc. Look for text in purple and change this text to your office, dates, prize decisions, etc.
Remind Team Leaders we will be recording each Sales Associate sharing their Value Statement on their cell phones
Materials Needed:
Copies of The Weichert Value Story dialogue book
Customized Listing Presentation for demonstrating
Call Session Prize (Sales Associate with most appointments wins)
Weekly Prizes (for team with the most points for the week)
Weekly Sales Planner (change dates to reflect your program)

2. Listing Mastery Program Session 2: Prospecting & Presenting
© Copyright (2012) Weichert Co. Morris Plains, N.J., USA All rights reserved.  Any form of reproduction or distribution is strictly prohibited.
Each WEICHERT franchised office is independently owned and operated.

3. Welcome Back! Your Week . . . Take five minutes to meet in your teams!
We need:
Your numbers rolled up: # 1st Step Listing Appointments, # 2nd Step Listing Appointments, etc.
Individual Roll Up sheets are located Resources tab

4. The team with the most points wins ____________________________
Team Award
The team with the most points wins ____________________________

5. Feedback What did you get out of last week’s session?
Did you step out of your comfort zone?
Who has been using MOjO for your prospecting sessions? How is it going?

6. Share Your Success
Who used the Getting to Know You in a listing appointment last week?
How did it go?
What did you do differently?
What did you learn?

7. Lead Source: Open Houses
Who conducted an open house this past weekend?
Did you meet any sellers at your open house?
What dialogue did you use?
What materials do you use at the Open to engage sellers?

8. Presentation Video Practice
Your passion and conviction comes through louder than your words!
Body language, posture, facial expressions, how you feel, how you dress, etc. impact how you are received

9. Your Presentation Style
Who reviewed their video?
What worked well that you will continue to do?
What will you be fine tuning?

10. Your Presentation
The face-to-face meeting makes communication more effective and the visuals become most important.

11. What do you see?

12. Enhancing our Image What should WE do to enhance our image here?
How do YOU appear on the internet? Do you have a professional photo on weichert.com?
Are YOU dressed ready to meet a customer? If you received a call from a seller today to come right over and list their house, would you feel comfortable going over there right now?

13. What do YOU convey to Clients?
Hand out copies & discuss how we can communicate/demonstrate these traits to our sellers

14. Isn’t this tied to our Core Values?

15. Prospecting

16. Passive vs. Aggressive
Passive: not participating readily or actively; inactive: Aggressive: 1. Vigorously energetic, especially in the use of initiative 2. Making an all-out effort to win or succeed. Who’s been aggressive this past week in their prospecting efforts?

17. Sources of Listing Leads
Past Customers (great return here)
Sphere of Influence
Open Houses – you’re auditioning for sellers
FSBOs
Expireds
Neighborhood door knocking
Just Sold Calls
Just Listed Calls

18. Different Approaches
Multiple Offer situations? Where? Call into these neighborhoods! (not a solicitation, “I’m trying to help my buyers.”)
Have sellers been waiting? Call them and offer a complimentary price evaluation so they know what their home is worth in today’s market.
Start with YOUR neighborhood!

19. Offer them Something of Value
In exchange for their time, what do you have to offer them?

20. Offer Something of Value
It can seem overwhelming as you contemplate selling 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?

21. Offer Something of Value
What else?
What can you offer that will set you apart and get a potential seller to meet with you?
Build on their feedback and offer suggestions
GSM cards for FSBOS
Market updates

22. Let’s Make Some Warm Calls Together
Friendly
Informal
Fun
Offer something of value
NOTE: Keep track of how many dials you make, number of people you actually speak with, how many appointments you secured

23. Don’t Worry!
I know calling is something a lot of people are uncomfortable doing.
But making the calls is the most efficient way to reach all your lead sources and make appointments!
Set a goal and Go For It!

24. Call Session Results Let’s roll up our numbers
Calls (dials), Contacts (who you actually spoke to), Leads, Appointments
Who’s going on a first step listing appointment?
What will you do?

25. Do You Want to Reach Your Goal?
Make Prospecting for Listings your

26. Listing Presentation 26

27. Features & Benefits In sales, it’s all about features and benefits.
In your video presentations, what features did you describe?
What benefits?

28. Features & Benefits Feature:
The Weichert Value Story
Features & Benefits
Feature:
A prominent characteristic of a product or service
Benefit:
What the customer gets from the product - convenience, comfort, saved time, more money, less stress, etc.
Salespeople who excel describe a feature of a product or service and then provide the benefit the seller will derive from that feature.
Weichert University October

29. Create Value Statements
Bridge
Feature
Benefit
When buyers search on line, we have the ability to directly connect them to a sales associate like me.
This means . . .
Our response time to interested buyers is minutes compared to days, getting more buyers previewing your property sooner.

30. Features/Facts & Benefits/Meaning
Staffed by our call center 7 days a week
If there’s a buyer interested in your home, we will speak to them right away – making it easier to set the appointment to see your house
The typical distance most home buyers move is 13 miles.
That’s why we saturate your neighborhood with phone calls and a targeted, effective direct mail program. Let me show you the quality of our mailings.

31. Create Value Statements
As you describe your capability to your clients, think VALUE STATEMENTS
Statements that contain a feature or fact
Statements that contain a benefit or meaning to the client
Use bridges to connect the two.
This means that . . .
What this means for you is . . .
With this you get . . .
Because of this, you will be able to

32. Create Value Statements
Bridge
Feature
Benefit
Buyers stay on Weichert.com almost twice as long as our competitors – an average of 12 minutes.
More buyers will find your home and take the time to preview the photos and features, which increases interest and inquiries
Because of this …

33. Test Your Value Statements
When you make a statement, ask yourself “so what?”
If you can’t answer the “so what” for the client, you may be missing benefit.

34. More Value Statements Break into pairs.
Each person will be assigned a page from the listing presentation.
The page selected has a good deal of features and facts. You need to create the benefits and meaning to the seller.
Create a Value Statement to share with the seller. Write it down.
Share your Value Statement with each other.

35. The Value Story Guide Page 12: Our Team (Jim & James)
Page 14: Our Team (Office)
Page 20: The Internet
Page 22: The Strategy
Page 24: Your Visibility
Page 26: Our Solution (Call Center and immediately connect)
Page 28: Our Name (signs, brochures, advertising)
Page 30: Your News (Direct Mail)
Page 32: My Connection (Relocation)
Page 34: Our Program (Open Houses work)
Page 36: Our Program (Open House-Before, During, After)
Page 40: One Source (Gold Services)
Page 42: The Opportunity (Affordability sheet)
Page 44: Your Specialist (what you’ll do)
Page 46: Your Specialist (resume)
Page 48: Your Resource (complexity)
Page 50: The Process (candy land map)
Page 52: One Aim (PTA)
Page 54: The Promise (Pledge of Service)
Assign each steam one of the pages on the slide. Ask them to write down a value statement for the page. Share it with their partner and then switch.
Hand out the Value Story Guide

36. What if you led with a Question first?

37. Use Questions to ENGAGE!
Makes it a conversation – not a one-way communication
Gives you insight into the mindset of your clients
Which enables you to CUSTOMIZE your Value Statements
Involves the seller in the discussion (they focus on YOUR topic instead of what they’re making for dinner that night)
Time flies when the clients are involved

38. Open-ended vs. Close-ended
What’s the difference between Open-ended and Close-ended questions?
When is it appropriate to use each type?

39. Closed vs. Open-Ended Questions
Close-ended
Open-ended
Gather specific information
Gain client agreement
Confirm a client’s need
Change subjects (guide the conversation)
Typically begin with:
Is . . .
Do or Did …
Will or Can …
Would …
Gain insight and deep understanding
Encourage client to talk freely about needs, preferences and concerns
Typically begin with:
How…
What…
Describe …
In what ways . .

40. Example Close-ended Open-ended
“Did you know there really is a Jim Weichert?”
“As you consider real estate companies to represent you, what would you hope to see on the President’s resume?”

41. Example Close-ended Open-ended
“Have you heard about our Gold Services program?”
“How do you imagine the mortgage industry has changed since the time when you first purchased your home?”

42. Practice AGAIN Take another look at your Value Statement
This time, LEAD with an Open-ended Question to engage the seller.
THEN share your Value Statement
THEN provide a CLOSE.

43. Video Value Statements
Let’s get into our teams and video each Value Statement
START with an open-ended question. Engage the Seller and THEN share your Value Statement and a CLOSE.
Come back in 20 minutes with everyone on your team having recorded at least once giving their value statement.

44. Your Assignment

45. Your Assignment Let’s review your assignment for next time.
Secure another listing appointment (can you go after a FSBO or Expired? Get a seller from an Open House?)
Our next session is Wednesday, February 15th at 10:00 am
The team with the most points wins ________!
Here’s to your success!