1. 3 Types of Customers

2. Check In What did you do? What happened? What results did you get?
What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. Meet the Expert Add guest speakers name
Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed
Add guest speakers name

4. Three Types of Customers
Fee – strictly looks for lowest fee and does not see value of full service
Fee and Value – driven by fee first but will adjust based on value added for service options
Value a Trusted Advisor – seeks an expert, values their service, and trusts their guidance
Let’s explore how types 1 & 2 can be converted...

5. Assess Your Current Buyers
Think about your current buyers? Which type of buyer are they? (Fee, Fee & Value, or Trusted Advisor)
What can you do to try to convert ‘fee’ buyers to the next level?
What can you do to try to convert ‘fee and value’ buyers to seeing you as their trusted advisor?

6. Assess Your Current Sellers
Think about your current sellers or seller leads? Which type of seller are they? (Fee, Fee & Value, or Trusted Advisor)
What can you do to try to convert ‘fee’ sellers to the next level?
What can you do to try to convert ‘fee and value’ sellers to seeing you as their trusted advisor?

7. Fast Track Facilitator Notes
Session 2: Getting Started
Today’s Call Session
Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds.
Keep track and report progress on the board.
Record all leads and appointments made.
Utilize Prospect Follow Up sheet to set follow up call appointments.
Weichert University October

8. Fast Track Facilitator Notes
Session 2: Getting Started
Call Session Results
How many calls were made in total? (Calculate on flipchart)
How many appointments were made? (Calculate on flipchart)
What worked well for you today when calling?
What would you try differently next time?
Weichert University October

9. Grow Your Skills and Business
Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments.
Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement.
Come prepared to make 50 calls at next workshop.
Preview homes and take notes on property features.
Work an Open House. Follow up with all guests in 24 hours.

10. “The path to success is to take massive, determined action. ”
“The path to success is to take massive, determined action.” Anthony Robbins

11. Sales Planner
Add the assignments we just reviewed to your new Sales Planner.
Write down what you will commit to do by next session.
You have five minutes to complete this.
Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner

12. Quickest Way to Boost Your Business
REMEMBER…
Quickest Way to Boost Your Business
Aim
for an
Appointment
a Day!
Work an Open House every week.
Know the inventory!
Get Price Improvements on listings 30+DOM.
Make 100 iCalls every week.
Work FSBO’s and Expireds every week.
Follow up!
1=18%
2=34%
3=62%
4=78%

13. “Success is almost totally dependent upon drive and persistence
“Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.”
Denis Waitly
Thank You