1. **Delete this slide after viewing**
You will need Internet access for video and speakers
Print copies of each of the hand outs in the hand-out folder to distribute
Each associate should turn in their Call Session Tracking & Tips sheet at the end of today’s call session
Review assignments for session #4

2. Six Weeks to Success Session #3: Winning Listings in 2 Steps

3. Today’s Agenda
Techniques to secure 2 appointment dates with a Seller prospect
Step 1 - Getting to Know You & Your Home
Step 2 – Customized Marketing Plan & techniques that work
Pricing Analysis - Why use Enhanced PTA?
Prospecting Tips - Expireds, FSBO’s, Investors

4. Why Bother with Two Steps?
Be honest…do you ask for 2 appointments every time?
Why not?
What objections do you hear?

5. What is the Benefit for You?
Opportunity to build Trust
Not just a salesperson, but a trusted advisor who will work on the seller’s team
Opportunity to uncover seller’s Concerns and Needs
What do they expect from their agent?
Opportunity to distinguish yourself from the competition

6. Set Yourself up for Success
How do you present the benefits of the two meetings to the Sellers?
Why should it be important to them?
Don’t they deserve personal service?
Let’s break into groups and practice the dialogue to schedule the appointments and overcome any objections
After 10 minutes, lets share your tips
Hand out Dialogue for getting Both Appointments with Sellers

7. First Step: Setting the Expectations
Ask the sellers for a tour of inside & out.
Take notes on ‘Getting to Know You & Your Home.’
Take a few photos (with owner’s permission).
Give sellers: Weichert Brochure, Guide to the Process Map, Your Bio and testimonials.
Send afterward, confirming second appointment time & date and link the “Weichert Internet Strategy” Video into the for Sellers to view before the second appointment

8. Second Step: Success with Sellers
Bring Customized Listing Presentation (on your laptop or portfolio).
SHARE VALUE STORY (presentation) with open ended questions, assumptive closes along the way.
Stay on track. Gain Agreement along the way.
Show around town video/YouTube video of their house.
SHARE Enhanced Price Trend Analysis.
Decide on list price. Complete listing forms.

9. Differentiation What sets you apart from all other realtors?
What makes you stand out among the rest?
Why is your service unique in the industry?

10. Branding & Differentiation

11. Differentiation Discussion
In your groups, discuss what makes each one of YOU different (identify ONE thing that you don’t think anyone else has)
Discuss what makes Weichert different
Then we’ll discuss together
Flip
Chart
Responses

12. How Are You Different? Give the seller some samples of your materials
Show them your social media posts & website/blogs, etc.
Leave a copy of the Weichert Internet Strategy Video for them to review.
Show how your team can assist in getting your seller to the closing table.
Use mgmt recruiting tips

13. Internet Strategy Video for Sellers
Using Video As A Tool
Adds credibility and enhances expertise in neighborhood.
Show your YouTube video of their town
Their house tour will be added
Show Internet Strategy Video.
Internet Strategy Video for Sellers
Discuss Marketing strategy that makes their home stand out.

14. Get Creative and build your own Listing Tool Kit for Success!

15. The Enhanced PTA and Prospective Sellers
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Unique Weichert Tool – YOU are the only agent who has this tool to offer.
The Enhanced PTA clearly illustrates the market trends.
It helps the seller price the home correctly.
The PTA reinforces your Weichert selling strategy.

16. Enhanced Price Trend Analysis

18. Let’s get some new Seller Leads!

19. Where Do You Find Seller Leads?
Zillow- Make me Move
Investors, Absentee Owners
Past Clients/Pure Gold
Sphere of Influence
Market Activity – Just Listed, Sold, Under contract
Your Website, Social Media
How are you finding seller leads on the social media sites?
Give direction and examples of how to make this work
Linked-In, Twitter, Instagram, Google PLUS one, Facebook, Homesnap, Periscope, etc.

20. Zillow - Make Me Move Tool

21. Sample Dialogue Go to the FSBO’s house.
Tell them: “I do business in this area and I need to know the inventory.”
Ask for a tour of their home.
Ask about the length of time they have been listed.
Ask how their open houses are going.
Ask if they have had any offers.

22. More On FSBOs Ask if they are co-operating with Agent’s /Brokers
Ask them: ‘How are you determining the strength of the buyer prospects?’
Offer them your GSM’s card to offer to Buyers.
Ask if you can come back to show what you do.
Ask if they need your expertise in determining the current market value
Secure the appointment.

23. If A FSBO Is Not Agreeable
If a FSBO does not want to avail themselves to your marketing and pricing techniques:
Ask: “Would you consider promoting me to any friends/family you know who may not want to do all the work involved, like you are.”
Most Powerful Sales Questions Ever-Aro Cluytens FSBO DIALOGUE

24. Investors Search Tax records for Absentee Owners
Send a note card to the mailing address on the tax record.
“Would you consider selling your home on 9220 Broken Timber Way to a Buyers of ours?”
How do they find absentee owners quickly/easily

25. Search Tax Records For Absentee Owners

26. Sample Dialogue For Investor
If an absentee owner responds to your mail/note:
Ask them if they are ready to list their property, and if they need pricing.
Ask: “Will you co-op (pay) 5% to me and Weichert if I bring you a buyer? I can save you a little money if I do not have to market the property. You would be a FSBO. I am representing the Buyer.” (Agent: you would have the buyer agreement already signed with your Buyer).

27. More With Investors . . .
“I can offer you representation if you need it, but it could cost more and I would connect you to another Weichert Associate for that if your house fits my buyer’s criteria.”
“If my buyer doesn’t make an offer, then I can represent you to list it for other buyer prospects. We can discuss that if we need to.”
“When can I see the property? Is it vacant or will you or someone else (tenant) be there?”

28. What Is Your Dialogue Going To Be?
Write a script for a phone call with an investor that you sent a note card to. Write the questions you would ask them too.
Break into pairs.
Practice a call with one as the investor and one as the agent.
Did the agent secure an appointment?

29. The Market Has Changed Dialogue
“Good news!”
“I’m sure you know the real estate market has picked up.”
“Our office just sold a house in 16 days!”
“On Hornbeam Drive.”
“We had a number of interested buyers who would love to move into this neighborhood.”
“Do you know of anyone who may be interested in selling?”

30. Prospecting
Get out your 10 blank note cards, stamps & your business cards
Pull from MLS, your 10 Tax Records of Absentee Owners
Write your 10 note cards and mail them today
Do this 5 days a week (5 cards per day) or
Do it 3 times per week (10 note cards per day)
Scan Zillow (Make Me Move) for FSBO’S.
Check that they are not listed in MLS
Go to their house or call them for an appointment to preview.

31. Thank you for coming, see you next week!
Prepare For Next Week
Get appointments with FSBO’s to preview their home
Get appointments with Investors to preview their rental property
Bring your Buyer Consultation and agency forms YOU use at your initial buyer meeting
Bring phone numbers of sphere contacts/Pure Gold or open house neighbors to call
Thank you for coming, see you next week!