1. Nick Brown Sales Manager, Burke VA
Listing Prospecting
Joined Weichert in 2009
Managing Burke, VA Sales Office since 2010
Listings up 41% YOY
Revenue units up 30% YOY
Office profit was 168% of objective for 2013
Increased Co. $ by 2% last year.
Led his region in recruiting and serves as the Regional Recruiting Representative.
Nick Brown
Sales Manager, Burke VA
Intro, Objectives and Weekly Mgmt Activities: 15 minutes

2. Agenda Changing their Mindset about Prospecting Objectives
Activities to meet your Objectives
Strategies – Mixing it up, making it fun, getting results
Tools
Invitations, Flyers, Promotion
Calling and Follow-up Guide

3. Where did your business come from?
Assistant Sales Managers, think about the last six listings you secured
Where did they come from?
How does this affect how you approach Listing Prospecting for your office?

4. Listing Prospecting Objectives
Month-to-date Listing Objective Met (100%)
Three Call Sessions a week
600 Prospecting Calls a week
12 Appointments secured per week
GSM Introduction (100% of Appointments)
NOTE: Minimum of 5 Sales Associates at each Call Session or 10% of your population, whichever is greater.

5. Weekly Management Activities
Prepare for, conduct and follow-up from three Call Sessions per week with a minimum of five Sales Associates in attendance (or 10% of your Sales Associates, whichever is greater).
Call WITH Sales Associates. Coach on dialogue and key sales skills to secure appointments.
Follow-up: Ensure each Sales Associates introduces GSM at the time of appointment or sooner.

6. Weekly Management Activities (Continued)
Conduct one training session weekly on prospecting activities and the 2-step listing process.
Make roster calls to contact each sales associate monthly to review prospecting and listing activities and usage of 2-step customized listing presentation

7. What Training have YOU Provided?
At your tables, discuss what training you’ve conducted in the past six months on the 2-Step Listing Process and Prospecting for Listings.
What resources have you used to help you in preparing for these workshops?
Do you have sales associates assist in the delivery and share their best practices?
Elect a spokesperson to share ONE resource you’ve used to assist you in this effort.
Training Activity and Other Ideas: 20 minutes

8. Some other ideas for Training . . .
Download this video
Play it
Discuss it
Invite Sales Associates to use this in their Listing Presentation and give you feedback on how it worked

9. Who Has Led this Program?

10. Listing Mastery Program Covers . . .
The 2-Step
Video Practice & Feedback
Differentiation
Prospecting!

11. % Increase in Listings Over Same Period Last Year
Results . . .
Office
% Increase in Listings Over Same Period Last Year
Started Program
Burke, VA
+41%
February 2013
Next week, we’re starting Round 2 of Listing Mastery.
I have 80% repeat Sales Associates coming!

12. Listing Call Sessions Work!
Grace Marie Neary
Sales Associate, Burke VA
With Weichert since 2002
In 2012, Grace had a couple transactions.
In 2013, she secured 17 transactions (15 from Prospecting!)

13. New Prospecting Approaches & Dialogue
FSBO says: “Why are you doing this? I told you I’m not going to list with an agency.”
Dialogue: “I understand. I’m hoping that if you have a cousin, brother, friend who doesn’t want to do the hard work you’re doing listing and selling on your own, that you’ll be impressed with my services and refer me to them.”
Through this relationship, he ended up referring a customer to her!

14. Improved Presentation & Confidence
Cassie Lutjen
Sales Associate, Burke VA
With Weichert since 2010
Focused on her presentation
Strengthened her confidence
Inspired her to be even more proactive in her prospecting efforts!

15. Improved Presentation & Confidence
Cassie Lutjen
Here’s a video she did for the Listing Mastery program

16. Improve Presentation & Confidence
Prospected a neighborhood in her market area.
Walked the neighborhood.
She secured a Listing and sold it.
Highest sales price in that neighborhood in the past six years!

17. Listing Mastery Page now available on Weichert U
Scroll down to the pink section to find the Listing Mastery page
Adapt these materials to use in your training on the 2-Step Listing Process

18. To supplement your efforts . . .
Why not put these on Facebook or Instagram?

19. Send a Direct Mail piece and then CALL!

20. Some other ideas for Training . . .
Go to Weichert University’s Video Library
Play a video
Discuss it
Ask Sales Associates to try a new approach or technique and return next week to share how it worked

21. What’s Your Conversion?
How many homeowners do you need to meet to get a Listing?
Conversion and Calling: 20 Minutes

22. How many . . . ? What’s your conversion?
How many sellers do you need to meet with face-to-face following our 2-step listing process to convert business?
Three out of four? Two out of four? One out of four?
What’s YOUR conversion?

23. What’s the Goal? It’s really a math problem, isn’t it?
If your conversion is 2 out of 4 and you want to secure four listings in a month, how many sellers do you need to meet with?
Use these tools on the Call Session Best Practice to help you identify goals and figure out number of calls, leads, appointments you’ll need to reach your goal
Associate call session goal worksheet
Call session office worksheet

24. Securing More Listings . . .
What’s the BEST way to secure appointments with Sellers?

25. How do YOU Address this challenge?

26. I’d like to introduce you to a remarkable marketing tool . . .

27. 80% of New Sales People Fail because of Call Reluctance
Source: Goodson/Dudley, “The Psychology of Sales Call Reluctance,” 11,000 sales people surveyed

29. Something to Consider . . .
Handout: Overcome Fear of Cold Calling (pink)

30. Ask Joe Boreale: “What’s an SIA?”
Tomorrow . . .
Ask Joe Boreale:
“What’s an SIA?”

31. What do you say?
When you make Listing Prospecting calls, what dialogue do YOU use?
Discuss at your tables
Write down the best dialogue
We’ll share this dialogue in a large group discussion
20-minute activity

32. Multiple Offer - Neighborhood Calls
Call on neighbors nearby a home that sold with multiple offers.
“I need your help. I’m trying to find a home for our buyers. The house on XYZ street down your block just sold with multiple offers.
A number of buyers missed out on a home in your neighborhood.
By any chance “
Need More Call Dialogue? Use the Calling Guide for suggested scripts.
Handout: Calling Guide

33. Make it a CONVERSATION!
Ask if they noticed the house for sale down the block.
Share the good news!
Congratulate them on choosing a great neighborhood

34. Just Sold Dialogue
We just sold a home in your neighborhood. Would you be interested in learning about the location and price?
There’s been a lot of interest in your neighborhood from qualified buyers who are still in the market for a new home.
I was wondering if you might know someone in your area that may be thinking about making a move in the future?
Need More Call Dialogue? Use the Calling Guide for suggested scripts.

35. Reach out to Your Sphere of Influence & Past Customers
I’m calling to touch base . . .
The market is heating up!
Of all your friends and family, who might be next to make a move? Some of the people I’m working with now are moving up because they need more room for the kids, downsizing as they get ready for retirement Who do you know that might need my help?
Need More Call Dialogue? Use the Calling Guide for suggested scripts.

36. Let’s make some Calls!
You were asked to come prepared with a Call List for making some Listing Prospecting calls.
Let’s do a Call Session together.
There’s a prize for the most appointments!
45 minute call session/15 minute debrief

37. Let’s make some Calls!
Let’s get started now and secure some Listing Appointments!
We’ll do this in Teams
Create a Team Name and Elect a Table Leader to roll up your Numbers.
Please track: # Calls, # Contacts, # Leads, # Appointments.

38. What was the Average Number of Calls Needed to Secure an Appointment for 2013?

39. Call Session Results Let’s roll up our numbers
Give the Number of Calls, Contacts, Leads and Appointments to your Team Leader
Let’s discuss your results!
Avg 70 calls per appmnt for 2013

40. Who Has an Appointment? How did it go? Who has an appointment?
What dialogue did you use?
Now what?

41. When is the best time to call?

42. The BEST Time to Call
Handout: The Best Time to Call

43. Call Sessions
Think about the BEST Call Session you ever held – the one that resulted in the most successes.
Answer the questions on your handout
Discuss together.
Record your best suggestion on a flip chart at your table.
Share with everyone.
Handout: Your Best Call Session.

44. Best Call Sessions
Prepare! Set the stage for success, choose a good time to reach people, prepare call lists, focus calling by customer type or topic, dialogue, prizes, special invites, prepare successes from last call session, etc.
Get their commitment to come!
Call from the office (not at home alone). There’s energy with everyone together
Coach! Call WITH your Sales Associates to make tweaks to the dialogue and questions they ask.
Promote successes at your sales meetings and weekly small group meetings.

45. Three Call Sessions a Week . . .
What’s the MINIMUM number of Sales Associates you should have at one of your Call Sessions in order to meet your Objective?

46. Call Lists - Cole Realty Resource
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Call Lists - Cole Realty Resource
We’ve been partnering with Cole to secure DNC-compliant call lists.
Cole Realty Resource will provide your sales associates a 30-day free trial.
For a free trial, we need you to provide us with: your name, address, phone number and zip code.
After the trial expires, you have the option of purchasing an annual subscription to these call lists at a reduced rate: $395/year- a 30% discount!
Go to Call Session Best Practice for the Free Trial form
Weichert University February

47. Best Practice
Access this form on the Call Session Managers Best Practice
Send the completed form to Erik Peterson tors.net
Your free trial should be set within 48 hours
Handout: Blank Cole Resource form (One at each table)

48. With their Cole Trial Account, Import DNC-Compliant Call Lists right into PRO
NOTE: Instructions for the Cole Realty Import are located behind the WeichertPRO tab

49. Select the Source, “Cole Realty” and You have your Call List!

50. Some tips/slides to help you Jump Start Your Call Sessions . . .

51. Let’s Break it Down . . .
The more appointments you secure, the more opportunities.
You will make more $$.
Can you make 10 calls before lunch?
Can you make 10 calls after lunch?
Do this every day this week and you will have made 100 calls!
You should secure two appointments from this!

52. Put some FUN into Calling!
For every 10 calls you make, call a friend.
It will help motivate you to keep on going when you hear that friendly voice on the other end.

53. Make it a Call for HELP!
Compliment the homeowner on choosing a great neighborhood.
Let them know that we have buyers interested in moving into this neighborhood.
“I’m calling for your help I’m trying to find these buyers a home. By any chance “

54. PICTURE yourself on the phone
PI- Pitch, Inflection
C - Clarity
T - Tone of Voice
U - Understanding
RE - Rate, Energy

55. Are YOU smiling during your calls?
Dial with a Smile!
Your tone of voice is very telling:
It’s not what you say, but how you say it.
Body language even comes through the phone.
Have a mirror in front of you when making calls.
Try standing up when you call your leads.
It’s a different energy level: Try it!
Are YOU smiling during your calls?

56. Resources for Training on the 2-Step and Listing Prospecting

57. Resources for Training on the 2-Step and Listing Prospecting

59. Planning Your Week Please refer to your calendars.
Map out the number of hours you will spend on Listing Prospecting each week and where you will block your time to implement your plan.
Schedule your 3 Call Sessions and Weekly Training Segment
Assistant Manager and Sales Manager, set up a weekly meeting with each other and enter this in your calendars.