1. The Power of the Weichert Listing Presentation
Why you should use it on EVERY listing appointment.

2. Think about all of the prospecting time and effort you invested to book the listing appointment.

3. Are you going to blow it all away by NOT using any customized, personalized visuals?
When meeting face-to-face visuals become the most important factor of effective communication.

4. Do you know that the average homeowner interviews 2 to 7 real estate agents before selecting one to list their home with?
With every Realtor telling the homeowner the same thing… what do you think is their deciding factor?
The agent with the best content and listing presentation is the one that will most impress the homeowner.
Source: Presentation Training Institute

5. The Weichert Listing Process
Step 1
Step 2
It’s a proven process with a trifecta of powerful tools designed to differentiate YOU and Weichert from the competition and increase the probability of you securing the listing at full commission.

6. Your Guides for Today’s Session
Michele Church
Washington Twp., NJ
9 current active listings and
19 closed listings in 2011
Karen Hinger
Washington Twp., NJ
7 current active listings and
9 closed listings in 2011

7. The Value of the Weichert Listing Presentation
Michele is a true believer in the value of the Weichert Listing Presentation.
In her experience, the Listing Presentation is what sets her apart from her competitors. As a result, she always gets the listing.

8. The Value of the Weichert Listing Presentation
Karen is also a true believer in the value of the Weichert Listing Presentation.
Karen attributes the power of the customized Weichert Listing Presentation and the Leave Behind tools to being able to secure 6% commission with little or no objection.

9. Closing for the Listing Appointment
Let’s watch Michele explain how she closes for the 2-step appointment and sets expectations from the very start.

10. The Weichert Listing Presentation
Allows you to share the full value story with your clients. Each page is designed to minimize objections by taking your seller’s mind off commission and focusing on what they can net when they list with you. By using it at every listing appointment, you will consistently win your sellers over every time.
With this tool you:
Demonstrate value
Show you have a plan
Express your commitment
Gain their confidence
Win them over

11. Guarantee Results Weichert Listing Presentation
Effective Presentation Skills
Sell the Weichert Value Story

12. Effective Presentation Skills
Look professional
Speak confidently
Sound convincing
Engage sellers

13. Look Professional
Dressing professionally is a given but your body language and gestures are important factors of your overall presence.
Sit tall, not hunched
Make consistent eye contact
Slightly lean in and relax your shoulders
Minimize talking with your hands
Maintain a positive, confident attitude
Be well prepared

14. Speak Confidently
Speaking confidently is one of the key factors in getting your message across clearly.
Let’s watch Michele demonstrate how confidently she presents the Weichert Open House Program section of the Listing Presentation.

15. What’s Your Takeaway? What did you like about Michele’s presentation?
How did she come across as confident?
Which dialogue or technique are you going to try?

16. Tips for Speaking Confidently
Practice and rehearse your presentation
Focus on how you pronounce and enunciate words
Pay attention to pace, think about speaking a little more slowly than usual
Add energy and clarity to your voice
Research the market area and preview the competing inventory
Be well prepared

17. Sound Convincing
Although you might be passionate about what you are saying, if it doesn’t come across well to your audience, then they won’t be convinced.
Let’s watch Karen demonstrate how she presents the Weichert Internet Marketing Strategy section of the Listing Presentation.

18. What’s Your Takeaway? What did you like about Karen’s presentation?
How did she sound convincing?
Which dialogue or technique are you going to try?

19. Tips for Sounding Convincing
Use more expression in your tone of voice
Make it personal and conversational
Interject pauses for impact and to help you control your speed
Emphasize key words that will help influence the meaning of your message
Be well prepared

20. Engage Sellers
When sellers can relate to what you are talking about and feel like you have their best interest in mind, they are going to want to work with you.
Ask open-ended questions to make it a conversation
Personalize to put your clients at center stage
Invite your clients to give feedback
Be well prepared
It’s only 10 min.
Tip: Take the online course Methods of Engaging the Clients and Customers

21. Be Well Prepared
This tip appeared on every slide we just covered on effective presentation skills.
Small Group Discussion:
Split into groups of 3
Discuss the questions on the Be Well Prepared worksheet
Identify and prepare to share your top 2 ideas
Distribute Handout.

22. Sell the Weichert Value Story
We have a unique sales process that defines your value and the value Weichert provides your clients.

23. Three Sales Techniques . . .
That will help you sell the value story, stay on track with your presentation, minimize objections, and secure the listing.
Differentiate yourself
Apply value statements
Use small closes

24. Differentiate Yourself
Use key words and statements that will emphasize how you and Weichert are unique, committed and achieve results.
“I’ve prepared a customized Marketing Plan for you.”
“Weichert Lead Network is an exclusive system we’ve developed “
“Our Price Trend Analysis is unique in the industry. Let me show you . . .”
“At Weichert we do things differently. Here’s something you may find of interest “

25. Apply Value Statements
Value statements provide clear, specific examples of how and why you and Weichert are the solution.
Bridge
Feature
Benefit
Our response time to interested buyers is minutes, compared to days, getting more buyers previewing your property sooner.
When buyers search online, we have the ability to directly connect them to a sales associate like me.
This means . . .

26. Use Small Closes to Get to Yes!
Uses small closes to gauge the client’s readiness.
This will help you secure agreement from the customer on all those smaller points throughout the listing presentation.
It also gives you an opportunity to address any customer concerns or questions in the moment so your “big close” is a natural outgrowth of your conversation with the client or customer and doesn’t come across as a “sales pitch.”

27. Sample Small Closes “Is this a service you would want?”
“Would you find this of value?”
“Does this work for you?”
“Is this helpful?”
What small closes do you like to use throughout your presentation?

28. Assess Your Skills
Use the Listing Presentation Self-Diagnostic Checklist to help you prepare for and then evaluate your listing appointments.
Distribute Handout.

29. Here is a recap of . . . All of the great tips from today’s session!
Distribute Handout.

30. Resources

31. Related Online Courses

32. Thank you to Karen and Michele for their video contribution.
Michele Church
Washington Twp., NJ
Karen Hinger
Moorestown, NJ

33. Sales Planner Follow Up
Did it help keep you on track for the week?
What challenges did you have? What will you do differently next time?
What successful results did you have this week?
Distribute Handout.

34. Complete This Week’s Sales Planner
List your sales opportunity such as securing a listing, lead follow up, etc.
List a minimum of two lead new prospecting opportunities for generating new leads and appointments. Book an appointment a day!
List the actions you need to take in order to achieve this opportunity (e.g. call past customers for referrals, follow up with Open House Guests, prepare a PTA).
Add appointments and planned work to your daily and weekly schedules as appropriate.
Update the results column once you complete the column for each sales opportunity. Include what happened and next steps. Be prepared to share at the next training session.

35. Follow up w/ expired lead
Stop by to drop off brochure, etc.
Approach FSBO listings
Drop by to introduce yourself, etc.
Five and fill them
Prospect to fill your five pre-set appointments
Know my market area
Preview and inspect properties
Plan and schedule sphere/pure gold follow up
Stay Connected
Office Mtg
Follow-Up Calls
Open
House
Drop by FSBO
Make Calls
Appt 10-11
Caravan
Preview Properties
Appt 1-2
Show Properties
Drop by FSBO
Appt 6-7
Appt 3-4
Appt 4-5

36. To your business plan! To yourself! To your customers!
In yourself! Your talent! In the Weichert process and tools for securing listings and business.
BELIEVE
ACT
Now! And Often! Do what it takes to make a difference and achieve results.
COMMIT
To your business plan! To yourself! To your customers!