1. **Delete this slide after viewing**
You will need Internet access for video and speakers
Customize slide #2 with dates of each session
Print copies of each of the hand outs in the hand-out folder to distribute
Each associate should complete the commitment form and fill in the session dates
Hand out a folder for associates to keep all of the sessions’s hand outs organized

2. A series designed to increase your production
Six Weeks to Success
A series designed to increase your production
Kick off date: March 28th
Time: 9:30 – 12:00
Location: Monroe, NY
Dates: 3/28, 3/31, 4/7, 4/14, 4/25, 4/28

3. Are You Going To Jump?
Steve Harvey’s book Act Like a Success, Think Like a Success was #1 on the NY Times Best Selling list.
Let’s view a clip of how to get started and discuss what it has to do with being successful in Real Estate.

4. Expectations for the Six Weeks to Success Program
Attend all Six Sessions - see flyer with dates and times
Come on time and prepared with the materials listed for that session
Try the techniques we share
Track your activity and income
When you have a success, share what worked and what you will do differently

5. Today’s Agenda What is Success? Expectations and Planning
Activities that work
Open House Strategy
Open House Kit items
Prospecting- call guests from a recent open house

6. Do you know what success in this business is all about?

7. Success is not a result of . . .

8. Working longer hours than anyone else Working longer hours than

9. Being the SMARTEST person in the room

10. Grand Acts of . . .
Courage

11. Success is a result of . . .

12. Seemingly insignificant
Small,
Seemingly insignificant
moment-to-moment
Choices

13. Small, seemingly insignificant choices:

14. It is all about
short-term pain
for long-term gain

15. A Choice: You bump into friends at the grocery store and choose NOT to bring up real estate. After all, you want to avoid seeming to be pushy.

16. A Choice: You decide to order your Business Cards so you can hand them out during casual conversations, parties and community events.

17. A Choice: You decide to bite the bullet and knock on doors
A Choice: You decide to bite the bullet and knock on doors. After all, no pain No gain.

18. A Choice: You make four calls during a Call Session and give up.
You decide to spend time ing your Sphere and wait for people to you back.

19. Carpe Diem or Not
Can you remember a time you chose not to share that you are a realtor?
How would you handle that situation today?

20. It is all about short-term pain for long-term gain
Short-term: Get over being a little uncomfortable in conversations. Work on dialogue.
Short-term: Prospect. Every day. Even when you do not feel like it.
Short-term: Bite the bullet. Knock on some doors. Get PROACTIVE about your business.

21. How Do YOU Measure Success?

22. How much money do you want to make in this business?

23. Who has completed their Business Plan for this year?
What is your income goal?
What is the number of transactions you need to reach that goal?

24. How will you get there?
Are you on the correct path for achieving or even exceeding your goals?

25. Let’s Look at Your Week…
Fill in the planner based on your scheduled activities last week and record your results. Take a few minutes to complete it.
How close was it to your Business Plan?
What activities were impossible to complete?
Why?
What activities did you choose to ignore?
Hand out 2 copies of the Sales Planner

26. Now Start a New Plan and Stick to It!

27. We DO NOT Sell Real Estate
We SELL Our Ability to Be a Trusted Advisor!
Source: Keeping Current Matters, Steve Harney

28. It's not only the number of people you talk to
but also the ability to connect and build a relationship
Source: Keeping Current Matters, Steve Harney

29. Behaviors and Qualities of a Trusted Advisor
Consistent
Competent
Reliable
Knowledgeable
Attentive listener
Credible
Shows empathy
Relationship focused
Expresses feelings
Prepared
Genuine
Respectful
Modest
Committed
What would you add to this list?

30. Generating Face-to-Face Opportunities

31. What is your most efficient way to meet the most people who are thinking about a move?

32. How does this work for you?

33. How Do You Prepare For an Open House?
Who do you invite?
Your sphere
FSBOs
Previous Open House Guests
Neighbors around the Open house address
How can you reach even more people easily?
Your online presence
Social media participation
How do you use WeichertPRO for Open Houses?

34. During the Open House
What questions do you ask to find a connection and build rapport?
Why do you select the questions you ask?
Why is it important to you to connect within the first 5 minutes?
Let’s practice….
What are the 5 most valuable questions to ask?
Then, share your tips with everyone

35. Efficient Open House Tools
Every guest signs in electronically and can be easily Imported from the Property Specific Attendance Registry
The new contacts will be added to the Open House group by Property Address and Date for continued follow up!
Each Guest will be added to your contacts, along with the notes, AUTOMATICALLY

36. What’s in your bag of Magic Tricks?

37. During the Open House
What do you have to create a unique, valuable impression?
Dialogue
Tools
Open House Kit
Have you tried…
Video or display board
Neighbors only open
Thursday p.m. cheese & wine

38. Follow up from Open House
Do you have a system for consistent follow up?
How many times do you follow up until you decide “they weren’t serious anyway”?
What is your open house conversion?
Use WeichertPRO for:
Follow up Action Plans
Unique marketing
Increased long term conversion
They can get listings from anyone, what do you offer?
Call, send thank you note and to all attendees

39. It’s Easy with WeichertPRO

40. Get Closer to Your Leads
Fast Track Facilitator Notes
Session 2: Getting Started
Get Closer to Your Leads
How do you continue to build the relationship?
Keep their interest by offering them something of value:
Local Market statistics
New listings, sales
Open houses in their neighborhood
Community information
How do you know what is most valuable to them?
State: By continually reaching out to your leads, you’ll be able to get closer to them and be sure that you’re the first person they think of when they’re ready to buy and sell.
How can you do that? Take control of your follow up efforts – make it a point to reach out to your leads at least once a month, or more if they’re planning to move sooner.
Are you worried about bothering them? Offer them something of value such as Market statistics, new listings and sales information, and news and information about what’s going on in the community.
Click to next slide
Weichert University October

41. Take Your Time
Long-term relationships are key to growing your business. Invest the time to get to know your leads.
People sense when you’re in a hurry. Relax and really listen to what is being said.
Ask open ended questions to uncover needs & wants.
Review slide bullets.
State: We’re always trying to find ways to do more with the time we have, so why would we tell you to “take your time” on the phone? Because a long-term relationship takes time to grow. Make sure you’re not distracted when you’re on the phone with a lead. People sense when a caller isn’t focused or sounds rushed. This can send the signal that you’re too busy to give your leads the attention and service they desire.
Click to the next slide.

42. Fast Track Facilitator Notes Session 2: Getting Started
Did You Know . . .
An internal survey with Weichert customers showed that approximately 70% would like their agents to follow up with them every week.
State: But let me show you the results of another study done recently that will give you insights into what your leads want from you.
Read slide
Click to next slide
Weichert University October

43. It’s no secret…
Consistent follow up leads to Higher Conversion Percentage
80%
10% 5% 2% 3%
1st contact
2nd contact
3rd contact
4th contact
5th -12th contact
Source: The ABC’s of Lead Management

44. Fast Track Facilitator Notes Session 2: Getting Started
Your Customers Want to Hear About . . .
Are you following up to give them what they need?
State: Your customers want to hear about
Properties of interest that match their criteria,
Local information such as recently sold properties,
Key market statistics such as average list price, and sale price,
Updates to the market that could influence their decisions,
Interest rate changes,
and “Other” responses such as school information, tax information, and feedback on their property.
Are you following up to give them what they need?
Click to next slide
“School info, Tax info”
“Feedback on my property”
Weichert University October

45. You MUST Jump, before you can fly!
Remember . . .
You MUST Jump, before you can fly!

46. Let’s Try It Take out your old open house registries and reconnect
Offer them something of Value and Unique
Ask them where they are in their search?
How is it going? Don’t they need help???

48. Thank you for coming, see you next week!
Prepare For Next Week
Bring your Call Session Tracking Sheet and Weekly Activity Tracking sheet, completed with your activities done during the week
Bring your customized Buyer Consultation
Thank you for coming, see you next week!