1. Presenting Offers in Person

2. Lost in Translation Break up into equal teams of people.
(minimum of 10 people each)
Teams: Get out of your seats and stand together in a line.
The Rules:
Each team has a message.
Nobody can write the message down.
Each person must whisper in the next person’s ear so
nobody else can hear the message (one by one).
The team with the most accurately communicated
message “wins.”
Message:
We need more money to buy some honey.
We think you’re funny cause you have no money.
Ask for volunteers to share what was the most challenging aspect of the exercise.
Ask: “What would have helped you?” (writing it down, being able to repeat it)
State: When we communicate an import message, it is often heard differently by each person receiving the message.
State: Emphasizing the most important points that must be delivered accurately in order to get the correct message across is crucial.

3. How do you earn your commission?
When you’re working with your Buyers, what are the top THREE activities or actions you take that reflect the most work and why you earn your commission?

4. Buyer’s Expectations
Buyers look to real estate agents most to help them find the right home.
50% wanted an agent to find them the right home.
What else are they looking for from their agent?
24% wanted their agent to help negotiate the price
and get to agreement on the terms of the sale.
Source: National Association of REALTORS®: Profile of Home Buyers and Sellers 2012

5. Feedback from the Buyers . . .
45% said their agents negotiated better sales contract terms.
Source: National Association of REALTORS®: Profile of Home Buyers and Sellers 2012

6. Negotiation Skills
Would you agree that getting better at our negotiation skills and how we represent the Buyer in our negotiations will separate us from the competition?

7. Today’s Agenda Review steps to presenting offers in person.
Discuss tips and strategies to get more
offers accepted.
Try it out.

8. Who is the BETTER Sales Associate?
Faxes/ s Offer
Presents Offer in Person

9. Has Anyone Presented in Person?

10. The Buyers’ Experience Did you present your offer IN PERSON?
Show of hands . . .
Who here has ever lost an offer for your Buyer? (someone else won the house, not your buyer)
Did you present your offer IN PERSON?

11. Presenting in Person Success Stories
Let’s share some success stories of presenting offers in person.

12. Do You Want to be Better?
If you presented your buyer’s offer in person, do you think your presentation skills and negotiation skills would get better and better?

13. What Gets in the Way? What gets in the way of presenting in person?
For the top 3 obstacles, let’s discuss how YOU could overcome them?

14. Who Uses This?

15. Keep your Promises!
Do what you tell your clients you will do Present their Offer In Person!
“When you’re ready, your Weichert Sales Associate presents a written offer in person to the seller, along with a small deposit.”

16. Making Offers in Person
Why are we suggesting that you make offers in person? Why don’t we do it consistently? Listing Associates: Why is it in your best interest to have the Buyer Agent present?
Elicit responses

17. Sales Associate Handout
Please use this handout to follow along and take notes.
We’ll be sharing a lot of good ideas, tips, strategies and dialogue to use.
Please don’t flip ahead!
Let’s go to page two.

18. Why Make Offers in Person?
It’s the human touch that makes the difference!

19. STOP! Don’t Email Don’t Fax Let’s get Face to Face!
What about technology…. Everyone is using it
Don’t Don’t Fax
Let’s get Face to Face!

20. Three Steps to Success Step 1: Do Your Homework!
Step 2: Get in the Door
Step 3: Present in Person

21. Step 1: Do Your Homework! What do we mean by “Do Your Homework?”
What kind of “homework” do you do to
prepare to win the house for your buyer?

22. Step 1: Do Your Homework! Price Trend Analysis
MLS data of current listings, listings under contract,
reported sales, inventory levels, days on market.
Summary of price changes and expireds in past 30 days.
Market absorption rate.
Days on Market and Price Adjustments.
How many times has it been listed?

23. Step 1: Do Your Homework!
You do your homework on the market to set the stage
for the Buyer’s offer.
You also do your homework to learn as much as you
can about the seller and the property. How do you do
this?
Start building a relationship with the Listing Agent. It will help you get in the door.

24. Step 1: Do Your Homework! Another part of preparation. . .
Make sure you’re armed with the best offer possible.
Your buyers’ pre-approval with Weichert Gold Services ensures your offer is strong!

25. Step 2: Get in the Door! Call the Listing Agent.
Structure your dialogue.
Address any concerns.
Secure the appointment.

26. Step 2: Get in the Door! Structure Your Dialogue:
Greet and Identify “Hi, John. This is Valerie Smith
with Weichert Realtors.”
State your purpose “I’m so excited. I just wrote up a contract on your 123 Lois Lane
property. I wanted to set up a time
that you and I could present to the
seller.”
Set a time “When would be good to meet?”

27. Common Responses
What are some common responses from listing agents when you ask to make an appointment to present the offer?
Elicit responses

28. Common Responses Listing Agent says: “Just fax/email it.”
“I don’t work that way Just fax/ it over
and I’ll present it.”
“The owners don’t want anyone there.”
“The sellers are out of town Just fax/ it
or you can drop it by.”
“I have other offers and everyone else is faxing.”
“The sellers want me to present all offers.”

29. Listing Agent Pushes Back
What if the Listing Agent doesn’t allow me to present
the offer in person?
Ask the agent why.
Explain the benefits to both parties.
Ask for a conference call.
Ask to present the offer via Skype or similar method.
Submit a letter with the offer.
(See handout for sample letter)
State: Let the listing agent know that your clients have asked you to present their offer in person. You understand that they are capable of presenting the offer, but your clients want to make sure that nothing is lost in translation.
State: Ask to present the offer via a conference call or Skype.
This is a great way to present an offer if the Sellers are out of town, or an estate sale when the parties are scattered in different parts of the state or country.
Think outside the box!
State: It won’t always be possible to present an offer in person.
Listing agent may say that their client doesn’t want an in-person presentation. If this is the case, submit a letter with the offer.

30. Suggested Dialogue Some other suggested dialogue you might
use with the Listing Agent is on page 7 of
your handout.

31. Does anyone have other tips to share?
Tips and Strategies
Schmooz with the listing agent. You can catch more bees with honey.
Let them believe they’re in control.
Exercise your SALESmanship!
Explain the Addendum to the contract and say, “My Buyer wants me to present their offer in person.”
Does anyone have other tips to share?
Take notes on page 10.

32. Uncooperative Listing Agent?
If all else fails . . .
Involve me! I am here to help.
Be persistent!
Don’t accept “no” for an answer. A
“no” can be changed to a “maybe.”

33. Step 3: Present in Person
There are two parts:
With the Listing Agent
With the Sellers

34. Step 3: Present in Person
With the Listing Agent:
Prepare
Build Rapport
Negotiate
Close

35. Step 3: Present in Person
With the Listing Agent:
Prepare
Gather information
Determine outcomes
Determine walk-away alternative
Consider interests and needs of other party
Find ways to improve your leverage
Plan your approach

36. Step 3: Present in Person
With the Listing Agent:
Build Rapport
Establish rapport
Share agenda
Create emotional connection between parties
Thank the Listing Agent for allowing you to attend.
Be friendly, approachable, make good eye contact.

37. Step 3: Present in Person
With the Listing Agent:
Negotiate
Present your proposal
Listen to understand
Listen to what they’re saying
Reflect what they said to ensure you understood
Probe for further underlying needs and concerns
Acknowledge and address objections

38. Step 3: Present in Person
With the Listing Agent:
Close
Structure agreement
Wrap up discussion
Reinforce value of relationship

39. Step 3: Present in Person
With the Seller:
Build Rapport and Share the Buyer’s Story
Present the Offer
Address Concerns
Discuss a Plan for Moving Forward

40. Step 3: Present in Person
With the Seller:
Build Rapport and Share the Buyer’s Story
“Thank you for meeting with me today. You have a beautiful home. It’s been a pleasure working with your agent, John. Before I present my Buyer’s offer, let me tell you a little about them…”
Why do we tell the Buyers’ Story?
What do YOU do to tell the Buyers’ Story?
They have to buy YOU too!

41. Step 3: Present in Person
With the Seller:
Build Rapport and Share the Buyer’s Story
Dialogue & Tips
Share their professions, their values, their excitement about the Sellers’ home.
Create a personal picture of the Buyers so the Sellers can connect to them and relate to them.
Discuss their financial ability (they’re STRONG buyers with a guaranteed pre-approval from Weichert Gold Services). Ready, willing and able to purchase the home.

42. Step 3: Present in Person
With the Seller:
Build Rapport and Share the Buyer’s Story
Dialogue & Tips
“I met the buyers, Jane and Richard Reynolds at an Open House. They’re a lovely couple with two small children. Amanda is 7 and John just turned 2 …”
“When they saw your home, they just fell in love with it.”
“Amanda saw the pink bedroom with the canopy princess bed, you should have seen her reaction. Her first word was ‘wow!’ Pink is her favorite color.”

43. Step 3: Present in Person
With the Seller:
Present the Offer
Have a signed check paper-clipped to the outside of the folder.

44. Step 3: Present in Person
With the Seller:
Present the Offer
“Let’s review the contract…”
Show them the “good faith” deposit check. Discuss the features and benefits of the contract. Discuss the terms and conditions. Hand the Sellers the contract. Hand the Seller’s Agent the contract and let them read the offer price or tell them the offer, then …
WAIT (don’t say a word)
Why WAIT?
What might the Sellers say?

45. Step 3: Present in Person
What might the Sellers say after reading the offer price on the contract?
“You’re kidding. We won’t accept anything lower than $XYZ.”
“I thought you said this was a serious offer?”
Nothing They’ll wait for me to say something.

46. Step 3: Present in PersonDo
Don’t
Discount
Ignore
Minimize
Listen
Reflect
Acknowledge
STATE: Someone once said, there is no such thing as reality, only perceptions. Feelings are perceptions of reality. Here are just a few “Do’s and Don’ts” when you begin to prepare for your meeting.
Read and discuss the points on the slide
STATE: Remember, when you are aware that emotions enter into all decisions, and you acknowledge them, you give your seller the chance to vent, work through it. When they feel listened to they feel respected and this gives you the opportunity to provide solutions.
ASK: Can someone give me an example of a reflecting statement?
ELICIT examples such as:
It sounds like it’s been frustrating for you…
I’m sure this delay has caused you and your family a good deal of anxiety…
So, you’re thinking this should have been sold in three weeks based on what your neighbor experienced last year…

47. Step 3: Present in Person 6 Steps to Resolving Objections
Listen
Restate as a question
Cushion, relate and empathize
Probe and isolate the objection
Present a solution
Close, ask for agreement

48. Step 3: Present in Person
With the Seller:
Address Concerns
Acknowledge the concerns.
Find common ground.
Summarize the differences.
Review the Facts and Research.
Check in.

49. Step 3: Present in Person
Address Concerns
Acknowledge the concerns
“I can appreciate the way you feel.” (This helps diffuse the situation).
Find common ground
Explore what you do agree on and state it. “Let’s discuss ”
Isolate Objections
“So the only issue is ”
Review the Facts and Research
Give background on how Buyers arrived at their offer
Check in
How do the Sellers feel now?
Acknowledge the concerns
Possible Responses:
“I can see this was unexpected.”
“You’re seeing this as too far from your asking price.”
“I can appreciate your reaction.”
Find common ground:
Why try to find common ground?
Get them to say “Yes!” to something.
Help them to see where they’re in agreement.
Get them off the price discussion for a little while.
Give them some time to grapple with a lower offer on their house.
Demonstrate Buyers’ flexibility, willingness to work with them, etc.
Ask: What would you do for these last three steps of Addressing the Sellers’ Concerns?

50. Step 3: Present in Person
Address Concerns
Review the Facts and Research
“My Buyers are absolutely serious about this offer. Let me show you what they considered in making their decision.”
Lay down each comp one by one in front of Sellers. 45
DOM 60 70

51. Step 3: Present in Person
Discuss a Plan for Moving Forward
There are only three possibilities here . . .
Acceptance (YES!!!!)
Counter (Okay, let’s negotiate)
No (it’s “no” for now. Always keep the door open. Have you ever had a Sellers’ Agent come back to you later saying the Sellers thought about it some more and want to talk?)

52. Tips for Presenting in Person
We just reviewed all the steps. You discussed how they worked in past situations.
What other tips or strategies have you found successful when presenting offers in person? What dialogue have you found helpful?
You can take notes on page 30 in your handout.

53. Tips & Dialogue for Presenting in Person
Meet with the Listing Agent and the Seller(s).
Use a contract synopsis to make it easy for listing agent/the seller (cover page highlighting terms of the contract).
If you can’t get it closed, get a counter offer.
Have your buyer available by phone if you receive a counter offer.
If the seller says, “No!” respond with “What would you accept?”
Or “This morning we were $600K apart and now we’re only $50K apart.”

54. Video Demonstration
Let’s see a demonstration provided by Nancy Doyne and Bill Schoenenberger.
Click on the image to launch the video

55. Putting it All Together
Role Play Practice
Let’s break into groups of four. At least ONE person in your group of four needs to have their Sellers File.
One person will play the role of the sales associate, one the listing agent and one the seller.
The fourth person will be the Observer and take notes.

56. Role Play
The person playing the Sales Associate needs to have a Sellers File. You will present an offer 10% below list.
Listing Agent and Sellers, give the Sales Associate a realistic practice, but don’t be brutal.
Observers, use the Checklist on page 27 & 28.
ALL – Let’s review the Checklist together so we know what we’re looking for here.

57. Role Play
Observers:
Your job may be the most difficult. To be effective observers you have to take notes, check off when you see the Associate complete a step and write notes on the bottom for what they did well and what they can consider for next time.
You will conduct the feedback session.

58. Role Play Practice: 15 Minutes Feedback: 5 Minutes
With the Listing Agent
Build rapport (thank the Listing Agent)
Discuss Approach
Bring Your Sellers File
With the Seller
Build Rapport and Share the Buyers’ Story
Present the Offer
Address Concerns
Discuss a Plan for Moving Forward
Negotiate
Practice: 15 Minutes
Feedback: 5 Minutes

59. Observers Conduct the Feedback Session
Start with the Sales Associates: Ask him/her what worked well?
What would the Associate consider doing differently next time?
Then ask the Sellers: What did you think?
Then ask the Sellers’ Agent: What did you think?
Observers, Share Your Feedback Last: What did the Sales Associate do well?
What should they consider for next time?

60. Role Play Review With the Listing Agent With the Seller
Build rapport (thank the Listing Agent)
Discuss Approach
Bring Your Sellers File
With the Seller
Build Rapport and Share the Buyers’ Story
Present the Offer
Address Concerns
Discuss a Plan for Moving Forward
What worked well?
What did you find particularly challenging?
Based on this practice, is there anything you will apply for the next in-person offer you conduct?

61. I’ve Never Done This Before!
Ask an experienced In-Person Presenter to go with you.
Ask ME to go with you.

62. Create a Different Experience
Be Better
Do More
Differentiate Yourself
Take the extra step. Your sales skills will
be sharpened and you’ll be a better Sales
Associate.
State: No one else is doing this. This will make you different and a better Sales Associate.

63. Negotiation is an art, acquire it!
Weichert University
Negotiation is an art, acquire it!
Visit Weichert University to brush up on your negotiating skills by viewing the course:
The Art of Negotiation

64. Action Steps I need your help . . .
Tell me when you have an appointment. Let’s work together to discuss an approach that will ensure you close the deal.
Use the Presentation of Offer paragraph in the contract to secure the appointment to present in person.
Follow the steps we just reviewed and practiced.
Go to WeichertOne, Sales Associate Resources for more ideas and suggestions.
Take note of every offer that you present in person and make sure to inform me.

65. Open Discussion Questions and Answers

66. Thank you!