1. Act Like a Top Salesperson

2. Check In What did you do? What happened? What results did you get?
What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. Meet the Expert Add guest speakers name
Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed
Add guest speakers name

4. Have you ever heard the following expressions… You are what you eat.
If you keep making that face it will stay that way.
Believe it from your nose to your toes.

5. Did you ever want to work at Disney World?
They don’t hire.
They cast.

6. Casting a Top Salesperson
What would you look for?
Conduct a group discussion and flipchart responses.
Review and summarize on next slide.

7. Top Salesperson Characteristics
Positive, winning attitude
Enthusiastic and friendly
Professional appearance
Genuine and sincere
Listens more than talks
Knowledgeable
Responsive
Determined and disciplined
Believes has value to offer and demonstrates it
Always asks for the business and assumes it will close

8. You don’t have to have top sales to act like a top salesperson.

9. You can act like a top salesperson and achieve top sales results.

10. Recommended Reading
“The Certifiable Salesperson”, Tom Hopkins and Laura Laaman
“Stop Telling Start Selling”, Linda Richardson

11. Fast Track Facilitator Notes
Session 2: Getting Started
Today’s Call Session
Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds.
Keep track and report progress on the board.
Record all leads and appointments made.
Utilize Prospect Follow Up sheet to set follow up call appointments.
Weichert University October

12. Fast Track Facilitator Notes
Session 2: Getting Started
Call Session Results
How many calls were made in total? (Calculate on flipchart)
How many appointments were made? (Calculate on flipchart)
What worked well for you today when calling?
What would you try differently next time?
Weichert University October

13. Grow Your Skills and Business
Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments.
Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement.
Come prepared to make 50 calls at next workshop.
Preview homes and take notes on property features.
Work an Open House. Follow up with all guests in 24 hours.

14. “The path to success is to take massive, determined action. ”
“The path to success is to take massive, determined action.” Anthony Robbins

15. Sales Planner
Add the assignments we just reviewed to your new Sales Planner.
Write down what you will commit to do by next session.
You have five minutes to complete this.
Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner

16. Quickest Way to Boost Your Business
REMEMBER…
Quickest Way to Boost Your Business
Aim
for an
Appointment
a Day!
Work an Open House every week.
Know the inventory!
Get Price Improvements on listings 30+DOM.
Make 100 iCalls every week.
Work FSBO’s and Expireds every week.
Follow up!
1=18%
2=34%
3=62%
4=78%

17. “Success is almost totally dependent upon drive and persistence
“Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.”
Denis Waitly
Thank You