1. Give Something of Value

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. Which Is More Valuable? or or
An idea of how quickly homes in the neighborhood are selling. or
Information about golf clubs in the area. or
Information about local public transportation.

5. Determine What’s Most Valuable to Your Lead
Probe…Listen…Reflect
Ask effective questions for the purpose of learning more about your leads.
Paraphrase what you heard to ensure that you understand what your lead is telling you.
Make a conscious effort to pay attention to your lead.

6. Example
“I see…
really?”
“What’s most important to you in this move you’re making?”
“So, a child friendly community with commuting options into the city is key for you.”

7. Hesitant New Buyer Lead What “value” could you offer to this prospect?
“I just don’t see how I can really afford to buy now. I doubt I’ll even get a mortgage.”
What “value” could you offer to this prospect?

8. Buyers Waiting to Find a Deal
“We are still just looking. We want to go to a few more Open Houses. There are a couple homes in Pine Valley that have just reduced their price.”
What “value” could you offer to this prospect?

9. On the Fence Open House Lead
“My husband and I can see ourselves in the home. We really love the backyard, and it has a great park nearby. Unfortunately, I don’t see how we can afford this house.”
What “value” could you offer to this prospect?

10. Probe…Listen…Reflect
Learning how to Probe…Listen…Reflect will help you determine what is most valuable to your clients and deliver top notch service.

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.
Take online training – Follow Up: The Formula for Success, Making it Matter: Creating Value Statements and Methods of Engaging Clients and Customers

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