1. Delete this slide. Notes/Preparation for Managers:
Review the slides in detail to be fully prepared to facilitate the activity and the contest.
Prepare to have cash prize for the winning pair.
Send an invitation encouraging associates to come to the session prepared to win $$ by reviewing the “Getting Buyers Off the Fence” toolkit on Weichert University and the Buyers File.
Bring flipchart paper, markers and tape to the session.
Click to the next slide.
Delete this slide.

2. If prices continue to fall, why should I buy now?
Getting Buyers to Act Now - Part 1
Click to the next slide.
If prices continue to fall, why should I buy now?

3. Home Affordability is at an
All-Time High
Gallup Poll
69% Say Time to Buy is Now
“There appears to be good reason for more than two in three Americans to think now is a good time to buy a house…The combination of today's low mortgage rates and
low housing prices make
affordability as good as it
has been for a long time.”
Click to the next slide.

4. Difference in Mortgage Payments
Price Could Decline BUT it still
Might Cost More
Date
Loan
Amount
Interest
Rate
Monthly
Payment (P&I)
Today
$100,000
4.86
$528.30
Nov 2010
4.17
$487.27
Difference in Mortgage Payments
$41.03
Click to the next slide.

5. If prices continue to fall, why should I buy now?
Quickfire Challenge
Do you think you have the best approach and response to get the Buyer to act now?
You will work in pairs to prepare your approach and response to the common Buyer objection:
Pick the approach that you will prepare to answer
Home affordability is at all time high
Prices could decline but it still might cost more
Your own approach
If prices continue to fall, why should I buy now?

6. The Prize
Cash!

7. The Challenge Starts Now!
The Criteria for Winning
Your response must:
Include a concise answer that uses an element of “show” versus “tell” – having completed the pre-assignment will come in handy here
Encourage the buyer to take action (meet you or GSM, see properties, have a PTA completed on the market area, or buy the house, etc.)
You will have 15 minutes to prepare your response
Feel free to use materials and tools available in the office or on online to prepare your response.
The Challenge Starts Now!

8. Show Me What You Got!
Each team will have 5 minutes to demonstrate their approach and response.
Reminder your response must:
Include a concise answer that uses an element of “show” versus “tell”
Encourage the buyer to take action (meet you or GSM, see properties, have a PTA completed on the market area, or buy the house, etc.)
I will pick the winner at the end.

9. What Should You Do Next?
What is one tip or technique that you learned today that you plan to try right away?
How and when will you use it?