1. Boost Your Business From Shopper to Buyer

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
Meet the Expert
Add guest speakers name

4. Getting Buyers to Close
Who is currently working with a buyer?

5. What is the Greatest Number of Homes You Have Shown a Buyer?

6. Has Your Buyer Seen Enough Homes to Make a Decision?
YES NO

7. Putting Choices on Paper Helps

8. Step 1: Note Desired Features
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished Basement

9. Step 2: List Properties Addresses
Desired Features
225 Main Street
138 Ferris Way
85 Sylvan Way
42 Birch Drive
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished Basement

10. Step 3: Take Notes as You Visit
Desired Features
225 Main Street
138 Ferris Way
85 Sylvan Way
42 Birch Drive
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished Basement

11. Step 4: Review Your Findings
Desired Features
225 Main Street
138 Ferris Way
85 Sylvan Way
42 Birch Drive
Large Kitchen X
3 Bedrooms
3 Bathrooms
Finished Basement
Notes
Large Yard
Easy Commute
Needs Updates
Cul-de-Sac

12. Step 5: Close for the Sale
“The home at 42 Birch Drive has all you are looking for! Let’s write up an offer and I’ll present it to the sellers.”

13. What techniques have worked for you?
From Shopper to Buyer
What techniques have worked for you?
Conduct a group discussion and flipchart responses.

14. 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

15. 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

16. Grow Your Skills and Business
Review Buyer’s file page on the Weichert Toolkit.
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.

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

18. 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

19. 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%

20. “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