Boost Your BusinessBoost Your BusinessFrom Shopper to BuyerFrom Shopper to Buyer

Check InCheck 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

Use this slide to introduce guest speaker or top producer Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. that will share their success or demonstrate skills.

Insert Photo Insert Photo or or Delete slide if not neededDelete slide if not needed

Meet the ExpertMeet the Expert

Add guest speakers name

Who is currently working with a buyer?

Getting Buyers to Getting Buyers to CloseClose

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

Has Your Buyer Seen Enough Homes to Has Your Buyer Seen Enough Homes to Make a Decision?Make a Decision?

YES NO

Putting Choices on Paper Putting Choices on Paper HelpsHelps

Step 1: Note Desired Step 1: Note Desired FeaturesFeatures

Desired FeaturesLarge Kitchen

3 Bedrooms

3 Bathrooms

Finished Basement

Step 2: List Properties Step 2: List Properties AddressesAddresses

Desired Features

225 Main Street

138 Ferris Way

85 Sylvan Way

42 Birch Drive

Large Kitchen

3 Bedrooms

3 Bathrooms

Finished Basement

Step 3: Take Notes as You Step 3: Take Notes as You VisitVisit

Desired Features

225 Main Street

138 Ferris Way

85 Sylvan Way

42 Birch Drive

Large Kitchen

3 Bedrooms

3 Bathrooms

Finished Basement

Step 4: Review Your Step 4: Review Your FindingsFindingsDesired

Features225 Main Street

138 Ferris Way

85 Sylvan Way

42 Birch Drive

Large Kitchen X X X3 Bedrooms X X X X3 Bathrooms X X XFinished Basement

X X XNotes Large Yard Easy

CommuteNeeds Updates Cul-de-

Sac

Step 5: Close for the SaleStep 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.”

What techniques have worked for you?

From Shopper to BuyerFrom Shopper to Buyer

Conduct a group discussion and flipchart responses.

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.

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?

Grow Your Skills and Grow Your Skills and BusinessBusiness

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.

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

- Anthony Robbins

Sales PlannerSales Planner

Distribute blank copies of Sales Planner

1. Add the assignments we just reviewed to your new Sales Planner.

2. Write down what you will commit to do by next session.

3. You have five minutes to complete this.

4. Ask me or a colleague for ideas and help.

Quickest Way to Boost Your Quickest Way to Boost Your BusinessBusiness 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!

REMEMBER…REMEMBER…

Aim for an

Appointment a Day!

1=18% 2=34% 3=62% 4=78%

“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 YouThank You