1 1 home of unlimited opportunity. get an appointment today! call for the business

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1Home of unlimited opportunity.Home of unlimited opportunity.

Get an appointment today!

CALL FOR THE BUSINESS

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Can your business survive without customers?

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You decide what your time is worth every day.

Time is moneyTime is money

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How much time did you spend today speaking to or meeting with

a customer?

Were you busy being busy, Were you busy being busy, or were you busy being or were you busy being

productive?productive?

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Think Differently,Work Smarter

Put the phone to work for Put the phone to work for you.you.

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The Top 3

• Reason #1 – Fear – “I don’t want to call them because they’ll think I’m

being pushy.”– “I don’t know what to say when people tell me

‘no’.”• Reason #2 – “...Not a serious buyer…”

– “If they’re not serious about buying why should I waste my time calling them?”

– “They told me they were just at my Open House to see how their neighbors had remodeled their kitchen.”

• Reason #3 – “I don’t have time…” – “If I called every Open House Guest on the register,

I’d never have time to do anything else!”– “Open Houses attract curious neighbors, not

serious buyers. My time is better spent elsewhere.”

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What percent of leads were happy about being contacted the same day you met them?

A. 0-25% B. 26-50%C. 51- 75% D. Over

75%

Myth buster Quiz

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88% of all leads were happy to be contacted when called on the same day you met them.

- Source: Knowledgestorm

88% of all leads were happy to be contacted when called on the same day you met them.

- Source: Knowledgestorm

Get Over Your Fear!

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1. Be a Good Listener. Active listening is the first step to uncovering the true needs & wants of your Open House Guests.

2. Be Willing to Talk…and Talk, and Talk Some More. Buying Real estate, is one of the biggest financial decisions any of us will ever make. Just because they’re not ready to buy today, doesn’t mean they won’t be ready 3, 6, or even 9 months from now.

3. Be Open-minded. How many of us met and married someone on the first date? Often times, we assume people aren’t serious buyers when, in fact, they may be looking for the right agent or the right property.

4. Be Consistent. Once you’ve gained their okay to maintain contact, then do so!

Start Listening & Stop Assuming

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1. Be Disciplined. Commit time everyday to lead follow-up. Put it on your calendar, even if it’s not at the same time everyday.

2. Be Organized. Use a system that will help you keep your notes & other lead follow-up information in one place.

3. Be Efficient. Consider lead follow-up to be your job when you’re not performing duties for your active buyers and sellers.

4. Be Accessible. Today’s buyers and sellers expect you to be ready to help when they’re ready to move forward.

Making Time for Lead Follow-Up

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Here’s what we’ve learned about calling…

• Very few “hang ups”

• About 30 “live” contacts yields 1 appointment

• Felt more comfortable and got easier

• It didn’t matter when you called

• Group calling creates synergy and ups production

Calling Works and it’s FREE!

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The Formula… It Works!

Actually speak to 30 people

Get 1 listing appointment

Dial 100 Calls

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Make it a conversation

• Be prepared• Build a relationship • Share information and knowledge• Use questions to pique their interest

– “Did you know houses in your neighborhood are selling for…”

– “Did you know your neighbor’s house just sold for…”

– “Did you know there is an Open House at …”

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• Use what you know about your leads to convince them to meet with you

• Connect their unique needs and concerns with how they will benefit from meeting with you

• Close for a face-to-face meeting on every call

AAlways BBe CClosing

You’ve Got To Ask For What You WantYou’ve Got To Ask For What You Want

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Your Goals:- Get an Appointment- Get Closer to your

Prospects!

Connect and Build Rapport

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Probe

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Close for Buyer Consultation

or Listing Appointment

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Set the Stage for Next Contact

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Call Flow Checklist

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Winning DialogueWinning Dialogue

“Hello, _______. My name is Sally Andrews, and I am a sales associate with Weichert’s Anytown Office.

I’m so glad you called today! I would be happy to help you with your real estate needs.”

Connect and Build Rapport

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“I understand you are interested in a home in Any town that you saw online. Is that right?”

“What’s prompting you to move so soon if you bought your house a year ago?”

“What’s most important to you in a home?”

“Your search area is pretty broad – how well do you know the area?”

Probe

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“You sound pretty excited! I’d love to show you what’s available. Can we meet tomorrow afternoon or would Wednesday at 3 be better?”

OR

“There are several properties I know of that might be what you’re looking for. Let’s get together and I can show you what’s available.”

Close for Buyer Consultation

or Listing Appointment

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“Okay, we’ll meet at my office tomorrow at 6:30. In the meantime, I will email you the directions…If you have questions before then, please call me. My cell phone number is…”


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If the lead agrees to meet with you…

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“I understand you are busy for the next few weeks. You know, I see new inventory every day and I don’t want you to miss an opportunity. Can we talk again this Friday at 6pm? Which number is best to reach you on?


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If the lead does NOT want to meet…

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Let’s finish this dialogueLet’s finish this dialogue

Hello, Mr. Bui? This is Linda from Weichert, Realtors. We met Sunday at the open house on Lime St. I was the one handing out cookies by the guest register. When we spoke yesterday, you mentioned that you’re not ready to buy yet…

Dialogue Practice: You Make the Call!

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PICTURE yourself on the phonePICTURE yourself on the phone

PI- Pitch, InflectionC - ClarityT - Tone of VoiceU - UnderstandingRE - Rate, Energy

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Dial with a Smile!Dial with a Smile!

• Your tone of voice is very telling:– It’s not what you say, but how you say it.

• Body language even comes through the phone.

• Have a mirror in front of you when making these calls.

• Try standing up when you call your leads.– It’s a different energy level: Try it!

Are you smiling during your calls?Are you smiling during your calls?

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Get Closer to Your Leads

• Take control of your follow up efforts! Reach out to your leads at least once a month.

• Keep their interest by offering them something of value:– Market stats– New listings, sales– Community information

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Take Your Time

• Long-term relationships are key to growing your business. Invest the time to get to know your leads.

• People sense when you’re in a hurry. Relax and really listen to what is being said.

• Ask questions to uncover needs & wants.

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A recent internal survey with Weichert customers showed that approximately 70% would like their agents to follow up with them every week.

Did you know…..

Source: January 2007 Weichert survey; 93 respondents

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0% 20% 40% 60% 80% 100%

Other "varied"responses

Interest ratechanges

Updates to themarket

Key Stats (Avg Listand sale price, etc.)

Recently soldproperties

Properties ofinterest

Your customers want to hear about…

“School info, Tax info”

“Feedback on my property”

Are you following up to give them what they

need?

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The Bottom Line

If you aren’t in regular contact with your leads, someone else will get the business.

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Goal: An Appointment A Day

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Today’s Call Session

• Prepared list of a minimum of 50 numbers from the Do Call List

• Keep track and report progress on the board

• Record all leads and appointments made

• Utilize Prospect Follow Up Call sheet to set follow up call appointments

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Just Dial It!

They’ll be happy you did.

You’ll be happy you did.

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Our Results

• Calls made:

• Appointments set:

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Up and Coming ActivitiesUp and Coming Activities

• Next Call Session: (fill in date and time of next call session)

• Training Session: (fill in dates and times of training sessions in office)

• (fill in dates, times, and locations of other events that could help Associates build their skills)

1 1 home of unlimited opportunity. get an appointment today! call for the business

Documents

home of unlimited opportunity

business slide

money slide

lead followup slide

flow checklist slide

time everyday

myth buster quiz slide

neighbors house