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