Boost Your Business Using Inventory Knowledge to Close More Deals

1. Boost Your BusinessUsing Inventory Knowledge to Close More Deals

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. 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. Knowing Your Market Inventory Would you consider yourself an expert Neighborhood Specialist?

5. Securing Your Position • What do you do to increase your knowledge of market inventory? • How do you secure your position as Neighborhood Specialist?

6. Neighborhood Specialist Who has an example of how knowing the market inventory helped you to be more effective? Success Story

7. Avoid Becoming a Taxi Driver • Do a Buyer Consultation to uncover buyers’ needs and establish their motivation. • Select properties from the market inventory that meet buyers’ needs and motivation.

8. Buyer’s File Seller’s File Help Buyers and Sellers Take Action • Prove to buyers that real estate is alive and well. • Show properties that have been sold. • Encourage buyers to make offers – Any Offer is a Good Offer. • Set realistic expectations with sellers. • Show properties currently listed, and point out the long days on market. • Ask if they want their house to sit on the market as long as the others. • Convince sellers that they are lucky to get an offer - You will thank me today.

9. Call to Action • Challenge yourself every day to learn more about our market inventory. • Do the market inventory activities to increase your knowledge and secure your value to customers and clients. • Focus your efforts by uncovering buyers’ needs and motivation. • Use the Weichert brochure to help focus buyers. • Log on to the Weichert Toolkit for additional resources. • Use the buyer and seller files concepts to help buyers and sellers take action.

10. 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.

11. 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?

12. Grow Your Skills and Business • Review Know Your Market Inventory 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.

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

14. 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

15. Quickest Way to Boost Your Business 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% 4=78% 3=62% REMEMBER… Aim for an Appointment a Day!

16. “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