70 30 Ratio for Understanding Needs Home of

70 -30 Ratio for Understanding Needs Home of unlimited opportunity.

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 Home of unlimited opportunity.

Meet the Expert 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 Add guest speakers name Home of unlimited opportunity.

Understanding needs the 70/30 ratio 70% Listening 30% Talking Let’s discuss when to apply this ratio… Home of unlimited opportunity.

When should use the 70/30 ratio? § Buyer Consultation § 1 st Step Listing Appointment § Open House § Any others? Home of unlimited opportunity.

How do you apply the 30/70 ratio? § Use key open-ended questions that will get the most information possible. § Prepare for the appointment by writing down the open -ended questions to be asked. § Take advantage of the tools available to you that are designed to help you get the information needed. Home of unlimited opportunity.

Tools designed to help Appointment Tool Buyer Consultation Getting To Know You and Your Next Home 1 st Getting to Know You and Your Home Step Listing Appt. Open House Guest Profile All available online at Weichert. One Sales Associate Resources Home of unlimited opportunity.

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. Home of unlimited opportunity.

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? Home of unlimited opportunity.

Grow Your Skills and Business § 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 (1 st or 2 nd), 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. § Take online training – Home of unlimited opportunity.

“The path to success is to take massive, determined action. ” - Anthony Robbins Home of unlimited opportunity.

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. Distribute blank copies of Sales Planner Home of unlimited opportunity.

REMEMBER… Quickest Way to Boost Your Business Aim § Work an Open House every week. for an Appointment a Day! § Know the inventory! § Get Price Improvements on listings 30+DOM. § Make 100 i. Calls every week. § Work FSBO’s and Expireds every week. § Follow up! 1=18% 2=34% 3=62% 4=78% Home of unlimited opportunity.

“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 Home of unlimited opportunity.