Read this slide and then delete for presentation

***Read this slide and then delete for presentation*** 1. Prepare group discussions on slides 9, 18, and 20. Flipchart and markers are suggested. 2. Test and preview the videos on slides 8, 15, 21, and 30. 3. Try out the recommended self-assessmentioned on slide 13. 4. Prepare samples and visuals for slide 18 by asking select Sales Associates to bring samples of Weichert brochures, tools, information they use to send to their Sphere and Pure Gold. 5. Make copies of the handouts accompanying these slides: • How to Become a Trusted Advisor • Staying Connected • Sales Planner • Asking for Referrals worksheet Home of unlimited opportunity.

Staying Connected Leverage Your Sphere to Secure More Appointments Home of unlimited opportunity.

Top two ways agents are selected by Buyers and Sellers 1. Referred by friend, neighbor, or relative 2. Used agent previously to buy or sell a home Source: NAR – Profile of Home Buyers and Sellers 2013 Home of unlimited opportunity.

Top two reasons for staying connected with your Sphere and Pure Gold 1. Referrals from friends, neighbor, or relative 2. Help them buy or sell a home again Home of unlimited opportunity.

People buy people before they buy products and services. Home of unlimited opportunity.

Staying connected is about. . . • Maintaining relationships • Being a trusted advisor • Generating face to face opportunities and appointments • Asking for referrals Home of unlimited opportunity.

Maintaining Relationships Maintain: verb To keep in existence or continuance; preserve; retain This requires planned routine action. Home of unlimited opportunity.

Let’s hear from a few Weichert Sales Associates Deborah Pentz Wayne, PA Jack Mc. Donnell Oradell, NJ eo Click vid y a l p to Home of unlimited opportunity.

What’s Your Plan of Action? 1. Split into two groups A. Staying connected with your Sphere of Influence B. Staying connected with Pure Gold 2. In your group discuss answer the following questions: • What should be the frequency of contact? • What method(s) of contact should you use? • How do you incorporate staying connected into your business plan? Home of unlimited opportunity.

Being a Trusted Advisor When clients feel you have their best interest at heart because you have demonstrated time and time again your focus is helping them, they will see you as a trusted advisor. They will hold your relationship close and value it. Source: How to Become a Trusted Advisor, Judith Filek Distribute handout Home of unlimited opportunity.

Dave Ramsey – financial guru “When getting help with money, whether it is insurance, real estate or investments you should always look for someone with the heart of a teacher, not the heart of a salesman. ” Home of unlimited opportunity. Source: Keeping Current Matters, Steve Harney

Behaviors and Qualities of a Trusted Advisor Consistent Competent Reliable Knowledgeable Attentive listener Credible Shows empathy Relationship focused Expresses feelings Prepared Genuine Respectful Modest Committed What would you add to this list? Home of unlimited opportunity.

How Trustworthy Are You? Take the Trust Quotient Self-Diagnostic Test and get a free mini-report of your results: http: //trustsuite. trustedadvisor. com/ Write down this website address to take this self assessment after the session. You will: Gain the benefits of learning how to build trust in relationships Learn to leverage your strengths and improve your opportunities Benefit from valuable tools to build trust and build business Home of unlimited opportunity.

It's not only the number of people you talk to but also the depth of the conversations you have. Home of unlimited opportunity. Source: Keeping Current Matters, Steve Harney

Let’s hear from a few Weichert Sales Associates Barbara, Deuber Wayne, PA o Bebe Forster Wayne, PA c Cli lay p o kt e vid Home of unlimited opportunity.

Three Questions Do you know what is happening? Do you know why it is happening? Do you know how to communicate it? Home of unlimited opportunity. Source: Keeping Current Matters, Steve Harney

The Sale is Their Trust in Us!! Needs Answers Resources We DO NOT Sell Real Estate. We SELL Our Ability to Be a Trusted Advisor! Home of unlimited opportunity. Source: Keeping Current Matters, Steve Harney

Which Weichert resources do you use to offer value and engage your sphere? Home of unlimited opportunity.

Generating Face-to-Face Opportunities Home of unlimited opportunity.

How do you get Face-to-Face to with your Sphere and Pure Gold? 1. Get back into your groups A. Staying connected with your Sphere of Influence B. Staying connected with Pure Gold 2. In your group discuss answer the following questions: • What creative ways can you get face-to-face? • How do you strategically plan and prepare for getting face -to-face throughout the year? Home of unlimited opportunity.

Let’s hear from a few other Weichert Sales Associates Ann Petree Vienna, VA Barbara Ruttenberg Carol Palk Wayne, PA Morris Plains, NJ Joanne Prisendorf Oradell, NJ Click to pla y video Home of unlimited opportunity.

Where do you get your business? Would you like it to look something like this? Home of unlimited opportunity.

3 Secrets to Getting More Referrals Home of unlimited opportunity.

Secret #1: Change your thinking about asking for referrals. Don’t feel sheepish about asking for referrals. There’s nothing pushy about it. People won’t give you referrals unless you deserve them. Home of unlimited opportunity.

Secret #2: Ask for them. Each of your business contacts has the potential to connect you to dozens of other contacts. The relationships are out there, but they’ll likely remain out of reach unless you actively pursue them. It may never occur to your contacts to broker an introduction to the people they know. It’s up to you to put the idea in their heads. Home of unlimited opportunity.

Secret #3: Make it a habit. When you make asking for referrals a regular part of how you do business, it will become very natural and genuine. As a result, you will get more business. Home of unlimited opportunity.

More tips on asking for referrals • Network online and face-to-face. • Leverage testimonials on your website and social media. • In every piece of correspondence you send – in the signature line of every outgoing e-mail, in as many conversations as you can work it into – make sure you let people know that you welcome and value their referrals. This does not have to be some grand script or sales approach. Anything conversational, heartfelt and brief gets the job done. “Hey, if you know of anybody needing a great real estate agent, I would love to help them out. ” Home of unlimited opportunity.

More tips on asking for referrals Call, mail a letter, send i. Mail or an e-mail to your past clients. Let them know it’s a great time to buy. Ask if they know of anyone needing a great real estate agent and, if so, you would love to help them out. Home of unlimited opportunity.

Call your sphere and try this dialogue “Hello, this is _____ from Weichert, Realtors. It’s been almost ___ since we last talked. How are you? ” (Find a topic to reconnect like: “I just drove by your home and notice you painted. It looks great!”) “I’m calling about today’s great market conditions. Attractive home prices and historically low interest rates have combined to make the current housing market one of the most affordable in decades!” “Oftentimes, friends and past customers refer me to friends who are downsizing, getting married, expecting, etc. – there are so many reasons people need to buy or sell real estate. Of your friends, neighbors and family, who might be next to make a move? ” Home of unlimited opportunity.

According to Tom Ferry. . . You should always be focused on scheduling appointments and getting referrals. Let’s watch this 5 -minute video from Tom Ferry, Real Estate Coach and New Your Times Bestselling Author. y ck Cli la op eo d i v t Home of unlimited opportunity.

Here is a recap of. . . All of the great tips from today’s session! Distribute Handout. Home of unlimited opportunity.

Thank you to all of our generous Sales Associates on video. Ann Petree Vienna, VA Deborah Pentz Wayne, PA Barbara, Deuber Barbara Ruttenberg Wayne, PA Jack Mc. Donnell Oradell, NJ Bebe Forster Wayne, PA Carol Palk Morris Plains, NJ Joanne Prisendorf Oradell, NJ Home of unlimited opportunity.

Sales Planner Follow Up • Did it help keep you on track for the week? • What challenges did you have? What will you do differently next time? • What successful results did you have this week? Distribute Handout. Home of unlimited opportunity.

Complete This Week’s Sales Planner • List your sales opportunity such as securing a listing, lead follow up, etc. • List a minimum of two lead new prospecting opportunities for generating new leads and appointments. Book an appointment a day! • List the actions you need to take in order to achieve this opportunity (e. g. call past customers for referrals, follow up with Open House Guests, prepare a PTA). • Add appointments and planned work to your daily and weekly schedules as appropriate. • Update the results column once you complete the column for each sales opportunity. Include what happened and next steps. Be prepared to share at the next training session. Home of unlimited opportunity.

Follow up w/ expired lead Stop by to drop off brochure, etc. Approach FSBO listings Drop by to introduce yourself, etc. Five and fill them Prospect to fill your five pre-set appointments Know my market area Plan and schedule sphere/pure gold follow up Stay Connected Open House Drop by FSBO Preview and inspect properties Drop by FSBO Appt 6 -7 Office Mtg Follow-Up Calls Caravan Appt 3 -4 Appt 1 -2 Appt 4 -5 Make Calls Preview Properties Home of unlimited opportunity. Appt 10 -11 Show Properties

Let’s Take Action Now Who are the ‘automatic shots’ in your contact lists, sphere or pure gold? Give them a call and use the dialogue we just reviewed on asking for referrals. Distribute ‘Asking for Referrals’ worksheet Home of unlimited opportunity.