Listing Prospecting

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Listing Prospecting

• Joined Weichert in 2009
• Managing Burke, VA Sales Office since 2010
• Listings up 41 YOY
• Revenue units up 30 YOY
• Office profit was 168 of objective for 2013
• Increased Co. by 2 last year.
• Led his region in recruiting and serves as the
  Regional Recruiting Representative.

• Nick Brown
• Sales Manager, Burke VA

Intro, Objectives and Weekly Mgmt Activities 15
minutes
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Agenda

• Changing their Mindset about Prospecting
• Objectives
• Activities to meet your Objectives
• Strategies Mixing it up, making it fun, getting
  results
• Tools
• Invitations, Flyers, Promotion
• Calling and Follow-up Guide

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Where did your business come from?

1. Assistant Sales Managers, think about the last
   six listings you secured
2. Where did they come from?
3. How does this affect how you approachListing
   Prospecting for your office?

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Listing Prospecting Objectives

• Month-to-date Listing Objective Met (100)
• Three Call Sessions a week
• 600 Prospecting Calls a week
• 12 Appointments secured per week
• GSM Introduction (100 of Appointments)
• NOTE Minimum of 5 Sales Associates at each Call
  Session or 10 of your population, whichever is
  greater.

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Weekly Management Activities

• Prepare for, conduct and follow-up from three
  Call Sessions per week with a minimum of five
  Sales Associates in attendance (or 10 of your
  Sales Associates, whichever is greater).
• Call WITH Sales Associates. Coach on dialogue
  and key sales skills to secure appointments.
• Follow-up Ensure each Sales Associates
  introduces GSM at the time of appointment or
  sooner.

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Weekly Management Activities (Continued)

• Conduct one training session weekly on
  prospecting activities and the 2-step listing
  process.
• Make roster calls to contact each sales associate
  monthly to review prospecting and listing
  activities and usage of 2-step customized listing
  presentation

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What Training have YOU Provided?

1. At your tables, discuss what training youve
   conducted in the past six months on the 2-Step
   Listing Process and Prospecting for Listings.
2. What resources have you used to help you in
   preparing for these workshops?
3. Do you have sales associates assist in the
   delivery and share their best practices?
4. Elect a spokesperson to share ONE resource youve
   used to assist you in this effort.

Training Activity and Other Ideas 20 minutes
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Some other ideas for Training . . .

1. Download this video
2. Play it
3. Discuss it
4. Invite Sales Associates to use this in their
   Listing Presentation and give you feedback on how
   it worked

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Who Has Led this Program?
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Listing Mastery Program Covers . . .
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Results . . .
Office Increase in Listings Over Same Period Last Year Started Program
Burke, VA 41 February 2013
Next week, were starting Round 2 of Listing
Mastery. I have 80 repeat Sales Associates
coming!
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Listing Call Sessions Work!

• Grace Marie Neary
• Sales Associate, Burke VA
• With Weichert since 2002
• In 2012, Grace had a couple transactions.
• In 2013, she secured 17 transactions (15 from
  Prospecting!)

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New Prospecting Approaches Dialogue

• FSBO says Why are you doing this? I told you
  Im not going to list with an agency.
• Dialogue I understand. Im hoping that if you
  have a cousin, brother, friend who doesnt want
  to do the hard youre doing listing and selling
  on your own, that youll be impressed with my
  services and refer me to them.
• Through this relationship, he ended up referring
  a customer to her!

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Improved Presentation Confidence

• Cassie Lutjen
• Sales Associate, Burke VA
• With Weichert since 2010
• Focused on her presentation
• Strengthened her confidence
• Inspired her to be even more proactive in her
  prospecting efforts!

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Improved Presentation Confidence

• Cassie Lutjen
• Heres a video she did for the Listing Mastery
  program

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Improve Presentation Confidence

• Prospected a neighborhood in her market area.
• Walked the neighborhood.
• She secured a Listing and sold it.
• Highest sales price in that neighborhood in the
  past six years!

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Listing Mastery Page now available on Weichert U
Scroll down to the pink section to find the
Listing Mastery page
Adapt these materials to use in your training on
the 2-Step Listing Process
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To supplement your efforts . . .
Why not put these on Facebook or Instagram?
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(No Transcript)
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Some other ideas for Training . . .

1. Go to Weichert Universitys Video Library
2. Play a video
3. Discuss it
4. Ask Sales Associates to try a new approach or
   technique and return next week to share how it
   worked

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Whats Your Conversion? How many homeowners do
you need to meet to get a Listing?
Conversion and Calling 20 Minutes
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How many . . . ?

• Whats your conversion?
• How many sellers do you need to meet with
  face-to-face following our 2-step listing process
  to convert business?
• Three out of four? Two out of four? One out of
  four?
• Whats YOUR conversion?

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Whats the Goal?

• Its really a math problem, isnt it?
• If your conversion is 2 out of 4 and you want to
  secure four listings in a month, how many sellers
  do you need to meet with?

Use these tools on the iCall Best Practice to
help you identify goals and figure out number of
calls, leads, appointments youll need to reach
your goal
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Securing More Listings . . .

• Whats the BEST way to secure appointments with
  Sellers?

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How do YOU Address this challenge?
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Id like to introduce you to a remarkable
marketing tool . . .
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80 of New Sales People Fail because of Call
Reluctance
Source Goodson/Dudley, The Psychology of Sales
Call Reluctance, 11,000 sales people surveyed
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(No Transcript)
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Something to Consider . . .
Handout Overcome Fear of Cold Calling (pink)
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Tomorrow . . .
Ask Joe Boreale Whats an SIA?
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What do you say?

• When you make Listing Prospecting calls, what
  dialogue do YOU use?
• Discuss at your tables
• Write down the best dialogue
• Well share this dialogue in a large group
  discussion

20-minute activity
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Multiple Offer - Neighborhood Calls

• Call on neighbors nearby a home that sold with
  multiple offers.
• I need your help. Im trying to find a home for
  our buyers. The house on XYZ street down your
  block just sold with multiple offers.
• A number of buyers missed out on a home in your
  neighborhood.
• By any chance . . .

Need More Call Dialogue? Use the Calling Guide
for suggested scripts.
Handout Calling Guide
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Make it a CONVERSATION!
Ask if they noticed the house for sale down the
block. Share the good news!
Congratulate them on choosing a great neighborhood
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Just Sold Dialogue

• We just sold a home in your neighborhood. Would
  you be interested in learning about the location
  and price?
• Theres been a lot of interest in your
  neighborhood from qualified buyers who are still
  in the market for a new home.
• I was wondering if you might know someone in your
  area that may be thinking about making a move in
  the future?

Need More Call Dialogue? Use the Calling Guide
for suggested scripts.
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Reach out to Your Sphere of Influence Past
Customers

• Im calling to touch base . . .
• The market is heating up!
• Of all your friends and family, who might be next
  to make a move? Some of the people Im working
  with now are moving up because they need more
  room for the kids, downsizing as they get ready
  for retirement . . . Who do you know that might
  need my help?

Need More Call Dialogue? Use the Calling Guide
for suggested scripts.
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Lets make some Calls!

• You were asked to come prepared with a Call List
  for making some Listing Prospecting calls.
• Lets do a Call Session together.
• Theres a prize for the most appointments!

45 minute call session/15 minute debrief
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Lets make some Calls!

• Lets get started now and secure some Listing
  Appointments!
• Well do this in Teams
• Create a Team Name and Elect a Table Leader to
  roll up your Numbers.
• Please track Calls, Contacts, Leads,
  Appointments.

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What was the Average Number of Calls Needed to
Secure an Appointment for 2013?
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Call Session Results

• Lets roll up our numbers
• Give the Number of Calls, Contacts, Leads and
  Appointments to your Team Leader
• Lets discuss your results!

Avg 70 calls per appmnt for 2013
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Who Has an Appointment?

• How did it go?
• Who has an appointment?
• What dialogue did you use?
• Now what?

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When is the best time to call?
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The BEST Time to Call
Handout The Best Time to Call
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Call Sessions

1. Think about the BEST Call Session you ever held
   the one that resulted in the most successes.
2. Answer the questions on your handout
3. Discuss together.
4. Record your best suggestion on a flip chart at
   your table.
5. Share with everyone.

Handout Your Best Call Session.
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Best Call Sessions

• Prepare! Set the stage for success, choose a good
  time to reach people, prepare call lists, focus
  calling by customer type or topic, dialogue,
  prizes, special invites, prepare successes from
  last call session, etc.
• Get their commitment to come!
• Call from the office (not at home alone).
  Theres energy with everyone together
• Coach! Call WITH your Sales Associates to make
  tweaks to the dialogue and questions they ask.
• Promote successes at your sales meetings and
  weekly small group meetings.

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Three Call Sessions a Week . . .
Whats the MINIMUM number of Sales Associates
you should have at one of your Call Sessions in
order to meet your Objective?
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Call Lists - Cole Realty Resource

• Weve been partnering with Cole to secure
  DNC-compliant call lists.
• Cole Realty Resource will provide your sales
  associates a 30-day free trial.
• For a free trial, we need you to provide us with
  your name, E-mail address, phone number and zip
  code.
• After the trial expires, you have the option of
  purchasing an annual subscription to these call
  lists at a reduced rate 395/year- a 30
  discount!

Go to iCall Best Practice for the Free Trial form
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Best Practice

1. Access this form on the iCall Managers Best
   Practice
2. Send the completed form to Erik Peterson
   (epeterson_at_weichertrealtors.net
3. Your free trial should be set within 48 hours

Handout Blank Cole Resource form (One at each
table)
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With their Cole Trial Account, Import
DNC-Compliant Call Lists right into PRO
NOTE Instructions for the Cole Realty Import
are located behind the WeichertPRO tab
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Select the Source, Cole Realty andYou have
your Call List!
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Some tips/slides to help you Jump Start Your Call
Sessions . . .
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Lets Break it Down . . .

• The more appointments you secure, the more
  opportunities.
• You will make more .
• Can you make 10 calls before lunch?
• Can you make 10 calls after lunch?
• Do this every day this week and you will have
  made 100 calls!

You should secure two appointments from this!
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Put some FUN into Calling!

• For every 10 calls you make, call a friend.
• It will help motivate you to keep on going when
  you hear that friendly voice on the other end.

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Make it a Call for HELP!

• Compliment the homeowner on choosing a great
  neighborhood.
• Let them know that we have buyers interested in
  moving into this neighborhood.
• Im calling for your help . . . Im trying to
  find these buyers a home. By any chance . . .

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PICTURE yourself on the phone

• PI- Pitch, Inflection
• C - Clarity
• T - Tone of Voice
• U - Understanding
• RE - Rate, Energy

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Dial with a Smile!

• Your tone of voice is very telling
• Its 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 calls.
• Try standing up when you call your leads.
• Its a different energy level Try it!

Are YOU smiling during your calls?
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Resources for Training on the 2-Step and Listing
Prospecting
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Resources for Training on the 2-Step and Listing
Prospecting
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(No Transcript)
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Your 30-Day Plan

• Lets take 15 minutes and work on our 30-Day Plan
  for Listing Prospecting
• What key actions will you take to ensure you meet
  your objectives?
• Sales Managers and Assistant Managers work in
  pairs and agree on a plan.

Handout Listing Prospecting Performance Review
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Planning Your Week

• Please refer to your calendars.
• Map out the number of hours you will spend on
  Listing Prospecting each week and where you will
  block your time to implement your plan.
• Schedule your 3 Call Sessions and Weekly Training
  Segment
• Assistant Manager and Sales Manager, set up a
  weekly meeting with each other and enter this in
  your calendars.