Welcome to the Webinar: Audio Options

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Welcome to the WebinarAudio Options
If you cant hear the music, call us at 800
544-3308

• To hear audio from this webinar, you have two
  options
• To dial in via telephone, click use telephone
  then dial the number that appears along with the
  access code and audio pin.
• To listen to the webinar through the speakers on
  your computer, click the use mic and speakers
  button

Webinar Tool bar
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Youve Got Questions?Weve Got Answers!Place
more referrals with these key techniques!

• Janet Iveson
• RoseMarie Seibel

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The Question Answer Feature
Webinar Tool bar

• Youll be in listen only mode for this webinar
• Question and Answer section on the right of your
  screen.
• Type in your questions here.
• We will try to get through questions as we go
  along.

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Welcome from Janet Iveson

• Welcome back and welcome to new comers!
• We hope you leave today with at least one tip or
  idea you can try.
• Stay on for the full 30 minutes and you could win
  the iPod Shuffle were raffling off!

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Welcome Host Offices

• Once again, we have a number of managers who
  are hosting events in their office for their
  Referral Associates. I want to welcome you to
  this short, informative Webinar.
• Whether you are a manager, sales associate or
  referral associate, our goal is to help you take
  your referral business to the next level by
  working together to increase your business.

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Ask RoseMarie

• Introducing RoseMarie Seibel
• Manager Weichert Referral Associates
• Referral Associate since 1998
• Dialogue Expert
• Rosemarie has reviewed all your questions. She
  organized addressed them in this webinar for
  you.

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Todays Focus QA

• Answer your questions concerning
• Getting the Business
• What do I say?
• Placing referrals

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How do I get the Business?

• When I come in contact, or become aware of a
  potential referral, I am never sure of what to
  say or how to say it!

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How do I get the Business?
Engage in Conversation!
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Ask, Listen and Learn!
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Ask, Listen and Learn!

• Did you say you . . .
• are looking to move?
• need a larger home?
• want to downsize?
• are expecting another child?
• have become an empty nester?
• are looking to invest in income property?
• are looking for a retirement vacation home?

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What do I say?

• Have you spoken with anyone yet?
• NO
• I want to get my house in order before I speak
  with an agent.
• Im not quite sure what I want to do yet.
• Im waiting for the Spring market.
• Im waiting for the prices to come back up/down.

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What do you say next?

• You could lose valuable time if you wait.
• You could lose money by waiting.
• You can benefit immediately by getting an
  objective opinion from a professional realtor who
  is on top of the market in your area with no
  obligation on your part.

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What do I say?

• Have you spoken with anyone yet?
• YES -
• I have a friend in the business.
• I have someone in mind that I would use.
• I called a local office.
• I have been receiving mailings from ____ for
  years.

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What do I say NOW?

• Thats wonderful - Im always looking for a good
  agent to refer business to.
• Do you know how long they have been in the
  business?
• Do you know what areas they cover?
• Do you know what their specialty is?
• Are they experienced with
• First time home buyers?
• Investors,
• Million dollar properties

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What do I say NEXT?

• As a referral agent, I always try to match the
  real estate agents abilities with the needs of
  the customer/client that I am referring.
• As a referral agent, my suggestion would be to
  get a second opinion. You owe it to yourself.
• I can do that for you with no cost or obligation
  on your part.

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How do I get the Business?

• Just ASK for it!
• Is this a service you would want?
• Would you like me to do that for you today?

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Keep the Conversation Going!

• Talk about what is going on in the real estate
  market this info is on the news and in the
  daily papers.
• Talk about interest rates. They are at the
  lowest point in decades!
• Talk about the services we have Mortgage,
  Title, Insurance and closing services along with
  helping customers sell and purchase.

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What do I talk about?
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Seeing the Opportunity.
Prices
Rates

• Q. If this were 2005, where would you place the
  Price and Rate dots?

High
A. In 2005, the V would look somewhat like this
one, where prices were on the high end of the
scale and rates were in the lower range.
Mid-Range
Low
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Seizing the Opportunity.
Prices
Rates

• In recent history, there has never been an
  opportunity like this, with low prices and low
  rates. In real estate, this circular area at the
  bottom of the V is called the Buying Zone
  its an unbelievable time to buy.

High
Mid-Range
Low
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• Talk about the INCREDIBLE Opportunity

Rates Down, Opportunity Up
Weichert announces the all-time low cost of
homeownership
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Comparison of cost at sample mortgage amount Comparison of cost at sample mortgage amount Comparison of cost at sample mortgage amount Comparison of cost at sample mortgage amount
275,000 Mortgage At current low interest rate 1476.26 per month Savings of 172.50 per month and more than 62,000 over 30 years!
275,000 Mortgage At 1 increased interest rate 1648.76 per month Savings of 172.50 per month and more than 62,000 over 30 years!

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Referral Player Poll

• Please check off all the actions you have taken
  so far to help you generate more referral
  business . . .
• Ordered your Referral Associate business cards
  and handed them out to family, friends and
  colleagues
• Changed my eMail Signature to include reminder
  Im in real estate and can help
• Set up a Facebook page
• Posted Referral Widget on Facebook (or some other
  web site) or eMailed the Widget
• Ordered your name tag and wear it everywhere

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Referral Player Quiz

• Take this quick quiz to see if youre a
• Referral All Star
• A Referral Pro
• Referral Rookie
• Check out WeichertOne.com and this recorded
  webinar to find this downloadable quiz!

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Download the FREE Referral Widget!

• Remind all your friends and family that youre in
  real estate!
• Download it to Facebook
• eMail it to EVERYONE
• www.WeichertOne.com
• Marketing tab
• Internet Ads

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A New Way to Place Your Referrals ON LINE!
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Poll

• Please check off if you used any one of these
  online functions from WeichertOne

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For more ideas . . .

• Go to the How-Tos section of the Referral
  Guidebook and check out Section C.

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Referral-Generating Webinar Recap

• We have covered many topics in our previous
  Webinars
• December - Email Signature and Facebook
• January - Business Cards
• March - Online resources use the widget to
  promote yourself
• April/May/June Part 1 2 3 Referral Guide
  Book
• July Handling Objections

Replay any of these webinars on
www.WeichertOne.com, Weichert University
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Time for our Raffle!

• Were raffling off an iPod Shuffle. Those who
  stayed on for the full webinar are eligible to
  win.

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Join us for our Next Webinar

• Wednesday, October 27th
• 1230 pm EST
• Topic Common situations faced by the referral
  associates
• Contact us at 1-800-655-7055
• Or email us at
• referral_at_weichertrealtors.net