Boost Your Business Using Inventory Knowledge to Close More Deals

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Boost Your BusinessUsing Inventory Knowledge to
Close More Deals
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Check In

• What did you do?
• What happened?
• What results did you get?
• What do you think youll do next time?

Refer to your Sales Planner from last workshop
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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
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Knowing Your Market Inventory
Would you consider yourself an expert
Neighborhood Specialist?
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Securing Your Position

• What do you do to increase your knowledge of
  market inventory?
• How do you secure your position as Neighborhood
  Specialist?

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

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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.

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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.

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Todays 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.

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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?

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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.

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The path to success is to take massive,
determined action. - Anthony Robbins
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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
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Quickest Way to Boost Your Business
REMEMBER
Aim for an Appointment a Day!

• Work an Open House every week.
• Know the inventory!
• Get Price Improvements on listings 30DOM.
• Make 100 iCalls every week.
• Work FSBOs and Expireds every week.
• Follow up!

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• 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