Successful companies take good care of their employees (independent contractors), who take good care of their customers!

All SR’s must sign releases agreeing to be shopped as well as audio/video taped. Purpose of a Shop = Training Tool

Shopper’s Goal is to become the perfect customer for that community. Do not give them a reason not to close!

Types of Shops Video Audio Written Competition Internet Pre-employment Phone Design Center

Video

Audio

Written

Competition

Internet

Pre-employment

Phone

Design Center

Shopper’s Responsibility Accept work you can do Extra effort Professional Do your best

Accept work you can do

Extra effort

Professional

Do your best

Top Reasons Shoppers Are Spotted… 3. Tipped off by other SRs 2. See the equipment 1. Inconsistent Story

Top Reasons Shoppers Are Spotted…

Creating The Perfect Story

Story Basics Dress Code Match community Modest Change appearance

Match community

Modest

Change appearance

Story Basics Remember Names Keep a list Use familiar names Rotate on shops

Keep a list

Use familiar names

Rotate on shops

Story Basics Discovering Needs Keep story consistent Work out details before the shop

Keep story consistent

Work out details before the shop

Discovery Questions Who? What? When? Where? Why? How much?

Who?

What?

When?

Where?

Why?

How much?

Discovery Questions Who will be occupying the home? (spouse, kids, pets, in-laws)

Discovery Questions What size/style are you looking for? (formal, split, ranch, 2-story)

Discovery Questions When do you plan to move in? (home on market, renting)

Discovery Questions Where are you employed? (occupation)

Discovery Questions Why are you moving? (job transfer, marriage, divorce, downsizing)

Discovery Questions $$ Price Range (Our homes go from $250-400,000. What amount have you budgeted for your new home?)

Creating Your Story Plan and Memorize Change your identity with each shop Must use all client objections Must follow all client instructions Ask questions BEFORE the day of your shop

Plan and Memorize

Change your identity with each shop

Must use all client objections

Must follow all client instructions

Ask questions BEFORE the day of your shop

Discovering Needs No Personal information until asked You are single if alone Be vague until you see what they sell

No Personal information until asked

You are single if alone

Be vague until you see what they sell

Model Demo Ask realistic questions Keep topic on home Stick to your story No real estate terms

Ask realistic questions

Keep topic on home

Stick to your story

No real estate terms

Homesite Tour Wear comfortable shoes Do not offer to go alone Ride w/SR if invited

Wear comfortable shoes

Do not offer to go alone

Ride w/SR if invited

Thanks for all of your efforts. You were born to shop!

For more information about becoming a mystery shopper or to join our team, visit us at www.melindabrody.com