Time is MoneyYou decide what your time is worth every day.
How much time did you spendtoday speaking to or meeting with a customer? Were you busy being busy, or were you busy being productive?
The 4 Tips of a Great Conversationalist1. Act like a host/hostess.2. Take your time.3. Ask open-ended questions.4. Listen Actively. So how do these apply to phone conversations?
Act Like a Host/Hostess Greet customers on the phone the same way you’d greet customers at an Open House – warmly & enthusiastically. Keep the conversation upbeat & casual. Be prepared to talk about current events, family vacations, movies, books, etc.
Activity: Say What?Say the following statements out loud emphasizing theitalicized & underlined words. What you say is just as importantas how you say it! I thought Jan’s house looked great. (But now I think it needs some work…) I thought Jan’s house looked great. (But what’s up with that smell?...) I thought Jan’s house looked great. (But Jan looked awful!...) I thought Jan’s house looked great. (Compliment)
Take Your Time Long-term relationships are key to growing your business. Invest the time to get to know your leads. People sense when you’re in a hurry. Relax and really listen to what is being said. Ask questions to uncover needs & wants.
Use Open-Ended Questions Instead of saying… Try saying… “Did you see the Open “What led you to this House signs on Main St.?” particular Open House?” “Did you like the “What are you looking for neighborhood?” in a neighborhood?” “Did you like the house?” “What is most important to you in your next house?”
Listen Actively Use verbal clues such as “I see…” and “What happened next?” or “That must be difficult…” Listen for information that can keep the conversation going. Take notes as you listen. Let them tell you what you need to know.
Here’s what we’ve learned about calling… Very few “hang ups”. About 30 “live” contacts yields 1 appointment. Felt more comfortable and got easier. It didn’t matter when you called. Group calling creates synergy and ups production. Calling Works and it’s FREE!
The Formula… It Works! Dial 100 Calls Actually speak to 30 people Get 1 listing appointment
Make it a Conversation Be prepared. – Introduction – Engaging questions – Reason to meet and close Build a relationship. Share information and knowledge. Use questions to pique their interest. – “Did you know houses in your neighborhood are selling for…” – “Did you know your neighbor’s house just sold for…” – “Did you know there is an Open House at …”
Start Listening & Stop Assuming Be a Good Listener. Active listening is the first step to uncovering the true needs & wants of your Open House Guests. Be Willing to Talk…and Talk, and Talk Some More. Buying Real Estate is one of the biggest financial decisions any of us will ever make. Just because they’re not ready to buy today, doesn’t mean they won’t be ready 3, 6, or even 9 months from now. Be Open-minded. How many of us met and married someone on the first date? Often times, we assume people aren’t serious buyers when, in fact, they may be looking for the right agent or the right property. Be Consistent. Once you’ve gained their okay to maintain contact, then do so!
You’ve Got To Ask For What You Want Always Be Closing Use what you know about your leads to convince them to meet with you. Connect their unique needs and concerns with how they will benefit from meeting with you. Close for a face-to-face meeting on every call.
Sample FSBO Call DialogueIntroductionsHello, this is ____________ from the ________ office of Weichert, Realtors. I see you areselling your home. I’d like to stop by, visit your home and see it.The purpose of this type call is to close for an appointment. It is necessary topersonally meet and establish a rapport with the FSBO. It is after you build thatrelationship that you can ask questions and discuss Weichert’s services in person.Reason to Meet & CloseAre you available today at 4 p.m., or would tomorrow morning be better? (If they agree tomeet, confirm the day, date and time. Begin to prepare for the first step of the listingappointment.)
Sample OH Follow Up Call DialogueIntroductionsHello, this is ___________ of Weichert, Realtors. We met today at the Open House at_____________. As a service to the sellers, I’d like to get your opinions on this home –price, presentation, interest.Engaging Questions• How long have you been looking for a new home?•Why didn’t you like this house?•What features are you looking for in a house?•Have you been pre-approved for a mortgage?•Do you have a home to sell?Reason to Meet & CloseIt would be great for us to meet at my office so that I can better understand your needs foryour next home I would like to introduce to our Gold Services Manager who can help youdetermine you buying power and all of the other supporting services that Weichert has tooffer to make the selling and buying processes go smoothly. I arrange time to meet with youon Thursday at 10 a.m. or would Saturday at Noon be better?
Sample Just Listed Call DialogueIntroductionsGood morning! My name is ____________ from Weichert, Realtors. We have just listed ahome on your street (provide address) and I wanted you to know. We do this at Weichert aspart of our service to our sellers. I was hoping you might know someone who would beinterested in the home, perhaps a relative or a friend who is house hunting right now.Engaging Questions• Did you know the house is for sale?•It’s a great house – have you been inside?•How does it compare to your home?•Have you had your home priced recently?•Do you have a move planned for yourself in the near future?Reason to Meet & CloseI would like to offer you a very unique service that will help you understand the value of yourhome: a complimentary Price Trend Analysis. I can review this with you on Thursday at 10a.m. or would Saturday at Noon be better?
Sample Farming Call DialogueIntroductionsHello, this is ____________ from the ________ office of Weichert, Realtors. I am your realestate Neighborhood Specialist. I have been actively listing and selling homes in your areaand I’m calling to give you the most current real estate updates.Engaging Questions•Did you know a home in your neighborhood at _______ recently sold for _______?•What do you think of the selling price?•Have you had your home priced recently?•Just out of curiosity, how much longer will your current home meet your needs?Reason to Meet & CloseAt Weichert we offer a very unique service that will help you understand the value of yourhome: a complimentary Price Trend Analysis. I can review this with you on Thursday at 10a.m. or would Saturday at Noon be better?
Just Dial It!You’ll be happy you did. They’ll be happy you did.
This week’s 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.
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?
Grow Your Skills and Business Find and download the Associate Calling Guide on the Weichert Toolkit Find and download the Prospect Follow Sheet 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.
“The path to success is totake massive, determinedaction.” - Anthony Robbins
Sales Planner1. 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
REMEMBER… Quickest Way to Boost Your Business Work an Open House every week. Aim for an Know the inventory! Appointment a Day! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 3=62% 4=78%
“Success is almost totally dependentupon drive and persistence. Theextra energy required to makeanother effort or try anotherapproach is the secret of winning.” – Denis Waitly Thank You