1. Boost Your Business
From Shopper to Buyer

2. Check In
 What did you do?
 What happened?
 What results did you get?
 What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. Getting Buyers to Close
Who is currently working with a buyer?

4. What is the Greatest Number of
Homes You Have Shown a Buyer?

5. Has Your Buyer Seen Enough Homes to
Make a Decision?
YES NO

6. Putting Choices on Paper Helps

7. Step 1: Note Desired Features
Desired
Features
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished
Basement

8. Step 2: List Properties Addresses
Desired 225 Main 138 Ferris 85 Sylvan 42 Birch
Features Street Way Way Drive
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished
Basement

9. Step 3: Take Notes as You Visit
Desired 225 138 Ferris 85 Sylvan 42 Birch
Features Main Way Way Drive
Street
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished
Basement

10. Step 4: Review Your Findings
Desired 225 Main 138 Ferris 85 Sylvan 42 Birch
Features Street Way Way Drive
Large Kitchen X X X
3 Bedrooms X X X X
3 Bathrooms X X X
Finished
Basement
X X X
Notes Large Yard Easy Needs Updates Cul-de-
Commute Sac

11. Step 5: Close for the Sale
“The home at 42 Birch Drive has all you are looking
for! Let’s write up an offer and I’ll present it to the
sellers.”

12. From Shopper to Buyer
What techniques have worked for you?
Conduct a group discussion and flipchart responses.

13. Grow Your Skills and Business
 Review Buyer’s file 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.

14. 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%