This document provides tips and strategies for using phone calls to grow a real estate business. It discusses the importance of calling and maintaining relationships with customers. Some key points:
- Calling prospects regularly can lead to appointments and listings. The formula suggested is to dial 100 calls to get 30 connections and ultimately 1 listing appointment.
- It's important to have conversations rather than just leaving messages. Follow tips like acting as a friendly host, taking time to listen, asking open-ended questions, and listening actively.
- Set goals to make a minimum of 50 calls per week and track appointments generated. Roleplay sample call dialogues for different prospect types like open house guests or just-listed neighbors.
- Remember
This presentation was used by Anaz Kabeer at Headstart Startup Saturday Kochi on June 13th 2015. The topic for this particular meet was "Getting initial customers".
This presentation was used by Anaz Kabeer at Headstart Startup Saturday Kochi on June 13th 2015. The topic for this particular meet was "Getting initial customers".
Presenting information clearly and effectively is a key skill to get your message or opinion across and, today, presentation skills are required in almost every field.
We are trying that every individual should well aware about the skills and tricks that need to apply here.
How to write a great advertising creative brief. David Bell
What you will get from this presentation is a real insight into the creative mind and process, you will learn how to write an insurance ad, the 4 steps to writing a better creative brief and how to run and feedback on a creative presentation.
This workshop was written for MercerBell clients to enable them to prepare better briefs that will lead to more customer delight.
Enjoy.
Ps. And please share if you have learnt something from this presentation.
How To Land Your First Consulting Clientmykemetzger
Consulting is not easy. The most important part is having a plan and a process ahead of time. Here is my best advice on how to land your first client. Learn more at www.MykeMetzger.com
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Presenting information clearly and effectively is a key skill to get your message or opinion across and, today, presentation skills are required in almost every field.
We are trying that every individual should well aware about the skills and tricks that need to apply here.
How to write a great advertising creative brief. David Bell
What you will get from this presentation is a real insight into the creative mind and process, you will learn how to write an insurance ad, the 4 steps to writing a better creative brief and how to run and feedback on a creative presentation.
This workshop was written for MercerBell clients to enable them to prepare better briefs that will lead to more customer delight.
Enjoy.
Ps. And please share if you have learnt something from this presentation.
How To Land Your First Consulting Clientmykemetzger
Consulting is not easy. The most important part is having a plan and a process ahead of time. Here is my best advice on how to land your first client. Learn more at www.MykeMetzger.com
We Sort Not Sell
How to build your team
Know your role as a new Influencer
Know your role as a experienced Influencer
Types of Presentations
The basics
Tips
Edification
Piquing Interest
Hosting Presentations
Sorting
When you work for yourself, you need a different business model. You can't make it work on 'volume'. Award-winning business advisor shares her Secret Sauce!
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This presentation was delivered at the 2011 Gen Blue event for Coldwell Banker in Las Vegas, Nevada. It shares the ten steps Realtor's must take to get the listings every time.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
Three of our top trainers will be compiling and presenting the very best of all 47 Power Hours in 2014!
Included are the most effective, results-generating text and email scripts, strategies to engage leads that have fallen through the cracks, learning about the art of creating a personal connection through non-verbal communication, the essential keys to surviving as a single agent, and much much more! Watch the webinar at http://learn.marketleader.com/display/learning/Top+5+Tips+from+2014
Sticky Business- make what you do STICK. Referrals, Farming, ListingsKim Knapp
Learn to create and implement an effective customer centered business plan, increase sales and master successfully vetting and assembling a team who will exceed customers’ expectations. Learn tools for managing and successfully understanding different types of customers. Transition yourself from a salesperson making cold calls to a trusted professional. Past customers become advocates and raving fans. Learn repeatable building blocks for creating a referral-based business starting now. That only comes when you know what it takes to create a RAVING FAN.
Raving Fans are everywhere including social media. Master Social Media as a Real Estate Professionals and understanding the do’s and don’ts. How to use the latest social media technologies, such as Facebook, Twitter and Instagram, create an online presence vital to reaching today's hyper-connected consumers. Master successfully engaging with customers and peers. Learn the meaning of viral, sticky and how to speak the social language. Don’t get lost in the black hole of social media. Know when to play and when to walk away. Demonstrate to consumers you use the most advanced real estate technology to provide exceptional service.
Discover the importance of comprehensive seller systems. Improve the customer experience, increase business and find more balance. Learn rapport building skills and how to better understand the Seller’s needs. How to successfully set expectations, including establishing everyone’s role in the transaction. Learn the most important qualities Seller’s are looking for and the most common concerns when choosing a real estate professional today.
Ten Essential Questions to Ask Your Realtor® in Listing Your HomeDoug Buenz
https://680homes.com/ten-essential-questions-to-ask-your-realtor-in-listing-your-home/
A Realtor® guides, assists, and takes the heavy load off your shoulder. He or she can make the home-selling process a smooth journey. You can also get a better deal in selling your Pleasanton home with the help of a competent Realtor®.
Insurance is a competitive industry and it's important for your agents to always be marketing to their preferred customer. Cole X-Dates can help agents succeed in growing their book of business efficiently and effectively. In 30 minutes, we’ll show you how agents can easily leverage timing, high value prospects and existing relationships in tandem with Cole X-Dates to be more productive and more importantly, make more money.
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
6. How much time did you spend
today speaking to or meeting
with a customer?
Were you busy being busy,
or were you busy being
productive?
7.
8. The 4 Tips of a Great Conversationalist
1. 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?
9. 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.
10. Activity: Say What?
Say the following statements out loud emphasizing the
italicized & underlined words. What you say is just as important
as 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)
11. 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.
12. 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?”
13. 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.
14. 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!
15. The Formula… It Works!
Dial 100 Calls
Actually speak to
30 people
Get 1 listing
appointment
16. 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 …”
17. 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!
18. 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.
19. Sample FSBO Call Dialogue
Introductions
Hello, this is ____________ from the ________ office of Weichert, Realtors. I see you are
selling 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 to
personally meet and establish a rapport with the FSBO. It is after you build that
relationship that you can ask questions and discuss Weichert’s services in person.
Reason to Meet & Close
Are you available today at 4 p.m., or would tomorrow morning be better? (If they agree to
meet, confirm the day, date and time. Begin to prepare for the first step of the listing
appointment.)
20. Sample OH Follow Up Call Dialogue
Introductions
Hello, 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 & Close
It would be great for us to meet at my office so that I can better understand your needs for
your next home I would like to introduce to our Gold Services Manager who can help you
determine you buying power and all of the other supporting services that Weichert has to
offer to make the selling and buying processes go smoothly. I arrange time to meet with you
on Thursday at 10 a.m. or would Saturday at Noon be better?
21. Sample Just Listed Call Dialogue
Introductions
Good morning! My name is ____________ from Weichert, Realtors. We have just listed a
home on your street (provide address) and I wanted you to know. We do this at Weichert as
part of our service to our sellers. I was hoping you might know someone who would be
interested 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 & Close
I would like to offer you a very unique service that will help you understand the value of your
home: a complimentary Price Trend Analysis. I can review this with you on Thursday at 10
a.m. or would Saturday at Noon be better?
22. Sample Farming Call Dialogue
Introductions
Hello, this is ____________ from the ________ office of Weichert, Realtors. I am your real
estate Neighborhood Specialist. I have been actively listing and selling homes in your area
and 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 & Close
At Weichert we offer a very unique service that will help you understand the value of your
home: a complimentary Price Trend Analysis. I can review this with you on Thursday at 10
a.m. or would Saturday at Noon be better?
24. 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.
25. 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?
26. 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.
27. “The path to success is to
take massive, determined
action.”
- Anthony Robbins
28. 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
29. 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%
30. “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
Editor's Notes
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007
Fast Track Facilitator Notes Session 2: Getting Started Weichert University October 2007