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***Read this slide and then delete for presentation***

***Read this slide and then delete for presentation***. Access WeichertOne and review the tools available on Sales Associate Resources, Working with Sellers. Test and preview the videos on slides 21-24, 26-29. Prepare for group discussions on slides 4, 7, 14 and 28.

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***Read this slide and then delete for presentation***

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  1. ***Read this slide and then delete for presentation*** • Access WeichertOne and review the tools available on Sales Associate Resources, Working with Sellers. • Test and preview the videos on slides 21-24, 26-29. • Prepare for group discussions on slides 4, 7, 14 and 28. • Bring a “Getting to Know You and Your Home” brochure to use as a reference throughout the presentation. • Review the tools on WeichertOne, Sales Associate Resources: Working with Sellers, Buyer’s File, Financial Solutions. • Make copies of the “Using the Getting to Know You Tipsheet” and the “Getting to Know You” Self-Diagnostic Checklist accompanying these slides.

  2. Getting to Know You The Foundation for Getting Listings

  3. The More Important Step By a show of hands, which do you believe is a more important step in the listing process? Getting to Know You and Your Home The Listing Presentation Pricing

  4. The More Important Step Jim Weichert thinks it is the Getting to Know You and Your Home. Does it surprise you that he believes this? Why do you think he believes this? Discuss your thoughts and we’ll learn why Jim feels this way in the coming slides.

  5. Remember what Jim Weichert believes:

  6. “People buy people before they buy products and services.” - Jim Weichert

  7. Show of hands: Who uses the Getting to Know You and Your Home brochure? How do you introduce this tool? What are your tips for using it? In your opinion, what value does it bring to the conversation you have with sellers? Getting to Know You and Your Home Brochure

  8. Use the GTKY to: • Build rapport • Demonstrate your professionalism • Show sincere interest in the sellers • Learn about the sellers and their home • Separate yourself from the competition

  9. 1. Build Rapport • Be friendly and enthusiastic. Be genuine! • Find a way to connect with them personally. • Compliment them on their home.

  10. 2. Demonstrate Your Professionalism • Your approach to the listing process shows your professionalism. • Arrive Early. • Dress professionally. • Wear your nametag.

  11. 3. Show Sincere Interest in the Sellers • Listen carefully to what they are saying. • Emotionally connect with them. • Be in tune with their priorities and motivations. • Summarize and offer similar stories or experiences you’ve had.

  12. 4. Learn About the Sellers and Their Home Show that you CARE Compliment the seller’s home Ask Questions Relate to the Sellers Enthusiastic

  13. 5. Separate Yourself from the Competition • Use the tools found on WeichertOne and Weichert University. • Be able to articulate what separates you and Weichert from others.

  14. What do you do to leave the impression with the seller that nobody would do as much as you would to sell their home? Make a Lasting Impression

  15. Here are a few tips Jim Weichert personally believes will leave this kind of impression: Jim’s Lasting Impression

  16. Pay close attention to important items within the house such as the boiler. This shows you will go to great lengths to find out even the smallest details about the seller’s house. Look Closely at the Boiler

  17. Ask the seller to walk you up and down the entire property line. This sends a message that you want to see everything their property has to offer. It also gives you more time to talk and get to know them and their needs. Walk the Property Line

  18. 1. Because you’re getting to know the sellers and their house. Why are these small actions important? 2. You begin separating yourself. 3. You’re demonstrating your focus, professionalism and attention to detail.

  19. Meet Barbara and Audrey Barbara Opp Toms River, NJ Audrey Primozic Germantown, Upper Montgomery County, MD Audrey and Barbara will share tips on what they do to build the relationship with their clients and how the Getting to Know You and Your Home Brochure helps.

  20. Meet Barbara Opp • NJAR Circle of Excellence 2002-2010. • Top Listing agent 2010. • Barbara generates 90% of her business through referrals!

  21. The Importance of the 1st Meeting • Let’s watch Barbara discuss the importance of having this up front meeting to get to know the sellers.

  22. Get to Know the Home • Barbara also believes a big part of being successful is getting to know their home. • Let’s hear how learning about the details of the home helps in getting to know the seller.

  23. Make Yourself Stand Out • We asked Barbara how she makes herself stand out among other associates. • Let’s hear some techniques Barbara uses and its impact on sellers.

  24. Even Get to Know Referrals • Earlier we mentioned Barbara generates most of her business through referrals. • As the video shows, no matter who they are, she still understands the value of getting to know each and every seller.

  25. Meet Audrey Primozic • Audrey has been with Weichert for 25 years. • Awards include # 1 ranking in sales, dollar volume and gross commission income. • Her success is linked to being the “go-to” associate in her farm area. She’s been building her business through her farm for years.

  26. Audrey is going to share the kinds of questions she asks when using the brochure. • Audrey will also offer tips on what she does throughout the initial meeting. Audrey Using the Brochure

  27. Let’s see another clip, this time of Audrey in action using the brochure with a seller and how she sets the stage for the second step in the listing process. • Take special note of the first question Audrey asks. Audrey Using the Brochure

  28. What’s Your Takeaway? • What did you like about Audrey and Barbara’s approach to getting to know sellers? • Which techniques are you going to try? • Let’s see the Sold Sign practicing these techniques with his seller.

  29. Separate Yourself from the Competition In the end, you’ll want customers to react to you the way one of Audrey’s customer’s reacted:

  30. Getting to Know You on WeichertOne Access www.WeichertOne.com and check out Sales Associate Resources, Working with Sellers

  31. Getting to Know You on WeichertOne You’ll find Tips, FAQ’s, access to resources and success stories. Refer to this page before your first meeting with every seller!

  32. Weichert University Online Courses • The following courses will help you in a variety of areas: • The First step in the Listing Process: Getting to • Know You • - Listing Presentation Dialogue and Tips • - Selling the Weichert Value Story

  33. Thank you, Audrey and Barbara Audrey Primozic Germantown, Upper Montgomery County, MD Barbara Opp Toms River, NJ

  34. All of the great tips from today’s session! Here is a recap of . . . Distribute Handout.

  35. Use this great tool to ensure you are conducting your meetings with CARE Getting to Know You Self-Diagnosis Checklist Distribute Handout.

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