1. Boost Your Business
Using Inventory Knowledge to
Close More Deals

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. Knowing Your Market Inventory
Would you consider
yourself an expert
Neighborhood Specialist?

4.  What doSecuring Your
you do to Position
increase your knowledge
of market inventory?
 How do you secure your
position as
Neighborhood
Specialist?

5. Neighborhood Specialist
Who has an example of how
knowing the market inventory
helped you to be more
effective?
Success Story

6. Avoid Becoming a Taxi Driver
 Do a Buyer Consultation to
uncover buyers’ needs and
establish their motivation.
 Select properties from the
market inventory that meet
buyers’ needs and motivation.

7. Help Buyers and Sellers Take Action
ile  Prove to buyers that real estate is alive and well.
sF
er’
uy
B
- Show properties that have been sold.
- Encourage buyers to make offers – Any Offer is a Good Offer.
 Set realistic expectations with sellers.
ile
r’s
F - Show properties currently listed, and point out the long days on
lle
Se
market.
- Ask if they want their house to sit on the market as long as the
others.
- Convince sellers that they are lucky to get an offer - You will
thank me today.

8. Call to Action
 Challenge yourself every day to learn more about our market
inventory.
 Do the market inventory activities to increase your knowledge
and secure your value to customers and clients.
 Focus your efforts by uncovering buyers’ needs and
motivation.
 Use the Weichert brochure to help focus buyers.
 Log on to the Weichert Toolkit for additional resources.
 Use the buyer and seller files concepts to help buyers and
sellers take action.

9. Boost Your Business
Why Should I List with You?

10. 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

11. How will Clients Differentiate You
from other Agents?
When your clients view YOU as being:
 Unique
 Knowledgeable
 Thoughtful
 Organized
 Professional
You gain their trust and build rapport.

12. It’s All About Positioning
 How you position the information changes
everything:
– “I’ve prepared a customized Marketing Plan for
you.”
– “Weichert Lead Network is an exclusive system
we’ve developed . . .”
– “Our Price trend Analysis is unique in the
industry. Let me show you . . .”
– “At Weichert we do things differently. Here’s
something you may find of interest . . .”

13. What are the Objectives of the Weichert
Listing Process?
 Get to know the client.
 Get to know the home.
 Explain the customized marketing plan for
the home.
 Share the value of you and Weichert!
 Discuss and agree on price.
 Secure the listing.

14. Examining our Full Sales Process
 Why do we do Getting to Know You versus getting
to the Listing agreement?
 Why do we do a customized Listing Presentation
versus a canned proposal?
 Why do we do a Price Trend Analysis versus pulling
comps or doing a “CMA?”

15. The Weichert Sales Process
 The value story for working with YOU and Weichert
is embedded within our sales process.
 It allows you to:
– Personally, emotionally connect with your client.
– Build trust.
– Demonstrate your value.
– Show how you’re DIFFERENT.
– Show why you’re worth it.

16. Getting to Know the Seller
Sellers Think: Do I like you? Do I trust you?
Use the “Getting to Know You” tool to:
 Build rapport.
 Demonstrate your professionalism.
 Show sincere interest in the sellers.
 Learn about the sellers and their home.
 Separate yourself from the competition.

17. Share the Weichert Value Story
Sellers Think: Are you competent? Can you represent
me? Can you bring me buyers? Will you work hard for
me?
Use the Weichert Listing Presentation to:
 Demonstrate value.
 Show you have a plan.
 Express your commitment.
 Gain their confidence.

18. The Weichert Difference . . .
Six Distinct Advantages

19. Using Value Statements
 Statements that contain a feature or fact.
 Statements that contain a benefit or meaning to
the client.
 Use bridges to connect the two.
– This means that . . .
– What this means for you is . . .
– With this you get . . .
– Because of this, you will be able to . . .

20. Example Value Statement
Feature Bridge Benefit
When buyers This means . . . Our response time to
search online, we interested buyers is
have the ability to minutes compared to
directly connect days, getting more
them to a Sales buyers previewing
Associate like me. your property sooner.

21. Value Statement Exercise
Listing Presentation pages are needed to complete this exercise.
 Work in pairs.
 Review your assigned page of the Weichert Listing
Presentation.
 Create 2 value statements (fact, bridge, and benefit)
for that page. Think of past seller needs, preferences,
or situations that will help to formulate the value
statement.
 You will have 5 minutes.
 After 5 minutes, you will your share value statements
with the full group.

22. Close Throughout the Presentation
 “Is this a service you would want?”
 “Would you find this of value?”
 “Does this work for you?”
 “Is this helpful?”

23. Why is the Value Story so Critical?
 You distinguish yourself from the competition.
(The competition WANTS to be the same so the
only difference becomes commission.)
 Helps you overcome the brokerage fee issue.
 Seller knows what to expect because you share
EVERYTHING you’ll do to sell their home.
 Sell Value FIRST. Defer the commission
conversation so you can share the full Value Story.

24. Grow Your Skills and Business
 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.
 Take online training – “Listing Presentation Dialogue” and
“Tips and Effective Closing Techniques”.

25. “The path to success is to
take massive, determined
action.”
- Anthony Robbins

26. 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

27. Quickest Way to Boost Your
REMEMBER…
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%

28. “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