1. Boost Your Business
Put the Phone to Work for You &
The Art of Calling

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. Think Differently,
Work Smarter
Put the phone to work for you.

4. Can your business survive
without customers?

5. Time is Money
You decide what your time is worth every day.

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?

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?

23. Just Dial It!
You’ll be happy you did.
They’ll be happy you did.

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