Boost Your BusinessBoost Your BusinessFrom Shopper to BuyerFrom Shopper to Buyer

Check InCheck 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

Who is currently working with a buyer?

Getting Buyers to CloseGetting Buyers to Close

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

Has Your Buyer Seen Enough Homes to Has Your Buyer Seen Enough Homes to Make a Decision?Make a Decision?

YES NO

Putting Choices on Paper HelpsPutting Choices on Paper Helps

Step 1: Note Desired FeaturesStep 1: Note Desired Features

Desired Features

Large Kitchen

3 Bedrooms

3 Bathrooms

Finished Basement

Step 2: List Properties AddressesStep 2: List Properties Addresses

Desired Features

225 Main Street

138 Ferris Way

85 Sylvan Way

42 Birch Drive

Large Kitchen

3 Bedrooms

3 Bathrooms

Finished Basement

Step 3: Take Notes as You VisitStep 3: Take Notes as You Visit

Desired Features

225 Main Street

138 Ferris Way

85 Sylvan Way

42 Birch Drive

Large Kitchen

3 Bedrooms

3 Bathrooms

Finished Basement

Step 4: Review Your FindingsStep 4: Review Your FindingsDesired Features

225 Main Street

138 Ferris Way

85 Sylvan Way

42 Birch Drive

Large Kitchen X X X

3 Bedrooms X X X X3 Bathrooms X X XFinished Basement

X X X

Notes Large Yard Easy Commute

Needs Updates Cul-de-Sac

Step 5: Close for the SaleStep 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.”

What techniques have worked for you?

From Shopper to BuyerFrom Shopper to Buyer

Conduct a group discussion and flipchart responses.

Grow Your Skills and BusinessGrow 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.

Quickest Way to Boost Your BusinessQuickest Way to Boost Your Business

Work an Open House every week.

Know the inventory!

Get Price Improvements on listings 30+DOM.

Make 100 iCalls every week.

Work FSBO’s and Expireds every week.

Follow up!

REMEMBER…REMEMBER…

Aim for an

Appointment a Day!

1=18% 2=34% 3=62% 4=78%