Equipment and Materials

Home of unlimited opportunity.Home of unlimited opportunity.

*Equipment and Materials *

Preparation for Managers:• It is recommended that the Destination Success weekly training sessions are

scheduled and held separately from your weekly sales meeting.

• Download and save this presentation to your laptop. Do not run it from the server.

• There are video clips on slides 11,12,15-18. Click on the image of Sean Shallis to play the video. Fully preview the videos prior to your session. Make sure all pop-up blockers are turned off before clicking the link, and test your computer beforehand to make sure you can play the video.

• Have speakers set up and test the video and volume prior to your session.

• Download the handouts (Activity: A Positive Mindset, Secret to More Appointments, and Sales Planner) and print enough copies to distribute one to each.

• Have the bingo dabber present at your meeting. Associates will earn stamps for attending this training session.

*Delete this slide before presenting *


Five and Fill Them!Featuring: Sean Shallis

Million Dollar Sales NJAR Circle of Excellence Award WinnerGold: 1996, 1997 Platinum: 1998-2006, 2009-2011

to Securing More to Securing More AppointmentsAppointments


Your Success will be based on your ability

to first get face to face with the customer.


You are more likely to get to

your destination if you have a plan.


You are here


Have you ever heard of or read the book The Secret?

The Book's author, Rhonda Byrne, faced some pretty difficult challenges in her life and managed to crawl out of a deep rut after learning and applying The Secret, also known as the Law of Attraction.

The concept of The Secret is that we all have direct control over our own lives, and we are never victims. On a basic level, our thoughts, whether conscious or subconscious, along with our feelings, bring about a corresponding manifestation in our reality. .


Five and Fill Them!This planning strategy is similar to the concept of The Secret. You consciously anticipate and set five new appointments in your calendar each week. By virtue of planning and having a winning mindset your are more likely to fill them.

Open Hous

e

New Appt.2-3

New Appt.11-12

New Appt.6-7

New Appt.11-12

Show Properti

es

Preview Properti

es

New Appt.4-5


Here’s How It Works . . .

• While working Opp Time, Open House, or on a WLN call you can easily recall your pre-set dates and close for the appointment.

I would be happy help sell your house so that you can move to your retirement home at the beach. I am available to meet with you on Tuesday at 11 a.m. or Thursday 6 p.m., which is better for you?

• If you find yourself with one of your pre-set appointments open, use that time to make prospecting calls or to inspect/preview properties.

Now that you have the five appointments set, it’s time to fill them.


Prospecting is Fundamental

A steady pipeline with new appointments is the ONLY way to ensure long-term, consistent income in this business. Having a planned, disciplined routine for prospect calling is the best way to achieve this.

Open Hous

e New Appt.2-3

New Appt.11-12

New Appt.6-7

New Appt.11-12

Showing

Properties

Preview Properti

es

New Appt.4-5

Make Calls

Make Calls

Make Calls

Make Calls

Make Calls


Meet Sean ShallisYour Prospecting Guide for Today!

• Sean Shallis is a top producing Sales Associate from the Weichert Corp HQ sales office

• He has sold 700 homes throughout his real estate career, averaging 6-8 transactions a month

• Sean is dedicated to prospecting; he makes 4,000-6,000 calls per year


The Secret to Sean’s Success

“Prospecting is the life-blood of the business!”

Video: Prospecting the life-blood…


According to Sean It’s All About…

Attitude, Approach Attitude, Approach

& Expectations& Expectations


Activity: A Positive Mindset

• Work in pairs.

• Using a real customer situation (picky buyer wants a steal; expired listing lead wants full price, etc.) discuss how focusing on the positive can help you achieve the best possible outcome. Using the activity handout take notes on the following: Customer’s expectations

Obstacles to overcome

The positives

Your approach and desired outcome

You have 8 minutes.You have 8 minutes.


A Positive Mindset

Who is willing to share?

• Briefly describe your situation.

• How will using a positive mindset help you achieve the best possible outcome?


Sean’s Prioritized Schedule

PProspecting

LLead Follow Up

AAppointments

NNegotiate

80%80%


Implementing PLAN

“Your schedule is the most critical aspect.”


Sean's Top 5 Prospecting Tips


Sean’s Top 5 Prospecting Tips

1. It’s about their schedule so keep notes as to when is the best time to call.

2. Prospecting in person is best.

3. Be focused and committed when prospecting. Minimize distractions and interruptions.

4. Have an appointment-a-day mindset.

5. Set more appointments than you have time and cancel/change the ones that don’t qualify.

Click on the sign to play last

video


Sean’s Got ‘Moves Like Weichert’

• Which one of Sean’s prospecting techniques do you find most useful?

• What new approach to prospecting will you commit to trying next week?


Sales Planner Follow Up

• Did it help keep you on track for the week?

• What challenges did you have? What will you do different next time?

• What successful results did you have this week?


Complete This Week’s Sales Planner

• List your sales opportunity such as securing a listing, lead follow up, etc.

• List a minimum of two lead new prospecting opportunities for generating new leads and appointments. Book an appointment a day!

• List the actions you need to take in order to achieve this opportunity (e.g. call past customers for referrals, follow up with Open House Guests, prepare a PTA)

• Add appointments and planned work to your daily and weekly schedules as appropriate.

• Update the results column once you complete the column for each sales opportunity. Include what happened and next steps. Be prepared to share at the next training session.


Five & Fill them Pre-set appts and prospect to fill them


In the end, the journey is what

YOUYOU make it.


ACTACT

BELIEVEBELIEVE

COMMITCOMMIT

In yourself! Your talent! In the Weichert process and tools for securing listings and business.

Now! And Often! Do what it takes to make a difference and achieve results.

To your business plan! To yourself! To your customers!


What’s Next?

Our workshop next week will be on Expireds.

Please bring FIVE Expired leads to this session (Name, address, phone).


Let’s Get Calling and Make Some Appointments!

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*Equipment and Materials *

Equipment and Materials