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*Equipment and Materials *

*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.

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*Equipment and Materials *

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  1. *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 *

  2. Five and Fill Them! Featuring: Sean Shallis Million Dollar Sales NJAR Circle of Excellence Award Winner Gold: 1996, 1997 Platinum: 1998-2006, 2009-2011 to Securing More Appointments

  3. Your Success will be based on your ability to first get face to face with the customer.

  4. You are more likely to get to your destination if you have a plan.

  5. You are here

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

  7. 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. Five and Fill Them! Preview Properties New Appt. 11-12 New Appt. 11-12 Open House Show Properties New Appt. 2-3 New Appt. 4-5 New Appt. 6-7

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

  9. 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. Prospecting is Fundamental Make Calls Make Calls Preview Properties Make Calls New Appt. 11-12 Open House New Appt. 11-12 Showing Properties New Appt. 2-3 New Appt. 4-5 Make Calls Make Calls New Appt. 6-7

  10. 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 Meet Sean Shallis Your Prospecting Guide for Today!

  11. The Secret to Sean’s Success “Prospecting is the life-blood of the business!” Video: Prospecting the life-blood…

  12. According to Sean It’s All About… Attitude, Approach & Expectations

  13. 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 Activity: A Positive Mindset You have 8 minutes.

  14. Who is willing to share? • Briefly describe your situation. • How will using a positive mindset help you achieve the best possible outcome? A Positive Mindset

  15. Sean’s Prioritized Schedule Prospecting Lead Follow Up Appointments Negotiate 80%

  16. Implementing PLAN “Your schedule is the most critical aspect.”

  17. Sean's Top 5 Prospecting Tips

  18. Sean’s Top 5 Prospecting Tips It’s about their schedule so keep notes as to when is the best time to call. Prospecting in person is best. Be focused and committed when prospecting. Minimize distractions and interruptions. Have an appointment-a-day mindset. Set more appointments than you have time and cancel/change the ones that don’t qualify. Click on the sign to play last video

  19. 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?

  20. 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?

  21. 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. Complete This Week’s Sales Planner

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

  23. In the end, the journey is what YOU make it.

  24. In yourself! Your talent! In the Weichert process and tools for securing listings and business. BELIEVE ACT Now! And Often! Do what it takes to make a difference and achieve results. COMMIT To your business plan! To yourself! To your customers!

  25. Our workshop next week will be on Expireds. Please bring FIVE Expired leads to this session (Name, address, phone). What’s Next?

  26. Let’s Get Calling and Make Some Appointments!

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