Introducing -

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11. Weekly Training Session –Reach out on a Regular Basis Keeping up with your leads Guiding Principles of Follow Up!

12. Make the effort! Relationships require consistent contact. If you make the effort to keep up with your leads, they will notice! Even if they say they aren’t ready, keep them up to date on the market and your inventory. Long Term Relationships It’s not dating if you only go on one date!

13. Did you know? Long term leads ignored by a sales associate represents 77%* of potential sales!!! Don’t Miss Out! *Carroll, Brian, “Lead Nurturing, Ripening the Right Bananas.” • What are some ways that you can easily stay in contact with your leads?

14. What are some reasons why you should call your leads today? Example Useful Information(“I have this great article for you!”) “I know you’re not sure if you should sell first or buy first; would you like me to come over and give you a price evaluation on your home?” Think of things your leads may be interested in before you contact them. Brainstorming Activity

15. Sometimes it’s challenging to think about what you’re going to say week after week – try these tips! If you know what your Buyer is looking for: “I was just driving by ______ and I thought of you.” Tips to Reaching Out on a Regular Basis

16. Provide helpful neighborhood information: “I remembered your boys play soccer. Knowing your interest in the town, I thought I’d send you information on the town’s soccer program.” Soft approach: “All this time we’ve spoken, we’ve never met face to face. Why don’t we get together for coffee?” Tips to Reaching Out on a Regular Basis

17. “Jeff, Hi, this is Brett with Weichert Realtors. How have you been? Last time we spoke you had thrown your back out, are you feeling any better? I just wanted to call you and see how things were.” Tip: Dialogue on Checking In • Remember: • You don’t have to call to sell, call just to check in and get together!

18. Lead Follow Up Dialogue Book • Contains additional information on this principle and others. • Distributed at Call Sessions. • If you don’t already have a copy, pick one up at our next call session! Don’t forget to pick up your copy of this great resource today!

19. This Week’s Office Call Session Date: Time: Remember to bring your contact lists, such as your Open House Guest Registers!

20. Log On* and take the THREE Open House courses • Preparing for a Successful Open House • Conducting an Effective Open House • Open House Follow Up *www.WeichertOne.com and Weichert University