Welcome to: “If You Call Them, They Will Meet.”

1. Welcome to: “If You Call Them, They Will Meet.” A Workshop on Lead Follow Up

2. Your Perception of Leads The Goal of Following Up With Leads Five Guiding Principles of Follow Up Follow Up Tools The Core Components of a Follow Up Call Practice What We’ll Cover Today 2

3. What do you see here? Ice Breaker 3

4. And here? Ice Breaker 4

5. Everyone saw something different in the picture. What did you see? What did the person next to you see? Can you see what others saw? Which was accurate? Perception Is Important 5

6. Your perception determines how you act. If you perceive leads to be worthless, you’ll get nothing from them. If you see the value of a lead, they will turn into business for you due to your follow up efforts. Perception Is Reality 6

7. Who is a Lead? A lead is someone who shows interest in buying or selling a home, regardless of timing. They are a potential source of business. 7

8. Leads Generated in 2006 1,506,133 Total Leads 8 *based on origin of leads % of sales Weichert Seller/Buyer Surveys 2006

9. Generating leads has not been our challenge. Converting leads into customers and clients is the challenge. 9

10. Where do your leads come from? Question 10

11. Leads, Leads and More Leads Think about the many different ways you get leads… • Open Houses • Op Time • Weichert Lead Network • Internet Leads • I-Calls • Referrals • Any others? 11

12. Leads, Leads and More Leads How many leads do you get in an average week? What percentage of those leads do you convert into customers? 12

13. What is preventing you from converting your leads? Question 13

14. What is preventing you from converting more of your leads? I don’t know who to follow up with and when. They don’t want to hear from me. It’s difficult to sort out all of the information I have on my leads! My schedule always changes so I can’t make time daily. Consistent, Organized System of Follow Up I don’t have enough time! I don’t want to be pushy. They aren’t serious about moving. What do I say? 14

15. Today we’re going to work through these challenges and practice efficient and effective ways to follow up with your leads. 15

16. The Follow Up Challenge Customers and Clients Leads Converting your leads into customers and clients requires your commitment to consistent follow up. 17

17. Online Courses By a show of hands, who has completed the online courses Follow Up: The Formula for Success and Converting Your Leads Into Cash? 18

18. Online Courses • Do you remember the 5 Guiding Principles of Follow Up? • Let’s do an activity to review the Guiding Principles. 19

19. Exercise: Guiding Principles of Follow Up • In groups of three, you will be assigned one of the Guiding Principles: • Reach Out on a Regular basis • Make Yourself Memorable • Make it Personal by Being a Student of One of Your Prospects • Give Something of Value • Write it Down- Use a System to Schedule and Organize Your Events 20

20. Exercise: Guiding Principles of Follow Up • Read your handout with the definition of your Guiding Principle. • Brainstorm at least 3 ways to apply the Guiding Principle to your business. (For example, how can you make yourself memorable to every lead that you come in contact with)? • Be sure someone in your group records the answers on a flip chart at your table. • Be ready to share your ideas with the group. • You have 5 minutes. Go! 21

21. Reach Out on a Regular Basis • Consistently contact your leads and focus on building your relationship. • The more often a lead hears your name, the more likely they will remember it. • Leads will be more inclined to work with you if you stay in touch with them. Group # 1, What ideas do you have for applying this Guiding Principle to your business? 22

22. Make Yourself Memorable • Tell your leads something interesting about yourself (hobbies or interests outside of real estate). • Wear something distinctive and easily recognizable. • Give leads something unique. • Provide your leads with a higher level of service than the competition so you stand out among the rest. Group # 2, What ideas do you have for applying this Guiding Principle to your business? 23

23. Make It Personal: Be a Student of Your Prospects • Get to know your leads beyond their real estate needs. • Ask questions and listen to them. • Find commonalities. People like other people like themselves. • Connect with them on a personal level so you can establish the basis of a trusting relationship. Group # 3, What ideas do you have for applying this Guiding Principle to your business? 24

24. Give Something of Value • Offer leads “something” to help them with their real estate needs. • Prepare yourself to be the knowledgeable neighborhood expert they’re looking for in a Sales Associate. • Demonstrate how they will benefit from working with you and your Weichert team. 25

25. Give Something of Value • Giving Something of Value can also mean you give them something more than tangible information. • Create a sense of urgency with them to get you to meet. • Create excitement and the willingness to move up their timeframe. • Utilize the “what if” Game- “If I can do _____ for you, would you be willing to do _____? Group # 4, What ideas do you have for applying this Guiding Principle to your business? 26

26. Write It Down • Put a system in place to organize notes on your leads and prompt you to contact them regularly. • Keep all your notes and contact information in one place so it’s easy to access and easy to use. Group # 5, What ideas do you have for applying this Guiding Principle to your business? 27

27. Write It Down What systems are you using to organize yourself today? Here are a few tools that you might be familiar with… 28

28. Prospect Follow Up Sheet • Record contact information and personal information on your leads. • Keep notes on your most recent contact. • Organize yourself and plan your next contact by date and action step. 29

29. Prospect Calling Card Or use the Prospect Calling Card for a more compact way to store information.

31. Capture the information… Each time you call be sure to note: • Date of each contact. • Updates of your conversation during the contact. • When to contact next - “I look forward to speaking with you next week.” File it into your “little black box” of leads! 32

32. Lead Follow Up Tickler Box • File your Prospect Contact Card for easy follow up. • Place card behind the month/date tab of the next scheduled call. 33

33. This is just one example of a system to organize your leads. Any good system of contact management will allow you to: Organize your leads in one central place. Prompt you to follow up. Store contact information for the lead. Record notes on the details of your contact with the lead. Your Contact Management System 34

34. The 4 Core Components of Each Follow Up Contact 35

35. Reconnect and Build Rapport Reconnect and Building Rapport means you reintroduce yourself and use what you learned about your leads’ personal interests to get the conversation going. Remember, begin by discussing anything not related to real estate. How do you reconnect and build rapport with your leads? 36

36. Probe for Information After you reconnect and build rapport, probe for information so you can get an understanding of where they stand in their real estate buying or selling process. What are some ways you can probe for more information? 37

37. Close for the Appointment Closing for an appointment means you want to secure a face-to-face meeting so you can talk more about their needs and address their concerns. Should you close for an appointment during each and every follow up contact? YES! Close for an appointment during each and every follow up contact! 38

38. Set the Stage for the Next Contact Set the expectations that you will be contacting them in the future, and let them know when they will hear from you again. What are some ways to set the stage for the next contact? 39

39. 15 Minute Break! 40

40. An Associate and his lead • Meet Oliver Jones, a Weichert Associate: • Oliver has been an Associate for 4 years. • Exceptionally knowledgeable about the local area he serves. • Is considered very friendly, and is very good about gaining people’s trust and getting to meet with them. • Let’s take a look at a family Oliver met at an open house. 41

41. Luis and Isabelle Sanchez, husband and wife of 3 years. Looking to buy their first home. Oliver met Luis and Isabelle at an Open House. Unsure about what they can afford. Just began their home buying search. Isabelle just lost her job and has been unable to find work with competitive, similar pay. They want to start a family soon. Characteristics of Oliver’s lead 42

42. Listen to the first follow up call between Oliver and the Sanchez’s. Listen to this call to see how he uses the Guiding Principles. Listen to see if he uses the Core Call Components. After this call is complete, think about what you would do during your next follow up contact with each lead. Let’s hear the first follow up contact 43

43. Discuss the Guiding Principles and Call Components Oliver reviewed. What were some challenges Oliver faced during this call? What did Oliver do well? What could he have done better? What should Oliver do during call # 2? How did Oliver do? 44

44. Listen to the second follow up call between Oliver and the Sanchez’s. Listen to this call to see how he uses the Guiding Principles. Listen to see if he uses the Core Call Components. After this call, think about what you would do during your next follow up contact with each lead. One week later…Oliver’s second follow up contact: 45

45. Discuss the Guiding Principles and Call Components Oliver covered during this contact? What were some challenges Oliver faced during this call? What did Oliver do well? What could he have done better? What should Oliver do during call # 3? How did Oliver do? 46

46. Listen to the third follow up call between Oliver and the Sanchez’s. Listen to this call to see how he uses the Guiding Principles. Listen to see if he uses the Core Call Components. After this call, think about what you would do during your next follow up contact with each lead. 13 days later…Oliver’s third follow up contact: 47

47. Discuss the Guiding Principles and Call Components Oliver covered during this contact. What were some challenges Oliver faced during this call? What did Oliver do well? What could he have done better? What should Oliver do during call # 4? How did Oliver do? 48

48. Listen to this follow up call between Oliver and the Sanchez’s. Listen to this call to see how he uses the Guiding Principles. Listen to see if he uses the Core Call Components. 3 weeks later…Oliver’s fourth follow up contact: 49

49. Discuss the Guiding Principles and Call Components Oliver covered during this contact. What were some challenges Oliver faced during this call? What did Oliver do well? What could he have done better? What did Oliver do during this call to get him an appointment with the Sanchez’s? How did the series of follow up calls from the very beginning help Oliver get the appointment with the Sanchez’s? How did Oliver do? 50

50. Split into groups of three. Each will have a turn to role-play the part of the Sales Associate, Lead, and Observer. Observer should take specific notes on the Associate’s use of the Guiding Principles and Core Call Components. The Associate and Lead should not face one another to simulate a real phone conversation. It’s your turn to practice! 51