BECOMING A TOP PERFORMER BEGINS TODAY!

1. Sales Techniques for Top Performers <?xml version="1.0"?><AllQuestions /> <?xml version="1.0"?><AllResponses /> <?xml version="1.0"?><Settings><answerBulletFormat>Numeric</answerBulletFormat><answerNowAutoInsert>No</answerNowAutoInsert><answerNowStyle>Explosion</answerNowStyle><answerNowText>Answer Now</answerNowText><chartColors>Use PowerPoint Color Scheme</chartColors><chartType>Horizontal</chartType><correctAnswerIndicator>Checkmark</correctAnswerIndicator><countdownAutoInsert>No</countdownAutoInsert><countdownSeconds>10</countdownSeconds><countdownSound>TicToc.wav</countdownSound><countdownStyle>Box</countdownStyle><gridAutoInsert>No</gridAutoInsert><gridFillStyle>Answered</gridFillStyle><gridFillColor>255,255,0</gridFillColor><gridOpacity>50%</gridOpacity><gridTextStyle>Keypad #</gridTextStyle><inputSource>Response Devices</inputSource><multipleResponseDivisor># of Responses</multipleResponseDivisor><participantsLeaderBoard>5</participantsLeaderBoard><percentageDecimalPlaces>0</percentageDecimalPlaces><responseCounterAutoInsert>No</responseCounterAutoInsert><responseCounterStyle>Oval</responseCounterStyle><responseCounterDisplayValue># of Votes Received</responseCounterDisplayValue><insertObjectUsingColor>Red</insertObjectUsingColor><showResults>Yes</showResults><teamColors>Use PowerPoint Color Scheme</teamColors><teamIdentificationType>None</teamIdentificationType><teamScoringType>Voting pads only</teamScoringType><teamScoringDecimalPlaces>1</teamScoringDecimalPlaces><teamIdentificationItem></teamIdentificationItem><teamsLeaderBoard>5</teamsLeaderBoard><teamName1></teamName1><teamName2></teamName2><teamName3></teamName3><teamName4></teamName4><teamName5></teamName5><teamName6></teamName6><teamName7></teamName7><teamName8></teamName8><teamName9></teamName9><teamName10></teamName10><showControlBar>No Slides</showControlBar><defaultCorrectPointValue>0</defaultCorrectPointValue><defaultIncorrectPointValue>0</defaultIncorrectPointValue><chartColor1>187,224,227</chartColor1><chartColor2>51,51,153</chartColor2><chartColor3>0,153,153</chartColor3><chartColor4>153,204,0</chartColor4><chartColor5>128,128,128</chartColor5><chartColor6>0,0,0</chartColor6><chartColor7>0,102,204</chartColor7><chartColor8>204,204,255</chartColor8><chartColor9>255,0,0</chartColor9><chartColor10>255,255,0</chartColor10><teamColor1>187,224,227</teamColor1><teamColor2>51,51,153</teamColor2><teamColor3>0,153,153</teamColor3><teamColor4>153,204,0</teamColor4><teamColor5>128,128,128</teamColor5><teamColor6>0,0,0</teamColor6><teamColor7>0,102,204</teamColor7><teamColor8>204,204,255</teamColor8><teamColor9>255,0,0</teamColor9><teamColor10>255,255,0</teamColor10><displayAnswerImagesDuringVote>Yes</displayAnswerImagesDuringVote><displayAnswerImagesWithResponses>Yes</displayAnswerImagesWithResponses><displayAnswerTextDuringVote>Yes</displayAnswerTextDuringVote><displayAnswerTextWithResponses>Yes</displayAnswerTextWithResponses><questionSlideID></questionSlideID><controlBarState>Expanded</controlBarState><isGridColorKnownColor>True</isGridColorKnownColor><gridColorName>Yellow</gridColorName></Settings> <?xml version="1.0"?><TeamNames><Team1></Team1><NewTeam1></NewTeam1><Team2></Team2><NewTeam2></NewTeam2><Team3></Team3><NewTeam3></NewTeam3><Team4></Team4><NewTeam4></NewTeam4><Team5></Team5><NewTeam5></NewTeam5><Team6></Team6><NewTeam6></NewTeam6><Team7></Team7><NewTeam7></NewTeam7><Team8></Team8><NewTeam8></NewTeam8><Team9></Team9><NewTeam9></NewTeam9><Team10></Team10><NewTeam10></NewTeam10></TeamNames> <?xml version="1.0"?><AllAnswers /> BECOMING A TOP PERFORMER BEGINS TODAY!

2. Sales Techniques for Top Performers • You are about to embark upon a new adventure that will make you a TOP PERFORMER with Berkshire! • You will be asked to stretch outside your comfort zone—to reach to new heights. • It won’t be easy but the payoff will be tremendous. The challenges and knowledge you will receive will make you stand out from the rest!

3. Sales Techniques for Top Performers Imagine a future with Berkshire in which you are a Shooting Star! • Open your mind to a new way of thinking! • Choose to be creative and Extra-Ordinary! • Be prepared to stretch! • Acknowledge your strengths and weaknesses so you can develop and grow!

4. WHY ARE YOU HERE? WHAT’S IN IT FOR YOU??

5. Berkshire Trains… You are in Control of your Future! 3 days devoted to Sales Training—THE Most Important Thing We Do! We prioritize sales! Webinars on Sales Techniques Jump Right In Training Checklist Grace Hill Training Learning Management System (LMS) Discovery/Breakfast Clubs Sales Meetings Video/DVD/Book Library Continuing Education Classes/Seminars/Conferences And More!!

6. Berkshire Rewards! Berkshire Contests 90s Club Leadership Conference National Sales and Marketing Consultant of the Year Ongoing Contests and Competition And More!

7. Berkshire is Growing Growth Means Opportunity! Tripled in size in 4 years Consultants that “Master Their Role” will grow! Consultants that set and achieve clear goals will grow! Extra-ordinary Sales Consultants that shine will get noticed and they will grow! Berkshire Promotes from within!

8. Learn Policy and Procedures • Share Super Sales Tips, Techniques and Ideas • Get Inspired to be a Top Performer by being Extra-Ordinary instead of Ordinary • Take advantage of resources • Learn more using Fun Accelerated Learning Techniques • Earn Berkshire Bucks for Participation • Reinforce the Learning with Nifty Notes

9. Preparing YOU to be a Top Performer Before anyone can be sold on your community, they must first be sold on you! Continually focusing on your PURPOSE will greatly assist you in becoming an Extra-Ordinary Sales and Marketing Consultant!

10. What is your PURPOSE?? SALES is your purpose!

11. Preparing YOU for the Sales Presentation • Choose your ATTITUDE everyday. • Having a positive outlook on your position, purpose and future leads to YOUR success. • You will find yourself closing more sales and effectively handling resident relations. A Great Attitude = A Great Performance

12. Preparing YOU for the Sales Presentation It starts with what you say to yourself! What are you saying to yourself? Experts say… “Over 80% of Self Talk is negative…

13. Preparing YOU for the Sales Presentation Experts say - “…negative Self-Talk cuts your functional I.Q. in half!” Choose to say Positive things to yourself!

14. Preparing YOU for the Sales Presentation • Dressing For Success • Make a great first impressionwith your prospective residents! • Choose business attire! • Make sure your clothes are pressed and you are well groomed, fresh, crisp and clean! • Berkshire expects it! • Your customer expects it!

15. Dressing for Success – Do’s

16. Dressing for Success – Don’ts

17. Break!

18. Preparing for the Sales Presentation • Knowledge is POWER! • Understanding your product is knowing what you are selling inside and out. This means becoming familiar with all aspects of your community and neighborhood.

19. Preparing YOU for the Sales Presentation • Each Community should have a Leasing Kit to assist them in the sales process.

20. Preparing the Product Making your community sparkle! • Remember, after working at your community for a while, you may lose your fresh perspective so make sure you walk your property every day with your: Sparkle Bucket Sparkle Checklist

21. Preparing YOU for the Sales Presentation Top Performers Brainstorm Session Let’s see what you know…..

22. Preparing YOU for the Sales Presentation Preparing for Sales means: • Choosing Your attitude and appearance. • Knowing Yourproduct • Preparing YourCommunity curb appeal, tour routes, the office, the models and show apartments

23. Top 5 Reasons People Choose a Place to Live 1 2 3 4 5 Location Perceived Value/Price Space Safety/Security Features/Amenities

24. Words that Sell! • Use descriptive wordsin your presentation • Use sensory wordsin your presentation • Use Unique Selling Features!

25. Words That Sell! Write a description about your community or an apartment using descriptive and sensory words. Write as if you were speaking to a prospect on the phone and trying to set an appointment. SELL your product, paint a picture…

26. Thank You for a Top Performance Today