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*Prep for This Week’s Session*

Prepare for this week’s session by reviewing the Deal or No Deal game instructions for managers. Ensure speakers for audio on slides 11 to 13, have a flip chart for scoring. Analyze real-life visitor scenarios at an Open House. Evaluate phone call outcomes for potential deals. Reflect on missed opportunities and lead perception. Real IQ Inc. research insights provided.

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*Prep for This Week’s Session*

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  1. *Prep for This Week’s Session* Preparation for Managers: Review the slides and Notes section before your session for instructions on how to run the Deal or No Deal game in your office. Make sure you have speakers set up for your session for the audio that accompanies the presentation. The audio calls on slides 11, 12, and 13 will automatically play immediately upon clicking to those slides. Have a flip chart and markers available for keeping score. *Delete this slide before presenting *

  2. At the Open House As you read about each visitor,decide if it led to a deal or no deal. Note: All examples are based on true stories.

  3. At the Open House VISITOR #1: A young couple walks into the Open House. The wife immediately states that “her sister is a Realtor.” They sign the register with that notation, then look through the house.

  4. Visitor #1 What’s Your Decision? • Was there a deal or no deal (serious buyer or “tire kicker”)? • What made you think so?

  5. Buyers Now Looking at Homes! After two weeks, the Associate, Pamela Coyne, placed a follow-up call to see how the couple’s home search was going. They admitted that they did not have a relative who was a Realtor, and that they just wanted to wait until they were more serious about buying. At that point they were ready, and are currently working with Pamela and looking at homes! Pamela Coyne Summit, N.J. Office

  6. At the Open House VISITOR #2: A visitor walks into an Open House held on Election Day. She comments, “who does an Open House on a Tuesday?” She then looks around the house and leaves.

  7. Visitor #2 What’s Your Decision? • Was there a deal or no deal (serious buyer or “tire kicker”)? • What made you think so?

  8. A Buyer and a Seller! Vee Lahham, the Sales Associate at the Open House, discovered the woman had left to phone her husband from the driveway. She asked him to come see the home. They loved the home, and also made a listing appointment to sell their current house! Vee Lahham Brick, N.J. Office

  9. On the Phone We’re going to listen to three calls. As you listen to each call,decide if it led to a deal or no deal.

  10. Call #1 What’s Your Decision? • Was there a deal or no deal (serious buyer or “tire kicker”)? • What made you think so?

  11. Call #2 What’s Your Decision? • Was there a deal or no deal (serious buyer or “tire kicker”)? • What made you think so?

  12. Call #3 What’s Your Decision? • Was there a deal or no deal (serious buyer or “tire kicker”)? • What made you think so?

  13. Did You Make a Good Deal? • Which leads did you think were “bad?”Do these results surprise you?

  14. Recapture Those Leads! • Do you remember any leads you had left on the table because you thought they were “bad?” • How can you reach out to them to recapture the opportunity?

  15. Perception Determines Reality • Whether a lead is good or bad depends on your point of view. • Don’t pre-judge a lead. Close for an appointment to learn more about them. • Keep in mind that at least one out of three leads closes!* * Recent research conducted by Real IQ Inc., an independent research company.

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