Perfecting the Point-of-Sale

1. Perfecting the Point-of-Sale As we continue our focus on perfecting the Point-of-Sale, we have a great opportunity to learn from each other by listening to and discussing recorded customer calls. Today we will listen to 5 customer calls and closely assess the application of the Weichert Difference Key Actions on each call. Several of them are “perfect” calls. Applying the actions and dialogue demonstrated by these terrific Associates will lead to more appointments and increased earnings.

2. Today’s Top Real Estate Coaches Encourage Learning from Others as a Way to Boost Productivity Mike Ferry Brian Buffini Floyd Wickman Tom Hopkins If it's not excellent, don't do it. Always take the high road Exceed people's expectations. Win! The truth of the matter is that natural skill, combined with "how to" training is the real secret to high level productivity. Be open to changing your habits and your behaviors. Little changes yield big results.

3. What do YOU gain from listening to and discussing dialogue and sales techniques of fellow Associates?

4. Point-of-Sale Key Action Score Sheet We will use this tool as we listen to and discuss each call.

5. Achieving a Perfect Score • One point is given for each Key Action, except… • Closing for the Appointment with a set date, time & place is weighted the most. • Scoring a‘Perfect10’ on every call will increase appointments and sales.

6. Call #1 • Listen to the recorded Weichert Lead Network call. • Score the call using the Point-of-Sale Key Action Score Sheet. • Give 1-point for Gather Contact Information since it’s a WLN call. • Take notes on what you like or don’t like about the call. Click on image to play call.

7. Let’s Score It Together • Warm, Friendly, Likeable: • 1 point • Gather Contact Info: • 1 point • Asked, Listened, Learned: • 1 point • Showed What They Know: • 1 point • Closed for Appointment: • 6 points 1 Enthusiastic tone 1 Automatic for WLN Tell me a little bit about it and why you like it? 1 Good complex;Comes with a nice gym, etc. 1 What’s your situation this weekend? 6

8. And the Score Is . . .

9. Way to Go David ! David Leonard Jersey City Downtown NJ

10. Call #2 • Listen to the recorded Weichert Lead Network call. • Score the call using the Point-of-Sale Key Action Score Sheet. • Give 1-point for Gather Contact Information since it’s a WLN call. • Take notes on what you like or don’t like about the call. Click on image to play call.

11. Let’s Score It Together • Warm, Friendly, Likeable: • 1 point • Gather Contact Info: • 1 point • Asked, Listened, Learned: • 1 point • Showed What They Know: • 1 point • Closed for Appointment: • 0 points 1 Friendly tone 1 Automatic for WLN What is your timeframe? Is this your general area? 1 Foreclosure. Iwork closely with this company… 1 Implied but did not ask or set appt. 0

12. What Would Make This Call a ‘Perfect 10’? • What was missing on the call that prevented it from scoring a ‘Perfect 10’? • Which key actions do you think were performed well on this call? • What coaching advice would you give to make it an even better call?

13. Call #3 • Listen to the recorded Weichert Lead Network call. • Score the call using the Point-of-Sale Key Action Score Sheet. • Give 1-point for Gather Contact Information since it’s a WLN call. • Take notes on what you like or don’t like about the call. Click on image to play call.

14. Let’s Score It Together • Warm, Friendly, Likeable: • 0 points • Gather Contact Info: • 1 point • Asked, Listened, Learned: • 0 points • Showed What They Know: • 1 point • Closed for Appointment: • 0 points 0 Hurried tone 1 Automatic for WLN Did not ask any engaging questions. 0 Provided requested association fee information. 1 Did not ask or set appt. 0

15. What Would Make This Call a ‘Perfect 10’? • What was missing on the call that prevented it from scoring a ‘Perfect 10’? • Which key actions do you think were performed well on this call? • What coaching advice would you give to make it an even better call?

16. Call #4 • Listen to the recorded Weichert Lead Network call. • Score the call using the Point-of-Sale Key Action Score Sheet. • Give 1-point for Gather Contact Information since it’s a WLN call. • Take notes on what you like or don’t like about the call. Click on image to play call.

17. Let’s Score It Together • Warm, Friendly, Likeable: • 1 point • Gather Contact Info: • 1 point • Asked, Listened, Learned: • 1 point • Showed What They Know: • 1 point • Closed for Appointment: • 6 points Professional, friendly tone 1 1 Automatic for WLN Tell what you’re looking for? 1 Confidentlycontrolled call and process. 1 Set appointment to meet at the office. 6

18. And the Score Is . . .

19. Great Job Sharon! Sharon Ledbetter Germantown MD Now Under Contract!

20. Call #5 • Listen to the recorded Weichert Lead Network call. • Score the call using the Point-of-Sale Key Action Score Sheet. • Give 1-point for Gather Contact Information since it’s a WLN call. • Take notes on what you like or don’t like about the call. Click on image to play call.

21. Let’s Score It Together • Warm, Friendly, Likeable: • 1 point • Gather Contact Info: • 1 point • Asked, Listened, Learned: • 1 point • Showed What They Know: • 1 point • Closed for Appointment: • 6 points 1 Friendly, warm tone 1 Automatic for WLN Tell me what you are looking for in a home. 1 Confidentlycontrolled call and process. Promoted GSM. 1 When are you available…? 6

22. And the Score Is . . .

23. Way to Go René ! René Best Gainesville VA

24. Learning from Others • What did you learn or gain from listening to these calls ? • Which dialogue or techniques did you like that you plan to try with new customers? • Are the Weichert Difference Key Actions limited to only when on the phone? Where and how else can you use them?

25. Perfecting the Point of Sale When you’re on the phone, at an open house, or in the office sitting Opp Time, what can you do OR are you doing to make ‘closing for an appointment’ a natural automatic occurrence?

26. Education without application is worse than worthless. - Floyd Wickman

27. Call To Action Apply the Weichert Difference Key Actions with everynewcustomerinteraction on the phone, at Open Houses, and in the office. On every prospecting call, whether incoming or outbound, close for an appointment. Monitor and track your results. Were you able to close more appointments? Prepare to share your experience and any successes next week.