Buyer Consultation-A Rose by Any Other Name

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Buyer Consultation-A Rose by Any Other Name
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Check In

• What did you do?
• What happened?
• What results did you get?
• What do you think youll do next time?

Refer to your Sales Planner from last workshop
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Meet the Expert
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A Rose by Any Other Name

• What does Buyer Consultation mean to you?
• What do you think it means to your potential
  buyers?
• What is the main objective of doing a Buyer
  Consultation?
• What are the challenges for getting potential
  buyers to meet your for the buyer consultation?
• How do you overcome those challenges?

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Advantages of the Buyer Consultation

• Increases Buyer loyalty.
• Differentiates you and reinforces your value.
• Understand Buyers needs and wants.
• Decreases amount of time looking at homes.
• Educates Buyers about current market.
• Motivates Buyers to buy now, rather than wait.

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Steps for a Great Meeting

1. Follow the agenda follow the sequence and
   presentation.
2. Learn about the Buyers and their goals
   priorities.
3. Use the Weichert Brochure as a way to engage the
   Buyer and explain the home buying process.
4. Demonstrate value all along the way use
   dialogue such as What makes me different . . .
5. Sign Pledge of Service - This is my personal
   commitment to you to represent you every step
   of the way.
6. Introduce Buyer to GSM.
7. Review agency and secure Buyers signature on
   appropriate state disclosure document.

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Key Tips and Techniques

• Its a conversation, not a presentation. Ask the
  Buyer questions along the way.
• Slow down . . . It takes time to emotionally
  connect with the buyers. Take control by slowing
  yourself down to slow them down.
• Use the Defer Technique to stay on track.Well
  get to that . . .Were going to cover that in
  just a few minutes . . . First, I need to show
  you
• Working as an Associate/GSM team is most
  effective.

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Understanding Buyer Goals Priorities

• Work in pairs and discuss the following
• If you have every used it. If so, how did it
  work?
• Most valuable aspects of this tool.
• Anything you would change or modify.
• Do you think you will use this tool in the
  future?
• You will have 5 minutes.
• After 5 minutes, you will recap your discussion
  to the full group.

Distribute copies of the Getting to Know You
and Your Next Home form.
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Todays Call Session

• Make a minimum of 50 calls from your prepared
  list - Do Call List, SOI, OH Guest Registers,
  FSBO or Expireds.
• Keep track and report progress on the board.
• Record all leads and appointments made.
• Utilize Prospect Follow Up sheet to set follow up
  call appointments.

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Call Session Results

• How many calls were made in total? (Calculate on
  flipchart)
• How many appointments were made? (Calculate on
  flipchart)
• What worked well for you today when calling?
• What would you try differently next time?

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Grow Your Skills and Business

• Call until you get 1 appointment do this 3
  times before next session. Goal is to secure 3
  appointments.
• Attend 1 appointment appointment can be a buyer
  consultation, listing appointment (1st or 2nd),
  FSBO, expired or price improvement.
• Come prepared to make 50 calls at next workshop.
• Preview homes and take notes on property
  features.
• Work an Open House. Follow up with all guests in
  24 hours.
• Take online training Buyer Consultation
  Presentation.

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The path to success is to take massive,
determined action. - Anthony Robbins
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Sales Planner

1. Add the assignments we just reviewed to your new
   Sales Planner.
2. Write down what you will commit to do by next
   session.
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.

Distribute blank copies of Sales Planner
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Quickest Way to Boost Your Business
REMEMBER
Aim for an Appointment a Day!

• Work an Open House every week.
• Know the inventory!
• Get Price Improvements on listings 30DOM.
• Make 100 iCalls every week.
• Work FSBOs and Expireds every week.
• Follow up!

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• Success is almost totally dependent upon drive
  and persistence. The extra energy required to
  make another effort or try another approach is
  the secret of winning.
• Denis Waitly

Thank You