Home of unlimited opportunity. Turning Up the Heat: Un-Freezing Buyers.

Home of unlimited opportunity.Home of unlimited opportunity.

Turning Up the Heat: Turning Up the Heat: Un-Freezing BuyersUn-Freezing Buyers


*Prep for This Week’s *Prep for This Week’s Session*Session*

• Speakers for automated slides (slides #13-34).

• Test run the automated pieces of the presentation before the meeting.

• Edit slide #9 to list the top three things that made you stand out from others when you were a sales associate.

• Put blank paper, one sheet per associate, in the center of each table for the exercise on slide 9.

• Have copies of the Targeted Marketing Plan available for slides 50-51.

*Delete this slide before presenting *


Today’s SessionToday’s Session

• We’ll revisit who we are as real estate agents and how we are perceived by our clients.

• You’ll leave here today with a fresh approach to influencing buyers in this market.


44

What We See Everyday

How do these headlines make you

feel?

Economy: Sharpest Decline in 26 YearsMarkets Flat Amid Bailout

Delay Economy Shed

598,000 Jobs in

January


Don’t Let the Gloom Get to You

You have two choices, believe in the reports of “doom and gloom…”

Or…

Look at the market from a different perspective - and realize there’s opportunity in this type of market.


You Have a ChoiceHow do you perceive today’s real estate market?

Half full? Half empty?


Think About . . .

1. Think about the most positive person you know

2. Now think about the most negative person you know

3. Who is more successful (measure success by any standard you choose – makes most $$, is happier, etc.)?


Be Positive

Most people connect a positive attitude with success.

Often, a positive attitude can be what distinguishes you from other Associates.


How Do You Distinguish Yourself From Other Associates?

- Available to meet the needs of

others- Caring- Proactive ***(Managers: Edit this slide with the 3

characteristics that made you stand out, then

delete the red text.)***Take 2 minutes and write down 3

characteristics that make you stand out

from other Associates.

When I was an Associate, I

stood out from others because

I was:


Make Yourself Stand Out

Look at the piece of paper you just wrote your characteristics on.

These characteristics are how you want your buyers and sellers to see you!


Make Yourself Stand Out

- You can be the bright light that breaks through the doom and gloom.- Use your unique traits to make yourself stand out to buyers and sellers.


Your Positive Attitude Separates You

Here’s how I see you:

You have heart, compassion, a willingness to do what’s right for your customers – and a positive attitude, while others are stuck in the negative.


Who

am I ?

.Note: Play this is slide show view.

The slides will play automatically.

I’m not a revenue unit.

I’m not a transaction.

I’m not a commission.

.

Do you know me?

.

Do you know how I feel?

Do you know what I want?

Do you know where I’m headed?

..

Did you listen?

.

I want a place where our children can learn…

and play safely.A place my family can call

home.

.

Can you help me?

.

We’re trying to buy our first home.

I’m so nervous.

I need reassurance.

I have a million questions.

I need someone who listens.

.

My company is relocating me.

It’s all happening so fast.

I need answers. Now.

What is it like there?

I need a Neighborhood Specialist.

.

We’re expecting another child.

What are my financing options?

I need all my resources in one place.

We need more space.

I need someone who cares.

.


I’m YOUR customer.

.


Me

Help

You

Can?.


You

can Helpbecause…

.


HopeYou are

.


Inspiration

.

You are


Trust

.

You are


Encouragement

.

You are


A Guide

.

You are


A Dream Builder

.

You are


Responsive

.

You are


The Solution

.

You are


You are

.


You’re The Bright Light

You know it’s okay to buy and sell now.

You’re the one who can help them feel at ease.


Help Buyers Understand

This storm will pass.

It’s okay to buy now.


It’s Okay to Buy NowHow long do your buyers plan on living in the house they want to buy?

Reassure them that real estate is still an outstanding long term investment…it’s safe to buy now if they plan on staying in their home for a few years.


Tell me…for those of us who own a home, what were some of your reasons for buying?

Benefits of Home Ownership


Home Ownership is an Investment

But for most, it’s much more than that.


Home Ownership is…

A place to live.

Everyone has to live somewhere.



Freedom to do what you want with your home.



A place to start a family.People want to raise their children in a secure environment.



A way to belong to a community.People like the feeling of being a part of something.


Once They’re At Ease…

Once you’ve gotten them to feel comfortable that it’s safe to buy now, it’s time to put your sales skills to work.

Let’s start with a question…


Opportunity LostThink about an opportunity in life you passed

up that you regret to this day.

Was it an opportunity to

purchase stock?Was it a relationship? Was it a chance to

travel somewhere?

Do you look back and regret what you missed out on?


Buyers Shouldn’t Miss Out On This Chance

Help them see the opportunity in this market.

Tell me some ways you can help buyers recognize this opportunity.


Ways to Help Buyers See the Opportunity

1. Show them an unbelievable deal they just missed out on

2. Use the “V” Tool to show the “buying zone”

3. Use your targeted marketing plan to show lower-range buyers their unique opportunities


Show Buyers What They Missed Out On

Print MLS sheets showing recently sold homes that were great deals.These are their missed opportunities!


The “V” Tool

Prices RatesHas

anyone used

this tool yet with buyers?

How did your

buyers react?


Use the Targeted Marketing Plan

Marketing Plan Actions Resources

Gather MLS sheets for the highest-value, lower end price range properties in your market area. This list will be used over and over again in the actions below.

Your MLS

Target Past Customers with Adult Children Who Could Be A First-Time Buyer

1.Review your list of past customers and sphere of influence. According to NAR, 55% of first-time home buyers find their agent through a referral.

2.Look for those who have children who could be ready to buy (i.e., just out of college and in their first job) – especially if they could get a great deal.

3.Call up these customers and “catch up” – re-establish rapport, ask about their children and transition to:

“I can’t tell you how many people I’ve spoken to lately that wished they were buying today, and that led me to thinking about your oldest son Bobby. Wouldn’t you love to see him in his first home? Let’s get together to look at the great values out there so you can see for yourself how affordable it is for first-time buyers. I would love to have gotten a deal like this when I was buying my first home. ”

1.Use the highest value, lower price range list to share opportunities. Invite them in for a private consultation with your Gold Services Manager to discuss buying potential and financing options.

Pure Gold List. Request at: [email protected]

www.WeichertOne.com, , Weichert Toolkit, Associate Calling Guide

Your Gold Services Manager

Target Renters: Strategy #1

1.Identify rental buildings/communities in your primary market area.

2.Create property packages targeted to this group of potential buyers:

a. Select three high-value, lower price range properties and print out color property highlight sheets on each. You may also want to take advantage of low cost options for marketing to renters through WeichertiMail.com.

b. Print out the two flyers on Myth vs. Reality and Take the Plunge. Put them on top of the property highlight sheets.

c. Write a personal note and invitation to discuss these opportunities and more. Put your note on top.

d. Attach your business card to your note.

3.Deliver these personally to people living in the rental communities to share with them the opportunities in the market area.

Marketing Resource Center Direct or www.WeichertiMail.com

home page, two flyers are at the top of the page

“Own a Home for What You Pay in Rent” door hangers, (use where allowable) from Quantum

Target Renters: Strategy #2

1.Access www.WeichertiMail.com

2.Send a mailing out to renters (they have renter lists). The Neighborhood Activity Business Reply Card and the Real Estate Update Card are two good choices.

3.Request the contact list. All phone numbers have been checked against the Do Not Call register (Quantum scrubs the list for you).

4.Make a warm call to the renters to ask them if they received your card . . . ask about their plans for moving any time in the future. Offer your assistance. It’s a great time to meet so you can show them even more opportunities in the area.

www.WeichertiMail.com

www.WeichertOne.com, , Weichert Toolkit, Associate Calling Guide

Has anyone tried any of these actions? Tell me how it worked for you.


Marketing Plan Actions Resources

If you’re a Weichert Lead Network Specialist: Reignite the “Inactive” Lead

1.Access your WLN Portal and click on your “Inactive Leads” tab.

2.Review the properties the leads originally called in on and compare those homes’ features with the features of your highest value, lower price range properties. Match their needs with the tremendous opportunities that exist today.

3.Call the leads. Offer to review some homes you’ve found that may be of interest. “When can we meet?”

4.If you’re a Rental Specialist, be sure to do the same for your renters as well and explain the opportunity for buying in today’s market.

WLN Portal (www.WeichertLeadNetwork.com)

WLN Coordinator or Manager

Invite EVERYONE you meet as your Guest to an upcoming Home Buyers Seminar

1.Print out a stack of invitations to your next Home Buyers Seminar and staple your business card to each invitation.

2.Hand a Home Buyers Seminar flyer/invitation to EVERY guest that attends your open houses. Since those attending open houses are active buyers, they are the ones who will most likely see a value for coming to a home buyers seminar. They want to know what’s happening and how to get real value in today’s market.

3.At the dry cleaners, grocery store, hair cutters, pharmacy, dentist, etc. – hand out a Home Buyers Seminar invitation with your business card on it. Let them know to register to learn more about the market and the opportunities. Tell them you have private consultation time available right after the seminar so you can meet one-on-one.

4.Call your past open house guests who visited lower price range properties. Share with them the properties currently available that fit what they were looking for in the past (using your highest value, lower price range list). Invite them to the next seminar to learn more about the current market.

Ask your manager about the schedule and flyers available for upcoming Home Buyer Seminars. Your GSM and manager are working together to hold these seminars throughout the year.

Has anyone tried any of these actions? Tell me how it worked for you.

Use the Targeted Marketing Plan


Ways to Help Buyers See the Opportunity

Can you think of any other ways to help buyers see the opportunity in this market?

Home of unlimited opportunity. Turning Up the Heat: Un-Freezing Buyers.

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Transcript of Home of unlimited opportunity. Turning Up the Heat: Un-Freezing Buyers.