***Read this slide and then delete for presentation***

1. ***Read this slide and then delete for presentation*** • Test and preview the videos on slides 8-11, 15, and 18. • Prepare group discussions on slides 17,19 ,22,and 27. Flipchart and markers are suggested. • Make copies of the handouts accompanying these slides: • Be Well Prepared worksheet • The Power of Listing Presentation handout • Self-Diagnostic Checklist • Sales Planner

2. Why you should use it on EVERY listing appointment. The Power of the Weichert Listing Presentation

3. Think about all of the prospecting time and effort you invested to book the listing appointment.

4. Are you going to blow it all away by NOT using any customized, personalized visuals? When meeting face-to-face visuals become the most important factor of effective communication.

5. With every Realtor telling the homeowner the same thing… what do you think is their deciding factor? Do you know that the average homeowner interviews 2 to 7 real estate agents before selecting one to list their home with? The agent with the best content and listing presentation is the one that will most impress the homeowner. Source: Presentation Training Institute

6. The Weichert Listing Process Step 1 Step 2 It’s a proven process with a trifecta of powerful tools designed to differentiate YOU and Weichert from the competition and increase the probability of you securing the listing at full commission.

7. Your Guides for Today’s Session Michele Church Washington Twp., NJ 9 current active listings and 19 closed listings in 2011 Karen Hinger Washington Twp., NJ 7 current active listings and 9 closed listings in 2011

8. The Value of the Weichert Listing Presentation Michele is a true believer in the value of the Weichert Listing Presentation. In her experience, the Listing Presentation is what sets her apart from her competitors. As a result, she always gets the listing.

9. The Value of the Weichert Listing Presentation Karen is also a true believer in the value of the Weichert Listing Presentation. Karen attributes the power of the customized Weichert Listing Presentation and the Leave Behind tools to being able to secure 6% commission with little or no objection.

10. Closing for the Listing Appointment Let’s watch Michele explain how she closes for the 2-step appointment and sets expectations from the very start.

11. The Weichert Listing Presentation • Allows you to share the full value story with your clients. Each page is designed to minimize objections by taking your seller’s mind off commission and focusing on what they can net when they list with you. By using it at every listing appointment, you will consistently win your sellers over every time. • With this tool you: • Demonstrate value • Show you have a plan • Express your commitment • Gain their confidence • Win them over

12. Guarantee Results Weichert Listing Presentation Effective Presentation Skills Sell the Weichert Value Story

13. Effective Presentation Skills • Look professional • Speak confidently • Sound convincing • Engage sellers

14. Look Professional • Dressing professionally is a given but your body language and gestures are important factors of your overall presence. • Sit tall, not hunched • Make consistent eye contact • Slightly lean in and relax your shoulders • Minimize talking with your hands • Maintain a positive, confident attitude • Be well prepared

15. Speak Confidently • Speaking confidently is one of the key factors in getting your message across clearly. Let’s watch Michele demonstrate how confidently she presents the Weichert Open House Program section of the Listing Presentation.

16. What’s Your Takeaway? • What did you like about Michele’s presentation? • How did she come across as confident? • Which dialogue or technique are you going to try?

17. Tips for Speaking Confidently • Practice and rehearse your presentation • Focus on how you pronounce and enunciate words • Pay attention to pace, think about speaking a little more slowly than usual • Add energy and clarity to your voice • Research the market area and preview the competing inventory • Be well prepared

18. Sound Convincing • Although you might be passionate about what you are saying, if it doesn’t come across well to your audience, then they won’t be convinced. Let’s watch Karen demonstrate how she presents the Weichert Internet Marketing Strategy section of the Listing Presentation.

19. What’s Your Takeaway? • What did you like about Karen’s presentation? • How did she sound convincing? • Which dialogue or technique are you going to try?

20. Tips for Sounding Convincing • Use more expression in your tone of voice • Make it personal and conversational • Interject pauses for impact and to help you control your speed • Emphasize key words that will help influence the meaning of your message • Be well prepared

21. Engage Sellers • When sellers can relate to what you are talking about and feel like you have their best interest in mind, they are going to want to work with you. • Ask open-ended questions to make it a conversation • Personalize to put your clients at center stage • Invite your clients to give feedback • Be well prepared It’s only 10 min. Tip: Take the online course Methods of Engaging the Clients and Customers

22. Be Well Prepared • This tip appeared on every slide we just covered on effective presentation skills. • Small Group Discussion: • Split into groups of 3 • Discuss the questions on the Be Well Prepared worksheet • Identify and prepare to share your top 2 ideas Distribute Handout.

23. Sell the Weichert Value Story We have a unique sales process that defines your value and the value Weichert provides your clients.

24. Three Sales Techniques . . . That will help you sell the value story, stay on track with your presentation, minimize objections, and secure the listing. Differentiate yourself Apply value statements Use small closes

25. Differentiate Yourself Use key words and statements that will emphasize how you and Weichert are unique, committed and achieve results. • “I’ve prepared a customized Marketing Plan for you.” • “Weichert Lead Network is an exclusive system we’ve developed . . . “ • “Our Price Trend Analysis is unique in the industry. Let me show you . . .” • “At Weichert we do things differently. Here’s something you may find of interest . . . “

26. Bridge Apply Value Statements Value statements provide clear, specific examples of how and why you and Weichert are the solution. Feature Benefit When buyers search online, we have the ability to directly connect them to a sales associate like me. This means . . . Our response time to interested buyers is minutes, compared to days, getting more buyers previewing your property sooner.

27. Use Small Closes to Get to Yes! Uses small closes to gauge the client’s readiness. This will help you secure agreement from the customer on all those smaller points throughout the listing presentation. It also gives you an opportunity to address any customer concerns or questions in the moment so your “big close” is a natural outgrowth of your conversation with the client or customer and doesn’t come across as a “sales pitch.”

28. Sample Small Closes • “Is this a service you would want?” • “Would you find this of value?” • “Does this work for you?” • “Is this helpful?” • What small closes do you like to use throughout your presentation?

29. Assess Your Skills • Use the Listing Presentation Self-Diagnostic Checklist to help you prepare for and then evaluate your listing appointments. Distribute Handout.

30. All of the great tips from today’s session! Here is a recap of . . . Distribute Handout.

31. Resources

32. Related Online Courses

33. Thank you to Karen and Michele for their video contribution. Michele Church Washington Twp., NJ Karen Hinger Moorestown, NJ

34. Sales Planner Follow Up • Did it help keep you on track for the week? • What challenges did you have? What will you do differently next time? • What successful results did you have this week? Distribute Handout.

35. List your sales opportunity such as securing a listing, lead follow up, etc. • List a minimum of two lead new prospecting opportunities for generating new leads and appointments. Book an appointment a day! • List the actions you need to take in order to achieve this opportunity (e.g. call past customers for referrals, follow up with Open House Guests, prepare a PTA). • Add appointments and planned work to your daily and weekly schedules as appropriate. • Update the results column once you complete the column for each sales opportunity. Include what happened and next steps. Be prepared to share at the next training session. Complete This Week’s Sales Planner

36. Follow up w/ expired lead Stop by to drop off brochure, etc. Drop by to introduce yourself, etc. Approach FSBO listings Prospect to fill your five pre-set appointments Five and fill them Know my market area Preview and inspect properties Plan and schedule sphere/pure gold follow up Stay Connected Office Mtg Follow-Up Calls Open House Drop by FSBO Make Calls Appt 10-11 Caravan Preview Properties Appt 1-2 Show Properties Appt 3-4 Drop by FSBO Appt 6-7 Appt 4-5

37. In yourself! Your talent! In the Weichert process and tools for securing listings and business. BELIEVE ACT Now! And Often! Do what it takes to make a difference and achieve results. COMMIT To your business plan! To yourself! To your customers!