Boost Your Business Boost Your Business From Shopper to Buyer From Shopper to Buyer
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Boost Your BusinessBoost Your BusinessFrom Shopper to BuyerFrom Shopper to Buyer
Check InCheck In What did you do?
What happened?
What results did you get?
What do you think you’ll do next time?
Refer to your Sales Planner from last workshop
Who is currently working with a buyer?
Getting Buyers to CloseGetting Buyers to Close
What is the Greatest Number of What is the Greatest Number of Homes You Have Shown a Buyer?Homes You Have Shown a Buyer?
Has Your Buyer Seen Enough Homes to Has Your Buyer Seen Enough Homes to Make a Decision?Make a Decision?
YES NO
Putting Choices on Paper HelpsPutting Choices on Paper Helps
Step 1: Note Desired FeaturesStep 1: Note Desired Features
Desired Features
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished Basement
Step 2: List Properties AddressesStep 2: List Properties Addresses
Desired Features
225 Main Street
138 Ferris Way
85 Sylvan Way
42 Birch Drive
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished Basement
Step 3: Take Notes as You VisitStep 3: Take Notes as You Visit
Desired Features
225 Main Street
138 Ferris Way
85 Sylvan Way
42 Birch Drive
Large Kitchen
3 Bedrooms
3 Bathrooms
Finished Basement
Step 4: Review Your FindingsStep 4: Review Your FindingsDesired Features
225 Main Street
138 Ferris Way
85 Sylvan Way
42 Birch Drive
Large Kitchen X X X
3 Bedrooms X X X X3 Bathrooms X X XFinished Basement
X X X
Notes Large Yard Easy Commute
Needs Updates Cul-de-Sac
Step 5: Close for the SaleStep 5: Close for the Sale
“The home at 42 Birch Drive has all you are looking for! Let’s write up an offer and I’ll present it to the sellers.”
What techniques have worked for you?
From Shopper to BuyerFrom Shopper to Buyer
Conduct a group discussion and flipchart responses.
Grow Your Skills and BusinessGrow Your Skills and Business Review Buyer’s file page on the Weichert Toolkit.
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.
Quickest Way to Boost Your BusinessQuickest Way to Boost Your Business
Work an Open House every week.
Know the inventory!
Get Price Improvements on listings 30+DOM.
Make 100 iCalls every week.
Work FSBO’s and Expireds every week.
Follow up!
REMEMBER…REMEMBER…
Aim for an
Appointment a Day!
1=18% 2=34% 3=62% 4=78%
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