*Prep for This Week’s Session* Preparation for Managers: Review the slides and Notes section before your session for instructions on how to run the Deal or No Deal game in your office. Make sure you have speakers set up for your session for the audio that accompanies the presentation. The audio calls on slides 11, 12, and 13 will automatically play immediately upon clicking to those slides. Have a flip chart and markers available for keeping score. *Delete this slide before presenting *

Instructions: Have a flip chart available to write down the results from each call. Draw a line down the middle of the sheet, labeling one column “Deal” and the other column “No Deal.” Then draw two lines horizontally to create three rows. For each situation, take a poll based on a show of hands on whether or not the call led to a deal. Say: This portion of the meeting is based on the hit television show, “Deal or No Deal.”

At the Open House As you read about each visitor, decide if it led to a deal or no deal. SAY: These are real stories from associates. As you hear about the situations, decide if the meeting lead to a deal or no deal. Note: All examples are based on true stories. 3

At the Open House VISITOR #1: A young couple walks into the Open House. The wife immediately states that “her sister is a Realtor.” They sign the register with that notation, then look through the house. Read the situation on the slide. Click to the next slide.

What’s Your Decision? Visitor #1 Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? Instructions: After listening to the situation, ask for a show of hands if they thought this was a deal. Write down the estimated percentage of people that chose this choice in the “deal” column in the first visitor row. Ask for a show of hands for those who thought the visitor did not end in a deal and that the lead was just a tire kicker. Mark the results on the flip chart. Click to the next slide.

Buyers Now Looking at Homes! After two weeks, the Associate, Pamela Coyne, placed a follow-up call to see how the couple’s home search was going. They admitted that they did not have a relative who was a Realtor, and that they just wanted to wait until they were more serious about buying. At that point they were ready, and are currently working with Pamela and looking at homes! Read the outcome from the slide. Click to the next slide. Pamela Coyne Summit, N.J. Office

At the Open House VISITOR #2: A visitor walks into an Open House held on Election Day. She comments, “who does an Open House on a Tuesday?” She then looks around the house and leaves. Read the situation on the slide. Click to the next slide.

What’s Your Decision? Visitor #2 Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? Instructions: After listening to the situation, ask for a show of hands if they thought this was a deal. Write down the estimated percentage of people that chose this choice in the “deal” column in the second visitor row. Ask for a show of hands for those who thought the visitor did not end in a deal and that the lead was just a tire kicker. Mark the results on the flip chart. Click to the next slide.

A Buyer and a Seller! Vee Lahham, the Sales Associate at the Open House, discovered the woman had left to phone her husband from the driveway. She asked him to come see the home. They loved the home, and also made a listing appointment to sell their current house! Read the outcome from the slide. Click to the next slide. Vee Lahham Brick, N.J. Office

On the Phone We’re going to listen to three calls. Review the slide. Say: These were actual calls, recorded from the Lead Network Call Center. They have been edited to remove names and locations, and that is why you will hear ‘beeps’ during the calls. As you listen, think about whether the call resulted in a deal or not. Click to next slide. (IMPORTANT NOTE! CALL WILL START WHEN YOU CLICK TO THE NEXT SLIDE.) As you listen to each call, decide if it led to a deal or no deal.

What’s Your Decision? Call #1 Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? Instructions: After listening to the call, ask for a show of hands if they thought the call was a deal. Write down the estimated percentage of people that chose this choice in the “deal” column in the first call row. Ask for a show of hands for those who thought the call did not end in a deal and that the lead was just a tire kicker. Write down the results in the second column, “no deal,” in the first call row. Click to next slide. (IMPORTANT NOTE! CALL WILL START WHEN YOU CLICK TO THE NEXT SLIDE.)

What’s Your Decision? Call #2 Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? Instructions: After listening to the call, ask for a show of hands if they thought the call was a deal. Write down the estimated percentage of people that chose this choice in the “deal” column in the second call row. Ask for a show of hands for those who thought the call did not end in a deal and that the lead was just a tire kicker. Write down the results in the second column, “no deal,” in the second call row. Click to next slide. (IMPORTANT NOTE! CALL WILL START WHEN YOU CLICK TO THE NEXT SLIDE.)

What’s Your Decision? Call #3 Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? Instructions: After listening to the call, ask for a show of hands if they thought the call was a deal. Write down the estimated percentage of people that chose this choice in the “deal” column in the third call row. Ask for a show of hands for those who thought the call did not end in a deal and that the lead was just a tire kicker. Write down the results in the second column, “no deal,” in the third call row. Click to next slide. (IMPORTANT NOTE! CALL WILL START WHEN YOU CLICK TO THE NEXT SLIDE.)

Which leads did you think were “bad?” Do these results surprise you? Did You Make a Good Deal? Which leads did you think were “bad?” Do these results surprise you? Call 1: Friend is an agent. Result: Lead closed in 30 days. Call 2: Missed the unit at an Open House. Wants to know if it’s still available. Result: Lead closed in four days for $1.36 million. Call 3: Just started looking. Result: Lead closed within two months. Review the items on the slide. Instructions: Discuss the call results and why the leads were thought to be “bad.” Click to next slide.

Recapture Those Leads! Do you remember any leads you had left on the table because you thought they were “bad?” How can you reach out to them to recapture the opportunity? Review the items on the slide. Instructions: Discuss the bullet points on the slide. Elicit ways associates can reach these leads.

Perception Determines Reality Whether a lead is good or bad depends on your point of view. Don’t pre-judge a lead. Close for an appointment to learn more about them. Keep in mind that at least one out of three leads closes!* * Recent research conducted by Real IQ Inc., an independent research company.