Boost Your Business 70-30 Ratio for Understanding Needs

Check 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

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Understanding needs the 70/30 ratio 70% Listening 30% Talking Let’s discuss when to apply this ratio…

When should use the 70/30 ratio? Buyer Consultation 1st Step Listing Appointment Open House Any others?

How do you apply the 30/70 ratio? Use key open-ended questions that will get the most information possible. Prepare for the appointment by writing down the open-ended questions to be asked. Take advantage of the tools available to you that are designed to help you get the information needed.

Tools designed to help Appointment Tool Buyer Consultation Getting To Know You and Your Next Home 1st Step Listing Appt. Getting to Know You and Your Home Open House Open House Guest Profile All available online in the Weichert Toolkit

Fast Track Facilitator Notes Session 2: Getting Started Today’s 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. Weichert University October 2007 8

Fast Track Facilitator Notes Session 2: Getting Started 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? Weichert University October 2007 9

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 –

“The path to success is to take massive, determined action. ” “The path to success is to take massive, determined action.” - Anthony Robbins

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

Quickest Way to Boost Your Business REMEMBER… Quickest Way to Boost Your Business Aim for an Appointment a Day! 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! 1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence “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