The Prospecting Lifestyle Prospecting in Open Houses 5-A-DAY for 100k 5 Business Cards 5 Business Cards 5 Doors 5 Doors 5 Internet Actions (FB posts, Tweets, Comments, Leads) 5 Internet Actions (FB posts, Tweets, Comments, Leads) 5 Family And Friends 5 Family And Friends 5 Past Clients 5 Past Clients Pick 2 and PAVE THE WAY - TESTIMONIALS

The Prospecting Lifestyle Prospecting in Open Houses 5-A-DAY for 100k “When I have the time” leads to Surviving “When I MAKE the time” Leads to Thriving WEAVING WEAVING TIME BLOCKING TIME BLOCKING

The Prospecting Lifestyle Prospecting in Open Houses Always Have Prospecting Tools with you Blog With Business Card Attached – ADD VALUE Your City SFR Sales Last Month – ADD VALUE Open House Listing Flier with Card Attached Personal Marketing Piece with Card Attached Warburton Properties Tri Fold Open House Tour – ADD VALUE

The Prospecting Lifestyle Prospecting in Open Houses Create a Pattern of Production Gold and Oil are rarely found on the surface Drill down into your database Use the Open House to call all your auto s (show) Use the Open House to call Family and Friends Use the Open House to Call your CRM contacts Use the Open House to text properties to clients

The Prospecting Lifestyle Prospecting before and after Open Houses 10 doors before – brochure with your card 10 doors after – brochure with your card The Cicero Technique: Pics not Scripts Front Door – Introduce Yourself (License and card on the door) – “How are you I am… Lobby (Open House Fliers) – “I have been holding open house up the street and came by to introduce myself to the neighbors” Living Room: (favorite clock or watch) “How long have you guys lived here?” Garage: (Moving boxes or truck) “When do you plan on moving?” Driveway: (Picture someone struggling) “How can I help you at this time?” Drive away: (Wave) Thank you

The Prospecting Lifestyle Prospecting in Open Houses Attract Buyers by ADDING VALUE What do buyers want? Homes to see –best house best price Loan – but they are scared Low taxes – Low HOA A combination of Needing Help and Wanting Independence Attract Buyers by ADDING VALUE What do you want? Their name and number and and undying loyalty LOYALTY IS EARNED - GIVE BEFORE YOU GET GIVE the client homes to see – print outs – texts – auto - portal GIVE the client – Access to Cash Buyer power – FULL SERVICE - credit clean up – best rates – special programs GIVE the client – Open House Tour Flier – ALSO offer a PERSONAL TOUR showing schools, parks, tax areas, access to amenities, personal viewings of homes ADD VALUE AND ASK FOR AN APPOINTMENT

The Prospecting Lifestyle Prospecting in Open Houses Greeting Buyers Meet at the Front Door: “My name is…what is your name?” Ask for their names THEN let them in “What Brought you to this Open House today?” “How long have you been looking?” If they are Resistant: Give them a property flier and say “Here is a property flier – I’ll be right here for questions when you are done –please look around”. If they are Open: Construct a relevant “Arrow “ conversation “When do you see yourself moving into your new home?” “Are you going to pay cash or finance?” We are a full service company – we want to be sure you get treated the same as cash – our lenders also help with credit issues, getting the best rates and if necessary obtaining grants for down payments GET THEIR NAME – PHONE (phone number check) – – HOUSING WANTS ENTER INTO THE WARBURTON PROPERTIES REGISTRATION DOCUMENT

The Prospecting Lifestyle Prospecting in Open Houses When Buyers Leave BE BOLD AND FRIENDLY – ASK FOR AN APPOINTMENT TO HELP THEM VIEW HOMES Ask Alternate Choice Questions and SET A TIME TO SHOW – we will match a Realtor to the time EXPLAIN OUR PROCESS AT WARBURTON PROPERTIES: “Please check your in about half an hour – you will have a list of properties in there that meet your needs” Explain the portal and how it works “Please watch the s closely because you will be notified every time a property is reduced, comes back on the market or is a new listing – we want you to get the best deals” “My partner will be giving you a call to make sure you got the information you needed” “THANK YOU for coming by – “I’ll text you in a couple of days and make sure you have all that you need”