1. Time for a Call Session!

2. The Difference Between…….
• Licensee – 0-4 transactions
• Agent – making ends meet
• Peak Performer – Professional Business Owner
(they own their own business, instead of business owning them)
WHO DO YOU WANT TO BE?

3. Hot Market vs. Cold Market
1980 – 2000: NAR - 750,000
2001 – 2006: NAR - 1,360,000
November 2013: NAR -1,046,278
– HOT MARKET –
They called us, they lined up at the door, they camped out waiting to get in……

4. Hot or Cold Market…. We have to connect with people!
WE NEED TO INITIATE CONTACT!
My job is to contact them…..
My job is to make their phone ring…..
My job is to go see them…..
……on a consistent basis!
We have to connect with people!

5. In Football…. IF YOU WAIT FOR CONTACT, YOU WILL GET HURT!
The person that recoils from contact gets hurt
The person that initiates contact does not
IF YOU WAIT FOR CONTACT,
YOU WILL GET HURT!

6. REAL ESTATE IS A CONTACT SPORT!
YOU need to pick up the phone, YOU need to extend your hand, YOU need to introduce yourself, YOU need to tell the world, YOU NEED TO BE PROACTIVE!

7. If it is to be, it is up to ME!
“Peak Performers”

8. What’s Working… Three call sessions weekly/minimum 150 calls per week.
Conversational calls
Calls into neighborhoods where:
- Property just when under contract
- Property just sold/closed
- Property had multiple offers

9. Listing Call Session Math
50 Dials x 6 Call Sessions = 300 Dials
300 Dials = 90 Contacts
90 Contacts = 3 Appointments
3 Appointments = 1 Listing
(average sales price $500,000 = $15,000 list side)
50/50 Split = $7,500
$7,500 average per listing - in your pocket!
It’s worth a phone call!

10. Let’s Build our Business! 
Call Session
TODAY
Let’s Build our Business! 

11. Call Sessions
TODAY
“WHAT GETS MEASURED
GETS ACCOMPLISHED !”

12. Question What is this? No No No No No No No No No No No No No No No No
YES! No No No No No No No No No No No No No No No No No No No No No
What is this?

13. You have to hear a lot of no before you get to a yes.
Why You?
It’s Not You!
This is Sales.
You have to hear a lot of no before you get to a yes.

14. Make the Call Make the Call Today! You have something to offer.
You believe in yourself.
You have a reason to call.
Make the Call Today!

15. If you are waiting for the phone to ring…
IT WON’T HAPPEN!

16. Why is it not Ringing?

17. It’s Not Happening!

18. CALL THEM

19. Real Estate is a contact SPORT!
This is Your Business
Real Estate is a contact SPORT!
You need to play
OFFENSE
with your telephone!

20. Let’s Break it down . . .
The more appointments you secure, the more opportunities.
You will make more $$.
Can you make 10 calls before lunch?
Can you make 10 calls after lunch?
Do this every day this week and you will have made 100 calls!
You should secure two appointments from this!

21. Getting Beyond NO!
You have to kiss a lot of frogs before you meet your Prince!
100 calls, 30 contacts equals 1 Appointment.
Each time you get a “No” you are getting closer to an appointment.
Today we will count the “Nos” and see how much closer you are getting to an appointment.
Calculate how much each “No” is worth in your market area.

22. Build Your Business!
Each time you secure an appointment you are building your business.
When you book an appointment take a block and place it at your seat every day and observe your progress.
What are some other ways you can build your business?

23. Count them UP!
Incubating Leads-the process of qualifying and following up with a customer until they buy or sell.
Does this Lead require short term or long term follow up?
The “Sale” happens on the 6th or 7th follow up call.
Let’s count up your leads and qualify them. Then follow up.

24. Stay the course and put them in WeichertPRO!
Add your leads to Prospecting Groups in PRO – buyers, sellers, renters, sphere of influence, etc.
WeichertPRO will generate call lists of your groups for easy follow up
Stay in touch with scheduled reminders on your WeichertPRO Calendar

25. Is FEAR holding you Back!
Name one thing you were afraid to try but did anyway?
What was the outcome?
Is your comfort zone expanding?
Success can be found outside of your comfort zone.

26. Take Stock and be Proud!
Courage is the ability and willingness to confront fear, pain, danger, uncertainty, or intimidation
Confidence is the full trust; belief in the powers, trustworthiness, or reliability of a person or thing: We have every confidence in their ability to succeed.
Name 3 things you are good at doing.

27. Say What?
Partner up with a someone and listen to each other make calls.
Use the Calling Feedback sheet to help give constructive feedback to your partner.
Be prepared to share what you found out about your calling style at the end of the session.

28. Look for the Signs!
When calling your Sphere of Influence it is helpful to use “triggers” to get them thinking.
Examples are: downsizing, marriage, new baby, new job…
The first 3 callers to find someone in their SOI making a life change wins a prize.

29. Look for CLUES!
Making Neighborhood Calls gives you the opportunity to meet the homeowners.
They will often know of someone in their neighborhood who may be thinking of making a move.
Let them know that we have buyers interested in moving into this neighborhood.
The first 3 callers who get useful information about someone moving in the area gets a prize.

30. Be the Local Expert!
As a Neighborhood Specialist you are familiar with local market conditions.
Name 3 things you would want to know about your local market.
Use one or all in your conversations with a homeowner.

31. Provide a Service!
Let them know that we have important market information.
Identify the WIIFMs.
Identify 3 Services you can provide as a Real Estate Professional.

32. Energize Your Message! Over 65% of communication is body language.
The rest is tone of voice and words.
Your tone of voice or how you sound will have an impact on your message.
Today, stand up and walk around while making your calls.

33. Mix it UP!
Choose 5 numbers from the following categories to call from today:
Sphere of Influence
FSBOs
Expireds
OH Invites
OH Follow Ups
Neighborhood Calls
Just Solds
Just Listed
Under Contract
Let them know that we have buyers interested in moving into this neighborhood.
“I’m calling for your help I’m trying to find these buyers a home. By any chance “

34. Put some FUN into Calling!
For every 10 calls you make, call a friend.
It will help motivate you to keep on going when you hear that friendly voice on the other end.

35. Ring for an Appointment!
Celebrate all the successes along the way.
Every time you secure an appointment.
Come to the front of the room and ring the bell.
Be prepared to share what dialogue you used at the end of the session.

36. The Universe Abhors a VOID
You've heard of 5 and fill ‘em?
Schedule 5 appointments in your calendar for the week and work every day towards booking them.

37. Ever feel like this?

38. I’d like to introduce you to a remarkable marketing tool . . .

39. 80% of New Sales People Fail because of Call Reluctance
Source: Goodson/Dudley, “The Psychology of Sales Call Reluctance,” 11,000 sales people surveyed

41. Something to Consider . . .

42. Make it a Call for HELP!
Compliment the homeowner on choosing a great neighborhood.
Let them know that we have buyers interested in moving into this neighborhood.
“I’m calling for your help I’m trying to find these buyers a home. By any chance “

43. Sphere of Influence Dialogue
I’m calling to touch base . . .
The market is heating up.
Of all your friends and family, who might be next to make a move? Some of the people I’m working with now are moving up because they need more room for the kids, downsizing as they get ready for retirement Who do you know that might need my help?
Need More Call Dialogue? Use the Calling Guide for suggested scripts.

44. PICTURE yourself on the phone
PI- Pitch, Inflection
C - Clarity
T - Tone of Voice
U - Understanding
RE - Rate, Energy

45. Are YOU smiling during your calls?
Dial with a Smile!
Your tone of voice is very telling:
It’s not what you say, but how you say it.
Body language even comes through the phone.
Have a mirror in front of you when making calls.
Try standing up when you call your leads.
It’s a different energy level: Try it!
Are YOU smiling during your calls?