1. Opportunity Time Workshop

2. Opportunity
“Luck is what happens
when preparation
meets opportunity”.

3. Opportunity Time Certification
Criteria For New Associates
Complete Fast Track
Online course “Converting Calls”
A minimum of 9 hours of sitting the front desk with a qualified sales associate.
All opportunity calls during this period of time will go to the seasoned agent.
Preview / caravan inventory.
Attend Opportunity Time workshop.
Opportunity Time Assessment.

4. Opportunity Time Certification
Online Course
“Converting Calls During Opportunity Time”

5. Opportunity Time The Proper Greeting
Tips to Converting a Lead
The Proper Greeting
“Thank you for calling Weichert, Realtors. This is Kathy. How may I help you?”

6. Opportunity Time
Tips to Converting a Lead
2. The information given out to the caller should be limited. The goal is to get a face-to-face meeting appointment for every lead call.

7. Opportunity Time
Tips to Converting a Lead
Ask probing questions and listen for the caller’s hot buttons.
Use the “Answer & Ask” technique.

8. Opportunity Time
Tips to Converting a Lead
4. Get the caller’s name & contact information. Repeat information back to the caller to confirm accuracy.

9. Opportunity Time
Tips to Converting a Lead
5. NEVER leave the caller “hanging” on the phone. Use this time to build rapport and discover their needs and wants.

10. Opportunity Time
Mindset of the Caller
Most perspective buyers call to gather information about a property to decide if they should eliminate this property from their search.

11. Opportunity Time Prepare for the Opportunity Know the inventory.
Caravans
Sales meetings
Preview homes
Check MLS & Hotsheet daily
Practice the Dialogue
The more you practice, the more natural you will sound.

12. Opportunity Time Prepare for the Opportunity
3. Gather your stationary.
Daytimer calendar
Contact Management Piece
Paper / Pen
Dialogue Sheet
4. Prepare for walk-ins.
Professional dress
Name tag
Business cards

13. Opportunity Time Prepare for the Opportunity “The Phone is Ringing…”
Listen.
Take notes.

14. Dialogue to Build Rapport:
Opportunity Time
Opportunity Time Success
Dialogue to Build Rapport:
Uncover Needs & Wants

15. Opportunity Time
Opportunity Time Success
Let’s Practice!!

16. Opportunity Time Converting Calls into Opportunities
Answer the phone in a professional manner.
Take control of the call.
Get caller’s name & contact information.
Handle eliminator questions effectively. Use the “Answer & Ask Technique”.
Identify caller’s needs and wants.
Always ask if the caller is aware of their buying power. Introduce to Gold Services Mgr.
Convert call to face to face appt. in your office.

17. Preparation + Practice = Appointments & Activities
Winning Equation
Preparation + Practice = Appointments & Activities