1. *Prep for This Weeks Session* Notes for Managers: Review the slides prior to your sales meeting. Be prepared to read and go over the dialogue on the slides, and to elicit Sales Associate feedback and additional dialogue ideas. Print and copy the dialogue handout for each of your Sales Associates so they may take notes during the discussion. *Delete this slide before presenting *

2. You Made the Contact … Weichert iMail Flyers and E-mails Open Houses

3. Now Its Time to Follow Through! Give it the personal touch! Follow up with a phone call! Remember, you have something great to share!

4. What Do You Have to Share? The lowest interest rates in 50 years. One-stop shopping. A host of other services, such as car insurance, homeowners insurance and title insurance! Note: Distribute copies of the dialogue handout. Any others?

5. Remember to Follow Up by Phone Hello, this is Wanda from Weichert, Realtors. It was really great meeting you at the Open House this weekend. Did you take note of how todays historically low interest rates can impact how much home you can afford? Lets meet at my office on Thursday at 6 p.m. so we can discuss this further. That will also be a great time to talk about the other services that we offer – like homeowners insurance and title services. What dialogue has worked for you when following up with Open House visitors?

6. Make the Appointment Hi Jack, this is Wanda from Weichert, Realtors. Just checking to see that you received my e-mail. I wanted to be sure to share how the lowest interest rates in half a century makes this a great opportunity for first-time buyers like you. Id love to explain this further, say Wednesday at 7 p.m. in my office? As an added bonus, I can share information about the other services Weichert offers – like homeowners insurance and car insurance! What dialogue has worked for you when following up an e-mail?

7. Bring Them Into the Office Hello, this is Wanda from Weichert, Realtors. I recently visited your apartment building and left a flyer that explains how low interest rates are creating an unbelievable opportunity for buyers right now. Why dont we discuss this further on Tuesday at 5 p.m.? Id love to answer your questions about homeownership then. Do you need directions to the office? What dialogue has worked for you when following up on flyers?

8. From Mailbox to Appointment Hello, this is Wanda from Weichert, Realtors. I wanted to be sure you received my card in the mail. I like to keep the homeowners in my neighborhood up to date with information about the current housing market. This just might be the time for you to refinance! Of all the people you know, who do you feel would be looking to make a move? Id be happy to give them – and you – a complimentary market update! What dialogue has worked for you when following up on a neighborhood mailing?

9. From Contact to Appointment! REMEMBER: Time on the phone is time well spent!