Boost Your Business 70-30 Ratio for Understanding Needs

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Boost Your Business70-30 Ratio for
Understanding Needs
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Check In

• What did you do?
• What happened?
• What results did you get?
• What do you think youll do next time?

Refer to your Sales Planner from last workshop
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Use this slide to introduce guest speaker or top
producer that will share their success or
demonstrate skills. Insert Photo or Delete
slide if not needed
Meet the Expert
Add guest speakers name
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Understanding needs the 70/30 ratio
70 Listening
30 Talking
Lets discuss when to apply this ratio
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When should use the 70/30 ratio?

• Buyer Consultation
• 1st Step Listing Appointment
• Open House
• Any others?

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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.

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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
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Todays 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.

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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?

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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

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The path to success is to take massive,
determined action. - Anthony Robbins
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Sales Planner

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

Distribute blank copies of Sales Planner
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Quickest Way to Boost Your Business
REMEMBER
Aim for an Appointment a Day!

• Work an Open House every week.
• Know the inventory!
• Get Price Improvements on listings 30DOM.
• Make 100 iCalls every week.
• Work FSBOs and Expireds every week.
• Follow up!

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• 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