*Prep for This Week

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Prep for This Weeks Session

• Preparation for Managers
• Review the slides and Notes section before your
  session for instructions on how to run the Deal
  or No Deal game in your office.
• Make sure you have speakers set up for your
  session for the audio that accompanies the
  presentation.
• The audio calls on slides 11, 12, and 13 will
  automatically play immediately upon clicking to
  those slides.
• Have a flip chart and markers available for
  keeping score.
• Delete this slide before presenting

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At the Open House
As you read about each visitor,decide if it led
to a deal or no deal.
Note All examples are based on true stories.
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At the Open House
VISITOR 1 A young couple walks into the Open
House. The wife immediately states that her
sister is a Realtor. They sign the register
with that notation, then look through the house.
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Visitor 1
Whats Your Decision?

• Was there a deal or no deal (serious buyer or
  tire kicker)?
• What made you think so?

6
Buyers Now Looking at Homes!
After two weeks, the Associate, Pamela Coyne,
placed a follow-up call to see how the couples
home search was going. They admitted that they
did not have a relative who was a Realtor, and
that they just wanted to wait until they were
more serious about buying. At that point they
were ready, and are currently working with Pamela
and looking at homes!
Pamela Coyne Summit, N.J. Office
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At the Open House
VISITOR 2 A visitor walks into an Open House
held on Election Day. She comments, who does an
Open House on a Tuesday? She then looks around
the house and leaves.
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Visitor 2
Whats Your Decision?

• Was there a deal or no deal (serious buyer or
  tire kicker)?
• What made you think so?

9
A Buyer and a Seller!
Vee Lahham, the Sales Associate at the Open
House, discovered the woman had left to phone her
husband from the driveway. She asked him to come
see the home. They loved the home, and also made
a listing appointment to sell their current house!
Vee Lahham Brick, N.J. Office
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On the Phone
Were going to listen to three calls.
As you listen to each call,decide if it led to a
deal or no deal.
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Call 1
Whats Your Decision?

• Was there a deal or no deal (serious buyer or
  tire kicker)?
• What made you think so?

12
Call 2
Whats Your Decision?

• Was there a deal or no deal (serious buyer or
  tire kicker)?
• What made you think so?

13
Call 3
Whats Your Decision?

• Was there a deal or no deal (serious buyer or
  tire kicker)?
• What made you think so?

14
Did You Make a Good Deal?

• Which leads did you think were bad?Do these
  results surprise you?

Call 1 Friend is an agent. Result Lead closed in 30 days.
Call 2 Missed the unit at an Open House. Wants to know if its still available. Result Lead closed in four days for 1.36 million.
Call 3 Just started looking. Result Lead closed within two months.
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Recapture Those Leads!

• Do you remember any leads you had left on the
  table because you thought they were bad?
• How can you reach out to them to recapture the
  opportunity?

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Perception Determines Reality

• Whether a lead is good or bad depends on your
  point of view.
• Dont pre-judge a lead. Close for an appointment
  to learn more about them.
• Keep in mind that at least one out of three leads
  closes!

Recent research conducted by Real IQ Inc., an
independent research company.