Boost Your BusinessBoost Your BusinessAct Like a Top Act Like a Top

SalespersonSalesperson

Check InCheck In What did you do? What happened? What results did you get? What do you think you’ll do next time?

Refer to your Sales Planner from last workshop

Use this slide to introduce guest speaker or top producer Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. that will share their success or demonstrate skills.

Insert Photo Insert Photo or or Delete slide if not neededDelete slide if not needed

Meet the ExpertMeet the Expert

Add guest speakers name

Have you ever heard the following expressions…

You are what you eat.

If you keep making that face it will stay that way.

Believe it from your nose to your toes.

Did you ever want to work at Did you ever want to work at Disney World?Disney World?

They don’t hire. They cast.

Casting a Top Casting a Top SalespersonSalesperson

What would you look for?

Conduct a group discussion and flipchart responses.Review and summarize on next slide.

Top Salesperson Top Salesperson CharacteristicsCharacteristics

Positive, winning attitude Enthusiastic and friendly Professional appearance Genuine and sincere Listens more than talks Knowledgeable Responsive Determined and disciplined Believes has value to offer and demonstrates it Always asks for the business and assumes it will close

You don’t have to have top sales to act like a top salesperson.

You can act like a top salesperson and achieve top sales results.

Recommended ReadingRecommended Reading “The Certifiable Salesperson”, Tom Hopkins

and Laura Laaman “Stop Telling Start Selling”, Linda Richardson

Today’s 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.

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?

Grow Your Skills and Grow Your Skills and BusinessBusiness

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.

“The path to success is to take massive, determined action.”

- Anthony Robbins

Sales PlannerSales Planner

Distribute blank copies of 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.

Quickest Way to Boost Your Quickest Way to Boost Your BusinessBusiness Work an Open House every week.

Know the inventory!

Get Price Improvements on listings 30+DOM.

Make 100 iCalls every week.

Work FSBO’s and Expireds every week.

Follow up!

REMEMBER…REMEMBER…

Aim for an

Appointment a Day!

1=18% 2=34% 3=62% 4=78%

“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 YouThank You