Essential Level Series

E-023 - "See Me With The Customer" Evaluation

Preparing for the Main Event-Mystery Video Shop

Introduction

When your mystery video shop is reviewed, don’t evaluate
yourself (the individual). Rather, make the evaluation
non-personal, by taking “you” the individual out of it and
evaluating the process. Pretend that you are editing a first run
of a video that, when edited, revised, and reshot, will
be a documentary entitled, The Ultimate New Home Sales
Presentation. In editing this “documentary,” consider—

• What elements would you keep in?


• What elements would you revise or improve?


• What elements would you cut out?


• What elements would you add?

Objectives

Upon completion of this material, you will be able to—

1. Describe the purpose of conducting a mystery video
shop of your new home sales presentation.

2. Identify the best strategies, techniques, and tactics that
you want to keep in your new home sales process.

3. Identify the best strategies, techniques, and tactics that
you would want to keep in your process, but that need
improvement.

4. Identify the strategies, techniques, and tactics that need
to be cut from your process.

5. Identify missed opportunities or elements that need to be
added to your process.

6. Create an action plan highlighting the three most
important concepts/strategies/techniques gained from
this material along with benefits for each.

Who Should Attend

Salespeople, sales managers, Realtors®, marketing managers and assistants.