Session 9

Summary

• You can begin to earn more money TODAY without spending $1 of additional advertising to get leads.

• Better manage the leads you already have received and continue to receive from WLN.

• ‘Inspect what you expect.’

Assignments

• Know your portal inside and out.

• Set time to review it on M/W/F

• Set a short term goal of 50/5/No color and let your LS know.

• Set a goal of 70/10/No color and let your LS know.

• Call LS after lead is received.

Session 9

• Marketing– In our effort to keep things in Ignite as simple

as possible we are going to focus on two basic, but powerful, marketing tools.

• The Open House• Systematic Price Improvements

Marketing

• One of the best and cost effective methods of marketing is an Open House system.– Not only markets listings– Markets your company

Open Houses

• The public notices– Very tangible demonstration that your agents

are working!

• Competing agents notice– Your consistency will be admired and attractive

• Your agents notice– Weichert Works!

Open Houses• The Standard

– Half of your associates hold an Open House each weekend.

Open Houses• The Process

• Prior to the beginning of a Quarter– Put “Associate Open House Schedule” in associates

mailboxes by 9/6– Put “2nd Request” form in mailboxes of those who have

not returned their schedule by 9/13– Call 9/14-15 to secure further commitment– Week of 9/19 at sales meeting, get remainig associates

committed– Open houses for the quarter starting 10/2 are set to go.

3rd Qtr 2011 Open House Schedule for: ____________________________________. Return by 9/ 12.

October 2011 SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY

1

2 3 4 5 6 7 8

9 10 11 12 13 14 15

16 17 18 19 20 21 22

23 24 25 26 27 28 29

30 31

3rd Qtr 2011 Open House Schedule for: _________________________________. Return by 9/ 12. SECOND REQUEST

October 2011 SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY

1

2 3 4 5 6 7 8

9 10 11 12 13 14 15

16 17 18 19 20 21 22

23 24 25 26 27 28 29

30 31

Open House Property Schedule

Open House Day and Date __________________

Associate Address

Open Houses• The Process

• Prior to the beginning of a Quarter– Put “Associate Open House Schedule” in associates

mailboxes by 9/6– Put “2nd Request” form in mailboxes of those who have

not returned their schedule by 9/13– Call 9/14-15 to secure further commitment– Week of 9/19 at sales meeting, get remainig associates

committed– Open houses for the quarter starting 10/2 are set to go.

Open Houses• The Process

• Weekly– Have your “Open House Property Schedule” available

each week and add the properties being held open.– Match associates to houses. Only the listing agent

should indicate the house he/she is sitting.– Call associates for more houses to hold open, if needed.

Open Houses• The Process

• Celebrate Success– Collect Open House registers by Noon on

Monday.– Review them and ask each Associate about the

open.– Discuss successes at weekly office meeting.

Price Improvement Initiative• The Standard

– 25% of active listings over 30 days in age

• Overall goal– 15% increase in sales– Demonstrate that your inventory sells faster

than the competition

Price Improvement Initiative• Hold separate weekly meetings with all

listing sales associates to review individually their price trend analysis on each listing and local absorption rates.  

• Conduct workouts, reveal obstacles, brainstorm solutions, share success stories, etc.

Price Improvement Initiative• Set seller appointments.

– Broker/Manager sends the Seller Price Improvement Letter.

– Helps prevent the listing agent from “postponing” the discussion!

Dear Mr. Seller, The current real estate market is perhaps the most competitive environment we have ever seen for sellers. There are more homes on the market and they are taking a longer time to sell. However, homes are selling when they are priced right.

I continually review all of our listings to ensure they are priced “to sell”. It is always our objective to get our clients’ homes sold as quickly as possible and for as much money as the market will dictate.

Having recently reviewed the Price Trend Analysis for your home, as well as previewing your property, your agent, AGENT First name and I would like to set up an appointment to discuss repositioning your price point. It is our expert opinion that an immediate price improvement is necessary. We are confident this will generate additional interest in your property. Homes that are priced right get multiple showings and ultimately, offers.

AGENT FIRST NAME and I would be happy to talk with you about the steps we can take to get your home sold. AGENT First name will call you in the next day or two so that we can set a convenient time to meet.

Regards,

Assignments• Communicate the Open House Standard to

existing associates.

• Be sure it is part of your Expectation Letter

• Implement the OH scheduling system

• Identify listings 30 days or older and schedule price improvement meetings with listing agents and subsequent meetings with their sellers.

THANKS!

• One more to go!

• Keep up the great work!