Weichert Lead Network Weichert Lead Network ‘4 Easy Steps to Create Value ‘4 Easy Steps to Create Value

in Your Office & Increase in Your Office & Increase Conversion’Conversion’

Josh WiltonWeichert Princeton

Agenda1. Email Every Associate on Every Lead,

Change the Message, Keep the Goal the Same

2. Track Every WLN Lead, Source Them and Add Up Their Value

3. Track Your Business Monthly4. Weichert.com is a listing tool…thanks to

WLN.5. Repeat and Refine

1. Email Every Associate on Every Lead

The Lead…• From: Weichert Lead Network - Do Not Reply • > <noreply_5@weichertemail.com>• > To: Linda Twining• > Sent: Fri Dec 10 10:26:08 2010• > Subject: Buyer Lead from WLN For Linda Twining• > Dear Linda, Below you will find detailed information for a new lead • > that you are receiving from Weichert Lead Network. As you know, this • > lead information will also be sent to your online portal on • > http://www.weichertleadnetwork.com. Please remember to update the • > status of this and all your leads in your online portal at least once • > a week. The weekly deadline for updating your lead status is Tuesday • > evening at midnight. Please give us a call at 1-800 USA SOLD if you • > have any questions or comments. Best of luck!

The Manager’s Message…

• On Fri, Dec 10, 2010 at 10:28 AM, Joshua Wilton <JWilton@weichertrealtors.net> wrote:

• > Linda• > Research has shown that 1 in 3 wln leads buys within

a year. It all starts with you, a positive attitude, good point of sale and an appointment... Date and time?

• > Josh W.

The Associate Response…

• From: linda.twining@gmail.com <linda.twining@gmail.com>

• To: Joshua Wilton• Sent: Fri Dec 10 10:30:25 2010• Subject: Re: Buyer Lead from WLN For Linda Twining• • Tomorrow @ 2:00 pm, our office. :)• L

Manager Follow Up…• Great job! Point of sale. Treat

them like you would a million dollar listing.

• - Josh

Why Email the Associates…

1. Objective is to confirm the Appointment!

2. To Create Value in the Customer and a Sense of Urgency to Close

3. To Guide the Associate to the Next Step, ie ‘Point of Sale.’

2. Track Every WLN Lead, ‘Source Them’ and

Add Up Their Value

Track Them: Create WLN Folders in Outlook by

Month…

Source Them & Show Their Value: Princeton WLN Leads from top 5 Competitors,

April – Sept. 2010

Applications: Recruiting …

Applications: WLN Leads on a Brand X Associate 2008- 2010

…Expiration Date Current List Price Probably Sale Price Lost Commisison        December 2010 $350,000 $305,000 $6,100March 2011 $359,000 $339,000 $6,780February 2011 $425,000 $385,000 $7,700February 2011 $425,000 $365,000 $7,300March 2011 $425,000 $405,000 $8,100January 2011 $450,000 $427,000 $8,540March 2011 $500,000 $472,000 $9,440March 2011 $525,000 $505,000 $10,121December 2010 $550,000 $485,000 $9,700January 2011 $625,000 $560,000 $11,200February 2011 $650,000 $575,000 $11,500

Total $96,481        $38,250Pending $750,000  $7,500Pending $925,000  $9,250

Total $55,000

Total lost commission ($151,481)

Applications: Sales Meetings, ’This ain’t Opp. Time…’

Applications: Sales Meeting: ’This ain’t Opp. Time…’

• WLN pumped over $220 million in Customer Flow into the Princeton

Office alone in 2009.

• On track for over $240 million in 2010.

• That is over $1 b, b, b, billion every 4.5 years in new customers.

3. Track Your Business Monthly

Do you know how the Business in your office is

being generated?

• Direct Mail 4 $2,464,800

• Sphere of Influence 3 $1,318,400

• Newspaper 1 $599,000

• FSBO 1 $ 529,000

• Past Customer 1 $ 199,500

Source of Listings: November  

• Referral 3 $2,980,000 • Sphere of Influence 2 $ 805,000

• Lead Network 2 $ 581,000 • Sign 1 $ 930,000 • Past Customer 1 $ 436,900

Source of Buyer Sales: November   

Source of Sales: October 2010

Past Customer 3 $1,434,000 Referral 3 $1,014,500 Lead Network 3 $1,053,000 Internet 2 $1,440,000 Newspaper 2 $1,430,000 Open House 2 $1,109,900 

Source of Buyer Sales: September 2010

Sphere of Influence 3 $1,626,000Op Time 2 $1,420,000Personal Purchase 2 $1,400,000Open House 2 $ 973,000Lead Network 2 $ $849,000Referral 2 $ 837,500Newspaper 1 $ 345,000Relo 1 $ 319,990Sign Call 1 $ 273,000

• Currently the #3 source of sales in the Princeton office ytd

2010

• Solidifies the fact that it is here, it is viable and Associates

are making money with it

• You/ They can’t hide from the #’s….

4. Weichert.com is a killer listing tool…all

thanks to WLN!

The following slides are from the WLN October

Template.

The entire presentation needs to be shown in the regular sales meeting…

Mr. & Mrs. Seller….here are a few reasons why

Weichert…

Weichert.com Earns Outstanding Achievement Honor from Interactive Media

AwardsMORRIS PLAINS, N.J. – Weichert, Realtors received the Interactive

Media Awards (IMA) Outstanding Achievement Award for its website, Weichert.com.  One of the nation’s most visited real estate sites, Weichert.com was determined to have excelled in all areas of the competition and represents a high standard of planning, execution and overall professionalism. 

“We are honored to have our website acknowledged with such a prestigious award,” said James M. Weichert, president and founder of Weichert, Realtors. “This recognition is a testament to the dedication of our Internet and marketing departments who work tirelessly behind the scenes to make Weichert.com a convenient and comprehensive source for buyers and sellers online.”   

              The Outstanding Achievement award is the second highest honor

bestowed by IMA.  Weichert received the award in the real estate category, which included 63 total entries.  Weichert.com received a score of 465 out of a total possible score of 500 points.   

 

Weichert.com – August 2009 vs. Weichert.com – August 2009 vs. 2010 2010 3,499,358 visits in August 2010 57% increase over 2009 Over 2 million unique visitors

Weichert.com Hitwise Weichert.com Hitwise RankingRanking

Weichert.com ranked 19th

Brokers we beat:Coldwell Banker (39th)Keller Williams (56th)Long and Foster (89th)Prudential Real Estate (117th)ERA.com (144th)

National Sites we beat:AOL Real Estate (20th)Move.com (31st)RealtyTrac (33rd)Homegain (35th)RealEstate.com (55th)

*Month of Aug, 2010

First time ever Weichert.com

made the Top 20!

Real Estate Web Sites We Top!

Hitwise data - June 2009

Weichert.com #19

Over 26 million visitors 2010 YTD Over 300 million page views 2010

YTD Over 3.4 million visits in August

2010 Average 100,000+ visits per day Average over 1.6 million unique

visitors per month Average 16 minutes per visit* *outpacing most competitors by nearly double!

How much traffic does Weichert.com How much traffic does Weichert.com get?get?

Weichert.com

Hitwise data

Weichert.com is one of theWeichert.com is one of the TOP 5 Broker sites.TOP 5 Broker sites.

Weichert.com is 19th most popularWeichert.com is 19th most popular real estate site.*real estate site.*

Weichert.com is rated in the top Weichert.com is rated in the top 1% of real estate websites in the 1% of real estate websites in the

country.country.

Weichert Associates need to know that the WLN revenue

is placed right back into search and programming to benefit every Associate in

the organization.

The following slides are the consequences of Brokers having

no internet strategy.

They have no web presence.

Their Associates are at competitive disadvantage.

Etc, etc.

Current Rankings(remember, the lower # the better…)

Company RankingWeichert 12,261Coldwell Banker Int’l 12,777Long and Foster 38,046CB Moves 69,975Prudential Fox & Roach 132,198Gloria Nilson GMAC 404,172NT Callaway 1.428 millionHenderson Sotheby’s 3.739 million

Current Hendersonsir.com Ranking

Current NTcallaway.com Ranking

Current Prufoxroach.com Rankings

Current Glorianilson.com Rankings

Weichert.com vs. CB Rankings

Oh yeah…we get their buyers too…

Weichert Princeton Buyer Leads from Competitors, April – Sept. 2010

5. Repeat and Refine

Figure out the right message for your office.