Weichert Lead Network Weichert Lead Network Team MeetingTeam Meeting

March 2009March 2009Insert Lead Coordinator Name

Insert Manager Name Insert GSM Name

Agenda• Recap of Last Month• Recognizing WLN Award Winners• Top Producer Best Practices• Tech Tip from Mike Montsko• Portal Tip of the Month• Dialogue of the Month• Hot Off the Press - WLN Stats• How Are We Doing?• Partnering With Your GSM• Recognizing Top Performers• Welcome New Team Members• Up-and-Coming Activities and Q&A

Recap of Last Month

• Keep Your Leads Active or Long Term• Prioritize Your Leads• Create a Follow-up Campaign• Call Old Leads - Reactivate!• Use the Portal to Create Outlook

Phonebooks and Reminders

CongratulationsWeichert Lead

NetworkCompany Wide

2008

Award Winners

Patricia Caruso

Rumson, N.J.$4,939,500

7 transactions

2008

Company Wide Internet

Specialist of the Year

#3 WLN Sales Volume

Carol FeinthelAlexandria/Old Town,

Va.$5,188,900

7 transactions

2008

Company Wide Internet

Specialist of the Year

#2 WLN Sales Volume

Phyllis BrownWestfield, N.J.$5,949,190

12 transactions

2008

Company Wide Internet

Specialist of the Year

#1 WLN Sales Volume

Top Regional Internet Specialists

Margaret IrelandManassas, Va.

10% Conversion4 transactions

Chappell’s Region

Kathryn Graves

McLean/DM, Va. 10%

Conversion$3,348,000

Green’s Region

Brenda BeckGaithersburg/N. Pot., Md.

8.42% Conversion8 transactions

Huffman’s Region

Top Regional Internet Specialists

Linda BlevinsRumson, N.J.21.74% Conv.5 transactions

Waters’ RegionMinsky’s Region McDonald’s Region

Barbara AdairKennett Sq., Pa.11.11% Conv.4 transactions

Terrilynn Zukawski

Bethlehem, Pa.15.15% Conv.5 transactions

Judith MalenoWash. Twsp., N.J.

11.11% Conv.10 transactions

Williams’ Region

Top Regional Internet Specialists

Bixon’s Region Ashby’s RegionPrevete’s Region

Dianne HoumisLivingston, N.J.14.28% Conv.

$2,155,000

John RiccardiWest Milford,

N.J.28.57% Conv.

$1,505,000

Kathy AmanLaGrange, N.Y.11.43% Conv.

$1,242,425

Weichert Lead Network

Best Practices from Our

2008 Award Winners!

# 1: First Impressions• Accept all leads and work diligently.

Do not pre-judge!

• Make the appointment - Every lead face-to-face, every time.

• Be friendly, agreeable, positive and enthusiastic. I “can” help you!

• Probe and create rapport. Find areas of common ground.

• Present yourself as the professional expert and know your inventory!

Linda BlevinsRumson, N.J.

100% Contact Rate21.74% Conv.5 transactions

• Keep your cell phone on and with you always!

• Program the WLN # (973) 539-4114with a distinctive ring tone.

• Answer on the first ring!

• Use “vacation” to manage availability.

• WLN Call Center Hours:

Sunday-Friday, 9am-9pm/Saturday, 9am-6pm

#2: Phone for Success

Brenda BeckGaithersburg/

N. Potomac, Md.92% Contact Rate 8.42% Conversion

8 transactions

• Follow-up! Stay in frequent contact with your customers, even when there isn’t any new news!

• Set up e-mail and contact campaigns. Use the MLS to send updated listings, price improvements.

• Network at office meetings. Give customer a heads up on hot new listings soon to hit the market.

• Invite leads to Open Houses, office seminars or simply for a cup of coffee.

Terrilynn Zukawski

Bethlehem, Pa.15.15% Conv.5 transactions

#3: Follow Up, Follow Up

• Just LISTED/SOLD cards.

• Handwritten notes, postcards, holiday cards - always followed by a phone call!

• Be creative - seeds in the spring, calendars, coupons, clip articles of interest, restaurant reviews, etc.

• If a prospect postpones their purchase/sale, ask if you may continue to periodically send listing information on properties that may be of interest.

• Ask for referral business. And never give up!

#3: Follow Up (Continued)

#4: It’s All About Attitude

• Be patient and not overbearing or pushy.

• Be empathetic, and put yourself in the prospect’s shoes.

• Always be professional.

• Be trustworthy and always honest.

• Be friendly and enthusiastic - someone with whom they will want to spend their time!

Judith MalenoWash. Twsp., N.J.

11.11% Conv.10 transactions

• Treat every lead with care and respect to ensure you are the one customers call when they are ready to buy/sell. Never disqualify based on the first phone call!

• Probe: Ask pertinent probing questions and get to know your new customer.

• What do you like about this property? What is important to you in your new home? What do you like about where you live now?

• Introduce your GSM as your partner.

Margaret Ireland

Manassas, Va.10% Conversion4 transactions

#5: Getting to Know You

• Know your market and inventory.

• Have your calendar ready.

• If you cannot answer the customer’s questions, use the call as an opportunity to build rapport. (Don’t just tell them you are not at a computer and will call back!)

• After “befriending,” set a certain time to get back to them with answers and be prompt (within an hour is ideal).

• If the customer cannot wait, consider placing them on hold and calling your office for information. Make every effort to offer assistance!

#6: Be Prepared and Professional

John RiccardiWest Milford,

N.J.28.57% Conv.

$1,505,000

#7: Be Organized/Use Your Tools

• Use the WLN portal as an efficient contact management solution.

• Stay on track. Record detailed notes of your weekly and monthly follow-up.

• Review the interests tab, view additional properties or areas of interest.

• Review e-mail campaign tab, use content as a point of reference in your phone follow up.

• Set up Outlook reminders.

Kathryn Graves

McLean/DM, Va. 10%

Conversion$3,348,000

#8: Any Lead is a Good Lead

• Any lead is a good lead.

• Take advantage of all opportunities.

• Ask for referral business from your leads!

• Any offer is a good offer!

• A $325,000 offer on a house that is listed for $395,000 is $325,000 closer than before you had a contract.

Phyllis BrownWestfield, N.J.

$5,949,19012 transactions

WLN Best Practices Recap

Top factors in closing leads:• Frequent Communication. • Follow-up! Follow-up!• Know Your Inventory.• Answer Your Phone. Be Accessible! • Meet with Prospects. Face-to-Face Time is

Most Valuable.• Be a Good Listener.• Adapt to Different Personalities. • Keep in Touch, Follow-Up Again!

Tech Tip from WLN President Mike Montsko

• Add Your Listings to Craigslist

*Important: All Advertising rules and regulations apply. Please review with your Office Manager.

Portal Tip of the Month• Export Leads to Excel

– Use this tool to create calling and mailing lists.

– Improve follow-up by increasing the number and variety of contacts. • This tool is found under the “Leads” tab.• Remember to hold down the control key

during the entire export.

•Click on the Lead Tab•Export Lead to Excel•Enter a Date Range or Leave Blank for All Leads •Choose Status•Hold Down Control Key and Click on Export*•Save File to Desktop or Document File*Do Not Let Go of Control Key Until File is Saved!

Dialogue Tip of the MonthWhat do you say when the customer is just not ready to meet yet?

Probe: Why do you want to wait to get together?

Agree: I understand exactly how you feel!

Probe: What do you enjoy doing? What do you like about this area?

Ingratiate: I happen to know a great deal about this area and I’d like to send you some information on special activities for kids, great restaurants, special events, parks, golf, etc.

Laura LatrentaTenafly, N.J.

Lead Coordinator

Sell Yourself as the Neighborhood Specialist and Leverage Your Local

Knowledge!

Be Their “Go To”Resource and Guide tothe “Best of the Best!”

Internet Stats to Know

Good News!

Traffic on Weichert.com was up in January. The number of unique visitors to the site was 1.34 million, a 19 percent increase over January 2008. Total visits to the site were up 38 percent over December 2008.

Customers are relying more and more on social networking for communication:

– According to the National Association of Realtors, 50 percent of homebuyers are using sites like Facebook, MySpace, LinkedIn and Friendster.

Internet Stats to Know

Weichert.com Facts• Top 5 for broker sites.* • Top 30 for real estate sites.* • Average of 100,000 visits per day.*• 2-3 million visits per month.• Combined, office Web sites get up to 200,000 views per

month. • Combined, Agent Profile Pages can get up to 300,000

views per month. • Customers spend on average more time per visit on

Weichert.com (more than 15 minutes) than Century21.com, ReMax.com and ColdwellBanker.com.

• We run over 1 million keywords on major search engines.

*As of January 2009. Source: Hitwise.

WLN Stimulus PackageConverted Lead Contest!

Start calling all of your WLN leads and stimulate your

personal economy!

The WLN Lead Specialistwith the most WLNclosed leads WINS!

*All buyer or seller transactions closed between Jan. 1 and June 30, 2009,

regardless of lead creation date will count toward contest!

Win an Amazon Gift Card!

First Prize: $300

Second Prize: $125

Third Prize: $ 75

How Are We Doing?

• Conversion Rate: (fill in office conversion rate)

• Portal Updates: (fill in office status on portal updates: 80% of us are up-to-date)

• Contact Rate: (fill in office contact rate)

Partnering With Your GSM

• Closings: (fill in # of closings with WFS for previous month)

• Success Stories: (fill in success stories of partnerships between Lead Specialists and GSMs, highlight ways GSM can help LS get business)

Recognizing Top Performers

• (Insert photos and bullets about office Lead Specialists who have Highest Conversion, Most Improved a Success Story)

• (Add another slide here if needed)

Welcome New Team Members

• (Insert names of new Lead Specialists joining the team)

Up and Coming Activities

• Next Call Session: (fill in date and time of next call session)

• Training Session: (fill in dates and times of training sessions in office)

• (fill in dates, times and locations of other events that could help Lead Specialists build their skills)

Join the Lead Network Team!

Some benefits you will enjoy include:• New business.• Opportunities to build a lifetime of

referrals.• Continuous training and support to

help you close for the business successfully.Talk to me after this meeting for more

information on how you couldsign up as a Lead Specialist.

Questions & Answers

• To be filled in by Lead Coordinator or Manager

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Thank You!