sales meeting week of may 28, 2007

Sales MeetingWeek of May 28, 2007

Welcome!

Agenda

Birthdays

Anniversaries

Weichert is Proud to Welcome These New Sales Associates to

Our Office

Office Award Winners  

Weichert PRIDE Award

Local Market Update

Another Satisfied Customer

Face-to-Face Success

Office News

Office Training Schedule

Local Market Absorption

Buyers Readyto Purchase Homes

According to Our Gold Services Management:

Current Pre-approved Buyers as of (date)

(Insert Number)

Regional News

Company News

Market Confidence Meter

• The forward-looking index for the commercial real estate market rose in the first quarter to the highest level on record. The index has risen for eight consecutive quarters (NAR)

• More than half of the nation’s housing markets are appreciating or have at least stabilized (Housing Predictor)

Reminder:  Weichert Policy On Contact with the News Media

• All news media contacts must be handled by the Corporate Communications Department

• Media organizations can include: newspapers, magazines, TV and radio stations, TVproduction companies, online media organizations

Any Weichert Associate or employee contacted by news media must immediately

call or contact the Corporate Communications Group:

• Steve Alessandrini – 973-656-3316; salessandrini@weichertrealtors.net or 

 • The PR Specialist Supporting Your RVP region:

Chappell, Duppstadt, Green, Huffman Mary Morgan 301-718-4174; memorgan@weichertrealtors.net

 Fizzano, Minsky, Waters, Williams Tiffany Williams 973-397-3956; tnwilliams@weichertrealtors.net

 Ashby, Bixon, McDonald, Mueller, Prevete Carol Nystrom973-605-1613; cnystrom@weichertrealtors.net

If Contacted by the Media . . .

• Take reporter’s name, phone number, and the name of the news organization, then call your PR Specialist.

• If you have a story idea for the news media, please contact your PR Specialist first.

Corporate Communications will evaluate requests and determine how best to support the

sales teams

Our shared goal:  To continue to have Weichert positively viewed in the news media

Form Updates

Policy Updates

New Listings

Price Improvements

Open House Report

Congratulations!Congratulations!6,560 Associates participated in a total of 5,860 Open Houses for our

second Open House Blitz!

CONGRATULATIONS on a great Open House week!

Processing Manager's Update

SPRING CAMPAIGN 2007

Weekly Training Session -

Spring Campaign:

This Is Your Life!This Is Your Life!

SPRING CAMPAIGN 2007

Introducing a Great Tool…

• This tool helps keep all your lead contact information in one place for easy reference.

SPRING CAMPAIGN 2007

Another Useful Tool…

An associate used detailed personal notes they took about a prospect and was able to have a very personalized follow up call:

• “Remember last time we spoke, you had said your daughter had entered a project in the science fair at her school? How did she do?

SPRING CAMPAIGN 2007

Reconnect and Build Rapport

1

Probe

2

?3

Set the Stage for Next Contact

4

Remember This Resource?

The Lead Follow Up Dialogue Book provides valuable dialogue throughout the 4 stages of the Call Flow.

SPRING CAMPAIGN 2007

Let’s Not Forget the Courses!

• Weichert University introduced 3 Open House courses in February.

• In the course, Conducting an effective Open House, there are three main objectives:

SPRING CAMPAIGN 2007

Thanks for Playing!

• Continue to use the tools and resources provided by Weichert University to ensure your success!

SPRING CAMPAIGN 2007

Lead Follow Up Dialogue Book

Don’t forget to pick up your copy of this great resource today!

• Contains additional information on the guiding principles of follow-up, and more.

• Distributed at Call Sessions.

• If you don’t already have a copy, pick one up at our next call session!

SPRING CAMPAIGN 2007

This Week’s Office Call Session

Date:

Time:

Remember to bring your contact lists, such as your Open House Guest Registers!

SPRING CAMPAIGN 2007

Spring Cleaning Isn’t Just For Spring Cleaning Isn’t Just For Houses.Houses.

Refresh your open house skills by taking three new online courses*:

• Preparing For a Successful Open HouseTop Associates share their secrets

• Conducting an Effective Open HouseSecure more appointments

• Open House Follow UpConsistently work with more customers

For New and Experienced Associates

*www.WeichertOne.com and Weichert University

Success Through Teamwork

• Results

• Integrity

• Professional Standards

• 360 loans to choose from

• Right in your own Real Estate office

Weichert Financial Services Delivers…

Just listen to Dominick Marcella, a Gold Services Manager in the Fair Lawn NJ office…

One of my agents had a listing with an offer and acceptance since February. Today he told me the deal is about to fall apart and he asked the buyers’ agent if I could call her clients to see if the deal could be salvaged. She agreed.

I called and spoke to the clients. It turns out that their broker first told them their closing costs would be… $14,000,

then $22,000, then $30,000 with an interest rate of 7.25%.

After running their credit it was clear they were being “GOUGED” by the other lender.

Weichert Financial Services

The Facts

Customer Facts…• 801 Credit score• 5% down• Plenty of assets• Conforming loan amount

I offered …• 6.5% interest rate• $9,100 in closing costs

They came in the next day to give me a check for the application fee and sign the loan documents. They are calling me a “Hero” and are referring me to friends and family.

The Gold Services Manager Saves the Day

• The customer is so happy they are also taking Homeowners Insurance and Title Insurance through Weichert.

• The Listing and Sales Associate know that I just saved a listing “SALE” that had been stalled for months and now is closing in two weeks.

Make the IntroductionThe dialogue is easy, the value

Priceless…

Buyer Dialogue whether pre-approved or not:

• Let me introduce you to my Gold Services Manager. He/She is a valuable member of my team who will thoroughly and properly position you in the market where you need to be and go over all the services you are entitled to as a Weichert Customer.

• I strongly recommend that you utilize my Gold Services Manager and use all the services you are entitled to. They are of great benefit to you.

Office Events

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