notes table of contentsftp.weichertonline.com/elearningpromotions/fasttrack... · sales associates...
TRANSCRIPT
Weichert, Realtors
Page 24 Rev. Jan.13
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
Notes
Success Track
Rev. Jan 13 Page 1
Table of Contents
Introduction 3
Office Assimilation 4
Getting Started at Weichert 6
WeichertOne and Sales Associate Resources 7
Pledge of Service 7
Priorities Spell S.U.C.C.E.S.S. 8
Success Track Agenda 9
Online Learning 10
I-Call Program 12
Transition Network 13
Production Tracker 15
Terminology 16
Quick Directory 19
Directory 20
Business Cards 22
Notes 24
Weichert, Realtors
Page 2 Rev. Jan.13
Success Track
Rev. Jan 13 Page 23
Business Cards
PERSONAL MARKETING COORDINATOR
INSURANCE REP
TITLE REP
Weichert, Realtors
Page 22 Rev. Jan.13
Business Cards
SALES MANAGER
GOLD SERVICES MANAGER
PROCESSING MANAGER
Success Track
Rev. Jan 13 Page 3
Introduction Message to the Experienced Sales Associate
Welcome to Weichert, Realtors! We’re happy to have you as part of our team. Weichert, Realtors believes it’s important that you have on-the- job support as you continue to develop your skills and grow your business. This guide is designed to keep you on track toward building a successful career with Weichert. Your Sales Manager is committed to making you feel a part of the Weichert Family and guiding you through the activities that will enable you to have a smooth transition in joining our team. Your Sales Manager will support you while you listen, learn and do the work necessary to achieve your goals. Ultimately, it’s your business, so the responsibility to commit to do what it takes lies with you. We hope this is the beginning of a long and successful journey with Weichert.
Weichert, Realtors
Page 4 Rev. Jan.13
Ensure you meet everyone on the team and become familiar with office policies and procedures, and know where to find the tools needed to per-form your job.
Office Assimilation
Sales Manager
I have met one-on-one with this Sales Associate today and have discussed the following:
�� Introductions to: • Processing Manager • Personal Marketing
Coordinator (Doors Tech) • Gold Services Manager
• Weichert Insurance Reps • Other Sales Associates • Weichert Title Rep • WLN District Sales Rep
�� Review general office policies:
• Dress Code • Sales Meetings • In-Office Training Sessions • Caravans • iMAIL sign up • “Lead the Way with
Confidence” Key Actions on the Phone on WeichertOne under Sales Associate Resources, Prospecting for Business
• Opportunity Time • Do Not Call List Policy &
Procedures • Call List on WeichertOne.com • Club Levels • Campaigns
�� Review S.U.C.C.E.S.S. Formula located on WeichertOne.com. Go to Weichert University under Business Planning and Time Management
�� Review certification requirements for experienced Sales Associates �
�� Review how to use the equipment: copier, and computers�
�� Review the phone systems: paging, transferring calls and checking voicemail�
�� Review advertising guidelines/deadlines�
�� Establish how your first Weichert listing presentation will be handled
�� Set up one-on-ones for next six months (Dates Below)�
�
�
�
Success Track
Rev. Jan 13 Page 21
Directory
Name
Title
Phone
Name
Title
Phone
Name
Title
Phone
Name
Title
Phone
Name
Title
Phone
Weichert, Realtors
Page 20 Rev. Jan.13
Directory
Name
Title
Phone
Name
Title
Phone
Name
Title
Phone
Name
Title
Phone
Name
Title
Phone
Success Track
Rev. Jan 13 Page 5
Office Assimilation continued
Sales Manager continued
�� Introduce Weichert Referral Associates • Transitioning all my Referral Associates to Weichert • Transition Package • Weichert Referral Associates as another source of leads
Date Completed:
�� Introduce Weichert Lead Network • Review Weichert Lead Network Orientation and Training Checklist • Review Weichert Lead Network Specialist Certification requirements • Role play dialogue and objections
Processing Manager
I have met one-on-one with this Sales Associate today and have discussed the following: �� Tour the office and review the layout; walk through all areas and floors �� Identify location and review of forms/paperwork, including online solutions
such as Forms On Line, ZipForms, etc.: • Listing file folder/kit • Sales file folder/kit • Other:
�� Identify location for all Transaction Files �� Identify location and review of supplies:
• Signs • Other:
�� Set up voice mail
�� Locate lock boxes and lock box numbers
�� Locate keys for the homes listed by the office
�� Review WeichertOne and the following resources: • Forms On Line / ZipForms • Money Matters • WeichertPRO • Weichert Agent Pages
Date Completed:
�� Walk through the Marketing Resource Center and how to customize a portfolio, produce custom marketing materials
Weichert, Realtors
Page 6 Rev. Jan.13
Gold Services Manager
I have met one-on-one with this Sales Associate today and have discussed the following: ����
�� The role of Gold Services Manager
�� How I assist the agent with buyer prospects and pre-qualify/pre-approve them..
�� How I provide the associate with “Open House Financial Sheets”
�� How I act as the point person for Gold Services
�� Benefits of the “Gold Services Program”
�� How I can be reached
Date Completed: Personal Marketing Coordinator (Doors Tech)
I have met one-on-one with this Sales Associate today and discussed the fol-lowing:����
�� My hours in the office
�� Lead time for creating a Weichert Listing Presentation
�� Process for requesting work
Date Completed:
�� Establishing Farm and mailing schedule
�� Updating Realtor.com profile page to Weichert template
�� Getting a copy of Sales Associate’s picture, bio and billing schedule
�� Sending professional announcements on joining Weichert, Realtors
Getting Started at Weichert, Realtors
�� Order Business Cards and Name Tags
Use this checklist to ensure you have everything you need to transition here. See your Sales Manager or Processing Manager for help
�� Secure your Listing Portfolio and Pages
�� Sign up for WeichertOne, Set up User Profile, Weichert eMail, & Agent Bio.
�� Sign up for Weichert Lead Network and WeichertPRO training
�� Set up Direct Deposit in Money Matters
�� Prepare your Buyer Consultation and customize it
�� Order customized Open House signs and riders
Office Assimilation continued
Success Track
Rev. Jan 13 Page 19
Quick Directory
Computer Issues System Support: 973-290-5757 Call this team when you need help with any of Weichert’s proprietary systems. Help Desk: 973-290-5722 Call this team when you have any hardware problems with company-owned computers. CRM Help Desk: 973-605-1619 Call the Customer Relationship Management Help Desk with questions concerning WeichertPRO _____________________________________________________
_____________________________________________________
_____________________________________________________
_____________________________________________________
_____________________________________________________
_____________________________________________________
_____________________________________________________
_____________________________________________________
_____________________________________________________
_____________________________________________________
Weichert, Realtors
Page 18 Rev. Jan.13
Opportunity Time: Opp. Time, Desk Time, Floor Time, Duty Time A scheduled time in the office for answering phones and greeting walk ins. This allows you the opportunity to acquire potential sellers and buyers. PTA: Price Trend Analysis: Sales Associates use this document to analyze the market value of a customer’s home by looking at past and present trends to determine future price Pure Gold: A program that allows Sales Associates to follow up with past customers and to keep in contact with them for repeat business Success Track: This program familiarizes experienced Sales Associates to Weichert Services and Programs. Weichert policies and procedures are reviewed. Topics include Weichert Open Houses, Weichert's two-step Listing Process, Gold Services and specific marketing tools and techniques. RVP: Regional Vice President The Vice President who manages all the offices in your region Weichert.com Weichert, Realtors company internet site for our customers WeichertOne.com Weichert, Realtors company intranet site for employees and Sales Associates Weichert Sales Associate Resources A section on WeichertOne that provides access to tools, tips and strategies for using Weichert’s tools that will give you the competitive advantage to help your business Weichert University online A part of the WeichertOne.com intranet site that offers customized online training courses and Microsoft technology courses for Weichert Sales Associates, employees and Sales Managers
Terminology
Success Track
Rev. Jan 13 Page 7
At Weichert, we are not simply managing a real estate transaction – we are helping people realize their dreams. And we do this by redefining the process and redefining the experience for our clients through a host of services that meet their genuine needs. It starts and ends with your personal commitment to service. The Pledge found on WeichertOne for our buyers and sellers demonstrates in a very real way how we make the “gold” experience a truly memorable, positive one for each and every client. We ask that you sign this pledge to show your buyers and sellers what you commit to when working with them. This can be found on WeichertOne, Sales Associate Resources, Working With Buyers and/or Working With Sellers.
Weichert Pledge of Service
Learn how to access and use the: Date Completed
�� Buyer Consultation and Buyers File
�� Buyer Needs Assessment
�� Escalation Clause/Multiple Offer Addendum* *Except NY/CT
�� Expired Brochure
�� FSBO Brochure
�� Getting to Know You and Your Home Brochure
�� Multiple Offer Strategies
�� Price Trend Analysis
�� Weichert Brochure
�� Win-Win Tool
Check out WeichertOne Sales Associate Resources for additional resources and tools to help you in this competitive marketplace!
Weichert, Realtors
Page 8 Rev. Jan.13
Priorities Spell S.U.C.C.E.S.S.
This Sales Associate Priority List was designed to help Sales Associates stay focused on the activities to build and maintain a successful business. Speak to your Sales Manager about these core activities and how they will positively impact your business. Log onto WeichertOne.com to download and print this list. It is located on Weichert University under Business Planning and Time Management Tools.
Success Track
Rev. Jan 13 Page 17
Fast Track: Fast Track training program orients new Sales Associates to Weichert and the Weichert Family of Companies. The program focuses on working with buyers and sellers. Key marketing tools and Weichert programs are also introduced in this program. The program emphasizes the immediate application of key sales activities that will lead to success. New Sales Associates will be able to start their business, build confidence and knowledge of the real estate industry, and quickly develop the necessary skills. Gold Services: Services offered by Weichert Financial Services, an affiliate of Weichert, Realtors. Gold Services can provide customers with mortgages, insurance, Title services, home warranties, moving and related home services. iMAIL: Personalized online mailing program offered by Quantum or Prism (two vendor partners). Weichert Lead Network: The industry’s first comprehensive Internet marketing, lead generation, and lead conversion platform in full-service real estate. Weichert Lead Network offers a system to immediately engage with consumers who inquire, while seamlessly matching them with a real estate Sales Associate who can meet all of their buying and selling needs. Marketing Resource Center: Every Marketing Tool, from brochures to customizable pieces is located on WeichertOne.com Neighborhood Calls (I-Call) Prospecting calls made to all the neighbors of the home you have just listed or sold. Neighborhood calls are also made to inform the neighbors of the home where you will be holding an Open House. On Track: This incomparable program is designed to offer new Weichert Sales Associates a diverse learning experience that includes classroom training (Fast Track), online training, and on-the-job Mentor support as they learn and develop the skills and activities necessary to have a successful career in real estate. An integral part of the program is the unique On Track Travel Guide, a tool provided to keep new Sales Associates "on track" as they begin to build a successful career with Weichert, Realtors.
Terminology
Weichert, Realtors
Page 16 Rev. Jan.13
Associate eMail: Weichert, Realtors free Weichert.com email address program for all Sales Associates Brand X: A term that refers to Real Estate companies other than Weichert Call Night: A scheduled night in each office that Sales Associates attend to make Follow Up and Prospecting calls Capital Properties and Estates: A division of Weichert, Realtors dedicated solely to the listing and highly specialized marketing of luxury properties Caravan: Sales Associates group together to preview homes just listed Central Offices: This term is used when speaking of Weichert, Realtors Corporate Headquarters Offices, located at a campus in Morris Plains, New Jersey. This includes the 1625 Route 10 East, 225 Littleton Road and 169 Johnson Road properties. Central offices include the administrative, marketing, and training departments for Weichert, Realtors, the main offices of Weichert Financial Services, Weichert Affiliates, Weichert Relocation Resources Inc., Weichert New Homes and Land, Capital Properties and Estates, Referral Associates, and Weichert Lead Network. Doors: A division of the Weichert, Realtors Marketing Department that provides personal marketing for individual Sales Associates Farm Area: A specified assigned geographical area where you will concentrate on marketing yourself and generating business Farming: Making contacts and getting business by marketing yourself in a specific neighborhood or area. Types of farming activities include: iMAIL, personalized mailings, phone calls, emails, community/neighborhood events, etc.
Terminology
Success Track
Rev. Jan 13 Page 9
Success Track Agenda
This is a required one-day course for all experienced Sales Associates who are new to our company. Your Sales Manager will register you to attend.
Below is the agenda:
�� Company Story
�� Weichert Family of Companies Overview
�� Weichert Referrals
�� Weichert Core Values and Service Expectations
�� Weichert Gold Services
�� Home Warranty Program
�� Weichert Open House Program
�� Weichert 2-Step Listing Process
�� I-Call
�� Personal Marketing
Date Completed:
Weichert, Realtors
Page 10 Rev. Jan.13
Online Learning WeichertOne.com is Weichert’s evolving intranet site for tools and information. Hone your expertise through Weichert University’s customized company modules and over 130 Microsoft Office Suite courses. There are a number of online programs available for your development. See page 14 for a list of other courses that you may want to take. For a complete list of courses, check the online course catalogue on Weichert University.
Go to www.WeichertOne.com, click on Weichert University Take the following online courses:
Compliance and Regulatory Date Completed �� Federal Lead Paint Disclosure Law
�� Protecting Yourself from Legal Pitfalls in Real Estate
�� Educating Yourself about Federal Fair Housing
�� Promoting Yourself Online: Part I Social Networking
�� Promoting Yourself Online: Part II Internet Advertising
Gold Services
�� Discover Gold
�� Wrap the Purchase in Gold
�� Turn Your Listings into Gold
Weichert Listing Process
�� First Step in the Listing Process: Getting to Know You
�� The Weichert Listing Presentation: Dialogue and Tips
�� The Weichert Listing Presentation: Effective Closing Techniques
�� Overcoming the Commission Objection
Success Track
Rev. Jan 13 Page 15
Production Tracker
Listings Date
Sales Date
Weichert, Realtors
Page 14 Rev. Jan.13
Online Learning: Invest the time to take the following courses available on WeichertOne, Weichert University. Check the complete course catalogue:
Go to www.WeichertOne.com, click on Weichert University, and access the A to Z course list
�� Value Statements
�� Securing the Price Improvement
�� Escalation Clause: Multiple Offer Strategies
�� Open House Series: Conducting an Effective Open House
�� Open House Series: Open House Follow Up
�� Open House Series: Preparing for an Open House
�� Effective Time Management
�� Closing for the Price Improvement
Success Track
Rev. Jan 13 Page 11
Online Learning (cont.)
Working With Buyers Date Completed
�� Dialogue and Tips for the Buyer Consultation
�� Follow Up: Converting Your Leads into Cash
�� Working Effectively with the Weichert Family of Companies: Weichert Referral Associates
�� Working Effectively with the Weichert Family of Companies: Weichert Commercial
Weichert Family of Companies Date Completed
Weichert, Realtors
Page 12 Rev. Jan.13
Date Attended # of Calls # of Leads # of Appointments
# of Contacts
I-Call Program
I-Call is a lead generation system for you to follow each and every day. Prospecting by phone is an essential activity that will lead to success. This is a great opportunity to reach out to your client base and let them know you’ve joined Weichert, Realtors. You can use these calls to market yourself and the new range of services you can now offer your clients. Keep this formula that has been proven over and over again at Weichert. When you make 100 calls you will speak to about 30 people. Out of the 30 people you speak with you will obtain at least one listing appointment. Your goal should be to make a minimum of 200 calls per week. Please submit your completed call sheets to your Processing Manager. We have an obligation to keep track of who we’ve called to help ensure that we’re complying with Federal Do Not Call legislation. You should set aside time every day to make calls using Weichert’s Call List on WeichertOne.com and you should participate in Call Sessions in your office as frequently as possible. While your calls will be tracked in the system, use the table below to keep track of your own progress and discuss with your Sales Manager. I-Call Tools Ask your Sales Manager or Processing Manager for the following tools to help you in prospecting for your business. �� I-Call Goal Worksheets (a tool to help plan your monthly goals for prospecting) �� Associate Calling and Follow Up Guide (WeichertOne/Sales Associate
Resources/Prospecting for Business) �� Follow-up system (Outlook, WeichertPRO, etc.) You will need a system to keep
track of leads and client information and follow-up actions/dates �� Call Sheets �� Do Not Call Request Sheets
Success Track
Rev. Jan 13 Page 13
Transition Network Your Sales Manager will introduce you to experienced Sales Associates to help you in your transition. These Associates will be your guide to the Weichert tools and programs.
Call Activities Date Completed �� Review Associate Calling and Follow-Up Guide
�� Review Do Not Call List procedures
�� Review using Call List on WeichertOne.com
�� Discuss Weichert calling procedures and submission of call sheets with the Sales Manager or Processing Manager
Open Houses
�� Review and observe an Associate preparing, conducting and following up from an Open House to learn the Weichert Open House program
�� Discuss procedures with the Sales Manager
Opportunity Time
�� Review Opportunity Time procedures
�� Observe an Associate during Opportunity Time to learn the Weichert approach to Opportunity Time
�� Discuss procedures with the Sales Manager
Weichert Tools
�� Review Weichert Brochure and how to position with Buyers and Sellers
�� Review the Weichert 2-Step Listing Process - Getting to Know You Brochure - Customized Weichert Listing Presentation
�� Review Price Trend Analysis
�� Review Win-Win Tool
�� Review Escalation Clause/Multiple Offer Addendum* *Except NY/CT
�� Review “Lead the Way with Confidence, Key Actions On the Phone”