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 Wilton

Weichert 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!

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

Weichert…

Weichert.com

Hitwise data June 2009

* Source: Hitwise

Weichert.com is one of the Top 5 broker sites.

Weichert.com is one of the 25 most popular real estate sites.*

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

Weichert.com

Hitwise data June 2009

How does Weichert.com rank for the 16

East Coast States?

Weichert.com – East Coast Rankings

Hitwise data June 2009

Weichert.com is #1 Broker site for the East Coast*

Weichert.com is #10 real estate site for the East

Coast*

* HitWise - Most Popular Websites in Business and Finance - Real Estate ranked by Visits from Selected Segments - 12 Rolling Weeks ending October 6, 2012

(CT, DE, DC, FL, GA, MD, ME, MA, NH, NJ, NY, NC, PA, NC, VT, VA )

For More Information Refer to WLN Internet Marketing

Update AC 2012

5. Repeat and Refine

Figure out the right message for your office.