weichert lead network team meeting february 2011

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Weichert Lead Network Weichert Lead Network Team Meeting Team Meeting February 2011 February 2011 Insert Lead Coordinator Name Insert Manager Name Insert GSM Name

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Weichert Lead Network Team Meeting February 2011. Insert Lead Coordinator Name Insert Manager Name Insert GSM Name. WLN 2011 Update 2010 Award Winners How Are We Doing? Partnering With Your GSM Recognizing Top Performers Welcome New Team Members - PowerPoint PPT Presentation

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Page 1: Weichert Lead Network  Team Meeting February 2011

Weichert Lead Network Weichert Lead Network Team MeetingTeam Meeting

February 2011February 2011Insert Lead Coordinator Name

Insert Manager Name Insert GSM Name

Page 2: Weichert Lead Network  Team Meeting February 2011

AgendaAgenda

• WLN 2011 Update• 2010 Award Winners• How Are We Doing?• Partnering With Your GSM• Recognizing Top Performers• Welcome New Team Members• Up-and-Coming Activities and Q&A

Page 3: Weichert Lead Network  Team Meeting February 2011

2011 Update2011 UpdateWe are happy to announce that Weichert.com was ranked again 19th most popular real estate site by

Hitwise for the month of January! 

•It’s the first time Weichert.com has beaten Century 21 for the entire month!

•We also beat Coldwell Banker, Keller Williams and Long and Foster. 

•In January Weichert.com had over 3.5 million visits.   •It was also interesting to see that Realtor.com slipped to #3.   

Page 4: Weichert Lead Network  Team Meeting February 2011

Growing OpportunityGrowing Opportunity

56% Increase in Lead Volume 56% Increase in Lead Volume over 2009!over 2009!

Page 5: Weichert Lead Network  Team Meeting February 2011

Top 5 real estate sites: 

1. Yahoo! Real Estate

2. FrontDoor.com*

3. Realtor.com

4. Zillow

5. Trulia* Frontdoor.com is owned by HGTV, their spike in traffic was due to

the Dream Home giveaway. 

Page 6: Weichert Lead Network  Team Meeting February 2011

2011-January Hitwise rankings1. Yahoo! Real Estate realestate.yahoo.com

2. FrontDoor Real Estate www.frontdoor.com

3. Realtor.com www.realtor.com

4. Zillow www.zillow.com

5. Trulia.com www.trulia.com

6. Rent.com www.rent.com

7. Homes.com www.homes.com

8. ZipRealty www.ziprealty.com

9. MSN Real Estate realestate.msn.com

10. Apartment Guide www.apartmentguide.com

11. MyNewPlace www.mynewplace.com

12. Apartments.com www.apartments.com

13. Rentals.com www.rentals.com

14. ForRent.com www.forrent.com

15. RE/MAX Real Estate www.remax.com

16. LoopNet www.loopnet.com

17. HomeAway www.homeaway.com

18. AOL Real Estate www.realestate.aol.com

19. Weichert.com19. Weichert.com www.weichert.comwww.weichert.com

20. HotPads.com www.hotpads.com

21. HomeFinder www.homefinder.com

22. RealtyStore.com www.realtystore.com

23. Listingbook Services www.listingbook.com

24. Century 21 Real Estate www.century21.com25. US Department of Housing & Urban Development www.hud.gov

Weichert.com Weichert.com

made the Top 20!made the Top 20!

Page 7: Weichert Lead Network  Team Meeting February 2011

Weichert.com TrafficWeichert.com Traffic

• Over 33 million visitors 2010 • Over 500 million page views 2010 • Over 3.5 million visits in January 2011 • Average 100,000 + visits per day• Average of over 1.6 million unique visitors per

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

Stats as of October 2010

Page 8: Weichert Lead Network  Team Meeting February 2011

Vacation on the Go…Vacation on the Go…

Update your Vacationsfrom your

*Droid or Iphone!*Works on most Droids with newer operating

systems

Page 9: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkOne Millionth Lead Contest

Since 2002, WLN has generated thousands of Leads!

She accepted WLN’s One Millionth Lead She accepted WLN’s One Millionth Lead and is won the Apple iPad!and is won the Apple iPad!

Lynn ReillyLynn ReillySparta, NJ Sparta, NJ

We are excited to announce We are excited to announce WLN’s is now in the WLN’s is now in the

Millions!Millions!

Congratulations Lynn Reilly!Congratulations Lynn Reilly!Apple iPad

Page 10: Weichert Lead Network  Team Meeting February 2011

CongratulationsWeichert Lead

NetworkCompany Wide

2010

Award Winners

Page 11: Weichert Lead Network  Team Meeting February 2011

<Insert Name>Lead Coordinator,

Weichert Lead Network

InsertInsertPhoto Photo

of of Lead Lead

CoordinatorCoordinator

Weichert Lead NetworkWeichert Lead Network

Page 12: Weichert Lead Network  Team Meeting February 2011

<Insert Name>Lead Specialist

InsertInsertPhoto Photo

of of Top AgentTop Agent

Internet Specialist of the Year

Weichert Lead NetworkWeichert Lead Network

Page 13: Weichert Lead Network  Team Meeting February 2011

# 1 WLN Closed Leads# 1 WLN Closed Leads

1111

# 1 Internet Specialist # 1 Internet Specialist of the Yearof the Year

Company-wideCompany-wide

Weichert Lead NetworkWeichert Lead Network

Kristina PetrasKristina PetrasChadds Ford, PA

Page 14: Weichert Lead Network  Team Meeting February 2011

# 1 Top conversion# 1 Top conversion

25%*25%**Based on Minimum of 20 Leads

# 1 Internet Specialist # 1 Internet Specialist of the Year of the Year

Company-wideCompany-wide

Weichert Lead NetworkWeichert Lead Network

Florine(Bambi)PetersFlorine(Bambi)PetersSea Girt, N.J.

Page 15: Weichert Lead Network  Team Meeting February 2011

# 1 Top Sales Volume# 1 Top Sales Volume

$5,090,000$5,090,000

# 1 Internet Specialist # 1 Internet Specialist of the Year of the Year

Company-wideCompany-wide

Weichert Lead NetworkWeichert Lead Network

InsertInsertPhoto Photo

of of Top AgentTop Agent

Tom MaguireTom MaguireSpring Lake, N.J.

Page 16: Weichert Lead Network  Team Meeting February 2011

Weichert Lead Network ConversionWeichert Lead Network Conversion

Sea Girt, N.J.Sea Girt, N.J.7.04% 2010 Conversion

# 1 Sales Office! # 1 Sales Office! Company-wideCompany-wide

Weichert Lead NetworkWeichert Lead Network

Page 17: Weichert Lead Network  Team Meeting February 2011

Weichert Lead Network ConversionWeichert Lead Network ConversionReston/Herndon, VAReston/Herndon, VA6.67% 2010 Conversion

InsertInsertPhoto Photo

of of Entire OfficeEntire Office

# 2 Sales Office! # 2 Sales Office! Company-wideCompany-wide

Weichert Lead NetworkWeichert Lead Network

Page 18: Weichert Lead Network  Team Meeting February 2011

Weichert Lead Network ConversionWeichert Lead Network ConversionBasking Ridge, N.J.Basking Ridge, N.J.6.41% 2010 Conversion

# 3 Sales Office! # 3 Sales Office! Company-wideCompany-wide

Weichert Lead NetworkWeichert Lead Network

Page 19: Weichert Lead Network  Team Meeting February 2011

2010 Top 10 Offices- by Conversion

1. Sea Girt, N.J. 7.04%

2. Reston/Herndon, VA 6.66%

3. Basking Ridge, N.J. 6.41%

4. Manahawkin, N.J. 6.07%

5. Medford, N.J. 5.85%

6. Mountain Lakes, N.J. 5.46%

7. Aberdeen, N.J. 5.37%

8. Front Royal, VA 5.35%

9. Chadds Ford, Pa. 5.34%

10. Washington Twsp., N.J. 5.28%*Includes only leads created and closed in 2010

Page 20: Weichert Lead Network  Team Meeting February 2011

2010 Top 10 Offices -Closed Transactions

1. Washington Twsp, N.J. 61

2. Cherry Hill, N.J. 40

3. Front Royal, VA 40

4. Pike Creek, DE 38

5. Chadds Ford, PA 37

6. Blue Bell, PA 34

7. Allentown, PA 34

8. Mullica Hill, N.J. 32

9. Bethlehem, PA 29

10. Burlington, N.J. 28*Includes only leads created and closed in 2010

Page 21: Weichert Lead Network  Team Meeting February 2011

Offices with All Time Most Closed Leads-Cumulative

1. Washington Township, N.J. 661

2. Cherry Hill, N.J. 456

3. Moorestown, N.J. 456

4. Edison, N.J. 437

5. Burlington, N.J. 412

6. Old Bridge, N.J. 408

7. Bethlehem, PA 397

8. Blue Bell, PA 388

9. Monroe, N.Y. 366

10.Media, PA 360

Page 22: Weichert Lead Network  Team Meeting February 2011

InsertInsertPhoto Photo

of of Top AgentTop Agent

Weichert Lead NetworkWeichert Lead Network

InsertInsertPhoto Photo

of of Top AgentTop Agent

InsertInsertPhoto Photo

of of Top AgentTop Agent

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 30 leads

#1 WLN $$ Volume

Angelo AciernoMonroe, NY

10 Units

Angelo AciernoMonroe, NY$3,142,000

Dominick PalmieriNew City, NY

9.76%

Jo-Ellen Ashby RegionJo-Ellen Ashby Region

Page 23: Weichert Lead Network  Team Meeting February 2011

InsertInsertPhoto Photo

of of Top AgentTop Agent

Weichert Lead NetworkWeichert Lead Network

InsertInsertPhoto Photo

of of Top AgentTop Agent

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 25 leads

#1 WLN $$ Volume

Ellen WeinerClifton, N.J.

8 Units

Ellen WeinerClifton, N.J.$2,765,000

Michele Moretti BenderWayne, N.J.

16%

Phyllis Bixon RegionPhyllis Bixon Region

Page 24: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

InsertInsertPhoto Photo

of of Top AgentTop Agent

InsertInsertPhoto Photo

of of Top AgentTop Agent

#1 WLN Closed Leads #1 WLN Conversion % *Based on min. 30 leads

#1 WLN $$ Volume

Ricardo VasquezChevy Chase/Uptown, VA

7 Units

Ricardo VasquezChevy Chase/Uptown, VA

$2,502,750

Marjorie HeathBethesda/CC, VA

10%

Ray Chappell RegionRay Chappell Region

Page 25: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 20 Leads

#1 WLN $$ Volume

Kelli GatewoodWarrenton, VA

10 Units

Otilia MoursiFairfax,VA$3,370,300

Sue FinchamFront Royal,VA

17.39%

Bruce Green RegionBruce Green Region

Page 26: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 20 leads

#1 WLN $$ Volume

Sally Gregory MerrellMadison, N.J.

4 Units

Sheila GehrkeSummit, N.J.$2,520,000

Richard SmithChatham, N.J.

13.63%

James Weichert Jr. RegionJames Weichert Jr. Region

Page 27: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 35 leads

#1 WLN $$ Volume

Bobbijo MillerEaston, PA

9 Units

Maryan DeFilippisWarren Twps., N.J.

$2,969,000

Linda CohenBranchburg, N.J.

13.16%

Joe McDonald RegionJoe McDonald Region

Page 28: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 30 leads

#1 WLN $$ Volume

Kristina PetrasChadds Ford, PA

11 Units

Kristina PetrasChadds Ford, PA

$2,172,300

Nancy McGreevyChadds Ford, PA

12.5%

Larry Minsky RegionLarry Minsky Region

Page 29: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 25 leads

#1 WLN $$ Volume

Nanette VignapianoRoxbury, N.J.

9 Units

Nanette VignapianoRoxbury, N.J.$2,858,000

Angela McNieceRandolph, N.J.

17.86%

Dominick Prevete RegionDominick Prevete Region

Page 30: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

#1 WLN Closed Leads*Conversion % used to break tie

#1 WLN Conversion %*Based on min. 40 leads

#1 WLN $$ Volume

Janet LepeshkoForked River, N.J.

7 Units

Tom MaguireSpring Lake, N.J.

$5,090,000

Cynthia GaudioSouth Brunswick, N.J.

15.90%

Jack Waters RegionJack Waters Region

Page 31: Weichert Lead Network  Team Meeting February 2011

Weichert Lead NetworkWeichert Lead Network

#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 25 leads

#1 WLN $$ Volume

Linda MarottaWashington Twps., N.J.

10 Units

Linda MarottaWashington Twps., N.J.

$2,786,465

George HammesWashington Twps., N.J.

15.38%

Kathy Williams RegionKathy Williams Region

Page 32: Weichert Lead Network  Team Meeting February 2011

Weichert Lead Network

Best Practices from Our

2010 Award Winners!

Page 33: Weichert Lead Network  Team Meeting February 2011

1. Greet and Smile (Warm, friendly, likable. Give your name.)

2. Gather contact information (WLN ISC does this for you but you can confirm you have it!)

3. Ask, Listen and Learn (“What was it about this property that attracted you?”)

4. Show What You Know(“That’s a terrific home, the downstairs is very spacious.”)

5. Close (for an appointment in the office. “Let’s meet Wednesday in my office. Do you need directions?”)

Key Actions

Page 34: Weichert Lead Network  Team Meeting February 2011

#1: Phone for Success

• 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. *Schedule remotely on Droid or Iphone!

• WLN Call Center Hours:

9am-9pm Monday through Sunday!

John DiNizioWatchung, N.J.

93% Contact Rate

McDonald Regional Lead Coordinator

Page 35: Weichert Lead Network  Team Meeting February 2011

# 2: Greet & Smile

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

• Accept all leads and work diligently. Do not pre-judge!

• Smiles can be heard on the phone! Be mindful of your Tone of Voice & energy.

• “So what you are saying is…” Reflect & let them know they have your full attention!

Debra McGrath

Sparta, N.J. 20 Closed Cum.

Prevete Regional

Lead Coordinator

Page 36: Weichert Lead Network  Team Meeting February 2011

#3: Gather Contact InformationBe Organized/Use Your Tools

• WLN gathers the data for you, but you can confirm you have it!

• WLN portal is 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.

• Set up Outlook reminders from your portal!

Jerry SeeberHowell, N.J.

16.67% Conversion75% Contact

Waters RegionalLead Coordinator

Page 37: Weichert Lead Network  Team Meeting February 2011

#3: Ask, Listen, LearnGetting to Know You

• Probe & Create rapport-

• 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?

• 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!

• Introduce your GSM as your partner.

Madonna PadillaLake of the Woods,

VA

Green Regional Lead Coordinator

Page 38: Weichert Lead Network  Team Meeting February 2011

#4: Show What you KnowBe Prepared and Professional

• Know your market and inventory!

• Have your calendar ready!

• “Fake it till you Make it”– Can’t 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!)

• Ask for the Appointment to discuss and 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!

Thomas Alotta

Bowie, MD7 Cum. Trans.

Chappell Regional

Lead Coordinator

Page 39: Weichert Lead Network  Team Meeting February 2011

#5: Close for the Appointment

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

• “Let’s meet on Tuesday. Do you need directions?”

• Not ready to meet? Probe and learn the obstacle to overcome!

• Always leave the open door, let them know when you’ll be calling back!

Linda MarottaWashington Twps., N.J.

Top Regional Sales Units 10 Transactions

Top Regional $ Volume$2,786,465

Williams RegionalLead Coordinator

Page 40: Weichert Lead Network  Team Meeting February 2011

#6: Follow Up, Follow Up• After the initial call-Follow-up! Stay in

frequent contact with your customers, “Call” 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.

Lou TordiniWayne, N.J.

10 Cum. transactions

Bixon RegionalLead Coordinator

Page 41: Weichert Lead Network  Team Meeting February 2011

#6: Follow Up (Continued)

• 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!

Page 42: Weichert Lead Network  Team Meeting February 2011

#7: 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!

Anthony DiLulloRye, N.Y.

Ashby RegionalLead Coordinator

Page 43: Weichert Lead Network  Team Meeting February 2011

#8: Any Lead is a Good Lead• Any lead is a good lead.

• Engage your GSM early in the process and throughout!

• 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.

John Meagher

James Weichert Jr.Regional Lead Coordinator

Page 44: Weichert Lead Network  Team Meeting February 2011

WLN Best Practices Recap

• Answer Your Phone. Be Accessible!

• Greet & Smile! Friendly, Agreeable- I “Can” help you! Adapt to Different Personalities.

• Ask for the Appointment-Meet with Prospects. Face-to-Face Time is Most Valuable.

• Ask, Listen, Learn- Be a Good Listener, reflect back.

Page 45: Weichert Lead Network  Team Meeting February 2011

• Show What you know- Know Your Inventory or “Fake it till you make it”! Caravan and tour broker opens

• Frequent Communication with leads & details posted into portal updates.

• Keep in Touch, Follow-Up Again!

WLN Best Practices Recap

Page 46: Weichert Lead Network  Team Meeting February 2011

Now’s the time to sign up for WRN!Now’s the time to sign up for WRN!

Improve Club and Circle of Excellence Award levels!

Mikella Layton- Director of WRN [email protected] or (973) 898-8623

Call Today!Call Today!

WRN RemindersWRN Reminders• Rental leads can be received 2 ways:

1. Call Center Contact to Cell Phone2. Directly from web to your portal*Check Portal

Frequently!!•Leads and Call contacts do no impact WLN scores!•While high Conversion is your goal, Rental Agents are not subject to WLN Success Standards!

Page 47: Weichert Lead Network  Team Meeting February 2011

List of Internet Partners Now Available on

WeichertOne

Page 48: Weichert Lead Network  Team Meeting February 2011

www.Youtube.com/weichert

WLN WLN on on Youtube!Youtube!

Page 49: Weichert Lead Network  Team Meeting February 2011

Weichert.com Facts• Top 5 for broker sites.* • Top 19 for real estate sites.* • Average of 100,000 + visits per day.*• 2-3 million visits per month.• Combined, office Web sites get up to 300,000 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 than on Century21.com, ReMax.com and ColdwellBanker.com.

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

*Source: Hitwise

Page 50: Weichert Lead Network  Team Meeting February 2011

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)

Page 51: Weichert Lead Network  Team Meeting February 2011

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)

Page 52: Weichert Lead Network  Team Meeting February 2011

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)

Page 53: Weichert Lead Network  Team Meeting February 2011

Welcome New Team Members

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

Page 54: Weichert Lead Network  Team Meeting February 2011

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)

Page 55: Weichert Lead Network  Team Meeting February 2011

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.

Page 56: Weichert Lead Network  Team Meeting February 2011

Lead Network...Get Certified!Lead Network...Get Certified!

• Three Online Training courses on Weichert U. – Understanding the Internet Consumer– Working with Internet Consumers– Succeeding with the Weichert Lead Network

Page 57: Weichert Lead Network  Team Meeting February 2011

Questions & Answers

• To be filled in by Lead Coordinator or Manager

Page 58: Weichert Lead Network  Team Meeting February 2011

Thank You!