Weichert Lead Weichert Lead Network Network

Team MeetingTeam MeetingMay 2011May 2011Insert Lead Specialist Coordinator Name

Insert Manager Name Insert GSM Name

AgendaAgenda

• Weichert.com Update• Today’s Coaching Segments:

– Deal or No Deal– “Let’s Go to the Video”

• Partnering With Your GSM• Recognizing Top Performers• Welcome New Team Members• Up-and-Coming Activities and Q&A

Weichert.com UpdateWeichert.com Update

We are happy to announce that Weichert.com was ranked 16th most popular real estate site by Hitwise for the month of April 2011. Our highest rankings

continue!

•We are still beating Century 21 as well as Coldwell Banker, Keller Williams and Long and Foster, Prudential, Houlihan and Lawrence as well!

•In March and April we posted the highest quantity of visits ever, with over 5 hits and 3.1 million unique visitors.   

March Hitwise RankingsMarch Hitwise Rankings

Weichert.com Weichert.com

made the Top 16!made the Top 16!

Weichert.com StatsWeichert.com Stats

• Average 127,000 + visits per day• Top 3 of all real estate broker sites• Top 16 of all real estate sites• Bidding on over 1 million key words on major search

engines!

Weighing the Odds . . . Weighing the Odds . . .

What do you think is a realistic percentage of leads that result in actual deals?

What subjective factors or behaviors do you listen for that influence your opinion about the seriousness of the lead?

Team Discussion

We’re going to listen to 3 calls.

““Deal or No Deal” Deal or No Deal” OverviewOverview

As you listen to each call, decide it led to . . .

What’s Your What’s Your Decision?Decision?

• Was there a deal or no deal (serious buyer or “tire kicker”)?

• What made you think so?

Call 1Call 1

What’s Your What’s Your Decision?Decision?

• Was there a deal or no deal (serious buyer or “tire kicker”)?

• What made you think so?

Call 2Call 2

What’s Your What’s Your Decision?Decision?

• Was there a deal or no deal (serious buyer or “tire kicker”)?

• What made you think so?

Call 3Call 3

Let’s open the cases…Let’s open the cases…

Lead closed within 30

days

Let’s open the cases…Let’s open the cases…

Let’s open the cases…Let’s open the cases…

Lead closed within 30

days

Lead closed in 4 days for $1.36 million

Let’s open the cases…Let’s open the cases…

Lead closed within 30

days

Lead closed within 2 months

Lead closed in 4 days for $1.36 million

Did you make a good Did you make a good deal?deal?Which leads did you think were “bad”? Do these

results surprise you?

Remember any leads you had left on the table because you thought they were “bad”?

Call 1: Friend is an agent Result: Lead closed in 30 days

Call 2: Missed the unit at an Open House. Wants to know if it’s still available

Result: Lead closed in 4 days for $1.36 million

Call 3: Just started looking Result: Lead closed within 2 months

Perception Determines RealityPerception Determines Reality

• Whether a lead is good or bad depends on your point of view.

• Don’t pre-judge a lead before you’ve had the chance to meet them in person. Close for an appointment at every call.

• Keep in mind that at least 1 out of 3 leads from Lead Network closes*!

* Recent research conducted by Real IQ Inc., an independent research company.

If They Call They If They Call They WILLWILL Buy/Sell? Buy/Sell?

1. We know the above statement is not always true… What are some common factors on WLN leads that typically result in “no deal”?

2. Based on the exercise we just did, how can making assumptions on calls negatively effect results?

3. What power and control do you have that can positively impact a call resulting in an actual deal?

Team Discussion

It’s a Numbers Game!It’s a Numbers Game!

• How many “no’s” do you have to hear before you get to a “yes?”

• If you could knock down this number of “no’s” with a new skill, technique or dialogue, would you try something new?

• Sales is about getting to the “yes.” If you can get to the “yeses” more frequently, then you’re mastering the numbers game!

Team Discussion.

“ “It Works . . .”It Works . . .”I thought I would try something we learned at our lead network meeting today and it worked!  I’m so excited. I’ve been trying to get together with this lead for about 6 weeks to no avail.  I finally decided to just give him two different days and times next week to get together for a buyer consultation and he emailed me back within two minutes and chose one of the times I gave him to come in to talk with me. I was so excited!  I thought I would never get together with this one.  I’m glad I attended the meeting today and glad that I tried one of the suggestions they gave to get the appointment.   It apparently does work.

Linda NewportHillsborough Office

What it What it ALLALL Boils Down to is Boils Down to is Your…Your…

Determination

Skill

Persistence

In sports, video replay is commonly used as a way to coach and develop the players. Replay is also a great method for sales coaching and development.

“ “Let’s Go to the VideoLet’s Go to the Video””

The Value of Replay and The Value of Replay and Coaching Coaching

How essential is the practice of video replay and receiving coaching to athletes and actors? Why?

How does honing skills and being coached apply to you and your career as a Weichert Sales Associate?

How can the practice of listening to and discussing WLN calls help you?

Team Discussion

Let’s Listen to a Few Sample Let’s Listen to a Few Sample CallsCalls

• These are excerpts from recent recorded WLN calls.

• The call are representative of common WLN calls.

• Associate and caller information have been removed. You will hear a noise covering specific information.

• Take notes as you listen to each call.

Call #1 – NEW ListingCall #1 – NEW Listing

• Take notes as you listen to the call.

− What do you think they did well?

− What are the opportunities to make it an even better call?

− How would you coach the Associate on this call?

Click icon to play call

Be patient and listen closely- the call is several minutes long with pauses and a tone to block out personal information, it’s over when they say goodbye! All the calls you’re about to hear are representative of many calls like these!

Call #2 – NEW ListingCall #2 – NEW Listing

• Take notes as you listen to the call.

− What do you think they did well?

− What are the opportunities to make it an even better call?

− How would you coach the Associate on this call?

Click icon to play call

Initial point of contact makes or

breaks the sale!

Weichert Difference Key Actions Weichert Difference Key Actions

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 Salesmlayton@wlninc.com 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!

Internet Partners & WDC Statistics Now Available on Now Available on

WeichertOneWeichertOne

• Go to WeichertOne• Marketing tab/Weichert.com/Internet partner • Marketing tab/Weichert.com/Fact Flyer

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)

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

Questions & Answers

• To be filled in by Lead Coordinator or Manager

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Thank You!