Weichert Lead Network Weichert Lead Network Team MeetingTeam MeetingOctober 2009October 2009

Insert Lead Coordinator NameInsert Manager Name

Agenda• Recap of Last Month• WLN Call Session results!• Internet Marketing Webinar • What’s New: Call Center and Weichert.com

Update• Tips of the Month• How Are We Doing?• Partnering With Your GSM• Recognizing Top Performers• Welcome New Team Members• Up-and-Coming Activities and Q&A

Recap of Last Month• Companywide Weichert Internet Strategy

presentation webinar with Weichert.com and WLN President Michael Montsko!

• 87% of home buyers use the internet in their home search.

• Buyers are more likely to find the homes they purchase via the internet than newspapers, magazines and yard signs combined!

• Real Estate agents are still the #1 Resource!

WLN Summer Call Session Updates!

Total #’s of calls made:14,84014,840

Total # of appointments: 586586

Everyone had FUN!

Call Session Results! Regions Total Calls Total Appts

Prevete 894 90

Williams 1652 37

Waters 3703 118

Minsky 861 21

Doepper 1386 50

Chappell 644 24

Bixon 2489 106

Ashby 1383 61

McDonald 1024 44

Green 804 35

Totals 14840 586

Contest Office Winners!Contest Office Winners!Region

s 1st place 2nd place Most Calls Prevete  Corporate HQ Hamburg   Corporate HQ

 

Williams   Medford I & Washington Township

Cherry Hill Burlington

Waters Old Bridge & Marlboro Normandy Beach Marlboro

Minsky Yardley Paoli Doylestown

 Doepper White Plains Greenwich White Plains

Chappell  Andrews White Oak/Silver Spring Andrews

 Bixon Alpine Hoboken Hoboken

 Ashby New city Nanuet New City

 Green Warrenton Alexandria/ Old Town Manassas

 McDonald Summit Westfield Summit

Internet Marketing Internet Marketing WebinarWebinar

• Last month you had the opportunity to attend a companywide Webinar, hosted by WLN/WDC President, Mike Montsko.

• During this session you learned valuable information regarding Weichert’s internet marketing Strategy.

• Now we are going to have some fun, and see what you learned!

Rules

• Two teams will be competing to be WLN’s Jeopardy Champion!

• Let’s meet the participants. • Participants, please give your team a name.

Rules (cont’d)Unlike the “real” Jeopardy, our game will have slightly different rules:

• If a team gets the wrong answer, the other team will not be able to answer it.

• You will not lose any points for wrong answers.• There is no Daily Double.• There is no Final Jeopardy.

Let’s start the game!

Choose a category and points. You will be given the question.

You must give the correct answer.

Click to begin.

Pot LuckSuccess

Standards

MythVs

Reality

10 Points

20 Points

30 Points

40 Points

50 Points

10 Points 10 Points 10 Points 10 Points

20 Points 20 Points 20 Points 20 Points

30 Points

40 Points

50 Points

30 Points 30 Points 30 Points

40 Points 40 Points 40 Points

50 Points 50 Points 50 Points

WeichertValueStory

Internet Strategy

Name 3 Listing Syndication Partners where you will find

Weichert Listings.

Realtor.comNewYorkTimes.com

Zillow.comTrulia.com

WallStreetJournal.comRealtyTrac.com

Cyberhomes.comOptimumhomes.com Bankofamerica.com

What is most important to real estate internet

consumers?

1.Fast Response time 2.Powerful Search 3.A site that’s easy to use 4.Detailed listing info/lots of photos 5.Other relevant content

“Fast Response Time”Your customers want their

information and they want it without delay.

Actually Weichert.com gives the customers all of the above- we give

them what they want!

When will Weichert.com launch the mobile version

Mobile.weichert.com?

“Weichert is ahead of the curve- Mobile.Weichert.com launched a new mobile site in

early 2009, it is fast becoming a great resource to generate leads

as well!

Name 3 Real Estate Websites that Weichert Tops in

Rankings as discussed on the webinar.

RealEstate.com (31st)AOL Real Estate (42nd)Keller Williams Realty (63rd)ERA.com (69th)Long & Foster (85th)Prudential Real Estate (104th)HoulihanLawrence.com (386th)Weichert.com was ranked # 21

in June 2009!!

Name 5 of the seven components to Weichert’s

Internet Strategy.

All Roads Lead to Weichert…

1.Search engine placement2.Listing syndication partners3.Lead purchasing4.Banner Advertising5.Link placement6.Real estate directories7.Strategic partnerships

Name 2 of the 3 suggested Social Networking sites where

you can promote yourself.

Facebook

LinkedIn

Twitter

Facebook has 120 Million users logging in each day and is a great

way to get referrals!

If you follow up with a lead at least 4 times,

you have a ___% chance of closing for

an appointment.

78%Give yourself an even better chance at converting. Keep your leads active for 5-6 months with continued

follow up!

You try to close for an appointment but the lead says she’s not ready or they

are working with a Brand X realtor?

What should you do?

A) Looks like a bad lead. Return it to WLN.

B) Follow up with the lead again in a couple of weeks.

C) Ask the lead to call you when she’s ready.

B) Follow up with the customer again in a couple of

weeks.

Show your professionalism and expertise! Send a handwritten note and resume, continue with emails, I-mails, info of interest, calendars

pens etc…

True story or urban legend?

Last year, a Weichert associate successfully sold a $450,000 single

family home to a lead over the phone, after one phone call.

Urban legend.C’mon, would you buy a home over the phone after 1 phone call? (maybe 2 or 3..)

You have left several voice messages but your lead never called you back.

Name one other way you could try to get in touch

with this lead.

You could:

•Email;

•Try a different phone number;

•Try calling at different times of the day;

•Mail your resume to their home.

Name another real estate company that scrubs the leads and

immediately connects the customer to a “live” associate.

There’s no other full-service, national real estate company that

does this.

The average amount of time a customer spends on weichert.com is ____

minutes.

16 +Minutes compared to 6 minutes

on our top competitors’ websites

Source: Hitwise Real-time Competitive Intelligence March 2009

According to NAR, what % of buyers used the internet during their home search in 2008?

87%

Just one of the many reasons for our Industry

Leading Internet Strategy.

Fish where the fish are!

Weichert invests in 1 million ________

To drive traffic to Weichert.com and increase visibility

to_______.

1 Million Keywords!

Increase Listing Visibility!

Name 2 New features or Contents that

Weichert.com is providing to customers?

Video Town Tours

Enhanced Mapping

Google street level views

Neighborhood and School Info

*Property Addresses

Mobile.weichert.com

*Where provided by MLS

What is the quickest way to get reinstated into the

program?

Convert leads.

You are expected to update your

leads this often.

Every week for Active leads

Every 28 days for Long Term and Under Contract!

What is the WLN conversion goal?

10%+

After being removed for portal

delinquency or contact rate, how

long is your wait to

get back in?

60 days

Besides answering the phone, name

one other thing you can do to improve your contact rate.

Manage your vacation time;

Change your phone’s internal ring tone (make it longer);

Create a distinct ring just for WLN calls.

Pick up on the first Ring!

Myth or Reality?Internet buyers and Weichert Lead Network leads require less work than traditional

buyers.

Reality2008 NAR survey: Internet buyers spend less time, looking at fewer homes – 2 weeks compared to 7 weeks. They see on average 7 homes versus 15 homes.

Myth or Reality?

1 in 3 WLN leads close.

Reality

Independent study conducted by Real IQ for all leads received through WLN in 2007.

Myth or Reality?

2 out of 3 leads that reach the call center

are scrubbed.

Myth

WLN scrubs ALL leads. This results in

weeding out half of the leads received.

Myth or Reality?

60% of leads are generated from

Brand X listings.

Myth

70% We are better at capturing leads than our competitors and you get to benefit by getting to them first!

Myth or Reality?

Weichert.com has 75,000 visitors per day.

Myth

We’re at 100,000+ and counting!

Weichert.com and WLN Updates

Weichert.com Facts• Top 5 for broker sites.* • Top 21 for real estate sites.* • Average of 100,000 visits per day.*• Averaging over 3 million visits per month.• Combined, office Web sites get up to 200,000 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 (more than 15 minutes) than Century21.com, ReMax.com and ColdwellBanker.com.

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

*Source: Hitwise.

New Status: Outside ofCoverage Area -Reassign

Join Our Network on Twitter.com

• www.Twitter.com• Join• Follow wlnsales

• www.Twitter.com

• Join• Follow weichert

WLN Hot Tips of the Month

Know our Internet Strategy…View Weichert’s Internet Marketing Strategy

webinar now on Weichert U!

• Contents• Getting the Most from This Book....................2• The Five Guiding Principles of Follow Up .....3• Get Into the Practice of Lead Follow Up ....... 4• Prepare Yourself to Make Calls .................... 5• The Foundation of Your Follow Up System. .5• Call Flow Job Aid ........................................... 6• Reconnect and Build Rapport.........................7• Probe ................................................... 10• Reflect........................................................... 11• Close............................................................. 12• Set the Stage for Next Contact ................... 16• Leaving Messages .................................... 17• Weichert Tools and Resources.................. ..18

Dialogue Book in Every Portal!

Use Your Use Your Tools!Tools!

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)

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.

Thank You!Thank You!