wln coaching at a lead level. working side by side 8-10 hours per week sales manager & dsr...
TRANSCRIPT
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WLNWLNCoaching At Coaching At
A A Lead LevelLead Level
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Working side by side
8-10 hours per week
Sales Manager & DSR
Coaching at individual lead portal level
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#1 Objective
LN Distribution Report
Coach Every LN SpecialistEvery WLN Lead to Conversion
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• Sort Report type YTD
• Review portal notes
• Did LN Specialist ask for appointment at point of contact?
2011 WLN Leads
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1. Review portal daily and drill down to the lead level.
2. Meet/call with Lead Specialists, review lead notes, call customers, role play, share dialogue, etc.
3. Coach to conversion.
Drill Down to the Lead Level
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Before a lead can be assigned as “InActive,” every Manager must call the lead and determine for themselves if the lead should be placed in “InActive.”
– If so, the Manager assigns the status.
– If not, the Manager reassigns the lead.
“InActive”
Establishing a Safety Net for Leads
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• Conduct a 3-hour meeting with all Lead Specialists (new and existing). Every element is:
– Discussed
– Demo’d
– Performed
– Practiced
• Use this going forward!• Existing and New LN
Specialists complete
DSR In The Office
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Sales Manager Receives WLN Lead Notification
1. Call LN Specialist: Ask did they ask for the appointment.
2. Call GSM: Ask did they ask for the appointment.
3. Call Customer: Check in, is everything okay? Has service experience been acceptable?
Steps for Managers
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Weichert’s Point of SaleWeichert’s Point of SaleWeichert Point of Sale
Close for the appointment EveryEvery Time
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Weichert’s Point of SaleWeichert’s Point of SaleWLN Conversion
Next 30 day focusCoach asking for the appointment
with each Warm Transfer
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1. The system will help you if you have the recommended # of Lead Specialists
2. If you Pause any Lead Specialist, your Active Lead Specialists will drop
3. Ensure you have enough on so the system standards can work!
WLN Sales
75% of the leads we 75% of the leads we are passing out are are passing out are generated from . . . generated from . . .
Brand X listingsBrand X listings Real-IQ found that 33% of WLN leads bought or sold a property.
1 in 3 WLN leads close within a year!
Join Us!Join Us!
Recruit More Lead Specialists