Weichert Lead Weichert Lead Network Network

Team MeetingTeam MeetingJanuary 2012January 2012Insert Lead Specialist Coordinator Name

Insert Manager Name Insert GSM Name

AgendaAgenda

• Weichert.com Update

• Today’s Training Segments: – What Buyer’s Want

• Partnering With Your GSM

• Recognizing Top Performers

• Welcome New Team Members

• Up-and-Coming Activities and Q&A

Weichert.com UpdateWeichert.com Update

Weichert.com traffic 2010 vs. 2011

YTD web traffic is up 51% over 2010!

Over 47 Million visitors YTD!

Average over 4 million visitors per month

WLN’s 2011 Lead FlowWLN’s 2011 Lead Flow

WLN may send out 250,000 leads in 201125% increase over 2010

Lead Type 2011 Lead Count

Lead Network 153,940

Broker Network 22,263

Rental Network 56,499Grand Total 232,702

• Record Lead Day: 1030 Leads on May 31, 2011

• Daily Lead Average: 610

• Scrubbed out 52%

WLN Call Center

And now a very Important And now a very Important AnnouncementAnnouncement

New Lending Tree New Lending Tree partnershippartnership

In 2012 we will receive over 118,000 LendingTree customers

Customers who requested a pre-approval and asked to be contacted by a realtor

Majority fall in WBN and WREA footprints

Could yield an additional 1 million in revenue

Majority of our leads come from Weichert.com

Working on a new look and feel and lot’s of enhancements for 2012

Our IT department makes it possible

Improving Weichert.com

What Buyers WantWhat Buyers Want

NAR’s 2011 Profile of Home NAR’s 2011 Profile of Home Buyers has all the answers! Buyers has all the answers!

65% 65% worked with the first worked with the first

agent they agent they interviewed.interviewed.

How Many Agents Did the How Many Agents Did the Buyer Interview?Buyer Interview?

You Have An Increased OpportunityYou Have An Increased Opportunity

As a WLN Specialist you have the advantage of being connected

immediately to customers – no one else has this!

Top Four Skills and Top Four Skills and Qualities Important to Qualities Important to

BuyersBuyers

1. Honesty and Integrity – 98%

2. Responsiveness – 94%

3. Knowledge of Purchase Process – 93%

4. Knowledge of Real Estate Market – 91%

Group DiscussionGroup Discussion

What Weichert tools, services, and processes help you demonstrate the top four skills and qualities most important to Buyers?

Honesty and Integrity – 98%

Responsiveness – 94%

Knowledge of Purchase Process – 93%

Knowledge of Real Estate Market – 91%

#1 Benefit Provided by the #1 Benefit Provided by the Real Estate AgentReal Estate Agent

61% 61% helped buyer helped buyer

understand the understand the process.process.

You Are Their Expert and You Are Their Expert and Guide Guide

What Buyers WantWhat Buyers Want

Looking at all of the statistics ….

65% Buyers work with the

first agent they speak to

NAR

61% want agent to guide them through the

processNAR

33% of WLN leads make a move with 12

monthsReal IQ

Approximately 85% don’t buy the house the

call in onSource?

Do you agree that meeting with the Buyer at the office to do a buyer consultation is the best way to give them what they want and help them find the right house?

Give Them What They Want

• Ask, Listen and Learn AND Show What You Know at the initial conversation to demonstrate you are the expert and guide.

• Close for the appointment on every call!

• Make meeting with buyers at the office to do a Buyer Consultation a standard business practice. Review and explain the process.

• Provide consistent, full service have every buyer meet with the GSM.

Try This Technique . . .

For successfully closing appointments to meet at the office.

1. Close for date and time first. “I would love to meet with you to show you this property or any others that might meet your needs. I have time on XX or XX. Which is better for you?”

2. Then confirm time and office location. “Great! Are you familiar with where the XX Weichert office is located? I will send you an email with the address and directions. I look forward to meeting you on XX.”

Shift your thinking and operate under the assumption that all buyers WILL meet you at the office and you will be surprised at how many will agree to it.

Converting Leads, One at a Time

• Last year, JoAnn Vossler from the Alpine office successfully closed a Weichert Rental Network lead for $6,000 per month. 

• Her happy customer has subsequently referred her to three more rental customers!

• Since the lease would soon expire, JoAnn reached out to the client to discuss options.

• They decided to preview homes, quickly purchasing a home in the $2 million range.

• It pays to follow up!

Let Us Know About Your Success

ANSWER THE PHONE!BOOK THE APPOINTMENT!SHOW WHAT YOU KNOW!

ASK FOR REFERRALS!KEEP IN TOUCH!

Call our Success Story Phone Line and let us know what you have done

to convert WLN leads.

(973) 656-3366 If we use your story,

you’ll get a $25 gift card!

““Like” our new Facebook Page!Like” our new Facebook Page!

Search properties from Facebook

www.facebook.com/weichert

Click on the “Like” button

iPhone AppiPhone App

New Customer

iPhone App

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!

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!

Follow these 3 easy steps to get started:1.Talk to your Sales Manager about the criteria to be eligible to participate as a Weichert Lead Network Specialist.

2.Complete the Certification Training requirements. They can be completed in any order.

Attend the Lead Specialist Orientation Workshop

Take the online course Succeeding with the Weichert Lead Network

3.Complete and sign the Lead Specialist Agreement and other required paperwork.

Look for this icon on

WeichertOne.com

Questions & Answers

• To be filled in by Lead Coordinator or Manager

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Thank You!