Weichert Lead Network Weichert Lead Network Team MeetingTeam Meeting
February 2011February 2011Insert Lead Coordinator Name
Insert Manager Name Insert GSM Name
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
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.
Growing OpportunityGrowing Opportunity
56% Increase in Lead Volume 56% Increase in Lead Volume over 2009!over 2009!
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.
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!
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
Vacation on the Go…Vacation on the Go…
Update your Vacationsfrom your
*Droid or Iphone!*Works on most Droids with newer operating
systems
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
CongratulationsWeichert Lead
NetworkCompany Wide
2010
Award Winners
<Insert Name>Lead Coordinator,
Weichert Lead Network
InsertInsertPhoto Photo
of of Lead Lead
CoordinatorCoordinator
Weichert Lead NetworkWeichert Lead Network
<Insert Name>Lead Specialist
InsertInsertPhoto Photo
of of Top AgentTop Agent
Internet Specialist of the Year
Weichert Lead NetworkWeichert Lead Network
# 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
# 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.
# 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.
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
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
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
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
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
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
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 $$ Volume
Angelo AciernoMonroe, NY
10 Units
Angelo AciernoMonroe, NY$3,142,000
Dominick PalmieriNew City, NY
9.76%
Jo-Ellen Ashby RegionJo-Ellen Ashby Region
InsertInsertPhoto Photo
of of Top AgentTop Agent
Weichert Lead NetworkWeichert Lead Network
InsertInsertPhoto Photo
of of Top AgentTop Agent
#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 25 leads
#1 WLN $$ 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
Weichert Lead NetworkWeichert Lead Network
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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 $$ Volume
Ricardo VasquezChevy Chase/Uptown, VA
7 Units
Ricardo VasquezChevy Chase/Uptown, VA
$2,502,750
Marjorie HeathBethesda/CC, VA
10%
Ray Chappell RegionRay Chappell Region
Weichert Lead NetworkWeichert Lead Network
#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 20 Leads
#1 WLN $$ Volume
Kelli GatewoodWarrenton, VA
10 Units
Otilia MoursiFairfax,VA$3,370,300
Sue FinchamFront Royal,VA
17.39%
Bruce Green RegionBruce Green Region
Weichert Lead NetworkWeichert Lead Network
#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 20 leads
#1 WLN $$ Volume
Sally Gregory MerrellMadison, N.J.
4 Units
Sheila GehrkeSummit, N.J.$2,520,000
Richard SmithChatham, N.J.
13.63%
James Weichert Jr. RegionJames Weichert Jr. Region
Weichert Lead NetworkWeichert Lead Network
#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 35 leads
#1 WLN $$ 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
Weichert Lead NetworkWeichert Lead Network
#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 30 leads
#1 WLN $$ Volume
Kristina PetrasChadds Ford, PA
11 Units
Kristina PetrasChadds Ford, PA
$2,172,300
Nancy McGreevyChadds Ford, PA
12.5%
Larry Minsky RegionLarry Minsky Region
Weichert Lead NetworkWeichert Lead Network
#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 25 leads
#1 WLN $$ 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
Weichert Lead NetworkWeichert Lead Network
#1 WLN Closed Leads*Conversion % used to break tie
#1 WLN Conversion %*Based on min. 40 leads
#1 WLN $$ Volume
Janet LepeshkoForked River, N.J.
7 Units
Tom MaguireSpring Lake, N.J.
$5,090,000
Cynthia GaudioSouth Brunswick, N.J.
15.90%
Jack Waters RegionJack Waters Region
Weichert Lead NetworkWeichert Lead Network
#1 WLN Closed Leads #1 WLN Conversion %*Based on min. 25 leads
#1 WLN $$ 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
Weichert Lead Network
Best Practices from Our
2010 Award Winners!
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
#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
# 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
#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
#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
#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
#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
#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
#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!
#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
#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
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.
• 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
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!
List of Internet Partners Now Available on
WeichertOne
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
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.
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!