Weichert Lead Network Weichert Lead Network Team MeetingTeam MeetingMarch 2011March 2011

Insert Lead Specialist Coordinator Name Insert Manager Name

Insert GSM Name

AgendaAgenda

• WLN 2011 Update• Weichert Difference Key Actions for WLN

Calls• 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

1. Greet and Smile (Warm, friendly, likable. Introduce yourself again.)

2. Confirm name and contact info. (Use their name during the conversation.)

3. Ask, Listen and Learn

4. Show What You Know

5. Close (for an appointment or follow up call)

Weichert Difference Key Weichert Difference Key ActionsActions

Let’s Listen to Them in Let’s Listen to Them in ActionAction• It is an actual recorded WLN call

• The call was shortened and segmented to illustrate the Key Actions

• You will hear only the Associate’s dialogue part of the call

• Keep in mind everyone has their own style and approach, keep focused on the Key Actions

All 5 Key Actions All 5 Key Actions DemonstratedDemonstrated

Hi, Amy. How are you doing? . . . Good morning! So you’re interested in . . .

I will send you directions to my office . . . Shall we say 10:30 on the 2nd?

Before we go any further, Amy. Could I get some contact information just in case we get cut off?

So is it just the two of you? Do you have a family? . . . So we’re looking for a nursery school as well?

Alright, so let’s start . . . Stamford is . . .

Tell me what your dream house would be . . .

Call RecapCall Recap• It started with a friendly greeting and the Associate confirmed

the property that was being called about.

• Contact information was confirmed in case they got disconnected . This was done without asking the customer to repeat ALL of the information gathered in the screening.

• The Associate quickly engaged and built rapport by asking “Tell me about your dream house…”

• She confidently demonstrated that she knew the property and the neighborhood.

• Appointment was set to meet in the office.

3. Ask, Listen and Learn

4. Show What You Know

5. Close (for an appointment or follow up call)

A Closer Look at Key A Closer Look at Key Actions…Actions…

Does your question . . .

Elicit more than a “Yes,” “No,” or short answer (like 4 bedrooms or XYZ Town)?

Cause the customer to think, compare or prioritize? Engage the customer in a conversation?

3. Ask, Listen and Learn3. Ask, Listen and Learn

Let’s check it against the criteria for an “engaging” question:

Elicit more than a “Yes,” “No,” or short answer (like 4 bedrooms or XYZ Town)?

Cause the customer to think, compare or prioritize? Engage the customer in a conversation?

Test Question #1Test Question #1

How long have you been looking?

Let’s check it against the criteria for an “engaging” question:

Elicit more than a “Yes,” “No,” or short answer (like 4 bedrooms or XYZ Town)?

Cause the customer to think, compare or prioritize? Engage the customer in a conversation?

Test Question #2Test Question #2

What is your timeframe and what is most important to you about this move?

Let’s check it against the criteria for an “engaging” question:

Elicit more than a “Yes,” “No,” or short answer (like 4 bedrooms or XYZ Town)?

Cause the customer to think, compare or prioritize? Engage the customer in a conversation?

Test Question #3Test Question #3

What is it about this house that attracted you? TIP: Make this your

standard first question.

There are several ways you can do this on your

WLN lead calls…

1. Confirm that you have seen the property they are calling about and share some details about it that they cannot get from the computer.

2. Demonstrate knowledge about the area or the market.

3. Share a quick, relevant, authentic personal anecdote.

4. Show What You Know4. Show What You Know

Genuine (it’s real, not made up)

Emotional, compelling, engaging

Memorable

Crystallizes your value in the home buying/selling process

Relates to the customer’s situation

Tips for Using a Personal Tips for Using a Personal AnecdoteAnecdote

Example of a Personal Example of a Personal AnecdoteAnecdote

Call Scenario: You have not previewed the home the WLN customer is calling about but you’ve have sold homes in that town and you are familiar with the school they are interested in for their children.

Show What You Know:

Yes, I’m very familiar with Brower Elementary School. I sold a home on State St. to a family moving to the area for the school system. I just met up with the family at the town festival. They are very happy in their new home and their daughter loves her new school.

• In the sample we just read, how long did it take?

• What did the customer learn about the agent?

• How do you think it will make the customer think/feel about working that agent?

The Power of Personal The Power of Personal AnecdoteAnecdote

Optimal

Best

Good Too

Good • An appointment is set at the buyer’s home

If All Else Fails• An appointment is set to meet the buyer

at the property

5. Close for the Appointment5. Close for the Appointment

1. Offer to e-mail them some listings and give them a call back next week OR wait for them to call you.

2. Stall on setting the appointment with the buyer because there are no showing instructions, so you have to check with the listing agent or seller first.

When on the phone with a buyer prospect:

Top Two Deal KillersTop Two Deal Killers

• Every other agent is offering and doing this same thing.Be different and offer them more.

• It will likely just end up in a follow-up/call-back chase that will lead to nothing. Who’s been there, done that?

• There are better ways to take a temperature check on this lead. For example, their willingness to come meet you at your office is a sure-fire sign they are serious buyers.

• Actual buyer feedback - “No, please don’t just e-mail listings. I can search online myself. I’m looking for an agent who can better guide and assist me.”

Reasons NOT to do this …

Offer to Email Listings & Call Offer to Email Listings & Call BackBack

What is the likelihood that you WILL be able to show the property at that time you initially set with the buyer?

VERY LIKELYVERY LIKELY!

Go ahead, set the appointment with the buyer!

Stall Appt. to Check w/ Agent Stall Appt. to Check w/ Agent

Optimal

What is Your Best Close?What is Your Best Close?

What’s your best “close” – the one that gets them to act and confirm a meeting with you?”

• Team brainstorm for 3 minutes

• Flipchart responses

• Type your team’s best close into the “Questions” prompt on the webinar toolbar

Initial point of contact makes or

breaks the sale!

Weichert Difference Key Weichert Difference Key ActionsActions

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!

List of Internet Partners Now Available on

WeichertOne

www.Youtube.com/weichert

WLN WLN on on Youtube!Youtube!

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!