Weichert Lead Weichert Lead Network Network

(enter Office Name) (enter Office Name) Lead Specialist Meeting Lead Specialist Meeting

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AgendaAgenda• Welcome and Introductions• Our Focus on Conversion• Re-launching the Program in 2011

– Organizational Structure– The Customer Experience– New Tools for the Re-launch

• The WLN Tour• WLN Scavenger Hunt• Q&A• 30 Day Action Plan

Let’s meet the Let’s meet the Re-Launch Re-Launch

team…team…

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Add Name Manager

Add Name Lead Coordinator

Add Name GSM

Superior WeichertPoint of Sale

Weichert’s Point of Sale

KeyActionItems

WLN 2011 2% More!

Region 2010 closings

2% Increase Closings

Sales Volume with 2% increase

Waters Region 509 519 $158,664,046.74

McDonald Region 487 497 $137,927,936.34

Bixon Region 402 410 $148,414,768.50

Prevete Region 371 378 $129,070,626.60

Williams Region 322 328 $67,927,992.42

Green Region 306 312 $93,854,247.36

Minsky Region 293 298 $69,576,205.32

Ashby Region 206 210 $58,215,257.64

Chappell Region 148 150 $42,271,399.98

James Weichert Region 32 33 $16,668,585.00

2010 (fill in)Office Total Closed:

Agent comm:$

2011 2% More =Closings:

2010 (fill in)Office Total Closed:

Agent comm:$

2011 2% More =Closings:

Lead Network SpecialistVital Behaviors

• Maintains positive attitude about WLN and quality of leads.

• Answers phone every time.• Asks for appointment on initial call (adheres to new

Point of Sale Action Items).• Knows listing inventory- must go on caravan.• Consistently attends Weekly Sales Meeting and

monthly WLN specialist meeting.• Follows up weekly with customer/lead, updates

portal

Partnering With Your GSM

• GSM will follow up with every lead.

• How we can work successfully together!

In this “Re-Launched World,”

How does this process work?

1. Buyer accesses a search engine and clicks on weichert.com

2. Buyer Calls or Completes a Web Form

• Name (correct spelling)• Contact info- Phone

Numbers, eMail, address• Area of interest• Ready to meet

3. An Inside Sales Consultant (ISC) gathers contact information and buyer requirements, “scrubbing” the lead

2009 January - June 2010 January - JuneInbound Calls 78,693 Inbound Calls 92,770

Web Forms 113,691 Web Forms 125,393

TOTAL CONTACTS

192,384TOTAL

CONTACTS218,163

Inbound Leads 32,012 40.68% Inbound Leads 41,663 44.91%Web Form

Leads34,893 30.69%

Web Form Leads

38,436 30.65%

TOTAL LEADS

66,905TOTAL LEADS

80,099

Contact Increase 13.4%

Lead Increase 19.7%

Positive ResultsHandling more Customers than ever before!

62% Scrubbed Out!

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 the winner of the Apple iPad!and is the winner of 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

Over 30 million visitors 2010 YTD Over 430 million page views 2010

YTD Over 3.4 million visits in August

2010 Average 100,000+ visits per day Weichert.com traffic is up 56% in Dec Leads to Weichert Co offices are up

26%• Average 16 minutes per visit* *outpacing most competitors by nearly double!

Weichert.com Traffic Stats To Know Weichert.com Traffic Stats To Know

Fact

Believe it or not, 75%

of the Leads we pass out our on Brand X listings or

areas!

4. ISC brings Sales Associate on the Phone with Customer (LIVE!)

5. Lead Specialist employs the Weichert Difference Key Actions:

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?”)

6. Lead Specialist continues to follow up with customer on a weekly basis until customer is ready to meet

New Tools for the Re-New Tools for the Re-LaunchLaunch

• Lead Specialist Agreement• Qualifications and Standards

(to be customized by each Manager based on local market and office situation)

• Orientation & Training Checklist

Building WLN Value, Building WLN Value, Schedule the WLN Tour!Schedule the WLN Tour!

I’m Going toWeichert

Lead Network!

Scavenger HuntScavenger Hunt

1. Schedule a vacation for next Thursday.

2. Demonstrate what to do if you become available Thursday afternoon to take leads.

Scavenger HuntScavenger HuntTask #1Task #1

1. What was the last “note” entered on this lead?

2. What first attracted the customer and/or what was the reason for the move?

3. What was the last entry from GSM on this lead?

4. How many times did the call center have to reach out to the customer before passing to you?

Scavenger HuntScavenger HuntTask #2Task #2

Scavenger HuntScavenger HuntTask #4Task #4

1. Demonstrate making an Inactive list, “Print to a PDF”.

2. Find an Inactive lead that would be a good candidate for reconnecting. (bad credit, had an agent, only interesting in 1 property etc…)

3. Make the Call- Take detailed notes or note what you left as a Voice Mail. You will be more engaging and on the ball with the customer. On next call, note day/time of last contact and change up time of day. Improve your chances of connecting!

Questions & AnswersQuestions & Answers

Do you have questions about the work ahead?

30 Day Action Plan30 Day Action Plan1. Getting Ready to Call- Review all leads- Active/Long Term/Inactive-Read notes of past conversations – Are they good notes? Also review, “Property interest tab”, noting any new properties on the list.

2. Making the calls: Using previous info, call leads to show what you know! Take detailed notes, post in portal.

3. Identify challenges of each lead. Strategize to overcome. Examples: •Working with another agent = Show What you know, continually touch base. •Bad Credit = Work with GSM to set on the right track.•Only wanted 1 property = Identify why only that property, then find alternate winners!If any are inactive leads, reactivate and work on relationship.

4. Show what you know- Send personal note, with notable info on towns of interest!

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)

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)

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 for everything Thank you for everything you do!you do!