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Weichert Lead Network Team Meeting February 2011

Weichert Lead Network Team Meeting February 2011. Insert Lead Coordinator Name Insert Manager Name Insert GSM Name. WLN 2011 Update 2010 Award Winners How Are We Doing? Partnering With Your GSM Recognizing Top Performers Welcome New Team Members

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Weichert Lead Network Team Meeting February 2011

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  1. Weichert Lead Network Team MeetingFebruary 2011 Insert Lead Coordinator NameInsert Manager Name Insert GSM Name

  2. 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 Agenda

  3. 2011 Update We 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.   

  4. Growing Opportunity 56% Increase in Lead Volume over 2009!

  5. Top 5 real estate sites: • Yahoo! Real Estate • FrontDoor.com* • Realtor.com • Zillow • Trulia * Frontdoor.com is owned by HGTV, their spike in traffic was due to the Dream Home giveaway. 

  6. 2011-January Hitwise rankings Weichert.com made the Top 20!

  7. Weichert.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

  8. Vacation on the Go… Update your Vacations from your *Droid or Iphone! *Works on most Droids with newer operating systems

  9. Weichert Lead NetworkOne Millionth Lead Contest Since 2002, WLN has generated thousands of Leads! We are excited to announce WLN’s is now in the Millions! Apple iPad Congratulations Lynn Reilly! Lynn Reilly Sparta, NJ She accepted WLN’s One Millionth Lead and is won the Apple iPad!

  10. Congratulations Weichert Lead NetworkCompany Wide2010 Award Winners

  11. Weichert Lead Network Insert Photo of Lead Coordinator <Insert Name> Lead Coordinator, Weichert Lead Network

  12. Weichert Lead Network Insert Photo of Top Agent Internet Specialist of the Year <Insert Name> Lead Specialist

  13. Weichert Lead Network # 1 Internet Specialist of the Year Company-wide Kristina Petras Chadds Ford, PA # 1 WLN Closed Leads 11

  14. Weichert Lead Network # 1 Internet Specialist of the Year Company-wide # 1 Top conversion 25%* *Based on Minimum of 20 Leads Florine(Bambi)Peters Sea Girt, N.J.

  15. Weichert Lead Network Insert Photo of Top Agent # 1 Internet Specialist of the Year Company-wide # 1 Top Sales Volume $5,090,000 Tom Maguire Spring Lake, N.J.

  16. Weichert Lead Network # 1 Sales Office! Company-wide Weichert Lead Network Conversion Sea Girt, N.J. 7.04% 2010 Conversion

  17. Weichert Lead Network Insert Photo of Entire Office # 2 Sales Office! Company-wide Weichert Lead Network Conversion Reston/Herndon, VA 6.67% 2010 Conversion

  18. Weichert Lead Network # 3 Sales Office! Company-wide Weichert Lead Network Conversion Basking Ridge, N.J. 6.41% 2010 Conversion

  19. 2010 Top 10 Offices- by Conversion • Sea Girt, N.J. 7.04% • Reston/Herndon, VA 6.66% • Basking Ridge, N.J. 6.41% • Manahawkin, N.J. 6.07% • Medford, N.J. 5.85% • Mountain Lakes, N.J. 5.46% • Aberdeen, N.J. 5.37% • Front Royal, VA 5.35% • Chadds Ford, Pa. 5.34% • Washington Twsp., N.J. 5.28% *Includes only leads created and closed in 2010

  20. 2010 Top 10 Offices -Closed Transactions • Washington Twsp, N.J. 61 • Cherry Hill, N.J. 40 • Front Royal, VA 40 • Pike Creek, DE 38 • Chadds Ford, PA 37 • Blue Bell, PA 34 • Allentown, PA 34 • Mullica Hill, N.J. 32 • Bethlehem, PA 29 • Burlington, N.J. 28 *Includes only leads created and closed in 2010

  21. Offices with All Time Most Closed Leads-Cumulative • Washington Township, N.J. 661 • Cherry Hill, N.J. 456 • Moorestown, N.J. 456 • Edison, N.J. 437 • Burlington, N.J. 412 • Old Bridge, N.J. 408 • Bethlehem, PA 397 • Blue Bell, PA 388 • Monroe, N.Y. 366 • Media, PA 360

  22. Weichert Lead Network Jo-Ellen Ashby Region Insert Photo of Top Agent Insert Photo of Top Agent Insert Photo of Top Agent Angelo Acierno Monroe, NY 10 Units Dominick Palmieri New City, NY 9.76% Angelo Acierno Monroe, NY $3,142,000 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 30 leads #1 WLN Closed Leads

  23. Weichert Lead Network Phyllis Bixon Region Insert Photo of Top Agent Insert Photo of Top Agent Ellen Weiner Clifton, N.J. 8 Units Michele Moretti Bender Wayne, N.J. 16% Ellen Weiner Clifton, N.J. $2,765,000 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 25 leads #1 WLN Closed Leads

  24. Weichert Lead Network Ray Chappell Region Insert Photo of Top Agent Insert Photo of Top Agent Ricardo Vasquez Chevy Chase/Uptown, VA 7 Units Marjorie Heath Bethesda/CC, VA 10% Ricardo Vasquez Chevy Chase/Uptown, VA $2,502,750 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 30 leads #1 WLN Closed Leads

  25. Weichert Lead Network Bruce Green Region Kelli Gatewood Warrenton, VA 10 Units Sue Fincham Front Royal,VA 17.39% Otilia Moursi Fairfax,VA $3,370,300 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 20 Leads #1 WLN Closed Leads

  26. Weichert Lead Network James Weichert Jr. Region Sally Gregory Merrell Madison, N.J. 4 Units Richard Smith Chatham, N.J. 13.63% Sheila Gehrke Summit, N.J. $2,520,000 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 20 leads #1 WLN Closed Leads

  27. Weichert Lead Network Joe McDonald Region Bobbijo Miller Easton, PA 9 Units Linda Cohen Branchburg, N.J. 13.16% Maryan DeFilippis Warren Twps., N.J. $2,969,000 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 35 leads #1 WLN Closed Leads

  28. Weichert Lead Network Larry Minsky Region Kristina Petras Chadds Ford, PA 11 Units Nancy McGreevy Chadds Ford, PA 12.5% Kristina Petras Chadds Ford, PA $2,172,300 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 30 leads #1 WLN Closed Leads

  29. Weichert Lead Network Dominick Prevete Region Nanette Vignapiano Roxbury, N.J. 9 Units Angela McNiece Randolph, N.J. 17.86% Nanette Vignapiano Roxbury, N.J. $2,858,000 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 25 leads #1 WLN Closed Leads

  30. Weichert Lead Network Jack Waters Region Janet Lepeshko Forked River, N.J. 7 Units Cynthia Gaudio South Brunswick, N.J. 15.90% Tom Maguire Spring Lake, N.J. $5,090,000 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 40 leads #1 WLN Closed Leads *Conversion % used to break tie

  31. Weichert Lead Network Kathy Williams Region Linda Marotta Washington Twps., N.J. 10 Units George Hammes Washington Twps., N.J. 15.38% Linda Marotta Washington Twps., N.J. $2,786,465 #1 WLN $$ Volume #1 WLN Conversion % *Based on min. 25 leads #1 WLN Closed Leads

  32. Weichert Lead Network Best Practices from Our 2010 Award Winners!

  33. Key Actions • Greet and Smile (Warm, friendly, likable. Give your name.) • Gather contact information (WLN ISC does this for you but you can confirm you have it!) • Ask, Listen and Learn (“What was it about this property that attracted you?”) • Show What You Know(“That’s a terrific home, the downstairs is very spacious.”) • Close (for an appointment in the office. “Let’s meet Wednesday in my office. Do you need directions?”)

  34. #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 DiNizio Watchung, N.J. 93% Contact Rate McDonald Regional Lead Coordinator

  35. # 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

  36. #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 Seeber Howell, N.J. 16.67% Conversion 75% Contact Waters Regional Lead Coordinator

  37. #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 Padilla Lake of the Woods, VA Green Regional Lead Coordinator

  38. #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, MD 7 Cum. Trans. Chappell Regional Lead Coordinator

  39. #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 Marotta Washington Twps., N.J. Top Regional Sales Units 10 Transactions Top Regional $ Volume $2,786,465 Williams Regional Lead Coordinator

  40. #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 Tordini Wayne, N.J. 10 Cum. transactions Bixon Regional Lead Coordinator

  41. #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!

  42. #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 DiLullo Rye, N.Y. Ashby Regional Lead Coordinator

  43. #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

  44. 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.

  45. WLN Best Practices Recap • 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!

  46. Now’s the time to sign up for WRN! Improve Club and Circle of Excellence Award levels! Mikella Layton- Director of WRN Sales mlayton@wlninc.com or (973) 898-8623 Call Today! • WRN Reminders • Rental leads can be received 2 ways: • Call Center Contact to Cell Phone • 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!

  47. List of Internet Partners Now Available on WeichertOne

  48. www.Youtube.com/weichert WLN on Youtube!

  49. 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

  50. 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) How Are We Doing?

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