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Sales Meeting Week of April 22, 2013

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akira
58 diapositives · 898 Views · Mar 18, 2014

Sales Meeting Week of April 22, 2013. Welcome!. Agenda. [Insert text here]. Birthdays. [INSERT NAME] [Month Day] [INSERT NAME] [Month Day]. Anniversaries. [INSERT NAME] [Month Day] [INSERT NAME] [Month Day] [INSERT NAME] [Month Day]. Family Pride. Congratulations to [INSERT NAME]

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Sales Meeting Week of April 22, 2013
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  1. Sales MeetingWeek of April 22, 2013 Welcome!

  2. Agenda [Insert text here]

  3. Birthdays [INSERT NAME] [Month Day] [INSERT NAME] [Month Day]

  4. Anniversaries [INSERT NAME] [Month Day] [INSERT NAME] [Month Day] [INSERT NAME] [Month Day]

  5. Family Pride Congratulations to [INSERT NAME] [Insert description of event, milestone, achievement]

  6. Look What SOLD Congratulations to [Insert Associate name] for selling a home at [Insert street address and town] to [Insert name of new homeowner(s)]. Click to add content

  7. Joining Weichert from Century 21: Charles Jackson (Burke, Va.) Robert Nguyen (Branchburg, N.J.) Joining Weichert from Coldwell Banker: Sandra Stewart (Chevy Chase/Uptown, D.C.) Joining Weichert from Keller Williams: Linda Bonfiglio (Blue Bell, Pa.) Emad Radwan (Bayonne, N.J.) Jessica Viscusi (Paoli, Pa.) Welcome to These Experienced Associates

  8. Joining Weichert from Long & Foster: Theresa Dempsey (Media, Pa.) Arthur Houghton (Maryland/D.C. Property Management) Joining Weichert from Prudential: Gabriel Casas (Easton, Pa.) Joining Weichert from Sotheby’s International Realty: Stephen Casamassima (Jackson, N.J.) Myriam Hodgeman (Larchmont, N.Y.) Welcome to These Experienced Associates

  9. Joining Weichert from Other Companies: Clifton Brown, from Realty Teams Corp. (Suffern, N.Y.) Patricia Deem Robbins, from Wagner Real Estate Group (Long Beach Island, N.J.) Craig DeGuevara, from Bridgewater Realty (Flemington Circle, N.J.) Michael Fabi, from ARC Real Estate (Medford II, N.J.) Walter Horton, from Legacy Land & Homes (La Grange, N.Y.) April Jimenez Murdock, from EXIT Realty (Eastern Prince William, Va.) Lynn Loosier, from A.C. Lawrence Real Estate (Manhattan, N.Y.) Welcome to These Experienced Associates

  10. Joining Weichert from Other Companies: Jesse Luden, from Homestead Realty (Eastern Prince William, Va.) Johanna McCarten, from Turpin Realtors (Morristown East, N.J.) Matthew McLeod, from Alan Rabanales Associates (Germantown/Upper Montgomery County, Md.) Colleen O’Sullivan, from Terrie O’Connor Realtors (Ramsey, N.J.) Robyn Robbins, from Mack Morris Realtors (Marlboro, N.J.) James Simari, from Stuyvesant Yale LLC (Short Hills, N.J.) Welcome to These Experienced Associates

  11. Joining Weichert from Other Companies: Michael Woszczak, from Cara Realtors (Sea Girt, N.J.) George Zink, from EXIT Realty (Middletown, N.J.) Welcome to These Experienced Associates

  12. Our Office’s Newest Sales Associates Weichert is Proud to Welcome:[Insert names here]

  13. Office Award Winners [Insert text here]

  14. Weichert PRIDE Award [Insert text here]

  15. Making a Difference Congratulations to [INSERT NAME] [Insert description of how this person is making the Weichert Difference.]

  16. Local Market Absorption

  17. Local Market Update

  18. Homes are Selling in Our Area • Over the past 12 months: • [INSERT # from MLS] homes were sold in [INSERT your county] County. • [INSERT # from MLS] homes were sold in [INSERT your state].

  19. New Business Opportunities for Our Office

  20. Office News [Insert text here]

  21. Office Training Schedule [Insert text here]

  22. Regi0nal News [Insert text here]

  23. Form Updates [Insert text here]

  24. Market Confidence Meter According to the Mortgage Bankers Association, applications for purchase mortgages were up 20 percent last week to the highest level since October 2010.

  25. Market Confidence Meter In March, builders broke the 1 million mark on homes started for the first time since June 2008, according to the Commerce Department.

  26. Market Confidence Meter The housing recovery could be “more robust” than anticipated, according to Fannie Mae’s monthly economic outlook report.

  27. On the Market Insert property address, listing price, etc. Insert property address, listing price, etc.

  28. Price Improvements [Insert text here]

  29. Open House Traffic For the weekend of April 20-21, [xxx] guests attended our office’s Open Houses. Let’s continue to work hard at getting “feet in the house.”

  30. Open House Report [Insert text here]

  31. Mortgage Production Update Weichert Financial Services

  32. Real Estate Sales:  Mortgage Opportunities: Mortgage Applications: Mortgage Closings: xx/xx/xxxx through xx/xx/xxxx Mortgage Production Update

  33. Perfecting the Mortgage Process Weichert Financial Services

  34. Our Mission To help you build customers for life through a positive customer experience. • Improve the mortgage process workflow. • Enhance communications with our customers and internal staff. • Promote a healthy and positive work environment for everyone involved. • Create happy customers through on-time delivery.

  35. WOWeichert! • Customer service focused! • Reviewing customer surveys. • Contacting borrowers twice a week. • Holding people accountable for key performance indicators. • Listening to feedback from Sales Associates, Managers and Gold Services Managers. Performance Standards of Excellence • We are focused on reinventing the mortgage process around the consumer.

  36. Point of Sale Customer Experience

  37. Move Inc. Survey The Mortgage Process Has Become Too Confusing • Nearly one-third of respondents said that understanding the mortgage process was the most difficult step in buying a home, according to the survey. • The survey “clearly points to the fact that borrowers want a process that’s easy to understand and follow,” said Sue Stewart, senior vice president at Move Inc. • Nearly 23 percent of those surveyed said that the mortgage process was challenging because documentation requirements from lenders kept changing, compared with 7 percent of borrowers who said it was hard to qualify. Move Inc./Wall Street Journal, February 2011

  38. J.D. Power Study Most Important Best Practices for Originators • Offering proactive updates on the status of the loan. • Providing a welcome acknowledgement after an application is submitted. • Avoiding asking for the same information more than once. • Closing on the promised date. • Clearly explaining loan options and ensuring that the customer understands. • Clearly explaining the entire process from application to final approval. J.D. Power/National Mortgage News, November 2010

  39. Objective • Create a repeatable and consistent positive customer experience, starting at the point of sale. 39

  40. Service level agreement. My service pledge to you. Be clear and direct with information needed at point of sale. Explain the steps along the way. Create a sense of urgency when necessary. Stern, but empathetic. It starts with a quality mortgage application. Setting Expectations Set Clear Expectations Up Front for Sales Associates and Customers

  41. What is Application Quality? Thoroughly review documents for credit worthiness. Obtain documents. Set clear expectations and establish timelines.

  42. Consumer Loan Checklist • A checklist of items needed for a complete loan application. • Detailed items explained in consumer-friendly language. • Will assist with setting customer expectations early in the process. • Available through the Gold Services Manager.

  43. Mortgage Process Chart • Describes the mortgage process step-by-step, similar to buying a home through Weichert, Realtors. • Includes Service Level Agreement. • Buyer, Consumer and Sales Associate Acknowledgement. • Promotes all services at point of sale.

  44. Service Level Agreement • Full Service Pledge • Mortgage • Title • Insurance • Home Protection Plan • Move Manager • Utilities Plus

  45. Educate all customers at the first discussion as to the importance of talking about the mortgage process with me. We are in a new environment. Let’s work together! Help Me Deliver on Expectations Setting the Proper Timelines For the Work to Get Done and For Customers to Close On Time

  46. Consistency “Consistency is far better than rare moments of greatness.” - Scott Ginsberg

  47. Partners in Success WOWeichert!Performance Standards of Excellence Working together to perfect the customer experience.

  48. Marketing and Creative Services Update

  49. Weichert Design Center Don’t miss out on special promotional offers. Visit the site today! www.weichertdesigncenter.com