Welcome to the Webinar

1. Welcome to the Webinar • To hear audio from this webinar, you have two options: • To listen to the webinar through the speakers on your computer, click on“usemic and speakers” • To dial in via telephone, click “use telephone” then dial the number that appears along with the access code and audio pin. MANAGERS: Please type in the # of Sales Associates with you at this webinar in the Q&A section now. You should currently hear music playing. If not, contact the Webinar Support Line at 973-630-5644.

2. Welcome 2012: Getting to the Next Level Presented by: Joe Cubias Sales Associate ~ Fair Lawn, NJ Jacé Botti Head of Residential Sales

3. Sales and Marketing professional with over 12 years experience. • Covers Bergen, Passaic and Hudson Counties New Jersey • Bachelor of Science from Fairleigh Dickinson University. • Degree in Business Management. • Community involvement: • Volunteer Firefighter • Den Leader for Boy Scouts of America • Little League Baseball Coach Joe Cubias Sales Associate ~ Fair Lawn, NJ

6. Available Market Opportunity Company Foot print: 710,800 Units/ $7,583,365,000 GCI NY: 206,400 Units/ $3,305,625,000 GCI CT: 44,800 Units/ $621,472,500 GCI PA: 154,400 Units/ $958,215,000 GCI NJ 104,800 Units/ $885,062,500 GCI MD 76,000 Units/ $704,450,000 GCI DE 11,200 Units/ $86,190,000 GCI VA: 104,000 Units/ $704,450,000 GCI DC 9,200 Units/ $157,500,000 GCI

7. Available Market Opportunity Fair Lawn, NJ Sales Office Primary Available Market: 948 Units/ $8,531,661 GCI Fair Lawn: 384 Units/ $2,644,126 GCI Paramus: 266 Units/ $3,643,120 GCI Saddle Brook: 118 Units/ $951,017 GCI Elmwood Park: 180 Units/ $1,293,398 GCI

8. Sept., 2011 WSJ Community Survey • How are depressed home prices affecting your customers? ( ) Can’t sell ( ) Can’t take new job elsewhere ( ) Are upside-down ( ) More than one of the above ( ) It’s a buying opportunity

9. *Source: WSJ Survey from article dated 9/22/11, Results pulled 9/26/11, total votes 2,847. Is Your Head in the Right Place? WSJ Survey

10. 2012: Getting to the Next Level • Do I see the big picture? • Do I have my head in the right place?

11. OPPORTUNITY

12. 2012: Getting to the Next Level Why Start Now?

13. 2012: Getting to the Next Level 86 Calendar days left in 2011.

14. Why Develop a Business Plan? • It is critical to have a business plan in place in order to be successful. • Shooting from the hip will only provide limited results. • The business plan allows you to measure campaign success, make necessary adjustments, and manage the marketing budget.

15. 2012: Business Plan How to get started? It’s as easy as: • Step 1: Pulltogether an analysis of the sources of your closed 2011 business. • Step 2: Learn how you spend your time. • Step 3: Agreeon new income level. • Step 4: Now, create your Plan.

16. Appealing to Different Audiences The tips and techniques in today’s session vary based on where you are in your business. Whenever you see this symbol, know that we are addressing those sales associates who are interested in a “next level” technique to apply to their growing business. Get to the next level

17. Components of Joe’s Plan • My Overview • Understanding my role/position • Pipeline Management/Forecasting • Prioritization of buyers/sellers • Categorizing them in the proper stage • Prospecting • Who am I calling on

18. Components of Joe’s Plan • Marketing Vehicles • How will I be marketing myself and my services • Training • How will I stay up to date on current market trends • Enhance my skills • Budget

19. Step #1: Pull together an analysis of the sources of your closed 2011 business Instructions: • Pull closed/pending files • Go to Weichert One/Money Matters tab to get inventory of your deals. • Go to closed transaction file, source found on Report of List/Sales form

20. Pipeline Reporting Get to the next level

21. Step #2: Learn how you spend your time. Complete the Sales Associate Career Planning Guide

22. Sales Associate Career Planning Guide

23. Sales Associate Career Planning Guide

24. Sales Associate Career Planning Guide

25. Step #3: Agree on New Income Level

26. 2012: Income Calculation Form

27. Sales Associate Career Planning Guide

28. Step #4: Now Create Your Plan

29. Sales Associate Compensation Analysis

30. Sales Associate Career Planning Guide

31. Sales Associate Career Planning Guide

32. Sales Associate Career Planning Guide

33. Sales Associate Career Planning Guide

34. Sales Associate Career Planning Guide

35. Associate Objective and Activities Worksheet

36. Sales Associate Compensation Analysis

37. Joe’s Calendar Basics of Planning Sales Meeting Customer Mtng WLN Meeting Customer Mtng Training Call Session Customer Mtng Broker Tour Broker Open Call Session Open House Call Session Customer Mtng Call Session Customer Mtng

38. Master time instead of wasting it. If you erase it, you must replace it!!!

39. Basics of Planning Customer Relationship Management Use Outlook for Now Next WeichertPro

40. Freedom and flexibility without discipline equals bankruptcy.

41. Joe’s Stage Categorization • Each prospect entering the Funnel and moving across the Pipeline are categorized with the appropriate stage. Get to the next level

42. Joe’s 2011 Business Plan • Re-organize my calendar. • Plug into the New Marketing Resource Center to upgrade my sales tools and marketing products. • Set up iMail/eMarketing – Identify local available markets with the highest conversion opportunities. • Design marketing pieces for early delivery in 2011. • Mail to Pure Gold base – will set up delivery of customized letters to my farm base.

43. How to Get Started • All techniques and tools are available on Weichertone.com ~ go to Weichert University. • Click Straight from the Top • For those Sales Managers who have scheduled a 2012 Planning Day, ask that you attend it!

44. Use the Start, Stop & Continue Model • What should you START doing to get your business to the next level in 2012? • What should you STOP doing since it didn’t result in a positive outcome for your business? • What should you CONTINUE to do?

45. Integrate Into Your Calendar • Set a yearly production goal for myself. • Break it down month to month and • Staple it into my yearly calendar or add in my online calendar for each month. • At the end of each month, write in actual production underneath the projected. This gives me a personal monthly goal to reach and also helps me stay on track. Anne-Marie Rodriguez Marino Sales Associate Wyckoff, NJ

46. Refresh Pure Gold/Farm Contacts • Customize a letter and send it to everyone you know – your sphere, past customers, open house guests, etc. • You want to be their resource when it comes to real estate – Let them know you’re here to help. • Follow up your mailing with a phone call to each of them. Go to WeichertOne, click on Prospecting for Business and select “Customer Letters.” Get to the next level

47. 2012: Business PLAN • Pulltogether an analysis of the sources of your closed 2011 business. • Learn how you spend your time. • Agreeon new income level. • Now, create your Plan.

48. Thank you Joe! Joe Cubias Sales Associate ~ Fair Lawn, NJ Sales Office Cell: (201) 790-2108 Office: (201) 794-7722 Email: jcubias@weichert.com Website: www.JoeSellsNJ.com http://www.facebook.com/joecubias http://www.linkedin.com/in/joecubias Joe Cubias Sales Associate ~ Fair Lawn, NJ

49. Thank you for your time today.

50. New Online Course: “It’s a Good Time to Buy a Home” This course will take a fresh look at the historic opportunity buyers have to purchase a home. Assessment questions, facts, statistics and tools within the course will give associates great new information they can use with their buyers.