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Weichert Lead Network Team Meeting January 2012

Weichert Lead Network Team Meeting January 2012. Insert Lead Specialist Coordinator Name Insert Manager Name Insert GSM Name. Weichert.com Update Today’s Training Segments: What Buyer’s Want Partnering With Your GSM Recognizing Top Performers Welcome New Team Members

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Weichert Lead Network Team Meeting January 2012

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  1. Weichert Lead Network Team MeetingJanuary 2012 Insert Lead Specialist Coordinator Name Insert Manager Name Insert GSM Name

  2. Weichert.com Update Today’s Training Segments: What Buyer’s Want Partnering With Your GSM Recognizing Top Performers Welcome New Team Members Up-and-Coming Activities and Q&A Agenda

  3. Weichert.com Update

  4. Weichert.com traffic 2010 vs. 2011 YTD web traffic is up 51% over 2010! Over 47 Million visitors YTD! Average over 4 million visitors per month

  5. WLN’s 2011 Lead Flow WLN may send out 250,000 leads in 2011 25% increase over 2010

  6. Record Lead Day: 1030 Leads on May 31, 2011 Daily Lead Average: 610 Scrubbed out 52% WLN Call Center

  7. And now a very Important Announcement

  8. New Lending Tree partnership • In 2012 we will receive over 118,000 LendingTree customers • Customers who requested a pre-approval and asked to be contacted by a realtor • Majority fall in WBN and WREA footprints • Could yield an additional 1 million in revenue

  9. Improving Weichert.com • Majority of our leads come from Weichert.com • Working on a new look and feel and lot’s of enhancements for 2012 • Our IT department makes it possible

  10. What Buyers Want NAR’s 2011 Profile of Home Buyers has all the answers!

  11. How Many Agents Did the Buyer Interview? 65% worked with the first agent they interviewed.

  12. You Have An Increased Opportunity As a WLN Specialist you have the advantage of being connected immediately to customers – no one else has this!

  13. Top Four Skills and Qualities Important to Buyers • Honesty and Integrity – 98% • Responsiveness – 94% • Knowledge of Purchase Process – 93% • Knowledge of Real Estate Market – 91%

  14. Group Discussion What Weichert tools, services, and processes help you demonstrate the top four skills and qualities most important to Buyers? Honesty and Integrity – 98% Responsiveness – 94% Knowledge of Purchase Process – 93% Knowledge of Real Estate Market – 91%

  15. #1 Benefit Provided by the Real Estate Agent 61% helped buyer understand the process.

  16. You Are Their Expert and Guide

  17. What Buyers Want Looking at all of the statistics …. Do you agree that meeting with the Buyer at the office to do a buyer consultation is the best way to give them what they want and help them find the right house?

  18. Ask, Listen and Learn AND Show What You Know at the initial conversation to demonstrate you are the expert and guide. Close for the appointment on every call! Make meeting with buyers at the office to do a Buyer Consultation a standard business practice. Review and explain the process. Provide consistent, full service have every buyer meet with the GSM. Give Them What They Want

  19. For successfully closing appointments to meet at the office. Close for date and time first. “I would love to meet with you to show you this property or any others that might meet your needs. I have time on XX or XX. Which is better for you?” Then confirm time and office location. “Great! Are you familiar with where the XX Weichert office is located? I will send you an email with the address and directions. I look forward to meeting you on XX.” Shift your thinking and operate under the assumption that all buyers WILL meet you at the office and you will be surprised at how many will agree to it. Try This Technique . . .

  20. Converting Leads, One at a Time • Last year, JoAnn Vossler from the Alpine office successfully closed a Weichert Rental Network lead for $6,000 per month.  • Her happy customer has subsequently referred her to three more rental customers! • Since the lease would soon expire, JoAnn reached out to the client to discuss options. • They decided to preview homes, quickly purchasing a home in the $2 million range. • It pays to follow up!

  21. Let Us Know About Your Success Call our Success Story Phone Line and let us know what you have done to convert WLN leads. (973) 656-3366 If we use your story,you’ll get a $25 gift card! ANSWER THE PHONE!BOOK THE APPOINTMENT!SHOW WHAT YOU KNOW!ASK FOR REFERRALS!KEEP IN TOUCH!

  22. “Like” our new Facebook Page! Search properties from Facebook www.facebook.com/weichert Click on the “Like” button

  23. iPhone App New Customer iPhone App

  24. 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!

  25. 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?

  26. 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) Partnering With Your GSM

  27. (Insert photos and bullets about office Lead Specialists who have Highest Conversion, Most Improved, a Success Story) (Add another slide here if needed) Recognizing Top Performers

  28. (Insert names of new Lead Specialists joining the team) Welcome New Team Members

  29. 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) Up and Coming Activities

  30. Lead Network...Get Certified! • Follow these 3 easy steps to get started: • Talk to your Sales Manager about the criteria to be eligible to participate as a Weichert Lead Network Specialist. • Complete the Certification Training requirements. They can be completed in any order. • Attend the Lead Specialist Orientation Workshop • Take the online course Succeeding with the Weichert Lead Network • Complete and sign the Lead Specialist Agreement and other required paperwork. Look for this icon on WeichertOne.com

  31. Questions & Answers • To be filled in by Lead Coordinator or Manager

  32. Thank You!

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