Building a Network Associate Team in Your Office

1. Building a Network Associate Team in Your Office

2. Open Houses iMail/iCall Opp Time AgentWebSite WLN Relo Referrals Manager assigns or schedules associates into these programs to generate leads. Leads contact agent Associates are selected and approved by the manager to receive these leads. Special training is required. Referrals to associates through our Referral Network and Others Manager assembles a team of Network Associates that work directly for the office and refer business to the manager to distribute to the full-time associates More business to the office Network Agent Retain full time Associates Another pool from which to recruit full-time Lead Generation Sources New!

3. WLN Open Houses Opp Time Lead Generation Systems Referrals AgentWebSite iMail/iCall Relo Powerful Lead Generation • Network Associate • Attends Pre-licensing class and passes the state exam • Places license in our Referral Company • Works with a specific office and manager • Refers local business leads to the Manager through the Referral Company • Manager then gives leads to full-time Associates New! Network Agent

4. Network Associates • Network face to face and online • Promote their ability to refer others to Weichert through such avenues as: • Facebook • Twitter • LinkedIn • Parent Teacher Organization • Colleagues at work • Social clubs and functions • Engage in the following activities . . .

5. Network Associate Activities • If not already a member, join Facebook • Reconnect with friends, colleagues, relatives • Download this widget • Post comments pertaining to real estate and let everyone know you can help them.

6. Network Associate Activities • Invite everyone to the monthly seminars • Attend these Manager-hosted events to learn more about the market and discuss with everyone!

7. Network Associate Activities • Order Referral Associate business cards and hand out to everyone they meet. • Hand them out to everyone you come in contact with: • Parents of your childrens’ friends • Dunkin Donuts server • Dry Cleaner • Etc. • Try new approaches and dialogue that you learn through . . .

8. Referral-Generating Webinars Janet Iveson hosts regularly scheduled Webinars: • Trying different times, days of the week, and topics. • 30 Minutes • Give a tip, idea, dialogue – something to help them grow their referrals. • Share successes • Conduct a poll or 2 to get their feedback • Raffle a prize To register for a webinar, email : jiveson@weichertrealtors.net

9. In-Office Training is 5 minutes Manager says: “Whenever you receive a lead from a family member, friend or colleague, call me. I’ll take care of everything else.” The Manager gives the lead to a full-time, committed sales associate in the office and explains it’s a referral. Referral placed through Referral Associate Company.

10. How are Referral Associates viewed today? Is it an “elephant graveyard” where all the retired sales associates go?

11. Let’s make Referral Associates the Beginning…not the End. We have an opportunity to have ANYONE interested in real estate join us. Active Sales Associate Network Associate

12. The message is . . . 12

13. Key Facts 63% of customers say they found their associate through a referral* *NAR Survey 2008 Profiles of Buyers and Sellers

14. Let’s offer the Network Associate option to all the leads in blue! Thousands of “interested” people * 2009 numbers were estimated by taking January data and multiplying it by 11.5. 14

15. Social Networking • Facebook has over 300 million users • Twitter has 11.5 million accounts and growing • LinkedIn has over 45 million users for professional networking

16. General Growth • More than 300 million active users • 50% of our active users log on to Facebook in any given day • The fastest growing demographic is those 35 years old and older User Engagement • Average user has 130 friends on the site • More than 6 billion minutes are spent on Facebook each day (worldwide) • More than 40 million status updates each day

17. Social Networking & Real Estate • How many people do you meet who have extensive social networks online through Facebook, Twitter, LinkedIn, etc.? • They could be earning additional income in YOUR office with a Referral License. • Give them the opportunity to make money doing what the love to do – NETWORKING • Hire Referral Associates and transition them to NETWORK Associates who give you leads that you distribute to your full time, committed sales associates.

18. Did You Know . . . ? 78% of consumers trust peer recommendations. Only 14% trust advertisements. According to Pertnear, a social marketing services and solutions company, August 2009.

19. Give People Options • How many people do you speak to each week who have been downsized or are unemployed and are looking for a job? • While they’re looking for a job, why not encourage them to get their real estate license and supplement themselves with referral income? • This is a great way to TRY OUT real estate without committing to full time commission sales.

20. Did you know . . . • Many people are SURPRISED to learn they can make $$ in real estate just by getting their license. • They don’t know how it works • This is a REAL program. We need to package it and present as such.

21. Hiring is a Multi-Hurdle Event . . . Enroll in School Take & Pass State Exam Hire

22. Hiring is a Multi-Hurdle Event . . . • Focus on the FIRST hurdle and make sure it’s as low as possible so new recruits aren’t frightened away. • It’s a mindset (BELIEVE that there’s a benefit to getting your Real Estate license) • “Just get your license. You can figure out how you want to use it later.” Enroll in School Take & Pass State Exam Hire 22

23. Give People Options and more People Join . . . When you present the Network Associate option (the EASIEST possible option of the business), people are more OPEN to getting into school. When we have more people in school, you have a greater pool of talent from which you can recruit FULL TIME ASSOCIATES. 23

24. The Funnel Works! Leads, Leads and more Leads Real Estate School Take Test and Pass Hire Network Associates Hire Full Time Sales Associates

25. Test the waters first. Try out real estate with Weichert as a Network Associate.

26. How Do I Build a Team? Step 1: Enroll them in school. They take the exam, pass the test, and secure their Weichert Referral Associate license. (Make sure you check off YOUR office in the Referral New Hire kit) Step 2: Hire 5-10 Network Associates to form a team in your office. Step 3: Hold monthly meetings with your Network Associate Team to build relationships and network (friendly call sessions, seminars on networking tips, WU online courses, etc.). Invite them to your monthly seminars for customers. Step 4: Connect them into office events, community events, etc. through your Facebook page so they feel a part of your team. Step 5: Guide them to send you all referrals so you can give to active sales associates in your office.

27. What are the Benefits? • Receive an additional stream of referral leads to supply to your full-time associates • Build a solid relationship with licensed leads in your local area who are just not ready to work full time yet. • Great way to get people into the business – transitional people (Likely to be laid off, people who want to supplement their income, those who are into social networking through Facebook, LinkedIn, Twitter). • You will have an internal ‘pool of candidates’ to recruit from – when a Network Associate has 2 transactions in a 6 month period invite them in to discuss working full time – “Do you know how much you would have made on those deals if you were doing this full-time?”

28. Region A Region B Region C Region D Region E Region F Region G Region H Region I Region J Additional income to the bottom line from ALIGNED Referral Associates.

29. Career in Real Estate Ad • Unlimited income opportunity • Flexible Hours • Be your own boss • Training, mentoring and support • Network Agent Ad • Extra money • In between jobs • Do this in your spare time • Professional development with a license Sales Associate: 52 24% Network Associate: 162 76% Our Customers are telling us something . . . Are we listening? Based on an internal test of five ads for five offices in February, 2009

30. Your Commitment • Commit to following up with EVERYONE. • Hire full time and • Hire Network Associates (great way to “try” real estate) • Close them on going to school. • Get them signed up with Referral Associates • Guide them to the key activities to bring them success • Meet with them once a month. EVERYONE should JOIN Weichert!

31. Let’s turn our thinking 180 o See this from a different perspective

32. Thousands of “interested” people * 2009 numbers were estimated by taking January data and multiplying it by 11.5. 32

33. It’s how you look at it 2008 Recruiting Instead of looking at these leads as unworkable because they won’t commit to full time commission sales, let’s look at this as a tremendous OPPORTUNITY . . . 48, 254 Leads 2,778 Students 1,808 Hires

34. Hire Network Associates!