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Weichert Lead Network Team Meeting July 2011

Weichert Lead Network Team Meeting July 2011. Insert Lead Specialist Coordinator Name Insert Manager Name Insert GSM Name. Weichert.com Update Today’s Training Segments: What is the best call strategy based on statistics? Why meet? Overcoming common objections. Partnering With Your GSM

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Weichert Lead Network Team Meeting July 2011

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  1. Weichert Lead Network Team MeetingJuly 2011 Insert Lead Specialist Coordinator Name Insert Manager Name Insert GSM Name

  2. Weichert.com Update Today’s Training Segments: What is the best call strategy based on statistics? Why meet? Overcoming common objections. Partnering With Your GSM Recognizing Top Performers Welcome New Team Members Up-and-Coming Activities and Q&A Agenda

  3. 2nd Quarter Top OfficesYTD Conversion Percentage • Morristown East , N.J. 6.97 • Kinnelon, N.J. 6.52 • Morristown West, N.J. 5.96 • Alex/Mt. Vernon, N.J. 5.88 • Arlington, Va. 5.88 • Moorestown, N.J. 5.78 • Brick, N.J. 5.73 • Forked River, N.J. 5.57 • Burlington, N.J. 5.51 • Gainesville, Va. 5.42 • Ashburn, Va. 5.29 • Marlton, N.J. 5.28 • Medford II, N.J. 5.26 • Randolph, N.J. 5.10 • Hamilton Sq., N.J. 5.03 • Aberdeen, N.J. 4.95 • EPW, Va. 4.92 • Medford, N.J. 4.88 • Morris Plains, N.J. 4.83 • Toms River, N.J. 4.74

  4. 2nd Quarter Top OfficesYTD Contact Percentage • Madison, N.J. 90.46 • Hamburg, N.J. 89.07 • West Milford, N.J. 88.57 • Normandy Bch, N.J 86.71 • New Vernon, N.J. 85.71 • Morristown East, N.J. 85.61 • Rumson, N.J. 85.09 • Bernardsville, N.J. 84.37 • Vernon, N.J. 84.29 • Washington Twsp, 83.45 • Oradell, N.J. 83.33 • Landing, N.J. 83.33 • Morristown West 83.24 • Wyckoff, N.J. 82.38 • West Caldwell, N.J. 82.17 • Brick, N.J. 81.57 • Morris Plains, N.J. 81.56 • Bedminster, N.J. 81.25 • Bethesda/CC, MD. 80.91 • Burlington, N.J. 80.76

  5. 2nd Quarter Top OfficesYTD Converted Leads • Washington Twsp, N.J. 42 • Burlington, N.J. 25 • Cherry Hill, N.J. 25 • Monroe, N.Y. 23 • Westfield, N.J. 22 • Clifton, N.J. 22 • Moorestown, N.J. 21 • Chadds Ford, PA 21 • Hamilton Sq. N.J. 20 • Allentown, PA 20 • Andrews, MD 19 • Metuchen, N.J. 19 • Union, N.J. 18 • Front Royal, VA. 18 • Old Bridge, N.J. 17 • Fishkill, N.Y. 17 • Bethlehem, PA 17 • EPW, VA. 16 • Hoboken, N.J. 16 • Gainesville, VA 16 • Toms River, N.J 16 • Edison, N.J. 16

  6. 2nd Quarter Top Lead SpecialistsYTD Conversion Percentage Minimum 3 transactions

  7. How much traffic does Weichert.com get? • Over 20 million visits YTD • 77% increase over 2010 • Over 5.1 million visits in April 2011 • Average over 150,000+ visits per day • Over 2.9 million unique visitors in April 2011

  8. Statistics Tell Us . . . 33% buy within 12 months and only 11% percent by the house they called in on . . . So what is the best approach and strategy for helping WLN customers? Schedule an Appointment to Meet Them.

  9. Would You Be Surprised . . . That 4 out of 5 WLN calls typically end without an attempt to close for an appointment? Let’s listen . . .

  10. Servicing WLN CustomersAnd Increasing Conversion Odds Work in pairs and give one sheet of flipchart paper for each team. Take 5 minutes. • Which is more efficient for you and the customer? • Schedule a meeting with set date, time and place on the first call • Call them back to confirm after checking information (viewing availability, access to the listing, etc.) • Is being at your computer or having access to the listing necessary to the success of the call? Why or why not? • What dialogue and techniques can/do you use to naturally close for an appointment on every call? (Write your answers on the sheet of flipchart paper.)

  11. Group Discussion • How did you answer questions 1 and 2? • Which is more efficient for you and the customer? • A. Schedule a meeting with set date, time and place on the first call • B. Call them back to confirm after checking information (viewing availability, access to the listing, etc.) • Is being at your computer or having access to the listing necessary to the success of the call? Why or why not? • Each team review and share what they wrote on the flipchart for question 3. • What dialogue and techniques can/do you use to naturally close for an appointment on every call?

  12. Let’s Play

  13. Outburst - Why Meet? Just looking at this property… • The Rules: • I will reveal a common customer response • You shout out reasons why they should meet YOU anyway • After 3 good reasons we will move to the next example Not ready to buy yet… I’m working with an agent... Oh darn, this is already under contract…

  14. WLN Sales Success Story Line Do you have a WLN Success story to share! Please call us at (973)656-3366 Leave a message with the details of how you came to convert the lead. Every month someone will win a $25 gift card for sharing their story!

  15. Weichert.com Update New Customer iPhone App

  16. Let’s Play

  17. Did You Attend This Webinar? It’s available on the Weichert University homepage. It’s a must if you missed it. Or even for a second review.

  18. 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!

  19. 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?

  20. 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

  21. (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

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

  23. 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

  24. Lead Network...Get Certified! Three Online Training courses on Weichert U. Understanding the Internet Consumer Working with Internet Consumers Succeeding with the Weichert Lead Network

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

  26. Thank You!

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