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Weichert Lead Network Team Meeting February 2011. Insert Lead Coordinator Name Insert Manager Name Insert GSM Name. WLN 2011 Update 2010 Award Winners How Are We Doing? Partnering With Your GSM Recognizing Top Performers Welcome New Team Members

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weichert lead network team meeting february 2011

Weichert Lead Network Team MeetingFebruary 2011

Insert Lead Coordinator NameInsert Manager Name Insert GSM Name

agenda
WLN 2011 Update

2010 Award Winners

How Are We Doing?

Partnering With Your GSM

Recognizing Top Performers

Welcome New Team Members

Up-and-Coming Activities and Q&A

Agenda
2011 update
2011 Update

We are happy to announce that Weichert.com was ranked again 19th most popular real estate site by Hitwise for the month of January! 

  • It’s the first time Weichert.com has beaten Century 21 for the entire month!
  • We also beat Coldwell Banker, Keller Williams and Long and Foster. 
  • In January Weichert.com had over 3.5 million visits. 
  • It was also interesting to see that Realtor.com slipped to #3.   
growing opportunity
Growing Opportunity

56% Increase in Lead Volume over 2009!

top 5 real estate sites
Top 5 real estate sites:
  • Yahoo! Real Estate
  • FrontDoor.com*
  • Realtor.com
  • Zillow
  • Trulia

* Frontdoor.com is owned by HGTV, their spike in traffic was due to the Dream Home giveaway. 

2011 january hitwise rankings
2011-January Hitwise rankings

Weichert.com

made the Top 20!

weichert com traffic
Weichert.com Traffic
  • Over 33 million visitors 2010
  • Over 500 million page views 2010
  • Over 3.5 million visits in January 2011
  • Average 100,000 + visits per day
  • Average of over 1.6 million unique visitors per month
  • Average 16 minutes per visit*

*outpacing most competitors by nearly double!

Stats as of October 2010

vacation on the go
Vacation on the Go…

Update your Vacations

from your

*Droid or Iphone!

*Works on most Droids with newer operating systems

weichert lead network one millionth lead contest
Weichert Lead NetworkOne Millionth Lead Contest

Since 2002, WLN has generated thousands of Leads!

We are excited to announce WLN’s is now in the Millions!

Apple iPad

Congratulations Lynn Reilly!

Lynn Reilly

Sparta, NJ

She accepted WLN’s One Millionth Lead and is won the Apple iPad!

slide10

Congratulations

Weichert Lead NetworkCompany Wide2010

Award Winners

slide11

Weichert Lead Network

Insert

Photo

of

Lead

Coordinator

<Insert Name>

Lead Coordinator,

Weichert Lead Network

slide12

Weichert Lead Network

Insert

Photo

of

Top Agent

Internet Specialist of the Year

<Insert Name>

Lead Specialist

slide13

Weichert Lead Network

# 1 Internet Specialist of the Year

Company-wide

Kristina Petras

Chadds Ford, PA

# 1 WLN Closed Leads

11

slide14

Weichert Lead Network

# 1 Internet Specialist of the Year

Company-wide

# 1 Top conversion

25%*

*Based on Minimum of 20 Leads

Florine(Bambi)Peters

Sea Girt, N.J.

slide15

Weichert Lead Network

Insert

Photo

of

Top Agent

# 1 Internet Specialist of the Year

Company-wide

# 1 Top Sales Volume

$5,090,000

Tom Maguire

Spring Lake, N.J.

slide16

Weichert Lead Network

# 1 Sales Office! Company-wide

Weichert Lead Network Conversion

Sea Girt, N.J.

7.04% 2010 Conversion

slide17

Weichert Lead Network

Insert

Photo

of

Entire Office

# 2 Sales Office! Company-wide

Weichert Lead Network Conversion

Reston/Herndon, VA

6.67% 2010 Conversion

slide18

Weichert Lead Network

# 3 Sales Office! Company-wide

Weichert Lead Network Conversion

Basking Ridge, N.J.

6.41% 2010 Conversion

2010 top 10 offices by conversion
2010 Top 10 Offices- by Conversion
  • Sea Girt, N.J. 7.04%
  • Reston/Herndon, VA 6.66%
  • Basking Ridge, N.J. 6.41%
  • Manahawkin, N.J. 6.07%
  • Medford, N.J. 5.85%
  • Mountain Lakes, N.J. 5.46%
  • Aberdeen, N.J. 5.37%
  • Front Royal, VA 5.35%
  • Chadds Ford, Pa. 5.34%
  • Washington Twsp., N.J. 5.28%

*Includes only leads created and closed in 2010

2010 top 10 offices closed transactions
2010 Top 10 Offices -Closed Transactions
  • Washington Twsp, N.J. 61
  • Cherry Hill, N.J. 40
  • Front Royal, VA 40
  • Pike Creek, DE 38
  • Chadds Ford, PA 37
  • Blue Bell, PA 34
  • Allentown, PA 34
  • Mullica Hill, N.J. 32
  • Bethlehem, PA 29
  • Burlington, N.J. 28

*Includes only leads created and closed in 2010

offices with all time most closed leads cumulative
Offices with All Time Most Closed Leads-Cumulative
  • Washington Township, N.J. 661
  • Cherry Hill, N.J. 456
  • Moorestown, N.J. 456
  • Edison, N.J. 437
  • Burlington, N.J. 412
  • Old Bridge, N.J. 408
  • Bethlehem, PA 397
  • Blue Bell, PA 388
  • Monroe, N.Y. 366
  • Media, PA 360
slide22

Weichert Lead Network

Jo-Ellen Ashby Region

Insert

Photo

of

Top Agent

Insert

Photo

of

Top Agent

Insert

Photo

of

Top Agent

Angelo Acierno

Monroe, NY

10 Units

Dominick Palmieri

New City, NY

9.76%

Angelo Acierno

Monroe, NY

$3,142,000

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 30 leads

#1 WLN Closed Leads

slide23

Weichert Lead Network

Phyllis Bixon Region

Insert

Photo

of

Top Agent

Insert

Photo

of

Top Agent

Ellen Weiner

Clifton, N.J.

8 Units

Michele Moretti Bender

Wayne, N.J.

16%

Ellen Weiner

Clifton, N.J.

$2,765,000

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 25 leads

#1 WLN Closed Leads

slide24

Weichert Lead Network

Ray Chappell Region

Insert

Photo

of

Top Agent

Insert

Photo

of

Top Agent

Ricardo Vasquez

Chevy Chase/Uptown, VA

7 Units

Marjorie Heath

Bethesda/CC, VA

10%

Ricardo Vasquez

Chevy Chase/Uptown, VA

$2,502,750

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 30 leads

#1 WLN Closed Leads

slide25

Weichert Lead Network

Bruce Green Region

Kelli Gatewood

Warrenton, VA

10 Units

Sue Fincham

Front Royal,VA

17.39%

Otilia Moursi

Fairfax,VA

$3,370,300

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 20 Leads

#1 WLN Closed Leads

slide26

Weichert Lead Network

James Weichert Jr. Region

Sally Gregory Merrell

Madison, N.J.

4 Units

Richard Smith

Chatham, N.J.

13.63%

Sheila Gehrke

Summit, N.J.

$2,520,000

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 20 leads

#1 WLN Closed Leads

slide27

Weichert Lead Network

Joe McDonald Region

Bobbijo Miller

Easton, PA

9 Units

Linda Cohen

Branchburg, N.J.

13.16%

Maryan DeFilippis

Warren Twps., N.J.

$2,969,000

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 35 leads

#1 WLN Closed Leads

slide28

Weichert Lead Network

Larry Minsky Region

Kristina Petras

Chadds Ford, PA

11 Units

Nancy McGreevy

Chadds Ford, PA

12.5%

Kristina Petras

Chadds Ford, PA

$2,172,300

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 30 leads

#1 WLN Closed Leads

slide29

Weichert Lead Network

Dominick Prevete Region

Nanette Vignapiano

Roxbury, N.J.

9 Units

Angela McNiece

Randolph, N.J.

17.86%

Nanette Vignapiano

Roxbury, N.J.

$2,858,000

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 25 leads

#1 WLN Closed Leads

slide30

Weichert Lead Network

Jack Waters Region

Janet Lepeshko

Forked River, N.J.

7 Units

Cynthia Gaudio

South Brunswick, N.J.

15.90%

Tom Maguire

Spring Lake, N.J.

$5,090,000

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 40 leads

#1 WLN Closed Leads

*Conversion % used to break tie

slide31

Weichert Lead Network

Kathy Williams Region

Linda Marotta

Washington Twps., N.J.

10 Units

George Hammes

Washington Twps., N.J.

15.38%

Linda Marotta

Washington Twps., N.J.

$2,786,465

#1 WLN $$ Volume

#1 WLN Conversion %

*Based on min. 25 leads

#1 WLN Closed Leads

slide32

Weichert Lead Network

Best Practices from Our

2010 Award Winners!

slide33

Key Actions

  • Greet and Smile (Warm, friendly, likable. Give your name.)
  • Gather contact information (WLN ISC does this for you but you can confirm you have it!)
  • Ask, Listen and Learn (“What was it about this property that attracted you?”)
  • Show What You Know(“That’s a terrific home, the downstairs is very spacious.”)
  • Close (for an appointment in the office. “Let’s meet Wednesday in my office. Do you need directions?”)
1 phone for success
#1: Phone for Success
  • Keep your cell phone on and with you always!
  • Program the WLN # (973) 539-4114with a distinctive ring tone.
  • Answer on the first ring!
  • Use “vacation” to manage availability. *Schedule remotely on Droid or Iphone!
  • WLN Call Center Hours:

9am-9pm Monday through Sunday!

John DiNizio

Watchung, N.J.

93% Contact Rate

McDonald Regional

Lead Coordinator

2 greet smile
# 2: Greet & Smile
  • Be friendly, agreeable, positive and enthusiastic. I “can” help you!
  • Accept all leads and work diligently. Do not pre-judge!
  • Smiles can be heard on the phone! Be mindful of your Tone of Voice & energy.
  • “So what you are saying is…” Reflect & let them know they have your full attention!

Debra McGrath

Sparta, N.J.

20 Closed Cum.

Prevete Regional

Lead Coordinator

3 gather contact information be organized use your tools
#3: Gather Contact InformationBe Organized/Use Your Tools
  • WLN gathers the data for you, but you can confirm you have it!
  • WLN portal is an efficient contact management solution.
  • Stay on track. Record detailed notes of your weekly and monthly follow-up.
  • Review the interests tab, view additional properties or areas of interest.
  • Set up Outlook reminders from your portal!

Jerry Seeber

Howell, N.J.

16.67% Conversion

75% Contact

Waters Regional

Lead Coordinator

3 ask listen learn getting to know you
#3: Ask, Listen, LearnGetting to Know You
  • Probe & Create rapport-
  • Probe: Ask pertinent probing questions and get to know your new customer.
  • What do you like about this property? What is important to you in your new home? What do you like about where you live now?
  • Treat every lead with care and respect to ensure you are the one customers call when they are ready to buy/sell. Never disqualify based on the first phone call!
  • Introduce your GSM as your partner.

Madonna Padilla

Lake of the Woods, VA

Green Regional

Lead Coordinator

4 show what you know be prepared and professional
#4: Show What you KnowBe Prepared and Professional
  • Know your market and inventory!
  • Have your calendar ready!
  • “Fake it till you Make it”– Can’t answer the customer’s questions- use the call as an opportunity to build rapport. (Don’t just tell them you are not at a computer and will call back!)
  • Ask for the Appointment to discuss and set a certain time to get back to them with answers and be prompt (within an hour is ideal).
  • If the customer cannot wait, consider placing them on hold and calling your office for information. Make every effort to offer assistance!

Thomas Alotta

Bowie, MD

7 Cum. Trans.

Chappell Regional

Lead Coordinator

5 close for the appointment
#5: Close for the Appointment
  • Make the appointment - Every lead face-to-face, every time.
  • “Let’s meet on Tuesday. Do you need directions?”
  • Not ready to meet? Probe and learn the obstacle to overcome!
  • Always leave the open door, let them know when you’ll be calling back!

Linda Marotta

Washington Twps., N.J.

Top Regional Sales Units 10 Transactions

Top Regional $ Volume

$2,786,465

Williams Regional

Lead Coordinator

6 follow up follow up
#6: Follow Up, Follow Up
  • After the initial call-Follow-up! Stay in frequent contact with your customers, “Call” even when there isn’t any new news!
  • Set up e-mail and contact campaigns. Use the MLS to send updated listings, price improvements.
  • Network at office meetings. Give customer a heads up on hot new listings soon to hit the market.
  • Invite leads to Open Houses, office seminars or simply for a cup of coffee.

Lou Tordini

Wayne, N.J.

10 Cum. transactions

Bixon Regional

Lead Coordinator

6 follow up continued
#6: Follow Up (Continued)
  • Just LISTED/SOLD cards.
  • Handwritten notes, postcards, holiday cards - always followed by a phone call!
  • Be creative - seeds in the spring, calendars, coupons, clip articles of interest, restaurant reviews, etc.
  • If a prospect postpones their purchase/sale, ask if you may continue to periodically send listing information on properties that may be of interest.
  • Ask for referral business. And never give up!
7 it s all about attitude
#7: It’s All About Attitude
  • Be patient and not overbearing or pushy.
  • Be empathetic, and put yourself in the prospect’s shoes.
  • Always be professional.
  • Be trustworthy and always honest.
  • Be friendly and enthusiastic - someone with whom they will want to spend their time!

Anthony DiLullo

Rye, N.Y.

Ashby Regional

Lead Coordinator

8 any lead is a good lead
#8: Any Lead is a Good Lead
  • Any lead is a good lead.
  • Engage your GSM early in the process and throughout!
  • Take advantage of all opportunities.
  • Ask for referral business from your leads!
  • Any offer is a good offer!
  • A $325,000 offer on a house that is listed for $395,000 is $325,000 closer than before you had a contract.

John Meagher

James Weichert Jr.

Regional Lead Coordinator

wln best practices recap
WLN Best Practices Recap
  • Answer Your Phone. Be Accessible!
  • Greet & Smile! Friendly, Agreeable- I “Can” help you! Adapt to Different Personalities.
  • Ask for the Appointment-Meet with Prospects. Face-to-Face Time is Most Valuable.
  • Ask, Listen, Learn- Be a Good Listener, reflect back.
slide45

WLN Best Practices Recap

  • Show What you know- Know Your Inventory or “Fake it till you make it”! Caravan and tour broker opens
  • Frequent Communication with leads & details posted into portal updates.
  • Keep in Touch, Follow-Up Again!
slide46

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!
weichert com facts
Weichert.com Facts

Top 5 for broker sites.*

Top 19 for real estate sites.*

Average of 100,000 + visits per day.*

2-3 million visits per month.

Combined, office Web sites get up to 300,000 views per month.

Combined, Agent Profile Pages can get up to 300,000 views per month.

Customers spend on average more time per visit on Weichert.com than on Century21.com, ReMax.com and ColdwellBanker.com.

We run over 1 million keywords on major search engines.

*Source: Hitwise

how are we doing
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?
partnering with your gsm
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
recognizing top performers
(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
up and coming activities
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
join the lead network team
Some benefits you will enjoy include:

New business.

Opportunities to build a lifetime of referrals.

Continuous training and support to help you close for the business successfully.

Join the Lead Network Team!

Talk to me after this meeting for more information on how you couldsign up as a Lead Specialist.

lead network get certified
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

questions answers
Questions & Answers
  • To be filled in by Lead Coordinator or Manager