Weichert Lead Network Team Meeting February 2008

1. Weichert Lead Network Team MeetingFebruary 2008 Insert Lead Coordinator NameInsert Manager Name Insert GSM Name

2. Agenda • December Meeting Recap • Following up with your WLN leads • Partnering With Your GSM • Recognizing Top Performers • Tips from a Top Performer • Welcome New Team Members • Up and Coming Activities • Q&A

3. Buyers find the Internet a more useful source of information in their home search than any other media 100% 80% 73% 69% Very Useful 60% 40% 31% 22% 20% 20% 11% 3% 3% 2% 0% Internet Real estate Yard sign Open house Newspaper Home book / TV Billboard Relocation agent ad Magazine company Usefulness of Information Sources Among Home Buyers Source: National Association of REALTORS, 2006 Profile of Home Buyers and Sellers

4. Internet Listings Drive Offline Action Actions Taken After Finding Listing Online Buyers who find home listings online take offline action to move forward in the home buying process Source: National Association of REALTORS, 2006 Profile of Home Buyers and Sellers

5. It’s Working Do you think we would have the traffic without WLN’s Internet marketing? 5

6. Myth vs. Reality Weichert.com had about 10 million customer visits in 2007 This is a myth! Actually, Weichert.com had 3 times this many visitors! 30 million people visited Weichert.com this year alone! Let’s look at some more statistics on Weichert.com.

7. Powerful Online Presence Weichert.com Top 5 for Broker Sites Top 30 for Real Estate Websites 3 million visits per month Average 100,000 customer visits per day Over 30 million customer visits for 2007

8. Weichert.com Helps DRIVE Your Business Do you realize Weichert.com: Drives customers to Open Houses Drives walk-in traffic Drives Opportunity Desk Calls (20-30% of the calls come from the Internet) Reminds customers of Agents they used in the past

9. When was the last time you cleaned out your closet? When you clean out your closet, you usually find great things you forgot all about. Think your list of long term leads the same way. Take the time to look at leads you haven’t spoken to in awhile, and follow up with them!

10. Follow up tips • Remind yourself that every “no” you get will bring you that much closer to a “yes.” • Make follow up part of your daily routine. If you have time set aside daily to follow up, you get into the habit of doing it. • Ask yourself: Is the problem the people I’m calling or is it what I’m saying? • If you call 10 people and don’t get an appointment, consider changing the dialogue you’re using.

11. What are some of your follow up tips? Write down 3 tips you would like to apply or create to improve your business.

12. Stay focused on getting the appointment! Remember the phrase: You have to kiss a lot of frogs before you get a Prince? You may have to call 3 to 4 times to get an appointment, but once you do, it will be worth your efforts! Remember:

13. Remember to use the follow up call flow! 1 Reconnect and Build Rapport 2 Probe for Information 3 Close for Buyer Consultation or Listing Appointment 4 Set the Stage for Next Contact

14. A Lead Specialist and his lead • Meet Oliver Jones, a Weichert Lead Specialist: • With Weichert for 4 years. • Exceptionally knowledgeable about the • local area. • Is friendly, trustworthy and good at getting • leads to meet with him. • Let’s take a look at a lead Oliver came to • know from a Lead Network call.

15. Characteristics of Oliver’s lead • Luis and Isabelle Sanchez, husband and wife of 3 years. • Looking to buy their first home. • Oliver got to know the Sanchez’s by answering a WLN call. • Just began their home search; are unsure about affordability. • Isabelle just lost her job and has been unable to find work. • They want to start a family soon.

16. Let’s hear the first contact • Listen to the first call between Oliver and the Sanchez’s. • After this call is complete, think about what you would do during your next follow up contact with this lead.

17. How did Oliver do? • What were some challenges Oliver faced during this call? • What did Oliver do well? What could he have done better? • What should Oliver do during call # 2?

18. One week later…Oliver’s second follow up contact: • Listen to the second follow up call between Oliver and the Sanchez’s. • After this call, think about what you would do during your next follow up contact with each lead.

19. How did Oliver do? • What were some challenges Oliver faced during this call? • What did Oliver do well? What could he have done better? • What should Oliver do during call # 3?

20. 13 days later…Oliver’s third follow up contact: • Listen to the third follow up call between Oliver and the Sanchez’s. • After this call, think about what you would do during your next follow up contact with this lead.

21. How did Oliver do? • What were some challenges Oliver faced during this call? • What did Oliver do well? What could he have done better? • What should Oliver do during call # 4?

22. 3 weeks later…Oliver’s fourth follow up contact: Listen to this final follow up call between Oliver and the Sanchez’s.

23. How did Oliver do? • What were some challenges Oliver faced during this call? • What did Oliver do well? What could he have done better? • What did Oliver do during this call to get him an appointment with the Sanchez’s? • How did the series of follow up calls from the very beginning help Oliver get the appointment with the Sanchez’s?

24. Weichert has the right Tools & Resources To learn more about follow up, visit Weichert University today. Take the following online courses: • Follow Up: Converting Your Leads Into Cash • Follow Up: The Formula for Success www.weichertone.com

25. 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)

26. Partnering With Your GSM • Closings: (fill in # of closing with WFS for previous month) • Success Stories: (fill in success stories of partnerships between Lead Specialists and GSM, highlight ways GSM can help LS get business)

27. 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)

28. Sample call from a top performer Lorin Arnold – Burlington, NJ Office; 14.29% Conversion! We are going to listen to a call between Lorin Arnold from the Burlington office and her lead. As you listen to this call, think about what Lorin does well. Also, think about how you would have handled this call, and what you would do with a similar lead. Let’s listen to a call where Lorin uses this skill!

29. What did you think? In this call, Lorin: Came right out and asked for the appointment. Was flexible and tried to meet the needs of her lead. What did you think about the call? What did Lorin do well? What is your takeaway from this call?

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

31. 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)

32. Remember to reconnect with your leads • Follow up with your leads! • All leads are good leads! • Maintain a relationship with them! • Follow up = more business (Even if it’s after a couple of months!) • “Old” leads are as valuable as “new” leads.

33. Lead Network Calling Contest! We are having a contest called: Building Your Book of Business for 2008 Win a GPS for the team!

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

35. Questions & Answers • To be filled in by Lead Coordinator or Mgr

36. Thank You!