Weichert Lead Network Team MeetingMay 2011 Insert Lead Specialist Coordinator Name Insert Manager Name Insert GSM Name
Weichert.com Update Today’s Coaching Segments: Deal or No Deal “Let’s Go to the Video” Partnering With Your GSM Recognizing Top Performers Welcome New Team Members Up-and-Coming Activities and Q&A Agenda
Weichert.com Update We are happy to announce that Weichert.com was ranked 16th most popular real estate site by Hitwise for the month of April 2011. Our highest rankings continue! • We are still beating Century 21 as well as Coldwell Banker, Keller Williams and Long and Foster, Prudential, Houlihan and Lawrence as well! • In March and April we posted the highest quantity of visits ever, with over 5 hits and 3.1 million unique visitors.
March Hitwise Rankings Weichert.com made the Top 16!
Weichert.com Stats • Average 127,000 + visits per day • Top 3 of all real estate broker sites • Top 16 of all real estate sites • Bidding on over 1 million key words on major search engines!
Weighing the Odds . . . Team Discussion What do you think is a realistic percentage of leads that result in actual deals? What subjective factors or behaviors do you listen for that influence your opinion about the seriousness of the lead?
We’re going to listen to 3 calls. “Deal or No Deal” Overview As you listen to each call, decide it led to . . .
Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? What’s Your Decision? Call 1
Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? What’s Your Decision? Call 2
Was there a deal or no deal (serious buyer or “tire kicker”)? What made you think so? What’s Your Decision? Call 3
Call 3 Call 2 Call 1 Let’s open the cases…
Lead closed within 30 days Let’s open the cases… Call 3 Call 2
Let’s open the cases… Lead closed within 30 days Lead closed in 4 days for $1.36 million Call 3 Call 1
Let’s open the cases… Lead closed within 30 days Lead closed in 4 days for $1.36 million Lead closed within 2 months Call 1
Did you make a good deal? Which leads did you think were “bad”? Do these results surprise you? Remember any leads you had left on the table because you thought they were “bad”?
Whether a lead is good or bad depends on your point of view. Don’t pre-judge a lead before you’ve had the chance to meet them in person. Close for an appointment at every call. Keep in mind that at least 1 out of 3 leads from Lead Network closes*! Perception Determines Reality * Recent research conducted by Real IQ Inc., an independent research company.
If They Call They WILL Buy/Sell? Team Discussion We know the above statement is not always true… What are some common factors on WLN leads that typically result in “no deal”? Based on the exercise we just did, how can making assumptions on calls negatively effect results? What power and control do you have that can positively impact a call resulting in an actual deal?
It’s a Numbers Game! Team Discussion. • How many “no’s” do you have to hear before you get to a “yes?” • If you could knock down this number of “no’s” with a new skill, technique or dialogue, would you try something new? • Sales is about getting to the “yes.” If you can get to the “yeses” more frequently, then you’re mastering the numbers game!
“It Works . . .” I thought I would try something we learned at our lead network meeting today and it worked! I’m so excited. I’ve been trying to get together with this lead for about 6 weeks to no avail. I finally decided to just give him two different days and times next week to get together for a buyer consultation and he emailed me back within two minutes and chose one of the times I gave him to come in to talk with me. I was so excited! I thought I would never get together with this one. I’m glad I attended the meeting today and glad that I tried one of the suggestions they gave to get the appointment. It apparently does work. Linda Newport Hillsborough Office
What it ALL Boils Down to is Your… Persistence Determination Skill
In sports, video replay is commonly used as a way to coach and develop the players. Replay is also a great method for sales coaching and development. “Let’s Go to the Video”
The Value of Replay and Coaching Team Discussion How essential is the practice of video replay and receiving coaching to athletes and actors? Why? How does honing skills and being coached apply to you and your career as a Weichert Sales Associate? How can the practice of listening to and discussing WLN calls help you?
Let’s Listen to a Few Sample Calls • These are excerpts from recent recorded WLN calls. • The call are representative of common WLN calls. • Associate and caller information have been removed. You will hear a noise covering specific information. • Take notes as you listen to each call.
Call #1 – NEW Listing • Take notes as you listen to the call. • What do you think they did well? • What are the opportunities to make it an even better call? • How would you coach the Associate on this call? Click icon to play call Be patient and listen closely- the call is several minutes long with pauses and a tone to block out personal information, it’s over when they say goodbye! All the calls you’re about to hear are representative of many calls like these!
Call #2 – NEW Listing • Take notes as you listen to the call. • What do you think they did well? • What are the opportunities to make it an even better call? • How would you coach the Associate on this call? Click icon to play call
Weichert Difference Key Actions Initial point of contact makes or breaks the sale!
Now’s the time to sign up for WRN! Improve Club and Circle of Excellence Award levels! Mikella Layton- Director of WRN Sales firstname.lastname@example.org 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!
Internet Partners & WDC Statistics Now Available on WeichertOne • Go to WeichertOne • Marketing tab/Weichert.com/Internet partner • Marketing tab/Weichert.com/Fact Flyer
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?
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
(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
(Insert names of new Lead Specialists joining the team) Welcome New Team Members
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
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 • To be filled in by Lead Coordinator or Manager