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Name: _____________________________ Date of Hire: _____________________________ Office: _____________________________

A Guide for Experienced Sales Associates

Table of Contents

Introduction 2

Office Assimilation 3

Pledge of Service 6

Priorities Spell S.U.C.C.E.S.S. 7

Success Track Agenda 8

Online Learning 9

I-Call Program 11

Transition Network 12

WeichertOne.com 13

Production Tracker 14

Terminology 15

Manager’s Core Team 17

Quick Directory 18

Directory 19

Business Cards 22

Notes 23

1

Introduction Message to the Experienced Sales Associate

Welcome to Weichert, Realtors! We’re happy to have you as part of our team. Weichert, Realtors believes it’s important that you have on-the- job support as you continue to develop your skills and grow your business. This Guide is designed to keep you on track toward building a successful career with Weichert. We’ve identified the critical things you need to learn and do to achieve success. Your Manager is committed to making you feel a part of the Weichert Family and guiding you through the activities that will enable you to have a smooth transition in joining our team. Your Manager will support you while you listen, learn and do the work necessary to achieve your goals. Ultimately, it’s your business, so it’s your responsibility to commit to do what it takes. We hope this is the beginning of a long and successful journey with Weichert.

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Office Assimilation

We want to make sure Sales Associates are introduced to their team members, understand their office policies and procedures, and know where to find the tools needed to perform the job.

Manager

I have met one on one with this Sales Associate today and have discussed the following:

□ Introductions to: • Processing Manager • Personal Marketing Coordinator (Doors Tech) • Gold Services Manager

• Weichert Insurance Reps • Other Sales Associates

□ Review general office policies:

• Dress Code • Sales Meetings • In-Office Training Sessions • Caravans • iMAIL sign up

• Opportunity Time • Review Do Not Call List Policy & Procedures • Call List on WeichertOne.com • Club Levels • Campaigns

□ Review S.U.C.C.E.S.S. Formula located on WeichertOne.com. Go to Weichert University and it’s in the yellow navigation bar on the left. (see page 8)

□ Review certification requirements for experienced Sales Associates

□ Review advertising guidelines/deadlines

□ Establish how first Weichert listing presentation will be handled

□ Set up one-on-ones for next six months (Dates Below)

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Date Completed:

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Office Assimilation continued

Weichert Gold Services Manager

I have met one on one with this Sales Associate today and have discussed the following:

□ The role of Gold Services Manager

□ How I assist the agent with Buyer prospects & pre-qualify/pre-approve them

□ How I provide the associate with “Open House Financial Sheets”

□ How I act as the point person for Gold Services

□ Benefits of the “Gold Services Program”

□ How I can be reached Date Completed:

Processing Manager

I have met one on one with this Sales Associate today and have discussed the following:

Tour the office and review the layout; walk through all areas and floors

□ Identify location and review of forms/paperwork: • Listing file folder/kit • Sales file folder/kit • Other:

□ Identify location and review of supplies: • Balloons • Signs • Other:

□ Review how to use the equipment: fax, copier, computers and helium tank

□ Review the phone systems: paging, transferring calls and checking voicemail

□ Set up voice mail

□ Locate lock boxes and lock box numbers

□ Locate keys for the homes listed by the office

□ Order business cards and name tags

Date Completed:

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Office Assimilation continued

Personal Marketing Coordinator (Doors Tech)

I have met one on one with this Sales Associate today and have discussed the following:

□ My hours in the office

□ Lead time for creating a Weichert Listing Presentation

□ Process for requesting work

□ Establishing farm and mailing schedule

□ Converting Realtor.com page to Weichert web page template

□ Getting a copy of Sales Associate’s portrait, resume and billing schedule

□ Sending professional announcements on joining Weichert, Realtors

Date Completed:

Weichert Lead Network Coordinator

I have met one-on-one with this Sales Associate today and discussed the following:

□ Referral Split

□ How to use the portal and update leads

□ Other:

Date Completed:

Weichert Referral Associate Coordinator or Manager

I have met one-on-one with this Sales Associate today and discussed the following:

□ Transitioning all my Referral Associates to Weichert

□ Transition Package

□ Weichert Referral Associates as another source of leads

□ Other:

Date Completed:

5

Weichert Pledge of Service

At Weichert, we are not simply managing a real estate transaction – we are helping people realize their dreams. And we do this by redefining the process and redefining the experience for our clients through a host of services that meet their genuine needs. It starts and ends with your personal commitment to service. The Pledge found in our Weichert One brochure for our buyers and sellers demonstrates in a very real way how we make the “gold” experience a truly memorable, positive one for each and every client. We ask that you sign this pledge to show your buyers and sellers what you commit to when working with them. This can be found in our Weichert One Brochure.

WeicWe

I make th

I Will…Make sure yo

I Will…Return your ca

I Will…Be your one c

hert One Pledge of Serviceichert One Pledge of ServiceAs your Weichert Sales Associate,

e following personal commitment to you:

u understand all the steps involved before they happen

lls promptly

onnection to all relevant services

I Will…Keep you informed of any changes or activities immediately

I Will…Understand your point of view and represent it fully in all negotiations

I can to simplify the entire process for you.

_______________________________Your Weichert Sales Associate

___________________________Date

I Will…Do everything

_________

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Priorities Spell S.U.C.C.E.S.S.

This Sales Associate Priority List was designed to help Sales Associates stay focused on the activities to build and maintain a successful business. Speak to your Manager about these core activities and how they will positively impact your business. Log onto WeichertOne.com to download and print this list. It is located in the Weichert University link on the yellow left hand navigation bar.

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Success Track Agenda

This is a required one-day course for all experienced Sales Associates who are new to our company. Your Manager will register you to attend.

Below is the agenda:

□ Company Story

□ Weichert Family of Companies Overview

□ Weichert Referrals

□ Weichert Core Values and Service Expectations

□ Weichert Gold Services

□ American Home Shield

□ Weichert Open House

□ Weichert 2-Step Listing Process

□ I-Call

□ Personal Marketing

Date Completed:

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Online Learning

Take the following online courses: Date Completed

□ Introduction to eLearning

□ Continuing Education Program: Federal Lead Paint Disclosure Law

WeichertOne.com is Weichert’s new evolving intranet site for tools and information. Hone your expertise through Weichert University’s customized company modules and over 180 Microsoft Office Suite courses. There are a number of online programs available for your development. Check the online course catalogue on Weichert University.

Go to www.WeichertOne.com, click on Weichert University and click on Online Course Catalog

□ Protecting Yourself from Legal Pitfalls in Real Estate

Gold Services

□ Discover Gold

□ Wrap the Purchase in Gold

□ Turn Your Listings into Gold

Weichert Listing Process

□ First Step in the Listing Process: Getting to Know You Online Course

□ The Weichert Listing Presentation: Dialogue and Tips

□ The Weichert Listing Presentation: Effective Closing Techniques

□ Pricing It Right

□ Overcoming the Commission Objection

Weichert Family of Companies

□ Working Effectively with the Weichert Family of Companies: Weichert Commercial

□ Working Effectively with the Weichert Family of Companies: Weichert Referral Assoc.

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Online Learning continued

Check out the Weichert Toolkit link for additional courses, resources and tools to help you in this competitive marketplace!

Date Completed

□ Learn how to access and use the:

□ Price Trend Analysis

□ Weichert One Brochure

□ Win Win Tool

□ Multiple Offer Strategies

□ Asking for Price Improvement

□ Presenting Offers in Person

□ Market Absorption

□ Escalation Clause/Multiple Offer Addendum* *Except NY/CT

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I-Call Program

I-Call is a lead generation system for you to follow each and every day. Prospecting by phone is an essential activity that will lead to success. This is a great opportunity to reach out to your client base and let them know you’ve joined Weichert, Realtors. You can use these calls to market yourself and the new range of services you can now offer your clients. Keep this formula that has been proven over and over again at Weichert. When you make 100 calls you will speak to about 30 people. Out of the 30 people you speak with you will obtain at least one listing appointment. Your goal should be to make a minimum of 200 calls per week. Please submit your completed call sheets to your I-Call Coordinator or your Processing Manager. We have an obligation to keep track of who we’ve called to help ensure that we’re complying with Federal Do Not Call legislation. You should set aside time every day to make calls using Weichert’s Call List on WeichertOne.com and you should participate in Call Sessions in your office as frequently as possible. While your calls will be tracked in the system, use the table below to keep track of your own progress and discuss with your Manager.

Date Attended # Calls Made # Appointments Booked

I-Call Tools Ask your I-Call Coordinator or Manager for the following tools to help you in prospecting for your business.

□ I-Call Goal Worksheets (a tool to help plan your monthly goals for prospecting)

□ Dialogues and Scripts

□ I-Call Organizer or appropriate follow-up system (Outlook, Palm Pilot, etc.) You will need a system to keep track of leads and client

information and follow-up actions/dates

□ Call Sheets

□ Do Not Call Request Sheets

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Transition Network Your Manager will provide you with several different experienced Sales Associates to help you in your transition. These Associates will be your guide to the Weichert tools and programs.

Call Activities Date Completed

□ Review Prospect-Calling Associate Guide

□ Review Do Call List procedures

□ Review using Call List on WeichertOne.com

□ Discuss Weichert calling procedures and submission of call sheets with the office I-Call Coordinator

Open Houses

□ Review and observe an Associate preparing, conducting and following up from an Open House to learn the Weichert Open House program

□ Discuss procedures with the office Open House Coordinator

Opportunity Time

□ Review Opportunity Time procedures

□ Observe an Associate during Opportunity Time to learn the Weichert approach to Opportunity Time

□ Discuss procedures with the office Opportunity Time Coordinator

Weichert Tools

□ Review Weichert One brochure and how to position with Buyers and Sellers, including the Pledge of Service

□ Review the Weichert 2-Step Listing Process • Getting to Know You Brochure • Customized Weichert Listing Presentation

□ Review Price Trend Analysis

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WeichertOne.com

□ Using the Directories

□ Review Advertising and Marketing

□ E-mail Access (through My Weichert)

□ User Profile

□ Referrals

□ Weichert University

Access this evolving resource and review the following with a Sales Associate.

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Production Tracker

Listings Date

Sales Date

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Associate eMail: Weichert, Realtors free Weichert.com email address program for all Sales Associates Brand X: A term that refers to Real Estate companies other than Weichert Call Night: A scheduled night in each office that Sales Associates attend to make Follow Up and Prospecting calls Capital Properties and Estates: A division of Weichert, Realtors dedicated solely to the listing and highly specialized marketing of luxury properties. Caravan: Sales Associates group together to preview homes just listed Central Offices: This term is used when speaking of Weichert, Realtors Corporate Headquarters Offices, located at a campus in Morris Plains, New Jersey. This includes the 1625 Route 10 East, 225 Littleton Road and 169 Johnson Road properties. Central offices also include the administrative, marketing, and training departments for Weichert, Realtors, the main offices of Weichert Financial Services, Weichert Affiliates, Weichert Relocation Resources Inc., Weichert New Homes and Land, Capital Properties and Estates, Referral Associates, and Weichert Lead Network. Doors: A division of the Weichert, Realtors Marketing Department that provides personal marketing for individual Sales Associates Farm Area: A specified assigned geographical area where you will concentrate on marketing yourself and generating business Farming: Making contacts and getting business by marketing yourself in a specific neighborhood or area. Types of farming activities include: iMAIL, personalized mailings, phone calls, emails, community/neighborhood events, etc. Fast Track: A training program for new Sales Associates that have no, or very little, experience in real estate. Fast Track orients new Sales Associates to Weichert and the Weichert Family of Companies. The program focuses on working with buyers and sellers. Key marketing tools and Weichert programs are also introduced in this program. The program emphasizes the immediate application of key sales activities that will lead to success. New Sales Associates will be able to start their business, build confidence and knowledge of the real estate industry, and quickly develop the necessary skills. Gold Services: Services offered by Weichert Financial Services, an affiliate of Weichert, Realtors. Gold Services can provide customers with mortgages, insurance, home warranties, moving and related home services. iMAIL: Personalized online mailing program offered by the Personal Marketing Coordinator Weichert Lead Network: The industry’s first comprehensive Internet marketing, lead generation, and lead conversion platform in full-service real estate. Weichert Lead Network offers a system to immediately engage with consumers who inquire, while seamlessly matching them with a real estate Sales Associate who can meet all of their buying and selling needs. Neighborhood Calls (I-Call) Prospecting calls made to all the neighbors of the home you have just listed or sold. Neighborhood calls are also made to inform the neighbors of the home where you will be holding an Open House. On Track: This incomparable program is designed to offer new Weichert Sales Associates a diverse learning experience that includes classroom training (Fast Track), online training, and on-the-job Mentor support as they learn and develop the skills and activities necessary to have a successful career in real estate. An integral part of the program is the unique On Track Travel Guide, a tool provided to keep new Sales Associates "on track" as they begin to build a successful career with Weichert, Realtors

Terminology

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Opportunity Time: Opp. Time, Desk Time, Floor Time, Duty Time A scheduled time in the office for answering phones and greeting walk ins. This allows you the opportunity to acquire potential sellers and buyers. PTA: Price Trend Analysis: Sales Associates use this document to analyze the market value of a customer’s home by looking at past and present trends to determine future price Pure Gold: A program that allows Sales Associates to follow up with past customers to keep in contact with for repeat business Success Track: This program familiarizes experienced Sales Associates to Weichert Services and Programs. Weichert policies and procedures are reviewed. Topics include Weichert Open Houses, Weichert's two-step Listing Process, Gold Services and specific marketing tools and techniques. RVP: Regional Vice President The Vice President who manages all the offices in your region Weichert.com Weichert, Realtors company internet site for our customers WeichertOne.com Weichert, Realtors company intranet site for employees and Sales Associates Weichert Toolkit online A section on Weichert University online that provides access to tips and strategies for using Weichert’s tools that will give you the competitive advantage to help your business Weichert University online A part of the WeichertOne.com intranet site that offers customized online training courses and Microsoft technology courses for Weichert Sales Associates, employees and Managers

Terminology continued

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Manager’s Core Team

Caravan Coordinator: Assists the Manager in coordinating all activities related to the weekly Caravan Facilities Coordinator: Establishes and maintains standards of cleanliness and maintenance for the office Gold Services Manager (GSM): Provides the Weichert Family of Companies products and services to our customers, ensuring all their needs associated with buying or selling their homes are met I-Call Coordinator: Performs certain instructional, administrative, and managerial activities for the Neighborhood Calling process Lead Mentor: Guides and directs the efforts of all of the mentors in the office Lead Network Coordinator: Supports the Manager in successfully implementing the Weichert Lead Network program in the office and helps to improve conversion rates Open House Coordinator: Assists the Manager in coordinating all activities related to Open House scheduling and coordination Opportunity Schedule Coordinator: Assists the Manager in coordinating all activities related to Opportunity Time Personal Marketing Coordinator (Doors Tech): Works actively with the Office Manager to promote Marketing products and services to the Sales Associate Processing Manager: Handles the day-to-day operations and administrative functions of the office Public Relations Coordinator: Responsible for collecting all ads for placement in local newspapers and ensuring accurate/timely coverage for Open Houses and advertised homes listed with Weichert Recruiting and Training Specialist: Supports the Manager in recruiting, training and developing Sales Associates (This position replaces the Lead Mentor role and Recruiting Assistant role in select offices.) Recruiting Assistant: Helps the Manager attract and recruit Associates Referral Associate Coordinator: Supports Manager in growing the office referral network by recruiting and developing referral associates and monitoring their progress

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Quick Directory

Corporate Headquarters Main Number 973-267-7777 Weichert Insurance Agency 1-800-255-1869 Weichert Title Insurance 1-800-934-2437 Weichert Relocation Services General Information: 1-800-648-3303 Outgoing Referrals: 1-800-824-2408 Weichert New Homes and Land 973-267-2200 Weichert Commercial 973-267-2200 Weichert Referral Associates 1-800-544-3308 Weichert Lead Network 1-800-USA-SOLD (1-800-872-7653) Weichert Gold Services 1-800-837-4577 Weichert Franchise Affiliates 1-877-533-9007 Computer Issues System Support 973-290-5757 Call this team when you need help with any of Weichert’s proprietary systems. Help Desk 973-290-5722 Call this team when you have any hardware problems with company-owned computers.

Directory

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Directory

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Directory

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Business Cards

OTHER

LEAD MENTOR

PERSONAL MARKETING COORDINATOR

PROCESSING MANAGER

GOLD SERVICES MANAGER

MANAGER

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