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Home of unlimited opportunity.

Equal Housing Opportunity. Equal Opportunity Employer.

Each Weichert franchised office is independently owned & operated.

Webinar




Shawn StovallVice President, Affiliate Services

WEICHERT, REALTORS®






• Weichert Way• Weichert Selling System• Weichert Tools • Weichert Training• Questions• Resources Posted in Affiliate

Documents Section on Weichert One

Agenda





At Weichert, we believe in working

together as a team while

proactively churning the market to

find saleable listings and qualified

buyers…first…before our competition.

When we find them, we believe in doing

our best take care of them…using our Core

Values as a guide…that’s The Weichert Way.

The Weichert Way






We’ve been doing business The Weichert Way for over 45 years. In the

process, we’ve been continually testing and refining our best practices

in order to solve the everyday challenges encountered when working

with buyers and sellers. These solutions are contained in an

all-inclusive strategy we call The Weichert Selling System.

The Weichert Way






For Example…The Challenge of Following Up With Past Clients

Challenges: Getting Initial Feedback on the Sales Process Staying in Touch for Referrals and Repeat BusinessDoing it consistently Over The Long Term

Solution: Weichert 5-Year Client Follow Up Plan

Weichert Selling System





Using The Weichert Selling System Allows You to Make More Money,

In Less Time, with Less AggravationWhile Delivering a Fantastic

Customer Experience and A Better Quality of Life For You.

Weichert Selling System




Consistent, effective activities are the keys to success for proactively churning the market!

Proven systems allow you to be consistent and effective with your activities.

Consistent and effective activities builds a strong pipeline.

A strong pipeline eliminates many of the issues causing you to waste time and be aggravated.

When you are not wasting time and aggravated, you will deliver better customer service and have a better quality of life!


Home of unlimited opportunity.Connecting the Dots to a

Better Quality of Life






• Define your “Primary Market Area”.

• Quantify your “Available Market”- Commission Dollars and Population

• Focusing on proactively churning your market puts more of the available dollars into your pocket.

Know Your Market!





Home of unlimited opportunity.Bel Air MD Primary Market Area

Over the past 12 months:

• 3,057 home sold….up 27%

• Total Sales Volume:$920,294,565…up 27%

• Generated Sales Commissions: $46,014,728

• Population: +/-200,000






Jim WeichertFounded in 1969

Chatham, NJ

Trolling Upstream…

Search Online: www.Weichert.com

Just Listed/Just Sold to

the Neighbors:

LeadLink

Request Info:

Weichert Web Form, Email or Call

Connect with Agent:

WLN Live Transfer

Expired Listings:

Weichert

Strategy

Past Clients:

Weichert 5 Yr.

Follow Up Sphere of

Influence:

Weichert

E-Marketing

Farming:

Weichert I-Mail

FSBOs:

Weichert

Strategy

Neighborhood

Calls:

Weichert I-CALL

Attend Consumer

Seminars:

Weichert Turn Key

Marketing:

Weichert Marketing

and Public

Relations

Drive

Neighborhoods

See Yard

Signs…Call on

Listings

See Open House

Signs

Attend Open

Houses

Considering

A Move

Weichert Open

House System

Weichert

Yellow Signs

Immediate

Response:WLN Call Center

Selling

System

Appointment

• Open Houses

• Farming/Direct Mail

• I-CALL

• Sphere of Influence

• FSBO

• Neighborhood Canvassing

• Expired

• WLN/Internet

• Lead Link

• Advertising

• Public Relations

• Consumer Seminars

• Price Improvements

Prospecting

•Capture

•Connect

•Close



1. Capture: Make Sure You Have Their Contact Information: At least name and phone.

2. Connect: Ask and Listen to Gather Brief Details on Their Goals: Where are they now? Where do they want to go? How can you help them get there?

3. Close: Once you believe you can help them… ASK for the Appointment. If They Object, Respond to the Objection and Ask Again Until It Is Clear That Meeting Now either Makes Sense or It Doesn’t.


Home of unlimited opportunity.Capture…Connect…Close with

Each New Prospect!



Agent: Hi this is Shawn Stovall with WEICHERT, REALTORS - ABC Group…how may I help you?

Prospect: I am calling about the home at 123 main street…do you know if it is zoned for a garage apartment?

Agent: Thank you for calling about that…my name again is Shawn Stovall and you are ________? Prospect: Bob.

Agent: Hi Bob…what was it that attracted you to that property? Prospect: It is in an area we like…It is closer to my

work…?

Agent: So you are looking for a closer commute… Prospect: Yes we are….

Agent: How soon would you like to be in your new home? Prospect: We are just starting the process…etc..etc…

Agent: The reason I ask is that my clients tell me how much time and effort I saved them with their home search by being

their personal shopper and really simplifying the entire process for them…I may be able to do that for you as well…tell you

what…let’s get together and go over a few things so I know how to help you specifically and by the way, I’ll have all the

details on that property you called on…let’s see….I have time at 5:00 today…or 2:00 tomorrow…which is better for you?


Home of unlimited opportunity.Capture…Connect…Close with

Each New Prospect!

Selling

System

Appointment

• Open Houses


• I-CALL


• FSBO


• Expired

• WLN/Internet

• Lead Link

• Advertising




Prospecting

•Capture

•Connect

•Close

Follow Up

Enter

into Weichert

Works or CRM





48% of salespeople never follow up with a prospect.

25% of salespeople make a 2nd contact then stop.

12% of salespeople only make a 3rd contact then stop.

Only 10% of salespeople make more than 3 contacts.

2% of sales are made on the 1st contact.

3% of sales are made on the 2nd contact.

5% of sales are made on the 3rd contact.

10% of sales are made on the 4th contact.

80% of sales are made on the 5th through 12th contact.

…Follow Up Some More!



Simple Follow Up Scripting…Something of Value.

Agent: Joan, how are you doing in your home search? Have you found anything you like?

Prospect: Everything I find is either under contract or no longer on the market

Agent: Oh my….that is frustrating….tell you what….why don’t I put together an “On The Market Update” for you and we can talk about how I can help you…I have some time tomorrow about 4 or we could do it at 7…which is better for you?

Other items of Value…Executive Summary…Area Tour…Weichert One Brochure….


Home of unlimited opportunity. …Follow Up Some More!

Seller

Selling

System

Appointment

• Open Houses


• I-CALL


• FSBO


• Expired

• WLN/Internet

• Lead Link

• Advertising




Prospecting

•Capture

•Connect

•Close

Follow Up

DOORS Listing System:

• Thank You for Inviting Me In

• Getting to Know You/Home

• Customized Presentation

ProcessEnter

into Weichert

Works or CRM





Home of unlimited opportunity.Weichert DOORS Listing System

Step One: Getting to Know You and Your Home:

A. Gain a thorough understanding of the Seller’s Motivations, Goals and Thoughts about Selling.

B. Gain a thorough understanding of the home.C. Take Interior and Exterior PicturesD. Set Expectations for The Success of Meeting 2



Step Two: Present Customized Marketing Plan and Pricing Strategy:

A. Describe Features of the Marketing Plan and Pricing Strategy in terms of how they will benefit the seller.

B. You can only do this by knowing these in advance.



The Marketing Plan:



Independently Owned and Operated

Town & Country555-555-5555

Weichert DOORS Listing System



Front Back

Weichert DOORS Listing System

The Marketing Plan:

Seller

Price

Improvement

Get Listing Open House

Selling

System

Appointment

• Open Houses


• I-CALL


• FSBO


• Expired

• WLN/Internet

• Lead Link

• Advertising




Prospecting

•Capture

•Connect

•Close

Follow Up





ProcessEnter

into Weichert

Works or CRM



Know Your Market:

• 73% of Buyers Visit At Least 1 Open House.

• 3 out of 4 Open House Guests Will Buy Within 6 Months of Visiting An Open House.

• The preferred method of consumers to view a property found online is an Open House.

• 1 out of 3 Weichert Open Houses Results in a Sale.

Weichert Open House System



We Believe:

• In Proactively Inviting Guests

• In Using 8 Open House Directional Signs with 2 Balloons for Each Open House.

• In Committing to Open House Dates for the next 60 Days.

• In Touring Every Guest

• In Closing for Business with Every Open House Guest

• In Following Up with Every Open House Guest within 24 hours




Checklist


Approved

Show Houses

Offer/Contract

Buyer

Seller

Price

Improvement


Selling

System

AppointmentIf No Appointment: Prospect or Preview

Inventory So You Can

Get The Next One!

• Open Houses


• I-CALL


• FSBO


• Expired

• WLN/Internet

• Lead Link

• Advertising




ProspectingBuyer Consultation:

• Presentation

• Buyer Profile

• Affordability Assessment

Process

•Capture

•Connect

•Close

Follow Up





ProcessEnter

into Weichert

Works or CRM




Home of unlimited opportunity.Weichert Buyer

Consultation System



We Believe:

• In meeting each New Buyer Prospect before showing homes to present the Buyer Consultation.

• The Buyer Consultation allows us to build loyalty and demonstrate our value by helping us to understand their needs and educating them on the process.

• In not emailing listings until we gain a commitment to meet from them.

• Working with Buyers like a Personal Shopper.

• In having each New Buyer Prospect speak with our Gold Service Mortgage Partner to do an Affordability Assessment prior to showing homes.

Weichert Buyer Consultation System


Home of unlimited opportunity. Weichert Sales Tools





Ready…Fire…Aim!

Use The Weichert Tools Systems and Continue Your Training

Perfect Your Presentation!

"Greatness isn't rising to the occasion, but rather falling back on your training."




Weichert Training Overview:• Live Fast Track Webinar• Live Success Track Webinar• Mentoring Program• In Office Workshop Training• Sales Collaboration Sessions…aka Sales Meetings• Weichert University…Sales and Technology Training• Live Weichert Wednesday Webinars• Regional Sales Rallies• National Convention


Home of unlimited opportunity. Perfect Your Presentation!

Search Online: www.Weichert.com

Just Listed/Just Sold to

the Neighbors:

LeadLink

Request Info:

Weichert Web Form, Email or Call

Connect with Agent:

WLN Live Transfer

Expired Listings:

Weichert

Strategy

Past Clients:

Weichert 5 Yr.

Follow Up Sphere of

Influence:

Weichert

E-Marketing

Farming:

Weichert I-Mail

FSBOs:

Weichert

Strategy

Neighborhood

Calls:

Weichert I-CALL

Attend Consumer

Seminars:

Weichert Turn Key

Marketing:

Weichert Marketing

and Public

Relations

Drive

Neighborhoods

See Yard

Signs…Call on

Listings

See Open House

Signs

Attend Open

Houses

Considering

A Move

Weichert Open

House System

Weichert

Yellow Signs

Immediate

Response:WLN Call Center

Approved

Show Houses

Offer/Contract

Buyer

Seller

Price

Improvement


Selling

System

AppointmentIf No Appointment: Prospect or Preview

Inventory So You Can

Get The Next One!

• Open Houses


• I-CALL


• FSBO


• Expired

• WLN/Internet

• Lead Link

• Advertising




ProspectingBuyer Consultation:

• Presentation

• Buyer Profile

• Affordability Assessment

Process

•Capture

•Connect

•Close

Follow Up





ProcessEnter

into Weichert

Works or CRM

Webinar - ftp.weichertonline.comftp.weichertonline.com/Affiliates/Success Track/Success Track...

Documents

Transcript of Webinar - ftp.weichertonline.comftp.weichertonline.com/Affiliates/Success Track/Success Track...