WHY ARE WE WHY ARE WE HAVINGHAVING

THIS TRAINING THIS TRAINING CLASS??CLASS??

Prudential New JerseyPrudential New Jersey

BRING TOGETHER OUR TOP BRING TOGETHER OUR TOP CORPORATE RELOCATION CORPORATE RELOCATION

AGENTS TO:AGENTS TO: DISCUSS 2004 RESULTSDISCUSS 2004 RESULTS REVIEW EXPECTATIONSREVIEW EXPECTATIONS STATUS OF MODULESSTATUS OF MODULES SHARE MATERIALS & IDEASSHARE MATERIALS & IDEAS RENTALS?? SETTLING IN??RENTALS?? SETTLING IN?? HOW AND WHERE PNJP GETS RELO BUSINESSHOW AND WHERE PNJP GETS RELO BUSINESS DESTINATION SERVICESDESTINATION SERVICES HOME MARKETINGHOME MARKETING Q&AQ&A

DESTINATION SERVICESDESTINATION SERVICES

PRM MINIMUM CONVERSION GOAL PRM MINIMUM CONVERSION GOAL 80%80%

OUR RESULTS WERE OUR RESULTS WERE

98%98%

HOW DOES PNJP GET HOW DOES PNJP GET RELOCATION BUSINESS??RELOCATION BUSINESS??

OUR REPUTATIONOUR REPUTATION PAST CONTACTSPAST CONTACTS PERSONAL CONTACTSPERSONAL CONTACTS PRMPRM MARKETING EFFORTS BY DEPT.MARKETING EFFORTS BY DEPT. ALL OTHER RELOCATION COMPANIESALL OTHER RELOCATION COMPANIES

BASIC DESTINATION SERVICESBASIC DESTINATION SERVICES

CALL TRANSFEREE SAME DAYCALL TRANSFEREE SAME DAY SEND INFORMATIONSEND INFORMATION REACH NUMBERS FOR NJREACH NUMBERS FOR NJ ARRANGE FOR PICK UPARRANGE FOR PICK UP FEED BACK FEED BACK UPDATE FORMS / FILL OUTUPDATE FORMS / FILL OUT

BASIC DESTINATION SERVICESBASIC DESTINATION SERVICES

CALL OUR RELO DEPT IF:CALL OUR RELO DEPT IF: YOU CAN’T REACH EEYOU CAN’T REACH EE OUT OF YOUR SERVICE AREAOUT OF YOUR SERVICE AREA EMERGENCYEMERGENCY PERSONALITY CONFLICTPERSONALITY CONFLICT ANY PROBLEMSANY PROBLEMS

NEVER EVERNEVER EVER REFER A TRANSFEREE GIVEN TO YOU REFER A TRANSFEREE GIVEN TO YOU

BY RELOBY RELO DISCUSS ANOTHER TRANSFEREE’S DISCUSS ANOTHER TRANSFEREE’S

BENEFIT PACKAGEBENEFIT PACKAGE DISCUSS REFERRAL FEESDISCUSS REFERRAL FEES TAKE ANY BUSINESS FOR GRANTEDTAKE ANY BUSINESS FOR GRANTED SIGN ANY REFERRAL AGREEMENTS SIGN ANY REFERRAL AGREEMENTS

OR AGREE TO PAY A REFERRALOR AGREE TO PAY A REFERRAL

RENTALS AND SETTLING INRENTALS AND SETTLING IN

PART OF THE RELOCATION PROCESSPART OF THE RELOCATION PROCESS MANY TIMES THE TOURS ARE PAIDMANY TIMES THE TOURS ARE PAID HOW DO THE $$ WORK HOW DO THE $$ WORK WHY DOES IT TAKE SO LONGWHY DOES IT TAKE SO LONG WHAT IS “SETTLING IN”?WHAT IS “SETTLING IN”?

PREMARKETINGPREMARKETING

CALL IMMEDIATELYCALL IMMEDIATELY

AVAILABILITY FOR APPOINTMENTAVAILABILITY FOR APPOINTMENT

TAKE TIME ON FIRST VISITTAKE TIME ON FIRST VISIT

WARN THEM YOU’LL BE TAKING PICTURESWARN THEM YOU’LL BE TAKING PICTURES

ERC REPORTERC REPORT

COMMON MISTAKESCOMMON MISTAKES

REAL ESTATE FIRM & CONTACTREAL ESTATE FIRM & CONTACT AGENT PREPARERAGENT PREPARER CONTRIBUTORY VALUECONTRIBUTORY VALUE TYPES OF COMPETING LISTINGS (100%)TYPES OF COMPETING LISTINGS (100%) INSPECT COMPETITIONINSPECT COMPETITION PRICINGPRICING

MARKETING STRATEGYMARKETING STRATEGY

INCLUDE THE BASICSINCLUDE THE BASICS

BE CREATIVEBE CREATIVE

DON’T PROMISE MORE THAN YOU CAN DON’T PROMISE MORE THAN YOU CAN DELIVERDELIVER

RELOCATION DEPARTMENT MUST RELOCATION DEPARTMENT MUST APPROVE FINAL REPORTAPPROVE FINAL REPORT

THE LISTING PERIODTHE LISTING PERIOD

50/50 SPLIT ON COMMISSION50/50 SPLIT ON COMMISSION FEEDBACKFEEDBACK FOLLOW-UPFOLLOW-UP AVAILABILITYAVAILABILITY PROFESSIONAL LOOKING MATERIALPROFESSIONAL LOOKING MATERIAL

AMENDED VALUE SALEAMENDED VALUE SALE

HANDLING AN OFFERHANDLING AN OFFER

THE CONTRACTTHE CONTRACT

FOLLOW UP ON CONTINGENCIESFOLLOW UP ON CONTINGENCIES

UNDER CONTRACT AND UNDER CONTRACT AND VACANTVACANT

MANAGE THE PROPERTYMANAGE THE PROPERTY UTILITIES,LAWN MAINTENANCE, UTILITIES,LAWN MAINTENANCE,

SNOW REMOVAL ETC.SNOW REMOVAL ETC. C of OC of O SMOKE CERTIFICATESSMOKE CERTIFICATES REIMBURSEMENT OF EXPENSESREIMBURSEMENT OF EXPENSES ATTEND THE CLOSINGATTEND THE CLOSING