WLNWLNCoaching At Coaching At

A A Lead LevelLead Level

Working side by side

8-10 hours per week

Sales Manager & DSR

Coaching at individual lead portal level

#1 Objective

LN Distribution Report

Coach Every LN SpecialistEvery WLN Lead to Conversion

• Sort Report type YTD

• Review portal notes

• Did LN Specialist ask for appointment at point of contact?

2011 WLN Leads

1. Review portal daily and drill down to the lead level.

2. Meet/call with Lead Specialists, review lead notes, call customers, role play, share dialogue, etc.

3. Coach to conversion.

Drill Down to the Lead Level

Before a lead can be assigned as “InActive,” every Manager must call the lead and determine for themselves if the lead should be placed in “InActive.”

– If so, the Manager assigns the status.

– If not, the Manager reassigns the lead.

“InActive”

Establishing a Safety Net for Leads

• Conduct a 3-hour meeting with all Lead Specialists (new and existing). Every element is:

– Discussed

– Demo’d

– Performed

– Practiced

• Use this going forward!• Existing and New LN

Specialists complete

DSR In The Office

Sales Manager Receives WLN Lead Notification

1. Call LN Specialist: Ask did they ask for the appointment.

2. Call GSM: Ask did they ask for the appointment.

3. Call Customer: Check in, is everything okay? Has service experience been acceptable?

Steps for Managers

Weichert’s Point of SaleWeichert’s Point of SaleWeichert Point of Sale

Close for the appointment EveryEvery Time

Weichert’s Point of SaleWeichert’s Point of SaleWLN Conversion

Next 30 day focusCoach asking for the appointment

with each Warm Transfer

1. The system will help you if you have the recommended # of Lead Specialists

2. If you Pause any Lead Specialist, your Active Lead Specialists will drop

3. Ensure you have enough on so the system standards can work!

WLN Sales

75% of the leads we 75% of the leads we are passing out are are passing out are generated from . . . generated from . . .

Brand X listingsBrand X listings Real-IQ found that 33% of WLN leads bought or sold a property.

1 in 3 WLN leads close within a year!

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