**Delete this slide after viewing** You will need Internet access for video and speakers Print copies of each of the hand outs in the hand-out folder to distribute Each associate should turn in their Call Session Tracking & Tips sheet at the end of today’s call session Review assignments for session #3

Session #2: Converting Internet Leads into Clients Six Weeks to Success Session #2: Converting Internet Leads into Clients

Today’s agenda Review Internet Statistics Practice Effective dialogues and techniques Prospecting to past internet leads Review points in the Buyer Consultation to differentiate yourself

Converting Internet Leads Weichert has this market share. We are good at generating leads online and grabbing them from the competitors. Are you good at converting those prospects into your clients?

92% of all buyers use the internet to search for a home 43% of buyers found the home they purchased online Only 10% of buyers found their Agent on the internet Only 4% of sellers found their Agent on the internet Source: NAR 2014 NAR Profile of Home Buyers and Sellers

What is Your Internet Market Share? To effectively market your listings you need to be anywhere and everywhere online. Newspaper sites, Office sites, MLS sites . . . Everywhere! Sounds like a lot of work right? (And a lot of money) It is! But thankfully – not for you. Weichert Does it for you!

Real Estate’s Shifting Internet Landscape Does anyone here have listings on Trulia? Zillow acquired Trulia for $2.5 Billion Zillow Group now valued at $6.5 Billion Zillow alone has more traffic than all the Broker websites combined

Real Estate’s Shifting Internet Landscape Google Ads in the real estate sector have almost doubled in cost over the last year Expect online advertising costs to continue to rise over the next few years Trulia just raised the price of their featured listing packages to $20-$30 per listing per month

Raise your hand if you want to pay these rising advertising costs.

Thankfully YOU don’t have to Weichert.com purchases Featured Listings on Trulia and Zillow, saving you time and money -- lots of it. This gets our listings more exposure.

Did you know… Weichert.com also works with Homefinder.com to market your listings Homefinder.com distributes our listings to 230+ newspaper websites Chicago Tribune, Orlando Sentinel, Baltimore Sun, Los Angeles Times, and Miami Herald *listings may not appear on some sites

Internet Shoppers Have Access To More Information

68% of internet leads do business with the first agent who speaks to them. NAR Home Buying and Home Selling Survey

According to Google, Internet shoppers make decisions in a Micromoment

What do you provide that they can’t find online? The Customer’s Initial Experience With You Is Critical! What do you provide that they can’t find online? Write down 3 things that makes you more valuable than the internet… Why should they hire you as their Agent? Allow 5 minutes, then flip chart responses

Tips From an Expert Let’s Learn More . . . Always answers WLN calls – 100% for this year! In her first year at Weichert, able to achieve a conversion rate of 8.70% She NOW HAS 10% Conversion! Believes that “Weichert Lead Network is the best friend of a new agent or someone new to the area” Let’s Learn More . . . Aylin Gokce Germantown Office

Tips From Aylin Focus on making the appointment! Try not to get into long conversations Repeat to confirm what they’re looking for Once you hang up, send a thank you email with the office address and your information as a confirmation of the appointment Respond quickly and keep your word – it impresses clients!

Tips From Aylin Aylin says: “If the customer has specific questions about the property, I still make the appointment and depending on the questions, I either follow up before the appointment or answer them during the appointment.” Her final advice? Be consistent on the process!

Activity Key vs. Professional Each person gets a paper/card with a phrase. When you are picked, read your phrase out loud. After a phrase is read, everyone votes: Key? Professional?

Push Back on the Meeting? Give them a compelling, succinct reason to meet!

Sample Script – Outperform the Computer Let me ask you something . . . Have you found when you’re looking on the internet and find a home that looks perfect . . . Price, amenities . . . That when you call an office or agent, you find out the house is already under contract? . . . That’s why you need to work with someone like me. A local expert. I find out about houses BEFORE they’re online. I can get you in before you get all the competition of other buyers. Would you find this helpful?

An Executive Summary of the Market You can get this from your MLS in a simple print-out/chart A list of every 4 bedroom, 2.5 bath property in XYZ town Number currently available Number Under Contract in last 30 days Average list price List-to-Sale Price ratio Package your service as unique and targeted to the buyers’ needs

Key Market Statistics Snapshot As of Today Town   Total Listings Under Contract Last 30 Days Months of Supply/ Absorption Rate Town A XX Town B Town C Town D Town E

Outperforming the Computer! Try using your knowledge of the inventory as an advantage. The sales associates in one of our offices share the listings they’re “working on” that they’re about to get signed (the sellers aren’t quite ready yet or just want to do a little work before they list)

Outperforming the Computer! They create a weekly “Coming Soon” flyer that contains the “about-to-be-listed” properties. No exact addresses and they estimate list price. Gives customers one more reason to work with them as the neighborhood specialists. They know about properties BEFORE the computer!

Let’s meet at my office and we can go from there… Your most effective dialogue: _________________________________________________________________________________________________________________________________ Hand out slide for associates to complete

Fast Track Facilitator Notes Session 2: Getting Started The Bottom Line If you aren’t in regular contact with your leads, someone else will get the business. State: If 1 out of 3 leads close, think about the tremendous opportunity you could be missing by not being in regular contact with your leads. Read slide Click to next slide Weichert University October 2007 28

Don’t Lose Your Connection Incubating Leads -the process of qualifying and following up with a customer until they buy or sell. Does this Lead require short term or long term follow up? The “Sale” happens on the 6th or 7th follow up call. Then follow up, follow up, follow up.

Five Tips Get Good Sales Training Start Out Expecting “Not Interested” Prepare Better. Break Your Call Blocks into Small Chunks and Set Goals for those Chunks Accept that you are Dealing with Their Reality, Not Yours

Let’s Try It Take out your old leads and reconnect using the dialogue you selected today

Thank you for coming, see you next week! Prepare for next week Bring your Customized Listing/Marketing Presentation and a recent Pricing Analysis for next week Bring a prospectcalling list Bring your Weekly Activity Tracking Sheet & Call Tracking Sheet Thank you for coming, see you next week!