What are your top 3 sources for getting leads? Weekly Training Session – Leading to Success What are your top 3 sources for getting leads? NOTE: Managers this session introduces the Spring Campaign, and is designed to take about 25 minutes. Due to the importance of this topic, if this time frame is not available at your sales meeting, please arrange an alternate training session. Also, please consult Managers Best Practices on Weichert University for full details regarding the Spring Campaign schedule and information. Ask: What are the top three sources where you get your leads? Elicit Responses. Click to the next slide

Top Lead Sources Open Houses Referrals Opportunity Desk Internet/Lead Network FSBOs/Expireds State: Some of the top lead sources, as you mentioned, include Open Houses, referrals, opp desk, internet and FSBOs or Expireds. Let me share with you an interesting study we did about the leads that you get from one of these sources. Click to the next slide

We think results will be similar for leads from any lead sources We did a study* . . . On customers who called us a few years ago. Wanted to track their buying behavior Lead Network leads were used because they could be measured We think results will be similar for leads from any lead sources State: Recently, Weichert did a study on leads received via the internet. This study was part of a project to better understand the buying behavior of real estate customers. We spoke to customers who called in on ads on Weichert.com in 2005, and tracked their buying behavior over a period of time. The study focused on Lead Network leads because they were the only ones we could measure. What is important to keep in mind is that the results will be similar to leads from any lead sources. Click to the next slide *Study conducted by Real IQ Inc., an independent research company.

We think results will be similar for leads from any lead sources What do you think? What percent of these customers actually ended up buying? We think results will be similar for leads from any lead sources Ask: What percentage of these customers actually ended up buying? Elicit Responses. Click to the next slide

Results – 33% of the leads closed! . . . And they did not all close with Weichert! What do you think are some of the reasons why we lost these leads? State: Did you know that 33% of these leads closed, and they did not all close with Weichert! That’s a huge lost opportunity! Ask: What do you think are some of the reasons why we lost these leads? Elicit Responses. Summarize the responses you elicited: Ultimately, the main reason why we lost out on these leads is because the associates did not follow up with the leads. And there could be many reasons whey they didn’t follow up: lack of time, don’t know what to say, fearful that they’re bothering the customers. Click to the next slide

Did you know….. A recent internal survey with Weichert customers showed that approximately 70% would like their agents to follow up with them every week. State: But let me show you the results of another study done recently that will give you insights into what your customers want. Read statement on slide. Click to the next slide

Your customers want to hear about… State: Your customers want to hear about Properties of interest that match their criteria, Local information such as recently sold properties, Key market statistics such as average list price, and sale price, Updates to the market that could influence their decisions, Interest rate changes, and “Other” responses such as school information, tax information, and feedback on their property. Are you following up to give them what they need? Are you following up to give them what they need? “School info, Tax info” “Feedback on my property”

Think about the Opportunity If 33% of Weichert Lead Network leads turned into business, how much business can you get from your Open Houses or other lead sources? Read the statements on the slide. State: So how often should you follow up with your Open House leads? Click to the next slide

#1 Lead Source: Open Houses 3 Online Courses available on Weichert University: Preparing for a Successful Open House Conducting an Effective Open House Open House Follow Up State: Since Open Houses are the main source of leads for many people, the campaign will kick off in February with the focus is on Open Houses. There are 3 new online courses now available on Weichert University to help you better prepare, conduct and follow up on getting the date with your Open House leads. Let’s go through a sample dialogue that I got from the course which will be really effective in helping you get that date. Log on to www.WeichertOne.com and Weichert University to learn how you can get more out of your Open Houses!

Sample Dialogue (If the guest does not want to place an offer on the home) “I’d like to get a better sense of what you’re looking for so I can let you know when I come across homes that fit your criteria. You wouldn’t want to miss out on your dream home, right? We could meet at my office on Monday at 6:00 or Tuesday at 7:00 – which is better for you?” Read the dialogue from the slide or ask for a volunteer to read it. State: Try this dialogue during your Open House this weekend. Don’t forget to log on to Weichert University and check out these new courses! Log on to www.WeichertOne.com and Weichert University to learn how you can get more out of your Open Houses!