WLN Coaching At A Lead Level

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Presentation transcript:

WLN Coaching At A Lead Level

Working side by side 8-10 hours per week Sales Manager & DSR Working side by side 8-10 hours per week Coaching at individual lead portal level

LN Distribution Report #1 Objective Coach Every LN Specialist Every WLN Lead to Conversion

2011 WLN Leads Sort Report type YTD Review portal notes Did LN Specialist ask for appointment at point of contact?

Drill Down to the Lead Level Review portal daily and drill down to the lead level. Meet/call with Lead Specialists, review lead notes, call customers, role play, share dialogue, etc. Coach to conversion.

Establishing a Safety Net for Leads 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”

DSR In The Office 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

Sales Manager Receives WLN Lead Notification Steps for Managers Sales Manager Receives WLN Lead Notification Call LN Specialist: Ask did they ask for the appointment. Call GSM: Ask did they ask for the appointment. Call Customer: Check in, is everything okay? Has service experience been acceptable?

Weichert’s Point of Sale Close for the appointment Every Time Weichert Point of Sale Close for the appointment Every Time

Weichert’s Point of Sale WLN Conversion Next 30 day focus Coach asking for the appointment with each Warm Transfer

Recruit More Lead Specialists WLN Sales The system will help you if you have the recommended # of Lead Specialists If you Pause any Lead Specialist, your Active Lead Specialists will drop Ensure you have enough on so the system standards can work! Join Us! 75% of the leads we are passing out are generated from . . . Brand X listings Real-IQ found that 33% of WLN leads bought or sold a property. 1 in 3 WLN leads close within a year!