Weichert Lead Network (enter Office Name) Lead Specialist Meeting Add LC Name Add LC Photo

Agenda Welcome and Introductions Our Focus on Conversion Re-launching the Program in 2011 –Organizational Structure –The Customer Experience –New Tools for the Re-launch The WLN Tour WLN Scavenger Hunt Q&A 30 Day Action Plan

Let’s meet the Re-Launch team… Let’s meet the Re-Launch team…

Add RVP Photo Add Name Manager Add Name Lead Coordinator Add Name GSM

Superior Weichert Point of Sale

Weichert’s Point of Sale Key Action Items

WLN % More! Region 2010 closings 2% Increase Closings Sales Volume with 2% increase Waters Region509519$158,664, McDonald Region487497$137,927, Bixon Region402410$148,414, Prevete Region371378$129,070, Williams Region322328$67,927, Green Region306312$93,854, Minsky Region293298$69,576, Ashby Region206210$58,215, Chappell Region148150$42,271, James Weichert Region3233$16,668, (fill in)Office Total Closed: Agent comm:$ % More = Closings: 2010 (fill in)Office Total Closed: Agent comm:$ % More = Closings:

Lead Network Specialist Vital Behaviors Maintains positive attitude about WLN and quality of leads. Answers phone every time. Asks for appointment on initial call (adheres to new Point of Sale Action Items). Knows listing inventory- must go on caravan. Consistently attends Weekly Sales Meeting and monthly WLN specialist meeting. Follows up weekly with customer/lead, updates portal

Partnering With Your GSM GSM will follow up with every lead. How we can work successfully together!

In this “Re-Launched World,” How does this process work?

1. Buyer accesses a search engine and clicks on weichert.com

2. Buyer Calls or Completes a Web Form

Name (correct spelling) Contact info- Phone Numbers, , address Area of interest Ready to meet 3. An Inside Sales Consultant (ISC) gathers contact information and buyer requirements, “scrubbing” the lead

2009 January - June 2010 January - June Inbound Calls78,693Inbound Calls92,770 Web Forms113,691Web Forms125,393 TOTAL CONTACTS 192,384 TOTAL CONTACTS 218,163 Inbound Leads32, %Inbound Leads41, % Web Form Leads 34, % Web Form Leads 38, % TOTAL LEADS66,905 TOTAL LEADS 80,099 Contact Increase 13.4% Lead Increase 19.7% Positive Results Handling more Customers than ever before! 62% Scrubbed Out!

Weichert Lead Network One Millionth Lead Contest Since 2002, WLN has generated thousands of Leads! She accepted WLN’s One Millionth Lead and is the winner of the Apple iPad! Lynn Reilly Sparta, NJ We are excited to announce WLN’s is now in the Millions! Congratulations Lynn Reilly! Apple iPad

 Over 30 million visitors 2010 YTD  Over 430 million page views 2010 YTD  Over 3.4 million visits in August 2010  Average 100,000+ visits per day  Weichert.com traffic is up 56% in Dec  Leads to Weichert Co offices are up 26% Average 16 minutes per visit* *outpacing most competitors by nearly double! Weichert.com Traffic Stats To Know

Fact Believe it or not, 75% of the Leads we pass out our on Brand X listings or areas!

4. ISC brings Sales Associate on the Phone with Customer (LIVE!)

5. Lead Specialist employs the Weichert Difference Key Actions: 1.Greet and Smile (Warm, friendly, likable. Give your name.) 2.Gather contact information (WLN ISC does this for you but you can confirm you have it!) 3.Ask, Listen and Learn (“What was it about this property that attracted you?”) 4.Show What You Know (“That’s a terrific home, the downstairs is very spacious.”) 5.Close (for an appointment in the office. “Let’s meet Wednesday in my office. Do you need directions?”)

6. Lead Specialist continues to follow up with customer on a weekly basis until customer is ready to meet

New Tools for the Re-Launch Lead Specialist Agreement Qualifications and Standards (to be customized by each Manager based on local market and office situation) Orientation & Training Checklist

Building WLN Value, Schedule the WLN Tour! I’m Going to Weichert Lead Network!

Scavenger Hunt

1.Schedule a vacation for next Thursday. 2.Demonstrate what to do if you become available Thursday afternoon to take leads. Scavenger Hunt Task #1

1.What was the last “note” entered on this lead? 2.What first attracted the customer and/or what was the reason for the move? 3.What was the last entry from GSM on this lead? 4.How many times did the call center have to reach out to the customer before passing to you? Scavenger Hunt Task #2

Scavenger Hunt Task #4 1.Demonstrate making an Inactive list, “Print to a PDF”. 2.Find an Inactive lead that would be a good candidate for reconnecting. (bad credit, had an agent, only interesting in 1 property etc…) 3.Make the Call- Take detailed notes or note what you left as a Voice Mail. You will be more engaging and on the ball with the customer. On next call, note day/time of last contact and change up time of day. Improve your chances of connecting!

Questions & Answers Do you have questions about the work ahead?

30 Day Action Plan 1. Getting Ready to Call- Review all leads- Active/Long Term/Inactive-Read notes of past conversations – Are they good notes? Also review, “Property interest tab”, noting any new properties on the list. 2. Making the calls: Using previous info, call leads to show what you know! Take detailed notes, post in portal. 3. Identify challenges of each lead. Strategize to overcome. Examples: Working with another agent = Show What you know, continually touch base. Bad Credit = Work with GSM to set on the right track. Only wanted 1 property = Identify why only that property, then find alternate winners! If any are inactive leads, reactivate and work on relationship. 4. Show what you know- Send personal note, with notable info on towns of interest!

Recognizing Top Performers (Insert photos and bullets about office Lead Specialists who have Highest Conversion, Most Improved, a Success Story) (Add another slide here if needed)

Partnering With Your GSM Closings: (fill in # of closings with WFS for previous month) Success Stories: (fill in success stories of partnerships between Lead Specialists and GSMs, highlight ways GSM can help LS get business)

Welcome New Team Members (Insert names of new Lead Specialists joining the team)

Up and Coming Activities Next Call Session: (Fill in date and time of next call session) Training Session: (Fill in dates and times of training sessions in office) (Fill in dates, times and locations of other events that could help Lead Specialists build their skills)

Join the Lead Network Team! Some benefits you will enjoy include: New business. Opportunities to build a lifetime of referrals. Continuous training and support to help you close for the business successfully. Talk to me after this meeting for more information on how you could sign up as a Lead Specialist.

Thank you for everything you do!