1. Agenda Gaining Commitment and Setting Expectations
Weekly New Associate Small Group Meetings
Tools For Coaching Success
Performance Diagnosis Using the APJ and the Unit Per Report
Resources

2. Qualification Objectives
1 Qualified Sales Associate Per Month
1 Open House a Week
100 Prospecting Calls a Week
3 Appointments Per Associate Per Week
100% Attendance at New Associate Small Group Meeting

3. Qualification Objectives for Dual Career Associates
1 Open House a Week (for OH Specialist)
1 Appointment a Week
100% Attendance at Weekly New Associate Small Group Meeting
NOTE: Follow the Open House Specialist and WRN Specialist Certification Process

4. Scavenger Hunt! Let’s start with a Scavenger Hunt!
First two leaders who complete win a prize!
Ready?

5. Scavenger Hunt! Answer or find the answers!
Bring up your completed sheet when you’re done!
Handout: Qualification Scavenger Hunt

6. Your Qualification Report
Complete
YTD Open
Houses
YTD
Calls
YTD
Appts
Qualification Messages

7. The Qualification Report
Notice the correlation between core sales activities (or lack thereof) and their status. Tracking Open Houses, Calls and Appointments.
High level of activity?
Sales Associates become Productive!
No or low activity?
Expired – NO Closings
Obtain this report from the ossii Manager’s Tool

8. Are your Sales Associates Engaged in the Activities?
Sometimes it’s lack of engagement
Sometimes it’s lack of effectiveness (they make hundreds of calls with no appointments)
It starts with asking the right questions to assess what your Sales Associates need . . .
Handout: Manager’s Coaching Chart, found in Managers Best Practices

9. Review your Qualification Report
Review your Qualification Report for your office.
Which Sales Associates are not engaged in doing Open Houses, Calls and Appointments?
Discuss a plan to bring them in and get them on track so they can earn $$ in 2014.
Use the Manager’s Coaching Chart to help you identify key questions and recommended actions.
Share your ideas at your tables.
Record your plan in the notes section of your manual.
NOTE: This report is for December 2013 so this doesn’t include the Sales Associates you hired in January or February.

10. Gain their Commitment

11. Gaining Their Commitment
It starts at the time of hire . . .

12. Setting Expectations Who has used this? How did it work?
Best Practice Manager demo – 20 minutes
Handout: Coffee Cups brochure/Career Options

13. This is their Plan for the next 90 Days
Make a copy of this completed/signed form and give it to your Assistant Manager. Validate the Sales Associate is sticking to his/her commitment to training and the sales activities! This is NOT a check-the-box activity.

14. The Initial Meeting for New-to-the-Business
Now, it’s your turn to practice securing the Sales Associate’s commitment . . .

15. Setting Expectations
Break into pairs and practice this expectation-setting meeting.
5-Minute Practice
5-Minute Debrief/Feedback (give each other feedback)
Then SWITCH
Role Play Practice minutes

16. Setting Expectations Debrief
How did your practice go? Any insights to share after reviewing this in a role play scenario?
What do you do if they can’t commit to all of this?

17. Review the Dual Career Option
Review these options focused on being a Buyer Agent and meeting customers at Open Houses or working Rentals to learn the business and earn quick income.

18. Sales Manager, Morristown East NJ
Qualification
With Weichert since 1984
Sales Manager of the Morristown East, NJ office since 2001
Qualified 14 in 2013
Sales Manager of the Year in 1987, 1994 and 2013.
Gary Molner
Sales Manager, Morristown East NJ
New Associate Small Group Meetings 15 minutes

19. Assistant Sales Manager, Morristown East, NJ
Qualification
With Weichert since 2011.
Manager Apprentice since October, 2012.
First full year in real estate, 10 transactions.
December, 2013: First in Region for WLN Dollar Volume.
Lead Mentor/Trainer for the office
Valerie Morrison
Assistant Sales Manager, Morristown East, NJ

20. Gain their Commitment
Schedule a Weekly New Associate Meeting. Position it as a “check-in” to help them become productive as quickly as possible.
Provide Weekly Training to this group and add people in as you recruit!
Be consistent! Same day, same time, EVERY week.
Gaining Commitment and Small Group Meetings minutes

21. What’s Your Approach?
What are the key components of your New Associate Weekly meeting?
What do you cover and what is the sequence you generally follow?
What are your goals coming out of these small group meetings?

22. Weekly New Associate Small Group Meeting Process
Check-in: What have you done?
Discuss strategies for prospecting. Discuss challenges and how to overcome them.
Introduce a training topic to build their sales skills.
Give them a prospecting assignment.
Gain their Commitment!
Conclude with a Call Session

23. Getting them to Come EVERY Week
New Sales Associates are hungry for information
They come in to discuss their challenges and issues
This is a program. It’s a system. You have to be consistent.
Build a contest into it to break it up

24. Gaining Their Commitment
How do you get a Sales Associate to commit and follow through on their commitment?

25. Can you do it? Will you do it? What do you think?
ASK. And then Validate
What do you think?
Can you do it?
Will you do it?

26. ASK. And then Validate ASK for their commitment.
Will you commit to doing _____ this week?
What do you imagine might get in the way of having ____ accomplished this week?
How can you work around that?
THEN Validate that they did it in your weekly meeting
TIP: Choose someone to help drive others to engage (someone with leadership potential). Get an Assistant Manager!

27. Weekly New Associate Group Meeting Process DISCUSSION
At your tables, review the process steps and answer the questions on the handout
Elect a scribe
Elect a spokesperson to share ONE or TWO key takeaway’s from the discussion.
Handout: Weekly New Assoc. Sm. Group Mtg. 30 Minutes

28. Gaining Their Commitment
Once they’ve committed, get it in writing!

29. Weekly Success Form
Use this as a tool to guide your discussion with New Associates and secure their commitment for the week.

30. New Associate Small Group Meeting Best Practices
Highlight successes
Use the Weekly Success form to guide them and keep them accountable
Take action at the meeting (a Call Session can get them jump started)
Hold the meeting every week. NEVER cancel. NEVER move it.

31. The Dual Career Sales Associate
How do you work with the Sales Associate who chooses option 2?

32. The “Specialist” For Dual Career, there are two paths:
Weichert Rental Network Specialist
Open House Specialist
Reference: Coffee Cups brochure/Career Options

33. Using PRO to assist with . . .
Laura Duncan
WeichertPRO Trainer
Overview of WeichertPRO for WRN and Opens

34. How can WeichertPRO get your WRN Specialists to a Unit quickly?
Built-in Templates to Scrub & Qualify leads BEFORE spending time with them
Create Action Plans in WeichertPRO for consistent follow up
Conversion of the rental today
Follow up with prospects who decided to “search on their own”
Follow up with closed leads for future buyer conversion

35. Process for Scrubbing & Converting Rentals
Send Template in PRO
1. Use Key
Actions to
scrub and
secure an
Appointment.
2. Research
and line up
rental
properties
3. Conduct
first meeting,
Sign
disclosures
and collect
Paperwork*
4. Show
rentals and
complete
paperwork
* When a rental customer wants to rent a property, the sales associate will have the rental customer complete all necessary paperwork, package it and submit in person or electronically through to the landlord.
Handout: WRN Key Actions Card

36. Close for the Commitment
The next step is to complete and return the forms I will be sending you.
When you fill these out, I will be able to find properties that meet your needs.
We also need a current copy of your credit report to submit with your lease application. You can use the links in the or choose another vendor. Once I receive your paperwork I will schedule appointments to see properties. We’re set to meet on (day)….right?
Great! I’m looking forward to working with you.

37. Step 2: Select and Customize Your Region’s Rental Template in WeichertPRO

39. Weichert Rental Network
PRO follows the process your Sales Associate learn in the WRN Certification class.
The templates are region-specific and serve up the standard documents they need to do rentals:
Tenant Registration, Credit Authorization

40. Use WeichertPRO to Schedule Open Houses and Plan future dates
Get their commitment to the Open Houses up front
Show them the automated Open House Action Plan
Show them the free tools available in WeichertPRO to help them convert their Attendees into Clients

41. Open House Functions in PRO
Schedule your Opens in PRO
Send an attractive Open House Invite and post on social media
Provide automated registration if you have a laptop OR Associate can type in guest information later on a computer at work or home
Easily follow up with guests – PRO prompts to make follow-up calls and to
NOTE: A walk-through of this functionality will be covered tomorrow at the Open House segment

42. Get their Commitment & Get it in their Calendar

43. Some Tips from Janet Use all the resources at your disposal.
Make the Signed Commitment to the career option they chose a living document.
Refer back to it as you coach them . . .
Resources: 25 Minutes

44. Tips from Janet: Review the Signed Commitment
When you get their signed Commitment to the activities and training, give a copy to your Assistant Sales Manager.
The Assistant Sales Manager can review what the Sales Associate committed to so everyone will be on the same page.

45. Your Resources . . .

46. Has anyone used any of these resources? How did they work?

47. Goal: Help Sales Associates get to a booked unit within 90 days.
Fast Track orients new Sales Associates to Weichert and helps them quickly develop the skills to be successful Real Estate agents. Core components include:
Daily listing prospecting call sessions with dialogue practice.
Extensive practice using the Listing Portfolio and Buyer Consultation.
A team set-up to include points and prizes fostering a friendly, competitive environment. They earn points for completing core sales activities such as:
Conducting Appointments
Conducting Open Houses
Introduction to GSM
Etc.
Goal: Help Sales Associates get to a booked unit within 90 days.

48. Coaching Guide
Use this tool to get your New-to-the-Business Sales Associate on board and set for success
Use this to tool guide and coach them along the way
Let’s review . . .
Found in Managers Best Practices, Coaching Tools or PartnerUp
Handout Coaching Guide

49. Coaching Guide REVIEW At our tables, let’s review this guide
Make notes on what you would customize for your office
What will you add?
NOTE: You may access this online in Managers Best Practices, Coaching Tools or PartnerUp program. Your sales associates automatically receive this guide in Fast Track.
15-minute review and discussion

50. Performance Diagnosis Using the APJ and Units Per Month Tools
We won’t be doing a hands-on exercise on these two tools.
Tomorrow, you’ll get a brief demo.
Job aids are provided in your folders.
Recommend that you access these tools for useful information on how your team is doing.
APJ enables you to drill down on an individual associate’s performance.
Units Per Month provides a view of all associates’ performance on key criteria and allows you to quickly assess strong associates and those in need of extra coaching.
Asst Managers: See your Sales Managers for these tools

51. Who has “PartnerUp” partners assigned to new sales associates
Who has “PartnerUp” partners assigned to new sales associates? How did you select the experienced “partners” to work with your new sales associates?

52. The Program: Experienced Sales Associates who are productive, positive, embrace Weichert tools and systems and are good role models PartnerUp with New Sales Associates on their first two transactions in the business.

53. How are YOU implementing this program?
How do you check-in with the PartnerUp Partners to ensure they’re on track?

54. My recommendation?
Meet with the Experienced Associates who are PartnerUp Partners every month.
Check-in
Provide support and guidance
Follow-up with the new Sales Associates on any challenges or issues the PartnerUp Partners share.

55. Use the tools to help you implement the program:
PartnerUp Agreement
PartnerUp Guidelines
New Sales Associate Coaching Guide
Workshop Library
Boost Your Business

56. Resources for Training & Coaching New Sales Associates

57. . . . And on Weichert University:

58. Questions? What questions do you have about
Managing and Coaching to get your Sales Associates to Production?

59. Your 30-Day Plan
Let’s take 15 minutes and work on our 30-Day Plan for Qualification
What key actions will you take to ensure you meet your objectives?
Sales Managers and Assistant Managers work in pairs and agree on a plan.
Handout: Qualification Performance Review

60. Planning Your Week Please refer to your calendars.
Map out the number of hours you will spend on Qualification each week and where you will block your time to implement your plan.
Schedule your Weekly Training Segment
Assistant Manager and Sales Manager, set up a weekly meeting with each other and enter this in your calendars.