1. **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

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

3. 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

4. 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?

5. 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

6. 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!

7. 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

8. 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

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

10. 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.

11. 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

12. Internet Shoppers Have Access To More Information

13. 68% of internet leads do business with the first agent who speaks to them.
NAR Home Buying and Home Selling Survey

14. According to Google, Internet shoppers make decisions in a Micromoment

16. 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

17. 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

18. 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 with the office address and your information as a confirmation of the appointment
Respond quickly and keep your word – it impresses clients!

19. 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!

20. 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?

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

22. 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?

23. 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

24. 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

25. 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)

26. 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!

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

28. 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
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Weichert University October

30. 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.

31. 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

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

33. 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!