1. Building a Network Associate Team in Your Office

2. Lead Generation Sources
Manager assigns or schedules associates into these programs to generate leads.
Open
Houses
iMail/ iCall
Opp
Time
Agent Web Site
Leads contact agent
Associates are selected and approved by the manager to receive these leads. Special training is required.
WLN
Relo
Referrals to associates through our Referral Network and Others
Referrals
Manager assembles a team of Network Associates that work directly for the office and refer business to the manager to distribute to the full-time associates
Network
Agent
New!
More business to the office
Retain full time Associates
Another pool from which to recruit full-time

3. Powerful Lead Generation
Lead Generation Systems
Open
Houses
iMail/ iCall
WLN
Relo
Referrals
Opp
Time
Agent Web Site
Network Associate
Attends Pre-licensing class and passes the state exam
Places license in our Referral Company
Works with a specific office and manager
Refers local business leads to the Manager through the Referral Company
Manager then gives leads to full-time Associates
New!
Network
Agent

4. Network Associates Network face to face and online
Promote their ability to refer others to Weichert through such avenues as:
Facebook
Twitter
LinkedIn
Parent Teacher Organization
Colleagues at work
Social clubs and functions
Engage in the following activities . . .

5. Network Associate Activities
If not already a member, join Facebook
Reconnect with friends, colleagues, relatives
Download this widget
Post comments pertaining to real estate and let everyone know you can help them.

6. Network Associate Activities
Invite everyone to the monthly seminars
Attend these Manager-hosted events to learn more about the market and discuss with everyone!

7. Network Associate Activities
Order Referral Associate business cards and hand out to everyone they meet.
Hand them out to everyone you come in contact with:
Parents of your childrens’ friends
Dunkin Donuts server
Dry Cleaner
Etc.
Try new approaches and dialogue that you learn through . . .

8. Referral-Generating Webinars
Janet Iveson hosts regularly scheduled Webinars:
Trying different times, days of the week, and topics.
30 Minutes
Give a tip, idea, dialogue – something to help them grow their referrals.
Share successes
Conduct a poll or 2 to get their feedback
Raffle a prize
To register for a webinar,

9. In-Office Training is 5 minutes
Manager says:
“Whenever you receive a lead from a family member, friend or colleague, call me. I’ll take care of everything else.”
The Manager gives the lead to a full-time, committed sales associate in the office and explains it’s a referral. Referral placed through Referral Associate Company.

10. How are Referral Associates viewed today?
Is it an “elephant graveyard” where all the retired sales associates go?

11. Let’s make Referral Associates the Beginning…not the End.
We have an
opportunity to have ANYONE interested in real estate join us.
Network Associate
Active Sales Associate

12. The message is . . . 12 12

13. 63% of customers say they found their associate through a referral*
Key Facts
63% of customers say they found their associate through a referral*
*NAR Survey 2008 Profiles of Buyers and Sellers

14. Let’s offer the Network Associate option to all the leads in blue!
Thousands of “interested” people
* 2009 numbers were estimated by taking January data and multiplying it by 11.5. 14

15. Social Networking Facebook has over 300 million users
Twitter has 11.5 million accounts and growing
LinkedIn has over 45 million users for professional networking

16. General Growth
More than 300 million active users
50% of our active users log on to Facebook in any given day
The fastest growing demographic is those 35 years old and older
User Engagement
Average user has 130 friends on the site
More than 6 billion minutes are spent on Facebook each day (worldwide)
More than 40 million status updates each day

17. Social Networking & Real Estate
How many people do you meet who have extensive social networks online through Facebook, Twitter, LinkedIn, etc.?
They could be earning additional income in YOUR office with a Referral License.
Give them the opportunity to make money doing what the love to do – NETWORKING
Hire Referral Associates and transition them to NETWORK Associates who give you leads that you distribute to your full time, committed sales associates.

18. 78% of consumers trust peer recommendations.
Did You Know ?
78% of consumers trust peer recommendations.
Only 14% trust advertisements.
According to Pertnear, a social marketing services and solutions company, August 2009.

19. Give People Options
How many people do you speak to each week who have been downsized or are unemployed and are looking for a job?
While they’re looking for a job, why not encourage them to get their real estate license and supplement themselves with referral income?
This is a great way to TRY OUT real estate without committing to full time commission sales.

20. Did you know . . .
Many people are SURPRISED to learn they can make $$ in real estate just by getting their license.
They don’t know how it works
This is a REAL program. We need to package it and present as such.

21. Hiring is a Multi-Hurdle Event . . .
Enroll in School
Take & Pass State Exam
Hire

22. Hiring is a Multi-Hurdle Event . . .
Focus on the FIRST hurdle and make sure it’s as low as possible so new recruits aren’t frightened away.
It’s a mindset (BELIEVE that there’s a benefit to getting your Real Estate license)
“Just get your license. You can figure out how you want to use it later.”
Enroll in School
Take & Pass State Exam
Hire 22

23. Give People Options and more People Join . . .
When you present the Network Associate option (the EASIEST possible option of the business), people are more OPEN to getting into school.
When we have more people in school, you have a greater pool of talent from which you can recruit FULL TIME ASSOCIATES. 23

24. The Funnel Works! Leads, Leads and more Leads Real Estate School
Take Test and Pass
Hire Network Associates
Hire Full Time Sales Associates

25. Test the waters first. Try out real estate with Weichert as a Network Associate.

26. How Do I Build a Team?
Step 1: Enroll them in school. They take the exam, pass the test, and secure their Weichert Referral Associate license. (Make sure you check off YOUR office in the Referral New Hire kit)
Step 2: Hire 5-10 Network Associates to form a team in your office.
Step 3: Hold monthly meetings with your Network Associate Team to build relationships and network (friendly call sessions, seminars on networking tips, WU online courses, etc.). Invite them to your monthly seminars for customers.
Step 4: Connect them into office events, community events, etc. through your Facebook page so they feel a part of your team.
Step 5: Guide them to send you all referrals so you can give to active sales associates in your office.

27. What are the Benefits?
Receive an additional stream of referral leads to supply to your full-time associates
Build a solid relationship with licensed leads in your local area who are just not ready to work full time yet.
Great way to get people into the business – transitional people (Likely to be laid off, people who want to supplement their income, those who are into social networking through Facebook, LinkedIn, Twitter).
You will have an internal ‘pool of candidates’ to recruit from – when a Network Associate has 2 transactions in a 6 month period invite them in to discuss working full time – “Do you know how much you would have made on those deals if you were doing this full-time?”

28. Additional income to the bottom line from ALIGNED Referral Associates.
Region A
Region D
Region E
Region F
Region H
Region I
Region G
Region B
Region J
Region C
Additional income to the bottom line from ALIGNED Referral Associates.

29. Our Customers are telling us something . . . Are we listening?
Career in Real Estate Ad
Unlimited income opportunity
Flexible Hours
Be your own boss
Training, mentoring and support
Sales Associate: 52
24%
Network Agent Ad
Extra money
In between jobs
Do this in your spare time
Professional development with a license
Network Associate: 162
76%
Based on an internal test of five ads for five offices in February, 2009

30. Your Commitment Commit to following up with EVERYONE.
Hire full time and
Hire Network Associates (great way to “try” real estate)
Close them on going to school.
Get them signed up with Referral Associates
Guide them to the key activities to bring them success
Meet with them once a month.
EVERYONE should JOIN Weichert!

31. Let’s turn our thinking 180
See this from a different perspective

32. Thousands of “interested” people
* 2009 numbers were estimated by taking January data and multiplying it by 11.5. 32

33. It’s how you look at it
2008 Recruiting
Instead of looking at these leads as unworkable because they won’t commit to full time commission sales, let’s look at this as a tremendous OPPORTUNITY
48, 254
Leads
2,778
Students
1,808
Hires

34. Hire Network Associates!