1. Head of Residential Sales Sales Associate ~ Fair Lawn, NJ
Welcome 2012: Getting to the Next Level
Presented by:
Jacé Botti
Head of Residential Sales
Joe Cubias
Sales Associate ~ Fair Lawn, NJ

4. Available Market Opportunity
Company Foot print: 710,800 Units/ $7,583,365,000 GCI
NY: 206,400 Units/ $3,305,625,000 GCI
CT: 44,800 Units/ $621,472,500 GCI
PA: 154,400 Units/ $958,215,000 GCI
MD 76,000 Units/ $704,450,000 GCI
NJ 104,800 Units/ $885,062,500 GCI
DE 11,200 Units/ $86,190,000 GCI
VA: 104,000 Units/ $704,450,000 GCI
DC 9,200 Units/ $157,500,000 GCI 4

5. Available Market Opportunity
Fair Lawn, NJ Sales Office Primary Available Market: 948 Units/ $8,531,661 GCI
Paramus: 266 Units/ $3,643,120 GCI
Fair Lawn: 384 Units/ $2,644,126 GCI
Saddle Brook: 118 Units/ $951,017 GCI
Elmwood Park: 180 Units/ $1,293,398 GCI 5

6. How are depressed home prices affecting your customers? ( ) Can’t sell
WSJ Community Survey
How are depressed home prices affecting your customers?
( ) Can’t sell
( ) Can’t take new job elsewhere
( ) Are upside-down
( ) More than one of the above
( ) It’s a buying opportunity 6

7. Is Your Head in the Right Place?
WSJ Survey
*Source: WSJ Survey from article dated 9/22/11, Results pulled 9/26/11, total votes 2,847. 7

8. Getting to the Next Level
Do I see the big picture?
Do I have my head in the right place? 8

9. OPPORTUNITY

10. Getting to the Next Level Why Start Now?10

11. Why Develop a Business Plan?
It is critical to have a business plan in place in order to be successful.
Shooting from the hip will only provide limited results.
The business plan allows you to measure campaign success, make necessary adjustments, and manage the marketing budget.

12. How to get started? It’s as easy as:
Business Plan
How to get started? It’s as easy as:
Step 1: Pull together an analysis of the sources of your closed business from last year.
Step 2: Learn how you spend your time.
Step 3: Agree on new income level.
Step 4: Now, create your Plan. 12

13. Appealing to Different Audiences
The tips and techniques in today’s session vary based on where you are in your business. Whenever you see this symbol, know that we are addressing those sales associates who are interested in a “next level” technique to apply to their growing business.
Get to the next level

14. Components of Joe’s Plan
My Overview
Understanding my role/position
Pipeline Management/Forecasting
Prioritization of buyers/sellers
Categorizing them in the proper stage
Prospecting
Who am I calling on

15. Components of Joe’s Plan
Marketing Vehicles
How will I be marketing myself and my services
Training
How will I stay up to date on current market trends
Enhance my skills
Budget
Will I be developing my own website. Will I farming specific areas.

16. Step #1: Pull together an analysis of the sources of your closed business
Instructions:
Pull closed/pending files
Go to Weichert One/Money Matters tab to get inventory of your deals.
Go to closed transaction file, source found on Report of List/Sales form

17. Pipeline Reporting Get to the next level
Reports have been developed and are updated daily in order to track pipeline activity. This will allow me to measure, manage and track each opportunity across the sales cycle. It will help me understand current position as well as forecast future closings.
Get to the next level

18. Complete the Automated Business Plan
Step #2: Learn how you spend your time.
Complete the Automated Business Plan
Will I be developing my own website. Will I farming specific areas.

19. Step #3: Agree on New Income Level
Will I be developing my own website. Will I farming specific areas.

20. Step #4: Now Create Your Plan
Will I be developing my own website. Will I farming specific areas.

21. Basics of Planning Joe’s Calendar
Sales Meeting
Customer Mtng
WLN Meeting
Customer Mtng
Training
Call Session
Customer Mtng
Broker Tour
Broker Open
Call Session
Call Session
Open House
Customer Mtng
Call Session
If you do not have or use a calendar, you are not in business.
Customer Mtng

22. Master time instead of wasting it.
If you erase it,
you must replace it!!!

23. Customer Relationship Management Use Outlook and WeichertPro
Basics of Planning
Customer Relationship Management Use Outlook and WeichertPro
If you do not have or use a calendar, you are not in business.

24. Freedom and flexibility without discipline equals bankruptcy.

25. Joe’s Stage Categorization
Each prospect entering the Funnel and moving across the Pipeline are categorized with the appropriate stage.
The pipeline stages are updated accordingly to prospect activity. The stage categories assist with segmenting each opportunity within the pipeline. It provides for a clear understanding of where, in the sale cycle, each opportunity is at.
Get to the next level

26. Joe’s Business Plan Re-organize my calendar.
Plug into the New Marketing Resource Center to upgrade my sales tools and marketing products.
Set up iMail/eMarketing – Identify local available markets with the highest conversion opportunities.
Design marketing pieces for early delivery.
Mail to Pure Gold base – will set up delivery of customized letters to my farm base.
If you do not have or use a calendar, you are not in business.

27. Use the Start, Stop & Continue Model
What should you START doing to get your business to the next level next year?
What should you STOP doing since it didn’t result in a positive outcome for your business?
What should you CONTINUE to do?

28. Integrate Into Your Calendar
Set a yearly production goal for myself.
Break it down month to month and
Staple it into my yearly calendar or add in my online calendar for each month.
At the end of each month, write in actual production underneath the projected.
This gives me a personal monthly goal to reach and also helps me stay on track.
Anne-Marie Rodriguez Marino
Sales Associate
Wyckoff, NJ 28

29. Refresh Pure Gold/Farm Contacts
Customize a letter and send it to everyone you know – your sphere, past customers, open house guests, etc.
You want to be their resource when it comes to real estate – Let them know you’re here to help.
Follow up your mailing with a phone call to each of them.
Go to WeichertOne, click on Prospecting for Business and select “Customer Letters.”
Get to the next level

30. Pull together an analysis of the sources of your closed business.
Business PLAN
Pull together an analysis of the sources of your closed business.
Learn how you spend your time.
Agree on new income level.
Now, create your Plan. 30