1. Session 8

2. Knowing Your Numbers It is critical that you have intimate knowledge of the Key Performance Indicators (KPIs) of your company.

3. Assigments Set time aside for reporting in your management calendar Weekly Reporting Monthly Reporting Simple BPQ Completed

4. Earn More Starting Today! Why worry about new ways to drive leads to your office, if you’re not maximizing those you already have?

5. Earn More Starting Today! What does MAXIMIZING mean?

6. Earn More Starting Today! Weichert Lead Network

7. Earn More Starting Today! 70/10/No Color

8. Earn More Starting Today! 70 = 70% Contact Rate 37%

9. Earn More Starting Today! 10 = 10% Conversion Rate Not even 1%!

10. Earn More Starting Today! No Color = Leads Updated

11. Earn More Starting Today! Recommended #

12. Earn More Starting Today What is your Contact Rate? What is your Conversion Rate? How much color appears?

13. Earn More Starting Today Try it with your own numbers. Go to markwhanna.blogspot.com March 21 st post

14. Earn More Starting Today Now, imagine if you could increase your capture as well!

15. Earn More Starting Today Check your WLN portal on Mondays, Wednesdays and Fridays. Be sure you know how to use your portal. Be sure your Lead Specialists know how to use theirs.

16. Earn More Starting Today Make sure Lead Specialists are aware of the goals. –50% capture by EOQ – 5% conversion by EOQ –70% capture by EOY –10% conversion by EOY 3 3 % p u r c h a s e w i t h i n 1 2 m o n t h s. A h i g h c o n v e r s i o n r a t e i s A C H I E V A B L E

17. Earn More Starting Today After receiving the notice of a lead, call the Lead Specialist and ask if they got the appointment. Meet with Lead Specialists regularly. –Review their portal with them. –Look at notes. Pause or remove those not improving or maintaining goals. M o s t e f f e c t i v e a c t i o n b y W e i c h e r t C o m a n a g e r s !

18. Earn More Starting Today WLN studies show: –New agents make excellent Lead Specialists –Agents should spend about 2 minutes on the phone. Ask for a face to face. The caller is primed. –Build to the recommended number of Lead Specialists.

19. Earn More Starting Today Download the inactive leads –Give them to agents attending i-Call sessions –Use as an incentive for agents you want to recruit from other companies. Tell them I will give you X numbers of leads. Give them more than X then “Pause” them until you see if they can close.

20. Summary You can begin to earn more money TODAY without spending $1 of additional advertising to get leads. Better manage the leads you already have received and continue to receive from WLN. ‘Inspect what you expect.’

21. Assignments Know your portal inside and out. Set time to review it on M/W/F Set a short term goal of 50/5/No color and let your LS know. Set a goal of 70/10/No color and let your LS know. Call LS after lead is received.

22. THANKS! Two more to go! Keep up the great work!