Jan 19 Off Mtg

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  • Economists disagree about how the economy will fare in 2010, but they agree the recession will be firmly behind us. Improved stock market performance, the need for business to replenish inventories, and the continuing impact of the federal government’s stimulus efforts are all playing a role in boosting the economy. As home prices stabilize, households feel wealthy and start spending again, which drives retail and other business growth, in turn boosting confidence and the stock market, and creating a virtuous cycle of growth. NAR chief economist Lawrence Yun predicts home prices to grow 3.6 percent in 2010, a significant rebound from 2009’s 12.9 percent national price decline More than 16 million renter households at the end of 2009 had sufficient income to buy a median-priced home, up from just 11 million in 2000, before the boom, Yun says. Once they get off the fence, sales will start heading up to a level reflective of the population.
  • Existing-home sales in 2009 rose to an estimated 5 million units for the year, a 2 percent increase over the 4.9 million sales in 2008. For 2010, Yun is forecasting sales of 5.7 million units, a 13.6 percent increase
  • One can get anything in life that he or she wants if they are willing to help enough others get what they want. – Zig Ziglar I learned that you need to listen to your customers and pay attention to how they react when you are showing different homes. Real Estate agents need to remember what the client likes and dislikes. This transaction also gave me confidence that I knew what I was doing and would be good in the real estate business.
  • "If the buyers can get financing for 80 percent of the appraised value and are prepared with the required 20 percent down, ask sellers to take back a note for the rest," says Jeffrey Barker, ABR®, a sales associate with Max Broock, REALTORS®, in Bloomfield Hills, Mich. "Sellers who are motivated and have the financial security to do so can be expected to give the idea serious consideration.“ They’ll walk if the air conditioning isn’t functioning at its proper efficiency or if, in a new home, something isn’t properly installed," says Lowman. "You can head off these surprises by recommending the sellers get a home inspection before the transaction gets started."
  • Note to Manager : Please fill in the number of guests at your office’s Open Houses from November 30 through December 27, 2009.
  • Economists disagree about how the economy will fare in 2010, but they agree the recession will be firmly behind us. Improved stock market performance, the need for business to replenish inventories, and the continuing impact of the federal government’s stimulus efforts are all playing a role in boosting the economy. As home prices stabilize, households feel wealthy and start spending again, which drives retail and other business growth, in turn boosting confidence and the stock market, and creating a virtuous cycle of growth. NAR chief economist Lawrence Yun predicts home prices to grow 3.6 percent in 2010, a significant rebound from 2009’s 12.9 percent national price decline More than 16 million renter households at the end of 2009 had sufficient income to buy a median-priced home, up from just 11 million in 2000, before the boom, Yun says. Once they get off the fence, sales will start heading up to a level reflective of the population.
  • Note to GSM : This is your opportunity to thank the Associates in your office for their support. Share your commitment to continue working together to bring success to Sales Associates and the entire company in 2009.
  • Note to Managers : Please customize this slide with the time and location of your Sales Awards Celebration Day.
  • We have over 100,000 visits to Weichert.com every day, which adds up to over three million visitors per month, and that number continues to grow. Once people are on Weichert.com, we keep them there. In fact, the average internet shopper spends 15 minutes on Weichert.com. This is about nine minutes more than some of our top competitors, who only keep people on their website for an average of six minutes. So when you put it all together, Weichert invests the time, effort and resources to find consumers on the internet. Once we find them, we take them directly to our website and to your listings. In fact, here's some proof of our success. Because of our internet marketing strategy, did you know that up to 30% of opportunity desk calls come in through the internet? Also, our internet marketing strategy drives people to office websites and agent profile pages.Office web sites can get up to 200,000 page views per month, while agent profile pages can get up to 300,000 views a month. Our strategy also makes Weichert.com one of the top 5 broker web sites, and Weichert.com is also one of the top 30 overall real estate websites.
  • “ We’re the industry leader in marketing your home online. We have the most comprehensive internet marketing plan available.” “ Mr and Mrs Seller, how long ago did you purchase your home? At that time, what was the best way for
  • Jan 19 Off Mtg

    1. 1. Sales Meeting January 19, 2010 Welcome!
    2. 2. “ The future belongs to those who believe in the beauty of their dreams.” - Eleanor Roosevelt ” Quote of the Week
    3. 3. Confident in the Future <ul><li>Overall economy has recently shown encouraging signs of life </li></ul><ul><li>US population and households continue to grow </li></ul><ul><li>People need a place to live </li></ul><ul><li>The extension and expansion of the tax credit will cement the ongoing recovery into the spring market </li></ul>
    4. 4. Confident in the Future <ul><li>According NAR chief economist Lawrence Yun 2009 was the year of economic recovery and 2010 will be the year of growth. </li></ul>
    5. 5. Sales Associate Priorities for Success “Keep it simple.”
    6. 6. Get Smart for 2010! January 2010 <ul><li>Overcoming Financial Obstacles </li></ul><ul><li>Be proactive with appraisals . Worried about an appraisal coming in low? Be there when the appraiser arrives, show your CMA, and explain why you set the price you did. </li></ul><ul><li>Recommend seller financing. If the appraisal still comes in low, introduce to sellers the idea of taking back a note for the gap between the appraised value and the agreed-to sales price. </li></ul><ul><li>Check in with the lender twice a week. You typically may check in with the lender once a week on the status of your client’s mortgage application. Consider doubling that. </li></ul><ul><li>Recommend seller inspection. With cash buyers there’s no appraisal to worry about, but these buyers can be demanding when it comes to property condition. </li></ul>
    7. 7. <ul><ul><li>Sign up for your Open Houses for January </li></ul></ul><ul><ul><li>Don’t let anyone leave your OH in 2010 without letting them know you can help them and how hard you would work for them given the opportunity </li></ul></ul><ul><ul><li>Deliver on all your promises to your clients. </li></ul></ul><ul><ul><li>Follow up, follow up, follow up! </li></ul></ul><ul><ul><li>Focus on open houses. Hold OH’s for the same property and hold them every weekend for an extended period. &quot;It shows buyers and sellers you’re working hard&quot; </li></ul></ul><ul><li>Open House Report </li></ul>
    8. 8. <ul><li>From Nov. 30 through Dec. 27, 2009: </li></ul><ul><li>11,620 guests attended Weichert Open Houses companywide. </li></ul><ul><ul><li>1 in 3 Open Houses lead directly to a sale </li></ul></ul><ul><li>Let’s continue to work hard at getting “feet in the house.” </li></ul>Open House Traffic
    9. 9. Open House Follow-Up <ul><li>Plan an effective OH follow-up </li></ul><ul><li>Call every guest within 24 hours </li></ul><ul><li>Personalize your follow-up </li></ul><ul><li>Close for the appt. by fostering a sense of urgency </li></ul><ul><li>Partner with your Gold Service Mgr </li></ul><ul><li>Be Consistent and Persistent </li></ul><ul><li>Research shows that by your 4 th call, you have a 78% chance of getting the prospect to meet with you </li></ul>
    10. 10. Open House Follow-Up <ul><li>What you should have: </li></ul><ul><ul><li>Open House Guest Register </li></ul></ul><ul><ul><li>PAS or Planner </li></ul></ul><ul><ul><li>Notes or guest profile from your OH </li></ul></ul><ul><ul><li>Search that fits guests’ criteria </li></ul></ul><ul><ul><li>Computer (with MLS access) </li></ul></ul>
    11. 11. Opportunity Time/Open House Success Stories
    12. 12. “ The only thing you can do to sell real estate right now is price it to sell.” J. Weichert 11/14/08
    13. 14. Gold Service Manager Partner in Success Pat Cronin
    14. 15. Outstanding Results <ul><li>We want to make YOU more successful. </li></ul><ul><li>Let’s work together to make it happen! </li></ul>In 2009, Weichert Financial Services experienced outstanding results – and we know we can do even better in 2010.
    15. 16. Your Partner in Success Together we can move the market.
    16. 17. You are Cordially Invited to Attend the Weichert Edison 2009 Sales Awards Celebration Day. Date : February 11, 2010 Time : 9:30 AM – 12:30 PM Place : Pines Manor Please join us to recognize and celebrate the achievements in 2009 of our most successful Sales Associates.
    17. 18. Local Market Absorption Woodbridge:12.2 Edison:9.0
    18. 19. Company News <ul><li>Once again, Jim Weichert has been included on the Inman News list of the “ 100 Most Influential Real Estate Leaders ,” which reflects the industry’s best and brightest, as well as outside figures whose actions influence the homebuying and selling business. </li></ul><ul><li>Jim was recognized in the Brokerage category, which is reserved for company leaders who command the attention of real estate professionals through their words and actions. </li></ul>
    19. 20. Salesman Jim <ul><li>Everyone is talking about how 2010 just has to be better than 2009 -and I agree. The public is more interested in real estate than ever, and record low interest rates, the tax credit and a thaw in lending are all making headlines. </li></ul><ul><li>It may be cold outside, but we have the ability to heat up the market. As we start off the new year with a fresh, clean slate, it's as good a time as any to consider the importance of our interactions with customers. </li></ul><ul><li>Buyers and sellers pick up your vibes. If you are optimistic and enthusiastic, they will feel better about jumping in. So, use your excitement, expertise and commitment to top-notch service to make your market in 2010. </li></ul><ul><li>Remember, a positive attitude goes a long way! </li></ul>
    20. 21. <ul><li>79 Beechwood Ave, Edison $399,900 Deepak Dharia </li></ul><ul><li>3 Dickerson Rd, Lake Hopatcong $249,900 Michele Keleman </li></ul><ul><li>1705 Edison Glen Terr, Edison $243,000 Frank Connor </li></ul><ul><li>117 Keystone Ct, Woodbridge $221,500 Anita Clark </li></ul><ul><li>608 Monroe Ave, Elizabeth $225,000 Frances Gratacos </li></ul><ul><li>572 Westgate Dr, Edison $339,900 Darlene McBride </li></ul><ul><li>New Listings </li></ul>
    21. 22. <ul><li>30 Berdine Ct, Colonia $328,000 To 295,000 (33,000) Victoria Mc Murrian </li></ul><ul><li>259 Jeter St, Cliffwood $299,000 To 280,000 (19,000) Cathy Haugh </li></ul><ul><li>61 Grant St, Sewaren $379,900 To 339,000 (40,000) Deepak Dharia </li></ul><ul><li>Price Improvements </li></ul>
    22. 24. Tax Credit Update
    23. 25. Tax Credit for New Homes <ul><li>The $8,000 federal tax credit for first-time homebuyers and the $6,500 credit for current homeowners may be claimed for the purchase of both new and existing homes. </li></ul><ul><li>However, there are slight differences between a newly constructed home purchased from a homebuilder and one built by a contractor for a property owner. </li></ul>
    24. 26. For New Homes Purchased From a Builder <ul><li>Tax credit eligibility is determined by settlement date . </li></ul><ul><li>To qualify, the transaction to purchase the property must close on or before April 30, 2010 (or June 30, 2010, as long as a binding contract is in place by April 30, 2010). </li></ul>
    25. 27. For Property Owners Constructing a Home on an Existing Lot <ul><li>The home is considered &quot;purchased&quot; on the date the owner first occupies the house . </li></ul><ul><li>The eligible occupancy dates are the same as for new homes purchased from a builder. </li></ul>
    26. 28. Seize the Opportunity <ul><li>Educate yourself and your customers about the tax credit, and invite buyers to the seminar on Saturday February 20th. </li></ul><ul><li>Log on to Weichert University and click on the New & Improved Tax Credit icon on the home page to access the Tax Credit Toolkit, where you can download valuable materials and get links to tax credit Internet ads, direct mail pieces and other resources. </li></ul>
    27. 29. Weichert.com Update According to Alexa.com
    28. 30. Weichert.com Facts <ul><li>30% of Opportunity Desk calls are driven from Weichert.com </li></ul><ul><li>To drive more traffic to our website, we purchase over 1 million keywords, many more than our top competitor who purchases only 55,000 keywords </li></ul><ul><li>The avg. amount of time people spend on Weichert.com is 15 minutes </li></ul><ul><li>Weichert.com avg.’s 100,000 visitors per day </li></ul>
    29. 31. Weichert.com Facts <ul><li>Weichert.com has been tracking visits since 2004. Since the time we implemented our 7 component internet marketing strategy our visits per day have increased from 9,000 to 100,000. </li></ul><ul><li>In 2008, Weichert had 34 million banners appear on different websites. These appearances are known as impressions. These banners appeared on hundreds of different websites. As a result, we got over 30,000 clicks on these advertisements, bringing more and more people closer to your listings when they otherwise may not have been looking for real estate that given day </li></ul>
    30. 32. Company News <ul><li>31st Annual Weichert Toy Drive </li></ul><ul><li>Weichert, Realtors sales offices, corporate employees and franchise affiliates collected more than 25,000 toys for less fortunate children this past holiday season. </li></ul><ul><li>In addition, Weichert gathered and donated nearly 1,300 articles of clothing, food and other items as well as monetary contributions totaling nearly $5,000. </li></ul>
    31. 34. Using Referral Associates to Help with Prospecting <ul><li>It may be cold outside, but the Spring market is quickly approaching! </li></ul><ul><li>That means it’s time to start thinking about lining up clients for the busiest months in the real estate year. </li></ul><ul><li>One of the best resources available to you is your network of Weichert Referral Associates, who can prospect along with you. </li></ul>
    32. 35. It’s Easy to Have Your Referral Associates Make Calls for You <ul><li>Weichert Referral Associates has pre-prepared dialogue, so all you have to do is plug in the specific information pertaining to the call. Call them at (800) 544-3308 to get a copy of the dialogue . </li></ul><ul><li>Every lead that your Referral Associates obtain through prospecting will become your lead. </li></ul><ul><li>The best part of all is there is never any out-of-pocket expense to you. The only time a Referral Associate receives a referral fee is when you close the lead and earn a commission! </li></ul>
    33. 36. Want to Build Your Network of Referral Associates? <ul><li>Reach out to unaligned Referral Associates, who might be able to help you obtain future business. </li></ul><ul><li>ZIP code lists that include unaligned Referral Associates in your market area are available upon request. </li></ul><ul><li>To request a ZIP code list of Referral Associates in your area, call (800) 544-3308 or send an e-mail to: [email_address] . </li></ul>
    34. 37. <ul><ul><li>Total closed referrals: </li></ul></ul><ul><ul><li>$37,826,863 </li></ul></ul><ul><ul><li>Average Sales Associate commission per agent: </li></ul></ul><ul><ul><li>$4,668 </li></ul></ul>December 2009
    35. 38. Increase Your Income … with no out-of-pocket expense!
    36. 39. Marketing and Creative Services Update
    37. 40. NEW! “Dream Big” Farming Cards <ul><li>A new series of cards designed to attract buyers with eye-catching images and a timely message. </li></ul><ul><li>Three different cards are available. </li></ul><ul><li>Pricing starts at $.50 per card. </li></ul><ul><li>Order online at www.weichertimail.com . </li></ul>
    38. 41. Dream Big Card: Niagara Falls
    39. 42. Dream Big Card: Mount Rushmore
    40. 43. Dream Big Card: Statue of Liberty
    41. 44. Suggested Message for Dream Big Cards <ul><li>Maybe your dream home has a gorgeous new kitchen or a family room with a cathedral ceiling. Or maybe you’re just dreaming of a little more room or a lot less commuting. Luckily, with low interest rates and plenty of homes to choose from, this is a terrific time to buy. Whether your dreams are big or small, please give me a call. I’d love to help you make them come true. </li></ul>
    42. 45. Internet Marketing Update
    43. 46. Increasing Exposure for Weichert Listings <ul><li>One of the keys to selling a home quickly is to get as many people as possible to see the listing. </li></ul><ul><li>Because of this, Weichert has arrangements with many companies and media outlets to have your listings also appear on their Web sites. </li></ul><ul><li>These types of listing syndication agreements provide greater exposure for Weichert listings and increase lead generation for Weichert Sales Associates. </li></ul>
    44. 47. Weichert’s Internet Partners Now Accessible on WeichertOne <ul><li>It is important to let your sellers and prospective clients know about the tremendous exposure you and Weichert offer for their home. </li></ul><ul><li>To help you do so, you can now download a flyer with a complete list of Weichert’s Internet partners on WeichertOne.com. </li></ul><ul><li>The flyers are customized by state, and will be updated as we add new Internet partners. </li></ul>
    45. 48. Log On Today to Download the List for Your State <ul><li>Go to Marketing > Internet > Partners. </li></ul><ul><li>Select the state in which you do business. </li></ul><ul><li>Print the PDF flyer to add to your listing presentation or to use as a leave-behind when meeting with clients. </li></ul>
    46. 49. <ul><ul><li>Immediately after Office Meeting </li></ul></ul><ul><li>Caravan Information </li></ul>
    47. 50. Have a Successful Year! Have a Successful Week!

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