2. All Training has 3 Objectives
• Teach you something NEW
• Remind you of something you may
already know – BUT…
– Have forgotten to use
• And
• Validate what you already know and do!
3. And finally…A REMINDER
• Nothing works every time
• But
• Everything works some of the time
• As long as YOU do!
• And…Some of the time is all we
need for SUCCESS.
So Let’s Get Started
4. More Buyer & Seller Leads
Internet Marketing
Because 87% of Buyers use the
Internet during their home search.
The Internet is has become one of
the most Important Components of
an effective Marketing Program for
REALTORS.
5. MY GOAL
• Help you close more SALES without spending
one more dollar to generate leads
• You really can double your conversion rate with
WLN Leads if you will follow the simple plan you
are going to get today
• WEICHERT, REALTORS – Hallmark Properties
went from:
– 20 conversions in the first 6 months of 2008 to
– 191 conversions in the first 9 months of 2009.
6. Today’s Agenda
• Facts and Fallacies
– WLN & Weichert.com
– The Internet & Real Estate
• How a surfer becomes a lead
• Tour of the WLN Portal
• Success Plan for Agents
• Success Plan for Managers.
NOT – All the Administrative Things with the Portal.
7. More Buyer & Seller Leads from:
The Weichert Lead Network
The Most Complete Internet Marketing and Lead Generation
Platform in the Real Estate Industry
Inman Award for “Most Innovative Real
Estate Technology”
Top 5 of all Real Estate broker Sites
Over 1 million keywords daily
Syndication of listings on other popular
Web sites
More than 100,000 daily visitors and
growing!
5 + Million unique monthly visitors
Highest Ranked for Stickiness
9. Weichert Lead Network
Syndicated Partner Websites…
New York Times AOL Real Estate
Google Base Wall Street Journal
Yahoo Real Estate Trulia
Homes.com LiveDeal
FrontDoor Oodle
CyberHomes Zillow
15. The Stickiest Real Estate Site on the Web
Weichert.com leads all brands in consumers time on 12+
site. Minutes
16. Facts about Internet Leads
• 87% Buyers today use the Internet
• 50% of requests for information are
NEVER answered!
• Average response time is 54 hours!
• Less than 1% result in a sale
• If prospects don’t hear from you
FAST…
They go somewhere else!
20. Success Plan for Lead Specialists
• 65
• Let’s get together.
• No less than 5%.
• NO COLOR.
21. How Good Are These Leads
• Independent Research shows that between
33% and 35% of all leads (potential
customers) move within 12 months
• How many Buy or Sell?
• If the number is only 25%...This means
• If your agents are converting or closing 5 out
of every 100…Then
• Your competitors are getting 20 that we let
get away.
23. Responding immediately and carefully
tracking each lead helps us convert
more Internet leads to home sales.
24. The email
campaign will
be personally
branded to
your Sales
Associate.
It will include
contact
information &
the picture
from their
Profile Page on
Weichert.com
27. The email
campaign will
be personally
branded to
your Sales
Associate.
It will include
contact
information &
the picture
from their
Profile Page on
Weichert.com
28. The email
campaign will
be personally
branded to
your Sales
Associate.
It will include
contact
information &
the picture
from their
Profile Page on
Weichert.com
32. Did You Know?
According to a survey of
Weichert Lead Specialists,
60% of all Lead Specialists
have been referred to new
customers and clients by a
customer they got from the
Weichert Lead Network.
Source: October 2007 LC Quarterly Meetings
33. Success Plan for Managers
• Review the Portal Weekly – 15 minutes
• Monthly
– Team Meetings with Lead Specialists
– One on Ones with Lead Specialists
• Troubleshoot as necessary
• 20 and Pause
• Recycle Inactive Leads @ I-Call
• Recruit using the WLN Opportunity.
34. Recruiting Dialogue
• Do you like getting leads from
prospects that have asked to work
with YOU?
• Do you think this could this help
you make more sales and earn
more income?
• Do you want me to order your new
business cards with or without a
picture?
36. AND…For Managers
• Review the Portal Weekly – 15 minutes
• Monthly
– Team Meetings with Lead Specialists
– One on Ones with Lead Specialists
• Troubleshoot as necessary
• 20 and Pause
• Recycle Inactive Leads @ I-Call
• Recruit using the WLN Opportunity.
38. Thanks for Attending
Bill Scott
Senior Vice President
Weichert Real Estate Affiliates
Editor's Notes
VOICE OVER: Did you know that according to a survey of Weichert’s lead coordinators, 60% of all LC’s have been referred to new customers and clients through a Weichert Lead Network lead! Instructions: Take this opportunity to talk about one of your personal experiences in getting a referral from a WLN lead. If this does not apply to you, then tell a story of someone else you know who got a referral from a WLN lead. Go to the next slide.
