A Guide for Experienced Sales Associates
Name:
Date of Hire:
Office:
Table of Contents
Introduction / 2Office Assimilation / 3-5
Pledge of Service / 6
Priorities Spell S.U.C.C.E.S.S. / 7
Success Track Agenda / 8
Online Learning / 9
I-Call Program / 10
Terminology / 11-12
Notes / 13
Introduction
Message to the Experienced Sales Associate
Welcome to WEICHERT, REALTORS-DBA We’re happy to have you as part of our team.
WEICHERT,REALTORS-DBA believes it’s important that you have on-the- job support as you continue to develop your skills and grow your business.
This Guide is designed to help keep you on track toward building a successful career with Weichert. We’ve identified the critical things you need to learn and do to achieve success.
We are committed to making you feel a part of the Weichert Family and guiding you through the activities that will enable you to have a smooth transition in joining our team. Our Team will support you while you listen, learn and do the work necessary to achieve your goals. Ultimately, it’s your business, so it’s your responsibility to commit to do what it takes. We hope this is the beginning of a long and successful journey with Weichert.
Office Assimilation
We want to make sure Sales Associates are introduced to their team members, understand their office policies and procedures, and know where to find the tools needed to perform the job.
Owner/Manager□ Introductions to:
· All Administrative Staff and Doors Tech· Gold Service Mortgage Partner
· Other Sales Associates
□ Review general office policies:
· Dress Code· Sales Meetings
· In-Office Training Sessions
· Caravans
· iMAIL sign up/Announcement Cards
· Opportunity Time
· Review Do Not Call List Policy & Procedures
· Club Levels
· Campaigns
□ Review S.U.C.C.E.S.S. Formula located on WeichertOne.com.(see page 7)
□ Establish Farming Area
□ Review advertising guidelines/deadlines
Weichert Lead Network(WLN)
□ Explain WLN, how it works and what a powerful tool it is.
□ Discuss criteria for becoming a Weichert Lead Specialist
□ Discuss Referral Split/WLN Lead Specialist Agreement
□ Review portal and how to update leads
Opportunity Time
□ Review Opportunity Time procedures
□ Observe an Associate during Opportunity Time to learn the Weichert approach to Opportunity Time
□ Review Weichert One brochure and how to position with Buyers and Sellers, including the Pledge of Service
DOORS: The Weichert 2-Step Listing Process
□ “Thank You For Inviting Me In” Brochure
□ “Getting to Know You Brochure” Brochure
□ Customized Weichert Listing Presentation
□ Price Trend Analysis
Weichert Open Houses
□ Review Weichert Open House System Timeline
□ Discuss Open House Scheduling Procedures and Expectations
□ Assign Associate to observe preparing for, conducting and following up from an Open House to learn System.
Office Assimilation continued
Administrative Assistant/Doors Tech
I have met one on one with this Sales Associate today and have discussed the following:
□ My hours in the office
□ Procedure for requesting a Weichert DOORS Listing Presentation
□ Process for requesting work items
□ Get copy of Sales Associate’s photo and resume
□ Identify location and review of forms/paperwork:
• Listing file folder/kit
• Sales file folder/kit
• Other:
□ Identify location and review of supplies:
• Brochures
• Balloons
• Signs
• Other
□ Review how to use the equipment: fax, copier, computers and helium tank
□ Review the phone systems: paging, transferring calls and checking voicemail
□ Set up voice mail
□ Locate lock boxes and lock box numbers
□ Order business cards and name tags
Date Completed:
Weichert Pledge of Service
At Weichert, we are not simply managing a real estate transaction – we are helping people realize their dreams. And we do this by redefining the process and redefining the experience for our clients through a host of services that meet their genuine needs.
It starts and ends with your personal commitment to service. The Pledge found in our Weichert One brochure for our buyers and sellers demonstrates in a very real way how we make their Weichert experience a truly memorable, positive one for each and every client.
We ask that you sign this pledge to show your buyers and sellers what you commit to when working with them. This can be found in our Weichert One Brochure.
Priorities Spell S.U.C.C.E.S.S.
This Sales Associate Priority List was designed to help Sales Associates stay focused on the activities to build and maintain a successful business. Speak to your Manager about these core activities and how they will positively impact your business. Log onto WeichertOne.com to download and print this list. It is located in the Weichert University link on the yellow left hand navigation bar.
Success Track Webinar
This is a required 90 Minute Course for all experienced Sales Associates who are new to our company. It is fast paced, informative and is essential to building your foundation of success with all things Weichert. Be sure and have your handout with you in order to follow along and take notes.
Date and Time for your Class:______
Agenda:
□ The Weichert Company Story
□ The Weichert Customer Focus and Core Values
□ The Weichert Selling System
□ Weichert Systems Overview
1. DOORS: The Weichert 2-Step Listing System
2. The Weichert Open House System
3. The Weichert Buyer Consultation System
4. Weichert Lead Network
□ Weichert University and Other Training Opportunities
Online Learning
WeichertOne.com is our website for Weichert Tools, Information and Marketing Items as well as Sales and Technology Training.
Go to www.WeichertOne.com,
Click on Sign Up Here to get your Username and Password
Then go to Weichert University and click on Online Course Catalog
Take the following online courses: / Date Completed□ Protecting Yourself from Common Legal Pitfalls in Real Estate
Weichert Listing Process
□ First Step in the Listing Process: Getting to Know You Online Course
□ The Weichert Listing Presentation: Dialogue and Tips
□ Three Secrets to Closing
□ Pricing It Right
□ Overcoming the Commission Objections
Check out the Weichert Toolkit link for additional courses, resources and tools.
Date Completed
□ Learn how to access and use the:
□ Price Trend Analysis
□ Weichert One Brochure
□ Win Win Tool
□ Asking for Price Improvement
□ Market Absorption
□
I-Call Program
I-Call is a lead generation system for you to follow each and every day. Prospecting by phone is an essential activity that will lead to success. This is a great opportunity to reach out to your client base and let them know you’ve joined Weichert, Realtors. You can use these calls to market yourself and the new range of services you can now offer your clients.
Keep this formula…it has been proven over and over again at Weichert. When you make 100 calls you will speak to about 30 people. Out of the 30 people you speak with you will obtain at least one listing appointment.
Your goal should be to make a minimum of 200 calls per week.
We also offer group I-CALL Sessions on a regular basis…please see Broker for details.
We ask that you keep track of your calls to help ensure that we’re complying with Federal Do Not Call legislation.
I-Call Tools
Ask your Broker/Manager for the following tools to help you in prospecting for your business.
□ I-Call Goal Worksheets (a tool to help plan your monthly goals for prospecting)
□ Dialogues and Scripts
□ Weichert Works Contact Management Module to keep track of leads, client information and follow-up actions/dates.
□ Call Sheets
□ Do-Call Database Requests
Terminology
Brand X:
A term that refers to Real Estate companies other than Weichert
I-Call Night:
A scheduled night in each office that Sales Associates attend to make Follow Up and Prospecting calls
Weichert Luxury Collection:
A marketing designation of Weichert, Realtors dedicated solely to the listing and highly specialized marketing of luxury properties.
Caravan:
Sales Associates group together to preview homes just listed after Weekly Sales Meeting
DOORS:
The Weichert, Realtors 2 Step Listing System
Farm Area:
A specified geographical area where you will concentrate on marketing yourself and generating business in order to become the “Neighborhood Specialists.” The office seeks to coordinate efforts with Associates in order to get the best return on investment.
Farming:
Making contacts and getting business by marketing yourself in a specific neighborhood or area. Types of farming activities include: iMAIL, personalized mailings, phone calls, emails, community/neighborhood events,canvassing, open houses, etc.
Fast Track:
A Live Webinar Training Program for primarily new Sales Associates that have no, or very little, experience in real estate sales. Fast Track orients new Sales Associates to the Weichert Family and the components of the Selling System . The program focuses on working with buyers and sellers, key marketing tools and Weichert programs. The program emphasizes the immediate application of key sales activities that will lead to success by building confidence and knowledge of the real estate industry, and quickly developing the necessary skills through application.
Gold Service Mortgage Partner:
Mortgage Services offered by the company that we have chosen to become a teammate to our agents because of their ability to deliver the Weichert level of service and willingness to proactively engage with our company.
iMAIL:
Personalized online mailing program offered by Quantum…available at www.WREAIMAIL.com
Weichert Lead Network:
The industry’s first comprehensive Internet marketing, lead generation, and lead conversion platform in full-service real estate. Weichert Lead Network offers a system to immediately engage with consumers who inquire, while seamlessly matching them with a real estate Sales Associate who can meet all of their buying and selling needs.
Neighborhood Calls (I-Call)
Prospecting calls made to all the neighbors of the home you have just listed or sold. Neighborhood calls are also made to inform the neighbors of the home where you will be holding an Open House.
Mentor Program:
This program is designed to offer new Weichert Sales Associates a diverse learning experience with on-the-job Mentor support as they learn and develop the skills and activities necessary to have a successful career in real estate.
Terminology continued
Opportunity Time: Opp. Time, Desk Time, Floor Time, Duty Time
A scheduled time in the office for answering phones and greeting walk ins. This allows you the opportunity to acquire potential sellers and buyers.
PTA: Price Trend Analysis:
Sales Associates use this document to analyze the market value of a customer’s home by looking at past and present trends to determine future price
Client Follow Up:
A program that allows Sales Associates to follow up with past customers to keep in contact with for repeat business
Success Track:
This program familiarizes experienced Sales Associates to Weichert Services, Systems and Programs by encompassing a protocol covered by your manager, a Live Webinar and a corresponding hand out.
Weichert.com
Weichert, Realtors company internet site for our customers
WeichertOne.com
Weichert, Realtors company intranet site for employees and Sales Associates
Weichert Toolkit online
A section on Weichert University online that provides access to tips and strategies for using Weichert’s tools that will give you the competitive advantage to help your business
Weichert University online
A part of the WeichertOne.com intranet site that offers customized online training courses and Microsoft technology courses for Weichert Sales Associates, employees
NOTES
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