Agenda

1
Agenda

• Gaining Commitment and Setting Expectations
• Weekly New Associate Small Group Meetings
• Tools For Coaching Success
• Performance Diagnosis Using the APJ and the Unit
  Per Report
• Resources

2
Qualification Objectives

• 1 Qualified Sales Associate Per Month
• 1 Open House a Week
• 100 Prospecting Calls a Week
• 3 Appointments Per Associate Per Week
• 100 Attendance at New Associate Small Group
  Meeting

3
Qualification Objectives for Dual Career
Associates

• 1 Open House a Week (for OH Specialist)
• 1 Appointment a Week
• 100 Attendance at Weekly New Associate Small
  Group Meeting
• NOTE Follow the Open House Specialist and WRN
  Specialist Certification Process

4
Scavenger Hunt!

• Lets start with a Scavenger Hunt!
• First two leaders who complete win a prize!
• Ready?

5
Scavenger Hunt!

• Answer or find the answers!
• Bring up your completed sheet when youre done!

Handout Qualification Scavenger Hunt
6
Your Qualification Report
YTD Open Houses
YTD Calls
YTD Appts
Qualification Complete
Qualification Messages
7
The Qualification Report
Notice the correlation between core sales
activities (or lack thereof) and their status.
Tracking Open Houses, Calls and Appointments.
No or low activity? Expired NO Closings
Obtain this report from the ossii Managers Tool
8
Are your Sales Associates Engaged in the
Activities?

• Sometimes its lack of engagement
• Sometimes its lack of effectiveness (they make
  hundreds of calls with no appointments)
• It starts with asking the right questions to
  assess what your Sales Associates need . . .

Handout Managers Coaching Chart, found in
Managers Best Practices
9
Review your Qualification Report

• Review your Qualification Report for your office.
• Which Sales Associates are not engaged in doing
  Open Houses, Calls and Appointments?
• Discuss a plan to bring them in and get them on
  track so they can earn in 2014.
• Use the Managers Coaching Chart to help you
  identify key questions and recommended actions.
• Share your ideas at your tables.
• Record your plan in the notes section of your
  manual.
• NOTE This report is for December 2013 so this
  doesnt include the Sales Associates you hired in
  January or February.

10
Gain their Commitment
11
Gaining Their Commitment

• It starts at the time of hire . . .

12
Setting Expectations

• Who has used this?
• How did it work?

Best Practice Manager demo 20 minutes
Handout Coffee Cups brochure/Career Options
13
This is their Plan for the next 90 Days

• Make a copy of this completed/signed form and
  give it to your Assistant Manager. Validate the
  Sales Associate is sticking to his/her commitment
  to training and the sales activities!
• This is NOT a check-the-box activity.

14
The Initial Meeting for New-to-the-Business

• Now, its your turn to practice securing the
  Sales Associates commitment . . .

15
Setting Expectations

1. Break into pairs and practice this
   expectation-setting meeting.
2. 5-Minute Practice
3. 5-Minute Debrief/Feedback (give each other
   feedback)
4. Then SWITCH

Role Play Practice - 20 minutes
16
Setting Expectations Debrief

• How did your practice go? Any insights to share
  after reviewing this in a role play scenario?
• What do you do if they cant commit to all of
  this?

17
Review the Dual Career Option
Review these options focused on being a Buyer
Agent and meeting customers at Open Houses or
working Rentals to learn the business and earn
quick income.
18
Qualification

• With Weichert since 1984
• Sales Manager of the Morristown East, NJ office
  since 2001
• Qualified 14 in 2013
• Sales Manager of the Year in 1987, 1994 and 2013.

Gary Molner Sales Manager, Morristown East NJ
New Associate Small Group Meetings 15 minutes
19
Qualification

• With Weichert since 2011.
• Manager Apprentice since October, 2012.
• First full year in real estate, 10 transactions.
• December, 2013 First in Region for WLN Dollar
  Volume.
• Lead Mentor/Trainer for the office

Valerie Morrison Assistant Sales Manager,
Morristown East, NJ
20
Gain their Commitment

• Schedule a Weekly New Associate Meeting.
  Position it as a check-in to help them become
  productive as quickly as possible.
• Provide Weekly Training to this group and add
  people in as you recruit!
• Be consistent! Same day, same time, EVERY week.

Gaining Commitment and Small Group Meetings - 30
minutes
21
Whats Your Approach?

• What are the key components of your New Associate
  Weekly meeting?
• What do you cover and what is the sequence you
  generally follow?
• What are your goals coming out of these small
  group meetings?

22
Weekly New Associate Small Group Meeting Process

1. Check-in What have you done?
2. Discuss strategies for prospecting. Discuss
   challenges and how to overcome them.
3. Introduce a training topic to build their sales
   skills.
4. Give them a prospecting assignment.
5. Gain their Commitment!
6. Conclude with a Call Session

23
Getting them to Come EVERY Week

• New Sales Associates are hungry for information
• They come in to discuss their challenges and
  issues
• This is a program. Its a system. You have to
  be consistent.
• Build a contest into it to break it up

24
Gaining Their Commitment

• How do you get a Sales Associate to commit and
  follow through on their commitment?

25
ASK. And then Validate

• What do you think?
• Can you do it?
• Will you do it?
• http//www.youtube.com/watch?v0m5GQ8rXpRs

26
ASK. And then Validate

• ASK for their commitment.
• Will you commit to doing _____ this week?
• What do you imagine might get in the way of
  having ____ accomplished this week?
• How can you work around that?
• THEN Validate that they did it in your weekly
  meeting
• TIP Choose someone to help drive others to
  engage (someone with leadership potential). Get
  an Assistant Manager!

27
Weekly New Associate Group Meeting Process
DISCUSSION

1. At your tables, review the process steps and
   answer the questions on the handout
2. Elect a scribe
3. Elect a spokesperson to share ONE or TWO key
   takeaways from the discussion.

Handout Weekly New Assoc. Sm. Group Mtg. 30
Minutes
28
Gaining Their Commitment

• Once theyve committed,get it in writing!

29
Use this as a tool to guide your discussion with
New Associates and secure their commitment for
the week.
Weekly Success Form
30
New Associate Small Group Meeting Best Practices

• Highlight successes
• Use the Weekly Success form to guide them and
  keep them accountable
• Take action at the meeting (a Call Session can
  get them jump started)
• Hold the meeting every week. NEVER cancel.
  NEVER move it.

31
The Dual Career Sales Associate
How do you work with the Sales Associate who
chooses option 2?
32
The Specialist
For Dual Career, there are two paths
Weichert Rental Network Specialist
Open HouseSpecialist
Reference Coffee Cups brochure/Career Options
33
Using PRO to assist with . . .

• Laura Duncan
• WeichertPRO Trainer

Overview of WeichertPRO for WRN and Opens
34
How can WeichertPRO get your WRN Specialists to a
Unit quickly?

• Built-in Templates to Scrub Qualify leads
  BEFORE spending time with them
• Create Action Plans in WeichertPRO for
  consistent follow up
• Conversion of the rental today
• Follow up with prospects who decided to search
  on their own
• Follow up with closed leads for future buyer
  conversion

35
Process for Scrubbing Converting Rentals
1. Use Key Actions to scrub and secure
an Appointment.
2. Research and line up rental properties
3. Conduct first meeting, Sign disclosures and
collect Paperwork
4. Show rentals and complete paperwork
When a rental customer wants to rent a
property, the sales associate will have the
rental customer complete all necessary paperwork,
package it and submit in person or electronically
through email to the landlord.
Handout WRN Key Actions Card
36
Close for the Commitment
The next step is to complete and return the forms
I will be sending you. When you fill these out,
I will be able to find properties that meet your
needs. We also need a current copy of your
credit report to submit with your lease
application. You can use the links in the Email
or choose another vendor. Once I receive your
paperwork I will schedule appointments to see
properties. Were set to meet on
(day).right? Great! Im looking forward to
working with you.
37
Step 2 Select and Customize Your Regions
Rental Template in WeichertPRO
38
(No Transcript)
39
Weichert Rental Network

• PRO follows the process your Sales Associate
  learn in the WRN Certification class.
• The templates are region-specific and serve up
  the standard documents they need to do rentals
• Tenant Registration, Credit Authorization

40
Use WeichertPRO to Schedule Open Houses and Plan
future dates

• Get their commitment to the Open Houses up front
• Show them the automated Open House Action Plan
• Show them the free tools available in WeichertPRO
  to help them convert their Attendees into Clients

41
Open House Functions in PRO

• Schedule your Opens in PRO
• Send an attractive Open House Invite and post on
  social media
• Provide automated registration if you have a
  laptop OR Associate can type in guest information
  later on a computer at work or home
• Easily follow up with guests PRO prompts to
  make follow-up calls and to eMail
• NOTE A walk-through of this functionality will
  be covered tomorrow at the Open House segment

42
Get their Commitment Get it in their Calendar
43
Some Tips from Janet

• Use all the resources at your disposal.
• Make the Signed Commitment to the career option
  they chose a living document.
• Refer back to it as you coach them . . .

Resources 25 Minutes
44
Tips from Janet Review the Signed Commitment

• When you get their signed Commitment to the
  activities and training, give a copy to your
  Assistant Sales Manager.
• The Assistant Sales Manager can review what the
  Sales Associate committed to so everyone will be
  on the same page.

45
Your Resources . . .
46
Has anyone used any of these resources? How did
they work?
47

• Fast Track orients new Sales Associates to
  Weichert and helps them quickly develop the
  skills to be successful Real Estate agents. Core
  components include
• Daily listing prospecting call sessions with
  dialogue practice.
• Extensive practice using the Listing Portfolio
  and Buyer Consultation.
• A team set-up to include points and prizes
  fostering a friendly, competitive environment.
  They earn points for completing core sales
  activities such as
• Conducting Appointments
• Conducting Open Houses
• Introduction to GSM
• Etc.

Goal Help Sales Associates get to a booked unit
within 90 days.
48
Coaching Guide

• Use this tool to get your New-to-the-Business
  Sales Associate on board and set for success
• Use this to tool guide and coach them along the
  way
• Lets review . . .

Found in Managers Best Practices, Coaching Tools
or PartnerUp
Handout Coaching Guide
49
Coaching Guide REVIEW

• At our tables, lets review this guide
• Make notes on what you would customize for your
  office
• What will you add?
• NOTE You may access this online in Managers
  Best Practices, Coaching Tools or PartnerUp
  program. Your sales associates automatically
  receive this guide in Fast Track.

15-minute review and discussion
50
Performance Diagnosis Using the APJ and Units Per
Month Tools

• We wont be doing a hands-on exercise on these
  two tools.
• Tomorrow, youll get a brief demo.
• Job aids are provided in your folders.
• Recommend that you access these tools for useful
  information on how your team is doing.
• APJ enables you to drill down on an individual
  associates performance.
• Units Per Month provides a view of all
  associates performance on key criteria and
  allows you to quickly assess strong associates
  and those in need of extra coaching.

Asst Managers See your Sales Managers for these
tools
51

• Who has PartnerUp partners assigned to new
  sales associates?
• How did you select the experienced partners to
  work with your new sales associates?

52

• The Program Experienced Sales Associates who
  are productive, positive, embrace Weichert tools
  and systems and are good role models PartnerUp
  with New Sales Associates on their first two
  transactions in the business.

53

• How are YOU implementing this program?
• How do you check-in with the PartnerUp Partners
  to ensure theyre on track?

54

• My recommendation?
• Meet with the Experienced Associates who are
  PartnerUp Partners every month.
• Check-in
• Provide support and guidance
• Follow-up with the new Sales Associates on any
  challenges or issues the PartnerUp Partners share.

55

• Use the tools to help you implement the program
• PartnerUp Agreement
• PartnerUp Guidelines
• New Sales Associate Coaching Guide
• Workshop Library
• Boost Your Business

56
Resources for Training Coaching New Sales
Associates
57
. . . And on Weichert University
58
Questions?

• What questions do you have about
• Managing and Coaching to get your Sales
  Associates to Production?

59
Your 30-Day Plan

• Lets take 15 minutes and work on our 30-Day Plan
  for Qualification
• What key actions will you take to ensure you meet
  your objectives?
• Sales Managers and Assistant Managers work in
  pairs and agree on a plan.

Handout Qualification Performance Review
60
Planning Your Week

• Please refer to your calendars.
• Map out the number of hours you will spend on
  Qualification each week and where you will block
  your time to implement your plan.
• Schedule your Weekly Training Segment
• Assistant Manager and Sales Manager, set up a
  weekly meeting with each other and enter this in
  your calendars.