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

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

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

Scavenger Hunt! Let’s start with a Scavenger Hunt! First two leaders who complete win a prize! Ready?

Scavenger Hunt! Answer or find the answers! Bring up your completed sheet when you’re done! Handout: Qualification Scavenger Hunt

Your Qualification Report Complete YTD Open Houses YTD Calls YTD Appts Qualification Messages

The Qualification Report Notice the correlation between core sales activities (or lack thereof) and their status. Tracking Open Houses, Calls and Appointments. High level of activity? Sales Associates become Productive! No or low activity? Expired – NO Closings Obtain this report from the ossii Manager’s Tool

Are your Sales Associates Engaged in the Activities? Sometimes it’s lack of engagement Sometimes it’s 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: Manager’s Coaching Chart, found in Managers Best Practices

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 Manager’s 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 doesn’t include the Sales Associates you hired in January or February.

Gain their Commitment

Gaining Their Commitment It starts at the time of hire . . .

Setting Expectations Who has used this? How did it work? Best Practice Manager demo – 20 minutes Handout: Coffee Cups brochure/Career Options

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.

The Initial Meeting for New-to-the-Business Now, it’s your turn to practice securing the Sales Associate’s commitment . . .

Setting Expectations Break into pairs and practice this expectation-setting meeting. 5-Minute Practice 5-Minute Debrief/Feedback (give each other feedback) Then SWITCH Role Play Practice - 20 minutes

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 can’t commit to all of this?

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.

Sales Manager, Morristown East NJ 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

Assistant Sales Manager, Morristown East, NJ 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

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

What’s 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?

Weekly New Associate Small Group Meeting Process Check-in: What have you done? Discuss strategies for prospecting. Discuss challenges and how to overcome them. Introduce a training topic to build their sales skills. Give them a prospecting assignment. Gain their Commitment! Conclude with a Call Session

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. It’s a system. You have to be consistent. Build a contest into it to break it up

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

Can you do it? Will you do it? What do you think? ASK. And then Validate What do you think? Can you do it? Will you do it? http://www.youtube.com/watch?v=0m5GQ8rXpRs

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!

Weekly New Associate Group Meeting Process DISCUSSION At your tables, review the process steps and answer the questions on the handout Elect a scribe Elect a spokesperson to share ONE or TWO key takeaway’s from the discussion. Handout: Weekly New Assoc. Sm. Group Mtg. 30 Minutes

Gaining Their Commitment Once they’ve committed, get it in writing!

Weekly Success Form Use this as a tool to guide your discussion with New Associates and secure their commitment for the week.

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.

The Dual Career Sales Associate How do you work with the Sales Associate who chooses option 2?

The “Specialist” For Dual Career, there are two paths: Weichert Rental Network Specialist Open House Specialist Reference: Coffee Cups brochure/Career Options

Using PRO to assist with . . . Laura Duncan WeichertPRO Trainer Overview of WeichertPRO for WRN and Opens

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

Process for Scrubbing & Converting Rentals Send Template in PRO 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

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. We’re set to meet on (day)….right? Great! I’m looking forward to working with you.

Step 2: Select and Customize Your Region’s Rental Template in WeichertPRO

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

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

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

Get their Commitment & Get it in their Calendar

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

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.

Your Resources . . .

Has anyone used any of these resources? How did they work?

Goal: Help Sales Associates get to a booked unit within 90 days. 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.

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 Let’s review . . . Found in Managers Best Practices, Coaching Tools or PartnerUp Handout Coaching Guide

Coaching Guide REVIEW At our tables, let’s 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

Performance Diagnosis Using the APJ and Units Per Month Tools We won’t be doing a hands-on exercise on these two tools. Tomorrow, you’ll 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 associate’s 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

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

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.

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

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.

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

Resources for Training & Coaching New Sales Associates

. . . And on Weichert University:

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

Your 30-Day Plan Let’s 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

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.