1. Listing Process Mastery Program Sales Leader Briefing
© Copyright (2014) Weichert Co. Morris Plains, N.J., USA All rights reserved.  Any form of reproduction or distribution is strictly prohibited.
Each WEICHERT franchised office is independently owned and operated.

2. Agenda Overview & preparing YOU to deliver
Gaining the Sales Associates’ Commitment
Key Actions
Video Taping
Preparing for the Call Sessions
Customize the Workshops & Materials

3. Listing Mastery Program Overview
Focused on prospecting, perfecting the presentation and winning more listings
Four workshops, meet weekly
Three-month commitment to the program where teams meet weekly to prospect and compete for a prize
Incentive for attending every session, meeting weekly and securing 2 listings.
Stage Setting: Program, Teams, Contest Set-up
Market Update
Differentiation and our Process
Video
Practice
Call Session & Prize
Session 1: Getting Started & 2-Step
The 2-Step
Roll up our Numbers, Team Prize
Value Statements
Video Practice
Call Session & Prize
Session 2: Prospect & Present
Feature
Bridge
Benefit
Roll up our Numbers, Team Prize
Key Sales Skills:
Customization is the Way
Create Value Statements
Getting to Yes (Closing)
Engage
Defer
MRC Demo
Call Session & Prize
Session 3: Customize Your Presentation
Roll up our Numbers, Team Prize
Teams Present and are video taped
Practice debrief in large group after each team presents
Call Session & Prize
Session 4: Practice Makes Perfect
Six Distinct Advantages 3

4. Listing Mastery Workshop Results thru Dec 2013
High-Sponsor Offices
Office
Date Started
Prev Yr thru Dec 2012
Current Yr thru Dec 2013
% Var
Burke, VA
2/21/13
153
216
41%
Bethesda/CC, MD
5/16/13 82
105
28%
Chadds Ford, PA
3/4/13
196
259
32%
Pike Creek, DE
9/11/13 20 36
80%
Toms River, NJ
4/9/13
261
343
31%
Forked River, NJ
3/6/13
166
224
35%
Summit, NJ
1/9/13 73
125
71%
TOTALS
951
1308
38%
High-Sponsor Offices:
Sales Manager heavily involved in planning & delivery
Actively engaged in each workshop
Meeting with teams, encouraging prospecting beyond the workshops
Implementing the 3-month contest and keeping track of teams/points
All Offices*
YTD
% Var
86 Offices
13%
*Note: Tracking only when program was implemented compared to prior time-period (e.g., Started in March 2013, then tracking is March through Dec 2012 compared to March through Dec 2013.

5. Preparation leads to SUCCESS!
Promote the program and get Sales Associates to commit (if you have at least 30% of your office participating, your numbers will increase).
Lead with energy and enthusiasm
Add examples, bring forward success stories, motivate the teams
PREPARE for this and you will have SUCCESS!!

6. Key Points on Content Differentiation
Isolation Effect: be the red dot amid a sea of white blocks
Michelle Church’s technique: meet in the office for the 2nd step
Sales Skills:
Defer
Open-ended and Close-ended questions

7. Closed vs. Open-Ended Questions
Close-ended
Open-ended
Gather specific information
Gain client agreement
Confirm a client’s need
Change subjects (guide the conversation)
Typically begin with:
Is . . .
Do or Did …
Will or Can …
Would …
Gain insight and deep understanding
Encourage client to talk freely about needs, preferences and concerns
Typically begin with:
How…
What…
Describe …
In what ways . .

8. Helping them Improve their Delivery
Video tape
Ask key questions so they can self-assess
Provide a 3-step structure to help them to be compelling in their delivery for any given page:
Lead with an OPEN-ended question
Share a VALUE statement
Close

9. Communication Breakdown
Over the phone, the tone of voice and words become more important.
The face-to-face meeting makes communication more effective and the visuals become most important.

10. Focus on Prospecting Roll up their number EACH week: 1st Step 2nd Step
Use MRC to customize
Open House held

12. Core Workshops
Supplemental Workshops and Materials

13. Download and Edit these Files

14. Promote the Program
Edit these Slides for Managers to use in Weekly Sales Meeting
Promote through s to Associates. Edit Date, Time, Place
Edit this document with your dates/time and you sign and they sign to commit to the program

15. Gaining the Sales Associates Commitment
Use the Sales Associate Commitment Document
If they can’t commit to all four session dates, invite them to attend the next offering.
It’s like Sweathogs (only we pay THEM instead of having them pay $900). We offer prizes, incentives, team spirit, accountability, presentation skills practice with feedback, prospecting tips, etc.

16. Secure Their Commitment!
Get their commitment!
You’re spending $$ on them.
In return, they owe you their time and complete engagement in the activities.

17. Sales Manager’s Key Actions
Send an to your RVP requesting approval to cover the program costs. As expenses are incurred, you will process payment through the Concur system as a Payment Request, attaching the RVP approval
Set dates and promote the program
Create balanced Teams and choose your Team Leaders wisely. Add their names into Session 1
Order materials from Rachel Siconolfi (give her # of participants and location for delivery of materials)
Secure prizes for Call Sessions, Weekly Team Prize, 3-Month Listing Contest Prizes (change prizes, incentives, etc. to meet your budget and goals)

18. Sales Manager’s Key Actions
Customize the slides (in purple text)
Prepare for Call Sessions
Deliver Sessions
Keep attendance (use the Attendance Sheet)
Meet weekly with each Team through the 3-month contest (to keep the momentum going, help them to prospect)
Keep track of Team’s progress and points (EVERY week – use the Tracking Sheet to do this)
Give Winning Team their prize ($50 Weichert Design Center credit and Team Luncheon)
Give all eligible* participants their incentive (choice of 8 Open House Signs directional signs or $150 credit in Weichert Design Center)
*Must attend all four workshops, meet weekly in teams and secure 2 listings within contest period.

19. $150 Incentive – Open House Signs
Sales Associates who attend the four workshops, meet weekly with their teams and secure two listings within the contest period earn their choice of 8 Open House Personalized Signs OR $150 in Weichert Design Center Marketing dollars
Open House Signs
Manager completes the Sign Order form on WeichertOne.com
Attach order form to a copy of the approval and send to Anna Cooper in Operations
Anna will order the signs for you

20. $150 Incentive – Weichert Design Center
Sales Associates who attend the four workshops, meet weekly with their teams and secure two listings within the contest period earn their choice of 8 Open House Personalized Signs OR $150 in Weichert Design Center Marketing dollars
$150 Marketing Dollars for Weichert Design Center
Contact Rachel Siconolfi with the names of the winning associates
Rachel will ask Marketing to set up the $150 credit for the associate in the Weichert Design Center. The associate can then access the Design Center and use this $150 credit

21. Determine Your Budget We recommend 5 to 6 sales associates per team
Determine cost for your Listing Contest (5 team members win $XX prize)
Materials cost ($16 per participant includes Listing Mastery Guide and Value Story Guide)
Video Camera and Memory Card costs
Determine cost for your Call Sessions (We give a $10 prize at each Call Session – that’s $40 for all four workshops)
Determine cost for Team Prizes in weeks 2, 3 and 4 of the workshops.
Decide if you will be providing lunch during the four workshops.
Decide if you want to provide an incentive (e.g., attend all four workshops, meet weekly in teams and secure two listings during the contest period and receive an incentive)

22. Costs for Program – send to RVP in email for approval
COSTS FOR LISTING MASTERY
BASED ON 20 PARTICIPANTS
Incentive
8 Open House signs or $150 for Weichert Design Center
$  3,000.00*
Weekly Call Session prizes - $10/wk
$        40.00
Team Prizes
(based on 5 per team)
Weeks 2, 3 and 4 based on 5 prizes per week for 5 team members for winning team. Purchase small gifts from $5 Below, etc.
$     100.00
End of 3 mo. $50 Gift Card & Lunch
$    
Materials
Participant Guide and Value Story Guide ($16/each) Vendor = Pixel Print
$    
Lunch
$150 per session (maximum - may be less)
$    
$  4,510.00
*NOTE:
Only those associates who attend all sessions, complete all assignments, and secure 2 listings in 3 months are eligible for this incentive

23. 3-Month Listing Contest
We ask the teams to meet once a week to work together and prospect
They should focus on prospecting activities
Ask the Team Leaders to give you their points each week using the Weekly Team template

24. 3-Month Listing Contest
You can copy and paste into the master Tracking Sheet for the duration of the contest.
This will keep a running total of how your teams are doing week by week and cumulatively.

25. Choose your Team Leaders
Identify Team Leaders and enlist their help:
Positive
Come to office
Meet with their teams weekly for 3 months
Roll up of stats for the team at each workshop and through the 3-Month Listing Contest
Alert Manager if anyone is off track
Have a Team Leader Meeting in advance to ask for their help

26. Keep Track of Attendance
Attendance Sheet
Sales Manager groups Sales Associates into teams
Create this Attendance Sheet and have Sales Associates initial by their name for EACH session they attend

27. Video Taping Video taping is a critical component of the program .
It will help your sales team get better in their presentation skills.
Purchase cameras and upload videos.
You can save $$ by sharing cameras across the region.

28. Equipment
Video Cameras: Direct link to Amazon where you can order video cameras AND memory cards. You need the memory cards to save the video files or you will run out of file space.
Need cameras and memory cards? Order from Amazon.com

29. Video Practice Set Up
Don’t tell them in advance they will be video taped.
AT THE SESSION, take some time to mentally prepare your sales associates to be video taped. Most won’t like this part of the program (uncomfortable).
Explain that the video will be private to them to review and analyze their style and approach.
Don’t share the videos with anyone without the explicit permission of the sales associate.

30. Video Logistics
Need breakout space so Sales Associates can video each other in teams in private.
Use conference rooms
Sales Manager’s Office
Private office with door

31. Video Sharing
Follow the GoogleDrive Instructions (on the web page) to share videos. OR
Upload to YouTube and create an “unlisted channel” so only they have access to the link.
If you don’t want to upload, simply save the file on a thumb drive and give to the sales associate to view privately.

32. Video Logistics
Suggestion: Pool resources and share the cameras regionally
Transfer videos from the Cameras to your desktop in a folder titled 1st Video Session or 2nd Video Session, or Final Video Session
Rename the Files: Anita 1st Video, Mary 1st Video, etc. Why? Easier for you.
Upload them to GoogleDrive or a PRIVATE YouTube Channel. Generates a URL and anyone you send the URL to can view the videos. Send only to sales associate who did the video so s/he can view.

33. Five Key Questions . . .
Please respond to my questions below and send it back to me. I’ll give you my feedback after you assess your video.
What’s your style? What did your body language and facial expressions convey to the Seller? (for example, did you come across as Competent yet approachable? Define YOUR style).
Did you smile? How was your energy, enthusiasm and passion for your topic?
How do you feel you did in making it a conversation with the Seller? Did you ask any OPEN-ended questions? (this week, you’ll learn why that’s so important)
Did you share the VALUE you provide in the area you chose to discuss? (how does the seller BENEFIT from the service you discussed in your video? Again, you will talk more this week on this).
Finally, did you CLOSE (ask the Seller for agreement on what you shared)?

34. Ask them for their Feedback First
Use this template to paste into your when you mail the link to their video.
It contains the five questions to ask your sales associates (see previous slide)

35. Feedback for the Sales Associates
Constructive Feedback that’s not “punishing.”
Helpful – adjust your dialogue, try this, avoid this, etc.
Tip: Use the Video Feedback Sampling for ideas.
Tip: Use the Value Story Guide for suggestions on dialogue & techniques

36. Materials Production/Distribution
Rachel oversees production and distribution of materials. Listing Mastery Participant Guide and Value Story Guide. $16 per participant
YOU need to tell her, 10 days in advance of the first session:
Number of participants
Location of the workshops where you want the materials DELIVERED with a contact name
VERIFY the materials have arrived prior to your first session

37. Customize the Workshop & Materials Key Market Statistics: Nov 2014
Local Market Statistics
Key Market Statistics: Nov 2014
Town
Total Listings
Under Contract
Last 30 Days
Months of Supply/
Absorption Rate
Chadds Ford
294 45
6.5
Fort Washington 84 15
5.8
Media
156 28
5.5
Paoli
178 33
5.4
Pike Creek, DE
243 64
3.8
West Chester
391 78 5

38. Playing the Videos
For all the videos you will be playing, make sure you download them to your desktop in a folder called “Workshop Videos.”
Either Play them from this folder, NOT from the powerpoint or insert them into the file (if you know how and test it)

39. Preparing for the Call Sessions
Preparing lists of people to call is the most time-consuming of the preparation.
Most successful Call Session? Manager researched FSBOs and Expireds. Prepped Just Solds with Multiple Offers. Really prepared for success.
Use the Calling Guide to give them dialogue (it’s the last section of the Listing Mastery participant guides)

40. Monroe NY’s First Call Session

41. Sources of Phone Numbers
Sales Manager leads Call Sessions. Ask everyone to call the “hot” neighborhoods with Just Solds, Under Contracts & Multiple Offer situations. Need to prepare this/research and hand out AT THE SESSION.
After session 1, ask Sales Associates to bring in their own call lists; Sphere of Influence, Open House Guest Registers for past six months, InActive Leads from WLN (seller leads), etc.
Research FSBOs and Expireds. FSBO sites provided in the Resources section of the Listing Mastery participant guides.

42. What is Cole Realty Resource?
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
What is Cole Realty Resource?
Cole Realty Resource is a phone number directory vendor Weichert University has a partnership with.
They provide phone numbers within a radius of a particular address.
Cole will provide your sales associates a 30 day free trial.
Weichert University February

43. What are the Benefits of Cole Realty Resource?
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
What are the Benefits of Cole Realty Resource?
These directories make for enhanced call sessions.
Compliant with Do Not Call.
Students bringing downloaded lists to call sessions can make calls faster.
Weichert University February

44. Getting Trial Access for Cole Realty Resource
Fast Track Facilitator Notes
Session 7: Focusing on Sellers
Getting Trial Access for Cole Realty Resource
Get this information from attendees in advance if possible.
the list to (In Excel format please) with the heading: Weichert trial xxx office.
Attendees will receive an with log-in information within a couple of days.
Weichert University February

45. Questions . . .
What specific questions do you have?