Advanced Recruiting Techniques WELCOME Welcome You have joined

Advanced Recruiting Techniques WELCOME!!

Welcome You have joined a Weichert Real Estate Affiliates, Inc. Management Level training session. If you are a sales associate with our system, there will be many additional training opportunities with content geared to the sales professional.

Upcoming Management Level Training Sessions • Blogging Basics • Advanced Campaigns For Recruiting • Advancing Open House Activity • Forward Marketing – Leveraging The Internet In Your Business

OPEN HOUSE STIMULATORS 1. Installing a second Open House Board and getting ahead of the activities. 2. Posting your open houses on Weichert. com. 3. Make Open Houses Mandatory for New Associates. 4. Make mandatory for those falling below a certain production level.

OPEN HOUSE STIMULATORS 5. Encourage through contests and initiatives. 6. Increase commission splits for associates that maintain a certain Open House activity level. 7. Special media recognition for Open House Specialists.

OPEN HOUSE STIMULATORS 8. Administrative help for directional signs and door hangers. 9. Follow-up mailers for associates that maintain a certain level of Open House Activity.

Poll Please respond to the polling question on your screen.

Open Houses Reported

Upcoming Management Level Training Sessions • Blogging Basics • Advanced Campaigns For Recruiting • Advancing Open House Activity • Forward Marketing – Leveraging The Internet In Your Business

Objectives Learn to… 1. Project leadership in the interview 2. Find the Hot Buttons with Experienced Associates 3. Organize and maintain a prospecting routine 4. Implement ways to reach out to the best prospects

Communicating Leadership Floyd Wickman says. . “People don’t care what you know, until they know that you care. ”

Communicating Leadership Jim Weichert says. . “People buy people before they buy a product or service. ”

Communicating Leadership Kirk says. . “Experienced agents won’t join your stuff even though stuff you must have. They join the leadership you project. ”

Why Do They Leave 1. They are not valued 2. The gnawing feeling that they could make more money elsewhere 3. Others best interest are the brokers priority 4. Distracting work environment

What Do They Want 1. To be valued and appreciated 2. Satisfaction that there is a direct correlation between their effort, skill, success and the amount of money they put in their pocket 3. A way to fire their personal assistant or never have a need for one 4. A comfortable and even fun work environment.

What Is Leadership IT IS NOT HOLE PUNCHING DEALS!

What Is Leadership Learning about their current business. Crafting a business plan that will take them down a more productive path. And Giving them confidence that this will continue

Be Their Coach Why do top agents hire coaches?

Poll Please respond to the polling question on your screen.

A Big Fear Maybe the biggest fear Losing Business Show them a plan to eliminate downtime.

A Big Solution

Recruiting Presentation Leave Behind

The More Your Know Create A Recruiting Base It is important to COUNT the people you reach. It is imperative to REACH the people you count.

The More Your Know An effective Experienced Agent recruiting campaign is. . SPHERE-OF-INFLUENCE-MARKETING

The More Your Know SPHERE-OF-INFLUENCE-MARKETING Earning the confidence and respect of Experienced Agents is earned through a singular focus on them. To do this, information is paramount.

The more You Know Put 150 people into your recruiting base Utilize contact tracking software What Brand? Don’t Care!

Poll Please respond to the polling question on your screen.

The more You Know SPHERE-OF-INFLUENCE-MARKETING On a rolling basis (adding as you make contacts) build your information base on each individual. Identify reasons to contact Personal Business Success

The more You Know SPHERE-OF-INFLUENCE-MARKETING Be consistent with follow up Phone E-mail Snail mail Visit Open Houses Post on their Blogs Comments on their Web Sites

Knowing Their Interests Visit Their Web Sites and Blogs Understand their personal as well as business passions.

Help Them Take Ownership Create Weichert Branded Personal Marketing Materials Flyer Personal Brochure Business Cards? Doors Presentation

Help Them Take Ownership Preparing Marketing Materials Shows… • You respect what they are ALREADY doing with their business • You have some additional ideas that could help them • You care as much or more than their existing broker

State The Benefits In-house marketing department. Saves time “Creative and production work is done for you. ” Money “More of your time can be spent selling. Bottom line is you make more money. ”

Recruiting Business Cards

Recruiting Business Cards

Recruiting Business Cards

Recruiting Post Cards

Recruiting Post Cards

Recruiting Support Too few brokers offer training opportunities to support agent’s need to integrate new technologies into their business.

Recruiting Support From your Recruiting Sphere-Of. Influence, invite prospects to attend a free training program. Blogging is a good first topic. Easy, popular and filled with mystery for many.

Recruiting Support The sessions the prospects attend would, by all appearances to them, be a Weichert training session but they would know that attendance is safe and with anonymity. It will be set it up with limited information needed for registration.

Recruiting Support The right broker (you) could leverage this as an example of the support you give associates in your office. Another straw to get the camel moving.

Recruiting Support First X-Treme Weichert Agent Session Open For Recruiting “Blogging Success” 1. Offered to our agents first. March 27 th 3 Offerings 9 am, 1 pm and 3 pm 2. Designated offerings for the prospects. March 28 th 2 Offerings 1 pm and 3 pm

Poll Please respond to the polling question on your screen.

Build Credibility

Take Action • Install a comprehensive Experienced Agent contact management system. • Begin using the conversion document and the full presentation in Experienced Agent interviews.

Take Action • Compile additional information (both personal and business) about your Experienced Agent prospects through multiple methods. • Add at least one Custom Marketing piece to your Experienced Agent interview

Take Action • Scour blogs for possible prospects and to gain additional info about prospects already in your Sphere. • Start posting comments and compliments on agent blogs and web sites.

Take Action • Start posting blogs to build your credibility and status as a leader in your local real estate community. • Invite as many of your prospects to the first X-Treme Weichert training session open for recruiting.

Upcoming Management Level Training Sessions • Blogging Basics • Advanced Campaigns For Recruiting • Advancing Open House Activity • Forward Marketing – Leveraging The Internet In Your Business

Thank You!!