Weichert Lead Network Team Meeting February 2011 Insert

Weichert Lead Network Team Meeting February 2011 Insert Lead Coordinator Name Insert Manager Name Insert GSM Name

Agenda • • WLN 2011 Update 2010 Award Winners How Are We Doing? Partnering With Your GSM Recognizing Top Performers Welcome New Team Members Up-and-Coming Activities and Q&A

2011 Update We are happy to announce that Weichert. com was ranked again 19 th most popular real estate site by Hitwise for the month of January! • It’s the first time Weichert. com has beaten Century 21 for the entire month! • We also beat Coldwell Banker, Keller Williams and Long and Foster. • • In January Weichert. com had over 3. 5 million visits. It was also interesting to see that Realtor. com slipped to #3.

Growing Opportunity 56% Increase in Lead Volume over 2009!

Top 5 real estate sites: 1. Yahoo! Real Estate 2. Front. Door. com* 3. Realtor. com 4. Zillow 5. Trulia * Frontdoor. com is owned by HGTV, their spike in traffic was due to the Dream Home giveaway.

2011 -January Hitwise rankings 1. Yahoo! Real Estate 2. Front. Door Real Estate 3. Realtor. com 4. Zillow 5. Trulia. com 6. Rent. com 7. Homes. com 8. Zip. Realty 9. MSN Real Estate 10. Apartment Guide 11. My. New. Place 12. Apartments. com 13. Rentals. com 14. For. Rent. com 15. RE/MAX Real Estate 16. Loop. Net 17. Home. Away 18. AOL Real Estate 19. Weichert. com 20. Hot. Pads. com 21. Home. Finder 22. Realty. Store. com 23. Listingbook Services 24. Century 21 Real Estate 25. US Department of Housing & Urban Development realestate. yahoo. com www. frontdoor. com www. realtor. com www. zillow. com www. trulia. com www. rent. com www. homes. com www. ziprealty. com realestate. msn. com www. apartmentguide. com www. mynewplace. com www. apartments. com www. rentals. com www. forrent. com www. remax. com www. loopnet. com www. homeaway. com www. realestate. aol. com www. weichert. com www. hotpads. com www. homefinder. com www. realtystore. com www. listingbook. com www. century 21. com www. hud. gov m o c. t r e h c i e W ! 0 2 p o T e h t e mad

Weichert. com Traffic • • • Over 33 million visitors 2010 Over 500 million page views 2010 Over 3. 5 million visits in January 2011 Average 100, 000 + visits per day Average of over 1. 6 million unique visitors per month • Average 16 minutes per visit* *outpacing most competitors by nearly double! Stats as of October 2010

Vacation on the Go… Update your Vacations from your *Droid or Iphone! *Works on most Droids with newer operating systems

Weichert Lead Network One Millionth Lead Contest Since 2002, WLN has generated thousands of Leads! We are excited to announce WLN’s is now in the Millions! Apple i. Pad Lynn Reilly Sparta, NJ Congratulations Lynn Reilly! She accepted WLN’s One Millionth Lead and is won the Apple i. Pad!

Congratulations Weichert Lead Network Company Wide 2010 Award Winners

Weichert Lead Network Insert Photo of Lead Coordinator <Insert Name> Lead Coordinator, Weichert Lead Network

Weichert Lead Network Insert Photo of Top Agent Internet Specialist of the Year <Insert Name> Lead Specialist

Weichert Lead Network # 1 Internet Specialist of the Year Company-wide Kristina Petras Chadds Ford, PA # 1 WLN Closed Leads 11

Weichert Lead Network # 1 Internet Specialist of the Year Company-wide Florine(Bambi)Peters Sea Girt, N. J. # 1 Top conversion 25%* *Based on Minimum of 20 Leads

Weichert Lead Network Insert Photo of Top Agent Tom Maguire Spring Lake, N. J. # 1 Internet Specialist of the Year Company-wide # 1 Top Sales Volume $5, 090, 000

Weichert Lead Network # 1 Sales Office! Company-wide Weichert Lead Network Conversion Sea Girt, N. J. 7. 04% 2010 Conversion

Weichert Lead Network Insert Photo of Entire Office # 2 Sales Office! Company-wide Weichert Lead Network Conversion Reston/Herndon, VA 6. 67% 2010 Conversion

Weichert Lead Network # 3 Sales Office! Company-wide Weichert Lead Network Conversion Basking Ridge, N. J. 6. 41% 2010 Conversion

2010 Top 10 Offices- by Conversion 1. Sea Girt, N. J. 2. Reston/Herndon, VA 3. Basking Ridge, N. J. 4. Manahawkin, N. J. 5. Medford, N. J. 6. Mountain Lakes, N. J. 7. Aberdeen, N. J. 8. Front Royal, VA 9. Chadds Ford, Pa. 10. Washington Twsp. , N. J. *Includes only leads created and closed in 2010 7. 04% 6. 66% 6. 41% 6. 07% 5. 85% 5. 46% 5. 37% 5. 35% 5. 34% 5. 28%

2010 Top 10 Offices -Closed Transactions 1. Washington Twsp, N. J. 2. Cherry Hill, N. J. 3. Front Royal, VA 4. Pike Creek, DE 5. Chadds Ford, PA 6. Blue Bell, PA 7. Allentown, PA 8. Mullica Hill, N. J. 9. Bethlehem, PA 10. Burlington, N. J. 61 40 40 38 37 34 34 32 29 28 *Includes only leads created and closed in 2010

Offices with All Time Most Closed Leads-Cumulative 1. Washington Township, N. J. 2. Cherry Hill, N. J. 3. Moorestown, N. J. 4. Edison, N. J. 5. Burlington, N. J. 6. Old Bridge, N. J. 7. Bethlehem, PA 8. Blue Bell, PA 9. Monroe, N. Y. 10. Media, PA 661 456 437 412 408 397 388 366 360

Jo-Ellen Ashby Region Weichert Lead Network Insert Photo of Top Agent Angelo Acierno Monroe, NY 10 Units Dominick Palmieri New City, NY 9. 76% Angelo Acierno Monroe, NY $3, 142, 000 #1 WLN Conversion % #1 WLN $$ Volume #1 WLN Closed Leads *Based on min. 30 leads Insert Photo of Top Agent

Phyllis Bixon Weichert Lead Region Network Insert Photo of Top Agent Ellen Weiner Clifton, N. J. 8 Units #1 WLN Closed Leads Insert Photo of Top Agent Michele Moretti Bender Wayne, N. J. 16% Ellen Weiner Clifton, N. J. $2, 765, 000 #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 25 leads

Ray Chappell Weichert Lead Region Network Insert Photo of Top Agent Ricardo Vasquez Chevy Chase/Uptown, VA 7 Units #1 WLN Closed Leads Insert Photo of Top Agent Marjorie Heath Bethesda/CC, VA 10% Ricardo Vasquez Chevy Chase/Uptown, VA $2, 502, 750 #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 30 leads

Bruce Green Weichert Lead. Region Network Kelli Gatewood Warrenton, VA 10 Units #1 WLN Closed Leads Sue Fincham Front Royal, VA 17. 39% Otilia Moursi Fairfax, VA $3, 370, 300 #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 20 Leads

James Weichert Region Weichert Lead. Jr. Network Sally Gregory Merrell Madison, N. J. 4 Units #1 WLN Closed Leads Richard Smith Chatham, N. J. 13. 63% Sheila Gehrke Summit, N. J. $2, 520, 000 #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 20 leads

Joe Mc. Donald Region Weichert Lead Network Bobbijo Miller Easton, PA 9 Units #1 WLN Closed Leads Linda Cohen Branchburg, N. J. 13. 16% Maryan De. Filippis Warren Twps. , N. J. $2, 969, 000 #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 35 leads

Larry Minsky Weichert Lead. Region Network Kristina Petras Chadds Ford, PA 11 Units #1 WLN Closed Leads Nancy Mc. Greevy Chadds Ford, PA 12. 5% Kristina Petras Chadds Ford, PA $2, 172, 300 #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 30 leads

Dominick Region Weichert. Prevete Lead Network Nanette Vignapiano Roxbury, N. J. 9 Units #1 WLN Closed Leads Angela Mc. Niece Randolph, N. J. 17. 86% Nanette Vignapiano Roxbury, N. J. $2, 858, 000 #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 25 leads

Jack Waters Weichert Lead. Region Network Janet Lepeshko Forked River, N. J. 7 Units Cynthia Gaudio South Brunswick, N. J. 15. 90% Tom Maguire Spring Lake, N. J. $5, 090, 000 #1 WLN Closed Leads #1 WLN Conversion % #1 WLN $$ Volume *Conversion % used to break tie *Based on min. 40 leads

Kathy Williams Region Weichert Lead Network Linda Marotta Washington Twps. , N. J. 10 Units George Hammes Washington Twps. , N. J. 15. 38% Linda Marotta Washington Twps. , N. J. $2, 786, 465 #1 WLN Closed Leads #1 WLN Conversion % #1 WLN $$ Volume *Based on min. 25 leads

Weichert Lead Network Best Practices from Our 2010 Award Winners!

Key Actions 1. Greet and Smile (Warm, friendly, likable. Give your name. ) 2. Gather contact information (WLN ISC does this for you but you can confirm you have it!) 3. Ask, Listen and Learn (“What was it about this property that attracted you? ”) 4. Show What You Know (“That’s a terrific home, the downstairs is very spacious. ”) 5. Close (for an appointment in the office. “Let’s meet Wednesday in my office. Do you need directions? ”)

#1: Phone for Success • Keep your cell phone on and with you always! • Program the WLN # (973) 539 -4114 with a distinctive ring tone. • Answer on the first ring! • Use “vacation” to manage availability. *Schedule remotely on Droid or Iphone! • WLN Call Center Hours: 9 am-9 pm Monday through Sunday! John Di. Nizio Watchung, N. J. 93% Contact Rate Mc. Donald Regional Lead Coordinator

# 2: Greet & Smile • Be friendly, agreeable, positive and enthusiastic. I “can” help you! • Accept all leads and work diligently. Do not pre-judge! • Smiles can be heard on the phone! Be mindful of your Tone of Voice & energy. • “So what you are saying is…” Reflect & let them know they have your full attention! Debra Mc. Grath Sparta, N. J. 20 Closed Cum. Prevete Regional Lead Coordinator

#3: Gather Contact Information Be Organized/Use Your Tools • WLN gathers the data for you, but you can confirm you have it! • WLN portal is an efficient contact management solution. • Stay on track. Record detailed notes of your weekly and monthly follow-up. • Review the interests tab, view additional properties or areas of interest. • Set up Outlook reminders from your portal! Jerry Seeber Howell, N. J. 16. 67% Conversion 75% Contact Waters Regional Lead Coordinator

#3: Ask, Listen, Learn Getting to Know You • Probe & Create rapport- • Probe: Ask pertinent probing questions and get to know your new customer. • What do you like about this property? What is important to you in your new home? What do you like about where you live now? • Treat every lead with care and respect to ensure you are the one customers call when they are ready to buy/sell. Never disqualify based on the first phone call! Madonna Padilla Lake of the Woods, VA Green Regional Lead Coordinator

#4: Show What you Know Be Prepared and Professional • Know your market and inventory! • Have your calendar ready! • “Fake it till you Make it”– Can’t answer the customer’s questions- use the call as an opportunity to build rapport. (Don’t just tell them you are not at a computer and will call back!) • Ask for the Appointment to discuss and set a certain time to get back to them with answers and be prompt (within an hour is ideal). • If the customer cannot wait, consider placing them on hold and calling your office for information. Make every effort to offer assistance! Thomas Alotta Bowie, MD 7 Cum. Trans. Chappell Regional Lead Coordinator

#5: Close for the Appointment • Make the appointment - Every lead face-to-face, every time. • “Let’s meet on Tuesday. Do you need directions? ” • Not ready to meet? Probe and learn the obstacle to overcome! • Always leave the open door, let them know when you’ll be calling back! Linda Marotta Washington Twps. , N. J. Top Regional Sales Units 10 Transactions Top Regional $ Volume $2, 786, 465 Williams Regional Lead Coordinator

#6: Follow Up, Follow Up • After the initial call-Follow-up! Stay in frequent contact with your customers, “Call” even when there isn’t any news! • Set up e-mail and contact campaigns. Use the MLS to send updated listings, price improvements. • Network at office meetings. Give customer a heads up on hot new listings soon to hit the market. • Invite leads to Open Houses, office seminars or simply for a cup of coffee. Lou Tordini Wayne, N. J. 10 Cum. transactions Bixon Regional Lead Coordinator

#6: Follow Up (Continued) • Just LISTED/SOLD cards. • Handwritten notes, postcards, holiday cards - always followed by a phone call! • Be creative - seeds in the spring, calendars, coupons, clip articles of interest, restaurant reviews, etc. • If a prospect postpones their purchase/sale, ask if you may continue to periodically send listing information on properties that may be of interest. • Ask for referral business. And never give up!

#7: It’s All About Attitude • Be patient and not overbearing or pushy. • Be empathetic, and put yourself in the prospect’s shoes. • Always be professional. • Be trustworthy and always honest. • Be friendly and enthusiastic - someone with whom they will want to spend their time! Anthony Di. Lullo Rye, N. Y. Ashby Regional Lead Coordinator

#8: Any Lead is a Good Lead • Any lead is a good lead. • Engage your GSM early in the process and throughout! • Take advantage of all opportunities. • Ask for referral business from your leads! • Any offer is a good offer! • A $325, 000 offer on a house that is listed for $395, 000 is $325, 000 closer than before you had a contract. John Meagher James Weichert Jr. Regional Lead Coordinator

WLN Best Practices Recap • Answer Your Phone. Be Accessible! • Greet & Smile! Friendly, Agreeable- I “Can” help you! Adapt to Different Personalities. • Ask for the Appointment-Meet with Prospects. Face-to-Face Time is Most Valuable. • Ask, Listen, Learn- Be a Good Listener, reflect back.

WLN Best Practices Recap • Show What you know- Know Your Inventory or “Fake it till you make it”! Caravan and tour broker opens • Frequent Communication with leads & details posted into portal updates. • Keep in Touch, Follow-Up Again!

Now’s the time to sign up for WRN! WRN Reminders Improve Club and Circle of Excellence Award levels! • Rental leads can be received 2 ways: Mikella Layton- Director of WRN Sales 1. Call Center Contact to Cell Phone 2. Directly from web to your portal*Check Portal Frequently!! mlayton@wlninc. com or (973) 898 -8623 • Leads and Call contacts do no impact WLN scores! • While high Conversion is your goal, Rental Agents are not subject to WLN Success Standards! Call Today!

List of Internet Partners Now Available on Weichert. One

www. Youtube. com/weichert WLN on Youtube!

Weichert. com Facts • • • Top 5 for broker sites. * Top 19 for real estate sites. * Average of 100, 000 + visits per day. * 2 -3 million visits per month. Combined, office Web sites get up to 300, 000 views per month. • Combined, Agent Profile Pages can get up to 300, 000 views per month. • Customers spend on average more time per visit on Weichert. com than on Century 21. com, Re. Max. com and Coldwell. Banker. com. • We run over 1 million keywords on major search engines. *Source: Hitwise

How Are We Doing? • Conversion Rate: (fill in office conversion rate) • Portal Updates: (fill in office status on portal updates: 80% of us are up-to-date) • Contact Rate: (fill in office contact rate)

Partnering With Your GSM • Closings: (fill in # of closings with WFS for previous month) • Success Stories: (fill in success stories of partnerships between Lead Specialists and GSMs, highlight ways GSM can help LS get business)

Recognizing Top Performers • (Insert photos and bullets about office Lead Specialists who have Highest Conversion, Most Improved, a Success Story) • (Add another slide here if needed)

Welcome New Team Members • (Insert names of new Lead Specialists joining the team)

Up and Coming Activities • Next Call Session: (Fill in date and time of next call session) • Training Session: (Fill in dates and times of training sessions in office) • (Fill in dates, times and locations of other events that could help Lead Specialists build their skills)

Join the Lead Network Team! Some benefits you will enjoy include: • New business. • Opportunities to build a lifetime of referrals. • Continuous training and support to help you close for the business successfully. Talk to me after this meeting for more information on how you could sign up as a Lead Specialist.

Lead Network. . . Get Certified! • Three Online Training courses on Weichert U. – Understanding the Internet Consumer – Working with Internet Consumers – Succeeding with the Weichert Lead Network

Questions & Answers • To be filled in by Lead Coordinator or Manager • • •

Thank You!