Your 60 Second Elevator Pitch Your Value Connecting

Your 60 -Second Elevator Pitch, Your Value, & Connecting With Your Recruiter Using Capture The webinar will begin shortly. If you can’t hear the music playing, please call: 973 – 290 – 5722

Your 60 -Second Elevator Pitch, Your Value, & Connecting With Your Recruiter Using Capture Welcome

Today's Agenda • Your 60 -Second Elevator Pitch • Your Value • Communicating through Capture

Your 60 -Second Elevator Pitch

Who has written their own Value Story?

The Value Story • This helps people define what they do and why it matters. • It helps reconnect them to why they love working with sales associates and doing their job. • Reinforces the right things • Builds confidence

Let’s crystallize this. . . • When you meet someone in the grocery store, at a restaurant, at a party you want to bring up real estate. • Do people ever ask you, “What do you do? ” • Use some of your Value Story as a way of introducing who you are so you can get people to ask you more about what you do. • It will help you recruit and it could help you get more business for your office.

60 -Second “Elevator Pitch” • An “Elevator pitch” can help you “crystallize” your Value Story. • It’s a brief, 60 -second description of what you do and who you do it for. • It’s an engaging benefit statement that you can share in the time it takes to ride up in an elevator with another person.

Crafting an Elevator Pitch Make a list of everything you do to help sales associates succeed. Include on this list what your sales associates feel is most important. Create a statement from the most compelling actions on the list. (You may create several statements and choose the best. ) Define what you do in terms of how it helps sales associates (instead of saying “I’m a manager at a Weichert real estate office, ” say “I specialize in coaching experienced sales associates so they can achieve their financial and professional goals. ”)

Elevator Pitch Example “My name is Nick Anderson and I specialize in assisting experienced associates achieve their financial and professional goals as they help customers with their real estate needs. I’d love to show you how I can help you. ”

Jerry Seeber’s 60 Second Elevator Pitch Jerry Seeber Sales Manager, Jersey City Exchange Place

Jerry’s Elevator Pitch “My name is Jerry Seeber and I specialize in helping associates use some innovative tools we have at Weichert to take their business to the next level. I’d love to show you how I can help you. ”

Things To Remember When Giving an Elevator Speech • Who matters? The sales associate matters. Your pitch is not about how fantastic you are, it’s about what value/benefit you can bring to them. • Passion! When you have the conviction, it translates beyond the actual words you say. That passion can convey more and leave more of an impression than the words. Can they see that you are excited about what you do?

Elevator Pitch Tips • Put your elevator pitch on your business cards. Having a hard time coming up with • Include it in your e-mail signature. your elevator pitch? Try E-Mailing your sales associates and ask them to • Include it with any recruiting materials you give tell you what they like about Weichert out. Post on Facebook, Linked. In, etc. and how they feel about you as a manager. This serves as a confidence • Ask everyone for their business card to make boost too! follow up even easier.

What’s Your Elevator Pitch?

People Need Their Manager!

Thinking Back to Session One Keller Williams Managers. . . • Are told to coach/cater to the top 10% of their office • Have a huge recruiting focus with 40 appointments expected per a month • Encourage Self Reliance in their agents. . . What does this mean for their agents? They’re not there for their agents!

A Chance Encounter • We had someone join us from Keller Williams who never saw his Team Leader in the office. In fact, he said one day when he was in the supermarket, he bumped into his team leader and almost didn’t recognize her. • Sales Associates shouldn’t rely on chance encounters to meet their manager!

They Come to Weichert for YOU The manager’s presence is one of the reasons people come to us. Sales Associates benefit from the guidance, knowledge, and experience you have to offer.

Why are YOU here?

Reflect on Your Value Why did YOU join Weichert?

Reflect on Your Value What would YOUR Associates say about your leadership?

Reflect on Your Value What are YOU Most proud of about Weichert?

Reflect on Your Value What makes YOUR office so special?

Your Value

Weichert: A Place to Grow • Joined Weichert from Keller Williams • Started as a Sales Associate • Promoted to Sales Manager of the Madison office Michele Zyska Sales Manager, Madison NJ

Internet Presence Internet Strategy is really important to me. I pay $10 K a year to Zillow and Trulia. • “Did you know that Zillow and Trulia will be raising their rates in 2016 to ten times of what they’re charging now? How will this impact your business? You should consider Weichert Lead Network. Pay a referral fee only on the leads you close AND I’ll give you appointments, not just leads. ” • “We are within the top 1% in brokerage websites. We invest over 350, 000 keywords – which assures top of first page positioning on search engine results. ”

Lead Generation I don’t have time to waste with people who aren’t serious • “Our strategy helps you win more listings since we’re a winner in responsiveness to buyers. In a WAV Group study, competitors responded to internet inquires 52% of the time. Weichert responds 100% of time – within 3 minutes!” • Weichert internet leads are scrubbed • Only 48% of the people that contact us are sent out as a lead – all the rest are scrubbed out • Weichert reps work as assistants calling customers up to 7 times to get a hold of them, that saves our agents time and money

Training Keller has the best training. • “Although you may receive some training from Keller, any quality training you receive you have to pay for. All of our training offerings are free, no matter what topic or level of experience. ” • “Everyone is going to tell you that they have the best training in the industry. But, Weichert was recognized for having one of the best training platforms in the world. Weichert’s training platform ranked higher than IBM, blue cross blue shield, and Wyndham. ”

Market Share Weichert doesn’t have market share in my area. • Weichert. com gets over 130 K hits a day which means you have a better opportunity for leads. • “We have market share where it counts. . . online. Wouldn’t you agree that the majority of buyers start their search online? Our broker site is #1 on the east coast. So how’s that for market share? ”

Resistance to Transitioning a Big Team It’s not just me, there are 10 people on my team. It’s a lot to coordinate. • “We bring large teams over to Weichert all the time. In fact, we brought over a very large team in Manhattan. They brought over 500 listings and we were able to transition them over to Weichert. We met their office needs by opening up an office in the Metropolitan Towers next to Carnegie Hall. If we can handle this I’m sure we can handle your needs. ”

Board of keys from the 500+ transactions moved over to the New York City office next to Carnegie Hall.

Not A Good Time To Move Listings I just purchased all new marketing materials for my six listings and I’m getting money for all the agents I recruited. • “You know when you leave you can take your listings with you. Keller Williams doesn’t own them – you do. ” Recruiting • “You don’t need to stay at Keller for life to collect your down line profit. Did you know you become vested after 3 years? ” Marketing • “Agents I meet from KW spend thousands of dollars a year on marketing materials. Did you know that at Weichert, you don’t have to pay out of pocket for marketing materials? ”

Communicating in Capture Jessica Della. Volpe and Stephanie Ortiz Senior Sales Recruiting Specialists

Communication in Capture Your recruiters are a part of your team and they are here to help you recruit. They can’t help you if you aren’t updating Capture.

Stay On The Same Page Imagine this: You and your recruiter at central have been working on a Keller Williams office in Anytown. Your recruiter starts calling the roster and inputs their notes into Capture. On one call, your recruiter lets the Keller Williams agent know that they work closely with you and they are reaching out to see if the agent would be interested in meeting with you. The Keller Williams agent informs your recruiter that they have already met with you twice. How does this make you look?

Stay On The Same Page • If you made a note in that persons account in Capture, your recruiter would have known this information! • It’s important to provide information and details around conversations you have with recruits. This helps your recruiter know what's going on and serves as a reminder of how your previous meetings with that recruit went.

Utilizing Your Support • Having a relationship with your recruiter benefits you. The more they know about your office and your strengths as a manager the better they can recruit for you. • During the recruiting certification you gave your recruiting presentation to your recruiter at central. This was designed to help them to learn more about you and to solidify your relationship.

What Have We Learned?

In Session One We Learned. . . • Keller Williams pitches themselves as an agent consulting firm • Managers encourage self-reliance and agents are expected to do everything on their own • Profit Sharing, high splits, and caps aren’t all they’re cracked up to be if you’re really look at their structure • Gathering information about a recruit through conversation is vital in building a relationship and creating an appealing deal

In Session Two We Learned. . . • Preparing for the recruiting call is just as important as the call itself • Staying up to date on what’s going on at Weichert can be used to make your recruiting calls more unique and customizable • Structuring three deal ‘options’ with the ABRF is a great way to make sure you are prepared for the offer conversation • Learn the recruit’s needs to make an enticing offer

Putting It Together Does anyone want to share their Elevator Pitch? We have a $50 gift card up for grabs! For a chance to win, type in your elevator pitch in the question and answer box. We will take the best one from today’s webinars and award the winner a $50 gift card.

In Summary. . .

Thank You For All You Do!