Sales MeetingJanuary 19, 2010

Welcome!

“The future belongs to those who believe in the beauty of their dreams.”

- Eleanor Roosevelt ”

Quote of the Week

Confident in the FutureConfident in the Future

• Overall economy has recently shown encouraging signs of life

• US population and households continue to grow

• People need a place to live• The extension and expansion of the

tax credit will cement the ongoing recovery into the spring market

Confident in the FutureConfident in the Future

According NAR chief economist Lawrence Yun 2009 was the year of economic recovery and 2010 will be the year of growth.

Sales Sales Associate Associate

Priorities for Priorities for SuccessSuccess

“Keep it “Keep it simple.”simple.”

Get Smart for 2010! January 2010

Overcoming Financial ObstaclesBe proactive with appraisals. Worried about an appraisal coming in low? Be there when the appraiser arrives, show your CMA, and explain why you set the price you did.

Recommend seller financing. If the appraisal still comes in low, introduce to sellers the idea of taking back a note for the gap between the appraised value and the agreed-to sales price.

Check in with the lender twice a week. You typically may check in with the lender once a week on the status of your client’s mortgage application. Consider doubling that.

Recommend seller inspection. With cash buyers there’s no appraisal to worry about, but these buyers can be demanding when it comes to property condition.

Open House Report

– Sign up for your Open Houses for January– Don’t let anyone leave your OH in 2010 without

letting them know you can help them and how hard you would work for them given the opportunity

– Deliver on all your promises to your clients.– Follow up, follow up, follow up!

Focus on open houses. Hold OH’s for the same property and hold them every weekend for an extended period. "It shows buyers and sellers you’re working hard"

Open House Traffic

From Nov. 30 through Dec. 27, 2009:

• 11,620 guests attended Weichert Open Houses companywide.

1 in 3 Open Houses lead directly to a sale

Let’s continue to work hard at getting “feet in the house.”

Open House Follow-UpOpen House Follow-Up

• Plan an effective OH follow-up• Call every guest within 24 hours• Personalize your follow-up• Close for the appt. by fostering a sense of

urgency• Partner with your Gold Service Mgr• Be Consistent and Persistent

Research shows that by your 4th call, you have a 78% chance of getting the prospect to meet with you

Open House Follow-UpOpen House Follow-Up

• What you should have:– Open House Guest Register– PAS or Planner– Notes or guest profile from your OH– Search that fits guests’ criteria– Computer (with MLS access)

Opportunity Time/Open HouseSuccess Stories

“The only thing you can do to sell real estate right now is price it to

sell.”J. Weichert

11/14/08

Gold Service Manager

Pat Cronin

Outstanding Results

We want to make YOU more successful.

Let’s work together to make it happen!

In 2009, Weichert Financial Services experienced outstanding results –

and we know we can do even better in 2010.

Your Partner in Success

Together we can move the market.

You are Cordially Invited to Attend the Weichert Edison

2009 Sales Awards Celebration Day.

Date: February 11, 2010

Time: 9:30 AM – 12:30 PM

Place: Pines Manor

Please join us to recognize and celebrate the achievements

in 2009 of our most successful Sales Associates.

Local Market Absorption

Edison:9.0

Woodbridge:12.2

Company News

• Once again, Jim Weichert has been included on the Inman News list of the “100 Most Influential Real Estate Leaders,” which reflects the industry’s best and brightest, as well as outside figures whose actions influence the homebuying and selling business.

• Jim was recognized in the Brokerage category, which is reserved for company leaders who command the attention of real estate professionals through their words and actions.

Salesman Jim• Everyone is talking about how 2010 just has to be better than 2009 -and

I agree. The public is more interested in real estate than ever, and record low interest rates, the tax credit and a thaw in lending are all making headlines.

• It may be cold outside, but we have the ability to heat up the market. As we start off the new year with a fresh, clean slate, it's as good a time as any to consider the importance of our interactions with customers.

• Buyers and sellers pick up your vibes. If you are optimistic and enthusiastic, they will feel better about jumping in. So, use your excitement, expertise and commitment to top-notch service to make your market in 2010.

• Remember, a positive attitude goes a long way!

New Listings

• 79 Beechwood Ave, Edison $399,900 Deepak Dharia

• 3 Dickerson Rd, Lake Hopatcong $249,900 Michele Keleman

• 1705 Edison Glen Terr, Edison $243,000 Frank Connor

• 117 Keystone Ct, Woodbridge $221,500 Anita Clark

• 608 Monroe Ave, Elizabeth $225,000 Frances Gratacos

• 572 Westgate Dr, Edison $339,900 Darlene McBride

Price Improvements

• 30 Berdine Ct, Colonia $328,000 To 295,000 (33,000) Victoria Mc Murrian

• 259 Jeter St, Cliffwood $299,000 To 280,000 (19,000) Cathy Haugh

• 61 Grant St, Sewaren $379,900 To 339,000 (40,000) Deepak Dharia

Tax Credit Update

Tax Credit for New Homes

• The $8,000 federal tax credit for first-time homebuyers and the $6,500 credit for current homeowners may be claimed for the purchase of both new and existing homes.

• However, there are slight differences between a newly constructed home purchased from a homebuilder and one built by a contractor for a property owner.

For New HomesPurchased From a Builder

• Tax credit eligibility is determined by settlement date.

• To qualify, the transaction to purchase the property must close on or before April 30, 2010 (or June 30, 2010, as long as a binding contract is in place by April 30, 2010).

For Property Owners Constructing a Home on an

Existing Lot• The home is considered "purchased" on the

date the owner first occupies the house.

• The eligible occupancy dates are the same as for new homes purchased from a builder.

Seize the Opportunity

• Educate yourself and your customers about the tax credit, and invite buyers to the seminar on Saturday February 20th.

• Log on to Weichert University and click on the New & Improved Tax Credit icon on the home page to access the Tax Credit Toolkit, where you can download valuable materials and get links to tax credit Internet ads, direct mail pieces and other resources.

Weichert.com Update

According to Alexa.com

Weichert.com Facts• 30% of Opportunity Desk calls are driven from Weichert.com

• To drive more traffic to our website, we purchase over 1 million keywords, many more than our top competitor who purchases only 55,000 keywords

• The avg. amount of time people spend on Weichert.com is 15 minutes

• Weichert.com avg.’s 100,000 visitors per day

Weichert.com Facts

• Weichert.com has been tracking visits since 2004. Since the time we implemented our 7 component internet marketing strategy our visits per day have increased from 9,000 to 100,000.

• In 2008, Weichert had 34 million banners appear on different websites. These appearances are known as impressions. These banners appeared on hundreds of different websites. As a result, we got over 30,000 clicks on these advertisements, bringing more and more people closer to your listings when they otherwise may not have been looking for real estate that given day

Company News

31st Annual Weichert Toy Drive• Weichert, Realtors sales offices, corporate

employees and franchise affiliates collected more than 25,000 toys for less fortunate children this past holiday season.

• In addition, Weichert gathered and donated nearly 1,300 articles of clothing, food and other items as well as monetary contributions totaling nearly $5,000.

Using Referral Associatesto Help with Prospecting

• It may be cold outside, but the Spring market is quickly approaching!

• That means it’s time to start thinking about lining up clients for the busiest months in the real estate year.

• One of the best resources available to you is your network of Weichert Referral Associates, who can prospect along with you.

It’s Easy to Have Your ReferralAssociates Make Calls for You

• Weichert Referral Associates has pre-prepared dialogue, so all you have to do is plug in the specific information pertaining to the call. Call them at (800) 544-3308 to get a copy of the dialogue.

• Every lead that your Referral Associates obtain through prospecting will become your lead.

• The best part of all is there is never any out-of-pocket expense to you. The only time a Referral Associate receives a referral fee is when you close the lead and earn a commission!

Want to Build Your Networkof Referral Associates?

• Reach out to unaligned Referral Associates, who might be able to help you obtain future business.

• ZIP code lists that include unaligned Referral Associates in your market area are available upon request.

• To request a ZIP code list of Referral Associates in your area, call (800) 544-3308 or send an e-mail to: referral@weichertrealtors.net.

Total closed referrals: $37,826,863

Average Sales Associate commission per agent:

$4,668

December 2009

Increase Your Income

… with no out-of-pocket expense!

Marketing and Creative Services

Update

NEW! “Dream Big” Farming Cards

• A new series of cards designed to attract buyers with eye-catching images and a timely message.

• Three different cards are available.

• Pricing starts at $.50 per card.

• Order online at www.weichertimail.com.

Dream Big Card: Niagara Falls

Dream Big Card: Mount Rushmore

Dream Big Card: Statue of Liberty

Suggested Messagefor Dream Big Cards

Maybe your dream home has a gorgeous new kitchen or a family room with a

cathedral ceiling. Or maybe you’re just dreaming of a little more room or a lot less commuting. Luckily, with low interest rates and plenty of homes to choose from, this is a terrific time to buy. Whether your dreams are big or small, please give me a call. I’d love to help you make them come true.

Internet MarketingUpdate

Increasing Exposurefor Weichert Listings

• One of the keys to selling a home quickly is to get as many people as possible to see the listing.

• Because of this, Weichert has arrangements with many companies and media outlets to have your listings also appear on their Web sites.

• These types of listing syndication agreements provide greater exposure for Weichert listings and increase lead generation for Weichert Sales Associates.

Weichert’s Internet Partners Now Accessible on

WeichertOne• It is important to let your sellers and prospective

clients know about the tremendous exposure you and Weichert offer for their home.

• To help you do so, you can now download a flyer with a complete list of Weichert’s Internet partners on WeichertOne.com.

• The flyers are customized by state, and will be updated as we add new Internet partners.

Log On Today to Downloadthe List for Your State

• Go to Marketing > Internet > Partners.

• Select the state in which you do business.

• Print the PDF flyer to add to your listing presentation or to use as a leave-behind when meeting with clients.

Caravan Information

Immediately after Office Meeting