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Welcome to the WebinarWelcome to the Webinar
MANAGERS: Please type in the # of Sales Associates with you at this webinar in the Q&A section now.
Welcome2012: Getting to the Next Level
Presented by:
Jacé BottiHead of Residential Sales
Joe CubiasSales Associate ~ Fair Lawn, NJ
• Sales and Marketing professional with over 12 years experience.
• Covers Bergen, Passaic and Hudson Counties New Jersey
• Bachelor of Science from Fairleigh Dickinson University.
• Degree in Business Management.• Community involvement:
– Volunteer Firefighter– Den Leader for Boy Scouts of
America– Little League Baseball CoachJoe Cubias
Sales Associate ~ Fair Lawn, NJ
Available Market Opportunity
NY: 206,400 Units/ $3,305,625,000 GCI
PA: 154,400 Units/ $958,215,000 GCI
VA: 104,000 Units/ $704,450,000 GCI
CT: 44,800 Units/ $621,472,500 GCI
NJ 104,800 Units/ $885,062,500 GCI
DE 11,200 Units/ $86,190,000 GCI
MD 76,000 Units/ $704,450,000 GCI
DC 9,200 Units/ $157,500,000 GCI
Company Foot print: 710,800 Units/
$7,583,365,000 GCI
Available Market Opportunity
Fair Lawn: 384 Units/ $2,644,126 GCI
Saddle Brook: 118 Units/ $951,017 GCI
Elmwood Park: 180 Units/ $1,293,398 GCI
Paramus: 266 Units/ $3,643,120 GCI
Fair Lawn, NJ Sales Office Primary Available Market: 948
Units/ $8,531,661 GCI
Sept., 2011 WSJ Community Survey
• How are depressed home prices affecting your customers?
( ) Can’t sell
( ) Can’t take new job elsewhere
( ) Are upside-down
( ) More than one of the above
( ) It’s a buying opportunity
Is Your Head in the Right Place?
WSJ Survey
*Source: WSJ Survey from article dated 9/22/11, Results pulled 9/26/11, total votes 2,847.
2012: Getting to the Next Level
• Do I see the big picture?
• Do I have my head in the right place?
2012: Getting to the Next LevelWhy Start Now?
2012: Getting to the Next Level
86 Calendar days left in 2011.
Why Develop a Business Plan?
• It is critical to have a business plan in place in order to be successful.
• Shooting from the hip will only provide limited results.
• The business plan allows you to measure campaign success, make necessary adjustments, and manage the marketing budget.
2012: Business PlanPlan
How to get started? It’s as easy as:
• Step 1: PPull together an analysis of the sources of your closed 2011 business.
• Step 2: LLearn how you spend your time.
• Step 3: AAgree on new income level.
• Step 4: NNow, create your PlanPlan.
Appealing to Different Audiences
The tips and techniques in today’s session vary based on where you are in your business.
Whenever you see this symbol, know that we are addressing those sales associates who are interested in a “next level” technique to apply to their growing business.
Get to the next
level
• My Overview– Understanding my role/position
• Pipeline Management/Forecasting– Prioritization of buyers/sellers
• Categorizing them in the proper stage
• Prospecting– Who am I calling on
Components of Joe’s Plan
• Marketing Vehicles– How will I be marketing myself and my
services
• Training– How will I stay up to date on current market
trends
– Enhance my skills
• Budget
Components of Joe’s Plan
Instructions:
• Pull closed/pending files
• Go to Weichert One/Money Matters tab to get inventory of your deals.
• Go to closed transaction file, source found on Report of List/Sales form
Step #1: PPull together an analysis of the sources of your closed 2011
business
Pipeline Reporting
Get to the
next level
Complete the Sales Associate
Career Planning Guide
Step #2: LLearn how you spend your time.
Sales Associate Career Planning Guide
Sales Associate Career Planning Guide
Sales Associate Career Planning Guide
Step #3: AAgree on New Income Level
2012: Income Calculation Form
Sales Associate Career Planning Guide
Step #4: NNow Create Your Plan
Sales Associate Compensation Analysis
Sales Associate Career Planning Guide
Sales Associate Career Planning Guide
Sales Associate Career Planning Guide
Sales Associate Career Planning Guide
Sales Associate Career Planning Guide
Associate Objective and Activities Worksheet
Sales Associate Compensation Analysis
Joe’s Calendar
Basics of Planning
Customer Mtng
Call Session
Call Session
Customer Mtng
Customer Mtng
Customer Mtng
Sales Meeting
Training
Open House
Broker OpenCall Session
WLN Meeting
Call Session
Customer Mtng Broker Tour
Master time instead of wasting it.
If you erase it,you must replace it!!!
Customer Relationship Management
Use Outlook for Now
Next WeichertPro
Basics of Planning
Freedom and flexibility without discipline
equals bankruptcy.
• Each prospect entering the Funnel and moving across the Pipeline are categorized with the appropriate stage.
SUSPECT QUALIFIED DEVELOPED SHORTLIST SELECTED LEGAL CLOSED
Unqualified Buyer/Renter
Buyer Consultation Conducted
Met with GSM and or Pre-Qual Presented
Offer Presented
Offer AcceptedHome Inspection
CompletedChecked Received
from Attorney
Mortgage Commitment
Issued30>Days to Close
SUSPECT QUALIFIED DEVELOPED SHORTLIST SELECTED LEGAL CLOSED
Unqualified Seller
Portfolio Presentation/
PTA Complete
Home ListedOffer
PresentedOffer Accepted
Home Inspection Completed
Checked Received from Attorney
Mortgage Commitment
Received30>Days to Close
Sale Stages
Listing Stages
Joe’s Stage Categorization
Get to the next
level
• Re-organize my calendar.
• Plug into the New Marketing Resource Center to upgrade my sales tools and marketing products.
• Set up iMail/eMarketing – Identify local available markets with the highest conversion opportunities.
• Design marketing pieces for early delivery in 2011.
• Mail to Pure Gold base – will set up delivery of customized letters to my farm base.
Joe’s 2011 Business Plan
• All techniques and tools are available on Weichertone.com ~ go to Weichert University.
• Click Straight from the Top
• For those Sales Managers who have scheduled a 2012 Planning Day, ask that you attend it!
How to Get Started
Use the Start, Stop & Continue Model
1. What should you START doing to get your business to the next level in 2012?
2. What should you STOP doing since it didn’t result in a positive outcome for your business?
3. What should you CONTINUE to do?
Integrate Into Your Calendar
1. Set a yearly production goal for myself.
2. Break it down month to month and
3. Staple it into my yearly calendar or add in my online calendar for each month.
4. At the end of each month, write in actual production underneath the projected. This gives me a personal monthly goal to reach and also helps me stay on track.
Anne-Marie Rodriguez MarinoSales AssociateWyckoff, NJ
Refresh Pure Gold/Farm Contacts
1. Customize a letter and send it to everyone you know – your sphere, past customers, open house guests, etc.
2. You want to be their resource when it comes to real estate – Let them know you’re here to help.
3. Follow up your mailing with a phone call to each of them.
Go to WeichertOne, click on Prospecting for Business and select “Customer Letters.”
Get to the next
level
2012: Business PLANPLAN
•PPull together an analysis of the sources of your closed 2011 business.
•LLearn how you spend your time.
•AAgree on new income level.
•NNow, create your PlanPlan.
Thank you Joe!
Joe CubiasSales Associate ~ Fair Lawn, NJ Sales Office
Cell: (201) 790-2108Office: (201) 794-7722
Email: [email protected]: www.JoeSellsNJ.com
http://www.facebook.com/joecubias
http://www.linkedin.com/in/joecubias
Joe CubiasSales Associate ~ Fair Lawn, NJ
Thank you for your time today.
New Online Course:“It’s a Good Time to Buy a
Home”
This course will take a fresh look at the historic opportunity buyers have to purchase a home. Assessment questions, facts, statistics and tools within the course will give associates great new information they can use with their buyers.
Stay Tuned for our NextStraight from the Top
Webinar