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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: jcubias@weichert.comWebsite: 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