Advancing Open House Activity WELCOME Welcome You

Advancing Open House Activity WELCOME!!

Welcome You have joined a Weichert Real Estate Affiliates, Inc. Management Level training session. If you are a sales associate with our system, there will be many additional training opportunities with content geared to the sales professional.

Upcoming Management Level Training Sessions • Blogging Basics • Advanced Campaigns For Recruiting • Advancing Open House Activity • Forward Marketing – Leveraging The Internet In Your Business

Objectives Learn… 1. How to stimulate more Open Houses held 2. How to stimulate more of the Activities that generate additional attendees at our Open Houses

A Good Goal Half Of Your Sales Associates Holding An Open House Every Week

Poll Please respond to the polling question on your screen.

Holding The US Open

Get Organized Two Boards Two Weeks out

Have The Stuff • • • Direction Signs Balloons Helium or “Stand A Balloon” Door Hangers Invitation Mailers Resources For Display

Poll Please respond to the polling question on your screen.

1. More Held Make Mandatory for new associates. Ramping up a sales associates career in the beginning is served thorough putting them in front of as many potential buyers as possible and having them engaged in the activities surrounding a successful Open House. (door hangers/knocking, neighborhood invitation calls, follow-up calls, etc. )

1. More Held Make Mandatory for new associates. Include in Expectation Letter Make priority in the Mentor Relationship

1. More Held Make Mandatory for new associates. 3 per month until a certain number of successful transactions or completion of Mentor Relationship

1. More Held Make mandatory for those falling below a certain production level. Minimum production standards. Use as a mechanism to help those agents that want to make it, make it. Put them on an Open House schedule with new associates and fully participate in the contact activities that surround them.

1. More Held Encourage Through Contests and Initiatives. Helps to not only shine the light on how important Open Houses are in your company (your commitment to them) but provides fun and satisfying incentives for the participants.

1. More Held Encourage Through Contests and Initiatives. Example The Road To Atlanta. This one was structured for you. Sweepstakes entries for holding open houses.

Poll Please respond to the polling question on your screen.

Contests Of Your Own Examples: Number of Open Houses Held during the term of the contest. Number Of Attendees at all Open Houses during the term of the contest. Number of Active Contacts made surrounding the Open Houses.

Contest Of Your Own Examples: Number of Appointments Set from Open House Invitation Calls. Number of Appointments Set from the follow-up calls to Open House Attendees.

Contest Of Your Own Example: Number of Attendees that received Active Invitations. Bonuses for Homes Put Under Contract/Sold within a week of the Open House.

1. More Held Increase commissions splits for those associates that maintain a certain level of Open House Performance.

Increase commissions splits Example: If on a rolling averages structured commission plan, increase the sales associates split by X percentage for the next measurement period if the associate hosts X number of Open Houses with all the activities involved. 3 month rolling average with a 6 month look back. If a sales associate would have been paid 70% in the subsequent pay period increase to 75%.

1. More Held Media Recognition Place monthly ads showcasing “Open House Specialists”. This will communicate to potential sellers that these people go above and beyond the norm to get their house sold. From your sales associates perspective, you are providing them passive exposure that will help them get more listings. A reward for making the Active Contacts.

1. More Held Provide Special Administrative Help “Directional Sign Technicians” Persons who take over the duty of installing the directional signs and balloons for sales associates that maintain a certain level of Active Contacts around their Open Houses.

1. More Held Provide Special Administrative Help “Door Hanger Technicians” Persons who take over the duty of walking the neighborhood and placing door hanger invitations for sales associates that maintain a certain level of Active Contacts around their Open Houses.

1. More Held Provide Special Administrative Help Follow-up Mailers For every “Cold Contact” made to invite prospects to an open house, a special mailer is sent to those people that received a successful call from the sales associate. Newsletter containing agent recognition. Helps to expand their sphere of influence.

2. More Attendees Install An I-Call Routine

Install An I-Call Routine Your goal should be to have all the neighbors called for every listing, sale, and Open House. Sales Associates should call using: • Do Call List for Open House Invitations • Open House Guest Registers • Client Base lists • Sphere of Influence

Install An I-Call Routine Decide on frequency and duration of Call Sessions; e. g. , three times per week, three hours per session. Decide who will be required to attend. For example: All invited Required for all Mentees Required for Sales Associates who are below minimum production standards.

Install An I-Call Routine As they relate to Open Houses, I-Call Sessions • Allow for training of dialogues and techniques for increasing attendance. • Raise the number of Active Invitation Contacts

Poll Please respond to the polling question on your screen.

Upcoming Management Level Training Sessions • Blogging Basics • Advanced Campaigns For Recruiting • Advancing Open House Activity • Forward Marketing – Leveraging The Internet In Your Business

Thank You!!