New Sales Associate Coaching Guide - October...

Weichert University 1

New Sales Associate Coaching

Guide

A tool for new Sales Associates & Sales Managers

Sales Associate’s Name: __________________________

Sales Associate’s Hire Date: _______________________

Sales Associate Number: __________________________

Fast Track Start Date: ________________________

“PartnerUp” Partner Name: ____________________

90 Days from Hire Date/Goal for First

Booked Unit: __________________

2 Weichert University

LICENSE PENDING ACTIVITIES Welcome to the Weichert Team!

We are pleased and excited that you have chosen our Team at Weichert, Realtors®. We hope

that one of the reasons you joined Weichert is because you learned about our strong commitment

to the training of our Associates to ensure profitability and success.

As you are waiting for your license, there are activities and trainings in which you may

participate, to acclimate yourself to real estate and familiarize you with some of the Weichert

tools. Until you are a licensed real estate professional, we hope you will spend your time on the

activities listed below, to build the foundation for your new real estate business.

� Attend your weekly office Sales Meetings and Caravan

� Attend scheduled office trainings

� Meet with your Manager or Partner (if you have one at this time). While you are

together, put dates and times for Office Meetings and Trainings on your calendar so you can

attend them. You should also sit in on Office Call Sessions to observe (you can only make

calls to your Sphere of Influence to advise them of your new career, at this time). Ask your

Sales Manager to recommend agents you can shadow for the following

appointments/activities:

� Open House (Every week!)

� Listing Appointment Step One

� Listing Appointment Step Two

� Buyer Consultation

� Buyer appointment to view homes

� Home Inspection

� Settlement/Closing

� Opportunity Time (Op Desk)

� Call Session


� Familiarize yourself with Weichert.com.

� Add the mobile app to your phone.

� Search for Weichert listings in your market, to learn the inventory in your office

“area”.

� Search for “Just Listed” properties from your office and print them for future call

sessions

� Select your “farm” area and KNOW IT… schools, parks, transportation, etc.

� Search for Open Houses in your Farm area and attend them.

� Create a Sphere of Influence List This list should include family, friends, former co-

workers and anyone else in your private, medical, business life, NO MATTER where

they live. Our business is based on referrals, don’t forget. There are several ways to do

this:

� Export your gmail, yahoo, hotmail, aol, etc. contacts into an Excel Spreadsheet.

Save the spreadsheet to your desktop.

� Compare this list to the contacts in your cell phone, then add the phone numbers

and other information to the records on your spreadsheet.

� Save this list for your first call session in Fast Track. Eventually completing the

full contact information and import your database to WeichertPRO

� Have a professional head shot taken to personalize all of your marketing and online

profile. Check your office to see if the photographer is scheduled.

� Ask your Sales Manager to recommend and register you for Regional Workshops and

Webinars.


NEW ASSOCIATE BRIEFING While you are waiting for Fast Track…

� Meet with your Sales Manager. S/he will provide an overview on the following activities,

recommend agents you can shadow, and verify dates and times for office meetings,

trainings and call sessions, which you should be attending.

� Open House (Every week!)

� Listing Step One

� Listing Step Two

� Buyer Orientation

� Buyer appointment to view homes

� Home Inspection

� Settlement

� Call Sessions / Sales Meetings / Office Trainings

� Verify that you have access, with passwords, to the Weichert online systems. If you have

any problems, call the help desk at: 973-290-5722

� www.WeichertOne.com: This is the site for all of your Weichert Resources,

Tools and Weichert University.

Go to Weichert University – Live Training Workshops – select your regional

Training Center and scroll through the Workshop Calendar to select and register

for

workshops to attend. Ask your Sales Manager for recommendations.

� www.WeichertPro.com: This is your full Contact Relationship Management

system.

Go to the Training Tab and complete the following online trainings:

� WeichertPRO Overview

� Get Setup with WeichertPRO


� Create a Sphere of Influence list with at least 50 of your contacts in an Excel

Spreadsheet. This includes family, friends, former co-workers and anyone else in your

private, medical, business life, NO MATTER where they live. Our business is based on

referrals!

� Go to www WeichertOne.com - Weichert University – Fast Track tab on left hand

toolbar to download the SOI spreadsheet. Save it to your desktop.

� Add your contacts from your sphere of influence (in your phone and your

personal email contact list, etc.)

� Upload your spreadsheet into www.WeichertPRO.com

� Email your database the announcement about your new career, using the

customizable Email template in the “Marketing tab”.

� Put an Open House Kit together and create your own Open House Board.

� Go to www.WeichertOne.com – click on the “Holding an Open House” button,

select and print the “Open House Checklist” to use as a guide to put compile your

kit.

� Scroll down to the “Open House Board” image and click to select the materials

you want to include on your customized board.

� Review the Open House videos in Weichert University.

� Additional tasks:

� Have a head shot taken – check your office to see if the photographer is scheduled

� Select your “farm” area and LEARN IT… schools, parks, transportation, etc.

� Check the Regional Training Calendar and participate in all Webinars as available


Office Assimilation: Introduce new Sales Associates to their team members. Ensure they

understand office policies and procedures and know where to find the tools needed to

perform their job.

Introductions to:

� Processing Manager: _________________________________________

� Personal Marketing Coordinator (Doors Tech): ____________________

� “PartnerUp” Partner: _(see pages 22 to 24 for more information on this program)

_______________________________________

� Gold Services Manager: ______________________________________

� Weichert Insurance Reps: _____________________________________

� Weichert Title Rep: __________________________________________

� Home Warranty Partner: ______________________________________

� Other Sales Associates

Review general office policies and procedures:

� Dress Code

� Sales Meetings: Day ________________________

� In-Office Training

� Call Sessions: Days _________________________

� Caravans

� Opportunity Time

� Review Do Not Call List Policy & Procedures

� Review office call list tools

� Review Club Levels

� Learn to use the equipment: scanner/fax, copier, computers & helium tank

� Learn the phone systems: paging & transferring calls

� Review advertising guidelines/deadlines

� Review policy for joining WLN

Manager Signature: ______________________ Date completed: ____________


Office Assimilation (continued)

Processing Manager

� Tour the office and review the layout of the office and walk through all areas and floors

� Identify location and review of forms/paperwork

• Listing file folder/kit – checklist or transaction worksheet

• Sales file folder/kit – checklist

• Rental checklist

� Set up voicemail

� Submit Professional Photo and Bio to Processing Manager for Weichert.com

� Locate lock boxes and lock box numbers – if applicable to the office

� Locate keys for the homes listed by the office – if applicable to the office

� Review how to and when to schedule Open Houses

� Have Sales Associate order business cards, name tags, signs, etc.

Signature: _____________________ Date completed: ____________

Board of Realtors/Multiple Listing Service: New Sales Associates must join their office’s local

Board of Realtors and Multiple Listing Service.

Review the following:

� Join Board of Realtors and set appointment for Orientation

� Costs/Fee Schedules

� Appointment for MLS/MRIS training

� Required Ethics training

� Electronic Display Key/Lock Box (Supra/Multac)

� Continuing Education requirements (see State-specific regulations to maintain an active

real estate license)

Signature: ______________________ Date completed: ____________


Place the contact cards here

SALES MANAGER Place the contact card here

PROCESSING MANAGER Place the contact cards here

� The role of the Gold Services Manager

� How I assist the Associate with Buyer Prospects

& pre-qualify/pre-approve them

� How I provide the Sales Associate with “Open

House Financial Sheets”

� How I act as the point person for Gold Services

� Benefits of the “Gold Services Program”

� How I can be reached/my schedule

GOLD SERVICES MANAGER Place the contact cards here

REGIONAL MARKETING COORDINATOR

Place the contact cards here

REGIONAL MARKETING COORDINATOR or DOORS

TECH Place the contact card here

GOLD SERVICES MANAGER Place the contact card here

� Review Training and Performance Agreement

from New Hire Kit

� Review Business Plan together

� Set up one-on-ones

� Confirm attendance at weekly Sales Meetings,

Caravan, etc.

� Confirm Small Group Meetings

� The role and process for customizing Listing

portfolio and other materials

� Discuss any costs involved

� Review samples of work produced for Sales

Associates


WEICHERT TITLE REPRESENTATIVE

Place the contact card here

WEICHERT INSURANCE REPRESENTATIVE


HOME WARRANTY PARTNER Place the contact card here

� The role of the Insurance Representative

� How I assist the Sales Associate and buyer


� Obtain informational materials and/or brochures

� The role of the Home Warranty Partner

� How I assist the Sales Associate and customers



� The role of the Weichert Title Representative

� How I assist the Sales Associate and buyer



WEICHERT CONVEYANCER (PA ONLY)



Your Systems

There are two proprietary Weichert systems you will be using as you conduct your real estate

business:

www.WeichertOne.com

Weichert One gives you access to resources, tools and systems. To set up your systems in

WeichertOne, go to page 12


www.WeichertPRO.com

This resource gives you access to a comprehensive customer relationship management system.

To set up your WeichertPRO system, go to page 13.


Systems Set Up

1. Create your WeichertOne

account

� Go to

www.WeichertOne.com

� Click on “Sign up here” and

follow the prompts

2. Webmail

� Click on Webmail

� If using a Mobile device,

call the Help Desk for a

password

� Follow instructions for

Mobile Sync*

You have a choice of A or B.

A. Use your branded

Weichert.com Email account

for business and keep your

personal account separate.

1. Set up your mobile device

to include your Weichert

Emails

2. Add your Weichert Email

address to WeichertPRO

B. Forward your Weichert.com

Email account to your personal

account, to view in one place

1. Set up your Weichert

messages to forward to

your other account

2. Do NOT save messages in

your weichert.com Inbox

3. Add this Email address to

WeichertPRO

*Note: When syncing with your mobile you may see the

statement “You will need your email admin to activate

sync for you, since this is not a free service and there is a

monthly fee.” Although this references a cost, there is

NO charge for creating your webmail account.


Systems Set Up

3. Access Sales Associate

Resources

� Review tools available for

every type of transaction

� Under “Working with

Sellers”, print Internet Flyer

and add to your Listing

Portfolio. Create your

Sellers File and add flyers

and facts to be used with

sellers.


Sellers”, print Weichert

Workforce Mobility flyer

and do the same


Buyers”, Create your Buyer

File (hand outs to be used

at Buyer Consultation)

4. Set Up Marketing Resource

Center

� Submit Photo

� Load Bio

Information/Profile

� Ask your Processing

Manager to submit it to

Weichert.com

5. Set up Weichert Design Center

� Create password

� Sit with your manager, and

create your Farm

6. Access Forms Online/Zip Forms

� Review the system

� Complete Forms Workshop

(region specific)


System Set Up (continued)

7. Access Money Matters

� Create password

� Complete Training Tutorial

8. Access Weichert University

� Complete your Business

Plan

� Use the Courses & Video

Library to continue

improving your skills

� Complete Online Course

Requirements

9. www.WeichertPRO.com

� Import your Business Plan

into PRO

� Customize sales activities

from your business plan on

PRO calendar (e.g. move an

Open House to a different

date if there is a conflict for

a particular date, add more

specific prospecting

activities weekly or

monthly)

� Set up Calendar Defaults

and Reminders

� Set up External Email

� Import Sphere of Influence

� Send“New Agent

Announcement” Email to

all your contacts

� Use Training Link to learn

all the CRM tools available

� Attend webinars as offered

If you did not receive an email with your log in credentials call the help desk at 973-290-5722.


www.WeichertOne.com

Fast Track: Weichert, Realtors training program for all new Sales Associates. The following is

an overview of the training schedule, activities and assignments the Sales Associate should

complete. This page is found on WeichertOne/Weichert University/Fast Track

To earn your official certificate of completion for Fast Track, please follow the instructions

below:

1. Attend all sessions of Fast Track. Your Regional Trainer tracks this.

2. Complete all work assignments, as per your Regional Trainer.

3. Complete all required online courses.

4. Complete the online Fast Track Assessment with a minimum score of 70%.

5. Print out the Course Progress Page (this should document completion of the above two

requirements) and show this to your Regional Trainer.

Date completed: __________


Fast Track: Weichert, Realtors training program for all new Sales Associates. The following is

an overview of the training schedule, activities and assignments the Sales Associate should

complete.

Sessions – 100% attendance is required (with one excused absence)

� Session 1: Great Expectations

� Session 2: Getting Started

� Session 3: Taking Control with the 2-Step Listing Process

� Session 4: Making Connections at Open Houses

� Session 5: Finding and Working with Buyers

� Session 6: Securing a Home for Your Buyer

� Session 7: Focusing on Sellers

� Session 8: Perfecting Your Listing Presentation

� Session 9: Perfecting Your Buyer Consultation

� Session 10: Planning for S.U.C.C.E.S.S.

� Session 11: Coaching Session

� Session 12: WRN Certification


Complete all required Online Training Courses

� Federal Lead Based Paint

� Protecting Yourself from Common Legal Pitfalls in Real Estate

� Educating Yourself About Federal Fair Housing

� Promoting Yourself Online—Part 1 Social Networking

� Promoting Yourself Online—Part 2 Internet Advertising

� Rental Compliance

� N.J. Sellers Disclosure (NJ only)



Fast Track Training (continued)

Conduct a Minimum of 9 Open Houses

1. Date: ________________

Address:_____________

_____________________

_____________________

2. Date: ________________

Address:_____________

_____________________

_____________________

3. Date: ________________

Address:_____________

_____________________

_____________________

4. Date: ________________

Address:_____________

_____________________

_____________________

5. Date: ________________

Address:_____________

_____________________

_____________________

6. Date: ________________

Address:_____________

_____________________

_____________________

7. Date: ________________

Address:_____________

_____________________

_____________________

8. Date: ________________

Address:_____________

_____________________

_____________________

9. Date: ________________

Address:_____________

_____________________

_____________________


Plan for the

Open House

(Start every

Monday)

� See your Processing Manager to schedule a weekend Open House. The

Processing Manager will ensure that the property is advertised in the local

newspaper and on www.weichert.com.

� Confirm your Open House assignment with the listing agent. Discuss the status of

the property and obtain any significant details about the home, special

instructions, etc.

� Schedule your Open House in WeichertPRO and send invitations

� Prepare copies of the property brochure from the MRC

� Request copies of Gold Services financing highlight sheet from your GSM (Gold

Services Open House Display flyer)

� Prepare an MRC Open House slide show

� Update your personal Open House Display Board

� Ensure that the listing agent calls the property owner (seller) to confirm the date

and time of the Open House and identify any specific instructions

� Preview the Open House and identify key features you can point out to guests

� Place the open house sign topper/rider on the lawn sign early in the week, if

allowed in your area. Check with local signage ordinances.


Additional Regional Training Workshops*

� Forms Training (e.g. Forms Online training, ZipForms training, etc.)

� Weichert Lead Network Certification – as approved by your manager

� Price it to Sell workshop

� ___________________________________________________________________________

� ___________________________________________________________________________

*Sales Associates must check with their Regional Trainer about any additional regional training

requirements.

Date completed: ___________

Production Tracking

Listings

Sales

Weichert Pledge of Service

At Weichert, we are not simply managing a real estate

transaction – we are helping people realize their dreams.

We do this by redefining the process and redefining the

experience for our clients through a host of services that

meet their genuine needs.

It starts and ends with your personal commitment to

service. The Pledge found on WeichertOne for our

buyers and sellers demonstrates in a very real way how

we make the “gold” experience a truly memorable,

positive one for each and every client.

We ask that you sign this pledge to show your buyers

and sellers what you commit to when working with

them.

Date reviewed: ___________

Location: WeichertOne, Sales Associate Resources, Working with Buyers and Working With Sellers


Priorities Spell S.U.C.C.E.S.S. and Your Business Plan

This Sales Associate Priority List was designed to help new Sales Associates stay focused on

the key activities to build and maintain a successful business.

Location: WeichertOne, Weichert University, Fast Track page


Complete Your Business Plan

Location: WeichertOne, Weichert University Date completed: _______________


Weekly Success Form and Calendar

Successful Sales Associates spend 30% to 40% of their time engaged in prospecting and lead-generating activities

(these activities are shaded below).

NOTE: This is a sample producing Sales Associate’s week. All activities are scheduled in WeichertPRO.

WEEKLY SUCCESS CALENDAR

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

9:00 Customer

Meeting

Prospecting

-- Open

House

follow up

Buyer

Prospecting

-WLN

inactive

Neighbor-

hood

Rentals

Opp Time

Prospecting

call and/or

visit FSBOs/

Expireds

Customer

meeting 9:30 Sales

Meeting 10:00

10:30

11:00

11:30 Direct Mail

Farm

Caravan/

Learn

Market

Area

Office

Training

Customer

Meeting

12:00 Open House Follow up

calls from

email

campaign

12:30

1:00 Add/

Manage

data base

changes

1:30

2:00 Partner

meeting

Prospecting

- Call

Session

Prospecting

- Call

Session –

Invite to

Open House

Prospecting

– Walk

Farm Area -

Community

Event

2:30 Seller

Prospecting

3:00 Customer

Meeting

3:30

4:00 Customer

Meeting

Learn

Market

Area 4:30

5:00 Opp Time

Customer

Meeting

5:30 Schedule

next week’s

Open House

6:00

6:30

7:00

7:30

8:00


This form quantifies the activities that generate success. Use this form in your meeting to keep

on track and determine the next steps to achieve success.

WEEKLY SUCCESS FORM to be completed with Sales Manager

SALES ACTIVITIES Week Month

Actual Objective MTD Objective

Face-to-Face

Appts 5 20

Seller

Buyer

Renter

Open Houses 1 3

Prospecting Calls 200 800

Direct Mail 250

Listings 1

Sold/Mktd

Listings 1

Sales

Opportunity Rate 100% of Sales

Face-to-Face Appointments

Customer Name Notes:

Source

Type Seller

Buyer

Renter

Sales Tool(s) Used

Getting to Know You Next Step:

Portfolio

PTA

Buyer Consultation

GSM Opportunity

WRN Template


Face to Face Appointments Continued:


Source

Type Seller

Buyer

Renter

Sales Tool(s) Used


Portfolio

PTA

Buyer Consultation

GSM Opportunity

WRN Template


Source

Type Seller

Buyer

Renter

Sales Tool(s) Used


Portfolio

PTA

Buyer Consultation

GSM Opportunity

WRN Template

Sales Associate

Date

Sales Manager

Date

For Managers: Located on WeichertOne, Managers Best Practices, Coaching Tools, Sales

Associates


Call Sessions

Prospecting by phone is an essential activity that will lead to success. Make neighborhood calls to

alert sellers to Just Solds, Under Contracts and Multiple Offer Situations. Sharing this information with

sellers is a helpful service and can yield listing appointments as interested homeowners invite you in.

Call Sessions involve prospecting for sellers and buyers. Open house follow up, Weichert Lead

Network follow up, calling your Sphere of Influence, Past Customers, Expired Listings, FSBOs are all

lead sources to help you generate business.

You should set aside time every day to make calls and you should participate in Call Sessions in your

office as frequently as possible. Your goal should be to make a minimum of 200 calls per week.

Comply with the Federal Do Not Call regulations by reviewing the Do Not Call Act of 2003 on

WeichertOne, Associate Information, Policies, Procedures, & Legal Resources.Refer to the Call List on

WeichertOne. Submit your completed call sheets to your Processing Manager.

Use the table below to keep track of your own progress and discuss with your Manager. Be sure to

hand in your call sheets to your Processing Manager to receive credit. D

Call Session Date # of Calls Made # of Contacts # of Leads # of Appointments

Call Session Tools

Secure the following tools to help you in prospecting for your business. Review:

� Associate Calling and Follow Up Guide (on WeichertOne, Sales Associate Resources,

Prospecting for Business)

� Follow-up system (WeichertPRO, Smartphone, etc.): You will need a system to keep track of

leads and client information and follow-up actions/dates

� Call Sheets (at the Call Session)

� Do Not Call Request Sheets (WeichertOne, Call List, Add a New Name form)

� A list of sphere of influence with phone numbers, addresses and e-mail

� Neighborhood farm list

� Subject properties –Sold, Listed, Under Contract, Reduced. Select call theme/topics



The PartnerUp program is designed to help a new sales associate get started in the business by

having them partner with a competent, experienced sales associate who embraces Weichert’s

tools and systems.

Observation Opportunities with “PartnerUp” Partner

� Computer Skills/MLS/MRIS

• Use computer to search for properties in MLS/MRIS

• WeichertPRO

� Prospecting Activities

• Make neighborhood calls

• Make calls to Sphere of Influence

• Make FSBO calls

• Make Expired calls

• Make WLN Follow-up calls

� Open Houses

• Make Invitation Calls

• Use WeichertPRO to send evites to potential Buyers

• Prepare for and conduct an Open House

• Create Open House Board to display at Open Houses

• Make follow-up calls after Open House

• Submit Open House numbers (guests and signatures) to Processing Manager

immediately after Open House

• Enter OH Guest Register into WeichertPRO

• Send follow-up emails to Open House guests using WeichertPRO

� Opportunity Time

• Learn Opportunity Time policy

• Handle phones at Opportunity Time

• Review Point of Sale dialogue

� Farming

• Sign up for the Weichert Design Center

• Establish your Farm

• Make Farm follow-up calls


Possible Observation Opportunities with “PartnerUp” Partner (continued)

� Working with Buyer Activities

• Conduct a Buyer Consultation

• Present Weichert Brochure to Buyer and review Weichert Pledge of Service

• Review Exclusive Buyer Agency form

• Review procedures and paperwork or checklist

• Prepare a sales contract/binder

• Present and negotiate an offer (always try to present “in person”, where applicable)

• Prepare for and go to a closing/settlement

• Prepare for and attend appraisal appointment

• Attend property inspection

• Attend final walk-through

� Working with Seller Activities

• Personalize Weichert Listing Presentation using the Marketing Resource Center

• Present Weichert Brochure to Seller and review the Weichert Pledge of Service

• Complete the Seller’s Control Sheet

• Complete and review a listing packet

• Complete listing agreement

• Prepare a Price Trend Analysis

• Conduct a Two-Step Listing Presentation

• Prepare and conduct a Price Improvement meeting using Market Update tool

• Negotiate an offer

• Prepare for and go to a closing

• Send WeichertPRO’s online traffic report to Sellers to show Buyer Activity on their

home. Follow-up with a phone call to the Sellers.

� Promoting yourself online – upload photo & profile to following sites:

• Realtor.com

• Trulia.com

• Zillow.com

• Google.com

• Homes.com

• Linkedin.com

• Active rain


Possible Observation Opportunities with “PartnerUp” Partner (continued)

� As applicable:

• A 30-day Market Update to secure a price improvement

• Attorney Review (where required or applicable)

• Escrow Deposit

• Home Inspection

• Appraisals

• Mortgage Contingency

• Environmental Issues

• Wood Destroying Insect Inspection – part of inspection

• Final Walk Through

• Settlement

• List of attorneys and inspectors

•

•

•


Terminology

Associate Webmail:

Weichert, Realtors free Weichert.com email address program for all Sales Associates.

Brand X:

A term that refers to real estate companies other than Weichert.

Call Night/Call Session:

A scheduled night or session in each office that Sales Associates attend to make follow-up

and prospecting calls.

Capital Properties and Estates:

A division of Weichert, Realtors dedicated solely to the listing and highly specialized

marketing of luxury properties.

Caravan:

Sales Associates group together to preview homes just listed.

Central Offices:

This term is used when speaking of Weichert, Realtors Corporate Headquarters Offices,

located at a campus in Morris Plains, NJ. This includes the 1625 Rt. 10 East, 225 Littleton

Road and 169 Johnson Road properties. Central offices include the administrative,

marketing, and training departments for Weichert, Realtors, the main offices of Weichert

Financial Services, Weichert Affiliates, Weichert Workforce Mobility, Weichert New Homes

and Land, Capital Properties and Estates, Referral Associates, and Weichert Lead Network.

DocuSign:

The exclusive and official electronic signature provider for the National Association of

REALTORS, is the official electronic signature provider for Weichert, Realtors.

Escalation Clause:

A Weichert custom tool that is to be introduced primarily with buyers in the Buyer

Consultation. The goal is to have buyers establish the highest price they are willing to pay for

a home (while establishing bid increments) so they have the best chance of winning a

bidding war for the home they want.

Expireds:

Listed homes that have not sold within the Listing Agreement Contract dates.

Farming:

Making contacts and getting business by marketing yourself in a specific neighborhood or

area. Types of farming activities include: personalized mailings, phone calls, emails, door

knocking, community/neighborhood events, etc.


Terminology (Continued)

Farm Area:

An assigned geographical area where you will concentrate on marketing yourself and

generating business.

Forms On Line: (FOL) (not available in all states)

Accessed on WeichertOne, you can efficiently create and manage your listing agreements,

contracts and leases.

FSBO: For Sale By Owner

The sellers of this property are not working with a real estate Sales Associate.

GSM: Gold Services Manager

The person in the sales office who assists customers with any of the Gold Services. This

includes mortgage, title, insurance, home warranty, and a myriad of other real-estate

related services

Lock Box:

A device put on a home that holds the house keys. Realtors can access the Lock Box by using

the Lock Box key which they purchased or leased at the MLS/MRIS.

Marketing Resource Center (MRC):

Marketing tools, from the customized Weichert Listing Presentation to customizable

brochures, are located here on WeichertOne for you to use.

MLS/MRIS: Multiple Listing Service

A service that allows you to electronically search the active listings in your area. In order to

view the data, this service provides you with a computer access code. This is also where you

can purchase or lease your Display/Lock Box key. Only licensed realtors are permitted access

to the MLS/MRIS.

Money Matters:

A program where you can sign up and manage your direct deposit, view your commission

checks, deals and earnings.

Neighborhood Calls:

Prospecting calls made to all the neighbors of the home you have just listed or sold. This also

includes prospecting calls to alert homeowners of multiple offer situations and under

contracts.

Opportunity Time (AKA Opp. Time, Desk Time, Floor Time, Duty Time)

A scheduled time in the office for answering phones and greeting walk-ins. This allows you

the opportunity to acquire potential sellers/buyers.



PMC: Personal Marketing Coordinator

The person in the sales office who provides personal marketing for individual Sales

Associates. Also referred to as a DOORS Tech. Some regions have a Regional Marketing

Coordinator to support many offices.

PartnerUp program:

The PartnerUp program is designed to help a new sales associate get started in the business

by having hem partner with a competent, experienced sales associate who embraces

Weichert’s tools and systems.

Point of Sale:

Any interaction or point of contact with a customer that has the potential to lead to a sale.

Processing Manager:

The office administrator in each sales office.

PTA: Price Trend Analysis

Sales Associates use this tool to analyze the market value of a customer’s home by looking at

past and present sales to determine future trends.

Pure Gold:

A program that allows Sales Associates to follow up with past customers to keep in contact

with them for repeat business.

RVP: Regional Vice President

The Vice President who manages all the offices in your region.

Weichert.com:

Weichert, Realtors company internet site for consumers and customers.

Weichert Lead Network:

The industry’s first comprehensive Internet marketing, lead generation, and lead conversion

platform in full-service real estate. Weichert Lead Network offers a system to immediately

engage with consumers who inquire on Weichert.com, while seamlessly matching them with

a real estate Sales Associate who can meet all of their buying and selling needs.

WeichertOne.com:

Weichert, Realtors company intranet site for employees and Sales Associates.

WeichertPRO:

Weichert, Realtors Customer Relationship Management system.



Weichert Rental Network:

The Rental Network helps renters find properties that meet their needs, and helps landlords

manage their properties and find qualified renters. The Rental Network has a system in place

to connect renters to a Sales Associate from their search on Weichert Rents.com.

Weichert Sales Associate Resources:

A section on WeichertOne.com online that provides access to tools, tips and strategies for

using Weichert’s tools that will give you the competitive advantage to help grow your

business.

Weichert University online:

A part of the WeichertOne.com intranet site that offers class schedules, video library,

business planning tools, a variety of toolkits, customized online training courses and

Microsoft technology courses for Weichert Sales Associates, employees and Managers.

NOTES:


Each WEICHERT® franchised office is independently owned and operated

© Copyright September 2013 Rev. May 2014, Rev. August 2014, Rev. December 2014, Rev

January 2015.Weichert Co. Morris Plains, N.J., USA. All rights reserved. Any form of

reproduction or distribution is strictly prohibited.

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