BEST PRACTICES THAT LEAD TO MORE CLOSINGS

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BEST PRACTICES THAT LEAD TO MORE CLOSINGS
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Overview of Best Practices

• Compiled from years of experience both ours and
  our partners
• A way to share knowledge, insights and lessons
  learned
• Innovative approaches and processes to help serve
  and satisfy our customers
• All designed to close more business

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Objective of Todays Session

• Share real-life experiences that showcase best
  practices in action, like
• Engaging the customer
• Qualifying leads
• Assigning leads
• Follow-up and polite persistence
• Closing the transaction

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Panelists

• Amberly Green, Relocation Coordinator
• Coldwell Banker Elite , Stafford , VA
• Barbara Kenrich, VP Corporate Services
• Century 21 Heritage , Lafayette , CA
• Sue Kwasneski, Manager Relocation Services
  Coldwell Banker Premier Realty, Las Vegas
• John Rainville, Managing Associate Broker
  Buyers Realty.com , New Cumberland , PA

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QUESTIONS??
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Realty ConnectionGets a face lift
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Year 2000 the Beginning.
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LendingTree gets automated
November 2000
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The July 2004 Face Lift!
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New Functions of Realty Connection
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New easier to read flow bar
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New Flashing bar lets you know that you have new
referrals
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You can now add all of your offices for easier
management of agents and referrals
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Agents can be assigned to more than one office
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New Pre-Qualification Button
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Status and Comments box now open automatically in
every case file
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More search engines
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Link to Information in Realty Times
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Star rating is now located under brokerage profile
You can now sign up for Warm Transfer under
brokerage profile
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ITS ALL ABOUT
FEATURE
Benefit
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The 4 Critical Calls

• Urgency Immediate Contact

• Triage Engagement with Customer
• 6 Successful dialogue STEPS

• Warm Transfer Seamless transfer from Customer
  to Agent

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The 4 Critical Calls
Step 1 Step 2
Step 3 Step 4, Cancel Day
Immediate Contact Triage
CALL Consumer to Confirm Agent Contact and
Compatibility
After face to Face with Agent
CALL Consumer Confirm
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6 Successful dialogue STEPS

• Greeting This is and Im with..
• Thank you - for choosing our company we
  realize you have many choices
• Confirm rebate The option you have chosen
  based on your preliminary numbers indicate a
  rebate of
• Rules I want to make sure you understand,
  this is your money and it will cost you nothing
  to receive it, except that you must complete
  your transaction with our company and the
  assigned agent.
• Tie down How does that sound to you? Isnt
  that what you really want?
• Lets get down to brass tacks Are you ready
  willing and able?
• What lender at LendingTree will you be using?
• Do you have your pre qualification letter?

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Hey, These are really good leads!
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Never resting Forever Changing
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Whats New at LendingTree

• How star rating for the month is calculated
• Adding an awards field under marketing messages
  so that customers may see if the company has
  won any LT awards in the past

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Questions and Answers