The Business Pyramid

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The Business Pyramid
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Fish Discover Water Last

• For fish, water simply is.  Its their
  environment.  It surrounds them.  They are so
  immersed in its presence, theyre unaware of its
  existence until it becomes polluted or
  nonexistent.  Then, the immediate and dramatic
  consequence makes it quickly apparent that
  quality water is absolutely essential for their
  well-being.  Without it, the fish will die.
• Steven M. R. Covey The Speed of Trust

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The Business of Real Estate Sales

• Prospecting or lead generation
• Contacts establishing direct communication with
  members of the public
• Appointments identifying from the pool of
  contacts those individuals who have a need or
  interest in real estate service or counseling
• Contracts
• Contracts for service
• Listing Agreement
• Buyers Exclusive Agreement
• Contracts between parties
• Contract for Purchase
• Lease Agreement
• Offers of Purchase for investment properties
  above 4 family dwellings, mixed use properties,
  etc.
• Commissions the financial measure of
  successfully bringing a transaction to closure.

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The Business Pyramid
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Generating Leads

• Prospecting to Contacts - building data bases of
  contacts.
• Contacts to Appointments - rating, sorting and
  converting contacts to appointments.

How much of your time and/or money is invested in
generating leads? 60 80
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The Weichert Opportunity
Weichert Opportunity - Open House - I-Call -
Opportunity Time - Farming/I-Mail
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Referrals

• Weichert Realtors conducts its own lead
  generating activities, not affordable to the
  individual sales person or sales office.
• Weichert Referral Associates (WRA), Weichert
  Relocation Resources (WRR) and Weichert Lead
  Network (WLN) generate leads that are placed with
  properly trained, certified and local sales
  associates.

A lead is a qualified business opportunity that
is placed at the third level of the business
pyramid the appointment. WRA, WLN Specialist, a
WRR Specialist is trade 60 80 of your time and
effort for 35 referral fee 50/50 split on closed
referrals.
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The Weichert Referral
Weichert Referral - WLN (35 50 Split) - WRR
(35 50 Split) - WRA (35) - Branch-to-Branch
(25) - W Rental Network (25) - Within Same
Office (25)
Weichert Opportunity - Open House - I-Call -
Opportunity Time - Farming/I-Mail
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Fish Discover Water Last

• Being in real estate and working for Weichert is
  like being born in the USA.
• David Knox