To earn extra income

by referring,

just keep on referring

to this book.

W e i c h e r t r e f e r r a l a s s o c i a t e s G u i d e b o o k

We couldn’t be happier to add your name to the rolls of Weichert Referral Associates. To smooth

your way, we’ve created this detailed guidebook with easy-to-grasp, step-by-step explanations of

everything you have to do or know in order to succeed.

On these pages, you will find all the basics involved in order to:

• Refer your business • Earn and collect your commissions • Maintain your license

And there’s much more. You will also discover valuable tips, tools and strategies for jumpstarting

and then growing your referral business.

We’re sure you will find that Weichert Referral Associates is far more than a place to hang your

license. As a matter of fact, we believe you will find this to be the “best part-time job” you will ever

have! Our highly professional organization will handle all your outgoing referrals, maintain your

license and promptly process your commission checks. What’s more, we will consistently encourage

your efforts and support you with a full range of materials and information.

As a member of Weichert Referral Associates, you are now connected to the entire Weichert®

Family of Companies. Weichert, Realtors®, which started in 1969, is one of the largest

privately-owned real estate companies in the U.S. Since each Weichert office is a “one-stop”

destination for the full range of real estate products and services, you can be confident that people

you refer will receive both expert assistance and the highest levels of service when

selling or buying a home.

To contact us, call 800-544-3308 or email us at referral@weichertrealtors.net.

Congratulations! You’ve made an excellent decision.

1

What is a RefeRRal associate? 2

Benefits to You 3 - What You Can Do - Online Training and Technology Courses

souRces of leads 4 - Sphere of Influence Form

hoW-to’s 5-7 - Increase Your Referrals - Partner with a Sales Associate

MarketinG center - Business Cards - Direct Mail - Name Tag - Other Marketing Pieces

PlacinG referrals - Referral Form - Problems with Leads - Strategies for Success

do’s and don’ts 8

RefeRRal fees 9

licensing infoRmation 10-11 - Continuing Education - Membership Fee - License Renewal - Moving out of State - Your own Purchase

TABLE OF CONTENTS

1. A Referral Associate is an individual with a real estate license who has chosen to place that license with

a referral broker and has contractually agreed not to actively engage in real estate transactions.

2. A Referral Associate does not belong to any Board of Realtors®* or Multiple Listing Service and, in

most states, is not required to purchase errors and omissions insurance.

3. Referral Associates must renew their licenses and complete continuing education classes as required by

their state of licensure.

Who can be a Referral Associate?

• Someone brand-new to real estate

• Anyone who wants to get their feet wet in real estate while working full-time at another career

• Stay-at-home parents

• Retirees from full-time real estate sales who want to utilize referral status as an annuity

• Any former full-time agent, referring their past customer base for years to come

Referral Associates can supplement their income by obtaining leads and referring them to full-time

Sales Associates world-wide.

As a Weichert Referral Associate, there are no quotas and no mandatory meetings to attend! You can do

as much or as little as you choose to do. It is all up to you. This is your business. You determine your own

income. You are in control!

This is the best part-time business you will ever find!

*A Weichert Referral Associate is not a REALTOR®.

What is a referral associate?

2

• Allows you to keep your real estate license active so

you can immediately act upon an opportunity.

• If you’re new to real estate, it allows you to “get your

feet wet” while you continue working at your

full-time career. (The experience and knowledge you

gain can be the stepping-stone for an active real estate

career in the future.)

• If you’re enjoying retirement from your full-time real

estate career, it allows you to earn an income with

your license, by referring past customers and people

you come in contact with during your daily routine.

• As opposed to the many hundreds of dollars full-time

Sales Associates pay in multiple listing service fees,

Realtor® dues and errors and omissions insurance,

you pay only a nominal membership fee.

Note: If you are coming to Weichert Referral Associates from full-time sales status, please make sure your memberships to all Real Estate Boards and multiple listing services have been cancelled.

• Allows you to refer prospects world-wide. As a

Referral Associate, because you are not actually

handling the transaction, you are not limited to

referring only in the state in which you are licensed.

Your business will be referred to a Sales Associate

who is licensed in the state in which your prospect is

interested. When the transaction closes you will

receive a referral fee.

• Our world-wide referral system is at your service

by making a single phone call to 800-655-7055 or

simply emailing us at referral@weichertrealtors.net.

• Local referrals are handled by Weichert, Realtors,

one of the largest, most successful independently-

owned residential real estate companies in the nation.

• You can refer:

- Residential Properties

- Commercial Properties

- Land

- Rentals

- Time Shares

- New Construction

• Most importantly, you can refer YOURSELF!

• Weichert Referral Associates demonstrates a highly

successful conversion rate. Your referral efforts are

more likely to be rewarded!

• Informative newsletters are emailed to you monthly,

providing you with updates on the real estate market,

as well as real estate-related news and ideas on how

to acquire referrals.

• We offer an online training course, “Building Your

Referral business: A Guide for Converting Your

Referrals into Cash” with 6 modules to provide

excellent advice and the all-important dialog you’ll

need to answer the questions you’re bound to be

asked as you begin to seek referrals. (The course is

constructed to give newcomers like you a running

start and to be valuable again and again as you look

for ways to grow your referral business.)

• Online technology courses including Word

and Excel.

• Weichert Gold Service benefits are available to you

as well as your prospects.

• Weichert Advantage offers you deals and discounts.

• A Facebook page for networking

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benefits to You

®

Anyone you know or meet can be a lead. You can refer friends or family or neighbors or business acquaintances

and of course YOURSELF!

What business can you refer?

You can refer prospective buyers and sellers for:

• Residential sales such as primary residences, vacation homes, investment properties and condos for college

students (instead of paying room and board)

• Commercial Properties

• Land

• New Construction

• Rentals and Timeshares where accepted

sources of leads

4

Since everyone is more comfortable working with someone who comes highly recommended, you’ll be performing a valuable service with every referral you make!

YOUR SPHERE OF INFLUENCE

Sphere of Influence form

Here is a list to help you start thinking about all the people you may come in contact with:

Bankers

Barbers/beauticians

College classmates

Doctors, dentists and nurses

Electricians, plumbers and handymen

Fellow hobbyists

Friends and associates of your spouse

Insurance agents

Lawyers

Members at your place of worship

Members of your clubs

Parents of children’s friends

People at parties

People you play cards with

P.T.A. members

Salespeople in stores you frequent

Waiters/waitresses

I. INCREASE YOUR REFERRALS

A. Be Organized:

• List everyone in your “sphere of influence.” You

almost certainly know more people than you realize.

• Ask yourself how many of them actually know you

have a real estate license and can help them with their

real estate needs?

• Keep adding to your list as you meet new people.

• Use our market resources to keep in touch with

everyone at least twice a year.

B. Listen for signs of interest in real estate:

• Who is announcing the expected birth of a child?

• Who is announcing their retirement or expressing an

interest in looking for retirement properties?

• Who has a child going off to college and is

contemplating purchasing a condo for the child vs.

paying room and board?

• Who is talking about real estate prices and

investment properties?

• Who is talking about downsizing?

• Who is talking about needing more living space?

• Who wants to purchase a second home?

This is your opportunity to offer your service as a

Referral Associate and place the prospects with a Sales

Associate who is an expert in any market area in which

the prospect expresses interest. Just contact us and we

will place your lead with one of the professionals in our

world-wide data base.

C. Learn from the FAQ’s You will certainly find our questions and responses

informative, especially if you are unsure of how to

respond to certain questions or situations when you are

in the process of obtaining a referral.

II. PARTNER WITH A WEICHERT SALES ASSOCIATE

Establishing an on-going relationship with the right

Sales Associate can be extremely beneficial. If you are not

currently working with a Sales Associate and would like

to, please call 800-544-3308 or email us at

referral@weichertrealtors.net.

Although Referral Associates cannot list or show

property, there are certain activities in which you can

participate if you choose to, such as:

• You can make Open House follow-up calls for the

Sales Associate holding the Open House.

• You can use a sales office to make cold calls. The list of

people to contact will be provided to you by the office.

(As a Referral Associate, you do not have access to the

do not call list.) We have created the modified dialog to

help you.

5

hoW-to’s

III. YOUR MARKETING CENTER

A. Use Business Cards

• This is perhaps your most important tool. A simple business card is vital to the promoting of your business. Because there’s no better way to let your friends and acquaintances know that you’ve joined Weichert Referral Associates and can help them with their real estate needs worldwide! Order your cards right away by clicking here.

Once you have entered the site, select “Your Duplionline” and enter the following information: - Account Code: weichert - User Name: weichert - Password: weichert

You’ll want to give one to everyone you know and anyone you meet. Please note: The name in which you are licensed must appear exactly that way on all business cards and advertising. The only exception is that you may include a nickname in quotation marks or parentheses. John (Jack) Smith is permissible as is Susan “Sue” Jones.

B. Send Direct Mail “iMail” Cards

Over the past several years, QuantumDigital has provided Weichert Referral Associates with direct mail services using the power of the internet. You can activate your entire mailing list in minutes from “iMail,” and reach out to your friends, neighbors and family with ease.

- Get started by enrolling or logging in at www.weichertimail.com/wra

• Mapmail®: Creating your direct mail piece, finding your perfect prospects, and delivering your messages to them is a snap with this essential part of a complete direct mail fulfillment program.

- Merge demographics with an interactive Google Map™ interface to control exactly to whom and where you send your direct mail pieces.

- Target particular areas, such as a specific development that you are aware of where the majority of homeowners are becoming empty nesters and are interested in downsizing. Or reach out to potential first-time homebuyers in an apartment complex.

• E-Marketing: The perfect online marketing companion to our traditional direct mail service, this allows you to create, send and track emails. It is an easy way follow up with current prospects, to encourage customer loyalty and to position yourself for repeat business.

If you have any questions call 800-544-3308 or email us at referral@weichertrealtors.net.

C. Wear A Name Tag

• It’s like having your own personal billboard. Whether you are shopping, running errands or going out to eat, you will be pleasantly surprised at how many people are drawn to your bright yellow name tag and will start to speak to you. All you have to do is let them know how you can connect them to a Sales Associate who is an expert in any market area in which they are interested worldwide.

- You can order your name tag by clicking here.

With questions or problems call 800-544-3308 or email us at referral@weichertrealtors.net.

D. Other Marketing Pieces

• Download 3 different flyers that have been created for you by clicking here.

• If you prefer to create your own marketing piece*, you must:

- Include the Weichert Referral Associate logo which must be in larger print than your name.

- Your name must appear as the name on your license. - Identify yourself as a licensed sales person or sales

representative not as a “Realtor.”

- Include broker’s telephone number, 800-937-6777.

- Identify your home phone, cell phone and also your email address, as such, if included.

*Once you have created your marketing piece, you must submit a copy to us by email: referral@weichertrealtors.net or fax: 973-267-7247 to ensure it is in compliance with the rules and regulations of the real estate commission.

6

6

hoW-to’s

IV. PLACE A REFERRAL

A lead may be referred in several ways, depending on the particular situation:

• You may place your lead directly with the Sales Associate with whom you are partnered.

• If the lead is outside of the Sales Associate’s market area or area of expertise and you know another Sales Associate you would like the lead to go to, you may go directly to that Sales Associate with your lead.

In both cases please complete our referral form in full and have the Sales Associate and their manager sign the form and return it to you. This will provide you with a fully signed copy for your file and you will send a fully signed copy into our office to record the referral. The form can be faxed to 973-267-7247 or emailed to referral@weichertrealtors.net or mailed to: Weichert Referral Associates, 1625 Route 10 East, Morris Plains, NJ 07950

• If you don’t know the Sales Associate you want your lead to go to, simply contact one of our referral coordinators (referral@weichertrealtors.net) or call 800-655-7055. Your lead will be placed promptly and you will be notified via email as to whom the lead was placed with. This will enable you to establish contact with that Sales Associate.

• If you have a lead that is outside our Weichert coverage area, contact our referral coordinator. We will assist you in its placement. We have a data base of brokers world-wide with whom we have established successful associations.

To place a referral, you must have the following information*:

• Prospect’s name and contact information.

• For prospects interested in purchasing, the specific areas in which they are interested, including town/city and state.

• For prospects who would like to sell property, the list property address.

• To get paid on both sides of a transaction (listing and purchasing) you must specifically refer the prospect as both a buyer and a seller - even when the same Sales Associate is handling both sides.

Is there any reason why a lead may not work out?

• The prospect may have already listed with another broker.

• The prospect may have decided not to move.

• There is always the chance that the prospect selected another Sales Associate or broker.

• The prospect may be already working with another Sales Associate or broker and did not tell you.

• Someone else already referred the prospect to a broker.

Strategies for a successful referral

• Stay in contact with both the Sales Associate and your prospect once the referral has been assigned. By remaining aware of the progress of the referral, you will be able to make sure your prospect is satisfied with the services provided.

• Keep in mind that the Sales Associate to whom you have referred your prospect must close the transaction in order for you to be paid. If you have a prospect who would like to interview more than one Sales Associate, call one of the referral coordinators for assistance.

• If you detect a problem with a referral, contact a referral coordinator immediately at referral@weichertrealtors.net or call 800-655-7055.

* For the lead to be qualified, you must provide the referral information directly to either the Sales Associate or a referral coordinator for placement. Never have the prospect contact a Sales Associate or Weichert Referral Associates on their own. The lead must come from you!

hoW-to’s

7

hoW-to’s

do’s and don’ts

8

Do:

• Hand out your business card to everyone you come

in contact with. Have it ready at all times and, when

someone asks for your phone number or email address,

just hand it to them.

• Instill confidence in your prospects. Partner with a

Sales Associate. Speak highly of your Sales Associate

contact in particular, and both Weichert, Realtors and

Referral Associates in general.

• Let everyone know that you are the link between

the prospect and the real estate professional.

• Stay in contact with your sphere of influence on

a regular basis (ask for the business). Your enthusiasm

and upbeat, positive attitude will convince prospects to

trust you.

• Stay in touch with both your prospect and the Sales

Associate. We cannot stress enough how important this

is to your success as a Referral Associate.

• Remember that the best customers are “Double

Treats.” Since sellers are likely to buy and most

buyers have something to sell, you must always be

aware of the opportunity to refer both sides of the

same deal. Any time you can collect two fees from the

same prospect, you’re going to be doubly pleased.

Do Not:

• Appear unsure. Remember, you will be

recommending only brokers of the highest caliber

and you have Weichert Referral Associates to assist

with each referral.

• Offer you services to anyone whose property is already

listed with a brokerage firm. It is illegal to solicit

their business.

• Answer specific real estate questions. Let the full-time

sales professional handle that.

• Promise anything except your own commitment to

stay in touch throughout the process. Be careful not to

let your positive attitude lead you to say anything that

your prospect could interpret as a guarantee of either

specific service(s) or results.

• Tell a prospect to call a Sales Associate or a Weichert

Referral Coordinator directly. You must place the

referral yourself in order for it to be considered a

qualified referral. (See the section on How to Place

a Referral for complete instructions).

• Expect a commission “after the fact.” This applies if

the Sales Associate has been working with the client

before the referral lead was placed. Contact our office

when in doubt.

As a Referral Associate you will receive a referral fee of 30% of the Sales Associate’s commission for any

referral that is placed for you with a Weichert Sales Associate by Weichert Referral Associates. (For the purpose

of calculation of the referral fee, a 50/50 split is always assumed, regardless of the buying and selling agents’

actual split.)

• Your referral check will be sent directly to your home. Make sure your home address and all contact

information including your email address is always current. To update your address, call 800-544-3308 or email

us at referral@weichertrealtors.net.

• Commissions are paid to you, the Referral Associate, within ten (10) days after the money has been deposited

in our WRACI account.

• Whenever you have any questions relating to commissions, please contact us at referral@weichertrealtors.net

or call 800-655-7055.

• Your fees are covered under a contractual arrangement between Weichert, Realtors and Weichert

Referral Associates.

• For commission arrangements pertaining to some of the other Weichert companies and non-Weichert

brokers, please reference your contract.

• In a case where the referral goes to a non-Weichert broker, please contact Weichert Referral Associates at

referral@weichertrealtors.net or 800-655-7055 for referral fee information.

referral fees

9

Example: A Referral Associate refers a buyer who purchases a property that yields a

6% commission – 3% to the listing side and 3% to the buyers side (the referred side)

3% to the referred side = $10,000

50% of $10,000 = $5,000

30% of $5,000 = $1,500

The referral fee received by Referral Associate = $1,500

I. CONTINUING EDUCATION

• In states that require continuing education, you

must keep current to keep your license active.

For information regarding continuing education

by state, please go to www.schoolsofrealestate.com

or call 800-544-3000.

II. MEMBERSHIP FEE

• All Weichert Referral Associates are billed annually.

• Our membership year, which may or may not coincide

with your license renewal, begins on July 1 and ends

on June 30.

• If you have three successful referrals close in one year,

your following year’s membership fee will be waived.

Membership fees are non-refundable.

III. LICENSE RENEWAL

NJ: Renews every two years on odd years. You will

receive an email at the beginning of April. (To make

sure we have your current email address, please email

us at referral@weichertrealtors.net.) This will allow

you to renew on our secure online site or enable

you to print out your invoice and mail it in with

your payment.

PA: Renews every two years on even years, license

expiration date 5/31. Renewal notification sent to

broker. Make sure we have your current email

address and home address. Please email us at

referral@weichertrealtors.net Option to renew

online is available at www.dos.state.pa.us.

NY: Renews every two years on anniversary of licensure. Renewal notification sent to broker. Make sure we have your current email address and home address. Please email us at referral@weichertrealtors.net. Option to renew online is available at

www.dos.state.ny.us.

CT: Renews annually, license expiration date 5/31.

Renewal notification sent to broker. Make sure we

have your current email address and home address.

Please email us at referral@weichertrealtors.net.

Option to renew online is available at www.ct.gov.

MD: Renews every two years on anniversary of licensure.

Renewal notification sent to broker. Make sure we

have your current email address and home address.

Please email us at referral@weichertrealtors.net.

Option to renew online is available at

www.dllr.state.md.us.

VA: Renews every two years on anniversary of licensure.

Renewal notification sent to broker. Make sure we

have your current email address and home address.

Please email us at referral@weichertrealtors.net.

Option to renew online is available at

www.dpor.state.va.us.

DE: Renews every two years in even years, license

expiration date 4/30. Renewal notification sent to

broker. Make sure we have your current email

address and home address. Please email us at

referral@weichertrealtors.net. Option to renew

online is available at www.dpr.delaware.gov.

DC: Renews every two years on odd years, license

expiration date 8/31. Renewal notification sent to

broker. Make sure we have your current email

address and home address. Please email us at

referral@weichertrealtors.net. Option to renew

online is available at www.pulseportal.com.

For all other states, please email us at

referral@weichertrealtors.net or call 800-544-3308.

licensinG inforMation

10

In ConclusionWe hope this guidebook has given you confidence that Weichert Referral Associates is the place for you.

Whether you’re new to real estate and “testing the water” or an experienced Sales Associate who’s “keeping a

hand in,” we want to be sure you have everything you need to open your new income stream.

One of the main advantages of being a Referral Associate is that all you have to do is generate one converted lead to

cover expenses and begin to earn something extra. For most people, that means it’s possible to devote as little or as

much time and energy as you want. Nonetheless, we urge you to dive right in and make the most of this

opportunity. Any work you do now to establish yourself is likely to pay off down the road. Approached with

natural enthusiasm, the upside potential of referring is terrific.

Weichert Referral Associates thanks you for joining us and wishes you all the best in your new venture.

If you have any questions, don’t hesitate to email us at referral@weichertrealtors.net or call 800-544-3308.

licensinG inforMation

IV. MOVING OUT OF STATE?

You can continue to place referrals anywhere in the

United States through our Referral Line and receive

referral fees on all successfully closed referrals even if

you move to another state*. Your license will still be

valid as long as you meet two conditions:

1. You must continue to comply with the requirements

of the real estate commission in the state in which you

are presently licensed.

2. You must keep your membership with Weichert

Referral Associates current. If you move, please

email us at referral@weichertrealtors.net

or call 800-544-3308.

*Note: Your new state may require an irrevocable consent form. If you have any questions, please email us at referral@weichertrealtors.net or call 800-544-3308.

V. DISCLOSURE FOR YOUR OWN PURCHASE

Every Referral Associate must, upon deciding to make

a purchase of real property, have proper disclosure

statements as required by the individual state. These

must be presented to the seller when you first enter the

property, indicating your licensure and that your

interest in the property has to do with the possibility of

purchasing it for yourself. In all cases when you, a

licensee, are buying or selling a home, investment

property, or land or leasing real estate, your name must

appear in the respective contract(s) and/or newspaper

advertisements as a Real Estate Licensee. It’s the law!

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©2012 Weichert, Realtors®. Weichert® is a federally registered trademark owned by Weichert Co. All other trademarks are the property of their respective owners. REALTOR® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. Each Weichert® franchised office is independently owned and operated. If your property is currently listed with a real estate broker, this is not a solicitation of the listing.