1. Farming Your Database

2. We are in the “Marketing To Our Database” business, not the “Real Estate Business” The Most Important Lesson Of 2016!

3. How We Are Getting 1-3 Referrals Per 100 In Our Database Every Month

4. Marketing To Your Database Call 3 Times / Year Email Automatically 1 / Week Snail Mail 1 / Month Connect/friend on Social media so that

5. Call 3 Times / Year (Live Call) “Hey this is from. Happy New Year my friend. How are you doing? Awesome, Go anywhere for the holidays? Nice. How’s the family? Is there anything I can do or questions I can answer in regards to the real estate world? Sounds great, hey can you do me a favor? Don’t keep me a secret ok? One last thing, WHO do you know that is looking to buy or sell a home that I can help out? Ok my friend, thanks so much for your time, give me a call anytime for anything, I have a long list of people I trust like, a plumber, heating guy, windows, car repair you name it I might be able to help. Happy New Year, I hope this year is prosperous, exciting and healthy my friend. Cheers.

6. Call 3 Times / Year (Voice Mail Script 70% of the time) “Hey this is from. Happy New Year my friend How are you doing? Wanted to drop a line to make sure everything is great with the home, the family and you had an awesome holiday season? If there is anything I can ever do or any questions I can answer in the real estate world don’t be afraid to give me a call. Thanks my friends, Again this is is from at 269-555-1211 Cheers.

7. What About People That You Haven’t Spoken To In A Few Years…… People think about you a whole lot less than you think they do. Just call them!!

8. Put The Date And Times For Your 3 Calls This Year In Your Calendar Today Target your 3 calls for when people are buying / selling homes in your area Spring and Summer particularly Time Change is a good call Closing Date Anniversary Birthday Holidays

9. If You Have More Than 100 People In Your Database Use PhoneBurnerfreedom.com

10. Imagine what your business would look like if you made an additional 300 + 500 calls every 3 months, and it only took a total of about 5 - 8 hours!

11. Email Your Database Once Per Week Don’t send Real Estate info ALL the time (it’s boring) Video Marketing (the social lubricant) What’s happening in (Your City) Smartphone YouTube No editing Short call to action at the very end 12 great CRM options by Placester https://placester.com/real-estate-marketing- academy/real-estate-crm-software/

13. Video Marketing Email Record video on smartphone Upload to YouTube Grab link to “share” off of YouTube Email out to your database

15. Example of A Video Email Subject: see you this weekend? Wait till you see what I found that is going on in Kalamazoo this weekend. Go Here to see the short 2 minute video. See ya out on the town! Scotty

16. Keep It Simple!! 1 shot No editing No bumper music Shoot outside around a “nature scene” or in front of one of your listings. Post on YouTube Video Sandwich

17. Your Intro “Viral Video” Your Call To Action

18. Don’t Spend Hours Wasting Your Time When You Can Farm This Stuff Out

19. What Do You Need For Your 1 st Video? Smart Phone What To Say Where To Post Email It Out

20. Super cool to do in combination with your loan officer Do Video Sandwich with your loan officer & Then send to Insurance company database…..

21. Remember They already know you They can’t refer you if they don’t remember you You look like how you look You sound like how you sound Short and sweet less than a minute Get over it and do it

22. WORLD'S GREATEST #1 RETAIL SALESMAN Having sold 13,001 cars at a Chevrolet dealership between 1963 and 1978, Girard has been recognized by the Guinness Book of World Records as the world's greatest salesman Chevrolet dealership between 1963 and 1978, Girard has been recognized by the Guinness Book of World Records as the world's greatest salesman What is the one thing he did on a monthly basis and did he even do it?

23. Snail Mail Monthly Mailer 1.I like you 2.Superman letter 3.I like you 4.I’m a real person, just like you 5.I like you 6.Superman letter 7.I like you 8.I’m a real person, just like you 9.I like you 10.Superman letter 11.I like you 12.I’m a real person, just like you

24. I Like You

25. How Do We Measure Success With Emailing? 14% Open Rate is the initial goal Getting your openers to follow your call to action is the final goal

26. How Often Should You Email If you write crap…. Never! If you bring $100 bills…. Every Day!

31. Focus On The Fans Some will opt out Get a “Yes” or a “No”… There is no money in the “Maybes” Don’t leave all the wealth on the table based on the fear that “everybody is opting out”!!!

32. Marketing To Your Database Call 3 Times / Year Email Automatically 1 / Week Snail Mail 1 / Month

33. A Couple Things 1.Customers are your most important asset – you have to realize that they are critical to growing your business 2.It’s easier to sell an existing customer A.According to MarketingMetrics.com, you have a better chance of selling to an existing customer (60%) than a new prospect (the percentage plummets from 60% to as low as 5-20%).MarketingMetrics.com, you have a better chance of selling to an existing customer (60%) than a new prospect (the percentage plummets from 60% to as low as 5-20%). 3.Save 5 times the marketing dollars A.Forrester Research reports that in today’s market, it costs five times more to acquire a customer than it does to keep current ones.Forrester Research reports that in today’s market, it costs five times more to acquire a customer than it does to keep current ones. 4.Build your database effortlessly, cheaply and easily. 5.Need to figure out a way to entice past customers back to your business? 6.How about a Five-A-Day Contact Program? 7.Send a note! We will cover this in great detail 8.Throw a party! 9.Be visible in the community. 10. Be a resource!

34. To get a copy of this PowerPoint or the recording to this class, contact the loan professional that sent you here.