1. 4. Relationship Marketing in an e- World

2. Spheres of Influence Sphere’s Spheres Page 50

3. Inner Circle  Closest network—family, friends, past clients  Your best sales force  Results in “biggest bang for your buck”  Building on established relationships generates referral business Page 50

4. Outer Circle >Casual contacts  Former clients  Professional service providers  Other agents  Former classmates >Establish and nurture connections to establish referral business Page 51

5. Beyond the Circle  New and not yet referred prospects  Consumer outreach to develop leads and initiate relationships  Beyond to your sphere’s spheres through social media Page 51

6. Targeting Your Spheres >Different techniques depending on the sphere >Opportunities to reach multiple spheres simultaneously:  Social media sites  Blogs  E-mail  Technology Page 51

7. Social Media Facebook, LinkedIn, Twitter Page 56 Page 54

8. Face to Face  Observe body language  Establish of trust  Discuss in depth  Showcase personality  Demonstrate service and appreciation  Close a deal Page 55

9. Agent to Agent  Attend real estate events outside of market  Host convention booths  REALTOR® Association activities  Teach real estate courses  Include other agents in e-mail distribution  Social media groups, RE Bar Camps Page 56

10. Business to Business  Local businesses want to reach same customer base  Generate referrals  Build your own business roundtable Attorneys Bankers Accountants Lenders Movers Contractors Teachers Handymen Decorators Carpet cleaners Page 57

11. Post-Transaction Marketing  Marketing continues after transaction  You want buyers to remember who helped them find their home  Best methods have a long shelf life or provide a valuable service  Testimonials Agents lose repeat business because buyers never hear from them again! Page 57

12. Post-Transaction Marketing Page 59

13. Exercise: Networking Opportunities How do you network? Page 60

14. Contact Management System (CMS)  Organize, sort, and track networking leads  Customized categories help you remember the details  Include personal information for future conversation starters Page 60

15. Do Not Call >Bans telemarketing to residential numbers on the national Do Not Call list >Exceptions:  Express written permission  Established business relationship (EBR) >Must search the national registry every 31 days and purge numbers of registered consumers from their call list Page 62

16. Do Not Fax Bans unsolicited advertisements without the recipient’s prior express invitation or permission Fax must: Be clear and conspicuous Include opt-out mechanism Sender must comply with opt- out within 30 days Permission cannot be faxed Page 63

17. CAN SPAM E-mail must include:  Accurate header and subject lines  Easy opt-out method  Legitimate return e- mail and postal address CAN SPAM MSCM  Mobile service commercial messages  Bans delivery of unwanted MSCM to wireless devices or domain names Page 63