1. Building Your Marketing Machine The Packaging Plant (Bringing it all together)

2. So far your Money Machine consists of – Feeder Mechanism – Part #1 Finder Tool – A way to identify who you are targeting (RealTrends.com, Direct Mail to high rental areas) Part #2 Differentiation Tool – A way to differentiate yourself from your competitors (Realtor Needs Assessment, Expertise in a Niche) Part #3 Delivery Tool – A way to deliver your differentiation and expertise to your target (Presentations to Realtors or Consumers, Phone Calls)

3. So far your Money Machine consists of – Processing Plant – Step #1 – Define your Processing Plants Goal (Build a relationship with Real Estate Agent Partner Prospects) Step #2 – Write down what has to happen to achieve that goal (Know me, Like me, Trust Me) Step #3 – List the tools you have access to that will make that happen (Face to Face, Phone Calls, Seminars)

4. The last part of your Money Machine is the Packaging Plant The Packaging Plant creates the sell-able product For Mortgage Lenders YOU are the sell-able Product There are many Mortgage company’s and very few Programs (yes there are some differences in pricing) The biggest difference is YOU

5. The packaging plant is pretty simple Build the relationship In order to hear YES when you ask for business you must have a Relationship

6. Start every Face to Face meeting with the FORD conversation

7. Example: Hey Freddy McRealty, thanks for meeting with me today. So are you married Freddy? Do you have any kids? (LISTEN) How and when did you get started in Real Estate? (LISTEN) What do you and the Mrs. do for fun? (LISTEN) What is your dream of the future for your business? (LISTEN)

8. Listen for commonality's with your target Spark conversations about things you have in common Ask questions about things that peak yours and their interests A lot of times you will have an entire meeting just getting to know your target

9. If you have a “well engineered” machine, your Packaging Plant will work without much effort Each “part” of your feeder helps to support your Packaging Plant Each “gear” of your processing plant helps to support your Packaging Plant The Machine is how you put these pieces together and your ability to do them consistently

10. Sample Money Machine: Video Email Phone Call Face to Face FORD Conversation Build The Relationship RealTrends.com search Realtor Needs Assessment Phone Call

11. Sample Money Machine: Facebook Ad with demographics for Seniors promoting Reverse Seminar Video Email Phone Call Seminar FORD Conversation Build the relationship

12. This leaves you with a very simple to implement steps that can be repeated with similar results To be successful it relies on your ability to be consistent There is only 1 way to be consistent This entire Money Machine process takes 11 Hours per week

13. MondayTuesdayWednesdayThursdayFridaySaturday Target Search – 8:30/9:00 Email All Targets 8:30 Social Media 9:00/9:30 Open House 11:00/2:00 Face to faces (Stacked) 10:00/2:00 Call Targets – Already doing it 2:00/4:00 Create New Video Email 5:30/6:30

14. Your first Machine Step #1 – Find your Target List of above average Real Estate Agents Step #2 – Make a video and email it to your Target list above Step #3 – Call the people you sent the video email to and ask for a face to face meeting Step #4 – Have the FORD conversation and build the relationship Step #5 – Ask – ”Is there anyone you met this week that I canhelp you get Mortgage Ready” Step #6 – Reap steps #1 through #5

15. Strategies that will help you Build a better Machine Follow Up Formula – This strategy is in essence the Gears of your Processing Plant (email with video, phone calls, cards) Personal Branding – These classes take you through how to deliver your “Brand Promise” (allows you to easier differentiate yourself) Facebook Marketing – These classes show you how to fill your feeder with Ad’s