1. Get Consumers to WANT What you Have Targeting a Responsive Audience

2. Yesterday we discussed ideas on WHAT to Present to buyers This has a BIG impact on your response rate If the “class” is on a subject that appeals to them, they will respond, if it does not make sense for THEM they won’t. (ask your agents what classes would benefit their clients most) Your “Invitations” will be like a movie trailer. Snippets of really good information, but not enough to know the full story

3. Your class subject will also determine your “List” Be prepared to Market your Seminar in several ways Some ways may even cost a few dollars Your Realtor Partners and other Referral Partners are a great way to help you Market your seminar, but only a good beginning

4. Create the Marketing Materials for your partners, and yourself You will need: 1. A good email (a campaign is great, a video is great) 2. A colorful Flyer (enough to entice them but not to much) 3. A Direct Mail piece (set up like a greeting card) Make sure the message is the same across all media

5. Your email needs to be short and sweet, but long enough to entice the reader to take action Give specific benefits NOT features Give specific directions of how they can take advantage of the benefits

6. Hello, You are invited to attend What Every First Time Home Buyer Should Know, a free seminar designed to help dispel all the myths and help people just like you understand the home buying process. We will also be covering different Government Sponsored and Non-Government Sponsored programs that has saved Home Buyers just like you Thousands of dollars on their home purchases?. The What Every Home Buyer Should Know seminar is: January 6 th 2015 from 12:00pm to 1:00pm Possitanos Italian Restaurant (lunch provided) 2266 Tampa rd. Palm Harbor, 34684 To confirm your reservation, RSVP by calling 747-221-6649 or email us at YOUR@email.com.YOUR@email.com YOUR SIGNATUR COMPANY CONTACT

7. Send a video as your email instead Brands you as different Give the viewer a chance to know you SEO it on YouTube (not to get sign ups but future searches=phone calls) Use the same thing you would have sent as an email

8. Hey there, Paul Baxter with Legacy Mortgage group. You are invited to attend What Every First Time Home Buyer Should Know, a free seminar designed to help dispel all the myths and help people just like you understand the home buying process. We will also be covering different Government Sponsored and Non-Government Sponsored programs that has saved Home Buyers just like you Thousands of dollars on their home purchases?. The What Every Home Buyer Should Know seminar is: January 6 th 2015 from 12:00pm to 1:00pm Possitanos Italian Restaurant (lunch provided) 2266 Tampa rd. Palm Harbor, 34684 To confirm your reservation, RSVP by calling 747-221-6649 or email us at YOUR@email.comYOUR@email.com I look forward to seeing you there.

9. Use Power Point to create a cool Flyer Give benefits “Lunch Provided” goes a long way Give them the details Tell them how to confirm

10. Give to your agents to hand out at Open Houses Have a kid put them on windshields in apartment complexes Ask the apartment manager to post it in the mailbox bulletin boards Ask the apartment manager to include in the monthly news letter Distribute in neighborhoods with high number of rentals

11. Have a greeting card created and sent to a targeted list Direct mail companies can help you create this and is part of the fee in using them Direct mail company handles this soup to nuts: List Creative (you ALWAYS get final approval) Print/Stuff Postage Send

12. Direct Mail will cost between 75cents and $2.00 per piece Variables that effect the price: Number of pieces (more pieces = larger discounts) How many demographics you will use (do not skimp here) Type of paper used for printing How many colors in your graphics Make sure you inform them you want final sign off Most Direct Mail firms will send you a “Mock Up”

13. Your class subject will dictate what type of demographics to ask for If you are focused on First Time Home Buyers Apartment complex’s Recent College Graduates Newlyweds Newly Engaged If your subject is VA Loans Area Military bases Area Military Vets in home If your subject is Renovation Loans Older neighborhoods Home Owners in a home more than 5 years

14. You can also use EDDM (every door direct mail) Set up Routs that have high numbers of your target audience Lots of apartment complexes – First Time Buyers Near the Military base – VA Loan Retirement Communities – Reverse Mortgage Create a post card or flyer or even brochure About half the cost of the Direct Mail

15. Once you have consumers RSVP’ing you have to keep them interested Set up a confirmation Follow Up Plan 1. Send and email with the details 2. Send 2 nd email 1 week prior 3. Call 2 days prior with This or That question

16. The 1st email does not need a call to action (you are really just getting them to see your name again) Hello Freddy, Thank for registering for the What Every First Time Home Buyer should Know seminar. Here are the details for your to attend: Possitanos Italian Restaurant 2266 Tampa rd Palm Harbor 34684 We look forward to seeing you there. Paul Baxter Leader 1 747-221-6649

17. The 2nd email is a confirmation, but build exclusivity to make sure you keep their interest Hello Freddy, We are really getting excited about nexts week’s class on What Every First Time Home Buyer Should Know. The response has been tremendous. I have several people on a waiting list. If you are unable to attend, please let us know as soon as possible, so we can allow one of the people on the waiting list to attend. We look forward to seeing you next week. Paul Baxter Leader 1 747-221-6649

18. The phone call is not a “confirmation” call, it is a This or That call Even if there is not a true this or that option Hey Mr. McBuyer, I am calling about the What Every First Time Home Buyer Should Know class tomorrow. Do you prefer regular or decaf coffee?(wait) Decaf, got it, ok my friend. I will see you tomorrow. Do you want the chicken or beef Do you prefer soda, tea or water?

19. Post on facebook Share on Linked In Tell everyone you can to get butts in your seats!