3. ALARMING STATISTICS The #1 reason a customer does not come back… they forgot about you. 95% of your happy customers will purchase from a competitor on an impulse. For each month that you don’t communicate with your customers, you lose 10% of your influence.

4. Two Case Studies: Our own first and second home purchases A Real Estate agent I met and never did business with (but she kept in touch)

5. HINT: They’re already in YOUR back yard!

6. 67% of business today is driven by personal referral and word-of-mouth.  What are you doing to attract referrals?  What are you doing to maintain customer loyalty? 91% of customers say they would give referrals, but 80% have not been encouraged to do so.

7. “It doesn’t matter how much someone knows, likes and trusts you if they don’t REMEMBER you when they’re ready to make a buying decision.” - Kathy Paauw How are you staying TOP-OF-MIND?

8. Opportunities to be remembered as someone who makes others feel valued: Gratitude (just because) Birthday Anniversary (wedding, annual renewal, closing) Congratulations (baby, engagement, wedding) Thank you (business, referral, gift, hosted meal) Sympathy Apology Holidays Invitations DO NOT MIX THESE WITH MARKETING! (no business cards) Send a Personalized Greeting Card

9. The most powerful marketing of all... "People will forget what you said, people will forget what you did, but people will never forget how you made them feel." -Maya Angelou

10. Tom Hopkins Thank you Note Habit Within 5 years he went from making less than $50 a month in Real Estate to building an annual sales volume of over $14 million SECRET WEAPON: 10 hand-written thank you cards every single day 99% of his business was by referral within 3 years

11.  Jim McCord  Real Estate agent in Ohio  Transformed his business using SendOutCards Jim’s 3 minute testimonial http://www.youtube.com/watch?v=8nP6rk2GNLc&feature=youtu.be&a (4:21 - 7:19)

12. NOVEMBER BLANKET & COAT DRIVE

13. DECEMBER TOYS FOR TOTS DRIVE

14. FEBRUARY FOOD DRIVE

15. Why multiple contacts? The average prospect will not do business with you until they have seen or heard from you at least 7 times.

16. Let’s Send a Card! www.SendOutCards.com

17. QUARTERLY POSTCARD $0.31 postcard $0.33 stamp $0.64 x 4 = $2.56 per person/yr. QUARTERLY GREETING CARD $0.62 card $0.46 stamp $1.08 x 4 = $4.32 per person/yr. What would that kind of TOP-OF-MIND AWARENESS be worth to you? What you send out comes back!

18. Campaign: Great to meet you

19. Campaign: Making a Difference (appreciation)

20. Campaign: Christmas Card Sent to 722 people with a single mouse click!

21. I’ll do it when I get AROUND TO IT

22. Multiple-Piece Campaigns Create, send and forget (and be remembered!) Create your own or purchase professionally designed campaigns for Real Estate (must have a SendOutCards account to use these): www.SmartFollowup.com

23. Saving Yourself Significant Time Energy Money Visit www.SendOutCards.com/kathywww.SendOutCards.com/kathy to send a few free cards on me.