1. JumpStart 16 Weekly Sales Meeting Topic October & November Direct Mail Program Rules & Information

3. Choice: Active Marketing Passive Marketing Active Marketing - You speak to a decision making adult about real estate on the phone or in person: Face-to-face Calling Passive Marketing – Customers hear from you but not in person Online - email, social media, website, etc.) Offline - print advertising, direct mail

4. You Need a Combination of Both for Your Business

5. Examples of Passive Marketing  Email Marketing  Websites  Print Ads  Direct Mail Passive marketing creates “front of mind” awareness in your potential clients – incubating leads.

6. NAR stat: 90% of people say they would work with their Realtor again or would recommend them to someone else – but only 9% do. That is because the Realtor did not keep in touch.

7. Passive marketing methods have more impact when they follow an active experience. Think about this: if you haven’t heard from someone in a long time or never heard from them before, how much impact will a piece of direct mail or an ad have on you?

8. To make more impact and make a lasting impression with passive forms of marketing, you need to get in front of people weekly or bi-weekly. If you start and maintain some active marketing, your passive marketing can then be monthly. Now that’s IMPACT!

9. Direct Mail Marketing Pieces Anything of Value Handwritten Notes What kinds of direct mail can I do:

10. Direct Mail Marketing Go to Toolbox under the Marketing Button - Click on Print and Email Marketing

11. There are several Direct Mail Print Programs and Mailing Services Available

12. Example of Quarterly Event Calendar Mailer 1) Click on Go To Dawn in Toolbox or go directly to GoToDawn.com 2) With this type of vendor you can either mail or send them an address list See Next Slide…

13. Fold-Over Postcard-Calendar of Events $1.35 each with postage, $1.15 no postage $72 Annual Set-up fee includes setup for other monthly mailiers. Visit GoToDawn.com or phone 763.550.3826 ~ Visa or Mastercard Accepted for Payment ~ Example of a mailer and pricing through this vendor

14. USPS.com Every Door Direct Mail Option 1) Click on U.S. Standard Pre-Sorted Mailings or go directly to USPS.com 2) Click on Business, then click Every Door Direct Mail 3) Click on What is EDDM? For complete information. 3

15. Xpressdocs Mailing Options 1) Go to the NRTGateway and click on Xpressdocs, then click on Print & Direct Mail when you get to the site. 2.) Choose from an assortment of mailers. Create a mailing list by radius search or demographics or upload your list. 3. Choose Standard or First Class mail or have the pieces shipped to you 4. You can confirm and pay online. 4

16. inTouch Mailing Options 1) Go to the NRTGateway and click on inTouch Dashboard, Marketing / Marketing Center / Print Marketing. 2.) Choose from an assortment of mailers that you can send to the people you have loaded in your intouch Customer Database. 3. Intouch utilizes Xpressdocs as a print engine, but features of their program are different from our direct relationship with Xpressdocs.

17. Merrill Mailing Options 1) Go to Toolbox, click on Marketing, click Print & Email Marketing, then click on Merrill Corp. 2.) Click on Shop All Products to expose drop down menu where you can select Newsletters, Postcards and many other options..

18. Those are just a few examples – there are many, many choices for things to mail – and how to mail them - the point is – do something – and do it consistently!

19. Handwritten Notes Are a Rare Commodity. They're Also More Important Than Ever. Personal handwritten notes grow rarer by the day. According to the U.S Postal Service annual survey - the average home only received a personal letter once every 2 months, down from once every two weeks in 1987.

21. Properly done, the handwritten note is a real relationship builder because it says to your client or customer that you have taken the time to recognize them as an individual and that their business is important to you.

22. Why should I mail; what do I say? Anniversary of buying house Personals (birthdays, anniversary) Holidays Reminders (Daylight Savings) Life Event (New baby, death of family member) Think out of the box…maybe you drove by or saw something that reminded you of them – write them a note to say it: Hi John & Jane, Just wanted to drop you a quick note to say hi. When we were driving up north this weekend we saw your lake and thought of you and all the great times you had there. It made me smile thinking about you and your family. Hope you are enjoying your new cabin! Your Realtor, My Name And why not sign it like this?

23. But it costs a lot? and Email & social media are free… 10 Notes a Day – 5 Days/ Week……………………………….50 x.49 = $24.50 Postage So only $98.00 a month for postage! And what if you get a sale from it? Remember this is a REAL relationship builder.

24. How Much Should I be Mailing? Come up with a marketing business plan that outlines: * Direct Mail pieces (what/to whom/how many) * Handwritten notes (how many and system of to whom).

25. Do Some Direct Mail! During JumpStart 16 50 Mailers = 1 Drawing Entry AND You may get a client…