Cyberguerrillatraining

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD
CONTENTS
[S.M.A.R.T. Program 1-1] YOUR PERFECT CUSTOMER----------------------------------------------------2 [S.M.A.R.T. Program 1-2] VISUAL PSYCHOLOGY------------------------------------------------------------5 [S.M.A.R.T. Program 1-3] S.M.A.R.T. Content------------------------------------------------------------7 [S.M.A.R.T. Program 1-4] CREATING VISUALIZATIONS--------------------------------------------------13 [S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING----------------------------16 [S.M.A.R.T. Program 2-1] CYBER MARKETING------------------------------------------------------------22 [S.M.A.R.T. Program 2-2] SEO-Search Engine Optimization-------------------------------------------23 [S.M.A.R.T. Program 2-3] S.M.A.R.T. Content 2--------------------------------------------------------24 [S.M.A.R.T. Program 2-4] Website Logistics---------------------------------------------------------------26 [S.M.A.R.T. Program 2-5] CYBER GUERRILLA TACTICS---------------------------------------------------30 [C.A.S.H. Systems 1-1] C.A.S.H. Systems------------------------------------------------------------------34 [C.A.S.H. Systems 1-2] 1st Contact/ 3 Week Program-------------------------------------------------36 [C.A.S.H. Systems 1-3] C.A.S.H. Calendar-----------------------------------------------------------------37 [C.A.S.H. Systems 1-4] LEAD TYPES--------------------------------------------------------------------------39 [C.A.S.H. Systems 1-5] C.A.S.H. CONTACT Schedule---------------------------------------------------42 [C.A.S.H. Systems 1-6] C.A.S.H. Roadmap----------------------------------------------------------------43 [C.A.S.H. Systems 1-7] C.A.S.H. Coding-------------------------------------------------------------------44 [C.A.S.H. Systems 2-1] EMAIL SCIENCE 101----------------------------------------------------------------49 [C.A.S.H. Systems 2-2] FORM PSYCHOLOGY-CUSTOMER INTERVIEW-------------------------------56 [C.A.S.H. Systems 2-3] FORM PSYCHOLOGY-HOT LIST--------------------------------------------------58 [C.A.S.H. Systems 2-4] FORM PSYCHOLOGY-SHOWING COMPS--------------------------------------60 [C.A.S.H. Systems 2-5] PERSONAL DEVELOPMENT-PRIORITY PYRAMID----------------------------62
CYBERGUERRILLACONSULTING 2012
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[S.M.A.R.T. Program 1-1] YOUR PERFECT CUSTOMER

In this section you will focus on your perfect customer. Why do you get along with this customer best? Whats the price range you prefer? What gender do you prefer the decision maker? What age group you like to work with the best? What type of personality does your perfect customer have? Do they have children? What type of occupation does your prefect customer have, whats their income bracket? Do you like working with first time homebuyers or experienced buyers? What are the hobbies of your perfect customer? Does working with Investors interest you or do you prefer showing homes to an excited young family? All of these factors will be taken into consideration moving forward because you have the ability to attract this type of buyer through your S.M.A.R.T. Program. Dont feel uncomfortable profiling your customers and the probability of the return on your investment of resources. If you find a customer who clashes with your personality or doesnt fit the criteria of the customers you want to work with, pass them on. Don't get greedy, allow for the type of customers you want to attract into your life. If youre wasting time on customers that are not compatible with your work style and ethics you could be damaging your business in ways that will ripple for many years to come. The following form will help you target your market and realize those youre happiest working with. When you know all the relevant information pertaining to your perfect customer you can place strategic Internet ad campaigns in associations with their hobbies, time of day for ads to run, emotion vs logic, what type of food, where they shop, etc. This information will be used as content in Blogs, WebPages, chat rooms, e-mail marketing, network marketing, and Google ad words.
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Identify your perfect customers for strategic target marketing based upon the following criteria. [GENDER] Personal Preference [AGE] Experience, Buying Power [PERSONALITY] Spontaneous, Investigative [CHILDREN] Marketing Strategy, Emotional Response [OCCUPATION] Marketing Strategy, Personality, Buying Power [INCOME] Buying Power, Personality [OWNERSHIP] Motivation, Time Frame, Buying Power [RE TYPE] Motivation, Time Frame, Buying Power [HOBBIES] Marketing Strategy, Personality, Availability [PURCHASE TYPE] Motivation, Personality, Time Frame
PERFECT CUSTOMER PROFILE

Gender X Male X Female Age Group 18-25 X 26-35 X 36-45 46-65 65+ Ownership X First Time X Owner X Renter Personality Talker X Listener Spontaneous X Investigator Teacher X Student RE Type X SFR TWN Condo Land Multi COM Children X No Yes Occupation X Blue Collar White Collar Days Nights Swing Purchase Type X Primary Vacation Investment
Income $25-$49K X $50-$74K X $75-$99K $100-$250k $250k+
Hobbies Indoor X Outdoor X Weekends Nightly X Active X Sports
Other: Target Traffic for Listings in Ridge Stone area/ Smith Listing
MY PERFECT CUSTOMER IS 26-45, Listener, Investigator, Student, Children, Blue Collar, 50-99K, Owner-First Time Home Buyer- Renter, Single Family Residence, Fishing/Boating/Sailing-Lake Mead Traffic on hwy 98, Primary Residence
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Once you have described your perfect customer you can begin to narrow your advertising efforts to tactical campaigns. Ask yourself the following questions to determine areas of strategic advertising within your marketing area. Use the answers to these questions in your KEYWORD MATRIX to generate specific key words which can create associations to interest of your perfect customer. You will use these area keywords in your recognition marketing tactics to connect with your perfect customer.
CUSTOMER KEYWORD QUESTIONS

Where does your Perfect Customer work? Downtown Area Where does your Perfect Customer shop? Promenade Town Center Where does your Perfect Customer eat? Restaurants within a 3mi Radius of Promenade Where does your Perfect Customer drive daily? Hwy 98 Where do your Perfect Customers children go to school? Centennial High School district Where does your Perfect Customer go on the weekends? Lake, Centennial Games, Skiing What radio stations does your Perfect Customer person listen to? KCGC 1075Fm What News stations does your Perfect Customer watch? KNPR Channel 12 What is your Perfect Customer likely to search for on the internet? Lake, Skiing, Boats Does your Perfect Customer frequently use the internet? Yes Is your Perfect Customer likely to have a Facebook.com or Twitter.com account? Yes Does your Perfect Customer have money to spend? Yes What is your Perfect Customer interest? Boats, Lake Mead, Fishing, Sailing, Car Shows What does your Perfect Customer do on their time off work? Boating, Skiing, Car Shows Is your Perfect Customer is person a spontaneous purchaser? No Does your Perfect Customer require research and information prior to purchase? Yes What problems could your Perfect Customer have? Boat Repairs, Fishing, Weather What would your Perfect Customer seek advice for? Fishing Bait, Boat Repairs, Weather, Lake Camping Cost, Camping Availability, Best Camp Sites, Boating Tips, Cheapest Gas Prices, Lake Restaurant Suggestions, Coupons, Upcoming Car Shows ____________________________________________________________________________ ____________________________________________________________________________
CUSTOMER KEYWORD MATRIX

Who?
___Customer_____ ____Family______ ___Friends_______ ______________ ______________
What?
_____Boating____ ____Fishing_____ ___Camping_____ ____Skiing______ ____Eating_______
Why?
____Hobby________ Family _Bonding ___Relaxation_____ ___Business______ _______________
When?
__Weekends______ ___Nights________ __Holidays______ ______________ ______________
Where?
_Lake Mead______ _Lake Norman___ _Lake Smith____ ______________ ______________ Page 4
[S.M.A.R.T. Program 1-2] VISUAL PSYCHOLOGY

What your customers think about when they think of you or your advertising creates visualizations and emotional responses of excitement, love, fear, hope, and motivations of positive or negative origin. Everything must be taken into consideration. Be aware of the following in with your S.M.A.R.T. Marketing. Colors, shapes and numbers have a strong connection to feelings and emotion. Using the correct colors and color combination is very important to the success of your brand and logo. Also market area demographics should be taken into consideration since they can also have a very important impact as well. Depending upon the characteristics of your Perfect Customer, market area specifics can often override the primal associations listed below which tend to associate to nature. For example: as cities athletic team, college sports teams, local industry, and area destination activities are good examples of color associations. Take into consideration how your Perfect Customer will react with these associations and use them for your benefit. [RED] Red is a very powerful color powerful color often used in daily life and associated with emergencies, stop lights, fire trucks, blood, even love and passion. All of these things associated with red create alertness, strength, power, passion, danger, and warning. Red causes an actual physical reaction within us and lets us know we should be aware. [YELLOW] Yellow tends to makes us think of the sun, flowers, nature. This often creates feelings of comfort, happiness and associations of summer or a day the Lake of the beach. [GREEN] Green makes us think of springtime, nature, grass, trees, plants and vegetables. Green makes us feel safe, comforting and comforting our primal instincts tell us spring is upon us. Green is also associated with money and prosperity which are learned associations. Today green is associated with an entire industry. For example: going green which has an association to recycling, preserving, planet, life. [BLUE] Blue is most often associated with the sky, water, ocean, ice and cool, therefore often resulting in a calm and cooling feeling. Blue is associated with cold as the opposite of red which is hot and depending upon the season or industry can benefit or damage the effects of the campaign.
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[S.M.A.R.T. Program 1-2] VISUAL PSYCHOLOGY

[PURPLE] Purple which is a combination of red and blue can sometimes be associated with mystery, power, luxury, and wisdom. Children tend to have a strong preference to the color purple which is often used to attract their attention. [ORANGE] Orange which is a combination of red and yellow often creates feelings of comfort and passion. Orange can sometimes make the mouth water due to the association to the tartness of a past enjoyment from consumption of the fruit therefore invoking the appetite and alertness. [WHITE] White usually makes us think of clean, purity, perfection, a clean slate or new start. White usually shows any blemished, dirt or mistakes and therefore can create feelings of dysfunction if not perfect. [BLACK] Black which would be absolute opposite of white, yet elegant, sleek, rich, and calming feelings can occur due to the protection night provides. [CIRCLES] Circles usually are associated with the sun and moon. Circles have no beginning and no end, usually representing infinity, power, energy, and comfort. [SQUARES] Squares tend to represent blocks, bricks, therefore stability foundation. Four sides could be interpreted at four seasons, four corners or four directions [TRIANGLES] Triangles sometimes have Association to science, religion, or mysterious unexplained curiosity. Triangles are recognized as a positive shape throughout our planet, time and generations. [NUMBERS] Numbers are closely related to culture and religion. A few numbers which are recognized as positive in the US are 3,5,7,12. While in other parts of the world 3,6,8,9,13 are considered positive and prosperous. Numbers still have a strong subconscious association and can be used in strategic marketing. Sometimes numbers are assigned to us, however when they are not, familiarity with the psychosocial response is important to consider. [CULTURE] Culture should be taken into consideration here as well. Some cultures will respond differently to shapes, symbols and numbers. If your Perfect Customer is from Eastern culture, address numbers, street numbers, house plan and front door location all influence their purchase. If an unfamiliar culture is dominate in your target area, research for viable information such as Feng Shui basics.
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[S.M.A.R.T. Program 1-3] S.M.A.R.T. Content

Content creation encompasses all your marketing. MLS listings, newspaper ads, newsletters, websites, blogs, social media, emails or whatever the marketing it may be, your job duty is creative writer. Your content must appeal to the senses, touch on emotions, trigger memories, and create visualizations of experiences. In this section you will learn about using human emotion, senses, visualizations, and subconscious associations to grasp your customers attention, close a sale and market on the subconscious level. [EMOTIONS] Being conscious of the emotional reaction of your message is the most important part of your S.M.A.R.T. Program. Emotions will determine whether your marketing will have a negative or positive subconscious association. In the real estate industry emotions run high. Even with the logical analytical there is a percentage of the purchase related to emotions especially in regards to the safety and well-being of the family. Decision-makers will give more consideration and spend more to ensure the safety, stability and comfort versus other wants. The various types of emotions in marketing and advertising are Love, Happiness, Sadness, Anger, and of course Fear. Love and Happiness are positive emotional triggers while Sadness and Anger are negative. Fear is a negative emotional trigger, however when a solution is provided, fear is the most powerful of all emotional triggers. Fear is the reason for most emotional purchases and up sells.
+ /-
FEAR
+ _
Love
Sadness
Attention
Anger
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Basic human motivations are based upon either Love or Attention. These motivations drive us from the moment we take our first breath and mold our personalities from childhood. Based upon the amount of love and attention we receive from our parents and our birth order, we can expect various motivations from excess or lack of Love and Attention. We have divided and identified the various motivations your customers might have for their purchase. Identify your customers motivations and use the positive and negative keywords enclosed to create emotional triggers in your marketing or for persuasive sales closing statement. Each subsection has a few positive words to reinforce the customers motivations or negative words for takeaway and creating a sense of urgency for close. Use the following keywords to pull the emotional triggers of your customers when needed.
LOVE
Comfort
ATTENTION
Recognition
Happiness
Accepted
Health
Admired
Safety
Envied
Security
Respected
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[LOVE] Love is a much different motivation than attention and usually encompasses our immediate family. Our desires for loved ones to have Happiness, Comfort, Health, Safety, and Financial Security will determine our motivations in life, especially in our financial motivations such as a home purchase. We will make financial compromises and personal sacrifices for the right house in a safe neighborhood. We will also take into account our familys financial security so we will be concerned about price. However, if our familys Health or Safety is forecasted to be a threat, we will sacrifice Comforts such as house furnishings and Happiness of a new boat to ensure we purchase in a Safe community. Love is a very emotional motivation and when it comes to home buying, its usually the primary motivation. If the safety or health of the family is in question, buyers will go to great extents to protect their most valuable assets. An obvious sign of Love being the primary motivation would be children living at home and the ages. Children usually take precedence over the motivation of Attention from living in an affluent condominium.
HAPPINESS
+POSTIVE Blessed Good Bliss Joy Cheer Laughter Delight Pleasure Ecstatic Merry Enjoy Playful Glad Sunny ________________________ ________________________ ________________________ ________________________ -NEGATIVE Depressed Discouraged Gloomy Misery Pain Sad Sorrow ________________________ ________________________
COMFORT
+POSTIVE Abundance Peaceful Contentment Relief Cozyness Resting Extravegant Satisified Luxurious Sufficient Plentyful Warm Relaxation Well-being ________________________ ________________________ ________________________ ________________________ -NEGATIVE Aggrevation Annoyance Bothersome Distress Disharmony Irratation Torment ________________________ ________________________
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FINANCIAL SECURITY
+POSTIVE Appreciation Income Accountability Investment Budget Net Conservative Taxable Ecomonical Retirement Equity Value Financial Worth ________________________ ________________________ ________________________ ________________________ -NEGATIVE Broke Expense Liability Loss Risky Poor Unsecure ________________________ ________________________
SAFETY
+POSTIVE Cover Safety Defend Security Fortify Shelter Guarded Shield Home Stability Preserve Watchful Protection Well-being ________________________ ________________________ ________________________ ________________________ -NEGATIVE Dangerous Harm Impair Injure Liable Suffer Threat ________________________ ________________________
HEALTH
+POSTIVE Attractive Shape Condition Strength Energy Stamina Figure Support Fitness Tone Form Vigor Power Vitality ________________________ ________________________ ________________________ ________________________ -NEGATIVE Disorder Lazy Illness Gross Repulsive Sick Vulnerable ________________________ ________________________
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[ATTENTION] Attention is different than Love because we can seek Attention from Family, Friends, Co-workers, Neighbors, Strangers, and not be concerned if they Love us or not. Attention encompasses our desires to be Admired, Accepted, Envied, Recognized and Respected. Our desire for attention can stem from our childhood and have many factors such as birth order, parents skill levels, or divorce. When there is a lack of attention as a child, we search for attention outside of the household which is usually academically, socially, from our employer, or negative attention from criminal activity. By our achievements we can expect to be Admired by others and Accepted socially. Others often seek Envy of strangers, neighbors, family, or others. Envy varies from other motivations because those who seek Envy usually are not seeking positive reinforcement. They seek to dominate, compete, and create jealousy. Recognition is typically satisfied from work or school by achievements or accomplishments. Respect can be gained from a title or position at work and usually desired from everyone including family.
RECOGNITION
+POSTIVE Achievment Perform Applaud Proficient Capable Reward Excel Sacrifice Genius Skillful Intelligent Talent Honor Trophy ________________________ ________________________ ________________________ ________________________ -NEGATIVE Incapable Incompetent Ignore Inefficient Negligent Overlook Pass ________________________ ________________________
ACCEPTED
+POSTIVE Approval Manners Chosen Neighborly Entertain Normal Event Popular Friendly Regular Gather Social Hospitality Welcome ________________________ ________________________ ________________________ ________________________ -NEGATIVE Abandon Denied Ditched Opposed Rejected Refused Shun ________________________ ________________________
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ADMIRED
+POSTIVE Adore Like Appreciate Look up to Approve Praise Care for Pursue Cherish Recommend Commend Treasure Follow Venerate ________________________ ________________________ ________________________ ________________________ -NEGATIVE Condemn Despise Disapprove Dislike Look down on Neglect Scorn ________________________ ________________________
RESPECTED
+POSTIVE Appreciative Nice Attentive Patient Considerate Polite Courteous Reverent Dignity Sympathetic Helpful Thankful Manners Thoughful ________________________ ________________________ ________________________ ________________________ -NEGATIVE Mean Impolite Inconsiderate Intrusive Rude Selfish Vulgar ________________________ ________________________
ENVIED
+POSTIVE Advantage Desire Competition Game Compete Rumor Controversy Rival Contendor Idolize Covet Jealous Crave Want ________________________ ________________________ ________________________ ________________________ -NEGATIVE Equal Exact Fail Identical Matching Same Share ________________________ ________________________
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[S.M.A.R.T. Program 1-4] CREATING VISUALIZATIONS

[VISUALIZATIONS] Painting a visualization of an experience from the past, present or future can be used in all your marketing, from MLS listings, newspaper ads, websites, blogs, newsletters, and emails. Your job title includes being a creative writer and in some situations words are all you have. Use your words to paint a visual image for your customers by using the following descriptive words to appeal to the senses. Describe how they will feel, what they smell, taste, see and hear, because when customers can begin to visualize their family in the house your showing, youre very close to writing an offer. Also identify who is experiencing the situation with them. Can your customer imagine the ecstatic screams of joy and laughter as their children are playfully splashing in the crystal clear blue water of their new pool on a relaxing summer weekend while a rack of juicy baby back ribs are slow roasted on the BBQ as they sip on an ice cold beer? My mouth is watering just thinking about it. For visualizations use the following formula and initiate with Power Triggers such as Can You See, Think, Dream, and Imagine. Including the customers name while describing the situation will help with the personal connection to the visualization also.
WHO [ ? ] + MOTIVATION [ ? ] + EMOTION [ ? ] + SENSE [ ? ] = VISUALIZATION
***For Subconscious Associations include [BRAND] in Marketing.

WHO +MOTIVATION+ EMOTION+ SENSE +VISUALIZATION + [BRAND] = SUBCONSCIOUS ASSOCIATION
Example: WHO: Family MOTIVATION: Happiness/ Health EMOTIONAL TRIGGER: Love/Attention SENSE: Hear, See, Feel, Taste, Smell VISUALIZATION: Imagine the ecstatic screams of joy and laughter as Mark and Julie are playfully splashing in the crystal clear blue water of their new pool on a relaxing summer weekend while a rack of juicy baby back ribs are slow roasted on the BBQ and you sip on an ice cold beer Bob..
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[WHO] Use the WHO component to identify WHO besides the individual or couple that is experiencing the situation. When someone else instead of the individual or couple is identified, the visualization is stronger because it appeals to our primary motivations of Love and Attention from others. While a couple is two people, they typically are not as motivated to please each others as they would their children, other family, or friends. WHO: Family, Children, Husband, Wife, Friends, Co-workers, Neighbors, Strangers
[MOTIVATION] Use the MOTIVATION component to identify what your customers motivations are and how you can construct positive or negative visualizations. What Personal Motivation is being stimulated? LOVE: Health, Financial Security, Safety, Happiness, Comfort ATTENTION: Acceptance, Admired, Envied, Recognition, Respect
[EMOTION] Be aware of what type of Emotion your visualization will trigger in your customer and that Emotion is in alignment with your overall intention. The Emotion which is to be expected from the stimulation of the Motivation EMOTION: Love, Happiness, Sadness, Anger, Fear
[SENSE] Entice the senses with descriptive words that appeal to the senses. The right words which appeal to the senses at the end is like a big red bow. SENSE: Hear, See, Feel, Smell, Taste
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SENSES
SEE
Angular Branching Bright Circular Cloudy Colorful Colossal Contoured Crystalline Curved Distant Elegant Enormous Fancy Flickering Glamorous Gleaming Glistening Graceful Motionless Murky Petite Pristine Quaint Radiant Rectangular Swooping Translucent _______________ _______________
HEAR
Bang Blare Buzz Chime Chirp Clash Crackle Croak Crunch Fizz Grind Gulp Melody Murmur Rattle Roar Rustle Sizzle Slap slurp Snarl Strum Tap Thud Twitter Whack Whine Whistle _______________ _______________
FEEL
Blistering Coarse Cold Cottony Damp Dry Feathery Frosty Furry Fuzzy Hairy hot Knobbed Knotted Leathery Limp Lumpy Lustrous Oily Puffy Ribbed Rough Rubbery Sandy Scorched Seared Sticky Wet _______________ _______________
TASTE
Bitter Briny Buttery Crisp Devine Dry Fiery Flavorful Fresh Fruity Full-bodied Gamy Gross Juicy Luscious Rank Rich Roasted Robust Savory Sharp Simmering Sour Succulent Sweet Tangy Tart Zesty _______________ _______________
SMELL
Aroma Bouquet Bristly Burning Delicious Earthy Essence Fishy Floral Flowery Fragrance Fresh Incense Light Mildew Minty Moist Moldy Musty Perfume Piney Pungent Savory Stale Stench Stink Strong Sweet _______________ _______________
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[S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING
S Subconscious
[Association]
[Situation] Event-Episode-Incident-Occasion [Occurance] Circustance-Condition-Location-State of Affairs
M Marketing A
[Internet] Website-Landing Page-Blog-Ad CampaignExchange Links-Social Media [Literature] Brochure-Direct Mailer-Magazine-Newspaper [Signage] Billboard-Grocery Carts-Vehicle-Promo Items [Interaction] Networking-Voluteering-Socializing
Area
[Demograpic] Gender-Age-Income-Family-Ownership [Location] Private-Public-Address-Zipcode-City-StateCounty-Community-Vacinty-Mi Radius [Route] Travel Patterns-Hwy-Freeway-Roads-Insections
R Recognition T Tactics
[Frequency] Daily-Weekly-Monthly-Annually-Sporadic [Delivery] Visual-Audible [Trigger] Word-Phrase-Thought-Experience-Memory [Emotional Expectation] Happy-Sad-Excited-AwareFearful-Confused-Postive-Negative
[Process of Delivery] Plan-Action-Steps-Tasks
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Our conscious mind is only aware of approximately 10% of our thoughts and actions. The other 90% is our subconscious mind which is responsible for every other task in our daily/nightly operations. Our subconscious mind controls muscle movement, heartbeat, blinking, balance, and every other activity which we are not consciously aware of making ourselves. Our subconscious mind is making millions of simultaneous decisions a day, which is overwhelming to comprehend. The S.M.A.R.T Program is based upon the understanding that our subconscious is the most powerful part of our mind. Therefore the most effective marketing we can create is through creating memories of ourselves or brand which are triggered subconsciously by association to a situation or recurring event. Subconscious associations are triggered by sound, smell, touch, taste, or something we see which creates a positive memory of a situation which includes brand. Your objective is to identify and align your brand recognition with as many positive associations to your target customers as possible. Positive associations are consciously and subconsciously retriggered in an ongoing basis from existing marketing, occurrences, situations, circumstances, events, by participation or providing solutions to or prevention of a problem with FREE tips, guides, services or advice. Certain situations, businesses, attractions, hobbies or culture will be specific to your area. Therefore analyze your perfect customer and target your marketing accordingly. Use the Keyword matrix from your perfect customer form to brainstorm ideas of associating your business with situations, circumstances, events or current marketing for a subconscious association every time these topics are seen, experienced, or thought about. The Subconscious Marketing form below is your S.M.A.R.T. Marketing plan. Name your Marketing Plan and use the Acronym to identify your tactics. Also note keywords to use in your marketing which will create an association to your brand. Make notes of your contacts, leads generated sales, cost, and revenue. A budget sheet, lead log and sales log are included too. These S.M.A.R.T. Marketing strategies are for long-term area recognition marketing.
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S.M.A.R.T. Marketing
[PROGRAM NAME] Lake Mead [Start] 3-15 [End] Ongoing
[KEYWORDS/Triggers]
Ridge Stone, Lake Mead, Fishing, Boating, Skiing, Bait, Boat Repairs, Camping, Weather, Camp Maps, Camp Prices, Montys Gas/Bait, Fish Types, Tackle, Tide Chart, Lake Mead Cost SUBCONSCIOUS [Situation/Occurrence] Fishing/Camping/Skiing at Lake Mead with Family/Friends
[Association]
M MARKETING A AREA
[Internet, Signage, Literature, Interaction] Blogs, Facebook.com, Google+, Youtube.com Flyer, Networking, Volunteering
[Demographics, Location, Route] 5 Mile Radius of South Lake Entrance, Hwy 98, 25-45/50-99k/children, **Ridge Stone 3/2-4/3, 1500-2500sf, $150-$250k, Entry Level [Frequency, Delivery, Trigger, Emotional Expectation] Weekly/Sporadic Recognition via Internet/Experiences. Triggers: Boating, Fishing, Camping. Expecting Positive Emotions of Love/Attention. Appealing to Motivations of Happiness, Recognition, Acceptance, Respect [Process of Delivery] Blogger.com for Blogs, Search lake mead on facebook.com ad fans as friends, youtube video of Lake Mead fishing tips, affiliate flyer for local gas stations/restaurants/businesses related to Lake Mead, Volunteer/Clean our Lake Day, join Yacht Club
R RECOGNITION
T TACTICS
[NOTES]
Check with park Service for Volunteer events and other scheduled activities.. Any fishing competitions to sponsor?? Company Contact Email Phone Montys Gas/Bait Monty 702-332-3343 [Notes] contact Monty for affiliate brochure and possible coupon for gas Park Service info [Notes] check for events/see notes lakemeadpark@nv.gov 702-334-4443
[Notes LEADS IIIII IIIII III SALES II $ 56.25 COST REVENUE $ 5230
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S.M.A.R.T. Budget
PROGRAM NAME
Lake Mead Lake Smith Centennial High School Las Vegas Motor Speedway Farmers Market MyWebSite.com NW Newsletter Farm Hwy 98 Signage
Budget %
5 5 5 10 10 20 15 30
COST $56.25 $45.23 $51.19 $95.33 $110.20 $195.20 $140.23 $298.75 $ $ $ $ $ $ $ $
LEADS
13 4 19 22 9 62 12 1
SALES
2 0 1 2 1 2 0 0
REVENUE $5230 $0 $3226 $6887 $3556 $7732 $0 $0 $ $ $ $ $ $ $ $
TOTAL
100%
$992.38
142
$26631
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S.M.A.R.T. Leads
20__15__ Advertising Affiliates Brochures Business Cards Direct Mail Networking Online Advertising Referrals Sign Calls Walk-ins Website Jan 3 5 1 0 1 15 20 12 3 4 50 Feb 2 7 2 1 0 10 23 14 2 2 55 Mar Apr May Jun July Aug Sept Oct Nov Dec S.M.A.R.T.?
Y N Y N Y N Y N Y N Y N Y N Y N Y N Y N Y N Y N Y N Y N Y N Y N
TOTAL
114 118
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S.M.A.R.T. Sales
20___15___ Jan Advertising Affiliates Brochures Business Cards Direct Mail Networking Online Advertising Referrals Sign Calls Walk-ins Website 1 2 1 1 1 2 Feb 1 1 1 Mar Apr May Jun July Aug Sept Oct Nov Dec S.M.A.R.T.?
Y N Y N Y N Y N Y N Y N Y N
1 1
1 1 1 1
Y N Y N Y N Y N Y N Y N Y N Y N Y N
TOTAL
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[S.M.A.R.T. Program 2-1] CYBER MARKETING

Use the tactics learned in the previous sections for the psychological aspect of your content. However, with your web content, you must take into consideration search engine scrutiny. When creating Web Content, you must take into consideration the relevance of your content in relation to the search words of your customers. Keywords will determine your search engine ranking for Organic searches and how much you pay for paid searches. Website functionality will determine the length of time a customer searches for homes on your website and the probability of lead capture Also, you must take into consideration what your perfect customers will be searching for. This is why identifying your perfect customer and their interest is so important for your Web Content. Once you have an idea what your perfect customers interests are, you can create free blogs, websites, landing pages, and connect through social media. Become an expert in the interests of your perfect customer even if some of the interest are not your own. If your perfect customer is of the opposite sex, have your husband or wife help create content. Having content which match the searches of your perfect customers will allow you to create material which solves problems, prevents problems and saves money, therefore creating positive subconscious associations of your brand name to their recurring experiences. Cyber Guerrilla tactics are either FREE or little cost to promote brand, increase search engine ranking, drive traffic to website, generate leads, and increase business. Regardless of your Marketing Budget, if you have a computer, they should be writing Blogs, Websites, Landing Pages, or on Social Media promoting yourself and capturing leads. [AFFILIATES] A group of carefully selected affiliates are essential to a strong online presence. The more links your website has to it from other websites, the higher the search engine results. Affiliates can post links on their websites to your Real Estate Company for Real Estate help and you can create an affiliate page to help your customers find a Plumber, Electrician, Lender, Title Company, Insurance Agent, etc. Affiliates are also used in the training program for network marketing ideas and affiliate brochures. A brochure which can be left at a customers house with a list of businesses which come highly recommended is priceless.
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[S.M.A.R.T. Program 2-2] SEO-Search Engine Optimization

[SEO- Search Engine Optimization] Search Engine Optimization is detrimental to your web presence and directly reflected in your lead generation. Without a properly optimized website, you jeopardize your search engine ranking and are financially penalized by paid ads (PPC). You should visit your company website frequently, asking for customer feedback regularly. A properly optimized Real Estate website should be generating several hundred leads per month. Other factors such as links, relevance and other sites will increase your search engine ranking. Companies can be hired to increase your search engine ranking and optimize your website if youre willing to pay for the service. There are two types of search engine ranking, organic and paid. Both are relevant to your websites content. Organic search results are based upon your websites content and relevance to the search. Organic searches take content and function into consideration. Paid searches also take content and functionality into consideration except they penalize you with ad cost vs ranking. All in all, a dysfunctional website is costing you money. According to NAR (National Association of Realtors), 9 out of 10 buyers use the Internet for home buying and 74% of buyers will work with the first agent they speak with. Having a functional website to accommodate CYBER BUYERS/SELLERS is the frontline in CYBER Business Warfare. Before we get started, ask yourself the following questions regarding your website: 1. Does your website have home search capability on the first page? 2. Does your website require completion of a lead form for information? 3. How do you capture leads? 4. What services or value does my company offer? 5. Is my direct company contact information on every page? 6. Do I have helpful community information available? 7. Do I have multiple landing pages with detailed information? 8. How long do my pages take to load? Is my website mobile friendly? 9. Is my website user friendly with soothing colors and calming graphics?
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[S.M.A.R.T. Program 2-3] S.M.A.R.T. Content 2

[Website Content] Website content is very important to Organic search results and paid ads. Community information on your company website allows your company the opportunity to be local experts, promotes affiliate partners, create subconscious associations to your community, and generate leads. Having the right amount of keywords in your content will also affect your search ranking. Professionals recommend 1-3% keywords in content. For example, if your page content is focused on local community events, use the keyword which describes the focus, 1-3 times per 100 words. Keywords in excess will raise red flags with search engines and penalize your website. A few more things to remember when creating content is the customer scanning your page. They are looking for exactly what they searched for. They do not want to read a novel before they get the information they searched for. Internet is different than newspapers, magazines, books, etc. Use short sentences and easy language Small paragraphs or blocks of words less than 100 and 1 topic per block Use a Bold Subject Lines, Bullet Points and Numbers Bold the KEYWORDS so the reader knows the content is relevant Be Helpful in your content: Solve a Problem, Prevent a Mistake, Save them Money
TOPICS of INTEREST
Antiquing Archery Backpacking Baseball Basketball Billiards Boating Camping Car Clubs Coin Collecting Computers Cooking Crocheting Cycling Dance Darts Fantasy Football Fencing Fishing Gaming Golfing Home Theater Hunting Ice Hockey Jogging Martial Arts Mechanics Metal Detecting Motorsports Music Nascar Paintball Painting Radio Controlled Sailing Scrapbooking Sewing Singing Skiing Soccer Sports Surfing Tai Chi Traveling Yoga
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[S.M.A.R.T. Program 2-3] S.M.A.R.T. Content 2
Who? Customer Family Members
Friends
Co-workers
Where? Lake Mead Lake Norman
What? Fishing Camping
Lake Smith
KEYWORD
Skiing Dining
Fishing
When? Weekends Nights Holidays
Why? Hobby Family Bonding Relaxation Business
KEYWORD MATRIX
Who?
Customer Family Friends Co-workers Clients _______________
What?
Fishing Camping Skiing Dining _______________ _______________
Why?
Hobby Family Bonding Relaxation Business Happiness Attention
When?
Weekends Nights Holidays _______________ _______________ _______________
Where?
Lake Mead Lake Norman Lake Smith Fishing 100mi _______________ _______________
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[S.M.A.R.T. Program 2-4] Website Logistics

[WEBSITE SEARCH FORMS] Real Estate websites must have a search form on page one and all landing pages, otherwise potential customers will immediately click back to original search. [WEBSITE LEAD CAPTURE] If you offer FREE searches in your area without registration, you will require something of value to capture leads. Other Real Estate companies offer additional information about properties or ability to save searches if customers register. Depending on your competitions websites, you might want to consider offering free MLS searches. However offering several downloadable Tips on home buying or selling is another tactic. Customers will provide you with their information if they think they can save money or prevent frustration. By providing tips or guides to help them in their searches, you have something of value to offer. [WEBSITE LOAD TIME] Your website should load immediately. Remove any large images or java script which takes too long to download. According to recent research smart phones are exceeding the usage of desktop computers for Internet access. If your website is not mobile friendly, you are losing over 50% of customers due to unacceptable load time. [WEBSITE VISUAL APPEAL] Having a visual appealing website is vital to your customers time on website, therefore increasing probability of registration and lead capture. Information should be orderly and not overwhelming. Some webmasters build home page with too much content in attempts to be relevant to web searches, dont do this, thats what landing pages are for. Home page should be simplistic and easy to navigate. Dont overwhelm customers with graphics or content. Keep it simple and direct. Front page should have a Home search and a direct contact number. Be mindful of your color schemes also. Visually soothing and calming colors such as blues and greens, will lead to longer search sessions. If you must use a background, make sure its a skyline, ocean, or grass. Create a visually soothing home search experience and increase probability of lead capture. [WEBSITE CALL TO ACTION] Real Estate websites which are the most successful have an immediate call to action. My favorite is a click to call or click to chat button. These types of features are easy to install and help reduce the feeling of separation from customer to business. Internet users are becoming accustomed to instant information and demand instant answers to questions. If your company can focus on quenching Internet users thirst for instant knowledge, you will become very successful. According to LeadQual.com, first to call a lead increases conversion by 238%. According to NAR, 74% of buyers and 75% of sellers will work with the first agent they talk to.
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Websites and Blogs are easy to create, fun and FREE. There are countless FREE Websites and Blog sites to choose from. For an example of how easy they are to create, lets build something to target our perfect customers and their interest of fishing. Customers who can afford to pay a couple hundred dollars for a day of fishing are most likely to be able to afford their own home and be very enthusiastic about their interest. Find a way to save them money, solve or prevent a problem and brand you name with the advice. When your advice is remembered and continuously utilized, your brand will be subconsciously associated to the positive experience. The Perfect Marketing Strategy.. S.M.A.R.T. Marketing
1. Go to Googleadwords.com and use the keyword tool. Type in [Coos Bay Oregon Fishing] The local results for [Coos Bay Oregon Fishing] was only 590 searches the past month (10/12). However look at the other searches which keywords can be used as your content. Charter Fishing was searched 230,000 for the area. So we will change our focus from Coos Bay Fishing to Coos Bay Charter Fishing and use the other searches for keyword in our content. a. Coos bay fishing 590 b. Sturgeon Fishing 9,900 c. Halibut Fishing 14,800 d. Deep Sea Fishing 165,000 e. Fishing Charters 201,00 f. Charter Fishing 230,000 2. Use subjects of discussion which solve a problem or avoid frustration/pain. a. 10 tips to Charter Fishing in Coos Bay, Oregon b. The DOs & DONTS of Charter Fishing in Coos Bay, Oregon c. Rules to live by when Charter Fishing in Coos Bay, Oregon d. Top 10 Charter Fishing Secrets in Coos Bay, Oregon e. Check List when Charter Fishing in Coos Bay, Oregon f. Question and Answers
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With the information from googleadwords.com keyword search you will now be able to use the most searched words and include them in your website content and blogs. For example:
Top 5 Fishing Charters in Coos Bay, Oregon

Coos Bay, Oregon is in the Southwest region of Oregon and home to some of the Pacific Northwests finest Charter Fishing. Before you make your reservations however, be sure to use one of my recommended Fishing Charter Companies for the best experience. Top 5 Charter Fishing Companies in Coos Bay, Oregon 1. Queen Marys Queen Marys Charter Fishing Service offers a wide variety of options for the beginner or avid Deep Sea Fishing enthusiast. Queen Marys has three fulltime vessels to choice from and operates year round. Fish for Halibut, Salmon, Rockfish and Sturgeon depending on season. Tell Mary, Bob from ABC Real Estate sent you and you will be sure to get Red Carpet Service. 2. Frank & Sons Frank & Sons Fishing Charter Service are a smaller outfit, however they know their stuff. They will take you to all the hotspots which have been in their family for generations. Frank & Sons usually catch their limits within a few hours, whether youre fishing for Rockfish or Halibut, this outfit has you covered. Tell Frank, Bob from ABC Real Estate sent you and theyll clean your fish FREE of charge. 3. ETC. 4. ETC. 5. ETC. Dos and Donts Be sure to bring a set of dry clothes February- June. The seas in this part of the Pacific rise to 35 swells during this timeframe. If youre an newbie do yourself a favor and buy some motion sickness pills. Walgreens has motion sickness pills and patches at at a fraction of the cost of the money youre spending on your Fishing Charter. If youre not sure, get this anyway. Theres nothing worse than being 6 hours from shoreline with motion sickness and missing the time of your life.
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Buy or Sell a home and use Bob Smith as your Real Estate Agent and the next fishing charter is FREE <(HOOK) My Name is Bob Smith and I have been a local in Coos Bay, Oregon for over 35 years. I moved to Coos Bay when I was 9 years old with my family and have been an outdoor enthusiast ever since. My other passion is Real Estate. I have been a Real Estate agent at ABC Brokerage since 1995. My experience in the area and network of affiliates will ensure you are satisfied at every juncture in your move. If youre local, Im sure you already know all about me. ***Certain Rules and Restrictions Apply***
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[S.M.A.R.T. Program 2-5] CYBER GUERRILLA TACTICS

Cyber Guerrilla tactics are either FREE or little cost to promote brand, increase search engine ranking, drive traffic to website, generate leads, and increase business. One of our program highlights is ALL of your agents can use these tactics regardless of their income or budget. If you have agents in the office, they should be driving Cyber Traffic to your company website. After our course, your agents will have the skills to prepare them to be Cyber Guerrillas in the NEW battlefield, the INTERNET! [BLOGGING] Blogging is by far one of the most effective Cyber Guerrilla tactic in the Cyber Battlefield. Blogs get high rankings fast. Bloggers can create as many blogs as they have time for. Blogs containing a multitude of FREE information of Tips to prevent buyer/seller frustration and save them MONEY! Our course will teach your agents to become effective bloggers and help them create material with keywords which will be relevant to their perfect customers interest therefore, creating subconscious associations to your brand. Imagine searching for the best fishing spots and finding a blog from Bob Smith at (your company) with all the local hot spots, tips, bait to use, and best time, etc. Blogs create positive subconscious associations to your company and your sales force. Anytime agents are not showing homes, they should be blogging or raising your company flag in the Cyber Battlefield. Most blogs have the ability to leave comments for Cyber Guerrillas to comment and leave links back to their websites. Blogging is a weapon and we will train your Cyber Guerrillas to use it effectively. [LANDING PAGES] Landing pages are used to provide relevant information to the search engines. Landing pages are used to reduce the cost of PPC (pay-per-click) ads such as Google Adwords. By having a page with all relevant information to the keyword search, ad cost is reduced. For example, say your company wants to create a series of landing pages for your area. You would purchase a series of domain names and have the page content targeted for the specific search words. [SOCIAL MEDIA] Social Media requires time, attention, maintenance and to be successful, interaction will be required. However social media is generating mass amount of website traffic and leads to companies who know how to use it properly. A good thread of comments will continue to repost the conversation in the news feed of all the friends to view upon every like or share. Company branding on Social Media should be personal and offer valuable information or coupons. Companies should never post more than once per day. Our program identifies the best times and days to post on Social Media based upon peak user logins for maximum effectiveness. Here are the Top 5 Social Media sites your company should have a presence on and why.
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1. [Facebook.com] Facebook recently reached 1 Billion users and is by far the most popular Social Media site of all time. Facebook is now a publicly traded company and offered to shareholders with a value of 100 Billion. Facebook has some great features for networking including a profile and a fan page which can be liked and shared between networks. Social networks include all of a users friends and all of their friends and so on. When a user comments, likes, or shares on a post of other profile/fan page, everyone in the users sphere of influence is notified. This is like an advanced, hybrid, 21st Century referral program on steroids. When a Brand post a new product or information, everyone who has previously like the fan page or is a friend, will have the information on their user page. Facebook is marketing perfection and its FREE. There is however a new feature which allows the purchase of ads similar to Adwords and is demographic specific for perfect customer targeting without having the user as a friend. 2. [Twitter.com] Twitter is also a popular social networking site. Were not huge fans of Twitter and usually find my focus attention on Facebook due to effectiveness. However having presence for a Business can be advantageous. 3. [YOUTUBE.com] YouTube.com is getting more and more social lately. If you create a profile, followers can be notified of new video post. We like Youtube.com because of search engine ability. You can target keywords in your youtube.com description for maximum effectiveness. Youtube.com is a great site to place video interviews with customers, Virtual Tours, Buyer/seller classes and tips, how to videos are also popular. A great idea would be to create a video on how to winterize your home from (Your Company). By creating a video on Winterization, you would be solving a problem which could cost a home owner a lot of money and makes your company an expert. Furthermore, by creating a positive solution to a possibly costly problem, your company will have a positive subconscious association every time the customer is reminded of how cold it is outside and how your company has helped them for FREE. Subconscious Association marketing is identified and taught in our S.M.A.R.T. Program 4. [LINKEDIN.com] LinkedIN is also a popular social media networking site. LinkedIN.com is geared more towards business, however, any recognition on the Internet is beneficial to your business. We recommend having a presence on this site, with limited focus unless you have unlimited time. 6. [GOOGLE+] Google is now in the social media realm as well. They have countless features which include video conferencing called hangout. Video/photo uploads. Circles of friends etc. If youre not on Google+ yet, get on and learn the programs because its on a roll and interconnected with Googles other features including Gmail, Blogger, Adwords, and Adsense. All one big happy family of Cyber dominance your company needs to create an alliance with. Also, by having a Google+ account, your company will be recognized on map searches sometime resulting in first page results.
CYBERGUERRILLACONSULTING 2012 Page 31
SOCIAL MEDIA STATISTICS

Facebook.com now has over 1 Billion users, 600 million mobile users (Source: Facebook.com 2012 Q3 Earning report) From 2011-2012, users following a BRAND have increased from 16%-33% 23 % of Facebook.com users access account 5+ times a day (Source: Socialnomics.com) 91% of todays online adults use Social Media regularly (Source: Experian.com) Companies who blog receive 55% more traffic than those who dont 67% of business to customer brands have gained a customer from Facebook.com (Source: Hubspot.com) 20% of facebook.com users purchase a product because of an ad or comment they saw (Source: Mimicast.com)
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[GOOGLE ADWORDS] Adwords is the name of the ad creation feature from Google. However, other search engines are affiliate of Google for a one stop shop of paid ad campaigns. There are 4 thick books lining the library with tactics for Adwords campaigns. We offer referral to company who specialize in Google Adwords. Adwords are very complicated and sensitive to your website content and landing pages. Adwords costs are relevant to the competition and search word ranking. The beauty of creating an account, even if you might not be ready to pay for ads, is you will have access to the keyword search for your area. Using the FREE keyword search will show what the most popular search keywords are for your demographic. Yes, they know what the most popular search words for your specific city and zip code. Once you have INTEL like this you can optimize your websites, blogs, and landing pages accordingly. Play around on Adwords and get familiarized, if you like. However, know a company who specializes in Adwords will save you their cost+ by optimization of your campaigns. Another great feature is you can set a daily limit for paid ads according to your budget so you never go over. On paid ads, use the number of MLS listings you have available, the Google Search Tool, and have as much relevance to the most popular searches as possible. Let the customers know your site has FREE access to all the MLS listings including addresses, maps, saved searches and details.
GOOGLE ADWORDS
[Search Words]
Portland Oregon Real Estate NW Portland Real Estate

www.PortlandRealEstate.com Portland OR Real Estate Search 150000+ Listings FREE
Portland Oregon Condos

www.PortlandRealEstate.com 15000+ MLS Pictures Maps Agent 541-225-1798
Joe Blow Realty

JoeBlowRealty.com We have homes to View on our website
Portland OR Real Estate

JoeBlowRealty.com Portland Real Estate Condos Townhomes
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[C.A.S.H. Systems 1-1] C.A.S.H. Systems

Internet Leads are much different than traditional Real Estate leads from signs, walk-ins, or referrals. Internet Leads require a very strategic long term prospecting plan which has various stages of priority contact based upon interaction and interest. The number one problem with conversion ratios from Internet Leads is agents treat Internet Leads the same as traditional leads. Most Internet Leads receive one call and an email than forgotten. However companies which specialize in Internet Leads are now beginning to realize realistic expectations of Internet Leads and have adjusted their tactics. Internet leads should have at least a two year conversion plan. Studies show most Internet buyers are approximately 18 months out from a purchase once they begin to search for homes. There is a new breed of buyers that are using the Internet who do not want to be contacted, yet they want instant information. Your objective should be a personal meeting with the customer as soon as possible in order to create a personal relationship with the customer. You will need to provide outstanding service by providing value to the customer. You will also be required to keep in contact as much as possible. C.A.S.H. Systems has identified various types of leads with step by step methods of contact so you will never have to wonder about what to do next again. Remove the expectations of instant purchases by Internet leads and see them for what they are, a long term purchase.
CONTACT
Call Email Connect
APPOINTMENT
Office Proprty Neutral Location
C. H.
HELP
Provide Value Solve/ Prevent Problems Keep in CONTACT
A. S.
SELL
Show Offers Escrow
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[C.A.S.H. Systems 1-1] C.A.S.H. Systems
INTERNET LEAD STATISTICS

4-6pm the best time to contact 114% vs worst time 1-2pm 8-9am and 4-5pm the best time to call unqualified leads 164% better than 1-2pm Odds of contacting the lead in the 5 minutes is 21 times greater than 30 minutes Odds of calling to contact the lead decrease by over 10 times in the first hour Average calls to reach a customer are 9-10 calls. (Real Estate Agents average 1.3 calls) Only about 20% of leads are actually ever spoken to 35-64% never received a call at all (Source: Forbes.com)
in 2005 more than 70% of consumers used the Internet for making Real Estate decisions and half of those conducted business with the first Real Estate agent who contacted them 74% of all buyers and 76% of all sellers will work with the first Real Estate agent who talks with them 75% of all customers came through the Internet and 23% of those leads received callbacks within 8 hours of completed of contact forms. (Source: Realtor.com)
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[C.A.S.H. Systems 1-2] 1st Contact/ 3 Week Program

[1st CONTACT] Contacting Internet customers must be very strategic. All customers should have different priorities based upon probability of conversion. However, you will not know what those priorities are until you make 1st Contact. When an Internet lead is generated from an online form, every minute is crucial to the conversation of the lead. Studies show the vital importance of making first contact within 15 minutes. 15 MINUTES!! Some Real Estate agents wait hours or days and only follow-up with an email. It is no surprise every time they call an Internet lead they do not get a return call or the customer is already working with someone else. If you do not make contact on your first try, do not give up! It takes an average of 9-10 calls to make contact. This is a perfect example of a 3 week campaign for 1st contact. A combination of 10 calls and 5 emails on the most probable days and time to make contact. If no contact is made during this period, then begin NO Contact DRIP Campaigns and newsletters on a monthly basis combined with monthly phone calls. The first stage is to contact the customer in the information gathering stage and create a relationship. Set your bar high with 15 minutes upon first alert of new leads and 12 calls. The objective of your 3 Week Program is an aggressive attempt at 1 st Contact. If no contact is made within the 3 Week Program then place in a monthly DRIP Campaign on a two year plan. [3 WEEK PROGRAM] The 3 Week Program is carefully designed for contact on the days and times which are proven to have the highest probability of contact over a 3 week cycle.
1st Contact / 3 Week Program

Monday Week 1 Week 2 Week 3
Tuesday 8-10am [E1] 8-10am [E3] 4-7pm
Wednesday 4-7pm 8-10am 8-10am
Thursday 8-10am[E2] 4-7pm 8-10am
Friday
Saturday 9-11am 3-6pm[E4] 9-11am[E5]
Sunday
[2.2.3.4. FORMULA] The 2.2.3.4. Email Formula should be used for 1st contact/ 3Week Program. This formula is an easy reminder of the days which emails will be sent. You should have a Saved Folder with 5 very strategic emails ready to copy and paste in 2.2.3.4 prospecting day intervals.
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[C.A.S.H. Systems 1-3] C.A.S.H. Calendar

[C.A.S.H. CALENDAR] Your C.A.S.H. Calendar is a 3 Week Program that should be used daily. Your C.A.S.H. Calendar already has 3 weeks of C.A.S.H. Blocks scheduled and everything you need to create a color coated priority level scheduling system for maximum efficiency. Take some time as soon as you are able to identify all your business related task and place them into the proper categories. Reds are priority level 1 and must be done the day scheduled. Yellows are priority level 2. Yellows should be done the day scheduled, however if they are not completed then they are moved to a Red Level for the following day. Greens are Level 3 and are called floating tasks. Greens can be done at your leisure or after regular business hours. [REDS-P1] Priority #1 Non-negotiable [YELLOWS-P2] Priority #2 Negotiable-If incomplete, move to RED category on following day [GREENS-P3] Priority #3 Floating tasks which are can float from day to day as needed and/or completed after regular work hours
C.A.S.H. Calendar
REDS-P1 L1 Leads/ NC3W Write Offer Pre-approved Showing Floor Duty Buyer Consultation Listing Appointment Hot List Review C.A.S.H. Calendar ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ YELLOWS-P2 L2 Leads/ V.I.P. L3 Leads/ Contacted Return Messages Escrow Management Customer Request ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ GREENS-P3 L4 Leads/ DRP Email Reply Social Media Listing Management Business Development ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________
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C.A.S.H. Calendar
7:00 8:00 C.A.S.H. BLOCK 9:00 10:00 11:00 12:00 1:00 2:00 3:00 4:00 5:00 6:00 7:00 8:00 9:00 HOT LIST SHOWING Jones LISTING Brown Email Reply Return Messages Customer Request LUNCH Prospecting L2 L3 Return Messages Lender Relations Escrow Mgmt. Return Messages Prospecting L4 Biz Development Blogging Social Media Biz Development REDS-P1 HOT LIST YELLOWS-P2 GREENS-P3 W1 D2 [Date] 2/15 To Do TODAY
SHOW/ Jones 7pm LISTING/ Brown 5pm ESCROW/ Rosefield LENDER/ Smith App. Review CMA for Brown
FLOATING
LISTING/ 14th St. flyers LISTING/ New sign co. OFFICE/ Print Cartridges
Email Reply Listing Mgmt
EXPENSES Code Cost GAS $32.97 SUPPLY $68.12 $ $ $ $ MILEAGE Name Miles Jones 46 Brown 32 Supply 9 Page 38
1st CONTACT CYCLE Mon. Tues. Wed. Thurs. Fri. Sat. Sun. X 8-10am 4-7pm 8-10am X 9-11am X Week1 D1 D2 D3 D4 D5 D6 D7 X 8-10am 8-10am 4-7pm X 3-6pm X Week3 D8 D9 D10 D11 D12 D13 D14 X 4-7pm 8-10am 8-10am X 9-11am X Week3 D15 D16 D17 D18 D19 D20 D21 [NOTES] Showing Jones at MLS#221332 Listing appointment w/ Sheryl & Steve Brown 1123 Court Ave/ review CMA Stop by Office Mall for PS991 Toner Cartridges, pens, paper
[C.A.S.H. Systems 1-4] LEAD TYPES

[Lead Types] CRM-Customer Relation Management can be very overwhelming if a strategic system of contact is not in place. If all customers are placed in your database with no contact strategically, your conversion ratios will remain low. Over the course of a decade in Internet Real Estate sales we have identified 5 Stages of Leads. It is very important for your success to categorize, prioritize, and schedule prospecting. You must always know what the next step in your prospecting plan is. If not, you will always be overwhelmed with overdue task and miss the tasks which lead to cash. A lead that has been in your database for 2 years, with no phone number and doesnt respond to your emails should never take priority over a New Lead, Contact Lead, Visited In Person Lead, Hot List Lead, or Past Customer. The two most important lead categories are Not Contacted and Hot List. Not Contacted leads must be put in a very aggressive contact plan as discussed above. Hot List Leads are leads which are preapproved ready to buy and showing. Here are the lead stages and codes for database note coding. [NC3W] Not Contacted 3 Week Program] Not contacted leads require a special approach. Most Internet leads only receive one call and over 25% never usually receive a call at all. Not contacted leads should be very strategic and emails should stand out from the rest. Both phone calls and emails should take place on certain days and times which will have the highest possibilities of reaching the customer. Not Contacted Leads are placed into the 3 Week Cycle of aggressive prospecting. The times and days of the 3 Week Cycle are based upon the probability of contact. During this 3 Week Cycle, 12 calls and 5 strategic emails should be sent. The emails should be typed, labeled and ready to copy/paste. The call schedule is located on your C.A.S.H. Calendar that is your calendar schedule for repetitive 3 Week Cycles. Emailing will take place on a 2.2.3.4. Day Cycle Formula. Email/ call as soon as you get the lead, hopefully within the first 15 minutes, then another email 2 contact days, 2 contact days, 3 contact days, and 4 contact days. See the examples for an email campaign for a 3 Week Cycle. After the 3 Week Cycle, the lead will either be moved to the Contacted Stage if contacted or Drip Campaign Stage, if not contacted. [DRP] Drip Campaign] If lead contact is not made during the 3 Week Program, then leads will be placed in the [DRP] Category. These leads will continue to receive monthly newsletter or other bulk communications to your leads combined with an occasional call depending upon data. [DRP] leads should not take priority over other contacted lead types. However, take into consideration Internet Lead incubation periods that can take several years.
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[C] Contacted Stage 2] Once a lead is contacted it is placed in the [C] Stage. In the Contacted Stage, you should know everything about the customer and completed the Customer Information worksheet which will supply you with the information needed to qualify the customer. The objective in this stage is to meet in person. When you meet the customer in person you can begin to strengthen your business relationship and increase the probability of being the Real Estate they use to purchase their property. [VIP] Visited In Person Stage 3] After the customer has been met in person, the customer is moved to the Visited In Person [VIP] Stage 3. The VIP Stage 3 should receive the same emails and contact as the Contacted [C] Stage 2, however you will have a stronger relationship with the customer and should stay in Contact routinely. [HL] Hot List Stage 4] Your Hot List should be the final Lead Stage. The Hot List is reviewed at least twice daily, in the morning and again at night. During the day the Hot List will be one of the most important document for you business. The Hot List will be your Top 5 Leads which are preapproved and ready to buy with the next 60-90 days. The Hot List also has a section of checklist for a quick reference. The Hot List should never take the place of your database, however it is crucial to always have your top 5 leads at your finger tips at all times. Your Hot List should be reviewed first thing in the morning and last thing at night. If your customer does not convert into a transaction in 60 days, demote back to the Contacted or VIP stage. [$OLD] Past Customer Stage 5] Past Customers are often abandoned after the sale. However your past customers should be maintained with the same attention as Not Contacted. Past Customers are your best advocates and will refer you leads if asked. Most agents forget to ask for referrals from Past Customers. Referrals have the highest probability of converting to a sale than any other leads type. Referrals are recommended by someone they trust and are loyal to you, unless you fail to provide them the same attention as everyone else. The problem however is attention. Sometimes Real Estate agents take advantage of referrals and provide their referral second hand service because they feel they dont have to earn the referrals business. During the Past Customer [$OLD] Stage 5, provide service, value, prevent problems, save money, provide CMAs periodically on your past customers home values, especially if they are realizing equity. Keep past Customers on your Newsletter list. Every few months give them a personal email and a phone call to keep in contact. As seen below on the C.A.S.H. Sell Cycle System, past Customers would be in the HELP stage. Continue to HELP your Past Customers by proving Value and take extra good care of any referrals they send.
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LEAD TYPES
NC3W
3 Week Program [Not Contacted] [Stage 1]
DRP
Drip Campaign [Not Contacted]
C
Contacted [Stage 2]
VIP
Visted In Person [Stage 3]
HL
Hot List [Stage 4]
$OLD
SOLD [Stage 5]
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[C.A.S.H. Systems 1-5] C.A.S.H. CONTACT Schedule
NC3W
Not Contacted 3 Week Program
Call_3 Week Cycle Email_2.2.3.4 Formula Objective: 1st Contact
DRP
Drip Campaign
Call_90-180D Email_Bulk-Auto Campaigns/Monthly Objective: Nurture to 1st Contact
C
Contacted
Call_2-4W depending on Time Frame to purchase Email_6M1-12/ 2-4w_1Y1-6/ 2M_2Y1-6/ 4M Objective: Appointment/Visit In Person VIP Call_2-4W depending on Time Frame to purchase Email_6M1-12/every 2-4w_1Y16/every2M_2Y1-6/every 4M Objective: Create Realtionship Call_As Needed/ Review 2x daily Email_Personal Emails as Needed/ Review 2x Daily Objective: Accepted Offer within 60D
VIP
Visited In Person
HL
Hot List
$OLD
Past Customer
Call_Personal Phone call every 3M Email_Bulk-Auto Campaigns/Monthly Objective: Nurture Relationship / Referrals
ALL
BULK EMAILS_MONTHLY Newsletters Market Updates Social Media/ Blogs/ Invites
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[C.A.S.H. Systems 1-6] C.A.S.H. ROADMAP
LEAD
NC3W
DRPC C
VIP HL CA$H
[C.A.S.H. Systems 1-7] C.A.S.H. CODING

[EMAIL CAMPAIGNS] Email campaigns should reflect your objective and sales strategies. Your pre-typed email campaigns should be in independent file folders labeled and saved on your computer. This will give you the ability to send 50+ emails a day without bulk emailing by keeping all your emails organized in numeric order. Know exactly what all your communication has been with the customer through your personal or company coding systems. By having pre-typed email campaigns, you will be able to Power Prospect and increase your overall lead conversion ratios therefore increasing your bottom line. Create the following folders and create a new document with your email saved into the folder for a quick copy/paste. All you should have to type is the customers name into the subject or email body, everything else is pre-typed, including your signature. [EMAIL CODING] E-mail Coding and Tiering is very important to keep record of your contacts in your database. Without some type of personal customized coding that you understand, you will be constantly typing and spending way too much time on prospecting. Most database management programs are in the next cell-based format that allows you to click at the very top, it will itemize Alpha and numeric. Whatever category you click all items will sort ascending from A-Z , Left to Right. This has allowed me to prospect more than any other agent in my offices, therefore closing more sales.
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EMAIL CAMPAIGNS
NC3W
VIP
NC3W1 NC3W2 NC3W3 NC3W4 NC3W5
6M1 6M2 6M3 6M4 6M5 6M6 6M7 6M8 6M9 6M10 6M11 6M12
1Y1 1Y2 1Y3 1Y4 1Y5 1Y6
2Y1 2Y2 2Y3 2Y4 2Y5 2Y6
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[NOTE CODING] Having an Excel based CRM with the capability to alphabetize the notes section is very important in database management. As you see above, all you have to do is click on [NOTE] and the entire field will alphabetize from top to bottom because the CRM is excel based. This is important because you can copy email [NC3W3] and paste is repeatedly to all of your [NC3W2] leads instead of stumbling around through notes and trying to remember what you emailed last. With this process you already know exactly what you emailed last and what to email next. By following this process you will be able to properly maintain thousands of leads for long periods of time with ease and increase your conversion rates. The number one reason for prospecting avoidance is unknowing what stage the lead is in the home buying process. Also use this to add other important information into the second, third, fourth tiers. The Tiers are how your leads will be listed when you click the NOTE link. Tier 1 is always what lead category the lead is in and last email sent than usually if the lead is preapproved and for what amount. *** Alphabetize Ascending from A-Z, Left to Right
[NOTES Tier 1] Lead Type/ Last Email Sent]

LEAD TYPE + LAST CAMPAIGN EMAIL SENT_ NC3W1_ [Not Contacted/ 3Week Program/ Emailed Campaign Email 1] DRP_ [Drip Campaign Emails/ Bulk Auto/ Newsletters] C6M1_ [Contacted/ 6 Month Email Campaign/ Emailed Campaign Email 1] C1Y1_ C2Y1_ VIP6M1_ VIP1Y1_ VIP2Y1_ HL6M1_ HL1Y1_ HL2Y1_ $OLD_
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[C.A.S.H. Systems 1-7] C.A.S.H. CODING [NOTES Tier2_] Financing Tier]

FUNDING SITUATION + BUDGET + TIME FRAME FUNDING SITUATION [LAP] Loan Approval [NOLAP] NO Loan Approval [PLAP] Pending Loan Approval (Lender) [CASH] BUDGET [100K] $100,000 TIME FRAME [D] Days [W] Weeks [M] Months [Y] Years
[NOTES Tier3_] Notes

[PEML] Personal Email [NBND] Inbound Email (copy and paste inbound email after this label if needed) [PL] Preferred Lender [CB] Call Back [EML] Email [3/2] Bed/Bath [L] Level
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[C.A.S.H. Systems 1-7] C.A.S.H. CODING NOTE CODING Example:
VIP6M3_LAP$250k-PLWells-Q3.15_Notes: Jones Family of 4-NW Area 3/2 >1500sf-1L-1/2 acre->2000YB- Saved MLS Search/ Weekends or after 5pm to show- LAP w/ PL at Wells-See NBND EML for more
***This Lead Coding tells you the Customer has been visited in person and received email 3 from your 6 month contacted campaign. You now know the customer has loan pre-approval in the amount of $250,000 from your preferred lender at Wells Fargo and ready to purchase in quarter 3 2015. You know the customer is a family of 4 searching for a 3 bedroom, 2 bath, at least 1500sf, single level, built after 2000 home in the North West area on a quarter acre lot. You know you have a saved search on my MLS. The customer is available after 5pm and on weekends. If you need to check on their loan status you know to call my preferred lender at Wells Fargo. For more details you will either check any in-bound emails from the customer or a copied email to your notes. When this lead is marked for a contact from my CRM, you will call and/or send the next lead campaign email which would be VIP6M4. You will select the entire note, copy [CTRL C], and paste [CRTL V] to a new activity, only changing VIP6M3 to VIP6M4.
CRM /DATABASE Example:

Name Email Phone Frank Doe FrankDoe122@gmail.com 558-8847 John Smith jsmith56@aol.com 555-4454 Mike McAlister Diver332@yahoo.com Susan Black black2232@gmail.com 556-8845 Mike Smith msmith22@gmail.com 556-7741 Joe Franklin JoeFranklin67@gmail.com 554-8855 Frances Bovia Downtown3323@gmail.com 447-8858 Carla Shoemaker Shoester334@gmail.com 448-7747 Martha Mcdowell Designer2233@yahoo.com 887-8885 Fred Brown brownfamily@gmail.com 558-5547 Nancy Jones Jones221@aol.com 556-7784 Notes Source Date $OLD_$350-12_1123 Main St. Notes: CB-Q3.14 4/4/2013 Google C6M4_LAP$190-PLWells-Q3.13_Notes: Office 7/1/2013 DRP Website 4/2/2011 HL1Y2_LAP$280-CU-Q3.13_Notes: Blog 3/12/2012 HL6M3_LAP$300-BA-Q3.13_Notes:Blog 7/8/2013 HL6M5_CASH$200-Q1.13_Notes: Sign Call 8/12/2013 NC3W2 Facebook 8/3/2013 NC3W2 Blog 8/4/2013 NC3W2 Facebook 8/2/2013 NC3W4 Website 8/7/2013 VIP1Y3_NOLAP-Q4.14_Notes: Facebook 7/7/2012
***To sort Notes in an Excel based CRM/Database, click the NOTES tab to sort ascending from A-Z, left to right. You should also be able to sort Name, Email, Phone or any other category in alphabetical order.
[C.A.S.H. Systems 2-1] EMAIL SCIENCE 101

Large companies are still using my tactics today in their training programs. Every component of the email is detrimental to its success. The subject line, the first sentence, last sentence, signature, and believe it or not the P.S. are the five major components of an e-mail. The first thing that gets checked is the address line, who is this from? Then secondly is the subject line. If the email is not appealing, it wont get opened. Some people get hundreds of emails a day and scan the subject lines for priorities. Once the email is opened the customer begins the scan, the first sentence is vitally important and must be the hook. If the first sentence was interesting and sparked curiosity email content is scanned for bold, italic, or anything out of the ordinary and focus is now on the last sentence. Finally is the P.S., yes the P.S. as part of the curiosity factor. Not too many people use a P.S. anymore and it is an area to place a call to action or conclusion. A signature should be a well designed standard signature which has all your information, website link, social media links, blog links, and links to get preapproved.
[SUBJECT LINES] Anyone can write an email, however to write an email that is read is a science in itself. The first step is the subject line. Without an outstanding subject line, the email will never get opened. Subject lines should stand out from all the other emails desiring to be opened. Use subject lines which initiate curiosity. Be direct, bold statements, alarming, astounding, witty, debatable, and provide a solution. Offer a value or by addressing customer by name. Here are a few subject lines which have been successful for us in the past. Our all time favorite is are you still interested? Customers also love the how to. Appeal to the customers thirst for valuable information and knowledge.
EMAIL SUBJECTS
5 Easy Ways to (?) 5 Home Buying Strategies 5 Home Selling Strategies 5 Tips to selling in a distressed market account cancelation notice account update requested please reply account update required Are you still interested? Check out this new floor plan! Check this link out here's the information you requested Heres the link hey (CUSTOMERS NAME) it's me How to (?) How to (?) How to save (?)
I tried to call you Is there a better time to call? it was a pleasure meeting you the other day Its me again New (CITY NAME) Real Estate data Pathway to home ownership Quick Tips on (?) RE: Account update requested regarding our conversation Some great stuff thank you for coming into the office today Think youll like this This is awesome! This is Highly recommended When is the best time to call you? Youll love this!
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[EMAIL BODY] After a catchy subject line to get your email opened you must have strategic email structure for maximum effectiveness. The most important parts of an email are the subject line, first sentence, last sentence, P.S. and signature. Everything else is scanned and meaningless. Use larger font such as 14. Do not use pretty colors or handwriting fonts either, these get deleted instantly and are horrible to have to read. Be direct in communication. Do not use passive words such as: if you want, maybe I can help, if youre available, etc. Be direct and take control of the communication. Real Estate customers want a Real Estate agent who is going to negotiate a fare price for their home and stand up for their best interest. Your customers need you to be that person. [SIGNATURES] Email signatures are widely unused to their full potential. Signatures should have links to blogs, landing pages, websites, Lenders, searches and well as all the agents contact information. Signatures are a very important aspect of the email and should be used to fullest extent.
Company Name Agent Name (Designations) Agent@YourCompany.com Mobile: 702-203-0755 Office: 702-895-3200 Fax: 702-895-8848 www.YourCompany.com www.LinkToInfo.com www.LinkToInfo.com www.LinkToInfo.com
[TOP 5 EMAIL TIPS] 1. Have pre-typed email campaigns for easy copy/paste 2. Avoid advertising verbiage for spam filters 3. Most important parts of email: Subject, 1st/last sentence, P.S., Signature 4. Save each email individually in campaign folders 5. Always make a note of the last email sent in CRM
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[C.A.S.H. Systems 2-1] EMAIL SCIENCE 101 Example:

Hi this is Linda from ABC Real Estate, I just wanted to know if you might want to come in next week and sit down to talk about your new home.
Revised:
Hi (Customer), This is Linda from ABC Real Estate. I have times available next week for you to come into my office and discuss your options. We have Monday at 10am, Tuesday 1pm, or Friday 4pm. Let me know which time and days will fit your needs.
EMAIL PSYCHOLOGY
The revised email is spaced correctly between sentences, visually appealing with direct verbiage and a call to action. Offering a multiple choice of days and times you let the customer know your time is valuable and helps them make up their mind. In closing is a direct question of time and days that will fit Lindas needs. This flips the situation back on the customer, instead of the customer feeling obligated to attend the meeting, she is now realizing the meeting is for her needs and you are making time for her. Continue to strategically remind the customer they need YOU. For your content, avoid any passive material. When a customer feels you are not 100% confident in providing them service, they will search for another agent. Instead, be direct with communications and avoid providing the customers with a way out. When you write emails or talk to a customer in a passive voice, you are making it easy for the customer to say no. People usually take the path of least resistance. The easier you make it for customers to say no, the more youll be hearing it. Avoid using passive terminology such as just thought you might, just wondering, if you still want, when you have time, when youre ready. Using this type of verbiage is telling the customer you dont really care if they email you or call you back. Provide valuable content to your messages by providing solutions/preventions of problems or saving time/money. Be clear about your professional abilities which make you stand out from other agents and confident enough to tell the customer. Always remember the 5 Points of email science which are the SUBJECT, 1 st SENTENCE, LAST SENTENCE, P.S., and SIGNATURE.
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[C.A.S.H. Systems 2-1] EMAIL SCIENCE 101 Example Campaigns/3Week Program

In your first set of emails in the [3W Program] you should be aggressive. You need to let the customer know you are a real person who is attempting to contact and help them. Let the customer know what days and times you are calling them and why you want to contact them. DO NOT ask for an appointment during these first emails, wait until you contact them on the phone so you can explain the value they will receive from a person to person meeting.
NC3W Program Examples: [NC3W1]

(Subject) I see you registered with us, how can I help you (CUSTOMER)? Hi, (CUSTOMER) (1st Sentence) (2nd Sentence) I see you registered on our website at (COMPANY WEBSITE). I have access to over (MARKET LISTINGS) current listings immediately as they are listed. P.S. When I know exactly what you want, I can forward you the listings which match your criteria immediately. (SIGNATURE)
(P.S.)
(Signature)
[NC3W2]
(Subject) Hi (CUSTOMER), I missed you today Hi, (CUSTOMER) (1st Sentence) (2nd Sentence) I called you today at (TIME). I have some time available this week at (GIVE 3 DAYS/TIMES), which works best for you? (SIGNATURE)
(Signature)
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[C.A.S.H. Systems 2-1] EMAIL SCIENCE 101 [NC3W3]

(Subject) When are you available to talk? Hi, (CUSTOMER) (1st Sentence) (2nd Sentence) (P.S.) I need to ask you a few more questions so I know exactly what youre looking for. We have over (MARKET LISTINGS) to search through. P.S. When I know exactly what youre searching for, I can provide you with home results of exactly what youve been searching for. (SIGNATURE)
(Signature)
[NC3W4]
(Subject) are you still there? Hi, (CUSTOMER) (1st Sentence) (2nd Sentence) (Signature) I called you today at (TIME). Is this (CUSTOMERS) correct email? (SIGNATURE)
[NC3W4]
(Subject) account update required Hi, (CUSTOMER) (1st Sentence) I need to know exactly what youre searching for so I enter your correct information into our system. (SIGNATURE)
(Signature)
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[Spam Filters] Spam Filters will automatically dump your emails into a spam folder if they suspect spamming. Spam filters will search the subject line and senders email address. To avoid Spam Filters, avoid words that sound like commercials and ask customer to check their Spam folders, if they find any of your emails in their Spam Folders, they can select allow sender. Also avoid multiple use of $$$, !!!, ??? To be safe, be original with your content and dont sound like a commercial. Some keywords which will alert Spam Filters are:
SPAM FILTER ALERTS

100% FREE 100% guaranteed income act now all new amazing apply online avoid bankruptcy bad credit bankruptcy be amazed business buy direct buy recommendation call now cash cash bonus click here click below compare rates credit custom quote debt debt free direct e-mail discount earn easy terms eliminate bad credit extra income free get gift
increase incredible deal insurance Internet market limited time lowest price marketing solutions money back guarantee home-based home mortgage making money month trial offer mortgage rates no cost no credit check no obligation no purchase necessary offer expires online promotion opportunity please read profits refinance home save serious only take action now the best rates the following form unlimited urgent your income
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[BEST EMAIL EVER] We have used this email for a decade to resurrect dead leads from old databases. The success of reply is 30-50% from dead leads. Analyze the details and simplicity of the email. All the customer has to do is reply with a letter from a multiple choice questionnaire. The email empathizes with the customer and explains the situation, then offers a simple multiple choice questionnaire for easy reply.
Subject: Please reply back with your status Dear (CUSTOMER), I understand the importance of privacy and dont want to bother you if youre not interested in buying a home. Please reply with the status which best describes your Real Estate needs so I know exactly how to serve you best. A.) Ready now B.) Ready within 6 months C.) Ready within 1 year+ D.) Contact me ASAP E.) Just looking for now F.) Not interested, ever P.S. Call me anytime at 702-203-0755 (Agent Name) Agent@YourCompany.com Mobile: 702-203-0755 Office: 702-895-3200 Fax: 702-895-8848 www.YourCompany.com www.LinkToBLOG.com www.LinkToSOCIALMEDIA.com www.LinkToLENDER.com
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[C.A.S.H. Systems 2-2] FORM PSYCHOLOGY-CUSTOMER INTERVIEW
BLOCK 1 -PERSONAL INFORMATION Item [Name] Bob Brown [Name] Nancy Brown 1 [Best Phone] 702-334-5534 [Best Phone] 702-554-6654 Item[Email] nancybrown70@gmail.com 2 [Email] fishingmead65@gmail.com [Q] What are your current circumstances? Moved to LV from Ohio, renting monthly, bob works in SW Industrial area, teenage kids go to Loan Mtn. High/Summerlin, lead from Lake Mead Item 3 Item 4 SMART Ad (motivation: love/security/safe/health/happiness) [Children/Ages] Mark/15 Cheryl/16 [Hobbies] Fishing, Gardening, Ohio St. Item 5 BLOCK 2 -SEARCH CRITERIA Item 6 X Primary Vacation Investment BUDGET $ [Cash] X SFR CONDO TWNHM [Pre-ApprovedItem 7 Fargo/$300k MANU LAND MULTI [Referred] Other: [Area] W/ SW [City] Las Vegas [Zip] [Sub] Garden Grove [SF] 1800-2500 [Beds] 4 [Baths] 2.5 [Rooms] Den [Year] 2000+ [Level] 1-2 [Lot Size] .15> [Pool/Spa] Y NOTES: Really want to be in Garden Grove//available only in 3 bedrooms under $300k-keep MLS watch on area with cell phone alerts, important to be within 20mi of work/fuel budget/drive time/ ..had to drive 1 hr+ each way to work in Ohio Item 8 [NEEDS] 1800sf>,4/2>, 20mi.radius of 1123 Industrial Pkwy [WANTS] Den, Lrg. backyard, Pool, 3 G. Family Room Up, Garden Grove Estates, 2000+ PRIORITIES 1. within 20mi. of work 2.at least 1800sf 3.at least 4 bedroom Item 9
Item 10 BLOCK 3 -RISK ASSESSMENT MATRIX [Q] Whats your BUDGET? $300k+ (20) $100k-$299k (10) [Q] Whats your TIME FRAME to make an OFFER? 0-30 Days (20) 31-90 Days (10) [Q] How will you be PAYING for your property? CASH (20) Pre-Approved (10) [Q] Are you WORKING with any other AGENTS? NO (20) 1-5 Others (10) [Q] Will you be living at the property? Investment Property (20) Vacation Home (10) Item 12 APPOINTMENT [Location] SW Real Estate Office
POINTS $1-$99 (5) 20 91+ Days (5) 20 NOT Pre-Approved 5 + Others (5) 10 (5) 20
Item 11 Primary Residence (5) 5 TOTAL SCORE 75 [Date] [Time] 4/12 10am Page 56
[C.A.S.H. Systems 2-2] FORM PSYCHOLOGY-CUSTOMER INTERVIEW
Form Psychology
[OVERVIEW] The Customer Interview form is a systematic interview process which should be standard practice in any Real Estate office. The Customer Interview form provides agent all necessary information to effectively service customers in a 1 page format. In addition to providing all necessary information to properly service the customer, the Customer Interview form helps agent realize priority differentiation between customer types to increase conversion ratios. One of the main causes of customer loss is follow-up and service. When agents are focused on tasks for customers with little or no probability of closing and overlook customers who require immediate attention, sales are lost. Item 1 [1] Best practice is to ask for customers best numbers, cell phones are not always best numbers. Customers usually prefer either wife or husband as primary contact [2] Asking customers current circumstance or situation upfront will allow the customer to voluntarily provide information without questioning. Customer is more likely to provide additional information when asked these questions. Customers who feel agents are listening to their circumstances/situation, tend to feel as if the agent is listening to their personal needs instead of an interrogation process. [3] Children and ages will allow opportunity for Emotional Triggers and increasing personal relationship to customer. Pets names could substitute is needed. [4] Customers Hobbies will provide insight to customers interest, availability, needs, wants, and material for conversation. [5] Search Criteria will unveil customers motivations, interest, timeframe, and will be used in Risk Assessment Matrix to determine customer priority level. [6] Loan Type or Cash. Also used in Risk Assessment Matrix. [7] Referral if any to ensure referrer is recognized. [8] Needs vs Wants discussion. Determining what customer must have to write offer will expedite home showing process by matching prices to Needs instead of Wants. Wants are a bonus, needs are a necessity. [9] Understanding customers priorities are necessary to determine customers motivations. [10] Risk Assessment Criteria based upon probability of a successful sale. Criteria and points can be adjusted. Psychology is to create a system of Priority levels for Follow-up. [11] Risk Assessment Score to be used for HOTLIST worksheet
Item 2
Item 3
Item 4
Item 5
Item 6 Item 7 Item 8
Item 9
Item 10
Item 11
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[C.A.S.H. Systems 2-3] FORM PSYCHOLOGY-HOT LIST

HOT LIST Item 1 Item 2 [Name] Bob & Nancy Brown [SCORE] 75 [P] 702-554-6654/ 702-334-5534 [EML] nancybrown70@gmail.com Item 3 Item 4 Item 5 [Criteria] 4/2 1800sf>, SW-W , 2000Y>, Pool, $300k<, Garden Grove, Den, Lot .15> [LAP] Mary @ Clark Co. Credit Union [Budget]$300k< [TF] 30d< [Notes] Security/Safety/Respect/Admired [O&A] 4/21 [SP]$ 289,500 [COE] 5/25 1132 Tula Vista/MLS#112312 [Title] First Community Title HOT LIST [Name] Marvin & Gloria Chen [SCORE]100 [P] 209-223-7649 [EML] ChenInvestmentLLC@google.com [Criteria] 3/2>, NW,SW,W, 2000Y>, NO Pool/Spa, $350k total Item 6 Item 7 Item 8 [LAP] CASH [Budget]$ 350,000 [TF] ASAP [Notes] Investors, 10-12% Cap, Mtn View [O&A] 4/19 [SP]$130,000 [COE]4/31 Property mgmt co. referral. 3 properties [Title] Liberty Title HOT LIST [Name] George & Renee Lucas [Score]80 [P] 209-335-2212 [EML] 67droptop@yahoo.com [Criteria] vacation condo, 2/2, 900sf>, Falcon Ridge Comm. $90k< [LAP] Bank of America/ Home Equity line [Budget]$90 [TF] 45d< Item 9 [SP]$ 85,995 [Notes] 2 bed condo as soon as available,, likes [O&A]4/12 [COE]5/12 the 992 model, will write offer on unseen- if 992 [Title] First Community Title HOT LIST [Name] John & Mary Johnson [SCORE] 70 [P] 702-363-8784/John 702-878-6696/Mary [EML] johnsonfamily223@yahoo.com [Criteria] 3/2, 2500sf>, NW Las Vegas, Gated Comm., Pool, .25acre, 3 Car Garage [LAP] Mary @ Community Credit Union [Budget]$ 575k [TF] 90D [Notes] Security/Safety/Comfort [O&A] [SP]$ [COE] [Title] HOT LIST [Name] Ben & Dorothy Buford [SCORE] 65 [P] 702-223-4423 [EML] buford442@aol.com [Criteria] 2/2, 1000sf>, Gated, Garden Grove, Pool, the world [LAP] Alliance Group [Budget]$120k< [TF]90d< [Notes] lots of wants waiting list for Garden [O&A] [SP]$ [COE] Grove Estates- show available/ take away [Title] MY MONEY Last Name Inspection Underwriting Walk SP $ CO-OP COE PAY DAY Brown 5/1 -10am 5/23 5 289500 3% 5/25 $5523 Item 10 Item 12 Item 11 Lucas 5/2 -8am 5/21 5/24 85,995 3% 5/20 $1445 Chen 1 4/23-2pm CASH 4/30 130,000 3% 4/31 $1875 CYBERGUERRILLACONSULTING 2012 Page 58
[C.A.S.H. Systems 2-3] FORM PSYCHOLOGY-HOT LIST
Form Psychology
[OVERVIEW] The Hotlist Form is a business plan summary of the most promising leads which is to be carried with agent and reviewed daily. This form increases confidence from subconscious expectations of pay while increasing customer interaction from focus of monetary value attached to customer. Agents will naturally desire to have a completed form of five Hotlist contacts, therefore increasing overall sales performance. The My Money section has a checklist of the entire sales process allowing agent to effectively manage multiple transactions and pipeline of VIP prospects. Item 1 [1] Score from Customer Interview form is carried over to Hotlist for a prioritization level of contacts and mental focus [2] EML =s Email (CRM Coding taught in C.A.S.H. Program) [3] LAP =s Loan Approval Info. (CRM Coding taught in C.A.S.H. Program) [4] Customers Budget [5] TF =s Time Frame (CRM Coding taught in C.A.S.H. Program) [6] O&A =s Offer & Acceptance date
Item 2 Item 3 Item 4 Item 5 Item 6
Item 7 [7] SP =S Sales Price Item 8 Item 9 Item 10 Item 11 Item 12 Item 13 [8] COE =s Close of Escrow date [9] Title Company Information [10] Home Inspection date [11] Underwriting Approval date [12] Final Walk-thru date [13] CO-OP =s Total, %, Agent Share
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[C.A.S.H. Systems 2-4] FORM PSYCHOLOGY-SHOWING COMPS

BLOCK 1 -NEEDS
[BEDS] 4/2 [AREA] SW-W LV [BUDGET] $300k< [OTHER] within 20mi radiusItem 1 if 20mi.radius of 1123 Industrial Pkwy
BLOCK 2
-WISHES
WISH LIST PRIORITY Item 2
[1] Garden Grove Estates Item 3 [2] Den [3]Pool [4]3 Car Garage [5] Large Back Yard [6]Family Room Upstairs
POINTS %
40 25 15 10 5 5
Den Lrg. backyard 3 car garage Family room upstairs Garden Grove Estates Pool
Item 4
[MOTIVATIONS]
100%
BLOCK 3
-COMPARE
[Address /MLS]112210
4453 Stone Valley Cir.
[Address /MLS] 112312

1132 Tula Vista Dr.
[Address /MLS] 111432

332 Rock Garden Dr.
[$] 299,500 [DOM] 25 [Notes] has pool, small yard, needs work Item 5 WISH LIST
Den Item 7 Pool 3 Car Garage Large Back Yard
[$] 249,999 [DOM]45 [Notes] needs paint/primer

No frig/washer/dryer
[$] 299,000 [DOM] 124 [Notes] plaster pool, carpet, paint, Item 6NO appliances, $30k+ repairs %
15 10 5 5
%
25 15 10 5
WISH LIST
Pool 3 Car Garage Large Back Yard Family Room Up
WISH LIST
Garden Grove Estates Pool
%
40 25
Item 8
TOTAL [Address /MLS] 112233

44211 Main Stream Loop
55 8876 Milky way
TOTAL [Address /MLS]112332
35
TOTAL [Address /MLS]122331

3342 Rock Bottom Ave
65
Item 9
[$] 274,500 [DOM] 30 [Notes] Nice lot! Carpet, Tree

Removal $10k
[$] 289,900 [DOM]25 [Notes] Horrible tile through-out..

No Way
[$]299,000 [DOM] 7 [Notes] Needs roof, landscaping,

pool equipment gone, $40k fixes
WISH LIST
Den 3 Car Garage acre lot
%
25 10 5
WISH LIST
Den Pool 3 Car Garage Family Room Up
%
25 15 10 5
WISH LIST
Garden Grove Estates Pool 3 Car Garage
%
40 15 10
TOTAL
40
TOTAL
55
APPOINTMENT
[Name] Bob & Nancy Brown
TOTAL 65 [Phone] 702-334-5534 (Bob) 702-554-6654 (Nancy)
[Location] 1132 Tula Vista Dr. (MLS#112312)
[Date] 4/19
[Time] 10am
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[C.A.S.H. Systems 2-4] FORM PSYCHOLOGY-SHOWING COMPS
Form Psychology
[OVERVIEW] The Showing Comps Form is designed to assist you when working with indecisive customers. Customers who have list of wants, not needs. Use this form with your Customer Interview Form to guide the customer to a close. On the Customer Interview Form, you will ask the customer for their Needs and Wants. At the first house on your showing tour, reveal your Showing Comp Form and begin to refer to the customers Wants as Wishes. By referring to the customers wants as wishes, you can help the customer realize all their wishes might not be granted. People tend to believe they can have anything they want, however wishes seldom come true. Do not refer to the customers wants as wishes until you are showing them homes and have visited with them in person. Only homes that fit the customers needs should ever be shown. The customers needs are clearly identified at the top of the form. Needs are rarely more than area, bedrooms, and budget. Everything else is usually a want/wish. By identifying the customers wishes, creating a priority level, labeling with a point system, you can review the showings with the customer and help them make a decision. A hot tub for example might have be 40 points while a 3 rd car garage could be 60 points. At the end of the showing, add the points to determine which property has the highest wishes and use the Showing Comp Form as a closing tool. Item 1 Item 2 Item 3 Item 4 Item 5 Item 6 [1] Create separation between needs and wishes [2] Identify wants as wishes and list [3] Create priority for wish list [4] Give every wish a point with a total of 100 points [5] Property asking price [6] DOM=s Days On Market
Item 7 [7] List wishes from wish list for each individual property Item 8 Item 9 [8] List point for each wish each individual property has [9] Total points for each property wish list for final property comparison/close
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[C.A.S.H. Systems 2-5] PERSONAL DEVELOPMENT-PRIORITY PYRAMID

[PRIORITY PYRAMID] This program is not about personal development or motivation. We truly believe the best motivation is from generating leads and converting them to a paycheck. Now you have the tools to increase leads and your conversion ratios, so you should be very motivated. However, our subconscious mind has more control over our lives than we will ever know. Our subconscious mind is responsible for making millions of decisions daily. Our subconscious Mind makes decisions which are in conjunction with our beliefs, goals, desires, etc. One of the major problems with goal setting is a step by step process for accomplishing our goal. Picture for a moment your goal at the top of a tall ladder. Each step is a task which must be achieved to accomplish your goal. If even one of the steps does not abide by our beliefs systems or our subconscious conflicts with the task, the entire plan to accomplish the goal will come to a stop. Instead of micromanaging your goals, allow your subconscious super computer of a mind to solve the problems and find its own solutions. Your subconscious mind will work 24/7 to creatively solve your problems and take you directly to you goal. The major problem with goal setting is that people have too many. Instead of creating a list of wishes, use our priority pyramid to identify your goals. Always have 1 primary directive. By having one primary directive, your subconscious mind will never have conflicts when making decisions which are relevant to your goals. You will always have a primary directive. On the second tier you will have 2 goals. These goal accomplishing tasks will fall secondary on you priority pyramid and are ok to conflict as long as there is a primary directive. Finally have a tier 3 where you can have as many goals as you choose. This tier will fall subordinate to tier 1 and tier 2. Tier 3 subconscious task will be addressed as needed, no big hurry. By using this pyramid, you will program your subconscious mind to work at its best. Also, place a picture of what your primary direct is on top of the pyramid. You may choose to do the same to the others tiers as well. Having a visual image of your accomplishment or goal helps the subconscious mind overcome barriers of limitation we place on it.
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[C.A.S.H. Systems 2-5] PERSONAL DEVELOPMENT-PRIORITY PYRAMID
#1 Priority
[paste picture]
1 I Did This 2 I Can Do This
3+ I Will Try My Best
Tier 1- [I Did This] 1 Primary Directive goal to be accomplished as soon as possible. This Primary Directive will take precedence over all else Tier 2- [I Can Do It] 2 Secondary directive goals to be accomplished as needed/ multi-tasking steps to completion Tier 3- [Tried My Best] 3+ Third directive goals to be accomplished as needed/ multi-tasking only after top tiers are satisfied
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Cyberguerrillatraining

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INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-1] YOUR PERFECT CUSTOMER

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-1] YOUR PERFECT CUSTOMER

PERFECT CUSTOMER PROFILE

Income $25-$49K X $50-$74K X $75-$99K $100-$250k $250k+

Hobbies Indoor X Outdoor X Weekends Nightly X Active X Sports

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-1] YOUR PERFECT CUSTOMER

CUSTOMER KEYWORD QUESTIONS

CUSTOMER KEYWORD MATRIX

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-2] VISUAL PSYCHOLOGY

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-2] VISUAL PSYCHOLOGY

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-3] S.M.A.R.T. Content

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-3] S.M.A.R.T. Content

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-3] S.M.A.R.T. Content

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-3] S.M.A.R.T. Content

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-3] S.M.A.R.T. Content

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-3] S.M.A.R.T. Content

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-4] CREATING VISUALIZATIONS

WHO [ ? ] + MOTIVATION [ ? ] + EMOTION [ ? ] + SENSE [ ? ] = VISUALIZATION

***For Subconscious Associations include [BRAND] in Marketing.

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-4] CREATING VISUALIZATIONS

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-4] CREATING VISUALIZATIONS

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING

[Situation] Event-Episode-Incident-Occasion [Occurance] Circustance-Condition-Location-State of Affairs

[Demograpic] Gender-Age-Income-Family-Ownership [Location] Private-Public-Address-Zipcode-City-StateCounty-Community-Vacinty-Mi Radius [Route] Travel Patterns-Hwy-Freeway-Roads-Insections

[Frequency] Daily-Weekly-Monthly-Annually-Sporadic [Delivery] Visual-Audible [Trigger] Word-Phrase-Thought-Experience-Memory [Emotional Expectation] Happy-Sad-Excited-AwareFearful-Confused-Postive-Negative

[Process of Delivery] Plan-Action-Steps-Tasks

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING

COST $56.25 $45.23 $51.19 $95.33 $110.20 $195.20 $140.23 $298.75 $ $ $ $ $ $ $ $

REVENUE $5230 $0 $3226 $6887 $3556 $7732 $0 $0 $ $ $ $ $ $ $ $

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 1-5] SUBSCONSCIOUS ASSOCIATION MARKETING

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 2-1] CYBER MARKETING

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 2-2] SEO-Search Engine Optimization

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 2-3] S.M.A.R.T. Content 2

INTERNET REAL ESTATE GUIDE LEVELING THE CYBER BATTLEFIELD

[S.M.A.R.T. Program 2-3] S.M.A.R.T. Content 2

Who? Customer Family Members